NONI MILLIONAIRES

Noni Millionaires
How ordinary people are making a fortune in the next trillion dollar industry

Janice F. Ayre Ansel E. Gough

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Publisher: Authors:

Gough Corp. Janice F. Ayre Ansel E. Gough

Project editor: Gloria Chauvin Cover Design: Kavery Subbayya Data Analyst: Brent Gough Copyright 2006, Janice F. Ayre & Ansel E. Gough All Rights Reserved PRINTED IN THE UNITED STATES OF AMERICA Additional Resources: www.NoniTrainer.com Disclaimer:
This book was written to provide information regarding the subject matter. It is believed to be accurate but not infallible. It is sold with the understanding that the author, publisher or resellers are not engaged in rendering legal, accounting or other professional services. If legal assistance is required, the services of a competent professional should be sought. We assume no liability or responsibility for errors or omissions. The author, publisher or resellers shall not be liable to the purchaser for liability, loss or damage caused or alleged to have been caused directly or indirectly by this product or our websites. The figures presented herein are to illustrate given points and should not be considered average earnings or advice. Individual results may vary and are unpredictable. Without limiting the foregoing, everything on the site is provided to you 'AS IS' WITHOUT WARRANTY OF ANY KIND.

Income Disclaimer:
We make every effort to ensure that we accurately present our research information. However there is no guarantee or claim that you will make the levels of income our interviewees make. Therefore you accept the risk that the earnings and income statements differ by individual. As with any business, your results may and will vary, and will be based on your individual capacity, business experience, expertise, and level of desire. There are no guarantees concerning the level of success you may experience, if any. The examples used are exceptional results, which do not apply to the average purchaser, and are not intended to represent or guarantee that anyone will achieve the same or similar results. There is no assurance that examples of past earnings can be duplicated in the future. We cannot guarantee your future results. We are not responsible for your actions.

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Special Thanks To Our Noni Millionaires

Listed in no order of preference

Floyd & Ann Holman, John & Laurie Bentley, Alex & Doralee Brewer, Trudy Crow, Bert & Elisabeth Jensen, Sheron Hoot, Ken & Michelle Rolfsness, Larry & Katie Lim, Merlin & Bonnie Weeks, Asbjorn Ones, Akio Wada & Rie Shidomi, Birger I. Olovsson. And our anonymous millionaires who filled in the survey.

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Table of Contents
Introduction.............................................................. 1 Chapter 1: The Noni Millionaire............................................... 5 Chapter 2: Noni Millionaires Vs The Average IPC................ 39 Chapter 3: The Single Biggest Mistake IPCs Make................. 53 Chapter 4: Art in Prospecting..................................................... 69 Chapter 5: Leadership: Team-Made Millionaires.................... 103 Chapter 6: Focus: Affirmative Action....................................... 139 Chapter 7: Overcoming Objections.......................................... 157 Chapter 8: Retention: Cultivating a solid organization........... 175 Chapter 9: Who's Building My Organization?......................... 205 Chapter 10: How to Build a Noni Business Empire................ 225

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Free Audio Training Program

To download the audio training companion for this book just go to the link below. It includes some of the conversations and case studies we had with noni millionaires while interviewing them. Some of the information is exclusive to the audio program and is not presented within this book. www.NoniTrainer.com/free

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INTRODUCTION

A Predictable Path
If you want a predictable path of success then follow a path based on statistical performance Ansel Gough

The time has come when success has become a science. It's based on fixed principles and skills. These skills can be tracked, recorded, analyzed and more importantly learned. Charles F Haanel (acclaimed author from the 1800s), summed up this concept when he emphatically stated... Men now understand that for every result there is an adequate and definite cause, so that when a given result is desired, they seek the conditions by which alone this may be obtained. We hope to provide the 'conditions' which will give you the knowledge to know what actions to take, in return for a desired result. We have built a common denominator by studying many noni millionaires, not just one of them. We're discovering reasons why. Rather than merely setting disorganized (or general
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goals), you can literally map out your success path, a predictable path. The causes and effects have been well analyzed and tested. They are proven. This is not theory. In the following pages you will learn how ordinary people have become team-made millionaires with the health juice that is sweeping the world - noni juice. Noni Millionaires isn't another system to follow. As a researcher, we've based the book on statistical information, not on opinion. The cold truth is - opinions can often be unintentionally misguiding. Statistical information usually provides a better foundation on which to build your business. My background is in marketing, and one of the first things I learned was to test, test, test. We would test different campaigns, gather the data and then run with the most successful system - based on the numbers! Even professional marketers, who manage multi-million dollar projects usually won't get their campaign right the first time. They need hard statistics to let them know the best direction to go in, the best plan of action to take, and more importantly what strategy to use - Not a strategy based on opinion, a strategy based on collective research. Noni Millionaires is based on the information of those who have succeeded and those well on their way. But we haven't just interviewed noni millionaires... we've interviewed people who are moving forward, people who are moving backwards, and people who just aren't moving at all. Why? So we know what works and what doesn't, based on averages. Or in other words, what actions you can take that have the highest chance of creating success. We can only know this from past results and performance.
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You'll see in vivid contrast the truth, (not hype) what you should and shouldn't do. This is currently the only book of it's kind that provides such an insight and education for the would-be noni millionaire. The authors have personally spent countless hours interviewing and reviewing data (data mining) from noni millionaires, other successful noni business owners, and those struggling. This balanced analytical approach reveals many surprising secrets. You'll find that each chapter has 3 distinct points: 1. Statistical information: Based on the surveys and interviews we conducted, you'll see exactly where the problems are and what the noni millionaires do differently. 2. Observations: We discovered patterns, good and bad. Patterns of noni millionaires and patterns of the average IPC (Independent Product Consultant). In many cases the patterns between the two are opposite. Change your pattern - change your level of success. But you have to know the patterns to change them. 3. Commentary: Based on the research, we lay down plans of actions anyone can use to make dramatic changes in their noni business.
5 Key Skill Sets

Out of all the data gathered, 5 key skill sets became apparent. Most of the time our noni millionaires had different skills, but ALL of them had these 5 critical skills. Every noni millionaire typically had fine tuned these particular skill sets. We'll detail each of these skills
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or attributes throughout the book. It has become the pattern for their success. Prospecting Leadership Focus Overcoming Objections Retention We'll compare what the average IPC does in relation to these 5 skills and what the noni millionaires do. Model these successful people and learn their skill sets. Through strategic hard work you can build another noni juice business success story!

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CHAPTER 1

The Noni Millionaire

The noni millionaire is an ordinary person who has, through personal expectation and choices, done extraordinary things. No matter what twists and turns, valleys and mountains they encounter, they have the passion to continue the journey. - Janice Ayre

Profile of a Noni Millionaire

What does a noni millionaire look like? What does he spend his time doing? What kind of skills has he fine tuned? Answering these questions in detail will form a solid foundation on which to build your own action plan. Below is a summary of the information we gathered (data mined) when surveying the noni elite. Here is a list of the topics we covered: Financial status prior to noni Business Educational background Career experience Experience with network marketing Business focus Initial prospects approached Upline support
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Most effective lead sources Their biggest challenges Lead sources

Below is the statistical information we gathered from our surveys and interviews. We'll break this information down in the upcoming chapters, but for now, this will give you a snapshot overview of our results.
Background Education College Graduate High school 66% 17% 17%

Economic Background Low Average Wealthy 50% 33% 17%

Background Experience Self-employed Professional Labor Trade 50% 25% 17% 8%

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Initial prospects Family/friends Associates Strangers 46% 39% 15%

Upline Support High Low Medium 50% 42% 8%

Previous Network Marketing Experience Yes No 67% 33%

Bring Organization from other Company No Yes 67% 33%

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Biggest challenge Replicating their system Time management Price of juice 50% 33% 17%

So, does your profile have to match the above table? No, but we have isolated as we mentioned in the introduction, what we feel are the key skill sets. Focusing your time on these critical skill sets can dramatically increase your level of success.
OBSERVATION: Beginning Associations Whether they commenced their business with or without spouse or family involvement has made no difference to the millionaires' success. Even lack of assistance from upline did not stop those determined to success. Those that did have effective support from their upline were appreciative of their good fortune. Choice of Company After due diligence the noni millionaires choose Tahitian Noni International for these reasons: - The Product - Its uniqueness and effectiveness - It's in high demand - A Marketing Plan offering excellent compensation - A strong ethical Company - Sponsor influence.

noni millionaires are not immune to failure, set8

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backs and hardships. In fact, the table above (Economic Background) shows 50% of our millionaires were low income earners. The important thing which separates them from most of the population is their high level of skill in certain areas. Some have it inherently, others have learned these skills. Even more evident is their ability to network with people in a position of influence. Putting in time and effort to learn how to do the same, will bring great rewards for a long time to come. Bert Jensen faced great challenges in building a business in Europe before the company had established itself there. Building a big organization was one thing, trying to handle the repercussions of people in his organization disobeying the law, by retailing the noni juice before it was accepted by health authorities was enough to stop most people in their tracks. Bert overcame this by not taking his eye off his ultimate destination. Many people focus on the problem instead of the solution. The millionaires would meet people, just like other IPCs, who think the product is too expensive, that the juice tastes bad, or people who don't see the value of the business. But they are prepared to respond and diffuse the objections on the spot. They resolve the problem or move on. It doesn't slow them down or use up their resources. When we see a successful person, it is very easy to discount all the challenges they went through to be where they are today. It is a common thought that these successful people somehow had advantages the 'average' person doesn't have. As you read the millionaire interviews, you will see that while some came from a good or reasonable background, others were deeply in
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debt, and some didn't have above average schooling. If you feel extraordinarily disadvantaged with your starting point, reflect on this portrait: She was so ill she was bedridden for 14 years. She had no cash or credit card. She had no car and no computer. She didn't even have literature to share with prospects or customers. She went from bedridden to working full time overnight. Her office was the corner of the kitchen table in her small 500 square foot apartment. Today she is a noni millionaire! You will find her story and many others in the chapters that follow.

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CASE STUDY Floyd & Ann Holdman

1. Floyd, can you tell us a bit about your background? Well, ever since 1973 I was involved in photography. I was a cartoonist way back before that. While majoring in art at Brigham Young University in Provo, Utah I became interested in photography and changed my major. Then for about twenty years or so thats what I did. I photographed for clients all over the world, including many airlines, Fortune 500 companies, and the one people remember most is, National Geographic. I traveled to over fifty-four countries as a photographer. That gave me quite a worldwide background and I loved my photography work. In fact it was photography that first brought me to networking in 1989. I did some photography for a company and produced a multimedia presentation for them. I used to produce large multimedia slide-sound shows; four projectors, twelve projectors, twenty-four projectors with original soundtracks. As I did that, I started seeing these people making a lot of money, having fun and helping other people at the same time. It was a company that sold a liquid health product up in Canada. I got excited about it and became involved and became fairly successful with it. Then that company in 1994 was going down. I did however learn a lot. I learned about networking, what to do and how to do it. I was sponsored by one of the top
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people. In fact it was the daughter of the top person in the company, so I just learned how to do it. I made a lot of contacts in that business. I then went from one company to another. All of them went down. But during that time I did get a lot of experience. In fact there was one company we joined while it was still in pre-launch, and we sponsored 3,500 people in one month before the company opened its doors. We almost drowned them with applications. It just didnt work out too well. From that point, spring of 1996, I had actually sworn never to do network marketing again. I returned to photography. I decided to phone Kelly Olsen, whom I'd done photography work with in the past. I had known Kelly for about 20 years, at that time. He was vice president of marketing for another company. I explained I was no longer doing networking, and asked if he could hire me to do some photography for the company. He agreed. Three weeks later I learned that he was no longer with that company. When I tried to track him down, I contacted his wife. She started telling me about noni and what Kelly was doing. She said, In fact I think Kellys going to be calling you. Sure enough, just a few days later Kelly calls me up. Kelly called me up knowing my expertise in the networking industry and invited me over. When I went out the door I was thinking photography, Tahiti, theyre going to need pictures. Ive been to Tahiti three times before, this was going to be great. Kelly was thinking networking - Floyds good at that. As I was leaving, my wife said, If you sign up dont come home. I responded, Dont worry Im not going
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to sign up. I went over and met for about three and a half hours and I didnt sign up, I remembered what Ann, my wife, had said. There were just some folding chairs, no furniture, the phones were on the floor, 70,000 bottles of TAHITIAN NONI Juice in the warehouse and no marketing plan. They were incorporated but they hadnt actually officially opened the doors for business yet. A few days later I got my wife to come with me and she met with Kerry Asay and he won her over. We then joined the company as frontline distributors. 2. Why was this company different? What attracted you to TNI? Well, what attracted me to TNI was the five founders. I knew them all. I should say I knew four of them. John Wadsworth I had not known before, but I knew Stephen Story very well. In fact, when my banker saw that they were starting this company (I tried to get him involved in two or three other networks before - he would never join anything), he came up to me and said, I want to sign up. This is what Ive been waiting for. I thought, Man, if this really does what they say it will do I went and started calling my Polynesian friends, they all said, Youve got noni? We want noni. You can never get noni anywhere. You can only get it in Polynesia. They shared all these stories of how they had used it, their families had used it and how much it had helped them. I remember thinking Wow, if nobodys ever heard
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of this and it does all that they say, and were the first ones to bring it to the market, weve got something thats a once in a lifetime product, then how can I lose? I learned a lot from those other companies, Id hate to have just walked away from all that Id learned on how to build networks. We had never had the right company, but I had a feeling about this company. I tell people even today, if you take it from your head to your heart youll know it's the right thing to do. And thats what we did. 3. Did you go back to people that you had joined up in the other business or did you start afresh? What was your strategy there? No, the first thing I did was I got on the phone. The network I had before, had quite a few people, but I had told them about four months earlier.. Thats it, Im done, Im through, no more networking, go out and do whatever you want. Its been great working with you but Im going back to photography. Several had joined other companies and even called me trying to recruit me and I kept saying, no Im not doing it. So some people say, You had this other network to draw from... but really they were all gone, they were doing other things, and I had told them I wasnt interested in anything. I called people that were not in my network before, but whom I knew from networking. Some of them were having problems in their business and they were willing to listen.

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4. So did you go to family at all, to promote the business? No, all my family is spread out quite a bit. Theyre not around here by me. Family members can be the worst people to start contacting in the beginning, to tell you the truth. If you want someone to start shooting your dreams down, just start calling your family members. Thats what we teach a lot of people in our training. It took several years before we finally got my wifes mother to start using the product and the same with my mother. They both swear by it now. I went to some business acquaintances whom I knew would make rich if they did this business. Theyre the first ones I started calling. We have a unique product. It works, its affordable. All youve got to do is get people to start drinking it and youre in business. 5. Do you approach people on the product or the business? I approached people on the business, but I used the product as a catalyst. I believe your business is only going to be as good as your product. And your longterm success is only going to be as good as your product. So I approached them on the business but said, This is why this business is going to make us rich - let me tell you about the product. The product is important but I didnt say to people, Well use this and if it works or if you like it you might want to sign up. It was definitely, We have a business,
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were going somewhere, were going to make millions and I want to know if you want to go with me. And heres what were going to use to help us make that money. That was the approach back then and thats the same approach I use a lot today. There are lots of different ways I approach people. I have never advertised, I have never bought a list. And yet I have 150,000 people in my organization in 78 countries. Our team, the Evergreen Team, does over a hundred million dollars a year in sales. Ive just talked to people. I started with my first people and just started building from them, and I still meet people all the time. I've signed up taxi drivers in New York City with an application right on the spot. I've done it in Mexico, Ive done it in Malaysia, Ive done it London and I usually give them to the local distributors. There are several things I do. One of them is, Im always wearing a Hawaiian shirt and people say, Thats a neat shirt. I say, Thanks, this is my uniform. Of course the next question is... Your uniform, what do you do? You know, I teach people how to become millionaires. Do you know anybody that might be interested? If I'm in the U.S. I tell them our company gives people trips to Tahiti. I teach people how to get a free trip to Tahiti. Of course you wait for the next question. I dont just unload on them, I make a statement that gets them curious. Sometimes I may say, I import and market a fruit juice from Tahiti that really helps people. And then you dont say anything else and theyre always going to say, Well what does it help? And I say, What have you got wrong? I cant make any claims or anything but you have
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got to hear about this juice. Make people want to ask you questions. Another thing is, if you sit next to somebody on a plane or you see people - you just start talking to them, being friendly, ask them about themselves. People love to talk about themselves. Just keep asking questions and listen. And after a while if you listen to them, theyre going to ask you about yourself. This gives you a chance - so dont just start unloading on them. There are lots of different things I may say. Often I just say, I import and market a fruit juice from Tahiti that really helps people. 6. Ok, so overall your strategy is to give them teasers and have them come back with the question? Exactly! You want to give them enough to pique their curiosity. If I just said I sell a fruit juice, they would say Oh, ok well thats nice. People love Tahiti. It conjures up visions and dreams. I mean companies pay millions of dollars trying to build some kind of a corporate image, where ours comes with the product. Its built into what we do. 7. When you were building your downline, did you specifically try to identify business builders or did you wait for them to prove themselves or to stand out from the crowd? Well, I went after leaders. I learned a big lesson when I was in my first networking company in 89. For about 8 months I went nowhere. My upline then taught
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me a simple little thing. He said, Look for the heavy hitters, look for the people who will make you rich if they get involved. You see, most people go and theyre like those Matryoshka dolls. You open one and theres a smaller one and a smaller one and a smaller one. The one you recruit is a little bit smaller, the one they recruit is a little bit smaller, and before long, you have a whole organization of small thinkers. It should be the other way round with the Matryoshka dolls - you start with the little one - thats you, and you keep going bigger and bigger and bigger. In other words, you believe enough in your product and in your business. You go after the people whom you know will make you rich. Dont go after the people that are just never going to do anything. Go after the people that dont have time. They dont have time because theyre always busy, theyre doing things. Go after the people that are, what I call Centers of Influence - If they do it, others will do it. Thats who youre looking for - people that other people trust. Get them into the business. Other people will then join because they joined. Dont try to convince people, you sort people. A lot of people make the mistake of trying to convince people all the time. Dont do that, you just sort them. You find out whos ready and who isnt ready, whos interested and who isnt interested. When I got started in this industry, I knew nothing, I mean I was just like a babe in the woods. Im a photographer, an artist by trade. I didnt know how to do this. So I went to every meeting I could. I went to every training I could that was taught by key people. Not just people who teach a lot of theory (theres a lot of
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those running around), I think you need to learn from people who are actually doing it. Tahitian Noni International has it together like no other company ever has. Everythings come together from the the owners, management, the product, the incredible people in the sales field, the stories that we have to tell. Nobody can equal what we have and it shows. 3 billion dollars in sales in our first nine years and the fourth fastest growing company in recorded history public or private. Its a pretty incredible story. Its a great industry, network marketing. Where else can you go for just a small investment and build a multi-million dollar business, work from the comfort of your own home, have total lifestyle, control of your time, and become financially independent? Ive got an organization of a hundred million dollars a year, yet I have no employees, I have no inventory, I have no payroll, I have no office that I have to drive to, I work out of my home. Where else can you go and do something like that - where you hope that the people you bring into the business are better than you are? Thats never going to happen in the corporate world because youll lose your job if they are better than you. 8. How long until you actually became full time with noni? The day we opened the doors. I went back to photography after my other networking experience and didnt have any assignments, thats when I was calling Kelly looking for some work to do. But then when I learned about this I thought, forget the photography,
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because we have the Fast Start Bonus and the Fast Start Bonus is as good as a pay check, because you get paid every single week. If you put the energy and effort into this, its as good as working a job except you have more freedom. Its as good as a job because youre going to get paid every week. All youve got to do is go out and do the work and you get the checks. Fast Start Bonus isnt anything like a lot of other networks have, where you take a month or two before you make any money. You go out and start recruiting people right now and youre going to start making some money. The week after you sign up you can start getting paid. I was full time from the get go. I was full time right out the gate. 9. Did you encounter any problems working at home? Zero, no problems. I work in my basement. In the beginning I worked about 17 hours a day, Monday through Saturday, I dont work on Sundays. My wife brought down breakfast, lunch and dinner. We didnt have the Internet then. So I was on my phone and the fax machine. I didnt travel anywhere for about three months, because I couldnt afford to. We were so broke, I did everything by phone and fax and the company would ship out the product to people. I would recruit the people and the company would supply the product and pay them their checks. 10. When you were starting your business, and even now, where did you and do you focus most of your
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time? Well its a little different now because in the beginning finding people was a priority, because youve got to have somebody you can train. However, I was going after people I didnt have to train. When I started I was looking for people that knew as much as I did. Thats what I was looking for and thats what I started finding. They got sold on the whole concept. Now some people turned it down, in fact more people turned me down than accepted. I just made this machine with momentum, we were all working together. Id get a whole load of people and they would start with me doing three-way phone presentations with them and then they would go out and get others. It was just constant. 11. One of the problems we discovered when surveying people, was retention. How do you keep people active? That's one of the key things. And thats really a simple answer - give them a check. People quit because they dont make any money. With our Fast Start Bonuses you get paid weekly. But the key to this, say I was to sponsor you (in fact you asked this question on your survey), the first thing you have to do, is fill out a prospect list, then attend the Fast Start Camp, then set up three-way calling for us to talk to people. Well teach you the things to say and so on but youve got to get people lined up and you make a prospect list. And its like a dance. I take a step and you take a step, I take a step - I sponsor you, and you take a
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step by filling out a prospect list. I take a step by going to talk to your distributors on a three-way call, you take a step by putting them all on the phone and getting them lined up. Anywhere you quit stepping or dancing then I quit dancing. But I will dance as long as you will dance. I cant dance with a dead body. So we go hand in hand. You know we cant hold hands unless we are walking down the same road. The first thing you have to have a new person do, after they get their names and you work with them, is get them a check. I helped you get a check by helping you sponsor somebody. Now Ill help the people you sponsored, sponsor people. Ill go down-line five or six levels to help all of them sponsor people. I get five times more motivation for the same amount of effort by helping people down the line. When I help just you, that gets me a check. When I help the person you sponsored, that gets you a check, youre now motivated a little bit. If I go down five or six levels and help them recruit people, now all those people get a check. Youve got that many more people motivated for the same amount of effort. For me, thats one of the key things in making this whole network work. You put all the time and energy into it, and thats why I was so busy 17 hours a day, because I was doing three-ways with everybody. They get three and they get three, you know 3, 9, 27, 81, 243 people. Thats a lot of people. You do all these three-ways and youre motivating them. But you have them listen in, because they start learning how to do it themselves. You dont want to be doing that all the time forever. They can start learning how to do it without you.
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Now some of these people havent had me do threeways with them for nine years. I dont need to, they know how to do it on their own. But at first it was me doing it. I had more knowledge than they did. But now were equal. Theyre probably even better than I am. And to me thats one of the keys to making a network successful. People getting checks arent going to quit. Now there are some who might quit because they get upset. This is a people business! This is a volunteer army. People get their feelings hurt and they quit. Some just don't work anymore, but they still get their checks. The key to really get people to stay in the business is to help them make money. Thats the bottom line. Its not how much money I make. They dont care how much money I make, they care about how much money they make. When we got this business going, my goal was to help my people become successful, become Jades, Pearls, Diamond Pearls, Black Pearls. Thats what I was shooting for, to get them there by helping them recruit. If I get them there that puts me there too. 12. One of the concerns that came up when we surveyed some IPCs was lack of upline support? What can IPC's do if theyre not getting support from their sponsor? Ok, I love that question. If somebody comes up to me and says, you know my upline hasnt really helped me, they havent done three-ways, they havent placed anybody underneath me, you know, bla bla bla. I say, I know, I know exactly how you feel because I dont have an upline either. Im frontline to the company. I just had to go out and do it.
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All you have to do is go to the training somewhere. And now TNI has what's called Success Path. They go to the Fast Start Camp, they go to the Coral Camp, they go to the Jade Camp and then the company actually pays their way to go to the Pearl Camp. Now think about this, all these other people are out there to teach you how to do networking and charging hundreds of dollars, charge you to learn how to do networking, just generic stuff. With TNI, when you reach Jade and you qualify for Jade Camp, you fly yourself there but theyll pay your expenses for two days, the meals and the hotel and your training is free. When you reach Pearl they fly you and a guest all the way to Salt Lake City, Utah for several days of training at their expense - to help you make more money. Now what company does that? Its just an excuse when people say my upline hasnt helped me, my upline hasn't done anything. Go read the books. Go online and find things out. Go make some presentations. Go and start learning. Dont use this as an excuse, that your upline hasnt done anything. Its your responsibility. Now if you get a sponsor that really does help, if you can find a sponsor that really works and really does help you, you are going to have a better advantage, I mean let's be honest about it. But if that doesnt happen, thats still not an excuse. You just go out an learn it, you go to the meetings, you start putting yourself in an environment. Thats what I had to do when I first learned networking back in 89. I went to those meetings, I took meticulous notes, I practiced. When I first started, my very first opportunity meeting I had with another company in 1989, Kelly Olsen was my upline, whos now the president of TNI. He was one
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level above me. The first meeting I was going to have, he and his wife came to my house, they just lived a few houses away - I invited the neighborhood, I invited everybody I could think of. The only people that showed up were Kelly, his wife, my wife and my dog. We had a nice conversation, talked a little bit, then they all left. I sat there and told my dog to sit and stay, and I gave a presentation to my dog. My wife even left. I started doing those every night, just on my own and I got a video camera and I started recording them. I watched them back to see what I said, how I did it, did it make sense? I read books, I watched other videos from people and tried to learn how they did it. I wanted to do it so desperately. I didnt just say, well theres nobody to help me so I guess I cant do this. Just like when I went to university and learned photography. I taught myself mostly everything. All they give you is a learning environment and they teach you some basics but youve got to go out and learn by trial and error. Thats what its like. I learned as a photographer that, if you want to photograph the rainbow you sit through the thunderstorm... 13. What has been the biggest challenge you've had in this business? I had to sit through the thunderstorm when I started in networking in 89. Now we had a thunderstorm with this company. The biggest challenge I had when we started, was the company keeping up with us because we were moving. Now they ask whats my biggest challenge, it's
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keeping up with the company. Its totally reversed. 14. What qualities do you look for in a new distributor? I look for enthusiasm, I look for vision and I look for teachability, and a positive attitude. I mean thats what theyve got to have because there are going to be storms before the rainbows. Theyre going to happen and if you just give up because of the first little objection or obstacle, youre never going to make it in this or any other business. When I got into photography, I remember I went out and spent three days filming. This was back in 1973. I went into the laboratory to process it, my first 3 rolls of film. I traveled all over the place shooting these pictures for three days - when I got back, there was just a bunch of blank stuff, no photos. I figured I must have put it in the fixer before the developer. I did everything backwards, I guess. But to this day I dont know what happened. I remember I called up my wife and said, You know, Im going back to cartooning. When I draw it, I see it, I have it. Here you shoot this stuff onto this film inside of a camera and you go to the dark room and you think, please be there. I wound up with nothing. Three days of work, was gone. I was totally discouraged. I said I will never be a photographer. I want to finish this class and thats it. Well I finished the class, I learned what I did wrong and I went on to become a photographer, a freelance photographer for National Geographic! So we all have our discouraging moments.
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Everyone's going to fall, but its how high you bounce. Thats what makes the difference. 15. When someone gives you an objection, do you have a general rule that you follow to overcome objections? Yes. First I say, may I ask you a question? You always get permission to ask a question. Ill say their name. Let's say you give me an objection, right? And I say, Ansel, may I ask you a question? Why do you feel that way? See I want to find out what the real objection is. Let's say you think its too expensive. Let me roleplay with you.

