NETWORK MARKETING SECRETS: The Irony of Commitment

Network Marketing Secrets with Candy Webb

I wish I could take credit for this quote; I can’t, it’s attributable to Anne Morris, well known essayist of New York City, but it gets at the essence of success in my industry (probably in any industry):

“The irony of commitment is that it's deeply liberating - in work, in play, in love. The act frees you from the tyranny of your internal critic , from the fear that likes to dress itself up and parade around as rational hesitation. To commit is to remove your head as the barrier to your life.”

Her phrase…”that likes to dress itself up and parade around as rational hesitation”…is perhaps the emotional answer to breaking through the intellectual barrier that keeps so many from actually succeeding. We don’t always think it is “cool” when someone is passionately, excruciatingly involved in any endeavor…it is frequently more comfortable to stand back, to take that “rational hesitation” and thereby, quite frequently, to miss the boat. I have found that most people are so risk adverse that they will literally stay in jobs where they are underutilized, under appreciated and underpaid forever, instead of stepping out and up and going for their dreams. They will practice that rational hesitation until there is no opportunity left. These are the folks that spend a lot of time in later years talking about “what might have been”. This does not mean, of course, that all caution should be thrown to the wind in making decisions that affect career, wealth, and family good. It simply means that we must guard against letting due diligence extend into analysis paralysis. How do you avoid that? When do you have enough of the right answers to make a “Yes” decision?

The best way to answer that is to develop a decision process that considers the TOP FIVE CRITERIA that need to be answered to determine whether or not you are making a good decision. Then, go about getting those answers from more than one source of qualified experts. Then, weigh those answers, compare them for like responses, divergent opinions, and finally – make you own decision.

If you are talking about a decision regarding Network Marketing (and, of course, I’m always talking about Network Marketing!), and how to get the right answers, let’s first talk about finding the qualified sources. Be wary, these experts will definitely be trying to convert you as a believer in their particular company, but if you are capable in your questioning, you can get the overall answers you need. Always in picking your experts, you are looking for over ten years of successful experience in the industry. These are some criteria you can use for judging their expertise. Is this what they do full time? The only reason anyone is not full time in our industry is that they simply have not made enough money to go full time. You’ll probably want to give me some objections to that statement, but believe me, after twenty years in the industry, I know this is one of the sure ways to separate the ones who have arrived from those still on the journey. How many people are in their organization after two years? If they are a top producer that number will be around 8,000 to 10,000. It’s a sure thing; if less, well then they’re probably not making the grade of a “top leader”. Sales volume in their organization is another indicator because sales volume indicates profit. Look for sales volume (if you can get a straight story) of over $300,000 monthly. Other indicators – Is there a company print out of earners, or does the company have a Millionaire’s Club that this person is a member of.

Once you know you are talking to someone who is qualified to give you answers, then you need to know what are the right questions to ask? Stability of the company and company growth are big indicators. Have they been around AT LEAST two to three years and during that time has the company reached at least 40 to 50 million in volume? These are good indicators for a company that will last, that won’t fold underneath you. Other, more subjective factors like product(s), ownership are important. ALWAYS get the owner’s name and do your own simple Google search for background information and past successes/failures/bankruptcies, etc. Don’t be fooled by thinking that the past will not repeat itself. It is simply amazing how many bad actors in the industry repeat their mistakes time and time again, trying to resurrect themselves in company after company. Check the internet watchdog sites like, my favorite, http://www.mlmwatchdog.com edited by industry expert, Rod Cook. This is always a good place to review what’s really going on with companies, old and new. So, let’s review the FICE CRITERIA that need to be satisfied:

1) Stability – Longevity is important – Don’t be fooled thinking new is better; new has just not been proven yet.

2) Growth – Be leery of “slow growth” companies, regardless of what new product is now coming on line that the hype says will spur growth – Slow growth companies normally stay that way.

3) Ownership – Do your due diligence here thoroughly; past indiscretions seem to repeat!

4) Sponsorship – Join only if your immediate coach/sponsor/trainer is a bonafide leader, top level distributor, full time at the endeavor, recognized as a leader, member of the Millionaires Club, someone at the top of their game. Don’t join the blind leading the blind parade as most people do; you can’t be expected to be successful if you don’t have the right counseling.

5) Compensation Plan – Hard to compare company to company. It normally takes an expert who has been around the industry for a long time to be able to review a plan, see it’s weaknesses and strengths and do this well. One indicator (if you can get an accurate answer) is the percent paid out in commissions. The average in the industry is 34 cents out of every dollar made is paid out to distributor commissions. But, many companies pay less (if this is the average) and a few pay very well – up to 50 cents back to commissions. That is the company you want to choose!

So, ask the right questions of the right people and then make a commitment to GO FOR IT and don’t look back. Commitment is indeed “freeing” and once you have done your due diligence you can feel comfortable and assured in your choice. Don’t second guess yourself, don’t hear naysayers. Make sure that you are listening only to people who have “been there and done that”. I am constantly amazed at the number of people who will listen to their brother-in-law Fred who never made a decision to get off the couch except to get another beer, but yet, is a fount of all knowledge. Opinions are cheap. Everyone has one, but the only opinions that should influence your thinking are those opinions that come from experienced, successful players – those with the inside track. Happy Decision Making!

Your Network Marketing Coach,

Candy Webb

916 408-3637

Member, XanGo Millionaire’s Club

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NETWORK MARKETING SECRETS: The Irony of Commitment

NETWORK MARKETING SECRETS: Recession Proof or Just Recession Resistant?

Network Marketing Secrets with Candy Webb

Looking at the data reveals that Network Marketing is probably not 100% recession proof as it's many advocates would have you believe, but, there is a strong case to be made for it being "recession resistant". The age-old assumption that Network Marketing is counter-cyclical is not quite accurate as sales of Network Marketing products have taken a modest "hit" over the last two years, according to the Direct Selling Association (http://www.dsa.org) figures:

"It is instructive to look at the last documented recession, which lasted from November 2001 to November 2002. In 2001, direct selling companies reported an additional 1.2 million sellers over the prior year, with anecdotal reports indicating that many of those recruits came on board in the last quarter of the year, post 9/11. (The average increase between 1990 and 2006 was about 656,000 sellers per year.) Sales showed a similarly positive performance as 2002 sales were up $2 billion from the prior year, far outpacing the average increase between 1990 and 2006 of $1.2 billion."

