The

Right

Way
by Rodger Smith

10 Simple StepS to NetwoRk maRketiNg SucceSS

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This eBook is yours.
Share it with anyone under the terms of Creative Commons Attribution-Noncommercial 3.0 Unported License. © 2009 Rodger Smith Edited by Brett Merritt Layout by Malessa Villafana

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Contents

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Part One

Welcome ........................................................................

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Part Six

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If You Build It, They Will Come .....................................

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Part Two

You Need To Know and Use The Product ..................

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Part Seven Part Eight Part Nine Part Ten

Use an Online System....................................................

Part Three Part Four Part Five

Your Warm Market is Extremely Important ................

Use the Right Tools .....................................................

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The Anchor of Your “Why”..........................................

On Becoming a Leader ................................................

You Must Set Goals.........................................................

Be Duplicatable ............................................................

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Part One
WelcOme
Congratulations. You’ve made the decision to become an independent business owner. Like with any business, if you are willing to put in the time, research, and work, you have the potential to earn and achieve something very profitable.
As a business owner, you are now eligible to buy products wholesale from the company you joined including a monthly recurring order. The company will be calculating your commission payments, handling customer relations, shipping product to your retail and wholesale buyers, and much more. In short, you own the business but this company provides a hassle-free way to own and build a long-term, viable business.

You have the potential to earn and achieve something very profitable.

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part one – welcome

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First, if you are serious about building a business, you need to be on at least the minimum monthly recurring shipment the company offers.

Why?
For several reasons:

#1 You are going to consume your own supply each month to get the full
benefits of being in this company.

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You can’t create a story unless you use the product.

#2 One of the most powerful ways for you to market and share your product
is by telling your own story of it. You can’t create a story unless you use the product.

#3 Any extra product you have left is for sharing with family, friends, and

anyone else interested. It’s best to have some product (not an inventory of it) around to give away or sell as samples. to your “auto” or recurring order status. Check with the company for more details on how these two things (auto order and commissions) are related. order of every new distributor you personally sponsor and on the initial order of any new distributor that your personally sponsored distributors sign up.

#4 Commissions in most Network Marketing companies are directly related

#5 In most cases, an auto order allows you to earn commissions on the first

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part one – welcome

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It can be summed up like this:
If you are not getting at least the minimum recurring amount of product, you’re not building your business the right way and you shouldn’t be doing this. My experience is that if someone wants something bad enough, they’ll find a way to work it into their budget. The only question is: how bad do you want it?

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part one – welcome

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Part Two
YOu NeeD TO KNOW AND uSe The PrODucT
There are many home-office business opportunities, even more products, and a lot more people claiming that they have got the best formula and the best deal. But most of the time, the success of a Network Marketing company is tied to the efficacy of its product and the distributor’s loyalty to it. Why does it matter if you like and buy your own product? I have a friend who worked diligently for three years in a legitimate, wellestablished and respected network marketing company. He talked to everybody he knew, he went to meetings, he went to every training; he got people to meetings with him. In the end, after three years, he sponsored one person. One person in three years.

The success of a Network marketing company is tied to the efficacy of its product.

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part two – You Should pRobablY like aNd uSe the pRoduct

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Now, this same guy started in a new company, started using a product that worked for him, used the system outlined in this book and sponsored 12 people in 45 days and had people in his group experiencing similar success. So what made the difference? He believed in the product, believed in the company, and used a proven system. You cannot hope to get others excited about what you are doing if you don’t have a product story of your own. Results talk. Hype walks. Once you’ve got your own story, you can learn how to effectively share it.

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part two – You Should pRobablY like aNd uSe the pRoduct

Part Three
YOur WArm mArKeT IS exTremelY ImPOrTANT
Before I can show you how to share your product story with someone, we need to start thinking about the three types of people you are going to share it with.

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You know, I would really business with that person.

1 The “I’d Love to Work with that Person” List
First, think about 10 people who have made you think, “You know, I would really love to start a business with that person.” This might be your brother, co-worker, lifelong friend, distant relative or someone you’ve always admired. And the type of business doesn’t matter. If you ever thought a comic book store, restaurant, curb painting or any business would be fun to start with this person, put them on this list.

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part three – YouR waRm maRket iS extRemelY impoRtaNt

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love to start a

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Think about the business savvy people in your life you’ve enjoyed being around and communicated well with and you’ll have your list. These 10 names are extremely important. In the classic book “Think and Grow Rich” Napoleon Hill talks about having a mastermind group. This would be that group. These are the people that you can trust, people that you can get in the trenches with, people you respect.