Ansel: Ok well, the noni juice is too expensive I cant afford

it.

Floyd: May I ask you a question, Ansel? Ansel: Sure. Floyd: You think its expensive? Ansel: Yeah, for someone on my pay check. Floyd: Ok, may I ask you, its expensive compared to
what? (The first person that talks loses. Thats a thing Ive learned too. You ask a question you shut up and wait for an answer.) Ansel: Compared to orange juice. Floyd: If you think orange juice is going to do the same thing as noni juice, youre probably right. But let me ask you a question, Ansel. So, say you told me you had a health challenge, (whatever it may have been). Ansel, if this helps this problem you have, would it be worth the cost?
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Ansel: Absolutely. Floyd: If it helped that problem? Ansel: Yes it would. Floyd: But then it seems to me, Ansel, your real objection
isnt the price. Youre concerned that if it doesnt work youve wasted your money. Am I correct? Ansel: Yeah, I guess you're right. Floyd: Well if it doesn't work its free. Is that cheap enough? Because theres a money back guarantee. What do you think of that? Ansel: Works for me. You always make a statement and then you ask for confirmation- If I understand, Ansel, if this works for you then you said it would be worth it. So Id say that your real objection isnt the price. Youre concerned if it doesnt work youve wasted your money. Am I correct? Another objection that people will give is... Is this one of those pyramid things? I say, Well would you explain what you think a pyramid is? First I'd say, No, the pyramids are in Egypt. But what do you consider a pyramid? And I ask them to tell me. Theyll tell me about people being on top making all the money. Ill say, This isnt one of those. But now I say (and I draw a little triangle), You can put a person at the top and a lot of little dots in it and at the bottom you put another dot. I then say, Is this what you mean? They normally respond in the affirmative. Well that's Wal-Mart. See all those people up there in that pyramid, that one at the bottom is you, below everybody else. That's you supporting Wal-Mart. I try to find out about what theyre really thinking
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because sometimes theyve got this pre-conceived idea of what something is. Youve got to find out the real objection. I had a person one time say, Well I dont want to make money off of sick people. I dont think thats right. So again I say, may I ask you a question? (Yes) Do you respect your doctor? (Yes) Do you pay him when youre sick or when youre well? (When I'm sick). You said you respect him dont you? So what do you mean you cant make money off of sick people, a doctor does? 16. What's the biggest mistake that you see distributors making? The biggest mistake I see distributors repeatedly making, is not being willing to do the work it takes to make things happen. Somehow they think its like a lottery. A lot of networking companies are responsible for that. I get emails all the time with promises of people going to build the business for you. There's no such thing. I see people not willing to do the work it takes to make things happen. Then people blame their upline for not helping them enough, something we talked about earlier. They find an excuse. I mean, if you really want to do this youre going to make it happen. I want to work with people, who are so excited they cant sleep at night. Theyre setting people up for you to talk to constantly. Theyre talking about it - theyre making things happen. Theyre not home in their office getting their files set up doing all the reading, studying this, studying that, trying to get everything ready so they dont make any mistakes. Those are the people that are never going to get into
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action. I want right-brained people (creative thinkers) not left brained people. Also negativity. The least little thing happens, they get all shook up and they lose faith in whats happened. And thats because they dont have the vision. Theyre not fully committed. Its not in their heart yet. Look throughout history - everybody that has become very successful has gone through all kinds of failures. They just had to keep going. When we started this business I had no doubt that we were going to succeed. It was just a matter of how successful and how fast. But I knew it was going to happen. People have got to treat it like its their own business. Its not their uplines business, its not TNIs business, its not Kelly Olsens business, its their business. TNI is the wholesaler, they supply the product and they give you the check. If you go out believing this is your business, youre going to make it happen. Nothing is going to stop you. Get out of the way world, because here I come! There are other people thinking the same way. Like attracts like. And thats whats going to happen. People will follow a leader. Theyll follow somebody who knows where theyre going. If you know where youre going, you will find people that will follow you. And you may make some mistakes along the way, but thats ok. Theres no room in this business for pride. Youve got to praise your downlines, youve got to give recognition where it's due. People love to be praised, people love to get recognition. My wife and I would not be where we are if it wasnt for the people in our organization. People should never forget that.
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Its what I call micro-celebrity. I go to a TNI meeting and everybody knows us, everybody loves us, were wonderful, were celebrities. But, we walk out into the street and see who knows us. No one knows us. I mean, my wife and I take the garbage out every week together down our long driveway. I still clean the cars and the garage and I do things around the house and plant flowers, just to remind myself that Im not above anyone else. All Ive done is obtain an incredible product, TAHITIAN NONI Juice and Ive learned to tell the story. Its my job to take this product to the world and thats what Im going to do. Im looking for other people who want to do the same thing. Thats what networking really is. Its finding others who want to go to the same place that youre going. If you have a believable story, if you have believable leadership or enthusiasm, theyre going to want to go with you. Im looking for people who are more enthusiastic than I am. I know theyre going to be good in the business because I know how enthusiastic I am. In this business youve got to have faith in the founders of the business and in the company itself. Too often Ive seen people come into this business and then they leave, because they started finding faults. I remember John Wadsworth, one of the five founders, told me many years ago, Floyd, we have never sinned intentionally. And we never will. Well make mistakes but well never lead people astray intentionally, but give us a break sometimes, we make mistakes. We all do. Were all human. Sometimes people say, why is it you have so many lucky breaks that happen to you, you find all these
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people? I say no, luck is preparation meeting opportunity. I find these people because I expect to find them. I make things happen wherever I go because I expect things to happen. When you expect it, things just happen. 17. Apart from what you've already said, what do you do that the average distributor doesnt do? I expect the best and I have self-discipline. Thats what most of them dont do. The thing is, if you want to make a million dollars, dont talk to somebody whos never made it. You talk to somebody whos done it - thats why youre putting this book together. Talk to somebody whos done it and listen to them. Dont listen to your neighbor or your relative or your brother or your sister or your mother or your father. Theyll tell you all the reasons why it wont work. Just go out and you listen to the people who have done it. I expect the best. Im very positive. I dont find fault. Things sometimes happen. They just happen and you move on. I have self-discipline. I treat it like its a job. In the sense that I dont find ways not to work, I find ways to work. Sure, Ill take time off, but Im still self-disciplined. I do things that other people are not willing to do. I spend the extra time. You see, in this kind of a business, at first youre going to do more work than you get paid for, but later you get paid for things you dont even do. Thats what a lot of people dont understand, its like planting seeds. When you plant that seed, its not going
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to grow up and sprout and produce fruit the next day. It takes time. Youve got to water it and cultivate it. Some seeds are on stony ground, some seeds are on good ground, some seeds start growing and the weeds choke them out. Some seeds fall by the wayside. Theres a place in the bible that talks about that - the sower of the seeds, but then sometimes when that seed falls to the wayside what happens to it? The birds come and get it and theyre gone. When many people start in their business, they dont understand this principle and the weeds choke out some of them. This discourages some of them. Some fall on stony ground or are scorched by the sun, which discourages them, but then some fall by the wayside and the birds get them. So what do you tell the sower of the seeds to do? Keep sowing the seeds! You didnt tell them to go out and chase the birds. Thats what a lot of people start doing, they get sidetracked. They start chasing the birds around instead of planting more seeds. The birds are going to get some of them, thats just the way life is. I dont chase the birds. I just plant more seeds. The difference with our business is, after you plant those seeds, youve got to cultivate them and take care of them. Another thing is were not hunters, were gardeners. Im not looking for sales people. Im looking for teachers. A lot of people, think they should get a hot shot salesman. A lot of good hot salespeople never make it. Theyre used to going out and making a sale, then they move on to the next one. Its like a hunter. You shoot the animal and you move on to the next one. But if you get a teacher, or a gardener, they plant seeds. Theyre used to taking time, theyre patient. They water it, they cultivate it. They let it grow.
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So were looking for gardeners not hunters. Thats

another important lesson that people need to learn. Youve got to nurture your people and help your people get their first check. I remember sometimes in the past, even in this business, I would get upset about some things and my wife would come in and say, Well Floyd, are you chasing the birds today, or are you planting seeds? That kind of wakes me up. Makes you realize that you need to go back to planting seeds. 18. What's the most important set of skills an IPC should have? Being a people person. People should like to be around you. This is a business where you can pick who you want to work with. Heres a question people should ask themselves in this business, this is a crucial one - If I sponsor somebody just like me, would I be happy? I ask myself that all the time. Really analyze yourself. Ive had to do so many times. Am I being positive this week? And theres another thing, if I have a down day, I shouldnt be on the phone to anybody. People want to be around positive people. People dont want to hear your problems. All theyre thinking is, either they dont care or theyre glad it isnt them. I dont want to hear everybodys problems. Now if they have concerns they need to work out, and I can help them, then yeah, lay it on me. Let's see if we can work this out. Im going to go way back in time for a bit to 1970.
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When I first moved to Utah where I live, I couldnt get a job. We moved out here with three children and one on the way, $5 in my pocket and no job. Here in Utah, I got involved in a company called Success Motivation Institute. I became a teacher of successful living, of positive thinking, selling tapes of seminars on how to raise your motivational levels and be successful in life. That changed my life. The attitudes I have now towards a lot things started at that moment. At 16 years old my father pulled me out of high school in Texas. He was an alcoholic and a cruel person and at 17 years old I left home and I was on my own and had no high school education. I went from that to the wrong environment, with the wrong people. My future was not very bright. Then I started realizing that I decide what Im going to be. My future is not decided by somebody else. They may put up roadblocks, they may dig the ditches, they may send me off on the wrong trail sometimes, but I decide what I'm going to do now. I learned a lot of that when I got involved in that program in 1970. I decide my own future. Not anybody else. Things are going to happen to you that you cant control sometimes. But youre going to control what you do about it. Thats what changed my life and gave me the positive outlook that I have now. My goal with this business, really is to help make a difference in peoples lives around the world, both financially and physically and even hopefully spiritually. 19. Has your view on life changed since youve had success or do you feel that its stayed the same?

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My answer is, it hasnt changed. Im successful because I expected to be. Ive always been positive about life and all the goodness in other people and theres nothing more worthwhile in life than to lift others up. My wife and I really believe strongly that wealth or money only makes you more of what you already are. Thats all it does. It gives you freedom to fulfill your inner most desires whatever those are - whether they're selfish or generous desires. It gives you the freedom to do that. Money is not going to change you, it only accentuates you. I really do think that wealth just makes you more of what you already are. I'm checking myself all the time. My wife and I say, are we putting on airs? Do we feel like were better than everybody else because we have money now? And were always analyzing ourselves and hopefully we dont come across that way because we dont want to be that way. I mean if it wasnt for TNI, I wouldnt be where I am. Im not a self-made person, it was a group effort. If it wasnt for John who researched the noni and Steve who flavored it, Kerry and his brother Kim who had enough faith in John and Steve to start the company - and if it wasnt for Kelly Olsen who called me up, and if it wasnt for me having this opportunity and then calling the people that I knew and passing this onto them, then we wouldn't be where we are now. I went to Egypt many times as a photographer. One of my trips to Egypt was to go the Valley of the Kings and photograph the hieroglyphics on one of the tombs way down under the ground. I had my strobe, you know that flashes, so we could photograph, because it zigzagged many times to the
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bottom and is in pure darkness. I wanted to take my flash in there, and my guide says, No, you cant take the flash in there. I said, Well how are we going to shoot pictures? He said, Were going to do it the way the ancient Egyptians did. He says, we take a mirror - then they would have used copper or brass but today, we use a mirror. The guy at the top holds the mirror and reflects it to the first turn, another guy holds a mirror and reflects it to the second, who does it to the third, who does it to the fourth, who does it to the fifth, who does it to the sixth, and spreads the light over the whole cavern, and whatever I wanted to shoot. I went down there and it was as bright as noonday. I mean it was unbelievable how much that light reflected all the way down to the bottom. Now I thought, well what if that guy on the third level lays his mirror down, Id be in total darkness. The guy at the top doesnt even see the guy at the bottom, neither does he see the guy on the third or fourth level, but every one of those is important in reflecting that light down to the bottom. Well, I got my photographs. I was looking at some of those pictures a couple of years back and this thought came to me. Thats the way this business is, because I told somebody who told somebody who told somebody, and were reflecting that light down all the way to the newest distributor. What we are looking for in this business is Reflectors of the Light. People who want to share goodness with the rest of the world.

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CHAPTER 2

Noni Millionaires Vs The Average IPC

You know its funny, when someone gets married they worry that they can only invite 200 people to their wedding. But when they start an Access Marketing business they talk to 5 people and they dont know anyone anymore. - Ken Rolfsness

Before we look at some of the differences between IPCs in general and noni millionaires let's look at some of the major challenges IPCs reported.

The Average IPCs Biggest Challenge Prospecting Upline support Retention problem Price of juice Replicating their system Time management Leadership 50.51% 12.37% 11.34% 10.31% 7.22% 6.19% 2.06%

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As you can see from the table above, the biggest challenge by far is 'prospecting.' At 50.51% it outweighed its nearest competitor 'upline support,' which was only 12.37%. Retention was the 3rd biggest challenge for IPCs. What about the noni millionaires? What were their biggest challenges? From the table below, you will see that their biggest challenge wasn't prospecting, nor was it upline support, and it wasn't retention. In fact, not one of them listed those 3 points as a challenge.
Biggest challenge Replicating their system Time management Price of juice

50% 33% 17%

Conversely, noni millionaires reported that on average they interest 63% of the people they prospected. This means if there are 10 people in a room and they talk to all 10, more than 6 of them will be interested in learning more about starting a noni business. Out of the 63% they are able to convert 21% into joining their actual organization. 50% of noni Millionaires on average said their biggest challenge was getting people to replicate their system. As it would seem, prospecting hasn't really been a major problem for them. For this reason, one of the largest chapters in this book focuses on effective prospecting. Retention, the 3rd biggest challenge for our IPCs didn't even get a vote from our noni millionaires. Again,
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the challenges are completely different. Is this what made our millionaires, millionaires? They have learned how to overcome the biggest problems. What about upline support? Most IPCs felt this was their second biggest challenge. When we surveyed the millionaires, 45.45% said they had low support from their upline, but not one of them listed this as a major problem. In fact, they said it wasn't a problem at all. They almost didn't even give it a thought. So what kind of support do the IPCs wish their upline had helped them with? The answer is in the table below:
The Average IPC Wishes Their Sponsor had Told Them How to Prospect About Business strategies About a Duplicable system How to overcome Price of juice Objection How much Commitment is needed 43.75% 31.25% 16.67% 4.17% 4.16%

Once again prospecting leads the pack. And for good reason, most consider prospecting the life blood of their business. But there are other factors that have a huge impact on your organization such as retention.

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The Average IPC would ask a Noni Millionaire How to prospect Demonstrate how to get started Their business strategies How do I get others to duplicate me What drives you System used 39.13% 24.64% 15.94% 7.25% 7.24% 5.80%

And for a 3rd time prospecting took the lead, when we asked IPCs what they would ask a noni millionaire. noni millionaires not only tend to be different in their skills, they're also different in how they view challenges. We'll look at how you can start to change your patterns in the following chapter.
OBSERVATION Working from Home Challenges Difficulties working from home depended very much on individual circumstances. While some had no problems working at home, others found it necessary to have a separate office. Bert Jensen has a strict rule - "no one is allowed to enter when you are working." Others, such as Sheron Hoot had no choice. She said, "All I had was the passion in my heart and the conviction of my personal testimony." She began her business in a tiny apartment on the corner of her kitchen table. Because of years of illness Sheron had not been prepared for business and it was very stressful. She had no car, no three way calling on her phone, no computer, no fax, no literature, no cash , no credit cards.

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CASE STUDY John & Laurie Bentley

1. Can you tell us a little about your background? I started working in my Dads retail store in Las Vegas Nevada at age 10. I also had three newspaper routes. As a kid I worked seven days a week and never took off summers. I graduated from Las Vegas High School in 1955. I enrolled in a Jr. college. I started working full time at Van de Kamps restaurant in Pasadena California as a fry cook. 2. Had you any experience in network marketing prior to becoming a distributor with TNI? I joined up with a company called Nutrilite in 1955. I was amazed that I could hire people and not pay them and yet I got paid for items they sold! What a fabulous concept! It was a great learning experience. I learned that you had to figure out how people thought. 3. Did you work with any of your old downlines from other networking businesses, or from business associates to build your downline in TNI? Yes. I made many phone calls to find out who was interested in joining me in TNI. I had been in many, many MLM companies previously. Forty five of them to be exact!

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4. Why did you choose TNI? I listened to my sponsors Floyd and Ann Holdman telling me about this new company called Morinda. Floyd had me talk to one of the owners, Kelly Olsen. The opportunity sounded great. Floyd offered me an airline ticket to Salt Lake to check it out. I was attracted to the product and the plan. 5. Did you work alone or with your spouse or family member when you began the business? I work with my beautiful wife Laurie and later our daughter Julie joined us. 6. What problems did you encounter working from home? I overwhelmed the phone, the fax and the UPS drivers. I moved into a 1000 sq ft. warehouse and office complex. I eventually surrounded myself with a fantastic staff of people, which gave me more time to build the business. 7. As you built the business, did you promote the business or the products, or did you promote one or the other to suit the prospect? I did both. Some wanted to try the product first. Others wanted to make income right away. We swamped the companys phone system. Floyd was helping me turn orders in.

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8. What were the first things you did to commence your business? I worked on a list of over 100 people. meetings in hotels right away. I held

9. Who did you approach first family and friends, or strangers? I put in both family and friends. A few were nonnetworkers. The business took off like a rocket. All approaches were good. The juice had people re-ordering like crazy. 10. What qualities do you look for in a new distributor? I interview people as if I was hiring them for a top level position in a huge company. I find out their background, if they need more money and if they have any health challenges. I identify the builders and help them identify others. I do not wait for anything!!! 11. How long were you a distributor before you went full time or replaced your income? I was full time from day one. I put in long days and nights, 7 days a week. I was a noni machine! I did a lot of 3 way calls. 12. When you commenced your business, where did you focus most of your time, in finding new people or working with those you had?
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I did both. I was on the phone building downlines along with sponsoring new people. Our hotel meetings jumped up to over 125 people. 13. How much time did you spend learning about the business before you began contacting prospects? In networking you learn as you go. I was contacting people when I got back from Orem Utah. For new folks wanting to get into the business now Learn, Get the Burn and Earn! 14. What percentage of time did you spend learning, prospecting and teaching? I learned the plan early on. We just had one product so most of our time was spent on phone calls, moving the noni and teaching the new distributors how to do it. 15. Taking what you know now, what would you change if you were to start over? Absolutely nothing. noni was hot then and it is hotter now! 16. What kind of input did your upline have in your business building? A lot. In the beginning Floyd flew down to California and helped me with meetings. Since he lives in Utah he helped me put in orders and get the product
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out to our customers and distributors. 17. What was your biggest challenge when you were building the business? What is your biggest challenge now? People poured into the business in the beginning. They treated the Case Autoship as an expense instead of an asset. The ones that hung in there made a lot of money. The value of case auto must still be taught. 18. There are people who have been in the business for some time, and feel they don't know how to move forward. They feel they need more training. What do you recommend they do? Many people treat this industry as a part time hobby. The main focus must be on training. Many dont take that time to learn. Everyday life cancels out many great people. TV shows, the news are more important than pursuing the business. Working the 9 to 5 job gives people the warm fuzzies and a sense of false security. Why are so many people broke at age 65? Simple! Being broke takes very few plans. Being rich takes planning. 19. What advice and training do you believe a new distributor needs? A lot. Most young people put in four to six years in college to learn a trade. People come into networking and want instant income or they quit! They say, Well I
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tried it for several months and nothing happened. 20. What do you believe are the main challenges distributors face and what solutions do you have for them? People need to start and pick out people in their upline who are doing well and get close to them. Do this either by phone or computer. Success breeds success. Wealth for new people is just around the corner. Some people cant identify the corner! 21. What action do you require your new distributors to take? Massive! Get on the phone and learn learn learn. Spend time putting your team together. Select good people. Lazy people are hard to pry out of their chair. Put time in everyday to learn and build. 22. How do you find prospects? New prospects are EVERYWHERE. They work with you. They are in shopping centers and malls. They own their own businesses. They travel. They are your neighbors, your close friends, they are strangers standing in line at the movie theater behind or in front of you. They all need TIME freedom and more income. Strike up a conversation and talk to them. 23. Do you ever purchase leads and if yes how successful is this method?

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I have bought leads and worked them from time to time. Leads are tough. Its not the best way to find quality people. Its not wise for the new distributor who doesnt know the business well and could be blown away by verbal abuse over the phone. You have to have fantastic people skills and know how to handle objections! 24. Have you ever run advertising campaigns? If yes what medium did you use and what was the response? I have run ads in the local papers. Its no longer an easy way to find great people. Most people are looking for a salary income. You are offering a commission based income. You receive a lot of Nos and very few say yes. 25. How did you pique people's interest and how do you do it now? In the beginning we asked, What do you know about noni juice? Now I look for people who would like to build a second income. It starts out as a part time, money building source. 26. How do you call them to action and follow through until they become distributors? Find out the amount of time they can put in and then get them to commit to the TNI training program. Fast Start camp, Coral camp, etc. New distributors need
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a lot of help and attention and recognition. TNI provides that! 27. How do you overcome objections? By listening, smiling and saying their name and giving them a reasonable answer. New people dont care how many objections they give you until they know how much you care to help them. 28. I want you to be very frank. What is the biggest mistake or mistakes you see distributors repeatedly making? Not spending enough time building the business. Treating it like it has no value. They will let days, weeks, months go by without working the business. They treat it like a $35.00 investment. They dont see the value. If they had laid out $350,000.00 to become a distributor they would probably work it as such. 29. What do you do that average distributors dont do? STAY BUSY. STAY FOCUSED. Six, sometimes seven days a week I go go go. The payoff is HUGE, so doing something everyday makes sense. You dont become a great golfer hitting the ball once a month. 30. What is a reasonable time for a distributor to be in training? Forever! You never stop learning so you are always
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in training. I spend a lot of phone time with my team learning new ways to build and grow. Someone always will come up with a new idea. It gives me the opportunity to praise my wonderful group. 31. What are the most important things a new business owner needs to learn and what skill sets should they develop? People skills. You are in business for yourself, but NOT by yourself. The key to wealth is to surround yourself with quality people. The team you build duplicates. You set the pattern that others copy. 32. Would you agree that even people in Network Marketing do not really understand their business and how would you describe Network Marketing? People are sharp today. The same learning skills that put you into real estate, puts you into networking. The big difference is that one sale of property gives you only one check. Networking allows you to put together a team of thousands who buy and the checks flow daily, weekly and monthly. It's like having a money pipeline into your home with no shut off valve! 33. Is it the people who tend to promote the product or the business, or both that seem to succeed the most? Great products push the business, but it is the individuals who have the vision to see themselves doing well. TNI seems to attract great people. I know its the
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plan. When you are paid the most for your time, why waste time doing other things? Everyone has 24 hours a day. Why not benefit the most with the best amount of income? 34. What changes in lifestyle have you had on your way to success? Many, many changes. Everyone wants to do well but with TNI success comes at a fast pace. The trick here is to remain humble and thankful. Laurie and I are living debt free. My passion as a hobby is antiques and toy trains. We now own 8 antique stores in the city of Orange and I get to be around all the things I love on a daily basis. 35. How has success changed your view of life and how you see yourself? My dad instilled in me early on that to be successful in business, one has to remain a servant to others. Our products and this company have allowed me to do just that to help others. I stay on the phone to encourage others. Our group is in 44 countries. What a joy it is for me to see and hear so many people doing well. For years I worked for others, but a paycheck pins you down. Now thanks to the 5 partners and TNI we have financial freedom, which really is time freedom. This company has let so many people prove their greatness, not only to their team but to their families.