The difference between the stability of growth in the Network Marketing industry (which is the major component of the Direct Sales industry) and the traditional retail environment , is striking and moreover, consistent, over time. In fact, the steady growth pattern over the past two decades in network marketing suggests that when the national economy sours, network marketing can be expected to demonstrate its recession-resistant tendencies. During more stable times, network marketing; i.e. direct selling, will track more closely with the economy, a fact that has become increasingly evident since 9/11.

In fact, considering the ten year period, from 1998 to 2007 (even before this current downturn in the national economy) sales in the Network Marketing industry had outpaced the traditional retail economy dramatically. The Direct Sales industry (including Network Marketing) showed a modest 3.4% increase over that ten year period, whereas the retail growth rate had taken a downward turn of minus 4% over the same period.

Again, this is particularly striking because the downward turn in the traditional retail market occurred before the current crippling downturn.

What does all this mean? It means simply that more than ever before, the reasons touted by so many business gurus for establishing a Network Marketing stream of income make tremendous economic sense! In a 2007 Success From Home magazine, Robert Kiyosaki talks about the "Cash Flow Quadrant" he popularized in his Rich Dad book series. The quadrants are:

R stands for employee

S stands for small business person, self employed or a specialist (doctor for instance)

B stand for big business owners (Kiyosaki says like his co-author, Donald Trump)

I stands for investor

He goes on to say: "Network Marketing is a B-quadrant business because it meets several criteria I look for in a business or investment. Those criteria are:

1. Leverage: Can I train others to work for me?

2. Control: Do I have a protected system that belongs to me?

3. Creativity: Will the business allow me to be creative, and develop my own personal

style and talents?

4. Expandability: Can my business grow indefinitely?

5. Predictability: Is my income predictable if I do what is expected of me? If I am

successful and keep expanding my business, will my income increase with my

success and hard work?"

My own personal experience has been exactly what Kiyosaki predicted. The unlimited nature of a Network Marketing venture is especially appealing coming from a corporate background. I am always amazed when those uneducated in the Network Marketing business model tout it as a "pyramid".

Keep that structure in your mind, and now visualize the controlling structure of any corporation. The CEO holds the top position, then the President, the Vice-Presidents, the Division Managers, and on down, creating a perfect pyramidal shape! And here is the amazing truth that so many people seem to miss. You are prevented from moving to the top of the pyramid simply because the sheer number of positions is so limited. Conversely in Network Marketing, there is no limitation on the room at the top. Here is how Kiyosaki explains it and this is precisely what I have experienced:

"A true Network Marketing business is the exact opposite of a traditional business model. The Network Marketing business is designed to bring you up to the top, not keep you down at the bottom. A true Network Marketing business does not succeed unless it brings people up to the top". Well said!

And another myth buster here. Some folks believe that the only way to succeed in Network Marketing is to be the first one in. That is one of the most erroneous myths out there. In fact, in Network Marketing, each new distributor has an equal chance to be the top earner. Frequently, we see that people that join a company after its 10th year become the number one earner! And who are these people - an estimated 63 million globally? Well, they represent both genders, although the numbers are definitely skewed towards females because many of the companies represent products that appeal specifically more to women. One of the reasons my own choice in the industry was health and nutrition, was to be in a product group that was attractive to both sexes, versus cosmetics, jewelry, cookware, etc. But even that is changing with the estimates that one out of every four men in the US use skin care products.

And what of their academic background? It is frequently said that Network Marketing is the great level playing field, and I believe that to be true. I have witnessed the success of many people with very limited academic background; in fact, the equalizer seems to be the degree of desire to be successful, not previous skill or schooling. But as a networker with advanced degrees (a BS in Economics and MBA in Finance) I always like to point out data from the 2008 National Salesforce Survey shows that 42% of the direct sales (networking) sales force have four year degrees or post graduate work. That indicates to me that their choice of this industry (much like my own) is a reasoned decision that took a good look at the various business choices out there, and said YES to Network Marketing.

If this is a choice you are considering, then it is just the beginning of your quest because there are many other factors that need to be considered...factors that will have a huge impact on your success. Just to name a few, the choice of company and product line is definitely important, just as doing your due diligence about the ownership of the company and the critical investigation of the compensation plan. Make no doubt here - compensation plans are widely different, and one can pay the distributors virtually twice what another pays. Perhaps the most important (and most frequently ignored) success factor is the track record and success of the person who will be your mentor. Even the best intentioned distributor in the best company can fall flat on their face if they are being advised by someone that has not demonstrated their ability to achieve financial success.

Yes, I believe this industry is the best hedge against recession, against lay-offs, against unemployment or limited employment...the best bet for financial security, and because of that belief, I always welcome the "hard questions". Being a multi-million dollar performer in this industry for twenty years gives me the background to be your success coach, and so I invite your inquiries by email at webb@quiknet.com. I promise a quick, objective response.

Your Network Marketing Coach,

Candy Webb

While speaking of Robert Kiyosaki and Donald Trump, I always want to give a plug to their phenomenal book "Why We Want You To Be Rich" where they devoted an entire chapter to the Network Marketing industry. And I guess The Donald took his own suggestion, as just this month he purchased a network marketing company joining Warren Buffet, another wise investor, as a Network Marketing company owner. What do these guys know about hedges against recession that you don't know? Think about it!

Candy Webb, http://www.jimandcandy.com

Candy is currently a 200K Premier Select in XanGo, LLC and a Member of the XanGo Millionaires Club. Her weekly Training Call is posted on http://www.mymangosteen.com with four years of archived training files - virtually a Network Marketing university!

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NETWORK MARKETING SECRETS: Recession Proof or Just Recession Resistant?

NETWORK MARKETING SECRETS: On Target Recruiting

Network Marketing Secrets with Candy Webb

Recruiting – love it or not, you’ve got to do it!

In other columns, I’ve often talked about the dis-similarities between network marketing companies, and the truth is – there are big differences! Differences of course, in product line, in compensation, in qualifications, in training provided, support given, on an on. But one of the basic tenants on network marketing is this: The best recruiter wins! I know we sometimes would like to think otherwise, because recruiting is definitely the heavy lifting of industry, but there is simply no other way to build and expand your organization. Today, with so many chat rooms, blogs, Twitter-type sites, websites, etc. many networkers through out a very big net by virtue of the internet. And it does work if that’s your area of expertise and if that is what you enjoy – enjoy being the operative word. But, what about those old-style networkers, the belly to belly types. Do they still exist? Oh yes, oh my, they not only exist, they prosper, and frequently they are the number one earner in the company.

