2. Define your dreams and your purpose Define your dreams and your purpose

3. We don’t have to face failure if we have no yardstick. If we don’t do much, nobody- including ourselves knows. People without goals drift. People don’t plan to fail – They simply fail to plan.

4. GO BACK THROUGH THE LISTS Circle those areas that are most important, when you get 10 things circled – STOP 3 Months 3 Months 6 Months 6 Months Year Year Future Future

5. TIME TO TRANSLATE FIRST AND FOREMOST Determine monthly Requirements to live within your means Do this by determining your average monthly outlay and subtract from your average monthly incomes ----

6. EXAMPLES A – OK Budget Person Rob Peter Pay Paul Monthly Income $4,000$4,000$4,000 Have to Monthly Outlay $1,000 $3,900 - $4,100 $4,500 Actual Monthly Outlay $2,000 $3,900 - $4,100 $5,000 $ Required 0 @ $100.00 @ $1,000

7. Calculating Commission Required A – OK Budget Person Rob Peter Pay Paul Needed$0$0$1000 Cushion$0$300$0 1 Non- earmarked commission check $300$300$300 Mo Comm Req to cover current Expenses $300$600$1300

9. Now we have an idea as to where we want to go for next year But wanting and doing are two different things Time allocation --- GET YOUR CALENDARS OUT

10. Facing Reality and Fitting your Business into and around your life 1. How much time per day are you REALLY willing and able to give 2. How many blocks of time per week are you REALLY willing and able to give 3. How many Saturdays are you REALLY willing an able to give 4. Are you going to NATIONAL TRAININGS 1. Leadership – 4 days in February in Miami 2. District – 1-2 days (probably in May) 3. Convention – 4 days in August in Greensboro 4. Regional – 3 days in October (probably in OC) 5. Are you Coachable 1. Can you follow directions 2. Will you follow directions?

11. How much time would you like to How much time REALLY Stipulations and restrictions Daily – Maintenance Weekly – Showing & training Monthly – Saturday trainings Leadership District International Convention Regional Are you Coachable Can you follow directions Will you follow directions

12. MINIMUM FOR GO NOW 80 – 20 Rule : 80% producing - 20% non producing At least 15 minutes a day admin Two 2L a month One Sat or weekend a month One other training / coring a month COACHABLE

14. WHAT EXACTLY DO YOU HAVE TO DO TO HIT YOUR GOALS Formulas Formulas 4 to 1 Law of averages 4 to 1 Law of averages Talk to 4 to get 1 to look Talk to 4 to get 1 to look Show 4 to get 1 distributor Show 4 to get 1 distributor (Talk to 16 people for each average distributor) (Talk to 16 people for each average distributor) 4 distributors to get 1 go now 4 distributors to get 1 go now (Talk to 64 people for each go now) (Talk to 64 people for each go now) Base 10 - 7 strong Base 10 - 7 strong Volume needed for goal divided by 400 to calculate number of distributors needed Volume needed for goal divided by 400 to calculate number of distributors needed LONG TERM CALCULATION LONG TERM CALCULATION $ amount by what time $ amount by what time How many centers cycling how often How many centers cycling how often How many go nows to insure results How many go nows to insure results

15. Law of AVERAGES formula # of distributors x 16 # of distributors x 16 Divide total by the number of days or months to get to goal (suggestion – use 2/3 the actual time you want to reach your goal by) Divide total by the number of days or months to get to goal (suggestion – use 2/3 the actual time you want to reach your goal by) This will give you the exact # of approaches you need to be making to reach your goal ON YOUR OWN – NOT COUNTING THE TEAM This will give you the exact # of approaches you need to be making to reach your goal ON YOUR OWN – NOT COUNTING THE TEAM

16. BASE 10-7 STRONG FORMULA Determine how much BV per month, per organization you need to reach your goal Determine how much BV per month, per organization you need to reach your goal The BV per organization divided by 400 gives you the number of distributors needed doing base 10 – 7 strong The BV per organization divided by 400 gives you the number of distributors needed doing base 10 – 7 strong Use Law of averages to compute how many people you need to approach (note if there are existing base 10-7 strong players – subtract from goal) Use Law of averages to compute how many people you need to approach (note if there are existing base 10-7 strong players – subtract from goal)

17. LONG TERM – SET AMOUNT FORMULA Example – by the end of two years I want a solid $50,000 a year ongoing residual Example – by the end of two years I want a solid $50,000 a year ongoing residual $60,000 a year divided by 12 months = 5,000 a month. $60,000 a year divided by 12 months = 5,000 a month. $5,000 a month divided by $1500 (cycle) = 3-4 cycles a month. Need at least one business cycling weekly $5,000 a month divided by $1500 (cycle) = 3-4 cycles a month. Need at least one business cycling weekly 4 go nows an organization to secure a “LEG” 4 go nows an organization to secure a “LEG” Use law of averages Use law of averages Talk to 64 per go now x 4 x 2 legs = 512 people Talk to 64 per go now x 4 x 2 legs = 512 people 512 divided by (2/3 of 2 years) 16 months = 512/16 = 32 people a month = 1 person a day 512 divided by (2/3 of 2 years) 16 months = 512/16 = 32 people a month = 1 person a day

