MLM Online Dec 19 08

MLM Online
MLM Online
The Step-by-Step
Guide to
Building Your
DOWNline
ONLINE
By
Te Critically Acclaimed Author of
Surviving the 90s, Dare to Dream, & Billions Online
and Co-Founder of Solution X
Ken Forrest
&
Rodger Smith
Te Co-Founder of
MyMangosteen.com and Solution X
Copyright 2008 by RoK Lives Publishing.
Published by RoK Lives Publishing
All rights reserved. No part of this publication may be repro-
duced, stored in a retrieval system or transmitted, in any form, or
by any means, electronic, mechanical, recorded, photocopied, or
otherwise, without the prior permission of the copyright owner,
except by a reviewer who may quote brief passages in a review.
978-0-9822351-0-2
Printed in the United States of America
Contents
Introduction .......................................................................... 9
Why You Should Listen to Ken and Rodger .................... 9
Te Order of Tings in Tis Book ................................. 10
An Introduction to Rodger Smith ................................. 11
Meet Ken Forrest .......................................................... 15
Pay Close Attention to What Were About To Say ......... 17
Old School vs. New School ........................................... 20
Treat Your Business Like a Business ............................... 22
A Final Word Before We Jump Into It ........................... 23
Chapter 1: Getting Started .................................................. 23
A Simple Truth .............................................................. 24
Get Your Own Story ..................................................... 25
Never Stop Learning ..................................................... 25
Being On the Right Team ............................................. 27
Your Mindset ................................................................ 31
Important Enough to Say More Tan Once .................. 32
Are You a Product Person or Opportunity Person? ........ 33
When Youre Ready to Quit .......................................... 35
5 Steps to Success .......................................................... 38
A Real Business .......................................................... 39
Chapter 2: Step #1: Get the System & Learn the 5 Steps ..... 41
Chapter 3: Step #2: Get Business Cards (Marketing Cards) . 45
Chapter 4: Step #3: Get Trained .......................................... 47
Te Importance of Mentors .......................................... 48
Two Schools of Tought ............................................... 48
Using Mentors .............................................................. 50
Chapter 5: Step #4: Begin Marketing .................................. 53
Types of Marketing ....................................................... 53
Eective Marketing ....................................................... 56
Chapter 6: Step #5: Follow Up and Close............................ 61
But Im Not a Great Salesperson ................................... 66
Chapter 7: Putting It All Together ....................................... 71
Building Trust ............................................................... 72
Prospecting ................................................................... 73
Examples of Questions for Prospects ............................. 75
Chapter 8: Persistence Pays O! .......................................... 85
Chapter 9: Learning From the Best ..................................... 87
Barry Byrd .................................................................... 88
Robert Dean ................................................................. 89
Mark Ewell.................................................................... 90
Ricky Frank .................................................................. 90
Herschel Gibbs.............................................................. 91
Keith Halls .................................................................... 91
Mark Hughes ................................................................ 93
Mitch Huhem ............................................................... 93
Tommy and Carolyn Johnson ....................................... 94
James Robison ............................................................... 95
Bob Schmidt..................................................................95
James Tucker..................................................................96
Dell Williams ................................................................97
Gene Yamagata.............................................................. 97
Chapter 10: Dare to Dream Big! ......................................... 99
Take Action ................................................................. 100
e Power of Commitment: ....................................... 100
Two Options ............................................................... 101
Chapter 11: How to Succeed in Business ........................... 105
5 Steps to Success ........................................................ 106
Chapter 12: Step 1: Dream Big ......................................... 109
Start Tinking Like a Frogger ...................................... 110
Get Very Clear ............................................................ 111
Gotta Have a Deadline! ............................................... 112
Get Passionateor Get Out! ...................................... 113
Chapter 13: Step 2: Tool ................................................... 115
Te First Tool .............................................................. 115
Te Second Tool ......................................................... 116
Find a Mentor ............................................................. 116
Get Connected ............................................................ 117
Chapter 14: Step 3: Train .................................................. 119
Chapter 15: Step 4: Start! .................................................. 121
Seizing Opportunity.................................................... 122
Talk is Cheap. Take Action! ......................................... 122
Live Like a Lion .......................................................... 124
Chapter 16: Step 5: Finish! Focus or Fail ........................... 125
Eliminate the Negative ................................................ 125
Visualize Your Victory ................................................. 126
Chapter 17: Recapping the 5 Steps to Success ................... 129
Step 1: Dream BIG! .................................................... 129
Step 2: Tool ................................................................. 129
Step 3: Train ................................................................ 130
Step 4: Start! ............................................................... 130
Step 5: Finish! ............................................................. 130
Take Inventory of Your Past ........................................ 130
Succeed in the Future .................................................. 131
Now Its Up to You ...................................................... 131
9
Introduction
Wu\ You Suouio Lisrix
ro Kix axo Roocii
Y
OURE about read the words of two gentlemen, Ken
Forrest and Rodger Smith, who will share a proven formula
for success in multi-level marketing. MLM gurus are a dime
a dozensharing recycled information that may or may not be accu-
rate. Te bottom line is simply that most of them have never actually
done what they say you can accomplish with your MLM business. Ken
and Rodger have both made millions of dollars using the Internet,
and they have both built successful MLM organizations with tens of
thousands of people in their downlines. Tey have both lived the very
experiences they will be sharing with you in this book.
Ken and Rodger have both had high levels of success outside
the MLM industry as well, giving them well-rounded, rock-solid
views of the realities of the business world. Each has traveled his
unique path through corporate America and self-employment
to arrive as mentors to those who wish to be top-level distribu-
tors in their companies. Tese men have a sincer`e desire to see
you succeed using the wealth of knowledge they have amassed
in their journeys. Teyve boiled it all down into this short book
and have created a system you can engage immediately to begin
your journey to success as an MLM distributor.
1o Kix Foiiisr x Roocii Sxiru
Tui Oioii oi Tuixcs
ix Tuis Boox
Tis book will begin by introducing you to Rodger Smith
and Ken Forrest and sharing a few details about their back-
grounds in building successful MLM businesses and making
money online. Youll then read their ve-step success formula,
where youll be given the specic tools you need to succeed
in MLM online. Youll nd a veritable feast of wisdom care-
fully crafted into a step-by-step system you can put into action
immediately.
After youve familiarized yourself with their system, youll
read about a number of highly successful players in the MLM
industry. Teir inspiring stories will help you see what is genu-
inely possible for you to achieve as you apply the system youve
discovered in this book.
Finally, youll enjoy the digest version of Kens book, Dare
to Dream. In these chapters, youll discover an approach to
accomplishing meaningful outcomes in everything you do
in your personal and business life. Kens power-packed story
and map to success will become an invaluable tool to you in
building your successful MLM business, and will nd place in
many other areas of your life as well.
Lets begin!
MLM Oxiixi 11
Ax Ixriooucriox ro
Roocii Sxiru
I have made it big in the corporate world. I have made it
big in the MLM world. I have turned companies around and I
have taken successful companies to new levels. Now its my aim
to share a few nuggets of wisdom with you. More specically,
Im going to share a system with you that can create an MLM
organization faster, more eciently, and more eectively than
anything else youve ever tried. Im not hesitant or bashful in
saying that what youre going to be exposed to in this book is
absolutely life-changing ... if youll allow it to be.
I grew up in humbleeven poorcircumstances. My
father was an alcoholic. When I was just four years old, my
mother took my sisters and me and left him to protect us from
the abusive environment we had lived in. Because Mom didnt
have the means to give me what I wanted, I had to work for
what I got. I worked on a farm in Idaho while I was in school.
A typical day began at 4:30 a.m., when Id go move irrigation
lines before school started. Id move them again during my
lunch break, then again after school.
Although there are many experiences I could share to paint
a picture for you of the lifestyle we lived, perhaps the image of
suicide tells the story best. When I was 16 years old, my older
sister attempted suicide for the second time. Te image I carry
with me as I tied towels around her wrists and rushed her to the
hospital will forever be with me. Ten, just a few years ago, my
other sister succeeded in taking her own life.
Trough our struggles I dreamed about creating a dierent
lifea better, happy lifefor my family and myself. I dreamed
of starting my own business and becoming super-successful. In
1: Kix Foiiisr x Roocii Sxiru
an eort to turn that dream into a reality, I went to college. I
was the rst person in my family to do this. I worked hard,
got a good job, and began climbing the corporate ladder. I had
arrived. I was making six gures and had a 401(k) and stock in
the company at Ancestry.com. I had a great bonus package and
a corner oce with a view of the mountains. I reached all the
goals the company gave me to accomplish; I hit the revenue
numbers I was supposed to. I had beaten the odds. I had gone
from rags to riches. I was one of those success stories you hear
about that make you feel good about living the American dream.
Ten, one day, it all went away.
After taking the company from $8 million to $20 million
over a two-year period and increasing the subscriber base from
110,000 to over 300,000 (making Ancestry.com number three
in the world for Internet subscription sales), I was let go and
had to watch someone else take over the team I had built. So
much for stability. I realized that the days of working hard
for a company until you retire and getting a gold watch and a
pension were long gone.
In hindsight I am, of course, grateful for that event in my
life. It freed me and allowed me to move on to bigger and better
things. Ive discovered, as Im sure you have, that this is often
the case. Something we perceive as being the worst possible
thing that could happen hits us broadside, but in the end it
proves to be a gifta blessing in disguise.
Within a year, I found a company called Floppy Copy. It
was a company that needed help being turned around and was
eking out a measly $2 million a year. I visited with Shane Argyle,
the companys owner, we discussed a plan, and I became the
companys director of sales and marketing. I led the re-branding
of the company to IntegraCore and pushed annual revenues
MLM Oxiixi 1
from $2 million to $20 million in less than two years. I thor-
oughly enjoyed working with Shane. Hes one of the quality
people Ive met along the way. I have great respect for him.
We made some extremely powerful and lasting changes in that
company that have stood the test of time.
While I was at IntegraCore, a guy who had worked for me
at Ancestry.com, Chris Peterson, called. It was the fall of 2002
and Chris had contacted me to tell me his cousin, Aaron Garrity,
was starting an MLM company called XanGo. He knew I had
some experience with MLM both at the corporate level and as a
distributor. He saw me as valuable from the standpoint of what
I knew and what I could do for him as a distributor. (Of course,
he was trying to sign me up!) He invited me to a meeting, and
I went.
Te rest, as they say, is history. Together, with a few other
colleagues, we developed an online recruiting and training
system called MyXanGo.com (MyMangosteen.com). It was one
of the rst tools ever to leverage technology and the Internet
with business, marketing and MLM training. Using this tool,
our XanGo business took o and our group became enormously
successful. So protable, in fact, that I was able to quit my job
and do XanGo full-time.
Ten, after a few years of working together, Chris and I
went our separate ways. Tats when I joined Ken at Solution X
and we combined our knowledge and experience to reach more
people with a new and improved InterNetworking system.
Trough all of my MLM business experiences, one thing
remains undeniably true. Your nancial success in MLM is
absolutely, one hundred percent, totally, and completely tied to
the success of your downline. You should recruit the best people
you possibly can to be on your front line, then coach, praise,
1 Kix Foiiisr x Roocii Sxiru
and help them in any way you can to help them be everything
they can be. Tats how MLM works! Surround yourself with
the best people you can nd. Give them what they need to
succeed. Readily give credit to them for everything they do.
Make them as successful as possible. Tis is how truly successful
people do it. At the end of the day, its all about people.
MLM Oxiixi 1
Miir Kix Foiiisr
Youre going to read a lot more about me and my back-
ground at the end of this book, so let me begin by simply
sharing my history with making money using the Internet. I
have started multiple successful Internet-based companies since
1996. SportsNuts.com went public for more than $400 million
during the dot-com boom and crashed to almost nothing when
the bubble burst, but its still in business today, 12 years later.
Not too many Internet company founders can say that.
In 2004, I founded Solution X (solutionx.com). By 2007,
it was a six-million-dollar-a-year company servicing MLM
companies and clients worldwide with Internet marketing tools
and technology. In 2008, at the time of writing, we could break
$20 million in revenues.
I have been an MLM distributor with a half-dozen compa-
nies over the past 23 years. I wish I could say I had picked
just one and stuck with it, but I havent been that lucky or
smart. When I was about 23 I was making more than $30,000
a month with a diet-based MLM company where I had about
10,000 people in my downline. At 24, that company was out of
business and I was really bummed. At 25, I joined a new MLM
company from my home state of Texasa service company
with a technology-based product. I grew to become a national
training director with that company and got to over 50,000
distributors and customers in my downline. To be honest, even
with that many people my income never exceeded $25,000 a
month because of the low commissions paid on their products.
I have made millions of dollars over the Internet and with
MLM. I am addicted to both. I love the leverage of MLM and
I love the always-on, global reach of the Internet. What were
about to share with you is a way to use BOTH! Its an actual
formula to help you succeed. We are about to teach you how
you can build a downline, online. If that sounds good to you,
then start paying attention.
All you need to do is pick the right company, apply the
steps to success youll discover in this book, and stick with it. If
you do this, you will wake up as an MLM/Internet millionaire
in three to ve yearsmaybe even less. Its all up to you. It
always is!
MLM Oxiixi 1;
Pa\ Ciosi Arrixriox ro Wuar
Wiii Anour To Sa\
Were going to drive a few points home with you over and
over in this book. Its not because weve lost our minds, and
its not because we dont remember that weve already said it.
Its because by the time youre nished reading this short book,
we want you to really understand and own this simple, yet very
powerful approach to building your MLM Internet business.
Your business consists of three basic elements: 1.) your
business cards (we also refer to them as marketing cardssame
thing), 2.) your website, and 3.) a telephone. Tats it. Really!
When we say your website throughout this book, were
talking about a website that has been prepared for you by
your company or by our company, Solution X, that includes
some very specic elements that are absolutely mandatory for
your success. Your company may already have a system that
handles the tasks were going to talk about. If thats your situa-
tion, great. Just get to work! If youre not sure, check out what
your company has in the way of online systems, and see if your
distributor website meets these ve criteria:
1.) It must be identied as personal and specic to you
so that only you get credit for all business that comes
through it. It must have your name, phone and email
address on every page.
2.) It must have a FREE TOUR clearly visible on the home
page so that when you start sending people to your
site and tell them to take the FREE TOUR they dont
get confused when they get there. Tis FREE TOUR
must clearly and quickly (under 10 minutes, preferably
using video) share your company, product and oppor-
tunity with your potential customers and fellow, future
Internet entrepreneurs.
3.) It must be able to collect a lead at the end of the FREE
TOUR. Hopefully it can also give or sell a sample of
your product right there as well and allow a prospect
to actually join on the spot with online application
forms.
4.) In what we call your back oce (it is called many dierent
things in dierent companies), your system must have
great lead management and notication tools. It must
also have the ability to send out autoresponder emails
to anyone who visited your site and left their contact
information requesting that you contact them. In other
words, the system must be able to email your leads a
nice message from you even if you are away from your
computer. It must also be able to store your leads and
allow you to view, forward, email, call, or work these
leads in the best ways possible. And its really helpful if
your web system noties you every time you get a new
lead, make a sale, sign up a new Internet entrepreneur,
or have a team member take a training class.
5.) Your systems back oce must haveand we mean
MUST HAVEtraining modules. Tese are classes or
videos all new Internet business owners like you and
your downline can take at their leisure, over and over,
24/7, from anywhere in the world. THIS IS A MUST!
Tese ve components are essential to your success with
the system we are about to teach you. Many systems have a lot
more features and tools than these ve. Tats OK. Tere are
other tools that can be helpful, although more doesnt always
MLM Oxiixi 1,
mean better. But if your system doesnt have at least these ve
crucial components you, my friend, are being handicapped,
and the system were about to share with you will not be
nearly as eective for you. A truly great system will, in fact,
have many more features and tools like calendars, email tools,
Internet marketing training and tools, contact managers, photo
albums, FAQs, presentations, recognition elements, conference
call libraries, forums for sharing success stories, and more. If
you dont have these and would like them, just contact us at
Solution X (SolutionX.com) and we will help you get exactly
what you need.
