Just Do It...

[Tony Beach]

Just do It!
The Ten Steps to MLM Success

Step 1: The Seven Stages to MLM Success

Step 2: Commitment

Step 3: Selecting Your Distributors

Step 4: Prospect, Qualify, Invite

Step 5: Having Successful Meetings

Step 6: Give Something of Value

Step 7: The Follow-up

Step 8: Building Your Organization

Step 9: Charting Your Progress

Step 10: Effective Teaching Techniques

Step 1: The Seven Stages to MLM Success

STAGE 1. DREAM
If you are going to make your dreams come true, then begin by having
those dreams. Dreams are wonderful things. They can be anything you
want. They can reach out to places you have never been. They can give
you possessions you never thought you would ever have. Do not be timid
and limit your dreams. If you can imagine the dream, then you have
taken the first step toward making that dream come true.

Stop reading for a moment and get comfortable. First close your eyes
and visualize what you want to become, where you want to be. Imagine
the life-style you want to enjoy, and then with your eyes still closed,
BELIEVE you can make it happen ... if you are willing to EARN your
dreams. You can be in complete control of this visualization.

You can make this process easy by cutting out pictures of a car and a
home you would like to own. Finally, visualize the places you would
like to visit and the clothes you would like to wear driving that new
car, going to those places. Cut them out; stick them up where you will
see them during your day and then, most importantly, picture yourself
as having already achieved your specific dreams.

Smell the leather in your new car, feel the fabrics of that new outfit
and taste that meal you are having in a sidewalk cafe in that exotic
country you will be visiting. Begin turning your dreams into reality.

STAGE 2. BELIEVE
Belief is a key part of your new self-image. You must BELIEVE in your
dreams, your goals and, most important of all, in yourself. This is
another unmistakable truth. If you do not believe in yourself, who
will? Once you display self-confidence, it is going to show, and others
will also start believing in you. By believing in yourself, you begin a
wonderful cycle that just keeps on growing, and growing and growing.

STAGE 3. SET THE DATE, WRITE IT DOWN
It begins with your dream, but that is not enough. You have to WANT IT!
Want it badly enough to be willing to put forth the effort required to
make your dream happen! Make your dreams a constant in your daily life.

STAGE 4. PLAN
Making a plan to realize that dream, is your next step. What, exactly
is it going to take to make your dreams come true? Once you have the
answer to this question, you will be on your way.

STAGE 5. WANT IT
A little pressure is a strong motivator. When is that new car coming
out? Okay. That is your date for the car. WRITE IT DOWN! Think that is
silly? Guess what? In a recent national survey only 5% of the
population took the trouble of writing down their goals. Strangely
enough only 5% of the population is financially secure.

Coincidence? We do not think so. Those 5% took simple steps toward
making their dreams come true. They wrote them down everyday where they
could usually see and read them.

It is such an easy thing to do, and while you are doing it, you will
become 100% focused on your dream, your goals, your dates. Little by
little, your ability to focus will expand and grow stronger, especially
when you see the fruits of your efforts becoming reality.

BE REALISTIC and SPECIFIC about your goals. Dream as much as you would
like, but maintain a sense of reality. For example, if your dream is to
have lots of money, then begin by establishing short-term achievable
goals. While we want to encourage you to reach out, try to keep one
foot on the ground, okay? Remember... WRITE IT DOWN!

STAGE 6. DO IT NOW!
Your dream progresses next to vital steps in the process of
remembering; that of setting goals, and planning how to attain them, DO
IT!

Take that first step, do it now! No matter how small and insignificant
it may seem to you now. You will soon come to realize that first step
was a giant one. YOU DID IT! You took command of yourself and of the
situation. It might be something as simple as A-B-C. The first time you
walk up to someone and inform him or her about your company and your
products, you are succeeding. Take it for granted you will succeed. Why
shouldn?t you? The products you will be talking about are exciting.
You are doing the talking and of course you believe in yourself as
well! So under those conditions, how can you possibly fail?

ASSUME SUCCESS! TAKE IT FOR GRANTED! BE ENTHUSIASTIC!
Radiate positive energy. Self-belief is contagious. Who would you like
to spend time with? The person filled with self-doubts with a negative
point-of-view, or the individual who knows where he or she is going and
wants to share their excitement about the joy of associating with you?
Not much of a choice, is it?

DISCIPLINE YOURSELF!
With no one around to instruct you in what to do, or how to do it, that
responsibility is now yours. Accept it. Know you can handle it. Do what
needs to be done, when it needs to be done.

GET RID OF NEGATIVE INFLUENCES!
We shouldn?t have to tell you this, but it is amazing how many people
hang on to negative surroundings, poor work habits, neglect their own
health and maintain negative relationships. Why, for heaven?s sake?
All that can come from a negative situation is a negative result. So
begin now. How about giving those old clothes you never wear to a
charity. The charity will feel good and so will you. Go ahead, get rid
of that unhealthy food while you are at it. By eliminating things you
do not need, things that are not healthy, you make room for what you do
need, and things that are good for you.

STAGE 7. ACHIEVEMENT
The first goal you achieve is the result of your personal efforts. We
know the feeling. You are going to love it! You got here because you
had the dream, planned, believed, worked, shared, had fun, gave of
yourself, DID IT! Here comes the best part. You can keep doing it.
Dream a little bigger this time and begin the whole, wonderful process
all over!

Step 2: Commitment

You must be ready, willing and able to continually give your business
your best effort. Do you deserve less? LEARN, APPLY WHAT YOU LEARN,
THINK, BE CREATIVE, COMMIT! Look to your Sponsor for help and support,
and as a Sponsor, be ready to offer help and support to your people.
Here are the four key areas to which you must be willing to commit:

1) PRODUCTS
The best, and most efficient way to become familiar with your line of
concentrated products is to use them! It will be infinitely easier for
you to sell a series of products if you know their benefits. 3WTEL and
its products most certainly do have a myriad of benefits. Think about
it.
Read the literature. Use our products, and they will help you make the
sale.

2) THE TOOLS OF YOUR TRADE
Like any good craftsman, you are going to need tools to do your job
properly. In your case, these tools are:
1) Cassette Tapes, CD?s
2) Brief case
3) Business cards & stationary
4) A Telephone answering machine
5) File box and 3' by 5' index cards
6) Portable, dry erase board
7) Product samples
8) Executive Sales Kits
9) Week-Per-Page, Timer calendar
10) Pocket Appointment Dairy

About item 8, Executive Sales Kits. It is good business practice to
have some extras handy. You never know when you might need one.

One important aspect that sets us apart from the rest of the industry
is that our Sales Kits are reasonably priced. We did this so you could
afford to purchase additional copies, and occasionally give some away.
Spread the word and you will dramatically increase your profit
potential.

3) TIME COMMITMENT
How much time you invest equals how great your return will be. A Time
Investment translates into a Financial Return. Never lose track of this
essential fact. Once you become a Distributor, you embark on a new and
exciting career.

It is imperative that you devote a specific amount of time, each day to
your new career. Some areas where you must be willing to devote time
are:

SETTING AND WRITING GOALS
1. Working out a Business Plan.
2. Studying appropriate business building tools.
3. Following through on your Prospects.
4. Sending out newsletters, routine correspondence, and notes of
encouragement to your DOWNLINE Distributors.
5. Traveling to out of town meetings. This depends on your level of
commitment. How far are you willing to drive? Ten miles? Thirty miles?
Fifty miles?
6. Keeping in regular contact with your UPLINE, DOWNLINE, Prospects,
and your Customers.
7. Holding and Attending weekly Training Meetings.
8. Hosting Potluck?s.
9. Attending & Assisting at Seminars.

4) LEARNING
Knowledge about the company and its products will benefit everyone
involved in the selling process. Make it your business to use any or
all of these sources: Your Sponsor, your UPLINE, Distributor materials,
Manuals, Seminars, books, audiotapes and CD?s.

