focus

a n A C T I V E l i f e s t y l e m a g a z i n e

M arch • A pril 2008

Foster
Owusu:
Immunotec’s
Next
Million Point
Man?
I’ve Talked to
Everyone I Know
NOW WHAT?
(see page 06)

Small town,
big business
(see page 14)

Four Investments
with Highest ROI
(see page 16)
 ®

Pace
SET THE

There has never been a better time

to expand your Immunotec business.
Whatever your Immunotec goals,
this popular day of training can help
turn those goals into reality.

Join Regional Sales Directors

and local leaders for a full day
of success training. We will share
the simple Immunotec system
and explore strategies that will
help you develop your business
faster than ever before!

UPCOM
March ING
DATE
-Foy, Qu S
29: Ste
(Fre ebec
April 12 nch only)
: Mo
(French ntreal, Quebec
& Englis
Leslie Vitzthum John Frederick Manon Courchesne Dr. Jimmy Gutman h)
Western U.S. Eastern U.S. Eastern Canada Immunotec’s Resident
Regional Director Regional Director Regional Director Medical Expert

focus
a n A C T I V E l i f e s t y l e m a g a z i n e

For more information on products or services

described in this magazine, please contact:
FOCUS Immunotec’s bonded cysteine dietary supplement is available
is published by Immunotec Inc. in the U.S. as Immunocal® and in Canada as HMS 90®.
Editor: Mary Politis
Immunocal®, HMS 90®, PNT 200®, Prycena®,
Contributing Editor: Janice Scrim Immunotec Inc, and the Immunotec logo
www.immunotec.com are registered trademarks of Immunotec Inc.
Publications Mail Agreement No. 40052703
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Immunotec Inc.
300 Joseph Carrier
Printed in Canada Vaudreuil-Dorion, Quebec  J7V 5V5
The content published in Focus magazine is not intended The statements made throughout this issue have not been
to replace the advice of your healthcare professional. evaluated by the FDA or Health and Welfare Canada. The
Publications Mail Agreement No. 40052703    products are not intended to diagnose, cure, prevent or treat
300 Joseph Carrier, Vaudreuil-Dorion, QC  J7V 5V5 any disease.

Item #0000574
Message from the Editor Table of Contents
I am excited to be at the helm of our Focus Features
magazine. As I set out on this new endeavor, my 02 Foster owusu –
mission is to provide you with the tools you need making for the million
to be successful. Each issue, with its fresh new 05 marketing mania
design, includes feature articles on our up and
coming Distributors, and the stories that drive 06 find fortune in referrals
by leslie vitzthum
them to succeed.
08 potential in prospecting
In our illustrious network marketing industry, by manon courchesne
new millionaires are created every month. They
all have one common denominator – the belief 10 creating urgency for success
by john frederick
and knowledge of building and maintaining
relationships, which leads us to our Recognition 12 platinum:
section. In this section, we praise and highlight proactive, not reactive
the achievements of Distributors who are excelling by Dr. Jimmy Gutman
through the various promotions and programs. 14 distributors’ corner
We cannot forget the fuel food from our Regional 15 industry news
Sales Directors. John Frederick, Eastern U.S. Division,
16 business beat
is the latest addition to our Immunotec family. He joins our dynamic duo, Manon Courchesne
and Leslie Vitzthum to deliver training tips, the fuel food that will assist you on your path 18 hyacinth jenningS –
to success. persistence & Confidence:
key to success
New in this issue: many of you have lamented about wanting to know more from Marketing,
20 dr. alan davey –
and what tools are available to support your business. We are pleased to introduce Marketing a pastor’s praise
Mania, a new column making its debut on page 5. Marketing Mania will provide you with
insight into the marketing tools, as well as those in the gestational period. 22 leslynn cummings-johnson
& Gary johnson –
When you factor in the human variable, our products speak for themselves. Consumers need six degrees of separation
to know how a product will benefit them. Dr. Jimmy Gutman, our Immunotec MD, delivers 24 frederick cox –
a powerful piece on our flagship product, Immunocal Platinum, on page 12. beginning to believe
Remember that you are the most important customer in your network marketing business. 26 recognition
We know this issue will assist in embracing your future as you work towards becoming one
28 message from the president
of Immunotec’s rising Distributors.

Mary Politis
Editor

02 18 20 22 24
Cover Story

Making for the

Million
You’ll know it’s Foster because he’ll be the one with the widest grin. At least, that’s what everybody
says. And he was, of course, but while the Diamond Distributor from Ghana, Africa, who now lives
and builds his Immunotec business in Toronto, Ontario, is indeed genuine, his appeal, his charm
really, is what makes him truly unique.

W When Foster Owusu immigrated to Canada in 1986, he left

his country that was gripped in political turmoil, to seek
safety, new opportunity, and a chance to discover his true
potential in a country where he could plan a future for
himself, and his wife, Njoki. He first worked in a plastics
Just over nine years later, Foster is one of those top income
earners, making over six figures and looking to become
Immunotec’s next million-point man, having accumulated
approximately 900,000 points in his Total Organizational
Volume (TOV). Foster’s equation is simple: number of
factory in Montreal, and actually played professional soccer Distributors + volume of new customers/Distributors = income.
until leaving the city to further his education in Toronto.
“To maximize the compensation plan, and move the highest
While completing his diploma in accounting, Foster worked
volume of products, you need three key Distributors, who
two part-time jobs: one as a security guard, and a second
will each work with three of their own key Distributors,
in a shipping company. After college, Foster took a position
and so on. Of course you could try and move 4,000 boxes
at a dairy company where he was eventually promoted to
of Platinum on your own,” Foster said with his smile, “but
supervisor; he stayed there until 1999.
building a team that is strong, and has the same desire to
Having achieved modest success, and having worked hard succeed as you do, is a better use of your time, as well as
and made sacrifices to get where he was, Foster believed he being more financially-rewarding.”
had realized his Canadian dream. And that’s when he met
Meet Foster and you’ll know that he talks the talk, but
Diamond Distributor, Dr. Victorina Dominguez. “When
perhaps equally or more importantly, he also walks the
Vicky told me about the Immunotec products and their
walk. He holds weekly meetings, attends local events
benefits, I must admit I was immediately curious about the
as well as Set the Pace events, Leadership School, and
business opportunity,” said Foster. “I had two questions for
Red Carpet Days, he’s on all the conference calls and soaks
her: Who is involved in promoting this business? And, has
up every ounce of corporate and product information in
this business worked in the past, does it work in the present,
the bi-weekly Immunocations. When the Success Guide
and will it work in the future?” When Foster found out that
was introduced, Foster pounced on it with enthusiasm and
literally dozens of Distributors across North America were
embraced it as an asset from day one.
earning six figures in just part-time hours, he knew he had
found his niche. “I borrowed the money to purchase my “Change is a positive thing when it comes with the goal
very first Action Pack, and I haven’t looked back since.” of improving things,” Foster said. “The Success Guide is

