Small Changes Big Results Final Rough Draft

Small Changes, Big Results in Network Marketing
Copyright 2000-2008 Scott Bridgmon

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Small Changes, Big
Results in Network
Marketing

Taking Your Business
to New Heights,
Lessons From a
Success Coach


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Copyright 2000 - 2007 by Scott Chip Bridgmon. All rights reserved.
Published by Scott Chip Bridgmon, S3, and 4D Productions
No part of this publication may be reproduced, stored in a retrieval system, or transmitted
in any form or by any means, electronic, mechanical, photocopying, recording, scanning,
or otherwise, except as permitted under Section 107 or 108 of the 1976 United State
Copyright Act, without either the prior written permission of the Publisher, or
authorization through payment of the appropriate per-copy fee to Scott Chip Bridgmon.
Requests to Scott Chip Bridgmon should be addressed via the website,
www.scottbridgmon.com
Limit of Liability/Disclaimer of Warranty: While the publisher, and author Scott Chip
Bridgmon have used the best efforts in preparing this book, they make no representations
of warranties with respect to the accuracy or completeness of the contents of this book
and specifically disclaim any implied warranties of merchantability or fitness for a
particular purpose. No warranty may be created or extended by sales representatives
suitable for your situation. This manuscript is not designed to render professional
services, and you should consult a professional where appropriate. The purchaser or
reader of this manuscript assumes all responsibility for the use of these materials and
information. The publisher and author assumes no responsibility or liability what so
ever, and shall not be liable for any loss of profit or other commercial damages, including
but not limited to special, incidental, consequential, or other damages.
For general information on the services of Scott Chip Bridgmon please contact the
website www.scottbridgmon.com


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Table of contents

1. Progress Chart
2. Introduction
3. What is Network Marketing
4. Traditional Marketing vs. Network Marketing
5. Networking Contacts
6. First 30 days
7. 12 Week Daily Proactive Activity Chart
8. Guidelines Hints and Pointers
9. Making a 6 Month Commitment to Your Business
10. Business Plan
11. Understanding the Business Plan
12. Implementing Your Business Plan
13. Building Your Business Plan
14. R.E.A.C.H. Contact System
a. Importance of building your rolodex
15. Setting Your Goals
16. SMART Goal Setting
17. Your Compelling Reason Why
18. Creating Your Compelling Reason
19. Goals Organizer
20. Goals Organizer Sample
21. Goals Commitment
22. Attitude That Attracts Abundance


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23. Avoid Toxic People
24. Putting Together Your Support Team
a. Support Team Contact Chart (front & back)
25. Having the Right System for Duplication
26. Recruiting
27. Building Your Business
28. Duplicating
29. Retaining
30. Tools For Building Your Organization
a. Podcasting
b. Blogging
c. PSP/IPod
d. Sales 101
31. Speaker Training Tips
32. Coaching Program Information
33. Promotion Outline and Advertisement
34. Recommended Reading list
35. Appendix A -- Toxic People Restraining Order
36. Appendix B -- Cracking the Network Marketing Millionaire Code Preview
37. BONUS SPECIAL REPORTS (Added Bonus)
How To Get Whatever You Want in 2007 by Dr. Joe Vitale
Network Marketing is not an asset, Not job by Robert Kiyosaki
Eight Solid Reasons to Finally Believe in...
The Coming Network Marketing Boom By Len Clements
The Power of Personal Authenticity by Richard Brooke
Shark in the Water by Chip Bridgmon
Developing Your Network Marketing Game Plan. by Dr. Joe Rubin
How to Build a Network of Power Relationships By Harvey Mackay


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MLM Network Marketing Training- What do you say to, 'I could never do Network Marketing? by Art
Jonak
Going Core by Randy Gage
Cruel Advice. By: Tom "Big Al" Schreite
How Does Your Networking Report Card Stack Up? By Harvey Mackay
Secrets to Mega Success Parts 1, 2, 3 by Chris Zavadowski
Six Requirements For Financial Independence By: Joe Rispoli
Developing Your Network Marketing Game Plan. by Dr. Joe Rubino


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Introduction

Small Changes, Big Results In Network
Marketing; Taking Your Small Business to
New Heights

I would like to congratulate you for taking the first step on your journey to
financial and personal growth. To get the most out of this ebook I would
recommend you have a pen, some paper and a mini tape recorder handy
for notes. Take on each challenge and assignment one at a time, do not try
to rush through the training, simply getting to the end of the manual
should not be your goal, mastering these lessons and ideas and reaching
the success you are looking for, that should be your goal.

I can tell you with certainty that you can master all these skill sets
presented for you in this manual, and with the help of your master mind
group and team to help fill in the blanks you will be well on your way to
the success you desire and deserve.

To maximize your opportunity for success:

D3 Dream, Dedication, Determination; that is what you will need
to make this work for you. Anyone can succeed, and I do mean
anyone, no matter how lucky or unlucky, no matter how skilled or
unskilled, no matter the background, or how they were raised; with
the right training, the right attitude, and the unmistakable drive to
succeed no matter what.

Seek the counsel and advice of your sponsor, mentor, or coach.

As with all my clients I am going to recommend you get a daily
planner to track your progress and daily activities. As for me I use
an HP Ipaq 6300, however you can use what fits your style best.

Approach this manual one task at a time, you should complete each
step in its entirety before moving on.


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When going through the assignments in this manual it is best to
remember not to rush, it is not a race to see who can finish the
manual first; however keep in mind also that time is of the essence,
and it is important to not drag your feet.

I am a firm believer in the concept of Study-Do-Teach, you can
learn more as you apply the lessons learned immediately beginning
from day one, dont wait for the time to be right or for all the lights
to be green before you get started. As you begin to build your
team begin immediately to coach them on these principles as well,
order the manual for them and get it in their hands ASAP and get
to coaching them as soon as possible.

I encourage you to write all over this manual, it is written on paper,
not marble, not stone, not gold, just plain ole paper so write all
over it. And if you are using the downloaded version please print
it out and write all over it, take notes as you go along, write down
thoughts, ideas memory joggers.

**** Remember if you ordered this manual online in PDF format your
purchase price includes one printing of this manual for your own
personal use. So print it out, I only ask that you do not print out more
than the one you will be using personally.

The Concept of the Small Changes, Big Results
I had begun to notice a trend in business a few years ago while
traveling across the U.S. I noticed many people operating small
businesses, with revenues of bigger businesses. The idea of
franchising is nothing new, we have all heard of it, however did
you ever think of owning 20 or 30 or 40 franchises? I heard of
one woman owning 20 franchises in Singapore, she started with
one and grew her business to over 20 franchises. It was the
small changes that allowed her to achieve big results.
From farming to franchising, and many businesses in between
these business people are making waves and creating a huge


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impact in the market place, getting that feeling of connected
and doing business world wide. For example a small company
by the name of Visa-shield operating out of his parents garage
made over $2,000,000.00 last year is now thinking of opening
his first retail space. Doing business world wide from a garage;
could you even begin to imagine a Fortune 100 company doing
that? In the future you very well could see that very same
thing. I know of a small 10 man operation running an online
business, doing business world wide in less than a years time
making over $400,000.00 a quarter and paying affiliates over
$40,000.00 a month.
Network Marketers now looking realistically at doing business
world wide, building organizations in many countries
simultaneously from their kitchen table. More and more people
today realize not only the freedom they have working from
home, also the enormous earning potential. No more rush hour
traffic jams, no more office politics, no more missed family
events, no more working 60 hour work weeks unless they chose
to.
In my travels during my coaching career I have had many
people come to me to get my advice on how they can succeed
after they have lost it all. They come to me for the one answer
that will ensure they will never ever be in their dire situation
again. I have seen executives that make hundreds of thousands
a year or more, living lavish lifestyles, get the axe and end up
losing it all. I have seen managers, sales people, support staff,
people from all walks of life lose their one source of income
and watch their lives crash down around them. The one piece
of advice that I can say without a doubt that is the most
important for your financial future is never ever again have only
one source of income, the key is multiple sources of income.
One of my favorite authors and experts on this subject is Robert
Kiyosaki, and his books are assigned reading to my coaching


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clients, and the top on the list is, The Business School for
People Who Like Helping People, I recommend you pick it up
today if you have not already.
What is Network Marketing?
Small is the new big business, thats right, small businesses are
rapidly becoming the new big business model, and catching on
all over the world in record numbers, which is why large
companies like Gillette, Colgate-Palmolive, AT&T just to name
a few, have turned to network marketing. The network
marketing business model gives these giants a very real
competitive edge both domestically as well as internationally;
network marketing gives the would-be small business owner
the opportunity to have a global reach from the comfort of their
own homes.
The concept behind network marketing is simple, sharing,
teaching, educating through product knowledge and business
philosophy. Network marketing is a multi-billion dollar
industry involving millions of independent business people
around the world. Network marketing is a 'BIG' small
business, offering everyone, whether they have business
experience or not, the opportunity to start and run their own
home based business.

Traditional Marketing vs. Network Marketing

CEO Salaries
*Calculated by The Corporate Library for the AFL-CIO
Executive PayWatch


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Exxon Mobil CEO Lee R. Raymonds, Estimated Annual
Retirement Benefit: $8,187,200* base salary of $4,000,000.00
bonus of $4,900,500.00 restricted stock $32, 087,000.00 LTIP
Payouts $7,484,508.00, other $450,000.00 for a 2005 total of
$48, 922,808.00. In addition to that his retirement in January
2006 coincided with record profits for Exxon Mobil. On
retirement, Raymond was entitled to receive an estimated
annual retirement benefit of over $8 million. He chose instead
to take a lump sum payment of $98 million. Raymond will also
get an administrative assistant, company-provided life
insurance, a car, driver, and airplane use for two years.
Meanwhile, the pensions of the rest of Exxon Mobil's employees
remain on tenuous footing. According to Business Week, Exxon
Mobil's employee pension plans have one of the biggest funding
deficits of all U.S. corporations. According to the companys
annual report for 2005, Exxon Mobils pension for its U.S.
workers is underfunded by $1.2 billion.

Pfizer CEO Henry "Hank" A. McKinnell 2005 annual salary
$2,270,000.00, bonus $3,700,000.00, stock options
$14,499,795.00, LTIP payout $5,489,400.00, other
$427,370.00, 2005 total $26,387,065.00. And will receive an
expected annual pension benefit of $6,518,459 at age 65.
Should McKinnell decide to take a lump-sum payment instead
of an annual pension, he will receive more than $83 million in
cashworth nearly twice the value of shares he held as of Dec.
31, 2005.

AT&T CEO Edward E. Whitacre Jr. 2005 annual salary
$2,124,000.00, bonus $7,125,000.00, stock options
$217,051.00, LTIP payouts $4,792,631.00, other $2,922,541.00
for a total of $17,181,2233.00. And is entitled to a Estimated


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Annual Retirement Benefit: $5,494,107* annual pension under
AT&Ts Supplemental Retirement Income Plan. Under this
executive-only plan, Whitacres target pension benefit was 75
percent of his average annual compensation. Future executives
will have their target pension capped at 50 percent of
compensation.
On Dec. 31, 2004, AT&T replaced the Supplemental
Retirement Income Plan with a new plan called the 2005
Supplemental Employee Retirement Plan. Under this new plan,
Whitacre will receive a lump sum of $18.8 million on his
retirement. This lump sum is in addition to his expected $5.38
million annual pension benefit that he accrued before 2005.
Both the Supplemental Retirement Income Plan and the
supplemental Employee Retirement Plan are nonqualified plans
that are only offered to a select group of highly compensated
AT&T executives. Regular management employees participate
in AT&Ts Pension Benefit Plan. Under this plan, Whitacres
expected annual pension benefit after 44 years of service is
$113,312.
Ironically, AT&Ts switch back to a traditional defined benefit
pension for its management employees is expected to reduce the
companys pension liability and generate gains that will be
recognized over time. With the announced change, AT&T said
that it did not expect to make any pension contributions in
2005. Meanwhile during AT&Ts pension flip-flop, the
nonqualified plans for senior executives were unaffected.

UnitedHealth Group CEO William W. McGuire 2005 Annual
salary $2,200,000.00, bonus $5,808,000.00, stock options
$48,928,002.00, LTIP payout $1,997,000.00, other $692,442.00
total 2005 $59,625,444.00. And will receive an Estimated
Annual Retirement Benefit: $5,092,000* for his lifetime. If he


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retires at age 65, his pension benefit will equal 65 percent of his
average cash compensation over his past 36 months of
employment. This special pension benefit is part of McGuires
employment agreement.
Ironically, this special pension guarantee probably will not be
necessary for McGuire to have a secure retirement. On paper,
McGuire is a stock option billionaire with $1,776,547,635 in
unexercised stock options as of Dec. 31, 2005.
Lastly, McGuires contract requires that UnitedHealth Group
provide him and his spouse with health care for the remainder
of their lives at no cost to McGuire. Should UnitedHealth
Group terminate its retiree health care plan, the company must
reimburse McGuire for the full cost of alternative insurance
coverage.
Unlike McGuire's coverage, the retiree health care of
UnitedHealth Groups 55,000 employees is not protected by
law.

Home Depot CEO Robert Nardelli 2005 annual salary
$2,164,423.00, bonus of $7,000,000.00, restricted stock
$14,662,500.00, stock options $8,123,890.00, LTIP payouts of
$2,401,040.00, other $3,510,459.00, 2005 total of
$37,862,312,00. And has Estimated Annual Retirement
Benefit: $4,612,500* he is guaranteed defined-benefit pension
equal to 50 percent of his salary and bonus at age 62. Even if
Nardellis performance does not entitle him to a bonus, his
pension benefit will be calculated as if he had earned a $4.5
million bonus.
Home Depot is less generous when it comes to its other
employees retirement benefits. Like many retailers, Home
Depot does not offer its employees a defined-benefit pension
plan. Instead, workers are offered a FutureBuilder 401(k)


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plan as well as an Employee Stock Purchase Plan. These plans
do not provide a guaranteed annual pension benefit.

IBM CEO Samuel J. Palmisano 2005 annual salary
$1,680,000.00,bonus $5,175,000.00, restricted stock
$990,674.00, stock options 11,501,600.00, LTIP payouts
4,241,981.00.00, other 4308,682.00 2005 total $23,897,937.00.
And will receive an estimated annual retirement benefit of
$4,550,000 when he retires. Under IBMs Supplemental
Executive Retention Plan, Palmisanos yearly pension benefit is
calculated based on his average annual salary and bonus of his
five highest consecutive years of compensation.
While Palmisano can look forward to a guaranteed annual
pension for the rest of his life, many IBM employees will not be
so lucky. IBM recently announced that it will freeze all its
workers pensions beginning in 2008. The company said this
move will help make pension costs more predictable and
save up to $3 billion over the next few years.
Well as you can plainly see, traditional business models offer
generous compensation packages to the TOP executives and
totally sticks it to the workers. I didnt make up the numbers,
the hyperlinks are there, check it out for yourself. If ever a
Network Marketing Company decided to take advantage of
their distributors like big corporations screw over the average
American worker, that Network Marketing Company would be
out of business, and I am sure the CEO would be in prison for
one thing or another. However in big business, it seems to be
the norm, the top get all the perks and the people who actually
do all the work get the shaft.


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Network Marketing quite simply is a better way to distribute
products to the end user without having to pay all the
middlemen. With Network Marketing there are no middlemen,
instead of having to pay all the middlemen and raising the
prices accordingly, a network marketing company will pay you
directly for production you are directly responsible for.
If you were in business all by yourself with the traditional
business model, your production might be somewhat limited by
the amount of money you have available to advertise
effectively. And with a limited advertising budget that would
greatly limit the number of clients you could have, and
therefore limit your bottom line volume. The more products
you sell the more you get paid and if you cannot advertise to
reach your target market you cannot sell. Not only the thought
of advertising, there are the drawbacks to having a store front,
and your hours of operation, if you have a traditional store front
you are limited to the hours you can take in customers. If you
had franchises in multiple time zones that would be one step
better, but still have the issue of hours of operation and
advertising budget.
In Network Marketing the amount of volume being sold is not
dependant on you alone, you have the help of your
organization, and with a large organization that can span nation
wide and even world wide, you can indirectly create a huge
volume. Would you rather have 100% of your own efforts, or
1% of the efforts of 100 people?


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In addition to the simplicity of the Network Marketing Business
Model, there are other things that make Network Marketing so
attractive as a career opportunity, opportunities that big
business corporations would rather you not know about. Why
would they rather you not know? Hypothetically speaking of
course, what do you think would happen to big business, and
the economic structure of commerce in America, if lets say
15% of todays workforce just quit their jobs to join Network
Marketing? Remember the big dog getting $4,000,000.00
bonuses, what if someone else was in the position and 15% of
their workforce just quit today, what would happen to that
bonus, and what if that guy was not as honest and trust worthy
as the current CEO and the new guy decided he was willing to
do anything to get back his bonus, including but not limited to
lying to the work force to keep them enslaved long enough so he
could make his bonus?
In the first program of our fall research series on September
8th, you will hear the findings from a joint Spherion - Harris
Interactive in-depth study examining The Emerging Workforce
key results show how 50% of todays workforce -- spanning all
disciplines and organizational levels -- are ready to quit their
jobs as soon as opportunities become available.
With turnover costs averaging $55,000 per departing employee,
replacing these workers will cost U.S. businesses and estimated
$600 billion in the next few years. As the economy recovers,
this phenomenon will only become more real. -- HRMAC
Research Series - The Emerging Workforce


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Just some food for thought.
Wheres Your $4,000,000.00 BONUS?
Remember the CEO salaries quoted previously? Those
numbers are real, its not made up, and youre living that reality
every day if you are apart of the big corporate structure. There
you are working hard, 10 plus hours a day, meeting quotas set
by someone else, quotas designed to make someone else look
good so they can get promoted and get one step closer to the big
dream, the car, the house, the pension plan, the perks,
$4,000,000.00 bonus.
WOW that is incredible. If $4,000,000.00 dollars was on the
line what would you be willing to do to make your quota? I bet
there is a lot you would do. Think for a moment, youre
basically honest, trust worthy, hard working and you look out
for the welfare of others right? Would that change if
$4,000,000.00 was on the line?
Before you answer that, think about all those reality T.V.
shows, the ones where the contestants are playing for as little as
$50,000.00 and as much as $1,000,000.00 what are those
typically hard working, honest trust worth individuals willing
do for $1,000,000.00 or even something as small as
$50,000.00? How many people do they deceive, how many
people do they make friends with, and break friendship with, all
over a simple $1,000,000.00, what hardships are they willing to
endure, and what are they willing to eat? What are they not


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only willing but eager to do to win that $1,000,000.00? What
do you think they would be willing to do for $4,000,000.00?
I watch some reality T.V. shows for a couple reasons,
1. I want to watch the contestants level of resolve to win, what
are they willing to endure to see their goal to the end to get to
the big payday.
2. I watch their character, giving me clues as to what are they
really made of, do they have what it takes to make their dream a
reality?
3. I look at their moral compass, are they willing to take
advantage of others and hurt others to get what they want.
Those are the basic reasons I watch, it gives me an accurate
gauge of others I do business with as well, helps me to refine
my toxicity meter, the meter I use to determine who is and who
is not toxic in my life.
Thats just reality T.V. still not real, but real enough.
Psychologists and Physicists, will argue that when studying a
subject without their knowing it you will get a very different
result than when you are studying a subject and they know you
are studying them. So reality T.V. is real as you can probably
get on T.V. but it is not exactly real life.
In real day to day life it is much worse, much more cutthroat,
you read about it everyday in the papers, the magazines and you
see it on the news. What are some people willing to do for a


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$1,000,000.00 insurance payoff? What is one member of a
newly wed couple willing to do when they realize they are
ruined financially and they have no where else to turn? You
hear stories like this all the time. That is the reality of what
some people are willing to do when the camera is not on them
for $1,000,000.00, and in some cases its not even for the
money from insurance, it is for the money they will get with
their new life partner because their new partner is wealthy, and
the only thing standing in the way of their future wealth is their
current partner.
What do you think your boss, and your bosses boss, and your
CEO are willing to do to assure theyre going to get a
$4,000,000.00 bonus? Thats in addition to their already
astronomically high salary. One CEO mentioned in the
previous report, is reported to be making a salary of one million
and change, and his BONUS is over five million dollars.
What would you be willing to do to make a $5,000,000.00
bonus?
The last reason I watch reality T.V. is because I like to see the
fire in the eyes of the ones who really want their goals, usually
its the calm, cool, collected, even tempered, highly focused
and relaxed individual that walks away with the prize.
Thats the kind of person I want with me in business and in life,
because that person will go the distance, honestly, ethically,
with their moral compass in tact and not quit no matter the odds
or hardships. That is the kind of person I want as a friend,
colleague, mentor and partner. What could some one like that


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in your organization do for your business? What if that person
was you, and others saw those qualities in you?
In Network Marketing you have the opportunity to rise to the
top, you can realistically be on the top of your pay plan. If you
have what it takes to work, stay focused, teach others, build a
successful team of people around you, then you too, can rise to
the top levels of your company, sit on the board, have a car
bonus, house bonus, monthly bonus in addition to your
commissions.
How badly do you want it? Are you willing to seek out the best
coaches? Are you willing to endure negative people trying to
drag you down? Are you willing to be the builder you are
looking for in your organization and teach others to do the
same?
Follow along with me for a moment, I know that every would-
be coach out there talks about a certain athlete, like they know
him personally; I dont know him personally so I will spare you
the pretentious familiarity. I want you to think about the
greatest basketball player in the history of the game, I will not
use his name because I am sure there are like 100 trade marks
and several copy right issues I might have deal with; however
think about this one man who transformed basketball.
Was he born great? Well yeah, we all were, duh (ok that was
a stupid question, just checking to see if I was paying attention
to the words Im typing.) Were his circumstances growing up
conducive to producing the worlds greatest basketball player?
Maybe yes, or Maybe not. Was he the greatest player always?


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I seem to remember a certain someone not getting picked for
varsity basketball team in high school, so maybe that answer is
NO.
What was it that made this man the best in the world? Well I
could actually write a whole new book on that topic alone, no
wait I dont have to, he already did, you might want to pick it
up and read it some time, it is a pretty good book.
Back to my story, what was it that made him the best in the
world? First a dream, then the burning desire to make that
dream a reality, and then the necessary work it took to get there.
Thats not all. He also knew the power of having the right
people around him, the right mentality, and the right coaches.
These coaches together with his determination, his drive and his
commitment made his dream a reality.
What if all those coaches took one look at him and based on his
looks, or how he walked, or talked, or sat, or the car he drove,
or the house he lived in, or the style of his hair, and decided he
was not worth their time and did not coach him, simply because
they determined from his outside appearance he did not have
what it took? Where do you think he would be today if that
were the case?
Did someone do that to you in your past? Are you doing that to
someone in your present life, or have you done that to someone
in the past? Are you doing that very thing to yourself now?
Looking in the mirror and telling yourself you are too old, too
short, too young, too much of a failure in the past, too tired, too
fat, too thin, drive a crappy car, live in a crappy house, have a


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crappy job therefore no one will ever believe you because you
dont even believe you?
In a normal corporate job that is the death march, that is the
mantra your bosses want you repeating because it keeps you
under their control, with that mantra you are sure to doom and
failure. In Network Marketing that is not the case and it most
certainly is not the end of the story, you have coaches, you have
people that are on your team working with you, coaxing you on
and motivating you to greatness. In Network Marketing if you
or your sponsor or your upline want a $100,000.00 bonus the
only way they can get that is by leading people in their
organization to success, and by helping others build their
organizations. In other words for them to be successful they
have to make sure others are successful before they can be
successful.
Will you be the greatest player in this game called Network
Marketing? I dont know, why dont you show me and show
the world? You have the power to be a builder of men and
women, what you do with that power is up to you, waste it or
utilize it, your choice.
Can you see the difference from tradition business and the
Network Marketing Business? Which do you think has more
potential?
Not A Broke Dishwasher?
I know a certain someone who went from a dishwasher, broke
bank account, broke attitude, at a times had a broken spirit, who


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transformed all of that into a multimillion dollar business. In
fact just the other day, I got an email from him informing me
that he bought his first Bentley Continental and now cannot
wait to get it tricked out because of how embarrassing it is
driving it around town in stock condition. (I think he is
kidding about the embarrassing part?) This very same person
who told of his meteoric rise to Triple Diamond in his current
Network Marketing Company and his bonus check of
$110,000.00 for one month.
From a broke dishwasher to one of the most sought after, and
highest paid experts in this industry.
Will you let him be the best in this business or will you give
him a race for the title?
Lets get started!


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Networking Contacts:

Sponsor: _______________________________________________

Phone: ___________________________

Web Address ________________________________

Upline 1: __________________________________________

Phone: ___________________________

Web Address ________________________________

Upline 2: __________________________________________

Phone: ___________________________

Web Address ________________________________

Upline 3: __________________________________________

Phone: ___________________________

Web Address ________________________________

Upline 4: __________________________________________

Phone: ___________________________

Web Address ________________________________


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First 30 days

Your first 30 days is probably one of the most important in the
life of your new networking business. I say probably, because I
have seen many people mess up horribly for the first few years,
before they started to finally get it right. When I am coaching
clients who are interested in adding network marketing to their
income streams I like to challenge them to create 30 day cycles,
and improve on the last 30 day cycle, re-engineer their
successes and reproduce them and improve them for the next 30
days. In a sense they are recreating their first 30 days over and
over and over again, becoming better, improving as they go
along.
It is important to have the basics ingrained in your mind, so
much so that you can do this in your sleep, it takes your mind
off the little things that could distract you from your goals and
objective and frees your mind to think of new creative ideas to
assist you and your team.
There are some basic areas of focus in network marketing.
1. Recruiting.
2. Retailing.
3. Training.
4. Commitment.
5. SECRET TIP!


26
Recruiting:
Recruiting is the lifeblood of this business; if you are not
adding members to your team you are not going to be growing
your organization. People will come and go in your business,
the key is to be developing new people in your organization all
the time.
Most people think recruiting means high pressure selling. This
is not the case. (You will read more about that in the How To
Section of this ebook) Selling your prospective new
representative on the concept or idea of joining your network
marketing organization is not your job. Your job is basically to
see if they are a good fit with you, your organization, the
company and the products; and of course to see if they can see
themselves doing this business.
If they say no, that is all you can do, that is really all you need
to do, simply looking for a yes or no.
At this early stage of the business, I try to steer away from
making recruiting goals, goals like recruiting 10 people this
month. Putting a solid fixed number on the amount of people
you will bring into this business, especially in your first month
of business. Doing this could be putting more pressure on you,
to perform, and you may fee forced to convincing people to join
you to meet your quota, and that is not what you want at this
early stage of the game.
I know some people out there are going to disagree with me on
this point, and this is ok, I understand. They will argue that
having that solid number is what got them to succeed in this
business, it gave them a number to shoot for, after all how can
you hit a target you cannot see, or worse yet do not have? I
understand those points and they are valid points however,
without knowing what it is going to take to hit those numbers, it


27
can be quite overwhelming to the new recruit to attempt to hit
an arbitrarily high number.
For instance, the new recruit wants to enroll 10 people in the
next 30 days. They may be excited today, because they see the
potential, and to them this is the end-all-be-all to end all their
financial and nutritional worries.
Then they begin the process. Not knowing all the rejection they
are about to endure. To get to 10 people that will say yes, may
mean over 100 people to talk to. 100 people in 30 days, is just
over 4 people talked to a day, that comes out to 28 people a
week with a 7 day work week, and 3 yeses, means 25 people
said no, and some of those nos were harsh, and cold, negative,
degrading and demoralizing.
If the new member to your team is not used to that, they may
succumb to the pressure to reach their goal and begin to push
harder to make the goal and pushing could mean trying to
convince people to join, and the negative cycle will begin early
on, and later will be a hard habit to break.
For now having a contact goal using the REACH System
(discussed later in detail) is a better place to start, there is no
pressure and they can see what it will take realistically to get
their business off the ground.
Retailing:
Important side note:
Multilevel Marketing Plans
Produced in cooperation with the North American Securities Administrators
Association
Multilevel marketing plans, also known as "network" or "matrix" marketing, are a way of
selling goods or services through distributors. These plans typically promise that if you
sign up as a distributor, you will receive commissions -- for both your sales of the plan's


28
goods or services and those of other people you recruit to join the distributors. Multilevel
marketing plans usually promise to pay commissions through two or more levels of
recruits, known as the distributor's "downline."
If a plan offers to pay commissions for recruiting new distributors, watch out! Most states
outlaw this practice, which is known as "pyramiding." State laws against pyramiding say
that a multilevel marketing plan should only pay commissions for retail sales of goods or
services, not for recruiting new distributors.
Why is pyramiding prohibited? Because plans that pay commissions for recruiting new
distributors inevitably collapse when no new distributors can be recruited. And when a
plan collapses, most people -- except perhaps those at the very top of the pyramid -- lose
their money.
The Federal Trade Commission cannot tell you whether a particular multilevel marketing
plan is legal. Nor can it give you advice about whether to join such a plan. You must
make that decision yourself. However, the FTC suggests that you use common sense, and
consider these seven tips when you make your decision:
1. Avoid any plan that includes commissions for recruiting additional distributors. It may be
an illegal pyramid.
2. Beware of plans that ask new distributors to purchase expensive inventory. These plans
can collapse quickly -- and also may be thinly-disguised pyramids.
3. Be cautious of plans that claim you will make money through continued growth of your
"downline" -- the commissions on sales made by new distributors you recruit -- rather
than through sales of products you make yourself.
4. Beware of plans that claim to sell miracle products or promise enormous earnings. Just
because a promoter of a plan makes a claim doesn't mean it's true! Ask the promoter of
the plan to substantiate claims with hard evidence.
5. Beware of shills -- "decoy" references paid by a plan's promoter to describe their
fictional success in earning money through the plan.
6. Don't pay or sign any contracts in an "opportunity meeting" or any other high-pressure
situation. Insist on taking your time to think over a decision to join. Talk it over with your
spouse, a knowledgeable friend, an accountant or lawyer.
7. Do your homework! Check with your local Better Business Bureau and state Attorney
General about any plan you're considering -- especially when the claims about the
product or your potential earnings seem too good to be true.
The FTC works for the consumer to prevent fraudulent, deceptive and unfair
business practices in the marketplace and to provide information to help
consumers spot, stop and avoid them. To file a complaint or to get free
information on consumer issues, visit www.ftc.gov or call toll-free, 1-877-FTC-
HELP (1-877-382-4357 ); TTY: 1-866-653-4261 . The FTC enters Internet,
telemarketing, identity theft and other fraud-related complaints into Consumer
Sentinel, a secure, online database available to hundreds of civil and criminal law
enforcement agencies in the U.S. and abroad.


29
Regarding the Amway safeguards the general honored by
courts, legislators and enforcement agencies to uphold
legitimacy of MLM type organizations.
(1979) In a landmark administrative law decision, an FTC administrative
law judge ruled that Amway was a legitimate business opportunity as
opposed to an illegal pyramid scheme based on three primary consumer
safeguards: (1) a reasonable buyback policy for terminating distributors;
(2) the 70% rule, which prohibited purchases of new inventory before old
inventory had been sold or used; and (3) the ten retail customer rule,
which required sales to ten customers. (Interestingly today, the Amway
70% Rule defines a retail customer to include purchases for personal or
family use, or sales to nonparticipants). -- Jeffrey A. Babener, the
principal attorney in the Portland, Oregon law firm of Babener &
Associates, represents many of the leading direct selling companies in the
United States and abroad.
Jeffrey A. Babener
Babener & Associates
121 SW Morrison, Suite 1020
Portland, OR 97204
As you can see retailing is an important part of keeping your
new networking business a legitimate business.
An easy way to avoid any future hassles is make sure that you
are also offering your products or services to people on a
regular basis, if someone is not interested in your business
opportunity, then maybe they would not mind becoming a
customer? Many MLM companies today offer the option of
auto-shipping of products, you never have to touch the boxes,
or get involved in the process. You simply give the new
customer your distributor I.D. number and get them started on
their way and you are practically done.
Again I want to warn you about using high pressure sales
tactics here, you want to avoid that at all costs, there should be
no pressure to buy from you, all you do is simply present the
option, answer a few questions they may have and that is all. If


30
you start selling the prospective customer on all the reason why
they should buy your products or services and you happen to
convince them to do so, you run the very possible risk of them
returning their purchase within 72 hours.
Or worse yet, lets say you convince them, they become a
customer for 3 months, and in the 4
th
month they and 20 other
customers were sold on a different product from a better sales
person, now you have to replace 20 customers.
Rather than sell these people your products, just like the regular
networking model, if you build a relationship with your
customers they will stay with you for the long term, and not
jump ship when someone new comes along with a $0.02 better
savings.
The best way to know about your companys products and
services is to get with your sponsor and or upline mentor and
they will cover this in detail with you.
Which brings me to my next point.
Training:
There are some that would have you believe network marketing
business is all about training, and educating. I am not going to
argue the point, however I do not totally agree with that idea, I
think it is an important aspect of this business, but certainly not
the only aspect.
Training begins from day one, with your sponsor, and it should
continue throughout your career in network marketing.
Become a student of the process, and a student of success, study
successful people, in your company, in your upline, everywhere
you can find them in this business. There are many people who
through their years of experience and success have a wealth of
knowledge to share with you and your organization, knowledge


31
on life, business, success, happiness, building your business, the
list can go on and on.
Look at John Milton Fogg for example, a fantastic role model
in this industry, his knowledge and expertise is by far some of
the best information you can get. You can start by reading his
Greatest Networker in the World book, which will take you on
a journey from failure to success in a very enlightening and
entertaining way.
You might want to check out Mark Yarnells online blog, or
pick up a copy of his best seller Your First Year in Network
Marketing. An excellent book that will take your trough the
highs and lows of your first year in network marketing as well
as give you some solid information and skills to assist you in
building a dynamic organization.
When you are not in front of someone doing your business, you
should be training your mind, your body, your spirit for
success. You should be honing your skills so you can be better
prepared for success and for the challenges that will come along
the way.

We are always on the anvil; by trials God is
shaping us for higher things.
Henry Ward Beecher

Think about major league athletes, when they are not playing a
game and not resting what are they doing; practicing right?
These people are the best of the best, they beat out hundreds if
not hundreds of thousands of men and women who wanted to


32
be in the big leagues, and yet these select few are the ones who
proved they have what it takes to be there, to play at that level
and they practice day in and day out. Whenever they are not
playing a game they are on the courts, in the fields, in the arena
practicing, pushing themselves farther, improving, becoming
better, learning how to be more, get more from themselves and
how to improve in ever aspect of their performance.
You should follow their lead on this matter. Training is your
key to success, not only for bettering yourself also for your new
recruits and or representatives.
The best basketball player in the history of the game, had more
many coaches to coach on various aspects of the game at one
time, assisting him to become more, how many coaches do you
have?
If you need a coach, look no further than your upline and or
sponsor they can be a great source of inspiration and
knowledge, they can train you on this business, your products
and skills you need to succeed.
Later when you are making more money you can seek out
professional coaches to assist you in different areas, to train you
to be more effective and to better refine your skill sets beyond
what your upline can do for you.
Commitment:
Out of all the other basics you need in this business none is
more important than commitment.
In the book, Self-Made in America: Plain Talk for Plain People
About the Meaning of Success by John McCormack, he uses a
term called CONATION, pg. 173, Conation is the will to succeed,
the quest for success, the attitude that "to stop me you'll have to kill me,"
that elusive "fire in the belly" that manifests itself in drive, enthusiasm,


33
excitement, and single-mindedness in pursuit of a goal!!!
- John McCormack
Just imagine for a moment what your business and your life
would be like if you had that kind of drive to succeed. Where
would you be today if you had that level of drive and
commitment 5 or 10 years ago?
It is not enough to just say you are committed, or that you have
commitment, you have to display it, live it, make it apart of
your life and every day existence. It is easy for the most part to
have a regular 9 to 5 job, you can find ways to slip into the
pack, and disappear amongst all the faces in the sea of blank
faces. Doing that day after day, programming your mind and
physiology for that kind of response on a regular daily basis
could be hazardous to your mental health.
Reading this ebook could be your snap back to reality, the
reality that you and only are responsible for your life; you and
only you can determine your level of commitment, your level of
dedication, you can determine if you are going to merely show
up and go through the motions or if you are going to become a
star in this game, and in your life.

SECRET TIP
I know, I know, I know you have heard it almost a thousand
times before now, every one and their grand mother has a secret
to this, than and the other thing. As you may already know by
now, once you learn the secret you realize it wasnt really a
secret at all, as a matter of fact you may have already known
about it before you were told the SECRET. This may very
well be one of those times.


34
Ok, in my two decades of coaching I have discovered a VERY
IMPORTANT ingredient to success. Success is NOT reserved
for the brightest, the best, the fastest, or the strongest; it is NOT
reserved for the righteous, it is NOT based on the moral
character or the ethical standards of the person attempting to
acquire success. More times than not, success is based on
persistence and the network.
I can just hear you saying to yourself, what the hell kind of
secret is that? Before you bust a vein let me explain.
From the Presidency, to the local PTA no one is going to be
elected to any office all alone, it is a network of people that
make it possible. I know this doesnt sound so earth shattering
on the surface, but once you begin to fully understand and
GRASP this concept you will see the power of this concept.
As a Network Marketer you are looking for people who are
looking and you are hoping to tap into that one person who is a
Super Networker. That is you are looking for the person who
is a member of many networks, from social to occupational,
from recreational sports to hobbies, you are reminded to be
looking for the person with a LARGE social network and they
have a vast circle of influence. They say jump and their
network of people ask how high.
If you become a Super Networker, or at least have a STRONG
network of support then you can become successful at
ANYTHING, yes you read that right I said ANYTHING.
If your network of supporters promotes you and what you are
doing then you realistically can tell them to join your
organization and they will, no questions asked.
That is how most of the top producers do it. Think for a
moment, how can someone go from broke to over $100,000.00
a month in less than 2 years? It is simply because they have a


35
vast network to call upon, they tell their network to jump and
they jump. Now if that person has a vast network that includes
top social network builders, then the power is magnified
exponentially.
What does this mean to you?
START BUILDING YOUR NETWORK OF CONTACTS
ASAP. These are people that will support you NO MATTER
WHAT YOU ARE DOING. Running for office or getting to
the top of your pay plan that is what you need, a STRONG
NETWORK OF SUPPORTERS.
You have examples of this all the time, every where you go you
see it, from Kiwanis, and Rotary Clubs, Chamber of Commerce
and Business networking, even groups like Scientologists, and
Masons, even darker organizations shrouded in mystery like the
famous Bonesmen from Skull and Bones, like GW, his dad, and
J. Kerry.
I am NOT telling you to go out and join one of these groups,
just using as an example, however while you are thinking about
it, why not just start your own STRONG DEDICATED and
ambitious support group? There is no telling what you can
accomplish with a few tens of thousands of supporters.

REALITY TV and YOU

I like to ask my new trainees if they watch the reality TV
shows, usually they do, and I build on that concept from day
one. Most people would love the chance to be on the reality
TV shows, not for the fame or notoriety, but rather for the
possibility to collect on the $1,000,000.00 pay day.


36
The participants on the shows are willing to endure hardships,
and eat weird bugs and sleep on straw mats, go without showers
and tooth brushes, and everything that is involved in the game.
I like to know up front what my new team members are willing
to endure to achieve their dreams up front.
Then I ask how long has it been a goal to have $1,000,000.00?
They usually tell me its been a long time goal of theirs. I find
that interesting, they are telling me how willing they are to
endure all the things they see on the reality TV show, and yet
they are still not at the income level they want. Why do you
think they are not at that income level yet?
I hear it almost every day, people telling me how badly they
want it, how much they deserve it, and how they can visualize it
in their hands now, for some reason it eludes them. The reason
to me is clear, they are giving their goals lips service and that is
all. Where is the fire in the eye, the burning desire to achieve
their goal?
Many people will tell you of their dreams to accomplish worth
while goals, and they will tell you of their plans, and who will
be involved with them, some can even give you every single
detail of their goal. However when you ask them how close
they are to achieving their goals, they stammer, and stutter and
say, um, well, ah, I am still working out the plans to make sure
everything is in place before I make big mistakes that could
cost me.
The rationale seems sounds on the surface, but the fact of the
matter is, all they are doing is dreaming.
Some people dream of worthy accomplishments,
while others wake up and make it happen.
So right off the bat I get that misconception out of the way and
deal with it so there are no misunderstandings in the future.


37
I get them working closely with their sponsor and other leaders
in their company, this is a great way to get past this initial
hump. Actually witnessing the success of others in your
business is a great motivator and a perfect example of what the
right mentors, attitude and work ethic can reward you and your
family with as well. Remember, Youre in business for
yourself, not buy yourself. So utilize your organization to
further insure your opportunities for success.
Tools of the Trade
The first tool you will need is your list. One of the first things
you want to do is sit down immediately and write down out a
list of people who can use your product or service. For a list of
memory joggers you can find that in a later chapter in this
ebook. Print out the REACH System pages and sit down and
begin to fill in the blanks, write the names of your people in the
chart.
The second tool you will need are the products and services
your company offers. Your company no doubt offers products
and services; services you and other people on your list will be
needing and wanting. Its a good idea for you to sign up for as
many products and services you can comfortably afford, this
way you have a good working knowledge of each, and you can
better explain the products and services to your new recruit.
Also keep in mind, the concept of duplication, your team will
do what you do, or dont do, because they are following your
lead, you want them to duplicate you and your success. I will
address that in more detail later.
While building your list of names, ask yourself, who can I
share this opportunity with in the next 24 hours? Who do I
know that would give me a kidney if I asked? Statistically the
first 24-48 hours is CRITICAL when starting anything. You
are excited, passionate, ready to take on the world. You just


38
started on the path to financial freedom and you are feeling the
NEED to share it with everyone you know. So put that into
excitement into action; emotion creates motion.
In any kind of business there are no guarantees, and Network
Marketing is no different in that respect, therefore you want to
eliminate as many of the risk factors as you can as early as you
can.

Are you a Person of Passion?
Imagine for a moment, you wake up in the morning, the alarm
clock is going off, the still silence of the morning has been
broken by a blaring, continuous, and constant loud noise, hence
the name, ALARM.
You pull yourself out of bed, drag yourself through your
morning routine, with the excitement of a man on death row
walking towards the chair. Does it have to be this way? No it
doesnt, whether you realize it or not you have always been in
control of your emotions, your actions, your decisions and yet
here you are today, your work has become hum drum and its
all you can do to just get to work so you can earn just enough to
pay the bills. And you do this year after year, year in and year
out, over and over repeating the same cycle that is slowly
dragging the life from you, and you silently scream for a
change.
Contrasting that thought is the person with passion; they are
contagious, infectious even! We all want to be around someone
like that, its like we almost crave it. A passion for life, that
contagious attitude is almost its own healing power; people just
seem to feel better when that dynamic person is near. Dont
believe me? Think back to a time when you were around some


39
one like that, how did you feel when they were near? How did
you feel when they left?
Or take a look at a sports legend like Lance Armstrong. When
you are around him you cant help but feel energized, and
strong, you feel as though there is nothing you cannot
accomplish. This guy came back from the brink of death only
to win the Tour de France 7 Times! His spirit would not be
denied, he persevered and made it happen, through the power of
his mind and the power of the pharmaceutical companies. You
can read more about this incredible man in his book, Its Not
About The Bike: My Journey Back To Life. Are you a positive
force in the lives of the people you touch everyday?
In my opinion more people suffer from a different kind of
cancer, we see these people every day. I am talking about the
cancer of thought, the cancer of a negative attitude, as easy as
that is to cure, most people will not cure themselves because
they dont have unbelievable passion about living, they have
lost hope, they are almost like the walking dead. There are
many people like this around you every day, they are
everywhere, some you can help with your products and services
and some you cannot. Some of them are looking for you,
looking for your opportunity. Which ones will you work with,
which ones will you throw a lifeline to, and which ones will
you leave on the path, knowing you cannot help them?
MILLION DOLLAR LIST
Start thinking of who you want on your million dollar contact
list, you will find tips on how to qualify the people you want on
your list in the REACH System?
According to Robert Allen in his book One Minute Millionaire,
on pg. 162, Avoid selfish, negative, or egotistical people. This
is your team you are building, dont make exceptions to this.


40
There should be a spirit of joy and contribution within the
group. Only dedicate, committee, joyful, Dream Teams achieve
great success.
When you have the right team you are energized, encouraged,
empowered, ready and able to accomplish ever more in ever
less time. Togetherness creates great strength, power and
possibility for each individual.
Think of your million dollar list and your team in terms of the
strength of many combined as one, for a single goal called
success. Of course everyone is going to succeed, however your
inner group of team members that will arise out of your
REACH list, these are the people that will assure yours and
their success working together as a team for a common goal.
Like a suspension bridge, these bridges are the longest bridges
in the world and they can withstand million of tons of pressure,
from waves, earth quakes, million of vehicles driving on them a
year, but how is this accomplished, by one very strong cable?
No not even close, one such bridge in Japan, the Akashi Kaikyo
Bridge opened in April of 1998. The main cable is made of
parallel wires which were erected with Prefabricated Strand
Method having been used long in Japan because of its
superiority on resistance against wind action and number of
required workers, etc. during the erection. A cable is composed
of 290 strands each which contains 127 wires measured 5.23
mm in the diameter. High strength (1800 N/mm2) galvanized
wire was developed and used for the main cables.
Your list and ultimately your team is a lot like this suspension
bridge cable, the individual strands of your suspension cable
will be made up of hundreds if not thousands of strands, the
combined strength of these strands will be more than the sum
total of its individual parts. As you build and strengthen and


41
improve each strand, it will in turn ultimately add to the overall
strength of the main cable itself.
There is no way, to make one cable, long enough and strong
enough to hold up the bridge by itself, and the same is true with
your network marketing business, there is not one person strong
enough, smart enough, or skilled enough to succeed on their
own, they must have the strength of a committed, team, a
unified team working towards a common goal.
100 Monkeys
There is a famous story of the 100
th
Monkey Syndrome, I am
not sure if it is a true story or not, however the short side of the
story is, once 100 monkeys do a specific task all monkeys
world wide will also know of this task and perform it without
instruction. Just imagine what could happen if that were true
for people, what would happen in your organization if you had
100 people duplicating your efforts, following in your footsteps
and producing phenomenal results?
With that in mind it is my hope and my goal to help as many
people as I can with my experiences and knowledge so they to
can build a successful Network Marketing and enjoy the
lifestyle they deserve and can share it with as many people as
they can.
Keep in mind also one of the most important parts of your
Million Dollar List should also include your initial customer
base. As I stated before customers are the lifeblood of this
business. Without your customers you are not going to become
successful.

The Farmer Remembers to Till the Soil and Plant
the Seeds


42
If someone comes to me and says they arent experiencing
much success in their business, the very first thing I ask them to
do is to show me their daily planner, and together we go
through their daily appointments. Without fail, 100% of the
time if they are experiences this level of lack in their business,
there is nothing written in their planner; no notes, no
appointments, nothing. I point out, theres the problem, no
appointments, therefore no business activity.
If they were a farmer the answer would be easy, how could a
farmer expect his fields to grow if he isnt tilling the soil and
planting the seeds? Once the seeds are planted it would be just
as foolish to expect the seeds to grow if you arent watering
them.
There seems to be this HUGE misunderstanding in network
marketing and in business, people are always looking for some
magical answer to the reason their business is not growing at
the rate they wish it to. Quite simply, theres the answer to the
question, the answer is staring you in the face, the answer is
even embedded in the question. Go back and read that again.
The answer is this, You must know the difference between
wishing something would happen and making something
happen.
It is my experience in building successful organizations, other
than your list, the next most important thing to focus on and
develop in your first 30 days, would be to maintain your belief
level. You must stay motivated about the journey you chose to
embark on. How do you do that? Well by plugging into
successful people, as well as going to business opportunity
meetings and attending online trainings, and conference calls.
On the next two pages you will find two very helpful business
building aids.


43
One is a productivity chart. This chart is used to track your
monthly productivity. Along the bottom of the chart you will
see the numbers 1 31 this represents the days of the month.
Along the vertical left hand side you will see the numbers 10
100, this represents percentage of your goal.
You set your 30 day goal, and track it on this chart.
For example: You have a goal to tentatively sponsor 10
people, hand out 200 business cards, talk to 100 people about
my business, and attend 10 conference calls.
Then break that down to daily activities, and measure those
daily activities compared to the monthly goal and place a dot on
the chart in the corresponding percent to goal for the date of the
month. So by the 15
th
of the month if you are tracking to
produce 100% of your monthly goal, you should have already
sponsored 5 people, and talked to 50 people, handed out 100
business cards, and attended 5 conference calls.
On the flip side of that chart is another chart, this chart is a 12
week activity at a glance chart. This chart simply gives you a
memory jogger of the basic activities you should be attending
to along your way to building your successful Network
Marketing business.
This 12 week chart is by no means a complete activity chart, it
is a simple reminder to make sure you are on track and focused
on your goals and engaged in the necessary activities instead of
busy work that will get you no where.
I recommend you print these two pages, front and back,
laminate it and place it in your goals organizer ASAP. There
are two reasons to laminate it.
1. You will want to keep this page for a long time and use it
often.


44
2. You are going to use a dry erase marker to track your
monthly progress.
The dry erase marker is so you can erase and reuse as needed.
On the flip side you can cross off each day you successfully
complete on your 12 week cycle.


45


46


47
The importance of productive
daily activity

Keeping track of your progress daily helps you to have an
accurate idea of where you are at in relationship to your goals.
Knowing exactly where you are at any given moment allows
you to focus accurately on how far you have to go to get to your
goal.
Think back to a time when you were doing something and you
had no idea how much longer it was going to last, going for a
long trip in the car for example. An hour goes by and you
begin to wonder, will this ever end? Then hour and a half,
now two hours and then three, by now you are so caught in
asking yourself, are we there yet? and so concerned as to
when this trip will end that youre not even paying attention to
what is going on, the internal dialog, asking yourself, when
will this end, when will we there? is filling your head. Then
just as you cannot take not knowing another second, you are
there and an end to this journey.
Imagine, you on that trip now, you have no idea where are
going and you have no idea where you are now, and you have
no idea how much longer you have till you get there. How
would that make you feel? Would you feel better if you had a
map, and a destination, which would give you a rough idea of
how much longer you have to travel till you arrive?
That is why it is important to track your progress, the
frustration of not knowing when, or where, or how much longer
till you arrive at your goal begins to weigh on your mind,
bringing you down. Then slowly you begin to sabotage your
progress just to have some idea as to when it will end, failure or


48
success is no longer a factor in your mind, just an end to the
uncertainty.
When you keep track, daily or weekly or monthly, you have a
short term focus, it gives your mind something solid and stable
to focus on, you have progress markers, just like road signs on
the side of the freeway. When you know where you are at in
relation to where you are going it seems to be a lot less
stressful. If something should happen along your journey to
success, you break down (metaphorically speaking) just like if
you break down on the freeway, you have mile marker signs to
let you know where you are so you can better direct help to
come and rescue you. Your progress markers and keeping track
of your progress to your goals lets your mentor and coaches
know where you are along lifes highway so they too can come
assist you and get you back on the road to success.


