Once a prospect has been exposed to provocative information in Step One of The Five-Step System and has received a full presentation in Step Two, he or she generally has questions. They need to have several things validated and that’s Step Three – Validation.

Remember, you’re asking people to change careers and, at the very least, change mindsets. Some may not have been exposed to leveraged income so that whole concept of unlimited earnings seems too good to be true.

Remember too that most of them have spent dozens of years trading hours for dollars. They want to believe you, but it’s hard. This is where your favorite upline leader is critical.

This third step will often make the ultimate difference between success and failure. Great prospects need to visit with those on your upline team who are actually doing what you’re asserting.

What makes our industry so wonderful is this — in every legitimate company, all distributors have the ability to track upline until they find a leader making the big checks.

More important, in every legitimate company these leaders are accessible to novice people who need them. That’s what MLM leaders are paid to do…support their new people with 3-way validation calls, tools and strategies.

I’ll never forget the excitement in my own life when I picked up my phone and called Richard Kall who was six levels above me and he answered the phone.

Richard was earning over a million dollars a year and was an industry author who had written a book called “The First Million Is the Easiest.”

The fact that he was willing to do 3-way validation calls with me, even though I was a brand new Distributor, spoke volumes about my new profession.

I was on his sixth level. He was in New York and I was in Texas. He was earning millions and I had never earned one check…but Richard was supporting me. Wow!

I knew I had found the right business. As soon as I started making the big checks, I did the very same thing for my people. Validation is about “giving back” the upline 3-way support you were given.

Occasionally I get calls from Distributors who have read my books or have heard my speeches and they ask me what they should do if they have no upline willing to help them or no upline making big checks.

Truthfully, I don’t know because I’ve never been in that situation. I sometimes wonder if I would have even succeeded without a great sixth-level upline like Richard Kall who was always available for 3-way Validation calls. Maybe not.

But every legitimate company has leaders who are both accessible and successful. That’s how companies grow and prosper.

Most people who fail in MLM do so because they picked a stupid company not because they are themselves stupid.

Unfortunately many of those people then spend the rest of their lives bad-mouthing our industry. So permit me one simple observation. Before you throw up your hands and give up, track upline in your own company until you find an unselfish big money leader willing to support you by conducting validation calls.

You probably have several in your upline team. If not, find a company that offers upline support before you decide that Network Marketing isn’t for you.

Step Four is Enroll…and it’s on the way in the next blog.

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Okay, let’s start this Tribe. Based on the high traffic and positive comments about our last blog, I assume that many folks are interested in joining a community of ethical entrepreneurs. I also think it’s safe to assume that people are fed up with strategies that take them only part way to wealth.

So I think I’ll name our Tribe ATWTAHK which is an ancient Native American term which means All The Way To A Hundred K. ☺

Prior to talking about the first step in our Five-Step System for building your business, I need to make a preliminary point. In order to save you a great deal of frustration, I want you to realize that as many as sixty percent of all North Americans are not cognitively hardwired to do MLM. That’s just an estimate based on my 24 years of experience, but I’ll bet I’m fairly close.

In other words, approach ten people and six cannot succeed no matter how great your leadership. You can join Tribe ATWTAK and execute every strategy to perfection, but unless you are prepared to accept the fact that most people are not legitimate prospects, you’ll eventually quit or seek geographical cures (jump from deal to deal).

Some people get disgusted and quit our business and others jump around from deal to deal and one is just as self-defeating as the other. Eventually we must all come to terms with the fact that the majority of humans will not face the personal humiliation which comes with failure, and therefore will never rise to their full potential.

Success is just too much to expect from many people. That’s why you and I are free to earn all we want. If it were easy everybody in the whole world would simply join Amway and we’d all live happily ever after. Based on their recent TV ads, I think Amway would like us to consider that.

