PraiseforSarahRobbins“SarahRobbins is an incrediblegenerationY leaderwhoatheryoungage

hasaccomplishedmorethanmostofuswoulddreampossible.Alreadyastellarspeakerandtrainer,shecontinuestogrowherselfandherbusinessthroughhardwork, passion, and dedication to her team. Seeing her dynamism anddetermination today,we can only imaginewho shewill be andwhat shewillachieveten,twenty,andthirtyyearsfromnow.”

—ChrisandJosephineM.Gross,Ph.D.Founders,NetworkingTimes

“I have readmore than 500 books inmy twenty-seven year career in thisprofession,andonlyahandfulhaveevermademesay, 'Wow!'Thisbook isalife-changingGIFT toour profession!Sarah shares her gift for this professionbrilliantly, step-by-step, and this is a MUST READ for anyone who owns ahomebusiness!Getoneforyouandforeachpersononyourteam—nowandastheyjoin!”

—DougFirebaughPassionfireInternational

Passionfire International “The world is changed by our example, not by ouropinion,and this iswhereSarahRobbinssizzles!Herheart tohelpothers,herhumilitytoconstantlylearnandbecomebetter,hercouragetodosowithclass,respect,andhonor…Sarahleadsbyherexample,andinleadership,thatmattersmost.”

—ArtJonakFounder,TheMastermindEvent(MM)

“Sarah has an incredible passion, spirit, and energy for the networkmarketingprofession.Shehastheabilitytocommunicateinawaythatisnota‘preachy’lecture,nordoesshecoddle—sheisamasterofinfluencesothatwhenyou listen to her ideas, you feel more capable as well as inspired to achieveeverythingyouwant.”

—AndreaWaltzCo-Author,GoforNo!

“Networkmarketingisasimplebusiness,really.Allyouwilleverdoislearnhowtodosomething,getgoodatit,andthenteachyourpeoplehowtodowhatyoudo.Fromyourveryfirstdayallthewaytotheverytoplevelofincomeandachievement,that’swhatyou’lldo.Soitmakesgreatsensetolearnwhattodofromthebest.SarahRobbins isoneof thegreatestnetworkers in theworld. Iadmirehertremendously.Youwillnotlearnfrombetter.”

—JohnMiltonFogg

Author,TheGreatestNetworkersintheWorld“SarahRobbinsisoneofthemostpassionate,purpose-filledleadersIknow.

Her inspirational story isablessing to thisprofession.Sarah leadswithheart,vision,humility,andintegrity.”

—DonnaValdesCofounder,RealSavvySuccess

“As one of the top network marketing professionals in the world today,Sarah is the real deal. She runs a flourishing multi-million-dollar direct salesbusinessofherownand teachesothershowtoachieve theirownsuccess.Hertraining includesbothhigh level strategiesandday-to-day tactics thatapply toanydirectsellingorganization.”

—MelissaLynchNationalProgramDirector

ROCKYourNetworkMarketing

Business

HowtoBecomeaNetworkMarketingROCKSTAR

SarahRobbins

Copyright©MMXIIISarahRobbinsPrintedintheUnitedStatesofAmerica

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AboutSarahRobbins.comSarahRobbins.com is a FREE resource dedicated to helping educate,

enlighten,enrich,andelevatetheentirenetworkmarketingprofession.Youcanfindfreetraining,videos,andblogsatwww.SarahRobbins.com

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ACKNOWLEDGEMENTS

I’mnotaprofessionalwriter.I’maformerlyshyteacherwhofoundnetwork

marketing, and it radically changed my life. As a former educator, I have apassion for sharing my learning to help others achieve the success they’vedreamed of through network marketing. I’ve been gifted with much wisdomfrommymentorsoverthepastfiveyears,andsincerelybelieveagiftisn’tagiftuntilyougiveitaway.SohereIamtoday,readytosharethisgiftwithallofyou—holdingnothingback.

Iaskyoutobeforgivingofmywritingimperfectionsasyoureadandinstead

notice the passion and content on thepage.Terminologymayvary (customer,productvs.services,consultants,distributors),butthecoremessageisthesameformany.

It ismyhopeyoucantakesomeofwhatyoulearn, implementit intoyour

currentcompany’ssystem,anduseittocompletelyrockyournetworkmarketingbusiness.

Beforewegetstarted,IwanttothanksomeVIPpeopleinmylife:God, I thank you for the wisdom you’ve granted me, the people you’ve

placed inmy path, and the provision you’ve provided that allows us to blessothers.

TomyhusbandPhil,youareGod’sgreatestgifttomeonthisearth.Thank

youforyourwisdom,patience,prayers,kindness,andcompletesupportonthisjourney.Yougiftedyourbusinesstosupportmeinthisendeavor.Iamforevergrateful.

TomymotherKris,thankyouforsaying“yes”andencouragingmetotake

thechancethatwouldchangemylife!Youareanamazingmother,leader,rolemodel, and friend. You brought me into this world and into the networkmarketingworld!Iamforevergrateful.

Tomy family, youaremyeverything.Youaremy support system,prayer

partners, and very best friends. I couldn’t ask for better parents, siblings, andextendedfamily.

Tomymentors(ofwhomtherearemanyandyouknowwhoyouare),thank

youforyourwisdomandsowingintomylife.Ihopetoblessothersasmuchasyou’veblessedmeandbe agood stewardof thegiftsyou’vegivenme,usingthemtoempower,equip,andeducatethenextgenerationofnetworkmarketingleaders. And a special shout-out to Chris and Josephine Gross ofNetworkingTimes who have provided a professional publication, and incredibleopportunitiesandstoriestoallofus!

Tomy spiritual “parents”Doug and JodiFirebaugh, thankyou for sowing

seeds of greatness in our life. You’vemodeled to us that true success comesfromGod!

Tomycorporate“dreamteam,”thankyouforprovidingusavehicleandthe

resourcesthatarechangingmanylives!Weappreciateyourhardwork!Tomy“rockstars”ofTeamRockin’Robbins,weadoreyou!Withoutyou,

our success and this book would not exist! We are forever grateful for yourdedication,hardwork,andleadership!Iloveyouandhonoryou!Nowaspecialshout-outtomy“toptenpersonalteamleaders”atthetimeIwritethisbook(Iknowmanymoreare to come)!NataliaYosco,StephanieGoetz,AmyDagan,Emily Piniatoglou, Stacey Coler-Dark, Susie Sheftel, Prudy Ferrone, MarieMachesko, JeannineO’Leary, andNikki Lazo are allmentioned in this book!Youaremypowerpartnersandsomeofmybestfriends!

Toallofyou,thankyouforbelievinginus,inthepowerofourprofession,

andmoreimportantly,forbelievinginthepowerofyourdream!Rockon,rockstars!

TABLEOFCONTENTS

Chapter1:DemystifyingtheBigBuild.10

Chapter2:ThePowerofOurProfession.15

Chapter3:Preparation:ThinkLikeaCeo!20

Chapter4:PromotingProducts.29

Chapter5:PowerProspecting.37

Chapter6:PowerPresenting.43

Chapter7:PowerClose.52

Chapter8:Power-Start:EffectiveEnrollmentandDuplication.56

Chapter9:PreparingYourselftoLead.64

Chapter10:PowerofBelief.68

AbouttheAuthor71

Resources.72

Chapter1:DemystifyingtheBigBuild

Heythere,rockstars!Sarah“Rockin'”Robbinshere.WelcometotheRockStar Recruiting School. This book will teach you the system that helped meachieveseven-figuresuccess,aswellasmanymembersofmy teamwhohavetheir own six-or-seven-figure success stories. Six-and-seven-figure successcertainly didn’t happen overnight. It wasn’t easy; it was certainly worth it.Here’smystory:

I’m a formerly shy teacher by trade, who was living in one of the more

depressedeconomies in thecountry. Ihad justmoved,married,andbeganmybrand-new job teaching kindergarten. I was in my twenties. While I lovedteaching,wewerefacingfinancialdifficulties,payingbillswithchange.Iwasalso facing the lossofmy job andour first home.This causedme to look forextraincome,andmysearchledmetonetworkmarketing.

I first foundmycompanywhen itwasa top-sellingclinicalbrand inhigh-

end department stores. I began freelancing for the brand to supplement myteachingsalary.Duringthistime,ourfounderswerelookingforwaystheycouldleverage their brand and bring it to the masses in today’s social economy.Becauseeveryone isonline, theydecided tochoosea social sellingmodelandmake a transition from retail to networkingmarketing.They askedme to jointhem,alongwithmymotherKris,andwesaidyes!

Because we were the first to join, we didn’t have training or marketing

materials.Infact,wedidn’tevenhaveacompensationplanyet!Allwehadwasourbelief;webelievedsostronglyintheopportunitywewereofferingandtheproduct we were promoting. From the outside looking in, it may not haveappearedthatwewouldhaveaveryhigh“survivalrate,”buttodaymymotherandIarebothseven-figureincomeearnerswithinourcompany.

Through our persistence and commitment to personal and professional

growth,wewere able to establish a system and help others get off to a greatstart.IwasabletoretirefromteachingsoIcouldpursuemydreamofstartingafoundationforchildren.Infouryears,bytheageoftwenty-nine,Ibecameourcompany’sfirstsix-figuremonthlyearner,andwe’vesincementoredmanysix-and-seven-figureannualearnersonour team.Manyhaveearned freecompany

carsandareenjoyingluxurytripstofabulousdestinationsaroundtheworld!I’m proud ofwhat our profession has done for people!My greatest joy is

whatweareabletogive.Weofferhopeandfreedomtothosewhojoinusinthisincredible business model, and we also give hope to those outside ouropportunity as we are now able to bless them with our time, talent, andresources.

Success in network marketing didn’t come easy for me. I wasn’t a fast

starter,andIfailedforwardquiteabit.ButthemostimportantthingwasthatIdidn’tquit,andIlearnedalot.

FailingForwardI recently had coffee with one of my mentors and friends, Leslie, who

reminded me of my early days when I used to be one of the lowest earningleaderswithinthecompany.LeslieremindedmeofthetimesheandIwentouttoanItalianrestaurantafteranevent.Sherecalled,“Irememberyoucryingoveryourpasta,wonderinghowyouwereevergoing tomake$3,000permonth innetworkmarketing,andhereyouaretodaymakingsix-figurespermonth!Sarah,when people ask me how you did it, I simply say one thing: ‘She wascoachable.’”Lesliewasright!

When I startedmybusiness, successdidn’t comeeasy forme. Ihadmany

challengessomemayviewashurdles,evenfromthestartinggates:Iwasyoung,broke, most of my network was young and broke, and I was shy. In fact, Iremember approaching someone for the first time about my products at acosmetic counter. My hands were shaking, my knees were knocking, and Iliterallysawstars!Irememberdoingthe“networkmarketingverbalvomit”alloverher.Shejuststaredatmelikeadeerinheadlights.

Iwassoembarrassed!Iranouttomycar,cried,andcalledmymom.WhenI

askedmymomifIshouldgoback,shesaid,“No,don’tgobackthere.Getoutof there!” So I put the pedal to the metal, and cried the whole way home. IwonderedhowIwouldeverbeabletosucceedinthebusinessofnetworkingifIwasafraidtotalktopeople.

Yet,Ididn’twanttogiveup.IneededtoearnextramoneyincaseIlostmy

teachingjobduetoschoolbudgetcuts.AlthoughIwasshy,Iwascoachable—I

waswillingtolearnandplugintoaprovensystem.Iwascommitted—Iwasn’tgoingtogiveupuntilIsurpassedmyteachingincome!

WhenIstartedmybusiness,myonlydesirewastoearnanextra$3,000per

monthincaseIlostmyteachingjob.MymomandIwerethefirstconsultantsinthe company, so we had no upline leading and guiding us. Having been aproduct educator formerly for our company, I did what I knew how to do: Istartedsellingalotofproduct!Iwasearningafewhundredtoathousanddollarsresidual income each month. As people reordered products, the money keptcominginforeffortIputforthpreviously.ThiswasgreatconsideringIonlyhadverypart-timehourstoputintomybusiness.

My mom (who’s my upline) loved it because she was making a great

residualincomefrommysales,too!Wefeltlikewewereontosomething,andthat this business opportunitywas our best kept secret! So one day,mymomcalledme and said, “Sarah, this opportunity is sohuge!Let’s not tell anyone!Let’s keep this our own little secret!” (We didn’t have a fully executedcompensation plan at the time, sowe figuredwewould just continue to sell.)Howmanyofyouknow, inabusinessofnetworking, that’s the last thingyouwant todo?Butbeing agooddaughter I said, “Okay!” and committed to justcontinuesellingproducts!

Nowofcourse,thatdidn’tlastlong.Weeventually“sawthelight”through

reading books about our profession.We became students of the profession. Ireadmanystoriesof topearners inourprofession;Iquicklylearnedthatallofthesix-and-seven-figureearnersleveragedtheirtimeandincreasedtheirincomebybuildingateam—onesimpleshift.WhenImadetheshiftfromproductsalesto power prospecting for the business, I watched my check go from a fewthousanddollars tomore than$10,000permonth in justa fewmonths.That’sthepowerofprospecting.

FindingSuccessThroughProspectingWhat isprospecting?Differentdictionaryversionsdefine itas“lookingfor

gold.”Prospectingistheprocessoftalkingtopeopleinhopesthatyouwillfindsomewhoareinterestedinjoiningyouinpromotingyourproductsorservices,or in joining your business. In the process of these conversations, you’ll “siftthrough”alotofpeopletofindafewwhowilljoinyou.Thenyou’llhavealotof people join you, ofwhowillwork at varying paces.Keep inmind, it only

takes a few “power partners” to change your life! That’s your “gold”!Remember,youmayhavetotalktoalottofindthosefew,muchlikesiftingforgold. If I toldyou thatyouhad threegoldbricks inyourbackyard,wouldyoucontinuetodiguntilyoufoundthem?Iwould!

I’m living proof of this concept. I’ve been sifting for a long time. I’ve

probably talked to thousands of people since I startedmy businessmore thanfive years ago. I’ve had more than one hundred people join me as businesspartners. Of those, I have about thirty people still working our business at amoderatepace.Ofthose,Ihavetentopleadersinourpayplanatthistime.Ofthose,aboutthreepeopleaccountforagoodmajorityofmyincome.

Whathappenedtotherest?Asateacher,Ipridemyselfoneducation,butI

quicklyrealizedyoucan’tmotivatepeoplewhoareunwillingtodowhatittakestosucceed.Theyneedtowantitforthemselvesmorethanyouwantitforthem.I can’t takecredit forpeoples’ successor failure. I amonly responsible togetthemofftoagreatstart.Peoplewillworkatvaryingpaces.Somepeopleorderproduct, some occasionally promote it, and some even enter into the “witnessprotection program”—they buy a kit and disappear! As you can see, there ispowerinworkingthroughthenumbers.Ifyouwanttobesuccessfulinnetworkmarketing,you’llbesiftingandsortinguntilyoufindyourkeyleaders.Youwillneverstopprospecting!

IsitaNumbersGame?I’vefoundthesamestatsandaveragestobeprettysimilarindustry-wideas

they relate to howmany youmust personally talk to and sponsor before youstrikegold.ThisobservationwasillustratedrecentlywhenIwasinvitedonstageatamajoreventinourprofessionalongwithseveraltopincomeearners.Weallrepresenteddifferentproducts,andourcompanieshaddifferentpayplans.Someof us had a few years experience in the profession, some had decades ofexperience.Wewereeachaskedhowmanypeoplewe’vepersonallysponsoredinourbusiness,andofthose,howmanyaccountfor80percentormoreofourincome.Theanswerswereverysimilar.

We had all been in our business anywhere between 5-25 years.We each

sponsoredanywherebetween50-150overtime.Mostofushad80percentofourincome coming from anywhere between 1-3 legs, or leaders! I’ve seen thisexercisedoneatmanyeventsinourprofessionsince,andtheresultsarepretty

similar.Whatdoesthatmean?Themajorgrowthofyourorganizationmaybetiedto

justafewpeople,butyouneverknowwhatyourpersonalsetoffoddswillbeuntilafteryousucceed.Youdon’tknowhowmanyconversationsyou’llhave,orhowmanypeoplewill joinyoubeforeyoufind“gold”!Soget ready to talk itup!Themorepeopleyousharewith,thebetteryouroddsoffindingyourpowerpartners!

TheCuretoWhatAilsYouinYourBusinessThecure towhatailsyou inyourbusiness isyourpersonalactivity.Don’t

blameyourprogressorpaceonyourteam.Takepersonalresponsibilityforyouractivityand respect theireffortandpace.Never stop recruitingnewcustomersand business partners. Focus on daily activity to progress toward success.Myrule formyself is “five contacts per day keeps leads comingmyway.” If I’mhome, I’m making five calls to people on my contact list. If I’m out, I amhanding out five business cards and having conversationswith people Imeet.I’mnotdoneuntilI’vemadethoseconnectionsandcontinuedtoworkthroughmynumbers,whichinturn,increasemyoddsforsuccess.

