Index

A

  • Academy for Network Marketing Leadership, 13
  • Accountability, 204–205
  • Action, taking, 260
  • Active lines, 240
  • Administrative managers, 45
  • Alibaba, 143
  • Almaty, Kazakhstan, 3
  • Amazon, 93–94
  • Amway, 93, 143, 257–258
  • Apple, 189–191
  • Arbonne, 93
  • Archimedes, 1
  • Assignments, 206–207
  • Attitude, 220
  • Autoship, 66
  • Avon, 144

B

  • Back office, 66
  • “Bait and switch”, 18–19
  • Basic inventory, 91–92
  • Behavior, 220
  • Belief, 220
  • Binary compensation plans, 49–51
  • Bios, 195–196
  • Blockbuster Video, 43
  • Blockchains, 16, 22
  • Branded resellers, 150
  • Break-even point, 161
  • Buffet, Jimmy, 191
  • Building lines, 155–158
  • Business-building time, 69–70
  • Business-building tools, 70
  • Business credit, 67
  • “Buyers” clubs, 30

C

  • Candidate lists, 70–72, 105
  • Candidates, xiv, 47–48
  • Capital, 43–45
  • Career paths, 58–60
  • Carnegie, Andrew, 1
  • Cash, 43–45
  • Casual builders, 235
  • CEOs, 45
  • Challenging, 208, 233
  • Chief financial officers, 45
  • Chief operations officer, 45
  • Chief technology officer, 45
  • China, 143
  • Choosing the right company, 25–62
    • based on competency, 61
    • choosing the right startup vs., 42–43
    • debt, cash, capital, and, 43–45
    • evaluating compensation plans and, 48–61
    • illegal pyramids vs. legitimate pay plans and, 25–29
    • management depth and, 45–46
    • products and, 31–40
    • questionable clubs and, 29–30
    • sponsorship and, 40–42
    • support structures and, 46–48
  • Cirque du Soleil, 190, 191, 245
  • Closing people, 80–81
  • Clubs, 29–30
  • Codes of Ethics, 67
  • College degrees, 4, 5, 21
  • Collins, Dana, 99
  • Commitment, 200, 223–225
  • Communicating, 145
  • Company policies, 67
  • Compensation plans, 48–61
    • and balancing pay across levels, 55–57
    • binary, 49–51
    • and career paths, 58–60
    • difference made by small amounts in, 57–58
    • essentials for, 54–55
    • and lifestyle rewards, 60–61
    • well-designed, 51–54
  • Competency, 61
  • Conflicts, 207–208
  • “Con man (woman)”, 185–186
  • Consistency, 223
  • Consumers, 26, 32
  • Cook, Tim, 189
  • “Cooked legs”, 20
  • Core messages, 201–202
  • Counseling, 238–240
  • Critical mass, 45
  • Critical thinking, 7
  • Cryptocurrencies, 13, 16, 33–36
  • Customers, 13, 235, 239
  • Customer service managers, 45
  • Customer volume (CV), 13, 87–95, 239
    • building, 90–94
    • and leverage, 94–95
    • scope of, 87–90

D

  • Debit cards, 67
  • Debt, 21, 43–45
  • Demonstrations, 92–93
  • DeVos, Doug, 143
  • Discernment, 18, 19
  • Distribution center managers, 45
  • Distributors:
    • and compensation plans, 49, 52
    • desirable qualities of, 39
    • having 100 or more, 219
    • as product consumers, 26–29
    • and recruitment, 158
    • and social media, 141
  • Doˉ TERRA, 93
  • Dreamers, 7
  • Dress, 215
  • “Driven” lines, 77, 155–158
  • Duli, Andi, 64–65, 194
  • Duplication, 75–85, 153–161
    • building lines vs. driving lines for, 155–158
    • delineating, 81–84
    • functionality vs., 76–77
    • and leading by example, 160
    • maintaining high retention for, 161
    • and opening people vs. closing people, 80–81
    • with people, 77
    • securing lines for, 158–160
    • and studying/doing/teaching, 79
    • three-part formula for, 77–78
    • tools for, 79–80, 84
    • valid samples for, 78–79

E

  • EBay, 94
  • E-commerce, 46, 139–151
    • embracing, 140–145
    • and functionality/processes, 144–145
    • and potentially growing markets, 143–144
    • scope of, 139–140
  • Emotional connections, 38–40
  • Enrolling, 136–138, 145, 239
  • ESPN, 231
  • Ethics, 98–100
  • Events, 67–68, 217–220, 241–243
  • Exclusion, 201
  • Experience, 4–5
  • ExxonMobil, 62, 154