:o Kix Foiiisr x Roocii Sxiru
Oio Scuooi vs. Niw Scuooi
Te old school of MLM says you need to hold meetings
and recruiting parties to build your business. We want to say
loud and clear right up front that there is nothing wrong with
this. In fact, meetings (at the right time, in the right place, with
the right purpose) are a must. Tey are a necessary venue to
share experiences, train, and motivate. But no one wants to go
to another meeting as their rst introduction to an MLM! Tere
are plenty of multi-millionaire MLMers who have built their
businesses this way. We would discredit ourselves and oend
many of our good friends in the industry if we were to say these
methods dont work. Tey dofor those who can successfully
get people to come to those events. But there is a HUGE group
of people out there who have tried this method of building an
MLM downline and have failed miserably. People turn down
their invitations. Tey get rejected. Tey talk to a few people
and give up. Tey fail!
Te system were sharing with you is an option for this age
of technology that can very legitimately eliminate those fears
and thus dramatically improve your chances for success. Te
key to its success is something we call card marketing. Tis
system has ve simple steps.
1.) You need a professional website that does exactly what
we just outlined a moment ago.
2.) You need professional-looking business cards with your
name and web address on them (but not all your other
contact information!).
3.) You need to be properly trained on how your new
Internet business operates. (Tis training is available
MLM Oxiixi :1
to you completely free 24/7 at our personal websites,
www.KenForrest.com or www.RodgerSmith.com, if
your company does not have it available.)
4.) You need to be properly trained on how to market your
new Internet business using your unique business cards.
(Tis training is also available to you absolutely free at
our personal websites if your company does not oer
it.)
5.) You need to be properly trained on how to follow up
and close the deal with people who have visited your
site, taken the FREE TOUR, left their personal infor-
mation, and asked you to call them! (Again, this free
training is also available at our personal websites.)
Once you master these last few steps of marketing and
learn to spend your time following up only with willing
and wanting prospects, you will see your business reach
new levels of success.
:: Kix Foiiisr x Roocii Sxiru
Tiiar Youi Busixiss
Lixi a Busixiss
You have to treat this business like a business to be
successful! Everyone says this. Its true, and we had said the
same thing many times ourselves before it struck Rodger one
day that maybe his audience didnt know what that means. After
all, most of them probably hadnt owned their own businesses
before. Stopped by this thought, Rodger asked his audience
how many of them had owned or currently owned a business.
Only about ve percent of the group raised their hands.
Employees dont understand what owners understand. Tey
dont have the liability of the business on their shoulders. At the
close of business each day, they leave with their pay regardless of
how the business is doing.
Youre going to be (or already are) a business owner with
your MLM business. You need to know what owners know.
Well share everything you need to know in this book. Te
good news is, many of the details that most business owners
need to deal with in an MLM Internet business will be taken
care of by corporate. Tis, along with the low barrier to entry,
makes MLM one of the best business opportunities out there.
Better than starting your own business from scratch. Better
than buying a franchise. And decidedly better than working for
someone else!
MLM Oxiixi :
A Fixai Woio Biioii
Wi Juxi Ixro Ir
Practice makes perfect. Read, re-read, and implement the
ve steps we share with you in this book and youll be on your
way to the success youre looking for in your business. Getting
the training you need and applying the things you learn in that
training are paramount to your success.
In any business, there are key elements you must have in order
to succeed. Tey are all right here for you as you embark on your
direct-sales business. You dont need to reinvent the wheel. Do the
steps in order. Dont skip any steps. And youll have a powerful,
proven success system available to you and your fellow Internet
entrepreneurs.
Tere are many ways to make money in multi-level or
network marketing. You may have already found some of them
for yourself. Tats great! But if you are just starting out, or if
you want to add the most potent marketing tool available to
your marketing arsenal, youve found it right here. Youre going
to discover how to harness the power of the Internet in a simple,
eective way that literally anyone can do.
By implementing the system we have proven over time and
are now bringing to you, you will instantly be an Internet business
owner with all the support and systems you need to be successful.
Tere are many shallow and unproven systems out there as well.
Dont be fooled by people who are making money on half-baked
systems, or by people who have never been successful in direct
sales who are trying to sell you something to teach you how to
succeed when they never have. Youre about to become familiar
with a simple-to-follow system that has proven its value repeatedly
: Kix Foiiisr x Roocii Sxiru
by making many people millionaires in many dierent direct sales
companies providing a variety of services and products.
25
CHAPTER 1
Getting Started
A
S you begin, its important to realize you dont need
to reinvent the wheel. Te wheelthe systemhas
already been invented, tested, and proven for you.
Everything you need is right here. Teres no conjecture, no
guessingjust the tried and true facts. People are making over
$100,000 a month using the very system youre going to be
using as soon as you nish reading this book.
Here are two things that will help you succeed:
1.) Keep it simple. Too many people seem to think that if
its going to workif its going to make big moneyit
has to be complicated. Get that notion out of your head
right now. It is simple. Dont try to make it otherwise.
2.) Never give up. From the naysayers who have told you
not to get into this business in the rst place, to the
moments of frustration or discouragement you will
encounter along the way, you must commit now that
you are not going to give up. Period. You are an intel-
ligent person who has a huge opportunity. Dont let
anyone, including yourself, tell you otherwise. Success
will be yours!
:o Kix Foiiisr x Roocii Sxiru
One of the things youll discover in the process of reading
this book is information about a website that has been prepared
just for you. Its your website. Along with the other uses for this
website youll see as you read, this website is also a place for
you to get ongoing training and help. Use it regularly. It is a
powerful key to your success.
Many people fail in business because they lack the right
tools or information to succeed. Tey may even take time to
do their homework and nd what they believe to be accurate
information. Unfortunately, its usually only after they act on
that misinformation that they realize they missed the mark.
You have a HUGE advantage in that you can move forward
with full condence knowing the information you have is accu-
rate. Dont underestimate the power of the training tools in this
book or the back oce of your website. Get to know them well.
Listen to and read the material repeatedly until its part of you.
A Sixiii Tiuru
Let us share a simple truth with you: Money makes you
rich. Doesnt seem like much of a revelation, does it? But heres
the rest of the simple truth that perhaps someone has forgotten
to share with you in the past: Money makes you rich, and prod-
ucts drive the business to make that money for you so you can
be rich. Still wondering where the revelation is in that? Here
it is plain and simple: You must use and believe in the products
youre representing if youre going to be successful. Tis is extremely
important. Tough times are going to hit. Discouragement will
set in. If you dont have a rm belief in what youre doing and
what youre selling, you wont last. So heres what you need to
do.
MLM Oxiixi :;
Gir Youi Owx Sroi\
Teres an old saying that is as true as anything else in this
world. It goes like this: Facts tell. Stories sell! You can talk until
youre blue in the face sharing all the facts youve learned about
the products you have to oer or the compensation plan in
your company, but until you have a compelling story, youre
just telling, not selling. Get the product. Use it. Believe in it.
Find your story.
If you need to lean on someone elses story for a while, that
can work. Its not out of the question. But ultimately, it has to
be your story. Tats where the real success happens.
Get on auto-ship (or whatever your company calls it) right
now. Use your companys products religiously. is is a must!
As you share your story and help other people get involved
and create their own stories, be genuine. Everyone can see
through a fake. Maybe not at rst, but if youre not genuine, it
will catch up with you and bite you hard! If others know you
care about them, theyll follow you and allow you to help them
in molding their own success stories.
Even if you want to build your entire downline online you
have to be a believer in your products.
Nivii Sroi Liaixixc
Even after youre successfully making the money you
want, never stop learning. Know everything you possibly can
about your company, its products, the compensation plan, and
anything else that will make you an invaluable resource to others
in the company. Learn from everyone. Youll be surprised how
much you can learn from people who are new in the company
as well as people who arent in your company at all. Of course,
:8 Kix Foiiisr x Roocii Sxiru
youll always be able to glean plenty from those who have more
experience than you in your company. Learn from everyone as
you go along. Remember that you can learn what not to do as
well as what you should do from simply observing others and
listening to them. Stay in a mode of learning always.
One of the great ways to learn, especially in the begin-
ning, is to click on every link on your website. Discover what
is on your website, and study the details of the material. Do
this again and again until you know it inside out and back-
wards. Youll benet from this knowledge directly, and youll
also become a resource to others in your organization. Tis is
what you want! Be the go-to person who has the answers. Tis
will serve you well in building your organization. After youre
well versed in the details of your MLM Internet business (and
even when youre still on the path to becoming well versed),
make sure you keep it simple. Tis is not a complex system.
Dont make it something it doesnt have to be or wasnt meant
to be. Its simple! Teres a lot to learn, but it is simple! Keep it
that way for yourself and everyone in your organization.
As you read the ve steps in this book, youll see that it all
boils down to getting people to your website to take your FREE
TOUR, letting the tools do the work for you in educating your
prospects, and then sorting through them. Ten you follow
up only with those who are interested. (We call these people
the willing and wanting. Tey are willing to leave their contact
information at your website because they are wanting you to call
them.) Ten you have to learn to close them. Argh! Did we say
close? As in close the sale? Yes, we did. Te good news is we expect
you have no idea how to close a prospect, so we have written
a training class called Follow Up and Close and we will hold
your hand and teach you how to do this. If you cant do it, you
MLM Oxiixi :,
wont make any money. So, if you are wondering right this very
second if you are capable of ever learning to close someone,
you can jump to the back of the book right now and read the
chapter entitled Follow Up and Close, or just go to one of our
personal websites (www.KenForrest.com or www.RodgerSmith.
com) and watch the Follow Up and Close training class.
Tis isnt brain surgery or rocket science. Its simple. But dont
waste any more of your time in this business if, after taking this
training course, you still think you cant close a prospect. YOU
MUST LEARN TO DO IT. ITS NOT AN OPTION.
Biixc Ox rui
Ricur Tiax
Just as having the right manager, coach, and teammates is
crucial to winning in team sports, its important to have the
right team to succeed in your business. In the case of a multi-
level marketing company, your team consists of the executive
team at corporate, other corporate personnel, your sponsor
and upline, and your downline. Te better each of these team
members is, the greater your success will be!
Begin by nding the right company. Study the executive
team. Make sure youre jumping in with a team that has experi-
ence and knows what they are doing. Ten look for a sponsor/
mentor who supports his or her organization. Get someone
who is actively involved in the building of his or her downline
and who has a powerful, active upline. Ten work to become
that same person for your downline. Be everything for your
team that you expect your upline to be for you.
Although there are many individuals on your team, there
is one player you want to pay particular attention to: the
o Kix Foiiisr x Roocii Sxiru
company itself. Understand what is unique about the company
with which youve aligned yourself. Be able to articulate that
uniqueness clearly and help others understand why you chose
to align yourself with the company youre with. Following are
some pieces of information about MLM companies for you to
chew on. Were not going to recommend any particular MLM
company for you to join. Tats your decision. But suce it to
say that the common elements among successful MLM distribu-
tors (or, as we call you, MLM/Internet Business Owners) are far
too strong to ignore. When choosing the company with which
you are going to create your business relationship, consider the
following:
e Management Team-How solid is the management
team? What is their experience in the MLM industry?
Do they understand the needs of you as a distributor
and self-employed business owner working with them?
A Real Product-e product you're oering has to
be compelling. You can have a great compensation
plan and lots of excitement and hype going on in the
company, but if you dont have a real product that real
people are really going to use, your business will not be
a long-term one. Fads come and go. Bogus products are
exposed for what they truly are (or, we might say, what
they arent), MLM companies without real products
close down and go away, and the distributors who have
worked to build their businesses are left to start over
again somewhere else. You dont want to nd yourself
in that boat. Find a company with a real, compelling
product.
Timing in the Industry and Marketplace-What is
MLM Oxiixi 1
the market being served by the MLM company youre
considering working for? Has that need already been
met? Is the market saturated? Is the education curve
too long? Will the company (and you) lose momentum
before the product catches on? Tere are many great
ideas out there, but great ideas dont necessarily trans-
late into great companies or product lines. Te market
must be ready for what youre oering. Timing in the
marketplace and your specic industry are important
for your success.
Timing in the Company-ere are various schools
of thought as to when the best time is to align oneself
with an MLM company. Like any other business, you
want to strike while the iron is hot. You want to be part
of motion and energy. So consider the company youre
looking at hooking up with: is it in a stage of growth,
or has it leveled o? You may think this means working
with an established company is a bad thing. Not at all.
It just needs to be in growth mode.
Finances-Is the company you're considering nnancially
stable? Is it, perhaps, even debt-free? Financial stability
means everything to the success of any company in this
dog-eat-dog world. You dont want to see your hard
work vaporize because the company youre working
with lacked staying power to get through the barriers
every MLM company has to plow through.
Regulatory Issues-Attorneys general seem to love
making an example of MLM companies. Admittedly,
some of them deserve the legal attacks brought upon
them, but some do not. Is the company youre consid-
ering currently involved in any regulatory issues? If
so, look into them and decide whether you think the
claims are founded. Remember, perception is reality in
each persons mind, so even if the issues being brought
against the company are not legitimate, they may still
pose problems for you as an aliate of that company.
Compensation Plan-e question here is simply,
Can I make money with this companys compensa-
tion plan? Youre going to spend a given amount of
time each week building your business. Youre going to
contact a given number of people. Youre going to recruit
a certain number of those people. Youre going to move
some quantity of product. You want to make the most
money you can for those eorts. Over the years weve
seen compensation plans that have blown our minds
with their money-making potential, and weve seen
compensation plans that, despite peak performance,
still pay a relatively small amount to the distributor. Be
cautious and nd a company with a plan that works for
you and your situation.
e Whole Package-Now look at the whole package:
the management team, the product(s), timing in the
industry and marketplace, timing in the company,
nances, regulatory issues, and the compensation plan.
Is the package compelling as a whole? Does it get you
excited? Will it excite other people? Can you believe in
it and sell it? You have to be able to answer yes to this if
you expect to succeed.
Here are just a few nal facts for you to think about as you
undertake the task of choosing the right company:
More than 4,100 MLM companies have sprung up in the
MLM Oxiixi
past 50 years. Out of those, only eight have exceeded annual
sales of $1 billion and only 27 have exceeded annual sales of
$100 million. Of those 27, six have gone out of business despite
their previous success. So there are 21 companies with annual
revenues of $100 million or more. Add to that the factors of
growth stage, new product introduction and diversication,
nancial stability, management strength, and regulatory factors,
and the eld becomes very narrow. Te bottom line is this: make
sure you do the research on the company youre considering
aligning yourself with and choose one you can stick with for the
long haul. Youre going to put the same eort into growing your
business regardless of which company youre with. You might as
well choose the one that will bring you the maximum nancial
benet for your eorts.
Youi Mixosir
Tere is a mindset that is necessary to succeed in your
new Internet business. Rich people build businesses through
networks and by leveraging themselves. Tey work with other
people, not for them. Tey take responsibility for their own
destiny. Tis is exactly the opportunity you have before you
right now.
New fortunes are being made every year by people who used
to work for someone else. Tese people have seen an opportu-
nity and seized it. Most of those fortunes are being made with
the opportunity that were talking about in this book: building
a successful MLM business. You have an even greater advantage
than most, too, since the majority of those people dont have
the system were sharing with you to build their new businesses
with. At the risk of sounding like a broken record, let us say this
again: Te more training you receive, the better your chances of
Kix Foiiisr x Roocii Sxiru
huge success. Get into the mindset, get trained using this book
and your website, and become one of the next super-success
stories out there!
One nal element of a winning mindset is that of being
a nisher. Focus and Finish! Tis is our mantra. Youll hear
it from us often. You must be able to focus on what you want
and push to the nish line if youre going to succeed. Plant this
rmly in your mind, then focus and nish!
Ixioiraxr Exoucu ro Sa\
Moii Tuax Oxci
As we take you through the ve-step system of achieving
success with your new business, youre going to hear these
things again, in more depth, but they are important enough
that we want to plant their seeds in your mind right now. Weve
found repetition to be important in our own learning and trust
the same is true for you.
As soon as youre nished reading this book, order 1,000
business cards for yourself through the back oce of your
website. (Tis is a feature your system should have built right
into it.) When you see youre getting a little low on cards, order
another box. Keep doing this until you are a millionaire. It may
sound painfully simple, but its integral to your success.
Once you have your cards, hand them out to everyone
you meet and invite them to go to your website and take your
FREE TOUR. Some of these people will leave their names,
numbers, and email addresses asking you to contact them.