WhatareYourOdds?Your success is directly related to the degree to which you are willing to

worktofindotherslikeyourselfwhoarecommittedtosucceeding.Wouldyoubewillingtohearmany"nos"tosignuponehundredormorepeopleuntilyou“strikegold”andfindthreemajorproducerslikeIdid?

Youhaveyourownsetofoddsandyouwon'tknowwhattheyareuntilafter

you’vesucceeded. Ifyouhaven’tachieved the levelof successyoudesireyet,youcangiveupandassumethebusinessmodeldoesn’twork(butifyou’veseensuccessinyourcompany,Iassureyouitdoes).Oryoucanacceptthefactthatyou’reworkingthroughyourodds.Don’tgiveupuntilyousucceed!

Throughout this book, I will teach you my “success system” that has led

many onmy team to six-and-seven-figure success. It is my hope that as youimplement these best practices, you can increase your confidence and sharpenyourskills,whichwill improveyourownsetofodds!Areyoureadytogofor

thegold?

FreeBonus!

Visitwww.SarahRobbins.com/free-video/tocheckoutSarah’svideo:“DemystifyingtheBigBuild”

Chapter2:ThePowerofOurProfession

WelcometotheRockStarRecruitingSchool!Thisbookwill teachyoumy“Seven-FigureSuccessSystem.”It’sasimple

system that’s helped me to build a big business. Remember, there’s not onemagic bullet that leads to six-or-seven-figure success; success in networkmarketing comes from doing a number of little things right. This systemwillteachyouhowtodevelopanentrepreneur'smindset,buildbiggervolumewithalargecustomeranddistributorbase,andestablishsimplesystemsthatwill leadtodynamicduplicationforyourteam—andmore!

Thisbookwillbringyou“back toschoolwithSarah.”Iamgoing to teach

you all that I’ve learned over the past five years of reading, studying, beingmentored, and mentoring others to achieve million-dollar success. If you arecoachableandstaycommittedtoyourbusiness,youwillgrow,andsowillyourbusiness.Areyoucoachable?Areyoucommitted?Areyoupromotingthisbooktoyourteam?It’sessentialthatyoulearnthesesuccessprinciplestogetherandimplementthemasagroupforgreaterresults.

WhateverYou’reDreaming,DreamBiggerIwanttofirststartbyhelpingyoubuildyourbeliefintheprofession.Ibelieve thatnetworkmarketing isoneof thesmartestbusinessmodelson

theplanet! It is amodel that takes ordinarypeople likeme andhelps them toachieve extraordinary results!Where else could a formerly shy teacher in hertwentiescompressa30-50yearcareerinto3-5yearsandelevatetosuccessthatothersonlydreamof,andmostpeoplecan’tevenconceive!I’vefallenheadoverheels in lovewith our profession, and if I had to recreatemywealth all overagain,I’ddoitinnetworkmarketing!

HereareafewreasonswhyIaminlovewiththisprofession:This is abrilliantbusinessmodelwhere insteadof investing in advertising

and celebrity endorsement, companies invest in our success. It allows us toleveragetheintegrityofbigbrandsandthetime,talent,andresourcesofmajor

corporations. Startup costs are low. It’s a simple business model that doesn’trequireacollegedegree,overhead,employees,orabrickandmortarshop.It’sascalable business, and it’s just plain smart. The Direct Selling Associationrecently celebrated its one-hundred-year anniversary, so it’s a tried and truebusiness model that’s proven to be solid. Network marketing is not goinganywhere.

Network marketing provides a turnkey business where you start at a low

cost, itcarries little tonorisk,andthere’snoexperiencenecessary tobegin. Itcarries many incredible benefits, such as: freedom and flexibility, financialopportunity, fun and friendship, and fabulous opportunities for growth! Let’stalkaboutthese!

1.FreedomandFlexibility

Innetworkmarketing,youdon’ttradehoursfordollars,oryourtimeforsomeone else’smoney.You canwork your business part-time, any time!There’s no commute to work. You create your hours, block out theimportantthingsinyourlife,andplanaroundthem.Essentially,youdesignaprofessional life that fits around the restofyour life.Often started as aplanB,itcaneasilybecomeaplanA.Istartedmybusinesstosupplementmyteacher’ssalary,andIwasabletogeneratewealthbeyondmywildestdreams!

Many people are surviving within multi-income households, losingvaluable time with their family. Others are looking for extra earningpotential due to the current economic climate. The network marketingprofession can provide an incredible alternative for those looking tosupplement their income around the commitments of their family. Youdon’thavetogobacktoschoolor takeonanotherfull-timejob.Networkmarketing allows you to choose a dream life over a dream job! All thewhile,youcanbefullypresentinyourfamily’slife.2.FinancialOpportunity

Networkmarketingisoneofthebestchoicesifyou’relookingtocreateunlimitedearningpotentialbuthavelittleupfrontmoney.Weleverageourupfront investment and have the opportunity for an exponential ROI.Networkmarketing allows you to create passive residual income and getpaidoverandoveragainforworkyoubeganupfront.

If you give your business enough time and effort, you are able tocompress a 30-50 year career into 3-5 years! Your business can lead toongoingresidualincomeforyou.Ifyoubuilditright,youcangetpaidontheroyaltiesorresidualincomeforevermore!Ourbusinessmodelprovidestrueleverage,whichgivesyousecurity.Wealthiscreatedthroughleverage.It is an incredible financial vehicle that allows you to pursue all of yourlife’sgoalsanddreams.

In network marketing, we also turn expenses into an income whilebuyingfromourownproductstore.Youcanshareyoursuccesswithyourproduct or service with others. This allows you to make money or savemoney. You will get paid to talk about your transformative products orservicesandouraward-winningbusinessmodel.Yougetpaidtotalkaboutwhat you love, and you can earn amazing bonuses, competitivecommissions, and incredible incentives! This is the company’s way ofrewardingyouforajobwelldone.Innetworkmarketing,youdon’tjustgetpaid,youalsogetrecognized!3.FunandFriendship

Inourbusinessmodel,youchoose thoseyoupartnerwith inbusiness.You have the chance to build your success, all while helping others tosucceed! You celebrate your success together in countless trips andtrainings around the world! One of the greatest rewards of building mybusinesshasbeenthefriendshipsI’vedeveloped.4.FabulousOpportunitiesforPersonalandProfessionalGrowth

You are in business for yourself—not by yourself. In our businessmodel, you receive incredible training through your company and teamtraining systems that are provided. You also receive incredible personaldevelopment opportunities so you can grow as a person, which helps tosupportyouinsideandoutsideourbusinessmodel.Thisleadstoincrediblelife and leadership skills. You grow in confidence and communication!What is the best part of all? You earn as you learn! The personal andprofessionalgrowthopportunitiesdefinitelyoutweighthepaycheckforme!

Tosumitupallupinoneword,networkmarketingprovidesfreedom!

GivethisTimetoGrow

ThroughoutthisbookIwillshare“howto”makethisworkforyou,butfirstIwanttogetyousetupwithproperexpectations.

Iwantyoutohaverealisticexpectationsofwhatitwilltake,aswellashow

longitcouldtaketobesuccessfulinyourbusiness.Successdoesn’tmagicallyhappenovernight.

Iwantyoutothinkasanyonewouldwhowasconsideringembarkingonanynew career. Starting any new career or business, you know there will be alearningcurveofbothpersonalandprofessionalgrowth.Youknowtherewillbeanoutputoftimeandsometimesresources.Youunderstanditwilltaketimetodevelop proficiency. Some people go to school for their career. Developing asubstantial story in network marketing is no different. Success in networkmarketing requires personal and professional growth. It takes time to developyourtalent;Iwantyoutocommittoaminimumoffiveyearsinyourbusiness.Takethetimetolearnyourcompanystoryandsystem,studythisbook,getgoodatsharingyourstoryandyourcompany’sstory,andgiveyourbusinesstimetogrow!

Thisbusinessisalotlikerollingasnowballuphill.Whenyoustart,you’reat

thebottomofthehillwithatinylittlesnowball.Asyoushareyourbusinesswithmorepeoplewhojoinyouontheproductsorinyouropportunity,thesnowballslowlybeginstogrow.However,yousometimesfeellikeyou’reexertingalltheeffortasyouare trekkinguphill.Sometimesyoufeel likeyou’reworkingfull-timehoursforlessthanminimumwage!Thisisbecauseyouhaven’treachedthetopofthehillyet.Ifyoukeepgoingandyoukeepsharing,youwillmakeittothetop.Whenyoudo,youcanletthatsnowballsoardowntheotherside.Thisiswhen you see momentum take place! It rolls faster and faster downhill,collecting its own snow. This is when duplication happens and you beginearningmoremoney than you’ve ever dreamed in less time thanmostwouldthinkwaspossible.

Whateveryoudo,don’tquit.Youcanmakeittothetopofthehill!TheStoryofthe$50MillionWomanI want to sharewith you a story of why quitting should never cross your

mind.OneofthetopleadersonmyteamisawomanbythenameofSusie.Susie

learned about our business from someone she had worked with briefly. OnDecember31,shewasintroducedtomeonathree-waycallbyhersoon-to-be-sponsor,whoatthetimewasmypersonalpartner.SusieimmediatelycaughtthevisionandenrolledonNewYear’sEve—whatawaytotoasttonewbeginnings!

Unfortunately, Susie’s sponsor got discouraged she had only enrolled one

person.Shedecidedthebusinesswasn’tforher,andshequit.Afewyearslater,herteamofone(Susie)grewintoanincredibleteamthat

spansacrosstheentirecountry.Infact,it’soneofthefastestgrowingteamsinour company. Many team members are driving beautiful free cars, earningamazingincentivetrips,andincreasingtheirincomes.Infact,Susiewasrecentlyrecognizedasa“Million-DollarCircleAchiever”atourcompanyconvention.

CanyouimagineifSusie’ssponsorstuckwiththebusiness?Shestartedthe

business at about thirty years of age. After taxes and with conservativeinvestments (not even taking into account organizational growth), she couldhave earned about $50million over time if she hadn’twalked away. For thisreason,I’vereferredtoherinindustryeventsasthe“$50MillionWoman.”

Oneofmyfriends,DonnaJohnson(anothermillion-dollarearner), reminds

meoften:“Sarah, Iknowhandfulsofpeoplewhowouldbemillionaires todaysimplyiftheyhadn’tquit!”Youneverknowwhatpeoplewilldoorwhomtheywillleadyouto.Quittingisthesurestwaytofail!

I recently read that as many as 95 percent of those who remain in this

industryfortenyearsorlonger,workingsteadilyatbuildingtheirgroups,reachtheirhighestlevelofpayintheirrespectivebusiness.

Ifthere’sonethingthatIknowforsureaboutsuccessisthatitbeginswitha

decisiontobesuccessful,acommitmenttoseeingitthrough,andyoujustcan’tquit.Earlyon,whenwestartedourbusinesswithnotraining,nowebsites,andnomentoring,wemadeadecisiontodowhateverittakes!Inmyopinion,thatisthegreatestfactorthatleadstosuccess—yourdecision.Whetheryouthinkyoucanor thinkyoucan’t,you’re right!Somakeadecision,be relentless, andbecommittedtodowhateverittakes!

I amcommitted toyour success!Thisbookwillprovide the“how tos” for

you—simple, systematic training that will empower you to become a higher

achieverinourprofession.It’suptoyoutoimplementwhatyoulearn;it’suptoyoutosharethislearningwithyournewdistributorsandteam.Itismyhopethatyouwill gift a copyof this book to every leader and to every newdistributorwhojoinsyourbusinessinthefuture.Buildtheirbeliefinyourbusiness,buildtheir belief in our profession, and most importantly, build their belief inthemselves!Getreadyforagreatjourneyofpersonalandprofessionalgrowth!Let’srockthis!

Chapter3:Preparation:ThinkLikeaCEO!

Welcome to thewonderfulworld of networkmarketing!What a powerfulprofessiontobeapartof!Youareyourownboss;youownyourownbusiness;you design your own future. You are the CEO of your own company! Nowwhat?

Thebeautyof thisprofession is that it allowsanyone, regardlessof ageor

experience, to own their own company. This can be a challenge, too. Noteveryonewhojoinsisfullypreparedtobeabusinessowner.I’veheardpeoplesaythatthebusinessshouldbekeptsosimplesystematicallythataneight-year-old can do it—we are just sharing and inviting.While I agree thatwe shouldkeepthingssimple,peoplestillstrugglewith limitingbeliefanda lackofself-motivation. Mindset and management of time and emotions are the placeswhere people often get caught up. We have to develop an entrepreneurialmindset. Inorder tobe successful, Iwant to talk toyouabouthow tomanageyourexpectations,youremotions, andyour time.Whenyouhave total controlovertheseareas,anythingcanbeaccomplishedinyourbusiness!

Oftenwehear thesaying,“Treat this likeabusinessanditwillpaylikea

business;treatthislikeahobbyanditwillpaylikeahobby!”Whilemost people start their business very part-time, it requires your full

effort for you to be completely successful.Where does success begin in yourbusiness?Itbeginswithyou!Sooftenweplaythe“blamegame,”sharingallthereasons why we weren’t successful. Often times, the reason why we started(products,payplan,partnershipwithourcompanyorsponsor)istheveryreasonwhywesaythecompanydidn’tendupworking.Funny,huh?It’seasytoblameour upline or downline for our lack of success. But isn’t this “independentbusinessownership”?Theonlynameonyourdistributoraccountisyours.Yoursistheonlynameonyourpaycheck!It’simportantforyoutotakeactionandownyour success. Network marketing professionals take accountability for theiractions,dailyactivity,andtheyowntheirresults.

DevelopingYourBlueprintforEntrepreneurialSuccessIstartedmybusinesslikemostpeople,workingverypart-timealongsidemy

full-timecareerandcommitments. Iwasabrand-newteacherbusywith lessonplanningandpreparation. Iwasactively involved inmychurch,myhusband’sbusiness,andmanyofourvolunteerprojects.Likemost,Iwasbusy!IknewifIwas to find success inmybusiness, I had to implement systems and establishhoursofoperationinordertostayfocusedandmakethemostofthelittletimeIdid have available. I took everything day by day, telling myself, “I can doanything fora shortperiodof time toproduce long-termfinancial freedomformyselfandmyfamily!”

Manyofyouareprobablyfacingafull-timescheduleaswell,whetheritbe

duetoyourcareer,raisingyourfamily,orothercountlesscommitmentsyoufaceeach day. It’s critical that you learn how tomake themost of your part-timehourssoyoucanexperiencesuccessinyourbusiness.

I’ve heard people say, “You can work your business part-time, but not

sometime.”Whatdoesthatmean?Itmeansthatwiththehoursyoudohavetoput into your business, you must be planned and purposeful; you must beprepared!

Oneofthefirstthingsmostsuccessfulbusinessownersdoisestablishhours

of operation. Building a network marketing business is no different. It’simportant that you set aside a minimum of 10-15 hours of income-producingactivityperweekifyoudesiretoduplicatealargernetwork.Ifyoujustwanttosell retailproducts,youcangetawaywithabit less.Buildinga teamrequiresmore.Youcan’tconductevents,calls,andtrainingsinjustafewhours.

Busy work doesn’t count toward your time. Busy work is comprised of

checkingFacebook,cleaningyouroffice,callingyourteamtochat,orrefreshingyoursalesreportsoverandoveragaintoseewhat’shappeninginyourbusiness.Income-producingactivityconsistsofafewthings:

1.Sharingyourbusinessandinvitingpeopletolearnmore.2.Sharingyourproductorserviceandinvitingpeopletotrythem.3.Follow-up,signingpeopleup,andgettingthemstarted.

Lookatyourweeklyplannerandblockoutyour10-15hoursperweeknow!

Youmustcontrolyourtimeoryourtimecontrolsyou!Wecan’tcomplainaboutour“busyschedule,”astheonlypersonwhocreatesthatscheduleisyou!

When setting aside your hours of operation, be sure to include time for:

prospecting, presenting the opportunity over coffee and calls, attending orhosting localmeetingsandevents,andgettingeducatedatyour teammeetingsandonteamcalls,too.

If you find yourself at all overwhelmed by your daily commitments, I

encourageyoutolookatwhatcanbecutout,suchas:longphoneconversationswithfriends,watchingyourfavoriteTVprograms,andsittingonsocialmedia.Youmayhavetolearntosay“no”foralittlewhilesoyoucansay“yes”tothethingsyoulove—fortherestofyourlife!

Iwantyoutoevenlookatwhereyoucanoutsourcewhereit’sinexpensive.

WhenIwasjuststartingmybusiness,Ihiredahousecleanertocomeeverytwoweeks.Notonlydidit freemeupfromdoingsomethingIdidn’t lovetodo, italso gave me a whole extra afternoon to build my business for our future!Whateveryoudo,don’tbeswayedbydailydistractions.Ifyouareseriousaboutyourbusiness,youwillhave tomakesomeshort-term“exchanges” toproducethe long-term financial freedom and rewards that come with your business!You’ll have to have laser-sharp focus, tunnel vision, andbe like a dogwith abone—don’tletgo!

