Document Title

1. Question I was wondering if you had any advice on how to motivate my downline, any advice to give them. All of them just recently signed up except two. I know the career kit and demo kit is very important....How do I get the point across to them? Thanking you in advance. God's Peace..Dana

Hi Dana,
First step in motivation is the "why"... Silver Training is great for helping in this, whether the person is interested in N_ _ _ _ _ or not! Part of the why may be a person's personal product experience. Part may be their desire for a meaningful business. But their why is not your why. They probably don't share you're conviction about the importance for the career/demo kit and to push this could harm a thriving future relationship. Now that doesn't mean we don't present this option.. it's more a matter of being in tune with where the person is at = listening!
We don't want to tell you what "you should do" but we can share our experience and have you draw from it what suits you. Trish's focus has always been product oriented. Mostly her new people would buy personal use product first (could be only a pair of magsteps, could be backflex, could be sleep system).
The way Trish has built her business is when she sponsors new person one of the first things she would do with new distributor would be to ask who the new person knew that Trish and the new distributor could go see.. maybe they have a product need, or might be a good "prospect" for business, or maybe just someone they like. She would go with the person to visit their acquaintances... to do the first 3 to 10 "in home demos" or in home wellness preview with groups of people... to do "abc/21 club type activity". If the new person had enough of a why to buy product initially then it would be the new person's product being used for these abc's. Some didn't have the $ or commitment and would use our product, but that would only last for week or so... and for some, as they experience how there is a need for more product, then they ask "Help me figure what product I need"! (if they don't ask, oh well - they're not ready for more at this point, but now we have a group of new people, new leads we can work with). We favor having the person come to enough understanding (mental or physical) through product experience, wp's, meetings, tapes, going to abc's with them and phone too so that they decide for themselves without any pushing... that is essentially what they call "the process".. feeding the understanding... they feel good, we feel good!!
We also tell them our experience.. Trish started out buying personal use product... loved it soo much she wanted to share, so she bought more product over a period of 3-4 months, etc... it really doesn't have to happen all up front, although some do prefer to do so. This abc training with new people is what the company promotes.. it is simple, duplicable, and natural (we want to share good things w/people we know).. of course it is simple not to do too.
After we do this initial activity with our new front line people they know how to do the same for their new people and they repeat the process and now we are "out of the loop" in a sense. Of course this duplication breaks down for various reasons and that is where we keep in touch w/people who ask (such as you here and now)... and that is where organized "distributor trainings" can come in to help pick up the pieces...
See also FAQ #8
Return

Self improvement is a huge part of successful business for most of us! Self improvement can be a major side effect of our business that by itself can make it all worth while! As Jim Rohn says "The most important q uestion to ask on the job is not "What am I getting?". The most important question to ask is "What am I becoming?". Trish's tapes point out how listening to tapes and reading books is a big part of her growth and success. What is the main factor involved in self improvement? We think the main factor is the discipline of doing something about it on a consistent basis... the consciousness, the awareness. Silver training is a terrific way to get us started on this path. Beyond that it could be a $30 set of tapes that we listen to for the next year... or a $15 book that serves us well for the next year(s)... some people wish to spend more $ on special trainings, etc... but the point is that no outside factor - no matter how much we spend or who we're connected to- can make it happen for us. Yes this is an investment, but realize that the size of the investment is not the critical factor... the desire and discipline is... and no one can make that happen for us!
Return

I was just reading some of the book Network Marketing for the New Millennium by Longenecker and Schwartz and they suggest more than once: "Stay away from group fax broadcast (1991 law prohibits unsolicited faxes) and bulk email (otherwise known as spamming)"... These guys promote advertising and yet their experience is poor results from "internet advertising"... plus spamming is illegal.

They see the real benefit of internet is web page to provide information from original contact from personal contact or other advertising means. "Web sites are an excellent resource for international marketer, but not the magical lead generator that some may think... their are millions of web sites and the problem is directing people to your site... successful marketers direct prospects to their sites to receive info, rather than mailing out packets"

Plus check out Upline Jan 2000 pg 39 Spammers Beware "Aggressive network marketing distributors have tried spamming as a method of mass-recruiting. While it's effectiveness is questionable (most people hate being spammed)... now there are legal reasons not to give it a try... Congress is considering federal measures and several states have already "made spamming against the law"."

