Www.ex Cult.org Groups Amway Dexter Yager 1 u63b

* * "I've had people tell me I'm materialistic. I say you're either   materialistic or you're a nudist.'' ‐‐ Success magazine interview with   Yager, 1994 ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐>Box<‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ The Pentagon of Yager's Amway army is a nondescript office‐warehouse   on Steele Creek Road in southwest Charlotte. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐>Box<‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ Internet Services Corp. serves as headquarters and supply depot. It   distributes millions of books, tapes and videos that are the   motivational fuel for Yager troops in their fight against slammed   doors and "negative people.'' They call their general the "master   motivator.'' In the lobby, a portrait of Yager and his wife, Birdie, hangs over an   open Bible. His bronze bust sits atop a display case. When Yager walks   in, he looks like anything but a star. He's carrying a pack of Garcia Y Vegas cigars and wearing a leather   fanny pack embossed with a red, white and blue flag. A blue corduroy   cap hides his retreating hairline. A trim salt‐and‐pepper beard frames   a round face atop a 5‐foot‐6, 185‐pound frame. "I got a long body with no arms and legs,'' he explains in a gravelly   voice. "If my body was normal size I'd be a midget.'' His right arm is partially impaired from a 1986 stroke. He gestures   mostly with his left. His deep‐set eyes seem always in motion as he   offers up life lessons like so many cigars: (''I've been rich and I've   been poor, and the one reason a lot of people get rich is they've been   poor enough to hate it.'') He's not polished, and even takes a certain pride when stumbling over   a word. "I purposely kept my vocabulary small,'' says the author of 12   books. "Most people with big vocabularies, I had to figure out what   they meant. . . .  So I've never increased it.'' Dressed casually, with cream‐colored loafers and a burgundy pullover,   Yager is unassuming. Except for the jewelry. Each hand totes a 10‐carat diamond ring. A diamond‐studded Rolex   adorns one wrist. The other has a matching bracelet with "DEX''   spelled in diamonds. Such bangles aren't Yager's only bow to success. His fleet of cars, once numbering more than 50, is down to around 15.   It includes three Rolls‐Royces and four Mercedes. Then there are the   four boats and the seven‐seat Hawker jet, not to mention homes on Lake   Wylie and in Florida. His Lake Wylie residence is a 15,000‐square‐ foot, $1.6 million log showcase. http://www.excult.org/Groups/Amway/dexteryager1.txt

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www.excult.org/Groups/Amway/dexteryager1.txt

Like books and tapes, they're all among the tools Yager uses to   motivate distributors and encourage them to recruit new ones. "You've got to keep them dreaming,'' he advised last fall in   "Dreambuilders,'' the network magazine. "Take them dreaming  . . .  so   that they get hungry for the things they're not satisfied with, what   they have won't do. . . . "We've got to keep them looking at houses, boats, planes, cars, vans,   coaches, expanding and stimulating and fertilizing that powerful brain   that God gave every one of them until they believe they deserve more,   and they will go after it and they will get it.'' Yager estimates his income at "several million.'' Forbes magazine put   it at more than $10 million a year in 1991. Before Amway, the man who   now collects cars used to sell them. ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐>Box<‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ "Learn to associate with winners. If your best friend hinders you from   reaching your goals, drop him. Sound hard"downline,'' that is, people you enlist to   buy and sell Amway products and those they recruit in turn. Today Amway distributors rarely trek door‐to‐door. Instead, they're   encouraged to use Amway products themselves and find others to do the   same. Sales by those in your downline chain help determine your   income. Because the drop‐out rate is high ‐‐ more than 50% ‐   http://www.excult.org/Groups/Amway/dexteryager1.txt