The company will make the tools available. It is up to you to make the
best possible use of them. Please, DO NOT BE AFRAID TO ASK QUESTIONS!
We are here to help.

Step 3: Selecting Your Distributors

This is one of the most important decisions you will ever make. These
are the men and women you believe have the qualifications to assist
both you, and themselves in laying the foundation for your shared
enterprise. We suggest you make a written list of them because:

1) It is an organized way to begin;
2) It becomes a tool, which saves you the chore of memorizing the
names;
3) It will inspire your Distributors to do the same; and
4) It simplifies your selection process.

Here are some qualifications:
Ambitious
Determined
Conducive Personality
Open Minded
Self-confident
Self-Motivated
Positive Attitude
Enthusiastic
Successful
Good listener
Active community life
Desire to be self-employed
Hard worker

NEVER PREJUDGE
Never prejudge any of your qualified prospects. Some may not currently
be ready to start building their own organization but they might
sponsor someone who is ready. You must allow your prospects the freedom
to make their own decisions about becoming a Distributor.

WHO DO YOU KNOW?
Start writing down the names of everyone you know. Begin with family,
(of course) then friends, business associates, service people, the
professionals you know, the people who work where you shop, buy
gasoline, get your haircut. EVERYBODY!

It is amazing how many names will appear on your list when you have
completed it. We ask you to think because your list will grow; trust us
on this one. You are now ready to add the complete addresses and phone
numbers to your index card filing system. Now... ORGANIZE IT!

1) Get a three by five index file box and cards.
2) Beginning with the last name first, write the prospect?s name at
the top then add all the following:

Spouse?s complete name
Home and Business phone
Address with ZIP code
Date you first talked with Prospect
Date Prospect attended first meeting
Date and outcomes of follow through
Prospect dreams and goals
Why 3WTEL would be attractive to them
Birthdays
Name of pets
Favorite sports teams
Anything else you think of to give as complete a picture as possible

Use your files to track each of your prospects. This will enable you to
know when they are ready for sponsoring. Some will be ready quickly;
others might take longer.

By keeping accurate files on each of your prospects, you will have a
feel for where each is and when they are approachable. Your file should
be a living thing, constantly growing, changing, and talking to you.
Your file should always be dynamic, never static.

Step 4: Prospect, Qualify, Invite

If the thought of approaching people to talk about the opportunity or
our products makes you nervous, do not worry about it.

QUALIFYING PROSPECTS
How do you determine if your prospect will wind up being a retail
customer or Distributor? Here are some basic steps to help you
formulate a positive course of action.
1) Talk to the prospect. Even if the prospect is someone you have known
for a long time, you are now looking at that person through different
eyes. That prospect is now a potential business partner.

2) Think about your conversation; what was said and, how it was said.
Did you sense enthusiasm? Excitement? Mentally replay the conversation
and recall the feelings you felt the first time around.

3) Pay attention to the feedback you receive from your prospect. Are
the comments positive? Do the comments describe the kind of person that
would make a valuable addition to your Distributor network or do those
comments describe someone who will more likely remain a valuable
customer?

Either choice the prospect makes is fine. Not every prospect will
become a Distributor. Hopefully, every prospect will love the products
and become a valuable, long-term customer and a good source of
referrals.

4) Study your prospect?s ability to relate with other people in many
different situations. Their ability to relate is an important indicator
of potential success. Pay close attention.

In Step 3 we went over a short list of traits to look for in selecting
a prospect so it is unnecessary to repeat them here. Just go over them
when you begin this qualifying process as a guideline.

THE INVITATION
Sound simple? Well, it is, if you do it right:
1) Dress well. Remember. You are now head of you own company so dress
accordingly. It sets an important tone that will give you
self-confidence.
2) Know who you will be meeting, think about this person?s needs and
wants and then PLAN your approach.
3) Understand the key elements of your Business Plan. Determine this
individual?s compatibility with that plan.
4) Prepare to follow through. Do everything it takes to help this
person become a valuable addition and asset to your business.

THE APPROACH
At first you will most likely attempt to recruit someone you know quite
well. This will make the process a lot easier. There are some basics
you should mentally prepare for on this first session, and the ones
that follow.

Note: the guidelines we give you are just that, guidelines. Please feel
free to add anything that works better for you.

Pre-Plan. Pre-plan your meeting and be confident about what you are
going to say, and how you are going to present yourself, and the
company?DO NOT MEMORIZE! Just have a solid understanding of the facts
so you can recall them as needed. Relax, enjoy yourself. This is going
to be fun! Act as natural and positive as possible.

Attitude. Professional and friendly. Let your prospect know that what
you are presenting to them is a serious business proposal with profound
implications for their future. Sell your belief and personal feelings.

Excitement. Create excitement about your products and ideas. If your
presentations are stimulating, then everyone will feel this energy. You
believe in what you are offering so let all of your excitement and
enthusiasm show. You know 3WTEL is a solid company offering men and
women a dynamite opportunity to positively change their lives. That is
what you are presenting and that fact alone should give you all the
confidence you need.

Get to The Point. Do not give them the whole story during this session.
Hit the highlights, key points, LEAVE THEM WANTING TO HEAR MORE!

Yes, they are going to have questions, some of which you will answer,
but respect their time, and your own. Tell them you would like to make
another appointment during which time you will be happy to give them as
much information as they desire. Let them understand that what you have
to tell them is very important and that it deserves a formal meeting
during which time you will present the full plan.

The Teaser. A variation on the above. If you meet an individual that
you have on your Distributors list, then do not explain very much about
your plans. Simply let them know you have something to discuss with
them and that you are quite sure it will be to their advantage to
listen. Even if your prospects ask, beg, sweet talk or plead with you,
DO NOT TELL THEM WHAT IT IS!

Give Them a Choice. Set up two meetings at your home. Your own Sponsor
should attend both. This initial business meeting is a very important
step for everyone. Your guests are busy people, so give them a choice
about which meeting they wish to attend.

This not only shows consideration, but also sets the professional tone
for which you are striving. This initial home meeting should take place
within the first two weeks of you becoming a Distributor.

It is a great way to generate excitement and quickly begin building
your DOWNLINE team. Having it in your home also tells your prospects
that this is something you really feel serious about, a feeling that
will be harder to generate if you meet in a commercial establishment.

CONFIRMATION
Reconfirm the exact time and place with your prospect before they leave
your initial encounter, and then again before the actual meeting. This
is an important step in letting your prospects know that you are
serious, and plant the seeds for them to follow your lead.

SOME TIPS
Telephone contacts work well. You control the contact. Prepare for any
conversation and make sure you get right to the point. Limit this type
of contact to no more than three minutes.

Make your invitation to attend either of the two meetings right at the
end and let them know you will be calling back to confirm the meeting
selected, then thank them and hang up.

If you are a husband and wife team, it is important both of you be at
the presentation. Why? Because other husbands and wives will see you as
a team and realizes they can become one too. Set a good example for
others to follow.

Make sure your Prospects understand this is not a party. You are asking
them over to listen to a presentation that truly has the potential to
dramatically improve their lives. As a courtesy, suggest to them what
they should wear. You do not want some men in suits and others in
shorts, do you?

It would be a good touch to offer to pick up anyone who might have a
problem getting to one of your meetings.

Tailor your approach to the person you are talking with. A busy
homemaker has one set of needs, a professional person another. The best
ways to captivate someone is, TELL THEM WHAT THEY WANT TO HEAR! Know
when to stop talking. Talk about the weather, about how great, or how
lousy, the home team did last night. Just STOP SELLING ONCE YOU SOLD
THEM!

Here is one of life?s major facts. The one thing we all love talking
about is OURSELVES! Having that piece of information working for you,
it should also be obvious that it will not be difficult for you to get
your prospects to talk about themselves.

