J.HILBURN Magazine by MENSWEAR STYLIST

CUSTOM. UNIQUE. YOU. Discover How J.Hilburn is Reinventing Retail

A LIFE THAT FITS Proof that custom clothing can be an affordable and convenient option

5 REASONS you need a Personal Stylist

CORPORATE SUPPORT

thatâ&#x20AC;&#x2122;s a cut above

From the Publishers of SUCCESS magazine

W E B E L I E V E T H AT A L I T T L E E X T R A

CONFIDENCE G O E S A L O N G W A Y, E S P E C I A L LY W H E N I T ’ S W O R N

ON A SLEEVE THAT FITS

WELCOME TO

J.HILBURN

We launched J.Hilburn in 2007 with the mission of bringing personal style, character and class back to men—delivering custom luxury menswear that doesn’t require a high price for exceptionally high quality. Today, business is booming. In just a few short years, our annual revenue has soared from $1 million to $45 million. We’ve built an incredible brand based on the simplicity of a shirt that fits. Here’s your chance to join us! As a Personal Stylist, you’ll enjoy the freedom of running your own successful business that’s aligned with the core values of J.Hilburn. We provide all the tools you need for professional and personal growth. With our ongoing support, you’re in business for yourself, but never by yourself. The articles in this issue showcase everyday men and women who are creating the life they’ve always imagined. Our Stylists enjoy remarkable rewards for offering clients an affordable, superior alternative to traditional retailers. As you read through the success profiles in this issue, you’ll discover how the J.Hilburn experience has changed their lives. We’re confident it can change yours.

Veeral Rathod J.Hilburn Co-Founder & CEO

/JHilburnFounders

@VeeralRathod

Best,

A LIFE THAT FITS

CONTENTS

FEATURE

CUSTOM. UNIQUE. YOU.

J.Hilburn is proving that custom is king.

J. HILBURN J.HILBURN

INSIDE

EDITOR IN CHIEF MERIDITH SIMES

REINVENTING RETAIL

CREATIVE DIRECTOR CARL WATERS

Disrupting the industry, while helping men dress their best.

ART DIRECTOR JULIO GARCIA GRAPHIC DESIGNER TIM KUCK

4 Clothes Make the Man

Once you wear J.Hilburn, you won’t wear anything else.

26 Support That’s a Cut Above J.Hilburn provides its Personal Stylists with sophisticated support, education and tools to help them succeed—at a pace that fits their lives.

Going Beyond & Doing Good J.Hilburn’s culture inspires success.

40 Is Becoming a J.Hilburn Personal Stylist in Your Future? Executive Vice President of Sales Melissa Brisbois addresses six of the most frequently voiced concerns.

MENTOR 38 Mel Robbins

Keep on pushing and own your failures as well as your successes.

PROFILES 8 Amy Mancini

Amy has blossomed into someone she never thought she could be.

16 Ruben Zambrano It took only a month for Ruben to realize he had made a smart choice.

24 Susan Kantor

Susan never dreamed that she’d find her perfect job as a Stylist for J.Hilburn.

32 Raimonda Pierce Raimonda was immediately attracted to the residual income and opportunity.

EDITOR R. TODD ELIASON PRODUCTION MANAGER ALAN DWELLE PRODUCTION ARTISTS MARIANA COSSIO CHRISTIAN STOVALL COPY EDITOR PETER TEPP

The success or failure of each individual is dependent on their own efforts. © 2014 J.HILBURN. ALL RIGHTS RESERVED. MATERIAL MAY NOT BE REPRODUCED IN WHOLE OR IN PART IN ANY FORM WITHOUT PRIOR WRITTEN CONSENT. PRINTED IN USA.

36 Mollye Bell

A phone call launched Mollye on a fast track of income earning. A LIFE THAT FITS

CLOT HES MAKE THE

MAN

Once you wear J.Hilburn, you wonâ&#x20AC;&#x2122;t wear anything else. by Brittany Glenn

J.HILBURN

Men like the end result of shopping— they dislike the The proverb “clothes make the man” reminds us that people will judge a man based on how he dresses and presents himself. Men

experience.

understand this and will invest in well-made clothes. That investment has traditionally come in the form of both time and money. Time is often seen as the more costly part of the investment. Men like the end result of shopping—they dislike the experience. “Men don’t mind buying clothes or spending money on them,” says Veeral Rathod, CEO of the men’s custom clothier J.Hilburn. “They say ‘here’s my credit card’ and they’re done. They don’t, however, want to spend a lot of time shopping because they’re busy and it’s not an enjoyable experience for them.”

Ill-Fitting Tradition The traditional menswear market offers clothes that are poor-fitting and overpriced, and marked by an absence of personal service. “Shopping in a department store can be overwhelming, with all the different brands and options,” says Jon Patrick, J.Hilburn Vice President of Product. “There is no one who is knowledgeable about the product or who will listen to your needs and point you in the right direction.” Fit is everything when it comes to fashion. Sadly, it’s hard for men to find clothes that fit well, and when they finally do, those lines are sometimes discontinued to make room for something trendier. This increases the frustration with the shopping experience. Not only do men have a hard time finding clothes that fit, they end up spending more money on clothes than their quality merits simply because of the label. A LIFE THAT FITS

“For men, shopping is stressful. There are a million other things we’d rather do with the time.” —Veeral Rathod J.Hilburn CEO

Service and Solutions “The retail market presents an opportunity to fix,” Veeral says. “J.Hilburn Stylists solve issues that go beyond shopping. “Our Stylists help men become gentlemen,” he adds. “They help them shop for the occasions of their lives, whether that’s a trip to the beach, a trip to the mountains, a wedding, an important business meeting, or any of the other moments that matter. We want every client to feel more confident and dress better.” Best of all, a J.Hilburn Personal Stylist removes the necessity of traditional shopping. The Stylist takes your measurements, discusses fit and styling options, and walks you through the available fabrics and ready-to-wear products. Veeral says, “Our Stylists can shepherd a man through everything he needs to have a shirt that fits, and an understanding of what else his wardrobe should have. Our Stylists are a timesaver for him, too. The Stylist will meet with the client when and where it fits his schedule, which is usually at the office during business hours. You can’t put a price tag on that kind of personal service.”