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CHAPTER 3

The Single Biggest Mistake IPCs Make

The myth still persists that you have to get into an MLM company early to be successful. What is of greater importance is how early you get into your own business. Janice Ayre

The greatest success comes from taking the business seriously from day one. Spending long hours to have effective results, noni millionaires either did the business full time from day one or had replaced their current jobs within a few months through massive action in the early days of their business. They realized the importance of learning the business, but realized much was learned by doing. We asked the millionaires to identify what they see most IPCs doing wrong. We asked them to be frank, to not hold back. Our millionaires came back with a number of mistakes, but the one that stood out the most, the single biggest mistake was:

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They [IPCs]waste time during prospecting trying to convince people to join their organization. And they don't talk to enough people. We then asked the millionaires how they avoid making this same mistake: Solution... Seek those who are motivated to change their life, rather than trying to convince people they need to change. Spend time with people who truly want the juice, and who truly want to build a business. Build associations with these people. Networking with these people will lead to endless prospects. Simple? Maybe. Easy? Not always. It takes a conscious awareness to remind yourself to seek the right people, like-minded people. It takes effort to network, recognize and build associations with like-minded people. It takes effort to ask these associates for referrals. But that wasn't the only problem that was identified. The millionaires also identify the following mistakes as big problems. They also gave us the solutions they personally use to overcome them.
Common IPC Mistakes and Millionaire Solutions

IPCs... Often give up too soon because they let negatives discourage them, causing self-doubt. Solution:
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Sometimes when you're discouraged it takes more than positive thinking. After all, if positive thinking worked all the time, you would never be discouraged. Unfortunately that's just reality. You will get discouraged. Positive thinking has its place, but what do you do when you are struggling to change your discouragement? You work! You go and do it anyway. You push through it. A little known fact is, action can create desire. Often times leaders will do things, others (including themselves) don't want to do but they do it anyway. IPCs... Treat their business as if it has no value. They see their investment as the cost of the kit instead of investment of time and effort. Solution: John Bentley says IPCs don't spend enough time building the business... Treating it like it has no value. They will let days, weeks, months go by without working the business. They treat it like a $35.00 investment. They dont see the value. If they had laid out $350,000.00 to become a distributor they would probably work it as such. IPCs... Lack confidence to reach out to others because of a fear of rejection. Solution: Ask yourself what is the worst thing that can happen to you. Consider also that when someone
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says no it is not a rejection of you, but a rejection of the opportunity. IPCs... Spend too much time trying to make a distributor who is not serious perform as they want them to. Solution: Realize that time is the most valuable asset we have and spend it profitably. IPCs... Waste time during prospecting trying to convince people. Solution: Seek those who are motivated to change their life. IPCs... Fail to follow up and so lose many opportunities. Solution: Create a follow-up system. Track your prospects and follow up with them routinely. Some IPCs... Are not willing to work to make it happen. They have a 'win the lotto' mentality. Solution: Realize it is your business, no one else's. The Company is the wholesaler. People above and below you in your organization are your associates.
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Realize there is no such thing as reward without effort. Effort develops leadership qualities and once you know where you are going people will follow. IPCs... Feel discouraged when mistakes are made or the world seems against them, so they give up. Solution: If you want to photograph a rainbow you have to sit thought the thunder storm. Floyd Holdman You must move past failures by having a definite vision of where you want to be and a sure conviction that the prize (and you) are worth it.

OBSERVATION: Would a Millionaire do anything different if starting from scratch? Asked if they would change anything if they started over, some millionaires said they would do the same thing. Others felt they could achieve their present state in half the time. Some felt that they would spend time only with those who would take action and be responsible.

If you haven't previous experience in business then there's a lot to learn, but that hasn't stopped the millionaires. The persisting belief among them, is that you need to start immediately and learn on the job. This is one business that can be well adapted to this way of learning because there are many training aids and team support. The simple truth is, you don't have to know
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everything. The most important thing to know is that you can surround yourself with people who have the knowledge and skills you don't have. These people can be found in both your upline and your downline. Rather than focus on becoming a self-made millionaire, our noni millionaires seem to focus on becoming team-made millionaires. Use the talents of those around you. Many more doors will open up by using this uncomplicated model.

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CASE STUDY Alex & Doralee Brewer

1. Can you tell us a little bit about yourself and your background? As a career USAF Officer, I was success orientated and experienced in training and working with others. I have always been a goal setter and saw TNI as a challenge. 2. Had you any experience in MLM prior to becoming a distributor with TNI? After retiring from the USAF, I was a full time networker for over 26 years. When I joined TNI I had achieved success in other MLM businesses, but this is the first one that has so much to offer. 3. Did you bring a downline from another other MLM business, or from business associates to build your downline in TNI? No. 4. Why did you choose TNI? Were you attracted more by the product or the business? After initially turning down the opportunity, we tried the product and then investigated the company and founders. We liked what was presented to us, so joined with the idea of building a successful business.

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5. Did you work alone or with your spouse or family member when you began the business? I worked alone. 6. What problems did you encounter working from home? None. 7. As you built the business did you promote the business or the products or did you promote one or the other to suit the prospect? I sold two things. First I sold the prospect on the idea the product was good and then I sold them on the idea that they could make money promoting the business. 8. What were the first things you did to commence your business? Studied the plan and ordered support literature. 9. Who did you approach first - family and friends, or strangers? Which approach was more successful? Approached friends and acquaintances. Had about equal success with both friends and acquaintances. 10. What qualities do you look for in a new distributor? Do you identify business builders or do you wait for them to prove themselves?
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I look for people who have a "success" attitude. If they have the right attitude, I can show them how to succeed. 11. How long were you a distributor before you went full time or replaced your income? I went full time first day, as I was committed to making the business a success. 12. When you commenced your business where did you focus most of your time, in finding new people or working with those you had? I focused on getting people in the business and working with those who had the right attitude plus commitment. 13. How much time did you spend learning about the business before you began contacting prospects? What would you advise a new distributor to do in this regard? The business is so simple. It does not require a lot of knowledge to tell others about noni and encourage them to try it. 14. What percentage of time did you spend learning, prospecting and teaching? I am still learning as the business is continually changing. I think prospecting is where to spend the most time. The leaders will take little time, it's the others who
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take away your time. 15. Taking what you know now what would you change if you were to start over? I would do the same things I did 10 years ago. 16. What kind of input did your upline have in your business building? My upline and I worked together from day one and continue to do so. It is a team effort and we work as a team. My upline has published training CDs. This is a great program with guidelines to follow for the newcomer as well as others who are in the process of building. We call this system, Wave 2. 17. What was your biggest challenge when you were building the business? What is your biggest challenge now? Younger people seem to not be too interested in what I have to offer. At 79, it's an age challenge I deal with! 18. There are people who have been in the business for some time, and feel they don't know how to move forward. They feel they need more training. What do you recommend they do? When I was instructing in the USAF, teaching others how to fly a Mach2 airplane, training was a high priority because what you didn't know about the airplane would
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kill you. This business is so simple and I feel that many people use lack of training as an excuse for not getting out there and prospecting people. 19. What advice and training do you believe a new distributor needs? They need to start with a prospect list and have enough courage to get their upline on a three way call with their prospect. If they do this, they will learn by doing. Learning in a classroom environment is great, and gives newcomers the feeling they are building their business. I would rather they spend that time talking to prospects and learning by doing. 20. What do you believe are the main challenges distributors face? The main challenge I have with new distributors is getting them to think bigger as well as setting a reasonable goal. We already have "the wheel" so reinventing the wheel wastes their time and mine. 21. What action do you require your new distributors to take? Listen to the Wave 2 CDs as well as get involved with our weekly conference calls. We have the track to run on.. they just need to get involved and make things happen. 22. How do you find prospects?

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Within 5 months after joining TNI, I had talked to everyone I knew. So talking to strangers, wherever I am, is the way to go. 23. Have you ever purchase leads and if yes how successful is this method? I have purchased leads to support a successful mailing system that I use. 24. Have you ever run advertising campaigns? If yes what medium did you use and what was the response? I mail letters to prospects that are from various lead sources. I do not recommend this system to newcomers as it is very expensive and you must be able to deal with negatives and flaky people. 25. How did you pique people's interest and how do you do it now? I evaluate the prospect as best I can and then make a product or opportunity approach, depending on the prospect's comments and needs. 26. How do you call them to action and follow through until they become distributors? I give the prospects literature and tell them about the product and company. Then I tell them "If you are serious about your health or want more income, you will need to call me." I also give them the times and phone
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numbers of our Conference calls. So if they are serious, they call me, otherwise I am moving on without them. I am very comfortable doing this as there are so many prospects out there, I am moving on looking for those who are "serious." 27. How do you overcome objections? I usually don't. It is easier to find someone who is looking for opportunity than it is to deal with excuses for not getting involved. 28. I want you to be very frank. What is the biggest mistake or mistakes you see distributors repeatedly making? Time is the most valuable asset we have. The biggest mistake I see distributors make is trying to make a distributor who is not serious perform like they want them to. 29. What do you do that average distributors don't do? I talk to a lot of people, so I get a lot of NOs. I then move right on to the next prospect. The average distributor lets the "NOs" affect their own performance, so this business is not for everyone. Someone else's lack of vision or ambition is their problem not mine, so if they say no, I just move on without them. The ones who say yes are the ones that count, so why waste time trying to convince a No?

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30. What is a reasonable time for a distributor to be "in training?" I am still learning, as the business is not a fixed thing.. it is growing and expanding all the time, so we need to continually learn and grow with it. 31. What are the most important things a new business owner needs to learn and what skill sets should they develop? Learn people skills and help those in your organization learn how to deal with others. 32. Would you agree that even people in Network Marketing do not really understand their business and how would you describe Network Marketing? Many people in Network Marking do not really understand the concept of being successful by helping those you bring into the business, achieve their goals. 33. Is it the people who tend to promote the product or the business, or both that seem to succeed the most? Almost everyone will want to make sure the product works before building a business. There are a few who realize that TNI and noni have to work as advertised. So now that we have a track record of success, there are networkers who will be joining based on the fact that TNI is a winner.

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34. What changes in lifestyle have you had on your way to success? I was already a successful person and had a very comfortable lifestyle before TNI. 35. How has success changed your view of life and how you see yourself? Thanks to TNI, I have a larger estate to leave to my children. 36. How has success changed how you live and why do you believe it is good to be financially independent? I don't feel that I have made any significant changes. I do feel very rewarded for my part in helping others achieve their goals. Because of the volume being generated, the distributors in my dowline earn over US$40,000.00 daily in commissions and bonuses, so I am proud to say that I played a part in this. 37. Are there any other comments or observations you would like to make? As a Double Diamond Black Pearl, my next goal is to achieve Triple Diamond and then on to the top. This is a lot better deal than working at Wal-Mart. I would think that if a 79 year old veteran of WW2, Korea and Vietnam can do this, you can too.

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CHAPTER 4

Art in Prospecting
I interview people as if I was hiring them for a top level position in a huge company. I find out their background, if they need more money and if they have any health challenges. I identify the builders and help them identify others. I do not wait for anything! - John Bentley

Without controversy, the biggest challenge and also the most sort after answer is how to prospect. 50.52% of all surveyed IPCs said that effective prospecting was their biggest challenge. 39.13% said that would be the single most important skill they would like to learn from a noni millionaire. 43.75% of all IPCs surveyed wished their sponsor had trained them more on effective prospecting. Well, we asked that question for you and will detail the strategies used by the millionaires in the pages that follow. The art of effectively generating new leads, sorting, following-up and converting, is a major keystone of the business.
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The only way to get above average results is by being above average

How do you get above average results? We found that 67% of noni millionaires had some kind of network marketing experience prior to joining TNI. Does this mean you're stuck at being average if you don't have prior experience? Not at all. This prior experience taught them skills, it helped to make them above average. Remember only 33% brought a part of their former organization with them. But they all brought their skills with them. You can learn these skills. You can learn them right now. There's a misunderstanding between the terms 'simple' and 'easy.' The concept is simple but it is not easy until you have developed the skills to make it so. Don't call a few people and when you have no success, give up saying it doesn't work. We've heard successful business builders state that you need to talk to 300 to 400 people before you develop the skill sets needed to make the difference between failure and success. Once you have approached that many people, you will have gained the confidence and a rhythm to your approach, that will give prospects the confidence to know they are speaking with someone who knows what they're doing. But before you run out and try to talk to that many people, you can improve your skills instantly, by understanding some key techniques. Just what are the skill sets you need to develop? We pin pointed three main skill sets you need: 1. Communication.
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2. An understanding of the profile of your future business associates. 3. The knowledge of the most important aspects of your business. Communication: One of the most important skills you will need to become a master prospector is communication. Communication is an art and that is why you have to practice it to master it. It is more important to know your prospect than to know your product or business. An IPC needs to build a genuine relationship. It takes time to build a relationship of trust. But when you do, a prospect will see you as a credible person. If they feel that you can help them with a problem, then they are more likely to follow you, in business and in life. How long this process takes depends on your nature and the nature of the prospect. There are no statistics to memorize, only principles to follow. A skilled communicator uses four keys to gain the results he wants. (a) Asks questions. A skilled communicator knows how and what questions to ask. He knows the purpose of questions is to open doors, allowing his prospect an opportunity to voice his fears and desires. He knows then that asking will make up the much smaller percentage of his communication. (b) Listens. A greater percentage of time will be spent in listening to the prospect. Many people in many social situations worry more about not knowing what to say rather than developing the skill of listening. The skill of listening involves learning to listen below the surface,
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to understand that what is being said may not be what is intended. Why is a person speaking to you? Is it because they're too polite to tell you to go away? Why might a person agree with you? Is it because they think that you will go away if they do? Why is a person rude or impatient with you? Is it because they're fearful? Telling you that they haven't the time or that they are not interested can either be an indication that they want you to go away or that they are fearful of change. Listening to how something is said and the context in which words are uttered will give you greater understanding of the true meanings of others' responses. (c) An exit strategy. Have you ever avoided a person, a perfectly nice person, because you feel cornered when you're in conversation with them? Do you know why that is? It's because they give you no comfortable exit. So you need to let your prospect know right away that there's a comfortable exit for them. This is done by showing respect for the time they're giving to you and offering them the opportunity to withdraw gracefully. For example, don't ever be like the persistent telemarketer that can only be dismissed by hanging up the phone. (d) Collects and processes information. As the communicator converses with the prospect he will be gaining knowledge of that person and he can use that to frame pertinent questions and offer valuable solutions. Learn these communication skills and you'll be able to say less to more people. Your time will be used more effectively. Your Business Associates: Who you choose as your business associates will determine both your success and theirs. Decide first what your values are and
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the type of person you will enjoy working with. Having a definite picture in your mind of the qualities you want will achieve three important things: 1. You will not waste your time with someone unsuited as your business associate. 2. You will come across as a leader and people respond to leaders. 3. You will not appear desperate for their acceptance so you take the pressure off them, giving them an opportunity to listen objectively to you. Important Aspects of Your Business: Knowing the important aspects of your business is more critical than memorizing all the products, company information or the complexities of the compensation plan. There are plenty of materials produced by the company and others which you can use when actually giving a presentation. When you are prospecting, you are qualifying people to join you in your business. Knowing the important aspects of your business is knowing what is of value to you and what can be of value to your prospect. They will not be interested if you cannot show them quickly why it is an advantage for them to consider your offer. Skilled marketers have learned the art of finding 'hot buttons' (what gets a person interested), for whatever product or service they are marketing. Network marketing does not differ in this respect to any other forms of marketing. Therefore much can be learned by studying from the experts. Be willing to develop these skills and seek people who have the same determination and mind-set.

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Do noni millionaires lead their prospecting activity with the juice or with the business?

Although this topic has been up for much debate, we found that 58% of millionaires interviewed, lead with both the juice and the business. An opportunity that is unique in itself.
Business Focus Both Product Business 58% 25% 17%

Even though MLM/Network Marketing as a marketing model has been around for over 50 years and is one of the fastest growing methods for moving products, it is still greatly misunderstood even by many of the millions already involved in it. The question of whether to lead with product or business is not as important as knowing who to target as prospects. You will see from reading the stories of the millionaires, that even if they lead with product or business, both factors are an important part of their methods. Bert Jensen had experience in Network Marketing and owned his own successful business before joining TNI. He understands the business mind-set so these are the people he targets. The interesting element to his story, is that he chose the company based on the fact that it offered such a unique and effective product. He knew that business people would see the value in the product, from a revenue point of view. We did however, observe that success came to those
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who modified their lead approach to suit the person to whom they were talking. But ultimately the combination of the two seemed to provide the greatest percentage of success.
Where to find the most responsive prospects

We noticed that most of our noni millionaires, 98% of them to be exact, have the greatest success by contacting (or making new associates), and by piquing people's interest, whom they come into daily contact with. Ken Rolfsness noted this observation when asked about prospecting: You know its funny, when someone gets married they worry that they can only invite 200 people to their wedding. But when they start an Access Marketing business they talk to 5 people and they dont know anyone anymore. According to Readers Digest, the average 21 year old can recall the names of over 500 people. So why do people have such difficulty in making a list of 50 to 100 names? There are two reasons. First, its human nature to feel like you have to have a crystal ball to see if everyone you write on your list will be a diamond. Second, if you have yet to develop your confidence youll have the tendency to feel that people will think less of you. If youve yet to realize the incredible gift you give when you offer your business to a prospect, you automatically put yourself in a place of weaknesswhere you feel like youre talking a person into something that is not in their best interest. You need to see past this, and realize what you can bring into another person's life. We asked each noni millionaire to break down their
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own personal prospecting methods. We aren't going to teach you each one, because they all vary. What we are going to show you are, the key elements that seem to make them a successful system. Knowing the key elements will allow you either use theirs or create your own. Each millionaire was asked to provide details on the following:

How they find new people How they pique a person's interest How they sort/qualify people How they follow-up How they bring them into the business (close)

The most effective method of finding new people

Out of a list of seven major methods for contacting new prospects, two methods stood out far above the others. They included:

Contacting associates Contacting people on the spot

Leads source (most effective)

Associates On the spot Referrals Advertised Family/friends

52.78% 27.78% 8.33% 5.56% 5.55%

While 'On the spot' prospecting is approaching

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people wherever you happen to be, it can be in many different localities. Some millionaires chose shopping centers, while some used business and other functions to make their initial approach. The 'On the spot' prospecting is done either by deliberate design, that is, placing yourself in a likely position to meet new people, or taking advantage of situations in which you find yourself.

Leads source (most effective)

Associates On the spot Referrals Advertised Family/friends

Associates have ranked highest in the table above and these numbers have been taken from several sources: 1. Established associations: Those who have made a connection in passing but are not well
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known, such as contacts from business cards: 2. New associations: Those originating from business functions or online activity. Does this mean the other methods don't work? No, not at all. But if you want to follow the path of least resistance, then I would rely on the past (and current) success for the overwhelming majority. For example: Like many average and struggling IPCs, most noni millionaires also found it difficult to convince family and close friends. We also found that our millionaires learned to excel in two methods of finding new people. They didn't rely on one source. What defines an associate? An associate is anyone whom our millionaires have met at least once. Even if it was just an exchange of business cards or an introduction. The point being, they had had some form of contact or communication with the person in the past. Larry Lim started with 1500 business cards he had collected. You may want to start collecting business cards! In general, noni millionaires avoided approaching family, and if they did (even to this day) the results were not outstanding, to say the least...
How to increase your ability to interest a prospect

As we mentioned in a previous chapter - On average, our millionaires are able to influence 63% of the people they meet, into learning more about noni. And of those 63%, they are able to bring 21% into the business.

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Average Outcome of Prospecting Interested in learning more about Noni Signed up as distributors Not interested 63% 21% 16%

How does your conversion rate compare? If it doesn't measure up, you can use the strategies found

Average Outcome of Prospecting

Interested in learning more about Noni Signed up as distributors Not interested

here to improve your percentage. If you can't reach that level does it mean you are doomed to failure? No, it just means it will take you a little longer. Your conversion rate and that of people in your organization will help determine how quickly you build the business. Larry Lim makes himself available as a public speaker. He talks about the economy and related topics. This opens up the opportunity to talk about his business. Another strong conversation starter that he uses is to tell people that he has retired.
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The chart below illustrates from what angle noni millionaires approach prospects. Whether they approach them based on the juice, the business (including lifestyle) or both.
Business Focus Both Product Business 58% 25% 17%

Business Focus

Both Product Business

When asked how the millionaires approach most people, 3 common strategies became apparent: 1. They asked questions to give the prospect an opportunity to talk about themselves. They then evaluate the prospect's needs and offer
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solutions. 2. Made a statement which aroused curiosity. 3. They used a third party approach who do you know ...has a health problem...is looking to start a business? (This takes the pressure off the person you are addressing until they feel comfortable with you. It also gives you more contacts). Number 1 holds significant interest. 95% of all millionaires surveyed said they used general questions to either lead the conversation or to gain a person's interest. Floyd Holdman uses two simple statements for the curiosity approach to gain the interest of new people he comes into contact with. I teach people how to become millionaires. I show people how to get free trips to Tahiti. Bert Jensen teaches: Strangers are just friends you don't know yet. Strangers have no prejudgment about your past. Strangers don't know if you are broke or not. Ask questions to give people an opportunity to talk about themselves. Show them the benefits of joining the business. Most people can increase their prospecting conversion rate simply by asking questions.
Art in sorting prospects: Qualities to Look For When Building Your team

People you want on your team should have the a

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success mind-set. They should be teachable and have a suitable motivational orientation. noni millionaire, John Bentley is adamant when he says I interview people as if I was hiring them for a top level position in a huge company. I find out their background, if they need more money and if they have any health challenges. I identify the builders and help them identify others. I do not wait for anything! He wants like-minded people. He wants team builders. Although your unemployed brother-in-law, as Larry Lim theories, may NEED the money, he's not necessarily the best person to be in your team. You can have the best business and system in the world, but it won't work with the wrong people. Sheron Hoot goes on to confirm this - Address the prospect's needs through a simple interview process. Inspire them into a business mindset. Discover what motivates them. Show them how we can help them achieve their dreams. Focus on the values in their life and respond with word pictures (benefits they can see), that show you can help them obtain the things they want in life. Would you like to have a noni millionaire in your downline? Working with the right kind of people can make your business soar. Who are the right kind of people? We discovered that 50% of the millionaires we surveyed were previously self-employed. What does this tell you? - If you want to greatly increase your chances of signing up a noni millionaire, you may want to target the self-employed...

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Background Experience Self-employed Professional Labor Trade 50% 25% 17% 8%

That's Bert Jensen's philosophy. In our survey Bert told us: I always prefer people having a self-employed mentality. Those kind of people understand the advantage of having a passive income and know what it means to start and run a business. They know about investments, advertising, about owning and running an office, business behavior, how to dress businesslike, and how to talk business. Are you qualifying your prospects and targeting the right people? The millionaires don't plead for someone to join their team, they qualify them. Be selective...
Art in follow-up

Efficiency is one of the most important components when it comes to following up with prospects and bringing them into your business. 99% of millionaires have some system in place that allows them to accurately follow-up. Anything from a rolodex system to computers and PDAs. The method didn't make the difference, the organization as well as consistency did make a difference. 73% of millionaires identified those struggling
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in their organization either didn't have an effective follow-up plan, or weren't committed to following up a prospect. Although not everyone follows this principle, the majority agrees that the money is in the follow-up. You have to show prospects you are dependable by getting back to them when you say you will. You need to have a system in place to track your contacts. The number of follow-ups you do will depend on the interest of the prospect. You will naturally spend more time with those who have shown the strongest desire to know more.
Convincing others to join your organization

If you want to build a ship, dont drum up people together to collect wood and dont assign them tasks and work, but rather teach them to long for the sea. -Antoine de Saint-Exupery. Most, if not all of the millionaires we interviewed were great story tellers. Why does this hold such significance? Stories sell. Stories create emotion, stories motivate, stories convince - again stories sell! I can't stress this enough. If you are to learn one skill, learn how to share great stories. Use personal experiences about the business and the product. If you dont have any of your own, use your uplines (or anyone's) story, its still personal to you. We found that many of the millionaires didn't try to actually close a sale (sign someone up), they helped them long for the lifestyle, whether that was health, financial or both or in other words, they taught them to long
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for the sea. It's not what you say but how you say it. You qualify them by giving them commitments, then set time for answering questions. If prospects aren't keeping commitments, then maybe they aren't right for your organization.
OBSERVATIONS A noni Millionaire's First Business Steps The following are steps the millionaires generally took to start their business. - Used a list of over 100 people and immediately began holding meetings - Learned about the company, the marketing plan and the product - Developed a success system - Set up basic communication systems such as three way calling, fax and computer - Dedicated many hours on the phone to call many, many people - Committed to talk to a specific number of people per day in a face to face situation - Ensured that contact details such as email and phone numbers were collected - Gave information packs - Followed up to get feedback and resolve concerns if there were any.

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CASE STUDY Sheron Hoot

1. Can you tell us about your background? My parents came to Canada as new immigrants and as a family we realized the value of hard work to achieve financial security. It was that early foundational experience that left a lasting impression with me. From 1983-1997 I was on life support, bedridden with a serious illness and unable to work in any capacity. I was desperate to change my future situation and vowed to myself to do whatever it took to change my life. That gave me a single-mindedness for success. After I graduated from High School, I studied Travel & Tourism for 2 years at Community College. This was creative work, therefore I did not have to unlearn business methods. I created my own business methods based on what worked for me to build my noni business. I had never been in Network Marketing or Direct Selling before TNI, so I learned my business by making a lot of mistakes. I learned by doing what worked for me. I built my organization with regular folks who also had no prior experience in Network Marketing. I was so motivated by my results with the product that I just modeled various mentors as I met them over the years. A lot of people didnt believe in my dreams but I had to believe in myself and my dreams. They thought I was too enthusiastic about how noni juice gave me back a life I never thought I would ever experience again. I received a lot of negative feedback on building a
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business with a brand new company. I soon harnessed the attitude If it is going to be it is up to me! This attitude helped me to fulfill my new mission, purpose and vision of what my final outcome was going to be..Helping a lot of people improve the quality of their health, financial independence and leaving a legacy for my family. 2. Had you any experience in MLM prior to becoming a distributor with TNI? I had never been exposed to this type of industry before I had my result with drinking noni juice. If you have a strong belief in your product, in the Founders of your Company and a strong belief in yourself, anything is possible. I started to build the business with regular folks who had no prior experience in Network Marketing, or with those who never achieved any type of success. 3. Why did you choose TNI? Were you attracted more by the product or the business? I was attracted first by the results I received from the product, but shortly after meeting the Founders and Dr. Ralph Heinike I realized that TNI was the best vehicle to support making all of my dreams come true. The Founders were congruent with everything I envisioned in my new life. I knew this was a perfect Divine match for me and I immersed myself whole heartedly into launching and working on building my business.