It should be easy! Ask your prospects questions about their jobs,
family, hobbies and anything relating to them. Then give them a chance
to answer. You will LISTEN. You will LEARN. You will REMEMBER. You will
ADD INFORMATION to your card file.

You are presenting added income opportunities and dream realization.
You are, in short, offering to let them SHARE in your discoveries.

One last, and very important thought. DO NOT COMPARE 3WTEL, TO ANY
OTHER MLM COMPANY! You cannot compare a Rolls Royce to any other car.
It has no competition. We feel that way about our company and you
should too.

Step 5: Having Successful Meetings

First, and foremost you want a well-attended function, set your
appointments, confirm the dates and reconfirm the day before. The more
people you have, the more excitement will be generated. A lot depends
on how well you run these initial meetings; TAKE THE TIME AND EFFORT TO
DO THEM RIGHT!

TEAMWORK
It can begin with the food you are serving. If Mary makes the best
chili in town, then give her the delightful opportunity to show off by
letting her bring chili to the meeting. The idea is to get your
prospects as involved as possible. Let them feel a part of what
you?re doing, even before they arrive! Maybe you can delegate someone
to reconfirm appointments, especially if they know the guests better
than you do. Building confidence within your distribution group is an
important part of leadership. Most of us just love the feeling of
knowing we are helping a friend, and you let them know how grateful you
are. Generating a TEAM SPIRIT makes the meeting move smoothly. It
allows you to cover all the important items on your agenda smoothly.

DESIGNATED AREAS
Set aside one part of your home where you can display the company
products and brochures. Set aside a meeting area where the business
discussions are taking place. This does not mean the fun suddenly
stops. Far from it. This is where the fun really begins!

DRESS
This is a business meeting, so both men and women should dress
accordingly. You know your neighbors better then we do so we will give
you a degree of latitude here. Proper dress sets a proper tone.

PRESENTATION
The selection of the room for business should be a comfortable meeting
area, well lit, products displayed, sufficient glasses, sweetener,
lemon, ice cubes, spoons, visible erasable board and comfortable room
temperature.

SEATING
Do not rearrange your furniture if you can possibly help it. You want
the room to look normal, cozy. Have enough chairs handy for everyone.

SMOKING & DRINKING
Let your smokers know ahead of time you would please appreciate it if
they would not smoke during the presentation. No alcohol. In fact, no
eating or drinking of any kind, during the actual presentation.

TV & THE PHONES
TV off. Let the answering machine get the calls. You do not want any
outside disturbances during the demonstration and presentation.

ETIQUETTE
Be sure you introduce everyone to your Sponsor and UPLINE. Stick to
business. Do not talk about those who did not show up; focus instead on
the ones who did. If you are scheduled to attend a meeting at another
location and find yourself unable to make it, BE SURE you make the
necessary arrangements with your Sponsor or someone in your UPLINE to
host your Distributor and his or her prospects.

CHILDREN & PETS
They do not belong anywhere near your meeting. Get a sitter!

GETTING THE SHOW ON THE ROAD
BE PUNCTUAL! An absolute must. You are a professional conducting a very
important business meeting. You do not wait for Joe, or Susie or
anyone. If your meeting is to begin at eight, then make sure you start
at that time. It sets a very good example for everyone to follow and
shows that you conduct yourself as a true professional.

INTRODUCTIONS
As you introduce the guest speaker, give your visitors some background
information about this individual. This is especially important for
your initial meetings since your visitors will meet the guest speaker
for the first time. It is important to your guest speaker for you to
begin warming up the visitors with respect to the nature of the
business and what it could mean to those who get involved, but, KEEP
YOUR REMARKS BRIEF.

LENGTH OF MEETINGS
The initial meeting should not be longer than one hour. Use this time
wisely and share as much information with your prospects as time will
allow. Here are some guidelines for the speaker that will help them
stay within that time limit:

1) The speaker acknowledges his introduction, lays out the meeting
format, which is:

Product Presentation
Product Sampling
Marketing Program

2) The speaker then begins the Products Presentation, describing them
and their benefits.

3) The speaker now presents the Business portion of the meeting, which
covers the Marketing Program and its Compensation Program. Plan to use
the erasable board to highlight as much information as possible.

THE MARKETING PROGRAM
There are four marketing methods:
Retail
Catalog
Direct Sales
Network Marketing

The speaker will, of course, focus on Network Marketing specifically.

1) The speaker explains the basic formula of MLM, which is the
establishment of multiple outlets through Independent Distributors,
some of whom are in the room right now. The speaker might give a
classic example of the independent outlet by referring to a group soft
drink vending machines as a single outlet.

The individual income generated by each machine may not be very
impressive, but when you factor in hundreds of thousands of machines
spread across the country, well, ask Coke or Pepsi about that.

2) Using the board, the speaker draws an ?MLM TREE,? showing the
branches explaining the meanings of the basic terminology.
3) The speaker explains the unique advantages of Network Marketing.

They are:
Excellent Product
Small cost of start-up
Excellent Income Potential
You are the Boss
Flexible Hours
Full Training & Support
Compulsively Consumable Products
Significant Business Tax Advantages

4) The speaker then explains the company philosophy and Product Line.
This portion of the program will clearly position 3WTEL as having a
unique position and marketing strategy, both of which set it far apart
from other Network Marketing companies.

5) The income and Bonus Plans are reviewed. They are really exciting
and should inspire everyone in the room.

6) The speaker then shares his/her own success story.

7) The speaker opens the floor to questions.

8) The speaker will conclude the meeting by sharing with the guests how
each of them can build their own businesses and thus become a key part
of this exciting new world.

By this time, at least some of your guests have already decided to
become Distributors, but they are not sure how to continue, which is
exactly what the speaker will now explain.

On the board they will write, HOW TO GET STARTED - COMMITMENT and tell
them what that means. Next they write, WHY? REASONS, telling them
Network Marketing will benefit their family, and provide suggestions
regarding how new Distributors go about building their own business.

After that they write, LIST OF NAMES so others can start thinking about
whom they can put on their lists of Prospects. The next item will be
TOOLS, this includes:

EXECUTIVE SALES KITS
THE PRODUCTS
INFORMATION PACKETS
BROCHURES
PRODUCT INFORMATION

The speaker will next tell your guests that those who have interest
should start preparing a schedule for their first two home meetings.
Their Sponsor will help them conduct those initial sessions, just as
they are doing tonight. To make that point, the speaker then writes
?2 HOME MEETINGS? on the board.

Write all the key factors on the board. These tell your interested
Prospects exactly what they should do to get started. It also makes it
clear that you, as their Sponsor, will be right there to support them
as they get started. Show them that it is as simple as A-B-C. This is
the time to develop as many sharing opportunities as possible. You help
them, and someday soon, they will be doing the same for the people they
bring aboard. Synergy... Team Work.

Everybody is working together so that the result of the completed
effort is greater than the sum of the individual parts. The speaker
will close by thanking everyone for attending. Then, YOU arrange the
date and time of the next meeting and extend invitations. Require that
additional guests come to future meetings. Finally, stay and answer
questions your guests have.

This is the time for you to get busy and start working your Prospects
on an individual basis. Give them each some information materials and
suggest that once they have a chance to go over it they can feel free
to give you a call and ask questions.

Next, take out your appointment book and ask them what days they?d
like to make a formal appointment to review everything or discuss
anything they want to talk about. The book does two things. It makes
you look professional. It sets the date and time down in writing, which
will make an impression on your Prospect. You are already showing them
steps they will follow when it is their turn to do this.

VARIATIONS ON THE THEME
1) Prospect gets kit, signs an application at the meeting.
Schedule follow-up meeting.

2) Same as above but you do not have an extra kit.
Give them an Information Packet.
Schedule meeting, within two days, so you can bring the kit, answer
questions.

