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Business Basics Check Out Getting Started -09
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Congratulations, I understand that you’re ready to get started with your Nikken career. You’ve really made a great decision. There are a number of points that you need to understand in order to get your business properly launched. In the following pages, we’ll review some basics of our business as well as the “Getting Started” checklist. I want to be certain that you thoroughly comprehend all the items presented in Section 1. |
1. OVERVIEW
I have learned that when it’s time to get started with anything, you need to make sure that you have a complete understanding of
(1) what you are doing (2) where you are going, and (3) what the rules are. You have to know what must be done in order to get the desired end result. In other words, do you have all the necessary elements required to get to your desired end result?
We are a Network Marketing (NWM) business. We are in the people business. We have many technologies and products that can be used to help you achieve your objectives. The bottom line is that when products are bought and sold, your business takes shape. If you want to maximize your benefits, you will need to set-up a distribution network of individuals that buy products, either as a product user or as a fellow distributor.
For the last 18 years, my total income has come from 3 areas:
(1) autoship (2) qualifying distributors, and (3) wholesale buyers. The autoship income is derived from Retail Customers and Distributors who are building their business and who order products on a monthly basis. Qualifying distributors income is derived from those who are building the business and who qualify to receive bonus checks (refer to the policy and procedure manual for more details). The wholesale buyers income is derived from the random sales of product users and the occasional sale of “part-time” distributors.
The important “take home” message is that you understand how you get paid! With that in mind, it makes sense that you’re enrolled in the autoship program and that you promote autoship to customers and distributors. As you begin the “think, plan and do” mentality, you will want to search for 2 major transactions: (1) the Retail buyer, and (2) the distributor. The basic activity of your business is to find those individuals. By following the framework of the compensation plan, you start at the bottom (beginner level) and learn your way to the top (expert level). The requirements for each level are well-defined and are based on the volume of sales and the number of people in your organization. You will be paid based upon the activity that you create.
NWM is a business of time and effort. You must understand that what you establish today will continue to reward you tomorrow IF you do the right things and IF you do not quit. If you put in the time and put into action what “needs to be done,” you’re home free! Remember, some common reasons for failure are usually related to doing the wrong things. I will teach you to establish the right things with the proper mindset. Your mindset should be to get the job done the best way you know how and to develop your own style. All of the Royal Diamonds have two things in common. First, they did whatever it took to achieve the top rank.
Interestingly enough, each of them did it differently by using their own individual styles. Secondly, they had the ability to communicate the potential benefits of the business opportunity as well as the potential benefits of the product technology. Now, should you achieve your desired goal in similar ways? Absolutely! But keep in mind, your life is yours, your circumstance is yours and your result is yours. It must be understood that what happens to you is a direct result of your effort to learn, to apply and to play the game.
Use the checklist (at the end of this ) and contents will provide you with the knowledge to ensure that all the ELEMENTS, working parts are known and understood. Once these are understood, we can move ahead with the task at hand, which is to develop your business.
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Without a good Plan not much will ever happen
2. THE PLAN
The basic plan is to see the structure that must exist for you to get what you want. Hopefully, when you became a distributor you wrote out some objectives with an ultimate goal in mind. If you didn’t, get this done now. Your plan has to be a blueprint of your goal. Similar to the building of a new home, the blueprint provides us with a specific view with certain steps to follow on what needs to be done.
Actually, the plan is your intention to get somewhere. It's a statement and needs an outline of activities that will lead you to your objective. With my training material, I have included “an outline of activities” for you in: 1- Getting Started, 2- Going Silver, 3- Going Gold, 4- Going Platinum, 5- Going Diamond, and 6- Going Royal Diamond. Your business plan should be derived from one of these five areas. So, determine where you are, choose where you want to go and map out your plan. After you implement all the steps, you will reach your objective.
This is Section 1, Getting Started, and your order is to complete the checklist. Make sure that you have everything identified so you can move to the next section. It's like doing any project, if you do not have everything in place then you will end up “starting and stopping.” This really disrupts the flow of things!