49


50

Commit yourself right now to change your life
for the better forever.
1. Sit-down with your sponsor and go over
this manuscript. Your sponsor and your
up-line success team will help coach you
on your way. You have to agree to be
coachable, teachable and duplicatable.
2. Get registered on your company web
site. Take a look at your current buying
habits and adjust so you can now direct a
portion of your purchases through your
new business. With your sponsor, place
your first order.
3. Photos: I hope you are not camera shy,
because you will be taking a lot of photos.
Consider this to be apart of your photo
scrapbook of your journey to success.
If you were to take a trip to a far off land
youve never been to before, would you
think of not bringing your camera? Of
course not, well why should this journey be
any different? Youre right it shouldnt, so
remember to have your camera ready.
4. Bank Statement and Check Copies. I
would recommend that you have these
readily available as well. (I do want you to
remove your account number before taping
them into this booklet.) This is so you can
watch the monetary end of your new
business grow as you build your way to
success.
Warning: This system along with your
sponsor and your company could change your
life for the better forever.
After reading Small Changes, Big Results in
Network Marketing, thoroughly, begin filling
out the appropriate areas. (ie. Your beginning
picture and why you decided to sign up.)
Make sure that you take a picture of yourself
TODAY, or what ever day you began.
How does this system work?
Regardless or your present financial situation
you have to opportunity to become successful
in your new business. Whether you are a
beginner or a seasoned veteran to network
marketing, you will have an equal chance to
become more successful, however you define
success.
Your results may vary and the author is not
guaranteeing success or making any income
projections. All results may vary and will be unique
to each individual and his or her efforts.
S3 is looking for dedicated, motivated, and
persistent people who are ready to achieve
their goals, and help others to do the same.
I have created this dynamic system to help you
achieve your goals and succeed to levels
youve only dreamed of till now.
With the proper training and the right system
combined you can become a successful
inspiration to your friends, family, and
associates. Set your goals and begin today.
No matter what level you may achieve you will
be a success in my book.



51
5. Personal Success Journal: (PSJ) It is
recommended that you get my Sales Success
Journal, Life Unlimited, so you can track
your progress and your success. The journal
is a step by step record of your progress. Its
recommended that you write in your journal
weekly as to your progress and growth.
There will be times when you will be making
journal entries on a daily basis. Over the
next 6 months it will imperative that you
closely document your success. This is the
best way for you to learn and see what really
works. In addition you will be able to teach
your success to others.
Write down what you are feeling, your
actions, motivation, goals, activities, how the
system is working for you, and any other
information you may deem important.
You can stay on this system as long as you
wish, it is strongly recommended that you
stay with this system for at least 6 months.
After the first 6 months it would be a good
idea to repeat the process for further success.
6. Keep a daily activity log. It is a strongly
suggested that you have your organizer
handy, at least something you can use to
keep all your appointments in and your daily
activity reports. This will help you to be
accountable, and assist you in your business.
With X-treme Biz Concepts we recommend
the P.R.O. System that is found in the Sales
Success Journal Life Unlimited, in
conjunction with your organizer.

10 SIMPLE STEPS TO SUCCESS

Start immediately.
Develop a positive attitude.
Design your Future Vision.
Get your goals in your goals organizer and
keep them in front of you at all times.
100 contacts, identify your top prospects,
and customers, constantly be adding to
your list.
Get started on your path to personal
development, the more you and your team
grow the more or organization will grow
and the more success you will experience.
Study, Do, Teach, become a student of the
business, be willing to seek out the
mentors you need to assist you to getting
to the next level of your evolution.
Daily affirmations begin to program your
mind for wealth and abundance. There
are affirmation located throughout this
ebook, see also Appendix E for some
affirmations.
Be coachable, above all else if you are not
coachable or teachable, if you think you
know it all, you will not be successful. It is
best to approach this business with a cup
half empty.
Follow a duplicatable system, if you do not
have a system in store, this ebook is a
great place to start.
Making a Six Month Commitment to Your
Business.

What lies behind us and
what lies before us are
tiny matters compared to
what lies within us.
-- Ralph Waldo Emerson


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A part of taking your business seriously is looking at for what it
really is. Network Marketing is one of the fastest growing
segments of business today. The quickest most effective way to
market a product is by word of mouth, get people talking about
your company, your product and before you know it hundreds
of thousands of people are talking, sharing and buying.
Just the other day a friend of mine told me about this silly home
video of a couple college students who are adlibbing to popular
songs. It is hilarious, and upon further investigation I read that
these two guys are world famous because of their home videos
being passed around the world, and now they are hosting T.V.
shows, and award shows, in commercials and they started out
just goofing around making videos with the idea of wanting to
make people laugh. Today, they are world famous, known as
the Back Dorm Boys, they have been on the Ellen DeGeneres
Show, and signed on as spokesmen for Motorola Cellular in
China. (Wikipedia) World of mouth, who wuda thunk it?
This is just one example of the power of word of mouth, there
are many examples, I am sure you can think of a few right now
just off the top of your head.
My point is this, word of mouth is powerful, that is why so
many commercials are going for that elusive entertainment
factor, to get people talking about it, not just brand management
any more, its more about viral marketing, people telling people
who are in turn telling more people.
What does this have to do with your Network Marketing
business? Your Network Marketing Business is important, it
can provide you with the income you deserve and need to make
your dreams come true. It is a serious industry, with a serious


53
world wide reach, take it seriously and you could quite possibly
build a legacy.
Your Boss Offered You $100,000.00 A Month?
Think about this for a moment, when was the last time your
boss came to you and offered you the potential to make
$100,000.00 a month? Im not talking about your boss offering
you a raise, that would be impossible in most cases, but when
was the last time your boss offered you the potential? At least
the potential might be possible, right? If youre like most
people your answer to that question will be, NEVER!
In Network Marketing you have that potential, it is a real
possibility. The question is, will you make that? I dont know
and I cannot predict how you will do in this business, however
you have just been offered the potential to make that, what will
you do with that potential?
Who knew those Chinese College Boys, Back Dorm Boys
would be launched into world wide fame from their silly and
entertaining home videos?
Youve got people world wide making a great income from
Network Marketing, why not take it seriously, or at least why
not take it at least as seriously as you take your current career?
You all should know one of my mentors Randy Gage, and if
you dont know him, please stop by his website and check him
out. His story is a classic one, he rose up from a dishwasher
and today, he is one of the most famous Network Marketing
trainers and speakers, and is one of the highest paid consultants
as well. From a dishwasher to multi millionaire, and now he
has set his sights on becoming a billionaire. All this was
possible because of Network Marketing.
You tell me, should you take this business seriously?


54
Lets begin with your 6 month commitment to your Networking
business. This is a commitment with yourself; just you and, ah,
um you, theres no other way to put it, just you and you.
I do not remember where I heard it first, whether it was from
Larry Thompson Executive Director of Sales of Herbalife, or
Richard Brooke Executive Vice President of Oxyfresh, or Zig
Zigglar;
You are the CEO, President, Board of Directors, Secretary,
Janitor, Dishwasher, Mascot, and All-Around go-to person of
your business, you want a raise, all you have to do is look
yourself in the mirror and say, you want a $10,000.00 a month
raise? The board has voted and it is unanimous, the raise is
yours, and it becomes effective just as soon as you do.
Let that sink in for a moment before you go to the next page.


55


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6 Month Commitment

On this, _______, day of ________________ in the year of
________________, being the first day of my 6 month commitment I
_____________________________, do herby commit to myself to treat
my Network Marketing Business as a serious business. I will approach
each new day with excitement and expectancy for the abundance and
prosperity that is opening itself up to me now. I will approach each day as
if it were a treasure to be shared.
I understand that in the past I may have let circumstances and obstacles
hold me back, today however that is no longer the case. Nothing can hold
me back from obtaining the dream that is within me, and my Network
Marketing business is the vehicle to obtaining my dreams and goals.
I commit to let nothing stand in my way and hold me back from that
which I rightfully deserve. The negativity I encounter from day to day
begins to melt away, and is replaced with words and thoughts of
encouragement, motivation, commitment and dedication. The negativity
rolls of me as if I am sealed off from the negativity and it cannot penetrate
my protective shell.
Each day for the next 6 months I will take my business seriously, and
approach it as I would any other business venture, with expectancy and
excitement. Daily I will remind myself that real people have made a
substantial income in this business, and they have created a life of fulfilled
dreams. I am committed to accomplish my dreams and my goals and live
my life fulfilled. To create my life the master piece it was meant to be.
I am committed to making my Network Marketing Business a success that
will stand the test of time and stand as a testimony of what can be
accomplished by anyone with a dream and the desire to make it a reality,
with the determination to do what needs to be done to create the
magnificent life they imagined.

_____________________________________ (signed)
Business Plan

What Is a Business Plan?
A business plan defines the structure of your company and the
objective of your business activity. Your business plan may
contain a brief outline of your target market, a brief outline of
strategic marketing approach, organizational and management
structure, resources and finance. A business plan plays an
essential role your business. When properly conceived, it acts
as a valuable tool.
Your business plan is a simple plan identifying the essential
aspects and information about your Network Marketing
Business, whether you have been in business for a while or you
are new to this business. The business plan usually is a
substantial, detailed document containing the principal data
about the structure of your company. Your business plan does
not have to be quite as detailed.
I cover that in detail in my book, Your
Blueprint for Success, Building the
Foundation for Your Dreams. But for
now you do not need all that detailed
information all you need is to get the
basics down on paper.
You might be wondering, Why is
it necessary to have a business plan?
Thats a good question, your business plan will give you a road
map of activities and direction, could quite possibly be the
difference between organized activity and chaos. Your
business plan is the opposite of how most people approach
Network Marketing, and is the exact way almost every Network


57
Marketing success story started out. Its better than a random
course of action and provides you with a pre-evaluated course
of action. This approach gives you the focus you need to
produce a success-oriented business by limiting your focus on
the unexpected, unwanted and counter productive little
distractions that can come up from time to time. Thus keeping
you on track doing what is productive to your business.
Building a business plan can be rather demanding. The result is
a detailed blueprint of your business, again for now you dont
need that much detail. I cover all that detail in my book Your
Blueprint for Success, Building the Foundation for Your
Dreams, for now lets just stick to the basic plan; and
combine your vision for your company, with the basic plan to
use as a performance-enhancing tool by measuring, enhancing
and improving your business approach.
Starting any business requires some sort of planning. Keeping
in mind, there is a huge difference between the appearance of
making a business plan and producing a real business plan on
paper. By simply following a pattern of questions to be
answered, potential issues and circumstances in your business
can be identified, solutions can be implemented before the
issues ever comes up. Creating your business plan is a test for
both the business and you as an entrepreneur.
Basic Network Marketing Business Plan Outline and
Content
A business plan outline contains details on various aspects of
your business, however one of the most important parts of the
business plan are the methods of implementation and execution.
When making your basic business plan outline there is no secret
code or magic wand that you can wave that will work for every
plan, and presto you have a plan. In this basic version of your


58
Network Marketing Business plan I will point out the main
areas to be covered.
Basics of Your Network Marketing Business Plan
summary
mission statement
competition of your product or service in the market
primary steps required to better ensure success
market analysis
financial analysis -- break-even analysis
exit strategy
In some cases, in addition to this information, your family will
also interested in your exist strategy. An exit strategy in these
cases gives your family and loved ones, and yourself the
assurance that you have calculated the risks and offers a
guarantee for recovery of the financial outlay.
As for me, I am a Burn your boats kinda guy, however I can
also tell you, that strategy has not always worked out well for
me, metaphorically speaking I found myself dead on the beach
or swimming for life when the business fell flat on more times
than once. Without an exit strategy I found myself between a
rock and a hard place real quick.
This business is fun, exciting, motivational, and you
can make a lot of money, but there is absolutely no
reason to keep your family up at night wondering if
you will make enough to buy food so you can eat
tomorrow or to buy diapers for your baby. Use your
common sense and keep your families best interest
in mind. In my book, Alchemists Guide to the
Wealthy and Abundant Lifestyle, Success Your
Ultimate True Expression, I cover how important
family is, and why no one should ever sacrifice


59
family for success. Wealth comes in many forms, and
understanding this fact is the beginning to creating true wealth
and abundance in your life.
Basic Network Marketing Business Plan Outline Sample
1. Summary: Brief summary of the entire plan. Should include:
o Your mission statement
o Your business objectives
o Brief description of the product/services you want to focus
on
o Your Upline and Mentors
o A basic a step-by-step plan for success
o A projected profit forecast
o Estimate of the costs involved
2. A description of your Network Marketing Business
o Your name, and business name if you have one.
o Location details
3. Product or service
o Brief description of product or service.
o Competition in the market
o Web based presence
o Current Prospects as well as future prospects
o Basic market size, needs, trends etc.
4. Strategy and implementation
o Strategies you are planning to use
o Marketing strategy: penetration, promotion, distribution
o Sales strategy forecasting


60
o Assigned duties and milestone forecasting to provide
progress markers
5. Mentoring Team
o Presentation team, mentors, three way calls
o Future Mentors
6. Financial analysis
o Financial progress markers and indicators
o Break-even analysis
o Profit-and-loss forecast
o Long-term plans and risk analysis
o Exit Strategy
Your business plan may look a little different from this one,
however the important thing is that you have a business plan for
your business. It does not have to be too detailed for now, the
most detailed parts of your plan in the beginning are your
mission statement, your vision for your business, and your plan
for implementation of your strategies.
Understanding the Business Plan:
Your Company Description:
Without getting carried away with your creative writing genius
locked up deep down inside, the company description should
clearly and succinctly define the basics of your business.
This part of the business plan describes your business basics,
whether your business is already established or about to be, and
your basic business concept. When writing your company
description, you should cover the following:


61
Company name: this does not have to be anything elaborate, it
is a good idea to come up with a name that inspires you and
keeps in your mind that your Network Marketing Business is a
real business. If you follow the advice of one of my mentors
Donald Trump, it would be a good idea to brand your name,
and use that also as your business name.
What type of organization: for most people you will set up a
simple distributorship. For a select few this will be a Sole
Proprietorship, Partnership, etc.
Ownership full name of the owner/owners typically again
this is not elaborate usually just your name.
Location: Basically this is your home address, just getting it in
on paper is not enough, this is your home base, and where you
will base your operations around, beginning with a distance or
radius around your home base. This will become more
important later if you decide to build an international presence
as well.
Definition of your business: This is unique to Network
Marketing Businesses since you are involved with a M.L.M
company and they have their products established. However
what you will do in this section is just outline the products and
or services you wish to target first. Remember no need to put a
whole lot of detail here, just a basic idea. A more thorough
description will come later. You will also describe the reasons
for choice in products, and the advantages you think are
particular to your area of focus.
Reason why you want to have this business: This is a
condensed version of Your Compelling reason Why, I cover
in more detail later. Basically write down why you want to do
this business and what it would mean to you to make your
dreams a reality via this business.


62
Company goals: write out some of the goals you have for your
business for the next 6 months, the next year and 5 years, and
then 10 years. I want you to dream big, dream HUGE, also keep
in mind to be a little realistic and credible other wise your mind
will just dismiss it as fantasy. Realistic is a relative term, it
means something different to almost everyone. For this
exercise realistic means something you can believe.
For example, I knew of a man years ago that was broke, ready
to file bankruptcy and was almost at the end of his rope. When
he started his Network Marketing Business he was at rock
bottom and digging deeper, discovering a new rock bottom
almost daily. When he started his Network Marketing Business
he publicly announced his goal, to be the fastest and largest
distributor in the history of the company in less than 2 years.
Most people laughed at this young man, others dismissed him
as having a lot of enthusiasm but not knowing much about
business.
They were half right, he knew very little about business, but he
was willing to learn and learn he did. He studied some of the
best materials available, he read, listened to tapes, found and
worked with mentors, and in as little as 18 months from the day
he started he was making $250,000.00 bonus checks a month.
His business just grew from there.
My point of this story is this, make it real to you, not to every
one else, if you want $250,000.00 then go for it, as long as it is
something you can believe in whether or not anyone else
believes is not important.
Future plans: What are your future plans, how big would you
like to grow your business, where would you like to expand to?
Keeping in mind that the whole world is literally at your fingers
tips with the use of the internet. Once again, I will remind you
to keep it believable for yourself.


63
When Thomas Edison, known as the inventor of the light bulb,
wanted to market his light bulb he was ridiculed, the experts in
industry laughed at him. Stating that there is no need for this,
people were accustomed to using gas lights, and the high costs
of the light bulb made it unmarketable.
Edison had a dream, to light every house on every street
making it safer for people to travel by foot, by lighting their
way. You know how that story turned out.

Prerequisites in Formulating the Plan
Self-assessment, know your strengths and weaknesses, know
what motivates you and what your compelling reason why
you want to do this business.
Know your business
Be familiar with your companys products
Know how you plan to be marketing your business and what
tools you will need to assist you in your marketing efforts.
Identify your target consumer. I know your company claims to
be for everyone, however I can tell you from many years of
experience, Socially Conscious consumers will not be flocking
to an Emulator focused product. (VALS 1, more on that later)
Identify the best way to reach your target market
New ways you can promote your product
Always have your questions for your upline and mentoring
team available and handy
Brain storm for Solutions to unfavorable situations,


64
Most things in your business will be predictable, from time to
time there will be situations you did not expect, be prepared.
Have a plan that allows you to reverse engineer for problems
and everything that cannot be predicted.
After you are done with your plan, the fun is about to begin,
next is the implementation phase.
Have you every noticed some people in business seem to be
superstitious? Every wonder why that is? It is because there is
a simple rule in business, dont deviate too much from the
established and proven plan, you might risk losing track of your
progress and encountering problems you didnt envision. Also,
once the plan is implemented, always keep an open mind as to
better ways to operate and implement your business strategies,
have the flexibility to make the necessary adjustments along the
way.
Implementing your Business Plan Your Selling
Strategy
This part of your Network Marketing Business plan creates the
road map detailing the methodology you will use to put your
business plan into action. This is in essence your selling
strategy.
This is the part where you explain how you plan to put into
action what you have planned. In this section of your Network
Marketing Business Plan you will outline, define and script out
your strategy, both in marketing and selling and set up specific
assignments for you to accomplish and progress markers so
assist you in tracking your progress.
Your implementation strategy is a primary ingredient in the
success of your business. This is the section of your business


65
plan where clarity is of the most importance. Psychologically it
is important not to leave any room for misinterpretation in this
section, clearly stating outcomes, assignments and progress
markers allowing your mind to understand completely what it is
that you are setting out to accomplish.
The Guise of the Perfect Networker
An example of what I mean would be a young woman who was
excited to get started in her Network Marketing Business, she
would be busy all day long doing something, almost anything,
talking about her business, letting people know what she was
doing, looking at her goals every day, reading affirmations, just
going through the motions. On the surface she seemed to be the
perfect networker.
Her implementation plan included talking to 20 people a day,
because she went to hear a famous sales trainer speak and he
told the audience the key to success was to see 20 people a day.
So she set that in her mind, see 20 people a day, every day, no
matter what she would see 20 people a day. In addition to that
she ordered 2,500 business cards and put business cards in her
bills, in her correspondence, she gave out cards to people she
met at the restaurant, in the grocery store, at the cleaners. Her
goal was to also hand out 2,500 business cards as fast as she
could. She practiced her presentation, and knew it by heart
forward and backward, in the middle, from the end, and she
memorized all her objection rebuttals she was on fire with
excitement.
2 years into her business she was still not making a consistent
income one month would shoot up to $5,00.00 the next three
months would be about a $1,000 or less. One day while out
shopping she saw a beautiful black Porsche in the parking lot of
the business she was shopping at, and like the good little
Network Marketer that she was, she quickly grabbed her


66
camera and asked the next passer by to take her picture near her
dream car. Just as she was taking the last picture the owner of
the car walked up to her and asked what she was doing.
Slightly embarrassed she explained to him about her goal
setting, and the importance of taking a picture of the goals she
wanted.
As it turned out, this man was a graduate of a successful
coaching program from a few years before, he talked with her
about her business and discovered that she was not doing so
well financially, then he mentioned what turned his business
around and gave her the contact information of the coach he
used.
The following day she gave that coach a call, and set up an
appointment. As she talked to the coach over the phone, he
listened as she explained her goals, and her whole process. She
walked him through the steps of what she does and how she
does it. He asked her what her outcomes were, and knew
instantly what the problem was. She was going through the
motions, the actions of a Network Marketer all the busy work.
Everything on the outside seemed perfect, she was seeing 20
people a day, handing out cards, and knew her presentation,
everything was there in a jumbled mix of puzzle pieces. It was
easy for her to get lost on the actions because they were not
specific enough.
See 20 people a day? What was the outcome of those 20
meetings?
Hand out business cards, to what end?
Over the next few weeks she got clear on her goals and
outcome, she got clarity on her action steps and the outcome of
those actions, followed the P.R.O. System to the letter, and in
a very short period of time she began earning a stable and


67
increasing income from her struggling business. Her checks
grew and grew, then one day she called to tell me the good
news, she was promoted to Presidents Team and her bonus
check was 5 digits. Her situation was easy, all she needed was
a boost, some basic steps and some clarity, and she did the rest.
I share that story with you, because I want you to understand
that you can avoid that frustration right here and right now by
getting clear in your mind what strategies and actions produce
the desired results. If you are not getting the results you are
looking for then simply evaluate and change until you do, dont
wait two years to make the changes, start immediately. In my
Entrepreneur Business Building Seminar I cover in detail my
P3 principle, Performance Precedes Profits It is wrong for
the farmer to except his crop to grow if he did not plant any
seeds, and it is wrong for the entrepreneur to expect his bonus
checks to grow if he is not performing the tasks that will build
his business.
A strategic marketing plan
Your Strategic Network Marketing Plan is essential for general
business plan implementation. To get the most out of your
SNMP its ideal to emphasize your products & services, your
companys support infrastructure, and building a relationship
based business while focusing on your target market niche.
Your ultimate purpose is to identify and utilize the resources of
your target market in a way that promotes viral marketing type
of growth. Another way to put it would be, to allow your
penetration of your target market to grow exponentially with or
without your presence, the true definition of walk-away-
residual income.
Identify Your Unique Selling Proposition: (USP)
What is it that sets your company, product or service apart from
all the other companies and products out there?


68
Identify Your Unique Competitive Edge (UCE)
Sit down and identify yours and your companys strong points?
Make a list of these strong points, and then write out what are
the advantages you can offer to your customers and distributors
for doing business with you and your company?
There are no doubt many distributors in your company, so why
would a new prospect chose to do business with you instead of
another distributor?
Today you might not see a lot of competition between
distributors, however you may see it in the future. I for one am
a strong believer in sponsor shopping, and it is important for the
growth of the new distributor to make sure they have a good fit
with their sponsors and upline leaders. If there is no real
coaching and mentoring happening in the sponsorship line I
strongly recommend the new recruit keep shopping till they
find what they are looking for. So get clear on what your
competitive edge is and know what doing business with you
means to your new recruit.
Identify Your Companys Marketing Position(CMP)
It is important for any business to identify and clearly
understand how the company is positioned in the market?
What issues does your company address, what need, want or
desire does your company fill, and are they doing it better than
their competition?
Identify the market penetration of your products and services
compared to your competition, understand which is more
widely used and talked about, and why. Once you know where
you stand in the market place it gives you a good idea of what
you need to do to get to where you want to go.


69
If you are in a company that has less than 2% market
penetration, and even less total market share, it could represent
a great opportunity. That is until you learn that the competition
is not only dominating the market due to focused marketing
efforts, several years experience in this market, and your
company has to split the 10% market share this major company
does not have, with 20 other companies that are better equipped
to handle the marketing aspects of growing their market share.
You want to know those things going into this endeavor.
Understand the Pricing Comparisons
In Network Marketing you dont have a lot of control over the
pricing of your products and services, however you can learn to
analyze your pricing and compare it to the competitions
pricing.
As for me, when I am putting a promotion together for my
various clients, I look at what products are stand alones, then I
analyze which ones I can bundle together to maximize retail
profitability, and new distributors and consumers interest.
10 years ago this was easy to do because most M.L.M.
companies were not bundling their products as much. However
today with auto-shipping and package deals it is more difficult
to do. However you can still put your own bundles together for
your downline for them to meet certain goals to win trips and
prizes, this technique is for the advanced Network Marketer.
Pricing and bundling is important because something as simple
as price can cause people not to buy and or promote your
products or bundled promotion. Price could very well provide a
level of doubt in your customers mind if they are priced too
high or too low. Too high and they may judge right from the
start the product is over priced, and price too low and they
equate that to poor quality.


70
Identify Possible Opportunities for Promotions
Typically if you own a brick and mortar business and need to
promote your product you will use T.V. and radio, catalogs,
direct mailers, (like Val-Pack) posters and trade shows. With
Network Marketing that is not always the best means to
promote your business.
Although you do see many people doing trade shows and
business functions, and some even do radio shows and T.V.
promos, and even today I have people ask me about using Val-
Pak type of promotions, it is not something I normally endorse
for network marketing.
Remember youre in Network Marketing now, with this new
business you need a new way to approach how you do business,
which is why I started a Network Marketing Training company
called X-treme Biz Concepts my company is on the cutting
edge of technologies and concepts that are radical and
somewhat x-treme in their approach.
With your new business you need a new way to think and a new
way to approach your business, and thinking outside the box is
the best way to start. Thinking inside the box is a sure fire way
to stagnate your growth and in the long term that could be a
fatal mistake to your network marketing business.
There are many ways you can promote your networking
business, not only promote the business, also find ways to
develop promotions for your organization. Most people wait to
see what their company is going to do for a promotion, I say
why wait for that, what are you going to do for your
organization?
The first rule of thumb, is to take you out of the equation. I
know you are unique and you want people to acknowledge your
unique gifts, however what might be your unique gift might be


71
exactly what scares the hell out of other people. For example
you love to teach and train your people, speaking in front of
people from the stage is your thing; odds are pretty good that
less than 2% of your group feels the same way. You have a
great business building approach and that is to get in front of a
lot of people in big settings and seminars, and that will not
work for everyone. So end result promoting you as a speaker
trainer and offering to teach others to do the same might not be
a good promotional idea.
Lets say for example you are a dynamite sales person, and
again you are the small majority, less than 1% of the population
likes to sell anything to anyone. In either scenario if that is
your claim to fame, it will also be your downfall as soon as you
are on vacation or traveling or take time off from your business
you can bet on your income falling dramatically. So rule #1.
Take you out of the equation.
Identify and Utilize Your Unique Distribution Strategies
(UDS)
In Network Marketing this is easy, its already done for you,
your distribution system is Network Marketing, word of mouth
marketing. If you want to take that one step further you can
learn about the current buzz word, Viral Marketing; People
talking to people and moving products at an unprecedented
speed world wide, and learn to create your own viral marketing
campaign. To learn more about viral marketing check out Seth
Godins books Permission Marketing and Unleashing the Idea
Virus.
In addition to that you want to identify your own unique
distribution strategies, what is unique to you, your area, your
company or customers. If you live in the middle of a forest on
Montana and your closest neighbor is 50 miles away, obviously
door to door is not optimal.


72
Identify what is unique to your and your situation? You are not
reinventing the wheel here, just looking for your unique hook,
and this is also going to be basically true for others in your area
who sign up, because this unique distribution strategy is unique
to you and your area.
Identify Your Companys Marketing Programs
Just about every company has a specialized marketing program
they would like their distributors to promote. Is your company
more into internet marketing, or brochures and meetings? Are
they more into 3-way calling and internet based product
training, or do they prefer face to face training? Does your
company use open seminar type meetings or tele-conferencing
meetings?
What strategies and programs does your company use to market
their products and services?
Identify Your Sales strategy
This one of the most important parts of the marketing plan;
sales is a way to accurately measure the business' success. You
can have the best product in the world, however if you are
unsure of how to sell it or market it, you business will fail.
The old adage, If you build it they will come, is not accurate.
You have to build it, position it, promote it, sell it and maybe,
just maybe they will come, still no guarantee.
In this section of your Network Marketing Business Plan you
want to clearly outline the process your business will use to
approach the customer. (e.g. Internet, direct sales, or as Randy
Gage and I prefer, Pre-Approach Packs etc.)


73
It is very important to keep this in the front of your mind,
youre not just selling a product, youre selling a concept, an
image, an emotion.
Your prospect is evaluating you and what you are doing and
answering a question in the back of their mind, Can I see
myself doing what you are doing? This personal impact and
the approach you use with your customer are crucial. Begin by
creating a relationship of collaboration and cooperation. In
some Network Marketing Companies today its still widely
taught to not tell your prospect it is Network Marketing up
front, they have all kinds of creative ways to avoid that topic
and to beat around the bush.
I have never subscribed to that approach, I think it is immoral
and twisted, and yet people today are still doing it. Always
remember this, typically people dont agree with the idea of
being convinced or tricked into buying something. When they
ask the question of themselves, can I see myself doing what
youre doing? Most people will prefer not to lie to people to
get them onboard, and in the long run, people will feel cheated
if they had to be tricked into joining your Network Marketing
Company.
Yes you will come across the old-school networker that does
not mind being fooled, and actually gives convincing argument
that had they not been tricked they never would have let their
guard down and would still be working their 9 to 5 chained to a
desk.
Sales Forecasting a Look into Your Crystal-ball
Your sales forecasts should be made on the basis of your
market analyses and previous customers and prospects. If you
are new to your business then you will have to work closely
with your sponsor and upline to get a good idea of this market.


74
It would be difficult to base your sales and your personal
income goals on a number of sales that only exist in your head.
If you need 10,000 sales to reach your goal and no one in your
upline, or company has ever made that number in sales, you
have two options, first, to be a trail blazer, or second, adjust
your sales goals.
Identify Your Sales Program
This describes the steps in order to achieve your projected sales,
includes preparation, customer approach, product presentation,
sales aids, etc.
In todays educated and fast paced economy, it is not enough to
know and present your products, it is now necessary to
understand and present your products and services in a way that
your customers can easily identify them as being relevant and
beneficial. To do this in the best possible way you need to
understand the unique approach to your desired customer base.
When identifying your sales program and later putting together
your strategic marketing plan you should be aware of the fact
that a products' offer can be limited to the market, also that a
market can be created and educated to better receive your
product.
Making and Creating Strategic Alliances
A perfect example of this concept would be Harvey MacKay,
you can read about his approach in his New York Times #1
bestsellers Swim With The Sharks Without Being Eaten Alive
and Beware the Naked Man Who Offers You His Shirt. Both
books are among the top 15 inspirational business books of all
time, according to the New York Times.
According to Harvey Mackay, Every person has to network.
It's how they find out what's going on. My father got a hold of


75
me at 21 and said every person you meet the rest of your life
will go in a Rolodex file. Then on the back of the card is the
real guts of networking-finding a creative way to keep in touch.
In 1999, I have 7,500 names now that have been transferred
from my Rolodex file to my software system and I'm still
building that network. I think the single most common
ingredient of any successful person, that I know of, is the ability
to create and nurture a network of contacts. And so the Network
Marketing person has to be continually building that network.
You do that through volunteerism, you do that through industry
participation, meetings. And then again what's so very
important, is you have to follow up.
Assignments and Progress Markers
Set up your assignments, step by step what you need to do today.
For starters you can relax just a bit on this step because I have done
that for you with this ebook and with the 84 day chart seen in
previous pages. This way you know what to do day by day, without
a whole lot of guessing on your part. My 84 day chart and this
ebook are not all inclusive I am sure your mentor and or your upline
will have a few more things for you to do as well, however even so,
this ebook is a great guide to use to get you going on your way to
success.


76
Lets get to building that Network Marketing
Business Plan

All you have to do is fill in the blanks, its that simple
Basic Network Marketing Business Plan Outline Sample
1. Summary:
o Your mission statement:

o Your business objectives:

o Brief description of the product/services you want to focus on:

o Your Upline and Mentors:


77

o A basic a step-by-step plan for success:

o A projected profit forecast:

o Estimate of the costs involved:

2. A description of your Network Marketing Business
o Your name:


78
o Location details:

3. Product or service
o Brief description of product or service:

o Competition in the market:

o Web based presence:


79

o Current Prospects as well as future prospects: (see day 3)

o Basic market size, needs, trends:

4. Strategy and implementation
o Strategies you are planning to use:

o Marketing strategy, penetration, promotion, distribution:


80

o Sales strategy forecasting:

o Assigned duties and forecasting to provide progress markers:

5. Mentoring Team
o Mentors, three way calls:


81
o Future Mentors:

6. Financial analysis
o Financial progress markers and indicators:

o Break-even analysis:

o Profit-and-loss forecast:


82
o Long-term plans and risk analysis:

o Exit Strategy


83
Develop Your List, Contact the People Within Your R.E.A.C.H.

I know that you may have seen this in one of many varied forms, however since it is so important and it
is often skipped over, I am going to get you started on your list first. It has been proven that the average
person knows roughly 1000 people on a first name basis. It is not necessary that you name all 1000
people here, however it would be a good idea to just start with least 100 names. Fight the little voice in
your head telling you this or that person will not be interested. It has been my experience that almost
everyone could use multiple streams of income, and could use an extra $500.00 a month or more.

Memory Jogger: Who do you know?

Grandparents
Parents
Brothers
Sisters
Aunts
Uncles
Cousins
Brother-in-Laws
Sister-in-Laws
Friends

Who do you know
that is a(n)
Accountant
Aerobics Instructor
Alterations
Clothing
Ambulance Driver
Answering Service
Antique Dealer
Appraiser
Architect
Attorney
Auctioneer
Auditor
Baby Sitter
Baker
Banker
Barber
Bartender
Beautician
Bookkeeper
Bus Driver
Business Owner
Butcher
Carpenter
Carpet Cleaner
Caterer
Chiropractor
Consultant
Dentist
Dietician
Electrician
Engineer
Engraver
Exterminator
Financial Planner
Funeral Director
Interior Decorator
Limo Driver
Lawyer
Mover
Notary Public
Nurse
Nutritionist
Office Cleaner
Ophthalmologist
Optometrist
Orthodontist
Painter
Pharmacist
Photographer
Physical Therapist
Physician
Piano Instructor
Plumber
Police Officer
Psychologist
Psychotherapist
Publisher
Real Estate Agent
Recruiter
Reporter
Retired Executive
Sales Rep
Security Guard
Telemarketer
Veterinarian

Who sold you or
services your
Bicycle
Bed
Blinds
Boat
Boat Supplies
Boat Repairs
Boat Storage
Boiler
Books
Boots
Bricks
Bridal Gown
Burglar Alarm
Cabinets
Cable TV
Camera
Camper
Car
Car Wash
Carpeting
Carpet Cleaning
Pets
Chimney Cleaning
Christmas Tree
Clothing
Computer
Condominium
Contact Lenses
Construction
Copier
Cosmetics
Dry Cleaning
Exercise Equipment
Eye Glasses
Fence


84
Firewood Roofing Water Filter State Government
Flowers Salt & Sand Wedding rings Super Market
Formal Wear Sewing Machine Weed Control Tanning Salon
Fruit Secretarial Services Weight Control Tennis Court
Furniture Septic Tank
Servicing
Windows Theatre
Gas Thrift Shop
Who do you know
from
Horse Stereo System Volunteer Group
Hot Tub Vacation Home Warehouse
House Shoes Bingo Work
Insurance Shoe Repair Bridge Club Yacht Club
Investments Siding Bed & Breakfast
Other people Jewelry Skis Bowling
Lawn Skin Care Camp Bridesmaids
Limousine Snow Removal Child Care Bank Teller
Manicure Sporting Goods Church Childrens teachers
Medicine Spring Water Chamber-of-
Commerce
College Friends
Mobile Phone Sprinkler System Elected office
Mortgage Storage Clinic FedEx Driver
Motorcycle Storm Windows Clubs Fire Chief
Music Tailoring Construction Site Flight Attendant
Mutual Fund Tax Return Federal Government Fraternity Friend
Newspaper Television Garden Center Health Club
Office Furniture Tires Golf Course High School
Office Supplies Title Hardware Store Neighbors
Paper Tools Health Club Mailman
Payroll Towing Hospital Military Friends
Pet Supplies Trailer Hotel Past jobs
Photography Travel Library People from work
Piano Typesetting Museum People grew up with
Picture Framing Tupperware Night Club Play sports with
Pizza Uniforms Pharmacy Parents
Pool Uniforms Post Office Sorority Friends
Printing Vacuum Recycling Center Taxi Driver
Quilting Materials Videos (VCR) Resort UPS Driver
Records Vitamins Restaurant Vacation friends
Refrigerators Wallpaper School
Equipment Rentals Waste Removal Sightseeing Tours


85
Use the R.E.A.C.H. System to prioritize your list.

Resources (Skills, Talents, Availability, Money) Name/Number R EA C H Total
Jennifer (highest priority type) 3 2 3 1 9
Sam (average priority type) 2 2 2 1 7
Rebecca (lower priority type) 1 1 2 0 4
Entrepreneurial Attitude
Circle of Influence
Home Town

Rate your contacts like so: (1 = less than you, 2 = same as you, 3 = more than you). The higher the total, the
better the prospect!

Name & Phone Number R EA C H Total
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
26
27
28
29
30
31
32


86
33
34
35
36
37
38
39
40
41
42
43
44
45
46
47
48
49
50
51
52
53
54
55
56
57
58
59
60
61
62
63
64
65
66
67
68
69
70
71


87
72
73
74
75
76
77
78
79
80
81
82
83
84
85
86
87
88
89
90
91
92
93
94
95
96
97
98
99
100


88

Getting your initial list
together is going to be very
important for you and your
organization. Think of your
list as diamonds, each name
you collect and add to your list
has the potential to be a 6 karat
diamond, you can only tell the
true potential under closer inspection.
Your prospect may at first be like a diamond in the
rough, you may not even notice it at first; the
diamond may be in the middle
of a hardened shell, and you
may have to get through that
shell before the diamond can emerge.
Maybe the diamond is in a state you are
not familiar with and you may not even
notice it at first. Once you do find a diamond, the diamond has
to be cut and shaped by the skilled hands of a master jeweler.
You as the sponsor have the
potential to become that jeweler, to
shape your new recruit into a
magnificent diamond. Not everyone
will be a diamond, your job is to
look for the diamond in everyone,
and let them prove to you whether
they want to let that part of them
emerge or not. It is not your job to judge everyone who comes
into your organization, just let them show you they are ready to
be shaped and worked with, they are coachable and teachable,
and those are the diamonds in the rough you want to work
closely with initially.


89

If you have not done so before now, it might be a good
time to read the book Acres of Diamonds by R.H.
Conwell
If you hear that small voice in the back of your mind
whispering, and somehow you know there's more for
you, keep reading, and...
Imagine knowing now how to attract more abundance in
your life.
Have you ever looked at someone whom you consider
financially secure and wondered what they were doing
differently? Wondered to yourself are they more educated, or
smarter, or did they inherited their money? There could be
many thoughts running through your mind, as you see this man
and woman getting out of their beautiful luxury car, walking
arm in arm to the restaurant, your mind begins to race,
wondering how that could be you some day.
How did they get to this point in their lives, they are the same
age as you, and yet your car is slightly different from theirs.
What do they do with their 24 hours that maybe you dont?
Ever wonder what the difference is? So did I. For many years
as I was studying success, and the success principles that make
up the TOP 2% of the worlds wealthiest people. I stumbled on
some great discoveries.
Keep Reading to find out how you can start your journey to
the Abundant and Wealthy Lifestyle.
Youre thinking, things are okay. You repeat to yourself,
your bills are paid, your family is fed, and many people are less
fortunate than you. So the mantra starts, You need to be


90
grateful for what you have, and be happy. Right? If thats what
you are thinking, read on.
Or you are on the other side of the coin, things arent going so
well, and you rationalize that the road to wealth is too hard, or
maybe your mantra is, All wealthy people have to be mean,
and hoard their money, and are selfish and cheat the
government. You are almost convinced you should just be
happy with your lot in life. Does that sound familiar, are the
words ringing in the back of your mind finding a home with
familiar thoughts? If so, either way, you're in the right place,
and at the right time.

If you are thinking, I have a great education, and I've never
been afraid of hard work. So why was prosperity so hard to
come by for so long? It took me a while, I've recently realized
what was missing.
The Missing Key to the Cipher leading to
Abundance

The right attitude.
The Mindset for Wealth Accumulation
Training my Mind and Body to Accepting Abundance
Allowing Prosperity to Enter into my way of Thinking!
After years of coaching, studying, learning, attending seminars,
and classes, being coached by some of the best coaches I could
find, and reading book after book only to realize the answer was
right under my nose the whole time.
How can you change the way you've been thinking your whole
life? Could it really be as easy as just flipping a switch in your
mind?


91
Its been said "When the student is ready, the teacher will
appear." Ask yourself, Is the student ready? You are about to
discover my latest book The Alchemists Guide to the Wealthy
and Abundant Lifestyle.
Is it time for you to change those old thought patterns, and are
you ready for a little help doing it?
I know youre probably thinking , There are lots of books out
there...what makes this one so special? Well, here's what I
found people were saying about it:
"If you are seeking a more abundance and wealthy lifestyle, a
greater understanding of what causes failure and how to avoid
the pit-falls, I highly recommend it." Abi B.
"I have read many books on prosperity, wealth building, and
success. The Alchemist Guide to the Wealthy and Abundant
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"I was looking for something that would take me to the next
level in my business, my friend recommended The Alchemist
Guide to the Wealthy and Abundant Lifestyle to me and it has
changed everything for me." Becky M.
I was expecting another dull boring e-book, was I ever wrong.
I could not put it down, from cover to cover it was packed full
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When you decide now is the time for you to begin your journey
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92
The Alchemists Guide to the Wealthy and Abundant
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As you read and study this book, you will learn:
How the very thoughts you think manifest your reality.
How to tap into a consciousness of wealth and abundance
How to adopt the mindset that attracts wealth and abundance
The negative affects of holding onto old and worn out
habits
How to spot trends in your thinking, and attitude
How to control your mind to attract wealth and
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And so much more.
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download it.


93
You're reading this offer in the ebook Small Changes, Big
Results in Network Marketing, because you have goals you
want to accomplish, you have a business you want to build, and
you are the kind of focused and motivated kind of person I
know will put this information to good use, this offer is not
going to last forever. Get the book now, in .pdf format, and
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Even better, you'll find my new updated version that speaks
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This edition is only available for a limited time - you won't
find it anywhere else. Special Offer for Readers of Small
Changes, Big Results in Network Marketing .


94
Setting Your Goals
Goal setting is one of the most important steps in building a
successful Network Marketing Business, its important to
clearly understand why you are in this industry, and what
targets you are aiming for, and the plans you have for the
future.
Apart of setting your goals is also having your Compelling
Reason Why you are doing this business. Things may get a
little challenging from time to time, and if you are clear on your
goals and why you want them that just may be the juice you
need to get your engines fired up and propelling you forward
towards your goals.
Stop for a moment and take a look at all the reasons why you
became a distributor for your company, why you decided to get
involved in Network Marketing. For a moment, close your eyes
and briefly visualize what you would like your future to look
like. Do you see yourself spending more time with your
family? Do you see yourself with more free time? Do you see
yourself taking exotic vacations, and traveling to all the great
vacation hot spots? Maybe you see yourself driving a new
sports car, or flying in your own private jet?
Your compelling reason why is the motivation you have for
building your business. Setting goals based on your why will
help you stay focused on and committed. Successful agents
have one thing in commonthey have one why that is bigger
than nine nos.

How do you define success, both personally and financially?
What does success mean to you?
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________


95

What is one of the most important goals for you to achieve.
What would you spend weeks, months, and years working to
attain, if you absolutely knew you could not fail?
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________

What changes would you like to see in your life as a result of
your Network Marketing business?
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________
________________________________________________________________________

To maximize your potential to achieve your goals, its
important that you take the time to clearly define them. The
clearer your goals are in your mind the more your mind will
focus and direct your subconscious to manifest your goals for
you, and the sooner your actions will produce the desired
outcomes. You know it as well as I do, most people are just
floating through life with their life set to automatic pilot, never
getting clear on what they truly want.


96
SMART Goal Setting

SMART is the instrument to apply in setting your goals and
objectives. The instrument is not only applicable in a leadership
environment, but can also be applied in your personal life, at
the office and in doing planning.
S - Specific
It is important to remember that a goal or an objective can not
be too general in nature. Your goal or objective must be to the
point, it must define a specific outcome. A goal set as: "I want
to increase my earnings." is too vague.
Describe what the specifics of this goal are? Do you want to
earn $500.00 more by the end of the Summer, or by the end of
the year? Do you want to increase your income over last years
income? A specific goal would be: "I want to increase my
income by 25% over last years income.
M - Measurable
Any goal or objective must be measurable. If individuals can
experience success in reaching a goal, it will lead to motivation
and determination to do more or to do better.
If you use the example, "I want to increase my income by
25%," yes, it is measurable in the aspect that it can be evaluated
at the end of the year; however you need to state how much you
want to increase your income by in exact dollars. For instance
you might want to restate the goal to read:
"I want to increase my income by 25%, for a total of
$125,000.00.
A - Attainable
It is important to know your capabilities. Any goal or objective
must be within reach. Be sure you are able to be able to attain
the goals you set out to achieve. If it is not achievable, it will


97
lead to negative experiences and in the end lead to low self-
esteem and a lack of motivation to try again.
R - Realistic
The measurable parts of a goal must NEVER be too easy or too
difficult. If your current income is $50,000.00 a year and you
want to increase that by25% or $12,500.00, it may be realistic
to expect yourself to earn and extra $1,000.00 a month on
average. You may be able to break larger goal into smaller
objectives: "By the end of the first 90 days I want to have
earned $2,000.00, and be tracking towards an additional
$1,000.00 by the next 30 days, "and "By the end of the first 6
months have earned no less than $6,000.00, and my income
increase to have leveled off and a steady consistent $1,100.00 a
month." and so on.
Breaking the goal up gives you more chances on reaching
success and to make adjustments where needed and by plotting
a steady course and evaluating your course regularly, in due
time, this method will facilitate the final goal.
Setting progress markers, to reach a certain level by a certain
time allows you to gage your progress and gives you ample
time to correct your approach.
T - Time bound
Every goal or objective must be linked to time. If there is no
time bound to it, there are no deadlines. If you dont set a
deadline for your goals, you may not meet your goal by the
time you need the income. Its important to work according to
deadlines, because it makes it easier to measure and to
determine success. Time must be measurable, attainable and
realistic.
Setting Your Task
Setting your tasks according to your goals and time restrictions
will help you to have small measurable steps along the way to
the overall accomplishment of your goal.


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What is a Task?
A task is the smallest increment of carrying out your goals. It's
a list of objectives and steps that must be done daily or weekly.
For example:
Task example (using the 25% annual income increase)
Goal: To increase annual salary by 25% over the previous years
income.
TASK: Set up a game plan for the scheduled income increases
and how much that would break down monthly or weekly.
TASK: Clearly and accurately track your activities that would
have a positive effect on your income. And keep notes of the
actions and the results.
TASK: Meet with the people of your inner circle every two
weeks to discuss your progress.
Why Prioritize?
O.K. Now you have this great plan. What do you do next?
Priorities are the most important part of carrying out a plan.
You could create a great set of goals and tasks, but they are of
no use to you unless you implement them. Setting priorities will
help you accomplish your goals by determining what should be
done first. You'll also find that priorities will help you organize
your day.
What is Prioritizing?
Prioritizing is the process of determining what is the most
important thing for you to do. Items that need prioritizing can
be done on a daily, weekly, monthly or annual basis. A priority
list is really just a numbered "to-do" list.
Prioritizing your Goals & Tasks
If you selected more than one goal, you'll need to ask your self
which is the most important to you. Look at your task list for
the goal that you chose as number 1. Select the one task that


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you feel will help you reach your goal quickest and number it 1.
Continue for the remainder of the
list. From here go back to your second highest priority goal and
prioritize that task list. Continue until you are finished with all
goals. You now have a list of "to-do" items that will help you
achieve your goal.
What Next?
You know have a list of "things-to-do". If you want to succeed,
you must routinely carry out your task. That's the bottom line.
You may ask yourself, "How do I do all of these things
routinely and do all my job or school work?" It is important to
practice good time management. Do not put off tasks until the
last minute. Do them as soon as practical. "What about things
that come up at the last minute on the job or at school?" This
happens to everybody. It's nice to have a plan until a boss or
teacher throws a wrench into the plans. Be prepared to re-
prioritize during the day or make emergencies part of your plan.
However, once your reassess, get back to your goals as quickly
as possible.


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Goal Setting Sheet First 14 days
As a Group, describe areas for improvement or growth in this area:
Present 1 to 5 Goals that will enable improvement or growth & give each goal the S.M.A.R.T. check:

GOALS S M A R T
1

2

3

4

5

List at least five specific tasks that will help you achieve these goals and assign a deadline to each:

TASK
TARGET
DATE
DATE
COMPLETED
1

2

3

4

5


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Goal Setting Sheet 1 Month Goals
Describe areas for improvement or growth in this area:

GOALS S M A R T
1

2

3

4

5


TASK
TARGET
DATE
DATE
COMPLETED
1

2

3

4

5

6

7

8

9

10


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GOALS S M A R T
1

2

3

4

5


TASK
TARGET
DATE
DATE
COMPLETED
1

2

3

4

5

6

7

8

9

10


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GOALS S M A R T
1

2

3

4

5


TASK
TARGET
DATE
DATE
COMPLETED
1

2

3

4

5

6

7

8

9

10


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Goal Setting Sheet One Year Goals

GOALS S M A R T
1

2

3

4

5


TASK
TARGET
DATE
DATE
COMPLETED
1

2

3

4

5

6

7

8

9

10


105
Goal Setting Sheet Five Year Goals

GOALS S M A R T
1

2

3

4

5


TASK
TARGET
DATE
DATE
COMPLETED
1

2

3

4

5

6

7

8

9

10


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Goal Setting Sheet Ten Year Goals

GOALS S M A R T
1

2

3

4

5


TASK
TARGET
DATE
DATE
COMPLETED
1

2

3

4

5

6

7

8

9

10


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Goal Setting Sheet Family Goals

GOALS S M A R T
1

2

3

4

5


TASK
TARGET
DATE
DATE
COMPLETED
1

2

3

4

5

6

7

8

9

10


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Goal Setting Sheet Lifestyle Goals

GOALS S M A R T
1

2

3

4

5


TASK
TARGET
DATE
DATE
COMPLETED
1

2

3

4

5

6

7

8

9

10


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Goal Setting Sheet Travel Goals

GOALS S M A R T
1

2

3

4

5


TASK
TARGET
DATE
DATE
COMPLETED
1

2

3

4

5

6

7

8

9

10


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Goal Setting Sheet Educational Goals

GOALS S M A R T
1

2

3

4

5


TASK
TARGET
DATE
DATE
COMPLETED
1

2

3

4

5

6

7

8

9

10


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Goal Setting Sheet Health Goals

GOALS S M A R T
1

2

3

4

5


TASK
TARGET
DATE
DATE
COMPLETED
1

2

3

4

5

6

7

8

9

10


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What is your one major goal you want to achieve in the next 6
months from your Network Marketing business? (Describe
your goals in clear, specific, vivid language)

SET LONG-TERM GOALS

Having big goals in life is important, but you must fully
commitment to the necessary activity to achieve these goals.
You can build a successful business based on part-time effort,
but you cant do it in your SPARE time. The difference
between part-time and spare time is in planning and managing
the time you devote. Decide how much time you will focus on
your business, and make a COMMITMENT to take specific
action every day.