3) Prospect does not sign up after the meeting.
Give them the Information Packet.
Schedule a meeting within two days to come by and pick it up. Feel free
to discuss anything they would like to talk about.
Be prepared to sign them at this follow-up session.

4) If your Prospect was unable to attend the meeting:
Get an Information Packet to them.
Follow-up within two days and ask if they can attend the next meeting.

You should have a very good idea of who will, by their actions and
comments, show an interest in becoming a Distributor. Focus your time
and energies on the ones you feel display positive attitudes. Give them
all the information they want and answer all of their questions, then
LET THEM DECIDE.

REMEMBER YOU ARE IN CONTROL
If you follow the steps outlined in this presentation, your business
will grow faster than you can ever imagine. Your goal is to achieve
this level of independence quickly.

Here is how:
Get ideas and tips from your Sponsor and Upline.
Record your first two meetings.
Take notes. Practice your delivery in front of a mirror or in front of
family or friends.
Be ready to make the presentation by your third meeting. Its time to go
solo.

A FEW WORDS ABOUT FORMAT
We encourage you to be creative, but not about the standard format we
use in our meetings. You have just heard what that format is. STICK TO
IT!

Certain basic elements of any successful business are standard. The
Whopper you buy at the Burger King in Miami is the same as the one you
buy in Seattle. The setting may change, but not the product.

Your company has very carefully laid out the steps that will lead to a
professional format for all company and Distributor meetings. Following
the information contained in this manual will greatly improve your
chances for success. Each of these steps presents information in a
logical way, and will build major enthusiasm.

The sooner you conduct your own presentations, the more confident you
will feel. If you have any concerns always remember, your Sponsor and
Upline are only a call away. Be familiar with the company philosophy,
its products and services. It is exciting to be part of a successful,
dynamic company and a winning team.

TYPES OF MEETINGS
1) In your own home, just as described in the previous section.
2) In the home of one of your DOWNLINE Distributors. You will either
conduct the meeting yourself or you will be there for moral support.
You can, of course, bring new prospects with you, but be sure to inform
your host of your plans.
3) In the home of someone in your Upline. Yes, you can bring prospects,
but be sure to inform that individual in advance.
4) CENTER MEETINGS: Try and hold weekly center meetings in a hall or
hotel meeting room. These are important and you, as well as your
DOWNLINE people, should attend as many as possible. The meetings will
inform everyone about new products and dynamic new sales ideas. Center
Meetings generate much excitement and will provide a solid jolt of
positive energy to all who attend. These meetings are very effective
when using print media advertising and could increase the number of
Distributors in your group.

Rapid business growth will come from meetings in the homes of your
DOWNLINE Distributors. CENTER MEETINGS are an effective follow-up to a
home presentation. Using both together will really accelerate your
business, so attending should be something you look forward to.

DOING IT RIGHT
1) If your Upline does not hold Center Meetings, you should establish
weekly meetings for your DOWNLINE. This process will maintain a high
degree of enthusiasm among all your Distributors. Establish a regular
day and time so it will be something everyone can count on.

2) Always be: POSITIVE, ENTHUSIASTIC AND HONEST! An additional word
about Honesty. There are some unscrupulous Network Marketing people out
there. Our feelings are very strong on this point and we feel that
honesty must be stressed at all times.

Every member of the group that founded 3WTEL has years of successful
business background. 3WTEL has strong moral convictions, and the goal
is to operate the company along the highest standards within the
business community.

One of the strongest foundations of 3WTEL is, BE HONORABLE AND HONEST,
ALWAYS! We will expect you to do the same with your Distributors and
customers.

3) Ask for questions at any point in the meeting where you think they
could be useful. This is another simple way of keeping the group
involved. Designate one of your more experienced Upline Distributors as
a backup speaker should any questions go unanswered. If for some
unusual reason, no one at the meeting can answer a specific question,
promise the person who is asking it that you will get back to them
quickly with the answer, and then DO IT!

Controls at any meeting are important, so do not allow several
Distributors to respond to a question at the same time. This creates
confusion, and undermines the stature of your speaker. That is why you
will designate a specific Upline person to handle any toughies that may
arise.

4) It is always a good idea to ask those attending larger first time
meetings to raise their hands before asking any questions. If there are
only a few people, ask them to stand and introduce themselves, talk
briefly about their work history and the person who invited them. This
will quickly make them feel like a part of the group.

5) Promote your company upon the basis of the Marketing Plan. IT IS A
GREAT ONE! Tell your success story and your Upline?s as well.

6) DO NOT quote figures that are inaccurate. Our true story is strong
enough and does not need padding. Honesty, remember? Always!

7) When you refer to income potential, KEEP THE NUMBERS REALISTIC! You
have invited intelligent people to your meeting. Do not insult their
intelligence.

8) ?PYRAMID? is a word you NEVER USE! These schemes are illegal.
Reputable Network Marketing companies flee from the notion as if it
were fatal, which it is! If someone at a meeting should mention the
word under any circumstances, set them straight immediately.

9) Speak about bonuses in a positive way and avoid being negative. For
example: Say, ?You will receive a 5% bonus based on the sales volume
of your GROUP?, rather than, ?You make 5% OFF your Distributors
when you reach a certain volume of business.? ?Receive? is
positive. ?Make 5% OFF? is negative. The difference is subtle, but
important to remember. HOW we say things is almost as important as WHAT
we say.

10) The close of any meeting should show those interested in how to
become a Distributor. That is why it is so important you stick to the
format, it does just that. Give them the facts. Answer their questions.
ALWAYS BE HONEST!

11) Give your guests the date, time and location of the next meeting,
whatever type it is, and invite them all to come while feeling free to
bring a guest or two.

12) During the meeting, STAY FOCUSED. You, and everyone else in the
room are there for a specific purpose; to learn more about products
that have the potential to make a significant impact on their lives.

Like any solid business, there are always new Products, new ways of
doing things, exciting news about the future, so stay focused on that
alone.

Step 6: Give Something of Value

We all like getting a gift, no matter how small. With a new Prospect,
you have begun by giving them your time, and the benefit of your
knowledge. Now go a step further and give them something they can hold,
an ?Information Packet?, it is free, contains information they will
find valuable and... it gives you the opportunity to make an
appointment, to stop by, and go over any questions they have.

THE FOLLOW-UP APPOINTMENT
The first couple of days after your Prospect receives their
?Information Packet? they are at their peak of enthusiasm, so it is
important to take advantage of this new found excitement and set the
follow-up appointment. THE SOONER THE BETTER!

Most people, are not ready to commit after just one meeting. You are
asking them to make a major decision, and you should not be overly
pushy. Talk with them, answer their questions, get back to them when
you feel it is prudent, but let them come to their decision on their
time schedule, not yours.

You should, however, caution them about running around and asking all
their friends what they think. If they ask five people, they will get
five different opinions, some of which could be negative. Instead, make
sure they know you are there to answer any questions they might have.
Let them know you think they are bright enough, once they have all the
facts, to make this decision on their own.

Certainly they should discuss this opportunity with their family, since
their involvement is important. But to discuss this with someone down
the street is counterproductive. Stop taking polls, move forward with
your plan for success!

YOUR INFORMATION PACKET
Should contain the following:
1) The Distributor Application Form. (Be sure to fill out the bottom
sponsor section before you mail it.)
2) Product Order Forms.
3) Product Price List.
4) Marketing Plan Brochure.
5) Product Information Brochure.
6) Your business card.

WHY GIVE SOMETHING OF VALUE?
1) It keeps their interest level high.
2) The ?Information Packet? will give them important information
about our industry and Marketing Plans.
3) It establishes a bond of shared trust.
4) Gives you a logical reason to schedule a follow-up meeting.
5) It is cost effective and it helps you do your job right.