Youhave tobewilling topayaprice for true timeand financial freedom.

Again, you’ll find you have to consider where you can make short-termexchanges for long-term reward. We will talk about what to do during yourincome-producing activity time in the upcoming chapters. For now, Iwant totalk to you about another critical component to success in any business, andthat’syourpersonalandprofessionalgrowth!

TheStoryoftheStarvingBakerHaveyouheardthestoryaboutthestarvingbaker?Imagine:There is abrand-new,beautifulbakerybuilt rightdown the road.

Thearomaoffreshpastriesfills theair.This iswherehot,delightful treatsareservedalldaylong.Yougoin.Thisbakerisbrilliant.Youorderyourtreatandwatch as the baker does his thing! It is magnificent watching. He doeseverything himself. He cleans the tables, tends to the cash register, bakes thegoods,andgreetstheguests.Youstarttonoticethathe’ssurprisinglythin.Youbegin to think, “He’s so busy baking for others, he’s forgetting to eat! He’sstarvinghimself.”

Areyouthatstarvingbaker?Mostofusaresobusythatwefallintostarving

bakermode.Wegetsowrappedupinourjobs,ourproblems,thehouse,errands,andeveryoneelseandtheirmattersthatweneverpush“pause”andtakethetimeto feedourselves.We feelhollow.Sometimeswe feel fake.Youarenot fake;what you are is a starving baker. You’ve gotten busy and you’ve stoppedgrowing.We'veallbeentherebefore.

Takingtimeforourpersonalandprofessionalgrowthprovidesnourishment

foroursouls,anditfuelsourminds.Itmakesusmoreeffectiveforeveryoneinour lives we influence—our families, friends, and our teams. If I couldencourageallofyoutoimplementonethingtoday,itwouldbetoplantowakeupeachdayandjustasyoueatyourbreakfasttofuelyourbody,begintofeedyourmind,too!Youcanonlygoasfarasyougrow!

I like to spend time each morning devoting attention to my personal and

professionalgrowth. It’s theperfectway topower-startmydayand topreparemyself for new opportunities! I like to end each day the same way, so I amthinkingandbelievingpositivethingsbeforemyheadhitsthepillow.Therefore,Idon’tstartorendmydaywithchaos,emails,TV,textmessages,etc.Ifeedandfuel myself with prayer, devotions, reading personal and professionaldevelopmentmaterials,andlisteningtopositiveandupliftingmusic.Ievenfillin the “empty time”when I drive listening to trainingCDs,makingmy car a“rolling university.” I listen to things that teach me how to become a betterpersonandmoreeffectiveleader.Iamextremelyintentionalaboutmydailyself-programming so I am more effective as a wife, friend, sister, daughter, andleader.IrealizethatmybusinesscanonlygrowasmuchasIdo.

My“CometotheParkingLot!”MomentI’ll be the first to admit, I wasn’t always a positive person.When I first

startedmybusiness,likemostpeople,Iwasa“bigbundleofdoubtandfear.”Iwouldalloweverydistractiontodiscourage,andalloweverydisappointmenttode-motivateme.Ihadmydaily“Iquit”moments.Ifyou,too,areonthe(insertyour company name here) roller coaster, it’s time to stop the ride, refocus,recommit,re-establishyourgoals,andre-start.

I used to say things like: “Nobody is joining my team,” or “Everyone is

quitting.”Wouldn’t you know? That’s exactly what was happening! Through

personaldevelopment,Ilearnedthatyourwordsareseeds.Wordsarecapableofbringingaharvestinyourlife—goodorbad.Mywordswereeithergoingtobefertilizer tomygrowingdream,or theywouldpoisonit.Personaldevelopmenttookme on a two-year journey into a deep discovery about the power ofmythoughtsandwords.OneofthecriticalmomentsintimeonthispersonalgrowthjourneyhappenedduringwhatIcallmy“Cometotheparkinglot!”moment.

OnedayIwassittinginaparkinglotinmycar,waitingformymeetingto

start.Igotacallfromoneofmymom’sfriends,Rachel,whoisalsoaleaderinour company. At the time, I was struggling in my business. I picked up thephone,andsheimmediatelyopenedwith,“Sarah,doyouwanttoknowwhat’sbeenholdingyouback?”Iwassoexcited!Shewasfinallygoingtogivemethe“magicbullet”tosuccess!Sheproceeded,“Youaredoingalltherightthingsbygoingthroughthemotions,showinguptoeverymeetingandcall.Yourproblemisthatyourthoughtstowardyourbusinessandteamdon’talignwithyourgoalsforsuccess.Yourwordsaren’taligningeither.Youneedtomakeadecisiontobesuccessful.”Thatwasoneof themosthonestconversationsanyonehashadwithme,andtobehonest,itwasadefiningmomentinmylife.Shewasright—Iwas going through themotions, but I hadn’t reallymade up inmymind anddeclaredIwasgoingtobesuccessful!

That was the day I made up my mind and began to change my daily

declarations,saying:“Ihavethefastestgrowingteaminthecompany!”“Iwillbe a top leader and earner!" At the time, it wasn’t true, but these dailyaffirmations, when spoken out loud, elevated my belief, which changed myconfidence, ultimately affected my odds, and created results. Today, thosedeclarations are true; I became the top earner inmy company!How did I gofrombeingashyteacherinmytwenties,andoneofthelwestearningleaders,toeventually becoming the top earner? Not because I worked harder on mybusiness.The truthbe told, Iworkedharderonmypersonalgrowth than Ididmybusinessduringthattime.IbelievealargeportionofmysuccesswasduetothefactthatIspenttwowholeyearsstudyingthepowerofmywords,andIwasintentional about my thoughts and declarations! That’s the power of personaldevelopment!

Asyouprepare tobecomeanempoweredentrepreneur, Iwant to askyou:

What areyour attitudes about success?What areyou sayingaboutyourselforyour team daily?What are you thinking?Your thoughts become yourwords;yourwordsbecomeyouractions;youractionsdetermineyouroutcome!Much

ofoursuccessboilsdowntoourbelief—inourcompany,inourprofession,andofcourseinourselves.Thisiswhydailypersonalandprofessionaldevelopmentisthekey!Investinyourself;investinyourteam’sdream;speaklifeintothem;andincreasetheirself-esteembyteachingpersonaldevelopmentasmuchasyouteachtheprofessionaldevelopmentskills.

IlovethestoryofA.L.WilliamsinthebookPushingPeopleUp.Hewasa

highschoolcoachwhohadadreamtocreateunlimitedopportunityandtohelpordinarypeopleachieveextraordinary things.He tookabunchof teachersandcoachesandcreatedanetworkmarketingcompanythatsold life insurance.Bythe seventh year, they sold more term life insurance than New York Life,Metropolitan, and Prudential combined, which weremore than a century old.How?He did it through boosting up peoples’ self-confidence. This illustratespersonaldevelopmentatitsfinest!

Ask yourself, “What type of culture do I want to create on my team?”

Culturebeginswithyou,and it starts today!Yourwordsandyouractionswillduplicatedown toyour team, anda leader isonly asgoodashisorher team.Growyourself,andyourteamwillgrow!Betheleaderthey’relookingfor!

Trueleaderscancastavisionandtheyknowwheretheyaregoing.Howdo

theyknowwhere theyaregoing?Theyplan for it and theycommunicate it totheirteam.Whatareyourplansforyouandyourteam?Wheredoyouwanttotakethem?Haveyousharedyourvisionwiththem?

MakingYourDreamaRealityOneofthemostimportantexercisesyoucandoasyoubeginyourbusiness

istoidentifyyour“reasonwhy.”Whatisdrivingyouemotionallytodevelopasuccessful business?Your “why” is your long-termvision for success in yourbusiness.Howcanyouknowtheroutetotakeifyoudon’tknowwhereyou’regoing?Howcanyoubringotherswithyou?

Let me ask you a few questions: If time and money were no issue, how

would your life look?Where would you live?What would you drive?Whatwouldyoudowithyourtime?Wouldyouhaveanydebt?Inotherwords,whatwillasuccessfulbusinessdoforyourlife,yourfamily’slife,andyourlifestyle?

Iwantyoutoclearlywritedownwhyyouaredoingyourbusiness.Themore

specific, themorepowerful itwill be!Make it compelling so it causesyou tofindthetime,faceyourfears,andpersevere!

Isyour reason“why” tohavea college fund foryourchildren, topayoff

debt,buyyourdreamhome,becomemoreself-reliant,orareyoufundingyourretirement?Forme,IwantedtostartafoundationforwomenandchildrenthatIwouldfundthroughmybusiness.

Oneof thefirst thingsIdidwhenIstartedmynetworkmarketingbusiness

wascreatemyreason“why.”Irememberworkingwithoneofmymentorswhoaskedme,“Sarah,what’syourreason‘why’?”

I told her, “I want to start a foundation for children that is fully funded

throughmynetworkmarketingbusiness. Itwill providehousing, teachingandtrainingformothers,andacampforkids!”

Impressed,sheasked,“Andhowmuchwillthatcost?”“Millions,”Itoldher.Sheproceededtoask:“Andhowdoesthatfeel?”“Ihavetoadmit,it’soverwhelming,”Isaid.You see, my “why” was so big that at times, instead of serving as a

motivator,itwouldde-motivateme.IwassooverwhelmedbymydreamthatIoftenfeltdefeated,whichiswhyitwaseasyformetowanttoquitwhenIgotdiscouraged.Ineverreallyfeltlikeitwouldbepossibletorealizemydream.

She then gave me the best advice: to break down my reason “why” into

achievable goals so I could celebrate small successes on the way to my bigdream.Istartedaseparatebankaccount,whichwouldallowmetoputasideaportionofmycheckeachmonthanddosomethingniceforafamilyinneed.Asmychecksgrew,sodid the impactwewereable tohaveonothers.Wesentamom’syoungboystofineartscamp;wecoveredmedicalbills;webuiltafewrampsforpeoplewithphysicalimpairments;weprovidedholidaystofamiliesinneed;we traveled to India to help open up orphanages;wewere able to givemoney tomanycauses that tuggedatourhearts.NowIwasmotivated;now Iwasbeingdrivenbymydreams!

I’ve heard people in the profession say that your “why” shouldmake you

cry.Whatthatmeansisthatyour“why”shouldmoveyouemotionallyandkeepyou enthusiastic about this business during the ups and downs that anyentrepreneur can face. It helps you to discipline your disappointments, not todeviatefromyourmission,anditkeepsyoudrivenbyyourdream!

Everyonehasupsanddowns,challengesandachievements,disappointments

andsuccess.Whenyouareclearaboutyour“reasonwhy,”youwillcontinuetobedrivenbyyourdreamratherthanbefueledbyyourdisappointments.

After this chapter, please stop and take the time (I’m talking a fewhours)

andwritedownyour“reasonwhy.”Mostpeopleskipoverthisstep,butIcanpromiseyouit is themost important.Craftacompellingvisionforyourfuturelikeamovie—asifitwerehappeninginpresenttense.Don’tusewimpywordslike, “Iwish;”use strongwords like“I am.”Don’t leadwithnegativephraseslike, “I am no longer shy;” make strong, positive proclamations like, “I amconfident!” Include the senses and describe your vision:What does your lifelooklike?Yourfamily?Yourfuture?Yourhome?Yourbusiness?Mapoutallofthepeople,places,andthingsthatareimportanttoyou.Touchoneveryareaofyourlife.Youwillknowyou’veaccomplishedthetaskwhenyoureaditanditmotivatesandmovesyou.

Whenyou’vecompletedthis,Iwantyoutoshareitwithsomeone—whether

itbeyourspouseorsignificantother,supporters in life,oryoursponsor in thebusiness. Remember that anything is possible if your “reason why” is bigenough!

HowdoYouEatanElephant?OneBiteataTime!Previously I mentioned my “why” wasn’t always a motivator because it

seemedsofaraway,soIhadtobreakthingsdownabitandfocusonmorebite-sizedgoals.Equallyimportanttowritingyourlong-termvisionoryour“why”issetting short-term goals along the way that allow you to celebrate moreimmediate successes—ultimately paving a path to recognizing your dreams!Successfulpeoplealwayshavetheirnextgoalinmind.

Goalsaredreamswithdeadlines.Wheredoyouwantyourbusinesstobethis

quarter?Whattitlesdoyouwanttoachieve?Whatbonusprogramsorincentives

are youworking toward?Write downwhat they are,when youwant to reachthem(putitinyourplanner),andthensharethemwithyoursponsortostrategizeonthe“how.”Developanactionplan—whatdoesittaketogetthere,andwhosehelpwillyouneed?Whatdailyactivitieswillyouhave to implementyourselfandwithyourteamtoachievethatgoal?

Oneofmypartners and leaders,Carrie, givesgreat advice.Shepersonally

recruitedeighteenpeopleherfirstmonthinbusiness!Sheremindsusthatwhatsheremembersmostisnottheeighteenpeoplewhojoined,butrathertheeightycallsshemadetheweekendthatshereachedouttothosepeopleandsetuptwofulldaysworthofthree-waycallswithme,backtoback.Shecoachesherteamnottomeasure“lagmeasures”(e.g.“Iwanttwonewconsultantsbytheendofthemonth”), but tomeasure “leadmeasures” instead (what you can control—yourdailyactivity).Carriecounselshergroup tosetadailyactivitygoalas tohowmanycallsyouwillmakeaday,howmanypresentations,andhowmanysamplepacksyou’llshare.Trackthis.It’sevenokaytotrackyour“nos.”Thenyouwillstarttomeasuretheactivityittooktomeetyourtargetgoals,titles,etc.

Createvisualremindersbypostingpicturesofwhatyou’reworkingtoward.I

haveagoalboardforallofthethingsinmylifeI’mworkingtowardandallofthethingsI’mprayingabout.Youcanevencreateaconstantvisualreminderbytakinga snapshotofwhatyou’reworking toward,orwhoyou’reworking for,andputitonthehomescreenofyoursmartphone.Theneachtimeyoupickupthephoneforaprospectingcallanditseemstoweighathousandpounds,itwillmotivateyou.Pastepictures inyourplannersowhenyoulookatyourplannerforyourlongday’sagenda,youaremotivatedtotakeactionandforgeahead!Ifyou’rerunningforatrip,putapictureofthatplacewhereyoucanseeit!Ifit’sacompanycar,gettoalocaldealership,takeapictureofyourselfinthatcar,andpostitsoitservesasadailyreminderofwhatyou’reworkingtoward.Whenyouvisualizesomethingandfocusonitdaily,itwillincreaseyourbelief,anditwillkeepyoucommitted.

One of the keys to achieving a goal is to share it with someone, so I

recommendanaccountabilitypartner.Chooseyourspouse,sponsor,orsomeoneinyour companywho’s committed to remainingpositive,who’s collaborative,andwho’sworkingtowardsomethingsimilarasyou!Setaweeklytalktimetoinspire one another, share best practices, and celebrate successes! Socialintegration is powerful. Processingwith positive people allows you to discussand applywhat you’re learning!Get an accountability partner right away and

startgoalsettingtoday!Trackyouractivitydaily.It’suptoyoutocreatethevisionthatinspiresaction,whichultimatelyleads

toaccomplishmentforyouandyourteam.Whileyou’reonyour journey, play thepart.You’veheard theold saying,

“Fake it ’til you make it.” I want to encourage you to play the part of asuccessfulentrepreneur!

This includessettingupaprofessionalvoicemailonyourphone,settingup

professional profiles online, and creating professional email signatures thatincludealinktoyourwebsite.Getbusinesscardsrightaway!Orderbrochuresorsamples from your company to share. Dress the part! You never knowwhenyou’llmeetyournextpowerplayer,orwhere!Whatdoyouwantpeopletothinkofyouwhentheycallyourphone,receiveanemailreply,findyouonFacebook,ormeetyouinperson?Ifyouwantpeopletobelievetheycanbesuccessfulinjoiningyouinyourbusiness,youneedtoplaythepart.Youareanempoweredentrepreneur,solet’srockthis!

Chapter4:PromotingProducts

Ready to ROCK your network marketing business? One of the keys tobuilding a strong, sustainable business is developing a healthy-sized, happycustomerbase.Why is this so important?Ourbusiness is built by the volumethatiscreatedbysalestoanendcustomer—whetheritisthedistributorswhoareusing the productsmonthly and getting great results, or happy customerswholovetheirbenefits!Anarmyfullofpeopleonautoship,experiencingincredibleresultswithyourproduct,translatesintobigbusiness!

