ENTREPCIRCLE Report

Exclusive Monthly Seminar-in-a-Newsletter for TrulyRichClubs Diamond, Platinum, and Titanium Members

Volume 1 Number 2 April 2013

From Bos Brain

I Still Have a Hangover

The energy was electric.
Im talking about the Wealth Summit 2013 in PICC a few weeks ago. From the four corners of the
Philippineseven some from Dubai, Singapore, Jakarta, and Hong Kongthey were all there: Entrepreneurs.
Networkers. Franchisees. Online Marketers. Including traditional brick
and mortar guys and gals who run travel agencies, construction firms,
bakeshops, beauty parlors, farms, drug stores, couturier services, etcetera.
And entrepreneurship-minded employees who wanted to create side
incomes. All of them wanting to invest more and create millions for
themselves, their families, and their ministries.
Wow. I believe these are the secret movers of the Philippine
economy. Oh, it was such a lovely sight to behold. Can you imagine? I
had in front of me all those hardworking people totally SERIOUS about
their personal and business growth, infecting each other with their
burning passion for life and love.
If you were not there, you gotta be there next year. Its a must.
Because in events like this, something happens to you: Your
vision enlarges. Your expectations expand. And the fire in your belly
gets ignited.
Which brings me to a story

A Silent Lesson

One day, a guy lost his wife to sickness. In his grief, the man became a
recluse. He didnt even go to church.
The parish priest, upon learning what happened, decided to visit him. The priest knocked on the door.
When the man opened the door, he welcomed the priest and invited him to sit in the living room.
The two men sat in silence. No one wanted to speak. Both of them simply gazed at the flames dancing in
the fireplace.
The priest then stood up and crouched near the fire. Using one of the steel rods, he took one red glowing
ember from the fireand pushed it to the side. He went back to his seat.
In a few minutes, left by itself, the red ember was red no more. It became gray. The cinder had cooled
down and the fire was gone.
The priest stood up again and pushed the charcoal back into the fire. In minutes, it burned bright red again.

Contents: 1 From Bos Brain 3 The Two Phases of the Entrepreneurs Journey 6 You Better Watch Out! by Dean Pax Lapid
10 Double the Number of your Clients by Building Rapport with Anyone in 3 Minutes! by Jojo Apolo 14 2 Crucial Things Your
Truly Rich Business Must Be Doing in the Internet Yesterday by Jomar Hilario 23 Last Word
EntrepCircle Report | V1.02 | April 2013 Page 2

That was when the priest bid the host of the house farewell. Before he left, the man said, Thank you,
Father. You didnt say a word, but that was the best homily I ever heard from you.
The next Sunday, he went back to church.
We need each other. I need you. You need me. We need each other to keep that fire in our belly burning.
Without like-minded people around us, were like that charcoal away from the hot flames.
So whenever you can, join our TrulyRich Club events. If youre not yet a Platinum WealthCircle member,
simply upgrade to Platinum membership so you can join our Quarterly Masterminds. (Our next one is May 11;
Our special guest is THE legendary Marketing Guru of the Philippines, Dr. Ned Roberto.) To upgrade, visit www.
TrulyRichClub.com/Platinum now.
See you in our next fiery gathering!

May your dreams come true,

Bo Sanchez

P.S. In this full-packed issue, youll learn about the two phases of the entrepreneurs journey. And from Dean
Pax, youll learn ways on how to be better than the competition. Jojo Apolo will teach you how to establish
rapport with anyone in 3 minutes. And from Jomar, youll learn about 2 crucial things you should be
doing on the internet for your business.
EntrepCircle Report | V1.02 | April 2013 Page 3

The Two Phases of

the Entrepreneurs Journey
PLUS the 4 Huge Questions You Need to Ask Yourself
By Bo Sanchez

When I talk to people about entrepreneurship, this is by far the most common question
I get: What business should I be in?
Sometimes, people will get stuck with this question for years. Theyre trapped. Theyre
imprisoned by fear. They dont know what to do or where to begin. Which is sad.
One woman came up to me and said, Bo, my name is Sharon, and I want to be an
entrepreneur. Ive read your stuff. I love it. But I dont know how to apply it. I mean, you
always talk about doing a business based on ones core gift. But what if I dont know my
core gift? And I know what youre going to say. Ive read ALL your books. Youll ask me what
my passion and my potential isbecause thats where my core gift will be based on. But
bear with me, Bowhat if I tell you that I dont even know my passion and potential?