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Education/Training Goals:

Action Steps:
Recruiting Goals:

Action Steps:
Personal Health/Wellness Goals:

Goal Statement:

Action Steps:


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What do I need to reach this goal?

Where am I now?

Obstacles:

Solutions:


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In 6 months, I WILL be making $________ /mo. I will reward
myself for this accomplishment with:

In 1 year, I WILL be making $___________ /mo. I will reward

In 5 years, I WILL be making $__________ /mo. I will reward


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Your Compelling Reason Why
What is a Compelling Reason Why? Compelling reason why is
simply a reason so powerful you feel a compelling need to
accomplish whatever it is you set in your mind to accomplish.
A reason that gets you up early and keeps you up late, a reason
so compelling you will not stop until you achieve your goals. A
compelling reason is bigger than we are as individuals, its an all
encompassing burning desire to accomplish a goal that is bigger
than just ourselves.
Start With the End in Mind.
Get clear in your mind the image of yourself in possession of
your goal or the object of your goal. If your goal is an object
like a car or house or some material possession, picture you in
possession of your goal. That is why it is a good idea to have a
picture of you with your goal, for example sitting behind the
wheel of the car if that is your goal. Having the picture is a
great way for your mind to clearly picture you in possession of
your goal because you already have a picture of you behind the
wheel of the car.
So get a clear picture of you in possession of your goal. Picture
it as vividly as possible, as if you are in possession of your goal
already.

What is your goal?


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Why is that goal important for you? What significance does
that goal have for you?

Are you currently at the success level you would like to be?

How long have you wanted be at that level?


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Have you tried gain more success and given up before?

Did you try again after you have given up?

Do you believe one day you will be at the level of success you
have as your goal?

Can you imagine what it will be like to finally achieve your
goal?


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Can you clearly picture the attainment of that goal in your
mind?

Think back to a time when you were faced with a business
challenge that stood in the way of you and goals and you
succeeded and got past that challenge and conquered it.


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Think about what motivated you to get past that challenge in
the past.

Were you born to succeed?

Can you remember a time when you were successful?


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What will you enjoy most as a result of you achieving your
goals?

Who are the people who are important to you?

Who do you admire and why?

Is there a reason why you should not be successful? Explain.


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Do you feel that you deserve to be successful and achieve your
goals and live the life of your dreams?


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Creating Your Compelling Reason Why.

Step 1.
Clearly write out all the reasons you want your goal.


124

Step 2
Write as completely as you can, what it will mean to you
ultimately for you to achieve your goal.


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Step 3
Write in as much detail as you ca what it will ultimately cost
you if you go not achieve this goal.


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Step 4
Imagine you are 90 years old, and you are near the end of your
days, you have a few years left, and you are giving a younger
version of yourself advice on life, and you are explaining all the
things you missed out on because you never went for your goal,
you never accomplished your goal you quit before you
accomplished it. Explain in detail the advice the older version
of you gave to the younger version. Make this as sensory rich
as possible.


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Step 5
Take the same scenario, only this time the older version of you
is explaining how wonderful life has been as a result of
achieving not only your goals, also all the other goals that were
imagined and achieved as a result of the successful life you
have lived.


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Step 6
Describe in rich detail why you want to accomplish your goal.
If this description is not motivational and empowering enough
to get you pumped and ready for immediate action, then it is not
compelling enough, then re-write it.


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After the goal setting now what?
The most obvious answer would be to go out and make it
happen, however that is easier said than done. The previous
section is a great place to start to get your goals in writing, and
the tasks to assist you in getting going, however now is where
the rubber meets the road. You have to take some specific
action.
I have seen many gimmicks, tricks and techniques over the
years designed to get people to take action and start achieving
their goals. Everyone always talks about keeping your goals in
front of you, put on a mirror, on your fridge, on the walls, well
thats great if you are home a lot, for me I travel all the time.
And I wanted something that kept my goals in front of me
literally.
The technique that I use and have seen work time and time
again with my clients is the use of a three ringed goals
organizer. It is simply a daily planner type of organizer binder,
with all the planner sheets taken out. You can find these
binders in your local office supplies store, there a few styles to
choose from, with or without handles, straps, with or without
cell phone pockets the choice is yours. No matter which one
you choose, it should have a zipper to keep your goals
organizer safe from the pages falling out.
Personally I use a Hartmann leather Zip
3 ring binder, (much like the sample
pictured on the right) it is a bit pricy but I
wanted it to be presentable when I am
out and about, I literally take it with me
every where I go. Even to the video
store on my sport bike. I have had
people for years recognize me because of
my goals binder. People will ask me in
line at the video store if I have my goals


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organizer. I always have it with me. When I get discouraged
from time to time I open it up and look at it, remind myself of
my goals and dreams, and my compelling reason why. When I
am working with clients I show them my goals organizer as an
example of how they might want to design theirs.
A Sampling of what is in my Goals Organizer:
A few pictures of my dream cars
A couple pictures of my dream homes including The Deans
Gardens
Pictures of my accomplished goals complete with dates of
accomplishments
An article I had written on Matsushita, 10 steps on
Entrepreneurship
An article I had written in 1994 about Schwarzeneggers 10
success habits
Success agreement modified from The Law of Success
Self confidence agreement from Dale Carnegie training
Short self-talk script
One of ten scrolls from Og Mandino
My Personal Action Plan
Several quotes with motivational pictures
My compelling reason why
Vision and mission statements
Future vision sample magazine article (sample from one of my
seminars)


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A few pictures of my children
A few Pictures of my mentors and an article or two of their
accomplishments
Each page is front and back, as well as laminated so the pages
will last and not be torn or frayed.
I started my first goals organizer in a leather bound journal, by
cutting out pictures of the things I wanted as goals and carrying
that with me every where I went, soon I found that my journal
was filled with my journal writing and needed to get a new
journal. Rather than carry two journals, I decided to buy a
zipped organizer for my goals pages. So I can change the
pictures as needed. When I accomplish one goal, I write
accomplished across it with the date, and add a new goal in its
place.
My very first goals organizer binder was from Wilson Leather,
it lasted a long time, at the time I bought that one, I never even
heard of Hartmann. My first binder was tan leather, and after
carrying it for 5 years, I decided to get a new one, Wilson
Leather was out of stock, and while walking back to my car, I
passed a little luggage shop, what caught my eye was an
organizer binder in the display window, it was the right color
and size and since by this time I had heard of Hartmann and
was familiar with their reputation, I went in that little shop
looked at their three ring binder and I bought my first of many
pieces of Hartmann products.
Since that time, I have used my goals organizer to help
motivate me to achievement, to keep my goals in front of me no
matter where I am, or what I am doing. As an added bonus,
everyone who knows me, knows of my goals organizer as well
and they are always asking me how I am doing with my goals
inadvertently keeping me accountable and focused.


132


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Even till this day I can go to a seminar for Network Marketing,
or sales convention, and see people carrying a goals organizer, I
make it a point to stop them and at least say hi, and see how
they are doing on their goals. Most of the people I see carrying
one recognize me right away, and some others started carrying
one because their friend or spouse or relative was using one and
they saw the results and in turn started to do the same.
Recently I was at weekend convention where several prominent
speakers were speaking in Dallas, TX. I saw a man sitting in
the front row taking notes in his goals organizer, I recognized
him but could not place where I knew him from and it was
driving me up the wall not knowing. I see so many people
speaking and sometimes I can forget a face or two, not too
often, but it does happen; and for some reason I could not
remember this mans name or city. I walked up to him at the
break, when he saw me his eyes lit up and he threw his arms
around me and I was so embarrassed because I still had to ask
where we had met.
In a few short minutes he reminded me, of how we met. We
had met at a series of seminars and trainings I had done for a
failing Network Marketing company in Scottsdale, AZ. He told
me of the transformation my trainings, videos and workbooks
had done for him and the company. He went on to explain how
the owner of the company had sold it for over $3,000,000.00
less than a year after my trainings.
This particular company had 2 active distributors, no real
product and no marketing materials when I came on board as a
consultant, within 8 months the company had over 16,000
distributors.
My friend shared with me how much his life had changed since
he last saw me, and how he still uses his organizer even after 8
years and opened the pages and showed me all his goals and
accomplishments since we last met.


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Goals Commitment

In order to achieve my goals I will commit to:

Continue in my business for a minimum of 12 months.
Schedule and attend conference calls and local meetings.
Attend the annual conferences.
Support my Sponsors, Upline, my support team and the
system.
Be coachable.
Have new prospects on the conference calls weekly.
Spend at least 30 minutes a day on personal
development.
Find an accountability partner to commit my goals to.
Share my goals to my sponsor & mentor.
Keep my goals with me at all times.
Meet lots of people and constantly adding to my rolodex.
Have fun, every day make the most of each day!!!

Signature: _________________________ Date: _____________

Clients from the Past
First before we start putting the support team together, lets take
a short look at some people I have worked with in the past. Of
course names and situations have been changed to avoid
singling anyone out and to protect their privacy.
In my coaching career over the last 18 years, I have noticed
some amazing things about people, their habits, and their
behaviors. I am always amazed at what the human spirit can
endure and over come if given the right circumstances.
Usually in my coaching practice I get a wide variety of people,
from parents bringing their college or high school students to
me for help in their studies, to house wives and husbands,
executives and sales people and every one in between, looking
to improve their lives and or relationships.
For some reason from time to time it seems to me that there are
some of clients that wait until the last possible minute to call
me, they wait until they are at the very bottom of the barrel
before they call me; seemingly out of the blue I get their phone
call and explain their next to impossible situation, and how they
need my help.
For example: An unemployed single mother of two, calls me
out of the blue on a referral from a friend, of a friend, of a
friend, whos sister heard me speak at a sales training I was
giving for a local Network Marketing Organization. Her story
is one I have heard time and time again, she has not been
feeling well and has been struggling with her house payments,
and now is about to loose her house, she already lost her car
and doesnt know what to do. She wants me to coach her so
she can start in a Network Marketing Company and help her
earn $5,000.00 to save her house and her world that seems to be
crashing down all around her.


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WOW! O.K. I know Ive been there before, so I accept the
opportunity to work with her. I wave my fee for the coaching
initially and we are off to the races. The first thing I ask from
her is for her to write down her schedule for the week. She
writes out all her scheduled activities, and I notice a pattern that
is common with many people in her situation.
1. She is not doing much, mostly running errands and going to
a few church functions.
2. She is almost always running these errands alone. She is
rarely if ever with anyone else, and she leaves the church
function as soon as it is over, she does not stick around to
socialize.
This is common with almost all the people I coach in these dire
situations, almost always with very few exceptions they seem to
be alone, for one reason or another they are in the same
situation socially. Upon further investigation I learn when she
was younger she was involved in all kinds of activities, events,
and social gatherings, and some how over the years that just
started to fade away; as is the case with 99% of the people in
her situation, alone and with their back up against the wall, and
no one to turn to for help.
Example 2: My phone rings at 2 am, no big deal since I have
friends and clients all over the world; 2 am for me is after noon
or early evening for someone in another part of the world.
Groggily, still half asleep, I answer the phone; its a man at the
other end of the line, he sounds desperate, his voice is shaking
as he apologizes for the late hour, and begins to explain his dire
situation.
He is all alone, his family left him, he lost his job, he is about to
loose his house and his car and is almost penniless, most
definitely cannot afford my fee, somehow squeezes into his
explanation. Says he saw me speaking a bout 6 months ago, a


136
month before he lost his job and shortly there after his wife left
him. He has thought of calling me several times before now,
and kept putting it off, and now he explains, he has no choice.
I again accept the opportunity, and calm him and give him
some words of encouragement and he hangs up the phone and I
drift off to sleep, hoping just a little bit, maybe its just a dream.
Its to that I dont want to help; I am hoping its a dream because
it is not easy to know that someone once again is in such a
difficult time in their life, feeling alone, scared and helpless.
Impossible Solutions to Impossible Situations
Impossible solutions to impossible situations has become the
norm in my 17 year coaching career, although I still have
clients that are at the top of their games and wanting to take it
to the next level, and my share of executives and managers that
want to fine tune their skills, and Network Marketers that want
to take their skills to the next level.
The biggest difference between the two sets of people, ones at
the peak of their game, and then ones at the bottom of the
barrel, is two things mainly, first is attitude, which I will talk
about in a moment, and the second is their support team.
The people at the top of their game typically have a great
attitude and a great support team. And the people at the bottom
have a negative attitude and a nonexistent support team. That is
the major difference, of course there are other factors involved,
those factors are mostly symptoms of one of these two issues.
Power of the Master Mind
One of the first things I do when I am working with people in
these dire situations, I have them read Think and Grow Rich by
Napoleon Hill, specifically chapter 9, Power of the Master
Mind. The initial goal is to get them back on track meeting


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people and reassembling their support team. Get them involved
with people that are active and proactive, people who have
similar goals, and similar ideas, and similar beliefs.
At this time in their lives when they are at rock bottom and
feeling low it is important to get them out and with positive
people, the draw back to getting them out of the house is the
risk of them falling in with a negative crowd, a group of people
that share in their negative mindset on a daily basis.

WARNING TOXIC PEOPLE CAN BE HARMFUL
TO YOUR HEALTH
In addition to reading Chapter 9 of Think and Grow Rich, I also
work with them on learning to identify toxic people and how to
avoid them and eliminate these toxic people from their lives.
The last thing they need at this point in their lives is someone to
bring them even further down than they already are. Cutting


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toxic people out of their lives at this point is of the utmost
importance, life is too short to waste even a single moment with
these toxic people zapping your strength, your energy, and quite
possibly even your life.
Identifying toxic people can be a little difficult, because they
are disguised as normal, healthy, loving, caring people, when in
fact they most certainly are not. Toxic people in my opinion
are just that TOXIC and as a result its my opinion that we
should stay away from them. I know there is that thought in the
back of your mind, all these toxic people need it love and help
and support. WRONG! Not from you they dont, would you
take your car to the florist to have repairs made on the engine?
Would you take your child to the Vet for a dental check up?
My point is, you should let the people who are trained experts
handle situations they are trained for, your time and your life is
to valuable to let the toxic people of the world steal it from you.
For example, if someone invites you over for dinner and serves
this beautiful meal, a great layout, good presentation, except
one thing, it just doesnt taste right. You are tasting a strange
unidentifiable flavor, you begin to sense there is something a
little off with the meal, so you ask what the unidentifiable
ingredient your tasting is, and the host casually replies, oh
that? Its just rat poison.
Would you stick around and eat more and wait for desert just to
see if you get sick or would you stop eating right then-and-
there? I am sure you would stop eating right away, and never
go back for another meal at their house. In my personal life that
is how I view toxic people, if I wouldnt want to be fed toxic
chemicals in my food, why would I want toxic people in my
life, getting their toxic thoughts and habits in my mind?
In my professional life from time to time I work with toxic
people, and assist them in getting the toxicity out of their lives,


139
and repairing the damage done from years of this behavior.
That is the only time I am around toxic people.
Clarity Makes for Clear Understanding
Before I get ahead of myself here, I want to clarify, when you
lose your head for a moment, the pressure gets to you, youre
feeling like you have no where to run and you have to blow off
steam, that doesnt make you a toxic person. Blowing off
steam and getting things clear again is just a moment in time,
and soon after youre back to your normal loving, kind hearted
self, thats ok.
What I mean by toxic people is the types of people that hurt
others by pick away at their self esteem. These are the types of
people every day they seem to live for the sheer satisfaction
they get from hurting and taking advantage of others, and
making themselves look good by comparison.
In learning to identify toxic people in your life, take notice of
how you feel around certain people, do you suddenly feel a
little ill, or tense, do you have a mysterious and sudden back
pain when ever you are around them, or just thinking about
being around them? It could be a symptom that your body is
trying to warn you to stay away from that person.
Toxic Types to Avoid
Blamer Strategy
I have noticed a pattern or strategy of behavior in people, I call
it the Blamer Strategy. A person that has this type of
strategy is TOXIC, you know the person because they will
always blame someone other than themselves, and they will
have justifiable reasons for doing this. In most cases very good
reasons, convincing reasons, reasons that make sense and might
even convince you they are right. What you want to look for is


140
their consistency in blaming others, even when its obvious
they themselves are the ones to blame. If they are consistent in
blaming others, then you can assume one of their primary
strategies is to blame others, and they are toxic to your mental
health.
Another clue into toxic personality would be a person who is
constantly degrading, demeaning and criticizing. They will be
very convincing in explaining their actions are founded in logic
and accurate observation; however they are to be avoided at all
costs. This type of toxic person will have you doubting
yourself in no time, and will steal your dreams, goals and
ambitions, and self-esteem before you realize it.
Mismatcher
Next on the list, the mismatcher, mismatchers are not all toxic,
however the miss-matcher that is consistently discounting and
challenging everything people say, this person is to be avoided
at all costs. Remember I said not all miss-matchers are toxic?
Well, here is the exception, engineers, mathematicians,
architects, lawyers, and others whose jobs require them to look
at all possible angles, positive and negative outcomes as a result
of their decisions, these people are miss-matchers because they
need to be, their jobs and the lives of the people that use their
services depend on them second guessing every single move
they make, looking for that one flaw that could mean disaster
and many lives could be lost. Think about it, a shopping mall
fails and collapses, how many lives could be lost in the matter
of a few seconds? I have never heard of it happening in
America; however I have heard of it happening in Southeast
Asia, one mall collapsed killing over 500 in a matter of a few
seconds, the engineers knew the problem existed and ignored it.
I think in that particular case they could have used a miss-
matcher or two.


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Polarity Mismatcher
Chronic, or polarity mismatchers are easy to spot, theyre the
ones always going 180 degrees from what others are doing or
saying. You say it is a beautiful clear sunny day, and they see
the one single, small, barely noticeable cloud somewhere off in
the distance and respond, there are still clouds in the sky, its
not totally clear.
Here is a tip for you, the easiest way to catch a miss-matcher is
to use this technique, someone comes along and asks you how
you are doing, and you respond, I am perfect, today is a
perfect day, I couldnt ask for a better day. If there is a miss-
matcher within ear shot of you and over heard your reply they
will most definitely explode if they dont react to your
statement.
OK, I am not sure about the exploding part, because I have
never in my 17 plus years of coaching actually witnessed a
miss-matcher not reply to my little test, I am only assuming
they will explode, when you see the look on their faces from
trying to hold back their reply youll know what I mean. Even
if they dont know you personally, they will find a reason to
come over to you and engage you in conversation and ask you
how you are doing today, just so they can refute it. When you
see them coming towards you, RUN, its not enough to simply
walk away.
Toxic Competition
Then there is the toxic type that is always in competition with
you and everyone else around them, they are the ones that can
always top anyones story. You made a huge break through in
your business and start to share it with the group and this
person cuts you off mid sentence to explain how this one time


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they did the same thing so much better than you and everyone
else.
Or youre telling a story of that time you had a flat tire in the
rain and no one stopped to help.
Then almost as if on queue, he pipes in about the time he
fortunately had a flat tire in the middle of a hurricane while a
tornado was barreling down on him, and at that very moment
the real pressure was on to change the tire quickly because a 7.5
earth quake centered just under his car started to quake while a
volcano was erupting. Some how he managed to get the tire
changed, single handedly came to the rescue of several people
running in the street, put out a couple house fires, delivered a
baby and got his family home safely. Reminding everyone
listening just how fortunate it was for those people he saved,
that he had a flat tire at that precise moment. Of course I am
exaggerating, but I think you get the point, and I am sure you
know of these types of people.
There is no need to describe more toxic types, there are so
many, suffice it to say, if someone makes you feel bad for being
you, in good times and bad, faults and all, and they do it
consistently to the point where your body is sending you
warning signs you might want to consider them toxic and stay
away. Maybe take out a restraining order on yourself
demanding that you stay 500 yards away at all times? Just a
thought. :o) (see Appendix A for a Sample Self Issued
Restraining Order)
As for my clients in their dire situations I instruct them to avoid
these types of toxic people at all costs, because those toxic
people could be the straw that breaks the camels back. You
may not be in their situation however what ever the situation
you find yourself in, you might want to avoid these toxic people
as well.


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The World is Waiting to Meet You
Once they learn to spot the toxic people, I send them out to
meet the world, or at least make new friends, and join new
groups. I have them carry their day planner with their address
book included, and start adding people, names and numbers in
their book, people who are like they are when they are at their
best, people who they have things in common with, people who
give them energy and can share ideas with, people who can give
them hope and inspiration.
This might seem simple however its HUGE and profound step
towards their recovering from their bleak situation. Soon the
ideas start to flow, they start looking at life in a fresh new way,
and with a fresh new outlook they can manage, think clearly,
and to begin to see possibilities and answers to their current
situations.
I have seen people get hired from contacts they have made from
just two weeks working this plan of action, I dont mean getting
hired for $10.00 an hour at a local food chain, I am talking
about getting hired at or above the salary at their last position.
They made a few contacts, started getting out meeting new
people and viola offers started coming in.
One woman in particular I was coaching, always wanted to start
cycling. She would watch the cyclists on T.V. and see them
biking through the city and on the mountain paths and always
wanted to do it but never took the time to get involved. Since
she had nothing else to do, she was unemployed, and sending
out resumes didnt take up too much time out of her day, the
first thing I had her do was join a cycling club.
Another issue she had was all the toxic people in her life;
Naysayers, people who would shoot her ideas, plans, goals and
dreams down every chance they got. And now she was down to


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her the last bit of money in her savings, jobless, she had nothing
else to do with her time, so she joined one of the local cycling
clubs. She gets to do something she was passionate about and is
meeting new people. Since she didnt have a bike she had to
make a friend and borrow one, and in no time at all she was
making more new friends.
Three weeks after she started her coaching she made several
new friends, from networking referral clubs, a beach volleyball
club, and the cycling club, she even joined a local Cash Flow
Club, she was becoming more and more positive by the day.
Although she was still running dangerously low in her bank
account, and worried about loosing her home and the lifestyle
she had grown accustomed to, you couldnt tell by looking at
her.
I would purposely ask her, What are you gonna do when
youre kicked out on the street and homeless? She would
smile and tell me confidently, that is not going to happen,
every day I am getting closer and closer to my goal and soon it
will be in my hands. And she meant it; it was not some lie she
fabricated to avoid dealing with reality; that was her reality she
was manifesting it every day bringing her closer to her goal.
When I first started coaching her if I asked her that question she
would have broken down in a flood of uncontrollable tears, and
I would have seemed like some uncaring, insensitive monster
for asking.
At the beginning of the fourth week, at 8 am while she was
working on her morning affirmations and her morning routine,
there was an unexpected phone call. As it turns out a guy she
meet at the cycling club impressed with her background, talked
with some people he knew who just happened to be in need of
someone with her advanced accounting skills. The President of
the division called personally to invite her to come down and


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take a look at the company and see if they might be able to
persuade her to jump ship and join them. He was not aware she
was unemployed, he assumed he would have to recruit her
away from the old company, thats why the President called
personally.
Before the end of the fourth week of coaching with me, she
already had a new job making almost DOUBLE what she was
making at her last company with a considerable signing bonus,
a bonus that covered all her outstanding debts from being
unemployed, with some left over.
When we started coaching there was no way for either of us to
know that was going to happen. I will guarantee one thing
though, if she did not change her attitude, gotten out of the
house, and did some thing other than depressing herself further,
she never would have made those connections that allowed that
opportunity to take place.
Luck is when preparation meets opportunity. Chance
favors the prepared mind. Louis Pasteur

In my 17 years of coaching I have coached many people in
similar situations and almost every single person has bounced
back and pieced their lives back together, a few of them
actually lost their homes, their car and in a few cases actually
got divorced, thankfully most of them had managed to save the
day.
Winners do not need excuses for their successes.
Losers always have and excuse and someone to
blame.


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Ironically enough with this scenario always 100% of the time
the people who lose it all blame me, somehow its all entirely
my fault and on a couple occasions some of these people even
threatened me with a law suit. And even had a few people who
pieced their lives back together, saved their jobs and got their
dream job as a result of working with me, only to turn around
and tell me I had nothing to do with it.
Toxic people need patience and understanding, and in your
daily experience you definitely do not need the added
aggravation and stress caused by these people it is best to let
someone who is trained and familiar with the situation deal
with them.
Case in point.
One man in particular, called me on the phone, to explain his
situation to me, about how he suspects his wife is having an
affair, his ex-wife is making his life miserable, his boss is
calling and emailing every day about how he needs to bring his
production level up or he might lose his job. He called me with
almost panic in his voice, telling me if he loses his job he
doesnt know how he could ever recover and he will lose it all,
the house, his new Hummer, his daughter, his wife, his boat, his
dogs, every thing.
Up to that date he was the lowest producer in his nation wide
company, he had been on the job for only a year and now it
looked like he was going to lose his job, he never once in the
whole year made quota or even came close.
I flew out to his home within the week of his call, he claimed he
didnt have the disposable income to afford my coaching.
Since I needed a bit of a vacation, I figured a working vacation
would be a welcomed change of pace. I worked with him for a
month, every single day, coached him, taught him, worked with


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him on just about every aspect of his job, from what to say
when he was actually on a call with a client, telling him word
for word what to say; coached him on how to approach a client
who is trying to avoid him, worked on his presentation skills,
his negotiation skills, his mannerisms, even his contract
presentation skills.
Wrote out homework assignments for him, not once did he do a
single homework assignment, not once did he study a single
worksheet, or notes I had taken from the days activities
complete with pointers and advice. And not once did he read
the books I had brought for him to read.
I figured its his job, if he wanted to lose it thats his choice,
and Im on vacation so no worries. I backed off training for a
few days and just hung out with him, rode along with him on
his appointments, took pictures of the beautiful mountains and
scenery, got some great pictures of some Bald Eagles on a river
bank, saw a moose or two, got some great pictures of antelope,
and was basically just enjoying the vacation. Finally he
couldnt take it any more and asked if I was quitting, and if I
had decided not to coach him any more?
He explained to me how he felt my coaching was really
helping, explained how he had already closed three new
accounts in the first two weeks I was there. Two of the
accounts had been giving him the brush off for over four
months and one of the accounts he was too intimidated to even
approach. They were now his clients thanks to my coaching, he
explained in an attempt to convince me the coaching was
working.
The next day I began coaching him more aggressively making
sure every appointment was broken down and analyzed, and
possible improvements made, covering all the basics, the finer


148
points, even covering advanced sales techniques as well as how
to crack the clients code and appeal to their basic needs.
After four weeks I flew back home, and he kept working the
plan I set out for him, calling me every other day assuring me
all along how much my coaching was going to save his job, and
telling me how much it had helped already.
Within 45 days he was almost at the same production level as
the top producer in his region. With in a few short months the
CEO of the company flew out to his region to congratulate him
for his seemingly miraculous turn around of his territory, and to
assist him on a customer appointment to close another major
account. This was the major account of the region, one of the
biggest and most well known in the area, an account that he
consulted with me on several occasions; things like, how to
approach the CEO, how to land the account what techniques to
use. He was considerably concerned about not landing this
account since the President was flying out personally for this
meeting.
This client of mine did indeed land the account and made a
huge bonus as a result, and the President was talking to him
about a possible advancement into management, everything
seemed to have turned around for him.
Then the day came, his dream job, the glory position that got
him into this career field in the first place, the dream company
had an opening, and they called him to schedule an interview
because they had heard of the great job he was doing in the
region. He called me for pointers on the interview; we covered
some basics, and went into some finer points of advanced
persuasion techniques. With in a couple weeks he called so
excited he could barely contain himself he had landed the
dream job. A huge raise in base pay, with bigger production


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bonuses and less stress and a more relaxed working
environment, everything was going his way.
6 Months later and all hell breaks loose
About 6 months later I get a call from him, he seemed to be
upset about something, he was yelling and frantic. I could
barely hear him because of the distortion and static on the line, I
was straining, trying to listen to figure out what was going on, I
was worried he lost his job, or something had happened to his
family, then the phone went dead. 15 minutes later I get
another call, it was him calling back, as it turned out he was
calling from his cell phone from a remote location, and the
reception was bad.
He called me back to vent his frustration, unknown to me, my
assistant had noticed there was a coaching I had done in the past
that was still waiting for payment, and she sent out an invoice
to this man, and he was calling frantic about how dare I send
this to him at this point in his life, to kick a man when he is
down and on and on and on.
He went on to explain that his wife had left him because of me
and my working with him, he explained that his friends told
him that I cannot be as good a coach as he thinks I am or I
would be more famous, and he further explained, how my
coaching really did nothing for him, and it was just a
coincidence that everything turned around while I was there and
in the short time after I left.
He explained how the clients who signed on board with him
while I was there, was due to his relentless follow-ups, and the
new accounts we established together was a result of his hard
work and dedication and I had nothing to do with it, and he
thinks its underhanded for me to bill him.


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He warned me not to send another bill or he would sue me for
interfering with his marriage and breaking up his family.
Which is a little out in left field, because the whole time I was
there I tried to convince him to work more closely with his wife
and give his marriage the support and understanding and
respect it deserved.
You might be wondering, why am I telling you all this?
I want to illustrate a point; just because I am a success coach
does not mean that I am some how protected and spared having
to deal with this sort of thing, what helps me to get through it is
I follow the same steps I have my clients follow.
Dealing with this man and his negative attitude brings me to my
next point, the second cause of these peoples dire situations, a
negative attitude.
(Naturally the circumstances, situation and people have been changed to
protect the identity of the examples used so as not to embarrass or other
wise cause undue stress to the people I have coached over the years.)
Is Your Attitude Worth Catching?
A person with a negative attitude is not someone you want to
have in your life, even in the book The Law of Success the
Author actually advises married couples to divorce if there
exists in that home the negative attitude of such a nature that
cannot be corrected. Those are strong words coming from
anyone let alone one of the most prominent motivational
authors of our time.
This man I was coaching, is not unusual, in that many people
with a bad attitude and toxic personality will repeat this
scenario time and time and time again in their lives, without
regret, without remorse without a single thought as to what they
are doing wrong. As the old saying goes, Its not the snake


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bite thatll get you in the end, its chasing the snake that gets
the venom in your blood stream quicker.
When I am working with people who have a bad attitude I have
them read Think and Grow Rich Chapter 3 and the book, The
Miracle of Right Thought by Orison Swett Marden.
Naturally since they already have the book Think and Grow
Rich, because the first thing they had to do was read Chapter 9,
I now have them read Chapter 3, Autosuggestion.
A person with a bad attitude did not wake up one day and
decide they wanted to have a bad attitude, their attitude is
something that started slowly over time and snowballed into the
attitude you see in them today. Started slowly with criticism,
and nit picking from their role models and other influential
people in their lives, and then grew to the point where their
negative attitude permeates every aspect of their lives.
So naturally it goes without saying, in order to reverse that
cycle and turn that negativity into a positive and motivational
force in their lives they have to start at square one, and work
their way up from there.
Personally I like the blast the negativity and reinstall a positive
attitude and forget about where and when the negativity started,
however that approach does not always go over very well with
the other influential people in the lives of the negative people
who come to me for coaching.
Changing their attitudes so dramatically and quickly rubs the
family the wrong way more times than not, so I like to ease into
it one step at a time to make sure everyone is onboard with the
progress.


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Putting Together Your Support Team
People in every where all the time are talking about the
importance of team, working as a team, building teams and
team dynamics, and the list goes on and on. However there are
even fewer people that actually know how to build a successful
team.
Belonging to a successful dynamic team gives you a feeling of
success and a sense of accomplishment. Think about how you
would feel if you were apart of the winning championship team,
be it soccer, football, baseball, basketball, gymnastics, how
would you feel knowing you are apart of the championship
team?
It would be a feeling to remember to say the least. A feeling of
connectedness on a whole new level, a unique group of people
that share their accomplishments, their set backs and the
championship, and nothing can come between that connection.
You are about to learn some basics on building your own
support and success team.
Sometimes called:
HOT Teams:
Hot Groups:
Extreme Teams:
A Teams:
No matter what you call your team, your focus will be the
same, to build a dynamic team of focused, skilled and
productive people, who can get the job done.
Steps to building a Dynamic Hot Team.


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1. Find people with like minds. People that think like you,
have similar ambitions, and goals, and drive.
At all costs you want to avoid people with a negative
disposition and outlook on life. You want to avoid all the
toxic types of people we have discussed so far.
You want people that have that can-do-attitude, no matter
may come they will not quit, the team, the goal, or the task.
You are looking for people that understand commitment and
dedication.
In building a team of like minded individuals you are going
to find pluralistic thinking, that is when multiple brains
working on a single goal as one super powered brain,
coming up with solutions you could not come up with on
your own.
2. Find people that can put the needs of the team before their
own. This is going to be the hardest part of putting together
your team.
For most people when the going gets tough, their survival
instinct kicks in and their mind set changes from what is best
for the group to what is best for me. And you wan to avoid
people that will have that attitude, because when the going
gets tough, and believe it will from time to time, you want to
have people on your team that will not crumble under the
pressure.
3. Once you find your team members, it is important to foster a
safe environment for developing creative solutions to
difficult situations. The best way to do that is to never under
any circumstances criticize or condemn your teammates, and
their ideas. Understand that on the road to great ideas, there
will be many not so great ideas laying on the side of the
road, that is just a part of the process.


154
Never tell your team how to do a job or how to approach a
problem or situation, rather present your team with the
challenge, and let them chose the best way to come up with
a solution.
The profile of a SUCCESSFUL Candidate:
A successful candidate must be comfortable with
unpredictability. In network marketing, the sheer diversity of
the people you deal with on a regular basis calls for being able
to effectively deal with unpredictability.
Must have the ability to focus internally for prolonged periods
of time without outside intervention.
Given the nature of network marketing your team members
could be any where in the world, and it is important they can
focus on the situation and the goals of the team for long periods
of time without being prodded or motivated from outside
sources to do so.
Must be experienced in business and decision making and
knows that making the right decisions is about dealing with
setbacks and wrong decisions.
A part of the learning process of making good decisions is
making bad decisions and learning from those decisions and not
duplicating the mistakes.
Knowing how to effectively deal with setbacks is an important
characteristic to have, understanding set backs are a part of the
process and being able to effectively manage emotions along
the way is important for all team members.
Must be able to handle the physical obstacles, as well as the
psychological obstacles they encounter.


155
You and your team will encounter obstacles you never thought
possible before you set out on your path to success, being able
to handle the effects of those obstacles without letting it hold
you back or ruin your motivation is of the utmost importance.
Must be able to handle emotional and physical stress with out
interfering with the accomplishment and successful attainment
of the goal.
Must be able to set high standards and goals and achieve them
on a regular basis.
Setting mediocre goals produces mediocre results, the object of
your Hot Team is to produce dynamic larger than life results, to
tackle the big issues and big targets and succeed beyond the
odds and circumstances.
Must be able to anticipate the inevitable up and downs of the
market and the teams they are working with and respond
accordingly.
There will be highs and lows in your network marketing
business, being able to anticipate these downs and prepare in
advance for them will dramatically reduce the fallout from the
setback.
Must be able to deal with their own Team Mates look out for
each other and put your Team and your Team Mates before
yourself.
As a member of a Hot Team, you are an elite member of one
the best business teams you can find anywhere, and being a
member of such a team it is imperative that you keep your
focus on the betterment of the team, and off your personal
success, or discomfort or person agenda.
Keeping in mind, when the team succeeds you all succeed.
Must be able to foresee scenarios, especially negative ones, and
decide on your response in advance and not let that derail you.


156
You want to create an environment that allows people to think
for themselves and to take chances.
Business is about chances and risks, and being able to manage
those risks, and to succeed you need a team that creates a safe
environment that allows for this thought process, as if creating
your own success think tank.

In the network marketing business it is common to see people
that are more focused on their own goals and in such a hurry to
achiever their own agendas they forget that people are not
disposable.
You want to be different in that respect, you want to remember
to treat people with the platinum rule, treat them as they would
want to be treated, in the way they want to be treated. People
on your team are not there to serve you, you are all on this team
together and the goal of the team is more important than the
goal of the individual.
Ultimately your success lies in your ability to create your Hot
Team, and surround yourself with people who are better than
you, and bring skills to the team that you might not possess.
There is no room for inflated egos, animosity, and jealousy, you
are working together as a team to achieve greatness.
Pick your teammates carefully.
Remember, while putting together your support team and your
Master Mind Group to avoid toxic and negative people and to
help you with this, I developed a simple Master Mind Data
Chart to help keep your team members information in one
convenient location and easy to find.


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159
Having the Right System for Duplication
The best part of having a system is it practically guarantees the
success of everyone using the system. In Network Marketing
you get paid for the production you and your team produce, and
you get promoted by promoting others. If you are the only one
in your organization who knows how to do this, your
organization and your business will suffer as a result.
When you use a system or set up a system it is important to
keep it simple to follow and easy to implement, this way
everyone will be able to follow along and be able to teach
others to do the same. Their success using the system will
insure your success, and a team that succeeds together earns
BIG CHECKS together.
As you may already know by now success is not some elusive
secret, it is a set of productive, habits repeated daily, success is
not something you do once and never have to do again. One of
the reasons so many people fail at this business and others is
first and foremost because they do not have a plan.
When you have a plan to follow you know what needs to be
done each step of the way, when you are excited and things are
happening so fast around you its hard to think straight, however
if you are programmed to do certain steps automatically you
dont even have to think about it, you just do it. That is the
kind of system you want. A system that when followed will
take you and your team step by step form one level to the next,
climbing the executive levels and the pay plan together almost
as if it is on auto pilot.
Are you Playing Baseball or Network Marketing?
Look at baseball for example. The plan is to get to the plate for
your turn at bat, hit the ball get on base and round the bases and


160
come back to home plate to score a point. That is a simple
enough plan right?
Remember playing baseball as a youngster, how many times
did you have to be told when you hit the ball go to first base? I
know of some people that would hit the ball and run to the
pitchers mound or straight to second base or even to third base
then off to the pitchers mound on their way to first base. Does
this sound familiar?
Network Marketing is very similar in that case, no matter how
simple you may think your system is someone somewhere will
try to run to the pitchers mound as a reflex if you dont coach
them, and teach them step one leads to step two and so on, over
and over and over till it becomes automatic.
Like baseball things are very simple in the beginning; go to
home plate, hit the ball, round the bases, and score. When you
begin to learn more about the game you learn there are the
subtle differences of how you hold the bat, placement of your
shoulders, the width of your stance, and where your initial
contact with the ball in relation to the position of the bat, and
ball trajectory.
Then you being to think about things like, taking into account
the outfielders stats, who has the highest probability of fielding
the ball without an unforced error. Who has the fastest ball
speed and can throw the farthest from the field to first base.
And it just gets more, and more, and more technical from there,
as a matter of fact baseball is one of the most studied sports as
far as physics, probability math and statistical math.
In reality its not that complicated, its just hitting the ball, run to
the right following the dirt path, if you run off the dirt you are
off the path, get back on the path and stop at the first white
square bag on the ground.


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Can a simple business like Network Marketing get
complicated? The answer is YES. However having a simple
duplicatable system is the answer to all the variations of
approaching this business, keeping it simple and easy to follow,
and easy to teach to others thats the key.
Just like youre currently reading in this book, follow the steps
in this manual and it will serve nicely for your basic system. I
know there is not a lot of talk about pre-approach packets, and
how to handle three way calls, and over coming objections in
the world of Network Marketing. Believe me if I thought that
was necessary it would be included in this book.
Your simple plan so far:
1. Understand where you are now, what level you are at so you
know how far you need to go to get to your goals. You will
find that basic information on page 8.
2. Understanding your business, found in the second section of
this book.
3. Knowing your support team, your upline sponsors and
mentors in your new business.
4. Knowing what to do daily, and tracking your progress,
found in the next section, of this book.
5. Committing to your business.
6. Making your business plan.
7. REACH contact system, knowing who you want to talk to
about your business.
8. Setting your goals, and getting your compelling reason why.


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9. How to put together you support team and avoid the wrong
kinds of people.
I think you get the point.
One of the things I teach my clients is always utilize the current
technology available, the conference calls, computers, internet,
including blogs, and Podcasts, PDAs, yes even the PSP. This
business is fun, and exciting, and when you use the current
technology it helps to keep it timely, accurate and demonstrates
how very simple and fun this business can be.
Are You Coachable or Do You Already Have All
The Answers?
You have to be coachable and trainable, this is of the utmost
importance, if you are the type of person who thinks you know
it all, then you are not going to do well in this business. This
business is not about how much you know, or how much you
can do, as a matter of fact this business is not about you at all.
This business is about other people, and if you are not
coachable you may never understand that fact, and it just may
be the very thing that is holding you back in your business,
keeping you from achieving the success you seek.
Being teachable, is simple, know when you are being taught,
and make the effort to learn, take notes, show up and be alert.
This is not college where the majority of people attend for the
social scene and parties, and somehow graduate with a 3.5 GPA
while scoring in the 45 percentile on their exams. This is real
life, you score 45% on the test of life where there is no bell-
curve, you will flat out fail that is a fact.
Remember my P3 principle, Performance Precedes
Profits, you must consistently perform the tasks that will
produce the results you are after. You must be consistent, you
must have the resolve to persist even when all else is falling


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down around you. Having your plan, your duplicatable system,
letting you know what actions to take at any given moment will
be a big part of your success.
Set up a way of marking your progress, and celebrating your
progress. When you reach a progress marker celebrate, anchor
that success in your mind and physiology, so you can access the
feeling of that accomplishment at any time you need to.
Also keep in mind the power of having the right coaches on
your team. Your coaches will consist of your upline, your
mentors and you may even hire a coach in specialized areas of
your life and business as you grow and learn more about this
fantastic business.
Lets break it down for you, to have duplication you must have a
system. With no system, everyone does their own thing and
everyone is re-inventing the wheel, some people running to
the pitchers mound and some running into the outfield, and
some running back to the dugout. Its complete chaos.
Building your SUCCESS Army
Prospecting and recruiting, are HUGE factors in this business,
so much has been written on this subject alone I am sure you
could fill your home with reams of papers and books about this
topic. Here Im going to keep it simple, direct and to the point;
no fancy gimmicks or tricks. Im not going to tell you how
ridiculous it would be for you to learn how to sell and then
spend 2 hours training you on sales 101. This is gonna be very
direct.
The first thing with recruiting, and prospecting, you have to get
over your fear. Many people are scared to talk to a stranger, it
is not the fear of talking to a stranger, its the fear of being
rejected by that stranger; so most people dont even start the
conversation in the first place for fear of the possibility of


164
rejection. So right here right now make a commitment to get
over it. Remember your resolve to do whatever it takes? This
is apart of that whatever it takes It will only be
uncomfortable the first few times, after that you will be
comfortable as a bug in a rug talking to anyone, anywhere,
anytime.
In my W.E.T. S.E.A.L. (With
Extreme Tenacity Successful
Entrepreneur Achiever and Leader)
Success Training Program, I hear
people telling me they will do what
ever it takes to complete the 8 week
course, and by the end of the first day I
have people telling me they are at the
brink of quitting. I look at them squarely in the eye and ask,
What happened to What ever it Takes? People are quick to
tell you how badly they want to succeed, but how many people
have the resolve to make it, to never say quit?
When recruiting, the first thing you need to do is relax, no one
is going to set your hair on fire for saying hi to them. So relax.
Think about the last conversation you had with your significant
other, I hope it was a good one, ok lets try that again; think
back to your last good conversation with your significant other.
Were you nervous, were you scared they would reject you?
Probably not, talking to them is routine, you were comfortable
and relaxed and the conversation just moved along nicely.
Now think back to when you first met your significant other,
were you scared and nervous afraid they might reject you?
What is the difference now? Practice thats all, they can still
reject you at any given moment but now youre not worried
about it, the thought doesnt cross your mind.


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The same is true with recruiting, the more you do it the more
comfortable you will be, and before you know it you will be a
natural born recruiter, and over night success. Incase you
missed that, I was being facetious, there is no such thing as a
natural born recruiter and over night successes. Everyone
started where you are now, at the beginning, with anxiety, and
trying to get the butterflies in their tummy flying in formation.
The best way to over come your fears is to have a
goal and vision that is bigger than your fear.
For example, you have a fear of deep water, and you are
walking on a bridge when you hear someone yelling for help.
You look to see where the yelling is coming from and you see a
child in the water clinging to a log yelling for help. In a
moment you are over the edge of the bridge plummeting to the
water below. You begin swimming towards the child, you drag
the child safely to the shore. Without thinking, in a moment
your fear of the water was dwarfed by the need to save the life
of a child, all your potential fears took a back seat to your over
all goal of saving the child. Even at the risk of your own safety.
Were you worried that you would look bad when you jumped
over the bridge rail? Wondering if anyone was taking a video
of you, thinking maybe you should fix your hair, or button your
jacket, or unbutton your jacket, or maybe someone will think
your clothes dont match; oh my goodness, are you wearing
white after Labor Day?
Were you worried the child you were rescuing might not like
you, or might not like your out look on politics, or the kind of
car you drive, or judgmental of you for walking on the bridge,
because maybe you are not rich enough to buy a car?
Were you worried of the possible objections the child might
have regarding the way you jumped in, or how you wanted to


166
hold them to drag them to shore? Or maybe you were worried
about all the objections and questions they would have once
you got them to shore. Maybe the child will be mad because
you dont have a water proof cell phone and now you have to
wait for someone else to come along and call for help?
Or maybe the child did not want to be dragged to that side of
the river, they wanted to be rescued and pulled to safety on the
other side because it is their favorite side of the river?
No; you were not thinking about any of that, the only thing on
your mind was saving the life of a child. This is just a
hypothetical, and extreme example of having a goal or vision
that is bigger than you.
Of course Network Marketing is not as important as saving a
child stuck in the middle of a river. Or is it? Think for a
moment, are you stuck in the middle of your own river in your
mind? Wanting someone to come rescue you? This could be
your answer, this business could be your very own life raft, and
if it is your life raft, maybe its also someone elses?
Earlier you read the goals section of the book, and apart of that
lesson was developing your compelling reason why, and your
vision statement. If your vision statement and compelling
reason why is not powerful enough to over come all your fears,
you might want to sit down and rewrite it with the help of your
mentor.
Prospecting: Where do you start?
Prospecting is not just a one time thing, you should be
prospecting everywhere you go. When I say that, visions of
some polyester suit wearing man walking up to everyone asking
if they want his lotions and potions, comes to mind. Thats not
what I am talking about when I say be prospecting everywhere
all the time.


167
What I mean is for you to pay attention, be approachable, watch
people, take note of the people who are displaying the
characteristics of the people you would like to have on your
team. Then simply strike up a conversation with them. Not
about the product or company, or opportunity; just hi, how are
you? Just making small talk, getting to know each other, in that
first conversation if everything goes well just write down their
number, or put it in your phone or PDA, or your organizer.
The person you meet at a local function, like PTA, or YMCA,
or maybe at a school swim, track meet, or sporting event for
your children, they are not the best prospects for a business card
in your initial meeting. A good rule of thumb is, when you are
at a social function were you will see the same people again at
the next function, it is a good idea to keep your business card in
check, keep it with you, but be very discerning of who you give
your card to.
If you are out shopping or at dinner in a restaurant, you want to
give your business card to someone then, it is a good idea to do
so, only after you get their number for a follow up call.
At a social function you want the people you will see on a
regular basis to feel comfortable around you and not scared you
will pounce on them every time they see you, if they feel this
pressure and stress it will hurt your chances of doing business
with them, their friends, and the other people at the social
function. If they feel safe around you and they want to know
more about what it is you do, they will come to you. I will talk
more about that in a moment. I will touch briefly on how to
have your prospects seeking you out, instead of you always
looking for them.
When you are not at a social gathering it is perfectly acceptable
to have your business card handy, to give it to the people you


168
might meet, this way they have a way to get a hold of you since
you never know when you might meet again.
There are some people that give their business cards to
everyone all the time, everywhere they go, the juice bar, the
gym, the swim meet, the hair stylist, the grocery store clerk,
everyone, all the time. I have tracked these statistics and it is
not a good rate of return, sheer number of business cards
handed out verses the number of people they enroll. I have also
seen and tracked people that do not give out business cards at
all, not ever, not to anyone under any circumstances, they have
the people they talk to give them their card and or number and
only then they will give their number to the prospect. I am not
a real fan of this approach, I think its less professional however
the rate of return, the number of people who write down their
number and who enroll is almost 10 to1 over the business card
approach.
Again I must emphasis this is not something I recommend for
the new recruit, it think it is less professional, and in this
business professionalism goes along way. You want to keep
your business professional, marry the two concepts together to
form a well balanced approach to how you use your business
card and who you give a business card to.
How to have them coming to you.
There are many representatives who say it is important to lead
with the products and the benefits, then theres the flip side to
that, some representatives claim it is better to lead with the
lifestyle.
Representatives who lead with the products and benefits are the
people who wear the buttons that say something like, I feel
great ask me why, or something to that effect. People who are
desperate will ask, people who are grasping at straws may ask,


169
people who need an excuse for their condition will ask, very
seldom will someone who is going to be a real producer ask
you based on a button. This doesnt mean this approach does
not work, I have seen it work with some people, and some
would have never gotten involved in the business if it were not
for the little button.
Before you jump up out of your seat, and start waving your
hands frantically jumping up and down, I am not saying that it
cant be done, I am saying it doesnt happen enough to make it
worth while. Yes it is a conversation starter, and yes it lets
people know you are involved with company that has
something to do with you feeling great. So if thats your goal
then I encourage you to wear the button, however if you want to
enroll serious business builders on a regular basis you might
want to try a different approach.
Which brings me to the famous magnetic signs on the side of
distributors cars, I have to tell you this might work slightly
more than the button gimmick, however not enough to warrant
this tactic.
First off are you driving a BMW, Jaguar, Mercedes, or some
other high end luxury car? If so then this sign gimmick might
work because someone will see the sign and assume you bought
the car as a result of your business and then they will definitely
approach you.
However as the owner of a high end luxury car are you really
willing to scuff your car to promote a business? If you dont
own the car your, because you might be leasing it, then maybe
your answer is yes, its worth it because the car isnt yours, and
in the future you will make the money to replace this car.
Thats true, you can make the money to replace the car;
however why throw money out the window, the ruined paint
job will cost you when you go to trade the car in or resell it.


