Table Of Content

This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Vice President and Publisher: Cynthia A. Zigmund Acquisitions Editor: Michael Cunningham Senior Managing Editor: Jack Kiburz Interior Design: Lucy Jenkins Cover Design: Scott Rattray, Rattray Design Typesetting: Elizabeth Pitts The Direct Selling Women’s Alliance, Principle-Centered Coaching, and my dswa.org are trademarks of the Direct Selling Women’s Alliance. America’s Dream Coach is a trademark of Dream Coach, Inc. Get Fired Up Without Burn- ing Out is a registered trademark of Anderson Programs, Inc. The Lemon Aid Lady is a trademark of Lemon Aid Learning Adventures. Natural Selling is a registered trademark of Natural Selling Inc. ServiceQuest is a registered trademark of ServiceQuest MLM LLC. The Technology Tamer is a trademark of TechTam- ers. Other product, service, and company names mentioned herein may be the properties of their respective owners.  2005 by the Direct Selling Women’s Alliance Published by Dearborn Trade Publishing A Kaplan Professional Company All rights reserved. The text of this publication, or any part thereof, may not be reproduced in any manner whatsoever without written permission from the publisher. Printed in the United States of America 05 06 07 08 10 9 8 7 6 5 4 3 2 1 Library of Congress Cataloging-in-Publication Data Build it big : 101 insider secrets from top direct selling experts / Direct Selling Women’s Alliance. p. cm. Includes index. ISBN 0-7931-9277-3 (pbk.) 1. Direct selling. I. Direct Selling Women’s Alliance. HF5438.25.B85 2005 658.8′72—dc22 2004018058 ■ Acknowledgments To the women and men who put their heart and soul into their direct-selling business every day. It has been said that writing a book that reveals the wisdom of 89 individuals is like herding butterflies. How true it is. This book wouldn’t exist if not for our remarkable editing team who stood ready—butterfly nets in hand—to capture the brilliance of our contributors. What a pleasure it was to work with such gifted, positive people who truly appreciate our profession. We are grateful for the opportunity to cocreate with you in such a significant project. Our heartfelt thanks go to Susan Raab, who came to the project with a de- lightful, can-do attitude and a clarity of vision that inspired us to hold ourselves to a higher standard than we ever thought possible. To Nolan Hale: we are grateful for your steady, calming manner and willingness to do whatever it took. You brought a keen eye and valu- able perspective to every insight you touched. To Garvin DeShazer, our knight in shining armor: thank you for lending your talents to draw out your contributors’ unique brilliance and capturing it so ably. Every life you touch shifts in a positive direction. To Kathie Nel- son, who came through with flying colors: you were there when we needed you with your industry experience and love for the profession. To Michael Cunningham at Dearborn Trade Publishing, who saw the potential of this industry and asked for this book: you gave us the idea, trust, support, and space we needed to create a book worthy of the Direct Selling community. We are truly grateful! We want to acknowledge the distributors, speakers, trainers, and industry experts featured in these pages, for they are the true leaders of our profession, working daily to teach, inspire, and uplift direct sellers around the world. Your willingness to share your knowledge and experience is making a significant difference in the lives of oth- ers. Thank you for holding a greater vision for our profession. We are eternally grateful to the DSWA team, Advisory Board, and Council members. Your contributions go far beyond the scope of this book. You have been there for us since the very beginning, in- iii iv Acknowledgments vesting your time and talents toward our shared vision of greater success for all direct sellers. And to the countless supporters who work behind the scenes to make the DSWA what we know it can be—we thank you! Words cannot express the love and appreciation we have for our families, who have supported us since the journey began. To our hus- bands, Saf, Maui, and Mario: you are each the rock we cling to when things get tough. Thank you for bringing such peace and joy into our lives. To our children, Isea, Kahea, Kaala, Alex, Paola, and Dane: big smoochies for being the light of our lives! To God we give thanks for the hand you have had in this project and in everything we do. We do not take lightly this responsibility you’ve given us, and we strive to be good stewards of the blessings that you send our way. Nicki Keohohou Jane Deuber Grace Keohohou Lee ■ Contents Foreword xiii Celebrate the Greatness within You By Richard Neihart Preface xvii What Is Direct Selling? Introduction xix How to Use This Book xxi 1. Starting Your Direct-Selling Business 1 Treat Every Day Like Your First Day in Business! 