Te auto-responder at your website will send them a message
letting them know youll be contacting them soon. Your website
will also notify you by text message and email that you have a
MLM Oxiixi
new lead(hopefully) a very hot prospect who has looked at
your business and is waiting for a call from you! You will never
waste time and energy on people who arent interested in the
opportunity or product you are oering. Do you understand
the beauty of this? Its huge! You now have proven tools lever-
aging the power of technology to maximize your returns while
minimizing (or eliminating altogether) the hurdles that keep so
many people from succeeding at MLMand you are going to
build it all online.
When you have a new team member, have him read this
book and get trained in the back oce of his website immedi-
ately. Have him order his marketing cards on the spot. He can
start his training during the few days it takes for his cards to
show up. Teres no need to wait for anything with this system
that has been created and perfected for you. You can get going
right now, and so can everyone you bring into your organiza-
tion. Youre likely already getting a vision of what this book
and your MLM Internet business are all about. Good! By the
time youve read the more detailed information that will follow,
youll be ready to hit the ground running.
Aii You a Piooucr Piisox
oi Oiioiruxir\ Piisox:
Knowing who you are in the scheme of your business is
important as you talk with people. Are you a product person?
In other words, is it the product youre providing that drew you
to your business? Or are you an opportunity person? Is it the
business model and compensation plan that have drawn you to
enter this business? It doesnt matter which is your greater focus,
but it will help you to identify which person you are.
If youre primarily a product person, make sure you also
understand the opportunity side of the business since many
people youll talk to have a specic interest in the business
opportunity. If youre an opportunity person, make sure you
dont overlook the importance of the product side of the busi-
ness. Remember our comments about getting your own story?
Tis is true in any case, even if youre primarily focused on the
business opportunity.
Whether youre a product person or an opportunity person,
remember you dont ultimately have to do the work of educating
your prospects on your own. Its important to know enough to
carry on an intelligent conversation, but your site is the real key
to sorting through your prospects. It is your prime education
tool. Hand out your cards actively with an invitation for people
to visit your website and look at your business. Get them to
your site as quickly as possible. Tell them as much as they need
to know to get their interest level to the point they will take the
time to go to your site, but dont go beyond that point. Let your
website do its job!
One of the great benets youll see with our proven approach
to building a successful, money-making Internet-based MLM
businessusing the corporate MLM company to do most of the
hard workis that weve taken out the need for you to attend
meetings all the time or have your prospects coming to hotel
conference rooms or parties. You dont have to be a great sales-
person, either. Just focus on getting people to your website to
take the FREE TOUR. Tose who are interested will leave their
information. Once theyve done that, they are pre-qualied. Tey
are the willing and wanting! Tey have a real interest in looking
at owning their own MLM Internet business. Tis makes your
MLM Oxiixi ;
job much easier and its much more eective. Above all, its not
embarrassing. Tis is something you can be proud of!
Wuix Youii
Riao\ ro Quir
Have we mentioned quitting yet? Guess what, this wont be
the last time, either. Why? Because it is such a common occur-
rence in the business world. People begin with pie-in-the-sky
dreams that will never come true without a solid system working
for them. When the money doesnt come easily, they quit.
Tere will be dicult times. Were not going to deny that
in any way. Every business has its tough times. Te average
person who gets involved with an MLM company talks to three
people, then quits. Tree people! Why? Because they invite
three people to go to a meeting. Tese people either decline the
invitation or say they will come, then dontand Whamo!,
the new MLMer has quit because of rejection and fear. No one
likes it. Were not getting down on anyone for feeling this way.
Its only natural to get discouraged when youre rejected!
With the system were teaching you in this book, you will
NOT experience this type of rejection, so the fear can all go
away. No one is going to throw your business card back in your
face and exclaim, Im not going to your website! Tey may
not go. Tey may not have any intention of going in the rst
place. But one of two things will happen when you hand your
card to them and invite them to visit your website: Either theyll
take your card, put it away, and never go to your website, or
theyll take your card and go to your website. Either outcome is
quite painless, so theres nothing to fear! Now you at least have
a chance they will go to your site, whereas the person who has
rejected your invitation to attend a meeting denitely is not
going to attend a meeting.
Talk to everyone you can. Remember, you are not limited
by your warm market list. Hand your card to everyone and
invite them to visit your website and take the FREE TOUR.
(If you are getting sick of us telling you to get people to your
website to take the FREE TOUR, sorry, cause were not even
close to done yet!) Some will. Some wont. So what? Next! Its
all a numbers game. But now its a numbers game of inviting
people to visit your website and take a FREE TOUR if they are
interested in becoming an Internet Business Owner. (A little
dierent from asking people if they want in on the next big
ground-oor MLM deal, dont you think?)
At this point, ask yourself who you want to be: the person
who is expected to be a great marketer, a superior salesperson, a
seat-ller for opportunity meetings, and many other functions
that may or may not t your style; or the person who simply
has conversations, hands out business cards along with an invi-
tation to take a look at a website and take a FREE TOUR, and
calls the willing and wanting people who have asked to be called
because they are interested in your business and products? Its
up to you. We like option B best, ourselves.
Next time you feel like quitting, go to Kens personal
website (www.KenForrest.com) and get the FREE COPY of the
e-book version of his book, Dare to Dream. Read it every time
youre feeling distracted, frustrated, or challenged in any way.
Its FREE. Use it!
Some naysayers might even take the statement we just made
and tell you, If you have to keep hyping yourself up over and
over, there must be something wrong with what youre doing!
All we can say about these self-proclaimed experts is they are
MLM Oxiixi ,
either not personally successful (which is usually the case with
these people) or theyve lost sight of how they achieved their
success. Sometimes people become complacent after they
have arrived and forget all the motivational speeches they
gave themselves along the path on those tough days when
things looked dismal. Ongoing motivation isnt a bad thing,
its a necessary thing! One of our long-time associates, Bryan
Waldon Pope, founder of the Marketing Success Institute, has
summed up this fact in a way that will make sense to you and
the naysayers in your life:
I often hear people say motivational seminars, inspirational
books, and other such materials clearly dont work because the
eects fade so quickly. So do the benets of eating a good meal.
But instead of avoiding eating altogether because of this short-
coming, I make sure to eat three times a day!
You need to motivate yourself every day! Look at the
successful people around you. Teyre studying, reading,
listening, attending, and doing everything they can to stay on
top of their game and keep their focus and motivation. You
need to do the same.
Visualize your goals and dreams. Be very clear on them.
Know right now why youll never quit. Be a lion today and
every day! (More on that later from Ken.) And above all, Dare
to Dream BIG!
Sriis ro Succiss
Beginning in the next chapter, were going to share the
details to this rock-solid, proven, ve-step system that has
made millions of dollars for us, our partners, and many of our
clients.
Youre going to see that it is very simple. As weve already
stated, keep it that way! But please, no matter what you do,
dont make the fatal mistake of taking any shortcuts. When
people see something that is simple, they often assume it can
be manipulated, reworked, or modied. Perhaps the mindset
at work in these instances is that if one simple thing works,
another simple thing will work as well. Tis is not the case here.
Stick to the proven path. Follow the steps in order and with
precision.
You may be one of the people who read this book and say,
What are these guys talking about? Tere are many roads to
success on the Internet and in direct sales. What makes them
think they have a corner on that market? Tats a fair question,
and we wont disagree with you. Tere are many ways to make
money with your own Internet business and in direct sales. If
you are lucky enough to have already gured it all out, then
God has literally blessed you. For those of you who havent
reached all your dreams yet, please read on with an open mind.
Tere are many elements to this system and reasons why they
work. Were not going to bore you with the historical details of
everything that has gone into creating this system. All you need
to know is that it worksevery timewhen you follow it to
the letter.
MLM Oxiixi 1
A Riai Busixiss
One of the benets of packaging your MLM business as an
Internet business is that it will attract people with its legitimacy.
You have a great website with world-class tools, and they can
have the same thing for themselvesinstantly. Internet busi-
nesses have a prestige about them that attracts people. Youre
seen in a better light than others who are building their busi-
nesses without a website or with a website that is nothing more
than an electronic brochure. Sixty-nine percent of potential
customers do online research before making purchasing deci-
sions. Its just the world we live in today. Your website will add
substantially to your credibility and inuence, giving you the
condence to go out and build your business without hesitation.
Simply stated, most everyone would love to own a successful
Internet company, and youll be the one ready to show them
how.
So lets get your successful MLM Internet business
underway!
43
CHAPTER 2
Step #1: Get the System
&
Learn the 5 Steps
J
UST as you would need a piece of property, a building,
equipment, and other elements to successfully own and
operate a fast-food restaurant franchise, you need specic
tools and assets to be successful in your MLM Internet business.
In this case, if youre paying attention to what we are saying,
your business is Internet-based, so you need an Internet busi-
ness. You need a website. Youre alreadyor soon will bea
distributor with a great company that has world-class products.
Now you need your place of business, which, in this case, is a
website.
Te good news is that you dont need to go out and create
a website for yourself. You dont need to hire programmers or
web designers. In fact, you dont need to know anything about
the web if your company is using a distributor web system that
meets the following ve criteria:
1.) It is identied as personal and specic to you so that
only you get credit for all business that comes through
it. It must have your name, phone and email address on
every page.
2.) It must have a FREE TOUR clearly visible on the home
page so when you start sending people to your site
and telling them to take the FREE TOUR they dont
get confused when they get there. Tis FREE TOUR
must clearly and quickly (under 10 minutes, preferably
using video) share your company, product and oppor-
tunity with your potential customers and fellow future
Internet entrepreneurs.
3.) It must be able to ask for and collect a lead at the end
of the FREE TOUR. Hopefully it can also give or sell
a sample of your product right there and allow a pros-
pect to actually join on the spot with online application
forms.
4.) In what we will call your back oce (it is called many
dierent things in dierent companies), your system
must have great lead management and notication
tools. It must also have the ability to send out auto-
responder emails to anyone who visited your site and
left their contact information. In other words, the
system must be able to email your leads a nice message
from you even if you are away from your computer. It
must also be able to store your leads and allow you to
view, forward, email, call, or work these leads in the best
ways possible. And its really helpful if your web system
noties you every time you get a new lead, make a sale,
sign up a new Internet Entrepreneur, or have a team
member take a training class.
5.) Your systems back oce must haveand we mean
MUST HAVEtraining modules, classes or videos
MLM Oxiixi
that all new Internet Business Owners like you and
your downline can take at their leisure, over and over,
24/7, from anywhere in the world. THIS IS A MUST!
Does it seem like youve read this before? You have!
Remember, we told you we were going to repeat ourselves and
plant these key points in your head. Youll hear it again, too.
Its all very simple, but it must be done in order, and it must be
done right!
If your company hasnt used Solution X, but has copied
our system or bought a knock-o of our system, hopefully it
still has what you need. (Solution X has patents pending on its
automated system of online tours, lead capture, lead response,
online sign-up, and training system dating back to 1996 with
its founders. Simply put, we were the rst and we are the best!)
If you nd your company doesnt have the complete system we
talk about in this book, contact us at Solution X (SolutionX.
com) and we will build a system for you and your downline.
Ten you just might become the number one distributor at
your company like so many of our clients are at theirs!
47
CHAPTER 3
Step #2:
Get Business Cards
(Marketing Cards)
O
UR approach to business (or marketing) cards is a
little dierent from anything youve seen before
and a lot more eective. Our cards have only three
elements on them: the companys logo, your name, and your
URL (web address). Why? Because you dont want to spend
your time having a lot of long conversations with people that
dont really get to the heart of the matter. People want to get
into all kinds of discussions about how long youve been with
the company, how the products work, details of the compensa-
tion plan, and many other things that really dont need to be
addressed right now. What you want is for people to see how
duplicatable the system that is working for you is, and that it
can work for them, too. You want people to get to your website
and take the FREE TOUR.
By providing a business card that only contains the three
elements mentionedthe company logo, your name, and your
web addressthe person to whom you have given the card has
only one option if he or she wishes to take action. Tat option:
go to your website. Tis is one of the simplest, cheapest, and
most eective ways to build your business. Your prospect has all
the information he needs to take the next step and look at your
business. Being engaged in the website will be far more eec-
tive in telling him about your business than a conversationin
which you may or may not maintain control and which might
not go the direction youd likewould be. Te system were
talking about here has been designed and rened through years
of experience and is the best way for most people to recruit
others for their business. Dont be fooled by the simplicity of
this approach. It works!
Just to show how complete the Solution X web system is,
you even order your cards through it in most cases. You enter
a couple items of information, click, and your cards are on
their way to you in just a few business days. Its easy for you,
and it will be easy for everyone you recruit into your business.
Handing out these cards is the simple and eective way you will
keep from getting personally rejected, sort through the people
you meet, and nd very qualied prospects who like what you
are doing and want to get involved. Once again, the system is
highly duplicatable and, therefore, highly eective. Te system
even eectively uses the time between when you order your
cards and when they arrive. Lets see how that time is used in
the next chapter.
49
CHAPTER 4
Step #3: Get Trained
G
ETTING trained is extremely important, and we
have everything you need to get trained right. Youre
going to go through a minimum of four online
training courses. Tey are:
1. Getting Started
2. Card Marketing
3. Following Up
4. Closing
In these training courses, you will learn all the best prac-
tices for using the system weve created for you. Weve made
no assumptions about what you know. Youll get it all from
square one. Take these training courses at your website as soon
as youre set up. If you just cant wait to get into them, you can
also take them FREE at either of our personal websites (www.
KenForrest.com or www.RodgerSmith.com). Te transcripts of
these courses are also included at the end of this book for your
convenience. You have everything you need to succeed, ready to
go for you right now!
Tui Ixioiraxci oi
Mixrois
Regardless of what you do in this life, there are others who
have gone before youpeople who have already traveled the
path youre on. Doesnt it make sense to benet from their expe-
rience? Absolutely! So look at others who are successful and do
what they have done. When these people like you and are willing
to help you and share their knowledge and experience with you,
theyre called mentors. Were here to be your mentors, as are
many others whose experience and success have gone into this
system. Learning under the care of a mentor is the best training
you can undergo. And, to make it even simpler, weve done the
legwork for you and created the systems youll need to succeed.
When you nish reading this book, go to your website and
take all the training classes available for you there. Youll have a
jumpstart on your training that will save you months, or even
years, of passing through the learning curve by taking advan-
tage of your mentors. So now its your job to study and absorb
what weve put together for you. And dont think training is a
one-time event, either. To be as successful as you possibly can
be, your training will be ongoing. Te most successful people
in the world are those who never quit learning. Discover a thirst
for knowledge and training, act on that thirst, and watch your
success soar!
Two Scuoois oi Tuoucur
Tere are two schools of thought you can choose to follow:
Te School of Hard Knocks or Te School of Modeling (and
no, were not talking about becoming a super-model here). Te
MLM Oxiixi 1
School of Hard Knocks is one that brings success to many. It
certainly isnt a bad school. Its just a school that takes a lot
of time to get through and has a high dropout rate. Although
going through this school to reach your goals is certainly a viable
option, its not the most eective one.
Te School of Modeling is one in which the students
model their businesses and business lives after those of others
who have already succeeded in the same area. Its dropout rate
is lower and the success rate of its students is higher. If youre
stuck on wanting to say you forged your own wayyou cut
your own path through the business junglethen maybe you
need to go to Te School of Hard Knocks to feed your ego. But
if what youre looking for is maximum success in the shortest
time possible, Te School of Modeling is for you. Find your
mentors and engage them now!
Youll read a few success stories later in this book that will
inspire you and give you some insights into how others have
found success in the direct sales industry, but there are other
people right in your organization who can help you as well. Seek
those people out, meet them, and ask them questions that will
help you understand what they did to succeed. Teyre waiting
to be your mentors. Dont be afraid to ask for help. Tese people
want you to tap into their knowledge base and use what they
have learned for your benet.
Along with discovering for yourself what others have done
to be successful, you need to practice. With practice, anyone
can become good at anything they want to. Its all about your
mindset. And the more you practice, the more ingrained your
mindset will become!
Usixc Mixrois
Mentors are one of the most eective training tools youll
ever nd. Tey are free, easy to get, and will love helping you.