18. FINAL CALCULATIONS 1. If we want a new distributor to cut their first check in the 3 rd month, they need 2 people sponsored in 2 ½ months 2. REMEMBER 2/3 of the time – so let’s say in 1 ½ months 3. 2 distributors x 16 people to talk to = 32 people in 1 ½ months = 32 people in about 45 days 4. SURPRISE! Talk to an average of 1 new person a day and you will hit your goal

19. MOST IMPORTANT DO YOU FEEL YOU CAN APPROACH AT LEAST ONE NEW PERSON A DAY? DO YOU FEEL YOU CAN APPROACH AT LEAST ONE NEW PERSON A DAY? IF YES – WRITE THE GOAL STATEMENT IF YES – WRITE THE GOAL STATEMENT IF NO – SHIFT IT IF NO – SHIFT IT AT THE END OF EVERY DAY TO BEGIN AND END OF EVERY MONTH – MEASURE MONITOR AND ADJUST --- NUMBERS ALWAYS TELL YOU WHERE YOU ARE AT THE END OF EVERY DAY TO BEGIN AND END OF EVERY MONTH – MEASURE MONITOR AND ADJUST --- NUMBERS ALWAYS TELL YOU WHERE YOU ARE

20. GOAL STATEMENT FORMAT It is March 15, 2005 and I am a Coordinator because I have personally sponsored two distributors and I have successfully generated 1200 bv’s up the left and right of my organization and received my first $300 commission check It is May 15, 2005 and I am no longer robbing peter to pay paul because I am living within my means It is May 15, 2005 and I am an Executive Coordinator and have earned $1500 in commissions with my Market America UnFranchise It is August 1, 2005 and I am scheduling my monthly private date with my husband and doing so every single first of the month It is October 15, 2005 and I am putting my down payment on my brand new silver seabring convertible It is December 15, 2005 and I have paid my Visa bill in full and always to be paid in full by the end of every month or not to be used

21. MEASUREMONITORADJUSTCONTROL

22. NOW WE KNOW WHAT WE NEED TO DO WHERE DO WE GET ALL THE NAMES?

23. Prospecting Recruiting Sponsoring

24. No Recruiting No Sponsoring No Customer Development Without a... NAMES LIST

25. CHALLENGES WITH NAMES LISTS Names lists and contacts seem to be kept on many sheets of paper. Even when on ONE sheet, there seems to be delays and difficulties getting to the name and number needed or wanted at a particular time, especially as a possibility moves into a customer or a recruit.

26. OBJECTIVE 1. Get names into one place 2. Determine a fast, easy way to keep track of names and status 3. Keep portable so that it is easy to update on the spot 4. Keep action required handy 5. Complement company terms and applications – possibilities, prospecting, recruiting and sponsoring

27. SOLUTION NOTE: IF YOU HAVE A SYSTEM THAT WORKS – KEEP IT, THIS IS JUST ANOTHER SUGGESTION BASED ON THE CHALLENGES SEEN) Single book (3 ring binder divided into 4 sections with POCKET dividers) Categories of tabs same as JR’s definitions (quoted from prospecting and recruiting workbook) BOOK LAYOUT 1. Front – Calendar 2.What is it, two minute commercial 3. SECTION 1 – SPONSORING 4. SECTION 2 – CUSTOMERS 5. SECTION 3 – RECRUITING 6. SECTION 4 – PROSPECTING 7. Back – Blank copies of forms you use

28. START WITH POSSIBILITIES Section 4: Prospecting (possibilities) Definition – the process of developing and creating possibilities. The process of adding names to the possibility list. JR refers to this as filling the bean jar or funnel. MOST IMPORTANT – NO PREJUDGING

29. Names List Work Sheet Names beginning with: Date entered NamePhone / AddressTraitProductsRank

30. NEVER RUN OUT OF NAMES Day 1: List everyone you know from your present life and from your past Day 2: Write the trait that first comes to mind. Can be positive or negative. Day 3: Read the product section of the manual completely. Day 4: Read your list and write the product(s) that come to mind immediately. Day 5: Rank each person – B1-B10 and P1-P10 Make an appointment with your sponsor or upline

31. Review the Names List Top 10 Business and Product prospects Profile and review them with your mentor While you are working on that also pull your Bottom 10 DUDS – you know the ones you just don’t want them in your business, but you don’t even want them as customers! WHY?????

32. To Practice on them of course!