Leadership SummitDecember 10/11

Tanaaz Kothari

IntroductionSummit, not trainingParticipants are cross section of performers who are like mindedObjective is to share and get inspiredGuest speakers to provide their perspective and share a few new concepts

BackgroundTk joined end 2006Grew partners to 1600 year 1 endShe thought it was good but could have done much moreToday Geneology 40,000Max 300 UV s / week [Rs. 3.5L / week]

VisionWhy are we in this business?Time and Money FreedomAll of us need to set retirement date

TK’s date is 2 years from nowOther goalsOwn home purchase from QNET earningHaving a truly Global teamIn 4-5 years, investment should take care of our lifestyleNo QNET money to be used – only interest from investments

Broad rules / guidelinesAllow people to work at their pace, else they will quitDifferent LCM – Rule 3 applies hereDifferent HCF – Need to push at right paceDo not discuss cheques with each other since this may be de-motivating for someFollow upline’s decisions with complete faith- execution will demonstrate correctness of this decisionA successful upline is one who builds leaders

Primary / secondary /Potential marketsEasier to lean on people in TK’s team rather than those from other core leadersCreate your own brandingUpline will promote you but you must do it tooRemember Berzis’ formula of success; likeability quotient[Personal likeability X Personal Credibility X Company Credibility] X Exposure [plans shown] = SUCCESS

Primary MarketsMumbai : Pari / AshaPune : Arnaz, TKBangalore : Ram / BinodDelhi : Eldho / ManishUAE : Sanjiv / Ben / Prem

Secondary Markets

Hyderabad : Rahul RastogiMuscat, Oman : Dr. Sujeet

Potential MarketsKolkata : SubhojyotiDoha, Qatar : AkashPoland : PremAhmedabad : NarendraGoa : Brian [Manish]Surat : Chandrakant [Urmila]Jaipur : Manoj SharmaAjmer : Dheeraj

Potential Markets ….. Contd.Udaipur : GauravBhopal : Prashant MishraFinland : Nikhil [Ram Singh]Lagos : Tope / Jay [Ben]Chennai : Prasad, Rynel [Binod / Pari]Patna : PraveenDahanu : GovelUK :AnuLucknow : Ram Singh

Opening markets : GuidelinesDo not open unless you can / are willing supportOne Berzis / Sanjiv enough to start marketHelping crosslines is good for the marketMust nott mis-use a person’s presence in a market, yet must help each other

Edification – points to rememberPassionDramaFrom the heartConfidenceInteresting / RefreshingLove

Eidho ThomasOvercame phenomenon of no upline systemStuck to the systemDetermination, persistence

Waited over a year for cheques Attended system persistently Finally bore fruits of labour

Sought out upline proactivelyPushes team to events including VCONDevised USD 120 incentive for 3 sign ups – for bonanza

Manish BhansaliSet objectives / goals first, then figure out executionBe shameless [like the beggar] in workSpecifically as regards showing plansFollow the beggars example and not get dejected but rejectionsCounsel with your upline alwaysWhile talking to your prospect Understand what is in his/her mind alwaysWhile using credit card will think of when money will come back

When a person signs upAsk why s/he is doing so, because we don’t want to fool anyoneThen ask – What happens if you don’t get it back? I ask because I value the Rs.1L more than you!If s/he says “I want it”, ask – How much?Then ask: How much time will you be able to give me to help you?

When a person signs up….contd.Do you want me to be hard or soft on you?

Obtain right to trespass You will be dealing with people of all ages / cultures so it

is good to establish his early onWhen you push for participation / work on events, it will be simpler

Remember investments vs returns – returns more importantTargets should not be debated / discussed- discuss only how to achieve themRemember beggar story alwaysAttain goal at ANY costFirst lead by example, then ensure that downlines follow4-5 plans a week

You should solve all downlines issues / problems promptlyYou should have tremendous love for your leadersYour leaders are your biggest asset – they should be your main focus always Monitor right upto the last IR …..in your networkEnsure no communication gapPractice duplication and leverage downlinesto communicate right through to the newest IR

Follow 90:10 rule for prioritisationStop commutation with 10% but don’t spoil relationIntrospect – where did we go wrong with these 10%Carve out roles for each person doing the businessGet info on all people attending the system/training, this is how you keep tabs on the IRsDoodh biscuit story – Rule 3 every day!