Dont be proud and think youve got it all gured out. Tat
wastes time. Heres a story from Ken that illustrates just how
willing successful people are to mentor those in whom they see
passion and potential:
I found one of my early MLM mentors in a man named
Mark Hughes. Perhaps youve heard of him. He founded a
company called Herbalife. In February 1980, Mark began
selling his Herbalife weight loss product from the trunk of his
car. In 1986 the company went public and began trading on the
NASDAQ stock exchange. At the writing of this book, Marks
dream has spread to over 1,500,000 distributors in 64 countries
worldwide and has sold billions!
As a teenager, Mark decided he wanted to help people
change their lives through better nutrition. He had watched his
mother try one fad diet after anotherultimately dying from
unsafe dieting habitsand knew there were solutions he could
oer the world that would be much better than what they had.
Mark was a bona de genius. I say was because, very tragically,
Mark is no longer with us. He died in 2000 at the young age
of 44 with his company still experiencing substantial annual
growth and literally millions of people worldwide regarding
him as one of the worlds best salesmen and entrepreneurs.
Mark had a lot going for him.
I was a young and impressionable 21-year-old when Mark
and I rst met, in the late 80s, shortly after his company went
public. Mark ew me to Los Angeles. His limo took me from the
MLM Oxiixi
airport to his home in Beverly Hills. I was impressed with what
Mark had and wanted this same kind of success for myself.
Mark wowed me for several days with the power of lever-
aging the eorts of other people to make more money for
everyone. I sawprobably for the rst timethe real power of
getting a small piece of the eorts of a large group of people. Its
just like J. Paul Getty said: Id rather have one percent of the
eorts of 100 people than 100 percent of my own eorts.
Mark showed me that MLM is a greatand sometimes
the onlyway for someone without a lot of time or money to
get into business and succeed.
I became an Herbalife distributor and learned the ropes of
being teachable and teaching others. I also had the opportunity
to work with Mark creating marketing and training tools for
his company. In fact, Rodger was working with Mountainland/
Clear Image at that time and we worked together producing
Herbalifes Have You Seen My Video? campaign. My experi-
ence with Mark and Herbalife was pivotal in the success Ive
enjoyed in the MLM industry over the years. Now that Ive
shared this story, let me go back and make my point about
mentors.
By the time I met Mark Hughes, he was already wildly
successful. He had a thriving company, beautiful homes, all the
vehicles he ever wanted (including a private jet and yachts), and
just about everything else anyone might ever want out of this
life. What did he need out of a 21-year-old with very little expe-
rience in MLM? Te simple answer to that question is nothing.
But he wanted to help me. True mentors dont look at whats
in it for them. Its all about what they can oer others who are
following in their path.
Mark understood the mentor mindset, and he lived it.
Our working relationship was mutually benecial, as many
mentor-relationships become. But again, a true mentor gives
without a view toward what he will receive. Any benet to the
mentor is just gravy.
Im very grateful to Mark for seeing whatever it was in me
that made him willing to spend his time and money to mentor
me. Tere are people out there right now who can see the same
things in you. Teyre willing to spend their time, money, and
other resources to help you succeed. It seems sort of crazy to
someone who hasnt experienced it before, but its true! Mentors
enjoy giving back. Tey honestly want to see you succeed.
Mentors are never jealous of their proteges success. Tey take
great pride in seeing their students succeed, knowing they had
a part in getting them there.
Your MLM mentor should be a person in your company
ideally, but not necessarily, in your upline. Learn from your
mentor. Read everything he or she has written. Listen to
podcasts, presentations, and other audio products your mentor
has created. Go to your mentors website and study it. Participate
in your mentors conference calls and trainings. In short, soak
up everything you can from your mentor! Tenand heres the
important partcopy it!
If you cant nd a personal mentor, dont despair! Tis book,
the system were sharing with you, and the two of us (through
our websites) can be your mentors for FREE. While we strongly
suggest getting a personal mentor as well, you can still achieve
success with this virtual mentor approach. Use it. Copy it.
Succeed. Become a mentor to others. Tats the cycle that makes
MLM work best! Dont try to reinvent the wheel. Take the word
of your mentor and spend your energy succeeding!
55
CHAPTER 5
Step #4: Begin
Marketing
T
HIS is where you actually go to work. Now you have
the tools and training you need to get out there and
begin building your business. Marketing is what will
build it and make you money!
If you market your business properly, you will be able to
reach your goals much more quickly than if you market it wrong.
Tat may sound obvious, but thousands of people in the Internet
and direct sales worlds hit the pavement every day marketing
their businesses in largely unproductive ways. If youre going to
put the time and eort into it anyway, wouldnt you like to be
getting the best possible outcome ? Tis may sound like a broken
record, but the key to your success is right in these pages. Its the
most powerful marketing method out there. Why? Because it was
created by some of the most successful people in the industry and
rened into the very system they consistently use.
T\iis oi Maixirixc
Tere are many types of marketing that people use to build
their Internet and direct sales businesses. Its not that only one
is valid, but there are some methods that are more eective
than others. Again, youre going to spend your time marketing
anyway, so wouldnt you like to use the most eective method
possible?
Media Marketing
Media marketing is the type of marketing you normally
associate with the word marketing. Its the type of activities
most businesses engage in when they market themselves. Media
marketing includes things like print advertising, radio spots,
vehicle wraps, and so on. Again, there is validity to this type
of marketing in the direct sales and Internet business worlds,
but to do it right is costly and the payo isnt always there. Its
simply too risky for most people jumping into a new MLM
Internet business. But hey, if you can aord it, want to try it,
and can aord to lose what you invest if it doesnt work, then go
for it. Any way in the world you can nd to get more people to
your website to take your FREE TOUR, do it!
Internet Marketing
Internet marketing is technically a form of media marketing,
but it has created a large enough category for itself that most
people look at it separately. Marketing on the Internet can
include such activities as using search engines, email, and links
as vehicles to drive business to your website. Youre probably
familiar with the term search engine optimization, or SEO,
which describes the way a website is constructed to rank as high
as possible in the organic search results of search engines like
Google
and Yahoo!
. Email marketing uses lists that are built

by the marketer in-house or rented from list companies. Of
MLM Oxiixi ;
course, there are other methods of Internet marketing, and this
book isnt about exploring all those methods. But please, dont
think were saying they dont work. We just dont believe they
are highly duplicatable, so were not spending time on them in
this book. If you have the know-how and resources to use such
tools, do it! Anything that gets people to your website to take
your FREE TOUR is worth doing if it makes sense for your
budget, resources, and skill set.
Card Marketing
Card marketing is simply handing out the cards weve
already mentioned repeatedly, along with an invitation to visit
your website and take the FREE TOUR. Opening the door
with a simple conversation and a card with your web address
on it may seem too easy, but it is the kicko to a system that
will improve your closing rate and greatly reduce the time you
spend in your recruiting and business-building eorts.
Dont be fooled by the simplicity of this approach. In fact,
the magic of this marketing system lies in its simplicity. Before
youre done reading this book, youll be asking yourself, Why
didnt someone come up with this a long time ago?
Card marketing employs this simple system:
1.) Hand out your cards.
2.) Invite people to go to your website and take the FREE
TOUR.
3.) Follow up with those who are willing and wanting
those who leave their information.
4.) Close them or move on to the next person.
5.) Help those who jump on board learn the system.
6.) Repeat again and again.
Tis approach beats asking people to attend a meeting
and being told no. It also overcomes the obstacle of scheduling
conicts people may have with meeting times. Its convenient,
its no-pressure, and it works! Again, were not saying theres no
place for meetings in the process. Tere is. Once someone has
been to your website, taken your FREE TOUR, and decided
they are interested, they will want to attend meetings to get
ongoing training, meet others in the business, and get the kind
of support that is best given in person.
Go right now to www.KenForrest.com or www.
RodgerSmith.com and take the Card Marketing training
course. Seriously, put down this book and do it. Its just a few
minutes long and youll see exactly how this powerful tool
works.
Eiiicrivi Maixirixc
Your time is strictly limited, as is everyones. Your resources
are limited, too. So employing the best possible marketing tech-
niques in your business is of utmost importance. Because of
this, were going to focus on card marketing as the primary lead
generator for your MLM Internet business. With that said, we
want to point out that any way you can get people to your
website will enhance your business. Card marketing works best
for the vast majority of people. Tats why were focusing on
it. But you can use DVDs, email, print advertisements, yers,
trade shows, home parties, vehicle wraps, or any other method
you choose to get people to your website. Were not saying in
any way that these methods cant work. Tey can, and they do.
Rodger used all of these methods and tools to build his XanGo
organization. Youre going to nd the tools that work for you in
your specic situation. Te same will be true of the people you
MLM Oxiixi ,
recruit into your organization. You should use all the tools you
can as they make sense for you. Most of them are just not as
duplicatable as our card marketing system, making this system
the perfect foundation for everyones marketing eorts.
Its very important that you complete Step #2, ordering
your cards, because youre going to be using those cards every
day. Heres a method that will make card marketing work for
anyone:
Every day when you leave your house, take at least ve
marketing cards with you. Promise yourself you wont come
home until youve properly placed at least these ve cards. Notice
we said placed ve cards. Teres a reason we use this word.
You need to talk to the prospect eye-to-eye and tell him
about your experience with your business. Ten invite him to
visit your website to take the short FREE TOUR to learn more
about your business and hand one of your cards to him. Tis
is card placement. If you simply leave a small stack of cards
somewhere or stick them under windshield wipers at the mall
parking lot, youre not marketing eectively. Distribution in this
manner does not constitute placement. Tis is called littering.
So can a business card really make you rich? Perhaps they
wont make you rich by themselves, but as part of a marketing
system used over timeconsistentlyto turn prospects into
willing and wanting leads, who then become distributors them-
selves, who then get the same system you have, along with all
the attendant tools, and start handing out cardsjust like you
didwho then get more customers and distributorswell, you
get the picture. Tis approach and system can make you rich over
time if you dont give up! As you stick with your endeavor, your
skills in generating interest in the minds of otherswill increase.
Youll nd it easier to get people to your website because youve
oo Kix Foiiisr x Roocii Sxiru
honed your story and identied the hot buttons you can eec-
tively push as you talk with people. Your belief in yourself will
increase, which will come across to others as condence and
success. Tese elements make the system work just that much
better for you.
First of all, as youve already read, you need your website
(the right website). Business cardsor marketing cardsare
useless without your website in place. And having your website
in place is worthless without your cards. Youve got to have both!
Tey work very closely with each other and create a synergy that
simply cannot be attained without having both.
Once youve visited with someone and given him your
card, and he has visited your website, he will receive not only
a follow-up from you, but a series of professionally prepared
emails that help him get the information he needs and make
him feel that you are being attentive to him, even though the
system is automated. Along with these emails, you need to be
persistent in your follow-up contacts. While the system weve
created is powerful and highly automated, there is still a need
for eort on your part. Tere is no substitute for good old-fash-
ioned persistence. Te dierence here is that youll be persisting
in a tasteful manner that will not make you look desperate or
unprofessional. Done right, you can approach all your friends,
family members, and associates without becoming a member of
the NFL league (thats No Friends Left).
Here are a few examples of just how card marketing is
executed. Your approach will dier slightly based on the interest
and needs of the person youre talking to. In each case, you
hand your card to the person (which, as youll recall, only has
your name, company name, and web address on it). Ten youll
say:
MLM Oxiixi o1
Are you interested in making money on the Internet? Go
to my website, take the FREE TOUR, and let me know what
you think.
Or,
If youre interested in discovering more about the most
incredible product youve ever heard of, go to my website and
take the FREE TOUR, then let me know what you think.
Or perhaps,
Do you make all the money you want to make? If not, go
to my website, take the FREE TOUR, then tell me what you
think.
Your choice of approaches will depend on whether you feel
the person will be more interested in starting a new business,
making more money, or using the product or products you
have to oer. Te signs you need to see to make this determina-
tion will usually surface during a casual conversation if you pay
attention.
Remember, you dont want to share too much information
with your prospect. Getting into a conversation that leads to
the person dredging up preconceived ideas about multi-level
marketing or other such roadblocks may destroy an opportunity
that would come to fruition if you could simply get the person
to your website. Remember, you are an Internet Entrepreneur,
not an MLM salesman! Te system has been created and proven
by the best of the best in the industry. It works for us. Let it
work for you, too! Tis is truly one of the rare situations where
doing less will actually bring you more.
If people want to sh information out of you, continue in
your persistence in getting them to your website. Tell them youll
gladly discuss anything they want after theyve gone through the
FREE TOUR if they are still interested at that point. By doing
o: Kix Foiiisr x Roocii Sxiru
this you are already selling them without them even knowing
it. Once they see how the system works, theyll realize they
dont need any special knowledge to make this business work
for them. Tis is not an I-know-everything-and-you-need-to-
be-as-smart-as-me-to-do-this-business business. Its simple! As
your prospects talk with other people, they need to believe that
they can do exactly what you did when you introduced them
to the business opportunity. Sticking to the system will ensure
this. Use your website to educate. Use the system. Close your
mouth!
Te fact that you only have the company name, your name,
and your web address on your card will create curiosity and drive
a large percentage of the people you talk to to your website. If
someone really wants your phone number, let them know its on
every page of your website. Get people to your website. Let your
Internet website do the hard work of sorting through people to
nd the willing and wanting. It works! Trust the system and
realize that you are perpetuating a duplicatable approach that
will bring the same kind of success to your distributors that
it has brought to you. Te beauty of this approach lies in its
simplicity. So keep it simple.
63
CHAPTER 6
Step #5: Follow Up
and Close
S
OME 80% of the people who request more informa-
tion about a product or service never receive a follow-up
contact. Can you believe that? Eighty percent! Tese are
potential sales that never happen due to lack of follow-up.
Te system youre learning about right now creates a busi-
ness in which this number can go down to zero. Tat means
100% of the people who request additional information will
receive it. And the best part is that you wont feel like a typical
salesperson when you contact them. Our approach is straight-
forward and very natural. Tere are no high-pressure tactics
or waiving of income checks to try to lure new players into
your business. Good news, isnt it? And its about time, too! We
have everything you need to get started with condence. Youll
become a natural at providing people with the right informa-
tion every time you have a discussion.
Following up when promised is essential to your success.
Always do exactly what you say you will. As soon as you have a
lead in your mailbox (which can go to your email, your phone,
or both), act on it! Here are some examples of how you might
follow up. Find your own style as you go along so your conver-
sations are natural. In any case, make sure your prospect is in
front of a computer with Internet access when you have your
follow-up conversation. Tis is absolutely crucial in closing
the deal. If they are not in that position when you call, make
an appointment to call back. Heres an example of how such a
conversation might go:
You: David, what did you like most about the tour you
took at my website?
David: I liked the presentation on the product. It seems
like a good thing. Its obviously dierent from the other
products out there already.
You: Yes, we really do have a great product. Ive been using
it for six months now and [this is where you give
your own testimonial of the product].
David: So besides the product, what about the business
opportunity? How long will it take before Im making
any kind of real money?
You: Well, David, that depends on you. Have you thought
about how much time you want to invest in this busi-
ness? Im happy to support you whether you want to
take o running or you want to build your business a
little more slowly. Let me tell you how it worked for me.
[Tell your story.]
Once youre at this point, youre ready to close the deal.
MLM Oxiixi o
Following is another example of how you might handle the
follow-up call.
You: Brent, this is Rodger. Im responding to your request
for more information from my website. What questions
do you have that I can answer for you?
Ten wait and listen. Most people will be surprised to talk
to someone who isnt pushing their product or business oppor-
tunity on them. Let the silence do its work. Give it a few seconds
for your prospect to think and respond. If theyve been caught
o guard by the fact youre not blasting them with information
and they dont respond, you can ask an additional question to
prime the conversation pump.
You: Would you like to know how Im doing with my busi-
ness? Or, Can I assume, David, that youre interested
in owning your own Internet-based business just like
mine? Or, Would you like to know what the product
has done for me personally?
When you get a positive response from the prospect, its
time to close the deal. Youve already made sure they are in front
of a computer with Internet access, so signing them up will
be simple. Unless youre already experienced at closing, youll
be on this call with someone from your upline (in a three-way
call) who can guide the prospect through the close. Tis is very
important until youre experienced enough to feel comfortable
doing it yourself. Even if you feel youre ready to go solo and
you nd yourself in a situation where you dont feel qualied to
answer a specic question, dont hesitate to say, Tats a great
oo Kix Foiiisr x Roocii Sxiru
question. Let me conference someone in who can give us the
full answer to that. You can let the prospect know that your
upline is helping you build your business, just like they, and
you, will help the prospect build his.