F

  • Facebook:
    • building volume with, 145–146
    • conducting home meetings vs., 122
    • connecting to your sponsorship line with, 67
    • how distributors use, 149–150
  • FaceTime, 169
  • Facilitation, 206
  • Failure, learning from, 261
  • Family members, 260
  • Fear, and freedom, 262–263
  • Field generals, 235
  • Financial security, 206
  • Focus:
    • of direct selling business, xiv
    • maintaining, 200
  • Fogg, John Milton, 93
  • Followers, casual builders as, 235
  • Freedom:
    • cost of, xvii
    • and fear, 262–263
  • “Front-loading”, 26
  • Functionality, 76–77, 144–145

G

  • Gagevt.com, 70
  • Game plans, 202
  • Gamio, Erick, 194
  • Gates, Bill, 1
  • Getty, J. Paul, 1
  • “Gifting” clubs, 29
  • Godin, Seth, 191
  • “Greater fool theory”, 35
  • Group dynamics, 202–203
  • Growth, 63–74
    • with autoship, 66
    • booking yourself for major events for, 67–68
    • building foundation for, 65–73
    • and candidate lists, 70–72
    • committing to, 64–65
    • goals for, 68–69
    • harnessing social media and e-commerce to increase, see E-commerce; Social media
    • international, see International growth
    • and “Major Blast”, 73–74
    • mindsets for, 63–64
    • and ordering, 65–66
    • scheduling for, 69–70
    • tools for, 70
  • Gullibility, 18

H

  • Hard work, 7–8
  • Headhunters, 27
  • Head shots, 194
  • “Helicopter sponsors”, 184
  • Herbalife, 13, 93
  • Home meetings, 122–125
  • “Hometown prophets”, 182–183
  • Hotels, 127–128
  • How to Build a Multi-Level Money Machine (Gage), xvi, 48, 79

I

  • ICOs (initial coin offerings), 35–36
  • Image, 213–217
  • Impact, making, 263–264
  • Inclusion, 200–201
  • Income, 215
  • India, 143
  • Information funnels, 149
  • Initial coin offerings (ICOs), 35–36
  • Initial public offering (IPO), 35
  • Inspiring, 197–199
  • Instagram, 97, 139, 144, 150–151, 187
  • Integrity, 205, 262
  • Intensity, 202
  • International growth, 163–171
    • long-distance lines as, 164–167
    • starting new lines for, 168–171
  • Inventory repurchase, 28–29
  • Investing, in leaders, 232–233
  • Investments, in direct selling, 211
  • Invitations, 105–113
  • IPO (initial public offering), 35
  • Iroquois Indians, 77
  • Isagenix, 93

J

K

  • Knowledge, 220
  • Kodak, 43

L

  • “Ladder of escelation”, 83, 84
  • La Paz, Bolivia, 3
  • Large-venue presentations, 127–132
  • Leaders, 8–9, 173–186, 197–208
    • “BFFs” as, 181
    • “blind, hungry dogs in a butcher shop” as, 181–182
    • brands of, see Leadership brand
    • “con man (woman)” as, 185–186
    • by example, 160
    • factories of, see Leadership factories
    • “followers” as, 177–178
    • great, 199–208
    • “helicopter sponsors” as, 184
    • “Hollywood directors” as, 185
    • “hometown prophets” as, 182–183
    • inspiring as, 197–199
    • levels of, 245–248
    • “mad geniuses” as, 176–177
    • management of conflicts by, 207–208
    • “martyrs” as, 173–174
    • “messiahs” as, 175–176
    • “moths” as, 178
    • “ostriches” as, 178–179
    • “party animals” as, 180
    • “prince(ess) of darkness” as, 179
    • “renegades” as, 182
    • “sales pros” as, 180–181
    • “shrewd investors” as, 183–184
    • “social (media) butterflies” as, 176
    • “tacticians” as, 174–175
  • Leadership brand, 187–196
    • dynamics of, 188–189
    • how to establish, 189–191
    • positioning your own, 191–196
  • Leadership factories, 229–248
    • foundations of, 233–236
    • importance of, 229–231
  • investing in, 232–233
    • and levels of leadership, 245–248
    • in leveraged sales, 236–245
    • teaching others how to think in, 231–232
  • Leadership Institutes, 3
  • Leadership tracks, 243–244
  • Lead Your Team (Gage), 236
  • Legitimate pay plans, 25–29
  • Lehman Brothers, 43
  • Levels of leadership, 245–248
  • Leverage, 1, 6, 133
  • Leveraged Sales:
    • best products for, 189
    • cash flow problems in, 43–44
    • and commitment, 225
    • consistency in, 223
    • customer-driven, 140, 141, 143
    • difficulties of, 221
    • and duplication, 80, 119
    • experience in, 46
    • finding business in, 87
    • importance of, 57
    • leaders in, 207, 232, 234
    • and multi-level marketing, 15–18
    • learning new skills for, 64
    • and leverage, 94–95
    • multi-level marketing vs., 15–18
    • positives of, 211, 212
    • and “renegades”, 182
    • scope of, 6, 22
    • and social media, 145
    • why people fail in, 159
  • Lifestyle photos, 194
  • Lifestyle rewards, 60–61, 133, 211
  • Lines:
    • active, 240
    • building, 155–158
    • “driven”, 77, 155–158
    • long-distance, 164–167
    • personal, 240
    • securing, 158–160
    • sponsorship, 67
    • starting new, 168–171
  • Ljubljana, Slovenia, 3
  • London, England, 3
  • Long-distance lines, 164–167
  • Lyft, 115