Every night…What do I need to improve?What do my leaders need to do to improve?How do we get more UVs?Who are the people ready for trainingHow do I align leadersRevisit downlines’ dreams

Get full confidence of your team and leadersTreat them as close familyHit them hard right in the beginningShow the mirrorDon’t limit yourselfThink outside the boxNo ½ UV s businessNo bio disc type business

Be stiff with IR s and ask them if they really want to earnMarket QVIEncourage QVI trainings, identify QVI expertsEncourage variety of people in your teamSee genealogy often- spots gapsRelationship with leaders most importantBe in constant touch with IR s / downlineBe ready to work like a coolie and live life like a Prince

Malkolm DesaiDoing the right thing is a difficult decisionPain in the short run, gain in the long runProspecting sleeping IR s of other teams is wrongFine line between business and personal thingsWhat you do at home and in business should be sameWhat we give, we getOver time, some of us lose ‘enjoying’ the businessIf you enjoy yourself in what you do, you will never work a day in your life!

Our business requires patience, time and persistenceMake new IR s read P&P post sign upAlso make them signEthical Marketing formSelf commitment formEthics is about commonsenseSphere of Silence is a really important tool

Arti DigheUV generation – Year 1Focused on 18 peopleGot circle of influence to sign upFound interested people to work/join

Those interested to learn Team members of same demographic may head for a

clash E.g. Art of Living team stopped!

Difficult to move someone who is in a low phase to a high phaseEvents, Training and Upline can do thisWork with peoples’ highs – cash in on these phasesArti refreshed the 18 leaders viaWorking on mindset [Personal]Working on Vision [Growth]Networking is one of the only businesses where ordinary people achieve extraordinary results

IR s who perform but do not come for trainingCreate energy / counsel to get them to the systemA lot of systme training is actually unforgettable and not replicable

Cannot recapture magic in individual trainingGive IR s lead in training / eventsThey will feel more involved and will get their downlines involved tooCreated 11 stallions in one year!Should not hurry to give leadership tag

How much should you run after / nurture people?When the person’s success seems more important to him than than to you, then you can ‘leave’ himTowards the end, Arti was able to do this with her peopleFrog story – slowly turn on fire vs dropped in fire. Networkers sometimes are in the second situation, and the ‘jolt’ is good for them

A natural phenomenon for leaders with ambition and pride is to break away and ‘leave’ with their own teams – go their own wayWhatever happens is for their good and the good of the businessWhen people are independent and mature, their progress is rapid You can then start a NEW set of peopleYou must learn to handle all kinds of people

If you are the best in the networking world, you can give them the best!You have to create more ‘YOU’s Be in the top 30 listHave a responsible position in upline / parent teamBe an ambassador of the IndustryUpgrade your lifestyle so people can see what is waiting for themCreate benchmarks

You have to create more ‘YOU’s Be seen to have more time for yourselfLive in the world of abundanceBenchmark lifestyle upgradationsNever stop dreaming bigFinally, strategically retire

Financial PlanningGet someone to plan your moneyEarn money off your moneyExpenses breakup:30-40% will be business expensesSome lifestyle changesRest yours

Value add to core teamTarget settingPlugging in to the plan [and deciding this]

For a geography, for e.g.Planning 80%: 20% [or 90:10]

Initial signing upNever pre judge

82 year old Grand Mother story – Arti agreed to show plan to her, who called her two daughters, and one of them was TK!

Never deprive yourself of an uplineThe longer you take to do the business the more you lose posture with your team / prospects

Benstan StephenBought expensive car and bore EMIs through QNET businessPost getting this car, those who said ‘no’ looked at him in different light. He used to keep the Porsche key on the table for maximum impactWhat he has now, he has dreamt about earlierDoes Mauna everyday for 1 -11/2 hoursVisualises his genealogy, visualises performers as part of his team. Living this dream, it materialises soon

Link between visualising and actually achieving these dreams proven time again with himNo wonder he has 200 dreams! And big ones…You need to spend time visualising the dream, then you will be able to CREATE it Have to upgrade lifestyle to be brand ambassador By seeing this live upgrade example, sign up rate increased to 70%Never think about HOW the dream is going to be achieved

Guidelines for practicing SOSBuy CDIdeal time : 0445-0545 hoursPath of duty

Non QNET Office / business work QNET Family Money Journal

Path of duty….contd. Self affirmation

Your branding / personality Thank you letter to your God Ask what you want

Seek answers to your challenges Do not interfere with the HOW process

Ask and wait to receive Don’t doubt

Binod PandaDream, then enjoy executing your dreamIf the will is strong, it will work outDid not face too many rejectionsMany of those who did not join, joined after 1-11/2 yearsRebuilt name list periodically Used alumni meetsGet yourself to be brand ambassador –go take a QVI holiday!

Focus on QVIMake business interesting, do things differentlyUse Power of Association concept wellLeaders, teams, helplinesTruly global business Used WEBEX wellPossible to sign up without meetingUnderstand what people want and offer that in the presentation

Truly global business…. Crisp presentationHumorous presentationPeriodically through WEBEX presentation ask questions to confirm comprehensionDo objection and handling upto registration same call …long call!