02 Focus
“The Success Guide is a map
that guides serious Distributors
through business fundamentals
and allows us all to become
brilliant on the basics.”
 Foster Owusu and his family

such an asset. It has given my team and me a blueprint for Along the way, Foster has mentored many strong leaders,
success. It’s a map that guides serious Distributors through four of whom you will meet in this edition of Focus. He
business fundamentals and allows us all to become brilliant has also had three children, whom he lovingly refers to
on the basics.” as his Immunokids: Michaela (7), Joshua (5), and
Emmanuel (18 months) – and of course, his wife
And when it comes to the basics, Foster truly believes in them.
and fellow Diamond Distributor, Njoki.
For instance, he has what he calls “breaking the kit” sessions,
where he sets up a follow-up meeting with a newly-sponsored He says if there are two things he’s
Distributor to literally break open the product boxes to learned, it’s that nothing happens in this
give newcomers a thorough introduction to the products, business without action and that the
while answering any questions they may have. “It’s about ultimate success formula is to
getting a vision for the products. I literally take every single duplicate what successful
package of Immunocal/HMS 90 out of the box and put it people have done.
on their counter – and then I take the empty box with me!” When you meet people
Foster recalls joining Immunotec back in 1999 as if it like Foster, you understand
were yesterday. “I remember my first Red Carpet Day with the true meaning of
great fondness,” recalled Foster. “I knew immediately that commitment, of hard
Immunotec was a place I could call home, and I developed work – of determination.
You know what it means
a real bond with many of the team members. My belief
to dream, and to believe.
level went through the roof.”
You know that a challenge
In fact, his first corporate experience with Immunotec is only an obstacle that
was so positive, that Foster still attends Red Carpet Days can be overcome with hard
regularly, bringing his newly-sponsored Distributors with work, and that anyone who
him. “There’s no better way to support a new team member wants it – badly enough – can
than ensuring they get the same first amazing experience achieve their wildest, grandest
that I had,” he said. “And I want to be the leader, to set the dream – even a Canadian one,
example… I always have a part to play in my own success, dreamed up near the Ivory Coast of
and that of my team.” West Africa.

04 Focus
 “The easiest way to define marketing
is that it is a process which identifies a

Marketing
need and then provides a means
of satisfying it.”

Mania
Mary Politis
Director of Marketing

Immunocal/HMS 90
Free of gluten, corn, starch, wheat, soy, and preservatives.

Immunocal Platinum
Free of gluten, corn, starch, wheat, soy, and preservatives.

Prycena
No artificial flavors, no caffeine.

Prycena Thermal Action

Free of gluten, sugar, soy, preservatives, coloring agents,
and sweetener.
One size does not fit all. And one medium does not apply to
every customer. The easiest way to define marketing is that
PNT 200
No gluten, starch, corn, soy wheat, preservatives,
it is a process which identifies a need and then provides a
coloring agents, sweeteners.
means of satisfying it.
Effective marketing requires establishing a target market Magistral
so that you are able to tailor your marketing strategy Free of gluten, composed of spring water.
accordingly. For example, if you are targeting fitness
enthusiasts, your marketing message to the customer or
Tart Montmorency
Distributor should include the supplement facts of the
Cherry Concentrate
products you are presenting.
Free of preservatives, gluten, additives,
and coloring agents. No sugar added.
In the marketing world, it is often said that if you hear
about a product, you will most likely forget it. When you Immunotec Toothpaste
see the product, however, a seed is planted in your mind, Free of gluten, fluoride-free.
and you are more likely to remember.
Xtra Sharp
Arriving at the intersection of what is available in terms Free of gluten, composed of spring water.
of marketing tools, we currently have the Product Catalog,
individual brochures, sell-sheets, books & booklets, DVDs Omega-3 with Turmeric
& CDs, e-cards and the website. Free of preservatives, sugar, salt, starch, gluten,
dairy, corn, soy wheat, and lactose.
What’s next? We will continue to create and refine marketing
pieces to support your success. Vitamin & Mineral
Free of gluten, preservatives, coloring agents,
And finally, I wanted to conclude with all the product
and sweetener.
claims we can leverage on our brand. Moving forward, the
claims will be applied to the respective product line. Pure Milk Calcium
Test your product knowledge by trying to see how many Free of gluten, soy, and preservatives.
claims you can list (see list on the right). Produced from pasteurized milk.

Skin Perfecting Cream

Free of Paraben, aluminum, beeswax, and food additives.
 “Asking for referrals is one of the most
Regional Directors

effective ways to create a never-ending

supply of prospects.”

Find Fortune
in eferrals
Leslie Vitzthum
R
Regional Sales Director, Western U.S. Division

Whatever your business, it’s imperative that your activities create the highest Return On Investment
(ROI). For those of us in network marketing, that means consistently developing new customers
and new business builders.

I It’s not unusual for Distributors to think they’ve run out of

people to talk to. After they share their business with family,
friends, and co-workers, many people believe they’ve hit a
wall. They think, “I’ve talked to everyone I know!”
Let’s review an easy-to-learn process that will help you
develop a never-ending list of prospects, leading to an ongoing
supply of new customers and new Distributors.
This easy process is the art of Asking for Referrals! By
incorporating these four, simple referral strategies into
your everyday business activities, you and your team will
never run out of people to talk to.
Step Master Your Stories. A fundamental skill
one mastered by all successful Distributors is the
ability to share well-packaged stories. Learn the
language to share the following brief, professional,
yet passionate stories:
1. Product Story: your personal results and enthusiasm for
Immunotec products.
2. Business ‘Why’: your motivation for building your
Immunotec business and how it has affected your
financial life, your family life, and your lifestyle.
3. Opportunity: the uniqueness of the Immunotec business
and the benefits of joining.

