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Not so! I know, and surely you know, people who have gone to college to get a degree, and there is absolutely nothing wrong with that. Maybe you're one of them. You go to school everyday. Then when you finally graduate- how much money can you make? When you learn and understand them, you can teach the Napkin Presentations to others. The book you are now reading is your key to tomorrow's success. We don't want you to get up tight by thinking you can't teach someone what you are learning here. Sure, this may be the first time you've read or heard these concepts and we really can't expect you to know it all well enough to teach it.

If your sponsor is a REAL "sponsor", he will help you with your first 5 people. As a suggestion, we ask that you set some sort of goal for yourself.

Welcome to MLM University! Draw a picture of a crowd of runners. Note the arrows showing a runner trying to catch up to the crowd-and the runner going even FASTER trying to stay ahead of the others.

You may find it simpler to draw circles to illustrate this point. Remember when you were in PE. Since there is no "Finish Line" in this race, you can all be winners. When you sponsor someone, have them consider the first 2 to 6 weeks in the business as their training month. Don't have them start counting their months until they are ready to get serious.

Once you read and study and understand what I am going to show you in the following pages, you will be motivated and encouraged every time you see a new high rise office building under construction. Notice that when construction begins it seems like it takes months and months, almost forever, before you see it begin to rise out of the ground.

But once it gets above ground-level it seems to rise about one floor 30 per week-it goes up FAST! Now you can start going up. It's sort of like the gold prospector who spent months and months digging a mine, only to give up and quit when he was just 6 inches from the main vein. Again, let's go back to the salesman. That's what hap- pens to them. They move on to something else just as they were about to hit bedrock and start seeing the building rise.

You really can't expect to see visible results of real growth until you have gone down at least 4-deep. It doesn't necessarily mean you have to be 5-deep AND 4-deep; if any one of your lines is four deep it means you are starting to build floors and are visible.

Notice that they haven't reached bedrock even if they each sponsored 5 "product-users" or "wholesale-buyers" and had a group of Without a solid foundation sitting on bedrock, the building can't get too tall or it will crumble.

Relating this back to taking a trip to California, the person that sponsored was in first gear too many times. If they all sponsored 5, he would never get out of second gear! You won't get stuck in Second-Gear. Before going to N. The ones that follow can be introduced any time after your people have started sponsoring others into the business. By this time you have sponsored a number of people. This presentation is one that is fun to do with a group of people, more so than in a one-on-one situation.

Almost everybody has heard the phrase, "When my ship comes in If you learn and apply these Napkin Presentations, you can be there when it comes in. I sometimes ask people if they have a long-lost relative that is going to die and leave them a lot of money. The fact is: most people really don't have much of a chance of that happening. Most people really don't have much of a chance for their ship to come in, however, in Multi-Level Marketing, they CAN!

When you're out talking to people, you can give them HOPE-hope that they don't have to spend the next 30 to 40 years working for a company just so they can draw a pension and retire. Did you ever notice how people work 30 to 40 years so they can retire and "see the world"-and now they are trying to live on half their income?

Most people are fearful about trying to start and build a business of their own. MLM gives them the opportunity, without disturbing their present means of support, to get involved and try it out. This would represent your reaching the top of whatever Multi-Level Marketing organization you happen to be involved with.

When your ship arrives, you are going to "cash-in" on whatever cargo it is carrying. Off to the side or at the bottom of your napkin, you draw the "shore"-that's where you are waiting for your ship to come in.

T" Empty. They may be at any level on down the sponsorship line s. Knowing that you were going to "cash-in" on the cargo when your ship comes in, which of the ships are you going to work with to help them reach the shore?

The "GOLD" ship you say? Of course! So why is it that most people seem to want to work with the empty ship? Because most people have never been involved in anything like this before.

The parallel is this: The "GOLD" SHIPS are the sales types they've sponsored and left on their own, thinking they don't need any help or direction-they are just going to run with it and really go. Maybe they will-but probably they won't-not without the success keys of building in depth rather than width.