A Shirt That Fits… You At J.Hilburn it all starts with a shirt that fits. Everything else revolves around that. “Once a man has a shirt that fits him better, he starts to think about his wardrobe differently. He wants to look better and feel more confident in everything he wears. We give men the extra guidance to get them there,” says Jon. “We’re all about helping men think about their wardrobe, not only how to dress for business, but also how to dress for a night out with the family, a weekend with buddies, or whatever else is on his calendar.” 6

J.HILBURN

J.Hilburn delivers on its brand promise, and the company has quickly built a growing base of brand advocates. Some of the most vocal advocates are the fashion media. In 2012, Esquire magazine named J.Hilburn the best custom shirt-maker. “The vast majority of our clients start with a custom shirt,” Jon says. “Then they fall in love with the brand and decide they’re never going back to buying rack again.” One word of warning: Once you put on a custom shirt, you won’t wear anything else. “After you experience how it feels to wear a custom shirt that fits, that’s the only shirt you’ll reach for every day,” Jon says. “You can’t go backward once you get accustomed to wellfitting clothes.”

Fashion Media Momentum J.Hilburn is turning heads in the fashion industry! With mentions made by the fashion editors at menswear magazines such as GQ, Esquire and Men’s Health, J.Hilburn’s custommade menswear is making a name for itself. In 2012, Esquire magazine named J.Hilburn the best custom shirt-maker in the Best Dress Shirt category. In the article “Spring Style Awards,” Esquire’s fashion editors discuss the difference between a bargain and a good deal, placing J.Hilburn firmly in the latter category. J.Hilburn was noted for its “made-to-measure shirts with tons of fabric and detailing options for less than $160 a pop.” In their Spring 2014 “MH Guide To Style” Men’s Health and Jimmy Fallon singled out J.Hilburn suits as essential to “The 8 Looks of a Man’s Life.” In 2013, GQ magazine featured J.Hilburn in the article “Where to Buy It,” which featured stores that stock “all the items you’ll find in the fashion pages.” With fashion media momentum like this, the future for J.Hilburn looks even more promising.

A LIFE THAT FITS

GOING FOR IT Amy Mancini teaches other women how to dream big. by K.C. Barlow

Before becoming a J.Hilburn Personal Stylist in 2008, Amy Mancini was more likely to fade into the background than to capture the attention of the entire room. She was a stay-at-home mom of three children and rarely had time to herself. She wasn’t that confident, and she left lots of major money decisions up to her husband. Almost immediately, J.Hilburn changed all of that. “Two seconds into the training, I knew it was the right choice for me,” says Amy, now a Senior Executive Partner who opened the company’s Boston market and helped expand their Denver market. “I was cold and shaking, but I was so excited, the company founders were dreaming big for me, and I realized how big my dreams could be.” Six years later, Amy says she’s blossomed into someone she never thought she could be. “I am a totally different person now,” she says. “I am a leader. I am a businesswoman.” Recently divorced, Amy also has learned how to use her position as a Stylist to provide for her family on her own. A few months ago she earned a $25,000 bonus, which she plans to put toward a new home for her and her three children—17-year-old Peyton, 14-year-old Griffin and 10-year-old Remi. “When I go to buy the house, to know I earned every single dime of it, is priceless,” she adds. “It has shown my children that although nobody gave mommy a job, she created her own.” These days Amy’s passion is not only growing her J.Hilburn business clientele but also teaching other women that it’s OK to dream big. “What I’m really enjoying is mentoring women,” she says. “I tell them to go for it! I want to show other women how to make the money I make. Others have dreamed big for me. Now, I want to dream big for others.” 8

J.HILBURN

PROFILE

“It has shown my children that although nobody gave mommy a job, she created her own.” —Amy Mancini

QUICK GLANCE HOME: Colorado RANK: Senior Executive Partner FORMER OCCUPATION: Nurse, Photographer, Stay-at-Home Mom 3 REASONS I LOVE J.HILBURN: 1. Personal growth. 2. Being part of something revolutionary. 3. The flexibility to be with my children while growing my business.

A LIFE THAT FITS

J.HILBURN

CUSTOM

UNIQUE

YOU J.Hilburn is proving that custom is king. by Sarah Paulk

A LIFE THAT FITS

en want to look their best. They want to show off their individuality. What they don’t want is to have to go shopping in order to achieve those goals. Shopping simply isn’t a preferred way that men choose to spend free time. “Men enjoy the end result of shopping,” says James Burgess, J.Hilburn Director of Product Training. “They just don’t want to spend time and energy. They have to go from department to department, or store to store, looking through racks and racks of stuff that isn’t their size. Who thinks that’s fun? “Even worse, when you go to a store and find something you like, it probably doesn’t fit,” James continues. “This is especially true if he’s not proportionate. For taller guys, an off-the-rack shirt with long enough sleeves usually means the neck will be five times too big.” A custom shirt solves the issue of fit. Yet when you mention custom, most men think of high prices, and a lengthy process. So custom is only one part of a solution to provide a shirt that fits. J.Hilburn is breaking through those barriers to introduce custom clothing as an approachable, affordable and even convenient option.