M

  • Ma, Jack, 143
  • “Mad geniuses”, 176–177
  • “Major Blasts”:
    • definition of, 73–74
    • inviting people to launch meetings as, 106
    • key elements of, 121
    • in new markets, 169, 170
    • and recruitment, 119
    • and retailers, 135–136
    • successful, 111
  • Making the First Circle Work (Gage), 209
  • Management, 45–46
  • Manufacturing, 44
  • Marketing, 145
  • Marketing vice presidents, 45, 46
  • “Martyrs”, 173–174
  • Mary Kay, 93
  • Mass-market presentation tools, 84
  • Mastermind Event, 13, 207
  • The Matrix (film), 7
  • McDonald's, 81
  • Meeting new people, 102–104
  • Melloni, Luca, 133
  • Memphis, Tennessee, 3
  • Metrics, 239–240
  • Mistakes, 240–241
  • MLM, see Multi-level marketing
  • “MLM Zombies”, 19, 61, 244
  • Money games, 13, 17, 48
  • MOO Cards, 116
  • Moscow, Russia, 3
  • Motivation, 63
  • Multi-level marketing (MLM), 9, 11–23, 139, 143
    • death of, 14–15
    • and gullibility, 18
    • and Leveraged Sales, 15–18
    • not competing with, 19–20
    • and not promoting large incomes, 20–21
    • protecting yourself/your team from, 18–19
    • scope of, 11–14
    • and shaming, 21–23
  • Musk, Elon, 1

N

  • Nature's Sunshine, 93
  • Netflix, 8, 99
  • Network Marketing, see Multi-level marketing
  • Neuro-Linguistic Programming techniques (NLP), 80, 154, 243
  • New money, 249
  • Newton's Laws, 153
  • Nike, 190, 191
  • NLP (Neuro-Linguistic Programming techniques), 80, 154, 243
  • Nouveau riche, 249
  • Nu Skin, 93

O

  • One-on-one presentations, 126–127
  • Online presentations, 132–135, 147–148
  • Online presentation tools, 84
  • Online product trial offers, 149
  • Online sample offers, 148–149
  • Opening people, 80–81
  • Opportunity meetings, 148
  • Ordering, 65–66, 145

P

  • Passive income, 211
  • PBRs (Private Business Receptions), 122–125
  • Pensacola, Florida, 3
  • Personal brand, 215
  • Personal development, 221–223
  • Personal lines, 240
  • Personal volume, 239
  • Physical presentation tools, 84
  • Pinterest, 143
  • Pizza Hut, 40
  • Policies and Procedures, 67
  • Ponzi schemes, 3, 13, 48
  • Positive leadership, 199
  • Posture, 72, 210–213
  • Potentially growing markets, 143–144
  • Power Prosperity Podcast, 222
  • Prerecorded streaming presentations, 148
  • Presentations, 136–138
  • Presentation tools, 84
  • Presidents, 45
  • “Prince(ess) of darkness”, 179
  • Private Business Receptions (PBRs), 122–125
  • Processes, 144–145
  • Product benefit-centered groups, 149–150
  • Productivity, 205
  • Products, 31–40, 220
  • Product volume (PV), 13
  • Profiles, 146–147
  • Profit, 211
  • Prospecting talent, 97–118, 145
    • candidate lists for, 105
    • importance of ethics for, 98–100
    • invitations in, 105–117
    • and meeting new people, 102–104
  • Prosperity tables, 129
  • PR platforms, 19
  • Punctuality, 61
  • PV (product volume), 13
  • Pyramid schemes, 13, 17, 25–29, 48, 166

