By Don & Nancy Failla

 The 45 Second Presentation has sold over 5 million copies and has been translated into over 23 languages.  It is the bestselling book in the world on Network marketing.   

 How did this all come about?

But ten years before the book, we use to use a product and a vehicle approach to the business but we did one thing that was different from most distributors and we became very successful at doing this. When we sponsor a new person we would not let them talk to anybody until we sat down with them and taught them what came to be known as the Napkin presentations. A Napkin presentation, for those who haven’t read the book is basically where I have been in a restaurant grabbed a napkin to sketch things out and use as a basic tool to better explain myself. Once this person knew and understood the napkin presentation we then said they know how to drive. This would usually take 3 hours plus to do and after ten years I said to my wife Nancy; “I can’t do this anymore!” I really was tired of this long explanation and really burnt out. Especially back in those days you knew someone in your downline on the other side of the continent and hence, we had huge phone bills. These days with Skype and cheap phone plans long distance isn’t a problem. Anyway I got burned out doing this so one Christmas holiday we were in Phoenix in Arizona for our boy’s tennis and while there I made an outline of the Napkin presentation. When we got back to the North West we and 14 others made the first audio taping of these presentations and later we redid it in a studio condensed down to one hour. I then thought the next time I wanted to sponsor someone I could loan them the tape instead of doing the three hour presentations.

Probably the smartest or luckiest thing I have done in my entire life was that I didn’t mention the name of the company I was with at the time I made the tape. The tape found its way a lot of other companies in a matter of three or four months and sold tens of thousands of copies. From the tape the book was written and ever since I have had the book I have never sat down with anyone to teach them any of the Napkin presentation that are in the book. I believe that everything in there is important for a new person to know before they go talk to anyone about the business but I don’t believe in teaching them, because to teach them you have to again spend hours and that’s just another stumbling block. It's much better to loan them the book and let the book do the talking for you. Since the book came out 28 years ago we now have the audio book for the busy person, the e-book for the long distance sponsoring and we’ll give you training on the best way to use that as well.

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