Custom Fit, Quality and Unmatched Service J.Hilburn relies on highly trained Personal Stylists to turn shopping into a service. Personal Stylists learn to help clients create a wardrobe individually suited to their personalities. Stylists visit a client when and where it is most convenient for him. During these appointments, Stylists measure the client, discuss fit and styling options, and introduce the entire range of J.Hilburn products beyond custom shirts. These Stylists are also the primary marketing arm because they are constantly finding new clients through their own social circles and referrals. The first appointment with every client focuses on fitting him in a custom shirt. 12

J.HILBURN

Personal Stylists learn to help clients create a wardobe individually suited to their personalities.

“Once a client is in a custom shirt—a shirt that fits—he begins to trust the trousers, the jackets and the ready-to-wear collection,” says Larry Hagenbuch, J.Hilburn Chief Operating Officer. “The first ‘Wow’ of putting on a shirt creates trust in his Personal Stylist to help him make the right choices.” Unlike retail environments with limited sizes, Personal Stylists take 16 body measurements to ensure clients receive the right fit. Most men who have become accustomed to buying off the rack do not even realize that the clothes they are currently wearing do not fit properly. Once a man discovers the difference the right fit can make for both his appearance and self-esteem, there’s no going back. “Each piece of J.Hilburn clothing is an exclusive piece of artwork,” James says. “No one else in the world has the same shirt. Once a client tries on our clothing for the first time he realizes how much better it feels and how much better he looks in it. It’s his ‘wow moment,’ and he’s hooked.” Fit is the crucial first step. It is quickly followed by helping clients

Cutting-Edge Experience Revolutionary pattern development software shortens production time while hourly updates from international manufacturers allow for transparency from purchase to delivery. For clients, whether shopping online or face to face with a Stylist, convenience and wardrobe options that match their exact fit specifications and preferences are standard, thanks to the company’s online tracking system.

“Each piece of J.Hilburn clothing is an exclusive piece of artwork.” —James Burgess J.Hilburn Director of Product Training

VITALE BARBERIS

GUABELLO

THOMAS MASON & COTONIFICIO ALBINI TESSITURA MONTI

The Ultimate in Quality

By personally selecting Italian fabric mills, many with legacies of 300–400 years of multigenerational ownership, J.Hilburn enjoys the ultimate in quality control. Adhering to a farmto-market concept, these mills take pride in preserving the continuity of their supply chain, chasing quality rather than price.

J.HILBURN

define their own style. Personal Stylists learn to help clients create a wardrobe individually suited to their personalities. With 10 million style combinations, clients enjoy almost unlimited options while Personal Stylists make selections and styling for occasions and daily life painless.

Quality Matters The fabrics used to create J.Hilburn shirts, trousers and jackets are woven by worldrenowned Italian mills. The decision to use the best-possible fabrics was made when J.Hilburn was founded. Larry says it’s easy for everyone to understand why they would want to use the best fabrics. “Any chef, or even home cook for that matter, will tell you, ‘If you don’t start with the right ingredients, you can’t make a

great meal.’ We wanted to start off with the best ingredients and, traditionally, the very best fabrics are made in Italy.” The difference these highquality fabrics make is obvious in appearance, durability and feel. Most ready-to-wear dress shirts flooding the marketplace are made from inexpensive fabric that was created in automated mills focused on high speed and mass production, and their color, longevity and comfort match their low price point. J.Hilburn is stepping into a tired retail industry and waking up the marketplace by proving that quality, customizable fit and elite service through client relationships are available, affordable and can be delivered in three weeks. From the shopping experience to the final product, J.Hilburn provides clients with the quality of a custom shirt at a price that is closer to offthe-rack. And it’s all delivered by highly trained Stylists who turn shopping into a service. Clients love the unparalleled quality and convenience, at a surprisingly affordable price point, while Personal Stylists love helping transform their clients’ wardrobes into closets worthy of the gentlemen who own them.

CUSTOMER PROFILE

STYLE and CONVENIENCE As a lawyer, it’s crucial Bryan Wick maintains a sharp appearance. by Nicole Bywater

“I probably have fewer clothes in my closet now, and I wear every single item that’s in there.”

Q UI CK GLANC E

Like many men, Bryan Wick hates going to the mall. As a lawyer, he must maintain an up-to-date, professional look. “I really don’t like shopping. So when I would buy new clothes, it was always out of necessity,” he says. “It was never an experience I enjoyed.” Now, thanks to J.Hilburn, those infrequent and dreaded trips to the mall are only a bad memory. Bryan was intrigued by the idea of shopping made easy with expert style advice. He was also enthusiastic about the ability to buy a custom shirt for about the same price he was paying for one off the rack. “I was happy to be one of their first customers,” Bryan says. “I remember thinking that my first couple of shirts were too tight, but then realized that this was actually how clothes are supposed to fit. I just didn’t know that at the time because the shirts I had been wearing were all too big.” That education in style and fit, combined with convenience and quality, are what Bryan enjoys most about J.Hilburn. “I always equated custom clothes with being too expensive. I discovered that that’s not the case,” he says. “The clothes are high quality, easy to order, and at a great price.” Bryan estimates that 95 percent of his wardrobe—from professional, custom shirts, made-to-measure trousers and personalized jackets to casual ready-to-wear jeans and T-shirts—is from J.Hilburn. “About the only thing that I wear that isn’t from them is my workout and super-casual clothes,” he says. “I probably have fewer clothes in my closet now, and I wear every single item that’s in there.”

