by Dr. Jeffrey Lant

The problem with most people in network marketing is that they don't have either an objective or a plan for achieving it. What they do, therefore, is aimless. They do a little of this, a very little of that; recruit a brother- in-law, send a few postcards, run a tiny ad. And when it doesn't get them anywhere they whine. Drop out. And sign up in another program, hoping for the big kill. THIS IS RIDICULOUS!

Fortunately there is a better way.

The Awesome Power Of One

Take a look at the chart below.

It clearly demonstrates that if you recruit just one person per month and that if each of these recruits just one person per month for one year, you'll end up at the end of the 12th month with over 2,000 people in your organization. See for yourself...

# of distributors 	             months
1			1
2			2
4			3
8			4
16			5
32			6
64			7
128			8
256			9
512			10
1024			11
2048			12

A Few Key Points About This Chart

1. At six months, you have only about 1.5% of your ultimate downline organization. Don't be discouraged by this. As you see, the dramatic growth comes shortly. Unfortunately, in network marketing, most people are out of a program long before the 6th month, so they never benefit from the exponential growth.
2. You'll probably lose money for the first 4-6 months. We all know the old saying that it "takes money to make money." Nowhere is this more true than in MLM. It'll cost you money to join your program, pay monthly fees, pay for marketing materials, get leads, follow them up, etc. However, if and your organization are doubling monthly, that's what you should be focused on. The minimal amount of money you spend in the first six months will be offset by the substantial amount of money you make afterwards.
3. The doubling doesn't stop at 12 months! The methods that have brought you this degree of success, are the methods you must continue to use thereafter for even greater rewards,

So, how do you get started?

Post Your Objective

Personally, I'm a planning fanatic. I have daily, weekly, monthly, yearly... and even lifetime plans. My ability to plan and to stay focused on the plan is one major reason for my own success. And one key component of the plan is posting your objective where you can see it daily and check your progress.

Where's a good place? That depends on your situation. Personally, I like it on computer, where, I can see my current objectives first thing every morning. You may prefer a big poster... or a slip of paper affixed to your laser printer. The important thing is that you can see it EVERY DAY so that you can check your progress against it easily. Remember, each minute you're either achieving your objective, or you're moving farther away from it. There are no exceptions. Thus, at all times you must remember what your objective is... and ensure that you're doing what's necessary to achieve it.

Your objective here? 2048 new members in your organization by one year from today. Is it achievable? IT MOST ASSUREDLY IS!

Review Your Resources

The achievement of any objective depends on a complete understanding of what you've got to attain it. Everyone's resources are different, often glaringly so. The important thing to keep in mind is that YOU have resources that you can put to work for you RIGHT NOW. You've just got to know what they are. List:

• the amount of time per week you've got available to succeed. Be realistic. It's worth it to overestimate what you've got (and get depressed when you can't live up to your own estimates) than to underestimate... and surprise yourself,
• your disposable income. Again, be realistic! Remember, in all probability you are going to actually lose money in the first six months when you compare income to expenses. What kinds of funds do you have available to bankroll this new project? <Note: the other day an hysterical woman called me to say that she "had" to make money within the next 30 days and which program could I recommend that would achieve that goal? I told her that no program would make a profit within 30 days, at least nothing reputable. She didn't like this answer and hung up in a huff, telling me that she knew of one that would, so there. Well, good luck to her I say. I think it's better to be conservative, than desperate, so there!
• lead sources. Do you have access to sources of prospect leads beyond friends and family? Note: Personally, I am most opposed to involving your family and friends in your MLM activities at the start. All too often enthusiastic networkers involve these people before they themselves are successful and while they still don't know much about their "opportunity." The results can be unfortunate, if you don't succeed, with a few jokes and mild recriminations being the least of it. My advice? See what lead sources you have that don't involve friends and family. There will be time enough to involve these people after you're reaping growing success,

Analyze What You've Discovered

The purpose of your resource review is to see precisely what you've got (and how much)... and precisely what you need to achieve success.

-- time. Unless you're prepared to spend between 10~l5 hours per week on the development of your network marketing business, I say don't even think of getting involved. I don't know where the crazy notion originated in MLM circles that it takes no time to build this business, but that's ridiculous. Indeed, when you're starting your business, you'll be spending even more time on it than when you get to maintenance level. That's because you've got to learn about the company and its policies; study the products and learn their benefits; learn the marketing communications; get all your prospect lead-generating devices in order; master your presentation and closing remarks, etc. All this takes time, and it's a big mistake to underestimate just how much you'll need.

