Chapter 3: Beginning Your UnFranchise Business

 

As you begin to build your UnFranchise business, it’s important to realize that you are in business for yourself, but not by yourself. Take the responsibility to learn the necessary tasks, activities, principles and fundamentals in order to be successful. The level of success that you achieve will be directly proportional to your willingness to accept full responsibility for your actions. This section will introduce you to the basic skills and knowledge needed to ensure your business is a successful endeavor. Please refer to the Getting Started Guide.

The tasks and activities outlined in the Getting Started Guide are all associated with the Basic 5. In addition, these tasks and activities are based on an individual investing eight to 15 hours per week over a two-to three-year period towards their execution. The emphasis has been placed on DOING. Taking Action! Not spending an overly large amount of precious time in the beginning reading what to do, but actually getting out there and making things happen. You will learn the most from your experiences. Making mistakes and learning from them. Please consider that this business plan can be compressed, meaning one can do more in a shorter period of time or spread it out and take longer. This is ultimately determined by what you want, when you want it, what you are willing to give or overcome, and how strong your sense of purpose is to build the business.

There will never be an absolutely perfect time to start building this business. The circumstances will never be perfect. However, when you have honest intentions and take action and begin working toward achieving your financial goals with confidence and conviction utilizing this business vehicle, you will create the circumstances you desire as the possibilities, people, opportunities and success will be attracted to you. This is a law of success. You can make it happen. George Bernard Shaw stated, “People are always blaming their circumstances for what they are. The people who get on in this world are they who get up and look for the circumstances they want, and, if they can’t find them, make them.”

Prior to implementing and completing the tasks set forth in the Getting Started Guide, it is important that you understand the content of these guidelines as they relate to building a solid and resilient business. First: The key success factor in building your sales and distribution organization is providing individuals within this organization a system that can be duplicated quickly by individuals joining you and your associates in this business endeavor. Second: There are only three types of activities performed by members of an organization or business: result-producing activities, support activities, and housekeeping activities. Although they are all necessary and must be performed efficiently and effectively, they are not equal when it comes to where quality time is spent. The approximate time allotted for each should be 80 percent to result-producing, 15 percent to support, and five percent to housekeeping. Third: The three types of activities as they equate to building your Market America business are as follows:

  • Result-Producing Activities: Activities that expose the Market America UnFranchise Business Development System to other individuals as a supplemental or alternative vehicle to relying solely on the traditional 45-Year Plan, and selling and exposing your products, goods and services to as many people as possible. Simply put, these are the only two activities that directly produce Business Volume, which in turn produces income.
  • Support Activities: Activities that enhance one’s ability to perform the result-producing activities, but do not directly produce Business Volume. Activities that fall in this category with Market America are meetings and trainings, seminars and conventions. It is here that many Independent Distributors may fall into a trap if they are not careful. They invest all their available time into going to meetings and trainings to learn what to do and allocate very little quality time to doing what they learned.
  • Housekeeping Activities: Activities that deal with completing and submitting required administrative paperwork associated with documenting your business activity. It is important to remember that your Market America business is a viable, credible, legal and legitimate business, and, like all other businesses, there is some paperwork involved.

Following the Getting Started Guide will ensure that all three activities are effectively and efficiently implemented with a focus on the result-producing activities: consistently exposing your products and your business to as many individuals as possible.

What would you attempt to do if you knew you couldn’t fail? The only way to fail in this business is to quit! Your success in this business will be directly proportional to your willingness to take personal responsibility for your actions. Let me give you a simple strategy for success. First, you must decide what you want. Then, find someone who is getting what you want. Find out what they are doing and do the same thing. The emphasis is on doing.

Although Market America has grown and evolved dramatically since its inception in 1992, the basic fundamentals necessary to implement have remained the same. Many people have the tendency to try to reinvent the wheel or feel as though they have a better way to build this business. Ultimately, these people waste valuable time and energy and make the business hard or difficult. The UnFranchise System results in a true standardized and systemized way of doing things, thus eliminating confusion and creating duplication — the key to the business. Admittedly, this business is not necessarily easy, but it is simple. The idea is to follow our proven business plan, and most importantly, have fun in the process. In life, and specifically in this business, many people KNOW what to do, but very few actually DO what they know. Remember, knowing is not enough. You’ve got to take action. Do what you know. The difference between success and failure in this business is quite simple. Those who succeed simply do what those who failed did not do or were not willing to do. The reason, excuse or rationalization for not doing those things does not really matter. You either succeeded or you didn’t. Therefore, it is very important to identify and learn what you must do to be successful. By knowing what to do, you can easily measure, monitor, adjust and control your progress and ultimately your success. We build this business with adults. Adults are visual and experiential (participatory learners). They learn best by doing. The objective is to get them DOING as quickly as possible. As managers and/or supervisors, many people mistakenly think that if they are not talking, then people are not learning. On the contrary, while you are talking, people are not learning. We’ve got to get them doing. That’s how they learn.

Let’s discuss what needs to be done in order to succeed in building an UnFranchise® business. First, we have to remove the things that may impede progress. We do this by building two sales and distribution organizations that generate in excess of 5,000 Group Business Volume weekly, resulting in earning $2,100 per week in ongoing income. Second, we must sell products by developing Preferred Customers. Third, we must sell the business or expose the UnFranchise System. And fourth, we must sell tickets to the upcoming National Meeting, Training and Seminar System (NMTSS) event. Those are the only four things we do in this business.