Ram SinghHeightened activity, with unbelievable passion!Direct approach : Rs. 3-4 cr with Rs. 1 L investmentMass sign upsShowed 11 plans a daySigned up circle of influenceUsed Power of Association concept wellHelped build Mumbai, Bangalore, Delhi, HyderabadDid farming despite pace of work

Dev Wadhwani: RELATIONSHIPS

Invest in relationshipsHe does take anything for granted in current INFINITI structureRuns all decisions with other core leadersGenuine relationship building in ISBA genuine relationship is like an insurance policyHelps overcome issues in teamEarn big moneyHelps retain partners

Relationships – two wayCurrent INFINITI model a good example of relationshipsKeeps team togetherDev changed over the 5 years in the businessRelationships should be strong Within your treeWith cross linesWill always get indirect benefits from relationships even with cross lines

Even for Dev – first 5 months had no serious activityThen tried business his own wayDespite no luck, did not give upNeed to talk differently with Sleeping IR sSwitched on IR sNew IR s are like childrenNeed constant follow upPatience while dealing with them

CHAMPIONS AND JOURNEYMEN PROS

Two types of IR sChampion – [Federer, playing for title]Journeyman Pro [professional, competes knowing he cannot winFight for the inches not the yardsNon- millionaire approachMany of us happy with a cheque a week [Journeyman Pro]Some of us also happy with product sales/biodisc approach

A champion lights up the room as s/he entersThe champion also gives a kick in the pants to lift the team!Fight for the crumbsAll slumps are temporaryProspect needs to see the $mn in your eyes100% of the timeFor 4 years

Those who are in the business for 8-10 years Their teams will collapse if they quitJourneymen Pros treat QNET as a jobBut don’t quit on them, because they may change!People are at different stagesThose of us who are not ready for big title play

Tell upline Don’t worry, you will still be nurtured!

NEW STRUCTURE

The Marine Corps2 10 30ACT48 UV/week [L1] UV/week [L2]If you want to be effective don’t look beyond L1If 3 people are L1, then you are L2If you are not L2 you are Work in progress6 6180 UV 180 UV

Four stages of the businessGetting partnersRetaining partnersBuilding TeamBuilding teams below teamsCannot build foundation which is not strongLeaders need to change not only externally and in terms of activity, but also internally

LEADERSHIP CAMPLDC6 months in business8 direct referencesShould have reached L1 at least 3 weeksShould have 10 IR s at system

CTC [earlier TTT] 6 months in the business10 Direct referencesL1 at least 4 timesSystem attendance of 20 IR s

CTC …..contd. Need to be a coach 100%Must have qualities to be a coachPathman’s Caddy

Show vieo and intermittently pause and share experience / explainMentorship program

How to get people switched on Viewing videos together Doing dream list with them

Just like supervising children

ISB12 months in the business12 Direct referencesL2 at least 2 weeksSystem attendance of 30 IR sShould have attended 1 VCON

Above metrics are good benchmarks for your teams to pull up their socksGet out if lazinessReset their goals – upline should push them to achieveOnce above metrics are achived, maxout in 4 yearsBest practices for your teams to take them to the next level

This does not undermine importance of teams which do not achieve these metrics

Build solid organisation with following valuesGood behaviourRight attitudeDesired practicesRun 52 100 metre sprintsWatchouts

XMAS and coming January People tend to slack off

Sanjiv MehrotraDEVELOPING OVERSEAS OUTSTATION MARKETSWhy overseas markets?De Risk

Negative publicity that could happen anytimeExpansion, just like in normal corporatesGo out of your comfort zone and open marketsNeed to invest first in the market else you will not make the moneyAll of us should open at least 1 market, ideally 3

Tips for choosing marketsHave friends in the marketYour team has friends in the marketWhere there is a system

Leverage INFINITI SystemsOr build a systemOr look at market the V is looking atYour belief will bend everything once you want to do something!

Frequent visits from your uplineAt least 6 visits by you in the first yearTRIP 1Plans, Sign up 2 people, WELCOME, SYSTEMTRIP 2Help IR s sign more people 7 days at leastPick up/ Identify people with potentialGet ownershipBegin Vcells

TRIP 3Full day BTCAlign with cities SYSTEMBegin tracking # of people attending system

BERZIS IRANISign up happens because of belief in friendsPositive strokes to partners criticalGenuine feelings required!You will constantly battle doubt and belief, sometimes your downlinesTakes a lot of belief for a person to quit a well paying jobTwo critical thingsInvestting in relationshipsBelief

Sometimes your downline will give you the beliefVCON ideal to increase beliefWhile opening marketsTakes layers and layers of leadership to sustain a market7-10 days on each visit to be spent in countryHe and Sanjiv work in tandem – works very well

CROSS LINE [NOT CROSS LINING!] WITHIN TK’S TEAM

Brief from TK:Is this a good business decision? What should be do’s and don’ts? What are the pitfalls to be avoided?Eldho: Best of the biz. Owe lot to system, especially when I was without an uplineRam: Useful for ecardsSanjiv: Historically, at the V level, cross line activity has worked brilliantly