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4. Did you work alone or with your spouse or family member when you began the business? I worked my business alone literally without the support of my sponsor to mentor me. 5. What problems did you encounter working from home? All I had was the passion in my heart and the conviction of my personal testimony. I was selling several cases of juice each week out of my 500 square foot apartment. Storage space was a huge issue until my customers picked up their product. Because I went from being bedridden to working full time overnight, I was not prepared for business. I allowed myself no time to get organized from the years of illness. I had no car, no computer, no fax machine, no 3 way calling on my phone, no cash and no credit limit, no literature to share with people. I borrowed various credit cards from family and friends, just to buy my products to retail. I am normally a very organized person, but I found myself working my business off a small corner of my kitchen table. This was very stressful, but my burning desire to work my business propelled me for 18 hours every day on the phone with new prospects. When people came into my home, no-one could believe that I was actually building a business out of that very small and crowded space. Remember, just a few weeks before it was only used as my bedroom during all those years of being ill. 6. As you built the business, did you promote the business or the products or did you promote one or
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the other to suit the prospect? I always promoted both at the same time. My attitude from the beginning was, that if my prospect was not interested in earning some additional income by sharing something good with folks, then I knew I would have a second chance of helping them improve the quality of their health while they continued to work their JOB. 7. What were the first things you did to commence your business? I commenced my business by setting up the basic communication tools. I got 3 way calling and call waiting installed on my phone. I bought a fax after 3 months and a computer after 8 months. I made a list of names of everyone I knew who had a circle of influence in the health and wellness industry. I photocopied any piece of literature I was able to find to share with my prospects. I really only had my own story when I started. That was my point of influence and when I shared it with conviction - I won a lot hearts. I focused on making approximately 60 new calls every day to share my story. I qualified my prospects around the business and followed up with all my customers and success team to support them. I also made a point to keep in touch with everyone I originally spoke to, knowing that over time they may see some value in what I was sharing with them. I could see potential in everyone. I just needed to learn how to interview them properly to find out what their needs were. I needed to learn communication skills. Relentless daily goal setting was the key for me.
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Procrastination was not an option. I used Stephen Coveys daily planner to keep me focused on my goals and became fanatical about achieving everything I planned for each day, before I allowed myself to go to bed. Sleep was my reward. 8. Who did you approach first - family and friends, or strangers? Which approach was more successful? I approached my family and friends first about the product and business opportunity and always asked everyone for referrals of anyone who needed the product or a new business opportunity. Friends and family turned their back on my business venture so I turned to asking for referrals and that worked very well for me. After sharing my story with enthusiasm, doors opened for me to share more information even though these folks had never met me before. My enthusiasm propelled me to talk to everyone, no matter where I met them. I asked who do you know who is sick or dying, who do you know that needs extra income, who is praying for a miracle in their life right now? Anyone who had a desire to help people was willing to offer me a few names as a referral. I approached anyone who looked dissatisfied with their current situation. I did not prejudge anyone because I knew where I came from and it changed my life forever. I could see their potential even if they couldnt. 9. What qualities do you look for in a new distributor? Do you identify business builders or do you wait for them to prove themselves?

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I look for people that are: S Success minded T Teacher type, who like to help others learn E Enthusiastic, Entrepreneur type A Ambitious M have a Millionaire Mindset Business builders prove themselves by their productivity, not by what they say they are going to do. Actions speak louder than words! Once they do that which you call them to action on, then you know you have something to work with and build on. 10. How long were you a distributor before you went full time or replaced your income? I started working full time on the 5th day after I started to drink noni juice. I had a story that the whole world needed to hear. I made sharing my story a moral obligation with everyone and it didnt matter where I met them. I could have been in a restroom somewhere, but they needed to hear my story. 11. When you commenced your business where did you focus most of your time, in finding new people or working with those you had? Because I started my business at ground zero, I had to find all new people. I focused on their development through group trainings to become successful leaders. Sponsoring a lot of new folks was the initial goal to see who would actually desire to build a serious business with me.
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12. How much time did you spend learning about the business before you began contacting prospects? What would you advise a new distributor to do in this regard? I spent no time learning about the business initially. I was ignorance on FIRE! My passion attracted the kinds of people who wanted what I had.health and working on my freedom to create a legacy. For new distributors I advise them to share their story, or share my story if they dont have their own just yet. The goal is to get a lot of folks evaluating the product in a short period of time. Tell your story in a group setting so the synergy and energy created is perpetuated and you can build on that group momentum. There is always one person who is very enthusiastic because of their story and that feeling is contagious. Stories inspire and encourage more to see the vision of building a business. Together everyone achieves more. 13. What percentage of time did you spend learning, prospecting and teaching? 5% learning over the past 9 years 75% prospecting 20% teaching 14. Taking what you know now, what would you change if you were to start over?

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Spend time only with positive people who are taking action and responsibility for their life and business. 15. What kind of input did your upline have in your business building? My upline John Bentley gave me good ideas and has coached and encouraged me over the past 9 years even though I am on his 14th level! He taught me how to prospect and interview people, do 3 way calls and follow-up effectively. Thanks John for your great coaching! All those hours paid off! Look at me now, I am alongside all the other greats in this business! 16. What was your biggest challenge when you were building the business? What is your biggest challenge now? Not knowing how to handle and deal with all the negativity and objections from distributors and prospects. My biggest challenge now is to find balance in my life as my greatest passion is still my business. 17. There are people who have been in the business for some time, and feel they don't know how to move forward. They feel they need more training. What do you recommend they do? TNI has a great training program for everyone. Find a mentor and a coach to model what they do. Feel the fear and do it anyway! Group training sessions are vitally important. Everyone has a different learning style and
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TNI has a training suitable for them. They need to be guided to where all their training resources can be found and let them choose what works best for them. Then take all out massive action and dont let anything stop them. You have to be fanatical about your business everyday of the week. 18. What advice and training do you believe a new distributor needs? A few short scripts on how to pique a prospect's interest either over the phone or in person. How to handle certain objections, how to do a home presentation or Tea Party and how our Compensation Plan works. Learn to always speak with a smile on your face and say the persons name several times throughout your conversation. Allow them to share what their needs and desires are and then relate to them on that level. People want to know you care about them not about how much you know. Let them share things about themselves and you listen. Dont share too much information at one time. Let them ask you more questions. 19. What do you believe are the main challenges distributors face and what solutions do you have for them? The main challenges distributors face are that they do not spend enough focused time on their business. Because they have invested so little money to start their home based business, many folks treat it like a hobby instead of a serious business venture. They do not spend
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enough time formulating their goals and working with an action plan being accountable to their upline. If you treat your business casually you will become a casualty of this business concept. 20. What action do you require your new distributors to take? Create a dynamic list of names and have a focused starting point. Gain interest in the business opportunity through pre-recorded hotlines or through the TNI website Business Opportunity presentation. Invite them to evaluate all the products so they will have a powerful story to share. Set up a meeting with prospects and learn to think like a millionaire. Make a dream board with everything they want to have in their life. Set time sensitive goals daily, weekly and monthly. Commit these goals to your upline so they can support you in staying on track. Learn how to hold a home presentation or Tea Party. Teach what you learn to your new distributors. Find out the person's needs. It doesnt matter what we have to offer them if we are not meeting that person's needs. 21. How do you find prospects? Prospects are everywhere I go, within 3 feet of me. Become friendly with everyone. Tell them your home office is in Tahiti, that gets a conversation rolling. They need to know I can offer them HOPE! 22. Do you ever purchase leads and if yes how successful is this method?
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No. 23. Have you ever run advertising campaigns? No. 24. How did you pique people's interest and how do you do it now? Sharing my personal and business success story with enthusiasm and a sense of urgency always works for me. I still ask simple questions and get them to share things about themselves and their situation. 25. How do you call them to action and follow through until they become distributors? Addressing their needs through a simple interview process. Inspire them into a business mindset. Discover what motivates them. What is their hot button in life? Show them how we can help them achieve their dreams. 26. How do you overcome objections? Ask a lot of questions about their concerns. Often objections are not realistic. We can show them how to have their needs met and find what's in it for them. Focus on what they want and need then always smile, say their name and answer with positive feedback. 27. I want you to be very frank. What is the biggest mistake or mistakes you see distributors repeatedly
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making? Many distributors spend too much time convincing people instead of sorting through the numbers until they find someone who is truly self motivated to change their lifestyle. Other distributors wait for someone else to build a business for them instead of putting both feet into their own business. Some spend too much time looking at our opportunity when it has already proven itself as a company, producing hundreds of millionaires already. They couldnt find a millionaire at their job with binoculars! 28. What do you do that average distributors don't do? I keep in touch with prospects and follow up with those that I see potential in over the years. Timing is everything with people. I have made many sacrifices for my distributors and my business. When I started my business, I created a Dream board to help me stay focused on achieving everything I wanted in my life. I had the courage to travel through unknown territory even when it was very uncomfortable for me. I am sold on and fanatical about helping others and living my dream life. Living outside of my comfort zone has become a lifestyle for me. If I am not uncomfortable then I am not growing to become a better person. I am not looking for juice testers. I stay focused on looking for people with a mindset of success and wanting to take charge of their life.

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29. What is a reasonable time for a distributor to be "in training"? 3 months working closely with their distributor will give them the confidence they need to train others. Ongoing training is valuable as new insights develop over the years. 30. What are the most important things a new business owner needs to learn and what skill sets should they develop? The most important thing a business owner needs to learn is how to communicate effectively with people, especially learning to listen more than speak. They should learn how to mentor and support their team. What tax benefits they have with their home based business. How to manage and work effectively in the time they have set aside to build their business. Stay focused on what makes them money. Learn how to set smart goals with all their senses. Act and speak as though they have already achieved their goals. 31. Would you agree that even people in Network Marketing do not really understand their business and how would you describe Network Marketing? Network Marketing promotes core values all around the globe and gives people the chance to make the most of their lives. Network Marketing gives you a proven,
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practical success system that you can apply immediately, to get your business off the ground without the sometimes prohibitive start up costs of traditional businesses. This business thrives on word of mouth marketing, not selling. You probably already do it and dont realize it. It is not about sales, it is about exposure of your product and services. We franchise people around the world and build relationships. Your income will still generate while you are sleeping. Heres the best part, you can do this business in your spare time, even during your lunch hour or in the comfort of your own home. All that matters is your willingness to make a change, change your perspective, change your finances, change your life. 32. Is it the people who tend to promote the product or the business, or both that seem to succeed the most? Our products drive our business. TAHITIAN NONI Juice was the spark that motivated me to do the business after getting dramatic life changing results. The enthusiasm attracts success minded folks. 33. What changes in lifestyle have you had on your way to success? I moved from my 500 square foot apartment to a large luxurious home in a prestigious neighborhood. I also built my ocean front dream home. I have earned many opportunities to travel the world and take my friends with me at the Company's expense.

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34. How has success changed your view of life and how you see yourself? I am more aware of people's needs. I am confident that anyone can achieve their dream if they have the courage and desire to change their life. I see myself worthy of all the rewards after the hard work I have put into my business. I now have the freedom to have choices of what I want to do instead of what I have to do to survive. 35. How has success changed how you live and why do you believe it is good to be financially independent? For the first time in my life I have choices and dignity of how and where I choose to live. I have peace of mind for my future health care in my senior years. The gratification of putting in an honest day's hard work by doing good helping people, and making a significant contribution back to society and those who helped me along the way. I have the surreal enjoyment of living a beautiful and fulfilling life with deep meaning and purpose. Everyone has the same opportunity. It is what you do with your business that propels you from mediocrity to excellence. I simply love what I do with unstoppable passion! It is not work for me, it is a way of life! We are all stewards of Tahitian Noni International and if we make this our moral obligation, success is sure to follow us everywhere we go. Invent your own Masterpiece! Choose to dream BIG dreams! Have courage, take
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heart and make all your dreams come true. Commit to change your life now! With heart-felt appreciation and deepest respect, to all my success-team in Canada, Japan and worldwide. Thank you ! You are the best!!! You have challenged me to be my best and for that I will always be grateful.

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CHAPTER 5

Leadership: Team Made Millionaires

I consider my ability to arouse enthusiasm among my people, the greatest asset I possess, and the way to develop the best that is in a person is by appreciation and encouragement. - Charles Schwab

Have you ever met a noni millionaire (or any successful person) who wasn't a great leader? How important then, is the acquired skill of leadership? Above all else, the size of your organization will depend on your leadership skills. A bold statement? Larry Lim sees one of the biggest challenges facing IPCs is that of leadership. He taught leadership skills for 25 years with Franklin Covey Corporation and says this ability can be learned. Many people find themselves in leadership positions without ever having consciously made the choice to become a leader (perhaps like your boss at work). Brian Ward, a leadership consultant says, The 'Peter Principle,' (named after its originator L. Peter) states that in modern organizations, most bosses rise to the level of their least competence, like the specialist (e.g.
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accountant, engineer, lawyer etc.) who is so good at his craft that he gets promoted to a management position in 'charge of people' without having mastered any real leadership skills. And then they bomb. It's not their fault, they were promoted into the position with little or no training or mentoring...it's sink or swim. It's therefore important to be aware that when you start your noni business, you are in fact becoming a leader, good or bad and so are the people who join your organization.
What type of leader are you?

I'm not referring to good or bad. I'm referring to a leadership type. There are 3 leadership types. You may even be all 3. 1. The Entrepreneurial Leader: This person tends to be a visionary. They inspire and bring together different combinations of ideas, views and methodologies. 2. The Manager Leader: This leader tends to organizes things well. They are systematic and analytical. 3. The Charismatic Leader: They are great communicators and have the ability to influence people. Again, which one are you, and which ones are in your organization? All have their own strengths, and one or more leadership types can be uncovered in most people. Ideally you'll want a combination of all 3 within your
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group. When you bring someone into your organization help him identify which one he is, and assign responsibility accordingly. You will then be training people to solve the problems and to lead, and to teach others to do the same. The millionaires have shared the qualities they used to become successful in their business. A business is a reflection of its creator. If you, as its creator, have learned the necessary success skills then your business will flourish. This skill of leadership is of primary importance. If you fail to develop the qualities of a leader then your entire organization will not have a defined focus. People who have no business experience can have a more difficult time adjusting to the role of leader. If you have come from an employee background, then you have learned to spend your time concentrating on the work at hand rather than leading a team. For you, the experience of using vision and management to run your business is new. Fortunately you can learn to be a leader. You can learn to set yourself apart from the crowd. Late 19th Century German philosopher, Friedrich Nietzsche tells us: "The Individual has always had to struggle to keep from being overwhelmed by the tribe. If you try to, you will be lonely often, and sometimes frightened. But no price is too high for the privilege of owning yourself." What he didn't add is that, as we draw ourselves
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away from common mentality, we will meet quality minds in harmony with ours that will expand our thinking and the success of our business. There are 3 principles to follow in your role as a leader. To Manage: Inform your team what they are accountable for and the standard against which the work is evaluated. It's been well documented that when a person is required to record his activities, then productivity increases. When a person is required to record AND report activities, then improvement is dramatic! Are people in your downline recording and reporting? To Guide: Instruct them in the things you have learned. How do you learn new things? Make sure you're listening in on conference calls, reading training material, and actively seeking new information. To Inspire: Support and encourage them as they experience personal growth, and as they grow their business. Give them a great example to follow. Praise them for work well done. Follow the advice of Charles Schwab, by appreciation and encouragement. But you cannot do those things for them until you have learned for yourself what it takes to be a leader. You will be ineffective with others until you are in the process of becoming a leader. Becoming a leader requires a personal transformation. Model others to acquire new skills, new knowledge, new understanding, new emotional maturity, and new wisdom. It requires the understanding of the key processes that need to be performed, the objectives that need to be discovered. You need to formulate a plan, envisage the actions needed and articulate what you
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want. Trudy Crow used the power of articulation when she asked her team for help in reaching a particular goal in her business. Or in other words she expressed her goals and her intentions to her organization, and got them behind her. Larsen, an 18th century author said: "That a man can change himself, improve himself, re-create himself, control his environment, and master his own destiny is the conclusion of every mind who is wide-awake to the power of right thought in constructive action." If you work on the 3 principles outlined above, leadership influence will be a natural outcome. Most people try to build leadership from the outside, thinking to control others, but true leadership is an inner change. It is a mighty change in thinking. Once a person sets course for a new way of thinking, he interprets the world around him in a different manner. It guards him against petty thoughts and opens a new and better view of his life. We are constantly making small decisions. The outcome determines the success or failure of our lives. That is why it is worthwhile to look ahead, to set a course, and at least be partly ready when decisions need to be made. True leaders have the capacity to visualize their objective and act according to these. The thoughts we regularly entertain are the process by which we build character. When we train our thinking to concentrate on our needs for creating the new person, we put certain demands on our senses to be active in accomplishing our desires. As action brings results there
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is a constant building of our character. We have an even stronger capacity to do the things which bring us closer to having leadership skills. Every positive attribute we develop makes us a better leader. There is some dispute as to whether goal setting works. Most people have a list of unrealized goals but it is not the setting of the goals which is at fault but maybe the choice of goals. It isn't right or wrong if you write a goal down or not, it's what works for you. Sheron Hoot uses a dream board to keep her focus while Bert doesn't write anything down. Without a doubt, both are successful. If you have a vision of where you want to go then it's a goal. The process used to reinforce this vision is unimportant as long as it works for you. What is important is the understanding of what you really want and the direction you decide to take to get it. Knowing what you want helps you formulate a plan and take action for reaching that goal.

"Vision without effort is day-dreaming: Effort without vision is drudgery, but vision coupled with effort will obtain the prize."
- Thomas S. Monson
Developing the leadership discipline

If you decide on a goal, you must be committed to its completion. When you start something and do not complete it, you are forming the habit of failure. Failure reinforced is hard to break. Live by the rule that if you do not intend to do something, do not start; if you do start, do it! As a leader, know that the choices you make,
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mustn't make use of others' weakness or lack of knowledge. If a person uses the weaknesses of others to try to lift himself higher he will always fall. Anyone who is connected to your particular project must benefit from your activities. Network Marketing/Access Marketing is based on this very fundamental principle. If you make the effort to develop the qualities of a leader, you will find the result will be exactly in proportion to the effort expended. Following these principles of character transformation will make you a great leader.
A lesson in mental exercise

As leaders we need to be conscious of our thoughts. Avoid the negative feelings of fault finding and complaints, of fear of the unknown and anything that troubles us. We can begin to change our thinking with small exercises at first. Continue to refine our thinking so that wherever negative thoughts occupy our mind, we dispel them with positive thoughts. Remember there is great power in thought. Every thought sets the brain cells in action. Even reading these words causes a change in our brains. According to Dr Ray Sahelian an amazing ability of the brain is its ability to improve its own performance. By using our intellect to make the right choices, we can make ourselves even smarter. The reason this mental exercise can be difficult is because we allow ourselves to be controlled by the emotions instead of by our intellect. Emotions, when used to clothe our desires will reinforce desires, causing positive actions and will bring them into reality. But if we are controlled by emotions, instead of us governing
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them, we will be become the victims in life. We will be tossed about by cause and effect. When this happens we fall prey to excuses. When we fail we will blame others or circumstances. We will not try to resolve our problems by thinking about them. Energy is wasted in self-defence for things not going right. The person who develops the ability to look inwardly cannot fail to make use of the powerful forces which will eventually determine his course in life. Practice being a great leader. Practice will always bring about change. Practice the right things and you will be able to overcome obstacles you would formally have thought impossible to conquer. You will begin to develope a character which will attract other strong characters. The advantage of this is that the creative power is multiplied, because as successful people meet together, ideas are shared and each has the opportunity to add benefits and strengths to the other. A strong character enables you to develop a winning personality. Use your confidence to build trusting relationships. People can identify with you. It doesn't matter how good the things you want to share are, if you don't have a strong vibrating personality, then it is much harder for you to gain people's attention and trust. You can be the average man or woman and be unique. In fact, that is an advantage because most people, regardless of their position in life, consider themselves as average. If you can say, Hi I'm average, I'm much the same as you. I'm not special (I still take my own garbage out, as Floyd says!) but I have been able to achieve beyond average results - you can too. Ken Rolfsness uses his former career as a factory worker to
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build an instant relationship with people he meets. They can relate to his average past, and see how far he has come today. They see themselves doing this.
Questions to ask for leadership development

What do I value most? Who do I wish to be? What kind of life do I want? Create your life with intention. Know what you want that life to be. Know who you want to be. Actively make yourself and your life what you want them to be. If you don't have a clear picture of what you want, how can you know what steps to take to achieve it? Many people have known mostly a life of frustration. They are more aware of the pain rather than the pleasure cycle. For this reason they find it difficult to voice, or maybe even know what their hopes and dreams are anymore. The vision of what they don't want is far stronger. By focusing on trying to propel themselves away from what they don't want, and the associated pain, they come no closer, or even move away from their most cherished desires. If you will be a leader, it is time to change that. Success orientated people don't live their lives passively, they live them actively. They go to work on their lives, not just in their lives. They don't passively wait to see what life will bring them, they actively seek what they want. They spend their time living out the vision they have of their future, right now. They
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compare what they've done with what they intended to do and where there is disparity between the two, they work to make up the difference. They don't run their lives parallel with their dream, because it will always be out of reach, but rather see that their actions cause these lines to converge. Ask questions of yourself to find your primary aim. The answers to these questions become the standards against which you can begin to measure your life's progress. Without a standard, your life will drift aimlessly without purpose. Standards give you focus, energy and the will to persist. A person who has developed the skills we have discussed is recognized as a leader because of his superior character traits. He is a person that others want to be around because they feel the magnetism and expansion of his personality. To begin the process, model yourself after leaders you admire and remember the effectiveness of practice, for producing life changing results. A good leader gives clear directions for others to follow. A great leader has the capacity to bring out the potential of others and to elevate them to greatness. A great leader does not envy the talents of others but uses their skills and lends his own so that together even more can be accomplished. You have the ability to mold and create yourself and your future.

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CASE STUDY Bert & Elisabeth Jensen

1. Can you tell us about your background? Whatever business you start, you will need money to invest and to cover life's expenses. I started the TNI business with 3000 DM (1500 EUR) in hand. At the time, I was working a shift job at a slaughter house. I have an average school education. But my main education is definitely in Network Marketing, which I have been doing for 26 years now. My original education doesn't make me a penny today. Nothing beats experience. Whom would you like to follow on the mountain? Somebody who has successfully climbed it to the top twice. Or, somebody who is still trying to figure out a way to reach the top? Skills in direct response marketing areas are advantageous. If you know how to run ads and direct mailings, you will be able to collect a lot of good prospects. If signing them up in your organization is a challenge for you...well, sponsor somebody who knows how to do the job and share the prospects. In other words, use the talents you have. And use the talents of others. I always keep friends and family out of my business, until they beg me. I like to give them a hard time, suggesting negative things that could happen to them. If they still want to join after that, then be my guest. It's not easy working with friends. Sometimes it's lack of credibility, sometimes it's lack of money, sometimes it's lack of commitment. It's common, but
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not always the case, for them to expect you to build their business for them. This can cause problems within friendships. 2. What did you learn from your experience in MLM prior to becoming a distributor with TNI? A lot. It gave me all the basic skills and more, which are still valid today. I learned what it takes to open up business in a new country and prepare it for the launch of the office. 3. Did you bring a downline from another MLM business, or from business associates to build your downline in TNI? TNI is the second company I have been associated with. I had a break of some years before I started with TNI. The lists I built were lost as I moved around, so I started from scratch with new people. 4. Why did you choose TNI? I learned that you have to have a unique product to create the greatest success. If your product is not available at the local store and you are the only one who has the original product, then prospects have to come to you. Uniqueness is a powerful thing. 5. Were you attracted more by the product or the business? Both. It's both that makes the perfect combination.
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noni juice targets the baby boomers, which we know are the largest influential market. Most people are asking themselves if they should lead with the product or with the business. That's a redundant question, because it's not my decision what the prospect needs. It's always his decision. It's what he's interested in. Don't dictate to your market, let them dictate to you. Just respond to the questions he has. Let him sell himself. Avoid giving him more information then he has asked for. This can confuse a prospect. If he's confused, he doesn't know what to do and feels insecure. If he feels insecure with you, he will never join or never buy. 5. Did you work alone or with your spouse or family member when you began the business? Actually my wonderful wife Elizabeth didn't know about my past success in Network Marketing. There has never been a reason to tell her, because she never asked me. She felt pretty unsafe with the idea and said to me: "I don't believe that this will ever work. Tell me, where will you get all the people to ever make it to Jade? You don't know anybody here in this city. We just moved here!" I answered: "Okay. I understand your concerns, but what if I just give it a go for six months? You can be the first one of us to quit your job?" From this day on, she helped me with everything. It was the last day I ever had to clean dishes or to take the garbage out.
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She realized that my time was just too valuable to misuse it and after 3 months she was able to quit her job and never ever will she have to get another one, for the rest of her life. 6. What problems did you encounter working from home? You can't work from home if you don't have a separate office where nobody is allowed to enter when you are working. Period! The home office can be a real problem without strict rules. You can't work effectively if every 5 minutes somebody wants to ask you something. 7. What kind of people do you prospect? Every day I am looking for people who want to make more money. If they don't like the industry, they may like the product. If they don't like the product, they still can make money. Then they can start to like the juice. 8. What were the first things you did to commence your business? Rented a cheap office 500m away from our home. Started to learn as much about the company and the product as I could learn Developed a 3 step system Started running generic ads Sent information to the prospects
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Sponsored 3 people first Duplicated the system

9. Who did you approach first - family and friends, or strangers? Which approach was more successful? The cold market is always the best to start with. A lot of my colleagues may disagree with this. I was successful in my previous company and in TNI by bringing in total strangers. Strangers are just friends you don't know yet. Strangers have no pre-judgment of your past. Strangers don't know if you are broke or not. And the same is valid for us. How often have we sorted a list of prospects and judged that this one will do the business, this one may like the product, this one is not interested and so on? Until they meet some of these people at the next leadership meeting... 10. What qualities do you look for in a new distributor? Do you identify business builders or do you wait for them to prove themselves? I always prefer people that have a self-employed mentality. These people understand the advantage of having passive income. They know what it means to start and run a business. They know about investments, advertising, about owning and running an office, business behavior, how to dress businesslike, how to talk
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business and so on. People with an employee mentality tend to need you to run the business for them. It makes no sense if you already have your own business to run. Of course we like to help people. But they have to bring enough of their own willingness to the table. I will then help them to become successful. Otherwise - Next one please! 11. How long were you a distributor before you went full time or replaced your income? It took us barely three months to quit our jobs. 12. When you commenced your business where did you focus most of your time - in finding new people or working with those you had? It depends on what phase of the business you are currently in. There are several phases in building a Network Marketing business: Phase 1: Get to know somebody (if you work with your warm market skip this phase). Phase 2: Build a relationship Phase 3: Introduce them to the business/product Phase 4: Wait for a decision Phase 5: They join Phase 6: Teach them the system Phase 7: Do some 1:1 meetings for them Phase 9: Start the duplication Phase 8: Stabilize their first three levels Phase 10: Go back to phase 1