(1)   Remove the things that may impede progress through the process of building the business

(2)   Sell the products

(3)   Sell the business

(4)   Sell tickets

That is it! Keep it simple. Don’t make it difficult. Market America’s UnFranchise Business Development System is a viable, credible, legal, and legitimate business based upon what has already been proven an individual can actually and realistically accomplish working eight to 15 hours per week over a two-to three-year period. It is not a program, deal, hobby or scheme. The sooner your mindset and belief patterns treat it as a business, the sooner you will be on your way to earning an ongoing professional income. Following these guidelines will be one of the key success factors in establishing your business.

SEC. 1                The Role of Your Sponsor

Your Market America sponsor plays a very important role in your business. It is imperative to establish a strong, comfortable rapport with your sponsor, because not only will he/she be your upline, but a friend and mentor, providing guidance and advice on how to most effectively retail products and build your organization.

Attend business opportunity presentations given by your sponsor or upline Certified Executive Coordinator and learn as much as you can from them. Ask them to attend presentations you coordinate and to make suggestions for improvement. Think of your sponsor as a motivator, teacher and advisor. Depend on him/her as a reliable source of information. Enlist the aid of your sponsor in coordinating business activities. Your sponsor is there for your benefit; rely on him/her for assistance.

SEC. 2                Business Tools, Equipment and Supplies

The amount of tools, equipment and supplies you acquire will depend upon the size of your budget. Please refer to the Getting Started Guide. Initially the following materials are recommended:

  • Subscription to Market America’s voice mail system
  • Ticket to the upcoming NMTSS Training
  • Ticket to World Conference or International Convention, depending on the time of the year
  • A daily appointment book
  • Preferred Customer Business Card CDs
  • (20) Independent Distributor Applications
  • (20) Product Order Forms
  • (20) Transfer Buying Forms
  • Market America Career Manual
  • (20) copies of the Getting Started Guide and Action Plan For Success
  • Market America Business Cards
  • (5) One to One Presentation Books (Flip Charts)
  • Brochures for each product/line you have chosen to specialize
  • (10) Annual Reports
  • ma® Catalogs
  • Home Shopping List
  • (2) Retail Receipt Pads
  • (3) Sets of Basic 5 CD Set
  • (3 to 5) The System, It’s Time for Change, Cash in on Wellness videos
  • (3 to 5) Lead the Parade with Your Own UnFranchise CDs
  • File Cabinet and File Folders
  • Calculator
  • Rubber Stamp and Ink Pad (Name, Address, Phone Number)
  • Adhesive Labels (Name, Address, Phone Number) to affix to products
  • Miscellaneous; pens, paper, stapler, tape, etc.
  • Establishment of a separate business checking account

Note: It is recommended to purchase a Business Support Material Kit to ensure that you have the necessary UnFranchise® tools. You can save money by purchasing the kit, rather than purchasing all of the items individually.

Refer to the Market America Price List or your UnFranchise Business Account for code numbers and pricing.

As your Market America business develops and your organization grows, the following tools and equipment should be obtained to sustain your business development and organizational growth:

  • Establish a Separate Business Telephone Line
  • Telephone Answering Machine or voice mail
  • Computer
  • Office Furniture
  • A Second Telephone Line
  • 3-Way Calling Capability

SEC. 3                Record Keeping

As a Market America Independent Distributor, you are an independent business owner. It is very important to maintain accurate records of all your financial transactions. These transactions include all expenses and income. This activity is essential for your business finance records as well as tax purposes. The following are examples of expenses and income you are most likely to incur; however, it is recommended that you consult your tax preparer for advice.

Expenses

  • Advertising and promotional materials, such as the cost of flyers for meetings and trainings, business cards, sales aids, product brochures, product samples, etc.
  • Automobile expenses such as mileage to and from meetings, trainings, seminars and product delivery
  • Travel expenses such as airfare associated with building your business
  • Lodging and meals
  • Entertainment of prospects and downline Distributors
  • Training, seminar and convention expenses such as admission fees
  • Freight, handling and shipping costs
  • Postal charges
  • Business equipment such as furniture, fax, copy machine and computer
  • Office supplies
  • Professional fees such as subscription fees, periodical subscriptions, tax preparation, etc.        

Income

  • Profit from retail sales of products
  • Commissions and bonuses received from the Management Performance Compensation Program
  • Business reimbursements

In summary, establish a separate business checking account. Perform all your transactions using this checking account. Finally, consult your accountant for advice on deductible expenses that pertain to your business.

SEC. 4                Applying the "Basic 5" — Developing Leadership and Duplication

Market America’s UnFranchise Business Development System offers greater potential and power than any other direct sales or network marketing business in the industry! That potential and power, however, is only realized through leadership. Leadership means taking on personal responsibility to get the job done and teaching others to do the same. At first glance the Market America program looks almost too good to be true because it is so realistic, so profitable, and so easy to duplicate. For some people, it is too good to be true because they won’t assume personal responsibility as leaders and won’t do what it takes to duplicate that leadership within their organization. The assumption that the program will succeed without working the program is false.