Therearethreewayscustomervolumeiscreated:1. DistributorsWhoPurchase theProduct andBecomeTheirOwn

BestAdvertisementIt ishighlyencouraged thatyoubecomeacustomerof theproductby

shoppingfromyourownstoreeverymonthsoyoucandevelopyourownpassion and personal testimonial of the products. If you have a service-basedcompany,useyourservices.Thisallowsyoutocomefromaplaceofcredibilitywhenpromotingyourservices.2.Sampling

Alwaysleaveyourprospectswithsampleswhentheyattendaneventormeeting about the business. Thiswill get them instantly hooked on themandwilleitherbuildtheirbeliefinthebusinessorincreasetheirlovefortheproductsotheyjoinyouonthemeveniftheydecidethebusinessisn’tforthem.The business isn’t for everyone, but the products can be. In fact, Iplant the seed during every presentation. I hand them samples saying,“You’regoingtoloveourproducts.Ifforsomereasonyoudecidenottodothebusiness,I’dlovetohaveyouasacustomer.”Remember,Iwanttogaina consultant (distributor), customer, or connector (referral source) aftereverymeeting.Volumeisvolumeisvolume!Iwantthemtojoinmeontheproducts or the business—eitherway! If you have a service, is there anywayforthemtopreviewitortryitout?3.CustomersInfluenceYourVolumeinaBigWay

A majority of my six-figure per month income comes from thecustomerswhohave joinedour team! Ifpeople arenot interested inyour

business, they can certainly benefit from the products or services yourcompanyprovides.It’simportanttonurturethisgroupandencouragethemtostickwithyouasacustomerastheyaccountforagoodportionofyourteamvolumeinthelongrun.Wewilltalkabouthowtoeffectivelymaintainahappyandloyalcustomerbaseinjustabit.HowtoMake“RightNowMoney”Customers create a great source of “right now money” and immediate

residual income! This volume is extremely helpful to a new distributor in thefirst few months as they are waiting for duplication to happen and for theirorganization tobuild. Customerscanalsohelpconsultants toqualifyandstayqualifiedfortheirpersonalvolumegoals.Customersalsoprovidegreatreferralsources—not to mention distributors get immediate gratification when peopleshow interest and they immediately get their first check from those customerorders.

If you are in the business and you desire to work part-time building a

customerbase, that’sawesome!Youcanhappily joinyourcompanyandbuildsomenice residual incomeon the side foryour family! Ifyouwant tobuildalarge network and a sizeable income, wealth comes through leverage, andleveragecomesfrombuildingateam!

Here aremy thoughts: I’d rather get paid a percentage on an army full of

customers onmy team thanon100percent of justmyown sales!Would youratherbethestoresellingaproduct,orowntheentirefranchise?Thisbusinessmodel is almost like pseudo-franchising when you build a team! Largeorganizations are built by a lot of independent business owners each selling alittlebit! Icouldneversellenoughproductsonmyowntoearnaseven-figureannualresidualincome—Idon’tknowthatmanypeopletosellto!

Howdoyoubalanceteambuildingandcreatingacustomerbase?Mymantra

is,“Leadwiththebusinessanddefaultontheproduct!”Whatdoesthismean?Isharetheopportunityfirstwiththemindsetofrecruitingforthecompany.Iftheyaren’t interested, I say something like, “I’d love to have you as my VIPcustomer,”and I sharemore. I thensecure theirorderandask for referrals forthebusiness!

Ibelievecreatingasalesteamsetsyouupforlong-termsuccess.Customer

sales create a linear income and if you stop selling or your customers stoppurchasing, your income stops, therefore you’re always selling. Developing alarge organization and focusing on distribution verses sales allows you todevelop “walk away income”—an income that grows and is not solelydependentonyou.Thisisthetypeofincomethatallowsyoutosomedayretireandstillgetpaid!Focusingoncreatingmultiplepointsofsaleratherthangettingasmanypersonalsalesaspossiblehelpsyoutodothis.Yourpersonalsaleswillcome as a natural result of building an organization. Leadwith the business,defaultontheproduct!

I do want to give you a little tip: some people get so focused on team

development that they forget to offer their product or services. Our team hasbuiltamulti-million-dollarmonthlyorganization,butIcanonlyimaginewherewe’dbetodayifeveryoneofferedtheopportunityforprospectstojointhemasacustomerwhen they said “no” to the opportunity!Our volumewould be evengreater! We get paid on volume, and customers are a great source of thatvolume!

Imagine if your average personal volume or personal consumption base is

onehundreddollarspermonth.Youhave1,000teammembers,soyougetpaidon$100,000volume.Nowlet’ssayeachofushadanaveragecustomerbaseof$300.Nowyou’regettingpaidonavolumeof$400,000.Wejustquadrupledourteamvolumeandour check!Be sure topersonallyuseyourproduct, offer theproductstoprospectswhodecidetheopportunityisn’tforthem,gifttheproductswhen appropriate, pass out samples, and teach your teams to nurture theircustomerbase!Dothesameifyouareaservice-basedcompany.

HowtoGetGreatCustomersInreality,somepeoplemayneverberockstarrecruitersordesiretorecruit

in theirbusiness, so it’s important thatyouprovideaplace for thesepeople topluginandnurturethemastheywillprovideongoingvolumetoyourgrowingorganization.More than half ofmy organizational volume comes from happycustomers who are purchasing on our team, so it’s very important that wediscusshowtogetcustomersandhowtokeepcustomershappysotheystaywithuslong-term.

Let’sfirsttalkaboutafewgreatwaystofindcustomers.Remembertoshare

the business during each of these events, as you never know who may be

interestedinyouropportunity:1.HostEventsinPeoples’Homes

My company isn’t a party plan company, but when I started mybusiness, Ihosted someevents inmyhome to share theproducts and theopportunity.IknewifIhadlimitedhours,Iwouldratherspendonehourofmytimeinfrontoftenormorepeopleasopposedtotalkingtoonepersonon the phone for an hour! It was a greatway to buildmy business fast!When I saw the success these events brought, I began callingmy friendsand family saying, “I have a business that’s growing in your area, and Iwouldlovetomeetnewpeople.Wouldyoubewillingtohostaneventforme?Youinviteyourfriends,Iwilldoallthework,andI’lleventhrowinfreeproductasa‘thankyou’!”Thisexpandedmyaudience, increasedmyexposure, and helped me to secure more customers and leads for mybusiness.2.CustomerAppreciationEventsarePowerful

Onceaquartermy local teamand Idid friends, family, andcustomerappreciation events. In the evening we would do a “Cocktails andConversations”event.Ifitwasduringtheday,wewouldcallthem“CoffeeandConversations.”Sometimeswewouldevenhostaluncheon.Wewouldfocus on sharing customer testimonials, highlight new products, do fungames, and drawings. And of course, wementioned the opportunity andshared our business success stories! Our friends, family, and customerswould come and bring their friends! These fun networking-type eventswouldpacktheroomforus!Wealwayshadtremendousresults!3.GiftYourProductsatEveryOccasion

I am always looking for ways to get our products in peoples’ hands,whetheritistheholidays,someone’sbirthday,orasa“thankyou.”IknowifIcangetthemontheproduct,they’rehooked!Plusit’sanopendoortoaconversationaboutmybusinesswhenIfollow-upinthefuture!4. SocialMediaandSharingStoriesareaGreatWaytoShareYour

ProductsUseyourproductorserviceatalltimes.Makesureyourfamilyis,too!

Developalotofcustomertestimonialsandsharethem.Ifapplicabletoyourproduct,postbefore-and-aftersandtestimonialsonsocialmediasites.

5. If Your Company Offers Samples, Try Using a Sample PackApproachLookforwaystoengageinconversation,givesomeoneacompliment,

andaska lotofquestions(e.g.“Greatservice.Doyouloveyour job?”or“Cutekids.Wheredotheygotoschool”).Thenleavethemwithasampleandsay,“I’velovedchattingwithyoutoday.Iwouldlovetoleaveyouwiththis gift [tell themmore about the sample, and what it does]. I promiseyou’ll love it. If you promise you’ll try it, I promise I’ll follow-up!”Gettheirname,number,tellthemwhattimeyou’llcall,andwriteitonthecardyou leave with them. When you follow-up say, “How’d you love theproduct?BeforeItellyoumoreaboutit,IwouldlovetotellyouwhyI’mexcitedaboutmybusiness!”Oneofourtopleaders,Cindy,wasprospectedthiswayandisnowleadingarockin’team.Whenshetaughtourteamthisapproach,itcreatedahugewaveofmomentumforus!

FactsTell,StoriesSellWhentalkingaboutyourproductorservice,rememberthatfactstell,stories

sell! Here’s a simple outline to followwhen packaging your story that you’llsharewithpeopleyou’representingyourproductorserviceto:

1.Shareyourhistoryorchallengebeforetheproductsorservice.2.Sharehowyouwereintroducedtoyourproductsorservice.3.Sharewhatproduct/serviceyoustartedon.4.Sharethetimeframeyousawresults(ortheimmediateresultsyousaw).5. Then sharewhat “thebestpart is”: share thegreatest resultsyouare

achievingwithyourproductsorservice(orhopetoachieve).

For example, if you’re in skincare youmight say, “I really struggledwithadult acneandmy friend,Robin, introducedme toour acne line. ImmediatelyafterIstartedusingit,theswellingwentdown,therednessdecreased,andtodayI’msoexcitedtobeacne-free!”

Learn to get good at recommending your products and sharing great

experiences you’ve had or others have had. Again, this isn’t about sales. It’sabout sharingwhenyouseesomeonehasaneed forwhatyou’reoffering. It’sjustlikemakingarecommendationforagoodrestaurant.Whensomeonesharesa problemyou can solve, share your story!Once you gain a customer, it’s soimportanttokeepthemhappy.Youneverknowwhatthey’lldo(theymayjoin

youinthebusinesslater,orbeacustomerforlife)!Youneverknowwhothey’llleadyoutothroughtheirreferrals!

HowtoKeepGreatCustomersHow do you keep customers happy? It’s important to provide excellent

customer service from their enrollment appointment throughout the lifetimeofthemordering!Here’swhatthatcouldlooklike:

First I recommend you sign up all of your customers on your autoship

programthatyourcompanyoffers.Why?Thishelpsyoutobuildsteadyresidualincome.Itensurestheygetthebestdiscountsandbenefits.

IwalkcustomersthroughtheirfirstorderasIfirmlybelievegoodcustomer

service starts on day one. This eliminates the likelihood of order errors orbuyer’sremorse!

Immediately upon ordering, I sendmy customers a handwritten thank you

card!It’sonlyaftershoppingathigh-endstoresthatIgetathankyoucardfromaclerkanditalwaysmakesagreatimpression,soIstayloyaltothem.A“thankyou”isessential!Ialsogothroughanynecessaryinstructionswiththematthetimeofordering.

Aboutaweekfromthedaytheyplacetheirorder,Ifollow-upwithacall.I

liketoaskquestionsthatwillleadonapositivenote.Imayask,“Howareyouloving your experience so far?”This is a good time to be sure they are usingthings properly and enjoying their experience. If they have any concerns, youcanaddressthemimmediately.

My next contact is usually a week before their next shipment or billing.

Whentheyfirstplacetheirorder,Ialwaysnotethedateonmycalendar.Thisisagreat timetomakeadditionalsuggestionsandhelpthemtoadjust theirorderaccordingly.

Continualfollow-upiskey.Besuretokeepyourcustomersintheloopwith

anyexcitingproductlaunches,specials,orproduct-specificeventsthatcometoyourarea,justlikesomeofyourfavoritestorescallyouforexclusiveshoppingeventsoroffers. Ifyou’re likeme,youusually take themupon it!Treat themlikeyour“VIP”andtheywillstayloyaltoyouandcommittedtotheproducts!

Remember,treatthemlikeroyalty,andtheywillgiveyouloyalty!

CustomersareaGiftthatKeepsonGiving!I always say happy customers make the best business partners! They are

already experiencing incredible results and can be our best evangelists for thecompany! Don’t you think they’d love to monetize that and get a distributordiscount,too?

Besure to follow-upwithyourcustomersat somepoint, sayingsomething

like,“Howareyoulovingyourresults?I’mnotsureifImentionedthis,butasadistributor,Igetareallygreatdiscountonourproducts,payingwholesaleprice,and I make money as I share them with others. I didn’t know if you’d beinterestedinhearingmoreaboutwhatwedo,butitmaybeagreatwaytoearnyourproducts for freeandsomeadditional incomeasyousendpeople toyoursitetoorder.Wouldyoubeinterestedinlearningmore?Ifnotforyou,youmaybeabletoleadmetosomeonewhothismaybegreatfor!”

Lastly,besuretodevelopyourown“referralrewards”programthatrewards

customersforreferringpeopleontoyoufortheproductsortheopportunity.Tellyour customers that you’re always looking for referrals for yourbusiness, andthen tell themwhat you’rewilling to offer for their referrals—whether it is asmallproductyoucanfulfillthroughyourpersonalorderorcashbackfromyourbonusasa“finder’sfee.”

Don’tforgettoletyourcustomersknowyou’reexpandingintheirarea.Say

something like, “I’m expanding my business in your area and would love tomeetmorepeople!Wouldyoubewillingtohostaneventforme?Itwouldjusttakeanhourofyourtime,youinvitepeople,I’lldothework,andI’mhappytothrow in some of your favorite products as a ‘thank you.’” If they host thatevent,anothertrick(whenpeoplearesigningup)istoaskthem,“Arethesefolkscominginunderyouorunderme?Now’syourchancetojoinme!”

ReferralsareRewarding!Use discretion on howmuch you’rewilling to give for referrals of people

whoendupjoiningyouontheproductsorthebusiness,orifsomeonehostsanevent for you. Don’t forget, referrals can be very rewarding! Some of mystrongestdistributorscamefromreferralsources!Hereareafewexamples:

Mypersonalbusinesspartners,StephanieandEmily,arebothtopleadersin

ourcompany.ImetEmilythroughmysister,Emily.Mysisterwasn’tinterestedinourbusiness,butIaskedherifIcouldsharemorewithheraboutwhatIwasdoing, in hopes that she could leadme to someone. I further explained therewouldbe referral rewards forher if shedid!Sheagreed, I sharedmore, and Igavehersomeideasofwhattoemailoutandafewbriefblurbstopostonsocialmediasites.Oneday,shepostedafewsentencesonlineaboutmybusinessandmy story, asking people if they wanted to learn more. A woman at our gymmessagedherback,cametooneofourmeetings,andjoinedme!Today,Emily’srisen to the topofour leaderboard,has earnedmore than$10,000 inbonuseswiththecompanyontopofhercommissions,andalsoservedonourcompany’sadvisoryboard!

HowdidImeetStephanie?Iusedtoteachhersoninkindergarten!Ishared

withherwhatIwasdoingandshebeganregularlyreferringpeopletome!Onedayshesaid,“Whynotme?”Wemetforcoffee,andshejoinedme!Today,shetoohasearnedmorethan$10,000inbonuses,hasrisentothetopoftheleaderboard inour company, andhas also earned incredible incentive trips!And theicingonthecake?Thesetwotopleadershavebecometwoofmydearestfriends.

Asyou can see, customers and referrals can be very rewarding!Now take

whatyoulearnedandrockyourcustomerbasetoday!

Chapter5:PowerProspecting

Buildingateamofrockstarsleadstopowerfulgrowthandlong-termsuccessinthenetworkmarketingprofession.Powerprospectinghelpsyoutofindyourrockstars.

Talkingtopeopleisnowwhatyoudoforaliving,soitmustbecomepartof

your lifestyle. The more people you talk to, the faster you’ll grow, and thefartheryou’llgoinyourbusiness.Withpracticecomesconfidence.Whenyourconfidenceincreases,sodoesyoursetofodds.

Iwantyoutolearntotakethepressureoffwhenyou’reprospecting.Think

of it thisway:youare just sharingand inviting.Youare siftingand sorting. Idon’twantyou tobeemotionallyconnected to theoutcome.Thinkofyourselflikeawaiterorawaitresspouringacupofcoffee.Aserverisnotoffendedwhenyousay“no”tothecoffee.Theykeepofferingittoeveryone.Takeallemotionsoutofit,andifpeoplesay“no,”keeppouring.Somepeoplesay“no”now,butmay change theirmind later. Always revisit them later. Ask them to be yourcustomerandkeeppouring!

Asyousharewithpeople,keepanopenmind.Everyonecanplugintoyour

businessaswhatIcalloneofthethreeC’s:1.Theycouldbeaconsultant(distributor)andbuildthebusiness.2.Theycouldbeacustomerandenjoytheproductsorservicesyouoffer.3. They could be a connector, learnwhat you do, and connect you to

peoplewhomaybeinterested—butthey’llonlymakethoseconnectionsiftheyknowwhatyoudo!Besureyou’resharingwitheveryone!

Agoodgoal is to reachout to fivenewpeople everyday—either onyourcontactlistorwhenyou’reoutandabout.Youcantrackcontactsonyourlistbymakingfivechecksinyourdailyplannertochartyourprogress.Youcantracknewcontactsbyputting fivebusinesscards inyourbagwith samples—you’redonewhenthecardsaregone!Youwillfindyouracesifyoukeepon—trustme!Youjusthavetoworkthroughyourownsetofoddsandyouwon’tknowwhattheyareuntilafteryou’vesucceeded!