170
And if the car is leased you will have issues when you return it,
because you might be in violation of your lease agreement for
using your car for business and commercial purposes.
Then there is the small matter of insurance coverage, as soon as
you place that magnetic sign on your car you are now driving a
company vehicle, and it is no longer covered with your average
insurance policy. If you wreck your leased jaguar and you
violate your lease agreement and your insurance coverage, you
may be doing your Network Marketing business full time to
just to pay off your ruined luxury vehicle. I am not an attorney
or insurance broker so obviously I am not giving you legal
advice; you need to check with your insurance company and an
attorney to see what their policies and the laws are.
The reason why the sign on the side of a luxury vehicle
sometimes works leads us right into the next point. Do you
lead with product or lifestyle?
For me and for the clients I coach its always lifestyle. It does
not matter what company my clients are with I will almost
always say the same thing. With one exception and that was
my clients with an alarm company from years back, I
recommended they combine the product with the lifestyle.
Most of the people getting involved with that particular
company were into the electronic gizmos and gadgets, and that
was their hot button. You have a Ferrari, cool, can you put this
alarm on it? So I coached them to lead with product, closely
followed by lifestyle.
Lifestyle is More Than How You Live and Luxury
For the other organizations in various companies I have
coached, I recommend 100% of the time to lead with the
lifestyle. Lifestyle is not just the lifestyle you are living, it is
the lifestyle youre attaining, its your attitude, the way you


171
walk, and talk. It is the way you act, almost a sense of higher
purpose and meaning, a certain sense of urgency in your
actions. A slight variance that makes people take notice.
Try this, ask your sponsor if they have a luxury sports car, like
a Lexus SC 430 or Porsche or Ferrari, ask them if it would be
possible to go for a ride with them sometime. Ask them take
you to the nearest populated shopping area, pull up to the valet
parking and let the attendant get your door for you, and try
stepping out of the car depressed and lethargic. Typically it is
not going to happen.
Once out of the car go for a stroll through the shopping plaza or
mall and drop me a note telling me about the experience, how
were you walking and how did you talk to others? Tell me if
you noticed if there is anything different about you. Take
notice, are you eager to get back to the car and the drive home,
or are you just eager to let everyone see you getting in the car
when the valet drives up? Thats the difference I am talking
about, the subtle variation in your attitude, it speaks loudly to
others, it says, You are going somewhere.
Do You Treat People Special
There are a couple books to illustrate this point I normally
recommend to my clients, those are, The Greatest Networker in
the World by John Milton Fogg, and The Instant Millionaire by
Mark Fisher. The first part to attracting customers to you and
your business is to transform your attitude, your outlook, and
the way you treat the people you are with. If you treat people
with respect and kindness, treat people as if you are genuinely
interested in who they are deep down inside, do you really
listen to others when they talk to you or do you merely hear
them? People around you will take notice, and they too will
want to be around you to be apart of the special treatment.


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Zig Zigglar says people do not care how much you know, until
they know how much you care. This concept has never been
more true than it is today. In todays fast paced impersonal
world were everything is automated and computerized and
lacking in human contact and emotions, it is important to make
people feel good about themselves when you are around them.
People will like themselves more when youre around and they
will seek you out and want to be around you more, soon the
word will spread and more and more people will want to be
around you. This is also the attraction, or magnetism affect.
What is Your Secret Ingredient
In leading with the lifestyle, you are giving people hope; the
hope that they too can achieve their dreams. Years ago while I
was doing some trainings for a cosmetics organization I heard a
wonderful story. There was a famous cosmetics manufacturer
that had the number one selling product every year, his products
always out sold the competition every year.
Every year at his birthday party people would ask him what his
secret ingredient was, what is his secret to such a phenomenal
success year after year. Each year he would politely decline to
answer. Then on his 97
th
birthday party the question came up
again as it always does, only this time he said, I will tell you
the secret to my success. Everyone was glued to their seats,
they could hardly believe their ears, they were about to be told
the secret ingredient from the best in the business. When he
began to speak you could hear a pin drop the room was so
quiet, people almost seemed to hold their breath so as not to
interrupt the answer for fear he might change his mind and keep
the answer locked away for another year.
The words rolled off his lips as if he had rehearsed it a thousand
times. I never promised to make women beautiful, I only gave


173
them hope. That was his secret to his wealth and the success
of his company.
And that should be your secret as well. Give people hope, the
hope of fulfilling their dreams, and accomplishing their goals
for success, keep their dreams alive, teach them the path to
achievement and let them do the rest. And soon you will have
them standing in line begging to join your organization.
Which Would You Want To Be A Part Of
Hypothetically speaking if you had a choice of two downlines
to join, one of those downlines had one thousand
representatives, with only a hand full of representatives
producing dramatic results. The other had only 200 hundred
representatives in the same period of time and 150 of them were
producing measurable and dramatic results, which would you
want to join?
When big corporations, law firms and businesses are trying to
attract the best people in their respective fields and backgrounds
how do these companies go about attracting the best people
they can find? By making their perks and packages more
attractive right? What are the perks with Network Marketing?
There are two main perks:
1. The income potential and lifestyle.
2. The educational benefits and personal growth.
Network Marketing is a business of education, and personal
growth, coupled with the ability to make a lot of money, the
more you grow personally the more your income grows,
internal growth equals internal as well as external wealth.
The more you grow, the more people will want to be apart of
the growth, and soon people will be standing in line to be on


174
your team, they will hear about you, read about you, learn about
you and begin to seek you out. Will this happen over night? I
dont know that is up to you, although I did witness one young
man in his company go from dead broke financially to making
over $250,000.00 in a month in as little as 18 months.
Why not you also?
Approaching Your Warm Market
Warm market recruiting is THE MOST POWERFUL method
of growing your business. Years ago I read a short booklet
called The Quantum Leap Strategy describing Quantum Leap
Strategies in business written by a man by the name of Dr. Price
Pritchett.
The Quantum Leap Strategy he wrote about was a simple and
profound way of looking at success strategies. He told a story
of a fly trying to get out of the room through a closed window,
no matter how much that fly tries he is never going to fly
through the window, he is going to need a new strategy to get
out of the room. The answer for the fly is so easy, so simple
and yet the fly is banging his head against the window over and
over, and unless the fly changes hi strategy he will die there on
the window sill.
All the fly would have to do to get out of the room is fly 6 feet
from the window and exit the open door. However the fly is so
committed to the current course of action that he cannot see nor
does he pay attention to the open door and the surest path to
freedom.
Becoming a success in Network Marketing is a lot like the fly
trying desperately to get out of the room. Most people want to
be successful in Network Marketing, they want to get to the top
of their pay plan and earn the big bucks and enjoy the good life.
Like the fly in the room they spend the majority of their time


175
doing the wrong thing, convinced that is the one thing they
need to be doing to be successful, when little do they realize
success could be theirs if they would just make a slight change
in their action. They could actually work less and achieve
more.
Would you like to know what that secret is? The secret is your
warm market. There are a lot of Network Marketers out there
that believe it is a good idea to wait before contacting their
warm market until they have experienced some success, and
then contact their warm market. The primary reason for that
belief is because the warm market is usually filled with the
people that will criticize them the most if things do not turn out
the way they would like them to.
However there is a great way to contact your warm market and
take the pressure off of you, and that is using the 3-ways calls
and conference call and pre-recorded messages, combined with
the efforts of your successful sponsor.
Out of all the companies and organizations I have done
trainings and coaching for the one company that has this
concept down and works it well is a financial planning
company. They have the sponsors work with the new recruits
warm market almost exclusively which enables the new recruit
to borrow the success of the sponsor and their upline.
All of the strategies to build your business avoiding your warm
market are not even close to being as effective as properly
utilizing your warm market. Keep in mind your warm market
today should not be your same warm market 3 months from
now, you should always be adding to your list of potential
business partners. Remember the concept of 6 degrees of
separation? That means there is only 6 people between you and
anyone you want to know, all you have to do is find the
connection.


176
Memory Joggers For Success Contacts
Be sure to use the REACH System for your contacts, and keep
an accurate record in your Master Mind Worksheets, this will
help you to keep track of your people and contacts so you are
never without your list of contacts.
When I am coaching my clients invariably they come to me
telling me of this system and that system for recruiting and so
on. I will tell you, almost any system is good as long as it
works and is duplicatable.
There is one type of system out there that people area always
telling me about, sighting so-and-so did this, or so-and-so got
these results with qualified recruits. Bla, bla, bla, bla. The
system goes something like this:
What to Look for in a Recruit.
The Magic Super duper System in question will go on to list
qualities you are looking for in a recruit, qualities like, time on
the job, thus indicating a certain level commitment. Are they
married or not, do they have a family, indicating they are
committed and they might also have a compelling reason to
work harder if they are married and have children. It will
further qualify the potential prospect by asking if they own a
home, has a bank account, can afford to invest in stocks, lives
closer to relatives, stays in contact with siblings, has a good
relationship with parents, on and on and on.
I understand the rational for this type of mentality, you want
people with the money, connections, commitment. The most
important is the money in this particular system, can they afford
the monthly auto order?


177
The second reason for this type of list is to assist the recruiter
with the attitude of, I am qualifying people for my business, I
am the one in control.
Here is the problem with this type of system.
It doesnt address the real issues, for success.
Married or not? As if being married is going to make them a
better recruit? Really? Think about that for a moment, how
many people are not happily married? How many marriages
end in divorce, roughly 50%, I saw an article the other day that
suggested the real number was closer to 70%. Thats crazy, if I
were to take the advice of that report I would make sure each
couple that joined made sure they had a C Corporation set up
first, with a limited family partnership, so when they divorced it
would not ruin their business, and destroy their downline or
mine.
For every criteria on this type of list, I can easily destroy its
credibility in a heart beat. For example; do they own a home?
Indicating good credit rating and possibly have more than one
major credit card and that means auto-ship. As if owning a
home means the person may stick around awhile, and can
handle the house payment, and can do meetings in their homes.
PLEASE! How many homes go into foreclosure every month
in your area? Nationwide, the number of properties entering
foreclosure last month rose to 67,024 from 62,432 in May.
Texas, Florida, California, Ohio and Illinois had the most new
foreclosures and accounted for more than half the nations total
with 37,249. Los Angels Business Journal
Of course there is a good side and a bad side to everything in
life, however in this case I want you to see the reality of the
situation. Sure it is good to have recruits with money, and close


178
family ties, and a spouse and children, however that is NOT
what you are looking for.
You are looking for DRIVE, DETERMINATION, and A
DREAM. (D
3
) Do they have that SPARKLE in their eye?
Kinda like a paramedic arriving on the scene of an accident,
they dont just walk around looking for someone with a sparkle
of life in their eye and then stop to ask them if they have a
family, because someone with a family has more of a reason to
live, and if you dont have a family they move on to the next
person. NO, NO, NO, NO!
I know I keep using these extreme contrasting scenes, its
because I want you to realize this business and this opportunity
is just that important to some people, and your discriminating
eye could be the last straw for that person, you could have
exactly the program, products, services and opportunity they
have been looking for and your discriminating glances and
treatment might just be the last thing that pushes them over the
edge to emotional destruction.
Youve all heard the story, it has been in movies, and someone
somewhere has a relative who was actually in the elevator and
witnessed such an event.
Heres the story:
There is this young man, he walks into the tallest building in his
city, and goes to the express elevator, he avoids eye contact
with everyone, stands alone the back corner of the elevator
silently. Then when almost everyone else was off the elevator a
young women steps in the elevator, she smiles at the man, and
says hi. She notices he seems to be shy so she speaks again,
and comments on his lovely tie. Just then the man breaks down
and explains his situation.


179
He has been depressed, and came to this building to go to the
roof and jump off; however before he left his house he said a
prayer and promised if just one person would pay him a
compliment he would not jump off the roof; or something along
those lines.
The story when I first heard it brought tears to my eyes, then
time after time, city to city, more and more people telling of
how it happened to them, or their uncle, or aunt, I began to
realize this might not even be a true story. It is a famous story,
and it CLEARLY illustrates a point we all need to understand,
there are people in your every day lives that need your helping
hand by offering a kind word and just maybe your opportunity
is the thing they need to save them.
The man I told you about earlier who made $250,000.00 in one
month, 18 months after he started in his MLM, he would not
have even made it on the list with the system I am talking
about.
Here is what his profile looked like:
BROKE as in NO MONEY he had to borrow the money
to get started, which is something I teach all my clients, if
someone wants your product or service bad enough they
will find a way.
SINGLE, not even a PET!
Not living near his family and siblings
Lives in an apartment and about to get kicked out
His car got repossessed
On the verge of bankruptcy


180
Was not a member of local social groups
Did not know many people in the city he was living
He had something you do not find on all the lists of the
prospecting systems. He had the DRIVE, DETERMINATION,
and the DREAM. D
3
and he had a very small support group.
It is a great idea to know all about your team, and your potential
team members, however the three things you are looking for
initially are these three things, D
3
. Husbands and wives argue
and split up, teenagers rebel and parents get frustrated, single
people are always looking for a partner and could use your
organization as the latest dating scene, houses can be lost, cars
can be stolen, bank accounts can be drained, credit score can be
trashed, it can all happen in a blink of an eye. The human spirit
that will not succumb to the pressure is worth far more than any
amount of gold and you cannot judge that by some lame list.

Building Your Business
A ship in a safe harbor is safe, but that is not what a ship is
built for. ~William Shedd
Understanding the dynamics of building a successful Network
Marketing Business can be a bit overwhelming at first, so I am
going to give you the basics and show you how to build on that
foundation.
Before we jump into this topic head first I want to clarify a few
things, this is not the end-all-be-all final word on building your
business, there are many good ideas floating around, there are
some great concepts your sponsor has to offer, what you are
about to read is the basic foundational building concepts that
will get you going in the right direction, experience, education


181
and your mentors will assist you in adding to this foundational
knowledge as you grow your business.
To help me explain this point better there is a metaphor I like to
use when coaching my clients. I cannot remember when or
where I first heard the metaphor; however Dr. Donald Moine
included the metaphor in his book Unlimited Selling Power, it
is a great metaphor and it accurately drives my point home.
One of the first things you
should understand about
building your Network
Marketing business, its a lot
like building a tall
skyscraper. The very first
thing you need to do is build
a solid and deep foundation,
keeping in mind the taller
your building the deeper you
need to make your
foundation.
The foundation is the key to
your building, if your
foundation is not deep
enough or strong enough
sooner or later your building
will come crashing down
and you will have to start all
over again.
Building your foundation is
the most time consuming,
and dirtiest work you will
ever do while building your
business. One day the


182
foundation will be covered by the building you are
constructing, people may not even notice your foundation when
they pass by. However your building cannot be built without
the foundation, there is no shortcut to this process.
Of course you want your business to stand the test of time, the
winds of change, the storms of progress and the quakes of
criticism, therefore a solid and firm foundation is an essential
element to your building plans.
When building the foundation to your new Network Marketing
Business you will want to pick your key partners carefully,
making sure you are working with people that have the
dedication and commitment to building their business also.
The first part of building your Network Marketing Business is
laying the foundation, this is going to be the hardest and most
time consuming work part of building your business. One day
you may even forget about how hard you had to work to build a
solid foundation, and one day people may not even notice how
hard you worked in the beginning. However your business will
continue to grow bigger and stronger on your solid foundation.
You can be proud of the work you did.
Finding the Right team Players is KEY
Your foundation starts with the right team players. You want to
recruit everyone you can, however you also want to keep your
eye out for key players and key team members. Some people
will want to be team members and some will not, some people
will want to be apart of the bigger picture and join you in
building your vision, and combine their vision with yours to
make it bigger, and some people will not. The first key in
knowing who you want on your leadership team, is knowing
who wants to be there and who doesnt. Let people exclude
themselves, and tell you what they want, Network Marketing is


183
not a business of forcing others to bow to your will and your
goals and dreams, it is about people working together to
achiever their dreams.
The next step is to build your organization wide and deep, just
like the foundation to your skyscraper. Building your
organization wide and deep will also aid you in building an
organization that will have people standing in line begging to
be apart of your organization.
When I say you should build your organization wide and deep,
its important to understand what I mean by wide and deep.
When I say wide I am not talking about 20 or 30 or 40 people
wide initially. What is important is that you find at least 5
people front line to you, 5 people that are willing to build the
business with goals, dreams and aspirations for building a large
organization. And then you work with those people to build
their organizations 5 wide and deep from there. If you do this
correctly, this approach will keep you very busy in your
business.
To give you an idea of this concept from my own experience, I
was working as a consultant with a young start up MLM
prepaid long distance cards. The owner brought me on board to
revive his failing company. The day I started there were only 5
active representatives in the whole company after 2 years of
struggle and trial and error for the current owner and his
downline.
The first thing I did was hold regularly scheduled weekly
meetings. I started out with the only 5 reps in the company, the
owner, his wife and three others. The first meeting was small,
about 7 people showed up. I outlined the plan of action and
developed the companys presentation flip chart.


184
It caught on, the spark was ignited into a small flame. The
owner was not convinced, he thought everything was going
good, but wasnt sure if the concept would hold up. The next
meeting had over 40 people, and everyone who was not already
a representative at the meeting signed up that night. I found I
was doing several 3 way calls, and group conference calls
almost daily, and local meetings almost 5 nights a week.
I worked with a key group of five people, grew their businesses,
worked at a frantic pace. Then found five more and duplicated
that process. I was on the phone as early as 5am with the east
coast and as late as 2 am with a group of people in Hawaii,
doing group presentations and trainings over the phone. Back
then we did not use the internet for more than emailing. I
Produced a few presentation videos, and a couple live training
videos, and the reps used them to recruit and train. They
focused on the concept of front line five, and taught that to their
new representatives, and duplicating the process, and
reproducing the results, by the time my contract was up there
were over 16,000 people in that small company, soon there after
the owner sold it to another company and walked away from it
all.
Not everyone is going to work this business the same way as
you are, its important to make sure you work with your teams
building your depth right along side them, teaching them, and
showing them by example how to build their organization. This
way you have people working when you are sleeping, resting,
on vacation and doing whatever it is you want to do.
Tongues Wagging
Your organization will grow of that there is no doubt. This is a
word of mouth business, and believe me the word will spread
fast of how you are building your organization and how people


185
working with you are making money and growing their
business and others will want to join you and your organization.
You are going to ask about lead programs, and I will tell you
the same thing I tell my clients, you dont need lead programs.
I know there are many people out there who use them and
swear by them, and many others who are making money on
selling you leads, and these people may get mad at me for
telling you this. However, I just dont think it is worth your
time and your money to buy leads, you are not the only one
buying those leads, and you are not the only one getting those
leads. When you do get the leads, you are in competition with
others for that same customer or new representative. No thank
you, I would prefer you work with an exclusive clientele who is
looking for you.
A New Restaurant in Your Area, When, Where,
How?
Think about it this way, you hear of a new restaurant in your
area, people are talking about it everywhere you go, you even
hear people making reservations on their cell phones while
waiting for the elevator. Curiosity starts to get the best of you
and you ask about this restaurant, where is it, what is the name,
how come you never heard of it. You stop by just to see what
the commotion is all about.
The place is packed full of people. You are now thinking it
might be a good idea to give this place a try, so you call to
make a reservation. When you arrive for your reservation, you
are greeted promptly and taken to your table. You get the menu
make your selection and place your order. The meal arrives and
you enjoy a very delicious meal, in a great environment.
How any times will you go back there? How many other
people will you tell about this restaurant?


186
What if the experience was a little different? What if instead of
hearing about it from friends and other people, what if the
restaurant sent you tons of mailers and emails, advertising
about how great they are and how much people love their food
and how they have a 2 week waiting list just to get in the door
so you better hurry to make your reservation ASAP! Then
when you call for your reservation, the person on the other end
of the phone, starts in about how youre missing out if you have
never been there before now, and how great they are, and how
great the food and service is, and how great the atmosphere is,
and on and on.
When you arrive at the restaurant, you are greeted promptly by
three staff members, who are well dressed, the women are
wearing tight skirts and low cut tops, the men are wearing tight
pants and a buttoned down shirt, while escorting you to your
table they take turns telling you how great everything is, and
how much you are going love this place, they even introduce
you to some of the patrons eating and ask them for on the spot
testimonials.
What would you think then? Maybe now you are viewing the
restaurant a little differently?
This is how most people aggressively attack the leads they get
from a lead company, they are thinking in the back of their
mind, I only have a few minutes with this person I need to tell
them how great I am as often as I can to convince them to join
me. The second thought in the back of their mind is how much
each lead is costing them. Sponsors of programs that provide
leads for a fee are constantly reminding their representatives
how the cost of leads is normal and is natural cost of doing
business.
Sponsors of programs like these have to train their
representatives how to over come the objection regarding the


187
cost of the leads time and time again, over and over.
Additionally, the sponsors also have to constantly be training
and retraining their representatives how not to appear so
desperate, and aggressive when dealing with the prospects
brought in by a lead generating source. These sponsors have to
spend valuable time teaching their representatives how to
position themselves so they dont come across as pushy or too
aggressive.
They compensate by making the prospect think they have to
qualify for the position, as if this were some sort of job
interview. The representatives position themselves as the hiring
authority and they are detached from the new prospect as if the
prospect doesnt deserve to be acknowledged yet, they have to
wait till the whole process is done. The psychological aspects
of this method are overwhelming, so you can imagine how long
it will take to train, and work through all the bugs. Will a
system like that work? It does work for some, Brad Hagar has
found a way to make it work, I have not heard of anyone else
who has perfected this approach as well as he has.
My personal opinion is, I dont think its as
good as word of mouth, I could be wrong. I am
more for word of mouth marketing, creating your
own success virus. My newest book soon to be
released called The Success Virus will be out
soon. In one of the chapters, I cover in detail the
psychology behind such programs why and how
they work, and who they work best for. For now
just understand the pitfalls of a lead generating
program, then you be the best judge for you and
your situation.
Create a business that people want to join and be
apart of, a business built on the reputation of success and
building successful organizations.


188
Youre wondering if this will really work; the best way to know
is to try it for yourself, dont take my word for it just give it a
try.
Once you get your front line five sponsored up and running and
deep, you will begin to experience larger over ride checks, and
you and your reps will be promoted. In Network Marketing
promotions especially to the higher leadership levels are based
on over all group production and others below you in your
group getting promoted as well. When you create successes in
your organization, you become successful.
Ups and Downs, Highs and Lows
In your Network Marketing Business like any other aspect of
your life you will have ups and downs, highs and lows. At
times your emotions will get the better of you if you are not
careful, there will be peaks and valleys filled with emotional
tension in this business.
The tension will come from many sources, however the biggest
source of this tension can actually come from some members of
your organization. Sometimes the person you thought would
totally rocket to stardom and launch you into the stratosphere of
your pay plan, does nothing after signing up. There will be
moments when you think to yourself why did you get into this
business in the first place, that is when you reach for your goals
organizer and remind yourself why you got into this business in
the first place.
The secret to making it, the secret to your success is in your
frame of mind. State management is key to your staying
positive and excited even when all else seems to be falling
down around you. Remember your attitude is not invisible,
your attitude shows in every thing you do, and will affect your
recruiting efforts.


189
Your attitude and maintaining a positive attitude no matter what
else is going on around you is a major key to success. Youve
no doubt heard it said, Never let them see you sweat, that is
true in any business, especially in Network Marketing, this is a
business of relationships, a business built on word of mouth.
You have the reputation of always being negative or having a
bad attitude the word will spread like wild fire through your
organization. You will want to immediately begin to train your
attitude, your personality, your outlook on life to be positive at
all times. Is it easy? I will be the first to tell you it is not easy
all the time, however once you have the habit of being positive
and up beat it gets easier.
Think of yourself as an attitude adjuster, your job is to adjust
peoples attitudes, bring them up when they are down, make
them feel good when you are around, be quick with a smile, be
there with encouraging words, and lift them up with your
unwavering positive attitude.
You Too Can Be A Millionaire
Youve no doubt heard this before, and this can also be another
source of your ups and downs. Not everyone will become a
millionaire in this business, although everyone does have the
opportunity to do so. I heard someone once in a seminar talk
about the opportunity to become a millionaire in Network
Marketing as a pie in the sky pipe dream. I was some what
shocked at that.
This speaker went on to talk about how professional sports are a
prime example of this. He went on to make the comparison
with Network Marketing and how not every school yard ball
player has a chance to become a millionaire playing their sport
of choice, less than 1% of those players will ever make it to
play in college, and less than 1% of the college players will


190
ever make it to the professional level and 80% of the
professional players are not playing with million dollar salaries.
I was listening and watching the audience, you could almost tell
the exact moment peoples dreams vanished. Spouses in the
audience nudging their partner, See I told you so, youll never
make more than $250.00 in this stupid business.
If you are reading these words and thinking to yourself those
people who are losing their dreams because of something
someone said on stage at a Network Marketing seminar, then
those people are weak. If this is you then you are wrong, those
people are not weak, they are not fickle, they are people with
feelings and emotions, hope, dreams and with fragile egos and
beliefs, people just like you.
This is why I instruct all my clients to stay clear of negative
people, and why you should have your downline do the same.
For me if this man is on the stage talking this crap it is easy for
me to spot it and discard it, this is my life I am a Success
Coach, I deal with the negative side of life everyday and I am
trained to effectively deal with it. I have a powerful group of
mentors and friends that help me to stay focused and on track.
Most of the people in the audience are not that fortunate, they
have to listen to a version of how stupid they are for joining this
company at least 1,000 times a day, their positive little voice
inside their head is drowning in a sea of negativity, and in some
cases this convincing argument from the front of the room was
the last nail in their coffin.
This man was very convincing from the front of the room on
the stage he had what seemed to be good information to back
up his claims. However his information was sifted and twisted
to make his point.


191
Setting The Record Straight
First off, yes it might be true the number of athletes that make it
into professional sports and the number of players that actually
earn over a million dollars playing. However in Network
Marketing the number of people becoming a millionaire is
almost a tightly held secret. The F.T.C and the S.E.C. wants to
keep that a secret, so no one in the MLM industry is allowed to
disclose their incomes to possible recruits. They can no longer
show you copies of their checks, and use that to entice you to
join.
The Professional athlete is a rare individual indeed, theyre in
top physical condition, they are usually not even at the peak of
their game they are still evolving and growing into the player
they will become. Not all of them are at this level, just the best
of the best, for the other members of the team, they may have
peaked while they were in college and now they are on the
downward spiral to retirement. And by the time most athletes
are 35 they are retired.
Look at Network Marketing in contrast, you dont have to be at
the peak of your game to play, as a matter of fact you can be at
the bottom of your game and still play and succeed. You can
actually be the worst player and still make it to the top 20 of
your pay plan if you happen to have found the right team
players, and you dont have to be the one to find them, someone
somewhere in your organization could have found them.
Network Marketing Millionaire
Lets look at this mystery of being a millionaire, what is a
network marketing millionaire? Can you totally retire today if
you are a millionaire? Yes, however it might not be the most
comfortable retirement, if you are just living off the interest of
your million dollars. Most millionaires in Network Marketing


192
are living a comfortable lifestyle, not like a king, but
comfortable. They have a nice 5,000 square foot home usually
with a pool, they have a nice car, and they can afford to travel
and do some things they could not do before. Not to bad right?
Here is what the average millionaire looks like in Network
Marketing. They will make $10,000.00 to $25,000.00 a month
on average, they will save their money and live on a smaller
portion of it thanks to their diligent sponsor, who worked with
them on the pitfalls of earning a substantial income. If their
sponsor is really doing his job well he will also have them read
The Richest Man in Babylon by George S. Clason.
Think about it, if you were earning $25,000.00 a month, if you
were to average that out you would have earned one million
dollars in just over 3 years, you would be a millionaire. This is
the average millionaire today. They live in a $700,000.00
home, drive a Lexus, Porsche, Mercedes, or BMW SUV. They
live in an upper middle class neighborhood, take their kids to
soccer games on the weekends, and are involved in PTA,
church activities and coaching little league. That is the average
millionaire in Network Marketing.
Then you have the flashy millionaire, earning on average
$25,000.00 dollars a month, no longer takes advice from their
sponsors, lives in a mansion they can barely afford, always on
vacations to exotic locations, driving a Ferrari Mondial, or
Porsche Boxter showing off their money. They will sooner or
later do one of two things, 1. they will vanish when their
money and their downline vanish. Or 2. they will come around
to their senses and stop wasting their money and time.
Are their exceptions to this rule? You betcha there are
exceptions, just like any other rule there are always going to be
exceptions. One of those exceptions would be none other than
Randy Gage, the man loves his Vipers, and other fast flashy


193
cars, and he is one of the all time top earners in this industry.
He will also be the first to tell you, that yes if you live the
flashy lifestyle it could crash down around you. He was one of
the smart ones, he learned from his hard-knock lessons and got
serious about his business and look at him today, a monumental
success in this industry.
Ups and Downs Highs and Lows A New View
Will all your lifes problems fade away and drift off into the
sunset when you are successful in your company? The answer
is no they will not just magically fade away, however you will
have more financial resources and options as well as a great
support team to help you get through to hard times, and to help
you celebrate the good times and many successes along the
way.
Many things can get in the way of your success and happiness
only if you let it. Make a resolve to never give up on yourself
and your dreams. Your dream is yours for a reason, and
belongs only to you, it is unique to you, no one else has your
exact dream or vision of how you want your life to be. It is up
to you to make it happen, and with Network Marketing you can
have a whole lot of help along the way.


194

Many things can get in the way of your success and happiness
only if you let it. Make a resolve to never give up on yourself
and your dreams. Your dream is yours for a reason, and
belongs only to you, it is unique to you, no one else has your
exact dream or vision of how you want your life to be. It is up
to you to make it happen, and with Network Marketing you can
have a whole lot of help along the way.

This Can Be Yours


195
1

One way you can let people know about your
podcast is through www.myspace.com using
their blog feature and bulletin features. Also
with myspace you can set up a music profile
and upload your MP3 there and your viewers
can hear your recording right from your profile
Once your account has been set up, now you
can upload your new recording. Once the
recording is uploaded you can share it via
email, or URL, as well as hosting the
recording for your podcast.
Go to www.snips.com and set up your free
account to store your new recording, you can
also store files, pictures and video.
Ready to create your audio file, open
Audacity hook up your microphone and begin
your recording. Remember when you are
done to save it as MP3 also.
Download Audacity and install it on your
computer. You will also need to download
Lame software as well. Once that is
installed you are ready to create your first
audio file.
First go to www.audacity.sourceforge.net
locate the audacity download file.
Podc ast i ng 101
Share Your Message
With The World.
Get your message out for free
using the internet.

Free Podcasts in 5 Steps:
1. Create your audio file
2. Upload your audio file
3. Create your notes
4. Publish your RSS feed
5. Tell everyone you know

5 Free Tools
1. www.blogger.com
2. www.audacity.sourceforge.net
3. www.esnips.com
4. http://creativecommons.org/audi
o/publish-internetarchive
5. www.feedburner.com

More resources:
www.dopplerradio.net
www.ipodder.org
www.feedvalidator.org
www.myspace.com

And once again I cannot emphasis enough
the use of myspace. I think myspace is still in
its infancy as far as applications and uses,
you can use myspace to broadcast your
message literally to hundreds of millions of
people if you have the right connections.
You can also use www.dopplerradio.net you
can use many different sites to load your
feed, these are just two I recommend.
Once there enter in your Atom feed address
from your Blogger site, and click on I am a
podcaster Click next and add some account
detail.
Go to settings-site feed tab and find your
feed address. This feed now needs to be
converted to RSS feed, thats where
www.feedburner.com comes in handy
Make sure you set the show links field in
settings-formatting you want your links to
your podcast to show on your blog site. Go
to settings, formatting sub-tab, scroll down to
show link field, and click on yes and save
settings.
Create your notes on your blog site, at
http://blogger.com once your site it set up you
chose a template enter your notes for your
podcast.
How to Create A Blog with Blogger.Com
By Helen Mongan-Rallis. Last updated: October 28, 2006
1. Link to the blogger.com/start website
2. Click on the orange arrow that says "create your blog now."
3. On the "create an account" screen that opens, enter in the information required, namely:
1. Choose a user name. If you prefer people not to know who you actually are, then choose
a fictitious name. e.g. 2tech4me
2. Enter password (it's a good idea to write this down somewhere safe -- or email it to
yourself and then save the email so you can refer to it later if you forget it). You have to
retype the password in the second box.
3. Enter display name
4. Your email address (needs to be a real one. I use my UMD email and have never
received junk mail from blogger or anyone else as a result of creating my blog account)
5. Accept the terms (it is safe to do and won't generate junk mail).
4. Click on the next arrow and go to the "name your blog" screen:
1. Enter title: This is the title that will appear at the top of your blog page and will also be
the default name that will appear in users' browsers when they bookmark/add to
favorites you blog, so choose something that will give readers a clear idea of what your
blog is about
2. Blog address: pick something that you'll remember easily and that is easy to type. e.g. I
called mine "2techie4me" -- so this means the address (URL) of my blog is
"http://2techie4me.blogspot.com/"
3. Word verification: type the letters that appear as a graphic above the verification box.
This is there to ensure that the blog is being created by a person and not automatically
being generated by a computer.
5. Next screen: Choose template. Scroll through the selections and click on the little radio button
next to the name of the template that you choose. e.g. I chose the snapshot template. Note: you
can change the template later if you decide you don't like the one you have selected, so don't
spend too much time at this point worrying what will look best!
6. Click continue -->you will be told that your blog is being created. Once it is ready, you will be
taken to a screen that says, "your blog has just been created!" and directs you to click on the
orange arrow to start posting. Do so.
7. A window will appear that looks much like a word processing window. Start typing, and use the
formatting bar at the top to help you format your entry. e.g. You can change font size, type of
font, color, justification, create links and so on. Experiment with these to see what they do.
[Note: If you are a Mac user, do NOT use Safari as your browser when working on your blog, as
most of the editing tools in Blogger do not work within Safari. It is better to use Firefox or
Mozilla].
8. Once you have posted an entry, a screen will appear telling you that you have posted
successfully. To see the results, click on the link to "view blog."
9. To get back to your blog so that you can add a new entry or edit the existing blog, click on the
little orange "B" next to the word "Blogger" at top left of your browser window. If you are
already logged in, this will take you to your blog Dashboard. If you aren't logged in, then you
will first need to log in (using the user name and password that you set up when you created your
blog -- that's why it's important to write down what these are when you first create your blog).
10. From the dashboard you can:
o create a new post (a new blog entry): click on the green plus sign
o change your blog settings (don't worry about this now, but do explore later)
o edit your existing posts: to do this, click on the blog name link (blue, underlined name
of your blog) -->this takes you to a screen that gives you the option of creating a new
post or editing your entries. To edit entry, click on the blue button next to the entry. This
opens the blog in editing mode, and you can go ahead and edit
o to post blog once you are done editing, click on the orange "publish post" button (which
takes you to "published successfully" window, and from there, click to view blog).
Posting a photo or other image on your blog
1. When you are in the compose window to create a blog, you will see a little
picture/icon that looks like a mountain on the tool bar (right next to the spell check
icon). Click on that
2. This opens a box that gives you a choice to add an image from your computer or an
image from the web. The easiest is from your computer. So click on the button that
says "browse."
3. Navigate to where you have a picture saved on your computer and select it.
4. Back in the upload image window, select the layout (if you want the picture to be
left, center, or right, or none). I like the option of having the text wrap around the
picture as it reduces scrolling -- but this is a personal choice -- no "right" way!. Also
select if you want the image to be small, medium or large. My advice: go small or
medium, but avoid large as it makes the blog take too long to load.
5. Click the blue upload button. It will take a little while for it to load, but that should do
it! (you may need to refresh the page for you to see that the image has been
uploaded).
Signing in once you have your blog set up
When you want to blog again on another day, just go to blogger.com --> at the top of the
page that opens, you will see "already have an account? Sign in." Click on that, and log in,
using your username and password (that you created in step 3 above).
Posting comments on other people's blogs
To post a comment on a blog:
1. Once you are on a person's blog, click on the "comment" link that usually appears
below their blog entry.
2. This will open a comment in the box. It's useful to click on the link next to this that
says, "show original post" as it enables you to see what the person wrote in their
blog as you are composing your comment on this.
3. Click in the comment box and type your comments.
4. Enter your blogger.com user name and password below the comment box, and then
click on the blue "login and publish" button (Reason: In order to post a comment on
a blogger.com blog, you need to have your own blogger account). If you are already
logged in, then all you need to do is click on the "login and publish" button.
"How to" Guideline series is coordinated by Helen Mongan-Rallis of the Education Department at
the University of Minnesota Duluth. If you have any questions, comments, or suggestions to improve
these guidelines please e-mail hrallis@d.umn.edu.
PSP so much more than just
gaming.

RESOURCES:
www.us.plastation.com
www.sony.com
www.psphome.com
Wikipedia
Homebrew

The PSP system is the first truly
integrated portable entertainment
system designed to handle multiple
applications music, video, photo,
internet, and wireless connectivity,
with games as its key feature. The
PSP system features an
unmatched library of entertainment
content, combining more than 135
games and more than 430 feature
films, TV programs, and videos on
UMD from major studios and
record labels, as well as
downloadable content from the
internet.
How to Copy a DVD onto your Sony PSP
How does the Sony PSP find Wireless
wifi Networks?
Download photos and music to Sony
PSP (Windows)
Download photos to Sony PSP (Mac)
C/Net Ebook Converter
Hacking the PSP

Everything Guide to the Sony
PSP
1. Find a wireless access point. If you have wireless internet access at home, that's
perfect. If not, an internet cafe is a good alternative, or maybe your school or office
has wireless you can use. Find out if you need a password to use the access point; if
so, find out what the password is. If you plan to web surf for while, settle down in a
comfy chair.
2. Insert a Memory Stick. If you want to save any bookmarks while you're online,
you'll need to have a Memory Stick to save them on. The same goes for any content
you might want to download.
3. Turn on your PSP. Okay, I probably didn't need to tell you that, but sometimes it's
good to point out the obvious. If you don't want to have to quit out of a game or
movie, make sure there isn't a UMD in the drive.
4. Turn on the WLAN switch. You'll find this on the left side of the PSP, just above
the Memory Stick slot.
5. Set up the Network Settings. You'll find these under the "Settings" menu, right at
the bottom of the list. Choose "Infrastructure Mode" and follow the instructions.
Here's where you might need a password (see step 1).
6. Open the Browser. Select "Network" from the home menu (it's the one farthest to the
right). Scroll down and select "Internet Browser" (the icon has www on it). The PSP
will connect and the browser will open (there will be a slight delay as this happens).
7. Go to the Address Bar. If you don't see an address bar at the top of the browser,
press the triangle button and it will appear. Navigate to the address bar using the up
button on the d-pad. The address bar will light up.
8. Decide where to go. If you don't know where to start surfing, Google is always a
good place to begin. Or you can come here and access the list of PSP-optimized
websites.
9. Enter a URL. When you've got the address bar highlighted, press the X button and
the onscreen keyboard will light up. Navigate the keyboard with the arrow keys and
use the X button to select letters. There's a backspace key in case you make a mistake.
When you're done, select "Enter" and the browser will return and load the page.
10. Browse away. Browsing works just like it does on a computer, except the controls are
a bit different. Navigate using the d-pad, and follow links or enter text using the X
button (the cursor becomes a hand when there's a link, and a pencil where you can
enter text).
11. Close the browser. When you're done, press the circle button to close the browser.
The PSP will automatically disconnect from the internet when you return to the home
menu.

Surfing the Web on your PSP
Here's How:
iPod Video

RESOURCES:
DVD Converters
Convert DVD to iPod
RiverPast
Anders.com
Macworld
Shareware River

Ebook Converters
Makezine
Free iPod Book 2.0
C/Net Download
Plastic Bugs iPod Guide

$300 Million Craze
Accessories Accelerate iPod
Craze

Aside from playing music this little gem
does a whole myriad of other business
building functions.
You have your company presentation on
DVD, now you can convert it to your iPod,
and watch it when ever you have the urge
to share the company presentation.
You find yourself waiting for a client, or
anywhere else for that matter and you can
listen to the latest Audiobook or Podcast.
If you have one of the many conference
calls recorded, you can convert that to a
podcast and carry it with you everywhere
you go. You can even learn a new
language on your iPod.
You feel the need to travel light, you can
upload your calendar, and to-do list right to
your iPod, add your contacts to your iPod
and you practically have your organizer on
your iPod.
C.E.O. Folio
One of my personal favorites.
Keeps the V-iPod looking
professional and safe, when I
pull this out to let my prospect
listen to or watch a presentation
they are impressed and most
importantly 100% attentive.
This little gem commands
attention, People tend to take it
seriously when they hear it from
the V-iPod.

WARNING ADULT LANGUAGE AHEAD READ AT
YOUR OWN RISK
What you are about to read may just blow your mind, or at least
open your eyes just a bit. I have been hearing it time, and time,
and time again, as Network Marketers you are not sales people
you are ___________ -- fill in the blank. Everything from
educators, to presenters, and even on more than one occasion
demonstrators, and I am sure your particular company has a
name for what you do as well.
At the risk of offending you I am gonna give you some news,
you are sales people. Not your typical idea of what a sales
person is though, you are actually a new breed of sales
professionals, because of your superior abilities and approach;
youre actually reshaping sales forces of the future. Just the
same make no mistake about it, you are your companys sales
force.
If you are sales people then why are so many Network
Marketing trainers out there today telling you youre not a sales
person? First because they dont want to scare you away, if
most people thought they are going to become a sales person
they would run away screaming. I think that idea is ridiculous;
you are intelligent, skilled, hard working and deserving of the
truth. The fact is Network Marketing is sales, with out you and
your sales organization your parent company would cease to
exist. You and your organization are the driving force for your
company.
New Breed Of Sales Professionals
I have sat through seminar after seminar, training after training,
video after video listening to Network Marketing trainers telling
their listening audience, You are not sales people. Looking at
my watch I then begin the countdown, because I know on
average within 30 minutes of that statement is when the trainer
will begin to teach the audience their first set of sales skills.
Are these trainers wrong? I dont think so, they are just giving
the audience what they want, the audience wants to be
proficient at moving their services and products, and to improve

their incomes and reduce rejection and still not think of themselves as not being
a sales person, the speaker is just providing that illusion for the listener.
Now that Ive said that, I am reminded of The 48 Laws of Power by Robert
Greene, Law 38; Think As You Like But Behave Like Others. If you make a
show of going against the times, flaunting your unconventional ideas, and
unorthodox ways, people will think you only want attention and that you look
down upon them. They will find a way to punish you for making them feel
inferior. It is far safer to blend in and nurture the common touch. Share your
originality only with tolerant friends and those who are sure to appreciate your
uniqueness.
A quick word about The 48 Laws of Power. When I first read the book, I was in shock, and I
wanted to not believe the words I was reading, sitting in shock wondering how people can use
the tactics the author was describing. Then remembering the author writing it is my choice to
use the Laws or not, at least I can be aware of them so I can prevent others from using them on
me. Now it is one of my main books in my library, and I have learned so much from that book,
I actually reference that book alone at least once or twice a week every week since I bought it a
few years ago.
As you may have guessed by now I am going to violate the 38
th
Law of Power
and inform you that you are indeed sales people. I am in no way looking down
upon you or anyone else for that matter. As a matter of fact I admire you for
taking your future seriously enough to get involved in an opportunity to improve
yours and your familys lives, and the lives of so many others. I admire you for
stepping outside your comfort zone and doing something that might very well be
180 degrees from your normal day to day functions.

BASIC BOOTCAMP SALES TRAINING 101
Step One Prospecting/Cold Calling
Step Two - Qualifying
Step Three - Setting the Appointment
Step Four - The Initial Interview

Stories and Metaphors
Closing Scripts
As you look over that list does anything look familiar to you? It should all
look familiar to you, the big difference between sales training for the sales
professional and sales training for the Network Marketing Representative is
the unique way you approach each step.
As a Network Marketing Professional you are not going to be trying to
convince anyone of anything, in other words you will not be SELLING
anyone convincing them to join you. You are going to take on more of a
consultative approach to your sales. You will follow each step, however you
will leave it to the prospect to chose or not, you will not attempt to convince
them of anything.
I have found in my own experience that once you sell someone on the idea of
joining you, your organization and your company, you will have to sell, and
resell, and resell again, each and every time you see them. They have to be
resold by you time, and time again. If you just present the opportunity to
them and let them chose for their reasons you have a better prospect; that
does not mean they will be hard working and dedicated, it just means you do
not have to resell them.
Will your prospect have questions? You betcha, they will have a lot of
questions, your basic job is to answer those questions as best you can.
Step Five - Creating and Presenting Proposals that Sell
Step Six Trial Closing
Step Seven - Overcoming Objections
Step Eight Closing
Step Nine Follow Up
More Similarities
Leading With Questions (Socratic Method)

That does not mean if someone asks you why they should join, you launch
into a 30 minute dissertation on the finer points of Network Marketing and
proceed to Close them on joining you and your organization. You will
however use some tact and skillful sales techniques to assist them to
overcome their fears and that is all, you will not use sales skills and
techniques to CLOSE them on your company and or products.
This is the main difference between you and the average sales person, they
will use objections to close the prospect, you will not.
Another difference is in the approach, as a sales person they are always looking
for a place to Sell their product, and quite possibly to people that had no
intention of buying anything in the first place. You on the other hand will not be
doing that, you are looking for people who are looking for you and your
opportunity. Once you find each other, you will explore options together and
they will chose what they think is best for them and their family.
Will you need to learn some new skills that might be different from your normal
9 to 5 skills? The answers is, most likely yes. Even if you are currently in
sales now, you will need to learn to NOT SELL in the traditional way; you will
need to learn to take you out of the equation. If you are selling everyone on the
opportunity and they are signing up by the dozens, who will train them all, who
will work with them when you are not around, who will be there to pick up the
pieces when they realize they cannot sell like you?
Network Marketing is a non-traditional sales environment, and to succeed in
Network Marketing you have to come to grips with the fact that its a different
kind of selling, it is actually the future of selling.
Selling in the New Networking Market
The future of social marketing is here and its now, and its only going to get
bigger and stronger. In the near future people will begin to further realize they
dont have to work for the big name companies and be forced to miss soccer
games, and miss the joy of raising their children, miss out on the joys of traveling
and seeing the world on their terms. More and more people are beginning to
realize they can become small-big businesses that move millions of dollars of
products and services without having to work 60 hours a week.

Big business is scared of this transformation, they are scrambling all over
themselves trying to figure out how they are going to replace millions of
workers that have decided to engage in the future, who have decided not to take
the enslavement of the normal 9 to 5. These big companies are lobbying the
worlds governments to put a stop to it, and governments are answering these
cries by bounding the hands of the Network Marketers, not allowing them to do
in their businesses in ways that traditional businesses are allowed to do.
For example, think to yourself for a moment about the largest fast food chain in
the world, dont say it out loud or I might be sued for using their name without
permission. Here in America it is common to hear people saying if you own a
single franchise store of this chain you are guaranteed to earn $1,000,000.00 by
your second year in business. In America this is common knowledge, however
I as a Network Marketer show you my bonus check in an attempt to entice you
to join my organization I could be in trouble with the government.
Example 2: You go out and get yourself a job as a traditional sales person.
Your boss is going to introduce you to the top income earner in the company,
and show you plaques and the trips these top people take, he will show you
their offices and cars, and their bonus checks and tell you how you to can earn
that income and enjoy that lifestyle if you too want to work hard for it. Do that
in Network Marketing and you better get ready for a visit from your local
Attorney Generals office.
Example 3: You represent a nutritional company, try and make claims of how
your product can do this or that, and aid in this or that. See how long it takes
for the Attorney Generals office to come and knock on your front door.
However work for a major pharmaceutical company you can make all the
claims in the world, and hide the fact that the side affects are worse than the
initial ailment that prompted you to take the drug in the first place.
It makes me laugh every time I think of the commercial, I cant say the name of
the company or the drug however, there is a drug out there that is supposed to
help people with their social anxiety. (Social anxiety is an experience of fear,
apprehension or worry regarding social situations and being evaluated by
others.) Social anxiety is common in society today, people have been

programmed to be hypercritical of every little thing. The right shoes, the right
accessories, do you drive the right kind of car, live in the right neighborhood,
and on, and on, and on, to the point where people are taking medications and
drugs just to deal with the pressure from their peers.
Anyway, back to the pill; when you take this pill it will allow you to interact
with people without fear. Which is a good thing considering the side affects
that include, uncontrollable flatulence, uncontrollable bowels, heat flashes,
Agitation, diarrhea, nausea, abnormal ejaculation, sweating, impotence,
constipation, decreased appetite, dizziness, headaches, heart palpitation, rash,
tremors, nervousness, anxiety, confusion, blurred vision, sexual dysfunction,
chest pain.
Every time I see the commercial I laugh, imagining in my mind someone not
being scared to go out in public anymore, before the drug they were slightly
worried, and after the drug they are no longer worried, they walk up to you to
introduce themselves farting every step of the way, when they get to you the
hold out their hand that is dripping with sweat, their mouth is so dry they have
dried white residue on their lips, they without notice begin to vomit, and their
uncontrollable bowels begin to act up then they almost fall over from the
dizziness, you reach out to grab their arm to assist them and they have an
episode of abnormal ejaculation. All the while they are acting as if nothing is
happening and they are not even the slightest bit worried about your opinion of
them because they are taking medication to correct that disorder.
Yes Doctor, I want the pill that makes me poop my pants, fart uncontrollably,
throw up on my friends, ejaculate when I least expect it, and not care about
what others think about me.
Something is Definitely Different About Network Marketing
So it should be obvious to you that you are not in a normal sales environment
and because of that you will need a new twist on the old sales tactics.
Step 1 Prospecting

This is simple, start with the R.E.A.C.H. System, get your names down on
paper and keep that paper with you, maybe even in your goals organizer.
Constantly be adding to your names so you will never run out of names.
I know you are still a little curious on the leads systems you read and hear so
much about, and again I am going to tell you that is not the best way to recruit,
in my opinion. You are looking for people who are looking, not tricking them
into thinking you have a job offer for them. Lead with the lifestyle and people
will be standing in line begging to join your organization.
Step 2 Qualifying
Qualifying for you in Network Marketing is easy, simply uncover the D
3

determine if your prospect has what it takes to go to the next level The Dream,
Desire, Determination there are variations on this concept, as long as you
remember the three Ds you are doing well.
Notice I did not include sales ability, or owning a house or having money or
credit cards, or even if they have a car. NOPE NOT ONCE! Simple determine
if they have the three Ds that is all.
One more step to qualifying, some people disagree with this step, and I respect
that, however I think it is important I will share it with you and you decide for
yourself if you want to include it or not.
The next step to qualifying is to determine if they are opposed to Network
Marketing, if they have some fear or resentment up front. For me I dont like it
when someone tells me they want my opinion on something, and they invite me
over to their house and we have a great dinner and then out comes the flip chart.
They did not have to trick me to get me there, and I know from experience they
are not looking for my opinion, they are hoping that I will see the presentation
and sign up. There is no reason to lie to me, and if I did not have a phobia of
opinion gathering dinners I just might have one now. For me I want to know up
front if they are opposed to Network Marketing before I take another step.
Can I overcome this opposition? Yes of course I can and so can you, but if we
have to do it once, we will have to do it again, and again, and again. Your

prospect has to bring their drive for success to the opportunity meeting, I cant
install that for them, I can uncover it, but not install it.
Step 3 - Setting the Appointment
This is very similar to traditional sales, you will set the appointment with as
little opportunity for stalling and avoidance as possible. However on the flip
side of that coin, this will also vary from traditional sales in that you are not
going to force the issue, your job is not to sell the appointment. You will
simply state when you are available, giving them three times to choose from. If
they dont set the appointment you are not some kind of failure and should be
locked away in some remote dungeon somewhere hidden from society. They
simply did not make an appointment, no big deal. NEXT!
Step 4 - The Initial Interview
This step is simple, just fact finding, you are letting them hear for the first time
about your company and opportunity. This is not going to be the in depth
business look, just a mere over view of your company, products and
opportunity. If they like what they hear and see at this point they will then
advance themselves to the next level. Again remember it is not your job to sell
them on the company, products or opportunity, they will advance themselves, if
they like it and it works for them they will go to the next step, if not the process
for them is over, at least for now.
Step 5 - Presenting Your Opportunity
In traditional selling this is where the Big Guns come out. The traditional
sales representative is in the arena to do battle with the prospect, and the one
who loses is the one who signs on the dotted line.
Not the case in Network Marketing, if your prospect decides this is for them
and they sign up, it is a win-win-win situation, for you the company and the
prospect. This step of the process you will introduce your prospect to the full
opportunity with the help of your upline. When the presentation is done your
prospect will either sign up or walk out, it is that simple.