The M. They tend to be somewhat negative and easily discouraged. When they understand it, they will start working with the "GOLD" ships. Simply put, the more silver ships you have that turn to gold, the less you have to sponsor to get your five serious people. They call you all the time with many questions they want answered. They understand enough about the program to know it will work, and it excites them! Goals help to drive a person to get what they really want.

It's not absolutely nec- essary to have them written down, but it doesn't hurt , just so long as you have some definite things in mind that are a burning desire for you to achieve.

The reason for having it written down is simple: you can add to it at any time and you won't forget the name later. You may be driving in an area that you haven't been in for awhile. Just being there will usually jog your memory of someone who lives or used to live in that neighborhood. A few days later when you are thinking about calling someone, you can scan down your list, and low and behold, there is that name!

If you hadn't written it down when you thought of it, you may have never thought of them again. They look forward to your coming for a visit, business or pleasure. We all like to be around positive thinking people-it's contagious! The list could go on and on about the identification of a-gold ship.

If you just understood these three words, you would understand what makes all MLM programs work. Referring back to the M. T empty ship type of person: When you call them because you want to help them, you get the feeling that they weren't exactly thrilled about you calling.

This is a very good indication that they feel you are being "pushy" and bugging them. When you call "empty ships," they think you are pressuring them. On the other hand, when you call a gold ship, they just figure that you are calling because you want to help, and you will pick that up in the tone of their conversation.

They are the ones you must keep proving things to all the time. Realize, that when the empty ship sinks, it will either go down alone, or in the event that you work with empty ships rather than gold, it will drag you down with it.

That is why we try to train our people to stay away from the empty ships and work with the gold ships, or with the silvers to help them to become gold ships. Spend most of your time working with the gold ships to develop their own organizations down-group. All of a sudden, the M. If a person's attitude about the business is on the way down, trying to stop it enroute is next to impossible-you almost have to let it hit bottom.

But if you run the risk of trying to bring them up while they're on the 40 way down i. This is somewhat of an enjoyable way of communicating with your distributors. When you get together, you can ask them how they are doing with their ships; how many Bolds? If you do, you have totally invalidated everything you've told him, because you told him right up front that he didn't have to go out and SELL.

If you ask them what they've sold, their first reaction will be to think that you are only interested in knowing how much money you are going to make off of them-and they are probably thinking correctly.

Afterward, you can call the 1st level person you originally wanted to talk to, and the first thing you let them know is that you were just talking with one of their distributors who is excited, and that you are going to get together with them.

Display to your people that when you call, you are calling to HELP them, not to "check-up" on them. By now you should be aware of the difference. To wrap up this Presentation we point out that you the reader are NOT an "empty" ship.

If you are, you probably wouldn't be reading this book. If you feel you were an M. The reason I don't do that is because even if Carol wanted or even needed to earn some extra money, she would probably want me to think that she's doing okay financially and she would say, "No, I'm really not interested.

Do a little experimenting on this. The next ten people you run into, gas station attendant, grocer, barber, cleaners, etc. Their response will tell you something. Most of the time their response will probably be, "What is it? When they say, "What is it? Some people are offended by getting dragged off to somebody's home for an hour-and-a-half presentation and they have no idea why they are going there.

Some companies train their people to not say anything. Your reply when they ask you what it is will be, "Do you know anything about Multi-Level Marketing? Just enough confusing information for them to say "No", and not enough information for them to say "Yes. In the process of helping the people that you brought into the business, you will run into other people that you will be able to talk to.

When you run into these people, you want to talk to them about Multi-Level Marketing so you can introduce them to your program.

Most people have some fears about doing that. Where those fears come from is the idea that the person will say "No" to them. A guy is at the first dance he's ever been to. He walks clear across the room and asks a girl to dance, and she says "No. He will absolutely swear that everybody in the whole auditorium SAW him get rejected.

Nobody likes to be rejected. Another type will ask a girl to dance, and if she says "No", will ask the next girl and the next. To do that, picture yourself standing on a dock. Remember, if you are waiting for YOUR ship to come in, you'll have had to already have sent your ship s out. If you launched only one ship and it returned empty, what good did it do to have your ship "come-in" at all?

The more ships you launch, the better chance you will have of some of them coming in carrying GOLD. The ships carrying GOLD are the ones you should work with.