Why People Havent Discovered Their Core Gift

I felt sorry for Sharon. I tried to guess her age. Probably in her early forties. If at that age, you still dont
know your passion and potentialand thereby your core giftI can only surmise that her YES muscles are very
weak.
She has been held back by the fear of making mistakes. She has not experimented even a little. She has
not ventured out of her comfort zone. Ive met a lot of Sharons in the worldand I pity them.
Ive noticed that for most entrepreneurs I know, there are two phases that they go through. And the
Sharons of the world will have to go to Phase One

Phase One: GO WIDE

In the first phase, you exercise your YES muscles.

Unless you build up your YES muscles, it will be very difficult for you to discover your core gift.
Because you dont discover your core gift in a vacuum. You dont discover your core gift by sitting on your
couch at home, drinking your orange juice, reading books, and meditating on the question, What is my core
gift? You discover your core gift by getting your feet dirty in the streets, stumbling and bumbling into the semi-
darkness of real entrepreneurship, bumping your knee into stuff, bleeding your shins, sometimes falling flat on
the floor and crying your eyes out. Thats the ONLY way to find your core gift.

How Most People Discover Their Core Gift

Honestly, Ive noticed that people discover their core gift tangentially. Ive written about this before:
Success follows the Principle of Obliquity.
EntrepCircle Report | V1.02 | April 2013 Page 4

Heres how it works. In searching for A, you bump into Band it turns out that B is a thousand times better
than A. But you would not have discovered B if you did not search for A.
So if youre like Sharon above, you have to practice your YES muscles. Say Yes to many opportunities.
This is where you experiment and make mistakes. This is where you take small steps in divergent directions.
This is where you fail quickly so you can try again. This is where you accelerate your rate of failure so you can
accelerate your rate of success.
Why? You need to keep on saying YES to various open doors UNTIL you can zero in on your core gift.

How People Mine Physical Gold Is How People Discover Their Inner Gold

Discovering your core gift is like mining gold. Most often, the only way to discover gold
under the earth is to dig many holes in the ground. And even if you dig a hole in the ground and
find nothing, this is NOT a waste. Because you learned the best way to dig a hole, the best
equipment to dig a hole, the best people to dig a hole, the best time of the day to dig a hole,
the best attitude you need to have to dig a hole Etcetera!
Once upon a time, my businesses were very divergent. I was writing books and
speaking in corporate seminars, but I was also invested in a school, a restaurant, a
chain of prenatal ultrasound clinic, a corporate souvenirs business, producing concerts,
memorial plans, herbal drinks, many food carts, etcetera
I see Phase One in my nephew Marco. Hes 25 years old and a serial entrepreneur. He sells six to
eight second-hand cars a month; he has a mobile photo studio; he runs a preschool; he runs a consultancy
for resorts; hes selling car parts for European cars; he also has a bridal car services.
But a day will come when, like me, hell have to move into the next phase of the entrepreneurial journey

Phase Two: GO DEEP

At a certain point, your core gift will find a core business.

At a certain point, your core business will earn more than your other businessescombined.
And the potential for growth is incredible. But to make this growth happen, you now have to FOCUS your
time and energy.
At this point, you have to strengthen your NO muscles.
As you journey in entrepreneurship, youll always have many doors opening before you, asking for your
time, attention, and money. (Many people will come knocking at your door, showing you this or that business
opportunity.)
If youve discovered your core business already, and its earning bazillions, youve got to learn to say no to
other interesting but divergent adventures.

Some Are Mutants

There is only one man I personally know in this entire planet that contradicts what Im telling you. Because
this guy is a mutant. Hes got superpowers none of us have. Hes none other than the Dean of Entrepreneurship,
Dean Pax Lapid. Thats why hes our Dean here in the TrulyRichClub. (There are other mutants I know, but I
dont know them personallyjust through books.)
His businesses are totally divergent. He has an IT company that serves giant US corporationsbut he
also runs a 24-hour mini-store; he has a humongous fuel distribution businessbut he also has a few gasoline
stations tucked under his belt; hes part-owner of a P4 Billion powerplant in Mindanaobut he also runs a small
EntrepCircle Report | V1.02 | April 2013 Page 5

farm selling lettuce to hotels and 5-star restaurants in Tagaytay. Goodness, hes an expert in every business you
can think of Even fashion. Probably even cosmetology.
Why? Because his core gift is business itself.
Im not Dean Pax and youre not Dean Pax.
My core gift is communication. So in Phase Two, I need to stick to my knitting. Because that is where God
will prosper me.
But its NOT enough to identify your core gift.
You also need to identify your core business.

How to Identify Your Core Business

Ive long identified that communication is my core gift.