STEP 6 sounds easy to do, but that does not mean it is not important.
Giving something of value is important! Like everything else we ask you
to do, there are solid reasons behind the requests. We are sure you
will appreciate progressing with us toward your future goals.

Step 7: The Follow-up

Let us appeal to your most basic instincts. Always follow-up because IT
IS GOOD FOR YOUR BUSINESS! Pick a major expense, like buying a new
electrical appliance. When was the last time you bought a refrigerator
and got a follow-up call from the fellow who took your money and sold
you the machine? Did it ever happen? If it did, you are among the
fortunate few.

As we have already said, the key to your success is SHARING. You want
your Distributors to succeed. You want your Distributors to do ten
times better than you. The best way to ensure their success is by
FOLLOWING-UP. At the beginning this is crucial. You have a fledgling on
your hands that has never flown before. Are you going to walk to the
edge of the nest, toss them over and yell ?FLY? as they drop? NO!
YOU WILL FOLLOW-UP!

1) Follow-up after you give them the ?Information Packet?.
2) Follow-up to schedule future talks.
3) Follow-up on their questions.
4) Follow-up to keep them informed about meetings.

This may sound time consuming, and it is, but anything worth doing is
worth doing right. Your Prospect will understand from the beginning the
importance of FOLLOW-UP!

THE 8 BEST WAYS TO FOLLOW-UP
1) In person whenever possible;
2) Call the day before, to confirm;
3) Wear business attire to your meeting;
4) Have Sales Kits in your car, just in case;
5) Never assume;
6) It is a good idea to inventory and carry with you Executive Sales
Kits. You may have a need to supply extra ones to your Distributors.
When you are signing up a couple it is a good idea for each to have
their own Kit;
7) Use your pocket appointment book to schedule your orientation
meeting with your newest Distributor. (This is an exciting moment for
both of you, so share the special feeling.) The primary goal of the
orientation meeting is to start planning your new partner?s first two
home meetings; and
8) Have available all written materials so your new Distributor can
start learning about us and our products.

THE INITIAL FOLLOW-UP MEETING
Someone invites you into his or her home. Yes, you both know why you
are here, but please do not start talking business right away. Even if
this is someone you know, RELAX, ENJOY. If this is your first visit to
this person?s home, look around and comment on the decor or any
special items like trophies, original paintings, etc.

The first time someone invites you into their home be on your best
behavior. You will know when it is comfortable to lead the conversation
to the purpose of your visit. It will be easy for you to be
enthusiastic and positive, if you visualize your Prospect signing the
application form and becoming a part of your team. Your spirit will be
infectious and add to their excitement.

You can ask questions like, ?What part of our business interests you
most???Do you have any specific goals in mind?? Be understanding.
If your Prospect raises concerns about this new venture, put them at
ease by saying you felt the same way. It is important to BE HONEST. Be
understanding from the beginning. It sets the tone for everything that
is to come, and it lets your Prospect know, immediately, what your
company is all about.

When all of your Prospect?s questions have been answered, show them
the Distributor Application and Agreement sheet. Ask if they would like
to see the Executive Sales Kit, since it represents the key tools for
their success.
As you walk toward the door, with or without a signature, let your
Prospect know how much you are looking forward to working with them and
to your next meeting.

In the following section, we are going to address the most common
concerns you will hear and how best to deal with them.

THEY SAY: ?I do not have the time.?
YOU SAY: ?I felt the same way, until I checked my priorities and
realized the things I was spending time on weren?t taking me where I
wanted to be five years down the road. I wanted more, a lot more, and
wanted it badly enough to give it the extra 10 to 12 hours a week it
would take to run my own business.?

THEY SAY: ?Who sells the Products??
YOU SAY: ?All of us. Everyone has involvement in the development of
new customers.?

THEY SAY: ?I can?t sell anything.?
YOU SAY: ?I used to feel the same way, until I began telling people
about 3WTEL Products.?

THEY SAY: ?I do not know very many people.?
YOU SAY: You do not have to. That is the great part about this
business. You may know only a few people, but one of them might know
hundreds! Your barber for example: You think he might know a few folks?
Do not worry about whom you know or do not know. Expand your vision and
look around. Make a list.?

THEY SAY: ?I do not think it is for me.?
YOU SAY: ?Confession time. I did not pick your name out of a hat. I
thought about you, a lot. I know the kind of person you are, that you
enjoy helping people. This lets you do both and make money at the same
time. Do you have a problem with being nice and getting paid for it??

THEY SAY: ?I do not like to impose on my friends.?
YOU SAY: ?Nor do I. I surely did not feel that way when my sponsor
first approached me. I felt he was doing me a favor by telling me about
3WTEL. He did not try to sell me anything and I hope you do not think I
am trying to sell you something now. I went to the meetings, as you are
doing, and asked for more information. If I am imposing on you, please
let me know. Sharing information about 3WTEL is an essential ingredient
towards our mutual success.?

POSSIBLE RESULTS
1) You sign up your Prospect.
2) If your Prospect still wants more information about 3WTEL send them
all the information they need to make an informed decision about your
company.
3) Your Prospect does not want to become a Distributor, but does like
your Products. There is nothing wrong with that. You will have some
products with you and you can make your first sale immediately. Keep in
touch with your new Customers. Tell them about any new products 3WTEL
is introducing, and ones they should try.
4) You strike out. Your Prospect does not want to be a Distributor, nor
wants any of your Products. Have you wasted your time? No. You can
still ask if they know someone who has interest in hearing what they
just heard. If you get just one solid lead, you have not wasted even
one minute of your time.

If you were friends with your Prospect before, your relationship will
not change. If you barely knew each other, now you know each other a
little better.

Things change. People change. You never know. A year could pass. Your
Prospect saw you driving a Ford and now you are behind the wheel of a
black diamond Mercedes. They can see you must be doing something right,
and if it works for you, why not for them? You should look upon every
presentation as an alarm clock left ticking inside someone?s head.
Some may never ring, but many others will.

SIGNING UP YOUR PROSPECT
1) Help them fill out the Distributor Application and Agreement form.
2) Get an EXECUTIVE SALES KIT into their hands immediately! This is a
prime reason for you to carry extra kits. Having the new Distributor
hold his very own kit is a tremendous psychological boost. It will
really make them feel like a part of your team.
3) Use your appointment book to schedule your Personal Orientation
Meeting promptly. The sooner your new Distributor has this basic
information, the sooner they can get started building their own
business, and that is what it is all about. If they have time for this
session now, go for it! As excited as they might be, caution your new
partner to hold off on approaching his Prospects until after they?ve
had their orientation.
4) Go over the Training Program as outlined in this book. This is a
good time to show them the quality publication that the EXECUTIVE SALES
KIT is. Yes, it is a small point, but it gives them another reference
point about us, you, and now them.
5) Get them started on STEP 1 and STEP 3. Also having them create a
list of reasons for starting their own business and a list of their own
Prospects is essential.

THE ORIENTATION MEETING
Set this up immediately. It is a one-on-one session. Make it clear to
them that this meeting is for the sole purpose of learning the Business
Presentation for their Prospects. It is their special, individual
introduction to becoming a Distributor. It will teach them how to:
1) Effectively approach their Prospects.
2) Invite Prospects to upcoming meetings.
3) Become a successful Sponsor.
4) Identify those who have the potential to become their key people in
building their business. If you have signed on a married couple, wait
until you can train both of them at their home together.

WHY ONE-ON-ONE?
One-On-One meetings with a new Distributor are important for both of
you. This type of dual commitment will:
1) Help establish a closer working relationship between the two of you.
NEVER FORGET! What you are now doing with your new Distributor is
exactly what they will soon be doing themselves, so it is important you
establish the proper guidelines from the beginning;
2) Allow your new Distributor(s) to feel more comfortable in their home
setting; relaxed enough to ask questions they might feel uncomfortable
asking in a group;
3) Permit the orientation process to be completed in one session, as
opposed to two or three. Both of you must be willing to make this time
commitment since it is to your mutual benefit; and
4) Employ one main key to any successful business; the personal touch.
You let your new Distributor know just how important they are to you,
so they can do the same when it is their turn.