In this business we lead by example. People do what you do, not what you say to do. The difference between success and failure is quite simple. The successful Distributor earning weekly checks simply did what the unsuccessful Distributor did not do, or was not willing to do.

Reasons, rationalizations and excuses really don’t matter. Consider for a moment the potential for earning hundreds of thousands of dollars in this business. Think about the amount of investment in money and time that would be required to earn this type of income in a traditional business or profession. What type of stress, problems and risks would be involved? These concerns are very different from what, in actuality, is encountered in this business. However, if you intend to earn this amount of money in this business, you must treat it like a big business and make the necessary commitments.

In this business, we invest more time than we invest money. Therefore, we want to make sure that the time we invest will produce results and duplicate the leadership in the UnFranchise Business Development System necessary to generate ongoing income. It begins with you as the leader.

Leaders are people who assume personal responsibility for their own actions whether they result in success or failure. Leaders obtain the necessary information. Leaders are creative problem solvers. Leaders believe they are going to succeed because they are committed to doing whatever it takes to succeed. Leaders don’t expect the company or their upline to do their work for them. They know they cannot teach what they do not know. They must attend meetings, trainings, seminars and conventions, and require the Distributors they are working with to do the same. They lead and teach Distributors by example: retailing products, developing Preferred Customers, having two guests at each opportunity meeting, following up with their prospects, and holding meetings and trainings. They need to have products, the necessary sales aids, and audio/video to sell to customers or start new Distributors properly. That is what makes Distributors leaders and helps them to succeed!

Now that you have established your UnFranchise® business, the question most people have is “Exactly what does it take to succeed?” If that is the question on your mind, you have the right thinking and the right attitude. Admittedly, when you begin to build your UnFranchise business, all of the terms, definitions and principles associated with it can seem a bit overwhelming. However, the business is very simple; don’t make it difficult. It all comes down to mastering the Basic 5 fundamentals, striving to become an official UnFranchise Owner (UFO), and teaching others to do the same thing. We simply strive to master the Basic 5 until they are habitual, and nearly second nature. All five need to be going at once to be successful. Think about it: in any field of endeavor, there are fundamentals that determine how successful one becomes. In football, a team must master the fundamentals of blocking and tackling. In basketball, there are the fundamentals of dribbling, shooting, rebounding and passing. In music, one must master playing the scales. There are countless examples in sports, the arts, science, and business in which the fundamentals must be mastered to be successful. In our business, there are five fundamentals, which are prerequisites for success. The commonality of all the successful UnFranchise Owners is that they “did” the Basic 5. Ultimately, you are either doing these things or you are not. By knowing what to do, you can measure, monitor, adjust, and control your progress.

Success and leadership in this business can be reduced to five basic fundamentals: 1) Developing Attitude and Knowledge; 2) Goals and a Goal Statement; 3) Retailing; 4) Prospecting/Recruiting/Sponsoring; 5) Follow-Up and the ABCs of Building Depth. Duplication of these fundamentals is the key to lasting prosperity in this business. If you master these fundamentals and demand that anyone in the business with whom you invest your time does the same, you will duplicate success and leadership. We call these fundamentals of success “The Basic 5.”

(A)   Developing Attitude and Knowledge: You must establish the right attitude and obtain the necessary knowledge. This translates into belief in what you’re doing and develops confidence. When you believe, you create enthusiasm and exude confidence because you possess the knowledge that achieves results. You become influential and attract the right people. When you duplicate this within your organization, you develop a winning team that can accomplish extraordinary results. The right attitude and knowledge must be acquired and developed. Certainly we wouldn’t go for weeks without feeding our bodies. We would become sick. The same principle applies to feeding our minds. Without mental nourishment, we become mental dwarfs, rather than mental giants. The right attitude and knowledge we need is acquired and developed through:

  • Reading and studying the Market America Career Manual
  • Reading and studying company product literature and/or information
  • Communicating regularly with your upline leadership
  • Attending meetings, trainings, seminars and conventions
  • Coordinating meetings, trainings and seminars, and having convention tickets on hand to sell to Distributors in your downline
  • Listening to company audios
  • Personal use of Market America products
  • Reading and listening to self-improvement materials

(1)   Attitude — From Brian Tracey’s “Psychology of Selling”: The information that follows is provided to better prepare you for the psychological process of “selling” and building relationships. Techniques and mechanics that are fundamental to a successful sales and marketing program will be described. It begins with mental preparation.

Make no mistake about it, we are in the sales and marketing business. If you have been told you can “join” Market America and earn large sums of money without having to sell products, you have been grossly misinformed. Whether we are dealing with product sales or with the promotion of our home-based business, the professional sales techniques are essentially the same.

Selling is a frightening proposition to many people simply because of their lack of professional education in this area. Those who have never taken the time to learn professional techniques should begin to learn now and experience how much fun and how personally rewarding sales and marketing can be.

The most important thing we have to understand in the world of selling is that nothing happens until the sale takes place. The most successful companies in the world have superb selling organizations. They rise or fall on the quality of their sales effort. We can be proud to be salespeople because it is based upon our efforts that the whole economy floats. There are no limits as to where we can go in this profession, if we are properly trained and skilled in selling.