But that isnt enough. Because I could still do all sorts of businesses that are related to communication.
But I have to zero in on the core business that (1) create the greatest impact and (2) create the greatest
profits. I believe you arrange your business in such a way that both coincide.
Yes, Ive discovered my core business: Creating a financial revolution in this country. At least in this country,
there is no spiritual leader who is doing what Im doing (in the scale that Im doing it), which is helping good
people become truly rich.
But obviously, its not just my business but my mission in life. Which is the ideal set-up. Your mission and
your business should be one.

Go Deep into Your Core Business

Once you identify your core business, youve got to dive in and go deep. Really deep.
First, find various ways to serve your current customers. Find various ways to make them achieve their
dreams.
Second, find submarkets within your market. Breakdown your entire customer base and divide them into
groups. Each submarket has different needs. Each submarket may have different price points. How can you
serve each submarket in the best possible way? Create an ascension model (like my ladder of abundance at the
TrulyRichClub) so you can serve more people.
So to end this essay, I want you to answer these four big questions:
1. What phase of entrepreneurship are you in?
2. What is your core gift?
3. What is your core business?
4. What other ways can you serve your core customers?

May your dreams come true,

P.S. Do you want to become a bestselling author? Check if we still have open seats at my 4-Day Bestselling
Authors Intensive Bootcamp on May 15 to 18 in a secluded hotel in Tagaytay. Youll learn not only how to create
your book, but also how to create the media and money machine thats necessary for the book to be a great
success. For information, log on at www.TrulyRichClub.com/BestsellingAuthor
EntrepCircle Report | V1.02 | April 2013 Page 7

You Better Watch Out! By Dean Pax Lapid

I was tormenting my entrep class at the Makati Medical Center College

while we were into the product development phase of business planning. Yes,
medical professionals also want to become entrepreneurs someday. During
the Q&A portion of my class, I was asked by a charming nursing senior during
our product innovation lecture, Dean, is it always true that the products you
sell must always be quality products?
I answered back with a probing question (I can do this because Im the
TOR-mentor before becoming a mentor): Miss Reyes, how do you define
QUALITY?
When everyone was silent for two minutes as if an angel passed by, I
started to sing an old Christmas song, Santa Claus Is Coming to Town. (I
was still in my jolly Santa Claus mode)

You BETTER watch out

You BETTER not cry,
You BETTER not pout, Im telling you why
COMPETITION is coming to town.
They know when you are sleeping,
They know when youre awake,
They know if youve been bad or good (your product),
So be good for goodness sake (quality).

It sounded jolly and happy but in reality (from a business perspective), IT IS A FAIR WARNING that in
business you cannot be sleeping (complacent), or slipping (deteriorating on your promise).
My definition of QUALITY is: Meeting customers expectations consistently.
Admittedly, the higher your price, the higher the expectation. Theres such a thing as reasonable
expectations (from my years of doing business, only a few customers are pain in the butt). Meeting customers
expectations means BETTER than what he gets from competition.

How Can You Be Better Than the Competition?

By copying with a slight difference. At the Asian Institute of Management, we call

it INNOVATION; sometimes we call it DIFFERENTIATION. (Of course we charge bigger
TUITION!) LOL.
Yes, thats all it takes. Differentiation is just copying a successful format with a difference
that will cater to your target market.
Do not be ashamed because this is precisely what some big businesses are doing. They
go to the USA or Europe or Japan or any other first-world nation to copy a concept or format,
bring it over to the Philippines and CHANGE a bit on the name, form or process.
EntrepCircle Report | V1.02 | April 2013 Page 8

Nowadays, with the prevalence of franchising, the big boys bring the whole foreign concept to this country
under the same successful brand and format.
Lets look at the practical secrets for BETTER-ing. Ready? (Im in the Dean mode)
Its all about how to MODIFY - MAGNIFY- MINIFY- SUBSTITUTE.

How do you MODIFY an existing product?

MODIFY could mean changing COLOR. Who said that sunblock should always be white? Some
variants take on a matte colour similar to that of a make-up foundation. Notice that people are now
open to familiar everyday things that sport different colours. A good example would
be the MMDA pink fences.
MODIFY could mean changing the NAME. You can modify a name by using its synonym or
antonym, or by adding a prefix or suffix. For example, 7-Up named itself as the UN-Cola.
MODIFY could mean changing the ODOR. Before, all home spray insecticides for
mosquitoes and cockroaches had stinky odours and were solvent-based (which were
found to be harmful to the environment). Now, most are water-based and have a less
offensive, even fragrant, smell.
MODIFY could mean changing the FORM. Did you ever imagine that flavoured tea
would be so successful? Congratulations to Cool and Clear or C2. Remember how tea was
served only in tea bags in the past?
MODIFY could mean changing the SHAPE. In the past, all the balloons that my mom bought for me and
my brothers were round or oblong. Now it can have all sorts of shapes. In my food business, I also did my own
modification on the ordinary breakfast fare longganisa and changed its name, shape and form. I had them
reshaped into spheres or balls (making them ideal for snacks or pulutan), and had the pork intestine or the
skin removed. Instead of longganisa, I called them chorizo balls or Cho balls.