Check out the corporate web site for details on what is allowed re: "internet advertising" in the Info on Demand section
Return

4. Question What are six result-oriented activities you are involved in every day that would improve anyone's business?

#1 is being "excited"... we need to have a passion for what we are doing to help us get along. A results oriented way of doing this is affirming our product and our company with people... share our story and our experience with people and that is both results oriented and affirming for us.!

#3 is same as #2... #4 is too, etc... By sharing/talking Trish did it any way she could... whether brief demo in a store, "in home demo" at office or at home or at wellness preview and

#6 action oriented step is doing the same with our downline- the ABC process
Return

We were never in a networking company prior to N _ _ _ _ _ so we are learning about this all as we go too. What this boils down to is "What is best for me? and What am I most excited about?"
-What is best for me? Before investing your time, money, energy and emotion into a new network marketing program, do your homework! Find out all you can about the company, the product, the compensation plan, and the owners - and pay particular attention to where they have been and what they accomplished in the past! A company President who has been a leader in a failed program before, is likely to fail again. Don't allow him or her to "take you to the bank" on the way to their next confrontation with the Attorney General or the FTC. Do you want to know if the company is likely to have trouble with AG or FTC? Read about " illegal pyramid ", then click return on browser to get back here. Be more than suspicious about companies that boast "the highest payout" if it's above 60%... either there is deception or, based on past history, the company will not last or will have to drop the payout once people are "hooked".
-As far as excitement, this is a key to success in any life work! But let our excitement be grounded in reality, not hype . Does the company promote/allow exaggerated product or income claims? This really connects with "best for me" part above because if the exitement is based in hype it's likely the company won't last very long (if they get big enough to draw regulatory attention)... we've seen three or four come and go in the past few years. Ask yourself "Do I want to invest time & energy and my good name into something like this?? Can I honestly promote this and feel good about it??"
Return

6.Questions 1. Top tapes for "prospecting"? 2. Favorite brochures/ phamplets for prospecting Any other tools for prospecting? 3. Favorite books 4. training/launching new distributor 5.favorites for followup and motivation?

We say... "we suggest you get various tapes and see which ones touch you the most and use what touches you the most. Most tapes are from Corporate or Blue Ribbon , Jerry's Tools, Team Tools , Success Express , Focus on Growth - audios cost ~ $0.75 - 1.50+ each:
Plus some excellent web presentations have been done by corporate. Go to Info on Demand section of myOffice and select Product Web Sites

"Here are some of what Trish (we) likes the most:" updated 4/27/04
1. Intro Audios (for those checking us out): I list some vendors but available thru multiple sources

3. Followup materials: this is highly individualized depending on prospect... we have a variety on hand and choose the one that fits the person... besides it's good for distributor to listen to a variety of tapes to learn and grow... here are examples of what we have on hand:

Tapes: Trish sends out tapes and books to our leaders periodically, when we hear ones we like... some examples, Jim Rohn (especially his new network marketing tape... highly recommended!!) & Richard Brookes, AO Williams, Earl Nightengale generic tapes (these come from various sources including upline magazine). N _ _ _ _ _ Ind Dist tapes: Heart & Soul, Discover your why, Lead with your heart (Trish), Push (Stoltzfus), and an excellent tape Success with InHomes by Brody Craney..

Books: Heart to Heart (DeGarmo), Being the Best you can be in MLM(John Kalench), Listening for Success(Shapiro), The American Dream (Hedges), the Next Trillion (Paul Zane Pilzer

Conference calls: Most Golds/Plat's/Dia's have a weekly conference call for their group... check upline to find it! Also, feel free to listen to Trish's conference call -free- on the internet go to http://www.livwell.net/realaudio.html

5. Training/"launch": In brief, we focus on training using company standards (see faq#1 too) , as shown in the basic training manual that comes with business kit- to put the focus on activity and learning at the basic, most duplicable level - where we (the sponsor) are out there showing our new distributors "how to" while we are actually seeing people (doing it) with them -presenting the product, presenting the business alongside - building business: for their first 5-21 appointments:
The three basics: (see the first FAQ too)

7. Question: Long distance... Any chance you have a distributor/ contact person in Grand Rapids,MI?? I have a prospect there and I thought it would be nicer if there were a contact person there.