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You will have all kinds of time if you use a calendar 3. YOUR CALENDAR
In terms of your calendar, there are certain time frames that are critical. We live in a hectic fast-paced society so we must have a handle on time. Because you are new to the program, knowing what to do and when to do it is very important. There are 2 sources of time that I consider very important. The first source is the viewpoint of the system. In other words, what is “going on” and what has “gone on” that truly makes this business work? The second source is your activities. You need to know what you are “obligated to” and when you are available to do “what you want.”
There are 3 major time frames to keep in mind: (1) daily (2) weekly, and (3)monthly. Our business operates on the “calendar month.” Therefore, if achieving a rank is an objective, most of your activities must be considered within this time frame.
I have found that the most effective way to organize this business is by establishing a 3-month calendar. First, mark on the calendar where you must be and what you must do as far as your life stuff is concerned. If you have a family, there will be plenty of things that need to be penciled in! Second, mark on the calendar where you should be as far as the business events are concerned. For example, when are the local meetings and trainings? Are there any special events to attend or to bring someone to? What is going on with Nikken or Team Diamond? Mark these events in your calendar in advance. Now, what time is left for you to work on prospecting? What do you need to establish for activities in order to move toward your goal? Wellness Previews? One-on-One Appointments? In- Homes? 21 Clubs?
I started a Wellness Preview in my area after my return from a 3 ½ year absence. I knew that my business wouldn’t grow without a local meeting so I started one.
Remember, the idea is to focus on the activities that are known to create results and events are activities that create results.
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4. THE DAY PLANNER
This is your right hand, so to speak. If organized right, this is your office away from your office. It holds very important information that you should have with you at all times. Your job is to fill your day planner with appointments and presentations. There is nothing worse than looking at an empty day planner or calendar while you are building any business!
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5. OFFICE SPACE
A good portion of your activity will be done out of your home so you will need to have a designated work space. You should have a phone with 3-way calling capability, a computer, a fax machine and a filing system. Ideally, a separate room would be optimal.
The key is to create a space that is about your business rather than working in rooms that remind you of other activities. When you go to work, go to work. When you go to work, dress for work. You need to establish the “work mindset” from your home. The distractions of life will be less if you have a separate space and if your family understands your scheduled work time.
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6. THE BUDGET
One of the main reasons that people leave any business is because they run out of money. Typically, they spend more than they make and it all falls apart. You want to be one step ahead of the game by understanding why you spend so that you get the right benefits. Also, you should know where you ought to spend your time to get a return on your investment (both time and money).
You need to create your budget. This is not a difficult task.You simply begin by listing all the expenses necessary in order to build your business. Some of these items include products, business supplies, equipment and anything else you need to launch your business. At the moment, let’s say your budget is $3600. The next thing you look at is what you need to do to get this money back. If you look at the next 12 months, then you would need to earn $3600/12 or $300 per month to get your money back.
However, there is much more to consider. You do have the ability to use these expenditures as write offs against income. For the time being, let’s keep it simple and focus on the idea that you will need to earn $300.00 per month to protect your investment.
Next, calculate the other aspects of your costs including living and bills. I needed to earn $8,000 per month to handle my monthly bills. Realistically, I had to understand what $8,000 meant in terms of the compensation plan and what amount of work was required to earn it! Here’s what I know, “What you put your attention on, you will get.” The reality of what I had to do to earn this amount put the desire to go to work very important on my list of “things to do.” There was no messing around or “hobby-like” mentality from this guy!
If you just want to make some extra money for fun or money isn’t the main reason that you’re involved with Nikken, then this section can be treated lightly. However, remember my opening line about running out of money because it applies to just about everyone.
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7. THE PRODUCT
We are a product-driven company with an emotional-based product. What does this mean? The results that the product creates truly causes an emotional impact with the individual using the product. Over and over again, I have witnessed the powerful impact of this response. Many times this is what causes people to get into action (become a distributor). They want to tell everyone about the positive benefits experienced from our technology.
I can’t emphasize enough that the reason we have such a phenomenal opportunity is because of these amazing products. So, it makes good sense that you have personal product and that you become a product of the product. This is absolutely essential. Many of our top leaders in the business got involved because of personal product experience. On the other hand, those that don’t like or believe in our technology will probably never get involved. The message? Move on!