If, however, you find that you just don't have the 10-15 hours weekly you need, are you prepared to cut back in other areas? Can you rearrange your schedule? Are you prepared to give up some other activity? Or just say no? In short, will you do what it takes to give you the time you need? If not, you'd probably better abandon this project now.

-- money. The same applies to money. To get started in MLM it's going to cost you between $200-$500 a month over the course of six months this earns between $l200-$3,000. This is not a lot of money to start a successful business, and if you think you can do it for less you're kidding yourself. You already know what your expenses are -- joining, monthly product purchase, marketing communications, prospect leads, telephone calls, postage, etc. Now, either you've got this money available... or you're going to have to find it in your budget. What are you prepared to give up? Where can you cut back? Starting a business virtually always necessitates changes in an individuals budget and ways of spending money. Starting an MLM business is no exception. Are you sure you want to do this, especially when realistically you're not going to see profit for several months?

--lead sources. Unless you have regular sources of prospect leads, you are just not going to make it in MLM. Unfortunately, most networkers just don't understand this. They've either been deluded into thinking... or have deluded themselves... that all you have to do is pass a few brochures around a holiday party and, voila, you're going to have more than enough people participating in your organization to ensure success. NOTHING COULD BE FURTHER FROM THE TRUTH!!!

You need regular sources of prospect leads, Now, these leads can come from

1. Space ads
2. card deck leads
3. lead generating services such as Ad-Net, Inc.

Note: Adnet, Inc provides 30-50 prospect leads monthly for a reasonable fee. "What's, more, when you join Ad-Net (which is an MLM in its own right), you can also get a commission on the leads the people in your organization purchase.

In this way, you get another source of monthly commission checks and your organization gets the prospect leads they need. Pretty nifty.

The important thing is that you realize you need a regular source of prospect leads... and get away from the idea that they're all going to come from your family and friends. If you rely on them, there's just no way you're going to achieve success.

Get Your Machine Together Before You Start

One of the things I've noticed about people in MLM is how often they proceed without doing their homework and without having what they need before they start. This is ridiculous.

Ever take a look in the cockpit before the pilot takes off? Recently, I had the opportunity to sit in the co-pilot's seat in a small plane I'd chartered, and I got a wonderful opportunity see a professional's pre-take off routine. Check this, check that. All to ensure that our mission would be accomplished, Successfully, safely, efficiently. It should be the same with you.

• List everything you need and make sure you've got it. Only then should you proceed.
• Only Recruit People Who Share Your Vision And Are Willing To Execute Your Plan
• As soon as your machine is launched, the real fun begins. If you think you've worked hard so far... the real tests are now to come.
• As you deal with people you're going to find out why America is threatened. You're going to hear supposedly adult human beings who say they want to achieve success, throw up a series of excuses that a creative kindergarden would reject as lelune.

oh, yes, they want to succeed but...

"not now"

"not in this program"

"not with this plan," etc,

Friend, you're now face to face with a challenge you must successfully overcome, or your entire enterprise will certainly fail.

If you are going to succeed with "The Awesome Power Of One", each of the "ones" you sponsor must be a person who understands what you're trying to accomplish and is willing to follow the directions. Thus, you must constantly ask your prospects the tough questions... and learn to hear the real answers, as opposed to the words that often pour out of their mouths.

Ask questions like --

• Are you willing to work 10-15 hours a week?
• Have you got at least $200 per month to invest in this opportunity?
• What kinds of prospect lead sources do you have? Are you willing to join a company like Ad-Net, Inc. to ensure that you'll have the prospect leads you need? Will you work with your recruits each month to ensure that each of them recruits at least one person per month?

You get the idea. The important thing is that you ask the tough, probing questions right up front. And listen closely to the answers.

Real prospects ask real questions. They want to know what your plan is and how it works. They want hard data so that they can assess the situation for themselves and see whether their investment makes sense. They'll engage you in often intense, very practical conversation. Expect it. Prepare for it. Get good at it.

On the other hand, unreal prospects are fertile in their excuses. They'll tell you whatever comes into their heads... constantly seeking to excuse themselves from responsibility, constantly trying to mask the truth that they don't have what it takes to succeed and will never do what's necessary.

What's important is that you don't fall into the trap of hearing what you want to hear, believing what you want to believe, but instead trust your gut. If you aren't hearing real, precise, believable answers to your tough, necessary questions then press the prospect some more. And if you're still not hearing what you really need to hear, then say, "Mr. Prospect, I'd like to work with you, but, frankly, I'm not hearing what I need to hear to consider you a real prospect. You're waffling. I've got my success team to assemble, and I need winners. Now, either assure me that you can and will do what it takes to succeed and be a valuable part of the team, or I'm afraid I'm going to ring off. Which is it to be?"