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2. The “People I Know This Product Could Help” List
Because some products cover a wide range of health or economical challenges, the next task is to think about at least 10 people your product could help directly. Don’t think about these people from a business standpoint. For now just think of 10 people whose lives could be immediately (but realistically) bettered by using your product.

3. The “People I Know by First Name” List
Finally, create a general list of people you know by first name. This is your Warm List. The larger your Warm List, the more solid the start of your business will be. Social psychologists note that, by age 30, the average person knows around 2,000 people on a first-name basis. You only have to make a list of 200. Most people who are new distributors feel like they could never name 200 prospects and are afraid to “go after” their friends and family. I caution you not to make excuses. The Warm List is vital to the success of your business. Please don’t ignore this phase.

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part three – YouR waRm maRket iS extRemelY impoRtaNt

I’ll give you two very important pieces of info to help you feel better about talking to people on these lists:

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#1

You won’t need to talk to these people by yourself. In fact, don’t even try. What usually happens in the beginning, despite our best intentions, is we talk people out of it. Some of your very best prospects may never join, no matter your success, if you don’t approach them the right way, the first time. Don’t pre-judge. Just make the list. Write down every name that comes to your head. Your mechanic, your PTA president or your preacher could end up being one of your top income earners. Once you see the big picture, you’ll be ready for action.

#2

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The larger your Warm list, the more solid the start of your business will be.

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part three – YouR waRm maRket iS extRemelY impoRtaNt

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Now, don’t panic. Yes, you will need to talk to people. You wanted to start your own business, remember? And that choice has put you on the verge of making all your dreams a reality. So, relax and take a deep breath. I know how to help you make it work. You won’t (and shouldn’t) have to do it alone. Of course, there are other ways to find people who are interested in your business. You can buy leads, put ads in the paper, go to trade shows, do sales meetings, whatever you want to do. But, trust me, when you do it right, your warm market is the easiest, the least expensive, and the most fun to turn into business partners.

Part Four
Why is that?
There are two main causes:

The ANchOr OF YOur “WhY”
Before I show you how simple it can be to share this opportunity, I want to do you a favor. I’m going to prepare you for some of the tough times that may lie ahead. Here it is: The average distributor contacts three people and then gives up.

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I’m going to prepare you for some of the tough times that may lie ahead.

#1 New distributors listen to the doubters who don’t know
what they are talking about. what they are talking about.

#2 New distributors don’t listen to the leaders who do know
Author Napoleon Hill did a 25-year study of the wealthiest people in the world to try to figure out what their formula was for success: “The reason people fail in business is that they listen to well-meaning friends and relatives who become self-appointed experts about something they know nothing about.”

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part Four – the aNchoR oF YouR “whY”

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When you start to show this business opportunity to people, even after you’ve been trained to do it the right way, you will still always find skeptics, cynics and, dream crushers. They might even be your friends and family. But, if you do it correctly, it won’t injure relationships. Why? Because this isn’t about you. And you won’t take it personally. Most people still view this industry through the eyes of 1970s and 80s business: annoying pitches, inconvenient meeting times, expensive inventories, door-to-door sales. Their minds are stuck

thinking about Network Marketers as down-on-their-luck salesmen who can’t find real jobs. But that’s far from the truth. Today, there are books, studies, college courses and examples of men and women in corporate America discussing and, often, embracing direct sales. It’s a proven and legitimate industry. Even billionaire Donald Trump has started an MLM company. The taboos are disappearing. Sure, this business has its ups and downs. You’ll have good days and bad. That’s OK.

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part Four – the aNchoR oF YouR “whY”

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How will you survive the roller coaster? You’ll have your “Why.” Your reason, your motivation for doing this. This “Why” is your anchor. It’s what drives you. For one person, it might be to put their children through college or earn a retirement fund. For another, it might be to pay off their mortgage or have enough money to travel the world and help others. The most important thing about your “Why” is that it is yours. Once you have established this “Why,” commit to it. Remember, even when you are in the valleys of this roller coaster ride, your commitment to your “Why” is what sends you back up the hill, into action, even when you may not feel like doing anything. So, with your “Why” firmly anchoring you, the next thing I’ll talk about is … goals.