People always place a tremendous amount of pressure on themselves on
whether or not the prospect signs up. Sponsors want to look good to their
downline so it is a matter of a bruised ego if the prospect does not sign up, and
because the ego gets in the way people begin to make sure everyone at the
meeting signs up. Is it possible to have everyone who is not currently involved
with the company sing up at one meeting? I have seen it done, so I know it is
possible, however will everyone work the business? The answer is no.
At this stage of the game keep in mind your prospect is still evaluating you,
your company, products, services and your upline, if at any time they are
thinking to themselves there is no way they can do what you or they are doing,
youve lost them.
I cannot tell you how many times I have coached for a Network Marketing
company and had the top recruiters trying to prove how good they are at
recruiting by attempting to recruit me. Or even at a company overview I am
giving to representatives and their guests, to watch the upline sponsors
bouncing from seat to seat, signing up people left and right, and when someone
doesnt sign up they say those people are too dumb to get it, so just let them go.
Dont sit there and gasp like youve never heard that before. I have done
literally hundreds of these meetings and I hear it all the time. I almost want to
scream while pulling my hair out by the roots when I see that happening. These
are the same sponsors telling their organizations to come to my training and
they themselves do not show up and then leading by example teaching their
downline what NOT to do.
Step 6 Trial Closing
Trial closing is no big deal, it is simply asking if they are keeping up,
understanding what you are presenting and if they can see themselves doing
this. That is about it.
One of the best closes I have seen with Network Marketing is simply the three
categories close.
Usually people seeing this opportunity see themselves in one of three
categories:

1. They see themselves as a customer.
2. They can see themselves getting started ASAP.
3. They are not interested.
This is as complicated as you need to be when closing your presentation, it is
just that simple. They will or they wont. Resist the urge to persuade them to
get involved.
Step 7 - Overcoming Objections
This is another topic people get all excited about, I have seen audiences rise to
their feet in a standing ovation for a speaker that can rattle off 5 or 6 rebuttals to
objections. It definitely gets the crowds off their seats with excitement.
In the real life application there is little reason to have a large repertoire of
rebuttals to common objections. In this business it is not about closing your
customer, it is not about convincing them they need to buy or to become a
representative.
Someone says, I need to think about it. In traditional sales this will launch
the salesman into his standard rebuttals. He will then determine if the customer
is Auditory, Kinesthetic, or Visual, determine the buyers finger prints and
submodalities and respond accordingly. In traditional sales it is believed that
the customer wants to enjoy ownership of the product or service, however their
internal safety mechanism, the auto response of saying no even when they mean
yes, has been activated. Now it is the role of the traditional salesperson to
overcome the customers internal habit of saying no so the customer can begin to
enjoy the pleasure of ownership.
In Network Marketing your job will differ slightly from that of the traditional
salesperson in that you will not be attempting to over come this internal auto
response to say no, instead you will rely on the customers drive to overcome it.
At this point in the process your job will be to assist the prospect in uncovering
their dream, to determine if they do indeed have a dream strong enough to get
them over this hump in the process. If you determine your prospect does not
have a dream strong enough you can always give them a part in your dream,

and then determine if they have the determination and dedication to your dream
for them until they uncover their own dream.
If the customer does not have their own dream and they cant catch the crest of
the wave of your dream then it might be best to move on to the next prospect
and let this current prospect work past their issues and come around when they
are ready. Forcing them to sign up at this point and shooting down all their
objects as if you are in a shooting gallery will only be cause for resentment by
both parties later, the prospect will feel as though your forced them into it, and
you will feel the prospect let you down by not trying their best.
Step 8 Closing
Traditional sales this is where they make the majority of their money, by being
able to close the sale. They close the sale by eliminating all other options in the
mind of the buyer leaving them with one option, and that is the option of buying
their product or services. The sales person would generate pain in the mind of
the customer if they do not buy and pleasure if they do buy.
In Network Marketing you will not need to use this skill to that level. All you
need to know, especially in the beginning is the three question close described
earlier.
Or the other close could be the ever popular scale of 1 to 10 close. On a scale
of one to ten, one being you are not interested and ten being you are ready to
get started yesterday where do you see yourself today?
Step 9 Follow Up
Follow up in Network Marketing is more important than in traditional sales.
Traditional sales the salesperson typically does the follow up to accomplish two
things. First, to get referrals, and second to make sure the customer is happy
with the purchase. The follow up call is usually made 73 hours after initial
purchase, the reason for this is to insure the customer does not have buyers
remorse and wants to return the product within the first 72 hours of purchase.

Continued follow up from the traditional salesperson after the initial 72 hours
serves one main purpose for more referrals and then depending on the life cycle
of the purchase a secondary purpose the salesperson is looking for a product
reorder or they are going to follow up for the ever profitable backend sales.
With Network Marketing your primary reason for follow up is to build
relationships with your clients, prospects and representatives. This business is
built on relationships, the depth on those relationships and the length of those
relationships will help you in your business and personal life.
Keeping in mind the 6 degrees of separation, there are only 6 people max
between you and someone you wish to know. If you are building deep
meaningful relationships with people, gaining trust and friendship even if your
prospect dont sign up with you they may know someone who might know
someone who might know someone else who is looking for you, and if you are
making the most and best of your relationships these people will bring their
contacts to you.
Its not how much you know, rather who you know that makes you successful
in this business, and just about any other business.
This is just the tip of the iceberg
for the sales process, just enough
to get you off on the right path in
your Network Marketing career.
These are the basic key elements
to get you earning, learning,
growing and expanding your
mind, and business.
For more information on my
Persuasion Mastery course
please stop by my website.


Copyright 2000-2008 Scott Bridg

213
mon

Sony VAIO
Go beyond hotpots with the
lightweight and compact VAIO
VGN-TXN17P/T notebook
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VAIO TX Series
Intel Centrino Mobile
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Genuine Windows XP -
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Up to 7.5 hours of battery life
11.1" widescreen display
with XBRITE technology.
Explore the TX Series
HP iPAQ h6315 Pocket PC

HP's first cellular wireless Pocket PC,
the iPAQ h6315, is currently available
in the US from T-Mobile. The h6315 is
a Quad-Band GSM/GPRS device,
capable of operating at 850, 900, 1800
or 1900MHz, making it compatible with
wireless service providers all over the
world. In addition to GSM/GPRS, the
iPAQ 6300 Series also features
onboard Wi-Fi and Bluetooth, making it
the first Pocket PC to incorporate all
three wireless standards

200MHz TI OMAP 1510
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Onboard Secure Digital Slot
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Onboard 802.11b Wi-Fi &
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64MB RAM (55MB Free)/64MB
ROM
GSM/GPRS 800-1900MHz
1800mAh Lithium Ion Battery


214

Sony PSP

The PSP (PlayStation Portable)
system is the first truly integrated
portable entertainment system
designed to handle multiple
applications music, video, photo,
internet, and wireless connectivity, with
games as its key feature. The PSP
system features an unmatched library
of entertainment content, combining
more than 135 games and more than
430 feature films, TV programs, and
videos on UMD from major studios
and record labels, as well as
downloadable content from the
internet.

The unit measures 170 mm (6.7
inches) in length, 74 mm (2.9 inches) in
width, and 23 mm (0.9 inches) in
depth, and has a mass of 280 grams (a
weight of 0.62 lbs) including the
battery. The TFT LCD screen
measures 110 mm (4.3 in) diagonal
with a 16:9 ratio and a 480272 pixel
resolution capable of 16.77 million
colours.
Apple Ipod Video

Now up to 20,000 songs
Put your entire music library into
your pocket. Plus carry movies, TV
shows, videos, games, podcasts,
audiobooks, photos, and more.
Now quickly find the songs,
podcasts, or audiobooks you want
to hear with the new search
feature. And listen to music
seamlessly with automatic gapless
playback.
What's in the box
iPod
Earphones
USB 2.0 cable
Dock adapter
Case
Quick Start guide
Small Changes Big Results In Network Marketing


217

Why Use These Tools
I can just see it now, some of you are upset that I suggested you go
out and spend all this money on gadgets. I am not suggesting you do
that today, I am only giving you some options and some food for
thought.
Always lead with the lifestyle, and keeping up to date with
technology and what is available for you to use is apart of that
lifestyle. I always have my PSP, Ipod, Ipaq and Laptop with me just
about everywhere I go, so why not have them also making money
for me?
For instance I am at the beach playing volleyball, in between games
it could be pretty boring, its a great time to socialize with friends. I


218

can either start conversations with people here and there, or simply
hang out with my friends, which I love to do. However why not pull
out my handy-dandy PSP and pop in a game of SOCOM (my
favorite) within a few minutes the inevitable happens, people will
come over to check out the PSP and to see what game I am playing.
People who dont know me will always 100% of the time ask me
two questions, 1. How old am I, and 2. What do I do for a living.

A perfect opportunity for me to share a little information, they asked
me, I did not go up to them and start a conversation, they came to
me.
When they ask me my age and occupation the first time I just joke
with them and avoid a direct answer and let them play the PSP for a
bit while I go to my car to grab my ice chest, they are almost always
watching to see what car I go to, and they are almost speechless
when I pop the trunk on my beautiful sky blue 325i convertible
BMW. When I come back to my seat they will usually play on the
PSP for a few minutes longer and then they will ask me more
directly and intently interested in what I do for a living.
I will tell them briefly, and they always ask if I have a website and
since I am sitting close to the clubhouse that is Wifi enabled I get
online and show them briefly my website. And we run off and play
more volleyball, I usually will not talk to them for the next three to
four hours, when they come back with a few of their friends and
want to talk over dinner about what I do for a living that allows me
to look so young, act so young, have all these cool toys and drive a
sweet ride.
I like my PSP the most because I download presentations and video
and show anyone anywhere any time any thing I wish for them to
see. I want to show a video presentation of me doing a seminar for
3,000 people? I just whip out the PSP pop in the memory stick and
viola instant seminar in the palm of my hand. It is a lot different
when I tell people I do success seminars, and I show them me doing
a seminar. Here I am in my Billabong board shorts, flip-flops, and
Massimo hat, playing volleyball with my own customized volleyball
net, (which is a big deal to these guys) and I look like I am 26,
nothing about me makes sense to them and they are willing to walk
over hot coals to figure it out. Thinking to themselves, if this dude
can figure out the keys to living a successful life so can I.


219


Also equally impressive is when I have local millionaire
businessmen calling me on my HP Ipaq. Form the moment I set up
my chair and sun shade and the beach getting ready for the
weekends endless volleyball games, people are watching me. When
I make the first call on my Ipaq people want to know more about it.
They will ask me questions about the sound quality, the operating
system, and if they can make a call to see how it sounds.
More times than not, I will have people setting up their chairs to be
closer to me and some even inside my sun shade that easily fits 5
people. I will be on a court playing, and my phone will ring,
sometimes it is a friend looking for directions, and someone near by
will answer my phone, knowing I dont mind. When the game is
over and I come back they will tell me who called. I thank them for
taking the call and how much I appreciate it.
Then the big call comes, a local multi millionaire business owner
calls, and I am out on the court, someone nearby will answer my
phone and find out who it is, and I hear the voice in the distance,
Chip the calls for you, I think you better take it.
I will run over, and talk for a few minutes let the caller know I am in
the middle of a volleyball game and ask if I can call back in an hour
or two. I thank the person who answered the phone and run back to
my game.
That alone gets me dinner appointments on the spot.
I am just an average guy, I do not stand out in a crowd, if you saw
me walking in a mall you probably would not even recognize me, if
I were standing next to The Rock, Dwayne Johnson you probably
wouldnt even notice me, even though I would be obvious especially
standing next to someone like The Rock. So how can I have people
wanting to ask me to dinner and pick my brain, or have millionaires
calling me on a Saturday after noon asking for my business advice?


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I lead with the lifestyle, even in my coaching business. I am not
worried about someone walking off with my toys, in the last 5 years
I have not had one gadget stolen. I leave my laptop at the table
when I go to the counter to grab another hot coco at the local coffee
shop. I have accidentally left my Ipaq on the magazine rack at the
local book store and someone always brings it to me or to the front
desk for me.
I believe if I spend $3,000.00 on a laptop it better be able to earn 10
times that to justify the price tag. And I make sure it does, I use it a
lot, for all my businesses and my projects. I show people my
seminar excerpts and my website, my power point presentations and
the E-version my dream and goals.
On my iPod I always have at least 3 or 4 or my own Podcasts on it,
and a couple hypnosis recordings as well. People are impressed that
in almost everything I do is about success, and I take it with me
every where I go. I utilize the tools I have at my disposal and I have
fun with them as well.
I can be just about anywhere and access my website, my
presentations, my audio recordings, in a matter of seconds if I need
to. I can even be driving my convertible down a winding road along
the beach, pop in my DVD and my passenger can watch me giving a
motivational seminar in a moments notice. Or read on of my ebooks
on their own devices, including their iPod.
If I can do this for my coaching business, teach others to do this in
their Network Marketing business, there is no reason why you cant
do it as well, that is if you want to.
You dont need these tools to build your business, however it does
make your business fun. And it is a great way to get the family
involved. Think of how cool it would be if you were to interrupt
their video game so you can borrow their PSP to recruit one more
representative; giving your children a sense of helping out in the
family business, giving them a sense of accomplishment.


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This Business Can Be Fun
The opportunity to combine technology and gadgets to your business
can revolutionize the way you and your organization does business.
Technology can put the fun back into your Network Marketing
business, you will have the opportunity to speak passionately about
your business opportunity, eager to share it with your friends on
your PSP, or HP Ipaq.
According to an article published in 1999 by the DSA (Direct Sellers
Association), in the past 50 years, only 10 million people (up 50%
since 1989) have been involved in network marketing. In the United
States, some 47 million people are currently working at home.
Gen-Xers vs. baby boomers. Baby boomers have been the driving
force behind the US economy for the past 50 years. The baby
boomers have been dumping their financial resources into the stock
market driving market prices up and almost creating a frenzy in the
process. E-commerce sales hit $12 Billion by 1998, and e-
commerce sales are expected to reach $2.8 Trillion by the end of
2007. Gen-Xers out number the Baby Boomers 3 to 1, and they are
excited about working from home and not bending to the rules of
traditional business, combine that trend with Network Marketing,
technology and the Internet you have a market and a group of people
that cant wait to get started. One more thing about Gen-Xers they
are rebellious, they love to break the rules and forge new trails
blazing a path where no one has gone before, so when their parents
and family are telling them the negative remarks about this business,
they dont listen.
Trends for the future
1. The Gen-Xers out number the baby boomers 3 to 1
2. E-commerce sales hit $12 Billion by 1998, and e-commerce sales
are expected to reach $2.8 Trillion by the end of 2007.


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3. There are over 200 million adults in the US alone that have never
been involved in network marketing before.
4. Some analysts predict the PSP to sell over 71 million units by 2011,
and the gaming industry as a whole is growing by leaps and bounds,
over 41 million adults in the UK alone played games on their
portable devices in 2001, and that was predicted to triple by 2002.
What can you do with these three trends? You can use them to
create massive income for yourself as they begin to create massive
momentum for Network Marketing. You can use these trends to
assist you in building a lifestyle that most people only dream of, or
you can sit by and watch someone else do it.
Like I said you dont have to use these tools it is not mandatory, but
it is fun.


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Speaker Training Tips

Does the very thought of speaking in public have your knees
shaking, your brow beaded with sweat, and your hands soaked with
perspiration? If so, thats O.K. its normal, according to studies,
95% of the population fears speaking in public more than they fear
death.
Why do you need to speak in public, there are people in your
organization who can do that for you? You can bring your prospects
to a meeting someone else is giving and someone else will do all the
speaking right?
You are right, someone will be there to do all the speaking, and that
someone wont be you if you do not learn how to affectively speak
in public. Speaking in public is not just on stage in front of 100s of
people, speaking in public is anywhere, anytime, at just about any
place, and it is a good idea to be prepared.
Imagine you are building your organization, and your downline has
been following your advice, they are succeeding, they admire you
for the contribution you have made in their lives and their business
and they now want you to speak at their next big meeting. What
will you do? Will you come up with some story about why you
cant make it? Or maybe tell the truth, you are this master Network
Marketing expert and you have built a great organization, and signed
up many people, and the very thought of standing in front of an
audience turns your stomach and makes you wanna hurl? I dont
think so, not you, if I know you, youre the type that wants to
conquer your fears and succeed in every area of your life.
Great, now that we got that out of the way, the first thing you have
to do to be an effective public speaker is to get rid of your fear of
speaking in public. Easier said than done right? People all over the


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net are charging $45.00 and up for C.D.s, booklets and phone
consultations, and right now right here youre gonna get over this
fear. Usually my own speaking programs start at $6,500.00 for a
four day workshop, limited to 15 people max, and my one-on-one
coaching starts at $2,500.00 per hour, today right here right now you
are going to save a BUNDLE, because Im gonna share some basics
with you to get you over the primary hurdles and on your way.
If you are not afraid to speak in public read anyway, because you
know someone who is, and they may need some advice, and youre
definitely going to want to read the next few pages as well for some
pointers to get even better at speaking in public.
FEAR

What is this fear, what are you really afraid of, speaking, the very
act of talking? You do it every day, one-on-one, I bet you even talk
to more than one person at a time and have no problems with it. I
would be willing to bet it is not the speaking part that has you
worried, it is the thought of having people reject you, and your
message? The thought of people not liking your message, or
disagreeing with it, or worse yet, arguing with you about it, and
heckling you because of it.
If that describes you then think about this. When was the last time
you went to a seminar or training and the trainer was not very good?
Do you remember a time when that happened? What did you do
when you realized the speaker was not very good? What did you do
when you disagreed with the speaker? Were you the only one who
did not like the speaker? Were you the only one who didnt agree
with what the speaker was saying?


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Did anyone ever stand up and tell the speaker to shut up and get off
the stage? No? Really, no one, not even one person? Welcome to
reality, that speaker was so bad that many people in the audience
didnt like his seminar, they even thought he was wrong, and no one
stood up and heckled the speaker, or told the speaker to leave the
stage. So it is not very likely anyone will ever do that to you.
The real fear isnt the speaking part, its looking foolish, or
forgetting your speech, and thats easy enough to fix. Most speaker
trainers will tell you to first memorize your materials, study, drill,
rehearse and practice, and that is the very thing that will mess you
up the most, you think you are afraid now, just think about how
scared you will be when you forget your lines and everyone is
staring at you, waiting for you to speak. Let me tell you, that will
introduce you to a new fear in a heart beat.
I am gonna tell you first off, at the beginning level DO NOT write
your speech word for word and memorize it from the start. After
you become more accomplished and I do mean more, a lot more
accomplished, then and only then would you write out your speech.
For now, know your topic well, know your bullet points, use them to
keep you on track and focused.
Giving your companys opportunity presentation is a slightly
different situation. There are some companies that actually have
your presentation scripted word for word, and if that is the case then
yes of course it is a good idea to memorize what you need to.
However when giving a speech on your success story, how you did
it, or giving a training in front of an audience, it is a good idea to
know your topic, notice I did not say MEMORIZE your talk. Know
your topic, and use your notes, and let it flow from there.
Who Wants A Can Of Worms?
Now I touched on a subject, and opened a can of worms. I know
most sponsors will cringe at the thought of a new speaker in front of


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the room for the first time just letting it flow. Letting it flow does
not mean letting every word you have stored in your head come
rolling out at this precise moment, and tell everyone everything you
know about everything.
Letting it flow simply means, let your topic go with the flow of the
audience, I will talk more about that in a moment, for now focus on
the flow. When you are in a state of flow, things just seem to
happen naturally, without a lot of pre-thought, it just happens. Like
a conversation with some one close to you, they come over to your
house to visit and just talk about whatever. You dont walk into the
room with index cards and notes sweating bullets so afraid you
might forget what to say when asked a question. No that doesnt
happen; you are relaxed and calm and just talking, you are in a state
of flow, feeling to moment, the topic at hand, and the mood and you
adjust your responses accordingly. The same is true in front of the
room. You are talking to one person at a time in the audience, it just
so happens that you are talking to each one individually
simultaneously.
Youve been to a training or a seminar and the speaking seemed to
be talking directly to you, and they seemed natural and casual on
stage as if they were born there? They learned to do that, it was not
some magical gift bestowed upon them at birth, it is a learned
behavior. When you are speaking one-on-one with a good friend
you react and respond to their current mood or reaction to your
replies and or comments. When speaking to a large group it is pretty
much the same way, only now you have many reactions coming at
you all at once. No big deal not to worry.
If you are talking as if you are communicating to one person at a
time you can gage your responses from that one person at a time,
and you will learn to gauge quicker as you become more skilled at
this. You will make brief eye contact, smile, frown, feel joy,
excitement, all with one person at a time, and you will realize that
the audience as a whole is pretty much acting as if they are one big


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person, reacting to your statements, jokes and stories as if they are
one person as well.
If you did not catch that you better read that again. That is the
million dollar secret right there. Many a public speaker takes years
of trial and error to realize that simple fact, and they dont need to
take so long, it is written about in The Law of Success, and in Kevin
Hogans Book, The Psychology of Persuasion: How to Persuade
Others to Your Way of Thinking, in Kevins book you will find it
easily spelled out for you in Appendix B. You can use that
information to help you become a more affective speaker, better able
to connect with your audience, and move them to take action.
Now imagine, there you are on stage, youre speaking, moving right
along with your stories and metaphors and suddenly someone from
the back of the room stands and yells out something at you, just then
the audience erupts into a frenzy, they start yelling and calling you
names and hurling rocks and bottles and tomatoes at you, yelling for
you to get off the stage.
Does that scare you? It shouldnt scare you any more than talking
with your best friend, the odds of your best friend doing that to you
are greater than an audience doing that to you. You can simply raise
your arms holding your palms out level with the stage and slowly
lower your arms to your side and almost as if by magic you have
calmed the crowd with a single gesture. As you lower your arms
slowly you watch as the audience seems to become calm and relaxed
once again and take their seats. Now you are beginning to realize
the power you have from the front of the room, and you can move
on with your speech confidently and easily without fear of your
audience erupting into an angry mob again.
I know you are thinking I should be easing your fears and not
inducing more fear, right? Well you have just experienced your
worst fear and you are still here, still reading still alive and kickin so
in my opinion you are well on your way to speaking success.


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Speak With Confidence
Speaking with confidence is a frame of mind. The first rule is to be
relaxed, let the tension go, and allow the nervousness slip away and
melt into nothingness.
I hope you are starting to catch on that success and a lot of what
makes you a success is in your frame of mind.
If you show confidence from the front of the room the audience will
believe in you and be confident in you as well. To speak with
confidence here are a few guidelines to follow.
Control your emotions:
When in front of the room it is important that nothing of a
negative nature happening else where in your life is visible to
your audience from your facial expressions or from your tone of
voice. When you are in front of the room that is all there is for
that brief moment, nothing else exists.
Observe your audience:
Observe your audience even before you get on stage, notice their
mood, notice their concerns. Pay attention to what might be
going on in their part of town or their part of the country. Look
for clues as to what particular message they maybe needing.
Non-verbal communication is crucial:
When speaking it is important to make sure your non-verbal
communication is in alignment with your verbal communication,


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you want both to be delivering the same message. Just as
important is your movement on stage, no pacing back and forth,
it builds tension in the audience and when you are done speaking
the only thing they will remember is how stressful your speech
was.
Find common ground with your audience:
Finding that common thread that ties you and your audience to a
similar situation is the beginning to building a sense of rapport
with your audience. Once your audience feels they have
something in common with you they will listen more intently,
they will feel a strong sense of connection that will allow you to
connect more deeply.
Include your audience:
The audience is there with you in the same room so it only makes
sense to include them in your talk. Anchor your speech to your
audience. Take them along with you on the journey of your
speech. As you are speaking, paint them into the picture of your
stories and metaphors and take them on a journey of experiences
and education, let them feel the impact of your words deeply in
their hearts and minds.
Deliver your speech with energy:
The energy you display from the front of the room on stage is the
energy your audience will reciprocate. If your audience seems to
be distracted and or less than lively there is typically only one
place to look for the cause and that is the stage. Remember to
use energy, emotion creates motion and you want your audience
to take action after your talk. Getting a standing ovation is good,
and it strokes the ego, however in Network Marketing the key to
massive income is massive action. While you are in the front of


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the room it is a good idea to keep your energy level high to move
your audience into action after your speech.
Emotionally charge your audience:
Transfer your emotion and energy to your audience, by your
actions on stage and the stories you chose to use in your speech
you will be able to transfer your emotional conviction to your
audience. That emotional conviction will carry on long after the
excitement of your speech fades away.
Nail your speech down:
There is an old saying in the speaking industry, there are three
parts to a speech. 1. tell them what you are about to tell them. 2.
tell them 3. tell them what youve just told them. It is as silly
way at looking at public speaking, however it is close to accurate.
Nailing your speech down is about driving home your topic,
reiterating the main points almost to leave a lasting impression on
your audience.
Close your speech with passion:
The closing of your speech is a very important part of speaking in
public. When you begin to close your speech you are just about
done, already to wrap it up, it is important to leave your audience
ready to take action, immediate action. Whether it is to sign up,
or purchase your companys new starter pack, whatever the
action is, now is your time to make sure your audience takes
action, and the close is where you solidify that.
End on an emotionally high note:
Ending your speech on a high note could be a quick feel good
message or it could be intertwined with your close, however it is


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an important element in your speech. Ending on a high not will
make sure you are remembered well and the good feeling your
audience has will be anchored to you. From now on when they
see you they will immediately feel good and remember the last
time they heard you speak.

Be Well Versed in Your Topic
Speaking for your Network Marketing organization will be
considerably easier than speaking for a big fortune 100 company,
with your organization you will be well versed in your topic, and
you will already know your audience. Your topic will already be
geared towards their needs and goals.
During the course of your speech it is always a good idea to use a
little humor in your talk. Make fun of certain situation you and your
audience might have in common, make fun of yourself, however you
must know this, never ever make fun of the audience. I am not
really fond of telling prepared jokes, however if you are a good joke
teller then go ahead and tell a joke or two, however I would be
careful so as not to offend anyone. When you tell a joke it is
important to have some connection between the joke and your topic.

When you are learning to speak well in public you will probably
read a few book son the subject and maybe talk to a few people and
get some helpful advice, which is a good thing you do. However
from time to time you will come across the person that tells you how
important it is to get and keep the audiences attention.
I have to agree to a point. Getting their attention is not so hard
because you are in front of the room speaking, they are going to look
at you and listen, after all you are in front of the room. However
now that you have their attention, you must keep it. Getting their
attention is not so hard, keeping their attention is a little bit harder.


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If you follow the bulleted advice of the preceding acronym
CONFIDENCE that will help a lot, and will keep you well on track,
your speech should be a great success. However there are a few
finer points I can add to that.
Keeping the audiences attention also includes keeping as many
senses involved in your speech as possible. Keeping their individual
learning styles active and receptive to you message will go a long
way to making your speech a success. Using visual aids like flip
charts, graphs, and power point presentations can get a bit
complicated so I will not be covering that in this manual, it is
enough to know to use them sparingly in the beginning.
Youre Not A Statue so Why Act Like One
When on stage it is a good idea to move, to make use of the whole
stage, using it to allow you access to your audience. In as much as
emotion creates motions, so does motion create emotion, make the
most of your movements on stage. Everyone appreciates a speaker
with high energy, enthusiasm and excitement. Remember to keep
your movements congruent with your message, you do not want
your movements on stage to take away from your message.
Congruent use of gestures and movements on stage is a major key to
a successful presentation. Your movements on stage should have
two goals, 1. to better convey your message by being congruent
with your message, 2. to assist your audience in connecting with
you and your message.

Power of Your Words
Second to thought alone words have a tremendous power. That
power can used to be a dream builder or a dream destroyer.


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Talk all you want to, Flores says, but if you want to act powerfully,
you need to master "speech acts": language rituals that build trust
between colleagues and customers, word practices that open your
eyes to new possibilities. Speech acts are powerful because most of
the actions that people engage in -- in business, in marriage, in
parenting -- are carried out through conversation. But most people
speak without intention; they simply say whatever comes to mind.
Speak with intention, and your actions take on new purpose. Speak
with power, and you act with power. -- Fernando Flores (quote
from article excerpt written by Harriet Rubin - The Power of Words
Fast Company.com
Become a artist, let your words be your paint brush, and the world
be your canvas, the more skilled you become in the use of powerful
language, the more influential you will be. Everyday you persuade
the people around you with the words you use. Words have a
profound affect on the way you perceive your world; your words
affect your emotions, attitudes, beliefs and outcomes, your words
actually have a way of creating the world around you every day. The
words you use can make all the difference in your world. I have the
rare privilege of meeting successful people in many different
professions and one of the things I have noticed about them is they
all have the ability to use powerful language in ways that produce
strong feelings and emotions, thoughts success, and massive action
in their audience.

With your words you can cause men to rise up out of their seats and
move nations. Your words can induce passion and excitement; your
words can create a compelling vision that will call for masses to
follow. Choosing your words carefully can make peoples dreams
come alive, create visions of greatness, open doors of possibilities.

A picture might be worth a thousand words, but can you tell me
what the right word is worth? If you are a married man you might
be able to tell me with certainty what the right word is worth.
Imagine this scenario, you and your wife are getting ready for an


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even out, you are going to dinner and a movie, she comes into the
living room to show youre her outfit and asks that dreaded question,
does this outfit make me look fat? As a man we all cringe at the
thought of that question, we are damned if we say yes, and damned
if we say no. And this is not the only example of using the right
words.
How much would you pay at that very moment to use the right
words for your wife? Its almost like a credit card commercial. An
evening out with your wife:
Dinner: $75.00 Movie and snacks: $25.00
2 dozen roses $150.00
The right word at just the right time: PRICELESS.

Entertainment Factor
With todays entrepreneur more than any other time you have to
compete with the T.V. Back in the 70s there was T.V. however the
most anyone had to choose from was about 7 or 8 channels, fast
forward to today, you quickly realize you have to be more
entertaining than your prospects favorite T.V. shows n T.V. tonight,
and its not just 7 or 8 channels, you have to compete with 100 or
more.
I am not telling you to run out and enroll in acting class or start
taking an impromptu comedy class, however you should keep in
mind that now more than ever people almost demand to be
entertained. The entertainment factor in your speaking cannot be
overlooked.
What is Entertainment


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Entertainment can be as simple as a casual joke here and there, or it
can be a fascinating story told with emotion and excitement. To
entertain your audience is to keep them actively and emotionally
involved in your speech. The stories and metaphors you use as well
as the actions and tones of voice you use go a long way towards
keeping your audience entertained.
Imagine telling as exciting story to someone and while telling this
story your one of voice is monotone and you are emotionally void,
no feelings, no facial expressions, how exciting do you think that
story will be? Now imagine telling a boring story, only this time
your voice is excited using a lot of emotionally charged words and
expressions, your facial expressions are excited and animated, and
you are emotionally attached to the story conveying your emotions
at every turn in the plot. Which do you think would be more fun to
listen to, the first or the second story?
Picture yourself on stage in front of a group of people, the people
promoting the event have asked you to speak about your success in
Network Marketing. Your audience has heard these kinds of stories
many times before now, how will you make your talk a little
different, and keep the audiences attention so they dont get bored
listening to you speak?
In The Beginning There Was A Vision
One of my very first business seminar I had ever gone to was an all
day event that included many speakers for the day, I was so excited
thinking of all the things I would learn and the people I would get to
hear. I was familiar with most of the people speaking that day, I had
either read one of their books or have heard of them from other
people. I was excited to say the least, that is actually an
understatement, I could not wait to get to the meeting hall and see
my favorite authors.


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When the speakers began speaking I quickly learned this particular
day was not about learning, rather more about buying their
programs. One by one my favorite authors shot themselves in the
foot in my mind and heart. To me they had taken something very
valuable from me, my time, my time from my family, from my
business and from living life outside the walls of this meeting hall. I
know that may sound harsh but it was my feeling then and still is my
feeling today.
There I was frustrated, tired and disheartened I looked at the
schedule and saw one last speaker before the evening break, I knew
of this speaker but had not owned one of his books or ever heard
him speak, as a matter of fact I was under the impression the man
had passed on to the next life. I was shocked to see he was on the
schedule. At first I thought I would leave, the other speakers were
much younger than him and were less that thrilling. This man by
now had to be very old so I am sure he would come out in a wheel
chair and tell us all how bad the food at the nursing home is and he
wants us to buy his products so he could move back into is own
home. To say I was feeling jaded would have put mildly. In my
heart I could not handle seeing this legend attempt to steal more of
my time and further disenchant me on the magic of success.
Something in the back of my mind told me to stay and listen, and am
I ever glad I did. I sat back as the man walked out on the stage, the
crowd was standing and clapping and the man had not even begun to
speak yet. Then the crowd subsided and he said, hi my name is
Norman Vincent Peale. The crowd erupted again and I was
shocked at my own reaction, it was not his age that struck me, was
not his commanding voice, it was his presence, the power he
wielded from the front of the room. I had never seen that before and
until this day did not even know that sort-of power existed.
I sat back in awe for 90 plus as I listened, watched, and recorded in
my mind every movement, every gesture, every calculated step the
man took. I had a vision in my mind that someday that would be me


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on the stage. My life changed that day, I knew exactly what I had to
do with my time here on earth. Mr. Peale did not try to sell anyone
anything, he spoke and inspired, and lifted the hopes of the people in
the audience and gave them knowledge, profound knowledge,
knowledge that could change their lives if they used it. I know
because it changed my life.
I vowed on that day, that when I become a speaker and have to great
fortune to stand before the audience I will give all I have to assist
them to take their lives to the next level and never ask for anything
in return. If they pay to see me, and hear me I will never steel their
time from them the way the other speakers stole our time that day.
If it was not for me listening to Norman Vincent Peale on that day
about three years before he passed, I never would have become a
success trainer and I never would have become a speaker. After
hearing the other speakers, thinking in my mind this is never ever
something I want to become and if that is what speaking has in store
for me I cannot become a speaker. Mr. Peale showed me a vision
that I will never forget as long as I live. He almost seemed to be
speaking directly to me when he got down on one knee with his fist
clench out in front of him and said, You too can follow your dream
and one day you can be here on this stage where I am today, telling
your story. I left that seminar series that day with a clear vision of
what my life is supposed to be.
I want you to know that as a speaker you have that same opportunity
to motive, inspire, and move your audience, entertaining your
audience is just a small part of the bigger picture.

Audience Connection


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Youve heard it before, The whole worlds a stage and we are
merely players. We are constantly performing, no matter where
you work or where you are, even right now, you are performing,
playing the part of student, or at least studying. If someone was
watching you now and they get the impression you are drawing
comics your performance and a student would not be effective.
When you are on stage thats a performance, its very important you
remember that, whether this is your 1
st
speech or your 5,000
th
speech
your audience doesnt know. From their perspective this is your
first speech, and you need to deliver it as though it is the first one,
the fire, excitement, and energy cannot wane, if the audience feels
you are bored with your topic because you have delivered one too
many times, they too will be bored with it.
To effectively connect with your audience they need to know and
feel that you are like them, you experience the same things they do
and you are feeling those emotions now as you relate your stories
and metaphors to them.
As a speaker you are also an actor/actress, as an actor you must
adjust your tone of voice and facial expressions and energy level
according to your audiences reactions and responses. Your ability
to read your audience, in a large part will determine your level of
connection to your audience, whether that audience consists of ten
people or 10,000, it is the same process.
Building a relationship with your audience is not hard to do,
however it does take practice, and the best way to build that
relationship is to let them know you in one or more ways are just
like them. They have worries and doubts and so do you, they are
tired from the long traffic delay getting to your event and so are you.
Relate commonalities to begin that bond then build on that from
there.
Here is another acronym to help you with remembering how to
connect with your audience.


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Cover a topic that is important to your audience. This is very basic
I know, however it is important enough to drill over and over
until you get it embedded deeply into your mind.
Many speakers will stand in front of the audience and tell of a
story or incident that the audience does not care about, or has an
interest in. The audience will most likely not be interested in
your personal experiences until they have that sense of
connection to you, and the first step to that connection is to talk
about what is important and of value to them.
Offer to address a common issue and assist them to over come it.
In addition to talking about what is important to them, it is
equally important to show them a way to overcome or at least get
over the hump of a issue or topic of concern.
You do not always have to fix the issue, but at least let them see a
light at the end of the tunnel and know there is a glimmer of hope
for them to get past this issue.
Nonverbal language, what message your body conveys to your
audience is as important as the words coming out of your mouth.
Albert Mehrabian PhD. This is of course a loose generalization
however its accurate. Remember to use your body to drive your
point home, to emphasis your points and to make a lasting
impression on your audience.
Need to pay attention to your audiences feed back. While you are
speaking your audience is communicating with you, through
open dialog, as in group feed back, and also with their body
language and facial expressions. You need to be paying attention
to that feed back. Is you and your topic making them yawn? If
so you need to change your approach to be more interesting more
dynamic.


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If you are telling a worm heart felt story and your audience seems
to be drifting off to sleep, or laughing hysterically, then you need
to understand that feed back and adjust your approach. Your
audience will let you know when you are connected to them and
when you arent, when you have their attention and when they
cant wait for you to be done speaking.
Eye contact with members of the audience, is an important element
in having deeper level of rapport. When you make eye contact it
is important not to stare. Some speakers pick out certain people
in the audience in four sections of the room, they choose those
people for a couple different reasons.
1. These people are in different sections of the audience and
looking at them makes the audience think they are
communicating with them.
2. The people are also wearing something bright or different,
something about them differentiates them form the rest of the
audience, this way the speaker can spot them quickly when
scanning the audience.
Speakers do this primarily because they want the audience to
think the speaker is connecting with them. It is a TRICK, and
it rarely works. The audience will catch on soon, and the four
people the speaker keeps looking at will soon start to feel
uncomfortable.
The next reason is depending on the lighting used, typically the
lights on the stage are bright and it is difficult to see past the first
5 rows of people, the rest of the audience appears to be a giant
silhouette, so the speaker picks out the people they can see and
focuses on them.
When you are sitting in the audience the speaker could be
looking at you or several people near or around you, it is hard for


242


you to be able to tell. The vision tunnel is shaped like a V the
narrowest part of the V is closest to the stage, so when the
speaker is looking at anyone within that imaginary V everyone
in the zone will get the impression the speaker is looking at them.
It is important to make REAL eye contact and not fake it, feel
free to play with this idea joke with your audience about it.
When I am on stage sometimes I will actually shield my eyes
from the light and point someone out and look at them and or
walk off the stage so I can better see the audience. The audience
loves it when this happens, they actually get a deeper sense of
connection to the speaker.
Continuously be looking for ways to gain a deeper level of rapport
with your audience. Looking for ways to deepen this level of
connection includes stepping of the stage, joking with the
audience and even bringing and audience member up to the
stage.
When you pay attention to the audience they will let you know
how to deepen the level of rapport, through their actions and
reactions.
Another way to deepen your level of rapport is through your
stories and metaphors, if you start to tell your story; the story of
how you pulled yourself up out of the depths of despair to
become the successful business person you are today, watch your
audiences reactions, they well let you know if you are going
over the top or if you need to add more emotion.
Talk to your audience as if you were talking to a good friend one-
on-one. This coincides with the eye contact as well; however
keep in mind you have a whole room full of people, do not get so
caught up in talking to one person and making eye contact with


243


that person so long that the rest of the audience forgets you are
talking to them also.
When you tell a story remember to use emotion and body
language as if you are talking to a good friend somewhere in the
audience. Make the audience feel as though individually they are
the only ones in the room with you, just you and them. The
audience wants and needs to feel that connection while you are
speaking, when you talk to them as if they are the only one you
are talking to, your message and your metaphors will linger in
their minds and memories sometimes for years to come.
When they learn that you are coming back to town to speak they
will be the first ones in line to reserve their seats, and they will
tell everyone they know you are coming to town.

Know Your Topic

Most of the speaking you do as a Network Marketer will be in the
field of Network Marketing, and your success as a Network
Marketer, so it just stands to reason that you will know your topic.
In the beginning it is a good idea to limit the number of topics you
will speak on to just a couple or three. This way you can master
those topics, become comfortable and then add more topics to your
repertoire.
Knowing your topic doesnt mean you have to be the preeminent
authority and expert on your topic. Just know your topic enough that
you can answer questions about it, and have enough information to
talk about it for 30 to 60 minutes without running out of


244


information. In the beginning you may get lost a couple times while
speaking on your topic, maybe a question side tracked you, and now
you are slightly off base, if you know your topic well enough you
can use filler information till you get back on track. This doesnt
happen often, however there is a chance it could happen and you just
want to have a comfortable knowledge base to skirt the situation.
In Network Marketing you are typically not going to be the most
knowledgeable person in the room about how to be successful in this
business, however you are the most knowledgeable on your rise to
success, no one knows your story better than you do.
When you are asked to speak about your success you are the king of
that domain, however when you are asked to speak about the
business, find an area you feel comfortable with, research it, talk to
other leaders about it, refine and fine tune it, and then when you do
speak on that topic credit the people who helped you with it. This
will ensure you dont step on any toes and that you will get more
speaking opportunities.

Not The End Of The Story

Naturally there is much more to speaking in public than I covered in
this short section, my goal was to give you enough pertinent
information to get you off to a good start. It is my intention to give
you timely, accurate and up to date information, and not a bunch of
fluff to fill pages.
As with every section of this book, it is my intention to give you
some of the best information we have available from mine and my
co-authors experience and education. There are many books, tape
and CD courses out there you can purchase to get information about


245


this multifaceted business, it is not our intention to replace any of
those other programs, some of them are very good programs, and
books. Our focus was merely to give you some of the best
information we have, to assist you to achieve some of the same
results we have achieved and coached our representatives and clients
to achieve as well.
Everyone will have a different experience and levels of success, it is
our sincere wish that everyone achieve the success they wish to
experience for themselves. We cannot promise that you will be the
next big success in Network Marketing, we can however give you
some of the necessary tools you will need to make your journey to
the top more enjoyable and easier allowing you to get there faster
with consistency and a stable foundation to stand on when you do
arrive.
We appreciate your time in reading and applying our techniques and
experiences in your lives and your business, and wish you great
success, in your lives.


246

About the Authors
Scott Chip Bridgmon is a popular featured speaker at
sales organizations, and network marketing organizations.
He is a highly sought after peak performance and network
marketing consultant and is widely regarded as one of the
top in his field, considered by many to be the Coaches
Coach.
For more than 17 years Chip has been coaching people
from all walks of life, from students to CEOs, he as been
able to transform their limiting beliefs into empowering, transforming beliefs and
accomplishments. Chip has coached thousands to achieve their elusive breakthroughs
and unlock the door to their dreams. Chips story of rising from poverty stricken
childhood, to a self-made success story has inspired people around the world.
His compelling journey of triumph over fear, and self-doubt puts him in a unique
situation to coach others. With his unique educational background, Chip is a certified
Personal Development Consultant, certified in Hypnosis, a Master Practitioner in NLP,
and currently working towards his PhD. in philosophy and 40 plus years in the
University of Hard-Knocks qualifies him as an expert in the arena of Peak Performance
and the Science of Human Achievement. Combining his story, with the comical way
he shares it, is true testimony of his ability and the absolute power of the mind over
outside circumstances.
Chip has captivated audiences throughout his career with his unique and memorable
personal stories, and the antidotes teaching and coaching the attendees the lessons
learned from his own wealth of experiences. He has been in the trenches; he knows
what he is talking about in the direct selling, as an entrepreneur, as a manager and with
regard to Human Development and Potential. His seminars, books, and workbooks and
other learning recourses are jammed packed with content you can apply immediately in
your life and business. More than hype and shallow promises, you notice that your
interaction with Chip provides true inspiration that empowers you to take immediate
action, and then you begin to notice the only motivation becomes self-motivation. He
gives you the necessary skills you need to take action and begin achieving the success
you deserve.
Today Coaches are needed more than ever, more than a car in every driveway. It is
my belief there should be a coach in every home office, every business. In todays
competitive business environment a Business Coach is not a luxury it is a necessity.
Knowledge is becoming more important than product. The bottom line is if others are
getting coached and youre not, you are at a major disadvantage. -- Chip Bridgmon


247


248



249

Imagine yourself being coached by one of the Top Coaches in the industry. Imagine
success, and abundance in your life. Imagine you living the life of your dreams.
Open your mind and realize that time is now. There are those who dream of
success, and there are those who wake up and make it happen. Your now hold in
your hands the opportunity to transform your life with one-year of coaching,
teaching success principles in a way that will transform your life.
Peak Performance and Personal Development Focus on becoming the person
you know you can be
In Depth Goal Setting & Business Planning Understanding your goals, aligning
your goals with your values and designing your business
Confident Building Focus will be on building a new more confident you and
learning to expand your comfort zone
Using NLP and Hypnosis to Learn More Rapidly - Understanding the
fundamentals of accelerated learning techniques of the masters
Building Long Term Relationships Focus on building business and personal
relationships for success and happiness.
Recruiting and Prospecting Focus on becoming a person of influence and team
building.
Speaker Presentation Skills Focus on persuasion from the front of the room as
well as one-on-one.
Sales for the Non-Sales Professional this evolution is based on network
marketing and the sales skills needed to succeed.
Leadership Skills for the 21
st
Century and Beyond Focus on leading your team
to success, crossing the finish line together.
Becoming the Richest Man in Your Home Town Understanding the principles
of wealth and how to create it seemingly out of thin air.
Teaching Duplication to Your Team Succeeding is great, however in the game
of network marketing it is just as important to duplicate your efforts and results.
This evolution will focus on duplicating those results.
What to do With Your 24 Hours This is not just some time management lip
service, this is how to effectively utilize your life and time, from understanding the
power of your PDA to actually taking charge of your life.



250

Get an electronic copy of your current business over ride statement. Be sure to black out
your account information, you need your name, and business override information, that
includes total number in your organization and monthly volume. Using a digital camera,
take a picture of yourself the day you start the program.

Begin your contest ASAP and record the date you started. Follow the recommendations
in the book as well as your upline sponsor recommendations.

At the end of the 12 weeks, get copies of your business override information again,
showing your increased volume and organization. Take a picture of yourself after the 12
weeks and include that with your business override information.

Keep track of your progress in a journal, using the success markers you established
during your business plan building assignment. Fill out the Beyond Success
questionnaire regarding your success and the personal growth you experienced along the
way.

At the end of your 12 week challenge email this packet to
challenge2009@smallchangesbigresults-ebook.com. We must receive your completed
packet within 14 days from the completion date of your 12 week program.

Once your 12 week Beyond Success Challenge is complete, dont let your success end
there, keep up the progress and success habits youve built during this 12 week cycle.
Continue the growth and spread the word.

One Grand Prize tickets for 2 on the
MLM Cruise dates TBA 2009.

2 finalists from each quarter will receive
a Beyond Success Challenge custom
leather briefcase.

2 finalists from each quarter will also
receive a Beyond Success Challenge
watch.

5 Finalists each quarter will receive an
award plaque for their hard work and
accomplishment.
First Challenge
Entry dates begin
Feb. 2009
As Grand Prize
Winners imagine 7
days with the top
minds in Network
Marketing . . . it's your
chance to acquire
thousands of dollars in
free Network Marketing
coaching!

Q
A
Q
A
Q
A
Q
A
Q
A
Q
A
Why take this challenge what is the Beyond Success Challenge all about?
When I first came up with the idea of the challenge, I wanted to inspire people to reach for
their dreams in network marketing. I have found in my years of coaching and actively
building network marketing teams, not many people know what to do to become
successful and of those who do know what to do, they needed something to help to keep
them focused and motivated. In my years of coaching and training the core concept of
this idea has worked great, and now it is time to unveil the concept to the rest of the world,
and hope that it to becomes a national and international inspiration as well. The
challenge is about success, celebrating and enjoying success, it is about learning to do
what is necessary to make your dreams a reality and passing it in to others. Success is a
way of releasing the best that is within us, and learning to harness the untapped power
and potential we hold in our hands, the power to change your limiting beliefs, your ideas
of success and to change the path of your destiny to move into the future and improve in
every area of our lives.

I would like to take the Challenge, but I am not involved in a network marketing company,
is there anything I can do?
In order to participate in the challenge you do need to be signed up with a network
marketing company, once you are signed up you can participate. There are many
network marketing companies you can sign up with. You can find many companies to join
from doing a search online or by contacting local representatives. When you do find a
company to join you can use this book as your basic guide, it is extremely comprehensive
and easy to read. Using this book as your guide will teach you how to build your
organization fast through an integrated approach to training and coaching.

Is this the only way I can participate in the cruise?
This is not the only way to go on the cruise. You can also go to www.mlmcruise.com and
sign up and pay the fee for the cruise. However by taking the challenge is a great way to
build your team and get the cruise for free.

Is there any purchase necessary to join?
Yes, you do have to purchase an official copy of the ebook Small Changes Big Results in
Network Marketing, you need to also provide a valid purchase validation number. The
additional coaching and other books and manuals are not required to enter into the
challenge.

Can I enter more than one time?
Yes; however, you may enter as many times as you like this year, as long as the dates do
not overlap each other. And it is highly encouraged for you to encourage your downline to
do the same, the more people working towards success in your organization the better
everyone will do on achieving their goals. A team that succeeds together will stay
together.

Why do I have to fill out the essay and questionnaire?
This contest is not only about organizational growth and financial growth, it is also about
personal development. This contest is about transforming your life and your business, I
am eager to hear how this challenge helped you to transform. And since this is the first
official Beyond Success Challenge I am also eager to get your feed back on ways I can
improve the challenge for next year.