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distributors keep hustling. Yager did. He showed the plan virtually every night. In 1969 he moved   his growing family and business to Charlotte, where he had a growing   distributor base. On weekends he'd pile his family into a Winnebago and go to rallies.   In between he'd show the plan. He was a millionaire by 30 and, over   the next decade, pioneered the  network of motivational books   and tapes. Eventually that became Internet Services, now a $35 million   a year business. Today Yager is one of only two people in America perched at Amway's   "Crown Ambassador'' level. He's still on the road some 46 weekends a   year. At rallies he bounces onstage to upbeat music such as the theme from   "Rocky.'' Middle‐aged distributors leap to their feet and clap and   scream as if he were a rock star. "This is almost like going to   Graceland,'' newsman Mike Wallace once observed after watching Yager's   irers. "He's kind of like the Will Rogers of the Amway business,'' says   Florida distributor Dewey Tobias, 47. "He says things very simply that   have a profound truth in them.  . . .  It took 168 college professors   to teach me how to get a job, and Dexter taught me how to really live   effectively.'' Some former distributors see it differently. Bruce Roeser, 37, of Stone Mountain, Ga., attended many Yager rallies   during 13 years as a distributor. He says promoters would save Yager   and other key speakers until 2 or 3 a.m. "Is your brain going to be slightly more receptive when you're tired"Dits from Dex'' filter down the   network. Often it comes wherever Yager happens to be. Dewey Tobias, then an Amway neophyte, was getting gas at SouthPark in   1975 when he spotted Yager doing the same. http://www.excult.org/Groups/Amway/dexteryager1.txt

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"He talked to me for an hour and a half,'' recalls Tobias, who became   a successful distributor in a different network. "He took a total   stranger who could have no effect on his future income . . .  (and)   took the time to encourage me.'' But because distributor bonuses depend on sales down the chain,   there's clear incentive to nurture their success. And because   attrition is so high, Yager offers an all‐embracing  group to   fight any distractions that might snuff out the fire to sell. That's why to his Amway distributors, he's more than a business   consultant. He's a family friend and self‐help guru. He's part Miss Manners (''Loose, wrinkled clothes suggest . . .  a   lack of ambition''); part Ann Landers (''A good self‐image will keep   you going when circumstances say STOP!''); and part Dr. Ruth (''Not   all sex will be a mountaintop experience.'') He freely shares thoughts on gender roles: "A man needs to be the head   of a home to feel like a man,'' he once said. '' . . .  A real man   wants to go out and conquer and achieve for the gal he loves.'' "We learn quickly in networking that products don't move people,   people move products,'' says Brig Hart, 43, another Florida   distributor. "Dexter's whole system is created to make you aware of   who you are and help you to rise to your full potential.'' Ty Boyd, a longtime WBT and WBTV personality and motivational speaker   himself, understands the appeal. "Everybody would like to have more positive world in which to live,''   he says. "So it has less to do with building a huge business for many   of them and just as much to do with being positively reinforced.'' Three years ago Wade Cowart, a Florida distributor, was honored at a   Yager rally at Rock Hill's Winthrop Coliseum. He'd just left the stage   when he was informed his father had died. Yager, then a casual   acquaintance, walked out to Cowart's motor home. "Dexter  . . .  sat down with my wife and me 30‐45 minutes and helped   me to understand and feel better about the fact that my father had   died,'' says Cowart, 47. "He's not just talk, he lives what he   teaches.'' ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐>Box<‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ "As our goals change, so do our relationships. This might sound cruel,   but accept it as part of life's maturing process.'' ‐‐ "Don't Let   Anybody Steal Your Dream'' ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐>Box<‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ The harmony in Yager's Amway family doesn't always extend to his own. He's estranged from his brother Leonard Yager and sister, Lillian   Peck. He remains close only to brother Richard. "When he got money he changed,'' says Peck, 51, who lives in the back   row of Tuxedo Trailer Park in Rome, N.Y. "They moved down there and he   got into Amway and all of a sudden I didn't hear any more from them.'' Says Leonard, 57: "If you were involved in Amway he spent the time   with you. If you weren't involved in Amway, he avoided you.'' Of his sister, Dexter Yager says: "Lillian is a sweet person, but when   . . .  I moved to Charlotte, how much am I going to see people back in   Rome? I love her.'' His relationship with Leonard broke over a failed business venture. Leonard Yager moved to Cabarrus County in 1986 to run a construction   http://www.excult.org/Groups/Amway/dexteryager1.txt