Step Worka Never-ending List. Successful Distributors
two never stop working an ongoing list. Include all
the people you know personally, your business
contacts, your current customer list, and every
new person you meet. Remember… in many
cases, it’s not who YOU know, it’s who THEY know.
 sk for Referrals. As you start contacting the
A
Step
three people on your list, remember that you get what
you ask for. So be clear about whom you are
looking for (customer or Distributor) and how
you’d like to receive the referral.
1. Customer Referrals: During customer follow-up, always
focus on your customer’s satisfaction first. Once you know
they’re happy, always ask for referrals. You can ask verbally
and/or in follow-up emails. I recommend you review the
Referral Language for Customers on page 16 of the Success Guide.
2. Distributor Referrals: This works with both new people
we meet and people we already know. It’s also an excellent
way to convert satisfied customers into Distributors.
This process is effective because you are not directly trying
to recruit them, rather you are asking for their help. If they
have a personal interest after you share your story, they
will tell you. You will find Referral Language for Recruiting
Distributors on page 15 of the Success Guide.

06 Focus

Step Follow-up. Once you receive a referral, call and
four share your brief, enthusiastic stories immediately!
Here is an opening script:
“Hi Pat, this is (your name) from Immunotec. I received
your name and number from Terry who tells me you have
an interest in learning a little more about our (products or
company). Is this a good time?”
Don’t delay. Follow up on all referrals immediately! A
timely response is a reflection of your professionalism, and
is critical for a positive outcome.
Action Plan
Nothing is more powerful than taking action. In the next
48 hours, challenge yourself to:
1. Write out your brief stories and memorize them.
2. P
 ractice and get comfortable with the referral language
in the Success Guide.
3. Create an updated master list of contacts.
4. Call at least five people and ask for referrals.
5. M
 ake a commitment to ask everyone for referrals from
now on.
6. P
 ost the following and repeat it to yourself often: “I am a
master at asking for, and receiving referrals!”
Asking for referrals is one of the most effective ways of
creating a never-ending supply of prospects. Master the
skills and teach them to your team, and you will find your
fortune in referrals!
Focus 07

Regional Directors
potential in
Prospecting
Manon Courchesne
Regional Sales Director, Eastern Canada Division
As a Distributor, the most important activity that you must perform each day is prospecting.
Indeed prospecting is so important, it’s not even an option – it’s an absolute must if you
want to grow a successful business.
W Why Prospecting?
• It is the first step in recruiting new customers
and Distributors
• It is the foundation of your business and what keeps
it thriving
• All organizations grow and survive by prospecting
and recruiting
Belief in the opportunity that Immunotec has to offer is
the first step to success. The opposite is also true. If you
don’t believe and are not passionate about what you do,
it will be very difficult to prospect and promote your
Immunotec business.
Many Immunotec Distributors have had tremendous
success because of their continued belief in the product
and in the business opportunity. As Tom Hopkins, author
of Sales Prospecting for Dummies writes, unless you sell an
exceptional product intended to a very exclusive or limited
market, anybody can be a prospect.
What is Successful Prospecting?
•T
 hink of your product as a gift – or more specifically, two
gifts: health & wealth
08 Focus
“Visualize how large your organization
can become and what it will mean to
you when you help so many others make
their dreams come true.”
• S top thinking that you’re bothering people; you’re sharing
your gifts!
• Start internalizing that prospecting is about sharing, then
you’ll see prospecting in a whole new light
Your Immunotec business will grow quickly as you recruit
new Distributors and teach them to duplicate your skills
in selling the product, sharing the business opportunity, and
showing others to do the same. Visualize how large your
organization can become and what it will mean to you
when you help so many others make their dreams come
true, as well as your own.
Why Bother Prospecting?
Every network marketing business has turnover, and ours
is no exception. If Distributors cease prospecting and
replacing customers and Distributors who have left, they
would start to lose order count, and ultimately sales would
start to decrease.
When you decide to go for Silver, Gold, Diamond, or
Executive Diamond, you know that you have to increase
your sales. There are two ways to do this: through coverage
and productivity.
Coverage
Organizational coverage = more Distributors and customers = more orders = more sales!
Productivity
Great customer service = higher average order (up-selling other products in your store) = more
sales for your organization = a bigger commission check for you every month!
You can see that prospecting is really the lifeblood of your business. No business can succeed unless your sales force
continuously grows their sales through coverage and productivity. Be natural, sincere, and enthusiastic. Your belief in the
Immunotec products and the Immunotec opportunity will shine through.

Focus 09
 “Waiting until tomorrow, until we’re organized,
Regional Directors

until the house is clean, or the project is complete,

will not build your business. This is where the
urgency for success comes in.”

Creating Urgency
John Frederick
for
Success
Regional Sales Director, Eastern U.S Division

The newspaper reporter types feverously at the keyboard, as the impending deadline looms. A
quarterback hurries his team to start the play, as the clock winds down. The student glances at
the clock and returns to his exam, only ten minutes to go and still 11 math problems to solve.
Deadlines are all around us. We experience them each day as we go about our lives.

S So how does understanding deadlines help you with your

Immunotec business? After all, one of the reasons people
join network marketing companies is to become their
own boss and to not be bound by someone else’s deadline.
The key is to know the difference between deadlines and
creating urgency for success.
Why Urgency is Important
Since all Immunotec Distributors are independent
Distributors, they are free to work the business, or not, on
their own time. This can result in the disastrous decision
to “wait until tomorrow”. Waiting until tomorrow, until
we’re organized, until the house is clean, or the project is
complete, will not build your business. This is where the
urgency for success comes in.
Every single person who is actively pursuing the
Immunotec business wants success. Many define success
differently, but nevertheless share success as their goal.
Providing your team members with the tools to take
action now will create the urgency to succeed.

