Let me do a little review here. I am with Bill in a restaurant and I ask him the question about travel. All I have to do is to do this, have him read the card, "here read this I want your opinion". Having someone read a 45 seconds presentation which incidentally when read only takes 30 seconds and 45 seconds to say. So he reads it and says he is interested, I reach in my bag and I pull out a book. I then tell him to read the first four chapters (33 pages).

I told you I will teach you how to do this without knowing anything and I’ll show you how to introduce your vehicle (your company in just a few minutes) without any background knowledge of how it all works. Now we’ve done the first two of the three steps towards introducing your prospect to the business. So this is the whole key in getting them started.

You can have a new person practice steps one and two tonight in front of the mirror before they go to bed. So they can stand and read the card and pull out the book (we will call it "this and that").

Before I move on I need to go over one more thing and that’s the difference between working hard and working smart. Lets say that I have already done "this and that" with Ann here (and I am going to show you how we introduce the vehicle in a minute) she is already in the program and she goes to her friend and she has done "this and that". Then she goes on to her next friend and she does "this" but she can’t do "that" (doesn’t have a spare book) and she goes to the next friend and she does "this" but she can’t do "that" and right down the line (doesn’t have enough books). Why can’t she do "that?" Because she only has one book she left her first friend. What if her first person went on a two week holiday and forgot to take the book with her. She finally comes back from the holiday, reads the book, and decides to get in to the business, so she lets her keep the book now she has already wasted two weeks on her other prospects.

Working hard is having one book, working smart would be to have enough on hand so when you loan out a book you have more copies for you’re next prospects. Remember that since this is a warm marketed approach you are loaning the person a book and it’s a friend and if they don’t come in to the business, you get the book back. That’s why it doesn’t work in a mall; you can stand there and give out 200 books a day. I’d love that, if everybody here would give out 200 books a day, would be fantastic but it’s not going to work. It’s important to realize when your prospect reads the book it’s no guarantee that they are going to get in to your business. Where there is the guarantee that you’re not going to waste time spending three hours explaining network marketing to them so they can understand it while you will never get tired of repeating yourself. That’s why Nancy and I after 42 years are more excited about this business than we’ve ever been before because we can meet someone and talk to them in less than a minute or two and get the right tools going in the right direction.

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