2 By Les Brown Connect with Your “Why” 4 By Caterina Rando, MA Start Your Business Off Right 7 By Rachel Kerr Snyder Treat Your Business Like a Business 9 By Shan Eisler Elevate Conversations to Connections 12 By Bonnie Ross-Parker Conquer Fear of Rejection and Move On to Greatness! 14 By Marilyn Snyder Know Just Enough 17 By Kathie Nelson Focus On Execution! 20 By Gary Ryan Blair Balance Six Areas Critical to Your Start-up Success 23 By Jenny Bywater Work Now, Play Later 25 By Shirley Tyson v vi Contents 2. Booking and Coaching Your Hostess 29 Restore Your Business with Bookings 30 By Sue Rusch Make the Most of Every Show 33 By Beth Jones-Schall Quit Asking and Start Offering 36 By Karen Phelps Send Subliminal Messages 38 By Jenny Bywater Take Control of Your Calendar 41 By Delores Douglass Hang Up on Your Phone Phobias 43 By Christie Northrup Change to Meet the Market 46 By Joellen Sutterfield Deepen Your Relationship with Your Hostess 48 By Jane Deuber 3. The Art of Selling 53 Keep On Selling! 54 By Carla Spurgeon Natural Selling—The Magic and Power of Dialogue! 56 By Michael Oliver Questions Are the Answer 59 By David Cooper Show the Price Is Right 61 By Karen Walter Make It All About You 64 By Mike Russell Keep Parties Fun for Higher Sales and More Bookings 66 By Karen Phelps Overcome Prospecting Fears 68 By Pat Pearson, MSSW Heart to Heart 70 By Carol Garvey Automate Your Reorder Business 73 By Jeff Shafe Contents vii Build Repeat Business 75 By Grace Putt 4. Sponsoring and Building Your Team 79 Build Credibility for the Profession 80 By Delbra and Tim Lewis Become a Recruiting Powerhouse 82 By Joan Nilsen Recruit and Build with Style 85 By Stephanie Frank Teach Them to Fish 89 By Janet Wakeland Build Your Business by the Numbers 91 By Sarah Janell White Lose the Hype! 94 By Jeri Taylor Recruit to Retain for Long-Term Success 96 By Terrel F. Transtrum Defeat Low Self-Esteem to Boost Recruiting Success 99 By Lisa Kitter Apply the Secret Science of Sponsoring 102 By Marcy Koltun-Crilley Shorten the Success Curve with Leads 104 By “Motivated Mike” Lemire Be More Committed to Your Dream Than Your Reality 107 By Marcia Wieder Craft Your Recruiting Story 109 By Maria Dowd Master the Art of Sponsorship 112 By Jim Britt Build a Multicultural Team 114 By Nick “Keeper” Catran-Whitney 5. Coaching Your Team 117 Detach from the Outcome 118 By Jennie England Listen—and Give the Greatest Gift 120 By Jennie England viii Contents Ask Inspiring Questions 123 By Carly Anderson Make Friends with Your Inner Critic 125 By Jennie England Reveal Her True Self with “I See You” Acknowledgment 128 By Cheryl Walker Agree on Action Plans and Accountability 131 By Augusta Horsey Nash Catch the Spirit of the Pareto Principle 133 By Gale Bates Transform Relationships through Coaching 135 By Linda Wiseman-Jones Shower the People You Love with Appreciation 138 By Donna Marie Serritella Open Your Heart to Coaching 139 By Jane Deuber 6. Developing Leadership Skills 143 Keep the Desire Alive 144 By Richard Flint Prospect for Hispanic Gold 146 By Camilo Cruz, PhD Talk Her Down off the Wall 149 By Debi Agee You Don’t Have to Like It, You Just Have to Do It! 151 By Terra Larsen Plan for Success! 154 By Lorna Rasmussen Hold Successful Crucial Conversations 156 By Ron McMillan Practice the Art of Listening 159 By Carol McCall, MA, MCC Make Meetings Work Person to Person 161 By Linda Lucas Walk Your Talk 164 By Lisa Wilber Contents ix Build a Business, Not an Orphanage 166 By Richard Flint Become the Leader You Would Follow 169 By Nicki Keohohou 7. Managing Business Finances 173 Get On the Fast Track to Freedom 174 By Teresa Romain Get Control of Your Business Finances 176 By Jeff Shafe Get Ready to Come Home 178 By Barb Pitcock Go Ahead—File Your Taxes! 180 By Vicky Collins, CPA Attend to the Business Side of Business 182 By Vicky Collins, CPA The Seven Money Skills of Extremely Prosperous People 185 By Mark Victor Hansen and Robert G. Allen Seize the World 188 By Mary Lou Wilson 8. Integrating Home and Business 191 Work from Home for Your Kids’ Sake 192 C. J. Eisler Make Your Children the Reason 194 By Kristin Rogers Get Fired Up without Burning Out!® 196 By Carol Grace Anderson, MA Engage Your Kids in Your Business 198 By Connie Kittson Partner with Your Partner 200 By Carol Ranoa Choose to Be Balanced 203 By Grace Keohohou Lee Nurture Your Professional Image 205 By Marion Gellatly, AICI, CIP