We have downline (5 down) C K, near Grand Rapids 616-xxx-xxxx... don't really know her real well... but she should know what is going on locally. This local contact person at minimum should help w/what's happening (trainings/meetings, etc) and can tell you/get you in touch with presenter of meeting who can meet your person at wp, if she isn't going to that one herself... some people will do more (i.e. rollout or quick demo, but we don't expect that) We always suggest signing people up first before sending them long distance... not that people are going to "steal" your contacts but you never know - your contact might meet their old buddy from high school or such... did you know that dist kits ($49) are re-assignable... if someone signs up and decides it's not for them the dist kit can be reassigned to another person... I'm not sure of all the details, but long dist person can sign up risk free plus get some detailed info from the dist kit.
Main thing we do w/long distance is connect them to the locals , in particular the wp's and then if they are somewhat serious, we make it a point to get out there and do the first 5-10 appointments, or such with them.... But first the wp's... find out who is doing the wp on a certain night and your person can meet them... Then your person can meet the local people and find contacts that are right for them. To find out about local wp's go to our Calendars/Schedules/Flyers section of this site and on left hand side are local area details.

8. Question I've talked to lots of people and no one wants to go "to the next step of the process with me"

Out of 100 people... maybe 1, maybe 5 will have a significant need for the product (like Trish) and can be highly motivated just by that! Maybe another 1, maybe 5 will be absolutely looking for a new business opportunity and can be highly motivated just because of that! But the other 90+ people will have a nice, but not "stunning" product experience... or they may be "lukewarm" at best... That's most of us! So either you keep going till you reach those few out of 100 (at the right time and place) or rephrase the question... How about "how can we cater to everyone - Not just the small % significant product, or significant business need people!!" How to cater to the 95% ( as well as the other 5%)?
What the "normal" people need is to be "fed" by your (the presenters) enthusiasm; intrigued by the quick and effective demo of the product (i.e. balance test); led by the short intro tape - to have enough of a reason to leave the TV, or relaxation after a hard days work, or time with family and go with you to the wellness preview or such. Some still won't go to the preview so we might ask them if we can come over and do a short in home demo and then there may be enough interest to go to the wellness preview and experience what this product and business has done for people.... In the end what appeals to this 95% is slow feeding of information and excitement... This is called followup!! It's the realization that they are better off with the product, over time...- then they may naturally start thinking of who they know that may need this product/business - this is the natural way of realizing the potential for this business . It's our job to be good listeners... to be in touch enough with these people to realize what they want and then repeat the process with the people they know! When people inherently grasp the power of networking then they get more excited about the business... as opposed to someone trying to tell them how great the business is... or they will observe the power of the products themselves rather than someone trying to tell them that!
PS Once a person is interested enough to join us.. then there is work needed to advance and motivation comes in again! See FAQ #1 for discussion on this.
PPS Realize that we can't spend a lot of time on each of these "lukewarm" 95%... most of the followup work d escribed above are short, quick things... a little bit here, a little bit there.
Return

9. Question I don't want to be a sales person.. or I have someone who says this.. how can I make a business happen?

Regardless of business or product perhaps the way to describe approach is to be friends. That is, whether meeting person in the store (3 foot), or cold call (which we personally don't use), or old acquaintance - becoming friends is key (also makes the business more fun). Listen for what the person needs. If product is the need (regardless if person is business person or not) then we focus on product. If $ or "belonging" or other related "pillar" is needed then focus is on that. In either case follow with secondary (business or product). How?.. there is no set routine... maybe a cassette tape, or bring to WP, or tell our story how Trish loved the product so much that she had to tell others and now we have a multimillion, international business.
The point is that we don't want to lock in to any certain approach. What we subscribe to is getting to know the person and helping to provide what they need and follow up to make sure they get what they need. the way to avoid connotation of sales is not to hide it... just be sincere (internally) that our intention is to provide what the person wants, not force sales . - Is this duplicable? I think perhaps most duplicable since it does not "force" people to be or act according to a certain script which may not feel comfortable for the current situation - it is entirely duplicable to be friends and listen and try to give what is needed... that of course doesn't mean we should not become practiced with a script... it is good to have a basis - a short concise paragraph as to why we are doing what we are to draw from.
Return