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This whole process can take up to several months, sometimes even a whole year depending on how long it took to get them into the business. In the beginning you look for at least 5-6 people with whom you can work hard. This will ensure their success. This will allow you to get to the higher ranks of TNI and get paid for all the volume. We normally refer to this as "working the group." Later, you just work your front line and develop new leaders for your expansion. Teach them how to work the group. This will give you more time freedom. 13. How much time do you think a new distributor should spend learning about the business before contacting prospects? When you start talking to people about the industry you need to learn a lot. To avoid a long learning curve you should use someone in your upline (preferably your sponsor), and introduce them immediately to at least 10 of your associates. Have your sponsor do the presentation, while you learn. 14. What percentage of time did you spend learning, prospecting and teaching? I learned in the first 2 weeks all I could about TNI. I felt comfortable talking about the product and the rest of the business came by trial and error. In general I would say that in the beginning it's 50% learning and 50% prospecting. That changes after a while into 10% learning, 70% prospecting and 20% teaching and ends up with 80% prospecting and 20%
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teaching. Sometimes people fall back into managing mode, which looks like 80% managing and 20% teaching. Don't do that. It's like having a job and your volume will run down the drain. Network Marketing is not for managers. Manager are employee minded people. 15. Taking what you know now, what would you change if you were to start over? It took me 4 years to get my first group stabilized. Today I would cut this in half and have them set up in 2 years. 16. What kind of input did your upline have in your business building? My upline supported me in the growth stage by taking care of product deliveries. Nino and Myriam Teulings visited us frequently to do meetings for the new groups. Mark Rose and Dru White supported me whenever I asked for it, in any way possible. 17. What was your biggest challenge when you were building the business? Here in Europe, we had the biggest challenge ever, out of all the countries which TNI did business in. In the beginning we had to sign up German citizens via a Netherlands address and get them to pay 5000 German Marks to somebody in the Netherlands whom they don't even know. The funny thing is, there is a kind
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of "special" relationship between these countries (they like to make jokes about each other and have a special soccer history), it doesn't really support the growth of a friendship - if you know what I mean? We ran out of addresses for the Netherlands shortly before TNI associated with the Tropical Express Company. Their system, which is known as a kind of TNI Access System today, involved qualifying distributors to run a Coordination Point. This was a place that took orders and new sign-ups at their office. It allowed distributors to pick up their product and starter kits. So we Germans, especially Ingeborg Nayduch, have been the guinea pigs to get this system up and running. Changes were made here and there and we have made a huge success out of it. Of course it has never been that perfect, but it enabled us to get enough volume whenever we needed it. The challenge was, that the product was for "personal use only" and we were not allowed to sell noni juice. That's not a problem if your customer registers directly with the company to get it at the best price or in other words for "personal use" only. But when you grow to 12,000 people in your downline in 15 months, you will find they don't want to miss out on a 30% commission. This caused us some real problems. The state attorneys started to hunt us down whenever they could get a hold of a coordination point and confiscated computers and hardware, beside all the documentations and name lists. They even searched distributors homes. They even visited us as guests at 6 o'clock in the morning, twice. The founders of the company never ever left us to
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fight alone, they helped us wherever it was possible. If it was necessary, they provided information or sometimes even advice from a lawyer. In spite of all this trouble, when I look back at it today, it was worth all the trouble and challenges we faced. I like to reflect on the pioneer work. Dieter Wolfmiller and Ingeborg Nayduch also enjoyed the pioneer work we did together. In 2002 my wife Elisabeth and I became the first Black Pearls ever in a Tropical Express/TNI Access country - Ever! You have no idea what that meant to us, after all the trouble we - and our leaders - had to go through. 18. What is your biggest challenge now? Are you kidding? 19. There are people who have been in the business for some time, and feel they don't know how to move forward. They feel they need more training. What do you recommend they do? Now that you know about my attitude about selfemployed people and employed people, I guess you can imagine the answer, right? To make it short. There are, in my honest opinion, just two possibilities: 1. Teach employee minded people to gain a selfemployed mentality. Then let them go to work. 2. Those who don't want to change, let them be
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product uses and not business owners. Does that sound too hard? Well, it may be. But you need to grow personally, or you will always be stuck where you are now. The secret is - we leaders can make you successful, but you need to bring some things to the table that first enables us to give you the right support. 20. What advice and training do you believe a new distributor needs? 1. A commitment of 12 to 18 months to become a Diamond Pearl. 2. Willing to work at least 12 hours a day to build the business (Now you see why employee minded people have hard times) 3. Become independent from your sponsor after 14 days. 4. Always sponsor and support people who have the same desire as you do to make it to the top, and who work as hard as you do. (Bring your wood where the fire is burning!!) 5. Keep the communication lines open with those people on a daily basis. NEVER EVER GIVE UP! There is always some struggle and trouble until you succeed. The more struggle and trouble, the sweeter the success will be. Endurance and patience is the key to success. 21. What do you believe are the main challenges
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distributors face and what solutions do you have for them? I know that for some distributors it is a huge challenge to bring people into the business. Sometimes it's even hard for their upline. So this dilemma duplicates itself further and further down the line. Then somebody new joins and wakes them all up, because he knows how it works and produces volume and builds a large group. You need to learn how to successfully bring THE RIGHT people into this business. You don't need to sponsor everyone. You just need 5 to 6 'go getters.' Here's what you do: 1. You need to find out what kind of people are right for you. These are the people whom you really love to be around, for the rest of your life. They must have the same desire to change their lives, as you do - or even better - who have a greater desire to change their lives for the better THAN you. 2. You research places where you can meet those kinds of people. Want some advice? You won't find the right people in pubs, bars and nightclubs. This is where people go to switch off their brain. Instead, attend business seminars, church meetings, sports clubs of all kinds, go to public seminars about prosperity - attend workshops about Yoga, Tai Chi or wherever people spend money or time to become healthier, smarter or richer. These are places where you will find what you "should" be looking for. 3. Start to build a relationship with some of them. It's strictly forbidden to talk about Network Marketing until at least you meet them for the third time. And even then you just talk about it, if they ask you. Period.
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This may take 2-3 weeks until you have built some trust. Real trust. I mean it seriously - you need to be honestly interested in these people. Have fun, have discussions about this or that and learn about their needs. You will not have to talk very much. Most of the time you will just have to listen. People love people who can listen. 95% of the time I just listen to what other people have to say. 4. After a while you will pinpoint people who have the right kind of thinking. This is where prospecting, with the Pre-Approach Kit (our custom marketing kit) process comes in. You have to screen out the people who have a dream and are willing to do something about it (the prospects) from those who are waiting to hit the lottery (the suspects). Here are some examples on how to approach business minded people: "Jimmy, I'm excited about some new business ideas that I've come across in the financial world. I've discovered how to make some great income with some lucrative tax benefits. I'd really like to share these ideas with you and Brenda and get your opinions on them ..." "I 've recently started working with some people who have a large volume marketing business..." "...and it's really hot right now. It just so happens we're expanding in (City) and we're in the process of talking to a couple of key people. You impress me as someone who's looking for more out of life. If you're really interested, I can find some time to show it to you."
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Your goal is not to sponsor anybody at this stage, but rather to determine if they are a prospect. This is where your planning ends and your actual businessbuilding begins. Now you'll begin to separate the suspects from the prospects. A qualifying question and the Pre-Approach Kit will help you through the sorting process. This will determine whether you move forward to making an actual presentation. Check with your sponsorship line for the correct pre-approach procedure to follow and materials to use, or use the wonderful Videos TNI created for all of us. In cases of rapid organizational growth, your sponsor may not yet be qualified to make a presentation. If so, that's okay go further up the sponsorship line and you will find someone to help you. This is a critical part of your training. As you watch and listen to your sponsorship line make your initial presentations (taking good notes), you will be learning how it's done. The sooner you learn to conduct a presentation yourself, the sooner you'll be on your way to financial independence. You can then duplicate this process with your people. By following this system, you will be building secure lines with the potential for walk-away, residual income. 5. The presentation: I can't emphasize enough how important it is to have both spouses present for your presentation. If I'm prospecting a man, I might say something like, "When we sit down to talk about a business, many people prefer to have their spouse present, to make sure
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we're all on the same page." If the man balks and suggests that he'll relay the information to her, I'll explain that this won't work, "Because you won't be able to explain it to her. I'll just be doing a quick run-through the first time to see if you're qualified. I'd like you and your wife to be here, so you can see it together." If you have the opportunity to bring your spouse as well (if you're married), you'll dramatically increase your sign-ups. If you've been using the Pre-Approach Pack long distance, do a presentation on the phone using www.tell-the-story.li and send out your company materials packet. I created this presentation for my group and myself. If your sponsor does not want you to use mine, get their presentation and support. By using a pre-approach in this way, you'll get the best results from the limited amount of time you have to work your business. You'll be making presentations only to qualified prospects, and you'll dramatically reduce the rejections that you and your people will face. As I said earlier, not all lines use Pre-Approach Packs. They ask the qualifying questions, then go straight to an appointment. Check with your sponsor. 22. What action do you require your new distributors to take? 1. Join the "TNI Success Path" ASAP. 2. Get at least 10 Pre-Approach Packets. 3. I teach them how to qualify people from the warm market. 4. Every week get 10 new Approach Packets to qualified people from this market.
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5. Try all our products in at least 3 months 6. Invite me to appointments for just the first 2 weeks. 23. How do you find prospects? Most of the time I find them in places like I mentioned above. Sometimes I use generic advertising or I attend business club meetings or breakfast clubs for business people. I just need 2-3 key people a year. So I can take my time to find the right ones. And the ones I choose to do business with me are 100% perfect. 24. Do you ever purchase leads and if yes how successful is this method? My experience with leads is okay. As you may remember, I sponsored around about 11 people in one month using the NoniLeads.com website and my online training. You have to be very dedicated when using online marketing. Now I use the Internet to inform people I have met in "real life" and continue to stay in touch with them by email and phone. 25. Have you ever run advertising campaigns? If yes what medium did you use and what was the response? Yes, I run an advertising campaign once or twice a year. The medium I use depends on the target group. In my case I place ads in newspapers and magazines which
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are created for sales people. I don't want a huge response rate. I just want the right person to respond - The one who meets all my criteria mentioned in the ad, joins the business and becomes a successful Diamond Pearl, or more. 26. How did you pique people's interest and how do you do it now? I pique people's interest by solving a problem they may have. 27. How do you overcome objections? I just ignore them. When you are in "prospecting mode," you are looking for people with the right attitude. However, if you do want to overcome the objection just ask them to review some of the material, so they can make a fair judgment. 28. I want you to be very frank. What is the biggest mistake or mistakes you see distributors repeatedly making? To give up too early is in fact the biggest mistake people make. This is the cycle I feel people fall into: 1. People get excited about some goal. 2. With gusto and enthusiasm they set about to do what they think they must do to reach their goal (most of the time they only thought they were doing what they were supposed to).
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3. Failure after failure happens with a few small successes in between which helped keep them hopeful and going. 4. Discouragement sets in. 5. Self-doubt and negative feelings become rampant. 6. They slow way down -- procrastination is the order of the day. 7. They give up - resigned to defeat and consign themselves to a life of emptiness and hurt or letdowns. 8. They get excited about a new goal 9. They repeat steps 2 through 7 10. Repeat, Repeat, Repeat. And the sad thing is, this will happen all the time. They need to change something inside of them. Otherwise they will have the same results over and over again. People quit all kind of things every day... they quit doing sport they quit dreaming they quit evening school they quit, quit quit! And some of them quit working for their future. Most of the time they haven't had a real reason to build the business or are just "employee minded" and are waiting for the obstacles they may have, to disappear. Until they start to learn and move out of their comfort zone, they will never know that there is no road to success that is free from obstacles.
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We all incur them every day and some will incur more than others. To each of us these obstacles look different but they're still there. While most people quit when they reach these obstacles, those who face the most obstacles and overcome them are the ones who serve as an inspiration to others who follow the path. 29. What do you do that average distributors don't do? I never quit. I could have quit 3 million dollars earlier. I do not accept just trying something. Either I do or I do not. Yoda was right when he instructed Luke Skywalker Do or do not - there is no try! And because I do not accept failure, I always keep on working until I have reached the level of success for which I was aiming. 30. What is a reasonable time for a distributor to be "in training?" I like training on the job, if you know what I mean. When I build up a new person in my frontline, I give the presentations to his contacts for a maximum of two weeks. Than he/she will go 2 weeks alone. After that I ask them to give a presentation to me, to see if this person is doing it the right way. It is that easy, because we are using tools. Our presentation is ready. It's on video. You just need to learn how to place the material, how to ask the right questions and how to identify the real needs.
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The prospects qualify or disqualify themselves. It just depends on how often you give the presentation, to the right people. The success rate is somewhere in the range of 80-90% if every criteria is met perfectly. I am not too fond of the monthly or even weekly training meetings. If it's boring for me, it's boring for the people. All they need to do is to listen to the CDs I recommend and learn from them. It's up to them whether they do it or not. What I prefer instead, is to invite 5-6 new Pearl leaders in my first 4 levels - where no other Black Pearl is above them - to attend a success weekend in a nice luxurious and relaxing atmosphere. Most of the time it is at a lake or in the gorgeous mountains we have here in Switzerland. They come from all over the world to attend. It runs from Monday to Friday. Sometimes I also invite a Jade or two to attend. We talk about business, success, life and so on. We own a couple of dream cars they can drive, we visit some luxury shops and have a lot of fun. My family and I enjoy these success weeks. We spend time with the right people and recognize new leaders in our business. We have developed great and ongoing relationships with our leaders and know that we will be working together for the rest of our lives. 31. What are the most important things a new business owner needs to learn and what skill sets should they develop? They need to learn to stop trying to manage everything and everyone. And unlike a traditional
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business, don't try to keep everything under control. It's not a traditional business so don't treat it as such! In standard businesses, if you lose control, you are broke. If you lose control in Network Marketing, you've made a fortune! So stop trying to control and manage everyone. Move on and stick to the 80/20 rule, which is 80% prospecting, 10% teaching, and 10% managing (If any). 32. Would you agree that even people in Network Marketing do not really understand their business and how would you describe Network Marketing? Yes, I agree 100% to that. And most of them have spent 10 or more years in our industry and have no idea what they are doing. They never change and always do what they did when they first started. Kelly Olsen once did describe Network Marketing perfectly: "The real idea behind Network Marketing is that one person shares a product or an idea with another person." Most network marketers should know that there is a difference between MLM, Network Marketing and Sales structure. Sales structure: Mostly "owned" by a company. This means everybody is an employed salesperson, such as in most Life Insurance companies or Real Estate Agencies. Multi Level Marketing: These are companies who are focused on selling products to their distributors. I could name a few, but I won't. You can easily recognize them at certain qualification levels, where you have to
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buy lots of products to qualify as Supervisor, Silver Green Star Director, or whatever titles they use. Network Marketing: Everybody is qualified by a certain personal volume for every possible bonus and has to meet a growth criteria to receive the higher ranks. 33. Is it the people who tend to promote the product or the business, or both that seem to succeed the most? Ken Roland started this business because he wanted to earn money. He was living in a trailer park and couldn't even afford to pay the phone bills to recruit people over the phone. He used Kerry Asay's phone and desk to start building the business. Floyd Holdman started this business to make money. He was hugely in debt and in danger of losing his home. Mark Rose and Dru White (The Coconut Group) wanted to earn money with this business and were attracted by the possibility of having a passive income, where you have to work once and get paid forever. I personally started the business to create a huge income, and to have all the freedom possible. Every successful person I've met or sponsored personally in this business has started because they want to make money. Even the 5 founders liked the idea of having a niche market and chose Network Marketing as the perfect model for share growth. 34. What changes in lifestyle have you had on your way to success?

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In the 80's I made about US$30,000 per month with my first Network Marketing business. I had 2 cars, a home, a boat and a family. 1986 I quit because of some circumstances and started a general company in Office Supplies/Office Furniture with a partner. 1993 - just when I had my first vacation, he disappeared with a couple of million and left me with all the debt. I lost my cars, my home, my boat and my family. After I recovered I started a marketing company and remarried (she found me). Years later I looked back into Network Marketing to find the right company which would fit into a set criteria I had learned about a decade previously. It was no coincidence, that I stumbled across TNI in 1998. In 1999 we achieved Jade, Pearl and Diamond. In 2000 we achieved Double and Triple Diamond and finished the Black Pearl qualification in January 2001. We went from a 75sqm flat to a 140sqm Home, then to a 500sqm home in the first year. I purchased 2 new cars and traveled to a lot of countries in Europe to grow the business. I was helping people. In 2001 we invited all Pearls for a week to Las Vegas after the Leadership meeting, as a special "Thank You" for their work and endurance. That was a lot of incentive for the Jades. In 2002, after the German Mark was replaced with the EURO, we decided that it was the perfect time to have a look on the other side of the planet and moved to New Zealand. We moved there for about 14 months. We took our dog and 4 Suitcases. There we were welcomed by John Calvert and his
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wife Maggie. It was like we had been friends for years. We miss John. He died way too early. We rented a nice home and bought 2 cars and a boat. We had some fun on the wonderful lakes there. John introduced me by phone to Ken Rolfsness, the American Black Pearl residing in Australia. When our growing group from New Zealand was ready we left New Zealand with a 20 foot container. We gave a lot of stuff to friends and the church and moved to Australia for 12 months to meet Ken and his gorgeous family in Brisbane. We got a new home there and again bought 2 new cars. After we set up a group in Australia we moved with a 50 foot container to Switzerland, again leaving a lot of stuff behind, which we gave to friends and the church. We are living in Switzerland now and we have already acquired a second home at a lake, 4 cars and of course, a boat. Life is great and the people are as nice as they have been in NZ and Australia. But guess what? We are planning to move to Asia in the next few years. When this will be? No idea. Maybe I'll wake up tomorrow and we'll start packing....Maybe next month or next year. Whenever I feel that my job in Switzerland is done. We move on and travel to different countries for a couple of years. Now you know a little bit about FREEDOM!! Okay. It's pretty expensive, but why not if you can afford it? We love to experience other cultures and mentalities. We never wanted to live the average life. With Network Marketing we move around the world like other people move from city to city. We have the freedom to change our minds tomorrow and to follow through with it. Is that something you would like
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to do? It's possible when you build a TNI business. 35. How has success changed your view of life and how you see yourself? As a father and husband I have the wonderful feeling that if anything ever happened to me, my family is been taken care of. They will have prosperity and wealth for generations to come. Even if nobody lifted a finger to continue my work, my business would go on. This gives me a wonderful inner peace. My kids are already asking me when they can start their own business (they are only 8 and 16). I want them to first know how to work, to have a regular job. They can then see the difference between us and the average Joe. This will allow them to have an appreciation for what we are doing. We help people to gain more freedom, health and wealth. It's available for everybody who is ready to work for it. I'd like them to meet new people who want to change their lives for the better and learn how to become successful in the "People Business" - Network Marketing. You would be astonished to know that everything you want from life is just one right decision away... I feel very humbled that I was the one who received the opportunity to build up Europe together with some great people I met on the way like Dieter Wolfmiller and Ingeborg Nayduch, Norbert Stadler, Andrea Pasic, Emila Saunin and heaps of other people I cannot mention here. I am just Bert Jensen. I am a free person. That is
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enough for me. We can afford to live every day like there is no tomorrow. If I want a new S600, I just go and get one. Should I choose a Bentley, I go and get one. If we want a vacation, we go and book it. It does not matter. I am still working. Our volume is raising every month. But I need a little reward from time to time and my family does too. There will be a day when you recognize, that you cannot eat more than 3 meals a day. We are still pretty much down to earth. A normal regular family. Just "with" money. That's all. 36. Are there any other comments or observations you would like to make.? Be totally committed to TNI. They may sometimes make mistakes. Everybody does. There is no company around that never makes errors. Like you and I make mistakes from time to time, companies do also. You can trust this company will do whatever it takes to correct mistakes and prevent them from happening in the future. By the way, you saw that I didn't say involved with TNI? I used the word committed. Do you know what committed really means? When I spoke at the TNI Conference in 2004 in Brisbane Australia, I asked the audience the same question. Here's what I explained: Have you ever had bacon & eggs for breakfast? Well, here's how you can define commitment: The chicken was involved, but the pig was definitely committed.
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CHAPTER 6

Focus: Affirmative Action

To build anything or achieve a goal, you have to know where you want to go and be prepared for the detours. - Merlin Weekes

Merlin Weekes began at once to build his business while still working an 8 to 10 hour job. He woke in the morning and would be on the phone calling people. He spent his lunch hour making calls and his wife Bonnie would take him lunch. He spent the evenings making calls. He would work a 10 to 12 hour day. In those days he didn't have any marketing tools, he just had the juice and a story. His advice to others is, do what you need to do. Do whatever it takes (as long as it's ethical). How did you stay focused was a key question for which we wanted answers. When counseling the noni millionaires, the answer that came back was mostly the same Immediate massive action. The mere act of taking action kept them focused. It didn't give them time to think themselves out of success. It's a paradigm - Most people feel they have to be focused before they can take action, and yet the
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reverse is true. Action creates focus and motivation. But what kind of massive action? We found millionaires tended to focus on the following major areas. In a way, it became a part of their business strategy.
What Success Orientated People Do That Others Don't

One of the anonymously surveyed millionaires offered this point of view: There are two kinds of people, the Wishmores and the Havemores. The Havemores are the ones that are willing to do what the Wishmores won't do. Which one are you? Our noni millionaires seemed to intentionally or inherently focus on the following attributes until they became second nature: Willingness to put in the time and work necessary for the accomplishment of business goals. Development of people skills, particularly in the art of communication. Committing to specific time frames for reaching the predefined levels in their business. Developing independence quickly. Having the courage to learn by doing. Being a great mentor. Setting the pattern for others to follow by showing confidence, sincerity, integrity and enthusiasm. Having endurance and patience for difficult circumstances, the failures of others and even their own mistakes. John Bentley observes: Most young people put
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in four to six years in college to learn a trade. People come into networking and want instant income or they quit! Having the self-discipline to treat the business as a business, not a hobby. Listening to those people who have achieved success and not listening to those who haven't. Being willing to work very very hard in the beginning so they won't have to work so hard later. Staying busy, staying focused. The pay-off is huge, so they're doing something effective each day Expecting the best. On prospecting: Preparation, not luck plan to find people and you will. Not accepting failure. Not letting the negatives ruin their success. Following-up. Developing a relationship. Birger I. Olovsson advises: Its about doing a few things. Be laser focused over a period of time. You can't be a world champion if you do a lot of things at the same time. Find a balance, so every day is fun and filled with new possibilities and opportunities. Think about others' success and your motivation will come automatically.
Focus On Training

What training and how much, is a frequent question for IPCs? Too many people see the business as a hobby. They haven't learned what it means to run a business. One of the primary skills is to learn to manage and work
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effectively in the time alloted to the business. There is plenty to learn but there is also plenty of training material. You can find a mentor and model yourself after him/her. Learn to act and speak as though you have already achieved your goal. Lack of training should not be used as an excuse. Alex Brewer gives an example: As an instructor in the USAF, training others to fly was a high priority because what you didn't know would kill you. This business is so simple. Sheron Hoot challenges: Feel the fear and do it anyway! It doesn't make sense to 'wait until you are trained,' because a growing business will always be in a state of change. There will always be things to learn. Bert Jensen considers a new IPC needs only 2 weeks training to prepare them to begin working in their business. Training is then geared to 'on the job training'. Ongoing training is then at higher levels in the form of Success weekends where the team can build relationships and share ideas along with having fun. By making a regular pattern of learning through company resources and using the assistance of people more experienced in the business, then applying that knowledge, you will gain both knowledge and skills quickly.
Start at the finish line

When professional engineers want to learn how to build a product that's new to the market, they reverse engineer it. This allows them to see how it was built and how it works. A business owner can use the same principles to
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build a successful business. You can use this same technique by working out where you would like to be. How much money would you like to be earning per month? How many people in your organization will it take to earn that amount? How many people per week will you have to talk to reach that figure? Break it down step by step. You'll then know if you're on track on not. Figure out your conversion rate and then work the numbers. If you need to sign-up 10 people a month, then how many new people do you need to talk to about the business? If you define the future of your business before you even start, you begin forming a solid foundation. Once you have that vision in your mind, work out statistically what you need to do each day to achieve it. For example: If your desire is to sign-up 3 new people a week, how many people do you have to talk to per day to achieve this? If you can convert 1 in 10 people you talk to, then you will need to talk to 30 new people a week to get your 3 new IPCs. Work the numbers. Not only will this help you stay focused, but you can help others in your organization to focus on these same targets. It takes both the guess work and the uncertainty out of your business. You will now be building a business that others can emulate. Your business will now be system dependent, instead of people dependent. There's a big difference. People in your team can then bring this system to life and work with it. A system gives structure to your business.