You will also need product for demonstration purposes. Remember, an easy way to build your organization is from people getting results and benefits either by themselves or with others. This will be discussed in more depth in Section 2, Going Silver.
Your business product purchase will be based upon your budget and your degree of involvement. Remember, whatever you spend is a business expense (deduction). Also, your product can always be sold, depreciated or donated for charitable purposes. So, understand that purchasing product for your businesss is always a WIN- WIN situation!
As an example, let's say you buy $1500.00 worth of business products. You have the ability to write this off as demonstration product because it will be used to attract attention, close sales and find distributors. Also, you benefit by reaching the first level of the compensation plan, Senior Distributor. This entitles you to an additional 5% rebate on future purchases and sales.
If you are unsure of what to buy and how much you should spend, give me a call or email me for assistance. When I started in 1990, I borrowed $3,800.00 to purchase product to get started. And, all we had at that time was magnetic technology! I did this because I understood the value of the product in building my business and it forced me to go to work. |
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8. THE SUPPORT MATERIAL
You must distribute informational materials that promote and support the business opportunity as well as the product technology. This material is available as brochures, audiotapes, video tapes, CD’s, DVD’s, articles, reprints or testimonials. In sales and marketing, the support material provides an excellent way of providing information, proof and validation for whatever you present. This is a duplicatable activity that you pass on to your new distributors. These aids will not necessarily sell the business or the product on its own. They are intended to be used to support what you talk about and to provide education.
I can recommend many sources for you to review. Use your sponsor and your support team (upline) and see what material they have found to be helpful. The Nikken web page is an excellent source of information.
Also, you will need to obtain business cards and personalized stationery. These are an important aspect of your professional image so get that going as soon as possible. |
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9. THE SUPPORT TEAM
A support team is a critical area to establish. It’s great to have help when you need it!You will want help (getting your questions answered) to be just a click or a phone call away. This activity will continue forever in your Nikken career.
I am only one of many on your support team. My role is to educate you on the ideas, the concepts and the activities that are known to create success. I can be used as a reference or a guide and can be reached by email, fax or phone. I may not always be available when your prospect can talk so make sure that you establish many other relationships within your support team. Here's what you need to establish for your support team:
1. Contacts for 3- way calling for the business opportunity and product experience
2. A business mentor that you identify with that is also willing to help you
3. Someone at Nikken that provides assistance when you need it
4. A support group of fellow distributors that are on the same page, want to become successful and agree to talk regularly to brainstorm ideas and provide encouragement. |
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10. THE UPLINE
In the majority of cases, there are 6 people “above you” that get paid on your production(sales). Therefore when your organization produces, you get paid and your upline gets paid. They have a monetary incentive to help you become successful. As you move up the ladder, your upline will need to secure their position to continue to get paid from your production. In time, this concept will eventually make more sense to you.
In “Getting Started,” I want you to contact everyone in your upline. I want you to introduce yourself and determine what each is willing to do to help you achieve your goals. You will want to listen and understand their stories. Keep in mind, that this system is two-way street. You must be willing to do the work in order to receive help. As I mentioned before, we teach all distributors to be efficient with time management. Nobody has the time to work with someone that is not willing to do the work. Let your upline know how serious you are about building an organization. This is one of your best resources in the business.
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11. REFERENCES
You will want to continuously establish references and testimonials. Often times, new prospects or product users will relate best to other individuals in a similar situation. When you go to local or national events, take the opportunity to talk with others ie., how they got into the business, their experience with the products, their story and so on. You should swap business cards, make notes on the cards and mutually contract to use each other if the circumstance should arise. Definitely use all of this free, invaluable knowledge to your advantage.
As an example, a new prospect may want to talk with someone who has never done NWM before that makes an income of $5000/month OR a product user with Multiple Sclerosis (MS)may want to talk with another person with MS to hear about their product experiences. Again, just another great resource to help you build your business.
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12. NIKKEN /CORPORATE
The company web page is a key element to utilize to promote your business. You should make a habit of checking this site daily in order to understand what it has to offer. As part of your business budget and tools, it is mandatory that you register with E- Nikken. Nikken provides us with many resources that help move our businesses forward and using what is available is helpful and important.