NAME: longganisa to chorizo

SHAPE: long sausage shape to spherical shape/balls
FORM: with pork intestine/skin to skinless

Can you remember other past products that seemed boring and suddenly rocketed back to fame because
of MODIFICATION?
Did you know that light beer (I used to work for San Miguel as a management analyst in the 80s) originally
was marketed to women executives? Do you know why Marlboro cigarettes had a brown filter tip?

How do you MAGNIFY something that is already in the market?

By ADDING VALUE. In the 1980s, I had a brand new Casio watch. It was a mini-
calculator and bio-rhythm reader in one. Of course, it could tell time as well. I jokingly
said in a Shell dealer conference that These Japanese are crazy with all their
gadgets. Sooner or later, I will have my shoes receiving phone calls like the TV
show of Get Smart!
(Admittedly, the 1st generation Motorola phones were similar to a Size 8 shoe). LOL.
Adding ingredients is common practice for most consumer goods manufacturers. As I can remember, my
toothpaste then either had tartar for protection or had bubble gum flavour for fresh breath. I chose to go for
the latter. Of course, I was still a kid then. Look at your facial/bath soaps. What ingredients have they added?
By STRENGTHENING. Did you ever wonder why denim pants are double stitched? It looks nice as a
design but also it makes the pants stronger! I also remember the time in the 1980s when corduroy seat covers
EntrepCircle Report | V1.01 | March 2013 Page 9

were trendy. It was macho and at the same time stronger since car seat covers were exposed to wear and
tear of passengers. When laptops came into the professional world, they made them ruggedized for traveling
executives.
By ENLARGING/THICKENING. It used to be that a big TV screen was enough for households. Of course,
as time wore on, people wanted to enjoy that movie house experience right in their own homes. The arrival of
the LCD TV screens soon changed viewing habits. Now, TV manufacturers are coming up with bigger yet flatter
LED screens. Try going to the homes of LED TV owners and it will feel like youre in a theatre.
When it comes to pizza, I especially like the new offerings. THICK crust pizza with lots of cheese inside the
round portion of the THICK crust. In the past and even up to now, most pizza eaters would just eat the main
body of the pizza and leave the crust behind. Not anymore with the innovation of cheese or even meat around
the crusts (Call now for your orders, Im getting hungry). Again, amongst the dominant fast food chains for a
small add on YOU SIZE UP or enlarge your drinks or your fries (enlarging could also refer to quantity).

HOW DO YOU MINIFY products that have been bought regularly?

By MAKING SMALLER. In the past, as a Shell Marketing Manager, I travelled
all over the country visiting dealers. My gadgets then were a cell phone and two
pagers plus a camera. Now all these technology pieces are standard features in
any cell phone. Other examples are computer desktops and laptops. Remember
the old 3.5- inch diskettes? How about the LP (Long playing albums)? With energy
crisis nowadays, more people are foregoing big SUVs and instead buying
compact sedans or even micro cars.
By REDUCING/SHORTENING/MAKING FASTER. In the past,
cigarettes did not have filters. Now, filters lower nicotine. Some cigarettes
now have lower nicotine levels, and are called lights. Several decades ago,
parcels took months before they could get to their receivers. I remember
my Ninang sending me Babe Ruth bars for my birthday even then, the airfreight took several weeks. My heart
melted at the gesture, and so did the chocolates. Now, FedEx and other services promote Overnight Delivery.
Most fast-food chains nowadays have raised the bar in delivery service as they even give their products
for free if food delivery exceeds 30 minutes
Other ways you could MINIFY:

OMIT/LIGHTEN Diet colas, Coke Zero, Dri-fit shirts.

SPLIT UP Two-door refrigerator and freezer, hot and cold dispenser, peanut and chocolate spread.
3-in-1, three flavours of Selecta ice cream in one container.

How do you SUBSTITUTE?