10. Question It is difficult to explain what is going on over here. Mainly confusion reigns with all the different 'methods'. Some have taken the position of 'my way or no way'. I have chosen not to get involved with the crowd, not as a lone ranger but I want to be a "flexible leader"... Ignorance on fire is better than knowledge on ice... as long as there is good guidance. I just want to get on with building my business and helping others do the same.
Hugs Vicky

Yes there are many trainings... here is something I just wrote to someone regarding another new "system" that is coming out... hopefully this may help the confusion:
<<Our take on all these "systems" remains the same... they are great tools if used as such...they can be useful for many yet "turn offs" for many others - some people may thrive when a system (or accountability) is required, some may quit ... so we don't want to limit our people or our leaders by saying "if you are a serious leader you should be doing this" .... For those who do choose to use an established system that is terrific!... Yet, we try always to bring the focus back to the basic items that almost everyone can do who is the least bit interested in our company... These are so much part of N_ _ _ _ _ that it is easy to overlook.

1. Find our why (aka Humans Being More Silver training-HBMST)... everyone can and should do HBM training - distributor, or not, as far as I'm concerned
2. Share product/business with people - aka: 21 club type activity where we (sponsor or active upline) show our new people how to... while actually doing it
3. ABC's where we connect new people with experienced... includes all these- 3way phone/audio cassette/in-home demo/wellness previews/expos/events...etc. and is really part of item 2
4. Followup, Followup, Followup!

The 15 step Quick Start Quide that comes with the Business kit is an excellent accompianment to these four basic elements.

The first step- our why- really being the most important... if we have a strong enough why - we'll find out what we need to do!

To help avoid the confusion, it helps to point out that all those systems are extensions of basic philosophy... just tailored to certain individuals styles... some more detailed, some more aggressive, etc... But can one of these advanced systems be "right" for everyone? Trish would probably never have done this business if her upline gave her a "system" packet and said "here... you must do this to be successful...." rather, she "used" the basic N_ _ _ _ _ system (as above) - and learned what she needed from the "systems" that were out there at the time. >>
plus check out our october newsletter where we wrote about systems... rather- duplication I think was the title.
Return

11. Question Dear Upline, > > I am sending all of you a copy of my business plan for accountability purposes. You have my permission to contact me any time throughout the next year to hold me accountable.

We perhaps have a different philosophy regarding accountability than you hear on certain tapes, etc. Our vision is for people, our leaders, to be self accountable. We're all independent business owners and I for one enjoy the independence part of that!! We realize that some people object to being held accountable, while others seek/desire/use accountability... those that wish to seek out their peers for accountability, or perhaps mastermind group, have various ways of doing such (systems, action courses, books, etc)... do pick people that you enjoy working with! We've heard lot's of great things from mastermind type groups that help us keep on the path!
The best way for you to be accountable to us, in particular, is to call us periodically with three ways or such and then we can discuss how things are going in life and business as well as help you directly=accountability in action! As we develop the desire to do the persistent, consistent activity- when we want it ourselves, what springs from that is the self accountability and leadership. Check out the " 20 points a day " from the newsletter section of this web site... a way to help self (or group) accountability. The Williams web site has other ideas for accountability.
Best of wishes Thanks for thinking of us in this.
Return