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company with his brothers. By 1989 the partnership soured. Leonard   Yager was fired. He says his brothers fought efforts to gain   unemployment compensation and remains bitter. He also blames them for preventing him from visiting their mother in a   Charlotte nursing home. A 1991 letter signed by Dexter and Richard   Yager and their mother warned Leonard that any attempted visit would   be considered "willful tres.'' Gertrude Yager died last July. Dexter Yager says the warning was his mother's idea. As for Leonard's   firing, he says, "Sometimes when you're trying real hard to help   somebody else it doesn't work out ‐‐ and you're the bad guy. . . . "I have a hard time with the breakdown in the relationship,'' he adds.   "But I feel that's family and it's personal and there is no gain for   me to attack someone.'' ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐>Box<‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ "The road to success is not well paved.'' ‐‐ "Don't Let Anyone Steal   Your Dream'' ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐>Box<‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ Yager's experience with his brother Leonard hasn't stopped him from   doing business with his own family ‐‐ or his Amway one. A series of family ventures includes the Dexter and Birdie Yager   Family Limited Partnership and Dexter Yager and Family Enterprises.   Son Doyle is CEO of Internet; Jeff, president, and Steve, a vice   president. A fourth son, Dexter Jr., provides security for rallies. Brother Richard Yager's company builds Yager's apartments.  of   the Amway family also have become business partners. At one point Yager was involved in at least 30 partnerships, according   to Mecklenburg County records. Most involved real estate. Alone or   with others, he owns at least 590 acres in Mecklenburg and York   County, S.C. The total tax value is $45 million. After two Mecklenburg businesses in which he had minority interest   went bankrupt, Yager began to pare his partnerships. "If it ain't family, if it ain't the kids, nobody's going to take care   of your house like you do,'' says Yager. Don Hevener, a partner once sued by Yager, suggests Yager can play   hardball. "Unfortunately, a lot of very successful people are very   headstong people,'' he says. "And he's certainly that.'' A few years ago, Yager ed some Amway friends in a group that   acquired interests in an Ohio hotel, a bank, a travel agency, a Miami‐ area resort hotel and a chain of "Dexter's'' sub shops. All were   eventually dumped. "We learned that we should stick with the goose that laid the golden   eggs,'' says investor Jody Victor. "I think we found that our area of   expertise was the Amway business, not the banking business.'' ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐>Box<‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ "We believe there's a God in heaven that wants us to achieve.'' ‐‐ An   undated motivational tape ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐>Box<‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ Brig Hart had just ed Amway when he went to a Yager rally years   ago. That Sunday he found his way to its optional religious service. "It wasn't like any church I'd been to,'' says Hart. "I saw people   professing their faith in Jesus Christ and not ashamed.  . . .  I   didn't see one person who reached high levels who didn't acknowledge   the Lord and give him credit for the success.'' http://www.excult.org/Groups/Amway/dexteryager1.txt

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Yager displays his religion as openly as the Christian flags that   flutter outside Internet offices. He runs a Christian camp for children of top distributors. Since 1991,   the nonprofit Yager Freedom Foundation spent $212,000 on religious   services at rallies. Yager once wrote: "The best hug you can give your   children is a relationship with Jesus Christ.'' Yager donated royalties of an early book to PTL Television Network.   And when Jim and Tammy Bakker fell on hard times, he leased his home   as a broadcast center. Gerald Harteis, an Amway distributor from Pennsylvania, says "a strong   faith and belief in God and the principles of our founding father''   is, along with following your dream and ing your associates, a   tenet of the Yager System. "What we do is try to make it available,'' Harteis, 48, says of   religion. "I don't think we're attempting whatsoever to force this on   people.'' Amway Corp. CEO Tom Eggleston says company guidelines guard "against   any implication that certain views are required for success.'' But Craig Branch of the Watchman Fellowship, a national Christian   counter‐cult ministry, calls Yager's brand of religion "prosperity   theology.'' He calls Amway "cultic'' with its highly emotional   meetings and efforts to control the lives of its distributors. "God wants you to be rich and healthy and all you've got to do  . . .    is to claim it with positive thinking,'' Branch says. "God is a   celestial bellhop.'' irers say Yager is simply professing what's worked in his own life. "Being around Dexter is seeing a sermon rather than hearing one,''   says distributor Dewey Tobias. "Wouldn't you rather see the biblical   principles of how to treat people and how to get along with people   practiced rather than talked about?'' ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐>Box<‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ "If you really understand business, you're either working hard to move   forward or you're sliding back.'' ‐‐ Observer interview ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐>Box<‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ Dexter Yager has little time for rest. A few years ago he took a reporter on one of his nocturnal excursions.   At 2 a.m., they hopped into Yager's custom 4‐wheel drive, spotlights   mounted on the side s, and went looking at real estate. Last month he flew into Charlotte aboard his private plane for another   interview, and then flew on to Rhode Island for another Amway event. He's a workaholic, as consumed now with selling dreams as he once was   selling soda, cars or beer. "It's the only life I know and I love it,'' he says. '' . . .  You   can't succeed in something (if) you haven't made up your mind that   you're going to pay the total price, whatever it is, to succeed.'' For Yager, the total price is always one more recruit, one more rally. "I plan to run as hard as I can 'til the day I die,'' he once said.   "And maybe the day after.''                   ‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐ http://www.excult.org/Groups/Amway/dexteryager1.txt

