Don Failla, Joe Hardwick - The 45 Second Presentation That Will Change Your Life

Summary

When you subtract out the sleeping time, commuting time, working time and things you have to do each and every day of your life, most people don’t have more than one to two hours a day to do what they would like to do - and then, would they have the money to do it?

We have discovered a way a person can learn how to "Own their life" by building a home-based business; and we have a system for doing it that is so simple anyone can do it. It doesn’t require selling, and the best part is it won’t take much of your time. If you are interested, I will get you some information.

Chapter 1: Introduction to Multi Level Marketing

• This book is a training manual for learning Multi Level Marketing (also called Network Marketing) - and teaching it to someone else by use of the "Napkin Presentations".
• Multi Level Marketing means moving a product or service from the manufacturer or provider to the consumer, using a system of compensation provided to those persons who are causing the product to move or the service to be provided.
• There are really only three basic methods of moving products:
  1. Retailing
  2. Direct Sales
  3. Multi Level Marketing ('MLM')
  4. (Mail Order)
  5. (Illegal Pyramid Sales)
• To make MLM work, the product does have to more or nobody gets paid.
• Although not required to earn a great living with MLM, you could buy your products wholesale and sell those products at retail to make a profit.
• The key to building a large successful business is to create a balance between sponsoring and teaching MLM to other entrants, and build a customer base by retailing to your friends, neighbors, and relatives.
• There is but little entry fee to join a MLM program, because the success of the system evolves around "sponsoring", "sharing", "building relationships" and "helping others" - all of which can be done without much costs and by almost everyone.

Chapter 2: Two times Two is Four

• Multi Level Marketing is based on the simple formula that two times two equals four. When you teach two people how to teach two other people how to do Multi Level Marketing, then you have effectively four people added to your network. If you were to teach three people instead of two people, the number of people more than double at each level down the network.
• Use the Napkin Presentations - easy to do 15 minutes - to teach people what Multi Level Marketing is about, and how they can benefit from joining the network. It is important that everyone understands the system, so at some point you are no longer needed for them to be successful.
• Multi Level Marketing is based on exponential growth at each step further down the hierarchy.
• It is best to sponsor 5 close and serious people, 6 at the most! More will prevent you from effectively working on your sponsors. Teach them how to teach Multi Level Marketing to 5 of their close contacts.

Chapter 3: Salesmen Failure Syndrome

• Your goal in a successful Multi Level Marketing program is not to 'sell' to people. Instead, you just want to teach others how to teach and sponsor and build a large successful Multi-Level Marketing organization.
• You must explain to your people that if they truly want to duplicate themselves, they have to be at least three levels deep; only then are they duplicated.
  1. Teach the person one degree below you.
  2. Teach the person two degrees below you how to teach.
  3. Sponsor the person three degrees below.
• You teach others what you are learning - the 10 Napkin Presentations. They need to have an understanding of all ten, but initially the first four.
• The (general) problem with salesmen is that they sell but do not captivate the other person. Hence, regardless of how many people the salesman introduces to the Multi Level Marketing system, more and more people quit the program some way further down the road because they are not effectively involved.

Chapter 4: Four Things You Have To Do

• The first thing you have to do is get in the MLM program and get started. The entrance fee differs per MLM program, but is usually very low.
• The second thing you have to do is to use the (consumable) MLM products yourself and buy more MLM products. The products act as a fuel to your business.
• The third thing you have to do is to get into gear (get going). We distinguish a few phases:
  1. Neutral - you are doing nothing yet to grow your MLM business.
  2. First gear - you're sponsoring 5 serious people.
  3. Second gear - you've learned the first 5 serious people how to get into first gear themselves by sponsoring 5 people each, so now you've a 25 person team.
  4. Third gear - you're sponsoring teh 5 serious people to sponsor their 5 serious people to get into first gear (total 125 persons).
  5. Fourth gear - you're first levels are in third gear.
  6. Overdrive - you're first levels are in fourth gear.
• The fourth thing you have to do is to share the products with your new friends (retail). This way they'll get introduced to the MLM program even more!
• The magic number you and your friends need to remember is the number 5. When you all sponsor 5 serious people, you get all into overdrive.
• Here are some waypoints for tracking your progress:
  • When you are about 20% up the ladder in your program, you should know and understand the 10 napkin presentations.
  • By the time you get 3/4th of the way, you should be able to teach others.
  • When you are at or near the top, you will be able to teach your people to teach others.

Chapter 5: Digging Down to Bedrock

• To get a head start you must build a solid foundation. You build a solid foundation by training and sponsoring people down your network. The more people you have under you in the network, the more robust and faster your head start is.
• In the beginning do not focus so much on results, for they will now seem to show up (and this might demotivate you). Instead, focus on your actions of training people and expanding your sponsor network. Get motivated and excited by sharing the Napkin Presentations with others.
• "The only losers are the quitters."