OCCUPATION: Lawyer

CUSTOMER SINCE: 2007

FAVORITE THING ABOUT J.HILBURN: Convenience A LIFE THAT FITS

LIVING LIFE BY DESIGN Ruben Zambrano delivers much more than a shirt or suit. by K.C. Barlow

Ruben Zambrano was no stranger to the fashion industry when he learned about J.Hilburn in 2012. With two decades of design and merchandising under his belt, he examined the opportunity closely and immediately knew he wanted to become a Personal Stylist. “I liked the idea of delivering an exceptional quality product at an amazing price,” Ruben says. “Our fabrics are fantastic. I will go toe to toe with anyone regarding the quality of our line.” It took only a month for Ruben to realize he had made a smart choice. “When my first suits and shirts for clients came in, they all wanted more right away. They have a real emotional reaction to feeling and looking great in their J.Hilburn choices,” he says. “I provide a service that goes deeper than a shirt and suit. I deliver confidence and self-assurance to my clients, and that is an amazing feeling.” Ruben is a walking billboard of the J.Hilburn brand. “Being a male Stylist has, thankfully, worked to my benefit,” he says. “I get to wear the product and speak to the quality, style and personal benefits.” It’s more than Ruben’s clothes that get noticed. It’s the freedom he has to live his life by design. No longer does he answer to a supervisor, or work according to someone else’s schedule. He calls the shots. “I get to work with the clients and Stylists I want to work with,” he says. “No one is dictating that for me. I work when I want. That’s huge for me.” Ruben finds it easy to share the J.Hilburn experience because it’s become one of his passions in life. “I light up when I talk about it,” he says. “I’m excited about the future, now more than ever for my team and my family.” 16

J.HILBURN

PROFILE

“I deliver confidence and self-assurance to my clients, and that is an amazing feeling.” —Ruben Zambrano

QUICK GLANCE HOME: California RANK: Associate Partner FORMER OCCUPATION: Designer & Merchandiser 3 REASONS I LOVE J.HILBURN: 1. The product. 2. The support I get from the corporate level. 3. It’s my business!

A LIFE THAT FITS

“J.Hilburn has found this particular space where no one is providing high quality at a great price.”

—Veeral Rathod J.Hilburn CEO

REINVENTING RETAIL J.Hilburn is disrupting the retail industry while helping men dress their best. by Sarah Paulk HIGHER

QUALITY

LOWER

PRICE

J.HILBURN OCCUPIES A WHITE SPACE IN THE INDUSTRY

J.HILBURN

For generations, menswear has been an unchanging, predictable industry driven by the big-name designers, labels and retailers. This has been beneficial for the driving forces and has created iconic brands. It has been disastrous for the customers. A focus on labels has left men in need of a better experience. It has also created an incredible vacuum for high-quality, reasonably priced clothing. Men want value, and they hate shopping to find it. J.Hilburn has discovered simplicity, and reimagined what menswear could be, and has stepped into the white space. As J.Hilburn builds a recognizable brand, they are disrupting three industries—menswear, retail and direct sales. “J.Hilburn has found this particular space where no one is providing high quality at a great price,” says Veeral Rathod, J.Hilburn Chief Executive Officer and Co-Founder. “You can either have high quality at a very high price, especially when it comes to custom clothing, or you can have very poor quality at a very low price. We focus on being in that rarified air of exclusivity where we offer clients both incredible value and quality.” By offering shirts that are individually cut and sewn to each client’s unique specifications, insisting on a trimmed supply chain and harnessing the power of the direct selling business model, J.Hilburn does not have to face the challenges of overextending itself in terms of overhead or inventory. The result is extremely high quality at a remarkably low price. They’re also solving the biggest problem with menswear—men have no idea how to shop for clothes. A LIFE THAT FITS

Since 2008, J.Hilburn’s sales revenues have exploded from $1 million per year to an astounding $45 million per year.

“I was the typical client before I came to J.Hilburn,” says Larry Hagenbuch, J.Hilburn Chief Operating Officer. “I was a mid-level executive who bought my clothes—a little too big, and in a shade of navy or gray—at a major department store. I was dressing to walk into a meeting and disappear. It’s fun to hear from clients who, like me at 47, are starting to get compliments and noticed for their appearance for the first time. We have a groundswell of support without a national advertising campaign, and are rapidly growing.” Growing, indeed. Since 2008, J.Hilburn’s sales revenues have exploded from $1 million per year to an astounding $45 million per year. That number is proof that men love wearing clothes that fit well, offer noticeable value and are supported by expert style advice. The growth also demonstrates that combining the wisdom and experience of the J.Hilburn leadership team with the ambition and drive of an independent sales force—known as Personal Stylists—is a powerful fuel for innovation. Incredibly, the current pace of growth places J.Hilburn within realistic reach of becoming a major global luxury brand within the next 5 years. 20

J.HILBURN

Breaking Through Obstacles Turning to family-owned Italian mills for the fabric, and working with leading-edge manufacturers to develop pattern-making software unlike anything the industry has ever seen, fuels this marketplace shakeup. J.Hilburn’s push for innovative technology eliminated the laborious process of creating patterns, making adjustments and manually arranging the fabric. What originally required days is now done in a few hours. “We have a ruthlessly efficient supply chain,” Larry says. “What I have found is that when you work with less, in closer proximity to each other, with less time and less tools, you get true breakthrough performance. It will always improve

The difference J.Hilburn products provide goes beyond a perfect fit that is designed around an individual client’s needs and preferences.