Notice the launching ramp. If they say, "No, I don't know anybody," you can say, "Fine. If you happen to run into anybody, would you have them call me? So you weren't rejected. There are only two possible results in launching a ship.

You're standing on the dock! Send it out and help it to turn into a gold-carrying vessel. After presenting the Napkin Presentations 5 and 6, people will tell you they plan on being a "gold. Take advantage of their invitation-you will benefit also! But remember, your sponsor helping you to sponsor, IS part of your training. Even though your sponsor does the "work," YOU still get credit for being the sponsor.

You may have to sponsor more than 5 to find 5 that want to be serious. Because all of a sudden you find one serious person.

Teach them also to teach their people to sponsor. When they have gone 3 or 4 deep in building their own groups and don't need you any more, then you can go looking for another serious person to sponsor to replace them. It' s a natural result of working with your people.

You will notice that if you separate the logs of a campfire, the fire will go out. If you put them back together again, the fire will blaze up.

People are the same way. The next time you're meeting someone with your sponsor, in a restaurant for example, and arriving first being there by yourself , notice how much ENERGY there is or ISN'T around the table.

So you want to get together with your sponsor and share the Napkin Presentations with one or two of your down-line people, and get them "Sizzling" and excited about what can happen.

A good place to do this is in a restaurant. Pick a time when the restaurant is the least busy, around 10 a. You may want to set up a schedule so your people will know where you'll be at various times during the week. If you were to bring someone to a "Sizzle Session" who was a little bit skeptical a "wet log" , and introduce them to the BLAZE, they would dry out and become part of the fire.

So what happens if you are all by yourself and you, being new in the business, talk to someone who is skeptical? That's like trying to put a wet log on nothing. Let's say you are a twig, just getting started in the business.

Your sponsor, who's been around a little longer, is a LOG. Just having someone with you can make a difference. It gives your sponsor someone to bounce conversation off. I could want Joe to get a message and if I'm talking to him directly, he might not really "hear" what I'm saying. But if I'm talking to Carol, knowing that Joe is listening There are people called "eaves- droppers" who could be "listening-in" on some of our conversation.

You can spot them, leaning back, trying to hear more. Give them an opportunity to approach you. They won't come over to the table when there are four peo-ple there, but they may come over if you are by yourself. We always start the "blazing" sessions by having the people, as they arrive, tell something positive that has hap- pened with the products or their organization.

While we're there we talk only about the business. We don't try to solve the Middle-East crisis or any of the world's other problems. WE are there to share ideas about how to build our business and how to talk to people about our business.

We always break up our sessions with a parting word that goes something like, "Just think! This is as hard as we will ever work! You might say to them as they leave to go back to work, "See you later Nick, but remember That's as hard as you'll ever work. This will give you an excellent understanding of what motivates people.

You will learn how to work with your people to motivate them. You next draw two arrows- one pointing down, and the other pointing up. Let me explain. Most of you probably have been to rah-rah motivational rallies and found yourself gung-ho to get with it and get going again with the program you are in. You usually find that you've cooled off again in a couple of weeks or months. When you take a hot bath, it seems the hotter the bath, the quicker you seem to cool off.

I have seen people go to motivational rallies that last up to three days-then two weeks after they get home, they are totally depressed. That's why they get down. Going to seminars, getting together with your sponsor, reading a book, moving some product, obtaining more knowledge-these are all forms of hot-bath or down-motivation. That's not to say they are bad-for they are necessary.

Imagine that you are going to talk to someone about your business. That person doesn't know anything about it, so they have an attitude level of zero. Let's say for you to be effective in talking to them about the business, you need an attitude level of 50 degrees. If your attitude level is short of 50 degrees, don't talk to anybody, because they will just drag you down. The person you want to sponsor has come to your presentation. They have signed the application. They want to get started-and boy are they excited about the business!

They're all the way up to 65 degrees-they're going to get RICH! Before they have had a chance to learn anything, they go out and start talking to people. Since they really don't know how to handle themselves when confronted by negative skeptics, they get negative themselves.

