Source: dōTERRA 2026 Opportunity and Earnings Disclosure Summary

Summary

doTERRA's own earnings disclosure for the U.S. market, dated 2026 and reporting 2025 results. It is the company describing the economics of its sales force in its own words, for prospective recruits, and it is far more candid than the industry's reputation would suggest: approximately 58% of active U.S. Wellness Advocates earned no commissions at all in 2025.

Of the 42% who earned something, the disclosure breaks results into two cohorts and three bands each. Among first-year Wellness Advocates who earned a commission — 3,750 people — the median within the top half was $435 for the year. Among all other active Wellness Advocates who earned a commission (about 111,000), the top-half median was $244, while the top 1% averaged $129,857. Every figure is stated before expenses, which the document lists: products, marketing materials, training, events.

Two structural facts sit alongside the numbers. The company states that roughly 93% of new U.S. customers are wholesale or retail buyers who "purchase products at wholesale or retail prices for personal use", and that its Presidential Diamonds — inside the top 2% of active Advocates by rank — have averaged over 14 years with the company. The arithmetic implied by the cohort counts is worth stating plainly: if ~114,750 Advocates earning commissions are 42% of the active base, the active base is roughly 273,000 people, of whom about 158,000 earned nothing.

Useful Claims

• Approximately 58% of U.S. active Wellness Advocates earned no commissions from doTERRA in 2025; about 42% earned commissions. "Active" is defined by the company as having purchased product, enrolled someone, or earned a commission during the year.
• First-year Advocates who earned a commission (3,750 people): top 50% — median $435, average $1,453; top 10% — median $2,260, average $5,601; top 1% — median $13,928, average $32,384.
• All other active Advocates who earned a commission (about 111,000): top 50% — median $244, average $3,840; top 10% — median $3,918, average $18,013; top 1% — median $66,067, average $129,857.
• All earnings figures are commissions before expenses, and the company states expenses "may reduce or exceed any commissions earned."
• doTERRA characterizes its own opportunity as "an opportunity to earn modest supplemental income," with "no guarantees that you will earn money."
• Approximately 93% of new U.S. doTERRA customers are wholesale and retail customers who buy at wholesale or retail prices "for personal use". The document's separate statement that some customers do not build a business is about Wellness Advocates, a different population, and the two should not be merged.
• The top 2% of active Advocates hold the Silver-through-Presidential-Diamond ranks; Presidential Diamonds have averaged over 14 years with the company, the longest 17 years.
• Wholesale prices average 25% below suggested retail — the margin available on resale.
• Exit terms: cancel at any time; full refund on unopened product within 30 days; 90% refund on product purchased within a year.

Verbatim

"In 2025, approximately 58% of U.S. active Wellness Advocates did not earn any commissions from dōTERRA. About 42% earned commissions, and the following shows their annual commissions before expenses." — "How much could I make annually?"

"First Year Active Wellness Advocates Who Earned Commission (3,750)" — Earnings table, first cohort heading

"Top 50%: Annual Median: $435 Annual Average: $1,453 Top 10%: Annual Median: $2,260 Annual Average: $5,601 Top 1%: Annual Median: $13,928 Annual Average: $32,384" — Earnings table rows, first-year cohort

"All Other Active Wellness Advocates Who Earned Commission (about 111,000)" — Earnings table, second cohort heading

"Top 50%: Annual Median: $244 Annual Average: $3,840 Top 10%: Annual Median: $3,918 Annual Average: $18,013 Top 1%: Annual Median: $66,067 Annual Average: $129,857" — Earnings table rows, all other active Advocates

"A dōTERRA business is an opportunity to earn modest supplemental income. Like all businesses, some succeed while others do not. There are no guarantees that you will earn money." — "What should I know about this business opportunity?"

"These costs vary by individual and may reduce or exceed any commissions earned." — "What should I know about this business opportunity?"

"approximately 93%—are Wholesale and Retail customers who purchase products at wholesale or retail prices for personal use." — "What should I know about dōTERRA's business model?"

"Wholesale prices average 25% below suggested retail prices." — "How can I earn money?"

"Within 30 days of a purchase, you can return unopened products for a full refund. You can also receive a 90% refund for products purchased within a year." — "What if I choose to leave dōTERRA?"

"The top 2% of active Wellness Advocates hold the rank of Silver, Gold, Platinum, Diamond, Blue Diamond, and Presidential Diamond. Presidential Diamonds have averaged over 14 years with dōTERRA, with the longest being 17 years and the shortest approximately 2 years." — Footnote to the earnings table

Reliability Notes

Self-reported, unaudited, and still the best number available. This is the company's own disclosure, so it sits at the self-reported tier and the page is Confidence: Medium. No auditor attests to it and no regulator approves it. It is nonetheless stronger evidence than any third-party estimate of the same quantity, because it is the company committing to figures in a document given to recruits — and it is the kind of disclosure the FTC's guidance pushes MLMs to publish. Where it and an outside estimate disagree, say so rather than picking.

Read the bands carefully; they are not percentiles of the sales force. "Top 50%: Annual Median: $435" means the median within the top half of commission earners in that cohort — effectively a 75th-percentile figure among earners, and a much higher percentile among all Advocates, since 58% earned nothing. The overall median active Wellness Advocate earned $0. Any page reporting these numbers must not present $435 as a typical annual result.

Before expenses, and the company says expenses can exceed them. The disclosure gives no expense data, so net earnings for any band cannot be computed from this document. The sentence that costs "may reduce or exceed any commissions earned" is the company's, not the wiki's gloss.

The cohort split is real but the ordering came from the PDF's layout. The captured text file lists the two three-row blocks before their captions, an artifact of PDF text extraction. The assignment above — first block to the 3,750 first-year earners, second to the ~111,000 others — was confirmed against a layout-preserving re-extraction of the same PDF, where each caption sits directly above its rows.

The ~273,000 active-base figure is arithmetic, not disclosure. doTERRA publishes the 58/42 split and the two cohort counts but not the total. Dividing 114,750 earners by 0.42 gives roughly 273,000, and the difference implies roughly 158,000 people who were active and earned nothing. Treat these two numbers as derived, and cite the published percentages instead where possible.

U.S. only, and one year. The disclosure covers the U.S. market for 2025. doTERRA is private and files no 10-K, so there is no audited revenue or global sales-force figure to place alongside it — unlike USANA and Nu Skin.

No Published: date on the page. The document carries "2026" in its title but no full date, and the URL is a stable overwrite path — the same URL will serve the 2027 edition. That is why the raw capture matters here more than usual: it fixes which edition this page describes.

This document has no archive snapshot, and the Internet Archive cannot presently make one. Every Wayback capture of this URL — including one requested on 2026-08-11 — serves the 2023 edition of the disclosure instead: 92%, 54% earning no commissions, a $35.00 signup fee, none of the figures on this page, and 151 KB against the live file's 2,147,846 bytes. The live URL does serve the current document; fetched on 2026-08-11 it hashes to 37c8…3789, matching bytes_sha256 in this page's capture sidecar exactly. So doTERRA's CDN answers the archiver with an older object than it answers an ordinary client, and the raw capture is the only surviving evidence that the 2026 edition said these things. Treat any Wayback URL for this file as pointing at a different document, and check the edition before trusting an archive snapshot of any CDN-hosted PDF.

Related Pages

• Utah's Direct-Selling Industry
• FTC Warning Letter to dōTERRA (2020)
• An Economic Analysis of Utah's Direct Selling Industry (Gardner Institute, 2022)