Discover the Famous “Napkin Presentations” by Don Failla
The late Don Failla, was author of one of the most famous books on MLM, โOwn Your Lifeโ, previously called โThe 45 Second Presentation That Will Change Your Lifeโ, and also known as the โNapkin Presentationsโ shares the lessons he's learned from over 50 years in the network marketing profession.ย
NOTE: This interview was done in 2020. Don sadly passed away in 2024 at the age of 89 years old.
Table of Contents
Who is Don Failla?
Don and Nancy Failla had been active in network marketing for over 50 years.
Theyโve been with their current MLM company for 24 years and they started out by sponsoring 4 people which eventually led to over 1 million distributors and with over 325,000 distributors on auto ship.
Don and Nancy also have been network marketing trainers since 1981 and wrote one of my read MLM books of all time, The 45 Second Presentation, also known as the Napkin Presentation.
Don and Nancy have been married for over 55 years and have 2 sons, 5 grandkids and live in San Diego, California.
Watch Don Failla's Interview
How Don Failla Got Started in Network Marketing
Don Failla was running an International House of Pancakes.
He had 35 employees, and the restaurant was open 24/7.
For four years, he only had three full days off.
One day, a frequent customer invited him to a network marketing meeting.
It was a hotel meeting, and Don joined right away.
He saw the potential but knew success would take time.
His wife, Nancy, supported the family while Don worked on building his business.
It took him years to figure it out, but he never gave up.
The Turning Point in the Business for Don Failla
Don realized that weekly opportunity meetings were not effective.
People would attend, then gather afterward at a coffee shop.
More people showed up to talk than to the actual presentation.
He decided to change those meetings into training sessions instead.
That shift made a huge difference.
Another major breakthrough was understanding duplication.
He compared network marketing to driving a Lamborghini.
You would never let a friend drive it without knowing how to drive.
Yet, people were sending new recruits out to talk about the company and products without proper training.
He realized that teaching people first was the key to duplication and long-term success.
The Worst Moment in Network Marketing for Don Failla
One of the toughest moments was when he was terminated from a company.
He had attended a meeting for another company just to check out their products.
Because of his reputation, the organizers asked him to say a few words.
He declined, but his wife spoke briefly without mentioning any company names.
A few days later, Don found out he had been terminated.
His paycheck was gone without warning.
It was a tough experience, but he moved forward and found a better opportunity.
Why People Fail in Network Marketing
Don noticed that most people fail because they think network marketing is about selling.
95% of people do not want to sell.
He explained that the real focus should be on duplication, not recruiting salespeople.
Too many people jump from company to company.
They recruit many people but fail to train them properly.
After a year, they see their team shrinking and blame the company.
Then they jump to a new company and repeat the cycle.
Don says that if they had focused on duplication, they would still be in their first company and be rich by now.
Million Dollar Question for Don Failla
If Don had to start all over again, what would he do?
He would make a friend and meet their friends.
Thatโs it.
He would wear a hat or pin that says, โOwn Your Life.โ
When people ask about it, he would start a conversation.
Then he would ask if they know anyone who wants more time, money, and health.
Thatโs how he built his business before and how he would do it again today.
Must Read Book
Think and Grow Rich by Napoleon Hill
Favorite Quote
โOwn Your Life.”
Recommended Online App
Recommended Prospecting Tool
Contact Info
Don Failla on Facebook
Email: donfailla@cox.net
Skype: don.failla
Key Lessons from Don Failla
- Teach before you talk. Make sure people understand network marketing before they go out and share.
- Duplication is everything. You are not duplicated until the person you sponsor is three levels deep.
- Stick with one company. Jumping from company to company will not lead to success. Focus on building depth.
Your Action Steps
1. Focus on duplication. Train your team properly before they start talking to prospects.
2. Stop looking for salespeople. Network marketing is not about selling; it is about building a family of consumers.
3. Be consistent. Success comes from doing the right actions every day, not chasing quick wins.
Network marketing is simple when you do it the right way.
Follow Don Faillaโs advice, and you will build a business that lasts.
Simon Chan is a business coach, podcaster, speaker and best selling author who helps network marketers recruit and build a team by staying consistent with a Simple Online System.ย Full bio