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CASE STUDY Larry & Katie Lim

1. Can you tell us how you got started who did you initially approach? I approached associates. People Ive done business with in the past. I had over 1500 business cards of people I had met. I wrote a training program myself, had it all in place when I started, you know. But it was finding the right people. You can have the perfect training system right?... But wrong people have the wrong people and it will not work. 2. Did you experience? have any Network Marketing

No, none at all. Some of the others are, you know, network marketing professionals. Some of the successful leaders, even in this company, brought a couple of thousand people with them or at least a few hundred, but I started with just my associates. None of whom are network marketers. 3. What kind of people do you try to prospect? I have found business people like myself. Our story, as you discovered, is so fantastic that a business person can be brought into this business in spite of the fact, like myself, that they are allergic to network marketing. I used to teach at the university (in Hawaii) part
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time. I used to teach marketing so I understood network marketing, I mean I believed in it. It wasnt like I disliked it, but I disliked how people operated in it. The people that did network marketing were not my type of people. I would never sit in the meetings and never show checks or photos sitting in front of a big car. Things like I made twenty thousand dollars in my first month.... Thats just a turn off for most business people. So when I started building the business, I took the business approach. I would say Here are the facts, study them, and Ill be happy to answer any questions for you. I knew a couple of millionaires, people who were already millionaires that joined me in this business. They're smart business people, because they didnt want to be left out! The mistake a lot of network marketers make is, they sign up their unemployed brother-in-law. You may want the business for him, but he must want it for himself. They may have no drive, or business skills. I guess if you have enough time, you can teach them. But I look for people already working hard, business people so busy they are already working six days a week. I look for small business owners. The profit margins are smaller for them now. Theres a lot more stiff competition in the market place. The Wal-Marts and other major stores, can put the little guys out of business. Not to mention the cost of employees, turnover rates, inventory, health benefits, etc. We have no inventory, or any of that. I have a multimillion dollar business that I operate off a laptop in a hotel room, swimming pool, golf course, etc. That's a
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good message for business people. Those are the kind of people I want to talk to. The guy with a million dollars ready to invest in a McDonald's franchise. I can show him how, as a Diamond Pearl in our business he can earn the same income without the huge capital investment, employees, benefits, liability costs and inventory of a franchisee. 4. So we should go after the business people? Yes. Thats why the company has me speak at conventions and I have been featured in magazines, because thats the future of this company. You know, a lot of network marketers, the professional ones, are already in this company. Look for business people. Even Kelly Olsen says, we need to take this company to a different level by appealing to more business people. Only 12% of the population is involved in network marketing. What about the other 88% who aren't? Let me give you an example. If a business exposition were held in your city, how may people would attend? Maybe 20, 30 50 thousand people. Few if any, would attend looking for one specific opportunity. Most would visit many, many franchises, possibly 20-30 to see which business would be most suitable for them. I know that the TNI business opportunity would be a wonderful option for these people. I believe that if our TNI opportunity is presented in the right way, this is a much better alternative. How many people are looking for a business? Everybody! I'll give you an example. I just moved into a new
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neighborhood. Of the seven new neighbors around me, four are involved in a part-time home based business. There are people everywhere looking to supplement or replace their existing income. 5. Whats the biggest mistake you see IPCs repeatedly making? There are a few major mistakes I see IPCs making. 1. Most people dont talk to enough people. They talk to a few people and they get nowhere and then they stop. 2. I know some people who will talk to three, four, five people a day. They do it for three months and theyre still nowhere. Theyre not talking to (what I consider), the right people. I believe in qualifying people and thats why I get eight out of ten really interested, or at least looking at the information. I try to qualify them. For example: If they're smoking and drinking their life away and they don't care about good health, I don't even introduce the juice to them. Likewise with the business. If I discover that the person I'm talking with is perfectly happy with his income and his quality of life, I won't share the business opportunity with him. You can give a perfect presentation, but it's no good if you're showing it to the wrong person. I never start talking about the marketing plan or the company or the business. I ask questions to determine
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their interest in good health and building a business. I listen to their answers. Im looking for hungry people; people that have a need for the juice and/or the business and have a sense of urgency. 3. Some IPCs achieve immediate success or shortterm success. I then see them managing instead of building. They get really excited, they find some good people, and then they sit back and stop doing the very thing that made them successful. So what happens is, they find only three people, because all you need is three people to get to the top in this business. But they stop building solid pillars beneath themselves, hoping that these three people will be the right three to build their business. They need to keep sponsoring people. 6. So when you're looking for more business people, where do you go? You've probably heard of the three foot rule. This is just talking to anyone who comes within a 3 foot radius of you. I believe in the 3 foot rule. This allows me to talk to a lot of people, but more importantly, I try to get networked in the business community. For example, I recently moved to Idaho. I have approached business organizations, chambers of commerce and business networking groups in the area to talk to their members about current economic issues that will impact them and their businesses. I remind them that to survive, they themselves and their companies need to change or they won't survive. I never mention in
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my talks that I am a noni distributor. I tell them that I help people retire early with more money.....like I have. I emphasize the importance of networking and congratulate them for belonging to a networking organization. I mention that by networking successfully, I was able to transition from my first career as an investment analyst with a Wall Street firm, to a second career as a management consultant. And through effective networking, I successfully started a third career. I retired with a network of over 30,000 people. After these meetings, many people come up to me to ask what kind of business I am involved in and how I was able to build such a large network of associates. I pass out my business card and set an appointment to meet with them later. That is when I share the product and the business opportunity with them. 7. We've found that a key attribute is leadership. Do you have any strategies for developing solid leadership skills? I agree with you. Leadership is everything and thats why, even for a person like myself, if you ask me what my greatest challenge is, I'd probably say, finding good leaders. I believe leaders can be developed, but it often takes a while and thats why I look for people already successful who possess some leadership qualities. They can easily transfer those skills to the building of this business. You know, I taught leadership skills for twenty five years or so. I know how it works. We can help some people acquire more skills, but wouldnt it be better to
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find somebody with the skills already? 8. How did you stay focused on your business in the beginning? I focused on the benefits and the lifestyle. If you stay on your goal, whether it's college education for your kids or getting out of debt, the why youre doing this business, then youre more likely to stay motivated. Too many people focus on rejection. They take it personally, and lose their focus. Know your conversion rate. If you talk to ten people and five are going to be interested, and out of the five one will sign up, then its just a numbers game. If you do your work, then you've got to believe that out of every twenty-five people or so, youre going to find one good leader. Work by the numbers. Stay focused on that. Once again, I look for busy people and busy people usually see the benefits of a lifestyle change. If they desire the lifestyle change, they will find the time to build this business. When Del Williams approached me about the business, I honestly had no time. I was raising a family, building my management consulting business, active in my church, and serving as President of the Chamber of Commerce. I was also the director of a youth leadership program for high school students while teaching parttime at a private university. I had just turned fifty at the time and found myself doing some serious soul-searching. I had a successful consulting business and really enjoyed the other things I was involved in.
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However, I had some needs that were not being met. I realized that to enjoy my same lifestyle, I would have to continue working. Like so many other people, I was as good as my last sale or last contract. My income was tied to the economy. When the economy was good so was my business. When the economy dropped so did my income. I was desperately seeking residual income. I wanted to continue to get paid long after the work was completed. I wanted to retire in the near future, but realized that I didnt have enough in my retirement account to retire and enjoy same lifestyle that I was accustomed to. Another concern I had was my responsibility to care for my aging parents. There was no way that I could continue to support my growing family and care for my aging parents. These concerns and others were the whys I decided to do the business. I finished my term at the Chamber and didnt run for re-election. I stopped teaching at the university. I found someone to replace me in the youth leadership program. That freed up some time for me to start building the business. I started part-time and as my income increased I dedicated more and more time to this business. My favorite quotation is If you continue to do what youve always done, youll continue to get what youve always got. While this statement may not be grammatically correct, it is absolutely true. With some wonderful support from my sponsor and focused, consistent hard work, I now have the lifestyle that I always wanted. Im debt-free. I was able to provide a college education for each of my children. I have a retirement account that will ensure the same lifestyle that
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I enjoy today. When you have the time and resources, you can go back to those things you sacrificed. Now that I have total control over my life, I have returned to some of these past activities that are so meaningful to me. When talking with people who are interested in a business opportunity, I always ask this question, If you had all the time and money in the world, what would you do with your time and money? That becomes their why to do this business. I have found that people who do not have a firm why usually arent successful in this business. 9. How do you handle objections? Ive identified seven objections that most people have and if people can learn to overcome these certain objections they can build a wonderful business. 1. 2. 3. 4. 5. 6. 7. Does the juice work/is it safe? Why is the juice so expensive? Is the company solid? Is this MLM? I'm too busy. I don't know many people. I'm not a sales person.

Those are the objections, how do you handle them? First, you listen with empathy. You know, people want to know that you care. Then you want to make sure that you clarify their objections. Often what people say and what people mean are two different things. For example, How does the juice work? You
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know, they really dont care whether it goes down the throat and through the first and second stomach, small and large intestine. What theyre basically asking is, What are the benefits if I drink the juice? Youve got to clarify the objection because you could give a perfect answer to the wrong question. Once you identify what they are really asking you, then use the The feel, felt and found method. Say I know how you feel because thats how I felt before, but what I found by drinking the juice is..... And then you just give the appropriate answer. Theyre not asking for a forty-five minute expos on human anatomy of how liquid goes through their digestive tract. You need to answer the question in the right way. Just know what theyre really asking you and answer it. We can talk ourselves out of a deal, and Ive seen a lot of people do that. They read all the information and then they share more than they need to and they talk themselves out of a deal. Most important is to use logic. We have facts of course, facts are important to use, but use logic more than facts. It's not that we don't have facts, we do. But we can present more and more scientific studies of how our juice is made and how it works, however, people believe what they want to believe. Theres always one more study coming out, theres always one more scientific survey thats being worked on. People don't always believe research. Instead, you need to appeal to peoples logic. For example, I'll resolve the first three concerns I mentioned earlier. You'll see how I use logic first, not facts. You can then apply this principle to resolve the
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other concerns. The first concern was, Is the juice safe? Answer with logic: We sell the juice in eighty-three countries today, wouldnt we know by now whether the juice was safe? Were pretty much a one-product company, our signature product, our flagship product is the juice. I think ninety percent of our sales come from the juice. I will say to people, With a one product company like ours, if the juice doesn't work, if the juice were not safe do you think people would buy the juice again and again and again? Do you think wed sell six hundred million dollars of juice each year? The second concern was, The juice is so expensive. Again use logic. Go through the costs, the cost of getting sick. Ask prospects, What is the price of good health? There are always things that you can get that are cheaper. But is cheaper better? If you had to have heart surgery would you go through the yellow pages looking for a surgeon that would give you the lowest price? I dont think so. Is $2.00 a day too much to spend on good health? The third concern was, Is this company solid? Answer: Well, there are only three companies in the history of world business, that have experienced faster growth than us in the first six years of operation they are Google, Federal Express and Intel - Were number four on that list! Youre familiar with Nike and Microsoft, Coca Cola and all those companies? Well, they are far below us on the list of most successful companies in the first six years of business. After you use logic then you can go back to the facts
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to back up everything that you've said. But use logic

first.
10. We found that one of the big challenges people have is retention. What strategies do you use to keep people active? In your organization, like you said, therell obviously be attrition. But what steps do you take to minimize it? You have to make an effort to stay in touch with people. Thats your job. The other one is to get them physically and mentally active. Staying in touch with them is the point, but actively getting them to do something is vital. The company offers some training. I would want to get them involved in that. I would want to get them involved in our group conference calls. I would want them to check our website everyday because we have new calendared events. We have blogs, we have updated training materials. The more active they are the more successful theyll be. The first ninety days are crucial in the business. You have to help people make money. Even a check for twelve dollars next week is going to give people the impetus (driving force) to continue what theyre doing. I want to make sure that theyre active, that theyre productive and effective. Being productive will lead to recognition, recognition will lead to money. And that will motivate them to even greater heights. I started with a check of twelve dollars and as we speak, Im looking at that check on my wall. That's where I started.
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CHAPTER 7

Overcoming Objections
Feel, felt and found was my very best, absolute, top of the range, number one way to resolve concerns. That was the one for every concern. - Ken Rolfsness

When questioning IPCs, we found that their 3rd biggest challenge was overcoming objections. We asked the millionaires how they overcame objections. Know that you will get objections. Learn how to extinguish them fast. You can either react (negative) or respond (positive) to objections. Do not fear objections. Realize that objections are part of the conversation in the recruiting process just like asking questions and making statements. An objection is only a smoke screen and you can take the most common objections and turn them to your advantage. Reacting negatively to an objection can sometimes happen out of fear or because of lack of information. When you respond to an objection, you are in control. Your objective is to create confidence by having
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an automatic response. If you find a strong confident way of handling objections it will give you incredible power. Be prepared before you encounter the objection. Your aim when prospecting is to befriend, connect, and move on. Your success depends on getting through the power of objection by understanding the objection and getting it out of the way. "If you know you are right then it doesn't matter who says you're wrong," says Merlin Weekes. Don't put the person down. Respect what they say but be confident when you make your point. It is when you don't have that confidence that you feel threatened. See objections as an opportunity to ask questions. If the questioning is done with a genuine interest and you can offer answers and solutions, then you can bring about a paradigm shift for these people. Merlin makes a good point for anyone who has trouble with the cost of the juice. He asks them how much they spend on health insurance. He then asks them how they benefit from the insurance. The answer that they benefit when they are sick, leads him to explain that having the juice is excellent health insurance because they can gain immediate benefit by not getting sick.
Rules for handling objections:

Always validate their objection by thanking them. Respect their right to object and make them feel good. Dont take their objections personally. Once you validate their objection it loses its power. You will have changed the focus and neutralized the objection. The main objections are:
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1.No time 2.No money 3.No Interest 4.No success 5.No sales For each objection you use the same formula. Validate, neutralize, move forward. The way you do this will depend on your own personality, but whichever way you choose, always remain polite, professional, and in control. One of the automatic responses you will use for just about every objection is; Thats the exact reason why you need to take a look at this business. You can also neutralize an objection by using logic, as Larry Lim suggests. Most important is to use logic. We have facts of course, facts are important to use, but use logic more than facts. You will have a totally different level of strength once you learn to take an objection and come back with something of value. You need to be able to saturate the objection with positive energy. If you have a strong conviction of your own value and the value of your business, you can do this. Here are some ideas of how you can respond to objections. We found that the feel, felt and found method seemed to be the most effective. But try different methods to find the one that suits you. The below examples, are just that examples. They were structured using the feel, felt and found method. You will need to modify them to suit yourself and your situation. We're simply showing you how easy it is to use this
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particular method of overcoming objections. Objection (1) No time I know how you feel. I felt the same way - until I found out about this business. Do you have anything in place to give you more time in the future? If you don't, that's exactly why I want you to look at this business. If I give you this CD, will you give it a chance and listen to it? Objection (2) No money Yep, I know how you feel. I felt the same way until I found how much I started making from this business. Do you have anything in place to give you more income in the future? What would it be worth to you and your family if you never had to say these words again, I dont have enough money? That's exactly why I wanted you to look at this business. If I give you this CD, will you give it a chance and listen to it? Objection (3) No interest (They dont know what they are not interested in. Having no interest is an assumption. Use this to your advantage.) Yep, I know how you feel. I felt the same way too, I wasn't interested - until I found that this was exactly what I was looking for. What exactly is it that doesnt interest you? What if this really is for you and you missed it? I wasnt interested either but I gave it the benefit of the doubt because I didnt want to walk away from something that could be worth a fortune to me, and it was. (Your position is strengthened because you suggest a fear of loss which is a very powerful emotion.) Whether it is for you or not, at least it gives you an
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option. If it isnt for you, at least you might have a better understanding of what I am doing. This company has changed my life. If they are still not interested you can ask: Do you know someone who could benefit from this opportunity? If you have been friendly, polite and professional then they are more likely to want to provide you with contacts. Objection (4) No success Yes, I know how you feel. I felt the same way. In fact, I had no success in the past either - until I found this company. You see, most people run network marketing businesses the wrong way. But there are people and companies that are doing it right. I have found a company that is doing it the right way. Listen to this CD and you'll see what I mean. Objection (5) No sales Thats great! We are not looking for sales people. Tell me, do you like to help people? Our business is made up of people who like to help others. We share ideas. I can show you how you can share and make money doing it. Objection (6) Pyramid scheme I know how you feel. I felt the same way - until I found out that our country has laws that dont permit pyramid businesses. Explain the difference simply and professionally between a non-traditional business versus a traditional business model.
3 principles that help resolve concerns

There are 3 main principles we identified during our research, that can help you resolve concerns raised by
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prospects. One is not necessarily better than another but it would be best to follow the one that best suits your personality. First principle Don't be afraid to move on to the next person if you have to. Closed-minded people can waste your time. It is usually easier to find someone who is looking for an opportunity than to deal with excuses. Second principle Be polite, use their name and ask questions to find out their concerns. Show them they can have their needs met. Third principle Floyd Holdman uses the questions to control the conversation and find out the true reason for the objection. This is a method to be used by a person who has a great deal of confidence and self-control. He makes use of the prospect's name and first asks their permission to ask a question. The questioning guides the prospect to the conclusion that the prospect's concerns or objections are unfounded. The conversation is closed with a statement and you wait for validation from the prospect. This way the prospect comes to the belief that it is their decision. This method should always be done with kindness and consideration for the person's feelings. Larry Lim tells us: Listen with empathy. Clarify questions or objections so you know what they are really asking or saying. Relate to people regarding how you felt but remember they are not asking for a 45 minute
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answer. Failure to observe these principles could mean talking yourself out of a deal. Remember to always respect a person's right to voice an opinion and objection.
A lesson from Dale Carnegie

Dale Carnegie, in his classic book How To Win Friends and Influence People explained the easy way to become a good conversationalist is to become a good listener. He points out that when you listen earnestly to another person, it fills a basic human need to feel important. Dale Carnegie wrote his book because he realized that while people need to know how to express their ideas with clarity, effectiveness and poise they need even more training in how to get along with people. Noni millionaires know this. They know how to attract people with similar dreams, people who want to be shown how they can realize their dreams. A success minded person doesn't operate from a needy position, but from a position of someone who can offer realistic solutions to others. Become a problem solver, and you will build a solid business.

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CASE STUDY Merlin & Bonnie Weekes

1. What has been your experience with Network Marketing prior to TNI? Prior to TNI, Bonnie had been involved with a pretty big networking company for 2 years. For me personally, I had decided never to do network marketing again. That was until TNI came along. 2. Were you able to bring any of those people over into TNI? Initially Bonnie wouldnt let me talk to her people about noni juice. She felt I was in competition with her. In fact, she said, You mean for 2 years you would not help me...now you're gonna compete with me? I had to laugh and say, You don't have any products that can compete with noni juice. Bonnie decided to join me in TNI when we had a dramatic, emotional thing happen with our very sick little granddaughter. She was only 16 months old at the time, and noni really helped her. 3. When you started off with the business, were you product orientated, business orientated or were you both? Well, it was both. At my very first TNI meeting I felt noni could help my granddaughter. I believed it would help her - it sure wouldnt hurt her.
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When you have somebody who is really sick, and there is a glimmer of hope without any downside, it's worth trying. My main interest was helping her. Then if noni worked, we would introduce it to other people. 4. When you prospect people, do you tend to lead with the product or did you just lead with both the product and the business together? Both. We did both because it was a new product. It had what I considered to be substantial scientific evidence, that it could do some good. I did my due diligence. I examined who the owners were, their experience, their financial strengths. I assessed their long term commitment. We had been in other companies that did not have financial strength and they died. The leadership was in place with TNI. If I was going to work this business I wanted people there that I believe were still going to be there tomorrow. The founders had the knowledge, the integrity, the vision and the commitment to the distributors. They also had the financial strength to make it happen. 5. You mentioned in the beginning that Bonnie didn't let you go to her downline. Who then did you initially approach? Did you approach family and friends, associates or did you go to complete strangers and start prospecting them? I mostly approached strangers. But I did all of the above methods. I talked to some associates. But I talked to a lot of people I didnt know. I talked to everybody.
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I was working 8 to 10 hours per day at my job. I would get up at 6am and start calling people I knew on the East coast. Then, I went home at noon and stayed on the phone my entire lunch hour. Bonnie would bring me a sandwich, then I would come home at night and start calling people on the West coast. I would call until about 10 oclock at night. We talked about the miracle of the juice to everybody we met. I talked to many people that weren't interested. In fact, many associates we talked to were already signed up with Floyd or somebody else. Most of our organization came as a result of new blood. New people that we found. 6. How would you describe support from your upline? Well, I only had one upline. Floyd was working so hard on his business, and I would be working so hard on mine that we didnt talk much. We did meetings together occasionally, but that was it. The reality was, at that time, everybody was trying to get started. For Floyd to support everybody he was bringing in (as much as some people wanted to be supported), it would be absolutely impossible. He found a lot of people that were so excited to do the business that upline support wasn't an issue. They just went out and did it. 7. Out of the different prospecting methods, which have you found to be most effective? We found that talking to people (strangers) and
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people that we had known (associates), were the 2 most effective ways of bringing new people into our business. I have never purchased any leads. I have never relied on going to business functions to find leads. I'm not saying those aren't good, I just haven't used them. I think the most effective is if you can talk to people you have known in the past. This will give you your highest percentage of success. You have to develop solid relationships with others. We developed some good businesses through our strong networks with people. 8. What was the biggest challenge you faced when getting started? The biggest challenge we had was not having any marketing material or tools to work with. We just had a bottle of juice and a story. Fortunately the juice works. We relied on that fact. 9. Did you have a lot of objections when you started such as 'the juice costs too much, it doesn't taste good, not another MLM?' How do you overcome objections? We had all of those you just mentioned. Some people didn't like the taste of the juice. Others thought it was great. Some people said the juice cost too much. We just told them to use it anyway. If it didn't work, it wouldn't cost them anything because of the money back guarantee. We explained to them, if it does work, then it's worth it.

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10. When you look at IPCs in your organization and just IPCs in general, what do you think is the biggest mistake most of them make? Self confidence is the biggest mistake. Confidence to reach out and do something that is uncomfortable. People are afraid to be rejected by other people. Rejection is something IPCs have to experience. They have to face the rejection, face the fear and just say Ok, what is the worst thing that can happen? You then realize you can live with the worst that can happen. IPCs have to understand it is not a rejection of them personally, its a rejection of an opportunity and invitation. If people turn you down, it could be because of a bias, it could be a lack of knowledge, it could be many reasons. They're not saying you are a bad person. But at this point in time they aren't interested. Its just that simple. Dont take it personally. 11. Can you give us a rundown of your prospecting system? How you personally build your business? The key element in building a successful business is the ability to attract a prospect. You have to see things from a prospect's perspective and what hes wanting. Let me put it this way - its more important to know your prospect than it is to know your product and opportunity. In my opinion, you have to be successful with prospecting first. You have to take the time to show genuine interest, to be genuinely interested in your prospects and their wants. Build a relationship of trust with him, to the point
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that he will open up and talk to you openly. We live in a society where people are skeptical of others who approach them. If you start asking questions too quickly - trying to discover his needs and wants, he becomes suspicious of why you want that information. Hell give you half of the information. Not only that, hell give it to you with an attitude of why do you want to knowyou shouldnt ask that of me. Talk to people until they are comfortable with you. Let them do the talking, until they feel like sharing information with you. It can be done in a few minutes, or it may take a long time. Everybody is different. If Ive got something that can help them, they are much more likely to take advantage of it to solve their problem, if they trust me. You have to go through the same process, whether it is somebody you've just met, somebody you know or a lead you just purchased. 12. Do you have any particular strategies for following up with people? Ive used card files and Ive used computers. The important thing is you have to follow up at the time they agree. A prospect needs to know he can depend on you to do what you say. Or else, he won't want to be in business with you. He won't have confidence in anything you say. 13. When you find someone who's interested in the business but they haven't joined yet, what do you do to bring them in close the sale so to speak?

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I do use closing strategies, but it isnt what you say, it's HOW you say it. For example: you can say, If you believe this should solve the problem we talked about, would you want to do this business? Thats a trial close. If they say yes, then I'll say Well, would you take the time to validate the information I'm sharing with you? When would be a good time we could do that? I encourage prospects to make commitments. Their actions will then validate their level of commitment. Some people will tell you one thing and then do another. They have no intention of doing it. Thats the way people are. So, you have to continually keep sorting and finding out if the person is still genuine. If they are genuine, they will keep commitments. Another big problem that happens, is when you get a prospect excited and he goes home and talks to his partner, and he/she is opposed to it. That will happen a lot. You need to strengthen a prospect enough so that when it happens, he has enough confidence to withstand the verbal blows. 14. In the beginning you put in a lot of time to grow your business, while working a full time job. How did you stay focused on the business? Thats a good question. To build anything and to achieve any goal you have to be prepared for the detours. You have to know where you want to end up. Your business and your life won't always flow smoothly. You just have to be prepared. Sometimes you have to pre-plan and sometimes you just have to deal with whatever comes your way. Know that you have to get to point A and the
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exact time you want to be there. If something comes up and you cant be there at that time, you have to still get there when you can. But you keep pushing until you are there. 15. What strategies do you use to overcome objections? First of all, dont put the person down (who has the objection). Respect what they say. But, be strong enough to come back confidently. I like to say, I understand how you feel. I understand that some people feel that way, but I dont find it that way at all. I find it A lot of people misunderstand the network marketing industry and they say it's a scam. Thats a derogatory statement. I use a phrase that a person in a position of strength can afford to be generous. If you know youre right, then it doesnt matter who says youre wrong, its not a threat to you. Don't let objections destroy your own confidence. They only become a threat to you when youre not sure you're right. You want to be right, but you are not confident that you're in the right position. This can destroy your confidence. Try to people and help them overcome their own objections. Be able to ask them questions. Assuming you have a relationship already, if they say something that is different from what you believe, youve got to talk about it with them. If they wont talk about it, then it doesn't matter whether you are right or wrong, let it go. If you can get them to talk, then you can help them overcome the objection. For example: What about network marketing do you perceive it to be unethical? Is
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it from your experience or is it from hearsay? If it was from your own experience, then what was it that made it so bad? Was it the principle involved, was it individual personalities, was it ethics in the leaders, was it their poor product, what was it? And if those were not the case, then what? Find out a person's real concern, what created the concern and where they're at. Show them respect and genuine interest. See yourself as a college professor teaching a student - trying to help him overcome and gain new enlightenment - what we might call a paradigm shift. That only happens if they feel free to express their own opinion without being threatened by you. 16. What strategies do you use to help retain people in your organization? The most important thing you can do is to get your people into positions of strength, where theyre confident in the products and the opportunity. Then help them focus on where they want to be, why they want to be there, and how important it is for them to achieve this. Help them to understand that they're going to have rejections more than anything else. Let them know they can fail all the way to the top. If people are confident in the business, the juice, can handle objections, and there's information to support them, then it's just a matter of teaching them how to prospect. Teach them how to build that relationship of trust with prospects and keep working at it.

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CHAPTER 8

Retention: Cultivating a solid organization

The first ninety days are crucial in the business. You have to help people make money. Even a check for twelve dollars next week is going to give people the driving force to continue what theyre doing. - Larry Lim

There will always be a degree of attrition in an organization. It's expected, it's unavoidable. However, the percentage of attrition can be controlled, and retention can be dramatically improved by following some basic principles. Although we didn't gather specific retention stats for IPCs' noni business, what we will tell you is the industry average in Network Marketing is a massive 80% attrition! If you do nothing to improve your retention, you will lose 8 of every 10 distributors - leaving a devastating impact on your profits, and even your ability to survive. So while you're out there prospecting, are you taking care of the ones you already have? Do you want to constantly replace IPCs, or would you rather add IPCs?
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Today, you can dramatically increase your retention. Keep the stellar performers and learn to engage the distributors to realize their own potential.
Success is in the margins a 5% improvement can yield a 100% increase in earnings

Did you know that improving your organization's retention rate by only 5% can double your business's revenue? Here are some questions to keep in mind when focusing on your organization. Do you measure retention? Do you have a plan to stop attrition? Have you taught this plan to your organization? When you first get started, attrition may not be a major issue. When you're dealing with smaller numbers it's still manageable. For example, if you have 10 people in your organization and your yearly attrition rate is 80% (you lose 8 out of the 10), then you only need to sign-up 1 person per month to keep your organization growing. But what happens when you reach 5,000 people in your organization? If your attrition rate is still 80%, your group will need to sign up 333 new people per month, just to keep it at that size. However, by improving your retention and teaching your organization to do likewise your business will grow at a much faster rate. Not only that, but you'll be able to take more time off from your business without seeing a decline in the size of your business (and pay check).