Successful salespeople have learned that rejection is part of the success process, and that it should never be taken personally. Furthermore, sales professionals have learned that rejection is usually a thinly veiled objection and/or an unanswered question. Professional salespeople turn these objections into sales opportunities. By becoming more proficient in your selling skills, you can greatly reduce the level of rejection you have to deal with. Consider the following as you plan and develop your full-time or part-time career in sales:

  • Professional sales and marketing people are without question the highest paid individuals in the world.
  • 80 percent of all income is earned by 20 percent of the work force. Of the 20 percent, 80 percent are in the sales and marketing profession.
  • Professional salespeople live, on average, seven years longer than the average life expectancy of other individuals. This is primarily due to their ability to handle stress much better than most other people.
  • Sales and marketing professionals travel more, see more, experience more, and generally live a fuller, more exciting life due to their openness and willingness to experiment and “try something new.”
  • Professional sales and marketing people seem to experience more of what they want in every aspect of their lives.

If these considerations represent what you want more of in your life, then set as a top priority your commitment to become as effective as you can at this profession. Focus on your self-image, set your goals, learn the fundamental techniques, and prepare for success.

Before we dive headfirst into mastering the development of our self-image, developing our goals, and the general, fundamental techniques that professional sales and marketing people use to gain the winning edge, you must find out a little more about where you are. These general self-assessment questions should be helpful:

  • Are you mentally and emotionally prepared for the challenge?
  • Do you believe you can succeed?
  • Do you believe that despite the things you don’t know, you have the capacity to learn?
  • Do you believe you can cause success to happen on purpose and by design?
  • Do you understand that achievement begins with a decision, and your willingness to accept responsibility for your actions?
  • Do you understand that decisions are based on internalized goals that must be externalized in specific and achievable steps in order to “force” these decisions to materialize as realities?
  • Do you understand these decisions to act must be based, initially, on your belief in yourself?

If you can honestly answer “YES!” to these questions, then you are more than halfway down the road to success. The healthy self-image and self-esteem you possess, coupled with the right vehicle, will allow you to overcome any challenge that may present itself before you.

If your honest answers to these questions were “NO” or “I’m not sure,” you are not alone. Today, even in America, which is still regarded as a land of unlimited opportunity, most people live their daily lives with a low self-esteem and a mediocre self-image, especially when evaluating their chances of achieving financial success.

Where does this lack of confidence come from? How did we develop these negative “belief systems” or mindsets relative to our prospects for achievement and success in business? Is it possible that over time, with the wrong kind of emotional programming, we came to accept as “fact” the falsehood that we are not cut out to succeed in business or life?

With very few exceptions, we are brought into this world with healthy, equal self-images, mental attitudes, and a high level of self-confidence. From that point on, however, things begin to change quite rapidly. The level of our self-image, mental attitude, and self-confidence will rise or fall, depending on what we are exposed to on a daily basis for the rest of our lives.

Our fertile subconscious mind at birth could be likened to a huge computer. Soon after birth, the programming process begins on this magnificent piece of equipment called the HUMAN MIND. This is the beginning of the formation of our “belief system.” The programming, however, is done for the most part by other human minds, which have already developed belief systems of their own. If the majority of these people have not achieved much (which most do not), guess what most of us get? Other people’s belief systems and mindsets. Think about what you have been taught to believe about your chances of succeeding!

Our primary programmers, the people in our lives most responsible for what we believe to be true or false, are:

  • Our parents
  • Our relatives
  • Our teachers
  • Our friends
  • People we have been taught to respect
  • Ourselves

How many of these “programmers” are successful by your definition of success? Although you may love and respect these people, they may have settled for a “comfortable” life, choosing a lifestyle that requires the least amount of challenge and risk. This choice did not permit them to explore, seek out, and act on the abundance of existing opportunities available. The end result was often financial dependence, all built upon the expectations given to them by their “primary programmers.”

How many of us as children, while riding in a car with one of our primary programmers, have seen a beautiful residential estate with a huge yard (or had a similar experience), and heard the likes of:

  • “You can’t ever have that.”
  • “It would take forever to clean that.”
  • “You have to be crooked to make enough to buy that.”
  • “Think how long it would take to mow that yard.”
  • “They must have been born rich.”
  • “It really is nice, but it’s not for us.”

Our subconscious mind is completely neutral. It collects and stores information given to it by our conscious mind. Our subconscious mind is not selective. It will store and faithfully deliver back to you in physical form any information put into it, be it positive or negative.

It’s like a computer in the sense that what you put in is EXACTLY what you get out, in “HARD COPY” (or physical results). Thus, you can “program” yourself to succeed . . . or fail . . . if you don’t pay attention to the thoughts/beliefs you’re “feeding” your subconscious.

Continuous positive affirmations given to the subconscious mind by the conscious mind, with regard to your abilities and talents, are the beginning of your positive “belief system.” You can begin developing a positive “belief system” which will propel you towards success right now by the “programming” you allow yourself to be exposed to, or “buy into.”

It should now be apparent to you how critical it is to control who your programmers are. Ultimately, it is you who has complete control over what goes in, what comes out, and what goes on. However, if you don’t protect your mind from being littered with unproductive, negative, and excuse-laden thoughts, then other people — and even you, yourself — may unwittingly make those deposits.