WheredoIFindPeople?Whocanyoushareyouropportunitywith?ThisisthenumberonequestionI

get from new distributors. The truth is, you are surrounded by people; thequestionis,areyouwillingtosharewiththem?HereisalistofafewwaysIliketofindprospectsformybusiness,alongwithlanguagetoreachout:

1.RevisitYourCustomers

“Howareyoulovingyourproducts?I’mnotsureifIevershared,butasadistributoroftheproducts,Igetagreatdiscount.Iwouldlovetogetyouon a programwhere you can getmywholesale pricing too, and possiblyearn your products for free ormake a littlemoney by sharing themwithothers.Doyouhaveafewminutesformetosharemore?”(Thenshareyourbusiness,distributordiscountsandbenefits.)2. Revisit Past Prospects or Former Business Builders When

Somethingis“New”“Iknowthetimingwasn’trightbefore,butifeverthere’satimetotake

anotherpeekat thecompany, the timeisnow.Goingintofallandaskidsare going back to school, business is booming big time, which will befollowed by the boom of the holiday season. Plus, new products andpromotionswererecentlylaunched.Thetimeisnow.Iwantedtorevisitandsee if the time is right to takeanother look. Iwouldhate foryou tomissout.”(Sharewhat’snewandexcitinginyourcompany.)3.GoThroughYourPhoneandFacebookContacts

Isitpossibletherearepeopletherewhoyouhaven’treachedouttoyet?Call them and say, “I wanted to share some exciting news with you. Istarted anewbusiness [tell themmore aboutyourproduct or service andyour business story, including how you found it andwhy you’re excitedaboutit].MybusinessisbuildinginyourareaandIwantedtoshareitwithyou to see if I couldpickyourbrain for ideasonhow tobuild there andwho you knowwhomight be interested. Could I treat you to coffee [orvirtualcoffeewithacoffeegiftcard]andtellyoumore?”

Third party validation and social proof is powerful. After you sharemore,relateyourleader’ssuccessstoryandinvitethemtohearmorefromthem.Youcouldsaysomething like,“I’mnewandstill learning. I’d loveforyoutohearfrommybusinesspartner.She’llbeabletosharemoreand

answeryourquestions.”Invitethemonathree-waycall,tocoffeewithyoursponsor,ortothenextmeetingorevent.

4.LifestyleNetworking

Lookforwaystoengageinconversation;givesomeoneacompliment;ask a lot of questions: (e.g. “Great service. Do you love your job?” or“Cutekids.Wheredotheygotoschool?”)Thenleavethemwithasampleandsay,“I’velovedchattingwithyoutoday.Iwouldlovetoleaveyouwiththis gift [tell themmore about the sample, and what it does]. I promiseyou’ll love it. If you promise you’ll try it, I promise I’ll follow-up!”Gettheirname,number,tellthemwhattimeyou’llcall,andwriteitonthecardyou leave with them. When you follow-up say, “How’d you love theproduct?BeforeItellyoumoreaboutit,IwouldlovetotellyouwhyI’mexcitedaboutmybusiness!”5.Parties/VirtualParties

Reachouttoyourfriendsandaskthemtohostaneventforyou:“Mybusinessisbuildinginyourarea.I’dlovetomeetnewpeople.Wouldyoubewilling to host an event forme?You invite the people, I’ll do all theworkandthrowinsomefreeproductasa‘thankyou’!”Sharetheproductsandyourbusiness.6.SocialMedia

Wearepaid storytellers.Mixupyourpersonaland inspirationalpostswithalittlebitofbusinesseveryfewdays:lifestyleposts;congratulationsand welcoming to new distributors; shout outs to people who made anachievement; encouragement to your team; product tips and testimonials;beforeandafters;businesssuccessstoriesofpeopleinyourcompany;andanythingelsetoengageandinterestyouronlineaudience.7.NetworkingGroupsorChamberEvents

Createstrategicbusinessrelationshipsthatallowyoutomeetotherssoyoucanhelpeachothergrowyourbusinesses.Imetoneofmytopleaders,Stacey,whenIsetupaboothatawomen’snetworkingeventinCalifornia.Shewas looking for a home-based opportunity, approachedme, andwasoneofmyfirstleadersinthebusiness.Todayshe’sbuilttothetopofourcompanyandhasalargeteamintheWestandbeyond!8.Events

Whetherit’sacocktailmixeroraholidayevent,whenpeoplesurroundyou,it’sagreatopportunitytocollectcontactinformationandconnectwiththemlater.Askthemalotofquestions,gettoknowthembetter,askwhattheydo,andwhenaskedaboutwhatyoudo,say,“We’reheretoenjoytheparty tonight,but Iwould love to tellyoumore.Letmequicklygetyourcontact information.What’syouremail?Asweexpandherein[city],I’malwayslookingforpeopletojoinus.I’llgiveyouacallafter[holidaysorNew Year’s] and tell you a little more. You may or may not have apersonalinterest,butmaybeyoucouldleadmetojusttherightperson.I’mlookingforreferrals.”9.PeopleWhoProvideYouServices

Think about who you’ve been supporting for years (hairdresser, nailtech, realtor, etc.). Approach them and say, “I’ve loved supporting yourbusinessforyearsandnowI’mhopingIcansharemynewbusinesswithyou.I’dloveforyoutorefermeon!”

Howaboutpeoplewhogiveyougreatserviceatarestaurantorstore?Youcan say, “Thankyou foryourgreat service. I am looking forpeoplelikeyouformybusiness.Canweexchangeinformation?Iwouldlovetosetatimetochat, tellyouwhoI’mlookingfor,andsharemoreaboutwhatIdo.”10.Traveling

Ilovetostrikeupconversationwhiletraveling.Iaskpeoplewheretheyaregoingandwhytheyaretraveling.WhenpeopleaskwhereI’mgoing,Itell themwhereandsayI’mexpandingmybusiness there!They typicallyask me what I do, which is an open door to share. I always exchangeinformationandfollow-up.11.CreatingYourList

Let’s takesometimeon this!Grabasheetofpaperandapen. Iwantyoutowritedowneverynamethatcomestomind.Createyourcontactlistofpeopleyouknowbygoingthroughyourphonecontacts,yourFacebookfriends,andbyreviewingyourcompanymemoryjoggerlist.Youcanalsotriggeryourmemorygoingthrougholdyearbooks,phonebooks,invitationlists,andeven theyellowpages.Asyougo througheachprofessionA-Z,thinkaboutwhomyouknowthat’sanaccountant,abanker,achiropractor,etc.Your listwill be ever growing as you encounter people and think of

people,soalwayskeepanotepadandapennearbyasyoucontinuetogrowyour list. The larger your list, the more solidly you will establish yourbusiness.Networkmarketingbyitsverynaturerequiresyoutotalktolargenumbersofpeople.

I’dliketochallengeyoutocreatealistofatleast200namesandthinkunlimited!Idon’twantyoutothink,“WhocanIselltoandwhocanIgetto sell this?” Iwantyou to thinkaboutwho is ambitious, successful, andwillwanttobuildfinancialfreedom!Postureisallaboutknowingwhatyouhave—no stress, no overhead, no employees, low investment, hugepotential. Where else can people invest less than $1,000 and have thepotential toearnasix-or-seven-figure income?Don’tbeganddon’tchase—youarelookingforthosewhoarelookingforwhatyouhave!

Onceyou’vecreatedyour list, think likeaCEO:Staryour top twentypeople—your“dreamteam”candidates.Thesearethepeoplewho,inyourwildestdreamcometrue,wouldjoinyou!Thinkofthesavviest,mostwell-connected,respectedindividualsyouknow—theinfluencers!Thesearethetypesofpeoplethatwhentheypickupthephone,thepersonontheotherlinewants to hearwhat they’re doing andbe a part of it!These types ofpeoplehavelargecentersofinfluenceandtendtobuildtheirorganizationsfasterwithotherpeopleofinfluence.Donotprejudgethem!Here’sagoodexampleofwhyyouneverjudge:

TheStoryofMy$50MillionMistakeMymom and I used towork for awoman named Stacey. Stacey and her

husbandownseveralsuccessfulbusinessesinChicago.Weboththoughtofherseveral times and never called her. The chances are, if you think someone isgreat, someone else does too. Eventually someone will call them, and in thiscase, they did! Rose out of Chicago beat us to it! She used a referral-basedapproach, complimenting Stacey and building on her credibility by sayingsomething simple like, “Stacey, I know you’ve built several successfulbusinesses inChicago, and I know you’rewell networked in theChicagolandarea.Irespectyou.IambuildingabusinessinChicagotoo.IwaswonderingifIcouldtreatyoutocoffee,sharewithyouwhatI’mdoing,andpickyourbrainforideasonhowtogrowthis.I’dalsoliketoseeifyouknowpeoplewhoyouthinkmaybeinterested.”

StaceymetRoseforcoffee,camewithalistofhundredsofnamesshewasreadytogiveRoseasreferrals,andwhensheheardtheopportunityshedecidedto come to a meeting to hear more for herself. I happened to be hosting themeetingthatnightandinwalkedStacey—mystomachhitthefloor!Shejoinedus!Staceyendedupbeingthetoprecruiterinthecompanythatyear!Shejustearnedhercompanycar,andIhavenodoubtshewillbeamillion-dollarearnersomedaytoo.Youheardthestoryofthe“$50MillionWoman”earlier—Iguessyoucouldcall thismy“$50MillionMistake”considering thesubstantial salesStacey’steamiscreating.

Shouldawouldacoulda?OfcourseI’mthrilledforStaceyandRose,buthow

manyknowyouonlyhave to learn that typeof lessononce?Now if someonecomestomind,Ifollowthatlittletuginmyheart.Ihaveaprofessionalsenseofurgency.Icallthemimmediately,andIthink,“Whichisgreater—theriskorthereward?”Theworstthingtheywillsayis“no”!Youwon’tdie(Ihaveyettodiedoingthisbusiness)!Thebestthingtheywillsayis“yes”!Andtheychangeyourlife, their life, and countless other lives too, just as Stacey, Rose, and theirupline,VickyandPrudy,aredoingtoday.Bytheway,they’vecreatedoneofthestrongestteamsinthecompany!

Don’tprejudgeanyone.Youdon’tknowwhat theirhopes,dreams,desires,

or financial situations are. Usually the most well-connected, successful, busypeoplegetitfirstandtheyrunwithit!It’sourjobtoshareandit’stheirjobtodecide. Remember, if we sharewhatwe’re doingwith everyone, they can allplugin:asacustomer,consultant,ortohelpusincreatingnewconnections!Buttheycanonlydothatiftheyknowwhatyou’redoingandifyoushareyourstorywiththem!

Makethisyourmantra:“Sharingwithfivecontactsadaykeepsleadscoming

myway!”Remembertokeepyourmindandyourmouthopen—thenyourbusinessis

open! You never know when or where you’ll find your next rock star—thewholeworldisalead!

Chapter6:PowerPresenting

Wetalkedabouthowtofindpeopletoprospect.NowIbetyou’rewonderingwhattosaynext,whenyouhavecaughtyourprospect’sattention?

Iwanttotalkforamomentaboutthepowerofstories.There’sasayingin

ourprofession:“Factstell,andstoriessell.”Wecansharefactsandfiguresaboutourbusinessuntilwe’reblueintheface,butsomethingmagicalhappenswhenpeopleemotionallyconnecttoourstoriesandexperiences.

WhenIworkwithanewdistributoroncreatingtheirlistanddiscusswhoto

sharetheirbusinesswith,wealsoworkonwhattosay.IdoanexercisewhereIhave them go through their phone, Facebook, and a memory jogger to writedowntheirlistofnames.Ithenhavethemstartheirtopcandidates,tellmewhothey are andwhy they chose them, andwe brainstorm on away to approachthem.Oneof themostmeaningful thingswecandowhenprospectingisshareourpersonalstory.

Ibelieveit’sreallyimportantforyoutotakethetimetoworkwithyourteam

ondevelopingtheir“businessstory.”Yourstoryaboutthebusinessissomethingyoucanshareatmeetings,events,yourbusinesslaunchevents,andoncalls.

Hereisagoodformattohelpyoucreateyourstory:1.Whoareyou?(Shareyourbackground,alittleaboutyourself,andwhat

youdo.)2.Whywereyoulookingforopportunity?3.Howdidyoufindyourbusiness?Whydidyoujoin?4.Whatresultshaveyouseen/hopetosee?5.Whathasexcitedyouthemost?Savethebestforlast:Whatareyouthemostexcitedaboutaccomplishing?

Or if you’vebeen in thebusiness,what are yourmost exciting achievements?Make it meaningful: what will this business do for your family? Here’s anexampleofabusinessstory:

“Iwasa teacherbytrade, lookingforextra incomeasmyjobstabilitywas

really suffering from the economy. My friend, Kris, introduced me to thebusiness.What initiallyattractedmewastheability tosupplementmyincome,inpart-timehours,aroundtheneedsofmyfamilyandclassroom.Inverypart-timehours Ihavebeenable to supplementmy teaching income.Andwithmygrowingbusiness,I’montracktomatchmyteachingincomebytheendoftheyear.Thisbusiness isprovidingme the security thatour familyneedswithouthavingtoworryaboutbudgetcuts.”

When prospects hear you share your story with conviction, they will be

movedtowanttolearnmoreandfindouthowitcanchangetheirlifetoo.Makesureyousmile,exudeenergyandexcitement,anddon’tusewimpyphraseslike,“I hope” or “I wish”. Use strong statements like, “With this business we areplanningto….”Ihighlyrecommendworkingonyourstoryasyoubeginmakingyour calls to people on your list. Send it to your sponsor to review. Practice.Thenyou’llbereadytoroll.

PowerProspectingLet’smoverightintohowyoureachouttoyourprospectsbysharingwhat

you’reuptoandtheninvitingthemtohearmore.I’llbesharingwithyouhowtoreachouttopeopleyouknow,peoplewho’vebeenreferredtoyou,andpeopleyoumeetwhenyou’reoutandabout.

1.DirectApproach

When you go to approach people who are close to you and you’recomfortable,bedirect!Theseareusuallyfriendsorpeopleyoufeel reallycomfortablepickingupthephoneandsharingjustaboutanythingwith.ForthesepeopleImightsaysomethinglike:

“Hey,Debbie!It’sSarah!I’msoexcitedtosharesomethingwithyou!Do you have just aminute?Great! I’ve been dying to tell you aboutmynewbusinessthat’sexpandinginyourarea—you’reoneofthefirstpeopleIthoughtofsharingthiswith!DoyouhavejustafewminutessoIcansharemore?”[Pause.]

Thenshareyourstory:howyoufoundyourcompany,whyyouchoseit,andwhatyou’remostexcitedaboutitdoingforyou(yourbusinessstory).

Forexample:“Asyouknow,I’vebeenfacinglayoffsteachingandI’ve

always desired to do formy familywhat I’ve done for somany others.WhenIheardhowIcanstartmyownbusiness,part-time,aroundmyfull-timecareer,itreallygotmyattention!Thiswilleventuallyallowmetobeable to retire and pursue my passion of becoming a full-time, hands-onmom!I’msoexcited!”

“SoDebbie,Iwantedtosharemoreaboutwhatthisisandseeifyou’re

excitedaboutittoo,orifyouknowanyonewhomaybe.We’relookingforpartnerstojoinusinbusiness.DoyouhaveaquickminutesoIcansharemore?”2.Indirect/ReferralApproach

Another approach can be an indirect approach, or a referral-basedapproach.Thismay be for someone you know from a professional level,reallyadmire,ormaybemoreofanacquaintance.

Forthem,yourapproachmaysoundsomethinglikethis:“Hello,Susie.

It’s Sarah. I’m calling you for a reason today; do you have just a fewminutes? I wanted to first start by saying howmuch I admire you. [Paythemagenuinecompliment.]Iknowyou’vebuiltanincrediblenetworkinChicago. I’mnot sure if Imentioned this, but I ambuildingmybusinessthere and I immediately thought of you because I know how well-networkedandrespectedyouarethere.I’mhopingIcansharemoreaboutwhat we’re doing and who we’re looking to partner with as we expandthere,aswellasseeifthisisagoodfitforanyoneyouknowinthearea.I’dlovetopickyourbrainsandgetideasofhowtoexpandmybusinessthere.DoyouhavejustafewminutessoIcouldsharemore?”

Remember,thisisasimilarapproachtowhatRoseusedwithStacey—

seeking her credibility and expertise, and reaching out to her to pick herbrain and ask for referrals. Stacey saw the opportunity for herself andjoinedRose!3.LifestyleProspectingApproach

What do you say when you’re out and about? When striking up aconversation, make it all about the other person. Ask them a lot ofquestions,almost likeyou’re interviewing them.People love to talkaboutthemselves!Startwithcompliments,thenaskthemquestionslike,“Wheredoyouwork?”“Whereareyoufrom?”ThiswillleadyouintowhatIliketo

callyour“professionalpick-upline”lateron.Keepconversingandaskingquestions, bouncing back and forth like the game of Ping-Pong, andeventually say how nice it was to meet them. Then, go into yourprofessionalpick-uplinebypersonalizingtheconversation:“Doyouhaveacard?”or“CanIgetyouremailandnumber?”