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3 Steps to improving Retention

We identified 3 key steps the millionaires use to improve retention rates in their organization. It's a combination of these 3 key points that will improve your retention rate. Focusing on just one point won't have the desired result. 1. Keep people actively involved: Especially in the first 3 months, people need to be kept active. Help them create their business plan. Have them attend meetings, and listen in on conference calls. Have them attend training. Get them out prospecting. As long as they are staying active, they will be less likely to quit your organization. Encourage them to read material, both online and offline. Read and share success stories. There are some great blogs (online newsletters) that offer some great material. Have you ever noticed how focused people become when there's an interesting news story to follow - for example, the US presidency election, a celebrity crime case, etc? They become fixated, almost to the point that nothing else matters. It captures their complete attention. They talk about it at work - and they can't wait for the next update! That's because people like to "follow a story", a big story. Well, on a smaller scale you can do the exact same thing. Keep people updated. Build an email list of your organization and email them about new developments, success stories, and advice, etc. An email list is vital. It will allow you to quickly touch base with your entire organization each week with
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only a few minutes of work. You'll notice that most of the noni millionaires have built an email list and send email broadcasts to their list in fact, you're probably on one or two of them right now. 2. Help people achieve small successes as quickly as possible: These successes can be anything, but speed is important. New distributors can become discouraged within weeks of joining (if not sooner). In the marketing world it's called post purchase depression. It means a person regrets having spent the time and money to get involved. This regret can be turned into immediate enthusiasm simply with the result of a few successes. Here's a list of small successes you might like to focus on: First commission check First sign-up Giving a presentation Working out a business plan Putting together a prospect list Setting up a business website 3. Become a great leader: People follow great leaders. People are loyal to great leaders. People want to emulate great leaders. An organization that begins to shrink is one that is reduced by the owner not applying the above steps. If you find yourself waiting for something positive to happen, you have not fully realized that applying the steps above will generate an immediate improvement in your organization.
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If you don't lead your business, expect similar results to a failing traditional business, where an inexperienced manager doesn't delegate appropriately. He frequently leaves management in the hands of others. Instead, follow the model of a successful business and lead by delegation, not abdication. Commit to your team and expect commitment from them. This results in a chain of command that is empowering to all. Everyone understands what is expected of them. You can support them but you can't do it for them, says Merlin Weekes. Work with the people in your organization in a constructive way. Get them to a point where they are confident in the business and the product. This will keep them focused. Be a great role model for your organization. Don't expect anything from them that you are not doing or are not willing to do. Be bold and expect your organization to be accountable for their own actions or lack of action. You don't want wishful thinkers, you want people who take responsibility. People who are doers. See that new IPCs take advantage of the training offered by TNI. The Company actually pays the way for IPCs to attend training. Place yourself regularly in a learning environment and encourage your team to do likewise. Practice presentations together so that each person becomes capable and gains confidence. Every noni millionaire we interviewed was willing to help people way down the list in their organization. Get them all a check. People don't care how much money I make, it's how much money they make. Teach them that by doing the work they will get paid, advises Floyd
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Holdman. The purpose of working down in your organization is not to try to manage everyone, but to teach and support so they feel motivated to continue the work to build their own strong team. This way you will be duplicating success, not failure. Don't judge people. People like to be praised and encouraged, so remember to see the good things people do and be quick to compliment and recognize achievement. As we interviewed all of the noni millionaires, we discovered they took massive action from the beginning. If you haven't taken immediate massive action in your business or your organization, then you may be missing out on the power of taking action. It's not too late to start now... John Bentley says, I find out the amount of time they can put into their business and commit them to the TNI training program.

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CASE STUDY Trudy Crow

1. Can you tell us a little bit about yourself? I married very young and had five children. After my third child, who was born with Downs Syndrome, I became very interested again in looking at alternative medicine. I had lost my sister when she was only two and a half from an overdose of penicillin that had caused heart failure, and so I had always been interested in alternative medicine. But after I had a son with problems, I really actively began studying and became a massage therapist and studied herbology and I enjoyed working with osteopaths and chiropractors. I did this from 1972 until about 1993. And in 93 I was living in Miami and was working with a chiropractor. I started marketing health products as a secondary income. I had lost a lot of weight with a company but then I got so tired of taking about sixty pills a day that when I quit taking them, I gained all the weight back. In that particular company there was a lot of breakage and it was very hard to stay in business. They had high personal monthly volume. I had some success with that company but it was not the right company for me. 2. Did you bring any of those people with you into your TNI business?

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I did speak to Carlos, one of my associates in the other company. But we did not contact our downlines when we started. It was just a few months after we started, when we really had a wonderful experience with a young boy in Venezuela, who wasn't in the best of health. We really spent a lot of time, energy and money helping people in Venezuela. 3. So initially were you attracted to the product or to the business side of things, when it came to noni? To the product - absolutely to the product. I wasnt looking for another business, even though I wasnt that happy with my experience with the other company. I was still working as a therapist. I was still working or trying to work the other business. I had my hands full, plus I was very sick in November of 96, when I was introduced to noni juice. 4. When you approached prospects, did you lead with the product or the business, or both? I always approached with the product. I was excited because I felt I had found an answer, an alternative, that there really was something that God had made that was all natural, that could be used instead of always having to use drugs or surgery. You know, people need to be educated and given a choice. And thats really what my mission statement became. I wanted to help others and facilitate others to better health and financial security through this opportunity. 5. As we surveyed IPCs, one question that kept
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coming up was who should you take the business to first? Did you go to your family first apart from Carlos, or did you go to other associates? I honestly never made a list. I talked to my family, I talked to close friends. I was in an area in Miami where it wasnt hard to talk to ten new people a day. Basically I just made a commitment that I would share the information that I knew was true about noni juice, with at least ten people a day. However I found that I couldnt do follow-ups on that many people, so I cut it down to five people a day. To this day, I still talk to at least five people a day. Its become a real ingrained habit. Im still just as excited about what I know this juice can do for people and what the opportunity can do. It can give people time and give them financial security. It gives them something exciting to look forward to, and of course better health. In fact, even when I broke my arm (on a photo shoot), and had to go to the hospital I was able to prospect the medical people there. I had my orthopedic doctor evaluating the juice, so did the therapist, so did one of the nurses, so did the regular doctor, and one other person in the emergency room. 6. Apart from just talking to people you meet, do you have a system in place to find these five new people a day? I do it myself. As you go about your everyday activities you can talk to people anywhere. This juice is good for anyone, anywhere. I take my new distributors and we go prospecting.
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We go into Miami and go shopping. And I show them how easy it is to approach people. When I prospect I always do it third party. I don't ask prospects if they have a health challenge or if they need extra income. I introduce myself and I ask them if they know of anyone, maybe someone in their family, that has a health challenge or is needing to make an extra five, six, seven hundred dollars a month - If so can they please give them this newspaper or tape or brochure or whatever I have that I am offering. People are always very responsive and most of the time they say, Well yeah, Id be interested in knowing about this myself. I go on to ask them if I can have their email address, because Id like to be able to contact them and share some other information with them. I always make sure that everything I give them has my name and phone number and email on it. 7. That sounds like a good approach. Have you always used this method? Yes it is. I use this method, because people don't feel like I'm putting any pressure on them and I'm not. I had found from working in massage therapy and so forth, that people find it easier to talk about somebody in their family than they do themselves. So they get to know you. Its just easier for both people involved in the conversation. 8. You mentioned you give people a tape or a newspaper. Do you have any particular prospecting
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tool you use or do you use a variety of tools? Well of course when we started in 96 and 97 there was not much material at all. I loved Dr. Mona Harrisons tape, What Every Doctor Should Know. That was always my favorite. But I keep a variety of things in a filing folder in my car and I always carry a portfolio. I have something that I think will appeal to people whether their interest is going to be on health, if it's going to be the money, if its going to be time freedom, or if its going to be fun. I have cassette tapes, CDs, DVDs and newspapers. I ask people - Do you enjoy listening to information or reading information? You'll find that some people are visual, some people are auditory. And that way I can kind of customize what I give each person. If its a CD or a tape, I will tell them that I have something from my loaning library that I would love for them to take and listen to it. I then tell them Ill be contacting them to get it back in about seventy-two hours or about three to five days. I tell them there are other people I will be sharing it with. This gives them a sense of urgency, yet it doesn't really pressure them too much. If they don't listen to it in three to five days, theyre probably not going to listen to it. In the beginning I wasted a lot of money. So now I really encourage my distributors, Set yourself up a loaning library and really treat it that way. Put your material out there. If prospects get excited, if they come into the business with you, then you can loan it to them.
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Weve got such wonderful training tools and material available . If youre talking to someone who needs a lot of validation, then youre going to be letting them borrow books and so forth. But some of the books and material are really expensive. So you dont want to just give them to somebody and have them never read it and trash it. I have too much respect and appreciation for the literature than to have it just discarded like that. It's fine to invest thirty or forty dollars into literature, as long as its making you money. 9. So when you hand out information and you identify someone whos interested, do you try to identify that person as a business builder or do you just wait to see what they do? Well you know, theres a lot of signposts that are supposed to identify a leader. I think the most important thing is that somebody is teachable. If you have presented information and youve asked them to do something as simple as listen to a four minute tape or whatever you are using to pique interest, and they dont do it - then thats a pretty good clue that theyre not going to be real teachable later on. The people that have been the most successful in my group are people that follow through with what I suggested. They keep commitments. Then they come up with their own unique things, their own questions and their excitement. In other words I dont have to pump them up, all the time. If theyre really motivated, I mean if they are serious, if they really get the point of why they want to do this,
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then those are the people you want. I really stress with people, I want to know your why. What's your purpose, whats your reason for wanting to join this company? I mean what do you want to get out of it for yourself and for your family? 10. Once you started your noni business, how long was it until you were able to generate a full time income or at least, what most people would consider a full time income? Well my situation is maybe a little bit different from some peoples, because on November 20th of 96 (I got my first bottle of juice) a doctor had told me that I needed immediate surgery. I didnt have the money for surgery and I didnt have the money for insurance. We had used up our finances moving to Florida and nine months later we had a visitor named Andrew, that was Hurricane Andrew. No matter how hard my husband and I worked, and we both did work extremely hard, seven days a week, there was no money. I signed up in November, because I didnt want to pay retail for another bottle of juice. I had drunk my first bottle in three days and had had wonderful results. That really gave me hope that maybe I could handle my health challenges, without surgery. The company then put out a notice - they were going to extend the qualifying period to become a pearl, and to become a founder of the company through the month of January. By January 1st I knew that I wanted to tell everybody that I could possibly talk to about how wonderful this gift from God was, because thats the way
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I really feel about the fruit. I became pearl in one month. I found a lot of my clients in Texas that I had given treatment to through the years. I told them about the juice. I told them that I thought it would really benefit them and actually I needed their help because I had thirty days to qualify for a position with the company. This position would give me my own assistant in the corporate office. I wanted to help as many people as I could and I would need that assistant. I made these associates a deal. If they would buy a three to six month supply of juice, three to six cases and if they found it did not help them, I would buy it back from them, I would give their money back to them if it didn't work. I had that much confidence in the product. I felt like if they drank that much, I wouldnt have to buy back any. And I didnt. In fact one of the Spanish couples that bought the juice that month is a pair of my diamonds. We just worked really, really hard and I actually made more money in 97 than I had made in the previous three or four years as a therapist. The next year it doubled and then the next year it doubled and it was just phenomenal, its been a phenomenal journey. There is one thing I have always told my people, and I tell people whenever I talk to them, Whenever you drink this juice there are side effects, and they say, What? What kind of side effects? And I say, Well I know there are three right away.... 1. It loosens my jaw and I talk to complete strangers about how wonderful this juice is. All day, everyday, because its just amazing what it
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does. 2. I noticed my heart enlarge, I have so much more love and appreciation than I used to have. 3. It gives me the runs (people of course think of a detoxifying process), I run to the bank every week, I run to Salt Lake City, I run to New York, I run to Hawaii, I run to Tahiti. I have so much fun helping other people. Its just been wonderful. It truly has been the most wonderful opportunity that I think I can offer to anybody. 11. Did you spend a lot of time learning about the product and the business before you started contacting people and your associates? Well in January of 97 there was one tape, there were four fact sheets and there was one newspaper. Basically I talked from my own experience and I had credibility with the people I talked to. They knew that I wouldn't be calling them if it wasnt true. Your personal credibility is very important. Like it says in the Bible, where your reputation and your name are worth more than silver and gold. You have to have trust. People have to be able to trust what you say. And so you'd better be really careful what you say and how you treat everybody. 12. What do you recommend to a new person in the business? What should they be doing? I tell people I have four Ps. They are:

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Purpose Preparedness Passion Persistence

People kept asking me, what were the keys to my success? Why did I think I had been so successful? And when I thought about it, those four elements were what kept coming to my mind and of course I wasnt successful at all by myself. I had a wonderful team, as I do today. Carlos is bilingual and in the beginning he could travel, and I couldnt do that. He could do things I couldnt do. I had the assistant at the corporate offices (and still do today), so when we had problems, as a founder, I could call Utah and we could get help with our problems. I actually sponsored my own upline from the other company who is a computer genius. I can hardly send emails. So we had a synergy and I think thats important. They say you dont have to know everything, you just have to surround yourself with people that know what you dont. Ive been very fortunate. I have wonderful, wonderful people that I work with in my group. And I work all the way down. I dont look at what level theyre on. I feel that we are all here to help each other. Thats important to me. I want it to be a win-win for everybody, always. 13. If you were to break up your normal daily routine, what kind of percentage would you put into, say, finding those five people you mentioned, or contacting downline or contacting upline? Can
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you give us some kind of breakdown percentagewise where you spend most of your time? I dont contact my upline. I consider my upline as friends. We may talk on a conference call or something. But I don't constantly go to them. It doesnt take that long to contact five new people a day. What takes your time is doing your follow-ups and setting appointments and being organized. I keep 3x5 cards. The five people I talk to today, Ill move them three days forward, and in three days Ill contact them again, and then move them seven days after that, two weeks after that and so on. But you have to have some kind of organization otherwise you'll forget. You dont want to let any contact go too long before you follow up on them. They may get excited by what you've said and get on the Internet and then theyre barraged by all these noni copy cats, or whatever else there is out there. Youll lose them. Its an emotionally driven opportunity and I think its really important that you develop rapport and you strengthen the relationship. I would say it would probably be fifty percent of my time following up with prospects. 14. Looking back, would you do anything differently to what you have done? Or do you feel that you have pretty much followed the correct system for you? Well, I didnt really fully understand the marketing plan, and I was so excited in the very beginning. I made some serious mistakes in placement because in the other company we didnt have that feature.
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If I could go back, with what I know now, I would be a lot more careful about where I place people in the business. But at the time I thought I was doing the right thing. You know, Ive got a strong group but basically only have two downlines. I think a person probably should build at least five wide, not two. 15. Did you have much support from family? Did they help you to build your business, or did you just go out and blaze your own trail? I just blazed my own trail. Actually I wasnt ever contacted by anybody in my upline until 98. I had only called two of the uplines a couple of times to do three way calls. Nobody put anything in my business, nobody offered me any kind of help as far as prospecting or prospecting tools. Because I did have it so hard, I almost think thats one reason I have been overly giving to others in the business. I know how hard it was to not have any money and not have anything, except your own word of mouth. 16. Apart from what you already mentioned, what was your biggest challenge in building the business? And what is your biggest challenge today? Well, firstly my biggest challenge was the language barrier because I didnt, I still dont speak Spanish nor do I understand it. That was a big challenge and its still a challenge today for me - that and the computer.
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I know Ive got to get into the 21st Century. You can hardly live in this society without being skilled at a computer. But at least it gives people in my generation (the 46B.C. Generation 46 years Before Computers), the confidence to do the business without computer know-how. As long as you can do three way calls and handle filing and fax machines you can build the business. Its not the quickest, easiest most thorough way, but there are people in my group who said the only reason they tried, is because they thought, well if she did it, I can at least try. And theyve been successful too. 18. There are people who have been in the business for some time, and feel they don't know how to move forward. They feel they need more training. What do you recommend they do? When a new distributor came aboard, if I was their sponsor, I would start by asking questions. I really wanted to know what they wanted to do and what they expected of me, what my part was. I would then do three way calls and train them. I would work with them for a few hours a week for the first few weeks. Now weve got the Success Path. The company's got a standardized training. Then there are some distributors, like Ken Rolfsness, that have a marvelous system. I guess its just different strokes for different folks. But you dont have to know everything about noni juice, you just have to love and believe in its uniqueness and that it works. A person has to personally experience it. You just have to help people get their confidence level. Because once they believe it, theyre going to talk about
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it. There is no such thing as people not being networkers. I dont care if its, Man I caught a fifteen pound catfish in this hole, or I just got the best sale on cheese you won't believe. People share what they really believe in. If theyre passionate about it theyll talk about it. 19. Do you think thats the main thing people should be doing - telling stories they're passionate about? I think people just need to be sincere and be honest. And if theyre impressed with what the juice does for their health or somebodys health in their family, then thats what they should talk about. There are so many people around that if you are willing to put yourself out there and say, Hey, if you know anybody thats under a lot of stress because they need to make an extra five hundred dollars a month, I wish youd tell them to talk to me. Its made a world of difference now that Im making the extra money. Id like to share how Im doing that with somebody. Just talk to people, honestly and sincerely. 20. Have you ever purchased any leads or run any advertising campaigns, run any ads at all? I havent personally run any kind of newspaper ad or anything like that. A few years ago I got involved with a lead generating info-commercial, but that was the biggest joke Ive ever seen. I think its really important to have eye contact. I think its really important to develop a rapport because
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so many people have been ripped off and there is so much smoke, so much misrepresentation that people have to really believe you care. They dont have to believe that youre the smartest thing that ever walked. But if you are prepared to talk to people then you know which prospecting tool, which newspaper, which CD to offer them. You just have to ask the right questions. I think people need to listen more than they talk. They need to ask questions and then listen. Customize what you say and do so based on the person's responses. Listen to them and find out what their needs are or what their wants are. Thats why I've never written a script for my organization to memorize. Ill just take my downline and well just go shopping and Ill make approaches and then Ill let them make approaches. Were not a cookie cutter society. Were all unique, were all different. And thats what people, I think, are so hungry for - for recognition that theyre unique. So let them talk about themselves. They say the most beautiful word to a person's ears is the sound of his own name. Ask one or two questions, use their name and let them talk about themselves, then youre going to know how to help them. Theyre going to think youre the greatest person in the world. And they won't even know why... 21. Let's say youre out shopping, for example How would you approach someone, I mean what would be the first thing that you would say? It would depend if I was in a restaurant or if I was talking to a manager of a store. But I just always start
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asking questions and I always do everything third party, so that there's no pressure on them. 22. Do you have any techniques that you use to actually get people to sign up? What I always do, I will offer them their first bottle of juice wholesale. I dont say at my cost, because Im a real stickler for being honest. I just tell them... I would really like you to experience this. So why dont I just give you your first bottle at wholesale and then we can talk later about it. Im not pushy so people dont feel threatened. When I follow up with them while theyre drinking the juice, I know that they should be getting close to the end of the bottle, so of course Ive already asked them... Are you the only one drinking it or are you offering it to other members of your family? If they say somebody besides them is also drinking it, Ill say... Look, why dont I go ahead and bring you over another bottle and you can have it at wholesale, but it looks like youre going to want to go ahead and set up your own account. I dont say, Sign them up as distributors. I never have. I dont know why. I was never trained in network marketing. Im not a seasoned network marketer. I might have just accidentally done a few things right. I believe theres always time to offer the business to others, but I dont think anybody (this is my own personal thought), could be good in business if they didnt believe in the product. I think you have to believe in the product, that's just me personally. If the juice works for them, then it can stand on its
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own legs. Its going to be very effective and people are going to be sharing it. People dont like to think that youre talking to them because youre thinking about making money out of them. If they think the only thing you care about is to make money off of them, I think thats a turn off, but you see thats just my personal opinion. Im sure there are some other people in noni that would say, well thats really not true. But thats my view. 23. So what do you do when you come across people who have an objection to the juice? Someone who does have an honest objection like, its too expensive, I cant afford it, it doesnt taste good Do you have any kind of pattern that you follow or system that you follow to overcome objections? Well I usually dont get objections because I mention things before they can and Ill do it in a teaching manner. Let's say I was talking to you about the juice. Before you even ask me how much it is, I would plant ideas into your mind that youre worth whatever it costs and there is a difference between price and cost. You know, some people might say, well $35 for a bottle of juice is too high, but what is it costing them? You might get it cheaper at Wal-Mart, in fact you can, you can go get a 16oz plastic bottle, which is made from petrochemicals which secretes into the juice. The second ingredient is corn syrup, and the last three ingredients are preservatives. The price is cheaper, the cost is extremely high. If they say they dont like the taste, I tell them.. You
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know, I felt the very same way, until I realized that it was because my P.H. was acidic. And there are natural alkalizes in the noni fruit. If you will just stay with it for a few more days, your body is going to become more alkaline and youre going to notice a different taste. In the meantime just hold your breath because you cant taste what you cant smell. My daddy was a big football fan and he always said that the best defense is a good offense. This has worked for me. We already know what the three of four most common objections are going to be, so we can be prepared to answer positively. 24. Whats the biggest mistake that you see distributors repeatedly making? Not following up. It may be that distributors fear rejection. I like to do role-playing. If you can help people really feel more comfortable, they won't have that fear of rejection. If you can help them to realize that they dont have to know it all - they can call us or they can refer to information or the website for answers. Dont feel like you have to give too much information, when you do follow-up. People sometimes fear the follow-up, because they are afraid they won't have all the answers. Thats why I think three way calls are really important. I think every sponsor should really work with their new distributors on the three way calls and help them build their confidence so they feel more relaxed about it. 25. What do you see yourself doing that other IPCs
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don't do? I would say the follow-ups, developing a relationship, asking questions and really listening. Theres a difference between hearing and listening. I think that I listen better than some people. 26. One of the big things we found when we surveyed people was they struggled with two major problems: Prospecting and retention, keeping the people that they had signed-up active. Do you have any techniques that you have used to keep people motivated and active in your downline? I have seven diamonds and I talk to them every week, I talk to some of their pearls, I talk to their downline. Ive got people that started with me in 97, they are still with me. If you want retention in your group, its in the follow-up, its staying in contact, its showing an interest. You need to set aside so much time out of the week for this. You have to be making those calls or sending email cards you need to keep in touch. 27. What percentage of time do you spend, keeping in touch with your organization. At least twenty-five to thirty percent per week. Youve got to stay in contact with your team and help solve whatever challenges you see them having. Or just exchange information. Then you follow up on all your new people, and follow up on their people. I just enrolled two new people and one of them had
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been in my group back in 98. She lived up north and her husband was really sick. I was going through a lot of problems. Somebody had got hold of my downline report and was going after my people. I was honestly quite stressed. I didnt contact her for a while and then when I did call, the number had been disconnected. I wondered what in the world had happened. I figured her husband died. I thought well maybe she had to go live with one of her kids. But two weeks ago she called me and she still had my number. She had moved to Delaware and had run into a lady that was selling noni. She mentioned that she used to sell noni and she said, Oh well you ought to do that again, I can sign you right up. And she said, Oh if I ever do it again Ill go back to my sponsor. Then she called me, to sign her back up. She said, You were always helpful and you were always there when I needed you. I just want to work with you. It means a lot to me that she would be that loyal. She felt like she had support from me. Sometimes it's easy to worry that somebody is slipping through the cracks. 28. Are there any kind of skill sets youve seen with people in your downline, who are doing well? What kind of skills do you see in people that do well in this business? I think they have good communication skills and good people skills. There are common denominators with successful people. They do not prejudge. They have
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integrity in their dealings with other people. I think that is of the utmost importance. I used to really be upset at the people going after my leaders back in Mexico and Ecuador. I mean, I lost 300,000 points in volume in six weeks in Ecuador. Then all of a sudden I realized, if those people thought it was ok to do that, then I was better off without them in my group. The people that offered them the money or offered them all this stuff, were scallywags as far as Im concerned. But evidently I had misjudged the people, because if they thought it was ok to sign-up in their husbands name or their wifes name or their dead grandmothers name...... I dont want these people in my group. Im not going to let my blood pressure go to stroke level anymore over it. 29. Now that youve generated quite a degree of success in the business, has it changed how you view things? Do you do things differently? Its given me the opportunity to fulfill my dream of helping other people and helping ourselves. Especially after Hurricane Andrew when we were having such a hard time financially. There were many times I would have to write a note and only be able to pay part of a bill. To be able to pay all my bills and to be able to have money to help other people that truly cant afford things. Weve helped a lot of cancer patients financially. We give them a bottle a day. Now Im debt free. We own our home. We own our vehicles and our boat. I dont have a two million dollar house.
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I just wanted the financial security of being comfortable and being well. I dont have a showy lifestyle. I have the lifestyle I wanted. Im free. I can travel. I always said if I had money I wanted to see what God had created in other parts of the world. The lifestyle of freedom, to be able to help others and to be able to help my children and grandchildren. My girls had to work so hard at such a young age. We never had a family vacation, so three years ago I wanted to do something special, so I took all four of my daughters to Hawaii with me. That was a very special trip. It allows you to do all those kind of lifestyle things, particularly with family. 30. Do you have any more observations or comments in general? Particularly for those people who are struggling in the business? I think one of the disadvantages of being in your own business is the fact that you don't have to be committed, if you don't want to. As an employee, if the boss told you to do something, then you would be obliged to do it. So when you're the boss you dont always keep commitments to yourself. Thats the thing I have seen in my group. A lot of people have committed to talking to five people a day or three people a day. Then they only talk to one and get distracted. They think, ok Ill make it up tomorrow and Ill talk to this many extra tomorrow. They dont take it seriously enough. They really need to realize that they have hired themselves.
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They need to be committed and true to themselves as they would be to a boss. Be reasonable, but be consistent and persist and take it seriously. It is a business. If youre wanting to make serious money its not easy. I think that a lot of people think, Oh well I can sign up a couple of people and thats all I have to do. Theyll do all this work and Ill make all this money. Well thats not reality. They have to be accountable to themselves.