Behavior Patterns And Characteristics Of A Poor Self-Image

  • Have a reason or excuse for just about everything that goes wrong
  • Never are responsible or accountable for their situations
  • Beliefs for financial success:
    • You have to be lucky
    • You have to get an education not available to you
    • You must have money to make money (silver spoon theory)
    • You can only gain if someone else loses
  • Are uncomfortable around people who have winning attitudes because of their own inferior attitudes and petty jealousy or envy
  • Associate with people of a similar self-image
  • Have trouble making eye contact
  • When walking, have a slow misdirected gait with eyes often pointed to the ground
  • Rarely take any thoughtful chances or calculated risks
  • Reject any new ideas or concepts even though it could better themselves personally and financially
  • Live their lives with a small voice inside saying “you can,” only to have this innate whisper of self-confidence muffled by inherited belief systems that are chanting “it won’t work,” or “you can’t do it”

Behavior Patterns And Characteristics Of A Winning Self-Image

  • Look for solutions to problems, not excuses for them
  • Believe to be successful they must:
    • Define what they want
    • Crystallize what they want
    • Take action, putting forth time and effort
    • Obtain specific and relative knowledge
    • Associate with successful people
  • Look forward to the learning process and the optimism created through association with successful people; it’s fun!
  • Try to spend as much time as possible with people more successful than themselves
  • Are conscious of their mental and physical health, and are aware that both are necessary for success
  • Look people straight in the eye, and prefer good eye contact
  • Walk briskly, as if they always know where they are going with head held high, and eyes looking forward
  • Live their lives knowing that if they truly decide to do something, they can succeed no matter what it may be

(2)   Knowledge: There are three basic topics you must know and be able to communicate to your prospective Distributors. You will gain this knowledge through preparation, study, and experience (that is, “repetition”). The three basic topics are: 1) the answer to “What is Market America?”; 2) development of a personal two-minute commercial; and 3) the ability to present the Market America business opportunity.

(a)   Developing Your Answer to: “What is it?”: Developing an answer to “What is it?” is necessary to be most effective when cultivating new possibilities and preparing you to talk naturally, sincerely, and confidently about Market America. It is recommended that you refer to the Prospecting/Recruiting/Sponsoring section of the Basic 5 CD (Code 1925CD) for further details.

Example: Market America is an innovative product brokerage and Internet marketing company specializing in One-to-One Marketing.

Example: Market America is a product brokerage and Internet marketing company. We set up UnFranchise® Businesses which have all the systems and advantages of franchising, but we have eliminated the franchise fees and royalties. Each UnFranchise Owner manages a team of Independent Distributors who collect data on what their customers want. This information is entered into the company’s database. Market America locates the manufacturers that make the desired products and then delivers them to the customer. This type of marketing is the wave of the future. It is called One-to-One Marketing. We teach people how to make money doing this.

(b)   Developing Your “Two-Minute Commercial”: A Two-Minute Commercial is a testimonial of the real reason WHY you are doing this business, accompanied by an appealing description of the business. Prospective Distributors need to have a sense of purpose because it’s that sense of purpose that is going to sustain them and maintain them through the highs and lows of the business. And there will be highs and lows. This is a business. It is important to try to not get too high nor too low. Keep an even keel as you grow and develop.

Example: I am sick and tired of living month to month on a salary that never seems to grow. Unexpected expenses always seem to devastate my checkbook and deplete my savings account, and I never seem to pay down my credit card debt. When I began to think of where I will be just five years from now, it was scary. I realized that I am not saving enough money to retire comfortably. I needed a better way. I needed and wanted a plan to improve my financial position and allow me to create time freedom.

I decided to establish an UnFranchise® business through Market America, allowing me to work part-time from my home about eight to 15 hours per week without affecting what I was currently doing. This business allows me to work a plan for my own financial success, rather than a plan for someone else’s financial success. I am now on my way to achieving my personal and financial goals.

I am looking to expand my business in the area. I realize that you are very busy, but I was hoping you would be nice enough to help me out. Who do you know that is looking for a better way to achieve their financial goals? If you lead me to a couple of people who qualify, we can work out something that will be mutually profitable. I realize that it would be difficult for you to give me referrals without first evaluating this business plan. Why don’t we schedule a time to get together so I can provide you with complete details of how the UnFranchise System actually works. What is better for you, Tuesday or Thursday? Afternoon or evening?

(c)   The Market America UnFranchise Business Presentation: Presenting Market America’s business opportunity is a necessary activity to control your timing and progress, thus increasing the chances for your success. For a complete script of Market America’s UnFranchise Business Presentation, simply log onto your UnFranchise Business Account. The script includes the following sections: Introduction to Market America, People Need a Better Way, Market America Products, UnFranchise Business Development System, How You Are Compensated, and It’s Your Decision.

To make your follow-up efforts more efficient and effective, Market America also provides a questionnaire as a guideline for you to follow. Use this questionnaire to help you determine the interest level of your prospects and thus the best way to follow up. To print a copy of the prospect questionnaire, simply log onto your UnFranchise Business Account.

(B)   Goals and a Goal Statement: The following section on “Goal Setting” will provide you with a step-by-step approach for establishing your goals. To establish a realistic, well-defined, and well-planned goal structure takes time and considerable thought. By far, the most important prerequisite for goal setting is your belief in yourself. If you do not believe you are capable of achieving whatever it is you desire, then save your time and effort. Goal setting will not work for you. Defining one’s goals builds desire.