The Five-Step System for building your business includes the following steps which I will cover over the next few blogs:

Step One: Expose
Step Two: Present the Whole Story
Step Three: Validate the Information
Step Four: Enrol (Enroll is spelled with two ls in the US – enroll)
Step Five: Support

In this blog we’ll focus on how to execute Step One most effectively. The  best way to get people through the five steps to MLM involvement, is to begin by exposing them to facts without bringing out their biases. Many people fail because they combine the first two steps, Expose and Present. They inadvertently give people too much information at the very beginning of their contact.

Prospects need to be exposed to rational facts which reinforce their current predicament and cause them to want to hear about your solution. If you tell them anything in the very first exposure step that will allow them to google you or your company…Poof! They’re gone. That’s because they have an inherent stereotypical belief about our industry that’s usually inaccurate.

If you give them anything except a generic exposure tool including but not limited to business cards, tapes, CDs, company websites, or e-mails which define your company or anything else that triggers a red flag…you blow perfectly good prospects right out the water.

We created a free, generic exposure tool two years ago on  Feel free to use any or all of it for your own purposes. Leaders from many companies use that information. Some leaders have taken the information and created their own tools based on it. That’s great.

Just make sure that when you approach people the very first time, no matter how you do it, you don’t give away the farm. If and when they call you back, you’ll have plenty of opportunity to give them a full-blown presentation.

It’s all very simple. You are looking for people who want to make big money and when you find them, you expose them to generic facts which reinforce their need to act. When they call you back, you then present the business. How to do that will be the subject of the next blog.

My goal is to get you through all five steps by January 1st so that you can hit the ground running in 2009.

On January 2nd I will make a very important announcement. To my knowledge no one has ever done what I’m about to do – free of course, to our Tribe.

Now, stay tuned for Step Two: Present Your Whole Story

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I want to be part of a Tribe of fascinating, stimulating Networkers. So I think I’ll just start one with this blog.

How would you like to be part of something that matters? Networking matters. It matters especially today because all the former exit strategies available to aging boomers and eager young people have gone away.

Most people are having trouble connecting the dots, partly because of all the distractions of emerging technology and partly because traditional professionals are always threatened by any challenge to existing paradigms. Addictive gadgets and those poor souls who have been appointed to guard the past can be very distracting. 

Sorry folks, but it’s time to stop betting on Wall Street, real estate, pseudo- leaders and long-shot investments. It’s time to start betting on yourself. I’m willing to bet on you, so let’s begin.

Over the next year, I’m going to connect some dots for you. It’s self-evident that many Networkers are being grossly misinformed about the unlimited income potential our industry offers and the methodology necessary to prosper. The bar has been lowered, the expectations have been diminished, and the industry has been flooded with low-income strategies.

There’s nothing inherently wrong with small goals unless they are forced on you by those who promote strategies for mediocrity, and imply that greater financial objectives are unrealistic.

So let’s get one thing straight…when I say that you can earn $100,000 a month, it’s because I’ve earned much more than that and can teach you how. When others say that you can’t, it’s because they haven’t, not because I didn’t or you won’t.

I’m fed up with self-appointed critics who point to the tiny number of big money earners in relationship to the masses who earn little or nothing in MLM. That’s not a rational analysis.

What are we supposed to do, end the PGA tour because only a handful of talented, hard working golfers earn big checks?
Or how about this. Out of an estimated 1.5 million hopeful children worldwide who engage in years and years of hard work, sweat and tears, only one kid every four years is good enough to win one or more gold medals in each Olympic event. Should we cancel children’s athletics and deny our kids their dreams and hopes?

It’s true that only a tiny fraction of Networkers get to the big money so doesn’t it make sense to learn how we did it rather than encouraging others to strive for averagism?

It all begins with one basic mindset. Consider the position of one of our leading scientists. I agree with the assessment of Dr. Leonard Mlodinow, the noted physicist from Caltech and coauthor of Stephen Hawkins’s latest book, “A Briefer History of Time.”