USE ANOTHER MATERIAL. Take a look at the crown of a soft drink bottle the material is called a crown
compound (made by the former company of my wife). This material literally made corks obsolete. Every now
and then youd still see cork inside soy sauce bottles in the provinces.
USE ANOTHER PROCESS. My student had a very good innovation. He likes fish/seafood balls but didnt
like how it is cooked in oil. He changed the cooking process by using the same concept as shabu-shabu.
THINK WHO OR WHERE ELSE? This is the very concept of outsourcing. Processes (telemarketing,
customer service, collection follow-up, etc.) are done in the Philippines by Filipinos vs. done in North America
by Americans or Canadians. It is the element of other power/other time that follows the sun.
EntrepCircle Report | V1.02 | April 2013 Page 10

Now, Its Time for Your Execution!

Buy an existing dominant product similar to what you

want to set-up or a direct competitor that you will encounter
in the marketplace.
Then ask the questions:
1.What good points does this competitive product have?
COPY as your CORE
2.What bad points do you know or hear about this
competitive product? IMPROVE and incorporate into your
own features/service
3.If I were to make this product, what changes in the product might make it more attractive? FIND other
potential buyers and non-users.

Enjoy the journey of entrepreneurship! May God bless you all.

Dean Pax Lapid is the former Dean at the Entrepreneur School of Asia.He is also a Professor of Entrepreneurship at
Asian Institute of Management, one of the most prestigious business schools in Asia. He is a prolific entrepreneur,
creating one new business a year.
EntrepCircle Report | V1.02 | April 2013 Page 10

Double the Number of Your Clients by

Building Rapport with Anyone in 3 Minutes!
By Jojo Apolo

The first time I heard about the NLP techniques to build rapport
with anyone in three minutes, I was very skeptical because I knew
there were difficult clients whom I just could not understand and
build rapport with. However, when I started using the techniques, I
was simply amazed at the speed of how it works even with previous
hard-to-connect people. More so, when I taught the techniques to
others,they were also amazed at how it worked.
Take my daughter. She had a difficult time connecting with
a particular teacher and most of her classmates had the same
problem. After asking her questions, we determined that her teacher was communicating using kinesthetic
language (more on this later). She then adjusted her manner of speech, tone and speed to match the teacher.
After this, my daughter was surprised that only she could talk to this teacher and have a connection.
I also gave the techniques to our sales force and they came back with amazing stories. One sales supervisor
shared that he was able to collect a debt from a difficult customer whom he just met the first time. Another
salesperson said he became the most appreciated salesperson by a customer who was well-known to scold,
terrorize and put to shame any salesperson who came to him. Another salesperson said he was able to easily
increase the orders because he had a connection with the customer.
Once you become aware of these techniques you will also be amazed at how effective it is and can use it to
develop good relationships with clients because you will be able to connect and communicate in their language
and not your own.
Do you want to learn how? Say YES and read on ...

Building Rapport

Rapport implies harmony, a feeling of shared understanding, and of being at one. It is the most important
process in any interaction. Without rapport, two people will not trust each other and probably will not even hear
each other correctly.
We have all created rapport many timeswhen we are with an old friend, or when we meet someone and
it feels like we have known him or her all our lives. People tend to think it just happens, but we can establish
rapport deliberately.
Rapport is a process, not a thing. Rapport is something we do with another person.
There are things we can do to establish rapport.
Rapport is responsiveness. You do not have to like the other person.
The non-verbal aspects of communication known as paralanguage (voice tone, body language) convey
information about our relationship with the listener. This forms the context in which the content of the
words is understood. (e.g. That was really good! conveys the opposite meaning if the voice tone is
sarcastic and the body language dismissive.)
EntrepCircle Report | V1.02 | April 2013 Page 11

Psychologists have discovered three elements to rapport (from Social Intelligence: The New Science of
Human Relationships by Daniel Goleman):
1. Mutual attention, where each person is tuning in to the other;
2.Shared positive feeling - mostly conveyed by non-verbal messages;
3.Synchrony - people unconsciously respond to each others movements and gestures.
If you do not have rapport, you will not get your outcome. In any conversation, neither of you will
get anywhere until you have established rapport.