The 2009 Beyond Success Challenge is an international personal and business development & improvement challenge combining
business improvement with personal growth and written questions. The 2009 Beyond Success Challenge will be conducted in the
United States and internationally in those countries where not prohibited by law.
Deadlines
Challenge participants may enter The 2009 Beyond Success Challenge more than once. However, each Challenge participant
must complete a full 12-week program in order to be eligible to win and before entering into the next Challenge round. If submitting
more than one Official Competitor Guide, the dates of 12-week competitions must NOT overlap. Upon completing the 12-week
Program and to be eligible to win the prizes, Challenge participants in the United States and internationally must return their Official
Challenger Entry Packet: challenge2009@smallchangesbigresults-ebook.com all Official Challenger Entry Packets must be
completed in English. 2009 Beyond Success Challenge, Scott Bridgmon, and his subsidiaries and companies and entities are not
responsible for mail delays, misplaced or lost entries. 2009 Beyond Success Challenge participants must send in their Official
Challenger Entry Packet within 14 days of completing their 12-week Program via email . The Champions will be announced by or
before November 2009.
Judging
The 2009 Beyond Success Challenge staff will select winners in the 2009 Beyond Success Challenge from all completed
entries received by 2009 Beyond Success Challenge Committee. All winners are responsible for all applicable taxes; prizes are not
transferable; and there will be no substitutions for the prizes. Winners are also responsible for airfare to and from the departing city
and all hotel expenses incurred while traveling to and from their destinations. All international participants must have a current
Passport and the necessary visas for their travel to the United States of America and the cruise locations.
Eligibility
2008 Beyond Success Challenge participants must be at least 18 years of age before starting their 12-week Challenge
Competition, and currently signed up in a network marketing company. The 2009 Beyond Success Challenge is subject to
applicable federal and state laws and is void in all states and countries where skill contests requiring proof of purchase are
prohibited. Employees of network marketing companies, whether based in the United States of America or internationally, and any
of their affiliated companies, advertising agencies, or consultants and contractors providing services for 2009 Beyond Success
Challenge, along with their immediate family members, may participate but are not eligible to win. Employees working in stores
that sell network marketing products that are the sole ownership of an independent representative and not a corporate owned entity
are eligible to win. 2009 Beyond Success Challenge participants from previous Beyond Success Challenges may participate, but
past Winners of any Beyond Success Challenge are not eligible to win the 2009 Beyond Success Challenge. 2009 Beyond
Success Challenge participants are required to purchase the ebook Small Changes Big Results in Network Marketing during
their 12-week competition to be eligible. Save your receipt because it will be needed to confirm your official purchase of the ebook.
Challenger may not use other professional network marketing coaches during this 12 week challenge, they may however use other
books as an enhancement and are required to provide the names of those books on their entry application. All Winners will be
required to sign an affidavit of eligibility and provide proof of purchase of their ebook.
Rules, Regulations and Requirements
Scott Chip Bridgmon, and his respective companies and entities and the 2009 Beyond Success Challenge Committee reserves
the right to interpret these rules and, if necessary, to amend the rules at its sole discretion and without notice to individual 2009
Beyond Success Challenge participants. Any amendments to the rules or changes in prizes will be published online at
www.scottbridgmon.com or www.beyondsuccesschallenge.com. Rule interpretations and all judging decisions are final. All
information and materials submitted along with your Official Challenger Entry Packet become the sole and exclusive property of
Beyond Success Challenge. 2008 Beyond Success Challenge participant results are confidential and will not be disclosed.
Each Challenge participant assumes all risk of injury, harm or loss of any kind arising from participation in the 2008 Beyond Success
Challenge. Each 2008 Beyond Success Challenge participants in the 2009 Beyond Success Challenge expressly release
Beyond Success Challenge, Committees, Scott Chip Bridgmon, and his subsidiaries and companies, and entities, and the
directors, officers and employees of fore mentioned companies and committees from all risk, loss, injury, damage or harm that may
arise from participating in the 2009 Beyond Success Challenge. 2009 Beyond Success Challenge participants must notify 2009
Beyond Success Challenge in writing of any change of address or phone number. Winners who cannot be reached within ten (10)
days at the address or phone number in their completed Official Challenger Entry Packet will be disqualified. Results may vary from
company to company, participant to participant, and some may achieve greater results than others, Beyond Success Challenge,
Scott Bridgmon, and his respective subsidiaries, companies and entities make to promises, guarantees or warrantees implied or
otherwise, to the results of any 2009 Beyond Success Challenge participant. As individuals differ, their results will differ, even
when using the same program. Beyond Success Challenge, Scott Bridgmon, and his companies and entities, shall not be liable
for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, other damages.
NO warrantees may be created or extended by sales representatives or written sales materials. The advice and strategies contained
herein may not be suitable for your situation, and this does not in anyway constitute professional counseling, you should consult with
a professional where appropriate. Submission of your completed Official Challenger Entry Packet in the 2009 Beyond Success
Challenge constitutes your express consent and permission for Beyond Success, and any of its affiliated companies, to use
your name, photographs and written responses (in whole or in part) for promotional and advertising purposes to promote Beyond
Success Challenge, Small Changes Big Results in Network Marketing , its business, and Beyond Success Challenge
worldwide, in any media and in any manner whatsoever, without limitation or restriction, and such consent is deemed given by
your entry and participation in the 2009 Beyond Success Challenge. Submission of your completed Official Challenger Entry
Packet shall be deemed your acceptance of these Rules and Regulations (as may be amended) and your voluntary transfer to 2009
Beyond Success Challenge of all rights, title, and interest, including copyright, of your photographs and written responses.

Continued Education
First off, it would be a good idea to read the articles found in this book.
The articles will accelerate both your personal development and income, it
can help you gain a broader appreciation of the Network Marketing
Business, and how to be more successful.
This is your training, your education, the best investment you can ever
make is in yourself and your education, however if you waste your money,
education and time, you have no one else to blame for your inevitable
failure except for yourself, so take this time and this training seriously.
Regardless of your background and your experience, this manual will give
you a solid foundation in the basics and assist you to take your skills to the
next level.
Just like any other project you may be involved in, the more you put into
it, the more you get out of it. If you'll take the time to invest in yourself,
deepen your level of understanding, and increase your intellectual
capacity, you will experience exciting rewards. You do today what others
refuse to do, and tomorrow you will enjoy a lifestyle others only dream of.
There are so many wonderful books on marketing and the ever-expanding
world of direct network businesses. To start you on your path we
recommend the bonus books included in this book.
Free Bonus E-books Included with this
manual:
As a Man Thinketh James Allen
Mach II With Your Hair on Fire Richard Brooke
Acres of Diamonds Russell H. Conwell
Get Rich Slow John Milton Fogg
Greatest Networker in the World II John Milton Fogg
99 Cows Seth Godin
Knock, Knock Seth Godin
Whos There Seth Godin


261
Think and Grow Rich Napoleon Hill
Big Al Super Prospecting Book --Tom Schreiter
The Think and Grow Rich Workbook Pat OBryan & Joe
Vitale
Spiritual Marketing Joe Vitale

Suggested Reading:
Big Al Tells All Big Al
Mach II With Your Hair On Fire Richard Brooke
The Secret Rhonda Byrne
How To Make Friends And Influence People Dale Carnegie
The Instant Millionaire -- Mark Fisher
Millionaire Secrets Mark Fisher
How to Think Like a Millionaire Mark Fisher
The Millionaires Path Mark Fisher
The Greatest Networker in the World John Milton Fogg
How to Build a Multi-Level Money Machine Randy Gage
Why You're DUMB, SICK, & BROKE . . .
and How to Get SMART, HEALTHY & RICH Randy Gage
Rich Dad, Poor Dad Robert Kiyosaki
The Business School for People Who Like Helping People Robert Kiyosaki
Greatest Salesman in the World Og Mandino
The Greatest Salesman in the World: Part II -- Og Mandino


262
Becoming a Person of Influence John C. Maxwell
Developing the Leader Within You John C. Maxwell
The 17 Essential Qualities of a Team Player John C. Maxwell
The 17 Indisputable Laws of Teamwork John C. Maxwell
The Wellness Revolution -- Paul Zane Pilzer
Wave 3 and Wave 4 Richard Poe
The Attractor Factor: 5 Easy Steps for Creating
Wealth (or Anything Else) from the Inside Out Joe Vitale
Lifes Missing Instruction Manual The Guide Book You Should Have Been
Given At Birth Joe Vitale
The New Professionals Dr. Charles King, Renee Yarnell
Your First Year In Network Marketing Mark Yarnell


263
Small Changes, Big Results In Network Marketing

Appendix A


COMMONWEALTH OF YOUR WELLBEING
AND MENTAL HEALTH

a. _________________________________________
(Me)
vs.
c. _________________________________________
(Toxic Party(s)

GRANT OF TEMPORARY RESTRAINING ORDERS(S),

It appears from the specific acts and or actions observed by me, that substantial loss of my dreams,
hopes aspirations and self esteem will result from direct contact and association with the Toxic
Party(s). Accordingly, at ________ o'clock ___M, this _________________ day of
__________________, 20 ____ , I am hereby ordering myself to desist and refrain from: (describe
action and or activities) __________________________________________________________
for my own mental wellbeing. I further order myself to stay at least 500 yards from the Toxic
Party(s) at all times. This Temporary Restraining Order EXPIRES 30 days from the date and time it
was granted by me, BUT IT MAY BE RENEWED should I determine the situation has not
improved.

__________________________________ ____________________
My Signature Date
This is not an official or legal document. It is for entertainment purposes only.

Appendix B

Keep your eyes open for Chips newest book, Cracking the Network
Marketing Millionaire Code you should see it out and available
by June 2009



Introduction

Cracking the Network Marketing Millionaire Code: Your Key to
Avalanches of Abundance will reveal the breakthroughs to
reproducible success and creating abundance in Network Marketing that I
have discovered through my 18 years of coaching and studying success
and successful people in network marketing. I have discovered the
unique code for success that is reproducible and duplicatable that will
produce undeniable results time and time again.
This is NOT some 150 page book written in size 32 font with 50 words
to a page with 3 page chapters giving the illusion of depth, designed to
catch your eye with flashy phrases, acronyms and tons of curb appeal.
Kinda like a 10 karat Cubic Zirconia Diamond, lots of glitter, and shine
with the illusion of being very valuable without any real value in it,
simply the impression or illusion of being expensive.
This book is different in that respect, you will find from the moment you
open it and begin reading, its definitely different from what you might
expect. You will find real facts, real formulas, and real codes that appear
in every day life, and you will learn to identify these codes and learn the
skills to break and utilize those codes to produce the results you are
looking for in your life.
Codes to the secrets of the ages, ciphers and codebreaking have been
around for millions of years, this form of communication is not new to
mankind. Even today, the survival of nations sometimes hanging on the
security of their codes and ciphers to protect their secrets, understanding
how codes and ciphers work is important to governments and nations.
With modern computer networking, they have become important in day-
to-day life. In my studies I have noticed cipher algorithms in everyday
life, in the simple things we do to the most complex of activities.



I must tell you right from the start, I am not a physicist, or
mathematician, nor am I a scientist; by training I am a Personal
Development Coach, Master Practitioner in NLP and Certified Hypnotist,
I am currently working on my PhD. in Philosophy, and read and study
physics in my spare time. So please understand my knowledge of
physics is a mere drop in the bucket compared to the experts, and if I can
understand and utilize these principles so can you. And if it wasnt for
the writings of the famous Physicist Richard Feynman I probably never
would have thought I could understand physics in the first place.
Cracking the Network Marketing Millionaire Code is a book based on
cold hard facts; facts gained from years of studying the top producers in
network marketing, 1,000s of hours of interviewing top producers,
distilling, refining and converting their words of wisdom into a formula
that contains reproducible results. Results based on facts, facts based on
psychological principles, physics and neuroscience applications that
anyone can understand and reproduce. You do not need to be a scientist
or mathematician to understand and use these coded applications.
For instance, lets say you meet someone for the first time, and you are
overcome with a sense of having known that person for a long time, as if
they are a long lost friend; however, before now you never met nor have
you known of them. This is a common occurrence I am sure you would
agree.
If you were to ask an NLP practitioner to explain this phenomenon they
would tell you, those feelings were based on certain level of rapport,
and they will then proceed to show you how to duplicate those same
results within a short period of time and show you how, with just a little
practice using NLP techniques you can do the same.
If you were to ask someone who believes in reincarnation to explain this
phenomenon they will tell you those feelings are based on a past life you
have shared with that person, and somewhere in the back of your mind
you remember that person and feel a deep sense of connection to them
from your past life.



If you were to ask a Psychologist, who knows what they will say, it
depends on their methodology, their theorem preference, and practice
discipline; most Psychologists I asked said it has to do with physical
attraction, and the person you have this feeling towards represents some
deep seeded feelings and or vision of your soul mate, or someone from
your childhood, or some fantasy you play out in your mind, or quite
possibly that this person reminds you of you mother or father; if that
particular psychologist is into Freud. A few Psychologists in response to
my question actually asked me, what do you think it means? None-
the-less, their answers were all across the board, so I stopped asking
them. Their varied responses actually started to make me wonder if the
joke about how many psychologists does it take to change a light bulb
was actually a joke or not.
However if you were to ask a physicist why two people can feel this
strong sense of attraction and familiarity they will most likely explain
how two objects attract through various attraction factors, and maybe
even explain the dependence of the law of attraction by two gravitating
masses or oppositely charged particles on distance r between the
particles, namely r
-2
. (Gravitational Force, Coulomb Force, Coulomb's
Law)
If you were to ask me on the other hand I could actually explain to you
about my research: According to a recent study done by Itzhak Aharon
and his colleagues, it appears that the viewing of beautiful faces activates
a reward circuitry in the brains of humans, similar to that activated when
eating, having sex, using cocaine, or making money 3. The reward
circuitry is activated by the neurotransmitter Dopamine, which is
produced in the nucleus accumbens and released in the ventral
tegmentum of the midbrain 4. Dopamine serves many purposes, for
example it is needed for learning and memory processes 5, but for the
purposes of this study, Dopamine is used as a method of motivating
behavior 3. When a desired behavior is performed, a release of dopamine
gives the person a sense of pleasure, causing a willingness to continue,
repeat, and reinforce a specific behavior.



And further explain: Mona Lisa, is one of the most famous paintings in
the world, and is a very good example of Da Vinci's use of the golden
ratio in art. If you draw a rectangle around Mona Lisa's face, that
rectangle will turn out to be golden. The dimensions of the painting itself
also form a golden rectangle. As well, the proportions of Mona Lisa's
body exhibit several golden ratios. For example, a golden rectangle can
be drawn from her neck to just above the hands. The Golden Ratio and
The Modulor is the proportioning system developed by Le Corbusier
based on the Fibonacci series (1,1,2,3,5,8,13). He believed these
proportions to be evident in the human body. The Fibonacci series is also
the closest approximation in whole numbers to the Golden Section.
How people from birth are programmed to be attracted to symmetry and
how the Golden Ratio applies to this symmetry and the person you are
feeling as if you know so well is mathematically symmetrical and your
mind is automatically attracted to this symmetrical pattern.
The Fibonacci numbers are Nature's numbering system. They appear
everywhere in Nature, from the leaf arrangement in plants, to the pattern
of the florets of a flower, the bracts of a pinecone, or the scales of a
pineapple. The Fibonacci numbers are therefore applicable to the growth
of every living thing, including a single cell, a grain of wheat, a hive of
bees, and even all of mankind. (Unless that thing has been altered by
containments in the environment)
In the seeming randomness of the natural world, we can find many
instances of mathematical order involving the Fibonacci numbers
themselves and the closely related "Golden" elements.
Although in reality my answer will sound nothing like what you just
read, oh my goodness if I talked like that all the time I am sure I would
be a lonely old man someday; no one would want to be around me. I am
joking of course.
I am sure you do not want to spend your time reading about mathematical
equations, algorithms, and physics applications and formulas, you want



to know what the codes to success are, and how you can crack them and
apply them, am I right?
More importantly than the science behind the reasons why, you also want
to know how to duplicate this affect at will, and how to duplicate its
simplicity for your organization to duplicate time and time again with
consistency. For the most part people dont know about these codes - they
just do their thing and live their lives in the best way they know how, and
hope that somehow things will work out.
So my answer would sound more like this
There are many factors that go into these feelings of trust, and
familiarity; however I think the real question you are asking is why this
person and not someone else? The reason is because there are things
your mind, and extra senses pick up on that make you feel a sense of
connection, it could be your mind and bodys way of giving you a clue
that this person is on the same mental wave length as you.
How that happened is reproducelable, not just for you, also for other
people. It actually happened because each and everyone one of us is
searching for like minded people, not just similar in the clothes we wear,
it goes much deeper than that, it is actually a biochemical reaction,
almost as if these chemicals are communicating to each other stimulating
this sense of familiarity. Perfume companies study this phenomenon and
it is their desire to reproduce it for the people who buy their perfumes.
In addition to the biochemical communication there is also an electrical
connection, almost as if the human body is emitting an electrical
communication kinda like a radio transmitter, and your body acting also
as a receiver you are picking up their signals and receiving a coded
electrical communication. However the scientists are still studying this
phenomenon and all the data is still being examined.
The basic reason this sense of rapport happens on accident like this, is
because we are a communal species, looking for like minds to mesh and
connect to. When we come in contact with others like us, our mind picks



up and the most minute details that scream out, I am just like you.
When this happens you will almost instantly feel this deep sense of
rapport.
Youve heard it said that opposites attract? Well actually that is not all
together true. If you stop and think about it, your best friend, your
spouse, your closest friends, the ones you can almost finish sentences
with when you talk, and you can almost seemingly pick up on their
thoughts; these people are of course like you. You share many
similarities that you might just take for granted, it is the differences that
you notice the most. If you are bad at directions and your best friend is
great with directions you may mistakenly think it is because you are so
different that is why you are so close. That is incorrect, it is the
similarities that brought you together, and the completion of the circle is
how your strength and weaknesses balances each other out.
This is known as the Code of Attraction, I will explain more about this
code later. In order to reproduce this affect it is important when you are
out in public to be approachable, likeable, and trustable, it is important
that you are able to be comfortable with a variety of people and have
them feel comfortable when they are with you. Understanding the code
of this behavior will automatically allow you to duplicate this process
simply and easily, that is where the Ready-to-Implement-Technology
comes in to play, you will be able to seamlessly integrate these concepts
into your life and bypass the normal 21 days to create a habit.
Here is the important information. All people you meet have this code,
or rather this secret; well let me correct that thought just a bit, actually
its not so secret, it is however a code that you do need to break to
connect with them. The good news is, everyone wants you to break their
code and they are giving the clues how to crack their code you just have
to know how to read the clues. We all as human beings have this primal
need to feel connected. Tony Robbins one of my mentors and all time
favorite authors and coaches talks about this in his 6 Basic Human
Needs.



If everyone has this code how can you figure it out, people are
complicated and hard to understand, your life is complicated, you have
things pulling you in many directions the last thing you need is to have to
study the intricacies of human behavior in your spare time, right?
A psychologist was walking along a Hawaiian beach
when he kicked a bottle poking up through the sand.
Opening it, he was astonished to see a cloud of smoke
and a genie smiling at him.
"For your kindness," the genie said, "I will grant you
one wish!" The psychologist paused, laughed, and
replied, "I have always wanted a road from Hawaii to
California."
The genie grimaced, thought for a few minutes and
said, "Listen, I'm sorry, but I can't do that! Think of all
the pilings needed to hold up the highway and how long
they'd have to be to reach the bottom of the ocean.
Think of all the pavement. That's too much to ask."
"OK," the psychologist said, not wanting to be
unreasonable. "I'm a psychologist. Make me
understand my patients. What makes them laugh and
cry, why are they temperamental, why are they so
difficult to get along with, what do they really want?
Basically, teach me to understand what makes them
tick!"
The genie paused, and then sighed, "Did you want two
lanes or four?"
It is not as difficult as all that, however you will have to learn to pay
closer attention to the people you interact with. Everyone feels this need
to be connected to others, it is a primal need, a basic instinctual habit and
people are always giving you the clues you need to crack their codes to
break down the barriers and to establish a connection.



This book was written to coach you and walk you through the process on
how to identify the coded messages you receive on a daily basis, by
understanding the basic codes themselves and by understanding the
symptoms of those codes as they relate you and the people you come in
contact with intellectually as well as physically.

Formulas for the world we live in.
Either, f = Phi / 5 or f = Phi / (Phi + 2) these
formulas are science, it is real, it is fact and when applied and calculated
it will produce a result, and that result can be verified, two formulas to
arrive at the same conclusion. Both formulas represent limits which
always round to the correct Fibonacci number, both are reproducible and
both are based on solid research and science, you dont need to know
anything about physics, math or science to understand the codes that lead
to success. All you need to know is that these codes exist and you now
have in your hands the means to decode these messages.
n
n
n
n
Through my Nano-Second Theory and utilizing Ready-to-Implement-
Technology I am able to assist you to seamlessly integrate this
knowledge and these techniques into your life in a way that will produce
a habit, bypassing the normal 21 days it is thought to create a habit.
You will begin to learn how successful Networkers follow this code
without even being aware they are doing so. Your average successful
Networker will tell their organization their key to success is in their
unique way they prospect using their business card, or button, or unique
follow-up methods. Little do they know, those activities are just the
symptoms of their success, and not the reason for their success.
You will begin to understand how to attract your dreams and manifest
ideal outcomes like a magnet. You will begin to understand producing
the outcomes you desire is much easier than manipulating circumstances



to suit your outcomes, this can happen when you learn to focus your
thoughts and give them the proper emotionally charged energy.
When you think about success from now on, first think about this, when
you wake in the morning go to the bathroom and look in the mirror which
smiles first, you or the reflection?
The answer is you, you must produce the action that creates the result,
the result is seeing yourself smile in the mirror, without the action there is
no desired result. This is how creating success really works, first you
must take the action by changing and improving yourself first, and you
find your world begins to change to suit the new improved you.
Understanding the codes of success is the way to create the new you and
your new world in the shortest and most consistent way possible. We
were really born to succeed, everything about us as human beings is built
for success, its about time you start living up to that potential, and know
you can achieve the life of your dreams.
Where The Law of Success by Napoleon Hill is the definitive work on
the Laws to apply to experience success in your life, Cracking the
Network Marketing Millionaire Code is the decoded formula to your
success.
You might be wondering what does physics, algorithms, chaos theory
and the butterfly effect have to do with success? For me being a success
and peak performance coach, I have always been looking for the answer
as to why someone with no knowledge of the codes or laws of success,
seemingly blissfully unaware these laws or codes even exist still have
such phenomenal successes? Think about it, you know people like this,
all you have to do is open a magazine or read the paper, or turn on the
TV, and you are face to face with someone worth over $30 million who
has multiple homes, has been divorced so many times they lost count, in
and out of rehab so many times they have a room reserved just for them,
someone who treats others so badly no one wants to be around them and
others barely tolerate them because they can pull in the crowds at the box



office. They have no idea of the laws or codes for success yet they are
living examples these codes are real and they work.
That is what lead to the discovery of the probability that physics may be
able to explain this phenomenon, however, that lead to my discovering
the cipher or code to success, just like the Fibonacci Series, or
Golden Ratio, I believed the code is in everyday life.
For example:
Suppose Dexter's on a ship, inside a closed cabin, sailing on a glassy
smooth sea. If he doesn't look outside, there is no way for him to know if
he is moving or not. The physics of everything in the room would be
exactly the same while the ship was in uniform motion as it would if the
ship was sitting at the dock. This can be broadly referred to as the
"relativistic equivalence principle".
When I first heard this principle explain to me, a light bulb starting
blinking in the back of my mind, it was telling me the relativistic
equivalence principle was a basic key to unlocking this code. The
example of the man in the boat is very similar to people in their day to
day lives.
Picture in your mind two people, one on a downward spiral to failure and
misery, and the other on an upward climb towards success and
abundance; they both started at the same point, with the same education
and now are both heading opposite directions.
If the one heading in the downward spiral would just take notice of what
is happening around him he could stop the decent in time and salvage his
career and his life right? That is what I thought at first, except, I have
noticed in my coaching career that 99% of the people in this situation do
not notice the eminent destruction they are headed towards till it is too
late. They are unaware the actions they are taking is actually leading
them to their own failure and destruction. It is when their gradual
downward spiral picks up speed and momentum they begin to realize
something is wrong, and before they can react they are directly on a path



towards a head on collision with failure, at this point all they can do is
brace themselves for the eminent impact and hope they can walk away
from the carnage.
The repetition of this scenario was mind blowing, person after person
telling me of the same story, and while listening to their tale and
explanation of events that lead to there dire situation it was painfully
evident to me what went wrong and precisely when they got off course,
however even after their explanation of events they were still unaware of
what went wrong.
Most people in this situation repeat the same mantra, this is not
supposed to be my life, this is not how I pictured my life and how it was
supposed to turn out. However it is my experience that this is exactly
what they pictured in their mind and its the very reason why they are at
this point in their lives now, no matter what their goals were, this is the
picture they held in their mind for their future.
Relativistic equivalence principle explains this misjudgment on their part.
You see both people are riding along in their vehicles of life, they are
looking out for danger signs, indicators that theyre off course, except
their focus is only within the confines of the world they created, a micro
world filled with their ideas, and concepts without taking into
consideration at any point they might be wrong.
So here they are traveling along in their hypothetical vehicles, its like
being inside a closed cabin, sailing on a glassy smooth sea. If he doesn't
look outside, there is no way for him to know if he is moving or not. The
physics of everything in the room would be exactly the same while the
ship was in uniform motion as it would if the ship was sitting at the dock.
This can be broadly referred to as the "relativistic equivalence
principle".
Just like being on the ship, unless you look outside for reference points,
indicators that you might be moving, you wouldnt know what direction
youd be traveling, or if you were indeed moving at all. Then, when the
momentum begins to pick up, the speed increases, the ride becomes



bumpy and now beginning to spin out of control that is when the person
on the course for destruction looks out the window and they cannot
believe that somehow they are drastically off course and headed towards
destruction.
That is usually when they call me to fix the situation. Now through years
of study, coaching and real life experience I have found a way to teach
you the reader how to identify the code of success and decode it, and use
it to create the life of your dreams.
Cracking the Network Marketing Millionaire Code is not some
futuristic, abstract theory. The knowledge of our own ability to succeed
is no longer a new concept, it is a reality. Today more than ever people
are realizing it doesnt have to takes decades to build considerable
wealth. People know that wealth can be created relatively quickly, today
a pauper and tomorrow the wealth of a king. Take a look at the
phenomenon called Myspace, two guys with an idea, sold their idea for
over $580,000,000.00 in just a few short years after its humble
beginnings. And thanks to the monumental success of myspace its now
changing and revolutionizing the internet and entertainment as well know
it today, in such a relatively short period of time.
It is my experience in over 18 years of Personal Development Coaching,
and studying success that practically all the successful people I have
studied are using the codes to success, though they are blissfully unaware
of the existence of these codes, and dont even know the underlying
formulas. The codes explain why they have been so successful and why
their actions have been able to produce the results we see in their lives.
Through your understanding of these codes, the would-be achievers of
tomorrow, you can accumulate the wealth you desire and the life of your
dreams.
The question begs to be asked, what will you do with this information?
Welcome to Cracking the Network Marketing Millionaire Code: Your
Key to Avalanches of Abundance.


Small Changes, Big Results I Network Marketing

How To Get Whatever You Want in 2007
by Dr. Joe Vitale
www.mrfire.com
What's the secret to getting what you want this holiday (or any time
in 2007)?
I'll tell you in a minute.
Suzanne, my assistant, urged me to tell you what I want for
Christmas. She said it might inspire you to think big and to make a
mind stretching list of your own.
While I don't really need anything at all -- which is the perfect place
to be to manifest whatever you want -- listed below are some items
I'd welcome into my life on Christmas Day, or my birthday
(December 29th, in case you're into astrology), or any time in 2007.
Disclaimer: These are not in any particular order and I'd end each
of them with the tag line, "This or something better."
* As much as I love Francine, I'd love to have a sister for her. I
understand the Panzo auto company can make a Panoz Esperante
GTLM in any color, including a non-painted reflective metallic
alloy. I'd either want that, or one in purple (my favorite color). Or
both.
* We loved our trip to Warsaw, Poland so much that we want to go
back, and this time for a half a month or more. The people, the food,
the sites, were astonishing. A couple of Business Class tickets on
Polish Airlines would be welcome.
* I'd love to own the mansion in San Clemente, California I found
online. The master bedroom alone is 2,000 square feet. I'm pretty
sure I could stretch out in it. The place is spectacular. The view is



heavenly. And it's closer to Maui than Texas.
See www.canadaygroup.com/listings/listing_details.cfm?LstID=588
* I always welcome and always love Amazon gift certificates. You
can buy them in values up to $5,000, and you can always get more
than one.
* Dinner with Lindsay Lohan. (And she buys.)
* Anything cool and rare associated with the Panoz Auto Company.
Melanie Panoz sent me a leather jacket with the Panoz crest on it.
That counts as cool and rare. But I understand there is Panoz
luggage and other goodies I haven't been able to find online yet.
* A box of Montecristo #1 Cuban cigars. Note: This should come off
the list because a grateful reader just sent me a comparative box of
cigars today. See how quickly this manifesting stuff works when you
don't need it to work? I haven't even posted this list yet and I'm
already receiving items on it.
* Panoz Racing School. This one excites me and terrifies me. The
Panoz company has an official racing school, as well as a winery
and chateau. I want to go there and experience all of it.
* I'd love to interview Sir Richard Branson for one hour for my
Hypnotic Gold members. Or Sir Richard can interview me, if he
prefers.
* I'd love my own hit television show. It's a little unfair to list it
here, as several people are already planning to create a show for me.
Ever since I was on Larry King Live and of course in the movie, The
Secret, people want to see more of my beads and/or purple shirt. I'll
make my desire to have my own TV show public by leaving it on
this list.
There you have it. My top ten wants.



Of course, I also want peace on earth, but I know it begins with me.
That's why I'm writing my new book, Zero Limits , with Dr. Hew
Len. It will explain all of this in depth. (Look for it Summer, 2007.)
Finally, what I really want is to be happy in this moment , where the
magic and miracles happen. Stay in the moment and all gifts are
added as you breathe and take inspired action.
So, what's the secret to getting what you want?
You should know by now.
Not needing it.
You want to be in a place of peace.
You want to be grateful.
You want to be able to truthfully say -- as my friend Bootzie in Maui
says -- "I'm totally satisfied, I just want more!"
When you would welcome it but you don't need it, you begin to
attract it.
It all begins by being happy right now.
And you don't need anything to be happy right now.
Ao Akua,
Joe
www.MrFire.com
PS - What do you want for the holiday or the new year? As I
explained in my book, The Attractor Factor, just writing a list starts
the process of manifesting everything on it. Well, if you could have
anything, what would you want? Write it down. Anything is
possible, you know. Dream big. Dare something worthy. Go for it.



Tip: You might watch the movie The Secret again, and then write
your list. Have fun.
PPS - If you need help with this process, consider the amazing new
subliminal DVD on love and forgiveness described at
www.SubliminalManifestation.com and/or my Miracles Coaching
program described at www.MiraclesCoaching.com
PPPS -- Expect miracles! Happy Holidays!
If you like the free articles on this website, let Joe know by buying
him his all-time favorite gift - an Amazon gift certificate. His email
is joe@mrfire.com Click Here!
Dr. Joe Vitale is the author of way too many books to list here. His
latest title is "The Attractor Factor: 5 Easy Steps for Creating Wealth
(or anything else) From the Inside Out." Register for his monthly
complimentary ezine at http://www.mrfire.com/
His Executive Mentoring Program is described at
http://www.joe-vitale-executive-mentoring.com/info.html
Copyright 2005 by Joe Vitale. All rights reserved.
You may forward this in its entirety to anyone you wish.
Hypnotic Marketing Inc.
121 Canyon Gap Rd
Wimberley TX 78676
Member BBB Online 2005



WHY NOW IS THE BEST TIME TO CHANGE
A friend I flew with in Vietnam called
me the other day. He said, "I've been
laid off again. What do I do now?"
Jim and I went through flight school and
Vietnam together. When we returned to
the states, he got a job as a pilot with the
airlines and I began building my business.
Jim was absolutely in love with his work.
He loved flying and the company he
worked for. Unfortunately, the company
was with Pan American, which for those
of you who are old enough to know that
Pan Am went out of business, even though it was once the number
one airline in America. After five years of taking odd jobs, he finally
was rehired by an airline whose name I will not mention, because it
is still in business today, but just barely. This is the airline he was
laid off from.

"I'm 53 years old." said Jim. "I still have two kids in school. I have
nothing saved for retirement. And worst of all, how am I going to
find a job that pays me $85,000 a year, especially when all I know is
to be a pilot?"

Job Security Is An Obsolete Idea

For those of you who have read my books or come to my seminars,
you may know what I think about the idea of job security. I have
said it for a year, "Job security is an obsolete idea." The reason I say
this is because the issue of job security was the issue for my parents,
the World War II generation. My parents grew up in the Depression
and to them, just finding a job was a challenge, so when they found
one, they clung on to it for dear life. Once they retired, they did not
have to worry because the government pension, Social Security and



Medicare were there to take care of them once they were through
working. We do not have that luxury.

For those born after the WWII generation, job security is not an
issue. The reason I say job security is not an issue is because there
are plenty of jobs. Always remember that McDonald's is always
hiring. I still see help wanted signs everywhere. So the problem is
not finding a job. It is long term financial survival. For my friend
Jim, a well-educated, highly skilled man, hard working man, the
question is, where is he going to find another pilot's job that pays
him what he needs when the airlines today, are downsizing? How
will he continue to pay his mortgage, pay for his kid's college
education, and put enough aside to retire on?

When Jim asked me for advice, I said, "After you find a job, this
time why not start a part-time business?"

"What kind of business?" he asked.

"Why not build a network marketing business in your spare time?
Why not build something you control and you own?"

"No, no way." He said. "I just want a high paying job. I want to fly
again. I'm not interested in network marketing. But thanks for the
advice. I'll call you back when I find a new job with another airline.
I love flying and that is all I want to do."

Lifetime Job Security Is Over

Jim has not called back. It has been almost three weeks. Obviously,
he did not like my advice but for you, I would like to give you the
reason I offered him that advice. As I write, President Bush is in
China and our military is in Afghanistan. If you cannot see the
writing on the wall, let me open your eyes. The days of lifetime job
security and your mutual funds going up by 20% per year are over.



If you think your mutual funds will carry you after you retire, I think
you had best make other plans. Why? Because what has just
happened to my pilot friend Jim, will be happening to millions of
people. The idea of high paying jobs and pension funds that increase
by 20% per year is an obsolete idea. America is at war, battling an
invisible enemy, an enemy without a country. On top of that, China
is expected to pass the U.S. as a world financial power in less than
ten years. It does not take a crystal ball to see that there will be
plenty of jobs in America, but fewer and fewer will be high paying.
Why? Because the Chinese are smart, hard working, and willing to
be paid less... much less.

Jack Welch, the retired CEO of General Electric said recently, "20%
to 30% of what is produced in America will soon be produced in
China." In other words, in order to compete with China in the world
economy, we must produce for less or lose. Highly skilled pilots like
my friend Jim need to work for less, if they want to work. Pilots
need to work for less, many other professions will need to work for
less and produce more in order to survive. If you have been
watching the news, between the stories of Anthrax and President
Bush in China, you may have caught a glimpse of Bill Gates and
other American business leaders shaking hands with the Chinese.
Let me say this, these leaders of American business are not there
because they like Chinese food.

Network Marketing Is The Business Of The Future
The reason I suggested that my friend Jim start a network marketing
business on the side is because becoming a business owner is a very
wise strategy, especially at this time in history. Starting your own
business gives back some control over your life. If you think your
boss or company can protect you from the geopolitical forces that
are at play today, I think you need to rethink that thought. There is
an old song that said, "For you better start swimming or you'll sink
like a stone, for the times they are changing." Our leaders are in



China, not in the war zone. That should tell you how much things
are going to change and change soon.
My friend Jim the airline pilot is also a casualty of the September
11th event. The problem is, he is not willing to make changes. My
prediction is that for employees who are well educated, well trained
and ambitious, the next few years will be tough ones. Why? Because
well educated, ambitious, high paid employees are often the first to
be downsized and once downsized, they often find it harder to find a
job at the pay scale they were used to. In the Industrial Age, if you
were well educated, hard working and experienced, you were
desirable.
In the Information Age, experience and age are liabilities, not
assets. So with each passing year, it gets harder to re-enter the
job force and find a high paying job in the new economy. As
my rich dad often said, "The rules have changed. If you want to
do well, change with the rules." Unfortunately, we are in time
of crisis. None-the-less, for the brave at heart, now is the time
to make changes, changes that will give you life time financial
security which is far better than job security.

Network Marketing - It's an Asset, Not a Job

I am sometimes asked, "Why do so few people make it to the
top of their network marketing system?" The truth is, the top of
the network marketing system is open to everyone unlike
traditional corporate systems, which allow only one person to
reach the top of the company. The reason most people do not
reach the top is simply because they quit too soon. So why
would someone quit short of the top? Most people join only to
make money. If they don't make money in the first few months
or years, they become discouraged and quit (and then often bad-
mouth the industry!). Others quit and go looking for a company
with a better compensation plan, but joining to make a few
quick dollars is not the reason to get into the business.



The Two Essential Reasons to Join a Network Marketing
Business

Reason number one is to help yourself. Reason number two is
to help others. If you join for only one of these two reasons,
then the system will not work for you. Reason number one,
means that you come to the business primarily to change
quadrants to change from the E (Employee) or the S (Self-
employed) quadrant to the B (Business owner) or I (Investor)
quadrant. This change is normally very difficult for most
people because of money. The true 'E' or 'S' quadrant person
will not work unless it is for money. This is also what causes
people to not reach the top of the network marketing system:
they want money more than they want to change quadrants. A
'B' quadrant or 'I' quadrant person will also work for money, but
in a different way. The 'B' quadrant person works to build or
create an asset in this case, a business system. The 'I'
quadrant person invests in the asset or the system. As a 'B' or
an 'I', sometimes you don't get paid for years; this, a true 'E'
quadrant or 'S' quadrant person will not do. It's not part of their
core values. Risk and delayed gratification disturb them
emotionally.

Delayed Gratification and Emotional Intelligence

One of the beauties of network marketing is that it focuses on
developing your emotional intelligence as well as your business
skills. Emotional intelligence is an entirely different matter
from academic intelligence. In general, someone with high
emotional intelligence will often do better than someone with
high academic intelligence but low emotional intelligence. That
explains, in part, why some people do well in school but not so
well in the real world. The ability to delay gratification is a
sign of higher emotional intelligence. In a recent study of



emotional intelligence, it was found that people who could
delay gratification often led more successful lives than those
who could not. This is why the educational system inherent in
a good network marketing opportunity is so important. It's the
emotional education or emotional intelligence aspect of their
programs that I find so valuable for people. Many people write
me and tell me they loved my book, Rich Dad, Poor Dad, but I
fear that many of them don't get the most important point of the
book: Lesson #1, "The rich don't work for money."
Once I have built or bought an asset, that asset works hard to
make money for me. But I will not work for money I will
work only to build or buy assets. Those assets make me richer
and richer, while I work less and less. That is what the rich do.
The poor and middle class work hard for money, and then buy
liabilities instead of investing in assets.

What Kind of Asset is a Network Marketing Business?

Remember, there are two reasons to be successful in network
marketing: to help yourself, and to help others. Reason number
one means helping yourself get to the 'B' side of the quadrant.
What about reason number two? Remember, there are two
reasons to be successful in network marketing: to help yourself,
and to help others. Reason number one means helping yourself
get to the 'B' side of the quadrant. What about reason number
two? The beauty of most network marketing systems is that
you don't really make much money unless you help others leave
the 'E' and 'S' quadrants and succeed in the 'B' and 'I' quadrants.
If you focus on helping others make this shift, then you will be
successful in the business.
If you only want to teach yourself to be a 'B' quadrant and 'I'
quadrant person, then a true network marketing system won't
work for you. You may as well go to a traditional business
school, which focuses only on your becoming a 'B' quadrant
person.



The beauty of a network marketing business is that your goal is
to create assets, which are other 'B's working under you and
their job is to create other 'B's working under them. In
traditional business, the focus is for the 'B' to have only 'E's and
'S's working for them.

The type of business I was taught to build is a business with me
at the top and 'E's and 'S's at the base. I really don't have room
at the top for many other 'B's, which is why in my businesses, I
strongly recommend that all my employees look into network
marketing as their own part-time business.
The traditional corporate system really is a pyramid, because
there are a few 'B's and 'I's near the top, and more 'E's and 'S's at
the base. A network marketing system is a reverse pyramid: its
primary focus is to bring more and more 'B's to the top. One
type of pyramid, the traditional type, has its base on the ground;
the other type has its base in the air. It's a pyramid that pulls
you up instead of pushing you down. A network marketing
business gives everyone access to what used to be the domain
only of the rich. said to be the domain only of the
rich.
For more Robert Kiyosaki articles and resources.
Born and raised in Hawaii, Robert Kiyosaki is fourth-generation Japanese-American
investor, businessman and best-selling author. His book, Rich Dad Poor Dad, the #1 New
York Times bestseller, reveals what the rich teach their kids about money that the poor
and middle class do not. Robert has appeared on Oprah and other top national TV and
radio shows. Robert has a profound message for those wanting to improve their financial
lives. That message is: "With every dollar in your hand, you have the power to choose to
be rich, poor or middle class." For more information, visit: http://www.richdad.com



Eight Solid Reasons to Finally Believe in...
The Coming Network Marketing Boom!

By Len Clements 2002

It seems the network marketing, or MLM, industry has been on the
verge of an "explosion" for about as long as, well, there has been a
network marketing industry. Certainly there have been growth spurts
in popularity over the years, but the business just never really -
exploded, at least for any sustained period of time. Even those
occasional growth pops were always followed by slumps in the
MLM economy. Yet, throughout it's history, even in the midst of
those slumps, and especially over the last two decades, many of
those who would promote it would tell us that, soon, the network
marketing industry is going to, dare i say it again... EXPLODE! Ah,
if I only had a dollar for every time I've heard any derivative of the
word "explode" as it relates to network marketing I'd be a wealthy
man. About as wealthy as I'd be if I got a dollar for every time an
MLM distributor used the term "revolutionary," but that's another
subject.

The various promoters of this alleged upcoming MLM boom have
always had at least one good reason for believing their claim. It
wasn't entirely on hype. Nothing more than the monumental and
numerous advantages that network marketing offers to those who
want to start a home based business certainly should have been
reason enough to think that, soon, the masses are going to discover
those advantages and flock to MLM en mass. We could surely
forgive them for their optimistic delusion.

As history has shown us in many industries, the merits of a product
alone won't necessarily sell it. When Ruth Stafford Peale said "find a
need and fill it", she was close. Personally, I'd rather find a "want"
and fill it. Obviously, people would be more likely to obtain



something they want as oppose to need, and they've not flocked to
network marketing en mass for no other reason than they simply
can't want something they neither understand nor even know exists!
There is overwhelming evidence that the reason this industry stands
at a little over 7 million distributors is because, for the most part,
those 7 million network marketers are all pitching their opportunities
- to each other. This has created a great ignorance about network
marketing among most Americans. And I use the word "ignorance"
deliberately here, which does not mean unintelligent. Ignor-ance
means simply, to ignore readily available information. And the vast
majority of the U.S. population has, at least up until now, utterly
ignored network marketing not only due to a lack of want, but a lack
of knowledge as to it's benefits, or that it even exists.

But that is all about to change... forever.

For the first time in network marketing history, there are solid,
logical, verifiable, reasons to believe in an upcoming network
marketing boom. In fact, there are eight reasons, any one of which
could result in a significant expansion of network marketing in the
U.S. over the next few years, and these eight factors will soon by
overlaying, one on top of the other, creating the "perfect storm" so to
speak, where we have the convergence of several powerful
economic, demographic, and psychological factors all hitting at the
exact same time and place in network marketing history. Finally, we
can make claim to an upcoming MLM explosion and it won't be just
wishful thinking. It absolutely will happen, and here's why:

Reason #1: The Economy.

I have always had the belief that the condition of the U.S. economy
did influence the condition of network marketing, somewhat, but not
significantly. I based that belief on the simple conclusion that there
was never an economy where people didn't want more money and
more free time. In fact, a few months ago I set out to write an article



debunking this age old assumption that bad economic conditions
favor network marketing. I began to really do some digging to find
as much evidence as I could to support my contrarian position. And
what I soon discovered was, I was wrong. The fact that one of the
strongest growth phases in network marketing history, which
occurred between 1990 to '92, also coincided with the last economic
recession should have been a clue. But there was so much more.
Page 1
First, an analysis of unemployment rates over the decades is key
here. After all, the want for network marketing is created by the
desire for alternative sources of income, and income sources that we
have control over. And when we compare the popularity trends of
network marketing to unemployment rates, on a semi-decade basis,
there are some intriguing and very exciting revelations.

Although multilevel marketing existed as far back as 1936, for all
intents and purposed MLM really began in earnest in the 1950s. So
let's start there. Now, tracking MLM popularity trends is somewhat
subjective, but surely there would be no argument that network
marketing was far more popular in the second half of the 50's than
the first. Not a single company of consequence launched from 1950
to 1955, however industry giants Shaklee, NeoLife, and Amway all
came into existence from 1956 to 1959. The unemployment rate the
first have of the decade averaged 4%, and was the second lowest in
U.S. history in 1953 at 2.9% (only during WWII was it ever lower).
However, it averaged 5.3% the second half of the decade reaching
it's highest level since the Great Depression in 1958 at 6.8%.
Although the difference may seem small from a statistical
standpoint, translated into todays numbers that would mean almost 6
million more people becoming unemployed between 1953 to '58.

The first half of the 1960's all types of direct sales continued to
flourish with the launch of Mary Kay Cosmetics in 1963, and
companies such as Avon, Fuller Brush and Tupperware all achieving
momentum. Although the industry continued to grow from '65 to



'69, it was not nearly at the same pace with no new major company
launches taking place. The unemployment rate the first half of the
decade was significanly higher than the second half when 2-and-a-
half million unemployed people went back to work.

Let's jump ahead to the 1980's. Again, few MLM veterans would
disagree that the first half of this decade definitely outperformed the
second. Although there were about as many company launches in
each half of the decade, there are actually more companies that
launched during the first half that are still in business today than
during the second. While network marketing flourished from 1980
to '85, the rest of the decade saw some of the worst fiasco in network
marketing history. Also, another indicator of MLM economic
conditions is the number of legal actions. During industry slumps
companies and distributors tend to be more aggressive and take
greater risks. The number of law suits almost doubled during the
second half of the 80's compared to the first. And, while network
marketing was thriving the first half of the 80's, unemployment
continued to rise. In fact, in 1982 it was at it's highest level in 40
years at 9.7%. During the second half MLM slump unemployment
dropped considerably, and by the end of the decade the number of
those out of work was almost half of what it was at the beginning of
the decade.

The 1990's saw perhaps the clearest distinction between halves of
any decade with more major company launches and more companies
going into momentum than any other time in history. There was also
more wealth being created by way of MLM from 1990 to 1994 than
any other 5 year period in network marketing history. The second
half, as many of you probably still remember, wasn't exactly the best
of times for network marketing. In fact, if there ever was such thing
as an MLM recession, we had one from about 1996 through 1999.
Why? One reason may have been the very high unemployment rate
from 1990 to '94, and the sharp drop during the second half of the
decade where it hit a 30 year low at 4.2% in 1999.



The only exception to this half-century long pattern is the 1970's, but
that was an exceptional decade. Remember, the last half of the 60's
industry growth slowed as unemployment dropped to a post-war
low. During the first half of the 70's network marketing started
rocking again as unemployment rates jumped. Unfortunately, all that
rocking started rocking some boats, and the result was over five
times as many MLM related law suits from 1970 to 1974 than all of
the 50's and 60's combined. These included landmark cases
involving Koscot, Bestline, Holiday Magic, Culture Farms, and
others, and in 1975, there was a federal action which essentially
questioned the legality of network marketing in general. Fortunately,
one company, Amway, had the financial ability to defend
themselves, and in essence, the entire multilevel marketing industry.
This case lasted until late 1979 when the court eventually ruled in
favor of Amway and as a result there was, for the first time, a clear
delineation between illegal pyramids and legitimate network
marketing companies. So, obviously, there was a pretty dark cloud
hanging over the industry the last half of the 70's and there wasn't a
lot of expansion in spite of the even higher unemployment rate.

The last, and arguably greatest MLM growth phase began in 1990,
the same year we went into our last economic recession. And, again,
from 1980 to '84 were boom years for network marketing and we
experienced recessions in 1980, part of '81 and most of '82.
Nineteen-seventy to '74 were also boom years, and our economy
was in recession almost all of 1970, and 1974. Remember how the
last half of the 50's and into the early 60's were years of great MLM
expansion? We were in recession from '57 to '58 and most of 1960.
In deed, every severe economic downturn in the last 50 years has
been during, or immediately preceded every period of network
marketing expansion.

We're not done yet. According to figures supplied by the Direct
Selling Association, not all, but most of which is made up of



network marketing companies, U.S. sales increased from 1990 to
1992 by an annual average of 9.25 percent. That was during our last
recession. From 1997 to 2000, at the peak of our last economic
boom, annual sales within the direct selling industry increased by a
little more than half as much. Clearly, the condition of our national
economy absolutely does effect the condition of the network
marketing industry.

So where does this lead us? Well, as I write this it's early 2002 and
we are in a recession, and have been for several months. Most
recessions last around 12-18 months, but that doesn't mean that
when a recession is over, so is a slumping economy, or high
unemployment rates. And again, it's rising unemployment rates that
are most closely tied to rising interest in network marketing. Here's a
rather remarkable fact we've had eight recessions in the last 50
years, and during the 12 months immediately after the end of the
recession the unemployment rate went up! Every time. What's more,
most economic experts today are predicting a much slower recovery
than that which followed previous downturns, followed by volatile
economic swings for the next several years.

And remember, we're only on reason number one. Let's move on to
what I feel is an even more powerful reason to believe in a coming
network marketing explosion.

Reason #2: Demographics.

Although the network marketing industry offers almost every
conceivable product or service imaginable, most product lines are
made up primarily of personal care products, diet, and health related
products. These are all products that would be of most interest to
again baby boomers. Now, this concept of what Dr. Ken Dychtwald
refers to as the "Age Wave" in his book of the same name, is
certainly not a new concept as it relates to network marketing.
Purveyors of personal and health care products have been



emphasizing this concept for several years now. But it does warrant
a brief overview.

Baby Boomers are those born from the years of 1946 to 1964. The
reason for this baby boom doesn't need a lot of explanation. During
the great depression, immediately followed by WWII, folk just
weren't economically, psychologically, or geographically able to
make a lot of babies. So, once WWII was over they had some
catching up to do and they did. There were about 76 million babies
born during this 18 year period, which at the time accounted for
almost one-third of the entire U.S. population. This explains why
diaper and baby food companies flourished in the later 40's and early
50's, or why rock&roll records and drive ins were so popular in the
mid- to late 50's. It also explains why more grade schools were built
in the early 60's and more college campuses were built in the later
60's than any other time in our history. Think back to the 70's and
early 80's. How many athletic clubs, health stores, or ads for energy
or weight loss products did you see? Very few. Today, they're
everywhere! Why? Because most of those 76 million people are now
in their 40's and 50's. You can see exactly where this giant bubble in
the population is at any moment in time by simply looking at what
products are most popular. And when in comes to charting the
market size for what most network marketing companies offer, we're
not even half way up the curve yet! The market for products that will
make us look and feel younger is going to continue to expand for at
least another 25 years, and will expand most dramatically over the
next 5 to 10 years where some predict it will more than double.

But this baby boom is exciting for another completely different
reason. The age of contractual consent in most states in 18, that's
why virtually all network marketing companies require distributors
to be at least 18 years old. Well, guess what happened about 25
years after the baby boom? Those 76 million baby boomers had
about 75 million babies. And about 41 million of them will turn 18
over the next 7 years. At no other time in history, other than the



original baby boom itself, have this many people been added to the
body of eligible MLM prospects in this short a period of time.