Again, you’re just getting started so spend some time getting familiar with the site as a resource. Bear in mind, as your group and business expand, it is extremely helpful to have someone at corporate to talk with. Over the years, I have developed many great staff relationships which have proved invaluable for troubleshooting and problem solving. You never know when you will need help. As I mentioned before under Support, this is a useful resource to have on your side. |
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13. THREE - WAY - CALLING
A 3-way call allows 3 people to be on a call at the same time. The ease and the speed of this technology is what makes it so great. I spend an enormous amount of time doing 3-way calls and I can tell you that the pay-off is wonderful.
Let's look at an example: You are getting ready to call a friend about the Nikken opportunity. You know that I can be called to help with answering questions. You get your prospect on the phone and you arrive at an area where you need some assistance.
You say, "Hang on Jack, I can't honestly answer that question, let me call Dave and see what he thinks.” You press the flash pad on your phone system, obtain a dial tone and call me. After you call me, you hit the flash pad again and I’m into the conversation. It’s that simple! I am now on the line with both of you. After a brief introduction, you repeat the question and I answer the question for your prospect.
This can be used in many ways and with some practice you will become a pro! I believe that you can build a fair portion of your business this way. This technique is highly recommended by all the leaders in our industry. You can call your phone company and get 3-way calling added to your system. We will address this more in upcoming sections.
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14. TRAINING
You must get trained in NWM as you would in any other new job. You must learn what to do in order to succeed. This program is just one of many training forums available to you and your team.
When you do your calendar and see what's available, you will want to plug into the trainings in your area that are pertinent to what you need to learn. The Humans Being More (Silver Training) is a mandatory requirement. In order to become a Silver Distributor, you will need to attend this training so do this as soon as possible.
I believe that we can always learn more and be more. Self-education takes discipline as does business building. With knowledge comes power and competence. We are a business of duplication and constant learning should be duplicated. I know from experience that well-trained individuals produce volume and you do want volume-producers on your team!
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15. OBJECTIVES
What's your goal? What do you want? What are you after? Why are you doing this? Simply put, whatever you want from your business you need to identify. It has been said that we all need to have a goal and a purpose. How do you choose the right one to go after? Over time I have found many different ways to approach this subject. I have heard many different versions and so will you. To make it simple, follow the compensation plan step-by-step. As you progress and reach the higher levels, you can change your goals as new information is learned.
As we move along, it will become clearer to you what it is that you are after. In the beginning, this can be quite overwhelming because there are so many things to do. As mentioned before, when I started this business I needed to be able to live off the income generated from my business. I needed to make $8,000 per month and nothing else mattered to me except that number. In order to accomplish this, I had to understand what $8000 looked like as far as the compensation plan was concerned. In other words, what size organization or what volume of sales was required to make $8,000 per month? So, I figured that out. Period. Now for you, in hindsight, I will say that I moved up the compensation plan step-by-step and that my goal was achieving each level of the compensation plan. As time went on, I changed it to a monetary target but only after I had the right structure in place. Today, my goals are to help as many people possible to become successful with this opportunity.
You’re just starting out so my suggestion for you is to aim for SILVER as your first major objective. I would be doing everything possible to achieve this level. The entire compensation plan revolves around making Silver distributors and all of the benefits of the compensation plan will open up. It’s the first major level of credibility and confirmation of the seriousness of your intention. This is not too lofty a goal and when done right, it will open the doors to an amazing enterprise similar to the one I created 14 years ago.
You want to eat, sleep and dream about reaching Silver. It is that important. Thus far, all of the work you have applied has been to prepare you for Section 2, Going Silver. |
16. YOUR PROMOTIONAL ACTIVITIES
Your promotional activities are the key to your success. Your main focus needs to be thinking about this activity. It is the aspect of attracting people to what it is you have to offer. You now understand that we are in a business that is made up of individuals. People are the main element and people are what you want to be working on to build your infrastructure. There are many ways to accomplish this and it will be outlined along the way. By survey, over 70% of Nikken distributors have originated from the “warm market." These are people that are known by the person presenting the opportunity. It has been said that “we are about three people away from anyone in the world!” Everyone that you talk with or bring into your business becomes a portal to many, many more. This is a unique benefit specific to NWM.