A LIFE THAT FITS

“Being a Stylist is fun, flexible and rewarding— it fits their lives.” —Veeral Rathod J.Hilburn CEO

J.HILBURN

Media Darling quality. Our clients benefit from this quality and from the savings in cost.” The benefit provided by J.Hilburn products goes beyond an individualized fit that is designed around a client’s needs and preferences. “When our competition makes a custom shirt using the exact same fabric, their shirt will be around $250, while ours will be $109–114,” Larry says. “There’s will take at least six weeks; ours will be delivered much faster.”

Disrupting the retail apparel industry and offering custom menswear at unheard-of prices and quality has drawn the eye of many media outlets, including Esquire, who crowned J.Hilburn with their “Best Dress Shirt” award, NBC’s The Today Show, The New York Times, Forbes, USA Today and Men’s Health. Inc. magazine declared J.Hilburn as the “Why didn’t I think of that?” opportunity. Find online at Inc. magazine.

Live the Life That Fits Excellent quality, custom fit, fast production and expedient shipping results in happy clients for Personal Stylists who depend on referrals and word-of-mouth marketing to grow their clientele list. So every client that puts on a custom shirt that makes him say, “Wow! I’ve never worn a shirt that fits this good!” becomes a source of additional clients—and income—for a Stylist. “Everyone gets stressed and can feel tired and mundane at times,” Veeral says. “J.Hilburn is an escape, and gives back in financial rewards that Stylists can in turn use to build the lives they want. Being a Stylist is fun, flexible and rewarding—it fits their lives.” Clients and Personal Stylists alike have received J.Hilburn’s matchless offering with open arms, and the effect has been explosive growth for the company as well as an incredible income-earning opportunity for Personal Stylists. “Later this year we will manufacture our 500,000th shirt,” Veeral says. “And unlike any other menswear brand, our clients don’t have to wear someone else; with J.Hilburn they create their own label.”

221

J.HILBURN PLACES #221 ON THE INC. 500 LIST

Rank: 221 3-Year Growth: 758% 2012 Revenue: $27.8 Million 2009 Revenue: $3.2 Million Website: jhilburn.com #40 Top Retail Companies #55 Top 100 Texas Companies #26 Dallas Metro Area A LIFE THAT FITS

‘ON MY OWN TIME’ J.Hilburn allows Susan Kantor, a busy mom of three, to balance work and family. by Wendy Rudman

Susan Kantor has worn many professional hats. She’s worked in banking, money management, consulting, event planning and project management. She has an undergraduate degree in liberal arts and a master’s degree in business administration. She never dreamed that she’d find her perfect job as a Stylist for J.Hilburn. But she has. For Susan, the busy mother of three children, a key benefit of J.Hilburn is the flexibility that allows her to spend time with her children. “I wanted to see them growing up and I wanted to continue working—just not full time.” she says. “I can do J.Hilburn on my own time.” With J.Hilburn, she has all of the benefits of self-employment without the disadvantages. “I didn’t want to work by myself,” she says. She loves helping her team members grow their businesses and finds that to be one of the most satisfying components of being a Stylist. “I like selling but I really love working with my team,” she says. Just as satisfying is the way her J.Hilburn business allows her to build her days around her children and their activities. “With two in high school and one in middle school, I appreciate the time flexibility J.Hilburn gives me to spend quality time with them no matter what the circumstance,” she says. “If I’m at a game at 4 o’clock in the afternoon, or spending a week in Canada with my son at a rowing event, I can still run my business wherever I am.”

J.HILBURN

PROFILE

“I wanted to see them growing up and I wanted to continue working —just not full time. It lets me work on my own time.” —Susan Kantor

QUICK GLANCE HOME: Connecticut RANK: Senior Managing Partner FORMER OCCUPATION: Business Management 3 REASONS I LOVE J.HILBURN: 1. The flexibility and the unlimited opportunity. 2. Making a full-time income working part-time. 3. Spending more quality time with family.

A LIFE THAT FITS

SUPPORT THAT’ 26

J.HILBURN

S A CUT ABOVE by Brittany Glenn

A LIFE THAT FITS

J.Hilburn provides its Personal Stylists with sophisticated support, education and tools to help them succeed—at a pace that fits their lives.

othing is more thrilling than starting your own business and becoming your own boss.

The entrepreneurial mindset puts you in control of your time, your resources and your future. J.Hilburn makes it simple. When you join J.Hilburn as a Personal Stylist, you’re in charge of your business and you have all the support of a solid, successful company. Best of all, you can start immediately. You’ll receive all the tools necessary for a nominal fee. J.Hilburn even provides a step-bystep educational system that makes success possible.