“Earlier you mentioned you were from [their city]. My business is

expandingto[theircity].Iwouldliketogiveyouacallandtakejustafewminutestotellyouwhatwe’redoingthere,whowe’relookingfor,andtopickyourbrain.I’vesoenjoyedtalkingtoyou—I’dlovetoreconnectandseeifyoucanhelpmeout.”

When askedwhat youdo, share a quickone liner about the company

andwhatyoudo!Thensay,“Wejustopenedthismarketandtheresponsehas been huge. Again, I would love to talk to you about some ideas forexpanding the market there and see if you have great connections whowouldbeinterested!Canwesetupafifteenminutechattomorrow?”4.SamplePackApproach

If your company offers samples, try using a sample pack approach.Lookforwaystoengageinconversation,givesomeoneacompliment,andaskalotofquestions(e.g.“Greatservice.Doyouloveyourjob?”or“Cutekids.Wheredotheygotoschool?”). Thenleavethemwithasampleandsay,“I’velovedchattingwithyoutoday.Iwouldlovetoleaveyouwiththisgift [tell themmoreabout thesample,andwhat itdoes]. Ipromiseyou’lllove it. If you promise you’ll try it, I promise I’ll follow-up!” Get theirname,number,tellthemwhattimeyou’llcall,andwriteitonthecardyouleavewith them.Whenyoufollow-upsay,“How’dyoulove theproduct?Before I tellyoumoreabout it, Iwould love to tellyouwhy I’mexcitedaboutmybusiness!”

Share,thenInviteWhenyou’vereachedouttoshareyourstorywithothers,thenextstepisto

invitethemtohearmore.Yourprospectmayvalueaface-to-facechat,andifso,invitethemtocoffee.Bringalongyouruplineforvalidationwhenable.

Ifthere’saliveeventcomingup,thosearethemostpowerfulasexcitement

andenergyarehigh.Typicallytherearealotoftestimonialsshared.Invitethem

tobeyourguestofhonor,andperhapsyoucantreatthemtoadrinkafterwardtodiscusswhatthey’velearned?

Ifyoucan’tmeetlive,athree-waycallwithyoursponsororuplineleaderis

verypowerful.Simplysay,“Iwanttosharemore,butI’mnewandjustgettingstarted.CanIintroduceyoutomybusinesspartnersotheycansharemorewithyou?Thisway,you’llgetallofyourquestionsansweredandthiswillhelpmetolearn more as well!” (Share your sponsor’s success story to provide furthervalidation.)For thoseofyouwhoare tech savvy,FacetimeandSkypeare funwaystohavethoseconversations“face-to-face!”

PowerPresenting:SharingtheStoryOnce your prospect has agreed to hearmore via coffee, call, or an event,

what do you say? You have to be able to deliver a quick company story oroverview enthusiastically, highlighting the points that appealed to you.Eventually you’ll be able to communicate this, tailoring the message to theprospect. Here is some suggested language for a three-waycoffeemeetingorcall tokickitoff(andyourcompanywillgiveyoumessagingtipstotailortheconversationfromthere):

FifteenMinuteScriptforaThree-WayCallorCoffeeC=consultantbringingguesttothecallS=sponsorsharingG=guestorprospect

C:“Hi,Sarah!ThisisKris.Ihavemyfriend,Phil,ontheline.”S:“Hi,Phil!”C:“Philisanincrediblebusinessmanandisverywell-networkedinthe

metroDetroitarea.Itoldhimourbusinessisrapidlyexpandingthere,andIwanted to introduce him to you. Phil, this ismy business partner, Sarah,whoisgoingtosharemorewithyouaboutourbusinessthat’sexpandinginyourarea.”

S:“Hi,Phil!Greattotalktoyoutoday.I’mthrilledtosharemorewith

you.Kris toldme great things about you before the call, so I feel like Iknow you.Before I get started, I’d love to hearwhat intrigues youmost

about our opportunity?” [Or, if they knownothing about it yet, tell themmoreaboutthemself.]

G:[Guestshares.]S:“Thankyouforsharing.I’d like to takeafewminutes toshareour

businesswithyou,aswellashowandwhyIgotstarted.AfterwardI’dlovetohearwhatquestionsyouhave and let youguide the conversation fromthere.Doesthatsoundoktoyou,Phil?”

[Shareyourpackagedstory(wetaughtyouhowtopackagethatstoryin

the beginning of this chapter). Then, move into sharing more about thecompanystoryusinganoutlineIwilldiscussnextcalledtheFivePs.]TheFivePs:TalkingPointsforPresentingTheFivePsare talkingpointsforyoutoshareyourcompanystoryin

less than five minutes. There is no scripting needed as you should becomingfromaplaceofauthenticity!

Getoutfivenotecards,writeoneofthePs(listedbelow)oneachcard,

andwritedownafewtalkingpointsabouteachonebasedonyourcompanyandproduct to help youget started!Thenpractice, but ditch the cards assoonaspossibleandspeakfromtheheart!Bytheway,whenyousharethestory, don’t talk about the Five Ps with the prospect as that would bestrange.Usethisasanoutlineinyourheadonwhattotouchonnext!

HeretheyaretheFivePstotalkaboutwhenpresentingyourbusiness:

1.Partnership

Talk about the companyyou’ve joined andwhy itwouldbegreat foryourprospect.Don’t just share featuresof thecompany; sharebenefits toyourprospectandwhytheywouldbeagreatfit!

2.Products

Share your own results and the market potential for them (notingredients).

3.Programs

Sharewhatsupporttheywillgetfromyouandthecompany.

4.PayPlan

Sharehowthebusinessesmodelworks,whynetworkmarketingworks,andhowmoney ismade. Idon’t sharenumbers, etc.,unlessasked.Sharehowtheextraincomeandincentivescouldbenefittheirlife.5.PositioningandTiming

Create urgency as to why the time is now for them to join, such as,“Youcouldn’thavepickedabettertimetohearaboutthis….Wearenowexpandinginyourmarketandacrossthecountry!I’dloveforyoutotaketheleadaswelaunchinyourarea!”Youcanalsocreateurgencybysharingnewproductlaunchesorpromotionsandexplainingwhythetimeisnow!

I’lladdinasixthP:besuretotalkaboutyourprospect’sbenefitsand

whythisisagreatopportunityforthem!Helpthemtodream!Nowbacktothescript…

S: “With that,we’d love topass thecallbackover toyousoyoucan

askanyquestionsyouhaveinregardstotheproductsorhowyouwouldgetstartedinthebusiness.”

G:[Guestasksquestionsormakesobjections.]S: [Sponsor answers questions and handles objections,whichwewill

touchoninthenextchapter.]“Based on what I’ve shared today, what intrigues or excites you the

most?”Thisisapositive,leadingquestion!G:[Guestgivesfeedback.]S: “Ona scale from1-10,how interestedareyou inwhatwehave to

offer?”G:[Guestgivesfeedback.]S: “Do you have a personal interest in learning more about the

opportunityorproducts?”Iftheydon’thaveaninterest,ask,“Doyouknow

anyonewhowouldbeinterested?”NextStepsBasedontheirinterest,usethefollowingsystematicapproach:TheyHaveaPersonalInterestinHearingMoreValidatewhythey’dbegreat,andsay,“Herearethenextsteps:I’mgoingto

sendyouan informationalemail.Therewillbea link tomysite to learnmoreabout theproducts,aswellasa link toouropportunityvideosoyoucan learnmoreaboutthebusiness.I’llalsosendyoualinktooneofmybusinesspartnerssharing her success story, which showcases the possibilities” [send a leadervideoorstoryofyourchoicethatmayinspireyourprospect].

Say,“WhatIwantyoutodoisgothroughthisinformation,writedownallof

the questions you have, and then I’d like to answer those questions on aconferencecallwithmybusinesspartner.Ihavesometimesfreetomorrowandthe followingday.What timeworksbest?” It’s important thatyoucapture thefollow-upappointmentforthethree-waycallduringthatconversationtocapturetheir excitement. The follow-up should be within 24-48 hours. Send theminformation;setupathree-wayfollow-upcall.

Anotheroptionwouldbetoinvitethemtoalocaleventiftheyarecloseby

—thiscanbeyourbusinesslaunch,anopportunitymeeting,orabigevent.It’salwayspowerfulwhentheycanseethingsinpersonasitbuildstheirexcitement.

To review, a proper sequence of exposures is: your first initial contact

(whichisacasualconversation);sendsometoolsthatcandothetalking(canbeacatalog,brochure,aDVD,yourwebsite link,or links tocompanyandleadervideos); have them review the information and write down questions; invitethemtohearmoreviaalivemeeting,launchorevent,orcall;afinalthree-waycallwithyoursponsorisagreatwaytoanswertheirquestionsandbringthemtoafinaldecision.

TheyHaveaPersonalInterestintheProductMake a product recommendation for them right then and there, and ask if

theyhaveamomentforyoutohelpthemplacetheorder.Ifnot,scheduleatime

forthenextday.TheyAgreetoProvideYouwithReferralsGetnames,numbers,andaskiftheywouldbrieflycontactthatpersontolet

themknowyouwillbecalling.Send themanemailabout theopportunityandask them to send it to their friends and copy you on it. Tell them about yourreferralrewardsprogramwediscussedpreviously.

TheyHaveNoInterestThank themfor their time!Add them toyournewsletter list andFacebook

formonthlyfollow-upsotheybecomeapartofyour“audience,”watchingwhatyou do over time. Again, ask for referrals. If you replace every “no” with areferral,yourcontactlistwillneverrundry!Follow-upwiththemfromtimetotime,lettingthemknowwhat’snewandexcitinginyourcompanyandtoseeifthetimeisrighttorevisit.

Thefortuneisinthefollow-up!Aftertalkingtoanyone,nomatterwhatthe

response,Isendthemafollow-upemailthankingthemfortheirtime,alongwithlinkstoourbusiness,products,successstoriesandmywebsiteshouldtheyknowsomeonewhomaybeinterestedorincasetheyhaveinterestdowntheroad.

You’ll alwaysneed tobe talking topeople tokeepyourbusinessgrowing.

Thebestway tomaster the skill isby talking topeople everyday.Asyoudothis,yourskillsetincreasesandsodoesyoursetofodds.Practicehelpsyoutorockyourpresentingskills!

Chapter7:PowerCloseMany people are afraid to prospect and present because they fear “not

knowing enough” or they doubt their ability to answer questions and handleobjections.

Iliketoanswerquestionsandhandleobjectionsbysharingstoriesofpeople

ourprospectscanrelatetowheneverpossible.Ialsoliketousethe“Feel,Felt,FoundMethod” so the prospect feels validated. For example, I might say, “Iunderstandhowyoufeel,IfeltthesamewaywhenIgotstarted,buthere’swhatIfoundout.”

Let me share with you how I’d answer a few common questions and

objections:

“Whatdoesitcosttogetstarted?”“All of our getting started options are less than [money amount] and you

leveragethecredibilityandresourcesofourcorporation.”Share the kit that allows them the greatest savings and benefits. Then

immediately talk down cost objection by sharing any bonus programs or faststartsyourcompanymayhaveinplacetohelpthemearnanROIimmediately:

“Nomatterwhichstarterkityouchoose,wehaveaFastStartBonustohelp

youearnyourROIrightaway!”

“Howdoesitwork?WhatwouldIbedoing?”“It’s simple.We do two things: promote an award-winning product and a

life-changing opportunity. You sell by sharing your results with people youknow, people you meet, and those you connect with via social media andnetworking.Wewill teachyoueverythingyouneed toknow tobe successful.It’ssimpleandsuperfun!”

“HowdoImakemoney?”Iliketogiveanoverviewonbonuses,corecompensation,andincentives.I

keepitsimpleandquicksoit’snotoverwhelming.Iftheyhavemorequestions,they’llask.Wegetpaidthrough:

1.UpfrontBonusesShare any bonus programs or fast starts the company offers. Give a

generaloverview:“WehaveacashbonusprogramtohelpyouearnupfrontincomeaswellasiPadsyoucanearnthefirstmonth.”2.CoreCompensationPlan

“Wehaveagreatpayplanthatallowsyoutoearnonthesalesgeneratedby your team. Network marketing is one of the greatest ways to earnresidual income (and residual income is hard to find unless you’re anathletewithendorsementsorafamoussingerwhogetspaideverytimehismusicisplayed).MyteamgrowsexponentiallyandIampaidonanarmyfull of customers who are elated with their results and are reorderingthroughouttheyears.IgetpaidoverandoveragainforworkIdidupfront.It’soneofthesmartestbusinessmodelsontheplanet!”3.Incentives

Shareyourcarprogramortripsofferedwiththecompanyandsay,“Wedon’tjustgetpaid,wegetrecognized!”

“I’msobusy.Idon'thaveenoughtimetodothis!”“I understandhowyou feel. I felt the samewaywhen I got started. Iwas

teaching kindergarten full-time and working this business very part-time. Butthat’snotuncommon—we’vefoundthatmostpeopleworkthisbusinessinverypart-timehours.Istartedwithjustabout10-15hoursperweek.”

Tell stories of people who are working their business part-time and still

achievingresults!“Idon’thavethemoneytogetstarted.”“I can appreciate that.Many people are in the same place because of the

recentrecession.Becausemoneyis tight, this isall themorereasontojoinus!WhatifIcanteachyouasimplewaytomakethemoneybackwithourbonusesduringyourfirstmonth?”Ifthisdoesn’twork,offerthemideasonhowtosaveupforit!

“I’mnotasalesperson.”“Terrific!I’mnotlookingforsalespeople!Iamnotasalespersoneither.I’m

in the business of sharing our incredible products and the possibility ofbecomingaturnkeyentrepreneurwithaglobalbrand!I’mlookingforpassionate

peoplewho,whentheylovesomething,share.IfIdidn’tthinkyoucoulddothis,wewouldn’tbetalking!”

“Idon’tknowanybody.”“WhatI loveabout thisbusiness is that it’snotnecessarilywhoyouknow,

butpeopleyou’llmeet!Plus,thisbusinessisagreatwaytogettoknowpeople.Iwill teach you exactly how I’ve found prospects and customers for mybusiness!”

“Idon’twanttobugmyfriendsorfamily.”“Thankgoodness!Idon’twantyoutobugyourfriendsandfamilyeither—

that’snotwhatIdo!IsharewhatI’mdoingandpicktheirbrainstoseeifthere’sanyonetheyknowthiswouldbegreatfor.Ifindoutpeoples’needsandthenItry to fill that need—whether it be a need formy product or a need for extraincome. I simply use a referral approach, asking them who they know!Sometimes they identify themselvesasbeing interested in theopportunity!Wedothatallthetime—askingforreferralsforbabysitters,drycleaners,etc.!”

“Ineedtotrytheproductsfirst.”IftheyarelocalandIcangetasamplepackettothem,Isay,“Here:trythis

nowandtellmewhatyouthink!”Or,tellthemtheirnewdistributorkitisagreatwaytosampleallofyourproducts,get thebestvalue,andthey’llearnastheylearn!

“Isthisapyramid?”Firstofall,howmany timesdoyou think I’veheard this?Actually, inmy

fiveyearsofbusiness,I’veonlyheardthisobjectiononcebecauseofmybeliefandposture—botharesostrongthey’reunquestionable.Ifyou’regettingthisalot,besuretoconnectwithoneofyourleadersaboutpersonalandprofessionaldevelopment materials that can increase your belief in yourself, youropportunity, and theprofessionasawhole. If Igot thisobjection, Imight saysomethingfunnylike,“No,why?Isthatwhatyou’relookingfor?”

Or…“Whatdoyoumeanbypyramid?Pyramidsareillegal.Withpyramidsthere

is no exchangeof goodsor services.Wehave an amazingproduct and averyloyalcustomerswhoareelatedwiththeirresults!Let’sgetbacktotalkingaboutifthebusinessisagoodfitforyou.Whatotherquestionsdoyouhave?”Ithen

moveonquicklysoIdon’tappeartobeonthedefense.

“No” Doesn’t Mean “No Forever.” It May Mean “I Don’t KnowEnough.”

Ifafteransweringquestionsandobjectionstheanswerisstill“no,”don’tbe

discouraged.“No”doesn’tmean“Noforever,”itmeans“No,notnow!”Delayisnotdenial.Sobesuretostayincontactwhennewproductsorbonuseslaunch,orwheneventsareintheirarea.Say,“Iknowyourtimingwasn’trightbefore,but ifever there’sa timeto takea lookat this, the timeisnow.”Somepeopleneedmultipleexposuresandwhilethetimingmaynothavebeenrightthefirsttime theywereexposed, that canchange later. I’vehadpeople joinmeayearlater!Sobesuretofollow-upoften!KeepthemconnectedtoyouonFacebookandthroughyourcustomernewsletters!Andagain,don’tforgettoaskthemforreferrals,getthemontheproducts,andcontinuetofollow-up!