10 Focus
How to Provide Urgency
Here are a few ideas to create an urgency for success
within your team.
Personal Contact: A phone call or personal visit conveys
to your team member their importance, and your urgency.
Email is great for information, but personal contact will
produce results. Your voice communicates your passion
and the urgency you feel.
Contact and Action: When contacting your team member,
suggest one simple action that can produce business results.
“Can you talk to five people before the end of the week?”
“Let’s finish working with and qualifying that last
Venture Distributor so you can promote to Silver!
What does he need?”
Review the How-to: One of the most common reasons
for inactivity is nervousness about what to say. Even
if your team member has had success in the past, they
may have lost their self-confidence if they have not talked
about the products or business opportunity in a while.
Practice makes perfect, so take a couple of minutes to
practice the language, until your team member feels
comfortable again.
Follow-up for Results: Follow-up with your team
member in a couple days to see what kind of results they
have achieved as a result of their efforts. Your follow-up
finalizes the urgency and conveys that you are there to
help them succeed. You’ll be able to congratulate them on
their success or encourage another approach.

“If you want your team to perform

and achieve the success they desire,
your personal contact will provide them
with the urgency for success!”

Focus 11
 I
It’s said that your health is worth more than any amount
The Doctors
of money. In my more than 25 years as a doctor, this point
has been driven into me hundreds of times. There isn’t an
MD who hasn’t heard the statements: “I’d give anything to
be well again!”, “I’ll do whatever it takes to live a normal
life!”, or perhaps most concerning, “I should’ve taken care
of this years ago!”
At Immunotec, we can often address the first two statements,
but our focus is on the third. What a terrible feeling it must
be to think that you had ample opportunity to avoid a
major problem, but didn’t because of negligence or laziness.
Immunotec’s scientists have spent decades researching how
to prevent this disaster. Immunocal Platinum is a reflection
of this work.
Immunocal/HMS 90 has been our flagship product for
years and its users are already quite well versed on the
benefits of raising glutathione. The wealth of research on
Platinum: Proactive,
Jimmy Gutman, MD
12 Focus
glutathione and the aging process speaks for itself. What
is it about the Platinum formulation that takes this a step
further? Let us examine this more closely.
Immunocal’s major impact on your health is providing the
necessary building blocks or “precursors” for your cells to be
able to make glutathione. This is a technology that we continue
to refine. Both Immunocal and Immunocal Platinum
represent the only patented protein proven to do this. In
the development of Immunocal Platinum, we looked very
carefully both at the biochemistry of protein metabolism
and at potential components of whey sub-fractions that
relate to aging. This article examines Platinum both
simplistically and technically. Let’s review:
The Simplified Version
CMPTM (Cytokine Modulating Proteins)
Cytokines are little molecules that the immune system uses
to regulate inflammation. Inflammation plays a role in
issues like aches and pains, but also in cardiovascular and
neurological health. Inflammation has been pointed to as
one of the key factors driving the aging process. What CMP
does, is “turn down the volume” on these cytokines.
RMF (Redox Modulating Formula)
This is an exclusive development by the head of Immunotec’s
research and development team, Dr. Wulf Dröge. The major
objective here was to decrease the amount of acid formed
in the body (important to the kidneys), and as a second
benefit, to reduce the amount of calcium lost (important
in bone health).
The Scientific Version
CMPTM (Cytokine Modulating Proteins)
Cytokine represent the next generation of whey protein
sub-fractions. These are peptides derived from whey by
proprietary isolation technology. Cytokines are proteins
used to coordinate the body’s immune response to
invading pathogens and manage healthy cellular growth.
These components play roles in managing an appropriate
inflammatory response, repairing cell damage, promoting
healthy cell differentiation and growth, and inhibiting
abnormal cell growth. CMP also acts by raising TGF-beta2
and by providing additional Lactoferrin. The goal here is to
limit the degenerative processes.