Even from well meaning relatives and friends who may have been disillusioned by getting "signed up" by someone who just wanted to "get rich" off them, rather than by someone who was willing or able to help fffCTWF Lf�L 54 them build a business-a real "sponsor"-with a commitment to helping others ahead of helping himself or herself.

What will happen is they will drop below the 50 degree level. You get back together with them again, answer their objections and questions they may have, and they'll go back up, maybe to 70 degrees. And this time they will stay up a little bit longer before they go below 50 degrees again in their attitude level. Your sponsor SP. We start with 5. Notice that when you sponsor 5 people, you have only 25 degrees.

Again, a mistake to avoid: sponsoring more than you can effectively work with; adding 5 degrees at a time and losing them just as fast. Your sponsor helped you sponsor these 5 people and you in turn will help those 5 people to sponsor others for their 5 degrees. Their 5 degrees is 10 degrees for you. All your second level people are worth 10 degrees each for you.

NOTICE: if you only helped one of the 5 people to sponsor 5 others, that would put you above 50 degrees. The third level is 20 degrees. The fourth is 40 degrees. The deeper you go the hotter it gets! The only way you can appreciate this phenomenon is when it's first happening-and that's why you want it to happen to your people as soon as it can possibly happen for them.

Here is an example: Carol sponsors Tom, and Tom sponsors Bill. Carol gets a phone call and finds out that Bill went out last week and sponsored 5 serious people-he's really going to run with it! Let me show you an exception to that. When you sponsor someone into the business, they are a Silver Ship. Everyone comes in as a Silver. They're excited, but they haven't gotten serious yet. Everybody has at least one friend. Get together with your people-help them to sponsor some of their friends who come in as Silver ships.

What will happen is, that in the process of helping the Gold, the Silvers will be converted to Gold. That is how you convert the Silvers; get someone under them. If that person under them really goes is a Gold the Silver that had sponsored them will say, "Hey! I'd better get my act together. It has been said, "You can motivate people faster and more effectively by putting a candle under their sitting place than by putting a blow-torch to their thinking place.

They cannot be dependent on you forever; otherwise, it's not going to work. There has got to be a point where they don't need you. We say this point is when your people can teach their people to teach all ten of the Napkin Presentations-then they know everything they need to know to build a strong organization. Then you can go find another serious person to replace them. Let's suppose for this example, you sponsored Sue.

You would say, "Sue, let's say you are like the sun. The sun has more energy than anything we 57 know of. You continue by saying, "The person you Sue sponsor is like a pan of water. So, in your group there is a "sun. If you took a pan of water and set it out in the middle of the hottest desert on the hottest day of the year, it still would not boil.

It will take degrees for the water to begin to boil. It won't boil at degrees or degrees, it has to be at least degrees to boil. So notice: if your attitude is at degrees, and only needs to be at 50 degrees to be effective, you could talk to anybody at anytime about what you're doing. So that's the direction your attitude is heading. We just told you that the sun can't make the water boil-your sponsor can't make the water boil either.

None of the "hot bath" motivation can. I don't care if all the top people in all of the Multi -Level companies came to town for a rally and you went to all of them-your water will never boil.

They can get your attitude above the 50 degree effective level, but it's up to you to get the water boiling. And remember, your sponsor will help you. In other words, you know some people your sponsor doesn't know. Your sponsor will go with you and help you to sponsor someone. Once you have sponsored someone, you have started the burner under the pan. With 5 people 58 sponsored you now have the pan sitting on 5 jets of the burner, the maximum number the pan can effectively cover. Notice: the water isn't boiling yet; it's only 25 degrees if your 5 people have not sponsored anyone yet.

But, if any 3 run off a string 3 deep, or any 2 a string 4 deep, or any 1 a string 5 deep; the water begins to boil. Any combination that adds up to under the pan will get the water to boil. At the time the water is boiling, the sun sponsor can go away and the water will continue to boil.

Once you've shown a person this and you call them on the phone, they realize that you are calling because you want to help them. You are not calling to give them a blow-torch to the head, but rather you are calling to see if you can light another burner or turn the temperature up on those already lit.