Observing the Pros

There are many facets to being good at the art of recruiting and it most probably starts with your basic personality. Can the right personality traits be learned? Yes! It’s like anything we learn to do well, some will come to the game with better skills than another. But, it can be learned. I think the most valuable training here is simply one of observation.

Observation of those who are at the top of their game is unequaled in terms of being able to adopt those characteristics and skills to your own personality. This observation is usually easy to come by as most companies promote leadership events, training events, etc. that give ample opportunity to watch the best in action. You can read the words, of course, from a great network marketing book like “My First Year in Network Marketing”, by Mark and Rene Reid. Or, an oldie but a classic – “Being the Best You Can Be in MLM”. You can listen to great CDs (I’ve put out a few as have many other leaders in the industry), but none of this is equal to actually observing. Reading gives you the words, but seeing and listening gives you the music!

Be Yourself

One other key point as you are watching these leaders, remember that most of them are originals. You can pick up great ideas, great traits, but you absolutely must be an original. You have to let your authentic self come through in all contacts you make. And in fact, your authentic self needs to be on display every day in everything you do – you can never know who is observing you. It might be that perfect new partner you’ve been seeking in the most unexpected place – the line at the bank, the grocery store, a seminar – they’re watching and observing you!

Of course, we have our most positive spit and polish on, and all shined up when we are “actively” recruiting. That’s a different thing. Active recruiting (which is a skill you need to develop early on) is actually just being a good networker. These are the skills and tips that you pick up from reading TheNationalNetworker! My own targeted recruiting over the years (and remember, I am currently in my third million dollar networking enterprise) has encompassed all the usual endeavors with Chamber of Commerce and leads groups being among the top ways of producing good candidates for my business.

Picking a Venue

Of the two, I much prefer Chamber activities to the organized, structured lead groups. The lead groups are normally quite restrictive with rules and regulations that restrain your interaction and also there are normally small memberships. So, I’ll concentrate my remarks on Chambers of Commerce. You may live in a small community where the choice of chamber is limited. Or, you may be in a metropolitan area where the choice is broad – some of them ethnically based, some type of business based, but my favorite type of chamber is the group that has a predominance of small businesses. I find these people far more entrepreneurial and open to opportunities than the employees of a large company with a more bureaucratic bent.

Once you have picked a chamber, the next step is to get involved. Enter the chamber not only with a view to what you can achieve for your business, but most importantly – how you can serve the group and the community. Be an Ambassador, join committees that interest you. Don’t expect to just attend a once a month mixer and produce large groups of leads. Like any worthwhile interaction, you need to build relationships. People need to see you on a regular basis – that’s how trust is established. They need to see you not just promoting yourself, but helping at the luncheon, signing people in, working a community benefit program. And guess what? The more you get involved, the more you will enjoy it – it’s a win-win.

Less is Better

When I go to a mixer in hopes of connecting with some people of like interests who might be interested in either my products or my business, I am very careful not to just “gather cards”. If there are 150 people at the mixer, it’s quite possible I will come home with no more than 10 cards, but here is the key. I will have spent at least 5 minutes talking with each of those folks, finding out who they are, what they are looking for and the most important: I will ask each of them “How can I help you; what types of referrals are you looking for?” Remember, an attitude of service. The point of all this – limiting the number of conversations, asking how you can serve that person – is so that you are “memorable” to that person. When you call them the next week or so to meet for a cup of coffee, they will be anxious to continue their conversation with you.

Is it Working?

One of the things that most people don’t do is actually evaluate the productivity of their networking efforts. By this, I mean give the association an ample period of time to work for you but then be aware if nothing is happening. I see some people at chamber events who are literally fixtures, but I suspect because of how they handle themselves, that they are actually not getting anything out of it. Of course, they may simply enjoy the social interaction and the community service which is a good goal. But don’t feel married to a certain organization. Perhaps you have chosen the wrong chamber. Shop around, o to other mixers just to assess what types of people are in another organization. You may find a better match for you and your business.

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Making Money – Having Fun

Relax! Learning to network effectively is not natural for most of us but it can be learned. And the best part of this journey is that it can be extremely enjoyable as well as profitable. Learn to express a genuine interest in the people in your group (feel this sincerely) and offer your unique talents to the organization in any way you can. Think about the people in this organization as potential friends, perhaps life long acquaintances who you will nurture and enjoy for years to come. When you get dressed up to go to the events, make sure that your attire fits in with the majority of the people there. If you are over-dressed in a very casual, perhaps rural chamber, you won’t be comfortable. But, even more important – don’t be underdressed. This is a professional, business group and you are trying to put your best foot forward. And speaking of appendages, take a good look at your hands. I’m serious. You will be shaking hands, handing out cards, receiving cards and all of this will draw notice to your hands. Being clean and neat is the key – no bizarre, multi-colored manicures with fancy designs and for you guys, make sure nails are trimmed, no dirty nails even if you routinely do dirty work.

I get excited about going to these events. I go with an air of expectancy. I rarely attend a chamber event that I don’t meet some interesting great person. I normally get there early and stay late to extend my networking time. If you have any questions about how to get the most out of your networking activities, please email me – this is a topic where I not only have extensive experience, but I love to share tips that work!

Your Network Marketing Coach,

Candy Webb

webb@quiknet.com

916 408-3637

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NETWORK MARKETING SECRETS: On Target Recruiting

NETWORK MARKETING SECRETS: Pace and Momentum

Network Marketing Secrets with Candy Webb

I’m often asked about the “timing of success”, and just what role momentum plays in success. Why is the pace of what we do important? Isn’t it true that this is an industry people can work at their own time, their own pace? Well true, but most people that enter our industry (and I believe this is unfortunate) do so with very limited goals in mind – almost a hobby mentality. If that is the objective, then yes, any pace will suffice. But for those individuals that see the true potential and have a desire to earn more income than they could possibly do in their “job”, we must be honest. It absolutely takes a brisk pace of development to achieve momentum and thus, achieve a big business and too many people just don’t push themselves to that pace. They don’t set numerical objectives and don’t monitor their progress.

Success requires that you COMPRESS, or COMPACT your activities into a tight period of time. This produces momentum and excitement, and as a leader this is vital. No one likes to follow a turtle except another turtle!