RMF (Redox Modulating Formula)
RMF is a mineral/amino acid formulation developed by Dr. Dröge,
based on years of research of the biochemistry of aging. The challenge
of neutralizing the potential increase in acid production in individuals
ingesting high amounts of protein has been successfully resolved with
RMF. As a result of improving the acid/base balance, calcium loss is
lowered. There are many other benefits found in the literature regarding
an improved acid/base balance. Other components modulate insulin
metabolism as well as serving as a methyl donor.
Turn a Triple into a Home Run!
Immunocal Platinum provides triple action for your immune health.
Raising glutathione represents maintaining immunity, the cytokine
modulating proteins representing reparative immunity. Attention to
the proper acid/base balance helps lead to sustained immunity. Turn
this approach into a homer by topping it off with the supplements
found in the Daily Essentials Pack – and be proactive, not reactive!
CMP is a registered trademark of Glanbia PLC.
Not Reactive
Immunocal’s major impact
on your health is providing
the necessary building blocks
or “precursors” for your cells
to be able to make glutathione.
This is a technology that
we continue to refine.
Dr. Wulf Dröge, Dr. Jimmy Gutman,
and R&D Vice-President John Molson
on
Why Platinum?
“I’ve been using cysteine supplementation
since the late 1980’s. To improve Immunocal,
I proposed adding certain citric acid salts
to reduce the body acidification that is
prevalent in most people in North America.
The excessive acid load results from an
imbalanced diet with insufficient intake of
fruits and vegetables. A series of scientific
studies has shown that acidification of our body has a number of
negative consequences including, most notably, the loss of bone
mineral density which ultimately leads to devastating osteoporosis.
As our body can convert citric acid into carbon dioxide and exhale
carbon dioxide through the lungs, the remaining alkali of the citric
acid salts can now effectively neutralize other acids in our body
and thereby ameliorate the loss of bone mineral density. The
inclusion of these citric acid salts formed the basis of our superior
product, Immunocal Platinum.“
– Dr. Wulf Dröge
“Although Platinum was initially developed
with the boomer population in mind, it
became clear that there were benefits for
overweight people, athletic individuals,
those with circulation challenges and other
segments of the population. Certainly,
Immunocal/HMS 90 has proven benefits for
all these groups, but Platinum represents the
next generation in immune enhancement with even more benefits
and will become the new standard in the immune health market.”
– Dr. Jimmy Gutman
“I manage my life proactively rather than
reactively, and this extends to the way I
manage my health. I made a decision that
I am going to do everything I can to help
my body manage the aging process. In
life, as in sports, you can only control the
‘controllable variables’. Lance Armstrong
almost lost the Tour de France because he
‘bonked’ – having depleted his muscle glycogen because he didn’t
eat properly during the race. Now it is known that if you wait to
feel hungry before you eat in a race, it’s already too late. I use the
same approach in life, and am not going to wait to have a problem
before I start taking Platinum.”
– John Molson
Focus 13
 Distributors’ Corner
News & Info
Welcome to Distributors’ Corner, a section of the magazine where new Distributors look to veteran
Distributors for business advice and guidance. Do you have questions about your Immunotec
business? Ever wonder what the best way to approach a new prospect is, or what the best follow-up
procedures are? Ask some of our field leaders, who have achieved Gold level and above, and have
gained solid business experience and a proven track record of success.
QQ: Silver Distributor, Linda Welden from Ontario, asks:
“I am organizing a tradeshow for July; how do I execute a
successful tradeshow, what are the do’s and don’ts?”
A
A: Executive Diamond Distributor, Linda Bain also from
Ontario, answers: “I strongly suggest focusing on a specific
product, rather than the complete line of Immunotec products.
One of my personal favorites to introduce at tradeshows is
the Cherry Concentrate; it’s delicious, has a strong scientific
backing, and is easy to sell. Once you have their name and
contact information, you have the perfect opportunity to
do a follow-up at a later date, when you can introduce the
other products or invite them to a business opportunity
meeting. Also, make sure you have tasting samples of
whatever it is you’re promoting… and be creative! You should
have marketing material on hand, but keep it simple… you
don’t want to overload the prospect. The most important
thing to do at a tradeshow is a draw. This is your opportunity
to get new names, contact information, and to ask two
critical questions: are you interested in attending a seminar
and are you interested in starting your own home-based
business? When you follow-up with that person, you are
better able to determine his/her needs, determine whether
they are a customer or a potential Distributor, and answer
any questions or concerns they may have.
14 Focus
Q
Q: Silver Distributor, Yvonne Jansma from Saskatchewan,
asks: “I’m a Silver Distributor and have been working my
business for a year. I live in a small town of 300 people with
the closest big city over 100 km away. I want to expand my
business out of my small town. What are some affordable
and effective ways to reach out and attract new business
outside of my area?”
A
A: Diamond Distributors, Barbara & Al Caccarile from
New York, answer: “First of all, congratulations on
achieving the Silver Distributor status! From this level, you
can grow a beautiful business team. And the team does not
have to live in the same city as you do. In fact, most of our
Distributors live hundreds of miles away from us. How
can you do this? Just follow the Success Guide. Make lists of
names. One list should be for people who live far away, whom
you will contact by phone. Make another list of those who
live within 200 km that you might meet in person if they
express interest. A third list should contain names of those
in your area that you can meet with face to face.
Where do you get the names? Check your address book,
school yearbooks, and club memberships. Who do you
work with? Who does your banking, dry cleaning, or works
on your car, etc? Put them all on the list. After telling them
about the benefits of our products, you can say: ‘I’m looking
for business-minded people to join me and position
themselves to take the lead as we expand in your area. You
may or may not have a personal interest, but I’m hoping
you can lead me to someone this would be perfect for. Who
do you know? I am looking for referrals.’ The Success Guide
has further detailed direction for using this approach.
Don’t forget to help the Distributors in your downline to
work their leads too. They probably know people in other
cities. Satisfied customers can also give you referrals if you
just ask for them. And – very important – work with your
Sponsor, or another more experienced Distributor, to do
three-way calling.”
Being your own boss means
it’s your responsibility to ensure
that you are at the top of your game.
Industry News
Networking 101:
According to Direct Selling News (DSN), there are definite
secrets to success that every network marketer should
know and master. Being your own boss means it’s your
responsibility to ensure that you are at the top of your
game; here are six steps to help you stay there:
1
1. Simple Sells: No one will ever tell you that this
business is easy; it’s not. But part of your job as a leader
to your downline is to make the business as simple and
straightforward as you can. Remind your Distributors of
the available tools and resources that facilitate their job. Go
over the Success Guide, rehearse recruiting language, and
practice three-way calling.
2
2. LOVE Lucrative: Part of the benefit of this industry is
about being paid for the effort you put in, and when it’s
lucrative, it’s even more encouraging. Promote reaching
out on a daily basis, asking for referrals, and participating
in ongoing promotions that will help your downline earn
even more money.
3
3. Regularly Recognize: Telling people that they’ve done a
great job is a true sign of support and leadership. If someone
in your downline has excelled, or gotten off to a fast start,
tell them so! Pick up the phone, send an email, highlight
them at your next meeting… but recognize their efforts on
a regular basis. DSN also suggests segmenting your sales
force into two categories – new Distributors and others –
and to avoid recognizing the same people for the same
achievements, as it may be discouraging for the others.
4
4. Totally Trustworthy: A promise made must be a
promise kept. Your Distributors trust you to keep your
word, so when you say you’ll do something, follow through.
Remember, respect and trust are earned!
5
5. Picture Patient: A major cause of failure in network
marketing businesses is lack of patience. This doesn’t mean
you can just sit back and have your business magically
grow, but keep in mind it isn’t going to happen over night
either. Be patient, if you’re putting in the effort, using the
tools, and following the guidelines you will be successful.
6
6. Holler, HELP! Your Immunotec business is not a sink
or swim deal. Sometimes if you feel you’re treading in
uncharted waters, ask for help. Talk to your Sponsor, a
field leader, or a Regional Sales Director… They’re here for
you! Remember, you could be heading for an adversity that
could be easily avoided. If you think you need help, chances
are you probably do, so don’t whisper – holler, HELP!
Focus 15
 Business Beat
News & Info

Top Four Distributor Investments

With any new business comes its fair share of successes
and challenges, from which we learn important lessons.
To succeed, with your Immunotec business or any other
business for that matter, there are four key investments any
new Distributor should make.
3
3. Investment of Desire and Motivation: The desire to
succeed and to become your own personal best is critical.
Self-motivation and the willingness to grow both in
knowledge and in skill, come from within. Nobody can give
you ambition or desire. Remember, if your Immunotec

1
business is something you want badly enough, you’ll find
1. Investment of Time: Time invested is relative to success.
a way to get it.