Does this sound harsh? Many networkers would probably think so. The truth is, however, it's absolutely essential for achieving success. If you're going to make "The Awesome Power of One" work for you... you've got to work with people who are willing to do what's necessary to succeed. Pure and simple. Unfortunately, all too many networkers, so delighted that any warm body has fallen into their organization, that they never bother to get up close and personal. The result down the road is that they waste a lot of time and their precious resources, achieving nothing. On the other hand, I am an "in your face" marketer; I ask the tough questions and if I don't hear what I need to hear I say so. I let the good people know they're good and that I want them... I let the rest go without a pang. Predictably I'm called arrogant, and worse; equally predictably, I'm a multi-millionaire. Under the circumstances, I can live with the charge... not least when my organization continues to grow exponentially.

Let's be clear about what I'm saying here. I'm saying you've got to talk to people, question them closely, listen closely, and act accordingly. Many people in network marketing feel most uncomfortable doing this. That's why they fall easy victims to the crooks and scan artists who tell them they can mail their way to riches. That's nonsense of course. Whatever may have happened in the past, these days you're just not going to be able to real wealth merely by mailing your opportunity's marketing communications to people and expecting them to sign up, get motivated, stay on course, etc. THAT'S JUST NOT GOING TO HAPPEN!

In this connection, many people have told me that Ad-Net, Inc. names "don't work." "Why don't they work?," I question. "Because when I mail my brochures to them, people just don't answer." Now hear this: the only people you should ever be mailing your materials to are the ones you've personally talked to, you've personally quizzed, and whose answers you've found entirely satisfactory. In other words, you must qualify ALL your prospect loads... and invest further money only in those where you've decided you've got a reasonable opportunity to pick up a real player.

What's great about "The Awesome Power of One" is that you only need to find one such person monthly. Personally, I think that even the least sophisticated marketers should be able to get 1 of these people out of a minimum of 30 Ad-Net leads per month. One out of 30. Yes, those odds sound pretty good to me!

Working With Your Organization

Achieving success in network marketing means constant tactic with the people in your organization. Here are some suggestions:

• if your company has an "insured" product purchase program, make sure you're on it... and make sure every member of your organization is on it. Personally, I insist on the people in my organization all joining the insured program for The Staff of Life, the Company I'm promoting. If they won't, they immediately go down in significance. Further, I absolutely insist on every "heavy hitter" in my organization joining at the top, $90, monthly rate. If they won't, I ridicule them and reduce their rank.
• if your company doesn't have an insured program or some of your people are not on it, make sure that you or their immediate upline sponsor call them beginning about the 15th day of each month. Your message? "You need to purchase product before the last business day of each month." If the person won't join an insured program and won't buy product, don't waste much, if any, time on them. They're probably not salvageable,

Note: in my Staff of Life organization we use a combination of a monthly post card and telephone call. Thus in any given month, every single member of my organization gets at least the company's newsletter (packed with useful marketing tips, provided by me), a reminder post card urging them to get product, and a telephone call checking their progress, getting them to purchase product, etc. No one can say they're being ignored, and no one can fail to discern our boldly stated message: PARTICIPATE, OR ELSE!

Last Words: System Is The Key To Success

It should be clear to you by now that every person in my organization is encouraged to think like a company sales manager, a key player in a larger team. In this team everyone has clearly defined responsibilities: the company must produce valuable products which produce benefits and must administer itself efficiently so that both consumers and distributors get what they need as easily as possible; independent distributors in turn must each follow a defined series of steps which, being successfully concluded, ensure the regular achievement of ever more ambitious goals. No one can sit idly by doing nothing; no one is asked to do more than his/her reasonable share.

On this basis, increasing success is not only plausible but certain. I know. Each month my Staff of Life organization at least doubles. Each month I am able to determine who is a player, a person who will do what's necessary to succeed (and who, therefore, should get some of my own scarce time and other resources) and who isn't, and should be dismissed -- to continue jumping around from "opportunity" to "opportunity" parasitically looking for rewards, but unwilling to do his/her part to achieve them.

The longer I am in MLM the more certain I am that this completely dedicated, completely focused, completely goal-oriented approach is the only way to success. Which is why, if you follow it, one year from today you'll either have over 2,000 people in your organization -- or you'll still be at the bottom of some opportunity wondering why the system doesn't work for you.

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