We’re going to explore “pace and momentum in all five of the phases of the most important function in networking – The Recruiting Process – which can be broken down into:

1. Number of Exposures – that means the number of new people (your numerical objective) talked to about your company in a week. I call this the MWC – Minimum Weekly Contacts.
2. Introduction (invitation)
3. The Follow Up Phase
4. The Sign Up Phase
5. The Getting Started Right Phase

Interesting, all of these steps can be done separately in different calls, get togethers or meetings but they can also all be done in one get together IF (and this is the all-important IF) If the pace works for the new person. It is an interesting dance, moving in rhythm between the distributor and the new person. You, as the distributor, SET the pace, but your contact has to MATCH the pace. I do truly see this as a dance and you must be in synch – you are the lead, hopefully guiding your new person smoothly through the process at a pace they are comfortable with.

When I think of exposures or MWC in the contest of pace or momentum, I am reminded of the old story – “which comes first, the chicken or the egg”. Which comes first, the list or the MWC? I would not advise writing the list and then just dividing it up into weeks – for instance, I have a list of 100, so I’ll call them all in 30 days. It might not be doable. Start by thinking clearly about the number of hours you are going to devote to your network marketing business, and then using the reasonable formula below to establish your MWC goal. You are looking for a pace that will challenge you and provide forward progress, but not one that will overpower you.

For instance, if you are full time with your networking business, assume you will be calling new contacts to introduce them to your products and your company at least four hours a day. The introductory call should be short and sweet, so assume you can do four an hour. That’s 16 calls per day or 96 per week! (Six day week). That’s a lot of calls and you can definitely move into some major momentum with this type of massive action. I would divide the rest of the day (remember you’re doing this full time) into two hours for follow up with people you have already contacted and another 2 hours for helping a new distributor get started right. A perfect division in networking.

Now, of course if you are part time at your business, you can still make great progress with two hours a day spent calling (with the same formula that’s eight calls per day or 48 calls per week). That’s moving forward well. Use your other hours spent proportionately between follow up and getting a new distributor started.

How does pace and momentum enter into the Introductory Phase? Well, here are a few tips to speed up and streamline that process. First, if you are new to the industry, absolutely write down what you intend to say about the Company and stick to it! You get on a roll when you are working at a pace of four calls an hour, and this becomes easier as you go. When your calls are too few and far between, you stammer, struggle for words and never get into a smooth rhythm (momentum). Practice really does make perfect! Another tip – You can increase your odds of connecting with your prospect on the first all and not having to play telephone tag by paying attention to the time of day. When are they most likely to be at that number you are call. Obviously, if you have a work number, call during the day, and by the way, right after 9:00 am before the day closes in and becomes too terribly hectic is a great time. Conversely, if you have a home number, around 7:30 pm might be perfect. Try to call after dinner but not too late. All of these things shorten your down time in the calling process and contribute to your momentum.

Another key is to keep the introductory call short unless your contact moves it forward – keep the pace appropriate. Don’t try to tell everything you know in one big blast if your contact is not ready for that pace. Here’s an example of a great way to get into an introductory call whether at work, or home:

“LISTEN JOHN, I KNOW YOU’RE AT THE OFFICE SO I ONLY WANT TO TAKE A COUPLE OF MINUTES OF YOUR TIME, OK?”

“LISTEN JOHN, I KNOW YOU’RE PROBABLY RELAXING AFTER A HARD DAY, SO I ONLY WANT TO TAKE A COUPLE OF MINUTES OF YOUR TIME, OK?”

The Ok is very important, it gives them an opening to interrupt if it’s not a good time, but it’s also very short, and allows you most of the time to move right into the next part of your call, which I call the “bridging statement”.

The bridging statement is one you will have pulled from your knowledge of this person, your conversations with them, and it needs to be relevant for their situation. It could be a statement that includes your reason for being a part of this company, if you feel your reason would be relevant to them. In fact, that is a great way to find commonality with their own situation. Typical bridging statements include:

One of the reasons I chose to get involved with Company was:

BUILDING FOR RETIREMENT

EDUCATE THE KIDS/GRANDKIDS

GET A SPOUSE OUT OF A SECOND JOB

DESIRE TO MOVE FROM RENTING TO BUYING A HOME

SECURITY AGAINST LAY OFFS, POTENTIAL JOB LOSS

BUILD AN INVESTMENT FUND (GOOD TIME TO BUY REAL ESTATE, BUT YOU NEED MONEY)

Any of the above would be great, and if it can also apply to their situation, then even better. If you can’t make a reasonable connection, be sure and say something like: “I’m very excited about the potential here and I couldn’t think of anyone I would rather share it with than you”. If you can tie it back to a particular conversation you had with this individual, even better. Remember, you are trying to “find a need and fill it”, so listening for clues in conversations is key to this – who mentioned they were stressing out over money, anxious about their retirement, kid’s college, on and on. In fact, the art of listening is such a vital ingredient to being successful in our industry. I always tell people in my training that no one will join you in this business just because you want them to, they will only join you if you have found a way to meet their needs or offer them value, and that’s how it should be!

Here is an example of how a call like this might go for me: “I WAS THINKING ABOUT WHAT YOU SAID THE OTHER DAY ABOUT NEEDING TO AUGMENT YOUR RETIREMENT PLANS, AND I WANTED TO SHARE SOMETHING I FOUND THAT IS GOING TO PERMIT ME TO DO EXACTLY THAT. IS A GREAT COMPANY WITH A SUPERB PRODUCT LINE, IN FACT I’LL SHARE MY OWN GREAT RESULTS LATER, AND A VERY IMPRESSIVE TRACK RECORD. THEY ARE THE FASTEST GROWING CO IN THE INDUSTRY AND HAVE DONE ALMOST TWO BILLION IN SALES IN 6 YEARS. (Now you will need to modify this statement, of course with your company’s track record). IT’S A REAL WINNER, AND I’D LIKE TO GET SOME INFORMATION IN FRONT OF YOU AND GET YOUR QUESTIONS ANSWERED. “

If they ask questions, then absolutely answer whatever questions you need to but remember you said you would just take a couple of minutes, so honor that, but make sure they have heard your “why” and it is definitely my experience that financial reasons resonate more than product results. Unless they have the same health issues you do, they will more than likely identify with your financial reasons. This is increasingly so as the economy proves so untenable for so m any people. As you bring the call to a close, say something like:

“I KNOW YOU’RE GOING TO HAVE SOME EXCELLENT QUESTIONS, AND SO I NEED TO GET YOU SOME INFORMATION TO LOOK AT RIGHT AWAY.”