Dr. Mlodinow puts it very succinctly when he writes: “successful people in every field are almost universally members of a certain club – those people who don’t give up. John Grisham’s novel A Time to Kill was rejected by 26 publishers, and Dr. Seuss’s first children’s book was rejected by 27. John Kennedy Toole committed suicide when he lost hope of ever getting his book published. His mom never gave up and 11 years after his book was published, it won the Pulitzer Prize for Fiction. Successful people don’t give up.”

Pick the right company with products about which you’re passionate, an owner whose values are evident, a track record of profitability and a successful Upline who is accessible.

I can’t help you pick the perfect company so please don’t ask me to do so. Either you’re in one or you aren’t and only you know the truth.

You pick the company and I’ll give you the tools. If you follow our strategies and remain focused for over a year with little success…perhaps you need to pick a different company. That’s as far as I’ll go.

If you don’t have an ethical Upline anywhere above you who is both successful and accessible and willing to support you, don’t give up, pick another company.

If your owner is crooked or your products are worthless, don’t give up, pick another company.

Company selection is up to you and nobody should be expected to do your due diligence or make that choice for you. But make certain you are content because people will not follow you anywhere if they can tell that you aren’t happy.

You may think that you can disguise your true feelings, but you can’t. We’re in a relationship business and nobody wants to bond with those who lack passion for what they’re doing.

So my first two Tribal pointers are simple: big money requires passionate focus and long-term loyalty. To form a Tribe of fascinating, stimulating Networkers we must all agree to be fully content with our companies so that our total focus can be on success.

The legendary Mario Andretti, at the very peak of his racing career, could have never won the Indy 500 driving a wheelchair…if you catch my drift.

Next blog I’ll cover Step One of my Five-Step System for building your business: The Exposure.

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How to Start A Conversation with Propects

A question I’m frequently asked is: “How should distributors start conversations with prospects?”

The simple answer is – always start with a question that allows a prospect to describe his or her work. My favorite question is, “Just out of curiosity, what do you do for a living?”

Then I listen carefully to what they have to say. A quality person will always reciprocate by asking what I do … and that’s when the fun begins.

Sometimes I’m an “Emergency Retirement Planner.” Other times, I’m a “Unit Actuary.”

Either response will cause a prospect to become curious. Most will ask me what the heck a Unit Actuary is.

I simply point out that I help people compute the total effort required to retire in one, two or three years based on the number of units they need to fund their favorite retirement lifestyle.

I explain that a fisherman might only need two units in order to have a nice boat and fish several days a week, while a pilot who likes to travel may need six or seven units in order to fund a nice plane and afford fuel.

I end by explaining that my job is to compute unit needs and then help a person find a funding vehicle which will yield that number of units in three years or less.

Virtually all prospects will appear completely befuddled and most will ask what a unit is. In response, I simply tell them it’s a bit complicated, but one unit equals $10,000 a month for life with no principle drawing interest.

I tell them to check out and then I give them my home number and ask them to call me if they’re still curious.

Those of you who own the first four Holy Grail books and accompanying CDs know exactly what to do next.

Obviously, this is one of many strategies and applies to situations where you’re face-to-face.

Many distributors laugh when I teach them this approach, but I’m very serious. Some say they can’t possibly start a conversation that way and that’s perfectly okay with me. I’ve got a big pile of money and maybe when people stop making excuses they’ll get theirs.

In the meantime…how’s your approach working for you? Been to Tahiti lately?

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How to Recruit Realtors into Your MLM Business

This is a very simple strategy – so simple anyone can do it. Do not deviate from this system.

Step One

Obtain a list of Realtors’ names and telephone numbers.

Step Two

Call one Realtor at a time from a landline.

Step Three

Identify yourself and ask them if they’d be willing to sell something besides real estate if they could triple their income in the first year.

Step Four

If they say “no” or argue, thank them politely and hang up immediately.