THE ORIENTATION FORMAT
A properly planned Orientation Meeting will take about an hour and a
half. Follow the steps outlined below and they will guide you through
the most effective way to make this key presentation.

1) Q and A. Find out if your new Distributor still has any areas of
uncertainty and eliminate those first.
2) Go through the Information Packet together.
3) If this meeting takes place a day or so after you signed them up,
find out if they have completed their reasons for wanting their own
business and if they have begun work on their Prospect List. If they
have done that, congratulate them. If not, ask them why?
4) Go over their Prospect list and discuss the best way to approach
each person on it.
5) Review the basic Business Tools they will need.
Product
Executive Sales Kits
Information Packs
Brochures
Office materials, etc.
6) Go over the easiest ways to invite Prospects to upcoming meetings;
how to make them want to attend.
7) Set up your new Distributors first two home meetings within the next
couple of weeks. If the timing of these home meetings is inconvenient
for the Distributor, then invite them to future meetings, regardless of
the type. This will keep them in touch and will help them continue the
learning process.
8) When you do set the dates for these two home meetings, show your new
distributor the section in this book that lays out the foundation for
holding successful Meetings.

THINGS TO REMEMBER
Give your new Distributor our list of telephone and fax contact numbers
so they can instantly communicate with the National Office and
Distribution Centers. 3WTEL has established the most sophisticated
communications network available anywhere. This process speeds order
processing and eliminates wasted time. Explain the setup to your
recruit and show them how to make use of this electronic marvel.

BE THERE TO SUPPORT THEM at the first couple of orientation meetings
they hold when they sign up new Distributors. It will strengthen the
working bond between you, and let them know you are still vital in
their ongoing progress. The Orientation Meeting is a necessity despite
the professional background of your new Distributor. They might know
everything there is to know about their business, but they will know
very little about ours. This is true even if they are familiar with
other MLM companies.

Finally, if your business is growing slower than you expected, it may
be time to review your FOLLOW-UP techniques. Ongoing contact with your
people is vital to the success of building your DOWNLINE and
Distributor network. You were willing to put out a committed effort
when you worked for someone else, does not your own business deserve
the same, or even more?

Step 8: Building Your Organization

Professional managers constantly work at improving the amount of
knowledge and skills they possess. Being a 3WTEL Distributor, is not
incredibly complex and does not require a Ph.D. It requires a sincere
effort, if you plan to make your dreams come true. The cornerstone of
any successful enterprise or business venture is a solid well thought
out business plan. This is how one is made:

PHASE 1
Within the first two months of becoming a Distributor, you probably can
identify the three leaders in three separate Legs of your DOWNLINE
Organization. They will stand out like beacons, dedicated to performing
everything right. You will know them when you see them.

It is possible that one or two of these Leaders are not on your First
Level; that is, people you Sponsored. They might be on your Second or
Third Level. This does not matter. They are still Leaders, the type of
individuals you need to continue building your Network effectively.

PHASE 2
Help these first three Leaders identify the three people in their
respective Legs that they feel have leadership potential.

PHASE 3
Take the next step and have the people identified in Phase 2 above
select the three individuals they feel have leadership qualities. Why?
What is the purpose behind all this leadership business?

DEPTH & WIDTH
If you looked at the section about TERMS, you know what DEPTH and WIDTH
mean. If you did not, do it now, then RETURN to this section. Success
and Financial Security come with Width and Depth. Both are basic
ingredients in working with the Leaders in your DOWNLINE Organization.
COMBINE WIDTH & DEPTH and you have SUCCESS & FINANCIAL SECURITY!

ACTIVELY HELP your personally sponsored Distributors sponsor their
front line quickly, then continue the process down the line. This
allows you to begin growing each leg of your organizational structure
as quickly and efficiently as possible. It makes sense to concentrate
your efforts on your established and emerging Leaders. They represent
the key to your success and as such, merit as much of your time and
effort as possible.

WHO AND WHAT IS A LEADER?
A Leader is one who can inspire others into action. An Individual who
can learn from one with proven leadership, and see the value of it, can
pass that knowledge on to others effectively.

A LEADER:
1) Uses and enjoys the products regularly.
2) Maintains and develops an ever growing base of retail Customers.
3) Knows the product line.
4) Understands the Marketing Plan.
5) Maintains an active prospect list.
6) Trains his DOWNLINE properly.
7) Promotes and attends business functions.
8) Maintains a high level of communication.
9) Attends and gives regular business presentations.
10) Dresses properly for all business functions and is punctual.
11) Stays in frequent contact with Upline.
12) Continues working to improve his/her skills.
13) Sets a dynamic example for others.
14) Is well organized, plans ahead.
15) Has a systematic plan, follows it.
16) Helps others develop Leadership skills.

A real Leader?s primary obligation to his/her group is to succeed!
They do this by setting a dynamic example through their own work ethic
and team spirit. You can encourage this essential element by helping
your DOWNLINE Distributors develop their own leadership qualities. A
good way to do this is by delegating certain responsibilities to them,
so they won?t come to depend on you for everything. You want your
eagles to soar as quickly as possible.

MOMENTUM
It is easier to grow quickly than it is to do so slowly. The reason is
simple. When you develop momentum, Prospects turn into Distributors
quickly and you generate more excitement. Think of any successful
professional sports franchise; The Pittsburgh Steelers of the 70?s,
the San Francisco 49?ers of the 80?s the Boston Celtics over the
decades etc. What did they all have in common? A strong front office
organization off the field and lots of positive momentum on the field.
You cannot have one without the other.

The mere fact that you are reading this says a great deal about your
ambition. You have taken the first steps toward achieving something
very few people ever do. Financial independence on your terms. Now it
is up to you. The first push against anything heavy is the toughest,
but once you get the object moving, the rest is easy.

BUILDING MOMENTUM
Focus your energy on activities that will increase your business.
Concentrate on working with your DOWNLINE people and get them
motivated.

Work with any of your front line Distributors that are not building
their own businesses as quickly as they should. Find out what the
problems are and be ready to assist in their solution. End every home
meeting by setting a date for the next one.

Be aware of any activities in your area that will help generate ongoing
excitement, and thus help you keep the momentum going. We are talking
about Center Meetings, Upline Business Presentations, Training
sessions, etc. You should attend, and you should encourage your
Distributors to attend as well.

GROWTH INDICATORS
You know you are doing it right when you see growth indicators:

(1) TOOL USE
Active use of business tools such as our INFORMATION PACKETS and
EXECUTIVE SALES KITS is a sure sign that your business is expanding at
a healthy clip. These devices have been designed to produce maximum
results. Ongoing usage should be music to your ears!

(2) SPONSORING NEW Distributors
As you understand by now, your business grows by signing up new
Distributors, and then getting them properly on track to do the same
thing. This will generate increased sales, which in turn creates more
excitement and an ever-expanding DOWNLINE. The outcome is the
sponsorship of new Distributors. Their proper training and motivation
means additional earnings in your pocket as well as theirs.

(3) HAVING HOME MEETINGS
Here again, you will get the best results when you set the proper
example. If you hold regular home meetings, your Distributors will see
they work. That will encourage them to do the same. The more home
meetings they have, the faster their business will grow, and you know
what that means for you.

(4) ATTENDANCE AT BUSINESS MEETINGS
The momentum we spoke about before will generate strong attendance of
your DOWNLINE to all company Business Meetings. This is where new ideas
and improvements are talked about. More excitement is generated when
your Distributors attend these functions. Be aware of the above four
Growth Indicators and if you see any one of them not present in your
organization, do something about it, QUICKLY!