In order to get started with this activity, you will need to generate a list of everyone you know. You want to talk to people about the product, the opportunity or the product and the opportunity. You may also want to obtain references for either or both the product and the opportunity. As I explained in Vested Interest, Factory # 1 is the front door to your business. So, write down everyone you know and we’ll elaborate more on this in the next section.
The other 30% of Nikken distributors originated from the “cold market.” These are people that we do not know. There are a couple of extra steps that need to be done to work with this market and they will be covered later. The cold market is not more difficult than the warm market. It just requires a slightly different approach. Here is where your Internet presence is important. You can't have too much traffic. The more traffic you have the better off your business will be. I would suggest setting up URLs and use as Landing Pages to redirect to your main Nikken site.
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18. MINI-PRESENTATION
The biggest challenge that people have in NWM is in the area of communication. Most distributors do not know what to say or how to present it. Your presentation needs to be your story. This will be “one of those work in progress.” You start out slowly and continue to add as you move forward and gather more information. You need to develop a mini- presentation that will allow you to open the doors for your "A" when using the ABC system. This is an approach that works. Here’s how you use it:
A B C
A is known as the expert. You are B and your prospect is C. In the ABC system, B introduces C to A ( because B knows both people).Then, A gives the presentation to C. You learn while you listen. The more experienced leader presents the opportunity for you.
The same scenario applies when you attend an event. The presenter is the A and if you bring a guest, you are essentially introducing C to A. Please let A do the work. It’s a great perk of the trade. It doesn't take long to get comfortable with this system. All of the leaders continue to utilize this technique to build their group. Of course, you will want to attend as many activities as possible so that you learn the language and develop your mini presentation.
I also recommend that you use the conference call system too. Practice makes perfect and you should practice with your support team as well. Hey, you can even give me a call and practice with me.
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19. YOUR APPROACH
Your approach is based upon who you are and what you are about. This is a unique aspect that creates the beginning of your story that makes sense to whoever you speak with. As an example, I was a businessman prior to joining Nikken. I had a lot of experience in that world so my approach was always taken from that viewpoint.
“Hi, Jack it's Dave calling. How are you?”
“Really good, Dave what's going on with you?”
“Well, Jack as you know, I’m constantly exposed to business ideas and concepts. The other day I was approached about an idea that really caught me by surprise. At first I wasn't sure about it but after I took a good look, I was so intrigued by the technology that I got involved.” or "Hi Mary, it's Dave calling. How are you? "Mary" Really alright today. "Mary I am very excited about a new Medical discovery that is going to change the world and I was wondering if you had a few minutes for me to explain?"
This type of approach made sense because it truly was an extension of my character. My credibility remained high in this arena so people listened to me. As another example, I have a friend in the healthcare industry whose approach was from the product side. Her credibility was established more in the wellness arena versus the business arena. Her integrity was intact so people listened and you want people to listen. She would lead with the product but talk about the business. Remember, whatever you lead with should feel natural for you.
Without hesitation, know why you are doing Nikken so you can explain this to others. You might be doing this business to retire, to supplement your income or to start a new career. The key is make it realistic with the intent that you really mean what you say. Bear in mind that you will get nowhere with a prospect if you tell them that you’re just trying NWM to see if it really works! He'll tell you to come back when you’re actually committed to your business.
Remember, “the speed of the boss determines the speed of the crew.” For now, as you are getting started, work on a realistic, simple reason for doing Nikken. The reason should apply to whomever you are speaking with. We will deal with this in other sections and tweak it as you move up the ladder.
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20. THE WELLNESS PREVIEW
The Wellness Preview (WP) is the an activity event where distributors present the entire opportunity. Typically, this is held in a public place such as a hotel so that an audience of 40 or more people can attend. However it can be done anywhaere.At this event, there is product to display with a demonstration of the technology. There is time for individuals to announce testimonials which further validate the product and the business opportunity.
The company developed a flipchart so that you’re able to give a mini-presentation during a one-on-one appointment. A bigger version of this chart is available for more formal presentations and contains information about the company, the products, the business, the training and the signing-up of distributors.