Of course, the number of people eligible to join is not as important
as the number actually joining. So, let's take another look at the
annual survey of the direct selling industry conducting by the DSA.
According to their analysis, there was a net gain of direct sellers of
400,000 from 1997 to 98. By "net" I mean 400,000 more joined than
quit. There was a 600,000 net gain from '98 to '99, and a 700,000
distributor gain from '99 to 2000. Not only is the number increasing,
but the rate of increase is increasing, which is one of the indicators
of impending momentum. However, if we did nothing more than
take this 700,000 annual growth rate of direct sellers, figure about
470,000 are network marketers, assume the rate of increase never
goes any higher, and extend that forward for another ten years, we
end up with 4.7 million additional network marketers. To put that in
perspective, it took us over 50 years to get to 7.5 million distributors,
and we're conservatively projected to add another 4.7 million in just
the next ten years, which means, by the way, your average downline
will be 37% larger - and this isn't even factoring in any of the things
were discussing here that will cause this growth rate to increase!
This is just assuming everything stays the same.

And as far as a demographic reason for believing in an upcoming
MLM boom, these aren't even the best ones! Check this out:

According to Gallup Polls, the average age of all Americans when
they first decide to invest in a residual income producing vehicle,
such as stocks, bonds, real estate, or perhaps in a business venture, is
42. The average age when we invest the most into such devices is
47. If we were to then chart on a graph the number of 42 to 47 year
olds in the U.S. we'd find that starting about 1988 the line begins to
point upward at almost a 45 angle as the boomers started turning 42
and that line continues to rise at a level never before seen in
history all the way to the year 2009. We're barely past the half way



point of that upward curve!

Does this really benefit us, as network marketers? Are 40-
somethings more open to MLM opportunities? Well, the average
American is 36 years old. According to a Marketwave survey of
over 6,000 network marketers from 1990 to 2000, the average
network marketer is 38.6, and that number has consistently risen
over the years of the survey. Other MLM surveys have found the
average age to be almost 40. An exceptional number of those over
40 do participate in network marketing, and this segment of the
population which is most ready, willing and able to invest in a
residual income generating business venture is going to continue to
increase dramatically for another seven years!

Reason #3: Wall Street

Securities investors are, for the most part, a pretty savvy group of
people. Obviously there are a lot of exceptions, but generally, these
are men and women who research and analyze public companies in
an effort to try to determine which ones have the strongest growth
potential. Based on their due diligence they eventually invest their
funds in companies who's growth they expect to go up. These are
people who are, in general, pretty adept at knowing what signals to
look for that might indicate an upcoming boom. So, what do they
see when they turn their magnifying glass on network marketing
companies? Well, first let's take a look at what they've seen.

There are over 20 publicly traded network marketing companies, but
the bottom third or so are so small and trade so infrequently they're
really meaningless as far as overall industry trends, so let's focus on
the top 12. These are the larger, well established companies. Well, if
you were to chart their stock price over the last 5 years, starting
December 1996, in almost every case you'd see a line that looks a lot
like the path of an airplane -- coming in for a landing. With very few
exceptions, MLM company stock values have flattened out at their



all time lows and stayed there for about two to three years. Clearly,
Wall Street wasn't impressed with network marketing's growth
potential the last half of the 90's.

So, what do they see now? Well, the S&P 500, an index that gauges
the overall condition of the stock market, reached it's peak in
September of 2000. By mid-December 2001 it was down by 23%.
However, over the exact same period of time our index of the top 12
network marketing companies was UP by 7.3%. And again, this is
from a basket of stocks that, for the most part, haven't budged
upwards in years. And now, all of a sudden, in just the last 12
months these network marketing companies are outperforming the
overall stock market by over thirty percent. Go to your favorite
investment web site is and take a look at the stock charts of these
companies. What you'll see is than plane coming in for a landing,
taxying across the bottom of the chart, and then, right at the end -
they're just starting to take off again.

So don't just take my word for it. There are a few thousand other
trend analysts out there that seem to also be very optimistic about
the future growth potential of this industry.

Reason #4: Supply and Demand.

I read an article a few years ago that described how network
marketing was "booming." The author validated this claim by siting
the huge growth in the number of MLM companies. Of course,
anyone who got even a C- in Economics 101 could tell you that an
industry booms when the demand for it's product dramatically
increases. In deed, when there is only a tremendous increase in
supply, this often times results in an industry slump. And sure
enough, during this massive proliferation of MLM companies the
last half of the 90's, which there very definitely was, we had a pretty
tough industry slump.



A very prominent MLM publication published a survey they had
conducted from 1994 to 1997 where they polled all the major MLM
company software providers to try to determine how many MLM
companies were launching in each of these years. They found that in
1994 there were about 700. In '95 over 1,000. There were about
1,400 company launches in 1996, and 1,800 in 1997. These are not
cumulative totals, this is each year. And there is a lot of anecdotal
evidence to show that there were about as many start ups in 1998
and 1999. What's even more troubling is that those in the software
businesses estimate that perhaps half of all MLM start ups don't go
to the major software houses, but rather hire in house programmers.
Do you understand what that means? It's possible that the actual
number of start ups could have been double these numbers. As many
as 13,000 network marketing companies may have launched from
1994 through 1999, and at least as many as 8,000, yet we only had a
net gain of about 600 companies, from 900 to 1,500. For many years
distributors for older, mature network marketing companies often
warned prospects away from start ups with the claim that 95% of all
MLM companies fail in the first two years. Up to this point, it was
really just a scare tactic based on a wild guess. However, what this
survey inadvertently did was verify the figure!

Yet, during this same period, based on a consensus of various
educated sources including the DSA, the number of network
marketing distributors in the U.S., during the last half of the 90's,
only increased from about 5 million to 7.5 million. That means the
number of distributors went up about 50%, but the number of
companies increased by three times that much! If you do the math,
you'll discover that this means the average distributor's downline
shrunk by 40%. There is no question that the supply of MLM
opportunities was far exceeding demand the last half of the 90's.

So, what's the good news? Well, some very encouraging things
began to happen in the year 2000, not the least of which is, it seems
would be MLM company owners finally began to realize that



starting a network marketing company in the U.S. market was an
entrepreneurial death wish! Also, more and more of those
considering starting MLM companies are coming to realize that it
really defeats the whole purpose of getting involved in network
marketing they're essentially creating for themselves a 12 hour a
day J-O-B. Instead, they could apply their resources to building an
organization in an already well established, stable network
marketing program and make just as much, if not more money with
far less effort, and fraction of the responsibility and risk. And
understand, this isn't just my assumption. I've been a consultant to
start up companies, more of a Devil's advocate for hire, actually,
since 1992. So, not only from my own consulting experience, but by
scanning the ads in all of the various MLM publications,
interviewing other consultants, trainers, and suppliers, visiting the
on-line MLM message boards, reading the abundance of MLM
related spam I receive, and interviewing literally hundreds of
prospects and distributors every year, it's very clear that the number
of start up network marketing companies has declined significantly
since the beginning of 2000.

This fact, along with the increasing number of company mergers and
acquisitions that are taking place each year, will only make the
industry stronger. The last half of the 90's the whole industry was
groaning under the weight of this massive overload of MLM
companies. As more and more companies entered the market the
national distributor base was spread thinner and thinner. The result
was smaller downlines, higher attrition, and generally fewer success
stories. But, think about it. If there were just as many distributors,
but half as many companies, the average downline would be twice
as big. I'm not suggesting the number of companies will contract to
half, but any reduction in supply will certainly help spur an increase
in demand as more and more distributors are condensed into
common downlines, which will then increase the number of those
getting into profit, and those reaching their income goals. The more
success stories we have, the more motivation and less resistance we



have to building our downlines even larger. Even larger downlines
mean even greater motivation, even lesser resistance, resulting in
even larger downlines and the cycle continues upward, rather than
down or flat as it has in the past.

Reason #5: New Blood.

Almost every network marketing company today would like to
think, and most claim, they are about to go into momentum.
Momentum, as it applies to network marketing, is the stage in a
company's growth cycle where sales volume begins to increase
geometrically and the company doubles, triples, perhaps even
quadruples in size in a relatively short period of time. Most
momentum phases last about 6 to 24 months. Much like buying a
stock low right before it goes up in price, most distributors want to
attach themselves to a pre-momentum company right before it
explodes. Thus, practically every distributor will try to make a case
that their company is "about to go into momentum." How do they
know? Eh, they don't. No one every really knows exactly when
momentum phases kick in. Some MLM theorists have claimed it
commences at a certain sales volume, or around a certain number of
year in business. Yet, the exceptions far outnumber the rule. But
much like stock picking, we can look for clues - for historical trends
and patterns to help us make better guesses. And if we go back and
study every major post-momentum company and analyze what
happened right before they went into momentum, there is a common
event. Although they each may have accomplished this in different
ways, every momentum phase in MLM history was facilitated by
massive numbers of people moving into the opportunity, either as
reps or customers, who have never been involved in network
marketing before. No company has ever went into a momentum
phase by this ebb and flow distributors roaming from company to
company. Momentum is caused by a massive injection of new
blood.



Where is this new blood going to come from? How are we going to
expose massive numbers of people to our products and opportunities
that we've never been able to reach in the past? Of course, from...
how many you saw this coming?... the internet.

Now, some of you may be thinking, yeah, but the internet's been
around for years. Where is all this new blood? Well, the internet
may have been around in 1990, but it didn't go into it's own
momentum phase until after 1995 when only 14% of Americans
used the internet. By 1998 that number had almost tripled. Today it's
over 60% and many predict that virtually all of Americans will be
using the internet in some capacity by the year 2010. And it wasn't
until around 1997 or so that the network marketing industry really
began to use, or a better term might be "abuse" the internet.
Certainly there are exceptions to this, but for the most part MLMers
got a little over zealous in their utilization of this amazing new
technology. Rather that use it to help us build our downlines and sell
our products, it was, in way too many cases, used in an attempt to
have it build our downlines for us. The result was, in some cases, big
recruiting numbers, but very little sales volume and overwhelming
attrition. The reason is obvious. People get into network marketing
with the goal of quitting their jobs and doing this for a living. In
other words, they are potentially making a career choice. That's a
pretty serious decision, isn't it? Well, how serious could a prospect
have taken this decision when they only based it on a few pretty
pictures and some jazzy words on a web site?

The internet was also abused in other ways. Like so many other
dot.coms, there were a lot of company failures. Some were ugly,
miserable failures. There were numerous legal abuses as well
resulting in several well publisized closures. The network marketing
industry painfully cut it's internet teeth from about 1997 to early
2000. And now, as this shake out comes to an end and the smoke
clears, what is just beginning to emerge are the remaining
responsible, visionary companies that knew all along that the



awesome power of the internet was not in having it do all the work
for us, but rather having it help us present our products and
opportunities faster, less expensively, and to far, far greater numbers
of people. New people, who've never been exposed to network
marketing before. They're are our future superstars our future
MLM leaders.

The internet is a sales, training and recruiting tool with unimaginable
potential that we are only just now beginning to effectively and
intelligently utilize, and it's an industry itself that looks to expand by
100 million users domestically over the next ten years. And as this
happens, the network marketing industry will soon go into
momentum the same way everyone of it's post-momentum
companies did so - by a mountainous wave of new prospects and
within it these future leaders. They say a rising tide raises all boats,
and in this case, this tidal wave could even cause an unprecedented
event in network marketing history - the secondary momentum
phase, where large, post-momentum companies actually achieve
momentum again!

But the internet isn't the only reason why I believe we're on the
verge of massive "outer circle" recognition. There's another reason
that's so compelling I'm making it a reason unto itself.

Reason #6: Positive Media Exposure.

Radio, television, magazines and newspapers all exist primarily, if
not in some cases exclusively, on advertising dollars. Network
marketing is an industry that, for the most part, doesn't advertise in
the mainstream media. After all, we're a "word of mouth" business.
So not only has the media had no financial incentive to promote
MLM, it actually has a financial inceptive not to. Now, I'm not
suggesting there's some grand conspiracy among these various
media to hold network marketing down, but there certainly has been
a consistent pattern of negative expose's of MLM companies over



the years, some certainly deserving, some not, but curiously, very
few corporate or individual success stories, in spite of the huge
number of them to choose from.

Well, that too is changing. The mainstream media is just now
discovering how to cash in on network marketing without ad
revenue. The first big step in this direction was back in 1994 when
Success magazine, a well respected newsstand business magazine,
featured a front cover montage of network marketing companies and
a lengthy and extremely positive feature article about our industry.
Sure, the companies that knew they were going to be mentioned did
break from tradition and ran display ads, but that's not where
Success made the most money. The people of this credibility starved
industry, long deserving of such positive recognition, sold out the
entire run of that issue. In fact, Success magazine broke their all
time single issue sales record by almost twice the previous record.
The result, obviously, was a lot more positive portrayals of network
marketing companies in future issues. Unfortunately, in spite of this
bold demonstration of exactly how profitable it could be for doing
nothing more than being fair and balanced and also presenting the
positive side of network marketing, few other mainstream
publications followed Success's lead. So, several network marketing
trade publications decided, let's do it ourselves. Soon, we had
several glossy, full color, network marketing focused magazines
hitting the newsstands. At the moment, none of these publications
have taken the country by storm in fact, most have struggled but
understand, the fact that they even exist is a giant step forward for
network marketing, and anyone who truly cares about the well being
of this industry should support their efforts in what ever way they
can.

But this isn't where the greatest promise lies as far as positive media
exposure. What about this idea: Let's say, instead of paying for an
advertement, you worked out an arrangement where you enrolled the
media itself, got the exposure for free, but the resulting sales volume



and downline that was generated from the campaign went under the
company? They could potentially make far more income from
overrides than from ad fees, even after the ads stop running. It's a
perfect win-win scenario we get the positive mainstream exposure,
the media could get even more money from us that if they charged
us for the ads. Would this work? It already is. Slowly, quietly, such a
movement is taking place. I know for a fact that there are currently
over 100 radio stations in the U.S. attempting this, and some are
succeeding, big time. Yet, virtually the entire network marketing
industry is oblivious to the fact this is even happening. It's simply a
matter of time until the mainstream media's grapevine picks up on
this alternative ad revenue generator.

Finally, let's not overlook the public image boost we're getting from
the various athletes, celebrities, political figures and medical
authorities network marketing is attracting like never before. And
no, not all are just paid endorsers, and many of them have careers
that are based on their reputation and positive image, and they've
openly and willingly attached their good names to network
marketing. We've also got well respected mainstream authors and
speakers such as Richard Poe, Paul Zane Pilzer, Mark Victor
Hansen, Brian Tracy and Robert Kiasaki extolling the virtues of
network marketing. This kind of powerful, third party validation has
never happened before, nearly to this extent. And it's just starting,
and it's growing.

Reason #7: Regulation.

Earlier we discussed the cyclical nature of network marketing as it
related to the economy. I hope you picked up on the fact that the first
half of every decade outperformed the second half and that's been
the case for the last 40 years.

But there were more than just economic reasons for this cycle. The
regulatory climate often times influenced the mood of distributors



and our prospects, and therefore, has effected the condition of the
industry to an extent. The most obvious example being the
previously mentioned federal actions back in the 70's. Legal attacks
by state or federal authorities on high profile network marketing
companies do occur from time to time, and curiously seem to peak
in pre-election years, but that could just be a coincidence. Most of
those larger companies, by the way, not only survived the attack, but
are considered models of legality today who's policies and
enforcement systems are emulated by younger companies. Yes,
there have been many situations where pyramid schemes have been
shut down, and typically the action is described as "the network
marketing company that was shut down because it was an illegal
pyramid scheme." It drives me nuts when I hear someone make a
statement like that. It's kind of like saying "A really honest man was
exposed as a lier." Well, then he wasn't an honest man, was he?
Either you're an illegal pyramid scheme, or you're a network
marketing company. You can't be both. I want to make this very
clear before we go any further on this subject: Illegal pyramid
schemes often times try to disguise themselves as network marketing
companies because they want to appear legal. Unfortunately, when
the media reports on illegal pyramid schemes, we do suffer a guilt
by association, and again, that does have an effect on our ability to
retain distributors and acquire new ones, at last temporarily.

The good news is that the last few years we've seen really no
significant legal attacks on network marketing companies, and
several closures of illegal schemes. Not only does this make the
industry stronger due to a smaller pool of opportunities, legal or
otherwise, but it also increase our ability to build, because we don't
have the negative stigma of a well publicized regulatory hit creating
greater resistance toward the industry. Not only that, but it also
demonstrates a greater ability among regulators to delineate between
pyramids and good, legitimate MLM programs. This should be
especially encouraging and comforting to those who've built
substantial incomes in "high profile" opportunities, or those who



intend to be high profile.

And, once again, I've saved the best news for last. There is active
lobbying going on right now by the DSA and others, to enact
legislation that will create federal regulation of network marketing.
As it is now, and always has been, operating a network marketing
company in the United States is kind of like trying to do business in
50 little countries. Each state has it's own set of laws pertaining to
business opportunities, some specifically to MLM, and all have
statutes pertaining to pyramid schemes. Although, for the most part,
each state's definition of an illegal pyramid is consistent with the
other 49, the interpretation and implementation of those laws has
been somewhat haphazard and arbitrary over the years. It's true that
there was a significant legal precedent created by the federal court's
decision in the Amway case in 1979, but even that has been utterly
ignored in more recent cases such as the infamous Webster vs.
Omnitrition case in 1994 where the 9th circuit court of appeals (the
most overturned appeals court in the land) chose to disregard
personal consumption by distributors as a legitimate,
commissionable sale. Fortunately, this decision didn't create law,
just a seldom followed guideline. In fact, several individual states in
recent years, such as Texas, Oklahoma, Louisiana, and Kentucky
have created statutes that specifically recognize personal
consumption as a legitimate sale, and there's legal precedent in
California that they've also adopted this position. But still, the
enforcement actions over the years have been inconsistent not only
between state and federal precedent, but from state to state, and
sometimes even from case to case within the same state.

Not only will federal regulation create a clear, consistent path for all
network marketing companies, and state regulators, to follow, but,
much like the federal regulation of franchising back in the 60's, may
eventually require truer and fuller disclosure. Now, as I understand
it, that's not what's in the current draft of legislation being proposed



as of this writing. However, if this ever did come to pass, and many
believe it will, it would absolutely be a good thing. Very good. Not
only will it tremendously strengthen the industry by weeding out the
bad apples, it will cause this massive turnover rate among start up
companies to drop to a fraction of it's current level because most
won't even start up in the first place. Gone will be the days of
usually ex-distributors sitting around a table saying, hey, let's get a
few thousand dollars together and start our own MLM company -
now, what can we sell? And the ones that do launch will have to be
serious players with solid backing. So not only will more distributors
be packed into fewer companies, but those companies will be only
the highest quality opportunities. Federal regulation will also greatly
increase the respect and credibility level of our industry. This will
create a tremendous boost to all established U.S. based MLM
companies. Not only do I not fear the concept of federal regulation, I
find the vision of this new era of network marketing to be absolutely
exhilarating!

Yes, there are some people who are still apprehensive about the
prospect of federal regulation. I've heard the argument made, as I'm
sure many of you have, that back in 1963, congress came within 11
votes of outlawing franchising. Well, not only didn't they but the
post regulatory era of franchising has created an industry that now
moves over one-third of all the goods and services in this country!
Federal regulation was the catalyst to the biggest boom in
franchising history.

In their attempt to tidy up network marketing from a regulatory
standpoint, might the feds throw the proverbial baby out with the
bath water? Not a chance. Not only are there over 1,200 network
marketing companies in this country, employing tens of thousands
of tax payers, and generating literally billions in sales and corporate
tax revenue, there are about 5 million MLMers out there who are
also registered voters. That may not be a huge percentage of the total
population, but as our last presidential election clearly demonstrated,



it's enough to make a huge difference in the political landscape of
this country. Not only that, but there are even a few network
marketers in congress, and some of our larger MLM companies have
been quite generous in their political contributions.

Network marketing isn't going anywhere - but up.

Reason #8: Industry Growth Rates.

There are a lot of little hints out there that the interest in
entrepreneurship is on the rise, such as a recent report by Barns &
Noble that the percentage of business related books sold in the U.S.
has risen the last five straight years. Also, not only has the number
of small businesses increased annually since 1991, what's most
exciting is that the rate of increase is just beginning to accelerate.

There's anecdotal evidence when we look at the supply vs. the
demand for 800 numbers. It took 29 years to use up the 7 million
800 numbers available, and 888 numbers were introduced in 1996. It
took two years to exhaust the supply of 888 numbers, and the
telecom industry is already planning to roll out not only 866, but 855
numbers. Not only does this indicate a growing market, due to the
increase in small, home based, and internet related businesses, but
certainly it's more due to the dramatically lower cost and
corresponding increase in availability. This could easily be a nice
seguey into yet an entirely new reason for believing in an upcoming
network marketing boom - the increase in technologies once
affordable by only large, million dollar corporation that are now
emerging in small and even home based operations. And this trend
towards technological advancement, availability and affordability is
still at the very beginning of that curve.

Although this tangent really deserves further discussion, let's get
back to growth trends.



Based on information supplied by the Office of Employment
Projections and the Bureau of Labor Statistics, the total number of
self-employed workers in the U.S. changed very little from 1986 to
1996. However, they project an 11% increase from 1996 to 2006,
with sales related occupations being the largest segment.

However, according to the Small Business Administration, the
number of self employed people actually dropped slightly from '96
to 1999, likely due to the robust economy and abundance of good
paying jobs. This means that for these projections to hold true, the
entire 11% increase would have to occur from 2000 to 2006.

But let's get to the bottom line: What are the growth trends of the
network marketing industry itself?

Since the top twelve publicly traded MLM companies provide the
most reliable information, and they make up the majority of the
largest, most well established companies, I'm again directing my
analysis towards them, although an informal survey of unaudited
data provided by private MLM companies reinforced these results.

From 1990 to 1995 annual sales growth averaged about 16%, and
some years was as high as 30%. However, if we track the growth of
these public companies, based on U.S. revenue only, you'll find that
the average annual sales growth from 1996 to 2000 was 8.7%,
reaching a low of just over 6% from 1999 to 2000. And the entire
direct selling industry's growth rate dropped to a ten year low of
4.5% around this same time. Based on this information it would
seem that industry growth was about to come to a grinding halt. But
instead, the growth rate of these companies from 2000 to 2001 was
14.6 percent, more than double the previous year's rate! Without
question, the slowing trend has reversed. This is by far the strongest
signal of pending momentum, when there is not only an increase in
growth, but the rate of growth is also accelerating. Now, one year of
doubling growth rates certainly does not guarantee a boom,



however, one thing is certain - every company momentum phase
throughout MLM history began with that first period of doubling
growth rates.

There you have it folks. Not one, not two, but eight solid, powerful,
verifiable reasons for finally believing in an upcoming network
marketing explosion. No one knows exactly when it will happen, it
could be next month, it could be next year, if could be anytime the
first half of this decade. All we know for sure is, if you get involved
now, and stay involved, you will be there when it happens. So hop
on, strap in, and get ready for the ride of your life. It's gonna' be a
blast!
===========================
Leonard Clements has concentrated his full-time efforts over the last
thirteen years on researching and analyzing all aspects of Network
Marketing. He is a professional speaker and trainer, and currently
conducts "Inside Network Marketing" seminars throughout the
world. Len is the author of the controversial book "Inside Network
Marketing" (Random House) and the best selling cassette tapes
"Case Closed! The Whole Truth About Network Marketing" and
"The Coming Network Marketing Boom." He is a court recognized
expert in the field of network marketing.

To receive additional information about MarketWave and its
products, please call 1-800-688-4766, or write to MarketWave, Inc.,
2406 Canberra Ave., Henderson, NV 89052, or visit
http://www.marketwaveinc.com/



The Power of Personal Authenticity
By Richard Brooke
Have you ever seen the little children in
undeveloped, impoverished countries on the
news? Notice how happy they seem, unless
they are starving or sick (which many of them
are). Have you ever wondered how that can be?
How can children with so little and with so
little future seem so happy, carefree and full of
joy?
Do you remember what you were like as a
small child ... say from the age of 3 to about
age 10 or 12? Do you remember what you
daydreamed about? What you loved doing or playing or learning
about? Do you remember anything about what you dreamed you
would do someday when you grew up? Do you remember what was
important to you? Was it Play ...Winning ... Friendship ... Family ...
Nature ... Adventure ... Cooking ... Creating ... Caretaking?
The most authentic and, dare I say, personally evolved people on
the planet are children.
The most authentic and, dare I say, personally evolved people on
the planet are children.
When we were children anything was not only possible, but
expected. Anything we wanted we believed we could have and
have now. Anything we wanted to do we believed we could do right
now, without any interference or negotiating. The world was our
oyster. It could be no other way not because we were insecure,
selfish clods, but because our very existence made the world our
candy store, in which we had unlimited credit.



From that perfect cocoon we developed a natural and permanent set
of preferences about how we want to experience life. Some of us
want adventure, others safety. Some creativity, others caretaking.
These are what are often referred to in todays psychology as our
Core Values those values that define our happiness, our peace and
our power. As long as we get to do these things and embrace these
preferences, we are in our groove and life is good whether we are
7 or 67.
But just as we began to get into our groove not long after we learn
to communicate, discover our options, and gain some life experience
a powerful force (times two in most cases) started to take shape in
our lives. These two very powerful, very large forces were the key to
our very existence, for they provided the home in which we get our
most basic needs met: shelter and food. These two giants that
permeated every second of our existence are, of course, our
PARENTS.
Parents almost always have good intentions and almost always are a
great contribution in our lives beyond just keeping us alive. But for
all of the good they are, parents are often the biggest challenge to
our growing up to live out our dreams with that very early, very core
set of very personal preferences ... our core values.
You see, most parents missed Parenting 101, Childhood Psychology
102 and Authenticity 103 in school. They missed them because they
do not exist. Parenting in our society usually follows the model of
nature. It is expected to just be instinctive.
One instinct, which is certainly admirable, is wanting our children to
be the best they can be ... to be smart, strong and successful. More
insidious is our desire for our children to be right. And what better
way for them to be right than for them to be just like us. So early
on parents set out to make sure their children become just like them
with the right beliefs, the right habits, the right ethics, the right
skills, hobbies, careers, religions; and even the right sports teams.



You may remember the relentless insistence that as a child you were
expected by your parents to do things this way or that, see things this
way or that, say things this way or that. Some of those lessons are so
deeply ingrained they sing to us even today like some old nursery
rhymes. These are called Imposed Values.
Parents, with their inherent power and the barter of food and shelter
are no match for young children with nothing but naturally
developed preferences. This creates an unavoidable conflict between
Imposed versus Core values.
And so the process of becoming Inauthentic begins. It began with
the very first should. You should do this (in other words, you
better do this, or else!). We learned to push our core values deeper
inside of us ... hiding them away for a safer day to play. We kept
putting on the clothes laid out for us every morning and every night
... the clothes we should wear. The clothes we must wear, or else.
Layer after layer of who we should be to be right, and to be
acceptable, and to be loved. Each layer stole more and more of our
spiritual self, our natural free-flowing essence ... our power.
Sadly even after our parents have passed, many of us live in fear of
disappointing them. Can you see how insidious and powerful that
programming is?
So how do you start to take off the layers of your parents hand-me-
down clothes? The path of personal development is a path of
Authenticity. Authenticity is simply rediscovering and liberating
your Core Values. Many values imposed by your parents will also
be your own Core Values. For example, my parents imparted to me
the value of fun by their example. It may be imposed and it is also a
core value to me; one I could not live without. This is not about
throwing the proverbial baby out with the water, but rather looking
deep inside your soul to see where Imposed Values are not really
you, and identifying core values that would not be acceptable to
your parents. It is about giving yourself permission to be you. It is



about growing up and out. It is about personal power and personal
integrity. The more you and I live our lives to the tune of our own
drummer, the more authentic and the more peaceful and powerful
we are.
To support you in rediscovering your Core Values
especially those which are suppressed and dying
to be freed I ask that you honestly answer the
following questions:
Who would you choose to be and what would you
love to do if there was no one (not any one ... not
your parents, grandparents, respected teachers,
colleagues, friends, etc.) to stand in judgment?
What would you wear? What would your hobbies
be? How would you spend your time and money?
In other words, who would you be if you had the
full permission of everyone who loved you?
Almost always we would be someone different than who we are.
Now, quietly and alone, begin to sculpt your authentic self not
from who you are now, but from who you are at the core. Peel off
the layers. Let the Magnificent You shine through. Describe the
Magnificent You in detail; write it down.
How do you look?
How do you feel?
What do you love to do and how do you do it?
What is truly important to you?
What sets you free?
What makes you feel your very best?
What lets you love freely?
What inspires and sets you on your path to greatness?



Write it all in the present tense, creating positive images with your
words. Affirm it. Read it daily. Gather pictures, and music, and
quotes to support it. Study it like you did your nursery rhymes as a
kid ... the songs and poems you learned by heart.
Think about what by heart means. It becomes part of who we are,
existing in every cell of our body, laced throughout our spirit.
This process does work to peel off the layers of others' visions for
you and expose the true essence of you. It works because the
process of visualizing the new you regardless of your mindless
chatter about it over time trains your emotional, spiritual and
unconscious self to believe and accept it. It works because it is
merely training the powerful part of you to shine again. It is already
in there, always has been, covered up by a thousand wet blankets.
My greatest mentor told me in the late 70s that all personal power
comes from self-honesty. I see authenticity as the same thing.
Allowing ourselves to be the real deal lets our personal power run
wild. It is an extraordinary process of rebirthing, if you will. This is
one you can try at home.
Richard Brooke
grew up on a
cattle ranch in central California. After high
school, Richard pumped gas at Pearsons Arco
at the corner of G and Olive streets. He lived
at the gas station in his camper. After failing t
lock the front door of the gas station two
nights in a row, he was fired and went to work
for Foster Farms, the largest poultry
processing plant in the world. It was a union
job that paid $3.05 an hour, complete with
benefits, seniority, vacation, and best of all
retirement. Richard cut chickens into parts as
they flew past him on the production line.
o



Having established gainful employment at the age of 22,
Richard fully expected to spend the next forty years of his life
working at the chicken plant, building seniority (POWER),
vacation time (FUN), and clicking off the years to retirement
(FREEDOM).

Then a friend introduced Richard to a business model that
promised fun, freedom and (as he would later describe it) a
life beyond money. Stepping in to a new way of thinking and
working required a huge change in perspective. Richard had
to believe that he was both capable and deserving of success,
and then relentlessly pursue a new direction in his life. With
the help of friends, mentors and coaches, he did just that.

Richard made his first million before the age of 30, advancing
to the top sales-leader position in a $60 million Network
Marketing organization made up of more than 200,000 sales
people. At age 31, he became the Executive Vice President of
that company.

Through Richard's coaching, writings
and seminars thousands of leaders have
discovered new distinctions in
listening, leadership, courage,
relationships, team spirit and big-time
fun. He is the author of Mailbox
Money, Mach II Starring You and co-
author of The New Entrepreneurs:
Business Visionaries for the 21st
Century. Some of the presentations that
Richard has authored include:
The 4-Year Career Plan
Listening Through Objections



Value-Based Prospecting
Vision and Self-Motivation
The Un-Boss
The New Leaders
Therapeutic Listening
Coaching For Personal Breakthrough
A Life Beyond Money
Richard and his wife, Christine, continue to play full out from their
home on the lake in the resort community of Coeur d Alene, Idaho
and a horse ranch in the California foothills. Richard enjoys Harleys,
golf, water sports, scuba-diving, skiing, snowmobiling, helicopter
flying, a good game of poker and a real Cuban cigar.
1-Day Vision Workshop
Dalllas, TX | Hilton Dallas Lincoln Center
Friday, March 9 | 9:00 am - 5:00 pm
Registration: $175/person - Call 888.665.8484 to register

Room Reservations - 972.934.8400
Ask for Richard Brooke Workshop Rate:
$119/night (single/double/quad)

2005 High Performance People, LLC. All rights reserved.
No portion may be reproduced without written permission of High Performance People, LLC.




SHARK!!! Oh no, RUN!!!!
Seriously, theres no shark in the water, its a
metaphor for how some people think about Network
Marketers, and can you blame them?
Here you are minding your own business at your local
bookstore, you feel someone eyes on you, following
you as you meander through the motivational, self-
help or the business isles, and then just as you settle in
your comfy chair you are approached. Excuse me, I
couldnt help but notice you, you seem like a sharp
individual
It has happened to me more times than I care to
remember. Is it the opportunity I am running away
from? Is it the freedom? Is it the products? It is the
thought of having to be a shark swimming just off
shore waiting for some innocent unsuspecting person
to come by so I can take a bite out of their time.
NO THANK YOU. Thank goodness that is not
happening today as much as it has in the past.
However it still happens, just the other day while

picking up Joe Vitales newest book, I could feel someone eyes on
me, following me, wondering to myself, maybe it is someone who
knows me from one of my seminars, or someone I coached years
ago? None-the-less I had this sneaking suspicion someone is
watching me. Then BAM suddenly I make brief eye contact, there
they were, two of them, tag teaming me, a man and a woman.
As soon as I made eye contact I knew it was them right away,
practically the only ones in business attire holding their brief cases
in a book store in the middle of the afternoon.
For some reason, I guess they decided that it would be better for the
woman to approach me, rather than the man, so he lingered back
trying not to seem too obvious, and she slowly, not directly walked
over to me. What I mean by not directly is, she stopped at the new
release shelves, then stopped at the new arrivals table, then slowly
moving along the first magazine racks, picking up a magazine and
pretending to browse through, occasionally glancing in the direction
of her partner, then in my direction. How I wish I had my
camcorder, this would be great for a training seminar, a classic.
Getting impatient, I almost got up from my juice and muffin to ask
her to just come over and quit stalling, but I decided to play along,
and watch her and time her. Almost 15 minutes, and I was tired of
milking my muffin along, normally I would have been done by now.
She managed to ward off three attempts from patrons of the store to
say hi to her and talk to her, and I am sure one of them was trying to
get the nerve to approach her with their own opportunity. Mean
while her partner was trying to look busy between glances in her
direction, then to me.
As I sat there watching her, trying to get a take on the company she
is involved in. The way they were carrying themselves, (posturing)
is was very reminiscent of the old days when I did some trainings
for various Amway distributors. The dark suit she was wearing, her
polished shoes, the way she walked, as if she is attempting to



building more confidence the closer she got to me. I could see she
was still lacking in confidence, I thought for sure she would not
complete her mission.
At last, finally she made it to the table where I was sitting. I could
not believe my ears as she began, I couldnt help but notice
thats when I stopped her short and said, Its Amway isnt it?
Standing there in shock looking at me as if I had just ran over her
cat. She stammered momentarily, glanced over to her partner for
support, cleared her throat and said, No its not Amway, and
continued, have you heard of Networking Marketing before? I
smiled and politely asked her to take a seat, and waved over to her
partner to join us, and explain to me about their business.
As it turns out, my years of not staying abreast of the Amway
situation I didnt realize they had changed their operational name
to Quixtar. Ok lesson learned, not that I do or dont like Amway,
its just that the approach is so easy to spot, and telling me that I
have to qualify to join their organization. Oh, oh, I am sure this
cant be good, someone using the take-away close before I even
express an interest.
Amway is a great business, and the people are hard working,
dedicated people, and I appreciate Dexter Yeager for all he has done
for Amway, his distributors and Network Marketing as a whole;
however the approach has got to change.
Today, I cannot help but think at least in this particular case,
THERES A SHARK IN THE BOOKSTORE!
People often come to me and ask, Why wont people sign up in my
organization? I listen as they go on to explain, I meet people, and
talk to people, invite people and still I am struggling to get qualified
recruits to sign up. There are many answers to that query, however
for this report we have to assume the SHARK MENTALITY is to
blame.



For that the answer is simple, I tell them to stop circling and
following people as if these unsuspecting people are prey; its as if
they are going to bite their arm off at any moment. NO ONE likes
that approach, and the people who do like that approach are typically
socially challenged, they are the types who will create a socially
awkward atmosphere and be totally unaware that everyone except
them is feeling uncomfortable. Oops did I offend someone? Sorry,
well only a little sorry actually. If that describes you, then being
able to admit it is half the battle, and change can be right around the
corner.
The old days of Networking Marketing are over, I know youve
heard all the old stories about how so-and-so would drive 45 miles
one way just to go to the mall and talk to everyone he could bump
into and ask if they knew where a good car wash is. Give that a try
that today, please let me know how it goes, you and I both know the
police and the armed security at the mall will not tolerate it.
The times have changed, and it is time to change with the times.
People are not going to respond well to being followed in the mall,
or anywhere else for that matter. You want to approach someone
with the intent of getting them into your organization? Then take
my advice, walk right up to them and do not wander, linger or hide,
just walk up to them and say hi. The rest will follow. If they are
interested in hearing about your opportunity, then take the next step,
if not roll on and dont waste 10 minutes building the courage to
approach them.
By the way, shopping for prospects is not the best use of your
time, however when you are out shopping it is a good idea to keep
your eyes and ears open, but your primary concern when out
shopping should be to shop that is why you left the house in the first
place. Remember always be approachable; however that is another
training all together so back to the topic.



Being like a shark in the water is not the way you wan to build your
business. Imagine shopping at Neiman Marcus, Saks Fifth Avenue,
or Lord and Taylor, how would you feel if their sales staff were
following you, watching you, waiting for their moment to pounce on
you? Do you honestly want sale people breathing down your neck
the whole time you are shopping? The answer is no! Last time I
was in Saks, I was with a friend who was looking for a handbag,
after all was said and done, the purchase totaled just over
$12,000.00. (one handbag, two pair of shoes, a beautiful evening
gown, and wrap.) Believe me if someone was circling us like a
shark following the scent of blood we would not have bought
anything.
Your prospects are the same, they dont want someone to target
them, and stalk them, and circle them just waiting for the chance to
pounce. Just like what happened to me that day in the bookstore.
The odds of someone getting me to join their Network Marketing
Business with that approach is ZERO, it isnt going to happen.
Its not that I am not interested in their product, I am sure I will
become a customer at least, what I do have issue with is their
approach. I most definitely am not interested in someone who wants
to become my boss in a Network Marketing Business, which is
exactly what they were looking to do. The sharks of this business
are always looking for that one person that will do all the work for
them and raise them to the top of their pay plan. They seem to think
their job is to motivate their new would be star to greatness, and
coax them to take action, and the sponsor can stop recruiting
because a star has been born.
I am not interested because I know they would be calling me every
morning to make sure I am up and doing my daily rituals, calling
every evening to make sure I accomplished my daily tasks, and have
the right number of people at this weeks conference call, checking in
on me, making sure they have a solid worker to take them all the
way to the top.



Its the difference between the types of people who are willing to
find diamonds in their raw and uncut rough shape and learn to cut,
shape, craft making an ugly rough uncut diamond beautiful and
magnificent; and the people who are sifting through all the rough
uncut diamonds someone else collected, looking for the one
diamond that is already cut and shaped by anothers skilled hands
and craftsmanship.
Maybe you have seen the type of Shark who
will be your friend and take you to luncheons
and invite you to their homes and weekends at
the pool parties, special invites to play golf or
tennis at their exclusive county club and after
about 6 weeks they will invite you to their home
for a BBQ with friends.
Their friends happen to be all in their downline
or current prospects, just like you. They then
turn up the recruiting heat, leading you to
believe that you have a shot into their private
personal world if you sign up with them. Only
to discover, once you sign up the tennis
invitations, BBQ, and pool parties are very few
and far between, if they even happen again.
Sharks are not good for any business, and most
of all sharks are not good for you and your
business.
You do not have to be a rocket scientist to do this business, its easy,
the hardest thing you will do in Network Marketing is work on
yourself. In order for things to get better you need to get better, in
order for things to change you must change. That is very true in
this business.



Can Sharks make a lot of money? Typically NO, however there
have been exceptions, however not many. They usually make
money then wash-out and go to the next opportunity.
Take a look at a couple I know, John & Giselle Sexsmith with
Nuskin & Big Planet, they are one of the top income earners in the
world, they are friendly, nice, down to earth easy to talk to not fake
or phony, and they have seen their fair share of sharks in their day.
A shark will not build the relationship necessary to make the
business work for them. John and Giselle are great examples of how
to build a solid business the right way.
I tell all my clients who are interested in Network Marketing as an
added income stream, to sponsor shop. I advise them to find the
right company, and once they have the right company, then find the
right sponsor, one they are comfortable with, a sponsor who is a
solid leader, or at the very least have access to a solid leader through
their sponsor. This will minimize their being bitten by a shark in
this business.
Avoid the sharks in this business and make sure you find the right
sponsorship line, and the right company, and you will have won half
the battle.

Developing Your Network Marketing Game Plan.
by Dr. Joe Rubin



There is nothing like a clear, detailed and concise game plan to
guide your success in network marketing. The following is a
summary of some of the key elements to developing such a
successful game plan.
Based on your overall vision for what your networking business will
ultimately provide for you, what are your income expectations and
your time frame for achieving them? Start with a six-month
schedule. Although your vision will require a more general plan,
focus first on your immediate actions.
You'll want to work with your upline leaders to find answers to the
following questions:

1. What is the next highest position in your compensation plan, and
when will you achieve it?
2. How much earned income do you expect per month, and when
do you expect it?
3. How much monthly volume will you need to create in your group
to earn that income?
4. How many distributors will you need to partner with to bring this
about?
5. What position will you attain by month six, and how much
income will it provide?
6. What resources will you need to accomplish that?
a. Time to invest per week.
b. Supplies to order, including product and support materials.
c. Educational and training materials you'll need.
7. Who will work with you to support you?
8. How will you develop your list of prospects? Will you
advertise? When and where?
9. What training and personal development seminars will you
attend?
10. Will you build using three-way calling with your upline?



11. Will you build locally and in person, or long distance by fax,
phone or the Internet?
12. What support structure does your company have for you to use?
13. What will go into your sorting packages?
14. How will you duplicate yourself?
15. What other resources will you need?

Determine a Single Daily Action to Support Your Goals
A single daily action is something you will do consistently and
continuously to bring about your success. At minimum, it will
include:
X number of prospecting conversations
X number of follow-up conversations
X number of packages you'll mail or hand out
X number of hours you'll spend on training and coaching your
downline
Any other action needed, daily, to ensure your success
How Much Is Enough?
To determine how many people you will initially need to prospect,
work backwards, starting with your goals. Use input from your
upline to ground what it will take to reach your target in reality.
Here's an example: IF you generally enroll one out of 20 prospects
..., and IF one out of three builds a business ..., and IF your goal is to
find two business-builders each month ..., THEN you will need to
prospect 120 people per month to find your two business-builders.
IF you work five days per week, THEN you will need to prospect
six people each day to reach your objective each month.
Where Will You Get Your Prospects?
If you need 120 prospects each month (continuing the previous
example), will you get them from ...
your warm market of family, friends, and acquaintances?



ads?
business or trade shows?
radio or TV commercials?
co-op ad programs?
other sources?
It's essential that you have enough people to prospect to remain on
track toward your goals and to maintain a powerful, productive
posture.
What Area of Your Character Will You Develop as You
Prospect?
Network marketing is a numbers game only if you don't speak to
enough people! Leverage your success by developing yourself.
Possible target areas

for your development will include:
Your Listening
Your Belief
Your Courage
Your Persistence
Your Energy
Your Communication Skills
Organization Skills
Powerful Speaking
Developing Rapport
Developing Vision
Guiding a Conversation
Not Dumping Information
Listening for what' s important or missing in your prospect' s life
Listening for an opportunity to contribute
Elements that would make you more attractive as a business partner



Create a Debriefing System
I can not stress enough the necessity for an effective debriefing
system. How can you develop yourself if you're not getting any
feedback? You begin by establishing a system for getting and using
this vital information.
1. Keep a journal
Record the highlights of every conversation you have with each
prospect. Record the developmental area you plan to concentrate
upon. What worked? What was missing? How could you be more
effective? How could you listen and communicate more powerfully?
Keep track of your chosen development areas as you prospect. Make
at least 100 to 500 calls and rate yourself after each and every one.
You'll see tremendous improvement in your effectiveness, and you
will be able to put to use everything you learn.
2. Record your calls
Ask one of your mentors to listen to you as you make calls and give
you feedback. Also, listen to yourself to hear how you sound to
others and make any adjustments necessary.
3. Make three-way calls
Listen in on prospecting calls made by your upline. Then have your
upline listen in on calls you make. Record their feedback, and pay
particular attention to those mentors whose skills and techniques
consistently get results.
4. Ask your prospects for feedback
That's right! Whether they are interested or not, they are still your
audience. You might ask something like, " I'm working on being a
more effective communicator. Would you be willing to give me
feedback on ... (add your developmental areas)?"
5. Create your own debriefing structure
One that works well for me is to make up a sign that speaks to
whatever area I'm working on. I place it by the phone as a continual
reminder to smile, shut up, ask questions, etc.
Constantly Reassess Your Actions
What's working? What's missing? Are you on track?



If not, what do you need to realign with your development, your
goals, your values or vision? It's critical to always make sure that the
actions you take are in line with your intended results. If your results
are not what you expected, look to ground your action plan in reality
to better achieve your goals.
Duplicate It!
Network marketing is always about duplication. Find something that
works for you and then go out and teach others how to do it. Keep
this in mind as you develop your game plan. If it's not duplicable, it
will be of little use to those who follow your leadership.
6. About the author:
Dr. Joe Rubino is a top distributor and a member of the advisory
board of a well known international network marketing company.
He is an internationally acclaimed speaker, author and success
coach. His book (from which this article was taken), "Secrets Of
Building A Million-Dollar Network-Marketing Organization From A
Guy Who's Been There Done That And Shows You How To Do It,
Too" has been called the best book available on how to build a
successful MLM business. To order Dr. Joe's book call the Leaders
Club Order Department at 1-800-783-6561. You may contact Dr.
Joe by calling 1-800-999-9551 Ext. 870 or E-mail to:
jrubino@andonet.com



How to Build a Network of Power Relationships
Relationships + Networking + Little Things = Success
By Harvey Mackay
Product Information:
If you want one year of prosperity, grow grain.
If you want ten years of prosperity, grow trees.
If you want one hundred years of prosperity, grow people. In How to Build a
Network of Power Relationships, world-renowned author Harvey Mackay
reveals that success in business and in life is embodied in the interpersonal
relationships we make.

The most important word in the dictionary is people, Mackay tells us. If I
had to name the single characteristic shared by all truly successful individuals,
Id say its the ability to create and nurture a network of contacts. While
Harvey cant promise you a whole new personality, he can train you in his time-
tested tips and techniques for building power relationships that will last a
lifetime.

Success doesnt happen by accident. The habits of success must be learned and
practiced until they become permanent. Developing people skills, personality,
and the ability to communicate will change your life for the better,
forever.

To succeed in business, or any arena, you must be able to make things happen.
You have to think big, think bold, think creatively, think in quantum leaps. The
key to seeing around corners is to tap into the eyes, ears, hearts, and minds of
the people who can help you the mostthe people who are part of your
personal network.

John D. Rockefeller once said he would pay more for the ability to get along
with people than for any other skill. Unfortunately, its a skill that cant be
bought. But it can be taught! In How to Build a Network of Power
Relationships, Harvey Mackay will show you:

Why caring is contagious and how it creates a self-fulfilling prophecy in
networking
How to see around corners with eight proven networking techniques that put
you ahead of the curve



That little things dont mean a lot, they mean everything in dealing with
people
How to break down barriers to networking in just thirty days
Five ways to beat one of the greatest human fears: rejection
How to sell yourself by putting the wow in communication
Ten cant-miss tips for tackling the job market

Remember, we all start out in life with one thing in common: we all have the
same amount of time...its just a matter of what we do with it. The best way we
can spend our precious time is on our relationships.

Life is a challenge. Finding a job, raising a child, finishing school, getting a
promotion, achieving our goalseveryday we have to beat the odds in a
complicated world. Fortunately, we are not alone. Other people are there,
willing and able to lend a hand. All we have to do is ask. In the long run, we
will only be as strong and as successful as our relationships.



MLM Network Marketing Training- What do
you say to, 'I could never do Network Marketing?'
by Art Jonak

I often get asked:

"Art, what would you say to someone that says: "I could never
do this, I'm not outgoing like you, I'm not the sales type, this is
a Pyramid, I could never do MLM., Training takes too much
time, I don't know anybody..."
Are these enough objections to start with?

Learn to think like a Player, and you'll only have to train your
distributors once on how to handle these objections. The best
part is they will never bug you about them again.
Read on...

Rather than have my distributors "wing it" and think of
something on the spot, I help them create a personal first
sentence, test it, make sure it works, and then have them
distribute it to their downline.
The downline gets proven technology. The downline avoids a
lot of rejection. Results are up.

Everyone is happy.

So, let's construct a first sentence that addresses the above
objections in this particular case.
You might say what Tom "Big Al" Schreiter has tested for
years and has proven to work in even the most adverse of



situations:

"Most people do network marketing everyday, but they just don't
get paid for it."

This sentence tells the prospect that he or she is already
doing network marketing. It tells them that they don't know
they are doing it. And they are definitely not picking up a
check for doing it!

So in the prospect's mind, he or she is thinking, "Wait, If I'm
doing network marketing everyday, it can't be a pyramid. I
wouldn't do anything illegal. And if I'm doing it everyday, I
won't need any training. And of course I can do it, I'm already
doing it. And if I'm doing it, and not getting paid for it, hey wait
. . . how do I get paid for it?"
For a HOT MLM Training PassionFire Resource on Handling
Objections: "Objections Course 101" In the PassionFire Online
Store! Click here

Now the prospect is asking us, "How can I collect a check in
network marketing?"

If your prospect thought this, how hard would it be to sign him
or her up?

They have already been sold from the first sentence. So then
you would continue your presentation, re: enforcing examples
of how the prospect is doing MLM already in his life.

In summary, take the common objections you encounter . . .
create a first sentence that destroys those objections . . .
Make the first sentence affect the prospect so that the
prospect says, "Hey, tell me how I can get into this thing and



start collecting."

Now you have a partner, not an adversary. It's easy to give
presentations to partners. It's death to give presentations to
people with their defenses up.
Happy prospecting!

--------------------------------------------------------------------------------
Art Jonak can be reached at:
281-280-9800 Direct Line
310-228-9032 VM
http://www.mlmplayers.com
http://www.artjonak.com
http://www.MastermindEvent.com
http://www.FreeSponsoringTips.com
http://www.MLMCruise.com



Cruel advice.
By: Tom "Big Al" Schreiter, Fri Dec 9th, 2005 08:37:40 PM
Cruel advice. by Tom "Big Al" Schreiter
I get a lot of calls asking for network marketing advice.
People ask if they should try a certain strategy, how certain leaders
become successful, which type of presentation gives the best results,
and what is my advice on their new brochure.
And who are most of these callers?
Many (but not all) fall into one category. They are people who spend
time investigating, analyzing, and looking for an easy, cheap way to
become an overnight success. They find it easier and safer to stay in
a state of continuous investigation to avoid actually doing something
to build their business.
My advice to many of these callers:
"Go out and actually DO something. Maybe even make your first
prospecting presentation. Even if you make 20 more calls
investigating networking theories, nothing will happen."
Okay, I'm not very popular with some of the callers, but I do feel I
should at least tell them the truth.
What about you?
Do you have distributors who do everything EXCEPT contact
prospects? Are they always putting together a new brochure or
presentation that will fix all the problems of networking? Are they
so busy with "busy work" that they don't have time to recruit?
What are you going to tell them?