SELLING THE PRODUCT
There are two types of consumers in our business. Wholesale
(Distributors), and Retail (Customers). While building your
Organization is exciting, the principle focus is on selling the
Products.

Achieving sales is vital to increased income, but it cannot come at the
expense of neglecting DOWNLINE growth. The last thing you want to see
is one of your Distributors that is concentrating all their efforts on
sales, and totally neglecting DOWNLINE expansion.

Most people are not comfortable with trying to sell anything, and that
is fine. These are the folks who are going to be your Customers.
Customers are one foundation for your business and the other is your
Distributors. They go hand-in-hand and ignoring either one will hurt
your growth. To avoid the unhappy situation of a Distributor locked
into only selling and not expanding their network, it is important that
their first exposure to our industry be a full-blown Business
Presentation. This will clearly define their goals and set them on the
right track.

RETAILING GUIDELINES
If there is not any interest by a prospect in becoming a Distributor
then turn them into a customer. Here are a few ways to do that:
Refer them to the Website.
Ask when you should check back with them. Give them one of your
business cards so they can easily contact you.
Keep your new Customer aware of the introduction of any new product or
service. While 3WTEL intends to introduce both on an ongoing basis, we
will do so only after the most careful research and development. When
3WTEL introduces a new product this represents a perfect opportunity to
tell all your customers and generate new sales.
Invite your customers to attend any presentation where these new items
will be introduced and talked about and sampled.

LINES OF COMMUNICATION
There is no substitute for communication with all of your people. It
builds unity, and shows interest. Here are some good ways to link those
communication chains and keep them strong.

THE TELEPHONE
Reach out and touch someone, often. Upline, your front line
Distributors, Leaders, DOWNLINE troops. Let them know you care and that
you are there for them. Be friendly, but maintain your business
posture.

WEBSITE/EMAIL
Staying in regular contact with the DOWNLINE Leaders you do not see
very often is important. There is nothing like an ?Atta Boy? for a
job well done, or a personal goal reached. Your DOWNLINE leaders love
the attention. Since it is in writing, it will allow them the
ego-building device of showing it to their friends and family.
Effective use of notes can be a very good tool in keeping your DOWNLINE
people in close touch and happy.

One last thing. There is a law that states: PROBLEMS GO Upline, NOT
DOWNLINE. You control the lines of communication DOWNLINE, so keep them
active, open and ongoing!

GROUP IDENTITY
A strong bond creates unity within the group. It is up to you and your
Upline to schedule regular meetings that will accomplish this important
goal.

UNITY MEETINGS
Ask your Sponsor or Upline Leader to help you put together your first
Unity Meeting. You should have one of these when your own DOWNLINE has
a strong group of Distributors you want to bring together for
motivational purposes. If you cannot get your Upline Leader to attend,
contact them for advice and guidance.

WHO RUNS THE UNITY MEETING?
Ideally, it will be one of your Upline Leaders, but if they can not be
there, you do it, with their advice and suggestions.

WHY HAVE UNITY MEETINGS?
There is nothing quite as effective as the efforts of a well-organized
team in building organizations. Your team members will see how
important this idea is and use it themselves.

AGENDA FOR A SUCCESSFUL MEETING
1) Purpose of the meeting.
Develop Teamwork.
Build Unity.
2) Why is Unity important?
Builds momentum rapidly.
Rapid growth with less effort.
Effective use of time.
Sets a good example for DOWNLINE.
Identification.

Some of your Prospects may feel more comfortable with another
Distributor in the group. The Team will make it easier for each of them
to sponsor a wider variety of individuals.

3) Describe available Upline support.
Business Meetings. Where and when.
Business Building Tools.
Training Meetings. Where and when.
4) Our Common Goals - Financial Independence.
5) Commitments.
Regular attendance at all functions.
Attitude.
Build Group Unity.
Ongoing Communications.
6) Set the date for the next meeting.
7) Summarize meeting. Have a questions and answers session.

HOW IMPORTANT IS TEAMWORK?
Pick a top pro athlete. Any one, any sport. What chance would he have
against a team? Dumb question, right? Right. A team has strength. A
team works as a unit. A well-trained team will beat any group of
uncaring individuals.

TRAINING MEETINGS
Help you build teamwork, team spirit. Hold them regularly.

POTLUCK
Great way to build friendship among your group. Everybody pitches in
and they all share in each other?s efforts, which is exactly what
building a strong organization is all about. Sure, you can talk some
business here, but leave lots of time FOR FUN!

LEADERSHIP MEETINGS
These are exactly what the term implies. This is an excellent way for
Upline Leaders to recognize, and openly congratulate high achievers. To
qualify, specific business levels must be attainable. This is another
excellent way to build momentum, unity and team spirit.

BUSINESS MEETINGS
These very important meetings are highly deserving of your time and
efforts. You should:
Get the word out through the phone, FAX, or Email.
Get your new Distributors to attend often. This helps build unity and
increase the level of their commitment.
Go over the agenda with your top Leaders. Get their comments so that
they feel part of the team; It improves trust, increases respect and
builds unity.
Use these meetings to recognize outstanding achievement by any member
of your DOWNLINE.
Be aware that group functions promote friendships among the Leaders,
which is fundamental to growth of the entire network.

Understand it is your responsibility to build and develop your
DOWNLINE, and that Business Meetings are an excellent way to do that.
If you need help putting one together, look to your Upline.

If you find you have a Distributor, or even a group of Distributors in
your network that tend to isolate themselves from the group, find out
why. Make them aware of the benefits of teamwork. This type of
individual, or group of individuals, can set the wrong tone for
everyone else.

If you cannot solve the problem, find another active Leader in that Leg
of your DOWNLINE and work with them, but do not lose the tie with this
Leg. Work in Depth and include the whole group in all Upline
activities.

HOW TO CHART YOUR ORGANIZATION
Simple at the beginning. A square with your name in it and lines
radiating out to your front line Distributors. Lines from them to their
people, and so on. As your organization grows, there will be people
coming aboard you do not know about, this is why it is so important
that you stay in touch with your Upline Managers. They will keep you
informed about your Network.

KEEP AN ACTIVE & CURRENT ADDRESS FILE
We do not care how you do it, BUT DO IT! Use a Rolodex, card file or a
computer which ever works best for you. List each Distributorship
including Sponsor and Leg, which will help you to identify each of your
Distributor?s exact locations in your organization. This is important
because:
A) Accurate records mean good communication;
B) It will help you follow the growth of your organization and thus see
where Leadership is developing, and that will guide your future work
efforts;
C) These charts are good tools for Training Meetings and strong visual
aids for helping increase motivation; and
D) They set a good example for your DOWNLINE.

LONG DISTANCE SPONSORING
The most effective way to help a Prospect, no matter how far away they
might live from you, is in person. You should plan spending three to
five days with them and cover the following:

1) Two Presentations in your Prospect?s home with at least five of
their Prospects attending at each session. If two meetings aren?t
practical, then one with the 10 Prospects present.
2) Make and follow through with appointments made with their Prospects.
3) Attend the New Distributor?s Personal Orientation Meeting with
their new Distributors.
4) Hold individual training with your new Distributor.
5) Hold a Group Training Meeting with the new Distributors.

REMEMBER TO
Bring Information Packets..
Keep in close touch through:
1) Letters;
2) Telephone Calls;
3) FAX; and Email
4) Personal visits when possible.