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                NEXT STOP, CHINA: GLOBAL REACH FUELS SALES Chances are good that you've sold Amway, bought Amway or heard an   Amway distributor's sales pitch. Amway Corp., is the Michigan‐based granddaddy of network marketing.   Its 400 products ‐‐ mostly household and personal care items ‐‐ and   6,500 catalogue items are not sold by stores, but by vast networks of   distributors. Its grass‐roots marketing strategy ‐‐ distributors recruiting friends,   relatives and acquaintances into endlessly expanding circles of   salespeople ‐ has built a global army of 2 million distributors known   for their fervor and high‐energy sales conventions. The successful formula has opened lucrative foreign markets in recent   years and pushed retail sales last year to a record $5.3 billion in 60   countries. Last month it moved into Chile. Next month it opens China. Much of Amway's sales activity is rooted in Charlotte, where a key   distributor, Dexter Yager, has built a worldwide network of 1 million   independent salespeople and a huge motivation‐building sideline. And more than 12,000 "Amwaynians'' will rally in four events this   month at the Charlotte Convention Center. They'll talk about expansion, especially in China, where Amway will   enter two provinces containing 95 million people. Foreign growth ‐‐ especially in Japan and South America ‐‐ has pushed   sales from $2 billion to $5.3 billion in just four years, said Tom   Eggleston, the corporation's chief operating officer. But closer to home, Amway still faces some image problems. Since its founding in 1959, the corporation has fought regulatory and   legal battles stemming from its network marketing techniques and some   of its sales practices. The Federal Trade Commission investigated whether Amway's recruiting   of layers of salespeople constituted an illegal pyramid scheme. The   federal agency eventually ruled in 1979 that its sales to retail   customers keep Amway a legal venture. Promoters of pyramid scams get   money from recruits instead of sales. The Amway Corp. and its Canadian subsidiary pleaded guilty in 1983 to   charges of defrauding the Canadian government of more than $22 million   in customs duties and was fined $20 million. In 1989, the corporation paid $48 million to settle civil penalties in   Canada stemming from the same case, said Colette Gentes of Revenue   Canada. An Amway official said the corporation has good relations with the   Canadian government and healthy growth in Canada. The FTC also investigated Amway's sales pitches, alleging that it was   disseminating misleading information to recruits. In a 1986   settlement, the corporation paid a $100,000 civil penalty and agreed   to disclose information on average earnings to new recruits. Amway's sales and marketing plan says average monthly income for all   active distributors is $65. About 920,000 are deemed active. The plan also says only about 1% of all active distributors reach the   direct distributor level, the starting point for incentive bonuses.   Direct distributors buy their products directly from Amway in   http://www.excult.org/Groups/Amway/dexteryager1.txt

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Michigan, pay commissions to groups of 75 to 300 recruits, and can   earn $40,000 or more a year, said officials. The great bulk of Amway distributors ‐‐ who pay about $135 for a   starter kit ‐ simply earn commissions on the products they order for   themselves and customers. At a recent meeting in Charlotte, the $65‐a‐month average earnings was   not mentioned. Instead, the speaker focused on new cars, vacation   homes and other possibilities from large incomes. Some do succeed, but many others get discouraged and drop out fairly   quickly. Dexter Yager estimates the dropout rate at 50 percent. Some Amway distributors invite prospective recruits to meetings   without telling them they're going to hear an Amway presentation, a   tactic that corporate officials say they have tried to discourage. "We strongly encourage distributors to disclose that the business   opportunity is with Amway,'' said Eggleston. "When we receive reports   of a failure to be truthful, we have imposed penalties following   repeated warnings.'' In 1991, Procter & Gamble obtained a $75,000 judgment against two   Amway distributors for spreading false rumors that its trademark is   linked with Satanism. In recent years, Amway has become more visible in its marketing.   Current ments in magazines like Newsweek show families in   rooms filled with Amway products to emphasize the breadth of its sales   offerings. Some former Amway distributors argue that most Amway products are   consumed by the sales force, which Eggleston says is difficult to   prove or disprove. He said the corporation has "high retail penetration'' for its   catalogues that sell Amway products and other brand‐name items. But because distributors order products for themselves and their   customers, he said it's difficult to pinpoint who's consuming them. "It continues to be a relationship selling business, not one of cold   calling, which we discourage,'' he said. "Most distributors spend four   hours a week on Amway.'' The corporation was founded by Richard DeVos and Jay Van Andel of Ada,   Mich., whose worth is estimated by Forbes at $4.5 billion each. The Amway Corp. is still led by Van Andel and DeVos' son, Dick. It's a   privately held company with publicly traded sister companies, Amway   Japan Limited and Amway Asia Pacific Limited. * AMWAY WHAT IS IT? Amway Corp., short for American Way,  is one of the world's largest   direct selling companies. Founded in 1959 by Jay Van Andel and Rich   DeVos, it's based in Ada, Mich. HOW BIG IS IT? Amway $5.3 billion in products in 1994, an 18 per cent increase from   1993. It markets more than 400 home care, health and fitness products   mad by Amway and 6,500 other brand‐name items in its catalogue. WHO SELLS AMWAY? 500,000 in the U.S. and 500,000 in other countries, including Britain   and Australia. http://www.excult.org/Groups/Amway/dexteryager1.txt

