Substantial Incomes – Wealth Creation

T0 the world is so competitive now that markets around the world have opened up their doors to outside consumers. To compete in any business today, you have to work harder and be smarter than your competition. In the long run, the winners in any industry will be those companies and individuals who were passionate enough about their work to spend the time and effort it takes to produce outstanding products and services. Without this passion, a company or individual will be less likely to make the effort or spend all night to meet a deadline. During the first four years of building my company, I spent at least one full night a month in my office working. Sometimes I would work 32 hours straight! I’ve fallen asleep right in the middle of a conversation with a client!

It’s not that I’m an advocate of working this many hours. It’s very unhealthy. My point is that I was excited enough about my company to want to! The question

I’m asking here is this: In your present position, are you willing to work all night on a project if you have to? If the answer is no, then you need to seriously consider making a job change or starting your own business doing what you enjoy.

The happiest wealthy people I know have a passion for what they do, which seems to naturally create a certain level of tenacity and perseverance toward achieving their goals. They have a vision and they are very enthusiastic about life. Their enthusiasm is sincere and it comes from deep inside. They don’t necessarily have a passion for building wealth. Wealth, for them, is a result of their passion and effort for the work they do.

A student asked me recently, “If you could change anything in the business world, what would it be?” I told her that if everyone loved what they were doing in their life today, or if everyone at least had a plan to achieve this, the world would be a better place. There would be less frustration, anger, and unhappiness. People would feel more gratification.

When you love what you do, your chances of great achievement improve dramatically. If you are unsure about where your passion lies, here are three questions that will give you some ideas to consider. There are no right or wrong answers, so relax and enjoy yourself. Write down exactly what comes to mind. Do not judge any answer! Let your mind go and list anything that comes to mind, no matter how impossible it mi Write each question at the top of a separate page. Go to a quiet place where you will not be interrupted.

1. Your doctor calls and tells you that in exactly six months, you will die a peaceful death due to a weird, unknown virus. What would you do during this six-month period? Who would you spend time with? What activities would you spend time doing? What would be important to you? (List at least 20 answers.)

2. An unknown relative dies and leaves you a portfolio of cash totaling $2,000,000. What would you do? Who would you spend time with? What activities would you spend time doing? What would be important to you? Would you quit work? How would you spend your money? (List at least 20 answers.)

3. What three great endeavors would you dare to attempt if you were guaranteed you could not fail?

Warning

Remember that no matter what you do in life, you will always reap what you sow. Therefore, in your journey towards wealth, make sure your work helps others or improves the world in some way. If not, your efforts will eventually backfire and reverse the wealth-building process.

The answers to these questions simply give you insight into your most important values in life. If you really took the time to list 20 or more answers, you might have found some things you enjoy doing that you haven’t participated in for a long time. One of your answers could be something you’re passionate about that you can use as a business idea. It might be another position within a company or your own company.

If you can’t figure it out now, put the three pages away and try this exercise again in a week. Be sure to change your surroundings next time. Sit in a comfortable spot with no interruptions. Try it a third time if you have to.

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If you want to improve your odds of achieving your desired level of wealth, you have to think like a wealthy person. Over the last 10 years in the investment business, I have spoken to thousands of wealthy individuals like Mr. and Mrs. Post. I’ve learned a great deal from these people. Mr. and Mrs. Post taught me the seven habits just listed, but they and other wealthy individuals also taught me things that went unspoken. These unspoken lessons were characteristics they portrayed. All these people were happy and enthusiastic about life, and I have a lot of admiration for them. In fact, I had so much admiration, I began to make notes about them. It was fascinating because they all seem to have several mental characteristics in common. The rest of this section presents the four most common. If you incorporate them into your life, you will have little difficulty getting to Wealth Level 2.

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• Most People that Tell You They Don’t Want to be Wealthy are Lying This post is completely inspired by a post by a recent tongue in cheek post (I swear I have never used that saying before, and I don't think I will again) by Joe over at Personal Finance by The Book titled...