Chapter 6: Ships at Sea

• When your ship arrives (your ship comes in), you are going to "cash-in" on whatever cargo it is carrying.
• The shore would represent your reaching the top of whatever Multi-Level Marketing organization you happen to be involved with.
• The ships represent the people in your organization whether or not you sponsored them directly. They may be at any level on down the sponsorship line(s).
  1. Label the first ship "gold". These are the 5 serious people that help you grow your business.
  2. Label the second second ship "silver". This ship represents someone you sponsor into the business, and his or her cargo can become gold or empty.
  3. Label the third ship "m.t." (empty). These are the people that are giving up on the MLM program - or are not going anywhere for that matter. Stay away from these people.
• Characteristics of a gold ship person:
  1. Eager to learn.
  2. Ask for help.
  3. Excited about the business.
  4. Committed to using the products.
  5. Goal oriented.
  6. Written down list of names/contacts.
  7. Fun to be with.
  8. Positive thinking.
• How to turn a silver ship into a golden ship:
  1. Expose the person to the business you are in.
  2. Involve the person to the MLM system, start telling about the Napkin Presentations.
  3. Upgrade the person by teaching that person all 10 Napkin Presentations.
• Do not push people into working with you. Rather have them call you, so you can help them grow their business. But never ask about how much they've sold.
• "You can have anything in the world that you want, simply by helping enough other people to get what they want."

Chapter 7: Third Party Invitation

• Prospecting is called the third party invitation. You ask the prospect the following question: "Carol, I got started in a new exciting business, and you might be able to help me. Would you happen to know anyone that would be interested in earning some extra income?" (or, "Interested in getting into a second business?")
• The Third Party Invitation is a great way to prevent the Fear of Rejection of the person asking. It also protects the person asked against the Fear of Failure - he or she will not have to admit he or she currently sucks at becoming financially independent.
• If the prospect does not know someone (and is not interested himself), say: "Fine. If you happen to run into anybody, would you have them call me?" Give the person you business card.
• Every time you throw a Third Party Invitation, you launch a ship - increasing your changes that it will float (not sink) and come back in with gole.

Chapter 8: Where to Spend Your Time

• 100% of your time at the beginning should be spent sponsoring people.
• When you have five serious people, you should be spending 95% of your time working with them, 2 1/2% of your time servicing the customers you have from your friends, and 2 1/2 % of your time "planting seeds".
• You should be aware that 100% of the time, you are moving the product.

Chapter 9: The Sizzle Sells the Steak

• Energy is contageous and starts with a 'sizzle'. When you meet with your sponsor during a so-called sizzle session, you will all get energized again. This 'sizzle' will turn into a 'blaze' as there are more people at your meeting. When you share your enthusiasm with others there will be more people getting into your MLM program (sell the steak).
• People who are not so sure yet about joining the MLM program, may be convinced by the energy of the others in the sizzle group.
• After a sizzle session, stick around for eavesdroppers who have been listening in to your presentation in the restaurant. Give them an opportunity to talk to you, so you can present them the 45 second presentation.
• End each sizzle session with the words: "Just think! This is as hard as we will ever work!"

Chapter 10: Motivation and Attitude

• There are two kinds of motivation:
  1. Down motivation ('Hot Bath')
  2. Up motivation ('Constant')
• The difference is that for Up Motivation you are told what to do after the motivational program and how to do it, while for Down Motivation you are not.
• Up Motivation comes from the people a few degrees below you. As their attitude changes about the program (they get more involved and more excited), they begin to manifest results. And as someone a few degrees below you starts to create success, the persons above him or her get also excited again.
• The accumulated positive attitude of excited people below you, turn your branches into a valuable asset. However, you need to have sponsored at least 5 people ('wide'), who have in their turn sponsored enough people to build up the excitement ('deep').
• "You can motivate people faster and more effectively by putting a candle under their sitting place than by putting a blow-torch to their thinking place."
• Once you've build a vast network of Golden Ships, you can return to people who were sceptical at first. Your success with the MLM program will trigger their excitement again to join.

Chapter 11: Pentagon of Growth

• The sides of the Pentagon of Growth symbolizes you developing your 5 branches of sponsors. The leaves grow rapidly when you consider the following:
  1. The first month you spend on training, so there are no branches yet.
  2. The second month you sponsor 5 people (write down 2M-5).
  3. After four months you've sponsored another 5 people, and the 5 people you had already sponsored have now sponsored each five more (write down 4M-25).
  4. After six months you're at 6M-125, while the other branches are developing too.
  5. After 8 months you're at 8M-625.
  6. After 10 months you're at 10M-3125.
  7. After a year you're at the level that your residual income is enough to live on (depending on the vehicle).
• You must stick to the program and teach people how to do all this on their own too.