We look at our first years and constancy of talking with/meeting new people is key. That's part of what is so much fun about this business.. we make loads of new friends!! Dennis Williams describes it as “personal phone calls- to get people to meetings/expos, to share product excitement, to give help & compliments”. Others promote a focus on 21 club type activity. I investigated Trish’s daytimer and analyzed the activity from the first years - net result was a fairly consistent average 6 scheduled phone contacts/day (not cold calls, but ask for appointments from the day’s contacts, followup, etc.), product to two people a week and scheduled product demo (in-home demo) every other day. Plus she started a weekly wellness preview... started in home, moved to reception area, then to hotel when it could be supported. This was 20-40+ hours/wk worth. Some of us are quicker, others slower... Some are part time, others more full time. Consistent action, at the pace that is right for us, is the key. Behind the action is the wh y, the belief, the motivation. Check out " Are You Excited " link from home page... and yes, it was worth it! I've seen statistics that surviving (most- 90%+, don't make it) small businesses take 4-5 years of hard hard work to just become profitable... for us, 1 1/2 yrs hard work to profitable was great!.. what followed was really nice!!! see also faq #1 for a good summary of startup.
Return

13. Question There is almost total focus on the new water products here... to the point where other products are not displayed... I like the originals!???

I think it is a BIG mistake not to display our other WONDER-FUL mag and FIR!!! Like you say, I too caught the passion for our company because of the life changing products. I was just talking with Dave Johnson the other night and I told him that I really LIKE the water, it is wonderful, I definitely feel the difference; however, I'm still in LOVE with the original lines and I was a little confused because I hear so much about leading with the water nowadays, but that's not where my passion lies, and I was afraid that the water could almost become a diversion . Dave told me to always continue to follow what I felt best about... I felt so relieved, yes , I will continue to build my business the way I always have . I will continue to lead with the products I LOVE!!!! Will I talk about water? ABSOLUTELY!! Will I lead with it or make it my sole focus? ABSOLUTELY NOT!!! We are about balance, balance,balance! and about going with our passion - with the product that we love while keeping the others up front for those that may have a different focus.
Return

15. Question I hear about 90 day pushes to advance rank... do you work with this kind of thing?

Well, one of the best answers in business is "it depends"... It depends on where the person is situated currently... it depends on what the person expects once the rank is achieved. Why does it depend? Well, we advanced rank relatively slow compared to some others (9 months silver, 1 1/2 gold etc) but each time we advanced we got a 5-20% raise! We had enough of an organization building to warrent the rank advance. So in general we'd advise a push for people who'd get a decent raise, if no raise -then it would likely be more appropriate to solidify/build an existing group. But push or no push- consistent, persistent action is needed to make something happen. Look at our Jan 2000 newsletter for data analysis of our business for the year... it reinforces the idea of what network marketing is all about - a lot of people doing a little (resulting in improved health & wellness!), plus a few doing a lot.
Actually, what we'd like to emphasize, rather than rank advance, is building an organization (and rank flows naturally from that). How about a 90 day push to double your organization from 100 somewhat active (people actually doing volume... average ~$300 pgv) people to 200 somewhat active people. This could equate to a strong silver going gold. This likely would require some new front line activity, but mixed with working in depth... maybe 50-50 depending on circumstances. Plus now see Building an Organization Presentation .

16. Question Hi Trish and Bob, I would like to hear how you go about loaning products to people. There are so many different versions.One of them is:" Never loan a product before you have taken this prospect to a wellness preview." I for myself lead with the product. How do you do this? Thanks, Truus.

The answer is- it depends (again)... Some people are successful without loaning any product (they are likely good sales people/great credibility... you may use new $ back option on sleep systems too!). These are experiential products and although some experience can be had during brief demo longer term experience may be called for . Loaning was key to building our business. As far as how to loan... Trish did "what it took"... The goal may well be to have the person at the wp before loaning.. but if she met someone on an airplane that had need for a backflex, she'd have it on their back in ten minutes to take home with them. We've mailed product cross country to people who had need, never been to a wp and had success. Some would have an in-home demo and leave product with them afterwards. Some would come to the wp and get the product there = whatever works best for the situation is best we think. Flexibility to flow with the current situation is the key! If it is absolute- No loaning or only after wp... then this excludes many people = not duplicable for the general population!
Is this confusing? is this not duplicable since it's not consistent? Not if taken in the right light.... "going with the flow or listening to the current situation" is 100% duplicable, even as it changes from situation to situation, because any body can do it (listen) and listening supports the current situation 100%. The trick is in listening... something we have to grow in every day. Check out Steve Shapiro's book "Listening for Success " available from many places.
Best Regards,
Bob

17. Question Two similar ?'s:
-All I need to do is a 3-way call and I will have completed the "process".
-My upline says I need to do three way calls... when is the best time to do a 3way?