• Move past your comfort zone and offer everyone on your warmlist this opportunity, especially those you feel are already to successful to consider doing business.
• Professionals have a natural tendency to refuse to openly acknowledge their participation in network marketing but this refusal can negatively impact their business because their doubts and insecurities can be sensed by both prospects and distributors.
• If you can’t let your associates at work know about your involvement in network marketing, be sure, during in-home presentations, to show that you are proud and enthusiastic about the industry and your company.
• Your reluctance to approach your warm market, because you have been in other MLMs and have already approached the same people in the past, can easily be overcome by assuring your friends and family that your research and analysis has finally led you to the right company.
• Never qualify your prospects: To decide in advance that one person is too important to be approached, or another is too inadequate to succeed, is economic suicide.
• If your professional career has a potential conflict of interest that hampers recruiting efforts, you can either:

1. Prospect through “life styling,” that is, by approaching people through the normal course of your life, letting them know, without mentioning your business, that you would like to get together with them when it is appropriate: or

2. Sponsor someone who knows your business associates and can ethically approach those people.

• You want to consider prioritizing your list by using “target marketing,” wherein you share a personal background with certain groups from your warm or lukewarm market.

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Wealthy people are patient and maintain a long-term outlook. They plan for the future, do what it takes to build wealth, and over time, they naturally know they will succeed. When they’re faced with failure, they get right back on track again and go for it. They understand that wealth building is a journey, not a destination. It’s a practice of patient habits that naturally produces riches.

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The clients I have who built their wealth from the ground up have a certain discipline that helps them adhere to the simple habits necessary to build wealth. Climbing the corporate ladder is unimportant to them. They focus instead on what they are passionate about. Discipline is simply a subconscious habit that is established by repetition. It’s difficult to start a habit, but I’m told that after 21 days, it becomes part of your life. Here’s an idea. For 21 days, take 15 minutes in the afternoon to plan tomorrow. This will give your brain time to think about what you have to do, which will help you get closer to your vision.

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It is a fact that most of us will need to change our “environments” is were are to push forward thorough what most will consider dire , if not the “most dire” financial situation and situations on record in the recent past if not in the comparison many make of the economic depression of the 1930’s.

No doubt you have a swarm of the most negative people and negative influences around your person and family. The expressions are that if you “hang around with flakes “, you will become such a “flake”.

It may not even be a conscious event or set of acts on your part but nothing will do more to eliminate any chances that you have of obtaining and accomplishing your very dreams. As Kirk Stephens pointed out that “You may be intimidating” others. Intimidating ? What about the positive influences that you are exceeding to these lucky individuals who are only so lucky to have you as a role model .

Still is it worth the risk to your person and good fortune and fortunes ? Not only that if you succeed all in all you will actually make them look bad , if not creating hostility and jealousy.

People can be a strange lot all in all. You might just consider it your good fortune and jettison this group . Get on with your own life and success. Let the past illuminate its own dusty trails.

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Each and every learning event that you attend should not only be a reinforcement  of new techniques , tools and strategies but effectively be new and different to your “mind’s eye”.  Work to enhance and “review” the main points overall , as well as those covered in current as well as distant marketing , learning and product “placement”  areas.  Along with these building efforts always work to add “new content’  to the “marketing mix”  and mixes.

Its all about ongoing  focus , more and greater detailed focus to what in the end will be entertained and incorporated into your very thoughts , processes and indeed morals .

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Sessions and meetings. To the greatest degree its all repetition , reinforcement and learning.

The level to which people “forget” is almost staggering. Most will forget fully 90 % , if not more, of what they hear and learn at a presentation – even the most powerful events. Its simply true that most forget 90 % of what they “learnt” , more than promptly. Reinforcement , and perhaps “re-education” is essential . The brain is not all that critical in the information that it perceives and processes. Repetition is the norm and pathway / pathways to eventual success in life. You may well argue that this is all “brainwashing”. True , but it may also be more than the case that your brain needs to be “cleaned” and removed of old and non valuable traits and concepts while reinforcing those that will lead you to eventual and further success in life – both in personal profit , marketing et al.

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The metaphor of Scatter Bomb also refers to the inability of new distributors to ignore all the inevitable distractions in the first year and maintain a clear vision of where they are going and how they are going to get there. New distributors become scattered very quickly by a veritable smorgasbord of companies, recruiting systems, videos, manuals, and numerous other sales systems available to them. New distributors must be warned to put on blinders during their first year. Consistent duplication of one’s entire down-line, which is precisely what occurs each time a leader changes systems midstream.