One of my top leaders, Amy, does this so well. After every prospecting

meeting, if they aren’t interested, she has a new customer. Eventually thatcustomerbecomesaconsultantdowntheroadasshe’snurturedthem,developedarapport,andhasremindedthemof thefeaturesandbenefitsof joiningher inthebusiness!She’sgoneontobuildoneofthetopteamsonmypersonalteamandhasalargebaseofveryhappycustomersasaresult!

Remember,thewholeworldisalead—ifyouarewillingtoshare!

Chapter8:Power-Start:EffectiveEnrollmentand

DuplicationOnce you have people joining your team, duplication is where the magic

happens.Whenmastered,youbegintocreateadditionalprofitcentersthatcreatemanystreamsofincomeinyournetworkmarketingbusiness.Duplicationbeginswith effective enrollment, getting your new partner started powerfully, andteachingthemhowtodothesamewiththeirteam!

I realize thatevery leadermayhaveslightlydifferentsystems,but thecore

principlesofsuccessinnetworkmarketingarethesame.Stickwithyourteam’ssystem,andfeelfreetoimplementsomeofthefollowingbestpracticesasyoubuild your team. Core systems include: effective enrollment; connecting yournewdistributortocompanyandteamtoolsandtraining;andthenteachingthemasponsorship series that includescreatinga list and reachingout topeopleontheirlist(andcontinuingtobuildit).

Systemsarecritical.Wheneveryonemarchestothebeatofhisorherown

drum,itcreatesconfusion.Whyaremanyofthegreatestfranchisessuccessful?They have a system they stick to so everyone is doing the same thing.Employeesknowhowtooperate.Thecustomerfindscomfortinknowingwhattoexpect!Ourbusinessmodelisnodifferent!Youhavealargegroupofpeoplewithmany different backgrounds, sowe need to teach them simple actions totakeoverandoveragain.Itbecomesturnkey,justlikeafranchise!

EffectiveEnrollingLet’sstartattheverybeginning—averygoodplacetostart!You’vegotan

excitedprospectwho’s ready togetenrolled!Whatdoyoudo? Ibelievegoodleadershipandduplicationstartat theenrollmentappointment. I like tosetanenrollment appointment with them where we walk through the applicationprocesstogether,eitheronlineorbypaperform.Iwantthemtoexperiencetheprocess, and I want to be there to make recommendations and answer theirquestions.WhenIsponsorsomeone,Iammakingacommitmenttohelpthemgetofftoagreatstartandtoworkverycloselywiththemduringtheirfirstthirtydays. I commit to being available for counseling and “income-producing

activity” after that (three-way calls, event support, or coaching to help themachievetheirnextlevelinbusiness).

Whenwebegintheenrollmentprocess,Iaskmynewdistributorwhichstart-

up kit they decided on. This is my opportunity to highlight the features andbenefitsofthestarterpackagesthatcontainproductsforpersonaluse,samples,marketing materials, and training at the greatest savings available. It is myresponsibilitytosharethevalue.Ithenenrollthemintheirmonthlyautoshipandhelpthemgetsetupwiththeirwebpageorwebsite.Thisisimportantforyoutomaximizethebonusandcommissionstructuresofyourcompanyandtoensurethey easily earn their consultant commissions and have their personal useproductsconvenientlydeliveredeverymonth.

When they finish their enrollment, I celebrate with them and congratulate

them! I then walk them through their personal websites and any company orteamtrainingsitesthatareavailabletothem.Iteachthemhowtoenrollanewcustomer, a new consultant, andwhere to find all company and team trainingmaterial that is available to them. I give them the most important “gettingstarted”documentsandtrainingsotheydon’thavetodig!Wethendiveintoafewactionitems:

1.Wediscusstheir“reasonwhy.”2. Weworkon theirproductandbusinessstory toshareoncallsandat

events.3. Wediscussimmediategoals:Whatwouldtheyliketoaccomplishthe

firstmonth?Arethereanyotherimmediatebonusesortitlestheyshouldberunningforbasedonourcompany’sprograms?

Ibegin their first trainingsessionswithinforty-eighthoursofenrollment. I

focusontwothingsveryheavilytheirfirstmonth:1.Howtocreatetheircontactlistandbegin“exciting”and“inviting.”2.Launchingtheirbusinesswithevents.Creating a list and launching their business are two of the most critical

activitiesforanewdistributortoseegreatsuccessimmediately.CreatingaList

Onthefirsttrainingcallwithmynewdistributor,webeginworkingontheircontactlist.Wetalkedabouthowtocreatethislistinapreviouschapter.Iwalkthemthroughamemoryjogger,encouragingthemtocheckthecontactsintheirphone, Facebook, and any invitation lists they have. I ask them qualifyingquestions,suchas,“Whoarethetoptwentypeopleonyourdreamteamlist?Tellme about them?Why did you choose them?” I then share success stories ofpeopletheirprospectsmaybeabletorelatetosotheycansharethem.Wetalkabouthowtoapproachtheirtopprospectswithlanguageandthesestories.Thisgives themtheconfidence topickup thephoneandalsogives themastory toshare!

Ithenwalkthemthroughasponsorshipseries,whichincludes:1. Wesitdowntomaketheinitialcallstothecontactsontheirlist.Ifmy

new consultant isn’t local, we block time to do this over the phone.Havingmebytheirsidegivesthemconfidenceandaccountability.

2. Theymaketheinitialprospectingcall,sharingtheirstoryandinvitingtheir prospect to learn more fromme: “I’m new and I’m just gettingstarted. I’d love formy partner, Sarah, to sharemore.Do you have aminute to chat with her? This will also helpme to learn a great dealabouthowtoshare this, soyou’llactuallybedoingmeagreat favor!”Theythensharemysuccessstoryforvalidation.

3. Nexttheymaketheinvitationtonextexposure.(If theyarelocalthatcouldbeahomebusiness launchor thenext localmeetingorevent. Iftheyarelongdistance,theycaninvitethemonacallwithme.)

4. Priortothat,theysendtheminformationtoreview(theirwebsite,myvideo,andothercompanytoolsprovided).

5. Thenwehavethethree-waycallormeetingsotheycanlearnmoreandso we can answer their questions, handle objections, and ask for theorder.Iftheywenttoalocalmeetinganddonotsignupthere,wesetupthe three-way call to follow. We try to secure them as aconsultant/distributor, customer, or connectorwho agrees to keep theireyesandearsopenasreferralsources.Iftheyaren’treadytocommitandneedtoresearchmore,wescheduleatimetofollow-up,sendthemmoreresourcestoreview,andinvitethemtothenextexposure.

My goal is to give my new distributor confidence to reach out to those

peopleontheirlist,sharetheirstoryandthecompanystory,andteachthemtostartinvitingthesepeopletotheireventsortothree-waycallswithme.Iteach

themaboutthree-waycalls,whytheyareeffective,andhowtousethem.DailyActivityistheCuretoWhatAilsYouI thengive themdailyactivitygoals.JoeRubinotrainsyoutousea“3/2/1

Method,”whichmeansthreeprospectingconversationsperday,twofollow-ups,andonecalltoateammembertohelpthemtaketheirbusinesstothenextlevel.Mymantrais“Fivecallsadaykeepleadscomingmyway.”Oneofourleaders,Marissa,takesitupanotchandtrainsherteamtousea“5/3/2Method,”whichmeans five contacts perday, three follow-upswithprospects, and twocalls toyour teammembers. Considering she began earning a six-figure income in ayearalongsideher full-timerealestatecareerandyoungfamily, I’dsay this isgreatadvice.Whatevermethod,theideaisthatdailyactivity,newactivity,andfollow-uparewherethefortuneis.

Totracktheirdailyfive,theycanuseaspreadsheetifmakingcalls,orkeep

trackwithfivecards/samplesintheirbagif theyaregoingtobeoutandaboutnetworkingthatday.Iwantthemtosetupthreecallswithmeinthenextforty-eight hours. Again, we block time tomake these calls together. I then set animmediategoaltogettheirfirsttencustomersonboardandtheirfirstbusinesspartner in that first week. We all know people who would support us if wepickedupthephoneandsaid,“Istartedanewbusiness,andI’mupformyfirstpromotion. I need a few really great orders!Would you bewilling to try ouraward-winningproducts—you’llgetgreatresults,andalsohelpmeingettingofftoagreatstart?”Helpingyournewdistributormaketheir firstpromotionrightaway increases their belief, and of course gives both something to celebratetogether!

That’s a general idea ofwhat I havemy newdistributor focusing on after

theirfirsttraining:addingtotheirlist;reachingouttothepeopleonittoinvitethem to learnmore; and following up by inviting them to the next exposure.Next I have them look at their calendar and begin thinking about their grandopening launchdates.Thenwesetournext trainingappointmentand I stay intouchuntilthen,askingthemhowit’sgoing,whoaretheirhottestprospects,andhowIcansupporttheminbringingthemonboard!

Inbetweenthetwotrainingappointments,itismyhopetheywillbereaching

outtometosetupthree-waycalls.Eitherway, thesecondtrainingcallallowsmetofollow-upandeithertalkabouthowthecallsaregoing,oriftheyhaven’t

setoneup,assesswhattheissuemightbe:Aretheyafraid?Doweneedtorefineand fix their language? Shouldwe sit down andmake the calls together?Aretheynotreachingpeople?

LaunchingYourNewDistributorStrongForyournextformaltrainingsession,askthemhowtheircontactsaregoing

andwhoyoucanhelpthemtobringonboard.Thentalkalittlebitaboutgoalsandtheirgrandopeninglaunchevents.Openupyourcalendarsandscheduleatleast three“grandopening” launchevents right away (the firstwithin fourteendays).Thisisagreatwaytocreateinitialinterestandhelpthemtoquicklyearntheir ROI. If they are local, I help and follow the “I Do, We Do, You DoMethod”(Idothefirstoneforthemwhiletheytakenotesandlearn;thesecondwedotogether;andthethirdtheydoontheirown).Iftheyarelongdistance,IuseSkypevideochat tobe involved.Theyhookup theircomputer toaTVorscreenandstreammeinlivetohelppresent!

Preparationiskeytoasuccessfulevent!Igivethemideasonwhotoinvite.I

suggest they invite everyone on their list (local or not) as this gives them anexcellent lead-in to call their friends and family later to say, “I knew youwouldn’tbeabletoattendmybusinesslaunchfromoutofstate,butIwantedtobesuretosharemynewbusinesswithyou.Doyouhaveafewminutesformetosharemorebyphone?”

I teach themhow to invite. I always recommend they send hard copies of

invitationstoeveryonetheyknowaselectronicinvitescansometimesgetlost.Ialso suggest they reach out to everyone with a phone call to share theirexcitement.Apersonalcallofappreciationisverypowerfulandisasurewaytobuild amore successful event. I tell them to let their friends and familyknowaboutthe“grandopeningoftheirbusiness”andhowmuchitmeanstothemthatthey’rethere.

These events are typically done at home and the companyDVDdoes the

talking while the new consultant, sponsor, and any other consultants there inattendancesupportthepresentationwithproductandbusinesstestimonials.Wealsofocusonastrongclose.Iteachthemhowtogetordersandappointmentssetfor those interested inhearingmoreabout theopportunity.That’s the focusoftrainingtopictwo.

Whenyouworkwithanewdistributor,yourjobistogetthemofftoafaststart,helpthemearntheirROIimmediately,andbebytheirsidethatfirstthirtydays. Check in often during those first thirty days by call, text, email, orFacebooktoencouragethem,remindthemoftheirgoalsand“reasonwhy,”andcelebratetheirlittleandbigvictories!Neverforgetwhatitfeltliketomakeyourfirstcall,togetyourfirstcustomer,ortosignupyourfirstconsultant!

Itismygoaltohelpthemearnafirstchecktheycanbeproudof,pickingup

asmanybonusesandcommissionsaspossible.Theirfirstcheckiscrucialasitdetermineswhethertheystickwithyouformonthtwo!

Ihad two“powerpartners,”MarieandJeannine,promote to the topofour

plan in record-breaking time.When they joined me, we got them laser-sharpfocused on the first company goal (to earn an iPad).We strategicallyworkedtogether to get there by working their list and planning events for their localteam.Wealsoworkedonhelpingtheirnewpartnersgetofftoafaststart!Whentheyreachedtheirfirstgoal,wethenlookedatthenextgoal(toearnacompanytrip)andagain,weworkedstrategicallytogethertoachievethatgoal.Theyarenow at the top of our pay plan andworking toward top tiered incentives.Westayedfocusedontheirgoals,lockedarms,andmatchedeachother’seffortsandpace.

Once your new distributor has learned the system, be sure you stay

connected,andalwaysbeavailablefortheirincome-producingactivities(whichincludeprospectingmeetings andcalls) andcoaching for as longas theyneedyou! But never do for them what they must do for themselves: keep themplugged in to team meetings and calls; give them ideas on how to continuebuildingtheirlist;connectthemwithanaccountabilitypartner;encouragethemtocontinuetodoregularevents.

Oneofmypersonalpartners,Prudy,wasamillion-dollarearnerforanother

networkmarketingcompany.Sheleftherfirstcompanytobuildamedicalspa,andcamebacktoourprofessiontobuildwithourcompany.Shetellsastoryofwhenhervolumewasstagnantandshebegantoimplementongoingeventswithher team.Shemadeherself available forall their eventsas theywere income-producing.Withinamatterofmonthssheearnedthecompanycarandtodayisoneofthetopleadersinourcompany.Sheworkswiththewilling,focusesonincome-producingactivitywithher team (calls andevents), andkeeps the restpluggedin!

StayingConnectedwithSystemsHowdoyoukeepyourteampluggedinwhenyou’reworkingwithyournew

distributors?Assoonasyoubringsomeonethroughthetrainingprocesses,youneedtokeeprecruitingnewpeopleeverymonthsothere’salwaysabalance!

I can’t stress enough the importance of regular (weekly, bi-monthly, or at

leastmonthly)meetingsforyourteamtostaypluggedin.Thesemeetingscanbeevents conducted in your homewhere your team learns how to “invite” theirguestsforapresentationontheopportunity,whichwillthenendwithsomesortoftraining.Leaderswhounderstandduplicationunderstandthepowerofregularmeetingsandeventsfortheirteam.Allanewdistributorhastodoislearnhowto invite a person to ameeting and follow-up after, whichmakes the processsimpleandduplicable.

This is how one of our top leaders, Natalia, created a groundswell in her

market. She began implementing regular weeklymeetings so her teamwouldduplicatequickly,rightoutofthestartinggates.Whenshewasbrand-new,sheandherpartnerswouldmeetweekly inachurch, then theygrew intoa coffeeshop, then a restaurant, then a small clubhouse, and then a larger clubhouse.Nataliabeganearningsix-figureswithinsixmonths,hermarketbecameoneofthestrongestinthecompany,andnowtheirmeetingscanattractmorethan400people!She’samillion-dollarearnertoday!Sheattributesmuchofthatsuccesstohavinga simple local support system inplacewherenewdistributors couldeasilyinviteguests,gettrainedandgrow,andthisfosteredquickduplicationandgrowth!Shekeptitsimpleforeveryone—howsmart!

Ifyourteamislongdistance,teachthemhowtoestablishthissystemlocally.

Youcanhostcallsandtrainingsbyphoneasyourteamgrows.WhenIbeganmybusiness,Ihostedweeklycallsthatourentireteampluggedinto:Sundaynightsbeganwithafifteenminuteopportunitycall;wetookabreakforfifteenminutes;thenwehada thirtyminute trainingsessionwheredifferent leaders trainedonbestpracticestheycouldimplementthatweek.

PlugginginonaNationalLevelRegularmeetingsstartsmall,but theyfeedintothebignationaleventslike

“Super Saturday” trainings, leadership summits, and of course, company

conventions. Leaders understand the importance of these events and how topromotethem(notjustannouncethem)totheirteam!Thesebigeventsarelikeleadership school for ourprofession! It iswherebusinessbuilders are created.Teachersgotoeducationschool,whilenetworkmarketingprofessionalsattendconventions and big corporate and team events. Leaders nevermiss an event!These events arewhere confidence and skill set are built through top trainingfromfield leadersandbelief isbuilt throughoutstanding recognitionprogramsand excitement!Minds aremade up at these big events—a hobby becomes acareer!

When you hear of a big event, take on a leadership role! First sign up

yourself(becausethespeedoftheleaderisthespeedoftheteam—whateveryoudo duplicates). Then begin promoting the events to your team! Don’t justannounce them—share your experience and other leaders’ stories of whathappenedtotheirbusinessafterattendingthemajorevents!Tellyourteamhowtheir businesswill benefit.You’ll notice thatmajor promotions happen beforeand after thesebig events becauseof the excitement and skills that comeas aresult of attending! What does that mean for you? Bigger growth in yourbusiness.Remember, your teamgoes if you go, and themore people on yourteamthatgo,thebiggeryourcheckwillgrow!