4
It’s so important to set time aside to build your business –
it takes time and effort to build success! Remember, in 4. Investment in a Creative Heart and Mind: You may
business as in life, time wasted can never be reclaimed. not be the most creative person, but you must at least

2
2. Investment of Courage: There are times when you will
feel like you have taken one step forward for every two
taken backwards. It takes courage and determination to
continue to move forward, and to believe, without fault
that “I will do it.” Remember, when you need guidance
and reassurance, talk to your Sponsor – that’s part of why
they’re there!
be open to learn and to generate “brain power”. Turn to
your Sponsor as a mentor or leader, and duplicate their
successful actions! Set yourself up with motivational
literature that will inspire both personal growth and
powerful new business ideas. When you learn, your
confidence grows. With confidence, the more you will want
to learn.

Self-motivation and
the willingness to grow both
in knowledge and in skill,
come from within.

16 Focus
It looks even better when you’re there.

Aaron Petrosino, Gold Distributor: 846 Action Points

Qi Jiang, Investor Distributor: 455 Action Points
Moises Ariel Rivera, Gold Distributor: 384 Action Points
Lisette Jacques, Gold Distributor: 379 Action Points

®
Hot Distributors

Persistence
Confidence
“My goal for going
Diamond means supporting
my downline’s success.”
&
KEY TO SUCCESS
18 Focus
Just six weeks after Hyacinth Jennings’ son was born, he was put on a ventilator for
chronic asthma. Doctors prescribed steroids and other medication, but 14 years later
Kami still depended on his oxygen mask two to four times every day. His mother was
devastated that her son’s poor health had such an adverse reaction on his life and was
determined to find a solution.

I
In fact, poor health was rampant in Hyacinth’s household.
Her mother was diagnosed with osteoporosis and walked
only with the aid of a cane, and Hyacinth suffered from
fibromyalgia and arthritis.
Hyacinth’s goal is simple. She wants to get the message out
to as many people as possible, while attaining financial
freedom. “My goal for going Diamond means supporting
my downline’s success. The focus is on helping them
move forward to promote in rank, while duplicating the
“When I was approached with an opportunity for improved
messaging, the system, and the support that have been
health and wealth, I started with the basics: the products,”
given to me – and helped me to become successful.”
said Hyacinth from her home in Pickering, Ontario. “We
all experienced such drastic changes. I felt like I was finally
getting my life back, my mother was walking without a
cane again, and for the first time in my son’s life, he wasn’t Hyacinth Jennings
dependent on a ventilator.”
In June 2007, Hyacinth promoted to Gold, and says a
tightly-packaged story, effective business tools and training
seminars, as well as having Foster as a teacher and mentor
have all contributed to a boosted self-confidence and
successful business.
“Foster teaches us that the speed of the leader determines
the speed of the team. The corporate events remind us that
persistence and confidence equal success. We are always
surrounded by powerful leaders and powerful language –
and we know that communicating the right message to the
right people will bring us success,” Hyacinth said.
When it comes to recruiting, Hyacinth laughs at the thought
of not having anyone to talk to. “To me, ‘no’ means not today,
not ‘no’ forever… so I’m always going back to prospects,”
she said. “I’ll go through my old phone books, and when
I go for walks I say good morning to everyone I meet. If
you’re in my zone, you’re on my list. It’s as simple as that.”
This attitude has resulted in an expanded business for
Hyacinth, spreading as far away as Florida. “I spoke to
Hilsa Blackwood about the products and business
opportunity, she shared the same message with her friend’s
dad who then called a friend in Florida. Before you knew
it my Florida group was on fire!” Hyacinth says that you
never truly know how far you can go with just the right
person, and that’s why it’s so important to continually be
reaching to new contacts.

Focus 19
Hot Distributors

Dr. Alan Davey has been the Pastor at Weston

Park Baptist Church for almost two decades.
When he is not devoting time to his Toronto-based
congregation, he travels abroad to do relief work

Dr. Alan Davey

in countries like India and Bolivia. He teaches, is a
devoted father and husband, and in his spare time,
is a master scuba diver.

P Pastor Davey has been Foster’s spiritual guide and friend,

for years. Their relationship began to evolve one day
after Foster dropped off a box of Immunocal/HMS 90 on
Pastor Davey’s doorstep. “Throughout my sermons, I would
inevitably talk about my excruciating migraine headaches.
They were a constant battle for me,” said Pastor Davey.
Perhaps the biggest change for Pastor Davey has been
adapting to his new role as student, as opposed to teacher.
He spends hours in Foster’s office, listening, talking, and
asking questions. He attends corporate events, again in the
aim of learning business skills and product information –
and to attain the same level of confidence he has mastered

A Pastor’sDespite knowing Foster when he was riddled with back pain

and seeing his health transformation, Pastor Davey still
seemed unconvinced that the natural product could help
him, leaving the box unopened for close to a year. “Instead
of trying the product, I travelled for three months,” said
Pastor Davey. “By the time I got home, my migraines had
taken complete control of my life; that’s when I decided to
open the box.”
His migraines gone, Pastor Davey said it wasn’t a big step to
begin building his Immunotec business. “My role as Pastor is
to guide people to enjoy a better quality of life – I take the
same approach when it comes to my Immunotec business.”
in his church, with his congregation, and with the children
he has coached and taught all over the world.
“I feel ready now to go to the next level… to focus on
sponsoring Distributors, as opposed to only customers, to
reach out every day, not just as a Pastor, but as a business
person as well,” he said. “I feel confident that my business fits
what I’m all about, that I can help people with their health,
the same way I have helped with spiritual guidance.”
Part of the financial resources that this Silver Distributor
earns contribute to a bigger cause, which encourages
Pastor Davey even further. He recently was in India where
the program he worked on involved providing a chance at

20 Focus
 TOP: Dr. Alan Davey at Taj Mahal
TOP RIGHT & BOTTOM RIGHT: Girls’ School in India

an education for child laborers who would be otherwise

unable to attend school because they had to work to help
financially support their families. Pastor Davey’s program
helped subsidize these poor families by contributing the
money that would have been earned by the child. “The best
part about this business is that it allows me to continue my

Praise
relief work and other international projects. The benefit,
really, is two-fold; I am able to help those closer to home,
while having the means to reach out on an international
level and make a difference there too. To hear how excited
the kids are about school is really the most exhilarating part.”