(1)   Developing Specific Business Goals & Objectives: In order for this business to take on true meaning for you, it is critically important to set aside quality time to create and design the life that you have imagined and deserve. “Anybody can wish for riches, and most do, but only a few know that a definite plan, plus a burning desire for wealth, are the only dependable means of accumulating wealth.” — Napoleon Hill. What your future is like with Market America depends on your goals and your goal statement. Development of your goals and goal statement is the second element of the Basic 5.

Before Market America, you did not have a vehicle that could take you anywhere you wanted to go and enable you to achieve anything you desired. The vast majority of people trade time for money as they work a plan for someone else’s success — a J.O.B. (Just Over Broke). Unfortunately, when people work a job, most lose sight of the things or lifestyle they have dreamed, because everything they want ultimately cannot be achieved or obtained with their J.O.B. However, now that you have established your UnFranchise business, you can dream big and think big as the confines and limitations from your proverbial box (J.O.B.) from which you were living are eliminated!

The challenge for most people is that they have difficulty dreaming big and thinking big, even though the sky is the limit and everything is attainable with Market America. Their thoughts, ideas and goals are simply not in line with reality; therefore they cannot accept it, they do not take the first step, and what they want does not manifest. “Whatever the mind of man can conceive and believe, it can achieve.” — Napoleon Hill.

In order for a thought, an idea or a goal to manifest, you must first think it. Everything starts out as a thought. You must then visualize it regularly (the check, the Pin Level, the organization, the lifestyle), concentrate on it, focus on it, feel it and become it, which results in belief. You must then commit to it and act as if it is a reality. “Think big. You will never be bigger than your thoughts. Dream big; you will never be bigger than your dreams.” — JR Ridinger. You must break it down into a detailed plan to bring it in line with reality in order to accept it. Once you accept it, you will take the first step and thus demonstrate your belief through your actions, leading to the manifestation of your idea, thought, or dream.

Everyone has different needs, desires, goals and dreams. The idea is to take ownership of the fact that Market America is the vehicle that can enable you to realize the power of your dreams. This can only be accomplished by taking the time to develop a Goal Statement. If you do not have a Goal Statement written out with a detailed plan of how you are going to achieve your goal, you are not Go Now, because you have not satisfied all elements of the Basic 5. A Goal Statement is your road map or staircase to your goals.

Before you develop your goal statement, you must first define your dream and purpose. What is the driving reason WHY you are doing this business? If you cannot write it down, then you do not have it or you do not know it. You need to have a sense of purpose because it’s that sense of purpose that is going to sustain and maintain you through the highs and lows of the business.

(2)   There Are Five Steps to a Goal Statement:

(a)   Decide what you want. The things or lifestyle. It is best to define your short-term and long-term goals and list them in ascending order of attainability. Next is to determine the income necessary to support your lifestyle or goals. Then, figure out how many Business Development Centers you need qualifying for commissions to attain the income level and finally the Pin Level to which it translates.

(b)   Decide when you want it. Set target dates for the achievement of each goal. You must set a date even if it is wrong. You will measure your progress against the date and adjust the date or the goal to be in line with reality.

(c)   Determine what you are willing to give the business in the way of time, effort, and sacrifice, in order to obtain the goal. Determine what you must overcome in order to be successful in the business.

(d)   Develop a detailed plan of what you must do each year, each month, each week and each day to achieve the goal. The principle of having a detailed plan is to bring your thoughts, your ideas, and your goals in line with reality. Remember: this business is built most effectively one day at a time, working consistently. Your detailed plan provides you with a staircase or ladder to your goals and dreams. All you have to do is take the daily steps in the detailed plan and they add up to the weekly goal, which ensures the achievement of the monthly goal and the annual goals. By progressing on a daily basis, you will achieve your weekly, your monthly, and your annual goals. The following is an example of a detailed plan:

(i)   Everyday Steps — Cultivate two possibilities, call one prospect, read your Goal Statement and listen to an audio.

(ii)   Each Week’s Steps — Make six to eight calls to show the Plan to one person, show the Plan to one to two people, follow up with a prospect, conduct one to two ABC meetings/trial runs, attend one UnFranchise Business Presentation (UBP), develop one to five customers, call your sponsor, managing Certified Executive Coordinator, or person holding you accountable to your detailed plan.

(iii)   Each Month’s Steps — Sponsor one person, show the Plan to four people, service a minimum of 10 Preferred Customers, advance three levels of ABC pattern/two legs, attend monthly NMTSS event.

Consider this: your detailed plan may differ from this example, as the ratios are different for different people. However, you must learn the process. Check where you are daily, weekly and monthly, and adjust.

(e)   Finally, write it out in a 50- to 100-word statement and read it twice daily. This process literally will work miracles. You need to have a written Goal Statement. Fine-tune it each week or month until it is line with reality. The repeated reality checks will keep you focused and on your way to success with Market America. Remember, people don’t plan to fail, they fail to plan. Without goals and a plan, you lack direction. If you aim at nothing, you are going to hit nothing.