You want to help them to get their water to boil. The farther you go down the group, the hotter the burner gets. In all the programs, once you have a person with their water boiling, it may look similar to the example to the left. Notice that you have others sponsored as well.

The first one to boil is not necessarily the first one you sponsored. It is the first one that got serious and got the depth in their organization to get and keep it going. When the water boils there, you can continue working with 5 serious people. Notice that the pan can sit on only 5 burners at a time. This kind of goes along with the first Presentation in Chapter II. If you have 15 people sponsored into the business, you can really work effectively 59 with but 5 at a time.

You may have to sponsor 10 to 20 people to get those 5 serious people. What happens to the others? We put them on the back burner so to speak. So, when you have the water boiling on one or more of the "5," before you go out to search for someone brand new to sponsor, take a trip around the back burner and let them know what's going on.

You may find that because of timing and circumstances, at the time you sponsored them, they weren't ready yet to get serious about the business, but they are ready now.

Maybe they were just waiting to see how the program was going to work for you. So take a trip around the back burner. This "Pentagon of Growth" lays out an important view of how FAST your organization can grow, if you adopt the principles which we have outlined in this book. You start by drawing a pentagon and writing "YOU" in the middle of it. We'll allow for a Training Month and use increments of two months as we develop growth of our organization.

You can use whatever time frame you wish, however. Write 2M-5 by one side of the pentagon as shown in the figure for "2 Months" In 2 more months i. At the 61 same time you have developed 5 more serious first level people. Your pentagon is now looking like the one above. After 6 months you may have third-level people under your "original" five, 25 second-levels under your second group of 5 serious people, plus you have developed a third set of five.

At the end of 8 months: your pentagon of growth may appear like the example to the right. Now at this point, hand the napkin or board over to your student, give them the pen, and have them complete the diagram on out for 10 months. Just put a line for 10 months 10M of the original group as the figure is too large to effectively identify with, as it's over 3, The example to the left is what they should now have.

Go around the pentagon one more time and extend it to a year. To really put emphasis on how building in depth can make your organization grow rapidly, cross out all of the groups-except the one under your original five serious people. Now Go Do It! Most distributors seem to have the attitude, "Who can I get into my business? They can learn everything they would need to know by investigating five to ten hours per week for six months.

You can't dig your foundation in thirty days. It takes at least six months. From the time you leave your home for your weekly training session, attend the meeting, have coffee and drive home, you have already spent three to five hours. The rest of the time is spent listening to positive motivation tapes, tapes about your program, meeting with your sponsor, attending sizzle sessions, talking to prospects, etc.

This can all be done along with anything else you have already been doing outside of MLM. No one anywhere can come up with a college course where that is even a remote possibility. That is what is exciting about MLM. You can actually learn in six months everything you need to know to retire in one to three years.

Do you remember when you were in college and you went to the bookstore and bought your books for the quarter? Big, heavy, thick text books.

You could hardly wait to get back to your room so you could start studying them. Do you remember how you could hardly wait until the end of the quarter to be tested on the material? While you were going to school, did anyone pay you for going? Since you went to college for four years without getting paid and since you had no hope of retiring in one to three years, then why do you get so concerned about how little you have made in your first few months in MLM?

Remember, you are in school. MLM school. Some people in MLM get discouraged after only a few weeks. I don't think they have a right to be discouraged unless they have had at least six months of MLM school. Try letting a medical student operate on you after they have been in school for a few weeks. You would probably be very disappointed with the outcome. Ask a doctor, a lawyer, a dentist, or any other professional person how long they have been practicing their profession.

Their answer will be figured from the time they graduated, not from their first day as a college freshman. When you ask someone in MLM how long they have been in the business, they will tell you from the day they first signed their Distributor Agreement or Application. You should actually keep track of the time 66 you are in the MLM business beginning from the time when you knew what you were doing. The only time you will be disappointed is when you expect something and you don't get it or it doesn't happen.

Too many distributors come into MLM expecting to start making big money right away. First and foremost you need to go to school. That will take at least six months.

Consider those going to college. After six months into their freshman year they still have three and a half years to go before they are even ready to look for a job. To be really successful in MLM you must teach someone else to be successful. Your distributors need to quit being so concerned about what kind of money they are making and increase their concern for teaching and working with their downline. The quicker they do this the quicker they will find real success in MLM. But this takes time.