For Pastor Davey, as for so many other Immunotec

Distributors, it’s about helping people. But as the Pastor has
discovered, it’s also about personal development and reaching
a higher place. It’s about committing to something that
matters to you – whether that be your home, your church,
your business – or providing an education, indeed a chance
at a normal life, for young girls across the globe.

Focus 21
 Whether it’s local events, home meetings, conference calls,
or corporate events, such as Set the Pace or Leadership School,
the couple says they gain the momentum and the skills
Hot Distributors

they need to pursue their business.

Six degrees of separation. It’s a theory that says that if a person is one step away from each person
he or she knows, and two steps away from each person which that person knows, then everyone
on Earth is approximately six steps apart. It’s another way of saying it’s a small world, and it’s the
business approach that wife-husband duo, Leslynn Cummings-Johnson and Gary Johnson, share
when it comes to their Immunotec business.

Leslynn Cummings-Johnson, Gary Johnson, and their family

Six Degrees
M “My mother knew Foster through a friend of a friend’s
niece, who then introduced us to the products and
business,” said Leslynn, a Silver Distributor from Miami,
Florida. “My mother, husband, and I all started taking the
products and we noticed an immediate difference – but so
began to spread that Gary had a natural product that could
keep you alert throughout the late shift that ended at 2 a.m.

“Drivers need to be alert, and that can be challenging

did the people around us.”
Friends and colleagues approach Leslynn to tell her how
beautiful her skin looks and what a bright smile she has –
and she takes the opportunity to introduce the Immunotec
face cream and toothpaste. Gary, who works the night shift
as a driver at the Fort Lauderdale International Airport,
introduced some of his colleagues to Xtra Sharp, and word
when you’re up all hours of the night,” said Gary, a Venture
Distributor. “A lot of the products on the market have
serious side effects, while the Xtra Sharp is all-natural, with
no caffeine or sodium. It’s been a huge hit.”
Leslynn and Gary are newlyweds, and began the business
together after seeing the potential for health and wealth.
They both work full-time jobs, but still manage to commit
about 35 hours a week to their Immunotec business. She

22 Focus
of Separation
is the Human Resources Manager for an international
company during the day, so does her calls and meetings
during the evenings, while he works at the airport at night,
and is up early in the morning to start reaching out and
following-up with his prospects.
And on weekends, you’ll find Leslynn and Gary busy building
their business and working with their team. Whether it’s
local events, home meetings, conference calls, or corporate
events, such as Set the Pace or Leadership School, the couple
says they gain the momentum and the skills they need to
pursue their business. For Gary, the three-way calls have
enabled him to expand his business, while Leslynn is all
about the Product Catalog. “I have a copy in my back seat,
in my purse… when someone says I have a healthy glow,
or that I’m so energetic, I whip out my catalog and say –
why don’t we set up a meeting so I can tell you about the
products I’m taking and a great business opportunity too!”
Ask the newlyweds about their goals, and they each have
their own priorities. For Gary, he says he wants more time
to be with his family and to provide a better lifestyle. For
Leslynn, she has the same concerns, but make no mistake
she says, “I want those big checks and I want to be in the
same bank line as Foster.” And ideally, indeed realistically,
there’s no reason why this happy couple can’t have both.
Focus 23
Hot Distributors

“ I got an opportunity
to give a presentation at
Leadership School in Toronto,
and with the confidence
it inspired, I began to believe.”

Beginning Frederick Cox

to Believe
Frederick Cox had developed a pattern.  Attend corporate events, get charged, come home – and
nothing. Participate in meetings, get pumped, come home – and still nothing. And then, last October,
something clicked, and Frederick’s business, indeed his life, began to change.

F “Foster kept on nudging – and he never quit on me,” Fred

said. “He saw something in me and encouraged me to be
myself. At his insistence, I began to speak at our weekly
Monday night meetings, then I got an opportunity to give
a presentation at Leadership School in Toronto, and with
the confidence it inspired, I began to believe.”
And to hear Frederick speak today, you’d never know
that he is shy. His voice is melodic, and his passion is
truly electrifying. He’s a Venture Distributor from
Pickering, Ontario, and finally, much to Foster’s delight,
is doing all the right things. He hosts and attends
regular meetings, participates at corporate events, applies

24 Focus
the business tools, and teaches his team to do all the
same things.
Like Foster, Frederick is a strong believer in the Success Guide.
For him, all the steps are created equal, indeed, only as a
six-step package, he says, does it create the kind of synergy
that has been instrumental to him, and to so many of
Immunotec’s Distributors.
Step Five of the Success Guide details a variety of ways for
Distributors to reach out every day. Frederick follows the
rule, saying, “My neighborhood has about 4,000 homes,
so I figure there are at least that many people for me to
reach out to, and out of that many, at least some will be
interested.” Part of his routine includes his daily walk
when he distributes between 300-400 flyers. “Some people
are skeptical when they see flyers, and sometimes it takes
a few flyers before they act, but I’ve seen a lot of success
from this approach.” Newcomers are invited to attend his
weekly Tuesday home meetings to listen-in, ask questions,
or simply reflect.
“Not everybody is going to make an on-the-spot decision
about the products or the business opportunity,” he said.
“But I make sure that I have their contact information
before they leave so that I can follow-up in a timely fashion.
A thank you note or an email is always a nice touch.” If all
else fails, he says, and the person isn’t interested, he asks the
burning question: Who do you know?
For Frederick, it is the beginning of the journey. He is
committed to making Immunotec his full time career,
saying, “Success is a synergetic exercise of desire, planning,
and execution.” This kind of language, this kind of attitude,
is what great Distributors – great leaders are made of – and
really, what the Immunotec opportunity is all about.
Frederick Cox and his family
Focus 25
 December 12/07
december promotions
Recognition