The Wellness Preview is a forum for the distributor force to gather for business and social benefits. It’s a great place for brainstorming on all aspects of the business. Most importantly, the primary purpose is to sign-up new distributors! Today the Wellness preview can be done on the Internet using a variety of tools. The Internet office is such a tool so make sure you check it out.
21. THE IN-HOME
The term “in-home” came about as a result of distributors moving the Wellness Preview presentation into their own home. It really doesn’t matter which forum you use, your goal is to “get in front of people” as soon as possible. The Wellness Preview in a hotel or someone’s home or on the Internet accomplishes the same objectives.
This will be discussed more later because it is a very important aspect of building your business.
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22. THE BUILDING ACTIVITIES
"The whole idea is to focus your attention on the activities that are known to work and don't worry about the result,” is a statement that you will hear me say time after time. There are only a few main activities that when done correctly will create the results that you want. For example, if you do not bring people into the business then your business will not grow. Period. What activity brings in people? The only answer is communicating to people about your opportunity. This activity is what creates results. How much do you need to communicate? Well, if you only talk with one person a year then your business will not grow. Let’s set the stage right now and list out the basic activities that are known to create success.
I have found that every level of the business utilizes the same basic activity in concept and mechanic. The differences are in the content and the knowledge along with the size and the benefit. What does this mean? In my book, Vested Interest, I identify “The Ten Things You Need To Know” to build a prosperous Nikken distributorship. The book and the audiotapes can be purchased at www.daverolfe.com. Here’s a synopsis of the ten things:
1. Treat it like a business FOCUS
2. Figure out what you want INTENTION
3. Learn how it works KNOWLEDGE
4. Learn how to make money VIABILITY
5. Create a road map VISION
6. Create your presentation COMMUNICATION
7. Apply the tools of the trade ABILITY
8. Learn how to create interest ATTRACTION
9. Establish activities LEADERSHIP
10.Practice, Practice, Practice SKILL
1. I want you to focus on completing the 21 sections that we’ve reviewed. When completed, I will know that you are treating your Nikken distributorship like a business. Furthermore, this means that you’re paying attention, working on learning and making it work. You’re really going to give this business your best shot. Therefore, look like a business, act like a business and you’ll have a business. FOCUS
2. When you do your budget, make sure that when you spend your money that you have a plan of what to do in order to get what you want. Again, I wanted $8,000/month so I did the work that was necessary to earn that amount. INTENTION
3. You need to know how this business works. Please reread the overview and read or listen to Vested Interest. KNOWLEDGE
4. You do not want to go broke. You need to understand to some degree how to make money as soon as possible. Read your compensation plan everyday. VIABILITY
5. You’ve already devised a simple plan. This will be expanded in the next section. VISION
6. Develop your mini-presentation which includes your story. You should practice this with your support team and then put it to work. COMMUNICATION
7. Make sure that you understand how the tools of the trade are used and USE them. Your support team can provide this for you. ABILITY
8. Make an effort to get results from the products. Also, learn as much as you can about them and go knock’em dead! The more you talk, the more interest you’ll create. And, whatever you do, show some excitement about the opportunity. (Refer to Chapter 8 in Vested Interest to learn more on this activity). ATTRACTION
9. The basis of leadership starts with your ability to organize activities for yourself and your team. Once this is set up, you will definitely see results. LEADERSHIP
10. Practice as much as you can and please don't worry about the results. The results will happen and this is one of the reasons that you are working with me! SKILL
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GETTING STARTED CHECKLIST
Make sure that you understand items 1 - 21 and that all the necessary elements are in place to launch your business. For any questions, send email: rolfeman@earthlink.net
1. Overview _______
2. The Plan _______
3. The Calendar _______
4. The Day Planner _______
5. Office Space _______
6. The Budget _______
7. The Product ________
8. The Support Material _______
9. The Support Team _______
10. The Upline _______
11. References ________
12. Nikken/Corporate ________
13. 3-Way Calling _______
14. Training _______
15. Objectives ________
16. Promotional Activities ________
17. Mini-Presentation ________
18. The Approach _______
19. The Wellness Preview _______
20. The In-Home _______
21. The Building Activities _______
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