When you do this, youve initiated a hand-o. Tis is now
your opportunity to sit back, listen, and learn. Take advantage
of this moment, as these are great ongoing training opportuni-
ties for you. Te close continues with you or your upline mentor
talking with Brent
Brent, let me ask you a few questions to see if you can
succeed in this business. I gave you my business card and asked
you to go to my website to see what the business was all about,
which you did, right? You went to my website, took the FREE
TOUR, and requested that I contact you with additional infor-
mation, right? Ten I called you and told you my story and
how I am doing the business, right? Now Im talking with you
while youre in front of your computer where you can click
on the Join button and get your business completely set up
while were on the phone, totally on the Internet, without any
meetings or paperwork. In just a few minutes youll have your
own website and business cards on their way and youll be a
distributor, ready to go with your new business. Youll be able
to log in, go to your own back oce, and do exactly what I have
showed you. Youll be able to manage your complete business
online. Youll have full access, 24 hours a day, to all the training
modules Ive taken so you can get trained at your convenience.
Te training will take you step-by-step through everything you
need to do to launch your business and begin making money.
By the time your business cards show up in a few days, youll
be trained and ready to go, helping people through the same
MLM Oxiixi o;
process Ive taken you through, and youll be building your
business just that easily.
Now here is the close: Brent, can you do this? Because
thats all Ive done. Sure you can! But as simple as it is, Ill be
here to help you every step of the way. Click on the Join button
and Ill you through the process.
Always assume the close. Simply begin taking the person
through the process. If you encounter resistance, you can always
step back and say, Oh, I thought you were ready to get going
with your business. I didnt realize you still had questions. What
are they? Lets get them answered for you.
If you continue to get resistance, dont worry. Again, even
with those people who have requested additional information,
youre not going to close all of them. If the prospect isnt ready,
realize that and move on, putting your eorts into working with
those who are willing and wanting. But leave the door open for
the prospect who isnt ready now. You can say something like, I
can see that youre not ready to go right now. No problem! You
have my web address and the information Ive shared with you
today. When youre ready, get with me again and well get you
going then. Ill still be here, making money on the Internet!
Keep it light, but also be serious. Tis technique is called
a take-away. In many cases, it will get the person to change his
mind. When he sees that youre not going to pressure him, hell
close himself. And if that isnt the outcome, it leaves the door
open and does not burn any bridges with the person.
While you could push forward and use some great sales
techniques to close the person, youll just end up with a distrib-
utor in your organization who really doesnt want to be there.
Tis will harness you with the task of having to motivate people
who didnt want to be there in the rst place. We dont want you
o8 Kix Foiiisr x Roocii Sxiru
to have those problems, so remember this important maxim:
Some will. Some wont. Its OK. Move on!
Bur Ix Nor a Giiar
Saiisiiisox
Go to one of our websites, www.KenForrest.com or www.
RodgerSmith.com (our Internet businesses), right now and take
the Follow Up and Close training. Its FREE! If, after taking
that training class, you still dont think you can do this, YOU
PROBABLY CANT! (What do you want us to do? Sell you
some sunshine? It takes some work to get rich. If you arent cut
out for this then you should nd something else. Its really that
simple. We wont lie to you.)
Some of the most successful people in the network
marketing industry are not great salespeople at alland that is
the gospel truth! If only you could see us cringe sometimes when
were listening to someone who makes over $100,000 a month
(or even a week) try to sell! It is truly painful sometimes. But
the good news for you is this: THEY ARE MAKING OVER
$100,000 a month or even over $100,000 a week! Do you get
it? You dont have to become a great salesperson. You do have to
be willing to follow up and close! Tese rock star millionaires
were talking about are from all walks of life: military personnel,
truck drivers, pilots, teachers, hair stylists, computer nerds,
single moms, homemakersand the list goes on. Tey simply
learned how to eectively use a system, just like the one in front
of you, and they didnt quit. Tey pushed until they saw their
dreams come true! So dont spend your time reading books on
salesmanship or trying to hone your sales skills. Let the system
do its job for you while you spend your time sharing your story
MLM Oxiixi o,
with others and staying motivated by doing the work. Your
enthusiasm and success will become contagious.
Heres a technique that is comfortable for salespeople and
non-salespeople alike and is very eective. When you get your
prospect on the phone, ask, How can I help you? Ten dont
talk until they speak. You want to assess their interest. Are they
looking for a way to make more money? Are they interested
in the product or products you are oering? Maybe they have
other motives youd never think of. Dont make assumptions
and dont lead them in any direction. Simply wait for them
to speak and tell you what they are looking for. Tey left their
information for you to contact them. Tey must be looking for
something!
Ultimately, when they speak, theyll say something like,
I want to make more money, or Tell me more about the
product youre selling, or perhaps, Tell me more about the
company youre involved with and why you chose to work with
them. You can see that this is where having completed your
training and using your upline can be benecial. Tree-way
calls involving your upline can be very helpful in the follow-up
and close process.
Above all, make sure you answer their specic questions and
dont take the conversation in the direction you feel it should
go. Ultimately, youll want to make sure you talk about the
simplicity of the system and all the support you get in building
your business, but that will t naturally into your conversation
and may not be at the forefront of the prospects mind.
Before you ever make the follow-up call, mentally prepare
to make the close. Call with the assumption that your prospect
is going to buy the product or sign up for a distributorship
while youre on the phone. Tis is why you never want to have
;o Kix Foiiisr x Roocii Sxiru
your follow-up conversations without your prospect in front of
a computer with Internet access. You want to close them and
sign them up on the spot.
Heres an example of the close:
It looks like this is exactly what youve been looking for. Ill
help you get going on owning your own Internet company if
you can answer yes to these three questions. First, could you
get someone to go to your website to take your FREE TOUR
by handing them your card and asking them a compelling
question just like I did with you? Second, are you willing to
jump in and take the training classes I showed you? Finally,
are you willing to take personal responsibility to change your
life and nancial situation using the system and the Internet
as Ive shown you?
If the answer to these three questions is yes, you go on, It
will take just a few minutes to get you set up, and before we
hang up the phone, youll own your own website, your busi-
ness cards will be on their way, your product sample will be on
its way, and your business will be launched. You will literally
be able to start sending people to your website within just a
few minutes, and Ill be ready to help you take your prospects
through the exact same process I just took you through. So click
on Start Today (or whatever the button on your website says)
and Ill take you through the process.
Youll nd the words that feel natural and work best for
you, but theyll be something close to what you just read. We
cant emphasize enough that the power of this system lies in its
simplicity. Dont feel like you need to make it more involved
than what weve lined out for you here. It doesnt need to be.
Keep it simple.
71
CHAPTER 7
Putting It All
Together
N
OW you have an overview of the ve steps you
need to take. You can complete step one, getting
the system, and step two, getting your business
cards, in a matter of minutes at your website. Tose are easy.
Do them NOW! Step three, training, is ongoing, but you can
begin it today as well. Everything you need is available at your
website or at one of our sites (www.KenForrest.com or www.
RodgerSmith.com) absolutely FREE. Actually, you have already
started training by reading this book! Training is all about discov-
ering what people who are already successful in your business
know and use every day. In your online back oce, you will
nd training modules you can use instantly and as often as you
need to. Get into the system and explore these and the other
resources you have available to you. Ten set aside some time
consistently in your schedule for ongoing training.
Be particularly careful during the rst couple of months of
your business not to get into talking details with your prospects.
Youre excited, and you want to share everything you now know
with everyone you come into contact with. Tat level of excite-
;: Kix Foiiisr x Roocii Sxiru
ment is positive, but since others have not yet been through the
process you have, youll overwhelm them with all the informa-
tion if you share too much. Keep it simple. Use the system.
Let your site build your prospects interest in a systematic and
proven way. It can be dicult to refrain from in-depth conver-
sations initially, but as you come to understand the power of
the system, youll learn to appreciate the advice youre receiving
right now. Enough information to arouse curiosity is good.
More information than that can be damaging.
Obviously, youre not going to get a positive response from
everyone you talk with. Dont let this get you down. No busi-
ness is the right t for everyone. But if you let the system do
its job for you, youll have a higher success rate than you would
by attempting to accomplish the same tasks on your own. Even
better, youll save a lot of time letting technology work for you,
creating even more of the freedom and exibility you wanted in
the rst place when you decided to get into your own business.
Remember, when youre having your follow-up conversations,
youre only talking to people who requested more information
about your business. Tis point makes this process even more
enjoyable and productive.
Buiioixc Tiusr
One of the benets of network marketing is you get to work
with people you choose to work with. And one element that
will make this experience even better is having a strong sense of
trust among the people with whom you surround yourself.
To build trust you must listen. You need to know what is
important to other people. Trust is nurtured in relationships where
all parties win, not in selsh, one-sided relationships. Listen to
others stories. Genuinely care about them as people. You may have
MLM Oxiixi ;
great things to oer others, and they may have great things to oer
you, but youll never know unless you have their trust rst. What
do they need? More free time? Better health? More money? Look
for ways you can help other people. Tats what makes your MLM
Internet business work. Listen, then provide solutions that truly
meet others needs. Tink before you speak or act and strive to
always do the most benecial things you can for others.
If you can do what weve outlined for you in following the
system weve developed, be caring about the people you work
with and have a true desire to help them succeed, running your
own Internet MLM business will not only be more fun and
rewarding, but youll build meaningful relationships that will
last beyond the life of the company youre with. At the end of
the day, this is all about people.
Remember that as you sponsor people into your organi-
zation, youre taking on a substantial stewardship. Tis isnt
something to be taken lightly. Tese people are counting on
you. Tey are building their businesses in good faith, believing
that you are serious about your success and your desire to help
them be successful, too. Tis is an important point that too many
people dont understand as they set out in an MLM venture. Treat
your people right, both for the sake of your businesss success and
because its just the right thing to do. Its all about people!
Piosiicrixc
When inviting others to take a look at your website and
take the FREE TOUR, there are a few rules you should bear in
mind that will help you be more successful.
1.) Never pre-judge anyone. You never know what another
persons true situation or desires are. Let them prove
; Kix Foiiisr x Roocii Sxiru
themselves. Assume everyone is a valid candidate from
the rst words you speak to them.
2.) Its all in the numbers. You wont recruit everyone you
speak to. But if you are persistent and have at least the
ve conversations that lead to card placement each day,
six days a week, as weve discussed, youll nd those
people who are interested and ready to make a change
in their lives and start their new business with your
help. Heres one guarantee we can make: you will never
sponsor anyone you dont talk to!
3.) Take nothing personally. Someones lack of interest in
the business or overt ridicule of you because of their
incorrect, preconceived beliefs is not your problem.
Tis isnt about you. And its not about the people who
dont see the vision of what you have to oer. Its about
the people who are ready to make a positive dierence
in their lives. Find those people. Tey are your focus.
4.) Respect everyone. Whether they are interested in what
you have to oer or not, everyone deserves your respect.
Conduct yourself in a professional manner and youll
have the respect of others as well, whether or not they
want to align themselves with you in business.
5.) Find other peoples why. Tey may need to make more
money. Maybe they like the product you have to oer.
Or perhaps they have a loved one who is in need of
greater nancial stability. Whatever their why is, you
will be able to better serve their needs when you are
aware of it.
6.) Listen. As a good listener, not only will you be able to
better meet the needs of those you work with, but youll
also learn some new things for yourself. A truly balanced
MLM Oxiixi ;
person can learn from everyone. Good listening skills
are a sign of a truly educated and successful person.
Exaxiiis oi Quisrioxs
ioi Piosiicrs
When talking with prospects, you need to nd the approach
that is natural for you and is genuine. Here are some ideas to get
your creative juices owing:
You: Bob, do you think it might be the right time in your
life to take a look at a business opportunity that can
provide you with a strategy to change your current
routine?
Bob: You mean, like starting my own business?
You: Exactly. A chance to develop your own income-
generating, Internet-based business with a professional
website and a successful business model to copy. It even
oers great tax advantages and very little risk.
Bob: Well, that certainly sounds appealing. Whats the
catch?
You: Teres no catch. Heres my card. Go to my website
and take the FREE TOUR to see what my business is
all about. If you like what you see, Ill tell you more. If
you dont, Ill never take another minute of your time
with it.
;o Kix Foiiisr x Roocii Sxiru
You can see how this puts Bob at ease. Teres no pres-
sure. He has full control. He can look at your site, on
his own, and only talk with you further if he likes what
he sees. Tis is very dierent from the traditional, high-
pressure approach to recruiting, and its much more
eective.
Another example of a conversation might go something
like this:
You: Pete, hows life treating you these days?
Pete: Everythings good!
You: Tats great. So are you making all the money you
ever dreamed of with your job?
Pete: Are you kidding? Teres always month left at the end
of the money. You know how it is. Teres never enough
money.
You: Tats not good. Whats your plan for changing
that?
Pete: I guess I really dont have a plan. Im just doing the
best I can.
You: Te reason I ask is that Ive found something I think
could help you, just like its helping me. Heres my card.
When you get a few minutes, will you go to my website
and check out my FREE TOUR? If youre interested in
MLM Oxiixi ;;
making money on the Internet like I am now, Id like to
tell you more. If you arent interested, Ill never bring it
up again. Honestly, Pete, I think youre gonna like what
you see. And thats really all Im going to tell you. So,
anyway, hows the family?
Te pattern you just read goes like this: Invite, conrm,
then change the subject. You dont have to say very much. In
fact, by being casual and moving on to another subject, you
look condent. Tis instills greater curiosity in others. Curiosity
attracts. Desperation repels.
Here are a few other conversation openers you might try:
Would you be willing to take a few minutes to take a FREE
TOUR at my website if you believed it could change your
life?
***
Do yourself this one little favor: Take the FREE TOUR at
my website and see what Im doing to make money on the
Internet. If you like what you see, let me know and Ill tell
you more. If you dont, no problem.
***
Would you try using a product for one month if you knew
it would help you?
***
Is the timing right for you to look at alternatives for making
more money?
***
;8 Kix Foiiisr x Roocii Sxiru
Would you like to discover how I am actually making
money while I sleep?
***
Do you have an interest in owning your own Internet-based
business?
Tese questions will be answered with a yes, no, or maybe.
If the answer is something other than yes, you may want to
take a little time to understand the persons concerns, but dont
spend time on someone who is not ready to take a look. Te
people who need a nudge from the beginning usually will not
keep their commitments for long anyway. You dont need these
people in your organization. You need people who are ready to
make a change in their lives for the better and who readily see
the vast dierence between what you are oering and what they
have looked at in the past.
Sometimes, when people say no, they are simply indicating
that the timing isnt right. Tis is why you are always courteous
of others and respect their decisions. Tey may be ready a few
months down the road, especially when they see the success you
are experiencing.
Now lets look down the road a few days from when youve
had such a conversation with someone and shes gone to your
website, taken the FREE TOUR, and left her contact infor-
mation indicating shes interested in discovering more. Heres a
scenario of the conversation you might have. Tis is the follow-
up and close:
You: Hi, Brenda. Tis is Ken calling. Im following up
because you took the free tour at my website and asked
MLM Oxiixi ;,
me to follow up and give you more information about
the business. What did you like about it?
Brenda: I liked what I saw. Te products seem good, and
the money-making opportunity is appealing to me, but
I have some questions because Ive never sold anything
in my life. In fact, Ive been in a few MLMs and Ive
never made any money. I really want to know how you
think this is going to be dierent.
You: I understand. I know exactly where youre coming
from. I want to address all your questions and look at
any concerns you have. To start, though, may I ask you
a question? Brenda, do you think you could do with
someone else what Ive done with you so far to get you
into this business?
Chances are good youre going to encounter some silence at
this point, because Brenda isnt really sure what youre talking
about. You havent given her a bunch of literature on the prod-
ucts or compensation plan. You havent told her your top 100
reasons why this is the best thing she could possibly imagine
doing with her life. And you havent pushed a membership form
in front of her along with a dose of high-pressure salesmanship
to get her to sign up. If the silence continues, ask the question
again. Brenda, do you think you could do with someone else
what Ive done with you so far to introduce this business to
you?