Welcome Aboard

The moment you become a Stylist you’ll have all the support you can imagine. In fact, the Stylist who invited you to join J.Hilburn—your sponsor—will begin mentoring you immediately. Plus, you will have access to numerous valuable resources and a dedicated team to support your success along the way. Shortly after you decide to join, you’ll receive your New Stylist Kit, which includes materials to help you build your business. In fact, you’ll be able to measure someone for a custom shirt immediately! Best of all, your entire experience is in your control. You can learn at your own pace with the help and personal support of your sponsor. “Your sponsor will help educate you from the moment you’re invited to join. You’ll go on appointments. You’ll practice measuring. 28

J.HILBURN

“Your sponsor will be there to help guide you along the way. You’ll be shown the path to success” says Melissa Brisbois, Executive Vice President of Sales. “Your sponsor will be there to help you all along the way. That’s an important and valuable relationship. It’s wonderful to see these relationships change too. They shift from a mentorship to a friendship.” Melissa says new Stylists’ relationship with their mentoring sponsor is crucial because sponsors are the first step to the path of success. “Sponsors are important to the confidence and success of new Stylists” Melissa says. “Everyone who joins J.Hilburn as a new Stylist works one-on-one with their sponsor because we know the best way to learn is with hands-on experience.” The hands-on education is immediately apparent in the First Shirt Program—a Stylist can measure and order a custom shirt at no charge within their first 14 days.

That’s an important and valuable relationship.” —Melissa Brisbois J.Hilburn Executive Vice President of Sales

Home Office Support The knowledgeable, well-trained staff at J.Hilburn is committed to your success. They’re available to answer any questions you might have along the way. J.Hilburn provides two teams dedicated to assisting Stylists—Stylist Care and Fit Advice. The Stylist Care professionals answer questions about anything from promotions to products. They’re a A LIFE THAT FITS

The moment you become a Stylist, you’ll have all the support you can imagine.

well-trained team always willing to help. In addition to responding to service issues and answering questions, they provide advice and coaching to Stylists who want help to grow their businesses. The Fit Advice team helps set J.Hilburn apart from any other company in menswear or direct sales. This group of experts helps Stylists find the right fit for clients, assessing possible issues, and providing deep product knowledge. They can diagnose challenges before they become problems—even when the Stylist is calling in the middle of an appointment. They pride themselves on effectively working with Stylists to ensure clients receive the right fit.

Online Support In addition to expert advice from two teams, the company provides an online back office packed with powerful management and marketing tools. The Stylists’ online office, The Green Room, is full of resources to help build your business, including educational videos, upcoming events, newsletters, product information and a print center to order business cards and marketing tools. This is where Stylists input all clients’ profiles and track their measurements. They also track all business activity. J.Hilburn provides weekly webinars on a variety of topics to help you build your business. There are constant education opportunities with webinars and videos. This helps Stylists keep pace with product introductions. In addition to videos that are available 24/7, J.Hilburn provides coaching to educate Stylists on how to become effective leaders. 30

J.HILBURN

Continuing Education J.Hilburn also brings education to you with two types of traveling seminars, called the School of Style and the School of Fit. The School of Style is the perfect place for stylists to share the opportunity, see and feel the seasonal collections, understand our versatility, and learn what might best supplement their clients’ wardrobe. The School of Fit helps Stylists understand how to ensure their clients receive the ideal fit. Finally, J.Hilburn Leadership Schools provide a multilevel educational series to help you take your success to the next level. “Our J.Hilburn Leadership School features five levels. As Stylists build their businesses and advance through the career plan, we want to ensure they are prepared for what is next. Early on we help them learn to manage and lead a few other Stylists. Then we’ll help them understand how they can help others become leaders. We’ve even discussed adding more professional financial planning to Level 5 in order to provide our most senior leaders assistance they’ll need as they run multimillion-dollar businesses,” Melissa says. All told, J.Hilburn Stylists have access to a wealth of educational opportunities designed to quickly empower them with knowledge. “As a J.Hilburn Personal Stylist, you’ll be in business for yourself but not by yourself,” Melissa says. “J.Hilburn provides you with everything you need to succeed at building your own business as a Personal Stylist—at a pace you are comfortable with.”

J.Hilburn National Conference J.Hilburn’s national conference is held once a year in early summer. This is a time for Personal Stylists to gather to learn from industryleading speakers and leading Stylists who share their secrets for success with J.Hilburn. For three days, Stylists from around the country experience new products, learn selling tips, hear inspiring stories about fellow Stylists and are provided new tools that J.Hilburn is building as it moves into a new phase of growth.

“What I love about this business is you get to the top by taking others with you!” —Melissa Brisbois J.Hilburn Executive Vice President of Sales

A LIFE THAT FITS

A SECOND CAREER Raimonda Pierce was ready for a change when she made the move from interior designer to Personal Stylist. by Nicole Bywater

Raimonda Pierce was at a crossroads when she discovered J.Hilburn in 2008. At the time, she owned an interior design firm and was working on large government projects, as well as high-end residences. She enjoyed the creative aspect of her career, however, the market had slowed and business was no longer as lucrative as it once was. She also faced health issues that left her on bed rest for six months and was nearing a milestone birthday, her 50th. “There was just a lot going on in my life at the time and I had gotten burnt out with the design firm,” Raimonda says. “I had four employees and it was a lot to keep going. That’s really when I began thinking seriously about my second phase of life.” When a friend told her about J.Hilburn, Raimonda says she was immediately attracted to the residual income model and the opportunity to leverage her time, along with the chance to continue helping others. “The world is changing,” she explains. “That traditional plan of getting a job, working for 40 years and then retiring with a nice pension doesn’t exist anymore. The job market has been reinvented.” After starting her career with J.Hilburn in 2009, Raimonda was encouraged by her immediate success. “I was able to get back my initial investment quickly, which allowed me to continue moving forward,” she says. “That’s the key—no matter what happens, you need to keep moving with daily consistent action.”