HaveFunwithThis!You can also create your own fun experiences for your team as it grows!

This creates culture, which is the “glue” that holds your team together. Thefriendshipsarewhatkeeppeople in thebusinesswhen therearedistractions inlife. Set up parties, barbecues, quarterly recognition events, and team get-togethersatconventionsorretreats.Ateamwhoplaystogether,staystogether!

Asyourteamgrows,sowillyourleadership.It’simportantthatyoudecide

todaywhatkindofleaderyouwanttobeandwhatkindofcultureyoucreateforyourteam.Alwaysremember,whateveryoudowillduplicate—startingtoday!

Chapter9:PreparingYourselftoLead

Throughmyexperience innetworkmarketing, I’ve learneda lot about lifeandleadership.I’vemademistakes.I’vefailedforward.AllofthelessonsI’velearnedhaverefinedmeandshapedmeintotheleaderIwascreatedtobe.Myleadership has grown as I have grown up in this profession. Personal andprofessionalgrowthisoneofthegreatestgiftstheprofessionhasprovidedme.

Asyoubeginwhatcouldbeyourgreatestpersonalandprofessionalgrowth

journey,IwantedtoleaveyouwithagiftandsharetenofthetoplessonsI’velearnedinmyjourneytoleadershipsofar!

Ten“Es”toBeinganEmpoweredEntrepreneur!1. Eighty-sixtheego!Inthisprofessiontherecanbealotofego.Wecan

alsoexperiencealotofrejection.Humilityistheabilitytonotbemovedbyflatteryorbycriticism.Remember thatconfidenceandhumilityarenotinconflictwitheachother.Youcanhavebothatthesametime!

Watch your attitude; never convey a down attitude to your downline

(thatgoesdownstreamandpoisonsyourgroup).Whenyou’redown,goup!Talk to your upline about your challenges or concerns and let them helpyou strategize and encourage you!Always bewilling to learn, grow, andacceptfeedback.

Don’t compare yourself to others. When we waste valuable energy

comparing ourselves to others, we are overlooking our potential and theopportunity for growth in our own life. We might be trying to emulatesomething someone else is doing, and in themeantimemissing our owncallingbecausewearen’tdoingwhatwearesupposedtobedoing!Wemayhavebeengiven away todo thingsbigger andbetter, but perhapswe’vemisseditasourfocusisplacedonthewrongthings!Wearetoodistractedtonoticethegiftsinfrontofusbecausewearetoobusyfocusingonwhatothers have been gifted with!We have to give that up. Stop struggling,striving, comparing, and competing. The death of contentment iscomparison.Competitiontakesyoucaptive.Focusonyourcalling.

2.Exudeenergyandexcitement!Weareinthepromotingbusinessincaseyou didn’t know by now! Meetings, calls, and big events are whatcatapultpeopletosuccess.Theyinstillthevisionthatmotivespeopletojoinusandprovidetheexcitementthatyour“volunteerarmy”needstoforgeahead.Enthusiasmisacatalystforsuccess!It’simportantthatyouexudeenergyandyoulearnhowtomoveyourteaminanauthenticwaytogettothemeetingsandattendthebigevents!Thatiswherebeliefisbuiltandyourteamsexplode!Don’tforgettoexudethesameamountofenergyandexcitementeverytimeyoudoaprospectingcallormeeting.Remember,it’stheprospect’sfirsttimehearingfromyou,soactlikeit’syourfirst timegivingthepresentation.Don’t losethatexcitementfromwhen you started; excitement iswhatwill create the vision ofwhat ispossibleforthem!

3. Encourage!Goodleadersaregreatatrecognitionforaccomplishments

bothgreatandsmall!I’veheardthesaying,“Peoplewillworkharderforpraises than raises!” I know that to be true of myself: I once got ahandwritten card from our company president and it felt so good toknowshewaswatchingwhatIwasdoing,andIalsowantedtobesureIstayedonherradar.Iposteditinmyofficeanditmotivatedmetotakedailyactioninbecomingsuccessful!Recognitioncanbefree,suchasaquick call of congratulations to someone on your teamwho overcamecallreluctance,gottheirfirstcustomerorconsultant,ormadetheirfirstpromotion!Handwrittennotesarepowerful!Isometimeslike toslip inlittle five-dollargiftcards tocoffeeshopsandwrite,“Yourbusiness isbrewing! Keep it up!” Public praise on social media sites, in a teamnewsletter,oratalivemeetingarenottobeunderestimated!Besuretoreallycelebratemajormilestones,too!Don’tgooverboardonexpensiveitemsthough;it’s thethoughtthatcounts.Whendoingrecognition,askyourself:Isthisduplicable?(Yourteamwillfeeltheneedtofollowyourleadwiththeirpeople.)Isitscalable?(Canyouafforditwhenyouhavefive,fifty,or500promotionsatthelevelsyouarerecognizing?)

4. Engageyourteam!Goodleadersknowhowtotakeaspotlight,turnit

awayfromthem,andshine itonto their teams.Thinkofwaysyoucaninvolveyourteamatmeetingsandevents.Canyouempowerpeopletobegreetersortodosetupandtakedown?Canyouhavefriendlypeopleserveasgreeters?Whocansharetheirsuccessstory?Whocanyouhavesharebestpracticesortrainingtipsduringtrainingsessions?Whatabout

your calls? Can you have a featured success story or another personspeak?People“buyin”whentheyare involvedin theprocess!Engageyourteamasmuchaspossible!

5. Educateyour team!Goodleaders take theresponsibility to train their

teams.Theydon’t relyonanyoneelse insideoroutside the company.When someone commits to the businesswith you, they are entrustingtheir success to you! They joined because they believe in you. Keepthingssimple, teachasystem,promote trainingdonebyyourcompanyleadersandcorporation,andbethebestleaderyoucanbeforyourteam!If you feel you need support or are no longer committed, direct yourteamtotheleaderbestcapableofsupportingthem.

6. Equip your team! Develop a mentality that you are out to create

empowered entrepreneurs! Turn off your “enabling button.” Duplicateyourselfasquicklyaspossible.Don’tgetstuckin“managementmode”thinkingyoushouldorhavetodoeverythingyourself.Encourageyourteam to rise to the challenge and develop their own leadership rightaway!

7.Encouragementisimportant!Goodleadersknowhowtoelevateandlift

up theentireorganization,which includes theircorporate team,upline,downline,andthesidelinesistersandbrothersnotontheirteam.Whyisitimportanttoencourageyourcompany?Soyourteamfeelsasenseofsecurityinwhothey’reentrustingtheirfutureto.Whyelevateandliftupyour downline? I think that’s an obvious as they contribute to yourincome and they will either appreciate or resent that based on theirrelationshipwith you.Why encourage your upline?This is critical forthem to be effective when working with your team on calls and atevents.Useyourwordstobuildup,notteardown.Itallcomesbacktoyou.Howyouspeakofothersisatruereflectiononyou.Makeintegrityoftheutmostimportanceasyourcharacteristheonlythingthatfollowsyou.

8.Ethicalleadersgothedistance!Beapersonofabundanceandintegrity:

do the right thing at all times, tell the truth, honor your team and thecompany, and don’t gossip. I love how my friend, Orrin Woodward,leads.Whensomeonecomes tohimwithgossip,heasks,“CanIgo tothat other person right now and quote you?” If the answer is “no,” he

knows they aren’t looking for solutions, but rather to gossip. He hascreatedacultureofexcellencewithhisgroup,andwhenthere’sconflict,thegoalistofindresolution.

Treattheprospectsofotherswithrespect.Iftheycometoameetingand

the sponsor isnot there, tell them,“You’re ingreathandswithSusieQ,”andtreatthemkindly,immediatelyconnectingthembacktothepersonwhosharedtheopportunitywiththem!Therewillcomeatimewhenyou’llwantsomeone todo that foryou.Howyou interactwith thedistributors in thecompanywillbewhatyouseeduplicatedownonyourteam.9. Leadbyexample!Whateveryoudoduplicates,sodon’ttrainonthings

you’re unwilling to do, set the pace for your team, and never stoprecruiting and building. If you stop building before you have a solidincomeandtitle,youwillfailinthisbusiness.Noonecantrulysucceedsponsoringa fewpeopleayear.Newbloodbrings life to thebusiness.Stop recruiting and you die a slow death in networkmarketing. Yourbusinesswillcometolifeagainwhenyourecruit!

Remember toworkwith thewilling and love the rest of them.Work

with thosewhodeserveyour support (not necessarily thosewhoneed it).How do you identify those who deserve it? By their actions! I recentlyhearda leader say,“Iwatch their feet,not theirmouths!” Inotherwords,watchwhattheyaredoing,notwhattheyaresayingtheyaregoingtodo.Matchyourteam’sefforts!10. Endure,endure,endure!Pickacompanyandstickwithit.Thegrassis

nevergreenerontheotherside;thegrassisonlygreenwhereyouwaterit!Neverforgetmyfriend,Susie’s,story—youneverknowwhatpeoplewill do or who they’ll lead you to. Her sponsor quit andmade a $50millionmistake!Youarejustworkingthroughyourownsetofoddsandyouwillfindyouracesifyoudon’tquit.

Therewillbeupsanddownsonyourjourney.Successrequiresyouto

fail forward. Discipline your disappointments, don’t deviate from yourmission,andbedrivenbyyourdream.Don’tquit.

Youcaneithergiveupwhen timesare tough,assumingyourbusiness

isn't working for you, or you can continue to learn your own life and

leadership lessons as you move ahead. You'll eventually find success aslongasyoudon'tquitandcontinueworking!

Chapter10:PowerofBelief

MyhusbandandIrecentlywenttoIndiawithfriendstoopenuporphanages.Itwasalife-changingexperience.Oneofthegreatestmemoriesofmylifetimewaswhenmyhusband, Phil, and Iwitnessed fifty children run into their newhomelike theywererunning intoDisneyWorld.Theirsmilessparkledas theylayontheirbrand-newbedsfortheveryfirsttime.Wewrappedourarmsaroundthechildrenandwelcomedthemintomorethanjusttheirnewhomes,buttheirbrand-newlives.Weplayedwiththem,taughtthemgames,sangwiththem,andloved on them. Many times we remarked how if it weren’t for our networkmarketingbusiness,wewouldneverhavehadthatexperience.Thereisnowaywecouldhavetakenweeksawayfromourjobs.Wecouldn’thaveevenaffordedthe immunizations—let alone travel expenses—before our network marketingbusiness.

It takes time and money to pursue many of our life passions. Network

marketingcanbethegreatestvehicletoprovidethetime-freedomandfinancial-freedomnecessary to livea lifeyou love. Yourdreams,desires, andpassionswereplaced inyourheart for a reason, and I don’t believe there’s a dreamordesireinourheartthatcannotbefulfilled.Itdoesn’tmatterwhereyouarenowinyourbusiness,yourdreamscanberealizedthroughthisvehicle.Youjusthavetoremaincoachableandcommitted;youcannevergiveup.

AsIwritethis,Ijustcelebratedthesuccessofoneofmyleaders,Nikki.Just

twodaysago,shewaspromotedwithinourcompanytothetopofthepayplan.Inthepastfewmonths,herteamtripledtheirvolume,sheisontracktoearnacompanycarbytheendoftheyear,andsheispursuingherdreamofworkingwith children in need around the globe through the resources her networkmarketingbusinesshasprovidedher.

HereiswhatIlovemostaboutNikki’sstory:She’sbeeninthebusinessfor

almostthreeyearsandsheonlystartedseeingnotablesuccessinourbusinessinthepastfewmonths.Mostpeoplewould’vegivenupmuchsooner.Sheadmitsthatthereweremanytimesshewantedtoquit,wonderingifsuccesswouldeverhappen for her. Although discouraged at times, she continued to remaincoachableandcommitted.Iwouldspeakwordsofaffirmationtoher,remindingherofherdreams,andhowmuchIbelievedinher.

IspoketoNikkiaboutthepowerofherwordsandencouragedhertodeclare

greatnessoverherlife,business,andherteam.Nikkibegantospeakfaith-filledwordsevenwhensuccessdidn’tseempossible.

During this time in her business, Nikki’s faith was being built, her

confidencewasbeingbuilt,andshewasbeingrefinedintotheleaderandwomanshewasintendedtobe.Overthepastninetydays,herbusinesswascompletelytransformed,andnowIcanbarelyrecognizeNikki!Shehasbecomeadynamic,strong,assuredleader.

Nikki’s storywas recently shared on a national call withmy team, and it

inspired so many to press on, persevere, and to push toward their prize. Iencourageyoutoalsopersevere.Youwillfaceresistanceinyourbusiness,too.Theremightbetimeswhenyouwanttoquit.Resistanceisn’tasigntoquit.Youareexactlywhereyouaresupposedtobe—growinginfaith,confidence,andasaleader.Youarebeingrefined.Youwillbeacceleratedatyourdesignatedtimeifyoupresson.

Whatdoyoubelieveforyourbusiness?Whatdoyoubelieveforyourlife?

Whatareyouspeakingoveryourbusiness,life,andteam?Youhave the ability to speak into someone’s destiny! Just as I spoke into

Nikki’s life, and she in turn spoke intoher team,youhave the ability to trulytransformliveswithyourwords.Wegivelifetowhatwesay,goodorbad.

RemembermesharinghowIwantedtoquitsomanytimes?TodayIamthe

top earner of our company, but when I began I used to be one of the lowestearningleaders.MycompanypresidentjokeshowIquitmoretimesthananyoneelseinourcompany.Iusedtosay,“I’myoung.Allofmyfriendsareyoung.Nooneisjoiningme.”ThenwhenpeoplewerejoiningmeIwouldsay,“Everyoneis quitting!” I was definitely in a holding patternmyself, but looking back, IrealizedIwasexactlywhereIneeded tobe. Iwasn’t ready to leadyet—IwasbeingrefinedintotheleaderandwomanIwasdestinedtobe,beingpreparedtoleadthemultitudes.

Weallhaveimpactonlives—whetheritisinourmarriage,ourministry,our

families,ourbusiness,orourcareer.Weallhavepeoplewhoaredependingonustobeeffectiveandtocastavisionforthemtoreachtheirfullpotentialinlife.

I used to have great impact on little lives as a teacher, and now we haveinfluenceovermanyadultsinourbusiness,aswellmanylittlelivesaroundtheglobe.

WhenourfeetwereplantedinthatfirstorphanageinIndia,PhilandIlooked

ateachotherwithtearsinoureyesandsaid,“Itwasallworthit.”Allthehardwork,tears,rejection,and“nos”overthepastfiveyearswereworthit.Weknowour visit to India wasn’t the end for us, but rather the beginning. This oneexperience transformed our lives. Our purpose and plan for our life unfoldedrightbeforeoureyes.Itwasbeautifultoseeourreason“why”inaction.

Networkmarketinghasfulfilledourdreams,aswellasfulfilledthedreams

ofthoseweshareourbusinesswithandthechildrenaroundtheworldwhoweblesswiththeresourcesandtimeit’sprovidingus.

Don’tgiveuponyourdreams—ever!Andremember,it’snevertooearlyor

toolatetopassionatelypursueyourdreams!Goforyourgold!Now’syourtime!Getreadytoshine!Rockon,rockstars,Sarah“Rockin'”Robbins

AbouttheAuthor

SarahRobbinsisakindergartenteacherturnedseven-figureannualresidual

income earner in network marketing, and is considered one of the world’sleadingnetworkmarketingconsultants.Nowinthetop1percentincomebracketofallwomeninAmerica,shebeganpart-timewithnobusinessexperienceandby the ageof twenty-nine, hadachieveda six-figurepermonth incomewithinhernetworkmarketingcompany.Sarahhasbeen featured inmanybest-sellingnetworkmarketingbooksandisafrequentspeakerattopindustryevents.Asaspeaker, shecontributesunique insightsonsuccess,prosperity, leadership,andnetworkmarketingtopics,andisfulfillingherlifelongdreamofhelpingothers.

GrowYourBusiness!YoucanreceiveSarah’sFREEVIDEOforMLMsuccessat:

www.SarahRobbins.com/free-video

DISCOVERSARAHROBBINS’SEVEN-FIGURESUCCESSSYSTEM!

RockStarRecruitingSchoolwithSarahRobbins:Seven-FigureSuccessSystemforNetworkMarketing

Welcome to the Rock Star Recruiting School! For this series, Sarah is

invitingyou“backtoschool”inyournetworkmarketingbusiness.

You’lldiscoverhowtodevelopanentrepreneur’smindset,buildbiggervolumewith a large customer and consultant base, master the art of inviting, givepowerful presentations, establish simple systems for dynamic duplication, andmuchmore!

Session1:Preface:BuildingYourBeliefintheProfessionSession2:Preparation:DevelopingYourBlueprintforSuccessSession3:Products:GettingandKeepingCustomersSession4:ProspectingandPresenting:MasteringtheArtofInvitingSession 5: Perfecting “The Close”: Three-Way Calling and Handling ObjectionsSession6:PowerStart:EffectiveEnrollment,andDuplication

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