At this point, Brenda will probably answer with a hint of
confusion in her voice, Well, Ken, maybe I dont understand
your question, because you havent really done anything yet.
You: Well, Brenda, thats where this business is very
dierent from anything youve seen before. Let me step
back and paint a picture for you of how this business
works. Tere are ve steps I use over and over to enjoy
success with this business. And they are really quite
easy.
Te rst thing I did was set up a website. Now, Im no
web developer or designer. All I did was click a few
buttons and enter a little information, and within ve
minutesliterallyI had my website. Do you think
you could do that with my help?
Brenda: Well, sure. I guess I could do that.
You: Good. So the answer to step one is yes, you could.
Te second thing I did was order some business cards.
I clicked into the back oce of my website and clicked
on a button that says Order Business Cards and lled
in a couple of pieces of information. Do you think you
could do this with my help and order your own busi-
ness cards? Again, this takes just a few minutes.
Brenda: Im sure I could do that. Tat sounds pretty
easy.
You: OK, so the answer to step two is yes, you could do
that. Now Brenda, I want to point out that Im no
salesman. Ive spent my life working a production job
with no direct contact with the customers who bought
MLM Oxiixi 81
what I made. I have no training at all in this area prior
to what Im about to share with you. [Of course, youll
share your real, personal background here, whatever it
is.] Step three is something else I did in the back oce
of my website. Te company has provided me with a
number of training modules that I listened to at my
convenience. Tey taught me about my website and
how to get people to go to it, how to order and use
my business cards, what to say to people when I hand
my card to them, and how to follow up with people
on the phone, just like I am with you right now. Tis
step, getting trained, is something I did during the few
days between when I ordered my business cards and
when they arrived, so I was ready to use them when
they showed up. In this training I learned how to invite
someone to visit my website, just like I invited you, and
how to follow up, just like I am with you right now. Its
all very straightforward and simple. So, Brenda, if you
decided to become involved with this business, would
you take the time to listen to these training modules
like I did so you understand just how this system works?
Te training modules are just 15 or 20 minutes each
and there are a half-dozen or so of them. Is this some-
thing youd be willing to do in the morning or evening
when you have a few minutes over the next few days?
Brenda: Of course I couldif I decided to get involved.
You: OK, so the answer to step three is yes, you could, if
you choose to get involved. Te fourth thing I did was
hand you my card the other day and invite you to take
the FREE TOUR at my website. Now, Brenda, if you
had a website just like mine and business cards just like
mine (except with your name and website, of course),
and you had been through the training modules like
I have, do you think you could hand your card to
someonejust like I did with youand invite them to
go to your website to take a FREE TOUR and see how
youre making money on the Internet?
Brenda: Well, yeah, I guess I could do that. You didnt say
very much.
You: And Im not asking you to say anything more than I
did. Do you think you could say something similar to
what I said to help others go to your website and take
the tour?
Brenda: Well, sure, I could do that.
You: Good. So the answer to question number four is yes,
you could do that. Now, Brenda, the fth step is the
most important. Do you think if someone went to your
website and took the tour, just like you did, and left
her information asking you to contact her with more
information, just like you did, that you could have the
same conversation with that person that Im having
with you right now? Because Brenda, if you can do that,
which is called the follow-up and close, you will be able
to succeed in your business just like I am. Tose ve
steps are all I do to build my business and get paid. Te
company has created this simple system so people like
you and me can be successful without all the headaches
MLM Oxiixi 8
that normally go along with trying to start a new busi-
ness. I just go through the same process I have with
you over and over with people I give my cards to and I
get a nice paycheck every week, with bonuses and other
compensation for my eorts. Brenda, if this seems like
something you can do, Id like to help you get started
right now. Go to the top of the page and click on the
Join button. Ill walk you through setting up your
website, ordering your business cards, and getting
started with the training modules so youre on your way.
Ten youll be ready to go out and duplicate exactly
what I have done with you. Ten we can look at any
other questions you have and either get those answered
by looking at the website or getting someone on my
team on the phone with us who has been at this longer
than I have and has the answers I may not have yet. But
the thing to realize, Brenda, is that if you can do the
ve things I have doneset up your website with my
help, order your business cards with my help, take the
trainings, invite people to your website to take a FREE
TOUR, and call them when they leave their contact
information saying theyre interested in hearing more
youre ready to begin making money. So Im inviting
you to join me and begin your business with my help
right now. I appreciate you taking the time to look at
my website and take my call. So, where are you at? Are
you with me? Do you want to get going right now?
Tats the close. Tats it! Notice that you didnt get into any
lengthy discussion of the compensation plan or the key ingredi-
ents of the product. You didnt talk about fast starts, uni-levels,
binaries, bonuses, or other such things. And yet you got Brenda
completely sold on the fact she can make money with this busi-
ness. She doesnt need to know all the little details before she
gets started in this business.
Tose are the ve steps. Simple, arent they? Now its just
a matter of making and keeping your commitment to yourself
to place at least ve cards a day, six days a week. Do this for the
next few months and watch this simple eort transform your
life!
85
CHAPTER 8
Persistence Pays Off!
T
HERES no miracle potion for success. In this world
there are talkers and there are doers. If success were
as simple to attain as just talking about it, everyone
would be wealthy. Tere are plenty of talkers out there. Te
doersthose who are willing to jump in and take a riskare
the ones who ultimately succeed.
Te beauty of the system youve had placed before you in
this book, however, is that it eliminates much of the risk youd
normally take in starting your own business, and it provides you
with a powerful and proven approach to building your business
along with all the tools youll need.
Tis is your opportunity to be in the right place at the right
time. But it wont happen without your own commitment and
persistence.
Remember Rodgers story about working to recruit Ken?
Rodger persisted for three years before Ken went to his website
and took the FREE TOUR. Ken instantly caught the vision,
became a distributor, and had over 20 people signed up within
a few days by using the same system. Persistence!
Beginning in chapter 10, Ken is going to tell you about
another system that will bring you success in everything you
do, not just your MLM Internet business. As you read from
chapter 10 to the end of the book, youll see a strong theme on
persistence. Persistence is absolutely necessary for your success.
Even with a system as easy to use and eective as the one youve
just read about, you have to implement it and stick with it
to make it work. Weve done all the work for you in creating
the system, but it is totally up to you to either take these tools
and apply them in creating your success, or just leave them
lying there on the workbench. Te sharpest saw, the strongest
hammer, the most accurate measuring tape, will not cut, nail,
or measure anything unless you pick it up and use it for its
intended purpose. So it is with the tools weve created. Tey
are absolutely the best tools available for exactly what you are
working to build. Whether they are employed in that eort is
completely up to you. Commit right now to do whatever it
takes to succeed, then persist in that commitment regardless of
any resistance you encounter until youve succeeded. Ken will
share much more on this in chapters 10 through 17.
87
CHAPTER 0
Learning From
the Best
W
E talked about mentors earlier. In this chapter are
some specic stories of people you can look to as
mentors in building your direct sales business.
Tese are personal friends and clients of ours that we can endorse
whole-heartedly as people with whom you cant go wrong if you
follow their examples. You may or may not have the chance to
be mentored by these people personally. Even if you cant, you
can learn more about them and use them as mental mentors
people from whom you learn without personal interaction.
Choose a few of these stories that stand out to you and do
some research on these people. Tey are all heavy hitters in the
MLM world. Most have succeeded using their own systems and
we in no way mean to imply that we have had anything to do
with their success. Tese people are simply superstars. But they
all developed a system of one kind or another and stuck with it
until they succeeded. Tey were not just lucky. Some of them
do use the very system weve shared with you in this book and
are our clients. Others have used our consulting services to help
build their businesses with the dawn of the Internet revolution.
All of them are extremely successful.
Collectively, these leaders have made over one billion
dollars (thats $1,000,000,000!) in MLM commissions. Tey
have each made at least $2 million just to be on our list. Several
of them make in excess of $4 million per year, and one of them
makes over $4 million each month. So pay very close attention!
Yes, these people make a lot of money, but beyond that
they are also the type of people we talked about earlier when
discussing mentors. Tey know the power of mentorship. Tey
found their own mentors when they were starting out, and now
they have mentored thousands to achieve huge success. Study
them. Follow them. Succeed with them!
Baii\ B\io
Barry Byrd was a systems engineer with Lockheed who had
a dream of being a commercial pilot. But when he was diag-
nosed with lupus, that dream was dashed.
Barry was approached by one of his friends, Bill Kirtley, who
asked him to try some Tahitian Noni juice. Barry was blown
away with the product and saw a great opportunity. (Note that
Barry found his own story and testimony of the product. Tis
is important!)
Barry is a co-founder (with Robert Dean and Herschel
Gibbs) of an organization within the Noni family called
T.O.P.G.U.N.
. Tis group has a system that helps people over-

come the poverty mindset and nd success.
Barry is also a great example of using the benets oered
by MLM to build a solid business while raising a family. He has
always worked to make his business conform to the needs of his
familysomething he points out isnt possible in most careers.
MLM Oxiixi 8,
Roniir Diax
Robert is one of the top earners in Tahitian Noni. Robert
is a phenomenal recruiter and networker. He makes six digits
a month (and is coming up on seven as we write this book)
recruiting, motivating, and training his very successful team.
He understands that real success comes from helping others
succeed.
Roberts story is a perfect example of what is available to
anyone who sees the vision of what MLM can do and uses the
tools weve been talking about in this book to make it happen.
Sure, Robert is a very intelligent man. He graduated fourth in
his high school class. He received a four-year scholarship to
Clark University and Atlanta University, where he majored in
engineering and maintained his honor student status. He even
owned several businesses before nding the network marketing
world. When he saw it, he knew it was the vehicle that would
carry him to even greater success. One of the most appealing
factors of MLM to Robert is that anyone can get into business
with very little overhead.
Robert is a client and great friend who exemplies what
were talking about in this book. Hes no techno wizard, but
he uses the Internet very eectively in building his business.
He understands that keeping it simple is what its all about. He
tells other people how he has built his business. If they want
to do the same, he mentors them. No matter what company
youre looking at being involved with in the direct sales world,
nd someone like Robert Dean before you join and get in that
persons organization. Period.
Maix Ewiii
,o Kix Foiiisr x Roocii Sxiru
Mark is a Black Diamond Executive distributor with
MonaVie. He understands that his success comes in tandem
with the success of his team members. To this end, he has
worked not only to help his people build their businesses, but
in the bigger picture helping all MLM distributors maintain
their rights and incomes as an executive committee member of
the Distributors Rights Association.
Do a little searching on the web for Mark and youll nd hes
among the most savvy of MLM industry players. He promotes
mentorship and systems to grow your business. Working with
Mark as our client has been truly rewarding and enlightening.
Ricx\ Fiaxx
Ricky Frank is an absolute reball! He has more energy
than any human ought to be allowed to have. He is insanely
successful and has helped many others travel the path that has
been so good to him.
Ricky was one of the top distributors in Equinox in the
1980s. Unfortunately, the company got itself into some
hot water and fell apart, destroying the businesses of many
distributors like Ricky who had worked so hard to build their
independent distributorships. But thats part of what makes
Ricky so amazing. He bounced back and is more successful
than ever.
We use Ricky to motivate and train some of our clients. His
story exemplies the true American dream. Ricky is a down-
to-earth guy from New Jersey who played football in college
and was selling pagers before he got into the world of network
marketing. Not only did Ricky succeed, he helps other everyday
people like himself excel. Tats what we like best about Ricky.
MLM Oxiixi ,1
Hiiscuii Ginns
Herschel Gibbs was working hard and getting nowhere in
the network marketing company he was with when he found
Tahitian Noni International in 1997. He struggled with the idea
of jumping ship and going to another company, but ultimately
decided that sometimes being a leader means doing things that
may not be what they appear on the surface. He wasnt quitting,
but rather leading the people who trusted him to a place where
he believed his eortsand those of his organizationwould
ourish. He was right!
Herschel has been very successful in his pursuits over the
past decade and has created the lifestyle he always wanted for
his wife and two boys. Hes also been able to help many others
arrive at their dreams through his eortssomething hes very
thankful for. Herschel knows everyone has the right to choose
to stay in their current situation or work to make it better. Tese
words of wisdom from Herschel say it best: Many of us miss
our blessings because we hold on to the past. Trust me, I have
a healthy respect for the past, but I only give it power if it can
positively aect my future.
Kiiru Haiis
Keith Halls is an example of a true winner to everyone who
is fortunate enough to know him. He attributes much of his
success to having been raised by good parents who taught him
to look after the needs of others.
Keith says, I can remember that my mother would talk to
each of us kids as we worked. She would say, Keith, nd some-
thing you can do with your life where you can teach people
how to dream and teach them how to make their dreams come
,: Kix Foiiisr x Roocii Sxiru
true. Teach people that if they mix hard work, dedication and a
rm conviction to never quit, their dreams can become reality.
She also said, Find something to do with your life where you
can help other people. Happiness, in all its forms, comes from
helping others.
Keith has certainly followed his mothers direction and has
helped many thousands of people enjoy a better life through
his hard work and dedication. After graduating from college,
he worked as a CPA. One of his friends approached him about
being the accountant for a new company he was starting, and
Keith became one of the seven original founders and senior
vice-president of NuSkin. Keith served on the board of direc-
tors for many years and also helped found Pharmanex. Tat
makes two separate billion-dollar companies Keith has been
part of founding and building.
As any good entrepreneur does, Keith continued to pursue
his dreams. He founded a successful company in the formal
fashion industry when he saw a niche that was not being lled.
He also saw another MLM company that he felt oered a
phenomenal opportunity for its distributors, so he became a
key distributor in Synergy Worldwide for four years, doing over
$100 million in organizational sales.
Keith is currently a free agent, looking for the right company
and opportunity to apply his knowledge and success in helping
the next group of people in his life. Keith is a gentleman, a busi-
ness wizard, and the epitome of the perfect mentor.
Maix Hucuis
Mark was the founder of Herbalife International and
a genuine pioneer, visionary, and genius in the industry.
Tragically, Mark is deceased. After beginning his company in
MLM Oxiixi ,
an old wig factory in Beverly Hills and building it over a span
of 20-plus years into a billion-dollar business with over one
million distributors in more than 50 countries, Mark fell victim
to a drug overdose.
Ken shared his story earlier in this book of meeting Mark
and being mentored by him. Trough Marks mentorship,
Ken saw clearly that MLM oered the most level playing eld
possible for the average Joe to make a go at building his own
business. He saw that it is much better than a franchise because
the barrier to entry is much lower and the opportunities for
success are even greater.
Mark was a great personal friend to Ken and world-
class mentor. If youre willing to wade through all the press
surrounding his drug problems and death, Mark is one whom
you ought to research and learn from. Regardless of the company
youre with, Marks wisdom is applicable and timeless.
Mircu Huuix
Mitch Huhem is a super-successful salesman and world-
class motivator. Most importantly, Mitch is a model mentor.
Mitch successfully launched and built one of the largest
network marketing organizations in the world with Rexall
Showcase International. Mitch is passionate about everything
he does, and it shows not only in his own success, but in the
success of his organization and with those people who use him
as a mental mentor. Mitch is a networking superstar. He has
created motivational and training materials that have helped
thousands achieve greater success in the direct sales industry.
Search out Mitchs materials and see what this guy is all about.
Youll be better for the eort.
, Kix Foiiisr x Roocii Sxiru
Toxx\ Jouxsox axo
Caioi\x Jouxsox
Tommy Johnson and his mother Carolyn each spent many
years in Corporate America before looking at the network
marketing industry. Tey ended up being recruited into XanGo
by Carolyns cousin Bob Schmidt.
As leaders in that company, Rodger and Tommy got to
know each other by hanging out on the beaches of the world,
which is one of the great benets of being a successful network
marketer. Distributors get to a point in MLM when work means
traveling to Hawaii and hanging out for a few days with your
peers and learning from each other, mentoring each other, and
training each other.
Both Tommy and Carolyn are true students of Network
Marketing. Each has a long list of mentors they know personally
as well as those they study. Tey had the unique opportunity of
working very closely with the great Bob Schmidt and are perfect
examples of learning from and getting everything they can out
of those around them. While Bob has passed on, they carry on
his legacy with their team and the industry.
MLM Oxiixi ,
Jaxis Ronisox
James Robison is a great example of choosing an MLM
company and sticking with it. We mentioned earlier in this
book that this is a strong path to success. Tis approach has
served James very well.