Confirm their email address and send them something ASAP; I use some powerful email video clips. Be sure and send your website, of course. It is much preferable to send it to them in writing than just give it to them because so many will write it down wrong. So, give it to them but them give it to them again in the email. If this person is within a 10 mile radius, say:

“SAY I’LL DROP A PACKAGE IN YOUR MAIL BOX, DROP A PACKAGE OFF WITH YOUR RECEPTIONIST TO GIVE YOU SOME MORE INFORMATION.

Above all, don’t mail them something, it’s just too slow.

One of the things I train all my new distributors to do is utilize me and other leaders in our organization in a 3-way call with new contacts. The best way to set this up is some time during the introductory call, quite casually say:

“BY THE WAY, ONE OF THE THINGS WE LIKE TO DO IS HAVE YOU MEET OTHER MEMBERS OF OUR SUPPORT TEAM, IN FACT I HAVE A PARTNER WHO IS PART OF THE MILLIONAIRES CLUB, HAS BEEN HUGELY FINANCIALLY SUCCESSFUL, REALLY HAS MADE A BUNDLE (WHATEVER) AND I’LL INTRODUCE YOU SOON.”

Drop it right there, don’t try to set up the call yet. Just get them the information you promised, the call will occur in the follow up phase.

Ok, on to follow up. If you have done introduction and information as I outlined above, no more than 48 hours as expired. That is perfect. And I teach that the very best follow up is going to be the 3-way call. It is absolute gold if you have the right coach/upline to do this with you. Of course, you have already told them that “one of the things you like to do is introduce them to a successful partner”, so as you call them with that partner on the line, no appointment is needed. They know you are going to do this and this is what you say when you get them on the line: “JOHN, AS I TOLD YOU, ONE OF THE THINGS WE LIKE TO DO IS INTRODUCE FOLKS TO THE SUPPORT TEAM AND I HAVE MY PARTNER ……N THE LINE WHO HAS MADE A BUNDLE WITH (Company). Let the upline do the talking from here, just be sure to have given your upline coach a briefing on who John is and why you think your company might be of interest to him.

This approach takes away the problem of getting people to agree to a 3-way call. It’s no longer optional, it just happens as a matter of course. Again, you are setting the pace and the expectation for this in the first call.

I’m often asked, “how quickly should I move for the close”. Of course, that depends completely upon the individual contact. Are they excited throughout the first call, asking great questions and encouraging you to tell them more. If so, it may be possible to broach the idea of joining you in this business right then. Certainly it will occur in the follow up process; I definitely try to move it forward to close when I am doing the 3-way call for my distributors. But just as we talked about the entire process being a dance and being in synch with your partner, at the close it is especially critical. It is very important to ask for their involvement and don’t assume that they will need the same information you did. People simply make decisions on different time lines and the situation in their life that is moving them forward quickly may not have existed for you. Certainly the economy today has a bearing on moving things quickly.

Aways be prepared to take the order, have a complete price list available on line for them so that they can choose the appropriate entry.

I believe that establishing momentum as you are getting the new person started is especially important. Here’s what I say:

“WE NEED TO DO A FEW THINGS TO GET YOU STARTED RIGHT. FIRST, I REALLY RECOMMEND THAT YOU START WITH ALL THREE PRODUCTS, (we have three main product lines) IT’S NECESSARY TO UNDERSTAND AND USE THE WHOLE PRODUCT LINE I BELIEVE TO BE SUCCESSFUL – PEOPLE WILL ASK YOU YOUR RESULTS. NEXT, WE NEED TO START TALKING ABOUT THE PEOPLE YOU WANT TO INTRODUCE XANGO TO – YOU CAN SEE HOW IMPORTANT HAVING A WEBSITE WAS, SO I SUGGEST YOU GET A WEBSITE – FORTUNATELY THEY LOOK VERY PROFESSIONAL AND ONLY COST ABOUT $20/MONTH. (Get them a good replicating website).

IN ADDITION, IF YOU REALLY WANT TO BE ON A SUCCESS TRACK, WE NEED TO GET YOU ENROLLED IN THE XGOPRO TRAINING SYSTEM WHICH IS A PHENOMENAL PACKAGE OF WEBSITE TRAINING, CDS, AND LITERATURE. YOU GET A WONDERFUL INTRODUCTORY PACKAGE FOR $65, AND THEN WEEKLY YOU WILL RECEIVE ADDITIONAL TRAINING CDS AND OTHER MATERIALS ALL FOR $39/MONTH WELL WORTH THE MONEY AND THE GREAT THING IS THAT IT IS A SELF-PACED PROGRAM YOU CAN DO AT HOME ON YOUR OWN TIME. (Your training may be different of course).

I’M GOING TO HELP YOU, (THE UPLINE COACH) IS GOING TO HELP YOU EVERY STEP OF THE WAY, SO LET’S GET TOGETHER AND GO OVER A FEW THINGS. FIRST, I (WE) WANT TO TAKE YOU THROUGH THE COMPENSATION PLAN SO YOU REALLY UNDERSTAND HOW THE MONEY IS MADE. (THIS CAN BE DONE BY AN UPLINE WITH YOUR NEW PERSON GOING TO THE WEBSITE, AND THE UPLINE TALKING THEM THROUGH IT). LISTEN IN SO YOU CAN BEGIN TO DO THIS VERY IMPORTANT PART.

OVER THE NEXT 48 HOURS, I WOULD L IKE YOU TO BEGIN TO BUILD YOUR LIST OF POTENTIAL PARTNERS OR PEOPLE WHO MIGHT HAVE A PRODUCT INTEREST (EXPLAIN THE DIFFERENCE BETWEEN CUSTOMERS AND BUSINESS BUILDERS). THIS WILL GIVE YOU TIME TO GET YOUR WEBSITE, AND THEN YOU CAN START THE INTRODUCTORY CALLS, AND OF COURSE WE’LL BE AVAILABLE TO TALK TO THEM AS WELL.”

The importance of this type of approach is that is is ve4ry teachable, duplicatable and compresses the time period from introduction to getting them started dramatically. Think of it as 1, 2, 3.

1 – THE INTRODUCTORY CALL IN WHICH YOU SET THE STAGE FOR THE 3 WAY CALL

2 – YOU GET THEM SOME INFO – WEBSITE, DELIVER A PACKAGE, GO FOR INSTANTANEOUS VERSUS MAIL – EMAIL OTHER.

3 – FOLLOWUP WITH THE 3WAY WITHIN 48 HOURS AFTER THE INFORMATION HAS BEEN DELIVERED.