Prem: QNET biz is a cross line biz because there are indirect benefits of people joining upLeena: Concept of cross line support enhance belief in his partner Akash [UAE]Arnaz: Familarity breeds contempt sometimes. There needs to be protocol spelt outBinod: Sometimes cross line activity can lead to issues, especially if a team is not growing .Of course this reflects on the leader. You only see nice side of the person, when someone is a cross line [you get mainly the gain, not the pain]

Ben: should encourage cross linesPari: Needs maturity to use cross lines.Sunil: Still a good thing for the business. Needs maturity and our leaders need to imbibe incremental traits to command respect form their own team membersBen: Pari’s team needs to bond wtih Pari, so that she is perceived similar to Ben / Binod. In fact she should be elevated/ edified, so that this happens quicklyTK: Edification is best for cross line activityBerzis: Cross line support outside TK’s team cannot be taken for granted. Can this be fixed?

Sanaaya/Urmila: Sometimes cross line discuss details like cheques etc which leads to problemsTK: What have ou done to deserve the support in other location? Names are entry points, but need to build relationships, enable downlines to capitalise on the relationshipAyesha: Should pro-actively develop relationshipBen: Need to ensure cross line’s behaviour does not affect my imageManish: Dependency or Interdependency?

Sanjiv: Give, give, give, give more, then the Universe will give you! Cross line is the medium. Reciprocal relationship, no keeping count….Gover: Need to have protocol for crossline interaction. At our level it is ok, but this is essentials for our downlinesSupriya: Cross line is a superb thing, but we should not take them for grantedTK: In case of conflict, take a call in favour of where there is a relationshipBen: Who ever calls first should get attention first

Sanjiv: Use WEBEX to show plans, use cross line to closeTK: Never de-edify anyone in front of cross line / downline. AMWAY has zero tolerance to cross line interaction, but QNET exactly the opposite. Avoid downline attending cross line Vsell if you are going to discuss targets, cheques, etc.Sanjiv: Encourage e sell! Also do counselling to ensure no diffidence / negative thoughts on leadership

TKPLANNING / MARKETING AN EVENTLifeblood of our businessMakes IR s see the big pictureNeed to become great event planners to be BIGWhen you hear there is an event what do you do? First say how many tickets you want, then get them [distribut across downlines]. GRAB the seatsContent of an event is not important! Getting people together to feel the energy is key. You can MAXOUT from LCM trainings on 8BB, Motivational talks, etc!

Of course you need L1 s….Content needs to be filled in later, once the theme is finalisedSo what’s important? Focus on creating energy for event. Build up excitement and make it exclusive! Don’t tell them agenda. The person walking into the room with energy will do the trick! Also, remember it works both ways – the audience energises the speaker!VCON is excellently marketing. They sold it during the Rule 3 event.

Put the buzz out for your event – that a big leader is coming. Events are great for switching on IR sCost of an event has nothing to do with PricingAffordability [QSP]Perception [packaging to justify pricing]Repeat only the LCM part of the leadership summit with your downlinesEach of you to take onus of ONE event with at least 20 attendees

MAXOUT/ FLUSHOUT

Explain maxout / flushout later, not in the beginningShow own plansCredit of no use to youTalk about peopleNever ignore strong or weak leg

The longer you take to retire the more you lose posture with your prospects / IR s2-4 years from the time you take the business seriouslySet yourself a timelineWhen you flush out you can open inner leg

You can do a comeback with new team on inner leg

Sanjiv Mehrotra: His planMission statement To add value to my team by coachin, empowering and inspiring them and help support my core team mates to build their solid organisations with earnings, growth and increased leverage, duplication and activities

CORE TEAMRamBinodSunilPariEldhoBenPremMy job is to see that they MAXOUT, I am an enabler, as long as they want it!

Category A markets [50 CUV/week]Bangalore / DubaiCategory B markets [30 CUV/week]Mumbai / DelhiCategory C markets [12 CUV/week]HyderabadCategory D markets [6 CUV/week]Kolkata / MuscatCategory E markets [3 CUV/week]Finland / Lucknow / Ahmedabad

Business DevelopmentMoroccoEgyptNigeriaPolandJaipur

All participants of Leadership Summit to send in CITY SPECIFIC calendars for training programsRemember, peer to peer recognition most efficacious

SACHIN GUPTA’s SCHEDULE

QSPAhmedabad: Feb 6, 2011Delhi: Feb 20, 2011Mumbai: Dec 18-19, 2010 and April 8-9, 2011Delhi: May 1LDLMarch 4-8, 2011CTC March 22-23, 2011 and April 30-May 1, 2011ISB March , 20111 in Turkey