Step Five

If they say “yes” send them to or some other short enticing message that works and ask them to call you back if they’re interested in checking it out further.

Step Six

If they call you back interested, present your business opportunity in any manner you wish – face-to-face, or walk through a web presentation, or whatever works best in your company. Most companies provide a presentation booklet or web site presentation.

Step Seven

Repeat those six steps 30 times a day.

Do not worry about any details. You’ll become better with practice and within a couple of months you’ll easily sponsor one out of thirty Realtors who go through the entire process. It’s all a numbers game, just like any other form of sales, with one major exception…do it for a year or two and you’ll be sipping your favorite beverage on some exotic beach and jetting to Paris for Fois Gras and Crème Brulee.

How can I be so sure? Been there…done that.

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Today I was half way through writing a blog about how to recruit Realtors when I received a very disturbing telephone call. A woman from Atlanta called to tell me that I was a “fool” for thinking that Congress would allow Americans to lose their freedom to use and sell nutritional food supplements by accepting the World Trade Organization’s Codex rules.

She basically told me that we live in a constitutional democracy and our right to consume nutritional juices, vitamins and herbs of our choice are protected. That’s when I realized that some Network Marketers need a basic course in reality.

If you’re among those people who think that CODEX isn’t coming or Congress will protect us from it, here’s a short history lesson from a year and a half ago. The mainstream media didn’t cover this story because many Americans were more focused on Brittany Spears. And, of course, most journalists don’t want to wind up like Dan Rather.

As societies evolve, they tend to become more compassionate. The more educated, the more rational and decent. In America, we once bought slaves, yet today we respect defenseless animals. That is, we did until November 27, 2006 when Congress passed the Animal Enterprise Terrorism Act by a vote of 5 to 1. Out of several hundred Congresspersons, only 6 were present for the vote.

Let me explain. If special interest companies want to ramrod a bill through Congress, they simply have the House Judiciary Committee place the vote on the “suspension calendar” which allows for a voice vote. Then they hold the vote hours before the scheduled time so less than 10% of the lawmakers will be present.

That’s how they passed the AETA Bill (Animal Enterprise Terrorism Act). That’s also how they might approve CODEX. That way, congressional representatives will be able to act upset when the supplement industry is handed over to big Pharma and MLM is basically dealt a fatal blow.

Before 2006, if animal rights activists discovered that a major company was testing new shampoo by dropping it into the eyes of rabbits to see how they responded, they could file a formal protest. Now, they can’t or they’re called terrorists and put into jail.

By violating the first and fourteenth Amendments and defining whistle blowers of animal cruelty as terrorists if they “interfere with corporate profits,” they can and already have put people in jail.

The group Earth First was charged with terrorism and sentenced to 22 years in prison collectively for posting a website that exposed corporations involved in the vivisection industry. Vivisection is the act of cutting into or performing operations on live animals for the purpose of experimentation or scientific research.

Now for the insanity…160 groups opposed this law before 5 Congress people passed it. The National Lawyers Guild, the League of Human Voters, the Natural Resources Defense Council, The Physician’s Committee for Responsible Medicine and The New York City Bar Association were among the credible groups that opposed this nonsense.

That’s why in an earlier blog I suggested that you send a letter about CODEX to your Presidential candidate. Congress will not protect MLMrs against CODEX and the plan of big Pharma to take total control of the herbal, vitamin, nutritional juice and supplement industry. Period. End of the story.

I’m not necessarily against animal testing. I’m against animal testing in secret. Consumers should have the right to know which companies are engaged in animal testing so they can decide which products to purchase based on full disclosure. Calling people terrorists and putting them in jail for posting facts about animal testing is potently absurd.

Giving our government the power to monitor and control our use of supplements is patently absurd. But when journalists remain silent as a bogus congressional act makes factual disclosure of business practices a punishable offense, that’s anarchy.

So, I’ve done my part by telling the truth. The ball is now in your court and I’m terribly sorry for being so negative.

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