James was with Rexall Showcase International virtually
from the beginning. He was a key player in building their
success. When Rexall was sold to another organization (which
kept the Rexall name), James stuck with the company and
continued to be an important part of their success. Ultimately,
Rexall Showcase International was part of a merger which was
given the name Unicity. James pushed on and became one of
the top six distributors in North America for this company. Hes
still with Unicity at the writing of this book.
We asked James to what he attributes his success and ability
to stick with his distributorship through all these changes. He
says its all about focusing on the right things. If you focus
on what isnt going your way, youll fail, James says, but if
you focus on your distributors and treat them right, your own
success comes naturally.
Bon Scuxior
For more than 35 years Bob Schmidt helped to coach and
mentor those in the Network Marketing industry while sharing
Te Key to the Vault training with thousands of distributors
around the world. He found top-level success in Amway, New
Vision and, most recently, XanGo. But he didnt nd success at
the expense of others. He succeeded because he could bring out
the best in people.
Rodger rst got to hear Bob speak live at a training he
,o Kix Foiiisr x Roocii Sxiru
did for XanGo in New York City. Rodger lled up an entire
notepad and still couldnt write fast enough because everything
that came out of Bobs mouth seemed like gospel to him.
Bob taught Rodger two major lessons. First, be coachable.
We should be willing to learn from mentors, people who know
the business and who have been there and done it. Take notes,
give yourself action plans, set goals, emulate those things that
you like in your mentors.
Te second thing is that Bob was tireless in his dedication
to his team members: doing training, doing three-way calls,
speaking at meetings. He spent his days truly trying to help and
mentor his people. Rodger always appreciated Bob for wanting
to share his experience and knowledge and expertise with him.
Anyone involved in the MLM business would benet from
the CDs and presentations that Bob published. His words, espe-
cially those in Key to the Vault, are certainly worth listening
to and following.
Jaxis Tucxii
James Tucker is a hard-working man who saw all his eorts
and rental properties go down the drain when his mortgage and
real estate pursuits went bust and he had to le for bankruptcy.
After getting into network marketing with Tahitian Noni
International, James realized the reason his previous business
ventures hadnt panned out was a lack of mentoring. He found
that mentoring at TNI.
Now that James life is at the other end of the nancial
spectrum from where it was just ve years ago, he says he forgets
how he was living back then. James has a piece of wisdom wed
all do well to heed: People without vision perish. You have
to see yourself [as being] successful James has vision. Hes
MLM Oxiixi ,;
living that vision and helping others do the samehaving
become, himself, the mentor he so desperately needed just ve
years ago. Catch James vision by searching him out online and
discovering more of what he has to say.
Diii Wiiiiaxs
Dell is one of the founding distributors of Tahitian Noni.
Weve worked closely with Dell in creating his marketing
systemjust like the one weve shared with you in this book. Its
now in ve languages, with more on the way! Dell has dozens
of millionaires in his organization, many of whom came from
non-MLM backgrounds just like Dell.
Dell was an airline pilot with Delta Airlines for years. He
was over 50 years old when he left that career and got into
the network marketing world. Tis is what we like most about
Dells story. He doesnt come from MLM royalty, and he wasnt
a career MLMer. He was just a guy like so many others out
there who caught the vision of the possibilities oered by direct
sales, went to work, and persevered. Dell has had Ken train his
people all over the world. He knows very well that his success is
a direct result of the success he helps create for others. Dell is a
man to watch and learn from.
Gixi Yaxacara
Gene is one of the bona de pioneers of networking and
the proud owner of Las Vegas most expensive and high-tech
home. He is considered by many to be the wealthiest and most
successful network marketer in the world. He is the top-earning
distributor with Forever Living Products, a line of aloe-vera-
based products.
Gene got into the MLM game a few decades ago while
teaching school in Japan. He is widely credited with intro-
ducing network marketing to the Asian region. Interestingly,
while Gene is of Japanese descent, he actually grew up on a
potato farm in Idaho. He learned early on how to work hard,
and employs his drive, determination, and willpower in every-
thing he does. His success reaches into realms beyond MLM,
including real estate. He even owned the land on which the
McCarran airport in Las Vegasthe eleventh busiest airport
in the worldsits before he sold it a couple of years ago. Tis
man is sharp!
Although hes not a computer guy, Gene saw the oppor-
tunities held by the Internet for the MLM industry and began
to investigate the possibilities. Tats where Gene and Ken
connected. In 2005, they got together and spent several days
at Genes home in Las Vegas consulting on an Internet-based
marketing initiative. Gene is living proof of the abundance
mentality and the power of networking. Gene gets it. And
because he gets it, the lives of thousands of others have been
blessed.
We could go on talking about other super-successful friends
and clients who understand the real power of networking, but
you get the idea. Use these mentors along with the ones you
work with personally in your organization to give yourself every
advantage possible. Learn from the best!
99
CHAPTER 10
Dare to Dream Big!
W
EVE shared with you a very manageable ve-step
approach to building a downline online and achieving
success in the MLM/Internet world. We hope youve
taken note, because this system is absolutely the key to your success.
Now Ken is going to introduce another system to you. It also consists
of ve steps. Although they are not the same as the ve steps weve
already shared with you for MLM Internet business success, they are
equally important, powerful, and proven. Teres one big dierence
between the two sets of steps: Te system weve already shared with
you is specic to building your MLM business, while the one Ken is
going to share with you now applies to everything you do in your life.
It will add to your success in using the system weve already shared and,
if you choose to really take ownership of it, it can bring success to you
in everything you do in your life.
***
Tis is an abbreviated version of my story. Te more complete
version can be found in my book Dare to Dream (your free e-copy is
available at www.KenForrest.com). While the following few excerpts
will give you a good idea of my system for success and how to apply it
in your life, the additional detail in my book will be helpful to you if
youre serious about taking your success to the highest possible level.
1oo Kix Foiiisr x Roocii Sxiru
Taxi Acriox
I live my life by taking action. Sitting around thinking about
things happening isnt going to make them happen. Fear is what keeps
people from acting. I know if I take action, things will come together
to support the action Ive taken or the direction Im headed.
W.H. Murray says it well in this verse, entitled:
THE POWER OF COMMITMENT:
Until one is committed there is hesitancy,
A chance to draw back,
Always ineectiveness.
Concerning all acts of initiative and creation,
ere is one elementary truth, the violation of which kills count-
less ideas and splendid plans;
at, once one denitely commits oneself,
en providence moves too.
A whole stream of events issues from the decision,
Raising in one's favor all manner of unforeseen incidence,
Meetings, and material assistance,
Which no man could have dreamt
Would have come his way.
I have learned a deep respect
For one of Goethe's couplets:
Whatever you can do, or dream you can,
Begin it; boldness has genius, power and magic in it.
MLM Oxiixi 1o1
No truer words have ever been spoken. When you begin,
having done your homework and legwork, providence does
move as well. Streams of events do roll forth from the decision
and action. All manner of unforeseen opportunities, meetings,
and material assistance come your wayliterally things you
could not have dreamt. Mr. Murray is absolutely correct.
Two Oirioxs
As I see it, everyone has only two options: accept things the
way they are, or go out and make something dierent happen.
Dare to dream! No one is going to hand it to you. No one is
going to do it for you. If you want something dierent from
what you currently have, its up to youand only youto go
out and make it a reality.
No one but you can keep you from reaching your
dreams!
By the time I was 22, I had founded and built a company
with over 100 employees, with multiple oces and sales of over
$1,000,000 monthly. (Tats monthly, not annually.)
Between the ages of 25 and 40 I bought, zoned, developed
and sold over one hundred million dollars ($100,000,000) in
real estate.
By the time I was 29, I had become a National Training
Director and six-gure-income earner in the MLM industry,
and Ive been addicted ever since! As I mentioned earlier in this
book, my quantum leap came when I was 21 and was mentored
by Mark Hughes, the founder of Herbalife.
At the age of 30, I started a sports-themed dot-com company.
In three years, I built it from an idea in my home oce to a four
1o: Kix Foiiisr x Roocii Sxiru
hundred-fty million dollar ($450,000,000) valuation publicly
traded corporation. It is still in business today.
At 36, I lost my personal fortune of over $60,000,000
(thats not a typo60 million dollars) in the stock market, bad
real estate investments and a divorce.
Bankrupt and divorced, I started over and in less than
18 months my business partner, Tim, and I built a chain of
Internet companies with over $1,000,000 in monthly sales,
with no employees, no investors, and no oces.
At 38 years old, I decided to write a book about some of my
experiences and become a teacher or speaker so I could share
my crazy stories and experiences with others. Needing profes-
sional speaking experience to do this, I applied for a job for the
rst time in some 20 years. I was told to go awaythat I wasn't
good enough and lacked the skills for the position of profes-
sional speaker.
Ill admit I didnt even know there was such a thing as
professional speakers. I was nave enough to believe that
everyone who was on a platform sharing expert advice had actu-
ally done the things they were talking about and were speaking
from experience.
Knowing that in fact I didn't have a clue what a profes-
sional speaker was supposed to do, but wanting to learn, I
moved forward. I didn't let a little thing like being told I was
no good stop me. I didnt take no for an answer. I called and
emailed the employer who had told me I was no good for two
weeks almost daily and asked forand was eventually given
an entry level job at the company, literally carrying boxes and
writing name tags for people at events. I was working for less
than 10 dollars an hourwhile making over $20,000 a month
from my part-time Internet businesswhile speakers who had
MLM Oxiixi 1o
never owned a successful business, much less an Internet busi-
ness, were making tens of thousands of dollars a week to stand
on stage and basically lie. (Tat may sound a bit strong, but
the people listening believed these people knew what they were
talking about from personal experience, and that wasnt the case
with most of them.) It was a very humbling experience for me.
Now that you know a little bit about me, you can likely
guess what happened next. Within 90 days I had one of the
top speaking slots at the company out of the 16 speakers in
my category. Four months later I quit when the corporate boss
didn't keep his word and give me a shot at bigger money.
Motivated to make things happen fast, I talked to an investor
the very next day and pitched an idea I had for an Internet-based
sales training company. I quickly raised $250,000 and, within
36 short months, was serving clients in the MLM industry with
over 15 billion dollars (thats nine zeros: $15,000,000,000) in
annual sales.
I have had spectacular failures in business: losing tens of
millions of dollars in real estate, computer software, publishing
and the stock market. I have lost two homes. I have lost a wife.
I have lost friends. I have lost my good credit. Ive learned,
however, that you can only lose, for real, when you quit; and
my quitting days are over. But I have also had some phenom-
enal successes.
I have also made over $70,000,000! I have traveled the
worldrst class. Twice I have taken companies from idea,
to garage, to public. And I have recruited major players who
have believed in me, my dreams, and my passion. Tese people
include executives & CEOs from Fortune 500 companies like
Nike, Novell, Wilson, Goldman Sachs and the list goes on.
I have spoken in front of, trained, motivated and inspired
hundreds of thousands of people around the world on the
subjects of setting and achieving goals, developing vision, sales,
and becoming more successful entrepreneurs. Today I am a
successful (most days) salesman, entrepreneur, speaker, and
author. I spend my time between my homes in the mountains
of Utah and the southern coast of California. I travel as I please,
and I enjoy my life and family.
Do I believe in the power of dreaming big? You can bet
your life on it.
105
CHAPTER 11
How to Succeed in
Business
I
S there a formula for business success? Absolutely! And
youre lucky enough to be in the right place to discover it.
Although the formula itself is simple, properly and consis-
tently applying it is just plain hard work. Its tough! If it were
easy, everyone would do it.
So before we go any further, ask yourself this: Are you ready
to make a change? Are you ready to do the dicult things that
need to be done to take you where you say you want to go?
Teres an old saying along the lines of, If you do what
youve always done, youll get what youve always gotten. If
what youve done has got you where you want to be, thats great!
I hope I can add to that. If it hasnt, pay close attention. Youve
already received the simple, yet extremely powerful ve-step
system you will use to market your direct sales business. Add to
that what I share with you in the next few chapters and youll
nd similar success in everything you do. It doesnt matter if
youre building a business, raising kids, or working to become
an Olympic athlete, this approach to success works every time
you apply it and follow through.
1oo Kix Foiiisr x Roocii Sxiru
It goes a lot deeper than you might think at rst glance, but
Im going to share the success formula and ve steps with you
right up front. Tat way you can pay attention to the details as
you read and not be wasting your time trying to piece together
what the formula and steps must be.
Success Formula:
Te Right Opportunity
+ Te Right Tools
+ Te Right Actions
___________________
= Success
Every component of that simple equation is necessary.
Only with all the componentsworking in concert with each
othercan you create success.
Now you know the formula. Let me share the ve steps
that youll use to implement that formula in your life. But rst,
let me point out that while there are exceptions to just about
everything in life, there are no exceptions to these ve steps. Let
me say that again: 5 Steps, No Exceptions!
Sriis ro Succiss
Step 1: Dream
Step 2: Tool
Step 3: Train
Step 4: Start!
Step 5: Finish!
MLM Oxiixi 1o;
You may be saying to yourself, Tis guy is o his rocker!
Tis is too simple. Teres got to be more to it than this. Nope.
Tats it. But dont fool yourself. Teres more to each of those
steps than youre aware of right now. Youll be surprised both at
how straightforward success really is and how complicated any
given step can become in the process of making it a reality. Stay
tuned!
People who only see the stu I have (because the people who
really know me know nothing in my life has been easy) have
asked me, Ken, you make it look so easy. Is there a shortcut to
success that youve discovered? Yes, actually, there isbut just
one: luck. Luck is the only shortcut to success. Unfortunately,
you just cant count on it!
But while you cant count on luck, you can count on your-
self. You have the power to decide what isand is notgoing
to happen to you. Again, its just plain old hard work, but its
doable.
109
CHAPTER 12
Step 1: Dream Big
A
T one point in Lewis Carrolls story, Alices Adventures
in Wonderland, Alice nds herself at a crossroads and
asks the Cheshire cat for directions. Te conversation
goes like this:
Would you tell me, please, which way I ought to go from
here?
Tat depends a good deal on where you want to get to,
replies the cat.
I dont care much where
Ten it doesnt matter which way you go.
If you dont know where youre going, you will go in circles
or in the wrong direction indenitely. While this may seem
obvious, very few people take the step of clearly dening their
dreams. Tey must feel that dreams are something we have
when were semi-conscioussomething we never intend to
act on. My denition of dreams is very dierent from this. My
dreams are what I see before I go and make reality happen.
Tey are very real. Tey are the beginning of my map to
success.
Ask yourself these four questions about your dreams to
begin creating your own map:
1. What do I really want? What are your dreams? Are
they just pie-in-the-sky whimsy, or do you really see
yourself obtaining them?
2. Am I dreaming big enough? Are you pushing yourself?
Stretching yourself? If your dream is easily attainable,
youre not getting everything you can out of the journey.
Raise the bar. Increase the incline. Jumbo-size the prize.
Dream BIGGER!
3. Am I clear as to what my dreams are? Were going to
talk more about this later, but start by getting specic
about your dreams. Can you see the outcome? Can you
describe details of the dream?
4. When will I attain my dream? Set a date. How badly
do you want it? Make it realistic, but make yourself
push to meet the deadline.
Nothing will help you visualize and attain your dream more
than putting it in writing. Now that youve had a chance to think
a bit about these questions, go back and consider them a little
more. Ten put your answers to those questions into writing.
Srair Tuixxixc Lixi
a Fioccii
You can take little steps to success. Or, if you're a bit more
aggressive, you can run. But if you're really going to make it big,
MLM Oxiixi 111
you need to become a Frogger. Froggers are people who break
the rules of conventional thought. Tey typically skip steps two
and three and simply: 1.) dream, 4.) start, 5.) pray they nish!
(I love Froggers!)
Conventional thought says you must crawl before you walk,
walk before you run, and so on. Te Frogger approach suggests
this is not the case. Froggers dream BIG and they hop right over
the conventional steps to the top. Froggers believe you might as
well aim for the top. Tere is no reason to slowly work your way
up the food chain.
Most successful businesspeople are Froggers. Tere simply
isn't enough time to accomplish truly incredible things if you
dont start thinking BIG and get outside your box. Stop seeing
what you have been or what other people think you should be and
start seeing what you see yourself being in your wildest dreams.