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CHAPTER 9

Who's Building My Organization?

When I was instructing in the USAF, teaching others how to fly a Mach2 airplane, training was a high priority because what you didn't know about the airplane would kill you. This business is so simple and I feel that many people use lack of training as an excuse for not getting out there and prospecting people. - Alex Brewer

What is a noni millionaire's biggest challenge? When we posed this question to the millionaires 60% of them said, getting people to replicate them. What's the solution? Ken Rolfsness, one of TNI's fastest qualifying Triple Diamond Black Pearls told us: When Michelle (my wife) and I first started our TNI business, we only ever spoke about the product and the business seemed to take care of itself. We built our business with the belief that Ignorance on Fire is better than Knowledge on Ice resulting in a very large and stable business. We reached Triple Diamond, Black Pearl within our first year and continue to be successful.
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When our good friend Bert Jensen came to Australia we compared our businesses and the growth differences. Bert asked me how I built my business, so I shared my tactics with him. He smiled and said, You may be able to out-recruit me 10 to 1, but my 1 would out-perform your 10! It was after this that I realized that even though Bert said I can out-recruit him, I didnt have a system in place like he does - where any person who wants to build an organization easily can. He said, Ken youve blazed a trail to the top, but unfortunately you didnt leave a road map for your group to follow. I then asked how he built such a large organization in countries that werent even open at the time. We spent many hours discussing his business building strategies and how I could put these things into practice with my business. My 1 would outperform your 10!A paradigm shifting statement. From the example above you can see that Ken's initial concept was to do it all himself. Due to his exceptional communication skills he did very well. But it wasn't until he strategized with Bert that he refined his techniques, and freed up more of his time, by having his team build his organization. But what kind of team? Floyd Holdman explained that when he first started his noni business, he went after the big fish - people he knew had more contacts and a greater influential circle than himself. He didn't focus on the less influential people. Floyd goes on to explain that many IPCs go about the business the wrong way. They prospect people that have less of an influential circle than themselves. And down the line it goes, each person bringing into their organization a smaller circle of influence. Each section of the team becoming less and less effective.
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Ken Rolfsness took this bold approach himself, perhaps unintentionally, when he signed up his former boss, a multi-millionaire. This not only gave Ken tremendous credibility, but it also gave him networking opportunities into a new circle of influence. Ken was on his way to becoming a noni millionaire. More than 90% of our millionaires have taken and still do take this approach. They knew who was going to build their organization the fastest and the most effectively. A simple fact if you want to build an organization quickly and effectively, network with people who have a big circle of influence. Ken goes on to offer the following advice: Regarding building your organization, first work out who your potential leaders are. Be selective in who you choose - you could be traveling the world with them! Your potential leaders should be: 1. People who have a great and positive attitude 2. People who want more out of life 3. People who will do whatever it takes to obtain their goals 4. People who are persistent and wont give up at the first obstacle 5. People who are the ones you want to travel the world with 6. People who you wont need to continually chase up they will be calling you! 7. People who are capable of leading an organization. If, by some mischance you havent already done so,
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write down the 10 best people on your list. This will be your leaders list. Start with them first. What if you don't know enough people? Bert Jensen suggests you start 'networking.' Go to functions, go to breakfast club meetings, or Chamber of Commerce meetings. Larry Lim also applies this networking skill as he speaks and attends business functions. Opportunities to network with other business people are all around you and never ending.
Did the millionaires bring a former organization with them?

Another common question we received from IPCs was - Did the noni millionaires become millionaires by bringing over an organization from another company? We can put this one to rest right away. 67% of the millionaires we surveyed did NOT bring an existing organization with them.
Bring Organization from other Company No Yes 67% 33%

And for those who did, keep in mind they still had to build that organization in the beginning, which means this becomes an irrelevant question. A second major concern was - all of the good prospects are either in the business already, or already know about it and aren't interested. Does that mean there is no one left to prospect? Larry Lim answered this question best, when he said
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A lot of the network marketers, the professional ones, are already in this company. That's why you should look for business people. Even Kelly Olsen says, we need to take this company to a different level by appealing to more business people. Only 12% of the population is interested in network marketing. What about the other 88% who aren't? Business people understand that a business doesn't move by itself, it is developed and directed by the mind behind it.
If you don't make it happen, no one else will do it for you

One of Donald Trump's TV shows 'The Apprentice' had two young men battling it out for the prized position in the Trump company. It was an interesting challenge, because one was a top graduate in business who worked for a large organization, while the other was the owner of a multi-million dollar business and only had a college education. The competition was tight but the determining factor was the young entrepreneur's ability to organize himself and make quick, concise decisions. This doesn't mean the graduate couldn't gain the same abilities. But at this point, the entrepreneur had the edge with his experience as a decision maker. He knew how to make the right decisions quickly. The entrepreneur knows he will have competition. This doesn't concern him, he has the vision of where he is going and he will turn most circumstances to his advantage. Network Marketing is not some sort of illegal scheme as some people may intentionally or unintentionally portray it. It's a marketing system that is
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now being taught at prestigious universities around the world. It has come of age and can stand alongside other marketing methods. As such, it needs to follow the success principles for business and marketing. Larry Lim, doesn't consider himself as a professional network marketer. But he is an expert in marketing. His success in the noni business proves that traditional marketing principles apply.

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CASE STUDY Ken & Michelle Rolfsness

1. Can you tell us a little bit about your background? I was born in California, but was raised in Blue Springs, Missouri. Until recently, I had been living in Brisbane, Australia with my wife and 3 kids for 11 years. We are currently on an extended vacation in Utah. Like my parents, I came from a working class background. I was a factory worker in the US and when I moved to Australia I was still a factory worker. In an effort to change my situation (we were living with my wife's parents and our credit cards were maxed out), I decided to take on a new job in sales, working for Phil Tornabene. I was working 60 80 hours a week but not doing very well. The opportunity to join TNI was dropped into my lap. Not having any prior experience in Network Marketing, I of course wasn't at all interested at first. But then I was given an audiotape and I am certainly glad I listened to it. I decided to give it a go, and if it didn't work, Oh well... My wife was very negative about it and said, If it's network marketing, you're not having anything to do with it. I decided to do it anyway. We tried the product and had amazing results. I saw some amazing things happen to my family, especially with my father. I decided to give the same tape to my boss Phil. He's a great man, very successful in business. I asked him for his opinion and he told me I was wasting my time. He
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said that only a small percent will make it to the top, and so on. Anyway, he reluctantly took the tape. About a week later I got a phone call while training in a meeting with a message to Shut down meeting ASAP and call Phil at home. I'm now thinking, Oh no, I'm getting fired. You see, I asked Phil everyday if he had listened to the tape. So I call him back and he says, Ken I just heard your tape...if a quarter of what's on this tape is true, we're going to make a lot of money. From there Phil and his wife Nolene then book flights to the US. He meets with the founders, does background checks on both the company and the owners. He sees that they have no debt and have a very solid foundation. He calls me from the States and says, Ken what's your ID number? I said Why? And he said Well, you introduced this to me and Id like to get started. I thought to myself, wow Phil, who is listed in the Whos Who of Business in 1998 and 2001, who owns several companies, and owned the largest AMP franchise in the world... what would he want with a simple fruit juice? From that I got a lot of confidence. I started handing out that one tape like water. I would just say to people, Heres a tape with a bunch of Doctors talking about how this fruit juice seemed to help their patients. If I give it to you, will you listen to it? I didn't go to people with hype. I basically asked them for their opinion. If they were in the looking zone, you would soon know. All I do is find out a way to get them to listen to the information. I let the tools do the work. Back then I didn't understand the marketing plan, I
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just knew the product worked. I was confident in that fact. You can guess what happened from there... 2. What's the biggest mistake you see IPCs repeatedly making in this business? Talking too much! They talk people into it......then right back out. When a prospect starts asking questions, IPCs tend to get excited and give too much information. Its as if they have asked for a drink of water and the IPC opens up a fire hose and they drown them with too much information. IPCs need to be a 'conduit' to a system. A pipeline so to speak. I let the tools do the talking. For example, I use my iMap system. The iMap system is based on the now famous 3 Question/Grid program that I developed after Bert Jensen directed me onto the right track. Right now that information is on the Show Me The Money DVD. Instead of them talking about how great noni is, I prefer to do what I did in the beginning. I simply let the tools do the work for me. All I have to do is teach the IPCs exactly what to say and what NOT to say! The reason I made so much money so fast, is because I handed out hundreds of my prospecting tools, and I taught those who joined us to do the same. It wasn't me talking, it was the tools. Thats where the credibility came from - it was third party. 3. Can you run through your prospecting system so we can better understand it?
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Well, your warm market (associates) is where most of your people will make the money. What we do with new IPCs is the standard thing. They write a list of names. We teach IPCs to write a minimum of 40 names. Then we divide them into groups. The first 10 would be people that you look up to. This is important because most IPCs only approach those who look up to them. This is a mistake. IPCs should approach those they look up to as well. The problem is, your people will then do the same thing and then they will talk to people that look up to them. Pretty soon you will be doing presentations from a park bench! In my own personal example, Phil Tornabene was one I looked up to - my boss. Today after 8 years, he is still here. Hes still solid and hes my biggest group, and one of my dearest friends. Next, list 20 people that you associate with on a regular basis - your friends, relatives, club members, church, etc. Thats where the majority of the people will come from. Finally list 10 people you would like to help. However, there are exceptions to the rule. Dont count on the exception, bank on the rule. You see, people will join you because they know you, like you and trust you. That's why your warm market is so important. After we have the list of 40 names minimum, we then contact them. It's what I am calling the iMap system - 'Immediate Massive Action Program.' The iMap system allows us to be a conduit into a system. Even I use this system myself. If you are doing something that is not duplicatable, which I have done in the past, then you will build a good short term business,
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but your long term business might not be sustainable. We teach people what to say and what not to say. If they dont know what to say, or they are confused, people wont act. We then give them a simple script. I used to have a problem with scripts. I always felt they were fake. I felt like it was acting and thought How can you be passionate with a script? But all a script does, is makes sure you are prepared. For the average person who doesnt have any skill sets, when they have this short script, it gives them confidence. Then as they become better in the business, they will know how to express it in their own way. But at least we give them a way to start and it's short and simple. I researched the creation of the iMap system from people that have made US$10 million to US$20 million in the industry. We created it from the top dogsnot just the top people in noni, but in other industries as well. Here's what we do: 1. Get your list of names. 2. Contact the 40 people in the first week. (And add to this list until you reach your desired income.) This gives your business a major kickstart. You do this all within your first week. (Or if you have been in for sometime and you want more money, start a new week TODAY) Some people would say Well, gee Ken, I do have a life here. I cant contact 40 people. But if you tell them what to say and what not to say, theyll be able to
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do it without too much effort. If they contact the 40 people in the week, our statistics show that they will bring 5 out of the 40 people into the business. So, all we have to do is give them confidence to use the system and to understand it. Thats what we mean be a conduit to the system. I should mention here that if you can physically see them in person, within 7 days, rather than call, you will get better results. Your conversion rate will be so much higher. It's better to see them than to phone them. In the beginning I used the Look whos talking tape and thats all I did. I let the tools do the work. I was very good at getting people to listen to that. Now I use the DVD Show Me The Money which I find better. It covers the doctors stuff, but more importantly, it also lets them know they can make money. The 3 things that most people want to know about a business are: 1. What is it? 2. How much money can I make? 3. What do I need to do to make that money? More people know that they are broke than know that they are sick. We are just going after a higher conversion rate. Call your associates and use one of these scripts: The 3 Questions Approach

Q#1. Hey (Persons name), who do you know that would like to
make a lot of money? (Most say they do.)

Q#2.Can you get $300 within a week?

(If they answer no to this question, I have found a fast
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solution. I was told by Jean Rahman, who was the youngest, former Auditor/Examiner for the IRS, that the average working person can claim $300 to $500 a month back in their paychecks, just because they operate a home based business. Jean teaches this concept in her tax course How to Get A Raise Without Going to Your Boss.)

Q#3.Do you know 5 people we can contact in the following

week, who can answer 'YES' to these same 3 questions? (If they answer yes to the 3 questions, I show them the Formula on paper. I then arrange for them to watch the Show me the Money DVD ASAP) Generic Approach Hey, {persons name}. The information on this DVD is some of the most important I have ever seen. It's important for you and for me that you watch this tonight. Lets talk tomorrow. Now, in most cases your friend is going to say, Well, what is it? And if you dont know what to say and you start talking and engaging them, in a conversation, you are going to lose them almost every time. This is what I mean when I said people talk people into it and then they talk them right back out. We do not engage them in conversation at this point. We are strict on this point. Normally your associate will say, Well ok, what is it? All you say is... Well, {name}, it would be an absolute waste of your time and mine to discuss it until after you watch the DVD. Often people say, Oh, is it one of those pyramid things?
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Again you say... {name}, we will have plenty of time to answer every question after you watch the DVD. We found most people fail in our business because they start to engage prospects. They tell them all about the miracle stories. They believe in the product so much because it has helped them. It's all they think and they try to get that across to their friends. Unfortunately, thats usually the brick wall. That's why the 3rd party information is so important. It has credibility. The 3rd party material must do the work. Now, here's the second problem. This is probably where most of the prospects fall through the cracks. You can get a whole flood of people, and have them listen to information, and then they all fall through. The reason they fall through the cracks is because they fail to follow up.(I am currently working on a new Secret Weapon that addresses this concern. And its a Beauty!) Why don't people follow up? Because people are afraid of rejection. What happens is that the IPCs dont call them. They sit there waiting for the prospect to call back. They start thinking the prospect must not be interested. A day goes by, 2 days, 3 days, 5 days and by that time the person has gone on with his own life. We teach people to follow up straight away and theyre only going to do it twice. So, here is what happens. I call you up and say, Hey {name}, did you watch the DVD? That's all you say. Don't try to start hyping them up and asking them if they thought the DVD was amazing. You just say, Did you watch the DVD? And if
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they say no, Im going to reiterate what we said in the first place. Well, {name} the information on the DVD is some of the most important that I have ever seen. It's important for you and for me that you watch it tonight, so let's talk tomorrow. If I then call then back the next day and they still havent watched it, it doesnt mean that they're not interested, it just means right now, they're not interested. The time is not right for them now. So, you cut them off. You do it in a very nice yet professional way, which is Well {name}, you know maybe your personal timing is just not right. If you ever do get the chance to watch that DVD and it makes sense, give me a call. Then you end the call and move onto the next person. Too many distributors sit there and go over and over the same people hoping, wishing and praying. They could instead be out talking to somebody else who actually is waiting for it. Now if they say they didn't watch it because life got in the way but that they will watch it, don't chop them off. Thats just common sense. So let's say you call them up and you get a yes, the person did watch the DVD, the only thing I want people to say is this, Did it make any sense to you? You will only get 2 answers - YES and YES, But.... If they say Yes, then you arrange a time to go over and show them exactly what the next steps are and get them plugged into the system. But what happens in most cases is - theyll say Yes, but It doesnt matter what the Yes, but.. is as long as there is a good meeting in your area, just invite your prospect to it, to have their questions answered. If not, contact your upline for advice on starting one.
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People will want a 2nd look or they will need a 2nd look, in most cases.and sometimes it's just that they need confirmation that they're onto something good. You see, of all the companies over the last say 50 to 60 years, that were viable, that were strong, those that are still here today, all have big weekly opportunity meetings. Unfortunately, it's just a necessity. Its like church. I go to church every week. Why? Because being around other people who feel the same way as me, gives me a boost in my life each week. Im not perfect, and I fall short. We are plugged into a system (whether it's noni or church), we have a routine, we know what to do, and we help others. As I said, it doesn't matter what the Yes, but is. It could be, Yes, but I dont have any time, Yes, but I dont have any money, Yes, but my wife would kill me, Yes, but my husband would kill me. Whatever the Yes but is, it should always be the same thing for all of them. You simply say, Well {name}, thats exactly why you need to be at {wherever the nearest meeting is} next Wednesday night at 7:30pm. Every question you have will be answered. Ill pick you up at 6:30pm Thats the boldest we get. Thats what we recommend. If they saw that DVD and it made sense to them, it looks like there could be something ringing around in their head. When they come for a second look they are suddenly around people who have made some money in the business. Maybe somebody just retired, maybe somebody just bought a car, or somebody just got an extra $500 a month or $200 a month or $2,000 a month. It gives them confidence that this could be something they have been looking for. As soon as they come into the business it doesnt
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matter if they want to make $200 a month or $20,000 a month. They should all be on the same system. Bring them straight into the iMap system. 4. How did you develop the leadership skills to do this business and how can people develop leadership skills? My mission. You know, I served a 2-year church mission for The Church of Jesus Christ of Latter Day Saints and that helps mold your life. But for those who are trying to build leadership skills, now is the time to understand that the biggest thing about leadership is how you think. Thats the whole thing about leadership - its exactly how you think. Let me give you an example. Bert got this from Big Al.. There are usually 2 ways to look at things. You have distributorship thinking and leadership thinking. For example, one of my favorite's is a hypothetical conversation between a distributor and a leader. The distributor complains My product is too expensive. This will never sell. A leader responds to the distributor (and we'll use a car to illustrate the point). The cheapest car is a Kia, right? So, if the Kia is the cheapest car and people buy on price only, then we should see nothing but Kia cars running around, right? Then the leader grabs that distributor by the ear, pulls
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him out to any corner, and stands there on that corner and says... Ok, theres a Holden, theres a Ford, theres an SUV, theres this and that....oh no, no Kias yet. The distributor says... Well maybe we are in a rich neighborhood. The leader says... Ok, let's go to the poorest neighborhood and let's stand on the corner. What are you going to see? You're still going to see SUVs, Fords, etc...you rarely see the cheapest car on the planet. Even poor people buy products they want. A distributor thinks one way and a leader thinks another way? A leader will use stories to help teach people. Let me share another example. One day while driving, you get cut off by a red Mustang. It just flies straight past you. It cuts you off. You are mad. How would you think? Man, if I catch that guyroad rage, right? Later on, you find out that a kid got hit on a bike, the same red Mustang pulls up, the kid's going to die, the driver puts him in the back of his Mustang, races him off to the emergency room just in time to save the kids life. You later find out that the kid was your son. Now, how do you feel? It's a paradigm shift. You suddenly changed the way you thought. I try to teach our people leadership thinking. That kind of thinking transcends to other
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people. 5. How did you build your business so quickly? Some of the most successful networkers tend to be the best storytellers. Facts tell, stories sell. Thats exactly what happened to me. I didnt have a system to plug people into at the time. Consider this I was a factory worker who ran up the ladder to Triple Diamond in 9 months, Black Pearl in my 1st year, Platinum in my 2nd year, and was featured in the bestselling book The New Entrepreneurs, where my story was voted the author's favorite. I was also placed on the International Advisory Board, and was the first distributor to speak at a DSAA meeting in Australia on my recruiting techniques. We made our first million with no experience... shows what a person can do with a great story! 6. How do you overcome objections? I use what I learned on my mission. The Feel, Felt and Found Method. For example, I know how you feel, many people have felt the same way, however Ive found that once you.... The Feel, Felt and Found Method, was my very best, absolute, top of the range, number one way to resolve concerns. That was the one for almost every concern. 7. When you first started in the business, what kept you focused?

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I didnt want to go back to the factory and I wanted to get out of my In-laws' home. I was able to overcome all obstacles because I knew what I wanted with ALL my heart! I found this business very easy to do. Kind of like....breathing. It was effortless. That was the problem! Thats the part you cant teach. Thats why I speak so heavily on plugging people into a system, because I was an exception to the rule. I never followed up. I didnt write a names list. People would come to my house, go through some of the material and that was it. The way I did it, is not duplicatable. Thats why we had to make this DVD system. We had to make a system - to keep me in line. I mean I just had no questions. No questions whatsoever. I knew with all my heart that this was the right Company. I knew that the product (in my opinion) is one of the greatest gifts of all time, and that the pay structure would take care of my family, and their families for many years to come. When I first started, I believed that Ignorance on fire is better then knowledge on ice. I have since understood that Correct knowledge APPLIED, will grow your Empire.

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CHAPTER 10

How to Build a Noni Business Empire

Just as happiness is a conscious choice, so also is success. - Janice Ayre

We hope by now that our book has given greater insight into the most effective methods for building your noni business. As part of the survey, we were interested to find out which group of IPCs tended to be more successful when it comes to focusing on the product or the business. Although not infallible, we measured success based on downline size. Now keep in mind, the following information is based on an organization as a whole group, not as individual IPCs. In other words which group tended to be those building a noni business empire.
Who builds the largest organizations?

We found that groups who focus on promoting financial freedom seemed to have the larger organizations. See the table below:
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Performance of Average IPC Financial Freedom Product 281.69 180.13

The table above suggests that those who focus on financial freedom have the larger downline. As you can see the Financial Freedom focused groups had an average organization size of 281 people. Whereas a Product driven group on average, has an organization of only 180 people. That's a difference of 100 people. And it's all because of their focus. The graph on the following page shows this in more detail...

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Performance of Average IPC

300 275 250 225 200 175 150 125 100 75 50 25 0 Financial Freedom Product

Which group would you rather be in? Now there's an interesting fact to these stats. We found that most people, 59.99% decided to join the business because of the Juice. But, it wasn't until they focused on financial freedom that their organization grew the fastest and largest. As with all cases there are exceptions to the rule. But based on averages, your business will grow faster if your
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organization as a whole is driven by financial freedom. Does this mean if you joined (or your prospect joined) because of the product, you are destined to have a smaller business? Not at all but your organization's focus AFTER joining will determine your rate of growth.
Reason for Joining Product Financial Freedom 59.55% 40.45%

Alex Brewer said it well, when he stated: First I sold the prospect on the idea the product was good and then I sold them on the idea that they could make money promoting the business. The twist is, most people initially joined for the product, but ultimately it's the promise of financial freedom that drives IPCs to build a larger organization. With these stats in hand, try it with your own organization. Put it to the test. To find answers we should look for patterns. This is one pattern you can confidently follow. Below are some of the steps you can take now to become another noni business success story: Learn the business and use the products. Join the TNI Success Path Find a good role model in the upper levels of your organization. Emulate them. Get involved in group training.
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Create a dynamic list. Set time-sensitive goals. Look for business people. These are the people who have developed a level of self-discipline. Learn how to qualify people. Choose people you will enjoy working with for the rest of you life. Do presentations with your sponsor until you are confident. Learn what information packet you need. Become independent as quickly as possible.
From Ordinary to Extraordinary A true story on what makes someone an achiever

With just eight dollars in his pocket and only fifteen years old, Cyrus Field left home for New York City. Seeing this young boy in his first job as errand-boy with A. T. Stewart & Co., New York City's first department store, probably no-one would have given much thought about his future. But while two of his older brothers, David and Stephen, went onto higher education, Cyrus had his own agenda. He had a particular spark within him. Five years later young Cyrus Field left New York and returned to Stockbridge and took a job in his brother Matthew's paper mill. He became a successful paper salesman and made trips to Boston, Philadelphia, Washington and New York. His likable personality won him many friends in the business, which was to be a great advantage later. By the time he was twenty-one he had bought an interest in a small paper mill. Later he accepted an offer from E. Root & Company, wholesale paper dealers in Maiden Lane, New York City. Here,
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Field became partner and attempted to strengthen the declining business through his acquaintances in the trade. The effects of the financial depression of 1837 brought the final collapse of the business. Although Cyrus was only a junior partner in the business, for some unexplained reason, he found himself responsible for the company debts. It took him five years to make a settlement with the creditors and to re-establish himself in a business. It took him another eleven years before he and his brother-in-law had a successful business worth over a quarter of a million dollars. Despite difficulties, Cyrus went from an office boy to retiring a wealthy man at the age of thirty-three. His story didn't end there nor was his future path easy. By the middle of the 19th century, a network of telegraph poles strung across America had changed the way the country did business thanks to Samuel Morse's invention that made instantaneous communication possible between cities across the continent. Communicating with Europe still relied on sailing ships and it could take weeks before a message reached its destination. Cyrus Field was inspired by what was taking place in his country. He realized the importance of communication. It became his dream and later obsession, to accelerate communication between America and Europe. His vision was to lay a cable across the ocean floor. The challenges of doing this were part of a courageous adventure that would change communications forever. The need for transatlantic communication was obvious, but there had never been an undersea cable longer than a
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couple of hundred miles and 300 feet deep. The first successful laying of an ocean telegraph, the Atlantic cable in 1866, marked the beginning of a new era in human communication, for that achievement was followed by others of similar magnitude in other parts of the world. It took the vision and determination of one man to set this series of events in motion. He used his powers of persuasion to light the fire of vision for others. This would not have been an easy task considering the failures and problems the task had. Cyrus Field was wealthy but his wealth was not enough for the project he had undertaken. He had to communicate his passion and belief to others. His definite desire gave energy to his undertaking, attracting the minds and wealth he needed for a successful outcome. It took 12 years and the equivalent of billions of dollars in his quest to successfully lay a cable across the Atlantic Ocean. It is easy to be distracted from a project because of lack of knowledge. In the 19th century the only thing people knew about electricity was from lightning. Even Cyrus Field said that if he had known more about electricity and oceans he probably would never have attempted such a daring feat. In this day we have a lot of knowledge about many things at our fingertips. We have ease of communication and travel and yet we can still find numerous reasons why we can't achieve our goals. Maybe Cyrus Field was protected by what he didn't know but amid his failures he must have questioned his ability to succeed. He would have had many who would also have questioned his ability and even his motive. But that didn't stop him. When we see people excel, we admire them. They
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are our heroes. We see them in positions we think we cannot obtain. They are more talented, better educated, richer, all the things we're not. If we study the lives of men and women who have excelled in a particular field, we see people who are as diverse in character, education, talent, position or wealth as the rest of the population. Cyrus Field didn't have the higher education that two of his brothers had. They were highly educated lawyers and they made their mark in history. Cyrus had little formal education but he made an even bigger mark. So what sets these achievers apart? No one is born extraordinary, this is developed in the life of a person through their own choice. To find answers we look for patterns of particular attributes. These attributes can be developed by anyone who has a strong enough desire and is willing to act upon it. Each one of us has the seed of the qualities needed to transform the ordinary to the extraordinary. We hope that you have learned from what we have researched and shared. Let these qualities unfold in your business. Our noni millionaires are people who have dared to win! They have laid their cable across their own personal ocean.

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