Q

  • Qualifying volume (QV), 13
  • Quantified ladders of escalation, 84

R

  • Radio Margaritaville, 191
  • “Rainmaker” activities, 225
  • Rank, 215, 239
  • Rank advancement, 205
  • Recognition, 202
  • Recruitment, 119–138, 205, 234
    • conducting home meetings for, 122–125
    • conducting online presentations, 132–135
    • large-venue presentations for, 127–132
    • negative tactics for, 261
    • and retailers, 135–136
    • scope of, 119–121
  • Regulation, xvi, 25, 26
  • “Renegades”, 182
  • Repeatable results, 120
  • Residual income, 54–55, 211
  • Retailers, 135–136, 235
  • Retention, 161
  • Risky Is the New Safe (Gage), 189
  • Robbins, Sarah, 194
  • Robbins, Tony, 154
  • Rockefeller, John D., 1
  • Rodan + Fields, 93
  • Rosales, Lily, 133
  • “Running legs”, 56

S

  • Sacrifice, 225–227
  • “Safe spaces”, 77
  • “Sales pros”, 180–181
  • San Diego, California, 3
  • Scheduling, 69–70
  • Securing lines, 158–160
  • Selling skills, 4, 6, 8
  • “Selling the dream”, 251–256
  • SEO marketing (search engine optimization), 18
  • Seoul, South Korea, 3
  • Serious builders, 235
  • Shaming, 21–23
  • Shell, 62
  • Shopify, 94
  • “Shrewd investors”, 183–184
  • Significant income, 57
  • Skillsets, 215, 220
  • Skopje, Macedonia, 3
  • Skype, 115, 126
  • Smiling, 259–260
  • Social media, 74, 139–151
    • building volume with, 145–151
    • direct selling changed by, xvi
    • embracing, 140–145
    • and functionality/processes, 144–145
    • and potentially growing markets, 143–144
    • scope of, 139–140
  • Social proof, 202–203
  • Speaking style, 215
  • Sponsorship, 40–42
  • Sponsorship lines, 67
  • Standardized new member orientation, 84
  • Standardized presentation outlines, 84
  • Starbucks, 190
  • Startup, 42–43
  • Stress, 211
  • Style, 215
  • Support structures, 46–48
  • Sydney, Australia, 3

T

  • Taiwan, 7
  • Tax breaks, 211
  • Teaching others how to think, 231–232
  • Teaching skills, 8
  • Teams, 209–227, 240
    • building dream bigger than, 199–200
    • and commitment, 223–225
    • and consistency, 223
    • and events, 217–220
    • and image, 213–217
    • and personal development, 221–223
    • perspective of, 209–210
    • and posture, 210–213
    • and sacrifice, 225–227
  • Team volume, 239
  • Tickler files, 91
  • Toys “R” Us, 43
  • Training, 145
  • “Transfer buying”, 66
  • Transitional income, 54–55
  • Travel, 211
  • Tribes (Godin), 191
  • Trujillo, Peru, 3
  • “Turnkey” businesses, 81
  • “Turn” questions, 90
  • Two-category coaching, 203–204

U

V

  • Valid samples, 78–79
  • Vemma, 13
  • Viability, 36–38
  • Vision, importance of, 261–262
  • Volunteers, 233

W

  • Walton, Sam, 30
  • Wealth, 249–256
    • and direct selling business participation, xiii–xiv
    • possessing, 249–250
    • and “selling the dream”, 251–256
  • WeChat, 149–150
  • Weekly leadership school, 133
  • WhatsApp, 67, 93, 139, 149–150
  • Why You're Dumb, Sick, and Broke... and How to Get Smart, Healthy, and Rich! (Gage), 222
  • Winfrey, Oprah, 1
  • Woolworth's, 43

Y

  • Yager, Dexter, 196
  • Young Living, 93
  • YouTube, 143

Z

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