Before you can teach others you first must learn what to do yourself. If you have distributors in your organization who have trouble talking to their friends, it's probably because they really don't believe they could retire in one to three years, or they don't understand how they could actually make it happen. The following is a simple presentation you can use to show how someone could build a large income in six months to three years.

It only takes a few minutes to learn and about two minutes to make a presentation. Let's assume that you have a new distributor to whom you say, "With all of the people you know or could meet with my help, do you think you could sponsor five persons by the end of your first month?

People who would like to learn how to retire in one to three years? Go with your distributor five times to see each person individually. If you see all five, at once, one negative person could spoil it for the other four. Besides, if you go with your distributor five times your distributor will get to see the presentation five times rather than only once.

Now with this training they will be ready to go with each of their distributors five times. Your distributor will become an expert practicing on their distributor's prospects just as you have become an expert practicing on their prospects. If you can sponsor five SERIOUS distributors by the end of your first thirty days you should be able to help them sponsor five by the end of three months.

When your distributors are helping their five, you are now supporting down group and teaching your people to do the same. You should be at the third level by the end of six months. So what if it took a year? When making this presentation, the lines on either side of the 5, 25, and represent your wholesale buyers or the people who signed up to get you off their back.

If you are building your business right, in the process of sharing your opportunity, you will have some who will not take advantage of it. Many of these will become either a wholesale buyer or a retail customer. Let us say that each of your distributors down line has at least ten friend-customers. When you multiply ten friend-customers by serious distributors you would have 1, friend-customers.

Since your distributors are also customers you need to add to 1, giving you a total customer count of 1, Also consider, there are three reasons why a distributor-customer will purchase more products than a friend-customer: 1 The distributor- customer is more familiar with the entire line of products; 2 The distributor-customer can buy the products wholesale and is more likely to be generous with their use personally; 3 The distributor-customer buys products to give away as samples.

You should encourage all of your distributors to use samples as well as using samples yourself. This would only mean a plus. I use this figure to be a little conservative.

You don't want to completely blow your prospect's mind. That is why at level 3 you ask. Would it be worth it? At this point, you should be into your presentation 10 to 15 minutes. This is when you ask the question that lets you know if your prospect is willing to take the time to learn how to drive.

If they say "no," go right to the products and 70 get another retail customer. If they say "yes," go to the next presentation, the difference between 5 and 6. When you complete this presentation they will be more than ready to check out your vehicle.

This presentation is simple and it explains the mechanics of how an organization can grow. It is a combination of building the organization and everyone retailing a minimum amount.

Anyone can build ten friend- customers. It doesn't take a salesperson to do this. This is the only way they can learn the business. Refer to Napkin Presentation 9, Chapter X. You are now free to sponsor someone else and work a new line.

The definition of a "line" is when your distributor's organization is at least three levels deep. Instead of wondering who you are going to bring into your business, you now get to make a choice.

Out of all the people you have met while working down group with your first five SERIOUS distributors, you now get to select one who will have an opportunity for early retirement. It is exciting to realize that you can select someone who will get this opportunity.

You carry a lot of power when you totally understand and believe. Now you have six serious distributors in your front line.

Point out the difference between five and six which is of course, one. Continue down-group. Six times six equals Five times five equals The difference between 36 and 25 is Do it one more time.

Five times 25 is Six times 36 is and the difference between and is Continue down-line with the multiples of five to the seventh level. Notice that when you get to in the level column the last 3 digits alternate between and This would continue no matter how many levels you go down.

So all you have to remember is 3, 15, At this point in the presentation you suggest to your distributor that he or she complete the calculations on their 74 own.

In other words, multiply times 6 which is 1, and subtract from it. That is a difference of Continue this process down to the seventh level. The impact will be much greater if you have them do it themselves. Ask this question: "What do you think the answer will be at the seventh level?

Most of them will not even come close. The difference at the seventh level is over ,! You should mention to your distributor that once someone understands this they can see the importance of working down-group. Why be concerned with having so many in your front line? You couldn't work with them anyway. Besides sponsoring too many in your front line gets you involved in a game we call "adding and subtracting.