This compresses into a three or four day period. True, some people can’t make decisions that but remember alos, that some people can! Find the right pace. And if they need more time or more information, make every effort to be very specific about what remaining questions they have (again, to compress the time. Always ask the question:

“OF COURSE JOHN, I WANT TO GET YOU ALL THE INFORMATION YOU NEED, WHAT SPECIFICALLY CAN I PROVIDE FOR YOU….WHAT ADDITIONAL INFORMATION DO YOU NEED?”

If you can answer the question do so immediately and then ask again:

“JOHN, WHAT ADDITIONAL INFORMATION DO YOU NEED TO MAKE A DECISION ABOUT OUR COMPANY?

Most good companies have a variety of tools and resources you can use to get additional information to people – webinars, conference calls, etc. allow you to take them to a meeting without them leaving their living room. For some people, this will be the way to go. Other people like to see the meeting, hear the roar of the crowd I guess and see that other sharp, entrepreneurial people are involved and prospering. So, remember to use all these modalities. What works for you may not be the kicker for them. I personally prefer the one on one at a coffee shop, and I train people to be ready to do that presentation at the drop of a hat. Don’t require them to meet you on your terms, quite frankly, flexibility spells success in this business. And always be clear that delaying the process is a mistake, build your momentum.

And when you set a high MWC and build your momentum, then you always have multiple possibilities in the pipeline. The problem for many in this industry is that they are working with the bare minimums – build momentum and build that pipeline! I tell people if they are working with the bare minimums, then that’s about what their check will be! Don’t limit their success by setting the pace too slow, show them the real potential of what you have to offer.

Best Regards for now, remember networking is fun and profitable. So, HAVE FUN AND MAKE MONEY!

Candy Webb, Your Network Marketing Coach

916 408-3637, http://www.jimandcandy.com, webb@quiknet.com

___________________________________________________________

Posted to THE NATIONAL NETWORKER. To subscribe for your free newsletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free, continuous RSS feed (available either by traditional RSS or by direct email), go to: http://thenationalnetworkerweblog.blogspot.com. You are also invited to click our buttons:


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NETWORK MARKETING SECRETS: Pace and Momentum

NETWORK MARKETING SECRETS: Beyond Goal Setting for 2009

Network Marketing Secrets with Candy Webb

At this time of the year, it is characteristic of all of those of us with an entrepreneurial spirit and a success oriented approach to life to review, reframe and rewrite our goals. We look at the last year under the microscope (something we should have been doing throughout the year) to ask if the plans we laid at the beginning of the year reached fruition. Or, did we make progress on our goals and objectives during the year. We assess what worked and what didn’t work – all with a view to finding some magic combination of purpose and actions that will bring in the new year those things we did not attain in the old year. Not a bad thing to do, in fact a most necessary activity to achieve forward progress. But, we have probably gone through this exercise many years in the past without perhaps the desired result. What can we do differently as we review our goals and set a plan of action for 2009? A few thoughts:

First, don’t set about these plans in a vacuum. The most potent ingredient to making sure that what you set about to do get done is certainly your own commitment. Nothing can supplant your own effort and without your absolute belief level, little can be achieved. However, don’t assume that you have perfect vision, even when it is your own life you are planning. Find a mentor. Find someone who has achieved what it is you are setting as an objective. The old, “been there, done that” touch is invaluable to test validity, do-ability, difficulty of the task and the time frames you have set. It is key that the person you select is not too close to your effort. This coach must be objective, and sometimes that means family, very close friends, etc. are not perfect mentors. The person must be willing to give their opinion without any strings attached. In fact, it is best if they have absolutely nothing to gain from either your success or your failure – it maintains their objectivity!

And guess what, you don’t have to just seek out one of these individuals. Don’t be hesitant to ask for a multiplicity of input. Yes, that could be a little confusing if the opinions are conflicting, but I find more than likely if these people are true experts in their field; if they have truly succeeded at the task, their opinions will have some commonality. In fact, a pattern will begin to emerge that even if there are a few rough edges will show a clear path – a vector of purpose and success that you can borrow from to help establish your own plan. And of course, always remember that this input is no more than an opinion, and you can take from it what you will and what seems most to fit your purpose.

When I work with the leaders in my own organization to help them establish their goals and their plan of action, I like to talk about two types of goals. Whatever the task in front of you, make sure your goal set includes PERFORMANCE GOALS and ACTIVITY GOALS.

Performance goals are what you want to achieve in terms of a level of success identified by your company, sometimes identified as a “pin level”. But right along with that, my belief is you must also have a financial goal in our industry of network marketing. Together, the pin and the amount of income you desire to earn stated with a clear cut time frame is a super way to set a goal. That is the performance goal – what it is you want to achieve.

Now, just as important is the activity goal, which is really the “how-to” – it is the means to the performance goal. In fact, without the activity goal, just stating the performance goal as a desired outcome is probably moot. This is where the rubber meets the road, and when you are on the right path, these activity goals guide your progress. They are easily monitored and the results are easily quantified.

For instance, set what I call my MWC – That’s my Minimum Weekly Contacts. I define the MWC as the number of NEW contacts I am going to make to introduce people to my product and business venture. My MWC is set in stone, I hold myself accountable to that count every week. I keep a log of calls, appointments, etc. with my calendar that permits easy monitoring, and I know at any time if my efforts are “on purpose” or off track. It is this kind of weekly monitoring that allows you to be the most productive during the year. By keeping on track with this one simple count – the MWC – you can’t help but produce results.

This is goal setting in its simplest expression. Another hot tip? Work in 90 day increments. There is something magical about the power of a 90 day period of time where you are focused with laser beam intensity on a particular goal. I divide the year into four 90 day increments, and I have a very clear goal and purpose for those periods of time, and then I work on the identified target goals within those 90 day windows like my life depends on it! No loss of focus, no veering from the path of those goals in the 90 day window. If something else pops up, and it’s worthwhile doing – well, then it can get written into the next 90 days.

What has this methodology allowed me to achieve? Well, my primary focus (which is network marketing) has produced a consistent million dollar/year income for twenty years. Three times within that period I have had to change companies because that company could no longer support my financial goal levels. I think that is a particularly important statement to understand. Nothing is forever and within our industry as in any business endeavor there are times that CHANGE is the only way to achieve your goals. I treat my business as a business. I am loyal, yes, but my loyalties are primarily to my own goals and the financial requirements I set to enable my family and my charitable endeavors. That type of loyalty and objective allows me to be realistic and not to linger too long when situations beyond my control have diminished the opportunity. This is a hard lesson for many to learn, but essential to continued prosperity. So, in that regard, here at the end of the year as you assess your own efforts during 2008 and what will change in 2009, consider the future validity of your present endeavor. Don’t just enjoin yourself to “work harder”, that might not be the answer. Running faster and faster around the decks of the Titanic did not change the ultimate outcome.