That is exciting!... One recommendation is to be aware of your feelings and intuitions... do what seems natural for you!! We are not following the "process", just to do the "process" but it is a guide to help us develop a relationship. At the end, don't think of it necessarily as closure... it's the start of a great relationship. We don't do the 3way just for the sake of completing the process but we do it because the person may have questions or they may want to talk with someone with similar condition or excitement!

I couldn't say any exact time 3ways are more effective because it really depends on what's going on with the person...

We wouldn't want the lack of a 3way person to limit our followup... if we can't find a 3way person then perhaps it's best to continue to develop the relationship ourselves rather than put it off. Remember - 3ways are important tools... but tools they are and we do best to not be limited by them!
Return

18. Question How to work with professionals... Is it possible to ask for testimonials via email from the group at large regarding burns and orthopedic successes..?. thanks Liz

I really don't want to put out message via email... in end there will be some anecdotal stories like I sent you, but I think most professionals/doctors may be "turned off" by us submitting "hear say" stories... and you could be worse off than otherwise. I think they want to hear either test studies (official ) or your personal story (intriguing)... your developing a friendship of trust with them is perhaps most important.
N_ _ _ _ _ has done a good job for us... I went to 5pillars and into mag. research and went to edit/ find in page (netscape navigator menu command) and did a search for bone... here is some that came up (there are many more)

Don't presume that pulsed electromag fields are lead in to our products... absolutely not. All this does is raise curiosity. In the end professionals need to be enticed / intrigued by the current info, and by you, enough to say "hum, maybe there is something here that can be beneficial... let's try it"...
Return

19. Question When someone ask you "What do you do for a living" what do you say? I think I want to say something that will create another question from them, but I would really appreiciate your ideas.

Our advice is to say briefly (one minute or less) what you feel most passionate about... Trish may say something like "I sell magnets..." and go into 15-20 second description of how the products have helped her. At another time she may feel most excited about another aspect.. such as "I have a really great home based business where I get to help people all over the world feel better and work with really great people!" Others may need more structure and have a set statement.. but the point is to have something you feel most passionate about!
Return

Affirmations can be vital. Trish would say out loud her affirmations in morning/nite and times in between. This was vital in bringing focus to what her activity would be during the day. There is no magic here... what we focus on we can achieve. The object of our attention is what we strive for.
That said, affirmations can be not so positive for others... if they are used to "avoid action"

If we just dream and do not have the discipline of action then we will have only the dream.
Return

Thanks to Dennis Williams for this info!:
As far as the pricing....every time I do a presentation I asked for testimonies on the back flex for example. After a few people have shared their results with me, this is what I say: "This product you've just heard the testimonies about, retails for $90. It doesn't need to be recharged, refilled and if you take good care of it....you can pass it on to future generations. If all you people in the room that raised your hand because you received a benefit from this product....had the last one in the world, and couldn't replace it....How much would you sell it for?" There is always a resounding, "It wouldn't be for sale for any amount of money!" I then simply ask, "I wonder if these products have any value?" The answer is pretty obvious, isn't it? 26 years in business, doing almost $2 Billion a year in volume, in 30 countries with over 40 Million satisfied customers.....

I then point out that in my five years in the car business.....the prices of the automobiles went up every year. I almost had to resuscitate some people who hadn't been shopping for awhile, as they would make comments like, "That's as much as our first home!"

We've been with Nikken over 10 years now, and the price of the $90 back flex is $30 less than it was when we started....even though there have been at least three improvements in the technology of the product during that period of time. Unheard of in traditional companies!
Return

22. Question I sort of dread these types of situations, but... After 15 minutes or so, she was very jittery and uncomfortable and took the wrap off

This is one of my favorite things to anwer... as we become more comfortable acting as wellness consultant this is "easy"- Two things to do.

Frequently Asked Questions