Even worse, some overzealous entrepreneurs jump right into recruiting without any goals or systems around which to base their business plan. Many new network marketers are like the man searching for his keys one night. A neighbor sees the man spending hours laboriously searching for something in the grass. Finally, she goes to ask if she can help. “What are you looking for?” she asks.

“I lost my keys,” he replies. As she begins to crawl on the ground with him, she inquires, “You lost them in this yard?”

“No,” he responds,  “but the light is better here.”

There are countless distributors who want to work the business in ways that are more comfortable to them, more fitting to their self-image, more in keeping their old work habits. The “light” may be better there, but if your goal is to achieve financial security and personal freedom, you may have to get out of your comfort zone and work where the light is not so good or the ambience is not so elegant. The good life will come soon enough if you pay the pricein the first year.

Having faced many challenges in her life, Pia Dietzen of El Dorado, Arkansas, learned this lesson repeatedly before entering the world of network marketing. She left Denmark to come to America and got her real estate license within five months of her arrival: shortly thereafter, she became a full-time student while holding down a full-time job, all during a pregnancy. She went back to work within weeks after delivering her baby through C-section; throughout all of this, she managed to get her black belt. “What keeps me going on these ugly days when nothing seems to go right?” she asks. “I believe that inside all of us there is a driving force that will help us just as long as we stay focused on our goals. I teach my distributors not to give up, no matter what. I tell each distributor, “the longer you stay and continue talking to people, the closer you will get to your goal. Never lose sight of that light at the end of the tunnel.”

Drs. Joe Rubino and Tom Ventullo of Andover, Massachusetts, had practiced dentistry for ten years before being introduced to network marketing. Although they had built a very successful dental practice, they had lost all their enthusiasm for dentistry. The fire was gone, but dentistry was all they knew. The concept of network marketing was initially appealing to them, but both were shy and introverted. To build a successful business they would be required to break out of their comfort zones and learn how to speak with others. Of course, all of the usual concerns, came up for them: What would people think? How would they look to their peers?

Because of their self- imposed limitations, they felt trapped and without a sense of direction. What could possibly turn two introverts into top network distributors in a business usually excelled at by extroverts? They had been “playing small” all their lives; their focus was on playing it safe and avoiding risks. While this philosophy sheltered them from the dangers of the world, it also carried with it a tremendous price. Playing “not to lose” – instead of “to win” was draining the partners from the inside. The adversity they had to overcome, like so many others living in quiet resignation, was to conquer a fear of the world that was slowly and steadily killing their spirits. As Norman Cousins wrote. “The true tragedy in life is not death, but that which dies inside us while we are still living.”

Once Joe and Tom woke up to the reality of their resignation and what is was costing them in terms of health, happiness, relationships, and their potential contributions to the world, they made a conscious decision to play full out. They needed to find a compelling reason to do what was uncomfortable, as well as nurture a self-confidence in who they were and what they had to offer. Part of their vision was, and still is, to expose millions, of people living in resignation to the limitless possibilities for change in their lives once they simply choose to become open to them. With the support of their network marketing team and after working with some personal coaches, they decided to implement an action plan and to expect success. Nothing changed externally. The entire shift was in their mind-sets.

After just six years of effort in network marketing. Drs. Joe and Tom fully retired from dentistry with an income far greater than that from their dental practice. They speak and write internationally on how to succeed in network marketing. In December of 1995, Joe was featured on the cover of Success magazine, which called him a “millionaire creator” in the cover storyentitled “How Network Marketing’s Entrepreneurial Elite are Building Fortunes at Breakneck Speed.” His book Secrets of building a Million-Dollar Network Marketing Organization, has been highly acclaimed for its comprehensive approach to becoming financially successful by developing  a life purpose. They are living testaments to the fact that all of us can harness the life-changing power of this industry to make a difference in our own lives while also contributing to the lives of countless others.

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We have personally lost great front line distributors, many of whom could have become legends in this industry, because they just couldn’t stop changing systems. In fact, in one case, we lost the leaders of an entire foreign market.

Just imagine the possibilities if you started on the ground floor in a brand new country with 1,500 serious prospects who came to learn more about your business on opening day; the company you represented was a billion-dollar MLM company already successful in twenty other countries: and all the new distributors signing up were within your first  five levels. Also, assume that your sponsors were extremely well known and had all the training manuals ( audiotapes, videotapes, books ) translated into every language on your continent and then set up a second home in your part of the world in order to spend significant time supporting you. Under these circumstances, failure seems impossible.