J.HILBURN

PROFILE

“The world is changing. The job market has been reinvented.” —Raimonda Pierce

QUICK GLANCE HOME: Chicago RANK: Managing Partner FORMER OCCUPATION: Interior Designer 3 REASONS I LOVE J.HILBURN: 1. Freedom and flexibility. 2. Helping others (both clients and Stylists). 3. The ability to create your own unlimited wealth and financial freedom.

A LIFE THAT FITS

Going Beyond

Doing Good

J.Hilburn’s culture inspires success by Beth Douglass Silcox

Actions speak louder than words at J.Hilburn, a company filled with impassioned and creative Stylists, employees and leaders. Everyone works together to deliver beyond expectations and do the right thing. When Lynn Moreau, the mother of a young man with a physical disability, sought J.Hilburn’s help outfitting her son with clothes, Marie Dugas, a Style Partner in Lafayette, LA, like so many Personal Stylists, stepped up to the challenge and embodied the company’s culture. Finding clothes to fit Lynn’s son, whose left arm is significantly larger than his right, had been nearly impossible all of his life. Impossible that is until Marie visited Lynn’s home with measuring tape in hand. “She 34

J.HILBURN

took measurements and we went back and forth with people sewing the clothes to get as close as possible to what we needed. We received the shirt and it’s fabulous. It fits him perfectly and his arm discrepancy does not even show. Your company and your employees have changed our lives for the better,” Lynn writes. J.Hilburn’s Stylists embody the company’s cultural tenets and work with a passionate spirit to creatively meet client needs. “Every product, every interaction, every decision is based on the idea of delivering excellence,” says Creative Director Robert Milam. Improving lives is serious business at J.Hilburn. Simple yet powerful core values focus Stylists and home office staff on doing the right thing and delivering beyond expectations. With high school graduation coming quick for her son, Lynn writes, “We are so excited about being able to call Marie and tell her what we need and actually know that it will fit.”

“The company’s cultural markers are not just something we live by internally, but also externally.” —Robert Milam J.Hilburn Creative Director

J.Hilburn’s Core Values Do the Right Thing Integrity and honesty equal good business. To ensure accountability and trust, we communicate transparently, and we respect one another even when we disagree.

Work with Passion Energy and emotion are poured into every aspect of our work. It is our passion for building J.Hilburn that fuels our success.

Such customer loyalty comes as a result of J.Hilburn’s coaching culture that keeps all Stylists focused on the company’s core values. It also promotes Stylist success. Integrity and honesty are components of every Stylist’s business, as well as J.Hilburn’s corporate planning and operations. Transparent communication builds an environment where employees respectfully agree to disagree at times, but also builds consensus easily when faced with a choice to do the right thing. This includes corporate policies about the treatment of employees of overseas clothing manufacturing vendors. Pop-in visits assure that J.Hilburn’s suppliers are also doing the right thing. “The company’s cultural markers are not just something we live by internally, but also externally,” Robert says. And customers like Lynn feel the difference, the kindness and the generosity. “It all seems so surreal because we have been let down so many times before. We want you all to know how much of a positive impact your kind act has had on someone else’s quality of life,” she writes.

Do More with Less Resourcefulness is fundamental to growth. Our commitment to be creative with each opportunity leads to innovative outcomes.

Deliver Beyond Expectations Every product, every interaction and every decision we make should demonstrate excellence. To deliver beyond what is required, we demand the extra mile from ourselves.

A LIFE THAT FITS

PUTTING FAMILY FIRST When Mollye Bell’s mom was diagnosed with cancer, she had the time and money to help her. by Wendy Rudman

Mollye Bell didn’t know she needed a job until her youngest of three children started middle school. She went from being a full-time mom to being alone from morning until evening when it was time to pick him up from practice. “I got bored, the economy was slow and I hadn’t worked in years,” she says. “I wasn’t an attorney. I wasn’t a doctor. I didn’t have anything to fall back on. And I couldn’t afford to have a ‘real job’ because my husband travels.” Mollye picked up the phone and called an old family friend, who had told her about J.Hilburn several years earlier. That phone call launched her on a fast track of income earning, while still allowing her to put family first. Mollye quickly became a Senior Managing Partner with many successful team members whom she has mentored. That flexibility, and the support of a successful team, was critical when she learned that her mom had been diagnosed with stage 3 cancer. Not only was Mollye available to help her parents, but her business continued to thrive during that difficult time. Had she taken a traditional job, she would have had to quit in order to devote the time needed to help her family. “J.Hilburn gives you your freedom to make a full-time income working part-time,” she says. “There are tons of incentives to create long-term income streams. And when life happens, when you have a sick kid or, in my case, a sick mom, you can work your schedule around your family’s needs.”

J.HILBURN

PROFILE

“When life happens you can work your schedule around your family’s needs.” —Mollye Bell

QUICK GLANCE HOME: North Carolina RANK: Senior Managing Partner FORMER OCCUPATION: Stay-at-Home Mom 3 REASONS I LOVE J.HILBURN: 1. Making full-time money working part-time. 2. Becoming a mentor and leader. 3. Ability to be there for family when they need me.

A LIFE THAT FITS

MENTOR

KEEP ON PUSHING Then own your failures as well as your successes.