When you teach three deep you will actually end up five deep. For example: My name is Don and I sponsor Steve. I say to Steve, "When getting a new person started the most important thing you can teach them is to make sure when they sponsor someone, get them three deep as soon as possible. Steve is a good student. When he sponsors Pam, he helps her and supports her down-line making sure she works three deep.

This is a variation from Napkin Presentation 2 and should look like this: Now count the depth. You have five levels below you. You taught Steve to make sure his people are three deep. Steve will now teach his people what you taught him and you will go even deeper.

Can you see now why teachers do so well in MLM? Most "salesmen," when they get started building an organization, think it is a sponsor, sponsor and sponsor business. Actually, what it is, is a sponsor and teach, 76 sponsor and teach, sponsor and teach business. You will never make it in MLM until you teach someone else how to make it. If you continue your presentation showing the difference between five and six to the fourth level you would have 1, minus for a difference of The total of the differences through the first four levels would be Your total distributors on the left side would be and the total on the right side would be 1, Your presentation would now look like this: You are now on your own.

Multiply or 1, times 10 friend-customers. Add the friend-customers to the distributor-customers. Remember, I am not even considering the wholesale buyers. Now can you see how one could retire in one to three years? You can't do it sponsoring wide without going deep. This presentation is a continuation of Napkin Presentation 1. Since this is how they came into business they think that weekly opportunity meetings and getting people to them is what the business is all about. After they have invited so many to the meeting, they quit inviting.

This is because they figure they have more than enough coming. What happens? On the night of the meeting no one shows up. This can be very discouraging. A typical opportunity meeting will look something like this: A room is set up with chairs in theatre style, either in a home or a hotel room.

A blackboard or whiteboard is sitting on an easel up front. A person in a threepiece suit is giving a presentation about the company, the products, and of course, the marketing plan. This, in most cases, lasts for approximately one and one-half hours. Out of 22 people who show up for the opportunity meeting there will be 19 distributors and three new guests.

Most of those invited as guests didn't even show up. The person putting on the meeting is talking to the guests. He or she is talking to only three of the 22 people there! For the distributor who has already been to the meeting several times and seen the same presentation over and over, this becomes very boring. One tends to get what we call "meeting burn-out. With all this positive body language, why do your guests 79 sometimes turn down the opportunity when asked if they see themselves getting started?

It doesn't make any sense that they could like everything they have seen and heard and still say, "No. They look at the person putting on the presentation as being "successful. Maybe not right away, but some- time they will have to put on meetings-a thing most people fear even more than the fear of dying.

They fear getting up in front of a group of people and speaking. Now you can understand why they turn down the opportunity you have offered. By the way, that's an important point: They have said "No" to the opportunity, not to you personally. Don't let these "No's" discourage you. I prove this point while I'm doing seminars.

I say, "Since I'm limited for time, I only have time to call on one person. Would the people who would like to come up and talk about anything they choose for the next three minutes, please raise your hand. You should see the look of relief on the faces of those who did when I tell them I was only kidding. I know hundreds of people who can carry on a conversation with a friend over a cup of coffee. These same people freak out at even the thought of getting up in front of a group.

Even the size of the group doesn't make any difference. Some company presidents even break out in a cold sweat when merely getting up in front of their board of directors or making a presentation to the stockholders.

How would you like to avoid this fear when building your organization? The editors will have a look at it as soon as possible. Self publishing. Share Embed Flag. TAGS presentation change network marketing failla building book hours method provides skills. The 45 Second Presentation that Will Change Your Life The 45 Second Presentation that Will Change Your Life Description: By Don Failla When you subtract the amount of hours you sleep, work, and commute, you probably don't have more than one or two hours a day to do what you would like to do-and that 's if you have the money to do it.

The 45 - Second Presentation That Will Change Your Life is a virtual training manual on network marketing, designed to teach you a step-by-step plan for building a profitable, sustainable network marketing business. This guide not only unlocks the secrets of successful network marketing, but it provides the method to sponsor people in your organization using Failla's " 45 - Second Presentation.

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