Lisette Jacques Moises Ariel Rivera Renee Beverly-Ray Charles Dizaine Nicole Miron
Gold Gold Silver Silver Silver

Distributor Name Title Distributor Name Title

LISETTE JACQUES Gold CHRISTINE DIZAINE Silver
éTIENNE LACHAINE Gold ARAMIS FONSECA Silver
SYLVIE DESROCHERS Gold NICOLE MIRON Silver
MOISES ARIEL RIVERA Gold SADIQUE OSMAN Silver
FANNIE & THOMAS ABRON Silver ROBERT PIPER Silver
RENEE BEVERLY-RAY Silver ANIA RIVERA Silver
CATRIONA BROWN Silver GISELA RIVERA Silver
MARIE-CLAIRE DIONNE Silver ALEXANDER STRACHKOV Silver
CHARLES DIZAINE Silver SUSAN TRIGONIS Silver

december ACTION BONUS – top three

Moises Ariel Rivera Ronalyn Dallas Charles Dizaine

Distributor Name Total Points Amount

Moises Ariel Rivera 128 $3,677.04
Ronalyn Dallas 120 $2,206.22
Charles Dizaine 110 $1,470.82

January 01/08
january promotions

Barbara Caccarile Nathaniel McCallum Bruce Watson Denis Guy Elizabeth M. Irwin
Diamond Gold Gold Silver Silver

Distributor Name Title Distributor Name Title

BARBARA CACCARILE Diamond KAREN CULHNO Gold
CAROLE BABIN Gold ROBERTA FRY Gold

26 Focus
 January promotions – cont’d

Richard Miron Rita Rodriguez Karen Rogers Nathalie Warnet Jon A. Watson Brian L. Watson
Silver Silver Silver Silver Silver Silver

Distributor Name Title Distributor Name Title

NATHANIEL MCCALLUM Gold DR. GREG KURULIAK Silver
CATHERINE OWENS Gold JEAN-MARIE LAGACé Silver
RICHARD PERKINS Gold CLAIRE LEBLANC Silver
BRUCE WATSON Gold CYNTHIA LORENZO Silver
JAMES BOYLE Silver ZLATA LUBE Silver
JOEL CABATIC Silver DANIEL MALFARA Silver
JOSEPH CACCARILE Silver RICHARD MIRON Silver
Catherine Owens CARLOS CARDENAS Silver ANTHONY NARINE Silver
Gold GILLES CHARTRAND Silver SWEN D. PAGUIA Silver
KASSIDI VIRGINIA CORTEZ Silver JAMES W. PATTERSON Silver
STELLA COSSETTE Silver MYLèNE PEARSON Silver
HAROLD B. DAILY JR. Silver ELENA POPOVYCH Silver
MARCIA DARBY Silver SABINA RABAEVA Silver
ROWENA DE LA COSTA Silver RACHEL RAUGHT Silver
RICHARD DORIA Silver RITA RODRIGUEZ Silver
JOAN FOSTER Silver KAREN ROGERS Silver
CECIBEL GOLLER Silver BRIDGID SANDLER Silver
ALEXANDRIA GRANDBERRY Silver AURELIO SIENES Silver
Anthony Narine DENIS GUY Silver DONG VAN NGUYEN Silver
Silver YOCASTA HAHN Silver CLOE WADDELL Silver
ELIZABETH M. IRWIN Silver NATHALIE WARNET Silver
PATRICIA KENTON Silver JON A. WATSON Silver
ALEXANDER KLOUBKOV Silver BRIAN L. WATSON Silver

january ACTION BONUS – top three

Aaron S. Petrosino Karen Culhno Nathaniel McCallum

Distributor Name Total Points Amount
Aaron S. Petrosino 140 $4,067.62
Karen Culhno 131 $2,440.57
Nathaniel Mccallum 127 $1,627.05

january moving up
Distributor Name Amount Distributor Name Amount
Lisette Jacques $750 Nicole Miron $250
Renee Beverly-Ray $250 Sadique Osman $250
Catriona Brown $250 Susan Trigonis $250
Marie-Claire Dionne $250

Focus 27
 “I believe that 2008 holds the potential
Message from the President

to be a record year for Immunotec,

Message
and the beginning of dramatic growth
for each of your businesses.”

from the
President
I have been part of the Immunotec family since
November 2007. During this time, I’ve had the opportunity
to attend several corporate events and to meet many of you.
I’ve been touched by your product stories, and impressed
with your business accomplishments, and indeed, moved
by your incessant desire to dream – and your tenacity to
succeed. For some, the rewards come from giving the gift
of improved health to loved ones, while others are reaping
the benefits of being their own boss, setting their own
goals, and being rewarded financially for their efforts.
I knew when I joined the company that there was a
potential for this company to grow. But now, more than
ever, I am convinced. We have dedicated Distributors, a
strong corporate team, a hungry market, and a literally
unlimited opportunity to help people throughout North
America to achieve both wellness and wealth.
Our primary mission in the next weeks and months is to
help you introduce Immunotec to even larger numbers of
Distributors, and to spread the word about our extraordinary
products and our great business opportunity.
We’ve already seen strong growth in the last two months,
both with our Distributors and our sales. I believe that 2008
holds the potential to be a record year for Immunotec, and
the beginning of dramatic growth for each of your businesses.
I look forward to working with you, and for you, to
help you realize your goals and make your Immunotec
businesses enormously successful!

James A. Northrop
President & CEO

28 Focus
 ®

IMMUNOTEC
ANNUAL EVENT
2008
Achieving Now…
More Than Ever

September 12 – 14th, 2008

Atlantic City, New Jersey
SHERATON ATLANTIC CITY
Convention Center Hotel
 Believe

Be the Leader You are Looking For

Portland, Oregon Atlanta, Georgia

April 19 & 20 May 3 & May 4
Call Distributor Support to sign up
for Leadership School today!
(888) 917-7779