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HOW MANY ARE SUCCESSFUL? Amway's sales and marketing plan shows that the average monthly gross   income for active distributors is about $65. About 1 per cent of all   the active distributors reach the rank of direct distributor, the   first level for incentive bonuses. Direct distributors have as many as   300 distributors in their network, generating about $15,000 monthly in   product sales. WHAT DOES IT OWN? Amway rewards its top distributors with vacations to Peter Island   Resort and Yacht Harbor, a secluded resort it owns in the British   Virgin Islands. It also owns a 160‐foot yacht, the Enterprise V.

                            ‐‐‐‐‐‐‐‐‐‐‐‐‐‐                             DEXTER'S WORLD As the head of Amway's biggest global network of independent   distributors, you'd think Dexter Yager would have enough to do. But   he's also found time to be an author, developer, motivator, self‐help‐ guru and political fund‐raiser. "Everything in life,'' he says, "is selling.'' And he's proved that if   you sell enough, you can also buy a few things. ‐‐His home on Lake Wylie    The $1.6 million log home has more than 15,000 square feet ‐‐ not      to mention 2,400‐square feet of garage space. ‐‐His transportation fleet    15 cars, including three Rolls Royces, four Mercedes and a '66 T‐    Bird.    "Freedom Special,'' a $350,000 motor home    Four boats    One seven‐seat Hawker jet ‐‐Real estate    Owns at least $44 million worth of property in Mecklenburg and York      counties. Includes:    Coffey Creek apartments on N.C. 49    Esprit apartments off W.T. Harris Boulevard    Hamilton's Bay apartments on S.C. 49      ‐‐Religion    Dexter leased a home to Jim and Tammy Ministries. ‐‐Dexter's Amway connection    Oversees more than 1 million distributors around the world    Responsible for $2 billion in annual sales ‐‐ more than a third of      Amway's total.    Sits on the executive committee of the Amway Distributors      Association Board. ‐‐Amway      Pioneered  system of motivational tapes and books.    Owns two companies that distribute motivational materials.    Internet Services Corp. Located on Steele Creek Road, distributes $35    million worth of materials a year.    ICCA. Manufactures tapes ‐‐ and has a satellite broadcast service ‐‐at    its South Boulevard plant.      ‐‐Dexter the writer    Author or co‐author of 12 books including:    "Don't Let Anybody Steal Your Dream.''    "Millionaire Mentality.''    "Ordinary Men, Extraordinary Heros.'' ‐‐Other businesses http://www.excult.org/Groups/Amway/dexteryager1.txt

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   Brother Richard Yager runs Yager Construction. Dexter Yager has had      multiple partnerships, and once had interest in a bank, travel      agency and hotel.      ‐‐Politics    Helped raised $200,000 for Rep. Sue Myrick, R‐N.C. Also helped a      handful of other GOP candidates, including Mitt Romney of      Massachusetts. Arranged for notables like George Bush to speak at      Amway rallies.      ‐‐Yager Freedom Foundation    Run by the Yager family, it raised $563,000 in contributions from      1991‐93 and made $18,000 in grants. Also spent $212,000 on      religious services for Yager rallies. Foundation owns 34 acres      along Lake Wylie (continued...)

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