In this very uncertain economic climate, I think it is also a very good idea to have a “Plan B” for 2009. A well thought out alternative income strategy can save you tremendous anxiety and fear. In fact, any good financial planner would tell you the same thing – diversify! Only, I’m saying don’t just diversify investments, diversify your wage-earning efforts now for stability in the future.

I look forward in 2009 to bringing you more tips for success in the network marketing industry. Interestingly, in these “bad times”, the direct selling/networking industry has outgrown any industry segment. I frequently read other economists like Paul Zane Pilzer, whose forecasts for this industry show growth to a trillion dollar segment over the next few years. Another financial guru in our industry – Rod Cook, MBA, said recently in an article about the Direct Sales industry: “In 2007, the DSA estimated that nearly 61 million people in more than 170 countries around the world were active in direct selling. Last year, this sales force accounted for more than $111 billion in revenue. In the United States alone, these self-motivated entrepreneurs sold nearly $31 billion worth of goods”.

My own piece of that action was about $20 million worth of goods last year. So, here at the end of the year as you assess your personal and family financial goals, I would urge you to look at “recession-proofing” your life with a network marketing income strategy. It could be a secondary (Plan B) focus, or a primary focus, and if you would like a seasoned opinion, please contact me. I will try to be completely objective – that means that if you have made a choice of company and it’s not mine – I commit to analyze your goals and give an honest assessment. And as you pursue your goals in 2009, I hope some of the tips and insights I provide about this industry will be of value to you. HAPPY NEW YEAR!

Candy Webb, Your Network Marketing Coach

webb@quiknet.com, 916 408-3637, http://www.jimandcandy.com

___________________________________________________________

Posted to THE NATIONAL NETWORKER. To subscribe for your free newsletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free, continuous RSS feed (available either by traditional RSS or by direct email), go to: http://thenationalnetworkerweblog.blogspot.com. You are also invited to click our buttons:


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NETWORK MARKETING SECRETS: Beyond Goal Setting for 2009

The Coach

By Candy Webb

Network Marketing Editor

When do you become “the coach”? When is it that you are qualified to take on the responsibility of helping others in our networking industry plan and execute their organizational structure and goal framework?” Well, the interesting answer is that you are “the coach” almost immediately in network marketing – in fact as soon as you sponsor someone into your organization. And the awful truth of that is it is very unlikely that you are at all qualified to be the coach. You are thrust in that role most frequently before being prepared – and that’s just the way things are!

From your first entry into the company, people are watching you. The upline are watching you to see if you have the “right stuff”. The people you brought in are watching you to determine whether or not you know what you are talking about. Because of this scrutiny, it is very important that you begin to take on the affect of the coach, again, before you have all the answers. But, I will warn you, if you do have access to a good, qualified coach – hang on! And leverage off that person’s experience with all the new people you introduce. Don’t be caught in the trap of trying to do it all yourself or reinvent the wheel – Use the expert!

I think the purpose of a coach in our industry, at least the objectives I have in coaching are to do three main things: First, of course INSTRUCTION. No matter how savvy a business person the new networker is, if they have not done network marketing before, they are a novice and need direction. Even if they have previous experience, I find quite frequently they may have learned some bad habits and need redirections, or the differences in the companies may be so strong that they need a lot of additional instruction. Instruction on the product line, the compensation plan, the tools available, the specific approaches that work – all of these are vital.

Second, a coach needs to provide INSPIRATION. This is different from motivation. Motivation has to come from within the new person – they must have their own driving goals, their own sense of “why they want to be successful and what they want to achieve. But as a coach, you can absolutely provide the inspiration to keep them going on the right path. Inspiration comes from seeing and this is where the old mantra “lead by example” really comes into play. They must see you exhibiting the same activities, and traits that you are teaching them and they must see you succeeding. Nothing else is more important.

The third major activity of the coach is to provide an ACCOUNTABILITY PARTNER. Even the most motivated, most inspired new distributor will have down times. They will have times that they doubt they can be successful and it is key that the coach step in and “notice” when they are not making the grade. Results need to be monitored, and so agreed-upon activities must be established with some measurable milestones. And the coach needs to gently hold the new persons feet to the fire – TO ACHIEVE THEIR OWN GOALS. Remember, no one will join you because you want them to, they will only join you if it provides value for them. They must have a goal of value and you can help them be accountable to that goal. Challenging them to live up to their own dreams can be done without rebuking them and it is essential.

John Wooden, the great winning basketball coach of UCLA talked about “preparation and discipline” when asked about how he had winning season after winning season. Preparation and discipline – think about it – setting the standard (the goal) and then the discipline to follow through (the accountability). The same pattern needs to be established to have network marketing success. Coach Wooden also talked about focusing on only what he could control – what a great concept. Too many people focus on all the exterior factors that they cannot control and don’t do the things they can control in our industry like making the agreed-upon amount of phone calls, introducing the target number of new people to the company through the meetings they hold. Monitor and perform the activities that are within your control and success is just around the corner!

It is important for all of us to understand that there is very little “luck” in network marketing. There is preparation, conditioning, discipline and persistence. Luck is for the lottery. I personally have made my millions the sure way and the only reliable way – Preparation, conditioning, discipline and persistence. These four traits will not fail you! Add to that practice, practice, practice and you’ve got the formula.

The essence of leadership is example. When you are leading by example, doing all the right things, the effect you will produce is like the coals in a hibachi where every coal touching you feeds off your fire and ignites. Think of that picture, it is exactly what happens. That leadership by example is the mark of a true coach.

As you mature in your network marketing business, remember I am always there to answer any questions that pop up for you – after twenty years at the top I have probably been through any situation you are experiencing; let me help. As always, I am your willing

Network Marketing Coach,

Candy Webb

916 408-3637

____________________________________________________________________

Posted to THE NATIONAL NETWORKER. To subscribe for your free newletter, go to www.TheNationalNetworker.com. For the complete National Networker Relationship Capital Toolkit and a free RSS feed, go to: http://thenationalnetworkerweblog.blogspot.com.
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The Coach

Shaping a Positive Culture in Your Networking Group

By Candy Webb

Network Marketing Editor

Antecedent, Behavior, Consequences

I have to credit Jack Lannom, People First Management and his wonderful newsletter for much of this article. I read Jack’s great newsletter monthly, and if you would also like to subscribe to Jack’s information, I suggest you go to http://www.jacklannom.com. He is a valuable business resource, always with an interesting perspective on human behavior.