Chapter 12: Going Back to School

• The proper attitude is "To whom will I next offer the opportunity to retire?" Retiring simply means: "...not going to work unless you want to." To be really successful in MLM you must teach someone else to be successful.
• To be able to retire in one to three years at better than €30,000 per year a person must be willing to go back to school. The school we are referring to is a school of involvement, same as with studying for any profession or degree. Here are several ways to stay involved:
  • Have your weekly training session
  • Attend meetings
  • Have coffee with someone new
  • Listen to positive motivation tapes
  • Listen to tapes about your MLM program
  • Meet with your sponsor
  • Attend sizzle sessions
  • Talk to prospects
  • etc.
• It takes a minimum of 6 months of involvement to see some real results.
• Get 5 serious distributors to boost your results, but do not get them all at once. Distributors will get involved for a minimum of five to ten hours per week for at least six months. Present them the revenue model of expected future sales, and show them the numbers on how they can retire using the MLM program.
• There are three reasons why a distributor-customer will purchase more products than a friend-customer:
  1. The distributor-customer is more familiar with the entire line of products;
  2. The distributor-customer can buy the products wholesale and is more likely to be generous with their use personally;
  3. The distributor-customer buys products to give away as samples.
• If the person you introduce to the system, does not want to get involved in the vehicle, sell him or her the products (i.e. convert that person into a retail customer).

Chapter 13: Playing With Numbers to Make a Point

• If one of your 5 lines reaches the point where they don't need you anymore, start a sixth distributor line. The definition of a line is when your distributor's organization is at least three levels deep.
• The difference of one person whom you can select to retire, between a network with 5 nodes at each branch and 6 nodes at each branch, is enormous. Hence, the total amount of revenue from the lines will also improve exponentially!
• In the ideal situation, your lines are as deep as the maximum payout allows (often 5 or 7 deep). Grow your network both wide and deep, and keep the branches in balance.

Chapter 14: Business Training Session vs. Weekly Opportunity Meetings

• Always invite more and more people to your weekly opportunity meetings, so you always have some people showing up.
• A typical opportunity meeting will look something like this:
  • A room is set up with chairs in theatre style, either in a home or a hotel room.
  • A blackboard or whiteboard is sitting on an easel up front.
  • A person in a threepiece suit is giving a presentation about the company, the products, and of course, the marketing plan.
  • This, in most cases, lasts for approximately one and one-half hours.
• A reason people may say "No" to your offer to join the MLM program may very well be that they fear that they have to put up a meeting and speak in public. You surpass this fear by having your "sizzle sessions" with your contact in private in a restaurant over a cup of coffee.
• Record the conversation you are having with a tape recorder, so he or she can share it with his or her friends. Answer his or her questions at the end, to not interrupt your presentation. Break the twenty-minute presentation down as follows:
  • Three minutes to talk about the company.
  • Seven minutes to talk about the products and give them some samples.
  • Allow about ten minutes to explain the marketing plan.
  • Break your total marketing plan into several parts.
• Emphasize the words sponsor, teach, expose, involve and upgrade.
• At the end of your presentation, say: "Before you make your final decision, why don't you come to our weekly training session and see how we train our people?"

Chapter 15: Important Phrases and Handling Objections

• "Do I have to sell?" No. The products will move in the process of building your business, sharing them with your friends.
• "Is it a pyramid?" No. The major difference between MLM and pyramids is that pyramids are illegal.
• "I can’t afford to go into business." A person can get started in most MLM companies for under € 100.
• "My wife/husband won’t be interested." Don't let that hold you back.
• "Is there an advantage in being directly sponsored by a company?" No. This can be considered to be a disadvantage.
• "How far down-group should I work?" The further the better.
• "How do I select an MLM company?" By the time you read this you will probably already be with a company.
• "Can I work with more than one program?" Most distributors who are in one major-effort program will gravitate toward spending their time with the one that works best for them.
• "I just don’t have the time." Respond with: "I’m not asking for your time, just your contacts. Bring up the idea of MLM to your friends and have them contact me. In other words, we will use your contacts, my time, my energy, and my knowledge. You might spend two minutes but I’ll spend two hours."
• "What is the difference between recruiting and sponsoring?" Recruiting is when you bring someone into your organization who is already experienced in Multi-Level Marketing (MLM). Sponsoring has the connotation of bringing someone new into MLM to whom you are making a commitment to train regarding how the industry operates.
• "My sponsor doesn’t help me. What should I do?" Go up-line until you find someone who will.
• "How important are potlucks?" Anytime you do something positive to bring your distributors together, you are creating energy.
• "There is a town about two hours drive from my home. I know five people there. Should I attempt to sponsor all five myself or should I sponsor one and put the rest under the one?" You should never put anyone under anyone else unless you have brought the two parties together and there will be a mutual benefit and support.
• "My company says I can’t join another company." Leave the company.
• "I am happy with my company, so why should I join another one?" You can be signed up with a lot of companies to buy products wholesale, however, few distributors will be successful if they try to build an organization with more than one.
• "I am burned out on MLM. My company just declared Chapter XI." If your company goes belly-up, find another one. Never quit.
• "When should I quit my regular job?" You shouldn’t quit your job until you have built up a reserve and you are making at least twice as much from your MLM efforts as you are making from your regular job.
• The fastest way to retirement is network marketing. A person in network marketing can in 2 to 5 years build a part-time income of € 5,000 to € 10,000 per month. This money will spend the same as the money they would get from 5% interest on € 1,200,000 to € 2,400,000.
• What you really need to do to be successful in network marketing can be said in two sentences:
  1. Make a friend (if you don’t have any).
  2. Meet their friends.

Posted on 17th July 2008 by Quintus Hegie

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