If you want things to be different, you have to plan now. Determine what you want to change. Assess what you have not been doing and how you can improve. Remember, if you continue to do the same thing, the same way, you will get the same result. If you keep thinking the same way, you will end up in the same place. Think big, because you will never become bigger than your thoughts. So, set out to determine how you want your life to change — make a list. Decide what you want to see happen in your life and in your business and make it happen! Most importantly, have fun!

To get started, please reference the Getting Started Guide, and take the time to enter target dates for each of the following Specific Business Goals and Objectives:

  • I will commit ____ hours per week to my Market America business.
  • I will commit ____ nights/days per week to this business.
  • I will personally sponsor two qualified Distributors (to activate) by (target date) __________
  • I will reach the Coordinator Level (receive first $300 check) by (target date)___________.
  • I will reach the Executive Coordinator Pin Level (receive first $1,500) by (target date) ______________.
  • I will earn an annual income of $______________ by (target date).

Whatever it is, it should be based on your Goal Statement. This business is not so much about money. Your Goal Statement doesn’t revolve so much around money because money is just an enabler. The money will enable you to get whatever you desire out of life. This needs to be understood and embraced.

  • I will register a minimum of 10 Preferred Customers online by (target date)___________

Please refer to the Basic 5 CD (Code 1925CD) for more detailed instruction when developing a Goal Statement and Detailed Plan. It is also recommended that you meet with your sponsor and/or your managing Certified Executive Coordinator to help you with your Goal Statement.

Let’s take goal setting a step further. Every successful Distributor knows that one of the Key Success Factors in building a strong, profitable and stable organization is ensuring that each Distributor that is brought into the organization creates and regenerates product sales on a consistent and frequent basis. Market America refers to this Key Success Factor as accomplishing or achieving BASE 10. (Please refer to the section Building a Solid Foundation “Base 10” in the Getting Started Guide & Action Plan for Success to see a visual depiction of the following information.) Building a solid foundation “Base 10” simply equates to a Distributor establishing a repeat retail customer base of greater than or equal to 10 customers each purchasing greater than or equal to 30 BV worth of products every four weeks. This would equal a minimum of 300 BV. It is imperative to the overall success of a Distributor’s organization that each and every Distributor within that organization achieves BASE 10. There is no reason to bring a Distributor into your organization if they are not going to create and regenerate BV on a consistent and frequent basis. The first step in achieving BASE 10 is to truly become a Product of the Product. This is accomplished by purchasing a minimum of 100 BV worth of products from Market America’s Mall without Walls® that you use on a monthly, bi-monthly or quarterly basis. It makes no business sense or common sense to purchase these products from somebody else’s business when you can purchase them from yours. If you will take the Home Shopping List and check off all those products that you use personally on an ongoing basis, you will find that there is 100 BV or more worth of products you should be purchasing from your business on a monthly basis. Once you are using these products and experiencing positive results it is very easy to share those experiences with others. This is the initial step in creating a customer base! The process of sharing positive results experienced by you with others is nothing more than “word-of-mouth advertising,” which is the most cost-efficient and effective means of promoting and marketing a product, good or service. It all starts with you! You have to be a product of the products you are marketing so that you can create the repeat retail customer base that is necessary for building a productive, stable and profitable organization; remember, people do what you do, NOT what you tell them to do! At a minimum, you MUST be using greater than or equal to 100 BV worth of products personally each month and building a repeat retail customer base that regenerates greater than or equal to 300 BV in sales each month in order to LEAD others in your organization in doing the same! This equals a minimum of 400 BV per Distributor. But it all starts with you . . . being a Product of the Product!

At a minimum, we want our new Independent Distributors to be earning greater than or equal to $300 monthly after six months in this business. This is accomplished by ensuring that every Distributor in your organization is selling greater than or equal to 400 BV worth of product on an ongoing monthly basis. This 400 BV does not include qualification volume for new Distributors joining your organization. We are only using ongoing, consistent volume that is being created on a monthly basis.

Let’s discuss how to create 400 BV per month. First, after one month in this business the new Distributor needs to personally purchase and use greater than or equal to 100 Personal Business Volume (PBV) of product monthly. You need to be buying product from yourself and using it. You cannot share an experience about a product or a service if you haven’t personally experienced yourself. The quickest way for a brand new Distributor to satisfy this 100 PBV is to enroll in Transfer Buying for a minimum of 100 PBV. This only makes sense because they are already buying over 100 BV worth of products, goods, and services from other stores.

In meeting your retail sales goals, we want to establish a repeat customer base of greater than or equal to 10 customers, each purchasing greater than or equal to 30 BV worth of product a month. 30 BV is equivalent to one 100-gram bottle of OPC-3® and one Isotonix® Multivitamin. Or it could be a bottle of Transitions™ Thermochrome and a bottle of OPC-3. Who do you know that uses health and nutrition products? Our vitamin line is superior to anything on the marketplace. Therefore, anybody you know who uses health and nutrition products should be an automatic 30 BV. Our goal is to create 10 repeat retail customers of greater than or equal to 30 BV. Everybody can do this. The tasks and activities set forth in the Getting Started Guide & Action Plan for Success is this. Anybody can do it if they choose to. If they don’t, it won’t be because they can’t, it will be because they won’t. Remember the difference between success and failure. You need to eliminate the words “I can’t” from your vocabulary. Your choices are the only thing that you can completely control.

