LEADOFF
Empty Your Cup
Josephine Gross, Ph.D.
Years ago a Zen master taught me the most important element to getting started right—and continuing to grow—in any undertaking: it’s called “beginner’s mind.” If you give yourself the freedom to look at what you do without the constraints of your knowledge and experience, you may discover new insights that set you on a path of boundless possibilities.

LEADERSHIP
The Marriage of Character and Skills
Orrin Woodward
Mastering the skills of getting people started right in our business is critical, but even more important to your long-term success is getting people right. When you help a new distributor get started, you are not simply teaching skills to a robot. A new person can prospect and share the product and compensation plan with or without character. But the key to building a strong culture and lasting community is to implement a program of leadership development along with skills development.

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TRAVEL REPORT
What to Look for in a Prospect?
Art Jonak
What does it really take to succeed in this business? Is it having the right attitude? Being in the right place at the right time? Just plain being persistent? The single most important quality to look for in a prospect is motivation. A motivated person can always learn the skills to build a massive business. A skilled person, on the other hand, may be lazy or not want a business opportunity. Avoid unmotivated, skilled prospects: it’s a lot easier to show a motivated person what to do than to try to motivate a skilled person to work.

PROSPECTING
The Power of Warm Market
Jackie Ulmer
Social media sites make it easy to reconnect with people from your past as well as build new relationships. However, prospecting online is not a starting point for inexperienced networkers who have not yet taken that proven step of contacting their warm market list. If you want to venture out into the online world, building skills and belief by working with your warm market is critical. While most people you know will not be interested in your business, there is typically an ace or two on everyone’s list. If you don’t talk to your warm market, you’ll never know who those aces are.

YOUR STORY
The Neuroscience of Coaching
David Krueger, M.D.
In traditional science, we arrive at the truth by proffering a hypothesis, then accumulating data to prove or disprove it. The data force the conclusion. Reverse truths work the opposite: the hypothesis or belief creates the data. Our assumptions select what we perceive of the world and determine what meaning we attach to our perceptions. Believing is necessary in order to see. Good coaches, just like good parents, know and apply this principle by believing in their clients until they have reason to believe in themselves. Applied to network marketing, this reverse truth becomes: believe in your downline partners and they will show you why you do.

PERFORMANCE
The Price of Success
At the age of 21, Ruben Gonzalez decided he wanted to compete in the 1988 Calgary Olympics in the sport of luge. He paid a huge price to make it to the Olympics. “Everyone will pay a huge price for success,” he says. “The price of success is non-negotiable—but the price of regret is a hundred times bigger. You might as well go for success. It’s a lot more fun. Which will you choose: instant gratification or long-term success? The quality of your life hinges on that choice.” Ruben went on to compete in the 1992 and in the 2002 Winter Olympics. This year, when he competed at the 2010 Vancouver Games at the age of 47, he became the first person to ever compete in four Winter Olympics each in a different decade.

THE CLOSE
How to Start
John David Mann
Network marketing is a very systematic business: we develop our simple, duplicable systems of clear, concrete steps everyone is meant to follow alike. And that’s good, right and necessary. But the truth is this: those who are ultimately successful in this business are not those who docilely follow the directions in the manual, they are the people who make things happen—and wholeheartedly embrace correction.