Substantial Incomes – Wealth Creation

None of us works in a vacuum. The success of our business is commensurate with our enthusiasm, and our enthusiasm is affected by our personal lives. Dr. Dennis of Middletown, Connecticut, found comfort by focusing his complete concentration on his business while going through the greatest tragedy of his life. Dennis’s story puts many other crises in perspective.

“On February 28, 1992, at approximately 10:30 P.M. , I was involved in a car accident that changed my life forever. Before this tragedy, I was a successful person, or so I thought. I excelled in everything I ever did in life. I was a perfectionist who was able to do many things and do them all well. But the problem was deep down, I was unhappy. I wasn’t passionate about anything in my life. This instability led to my divorce, a drinking problem, and finally the accident that was the turning point in my life.

“I had been drinking that night, like I had on numerous other occasions in my life. That’s how I disconnected from reality. On this particular night, I ran a red light and broadsided a car with two passengers. The passenger was not hurt, but the driver Renford, was killed.

“From that moment on, my life activities consisted of being sued, appearing in court, going bankrupt, trying to run my medical practice with my name in the headlines, facing a possible ten years in jail, and trying to sustain a marriage to my new wife, Bonnie, the most supportive person in the world. On the inside, I felt guilt, shame, sorrow, fear, and despair, all mixed together. I wished I had been the one who died. This was a tragedy of immeasurable proportions and it was buried inside of me, eating me up.

“I was convinced of misconduct with a motor vehicle and sentenced after thirty days, with three years probation. I was put on random urine tests for two years, alcohol counseling, and AA meetings. My license was put on probation for two years. I went  bankrupt and had to close my office. I did 3,000 hours of community service. But nothing, I felt, could make up for the life I had taken.

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Substantial Incomes

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I was fascinated by the joy of writing a new script wherein I could develop a game bigger than life with no particular ties to the outcome. But the most important part of this plan came when I began surrounding myself with a community of individuals who would support me in my decisions and commitments and who would always be there for me.

“Then I learned that it was a two-way street. I had to be able to give positive, directional feedback to my players to help them win the game based on their own expectations. I had always wanted to be the good guy to my friends, wearing the white hat. But now I could see the value of letting other members of my team know when they were getting off track with their businesses. As the one soliciting support, I needed to make strong, clear requests. As the one giving support, I came to understand that my associates could not read my mind. They joined me in this business believing that I would lead the way. So I began making requests of them that honored their individual visions and supported them to stay on their own chosen paths to success.

What John discovered was that being part of a truly supportive team is the key to success. It comes down to a few simple steps: (1) Consider the unlimited possibilities and shape your vision around the vast choices; (2) Develop a game plan, delineating specific daily steps toward building your business that will include identifying those characteristics in your life that you believe could be improved; (3) Get into action. Don’t procrastinate – Just do it!; (4) Make clear requests from a coach or upline mentor for your own personal growth and give honest feedback to your downline, being mindful of their personal objectives. Then watch your business grow beyond your wildest expectations.

Because of the multi-level structure of our industry, we are all part of a team – sometimes coaching and other times being coached. When it all works according to plan, the multi-level compensation program is absolutely warranted and justified. To try to go it alone in this business is to swim upstream. It is a team business in which, in the course of everyday, there should be some giving and receiving along the way. If you want to avoid being scattered and keep total clarity of vision, you need to reevaluate how to better serve and be served by your team.

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Substantial Incomes

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Don’t let any of the Warm List Warheads strike you. Reach out to everyone on your list, starting with those in your city whom you would enjoy as partners in the business. Contact your top twenty or thirty family members and friends and invite them to take a look at this exciting opportunity. If possible, your sponsor should be there with you for your first two or three home meetings. It’s best to present the opportunity to small groups of three to six people at a time. Invite twice as many guests as you want to allow for the “no-shows,” which are an inevitable part of this business. 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. Over the course of your first year, devote almost all of your time to approaching the remainder of your list, setting appointments, and presenting the opportunity. Notice that we didn’t say “Take them to someone else’s meeting.” These are your prospects, your appointments, and your presentations. Using your warm list, keep doing this over and over until you reach your desired goal. Of course, once you have sponsored new associates, train them to duplicate your efforts: to use and share your products and services with a small circle of friends, and then to prospect, set appointments, and assist them in doing their own meetings with those on their warm lists. Like the presentation, do this training in small groups in your home once a week – we suggest Saturday morning. Once your new associates complete their assignments – order products, set their goals in writing, and begin making their warm list – they then qualify for a one-on-one personal training session with you.

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And when you begin calling them – on your own, remember, no three-way, gang-up calls – make certain that you are in an enthusiastic frame of mind. Share your desire to be involved in business with them and focus your prospecting question around big money, free time, and a lifetime partnership.

The philosopher Maurice Nichol, a student of Russian-born spiritual teacher Georgei Gurdjieff, used to say, “All people are asleep. And in order to awaken them from their stupor long enough to introduce them to a new idea or way of doing things, you must give them some sort of conscious shock.” We agree. What we’ve come to recognize is that unless you use high income numbers, most people will remain asleep. The promise of $20,000, $30,000, even $50,000 a month – income levels actually achieved by the top earners – is usually enough of a conscious shock to awaken most folks to your presentation. Then, if the time is right, and if they’ve been thinking about changing careers or fearing being laid off, they might respond affirmatively, listen to an audio presentation, and actually come to a meeting. That’s one of the keys to effective network marketing. Many people have the leadership potential to do this business, but may not reveal it to you unless the timing is right.

Sometimes your warm market list can expand almost to the other end of the spectrum, simply by making your business and products known to those within your circle of influence. Neldia Hudman Ahlquist, like so many ex-wives, did not get along with her ex-husband’s new wife, Joyce Hudman. Both are from small towns just outside of Houston, Texas. Neldia describes the situation: “The tension between us was so strong that at one time when Joyce was working at a law firm with a mutual friend, she asked the mutual friend to ask me not to come to the office while she was there. After she left that law firm, one of the partners would purchase gift packages of my products for all the secretaries, who loved them so much they told Joyce about them. Once I even asked my ex-husband to buy one for her Valentine’s Day gift. He laughed at me and said, ‘she wouldn’t use anything that you sold,’ but he bought it anyway. To my surprise, after using what he bought, she called and asked if she could come over. We did a skincare clinic and she left as my new distributor.

“We are now close friends, and work together in the business. It has made a wonderful difference for my children. We recently roomed together in Dallas for a regional conference with our company. Everyone looked puzzled when I introduced her as my ‘wife-in-law.’ To make things even funnier, last week I went to her house to wait for my son. There were two other ladies there – one was engaged to the other one’s husband and was there to pick up her son. They too had come together through our business. It’s amazing the friendships you forge when you work in this business. You make friends with people you never thought possible.”

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Substantial Incomes

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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 convinces 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.

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Substantial Incomes

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We have personally lost great frontline 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.

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Substantial Incomes

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