Gir Vii\ Ciiai
Are you clear as to what your dream is and how you will
reach it? Can you clearly and specically articulate your dreams?
Do you know exactly what you want?
Being clear means more than just having a list of points
about your dream, it means being very specic as to how those
points work together and get you to your goal. Heres an example
of how you might go about clarifying your dream:
I want to be rich. Tis is unclear and denitely not specic
enough. What does it mean to you to be rich? Te answer to
this question will be dierent for everyone.
I want a nice house and a lot of money in the bank. Tis is
better, but its not there yet. Again, what constitutes a nice
house or a lot of money? Lets get more specicmore
clear.
I want a $5 million ski-in-ski-out home in Vail, Colorad,o
with a six-car garage for my Lamborghinis. I want 10
million dollars hard cash after taxes: 5 million in the
bank, 3 million in gold bars in my safe, and 2 million in
the stock market. Now we have it! Tis is very specic, very
clear.
Your dreams cannot be points of confusion. Tey cannot
be fuzzy. Tey must be crystal clear in your mind and on paper
if you want them to really happen. What you are going to learn
is that you canand willmake your dreams come true, for
better or worse. So you have to know what you really want or
your brain will give you exactly what you thought you wanted.
Being clear helps you remain focused. If you aren't clear, or
if your dreams are too fuzzy, you may get sidetracked and not
even realize it. By being very clear about what you want you
will remain focused along your journeyor, at least, recognize
when you have left your path so you can get back on track.
And don't forget that being clear also means being careful.
Following the formula and steps Im sharing with you will result
in your attaining your dreams. You absolutely will succeed. So
make sure you really want what youre shooting for and youre
very clear on that target, because you are going to get it.
Gorra Havi a Diaoiixi:
Now that youre clear as to what your dreams, goals, and
aspirations really are, when will you realize them? Do you have
deadlines set?
MLM Oxiixi 11
You have to put dates on your dreams. Yes, this undeniably
turns them into goals, but for the sake of this bookand in my
own lifeI like dreams a lot better than goals. Remember
when I talk about dreams, Im talking about concrete visions of
your future you are going to arrive at.
So, what is the ultimate date for achieving your dream?
What are the dates youll reach the incremental steps along the
way? It's too easy to procrastinate and never get moving if you
don't have a denite timeline established. Do it now. Write it
down.
Gir Passioxarioi
Gir Our:
Are you committed to and passionate about achieving
your dreams? Passion is to dreaming what oxygen is to re
MANDATORY. If you lack passion your dreams will die like a
suocated re. If youre already passionate about your dream,
good! If youre not, nd your passion or get out now. You wont
succeed the way youd like to in your supercial dreams anyway,
so you might as well save the time and energy. Get real with
yourself right now. If you lack passion, nd it before moving
forward.
115
CHAPTER 13
Step 2: Tool
N
O matter the job youre doing, you need to tool
correctly for it or you simply wont be successful. You
gotta have the right tools! And you need to know
how to use those tools. If you dont, get trained by someone
who knows how to use them. Training itself is also a tool!
Most people fail because they are nave, inexperienced, not
committed enough, or sometimes just unlucky. In any case,
they don't get the right tools in place before they start the job.
Tui Fiisr Tooi
Te rst tool you need is your list of tools you need. What
do I mean? Well, if your dream is to build a house, you rst
need to make a list of all the things you are going to need to
build the house. You'll need a parcel of property, architectural
plans, excavating equipment, lumber ...and the list goes on.
Ten you need to get all the things on your list or at least be
prepared to get everything on your list in the order it is needed,
one way or another.
Now, I am not suggesting you need everything before you
start. Remember, Froggers get started now! If you wait until you
have everything perfect you might never get going. Successful
people do what they can to prepare, but more importantly, they
begin. Tey take action!
Tui Sicoxo Tooi
Another tool you need is your plans, your blueprints. Some
plans are fancy. Some are simple. But you need some sort of
plans. Having a written planeven a simple oneis a critical
tool for your success. A well-written plan will keep you from
wasting your most valuable asset: your time.
When considering your direct sales business, Ive already
given you the best tool you can have. Te system outlined
earlier in this book is proven and highly eective. Dont spend
a lot of time trying to tool up for that specic project. Many
others have already done it for you, and Ive brought it to you
packaged nicely with a bow on it. Just be a Frogger and go get
startedTODAY!
Fixo a Mixroi
I already talked about mentors earlier in this book, but I
want to mention them again here. Getting the right mentor (or
mentors) is absolutely crucial to your success. You have some
great examples of mentors in your industry that Ive shared
with you already. If you can, connect with them, or people like
them in your organization, directly. If you cant connect person-
ally, learn everything you can about them and how they got
to the point they are at now. Read their books, listen to their
CDs, attend their seminars. Tey have walked the path youre
on. Teyve already reached the destinations you are eager to
MLM Oxiixi 11;
reach. Teyre happy and willing to help you get there too. Take
advantage of that.
Gir Coxxicrio
When it comes to tools, some of the sharpest, hardest-
hitting, most eective tools you can have in your tool belt are
connections with the right people. Youve heard the old saying:
Its not what you know, its who you know I dont agree with this
100%. You better know your stu. But I can promise you that
you can know your stu all day long and it wont do you a bit
of good if you dont have the right connections. So how do you
go about getting connections? Froggers simply go for it.
Got your tools? Great! Lets learn how to use them.
119
CHAPTER 14
Step 3: Train
Y
OU can have a rock-solid dream and the best tools
available and still not succeed. Tink of a profession
with which you are not familiar. What tools do people
in that eld use? If you were thrown into a situation where you
were expected to use those tools, could you? Of course not!
Te situation here is no dierent.
Simple question: Do you already know what you need to
know to eectively work your plan? Do you have the skills,
knowledge and resources to use your tools and reach your
dreams?
Ask yourself honestly: "Do I believe I can reach my dreams
with the experience I already possess, or do I need to spend some
time obtaining additional knowledge, experience or skills?"
Im not going to go any deeper into training at this point
because I already dedicated a large portion of this book to that
very topic. Whatever your dream, whether its being a super-
success in your MLM Internet business, running a marathon,
or becoming an expert stamp collector, you need to train. Begin
your training today and never, ever quit training. Tis is the
1:o Kix Foiiisr x Roocii Sxiru
hallmark of truly successful people. Tey know theres always
more to know. Tere are always performance benchmarks to
be broken. Whether mental, physical, or otherwise, ongoing
training is absolutely key to your success.
121
CHAPTER 15
Step 4: Start!
M
OST people quit before they really even begin.
Tey may have a dreamnot by my denition,
but by the worlds denition of being a dreamer,
a visionary, someone who has grand plans with no concrete
action to back them upbut thats where it ends. Teres no
acquisition of the right tools to complete the job. Teres no
training, no development of the skills needed to reach the
dream. Without those things, you cant legitimately start. You
may think you have begun something; but you havent.
If youve taken the time and invested the energy to tool
up for the job and go through the arduous task of getting the
training you need to complete your journey, youre probably
already feeling burned out and haveat least once or twice
considered abandoning your dream. Tis is where another round
of cuts takes place. Are you one who not only has the fortitude
to complete the necessary legwork to assure your success, but
the strength to take that rst step and begin with full intent?
Te fallout at this point is signicant. Many do not make it
past this crucial juncture. But you have a dream. Not a imsy,
eeting dream, but a rock-solid dreamyour vision of what
1:: Kix Foiiisr x Roocii Sxiru
you will accomplish, what you will experience, what you will
do.
Siizixc Oiioiruxir\
When you startwhen you begin in earnest the action-
packed journey toward the realization of your dreamyou will
see things you did not see before. You will have opportunities
present themselves that you will be prepared to act upon. And
you must act on them. Remember what W.H. Murray said?
at, once one denitely commits oneself, then providence moves
too. A whole stream of events issues from the decision, raising in
one's favor all manner of unforeseen incidence, meetings, and mate-
rial assistance, which no man could have dreamt would have come
his way
Dont sell yourself short on this point. I can unequivocally
testify to you that this is true! Ive lived it over and over again.
Taix is Cuiai.
Taxi Acriox:
Tey say talk is cheapand theyre right! A person can
complete the rst three of these ve steps almost without even
leaving the house. No one, not even those who are close to
you, may even know about your dreams. But when you execute
the fourth stepwhen you start the journey in earnestthat
changes. And it changes fast.
Tis step is all about action. Its about going for the gold!
Weve all heard these words and phrases. Weve even said them
ourselves on many occasions. Tey are words that are simple to
speak, but so hard for most people to do.
MLM Oxiixi 1:
I'll bet you have worked through steps one through three
in your mind more than once without even realizing it. Maybe
you had a business idea. Perhaps it was a personal-improvement
goal related to tness or some other aspect of personal develop-
ment. Whatever it was, for some reason it came to a screeching
halt when you hit the fourth stepwhen it was time to really
begin.
Steps one through three are easy. Time consuming, perhaps,
but easy. Step four is the wall!
Do \ou uavi wuar ir raxis ro cir
ovii ruar waii:
Te only way I know to get over the wall if you are having a
hard time is to nd the real reason behind your pursuit of your
dreamthe why that will keep you going. Why do you have
this dream in the rst place? If you can't nd a good enough
why then you will never get over the wall. You will never start,
much less nish and succeed.
And before you nish and succeed, youll fall down along
the waymost likely a number of times. Tats part of the
journey. Just remember that failure isnt nal; its just a step
in the process of success. Te only real way to fail is to quit!
When Tomas Edison nally hit on the right formula for
the light bulb, he hadnt failed some two thousand times; he
had succeeded in nding two thousand ways to make a light
bulb that didnt work. Tats the kind of view you need to
have of your own situation. Dont be a glass-half-empty type
of person. Always look at how much is in the glass, not how
much is missing.
Livi Lixi a Liox
Teres a saying I live by. I teach it to my kids. I practice
it every day. Ive tried to nd its origin, but have not been able
to denitively do so. No matter. Its powerful and its true, so
where it came from is immaterial.
Better to live one single day as a lion than a thousand years as
a sheep.
If you don't believe me, youve never tried it. Go ahead.
Pull out all the stops. Live one day as a lionwhatever that
means to your situation. Dream big. Ten aggressively follow
the steps Im sharing with you in realizing your dream. Dont
let anyone or anything get in your way. See for yourself how it
really feels.
Te bottom line is this: You may or may not succeed if you
choose to pursue your dreams. But you will absolutely fail if you
do not pursue them. Go!
125
CHAPTER 16
Step 5: Finish!
Focus or Fail
S
UCCESS requires focus. Focus allows you to get to the
nish line. Ask marathon runners how they run 26.2
miles and most will tell you they do it by focusing on
the next step. At some point, that next step is the last step. Tey
cross the nish line.
Even if you have steps one through four perfectly completed,
a lack of focus can lead to ultimate failure. You wont nish. You
cannot allow yourself to get sidetracked. If you lose focus and
get sidetracked, you better realize it quickly and get back on
course!
Eiixixari rui Nicarivi
What or who in your life is not helping you achieve your
dreams? Whatever or whoever it is, get rid of it. Tat's right,
get rid of it. Toughts, habitsanything that doesnt help you
reach your dreams needs to go.
Have you ever watched a bunch of crabs in a bucket? One
crab will begin to work his way up the edge of the bucket and
nally get hold of the top rim. Ten hell get his other claw
1:o Kix Foiiisr x Roocii Sxiru
over the top and begin to pull himself up in an eort to go over
the edge. But no crab ever makes it out of a bucket when there
are other crabs in the bucket with him because the others will
always grab him and pull him back down before he makes it
over the top.
Tankfully, people are not all like crabsjust most of your
family and good friends. Teyll do anythinganything
to make sure you never get what they know theyll never get.
You want to be in the bucket with the people who are working
together to launch each other to new heights, not the bucket
where everyone is tearing each other down and making sure
no one exceeds the status quo. Winners understand there is no
benet in pulling someone else down. It only hurts you and
others.
Eliminate the negative, whatever it is. Supplant the nega-
tive with positive inuences, activities, mentors, coaches, and
education.
Visuaiizi Youi Vicroi\
See yourself as already being at the nish line, having
already reached your goal, having succeeded beyond your
wildest imaginations. Dream bigger. See yourself consistently
exceeding your goalsby double, triple, even a hundred times
your initial thoughts of what is possible.
Can you see it? If you cant, you have a serious problem. You
have to be able to see yourself as if you already have achieved
success. Tis is critical. You have thought it out, written it
down, planned it, studied and trained for it, and committed to
achieving it. It is time to BELIEVE and SEE it in your mind as
if it has already happened.
MLM Oxiixi 1:;
Plan out your acceptance speech.
Buy your "skinny" clothes.
Decide where you will spend or invest your money.
Decide where you will live.
Identify your dream home.
Find the car you will drive.
See the type of family and marriage you will have.
Plan the time you will spend with your loved ones.
Decide how much time and money you will give to charity
and service.
Jack Nicklaus said, I won every golf tournament I ever
won in my mind on the way to the tournament before I actu-
ally won it.
Have you already won your tournaments in your mind?
Can you visualize yourself as the person you want to be? If you
can answer yes to both these questions, youve got what it takes
to nish! If not, nd it in yourself to genuinely see and believe
in your victories. Tis is a must!
129
CHAPTER 17
Recapping the 5 Steps
to Success
I
know these steps sound simplealmost too simple. But
dont let their simplicity fool you. Tis is a tried-and-true
approach that Ive lived for two decades now. If you follow
these steps cognitively and consistently, you will succeedyou
will reach the top!
Srii 1: Diiax BIG:
Im not talking about mindless daydreaming here. Im
talking about visualizing your future reality. As I said earlier, my
dreams are what I see before I go and make reality happen.
If youre going to make your dreams a reality, you must think
and actlike a Frogger.
Srii :: Tooi
First, you need the list of tools youll need. Second, you need
a plana blueprint to follow. You may need to gain or enhance
the skills necessary to complete the plan. Get connected with
the people who can help you make your dream a reality.
Srii : Tiaix
Just like an athlete needs to train for a competition, you
need to train for the experience youre heading into. Find at
least one good personal mentor and one good mental mentor.
If you can, get more than that. Te more people you can tap
for knowledge and experience, the better o youll be. Take
your training seriously just as if you were training for a sporting
event.
Srii : Srair:
Commit to yourself and seize opportunities that will help
you fulll your plan. Be prepared for the pain. Resolve that
there is no quitting. You will succeed!
Srii : Fixisu:
Get rid of the negative inuences that stand in your way of
success. See the nish line and dont slow down. Persevere, and
never, ever quit!
Taxi Ixvixroi\ oi
Youi Pasr
Where have you failed in the past? Review these ve steps
and see where your weaknesses lie. Do you fail because you
dont believe in your own dreams? Is it because you dont prepare
properly by tooling up for the job? Perhaps you dont train
eectively and, therefore, nd yourself without the stamina,
know-how, or support necessary to make it to the end of your
journey. Ten again, you may be one of the masses who have
MLM Oxiixi 11
good intentions but falter when it comes to actually starting.
Making your dream known to the world is just too much for
you. You cant bear the thought of laying it all out on the line
for everyone to see because theyll all know when you trip. Are
you past that? Ten maybe youre one who just cant seem to
nish what you start. Its usually a long road between start and
nish. Do you have what it takes, or do you get beat down and
give upquitbefore reaching your dream?
Succiio ix rui Furuii
Once you know why youve failed in the past, take time to
do some serious introspection. What does this revelation tell
you about yourself? More importantly, what can you do to ll
this pothole or remove this obstacle from the road youre trav-
eling? You must be honest and open with yourself and clearly
identify what will be dierent this time so you never quit again.
Remember, failure isnt nal, quitting is. Quitting is the only
real way you can fail!
Now Irs Ui ro You
If you read this book, you have your reasons. People without
dreams dont read books like this.
Decide on the dream you are going to achieve. Ten follow
the steps Ive given you, and you will succeed.
Dream BIG! No Fear! Never Give Up!
For more information about the authors, please visit
www.KenForrest.com
and
www.RodgerSmith.com
Live at least one day of your life as a lion. Please dont die
having only been a sheep.
--Ken Forrest
At the end of the day, its all about people. Do the people
part of your life right, and the rest will take care of itself.
--Rodger Smith

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