Now based on this, remember we are working with adults and they are visual learners, so we’ve got to SHOW them what $300 a month looks like to enable them to conceptualize it and thus make it real. Let me explain what $300 a month looks like. If every Distributor in the organization equates to the 400 BV at bare minimum, then they only need three Distributors in their left organization and three Distributors in their right organization, each generating 400 BV monthly, which generates 1,200 GBV from their left and 1,200 GBV from their right organization. This results in earning $300 each and every four weeks. “Base 10, Seven Strong” (you plus three Distributors on your left and three Distributors on your right). This is powerful! Would earning $300 every month like clockwork, whether or not you decide to get out of bed in the morning, make a difference in the lives of a lot of people that you know? Absolutely.

The next step is to help your two “Go Nows,” (people that deserve our time, our attention, and our mentorship). These two people will identify themselves by what they are DOING! These people may not be the one directly on the left and one directly on the right. It may be 15 people down. But we want to find one on the left and one on the right and help them duplicate ”Base 10, Seven Strong.” We want them to earn $300 a month in the same fashion. If we help 2 people earn $300 a month like clockwork, that means that they’re each generating 1,200 GBV every 4 weeks on the left and 1,200 GBV every 4 weeks on the right of their organization, which automatically results in 2,400 GBV and 2,400 GBV to you, the new Distributor. So now you, the new Distributor, are earning greater than or equal to $600 a month from the MPCP.

Let’s take this a step further. At a minimum, we want a new Distributor earning $1,500 each month after 12 months in the business. This should be a goal for every Distributor you sponsor. When someone is making $1,500 every 4 weeks, that has nothing to do with new people coming into the business and qualifying their Business Development Centers, or whether he/she gets out of bed or not that day, that person does not want to give this income up, and therefore is not going anywhere. Even better, you’ve got two people making $600 and four people making $300, every four weeks. You are now laying a solid foundation, creating profitability as well as security and stability. By the way, our goal is to build two sales and distribution organizations each generating an excess of 5,000 GBV a week.

This business-building strategy will create $2,100 a week. Remember, you can’t earn $2,100 a week until you make $300 a month first. Nobody that is making $2,100 a week achieved it without making $300 a month first.

Take note: by following the Getting Started Guide & Action Plan for Success, we have goals for business, retailing, organizational growth, and training. Anyone can satisfy the tasks and activities set forth in the Getting Started Guide & Action Plan for Success if he/she chooses to. If they don’t, it won’t be because they can’t, it will be because they won’t. Remember the difference between success and failure. The individual who succeeds simply does what the individual who failed did not do or was not willing to do. You need to eliminate the two words ‘I can’t’ from your vocabulary. Your choices are the only thing that you can completely control. Have Fun!

(3)   Goal Setting: Just Exactly What Is It That You Want?: As stated previously, self-confidence and a strong sense of self worth are necessary in order to achieve your objectives. But what are your objectives? What is it that you really want? Have you put any serious thought and planning into what you want to accomplish? The clearer and more precise your objectives are, the better your chances for their attainment.

What are your motives for devoting time to Market America? You were not looking for Market America so that you could tell friends and family that you are now in a marketing business. You were looking for a “vehicle” that could transport you from where you are now to a new level of financial independence, which you desire.

When Market America Independent Distributors are asked, “Why are you putting your time and effort into this business?” responses generally take the form of:   

  • “I want to earn extra money.”
  • “I want to be financially independent.”
  • “I’m going to get rich.”
  • “So I can retire comfortably.”
  • “So I can afford to do what I want to do.”

These statements, and others like them, are for the most part empty, unemotional wishes, about a level the person has never been close to before. These unrealistic statements have probably been used to describe motives for other endeavors embarked upon which came up short. These idle statements about the desire for money are entirely too vague and unrealistic to generate the desire necessary for people starting in this business.

A very simple concept is very applicable when establishing one’s goal strategy. This concept is, “If you take care of the little things, the bigger things will happen automatically.” What is financial independence but a series of smaller accomplishments that, when combined, create a new and more exciting position in life for you? What importance does money have to you, except to be used to purchase the things that money can be exchanged for? Those are the things we really want.

Isolate any one of your goals, and its accomplishment will seem much more believable to you. A system for accomplishing a succession of these goals will lead to clarity and focus when it comes to the bigger goals that many people only talk about, but don’t really believe are possible for them.

Accurate and worthwhile goal setting requires that we understand the principle of “crawl before we walk, and walk before we run.” If your goals are not realistic for you, the desire necessary for pursuing their attainment will not be there. Concentrate on the process, one step or goal at a time, not the product.

The step-by-step system that follows is designed to assist you in the formation of a solid, realistic and believable set of objectives. You will begin to see and understand that by reaching a number of smaller objectives, you will develop the confidence within you to start believing that your larger objectives are very achievable. Your level of thinking and your level of expectation will continue to rise, bringing with them goals that were previously only idle dreams. As the pilot of your own business, it is imperative that you know exactly where you are going with the powerful vehicle Market America has provided.

Step 1: Developing A Master List

Find a relaxing environment where you won’t be disturbed for a couple of hours. If you have a spouse, make sure he/she is with you. Have on hand a couple of pa