Matching, Mirroring, Responsiveness and Rapport the Easy Way

We can create the synchrony element of rapport deliberately through a process called matching, or
physically matching the body language of the other person. People like people who are like them.
Mirroring in NLP, as the name suggests, is matching someone as if you were his or her mirror image.
Things you can match:
Body posture: You will notice other people
doing this unconsciously. However, use with
care! People do not like to be mimicked.
Matching the angle of the spine works well and
is not obvious.
Breathing: Breathing has a rhythm, which
you can match. It can also be deep or shallow,
and people can breathe from the chest or the
abdomen.
Voice tone: Including volume, speed, tonality,
and speech rhythms. Accent is probably best
left alone!
Movement rhythms (crossover matching):
This is a slightly more complicated form of
matching. You can match someones gestures
with a different part of your body. People do
things they are almost unaware of - scratching their chin, flicking their hair, crossing their legs - and
you can match this subtly by some equally natural-looking movement like tapping a pencil or jiggling
your foot.
Representational systems. (You will learn this in the next article ... )
Metaphors: listen to the metaphors that people use, and match them.
Direct matching of gestures by doing the same thing can be counter-productive as people can spot it very
easily.

Rapport the Easy Way

Just ask yourself: What speed is this person running at? and match it.
Responding to the other person is also vital. Though not emphasized in classic NLP, when we respond
to another person they feel heard and validated. Usually we do this naturally.
EntrepCircle Report | V1.02 | April 2013 Page 12

Part of responsiveness is that you match (or crossover-match) peoples gestures at the appropriate time
e.g. you do not match their gestures while they are talking!

Do This Now
Observe. Look around you and try to find two people talking to each other. Observe the body posture
and movements, if possible the tone of their voice, speed and style of language. You will start to be aware that
people in rapport are like dancing the Swan Lake and synchronized in movement! If you hear their tone, speed
and type of speech, you will also notice that they are similar! (The easiest to spot are lovers. Notice how they
are in total rapport.)
On the other hand, people without any rapport have different body postures, movements, tone, speech
language, etc.
Practice. Do the NLP techniques above of building rapport with a friend or even a total stranger whom
you just met and observe how eventually you feel you get a connection with him.

How Do You Know When You Have Rapport?

1. You will feel it. Alternatively, you get a sense of being at one with the other person. Conversely, if
you lose rapport, or put a foot wrong, you will feel uncomfortable. We have all had that experience.
However, you can just do some more matching and get back into rapport again.
2. Pacing and leading. Pacing is the word from NLP jargon meaning matching someone, falling into
step with them, entering into their model of the world. You can pace someones ideas, beliefs and
experiences as well as their words and behavior (you do not have to share those ideas; you just have to
fall into step with them for a while). Human beings have a natural tendency to fall into step with each
other. Therefore, after you have matched someone for a while, you can do something slightly different
- slow your breathing down, uncross your legs, or scratch your nose, and if you have rapport, the other
person will follow you. If they do not, do some more matching.
3. Skin color changes. When people feel relaxed, capillaries in the skin dilate so the skin appears darker (in
dark-skinned people) or pinker (in light-skinned people).
4. The other person may tell you. They may say something like, I feel like I have known you for ages or
Ive never told anyone this before, but...

Influencing with Integrity

Is pacing and leading manipulative?

In the long term, manipulative behavior never works. Usually the other person will spot what the manipulator
is trying to do because they seem false or not fully human in their responses. Ultimately, it depends on your
intention. If you respect the other person and dovetail your desired outcome with his or hers, you will get a win-
win situation and everyone is satisfied. If not, neither party will achieve their outcome.
Rapport works both ways. As you clear the channels of communication between you and the other person,
you are opening yourself up to be influenced by them as well. Therefore, it is important that you maintain
yourself in a good state.
EntrepCircle Report | V1.02 | April 2013 Page 13

Practicing Rapport

There are a number of ways you can practice and sharpen

your rapport skills. If you actually do these exercises, you will soon
become better than most NLP master practitioners.
Notice examples of people in rapport around you - on the
train, in a bar, at work, anywhere that people gather.
Practice non-verbal rapport with strangers. You can
unobtrusively match someones posture or breathing (just as
you may have done unconsciously many times in the past).
Do not be surprised if they strike up a conversation with you.
Choose a different aspect of rapport to practice every day,
or even for a week. One week you could do voice tone; when
you have mastered that, you could move on to breathing,
then representational system, and so on.
Watch TV. Notice the type of words that people on TV are using. Listen to the type of language used
rather than the content. Does the character or presenter use mainly visual words, or mainly feeling, or
what? Practice until you can spot the dominant language used and get the content of what they are
saying at the same time. (More on this in the next article.)
When that gets too easy, rephrase what they are saying in a different language pattern. Never again,
will there be nothing on TV tonight.

That is all for this article. Give me your feedback and experiences after you have used this technique at
jojo.apolo@yahoo.com. (I will give you a free ebook on NLP).
Until our next article: Representation Systems: Talk in His Language and Build Rapport with Anyone in 3
Minutes!