Mel ROBBINS

J.HILBURN

My daughter Sawyer was due to return from soccer tryouts at any second. As I prepared dinner, I wondered how she did. If it went well, she’d barrel through the mudroom, down the hall and into the kitchen. Her cleats would clack against the wood floor, and her pride and enthusiasm would fill the house as she delivered a play-by-play account. If tryouts went badly, the scene would be totally different. I didn’t want to think about that. Suddenly, the door flew open and then banged shut. I heard Sawyer’s backpack hit the closet doors. She stormed upstairs. Her bedroom door slammed, telling me tryouts were awful and she didn’t want to talk about it. I continued cooking and gave her some time. I tried to visualize what was happening up in Sawyer’s room. I was sure she was crying. With dinner needing to simmer, I walked upstairs, quietly turned the doorknob and stepped inside her room. She was lying limply on the bed. “I take it tryouts sucked?” (I always use teen talk when I want to connect on her level.) “It is what it is,” she responded. I hate that expression! And everyone seems to use it. Got fired from your job? It is what it is. Lost your savings? It is what it is. Put on 50 pounds? It is what it is. I’m here to tell you: Stop saying “it is what it is.” The expression is a mantra for losers. When you say “it is what it is,” you are saying, “I failed and it’s not my fault; it is what it is.” If you fail, own it. Life is what you make it. Nothing simply “is what it is.” I looked at my daughter, and said bluntly, “Tryouts didn’t suck. You did. What happened, for real?”

She looked up and said, “What do you mean?” I said, “Be honest with yourself. Halfway through the tryout, you thought it wasn’t going well, so you stopped pushing yourself, didn’t you?” “Yes.” “Tryouts didn’t go well because you didn’t try your hardest. You gave up mentally, so you gave up physically.” We sat on her bed awhile, and I explained that when you know why you failed, you can figure out what to do next time. It’s a lesson I learned the hard way, and I was sharing what I figured out from my experiences. I told her, for instance, if I have a bad day on the radio, I never say, “It is what it is.” I own it. A bad day means I didn’t prepare as well as I could have. It’s my fault. It’s always my fault—that way I am in control. Sawyer understood the need to take responsibility and then shared with me that she talks herself out of things a lot: tests, sports, eating healthy, even boys liking her. In that one conversation, she saw that maybe, just maybe, she has more control—that life isn’t just what it is, but rather it’s what she makes it. When you fail, figure out why. My daughter realized that whenever she gets scared, she gives up. Fear will never leave. Nerves will always be on edge. Next time Sawyer will know to ignore the feelings and keep pushing. As we headed downstairs, I knew something else was simmering besides dinner: a renewed confidence building inside my daughter. It’s the confidence that comes from knowing that you are in control when you own your behavior.

“Fear will never leave... ignore the feelings and keep pushing.”

Mel Robbins is the founder of Inspire52.com and a CNN contributor, motivational speaker and syndicated talk radio host. Connect with her at SUCCESS.com. A LIFE THAT FITS

Is Becoming a J.Hilburn Personal Stylist in your Future? Executive Vice President of Sales Melissa Brisbois addresses six of the most frequently voiced concerns to help you find out. I’m not the “sales type.” We’re glad you aren’t! Most J.Hilburn Stylists are not the sales type either. J.Hilburn is about offering great service and value to our clients. We’re about building relationships. Rather than being a pushy salesperson, you’ll focus on helping your clients with their personal style and confidence. This creates a win-win for you and your clients. Our training and our team takes you by the hand and will show you exactly how to build a client base without being pushy or sales-y.

I don’t know anything about fashion.

Melissa Brisbois J.Hilburn Executive Vice President of Sales

You’ll fit right in! J.Hilburn Stylists come from all different backgrounds. Some were corporate executives, lawyers, nurses, teachers or stayat-home moms—just to name a few. Most have never had a fashion career before J.Hilburn. As you grow your business, we’ll equip you with the skills you’ll need to be successful.

I need a guaranteed paycheck. Perfect. The beauty of growing a J.Hilburn business is that you can build your business around your other commitments. As your business grows, you enjoy greater income security 40

J.HILBURN

because you’ll have an additional income stream. Plus, no one can lay you off!

I’m busy. I don’t know how I’d fit this into my schedule. This may be the perfect fit for you! Historically, we find that the busiest people tend to be the most successful Stylists! Why? Well they get the most done. It’s amazing to consider what you can build in just a few hours a week. You get to choose the hours that you work, around what you’re already doing.

Where will I find clients? We’re glad you’re thinking ahead. We’ll teach you where to find your first few clients and from there how to expand your client base through a thriving referral business. In fact, 93% of J.Hilburn’s clients come from existing satisfied customers.

I don’t have the money. Wouldn’t it be great to never utter those words again? It’s a low investment to get started. And most successful Stylists earn that back and then some in their first 30 days. There’s nothing to lose and everything to gain.

HARDY

CONNIE PODESTA

store.SUCCESS.com

DEN IS W AIT LEY

LES BROWN

MA XWE LL

JOH N C.

Your one-stop personal-achievement resource!

ER N DE I W S I R CH HOR C A N SHAW

EY COV HEN STEP

T R E ROB

I K A OS Y I K

ZIG ZIG LA

LE ND ON III

DARRE N

RO JIM

JO SE PH MC C

Ignite Inspiration!

W E B E L I E V E T H AT

EVERY MAN N O M AT T E R H OW R O U G H O R G R U F F, D E E P I N S I D E

ASPIRES TO BE A GENTLEMAN