Are you going to say,
"Nice brochure. You're really accomplishing a lot."
Or, are you going to tell them the truth? Will you say,
"Go out and actually DO something that will build your business.
Make a phone call. Make a presentation. Sign up a new distributor."
==> Want more neat prospecting ideas?
Get seven examples of ways to sponsor new distributors, taken
directly from the '103 Ways & Places To Sponsor New Distributors'
manual.
Simply send a blank e-mail to:
liz3-15187@autocontactor.com
Or go directly to:
http://powerpack.mlmlesson s.com
About the author: Tom Big Al Schreiter is the author of the Fortune
Now Newsletter, a generic training resource for professional
network marketing leaders. If you'd like to read some free back
issues, go to www.fortunenow.com or get the current issue free by
calling 281-280-9800.



Going Core
By Randy Gage

There are nine key qualities that every great Network Marketer possesses.
Its likely that you already practice some or most of them. But to be a
leader, and set an example that others can duplicate, you must practice
ALL of them.

To live all nine core qualities means youve made and honored a
commitment to Go Core. To develop your business, you must identify
and work with the people in your organization who are willing to make
this very same commitment. Lets take a look at each one of these core
qualities:

Core Quality 1) Use all of the products

To Go Core means that if your company has a product, you would never
buy a competing product for any reason ... ever! A Brand X product
purchase takes money out of your business and puts it into someone elses.
A core person never buys Brand X, regardless of sales, convenience, or
for any other reason. Its simply bad business. You must use all of your
companys products that apply to you - and be able to talk knowledgeably
and enthusiastically about them to effectively build your business.

Core Quality 2) Develop a consumer group

Your business is driven by the volume produced by sales to the end
consumer. A great deal of those sales will be to distributors who buy
from their own store and use the products themselves. But there are many
other people who will benefit from your products or services, but are not
interested in building a business at this time. These people will become
your consumer group.

Its critical that you develop this consumer group. This is good business,
because you:

1) Service the people who arent distributors, but need your products or



service;
2) Earn retail income;
3) Develop consistent income you can count on from regular customers;
and
4) Build personal group volume volume that can keep you qualified to
earn other lucrative bonuses and incentives. Its a good goal to develop a
base of at least ten retail customers when you are just starting out.

Core Quality 3) Make regular presentations

Like every business, Network Marketing requires consistently taking
action steps. One of the most important of these is making regular
presentations. Realistically, you need to be making three to five
presentations a week when you start your business (working seven to
ten hours a week). As your business grows, you will want to increase this
number. When you reach what I consider full time in this business
(about 25 hours a week), you will want to be making five to eight
presentations a week. Of course, not all of these presentations will be new
prospects that you want to personally sponsor. Many of them will be
presentations you are conducting for your people as you train them and
build depth.

You must consistently make presentations if you want to grow your
business. Dont be misled into thinking youre growing your business with
busy work (reading manuals, going to seminars, filling out forms, etc.).
These things are important, but they are support functions to the real
business which is making regular, successful presentations to prospects.

Core Quality 4) Attend the functions

Functions are the glue that holds your business together. Attending them
helps you grow your business, gives you crucial training, and keeps you
focused. In your regional area, you will have the chance to attend
opportunity showcases, product workshops and rallies. If these are within
two to three hours driving distance, you will want to attend. There will be
other events, such as conventions and leadership conferences, which are
held annually. These are major, often life-changing events, and youll
want to schedule your vacation time around them so you never miss one.

Core Quality 5) Spend daily self-development time



If Ive discovered one fundamental truth, it is this: your business will grow
only as fast as you grow. You will have to develop new skills as your
business progresses. Initially, you will need recruiting and training skills.
Later, you will need time management and organizational skills.
Ultimately, you will need leadership, communication and empowerment
capabilities. In order to develop others, you must first develop yourself.

Its important that you set aside specific time each day for self-
development. For most people, this is best done in the morning before
your workday starts. You might meditate, exercise, listen to inspirational
tapes, or read anything that helps you grow your mind, body and soul. Set
aside this time and stick to it.

Invest in audiotapes, books and videos that help your personal
development...and make sure half of this is specific to your network
marketing business. Keep tapes or CDs in your car to play at every
opportunity you have throughout the day. Get a portable CD player and
use it when you go walking or cycling.

Dont end your day by watching the late news and then going to sleep.
Make sure the last input you receive before going to bed is positive even
if its just reading one paragraph from an inspirational book.

Many companies or sponsorship lines offer programs that provide
positive, inspirational and/or instructional material on a subscription basis.
If youre in such a situation, you are quite fortunate, because much of the
work of finding and getting good material is already done for you. Sign up
right away and make sure your people do, as well.

NOTE: If your company doesnt have such a program, or you would like
to supplement your program, Id like to suggest that you consider a
subscription to my Dynamic Development Series. Each month youll
receive a one-hour tape dedicated to exploring the frontiers of body-mind
development.

Core Quality 6) Be teachable

If you want to build your business in the fastest manner possible, you must
be teachable and willing to be coached. You will find Network Marketing
is quite different from traditional businesses. Things that work great in
sales, sometimes do not work well in Network Marketing. Your



sponsorship line has learned the methods, strategies and techniques that
work best in your business. They will work with you and teach you
everything they know...without charging you a penny. Your sponsor is the
repository of all the experience of many generations of distributors all
the way to the company. Learn from them.

Core Quality 7) Practice accountability

Network Marketing is a business of relationships, and relationships
operate on trust. To earn and maintain that trust, you must be accountable.
You can never tell a lie to your distributors or customers and be
accountable. Accountability also means that when you write checks,
theyre good; when you promise to work with someone, you follow
through; and when you commit to attend an event, youre there on time.

Accountability means that when we have a product display with 24
products, there will still be 24 products at the end of the night. It means
never approaching someone elses prospect or attempting to steal
distributors from another line.

You create the culture of your organization. If you do it right, it will mean
you can hold a function and 800 women can leave heir purses on their
chairs, come back, and find everything exactly as they left it!

Core Quality 8) Edify the organization

Savvy distributors learn that they must edify their sponsorship line. By
edify, I simply mean to build up. When you point out the success and
accomplishments of your sponsors it makes those sponsors more
effective when they come to work with both your prospects and
distributors. Many times you will find it difficult to be a prophet in your
own hometown. Sometimes your friends and relatives arent yet ready to
accept that powerful, positive concepts can come from you.

By edifying your sponsorship line then bringing your prospects to them
youll have support to hold you over until you develop some initial
success and credibility. Likewise, your sponsorship line can help you
when youre working with your new distributors.

This was a lesson I had to learn the hard way. I was so ego-driven when in
my early years in the business, that I would never edify my sponsor. In



fact, I did quite the opposite. I used to complain to all my people how
weak my sponsor was, hoping I would look strong by comparison. (Of
course it did just the opposite, but I couldnt see that.)

In any event, when my sponsor would come to town, do training, or
conduct a meeting none of my people would turn out. So when I needed
someone to give me credibility, there was no one to provide that. I never
got any of my close friends or family members in the business. I still today
believe the reason is because I didnt edify my sponsorship line.

Core Quality 9) Follow the system

Leaders understand that lone rangers can be successful initially but
will not enjoy long-term success. For residual income, and walk away
security, you must follow a step-by-step duplicatable system, and you
yourself must be duplicatable.

This means that everyone in your organization uses the same marketing
materials, employs the same training procedures and follows a
standardized presentation. This way, the method you use to bring in new
people is the same method they use to bring in their new people. You are
completely duplicatable. Regardless of someones previous job
experience, their education or confidence level they can do the business
in exactly the same, successful way you did.

Your sponsorship line has learned what works and what doesnt. They
have created the system based upon that experience. Follow the system
and you have the resources of the entire sponsorship line working for you.
If you change the system, you lose the benefits of having all those
resources at your disposal. Also, when you change the system,
(substituting a different tape, changing the presentation, etc.) you send a
message to your people that its OK to change the system.

Your first-level people change the system a little, so their first-level people
change the system a little, and so it goes down through the entire group.
After a few levels, there is no system, so you have no security, no
potential for walk away, residual income. And that means no drink out of
a coconut money!

Go Core!



These nine Core Qualities are what separates network marketing leaders
from the people who drop by the wayside and never reach long-term
success in the business. Practicing all the core qualities isnt easy its not
supposed to be. But you must practice them if youre truly interested in
building a network where others can achieve the same success as you.

Going Core means doing all nine actions, not just the ones you like. It
also takes a substantial investment in you. But you will discover that the
people who commit to going core reach dramatically higher levels of
success than those who dont. As a leader committed to empowering
others, you have a responsibility to go core yourself, and create this
culture throughout your organization.

-Randy Gage
For more than 15 years, Randy Gage has been helping people transform self-limiting
beliefs into self-fulfilling breakthroughs to achieve their dreams. Randy's How to Earn at
Least $100,000 a Year in Network Marketing series is the #1 selling album in direct
selling history. And his "Escape the Rat Race" audiotape has introduced the industry to
millions of prospects all over the world. For more resources and to subscribe to Randys
free ezine newsletter, MLM Leadership Report visit
www.NetworkMarketingTimes.com or www.RandyGage.com.

CONTACT INFO: Randy is available for background information, interviews and
profiles on the Network Marketing industry. He can be reached through Prime Concepts
Group, Inc. at 1-800-946-7804 or (316) 942-1111. Rights to reprint and reproduce this
article are granted as long as it includes the full last paragraph tag line complete with
web links. For questions about this article contact Alicia Gregg at email
agregg@primeconcepts.com or Prime Concepts Group at 316-942-1111.
Copyright MMIV by Prime Concepts Group, Inc.



How Does Your Networking Report Card Stack
Up? By Harvey Mackay
For years I've had a plaque on the wall of my office that reads:
"Pray for a good harvest ... but keep on hoeing!" I looked at that so
many times over the years that it's permanently burned into my
memory.
Some people still use the old Rolodex file, but most people today
have all their contact information in their computers. From force of
habit, I still refer to it as my Rolodex file.
If you want your Rolodex to produce a fruitful harvest, you have to
be persistent and you have to keep on hoeing. Remember:
It's a chronicle of your life. As the world changes, one thing will
remain constant - the relationships you develop over a lifetime.
* Guard it with your life. For me, it's still one of the most important
word in the English language ... Rolodex.
* Consider it an investment. We all start out in life with the same
amount of time each day. It's what we do with it that counts.
* Remembering doesn't work. The person who counts on his or her
memory has a fool for a filing system. Studies have shown we forget
50 percent of what we hear in four hours.
* Make it work for you, not against you. With your Rolodex file,
two things count most: It's fun and it works.
* You have to give a piece of your mind to get peace of mind. You
can utilize the insight and vision of your whole network to help you
"see around corners."



* Make connections the old-fashioned way. You don't have to know
everything. Seek out people who know the things you don't.
* You can improve on human nature. With practice, using your
Rolodex file becomes more than a discipline, it's a way of life.
How good are your network building skills? I developed the
following self-test several years ago. I know it's summer vacation,
but see how you stack up. Answer these questions and rate yourself
on a 1-5 scale, 1 being not true and 5 being very true:
1. I have a large network of people I can call upon when I need help,
information or a resource. (Score __)
2. When I meet someone new, I record and file information about
that person within 24 hours. (Score __)
3. I add someone new to my Rolodex at least every week. (Score __)
4. I follow up with new contacts right away - writing a note, sending
an email, making a phone call or sending a clipping. (Score __)
5. I keep track of special things that matter to my contacts like their
family, hobbies and achievements. (Score __)
6. I can easily find out when I was last in contact with someone.
(Score __)
7. When I mail something out - a resume, sales letter, change of
address - I can count on having correct name spellings, titles,
addresses for everyone in my network. (Score __)
8. I know about and acknowledge special dates like birthdays,
anniversaries and graduations. (Score __)
9. When I want to give a business gift, I can count on my Rolodex to
provide me with an excellent idea of what the person might



appreciate.
(Score __)
10. I make it easy for others to add me to their network by providing
my business card, notifying them of address changes and informing
them about my career progress. (Score __)
11. When friends ask me for the name of a good resource, I have no
trouble providing one. (Score __)
12. When the moment comes, I can really "wow" a customer,
prospect or potential employer with special information or an idea
that shows I care. (Score __)
Total the points above and score yourself:
0-24 You're in rough shape. It's time to make a change.
25-36 You're doing some things right. Now let's get to work.
37-44 You're off to a great start. Build on what you've done so far.
45-55 You've got superstar potential. All you need is the polish.
56-60 You're already there. Keep up the great effort!

Mackay's Moral: If I had to name the single characteristic shared
by all the truly successful people I've met over a lifetime, I'd say it is
the ability to create and nurture a network of contacts.
The very best of Harvey Mackay. From book excerpts to how to
book him for a speaking engagement. Everything you need to
outsell, outmanage, outmotivate and outnegotiate your competition,
and develop more productive business relationships can be found at
his website. http://www.mackay.com/



"Three Secrets to Mega-Success" (Part 1 of 3)

Copyright 2006 Chris Zavadowski

I'll be the first to admit it...

I'm not a genius. My SAT scores weren't the highest. I didn't have a perfect 4.0
GPA in college (but I was pretty close). And I don't even have a formal "business
degree."

So - how the heck did I graduate at the top of my class, start my first (profitable!)
business at 14, go on to become successful in MLM, work and perform at venues
like the Kennedy Center and Signature Theatre and even start my own marketing
company serving MLMers?

Glad you asked. ;)

I've finally decided to let you in on my secrets.

You see, for years my friends and family always called me "lucky". But the kicker
is - I don't believe in luck.

I think it was Earl Nightingale who said "luck is when opportunity meets
preparation", right? So instead of calling someone "lucky" - we should just say
they've been prepared to spot opportunities.

How? By having the right mindset.

Let me explain...

Recently, I was asked to speak for a group of hand-picked entrepreneurs in a
special apprenticeship program (some of them paying up to $7,000.00 to be part
of the year-long home business program).

And in preparing for that talk, I was forced to look at my daily success activities
that allow me to play games, travel and keep the alarm clock turned off.

Now, fortunately for you - you don't have to pay $7,000.00 to hear what I came
up with. You're going to get my top 3 "secrets" for FREE right here in "Instant
MLM Profit Secrets"!



(Note: I sure as heck didn't invent any of these secrets, but instead picked them up
from MY mentors over the years. Just because they may seem simple, don't
mistake the fatal mistake of discounting their power. Use them and profit from
them.)

SUCCESS SECRET #1: One Pro-Active Thing A Day

I learned from one of my mentors, Dan Kennedy, to always do one pro-active
thing a day. Every single day of the year. And when I follow that advice - it
always has a great impact on my sales and bottom line.

You know - it doesn't even matter if you have a 9-5 job or work full-time from
home. EVERY person can do one pro-active thing a day.

I know, I know. This may sound TOO easy to do...but that makes it just as easy
not to do.

Take this advice to heart. Not a day goes by (okay, maybe one or two do!) where
I'm not doing something to bring in new customers and clients for my businesses.
Whether it's doing a sit-down presentation or finding a new affiliate - it doesn't
matter.

Like clockwork. Every single day.

But BEWARE! The danger here is to SKIP it one day and tell yourself you'll
double up on the next day. Don't do it! The temptation is great, I know - but
you're programming your mind for procrastination and indecision.

Instead, get up each morning and give yourself ONE important activity to do for
that day for your business. It could be calling a prospect, finding a new affiliate,
one 3-way call. Almost anything. Don't let yourself go to bed until you've done it.

And what's the end result?

You'll program your mind for action and success. That's what makes this so
powerful! Even if you're having a "bad" day, you've still reached your one goal
and had a win by the time you go to bed. Believe me, your subconscious is taking
note!

Do this for just 30 days and you'll be amazed how you feel and the results you can



accomplish.

----- Side Bar: Want to be super-successful? Include READING and LISTENING
as part of your daily activities. Every single day read 10 pages of a good book and
listen to 15 minutes of a tape or CD. (It's the closest you can come to barely doing
any real work and still improving yourself.)

It was Michael Clouse who taught me to stick a CD player in my bathroom on top
of my toilet. And I'll tell you - it's one of the greatest self-improvement tips I've
picked up! Every day when showering and getting dressed, all you'll have to do is
push "play" and better yourself. Doesn't get much easier than that. -----

I know I just gave you a potpourri of things to think about, so here's how you can
immediately apply this to YOUR daily routine...

1) Buy a stack of 3x5 cards. In the morning, write down your ONE goal for the
day. Carry it around with you. And don't go to bed until it's done.

2) READ each day. 10 pages. Or one chapter. Or 30 minutes. It doesn't matter the
amount as long as you're consistent and regular. (And when I said read - it's not
the tabloids or the negative news. It's something that improves your skills and
expands your thinking!)

3) Buy yourself a cheap boom-box for your bathroom. Stick it on the toilet. And
listen to a positive tape or CD each day. Again, it's the consistent action that will
get you the results.

And there you have it - the first of my three success secrets that'll give you
"magic" results.

Now, I promise you, there are people who are reading this saying "oh yeah, that,
I've heard that before" but they won't do a damn thing with the information....and
most likely they are the same people NOT achieving the mega-success.

Don't be one of them.

Try these quick and easy activities until I send you Success Secret #2 and see how
you feel!

Your business (and bank account) will thank you!



Article Source: http://www.articlecat.com
Chris Zavadowski has gained top recognition online and in the network marketing
community for his unique ways of growing Internet businesses and MLM
downlines! Having worked full-time from home since 2001, he's taught thousands
his successful ways of working online and leveraging their efforts. Chris creates
breakthrough online MLM marketing tools, and more details can by found at:
www.InstantMLMSalesLetters.com
meeting starts.
2. Get names from new guests and use their names in the meeting.
3. Have team pride and show support.
4. Dont seem rehearsed, or robotic.
5. Dont oversellyou have to make it real.
6. Use testimonials!!
7. Occasionally stray away from the slides to add a personal touch.
8. Do not talk too fast.
9. Make everyone sit up close, even if you have to wait to start the meeting.
10. Do not laugh at your own jokeslet them laugh if they get it!!
11. Dont ask questions during the presentation, unless they are rhetorical or
you know with absolute certainty what the answer will be.
12. Try not to use crutch words, (um, uh, mm)silence is better than um.

Why do they Sign Up?

1. Products sell themselves.
2. Dont have to bring anything to the table.
3. Flexibilitycan work the business part time or full time.
4. They feel like they are part of the team and will get help.

What do you do after the meeting?

1. Build up their sponsor, and make them feel welcome.
2. Make sure you answered all of their questions.
3. Make a connection.
4. Take your time.

Why dont they sign up?

1. You were too cheesy or un-realistic.
2. Oversold the position.



3. Didnt feel like they could do it.
4. Made it too good to be true (testimonials help with this).

by Chris Zavadowski




(Remember: I sure as heck didn't invent any of these secrets, but instead picked
them up from MY mentors over the years. Just because they may seem simple,
don't mistake the fatal mistake of discounting their power. Use them and profit
from them.)

In the last issue, I wrote about doing one pro-active thing a day to improve
yourself and your business. Not only did I talk about it, but I gave you a 30-day
action plan that you can easily implement in your business life to see great results.

(If you missed Secret #1 and the action plan, email us and I'll see about making it
available for you.)

So let's get on to my second success secret...

Success Secret #2: Get Yourself a Mentor

What do all the "super successful" people in life have in common? A
mentor. (Or what my friend Stephen Pierce would call the "power of the third
influence".)

Looking back over what's helped catapult me to achieve some amazing things...I'd



say this is definitely one of the KEY components to my success.

You probably hear about mentors all the time - but let me clarify what I
mean. A mentor to me can easily be a person, but it can also be a book or CD
where I can get "live" access to an expert in some topic.

Now, some of my real-life friends didn't start out that way. In fact, I found out
about them through their tapes, CDs and books. I latched on to their teachings and
followed in their footsteps. Only then, almost if by magic (and without fail), down
the road - either months or years - I came face-to-face with them and had the
opportunity to learn from them in person.

For example, Stephen Pierce.

I first "met" him when I purchased "The Whole Truth" (www.the-whole-
truth.com). I had no clue who he was before I read his ebook. But then, I started
to email him to ask a few questions. And it turned out he was also going to be part
of an apprenticeship program I signed up for. Next thing you know, we got to
hang out in person. Then eat together. Then play video games together. And
before I knew it...a year or two later...we were friends...and he was freely sharing
some of his amazing wisdom with me. I've definitely come to trust and rely on his
brilliant "big picture" advice.

The same has happened in the theater world for me, too. I've been talking about
moving out of performing and into directing/producing more. So I PURSUED a
Broadway producer, arranged lunch...and told her what my plans were. She's
known me for about 6 years, but I made an effort to take things to the next level.
Now, I might be involved with a new production headed to Broadway next year.

And more recently, I've been mentored by Yanik Silver and Jim Edwards (I went
from just being a customer of their's to having them as two of the most important
mentors I've encountered in my life).

So have you noticed the one crucial element in all my examples?

Are you ready?

You have to actively pursue your mentor. (Write that down in your
notebook. Print it out. Circle it!). A mentor does NOT...I repeat...does NOT
choose you. You choose him or her.



And something important to note: This process takes time. Don't expect a mentor
to come to your side overnight. The universe is funny about that. You have to
"prove" yourself ready and serious. In all of the examples above - I had to pay my
dues first. I had to invest in the books, in the tapes, the classes. And then over a
period of time, the mentors appeared in the flesh.

The same goes for you. Think about your best friend. Did you get your best
friend overnight? Or did he/she become your best friend over weeks, months,
years?

Probably the latter. The same goes for the process of having a mentor.

So why even have a mentor?

Simply, to become mega-successful.

You have to first decide "Hey, I want to become better in
health/religion/finances/MLM/online marketing/relationships/etc. Who do I click
with? Who do I agree with? Who challenges me to go outside my comfort zone to
become a better person?" And then latch onto them. YOU have to make the
DECISION to grow.

And be sure to choose someone who is MORE successful then you.

A perfect example is MLM. If you want to reach the next rank in your company,
don't look to the people who are the same rank as you. Go to the people who are
where YOU want to be...and follow their advice. They are the only ones who
really know what it takes to get there.

And one final tip about mentors: LISTEN to them. Yes, you may not like their
advice. Trust me, I've heard many things from my mentors that I didn't want to
hear or do. But...in the end...they have our best interests in mind.

So this time of year pick an area of your life you want to take to the next level.
Then decide who you would like to follow - and go for it. Get the books and
tapes. Go to the classes. Do what is required to gain their knowledge and wisdom.

And then get ready to take your business and bank account to the next level!

-- Chris :)



(c) Copyright 2004, InstantMLMSalesLetters.com - All Rights Reserved.

Chris Zavadowski has gained top recongition online and in the MLM community
for his unique ways of growing Internet businesses and MLM downlines! Having
worked full-time from home since 2001, he's spoken in front of crowds of over
500 to teach his successful way of working online.

Chris creates breakthrough online MLM marketing tools, and more details can by
found at www.MLMLessons.com/letters

Three Secrets to Mega-Success" (Part 3 of 3)
by Chris Zavadowski




(Remember: I sure as heck didn't invent any of these secrets, but instead picked
them up from MY mentors over the years. Just because they may seem simple,
don't make the fatal mistake of discounting their power. Use them and profit from
them.)

In the first issue, I wrote about doing one pro-active thing a day to improve
yourself and your business. Not only did I talk about it, but I gave you a 30-day
action plan that you can easily implement in your business life to see great results.

In the second installment, I revealed the power of mentors and gave a few
actionable steps to help you find (and benefit from) important mentors in your
life.



(If you missed Secret #1 or #2 I've posted the past issues on this blog for you)

So let's get on to my third success secret...

Success Secret #3: Leverage!

This "secret" is a biggie, too! Looking back at my home business, this is the secret
that's allowed my efforts (and income) to snowball into bigger and better things.

Here's why leverage is such a magical concept: Because when you start applying
it - that's when your life and business REALLY changes. No longer are
you "trading time for dollars". Personally, I hate doing something that I'll only
profit from just once!

Heck, I'm getting paid today on work I did 1, 2, even 3 years ago! How did I do
it? By leveraging what I created.

In ALL of my businesses and websites, my goal is to create "leverage-able"
content. You can do this yourself with autoresponders, websites, recorded
hotlines, audios, sales letter and more. Anything that can be your "24x7 salesman"
and make you money while you sleep.

Let me give you a real world example of how this all works for you. Imagine
you're a 100% commissioned car salesman (or any other job really)...and you're
damn good at what you do. In fact, you make a pretty good living from it. Life is
good.

But the instant you stop working...your income stops.

That's how 99% of people do it. They choose a job or position where they only
get paid when they show up and put in their 40 hours. No work = no check.

Now, don't get me wrong - the world needs those people. Many don't know
anything else other than that way of life.

But since YOU know about leverage...let's suppose you wanted to reap the
benefits of it. A real easy way for you to do this is to take your sales skills and
turn them into a product. A manual. A lead generation kit. A closing video series.
Some type of system. The possibilities are endless. But the idea is that you
take whatever it is you do...and find a way to sell it over and over and
over again.



Just think about it. You could sell your new "Car Selling Secrets Toolkit" over
and over and over again with systems that don't require YOU to be there each
day. (I actually did this with my Dad's specialized knowledge. We created a
toolkit that leverages his skills. Now, as he moves toward retirement, he can keep
on profiting from skills without having to lift a finger!)

In fact, that's exactly what I've done with www.InstantMLMSalesLetters.com. I
took some of my successful prospecting letters and systems, then bundled them
up into a package that helps distributors in ANY network marketing company, not
just mine. Now I can sell my knowledge and skills over and over again...for work
that I did ONE TIME.

There's one BIG warning about this leverage stuff though: An easy mistake to
make is chasing too many opportunities at once. Robert Allen's buzzword is
"multiple streams of income" and I think they are GREAT, but you can easily get
sidetracked. Let's face it. You'll lose focus and energy running in too many
different directions at once.

Believe me, I struggle with this too. But the trick is that you need to create a
PRIMARY leveraged source of income first. Don't go chasing MLM company
after MLM company. Or home biz deal after home biz deal. Stick with ONE
leveraged opportunity and work it like crazy. Get it really cranking on its
own....and then add another, and another, and another.

I could go on and on. But by now, you're probably wondering how this
applies to your MLM business?

Well it's pretty much the same. You need to master a certain set of skills. You
need to get good at prospecting and selling your products. Then, you need to teach
your system (or your upline's successful system) to your dowline. If you want
your downline to be prospecting and building without you, it's important that a
*successful* system duplicates down through your team.

Or, another route, is to make yourself the one responsible for building your
business...and not focus on your team. For example, if you're with a solid MLM
company, you should be able to make a good living just selling the products
yourself. So you could get good at selling one-on-one, then turn it into a system
that you can duplicate through sales letters, mail, audios, etc.

The Internet is a great tool for this, especially when you incorporate mini-sites.



That's exactly why I hosted a special free teleseminar last month explaining how
to YOU can build your business with YOUR OWN mini website. (Keep reading
this newsletter for details). The nice thing about building a selling system for
yourself is that you only have to count on yourself, not your downline, for your
income.

In short, you can leverage yourself and your message without having
to even build a team!

Regardless of which route you go, next time before you do an income-producing
activity...ask yourself "Can I get paid for this over and over again?". If not, give it
to someone else. Then spend your time on something that will pay you
again and again.

Nothing beats getting paid over and over for the work you do once! :)

-- Chris :)

(c) Copyright 2005, InstantMLMSalesLetters.com - All Rights Reserved.

Chris Zavadowski has gained top recongition online and in the MLM community
for his unique ways of growing Internet businesses and MLM downlines! Having
worked full-time from home since 2001, he's spoken in front of crowds of over
500 to teach his successful way of working online.

Chris creates breakthrough online MLM marketing tools, and more details can by
found at www.MLMLessons.com/letters



Six Requirements For Financial Independence
By: Joe Rispoli

All of us would like to be financially independent, but what can you
actually do to become financially independent?

1. Be in business for yourself
2. Sell a product that is in demand
3. Absolutely guarantee the product
4. Give better service than your competitors
5. Reward those who do the work
6. Attain your success by building the success of others.

One way to gain financial independence is through Network
Marketing.

Network marketing as predicted by experts, is showing definite
signs of going mainstream. More and more people who previously
rejected Network Marketing, are now getting involved, and large
companies that used traditional methods of marketing in the past, are
now adopting the concept.What is could this thing be? Network
Marketing, as its most commonly referred as today, is not really
that new, actually it has been around since1950's. Network
Marketing originally know as Multi-Level Marketing (MLM) is
probably one of the most misunderstood concepts in America today.
In Network Marketing, companies move products through a group
of independent distributors who buy wholesale, sell retail, and
sponsor other people to do the same. For your efforts, you can earn
overrides on multi-levels of people in your organization.



Often mistaken for pyramid schemes, which are illegal and move no
products into the marketplace, Network Marketing allows average
people to earn above average incomes. It is a fact that many people
are earning a few hundred dollars a month, sometimes tens of
thousands of dollars a month, or even earn in excess of a hundred
thousand dollars or more.
What's so attractive about this business is that there is no prejudice.
Anybody over 18 can prosper and succeed. No color, race, gender,
age, employment or educational background can stop you. All you
have to do is be open-minded and follow the simple steps laid out by
your company. You have unlimited earning potential. There is no
ceiling. Simple, Fun, Money are three words that can be associated
with the most powerful marketing method to distribute products in
the 1990's and beyond. personal growth.., along with financial
freedom are two of the things you can expect from Network
Marketing.
WHY AM I SO CONFUSED ABOUT IT?
First, ask yourself what the difference is between Network
Marketing and Multi-Level Marketing. NOTHING! They are one in
the same. MLM has been around for forty some odd years now and
started as a part time business opportunity. By the middle of the
eighties many people were earning substantial amounts of money
and were beginning to do the business full time. It was like
establishing a four minute mile or Mach-1 in a jet-once achieved
many followed. It became a benchmark. With corporate down-
sizing, layoffs, and jobs no longer as secure as they once were, many
people started looking at this business in a whole new light, as a
rather inexpensive way to go into business for yourself. By this time
the phrase "Multi-Level Marketing" had a pretty tarnished
reputation. Well deserved, we might add. Any new industry is going
to have its con artists but this had many. Perhaps that is why a lot of
people refer to this as a pyramid scheme (which, of course is false).



By this time, John Naisbitt had published his well received and
highly successful bestseller "MEGATRENDS" and devoted an
entire chapter on networking. We had been doing it subconsciously
all along and we still do. So the industry finally came of age: More
and more people were using the phrase, "Network Marketing."
Companies selling, growth patterns, astronomical in both the quality
and quantity of people, found this marketing concept to be a
wonderful way to move products in the nineties and beyond. Thus
Network Marketing was born.
In Network Marketing you are not a door-to-door salesman, so lets
dispel that myth up front. You are in business for yourself (as an
independent agent), not by yourself. You can have very modest start
up costs and you distribute product at or below retail. But, unlike
other marketing methods, you have the ability to build a group of
people under you, all distributing a little bit of product everyday and
then collecting an override on the organization you helped to create.
With the invention of the internet you can do this much more
effectively and exponentially. The internet allows you to reach an
even larger customer and agent base. The future millionaires in this
industry will be made via the internet.
Remember, this is a group effort (in business for yourself, but not by
yourself) and the big money is in organizational overrides. It's
almost like owning a chain of stores, or owning a large marketing
and distribution company or your own internet marketing company
or online mall. In traditional business (lets use a corporate sales
organization) the sales manager hires by adding new people and
assigning territories. If a person gets terminated or resigns, you
reduce your bonuses by the amount that person wouldve brought in.
If the sales organization has 100 people you'll probably have a
manager for every 5 people. Traditional business is structured a lot
like Network Marketing, but in traditional business you don't collect
overrides. How many times have you ever recommended a friend for
a job in your company and collected an override for it? But someone



on top did! So, the power lies in the ability for Network Marketers to
multiply and duplicate.
You build your organization by going wide and deep. Start by lining
five people across. Teach them to line five people across, and have
them teach their five people. So everyone is working with five
people, just like traditional business. Only now, anybody who has
desire and the ability to learn simple concepts has the ability to earn
vast sums of money by exposing great products everyday and
teaching others to do the same! And in time you'll have a bigger
sales force, all well managed and trained without the headaches of
inventory, paperwork, computers, payroll, and staffing. Youre an
independent agent--all that is handled by the parent company. Once
you have successfully trained five people, you go out and repeat the
process again, you will have attrition, but are now multiplying,
going wide and deep and just subtracting, not dividing when attrition
occurs.
TO BE SUCCESSFUL YOU MUST LEARN TO DUPLICATE
If you were a forester, you might be planting acorn seeds, growing
oak trees. Just like those oak trees, in Network Marketing you need
strong, solid roots. You must be at least three levels deep in order to
have successfully duplicated. Sponsoring one person and teaching
him or her is not enough! And like a oak tree, you want to develop at
least one tap root (going to deep into the ground tapping water
sources in the event of a drought) and go many levels deep.
People ask me all the time what I do for a living and my reply is
always, "I talk to people, and the more I talk, the more my business
grows." It took IBM 40 years to reach One Billion Dollars per year.
Some quality MLM organizations will have surpassed that mark in
less than 7 years, quite an accomplishment!
GETTING EDUCATED, TRAINED, GOING BACK TO
SCHOOL



Signing an application and sitting back just will not cut it.
You must be trained first. We train with our jobs. Or
better yet, your city just hired some new police officers
and firefighters. Would you mind them going right into
action before training? Or, how about the airline pilot
you're going to entrust with the job of flying you to your
destination. We guess it wouldn't matter to you if he was
properly trained. Or the doctor, the lawyer--well you get
the point. Like any business, you need to be trained.
Actors and actresses rehearse, professional sports teams
practice, and so should you.
We have a friend who tells their eleven year old son
everyday, "Spend 16 years of your life studying hard,
without goofing off, and you can be anything you want
for the next forty. Spend the first 16 years fooling
around, not caring, and the world will own you for the
next forty." Think about what age you are now. Spend
some time committing to a new endeavor and you might
change the rest of your life.
Like a passion, be prepared at all times. Be ready. Like that hobby
you're so well-informed about. It took a lot of effort for you to learn
what you did, right? It probably took quite a while to pick all that
information up. Other than pure personal enjoyment, it probably cost
you money. But yet some people are not willing to commit time to
learn something new or have the patience to see it through and we're
talking about your life here! Five, ten fifteen hours a week--that's all
it takes. Consistency--every day, every week, every month.
Commitment, just like you have with a job. Network Marketing is
people helping people. Your sponsor is helping you develop five
people. You're doing the same with your five people and have those
people do the same, so on and so on.



College costs you a tuition. Then you go out get a job and get a
paycheck. Here, you learn a new business, have the ability to earn an
extra income immediately, have fun, and meet many new people.
If I can show you a way that you can go to an imaginary school and
learn new techniques and applying those techniques just the way I
taught them to you could help yourself earn several thousands
dollars a month a year from now, would you be interested? It will
cost you a small investment of time and money, but will return great
gains if you apply it correctly. After all, what are you really doing
now? If you dont change a thing where will you be five years from
now?
Then, once interested, you can tell your people that I, as your
sponsor, will make a commitment to you. I will work with you and
help you successfully sponsor your first five people if you will make
a commitment back to me that you do the same with your five
people and help them sponsor their first five people. So, often, a
bright person gets hired in a business, gets trained by his manager
and winds up doing a better job. Then what happens? There is only
room for one at the top, so, someone gets bounced out. In network
Marketing you do not have anyone working for you and vice versa,
youre not working for anyone else. However you must help your
people earn a check before you can. And you want to attract as many
bright people as you can. You wish and teach everybody the ability
to pass you, to become more successful than you. After all, you will
collect an override on their successful organizations. You will enjoy
doing it because this business attracts nice people who enjoy doing
whatever it takes to succeed.
Simple Business Plan, SHOW, TRY, TELL, DO. You need to:
1. Commit to your Network Marketing Business.
2. Use the companies great products.
3. Expose the products and opportunity to others.



4. Duplicate the above three things by teaching others to do the
same.
"HELP OTHER PEOPLE GET WHAT THEY WANT AND YOU
TOO WILL GET WHAT YOU WANT."
Zig Ziglar
WORD OF MOUTH ADVERTISING
You do it all the time. Now let's get paid for it. Do you ever go to a
restaurant, enjoy it, and tell your friends about it? Or how about that
movie you saw this past weekend, or the sale at you local store? Yes,
you probably mentioned that too. Did you ever wonder how some
hit movies make forty million dollars in a single weekend? Pretty
amazing numbers when it takes a lot of seven dollars to equal forty
million. Did you ever get a commission for doing that? How about a
"thank you?" Not even something free? We're still waiting too.
The idea of Network Marketing is to pay you for your work. Any
great company has great products that people use and enjoy so much
that they tell their friends about it. These are products that are
generally superior to that of anything available in the marketplace.
Using what they call your warm market (those people you know
already-it has been proven that everyone knows at least 100 people),
you start to recommend products you believe in and are using. Just
like you do every day with movies and restaurants, you start to
recommend the products you use and your company provides.
Because they are such great products and services (the list is
growing daily), the process repeats itself with your warm market
recommending it to others.
The power of Network Marketing is the multiplication and
duplication of yourself. You earn money just by recommending
people to try a product you're already using. In traditional business,
companies spend huge amounts of money to get the work out. In
Network Marketing, youre the advertising and the huge amount of



money that went to advertising is no longer needed, so it goes to
you.
SUCCESS IN NETWORK MARKETING-HOW IT CAN BE
ACHIEVED
You must define what you really want. There are different
definitions of financial freedom. Ask thirty people, what a lot of
money is, and you receive 30 different responses. What you are
looking for may not be financial. You measure success by what you
want. Okay, what is it? Do you have a plan in place? What are the
five things you would buy if someone gave you the opportunity and
financial resources to get it done? Write them down. How many
months of your current monthly income would it take for you to
accomplish these five items? Again, do you have a plan in place?
Would you be interested in hearing about a way you might turn
these dreams into reality? Would you allow the person who gave
you this ability to share his or her plan with you? He or she has one.
See, you need a plan. A road map. Directions. People plan vacation,
but not their life. How can you shoot at a target if you don't know
what it is or where it is. So, you need goals. Three per cent of the
country has committed their life plan to paper. They control ninety
seven percent of the net worth. They write them down, not think or
dream them because until you do so, that's what they are--thoughts
and dreams. If you want the same things next year, just keep on
doing the same things you did last year. Want it to be different?
Well, you better put a plan in place for a change.
Start your Network Marketing business by putting together a list of
people you know. Everyone. People who are old, young, people you
like, or dislike. People you respect and admire the people who are
successful, the winners, the ones who like people. Everyday add to
your list. This is your warm market. Write them down--it's critical. It
is duplicable. We don't want to hear, "I don't know anyone."
Nonsense. Everyone knows 100 people but don't know that they
know them.



Mark all those people on your list that you believe have the most
credibility, open mindedness, trust and respect. Included on your list
should be entrepreneurial people as well. That list is where you will
be getting your candidates for your five people. And by teaching
duplication, this is where your five will be getting their list. So you
will never run out of people. These are now going to be your future
customers and distributors.
Prospecting your list is like exploring for gold or oil. Don't go after
people you are looking to change. Please don't ever want something
more than they do. You'll burn out and they'll never enter, because
they didn't want to be in it in the first place. Your job is to present
the idea, report the facts, share your opportunity with delight and
enthusiasm and recommend the great products your company has to
offer. Planting seeds, watching them grow, repeating the same
system every day. You're a paid story teller. You tell the same story
everyday. Repetition is important.
Winners will be interested immediately and will want to know more.
They will begin to push you. You will not be pulling them. Your
business will grow faster getting pushed then being pulled all the
time. Remember, this is business is not for everybody. But, please
don't prejudge! You'll wind up seeing great people you could have
sponsored show up at company sponsored meetings with sponsors
who did not prejudge. Your job is to tell everyone. Their is to decide
is it for them. Do not get discouraged. For every 100 people, 70 like
the way they are. You know who they are. The ones who complain
about their life, but do nothing about it. They are not open to change.
You can guess their bank account balance. They just want to get by.
Did you every wonder why some succeed and the masses do not?
You can't teach ducks to catch mice, but cats do it naturally. You
want the cats. The "can-doers.
"THERE ARE TWO TYPES OF PEOPLE IN THIS WORLD,
THOSE THAT THINK THEY CAN AND THOSE WHO THINK
THEY CAN'T. THEY'RE BOTH RIGHT".



Henry Ford
This Marketing business allows average people to earn above
average incomes. Never before has there been a bona-fide way for
the average person to earn the incomes of the worlds wealthiest
people. Its quite simply the opportunity for common people to
achieve uncommon results. It's a business of change, a personal
change for freedom and for a better lifestyle, not just for you, for
your family as well.
So often, the hardest thing about this business are the "NOs," and the
rejection. But you are only looking for the 30 people out of 100. A
.300 batting average gets a baseball player into the Hall of Fame.
Reprogram yourself. Divide your monthly income you plan to earn
or are earning in Network Marketing and divide that by how many
people you talk to a month. Let's say that will be $30.00. The next
time you get a no, thank the person for letting you earn $30.00.
Watch how people react. Rejection will no longer bother you. By
joining Network Marketing, you are making a commitment to
change. Make an investment on the inner you, the you that is deep
inside your heart, instead of the outside, new clothes, plastic surgery.
You can do this by purchasing motivational books and tapes. Going
to personal growth seminars. People have a problem spending
money on the intangible inner -self, yet spend huge sums of money
on makeovers for the outside. Learn to earn more money than you
ever did before. Learn to be a better person than you are today. How
do you do it? Start by hanging out with people who have achieved
the success you desire, people whove done it. And once you learn
what they do, teach it to others. Toby Cohello, a former
congressman from California who in 1980 was chairman of the
Democratic Congressional Campaign Committee (responsible for
electing Democratic members to the U.S. House of Representatives),
was baffled at the unexpected loss of seats and the remarkable gains
the Republicans made. He asked his counter part Guy VanderJagt
how the Republicans did it. His reply? "We copied everything you
did to us in the past few elections."



Most of all listen. People don't care how much you know until they
know how much you care. Learn their needs and help them achieve
them. The degree of success you will have with Network Marketing
will depend on your attitude, your willingness to be teachable and
your ability to maintain focus along with your ability to become
consistent and persistent.
THE POWER OF RESIDUAL INCOME
So, Aunt Mildred passed away and left you with a million dollars.
WOW! Too bad interest rates are not sky high anymore. After all, if
you banked it and collected 10% interest per annum, you would be
making a $100,000 a year, doing absolutely nothing! Well now, if
you invested wisely, but conservatively you could expect an annual
yield of around 5%. At this point youre collecting $50,000 for
doing next to nothing. And you can quite possibly collect that
forever.
In your everyday traditional work environment you trade time for
money. The employer in order to retain you generally pays you just
enough to survive. That cycle repeats itself weekly, monthly, and
yearly. If you don't work, you don't get paid. An author writes a
book, a musician records his music, and an insurance agent sells a
policy. All required effort in the beginning, but once the work is
done, they sit back and collect the income off of it.
In Network Marketing you work hard in the beginning to build your
organization and after a while the fruits of you labor begin to pay
off. Its a lot like building a skyscraper. The most important factor
in a building is the foundation. Building your business is a lot like
building a skyscraper. The same exact things apply, well almost.
The hardest work you may very well do on a building is on the
foundation. It may even take up a good portion of your time, if not
all your time. Its the dirtiest part of the work youre going to do.
Its the part that one day will be covered up and nobody will ever
see it and someday somebody will forget all about it. However,



nevertheless, the building stands on its foundation. It will either
stand or crumble on its foundation. The key is to build a strong
foundation that will stand the test of time. Network Marketing is a
whole bunch of people doing a little bit. If you speak to three people
a day and teach everyone else to do the same, you will have built
quite a large organization and-well, go ahead you do the figuring!
Let's say you earn $10,000, $25,000, $50,000, $100,000, or even
$250,000 a year. That is like having $200,000, $500,000,
$1,000,000, $2,000,000 working for you. That is the value of your
business. Do you see where we say you can enjoy financial
freedom?
Since most of us do not have an Aunt Mildred with a million dollars,
are not musically inclined, or do not have the ability or desire to
write a book, we can still have the power to earn residual income
through Network Marketing. Who knows, Aunt Mildred just might
be the person who recommended you to the company and products,
and is now your sponsor.
MODERN DAY TRENDS AND NETWORK MARKETING
Since Network Marketing has no geographical boundaries, you can
literally create a worldwide network of people right from your home.
Since you have no buildings, no big inventory, no tools or big
equipment, all you need to depend on is modern day technologies to
help you grow your business. More companies are sponsoring
weekly conference calls where you invite your prospects to listen in
on a live business presentation. After, a three way conference call
can be established between you, your sponsor, and your new
prospect. With the phone giants competing so fiercely for your long
distance dollar, you can call anywhere in the U.S. and even the
world for very affordable rates. You can even arrange to have a 800
number assigned to you to allow callers toll-free access to you. You
can have an answering machines hooked up so your message can be
broadcasted 24hrs. a day, receiving names and numbers



continuously. You might even want multiple phone lines as your
business grows. With beepers and mobile phones, you can receive
calls anywhere. Maybe poolside? And, of course, you can have your
calls forwarded to wherever you may be.
Need to get information out fast? Printed information can be faxed
rather quickly. In fact, some companies even have fax on demand
services, where a complete information packet can and will be faxed
in a matter of seconds. With the advent of home offices a lot of
individuals either already own a fax machine, use the one at work, or
go to the corner store. Overnight mail? Second day air? No problem.
You may want to get that new company video or audio tape out to
your key people. or use your camcorder to tape that great training
program. Computers? Wow! They open a whole new avenue. Data
bases, desktop publishing software, word processors and E-Mail are
very efficient ways to get your message out to the public in minutes.
What's great about Network Marketing is that the above tools are
available to you.. You don't have to use them to be successful.
Going next door for a cup of coffee and sharing your products and
opportunity still works just fine.
AN OVERVIEW
Think back to a short time ago when we did not have microwave
ovens, home computers, fax machines, mobile phones, VCR's or CD
players. We have them now. When they were first introduced,
everyone needed them, although nobody knew that then. The
introduction of these products will be applied more and more
through the network marketing concept. It takes time and money to
introduce products. They become successful through "word of
mouth." You become the shelf and the advertising.
You and your organization are all doing a little. A lot like loaves of
bread. Very well distributed-a little bit in each store. In many ways,
traditional methods are no different, just misunderstood. How would
you like to have been the first person to start distributing bread?



Now, in Network Marketing, you will be the builder of the Network,
collecting organizational overrides forever. Do you want to start
distributing now, or after everyone has it? You are a modern day
pioneer?
AT&T took notice because they lost 26% of their long distance
share to MCI and Sprint-companies that already have Network
Marketing divisions in place.
Experts predict that in the 90's "Network Marketing" will fuse
Americans coast to coast into one gigantic pulsating sales amoeba" -
-Success Magazine-May 1990
Many companies are privately held with no need to be publicly
owned. After all, their growth is built with self-generated cash flow.
Many are giants, listed on the NYSE and other exchanges. Their
founders can be seen on the Forbes 400 list of the richest people in
the U.S.
Network Marketing is a business of change. Not only for yourself,
but for the way products are moved into the marketplace. The people
who see this first, will be the first to prosper. Like any trend, those
who get in early, win. For example, Bill Gates, co-founder of
Microsoft, the software developer. He saw software, not hardware,
as the route to go in the soon to explode personal computer field.
Only starting Microsoft in 1976, today he is one of the richest men
in the world.
Franchising was a misunderstood concept in the 1960's. The masses
did not understand it. Today, some 600 billion plus dollars in sales
move through franchise outlets. Almost one-third of all retail sales.
In the future more than that will move through the internet. How
much of that would you like?
Well known companies, such as Reebok, The limited, Home Depot,
and Federal Express all started from ground zero. While experts



were laughing at them, those who were clever enough to invest in
them saw returns of more than ten fold.
With home based business growing to 20% by the early 1990's, and
predications of a growth rate of 30% annually, those who understand
Network Marketing first, and get in before the industry becomes
mature stand to become mighty wealthy. Network Marketing allows
the individual the freedom to manage a business in a way he or she
chooses in the comfort of their own home. There is no purchase
price, no franchise fee, no employees, no leases, and a modest start
up costs. There is no guarantee, but it sure does have an amazing
track record of producing large incomes!
"I WOULD RATHER EARN 1% FROM THE EFFORTS OF 100
PEOPLE THAN 100% FROM THE EFFORTS OF MYSELF." --
Andrew Carnegie
PATIENCE IS A VIRTUE
Network Marketing is a business that most people start doing part-
time, while continuing their current employment and growing their
earnings to a point where they have an option to go full-time. Or
they remain part-time and use that extra income for whatever they
desire. It is critical you employ these two methods for your long
term success:
Network Marketing is a program of long term growth, like a farmer
planting seeds. He or she had to prepare the soil, water and feed the
seedlings, nurturing them to harvest.
Understand it takes work! This is not some "get Rich Quick"
scheme. Don't let anybody tell you it is. All you have to do is
employ simple and easy methods everyday. Consistency and
persistence are two other key ingredients to your success.
So often, we see people giving up in the very beginning because the
power of multiplication is just taking effect, not realizing the



explosion is about to occur. Yet these same people will stay in the
same job for years, sometimes earning little or no raises, and if they
receive one it probably would be for less than 5%.
The end result is that people stay in dead-end jobs, just barely
making ends meet because they did not have the stamina to stay in
and grow their way to freedom!
THE SNAIL AND NETWORK MARKETING
Imagine you are standing in the middle of a forest in the dead of
winter watching a snail start to climb up a fruit tree. A rabbit comes
hopping over and proceeds to ask the snail what he is doing (you are
probably wondering yourself). The snail replies that he is going to
get himself some fruit. With that, the rabbit looks up and sees
nothing but baron winter branches covered with snow. As he looks
down at the snail he starts to snicker, calling him stupid and
informing him of the obvious--there is no fruit up there. With that,
the snail replies that when he finishes getting to the top, there will
be.
WHAT IF...
President Clinton and Treasury Secretary Lloyd Bentsen called and
informed you that you were picked to go to Fort Knox for five full
days to take all the gold you possibly could. They had an Act of
Congress telling you that whatever amount you got, it was yours to
keep--FREE and CLEAR.
YOU WOULD BE SET FOR LIFE
But, you had to be at Fort Knox 24 hours from now, pay your
expenses to get there, and pay up front all your caring costs to haul
your gold away.
A FEW QUESTIONS
WOULD YOU BE THERE?



COULD YOU FIND THE MONEY TO DO IT?
WOULD YOU SLEEP MUCH?
WOULD YOU WATCH TELEVISION?
WOULD YOU BE FOCUSED ON THE PROJECT?
A CHALLENGE:
Join a Network Marketing Company. Let your sponsor be the
President of the United States, let your company with its fine
products be Fort Knox, and let the people you know and the people
they know be your GOLD.
Joe Rispoli has been involved with online marketing for over 10
years. You can find free advertising resources and marketing
information to promote your home business at his website,
UcanTo.com For access to all of his articles subscribe to his article
feed.


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Small Changes, Big Results in Network Marketing

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