Believe it or not, failure was the end result: the key leaders quit the business within eighteen months. They failed because they changed their name from the Yarnell Organization to another unknown group, gradually eliminated every system we taught them, and consumed much of their time routinely changing their training materials – it was the ultimate Scatter Bomb. Every one of our systems had proven success, and every one of theirs rapidly failed. But they still maintain that their organization collapsed because they just didn’t have a good enough compensation plan. And we provided them with many other forms of support, financial and otherwise, that we haven’t even mentioned! The truth is that they and their downline were victims of the Scatter Bomb. But frankly, as their sponsors, we have to accept a great deal of the responsibility for their failure because each time they made a system change, and it was very frequent, we protested only gently.

Unlike the typical recriminations in traditional business after such a collapse, we are still friends with this group of distributors despite the failure. This experience was an important and painful lesson for us, so we want to pass it on to you so that you might avoid our mistake. And here’s the primary lesson: New distributors must literally be indoctrinated into duplicating your system. They must be taught in the beginning to follow the system of their sponsor and not deviate from it. Today we tell our newest associates in no uncertain terms that the day they deviate from our system is the day they lose their support. It’s a serious matter for us. What we’ve learned is that even if you handpick the best recruiters and most committed people in a newly opened foreign market, set them up with all the training tools they need, help close their best prospects, sign them up during an opening day launch attended by the company’s highest dignitaries – even if you do all that – if those people are unwilling to duplicate one simple system that has  proven itself elsewhere, they are destined for failure. That’s the frightening reality about the Scatter Bomb.

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• Always allow your new distributors the courtesy of talking to their closest friends and family without the presence of their sponsor on the line.
• Three-way calling is most effective after the presentation – not before. Or you may prefer to have the prospect make a direct call to your upline associate.
• Use a card filing system to track your prospects.
• Call all the people on your prospect cards every six months until they either sign up or die.
• Beginning with the warm market is best because approaching friends and relatives is much easier than approaching strangers.
• Attitude is more important than ability in network marketing.
• During your recruiting efforts, think of yourself as an educator more than as a salesperson.
• Until the presentation, your intent is to stimulate the curiosity of your prospects, not satisfy it.
• When contacting warm market leads with the possibility of partnering in business, emphasize big money and free time rather than any specifics about the company or products.
• When prospects object to an enthusiastic, big-money/free-time partnership, don’t argue with them; simply file their card and call them again in six months.
• “A person convinced against his will is of the same opinion still.”
• Remember the SW rule: Some will. Some won’t. So what, because someone else is always waiting.
• Focus your first ninety days on “relationship marketing” – that is, reaching out to those closest to you to extend the invitation to create a business partnership intended to enhance the quality of your lives.
• During your first year, devote almost all of your time to prospecting, setting appointments, and presenting the opportunity until you reach your desired goal and teach your associates to do the same.
• When someone on your list says No, that is the time to ask for the names of one or two colleagues at work who might be interested in your opportunity.
• If you can learn to replace every No with just one referral, your warm list will never run out.
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Remember to ask for referrals. If you can learn to replace every No with just one new prospect, your warm list will never run out.
When someone on your list says No, that is the time to ask them for the names of one or two of their colleagues who might be interested in this opportunity. The secret to asking for referrals is to be specific. “Whom do you know there at the factory who is already thinking about leaving?  Who is the most dynamic person among your friends at work…or the one everyone looks up to?” Remember to ask for referrals. If you can learn to replace every No with just one new prospect, your warm list will never run out.

In summary:

• A “warm list” is a group of individuals from your present and past whom you know well enough that were you to pick up the telephone and call them, they would recognize you once they heard your name.
• The direction of the twenty-first century is to build on warm market relationships as opposed to the philisophy of “throwing mud on the wall” and hoping some sticks.
• The larger you build your warm list, the more solidly your will establish your business.
• Make sure new distributors are taught how to use triggering devices in order to help them recall at least 2,000 friends and aquiantances.
• Remember not to yield to the arguments and rationalizations new distributors use in order to avoid approaching their warm market.
• If you let your doubts stand in the way of launching your business, you are guaranteed to fail, but if you go forward and persevere, you will succeed.

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