Leaders shape a positive culture by shaping positive behavior, and there are some simple behavioral tools that the People First® Leader can use to build a culture that is marked by happiness. The very best of these strategies is to apply the principles of antecedents, behaviors, and consequences. At the outset of this discussion, I would like to acknowledge the work of two men who have helped me to refine my own thinking: Dr. Aubrey C. Daniels and Dr. Thomas K Connellan. Aubrey Daniels is a performance management systems expert who has consulted with major corporations throughout the world. Thomas Connellan, likewise, has instructed several major international firms on the subject of performance management. I would recommend their work to anyone who desires to further explore the field of behavioral science as it relates to the world of business. Connellan and Daniels both deliver cogent explanations of the proper use of antecedents and consequences.

Jack begins with some definitions. An antecedent precedes behavior, and, to a large extent, causes the behavior to take place. You look at your watch and realize that you are late for an appointment. Suddenly anxious, you dash out the door to your car. The antecedent for your quick movement is the time element. Perhaps your department manager walks into your office and asks you to schedule a meeting with one of your major accounts. You dutifully pick up the phone and make the call. The antecedent to your behavior, of course, is the manager's request. In my world of network marketing I find that the entire “prospecting and sponsoring” process begins with the antecedent normally of a conversation, discussion or inquiry from a person that indicates they are interested and looking for a home based business alternative. I then swing into motion – into my prospecting or selling behavior – to say and do the right things to get them the information they require for a “Yes” decision that results in our potential partnership.

The consequences of behavior are the results that follow a specific action. On a sticky August afternoon, you come into the house after spending two hours mowing the lawn. You are dripping sweat, and your torso is covered with dust and blades of freshly cut grass. You immediately peel off your clothes and step into the shower. The consequence of that action is that you emerge a few minutes later, feeling cool, clean, and refreshed.

You arrive at school to pick up your five-year-old son. As soon as you see him, your face breaks into a big smile, and you drop to one knee and hold your arms open. The consequence to your behavior is that your son breaks into a run and hurls himself into your arms.

Consequences fall into three categories. They can be: (1) Positive or Negative; (2) Immediate or Future, and; (3) Certain or Uncertain. In both of the scenarios Jack described, the consequences for your behavior were Positive, Immediate, and Certain. You knew before you acted exactly what the results would be (Certain), you obtained the results right away (Immediate), and you felt good about them (Positive). Of course, it would be a wonderful thing if all of the outcomes, or consequences to the act of prospecting could be quite as immediate and positive. They rarely are, and that leads to frustration for some fledgling distributors. I refer to prospecting as a “process” and it’s very important to keep that in mind. Prospecting is not a one time event. It is often a series of events (or behaviors) that will need to be repeated and reinforced as that person goes through the decision making process. It will make you much more patient and comfortable during the process (as well as provide a positive, relaxed atmosphere for your prospect) if you also remember that people simply handle information in different ways in different time frames. And there is no right or wrong to this, it simply is! The best salesperson in the world as well as the best manager are those individuals who “read people” well and understand their thought process.

Let us examine some other forms of behavior and their consequences. You arrive at the local high school to pick up your fifteen-year-old son. You repeat the same greeting you gave your little one--big smile, down on one knee, arms open wide. But the reaction from this boy is dramatically different. Instead of rushing to return your affection, he glances furtively from side to side, hoping that none of his friends are looking. Then he fixes his gaze at a point on the horizon and hurries past you. You rise awkwardly to your feet, and follow his rapidly retreating form. You finally catch up to him in the parking lot, and he turns to confront you, red-faced with embarrassment and anger. "What's the matter with you?" he hisses. "You made me look like I was a baby or something!" These consequences were negative, immediate, and should have been fairly certain to you. If you were to go back to the school and greet the older boy in the very same way tomorrow the consequences are quite certain!

When I read the paragraph above where Jack described the behavior (negative) and response (immediate) of a teenager, I had to chuckle – that’s a lot more apropos to networking than the eager five year old. I have found in my industry that one of the best ways to NOT encounter that type of negative reaction is to be very sure about where the prospect is in their decision making. Although we all want to “call for the close” in a timely way, if you rush it, if you don’t let the cake bake, you can get an outcome you just don’t want that may be hard to recover from.

Jack described another scenario: Several years ago, the state of Florida passed a law requiring the occupants of all automobiles to wear seat belts. Violators would be ticketed. The consequences are negative, but they are future and uncertain. Will I really get pulled over for not wearing a seat belt? Surely no policeman will notice! I might drive two years and not get a ticket! The consequences are negative, but it is not certain they will occur, nor when. This is what we do in networking when we weigh the prospect’s “readiness” to move forward. You are reading the tea leaves – has he or she been nodding their head “yes”. Are they repeating your words back to you – that shows they were listening, and they are weighing your words. And then, when things seem favorable (you don’t anticipate an immediate negative response as occurred with the teenager) you then move for the “presumptive” close. Easy statements, like “Well, John, I have to assume that you would really like to try this awesome product for yourself as you do your due diligence about the company.” Easy in, easy for John to say yes – trying the product is less threatening than the decision to actually begin to develop their own business. The nice thing about the presumptive close is that you can ease in, back away from it if it doesn’t fly, and try again after more information is shared. That’s smart salesmanship!

Jack mentioned that he has a great deal more to tell you about antecedents, behaviors, and consequences, he calls them "the ABCs of Motivation" and will continue the discussion is future newsletters. I’m sure I will incorporate this work into what I do, say and train every day, but remember take a look at Jack’s newsletter to get the information first hand. Jack’s focus of “putting people first” in any work environment is wonderful information for any leader regardless of the industry. And, pick up Jack’s book – People First - I recommend it highly – mandatory reading for leaders in my organization! The more we think about putting people first, understanding their needs and desires before trying to accomplish our goals – the more successful we will be. This is just good solid people skills 101 and you will enjoy Jack’s worki.

Your Network Marketing Success Coach
Candy Webb

webb@quiknet.com

916 408-3637

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Shaping a Positive Culture in Your Networking Group