Have a New Distributor Orientation Meeting. If that is not practical,
then do it over the phone, but make it clear to your new Distributor
that they MUST conduct their front line orientation meetings regularly.
NO EXCEPTIONS!
Teach them the Business Plan and make sure they have a copy of the
EXECUTIVE SALES KIT.
Get them independent immediately! Encourage them to have their own Home
Meetings, build teamwork and spirit of unity among their DOWNLINE
people; JUST LIKE you are DOING!
Your Upline will give you as much help as possible with your out of
town Distributors, but it is your responsibility to train them and to
keep in touch. Maintain strong communication ties. Keep them informed.
Help them in every way possible to develop their DOWNLINE.

KEEPING IT TOGETHER
It is not as difficult as you might be thinking. What it boils down to
is:
Continue what you have started.
Repeat the key steps with new people.
Teach them Proper Work Habits.
Be Consistent with them.
Stay in touch.

Your responsibility is to recognize people within your DOWNLINE who
have natural leadership abilities.

Step 9: Charting Your Progress

The monthly evaluation of your business is a very exciting moment. This
tells you exactly where you are, and how you are doing. It helps you
set new goals for next month. Your goal is to see a steady, upward
climbing line, not dramatic peaks and valleys. You are building YOUR
BUSINESS. The 10 Steps will be your consistent guide to achieving your
goals.

MONTHLY BUSINESS GOALS
See how you did the previous month, set new standards for the current
and subsequent months. Your Sponsor and Upline will help you set the
realistic plateaus that you should strive to attain. Please, be
realistic. Do not set your goals so high that they guarantee failure.
You know what you are capable of and what it takes to get there. Take
each step with the great care it deserves.

SETTING YOUR MONTHLY GOALS
Begin by talking with your Upline and Sponsor. Then review your
previous month?s performance and evaluate your key people.

Now begin setting your next month?s goals.
1) How many new Distributors do I want to sponsor by the end of next
month?
2) How many Business Presentations will I either attend or give next
month?
3) How many Training Meetings will I either give and/or attend in my
DOWNLINE?
4) How many hours can I devote to reading books that will help me
continue building a strong, Positive Attitude?

CHECKING YOUR PROGRESS
Every month, you should review your personal business status on your
website, with a complete financial profile of your organization. This
is an extremely valuable tool, if you use it properly. Here are some
ways to accomplish that:

Proper use of your monthly printout will be a big help in letting you
chart your business course for the upcoming month, and the months that
follow. Each month when your printout arrives, will be a truly exciting
moment. Seeing those numbers in black and white with your name at the
top is a rush, believe it. There it is. Your organization. Your
efforts. All YOURS!

The best part is, each month the printouts will get longer, have more
names and numbers, the sum of which represents how much money you made
that month. Making those names and numbers continually grow will become
so exciting for you that everything discussed so far will become a
living part of your life. YOU CAN DO IT! IT WILL HAPPEN!

Step 10: Effective Teaching Techniques

Every Leader in your Organization MUST UNDERSTAND THE TEN STEPS and be
able to teach them effectively to their groups. Therefore STEP TEN is
teaching the TEN Steps.

We cannot emphasize this strongly enough. You have to teach the Steps
to your Leaders, then MAKE SURE they are passing this vital information
along to their people. Ongoing attendance at their Training Meetings
assures the successful implementation of the Business Plan. A rock
solid organization rests on the firm foundation of CONSISTENCY. Learn
it properly and pass that on to your Leaders. They pass it on to theirs
and so on. ONE FORMAT, ONE WAY OF DOING THINGS!

HOW DO YOU LEARN TO TEACH THE 10 STEPS?
1) By faithful attendance at Training Meetings;
2) By recording these meetings, or taking notes;
3) By talking as often as you can with your Upline and Sponsor on an
informal basis, and listening for new information on how to build your
business; and
4) By USING THIS BOOK!

BECOME A BUSINESS EXPERT
How quickly you succeed, how effectively you grow, how dynamic your
DOWNLINE becomes, all depends on you. Teach the 10 Steps effectively,
make sure your people do the same, and you have taken a major step in
ensuring your success!

REVIEW
Review the '10 STEPS' regularly and ask yourself, which ones are your
strong and weak points. Then work on those until you are as strong as
possible on all ten.

You will increase your success rate by:
1) TAKING CHARGE during the first 30 days of your business;
2) SETTING FIRM GOALS and PLANNING how to reach them;
3) INVESTING in the TOOLS you will need;
4) INVITING your best Prospects to a Business Presentation right away;
5) ATTENDING Seminars, Meetings, etc; and
6) BELIEVING IN YOURSELF!

These steps are your ROAD MAP TO SUCCESS. Understand them. Use them.
Follow them. Teach them and you will succeed. Know them well enough
that when you are talking with new Prospects, be able to say, ' ...And
the next step is' and knows what it is. MAKE THEM YOURS!

THE PAPERWORK
We can hear some of you now. Ugh, paperwork! Let us talk with that
group for just a brief moment. First, there is not that much. Second,
you must keep accurate records of your business, and third, doing it
properly will ensure that your bonus checks are on time. Moan and groan
all you want about doing paperwork, until you get to the last point,
then see how much easier it becomes.

Registrations of all Distributorships are under the Sponsor?s name
and printed on the form.

When filling out your paperwork, remember:
1) PRINT CLEARLY on all forms;
2) INCOMPLETE or ILLEGIBLE applications will slow the processing
function;
3) All information MUST BE ACCURATE;
4) All copies MUST BE PROPERLY DISBURSED to the right Distributors and
places;
5) DO NOT PASS APPLICATIONS Upline for mailing; and
6) IMMEDIATELY MAIL completed applications to our home office for
prompt entry into the computer database.

NON HUSBAND & WIFE PARTNERSHIPS
Both of you must understand this will require a total and continuous
commitment from both sides. Do not look upon this as a 50/50 deal. Like
a solid marriage, each must be willing to give more than their share to
become and then stay successful.

You must understand that should problems arise, you cannot split your
DOWNLINE as if it was community property. One of you must be either
willing to walk away, or buy out the other partner, so before entering
into this type of business relationship, give it both serious thought
and consideration.

May we suggest the following possibility. If two unmarried individuals
want to work together, it is better if one sponsors the other and then
helps them build their business separately.

GETTING YOUR OFFICE TOGETHER
Using your home as an office may qualify as a tax deduction if you use
that part of your home for no other purpose and as your primary place
of conducting business. Keep this inflexible IRS mandate clearly in
mind when setting up yours. Here are some basic steps to follow:
1) Keep ACCURATE records of all business expenses;
2) Keep a business calendar for appointments;
3) Open a separate checking account;
4) Maintain some type of filing system to keep current records on all
your people;
5) Two card files. One for Prospects, one for your Retail Customers;
and
6) Set up either a file or folder system for each of your Distributors
where you can keep all correspondence from those individuals.

The hard part of the MLM business is now complete. That is, your
decision to take part in the industry with 3WTEL, and we congratulate
you for that FIRST STEP.

We will give you total support in your efforts to build your own,
highly successful business.

WHAT YOU CAN EXPECT FROM US?
Number One, GROWTH. Your?s and our?s. To achieve that, we will
continue developing state of the art products. If you make money, we do
too. We will provide you with everything you need to succeed and it is
still up to you to make the best use of 3WTEL wide selection of tools.

The company also provides ongoing:
Training Materials
Product Literature
Product Samples
Advertising Materials
Newsletters
Monthly Sales Reports
Assistance as Requested

WHAT WE EXPECT FROM YOU
If one word can sum it up, it is COMMITMENT. We care for your success
and well being. Everything we do aims to further enhance those two
goals. We expect you to give us your best effort.

We expect you to know what we stand for, know our products and share
their benefits with others. We expect you to set a strong dynamic
example, teach others to do the same, follow our Training System Format
and make others in your organization do the same.

We expect you to be honest at all times in dealings with your
Distributors, Upline, the company, your customers and the general
public.

Remember our motto...
YOUR SUCCESS IS OUR SUCCESS

Tony Beach http://www.TonyBeach.com