Jojo Apolo is a seasoned general management executive in charge of local and overseas sales of the largest coffee
producer in Indonesia. They are now introducing Good Day coffee in the Philippines. His greatest passion is to
mentor and build people, thus, he has given numerous seminars on sales, personal and spiritual development in
Southeast Asia. He is a certified Master Practitioner and Trainer of NLP from the National Federation of Neuro-
Linguistic Programming, USA.
EntrepCircle Report | V1.02 | April 2013 Page 14

2 Crucial Things Your Truly Rich Business

Must Be Doing in the Internet Yesterday
By Jomar Hilario

Truly Rich means you have a ginormous obligation to make this the best earning business possible
because youre going to be blessing people with the products and services AND the profits, too. Yes?
So lets get on with it!

1. Set Up a Facebook Page

Just go to http://fb.com/pages/create.php, enter a business (not community) and name, address of your
company.
Suggestion on the name: dont use your name, dont use your company name if it doesnt describe the
industry youre in.
Examples:
TITUS INC. Bad Facebook name. Its not descriptive.
TITUS FLOWER DELIVER. Pwede na.
MARIKINA FLOWER DELIVERY. Better name; it describes the city and business.
FLOWERS SAY MORE THAN LOVE. Best name. Its likeable. A trait all FB names must have.

Once youre in your FB page, start posting inspirational quotes (inside images), funny stuff, and start
promoting the page. No dont plug your products just yet. Make the page a fun place first. When do you sell?
Much later.
Instead, tell stories about how your old customers encountered your products or services.
Bad Example: Our 13-inch magwheels made in Europe was used in the Pro Rally by Bo Sanchez when
he raced in the .
Good Example: Bo Sanchez said he was not nervous about the Pro Rally. Why? He said its the
preparation and our 13-inch magwheels. We stopped him and said, You have GOT to be kidding. Why
is that? He explained that .....

See, its a story. Id read that any day vs. the bad example.

2. Collect Emails Via Facebook

Not by using paper or other means like cellphones except via this software: http://jhilario.com/
jomarmadmimi. Yes, this is a direct recommendation to a free software you can use if you have less than 2,000
prospects to begin with.
This is what Bo has been calling an Autoresponder or in Tagalog an email marketing system that stores
your clients emails so you can legally broadcast them a message with a quick click!. Ang ikli ng Tagalog version
no? Such beauty is our language, Dr. Jose Rizal.
Why? Because this is what the professionals (me, Bo our mentors, your mentors) use.
But Jomar, Colgate doesnt store customers emails does it? It doesnt, but you dont have a massive TV
budget do you?
EntrepCircle Report | V1.02 | April 2013 Page 15

Lets Do This Now!

Jomar, I dont know how to do it. Really now?

1.Register at http://jhilario.com/jomarmadmimi
2.Click on Account

3.Under company name, enter the following (trust me on this): Enjoy freebies from us if you subscribe
below, just enter your email now. (Or in my example: Get the 25 Power Words Call Center Agents Must
Know, enter your email address below:)

4.Click Add Things

EntrepCircle Report | V1.02 | April 2013 Page 16

5.Turn on Webforms.

6.Click on Go set it up which appears after the word Webform (youre only allowed one in a free
account).
7.The Web Form 1 box will appear. Surprise! What appears in the headline? Happy now?
Now, under Email, click on Add Field.

8.Select First Name (so you can create emails that start with Dear Jomar instead of Dear Friend).
Click on SHARE
EntrepCircle Report | V1.02 | April 2013 Page 17

9.A box with a link will appear. This link will contain your email catcher.

Use this link every time you want people to enter your email prospect list. This is what your Email Catcher
looks like

10.Now lets put that email catcher box in Facebook. Click Add Things Once Again.
EntrepCircle Report | V1.02 | April 2013 Page 18

11.Turn on Facebook Setup

12. After Facebook Signup, click on Go Set it Up.

13. Guess what you need to do in this screen:

EntrepCircle Report | V1.02 | April 2013 Page 19

14.A list of your Facebook pages will appear. Select one.

15. Select Save Changes.

16.Youre all set message appears.

17.Click on the name of your FB page (in my example Social Mentoring Club to see your email catcher
inside Facebook! Its above the word Save Changes, if you cant see it.
EntrepCircle Report | V1.02 | April 2013 Page 20

18.Heres the Facebook. You need to click on the small arrow down on the right side of the boxes.

19.The other boxes will appear, look for the Email Sign up -its the last one! Now bring your mouse there.

20. When your mouse is over the box, the pencil appears. Click on that pencil on the upper right hand
corner.

21. A box that starts withSwap Position With will appear:

EntrepCircle Report | V1.02 | April 2013 Page 21

22.Your assignment: Swap the position with EVENTS or LIKES. Then Edit the Settings so its not named
Email Signup. Think of what youre giving! Say it there. Create a graphic or cut an existing photo so
that the small photo isnt a paper airplane, but an image of what you are giving. I would even put an
image of the big number 25 in that box for 25 Power words Call Center Agents ...
23. Heres what your email cather looks like in FB:

24.If you want to get peoples emails, tell them to go to the link that points to your email catcher (webform)
in FB. Jomar, how do you do this?

This is the actual link I took from my FB address bar when I opened the email catcher inside Facebook:

https://www.facebook.com/pages/Social-Mentoring-Club/105507732852581?id=105507732852581&sk=a
pp_152926008054123
EntrepCircle Report | V1.02 | April 2013 Page 22

I place this in the wall along with an irresistible offer to sign up. Hows that you say?

There you have it! You have zero excuse not to do this, right? You should be doing this yesterday, I said.
Email marketing is the cornerstone of making cash from the interwebs or the internet. If you dont have
emails inside an email system, like an autoresponder, youre not in the game. This is a cost-free way to start, so
start already!
Ah, you still have an excuse? Hmm, keep following Bo, keep using the resources given by the Wealth Circle
and Truly Rich Club, eventually youll find a way.
Not satisfied with that eh? How about this:
Bonus, if youre a Platinum Wealth Circle Member, Jomar Hilario will be giving free group consultations on
online marketing (OM) twice a month - one in Ortigas and one in Rockwell - just wait for the schedule.
Bonus, if youre a Titanium Wealth Circle Member, you can set a regular 2 hour one-on-one schedule with
Jomar Hilario every month to be mentored on what Jomar does best online marketing!
EntrepCircle Report | V1.02 | April 2013 Page 23

Last Word
Life Is Short
I just attended the funeral of my friend Myrna Ortega.
Myrna is the wife of Rey Ortega, my partner in our various ministries for the poorest of the poor.
My friend Rey is a very unique man. I founded only one of our ministries for the poorAnawim,our home
for the abandoned elderly. Rey founded four of them. He foundedGrace to Be Born,our center for pregnant
women in crisis (and tiny babies);Pag-asa ng Pamilya,a scholarship fund for poor children (including some poor
seminarians);Jeremiah,a home for sexually-abused children, andTahanan ng Pagmamahal,an orphanage.
Last year, Rey won theMother Theresa of CalcuttaAward.As part of the award, he was given P500,000
for his ministries and P500,000 for his personal use. But Rey being Rey, he donated the entire P1 Million to
Jeremiah, so they could refurbish a home for sexually-abused children.
But last Monday, his wife Myrna had a stroke; she was in the ICU for five days but developed pneumonia
there.By Saturday, her lungs collapsed and she was gone.
Myrna was Reys rock of support and inspiration.Rey was able to do all that he did for the poor because
Myrna was always there beside him.I remember howTahanan ng Pagmamahalorphanage began: Rey and
Myrna welcomed 10 orphans in their OWN homeand they took care of them the way they took care of their
own kids.
Can you imagine how Heaven welcomed Myrna?She lived a life totally dedicated to God and Gods poor.As
all of us were crying, all of Heaven was rejoicing. Dancing. Jumping.Celebrating.
Why am I telling you about Rey and Myrna?

They Had a Business!

Because just like you, Rey and Mryna are entrepreneurs.

Almost 20 years ago, they started a manpower business.Theyd supply companies with temporary
employees.Promo girls for supermarkets and department stores. Messengers.Janitors.Clerks. Etcetera.To
this day, their business continuesand thats the reason why Rey and Myrna were able to serve the Lord with
abandon.(Myrna spent half-a-day to manage this business; but Rey totally delegated everything to his wife so
he could work fulltime in ministry.)
Rey wasnt only giving his time to the ministry. Many times, Rey and Myrna would dip from their own
money to finance his ministries for the poor.
How could Rey and Myrna give extravagantly?
Because theyre entrepreneurs.They had the money to give away.
I urge you.Be the best entrepreneur in the world.Build your business really well. So that like Rey and
Myrna, when your business is prospering, you can devote your time and talents and treasure to God even more.
When I think of Myrna, I think of two things:
1.That life is short.
2.And that we need to live a life of love.
Never forget these two lessons.

May your dreams come true,

Bo Sanchez
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