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part Four – the aNchoR oF YouR “whY”

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Part Five
Why are goals important? A friend of mine says, “A goal written down is a dream with a deadline.” Goals are building blocks for our dreams. Where most people fail in setting goals, is they don’t write them down. And, if they do write them down, they don’t review them often. For goals to help you, you need to tell your mind exactly what it is that you want. Just like a contractor building a house, you must have a blueprint, a guideline, a plan. Successful contractors don’t just show up at a building site with wood and nails and hope they can build the house. There is preparation involved. With a business, we prepare by setting specific short and long-term goals.

a plan.

You must have a blueprint, a guideline,

YOu muST SeT GOAlS

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part Five – You muSt Set goalS

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1. On a piece of paper, write down ten personal goals.
Your goals can be anything: world peace, retirement fund, owning a Ferrari. The most important factor here is that these goals are yours. Write down things you are passionate about. Ask yourself, “What would my life be like if I had … ?”

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2. Now write down 10 business goals.
So you’ve got your 10 Personal Goals. Now you’ll write down business goals. They can range from how many people you are going to talk to each week, to how big your first commission check will be, or how many people you will have in your sales force. Remember to be specific and make them unique to you.

3. Read these goals when you wake up and again right before you go to bed.
This is the key that unlocks the power of your personal and your business goals. You need to do this without fail until you have accomplished them. Napoleon Hill wrote that doing this, “Will be applying the principle of autosuggestion for the purpose of giving orders to your conscious mind.” In other words, as you read your goals twice a day your mind can’t help but believe that these things will come true.

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part Five – You muSt Set goalS

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Part Six
IF YOu BuIlD IT, TheY WIll cOme
OK, we’re ready to build your business. I’m going to show you how to talk to the most people in the best possible way. Once you have your Warm List created, you can start planning your approach for each individual. Basically there are two approaches:
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Once you’ve have your Warm list created, you can start planning your approach.

Product approach

2 Business opportunity approach

You’ll choose the approach that will be best for that individual. For example, if you have a friend with a particular challenge and you believe that your product can help people with that challenge, lead with the product. The product approach is straightforward.

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part Six – iF You build it, theY will come

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Using the business opportunity approach is a little trickier. You’ll need to categorize your warm list. First, separate the people on your list into three different categories:

For example, to the people I look up to, I would say: “You know Tom, I’ve always admired and respected you for your business sense. Could you do me a favor?” (Wait for ‘Yes’) “Could you take a look at something and give me your opinion?” Tom will say yes because everybody loves an opportunity to give his or her opinion. At that point, I’m going to give him my business card that has my website address on it, or if I’m talking to him on the phone I’m going to send him to my website, or I might send him a brochure or a CD. Then I’ll make sure that I have set up a follow-up phone call or appointment to get back to him and see what exactly Tom’s opinion is.

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Category A: Category B: Category C:

People that you look up to. People on your same peer level. People who look up to you.

This is important because you are going to use slightly different approaches for each one of these different groups.

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part Six – iF You build it, theY will come

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Next is an example for someone I consider on my same peer level: “Hey, you know Lisa, I recently came across something that got me really excited and I immediately thought of you. I’d love to share it with you and have you look at it and give me your opinion. Could you do that for me?” If Lisa says, “Yes,” I’m going to make sure that I arrange a follow-up appointment. “Should I call you back tonight or tomorrow?” This creates a sense of urgency. You aren’t waiting around for this. You’ll take care of it right away. Finally, here’s an example of how I’d approach someone who looks up to me: “Hey Joey, listen I recently came across something that got me really excited. I thought of you right away. I know you’re going to want to take a look at this. I’m going to call you back tomorrow so we can talk about it.” Within each group you are going to find people who love the business idea, people who aren’t sure and want to think about it and people who are going to be skeptical no matter what you say. Compare this to a basket of apples. You have red apples, green apples and some rotten apples. Rule #1 Spend 80 percent of your time with the red apples, 20 percent of your time with the greens and totally ignore the rotten ones. You are only inviting, not presenting.

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Rule #2

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part Six – iF You build it, theY will come

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If they ask you for more information, tell them that you’re new, but that you can get them on a call with a company expert. Remember, the last thing you want to do is give them more information. You may give them just enough information so that they can say, “No.” Rule #3 People are more impressed with enthusiasm than they are with knowledge.

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I mentioned earlier, that there are also other methods of prospecting. There are lead programs, classified ads, and trade shows, just to name a few. In those instances, the approaches will be a little bit different. The same basic rules will always apply. So when you get back with a prospect to follow up, one of two things is going to happen: they will either be interested or they won’t. If the person is not interested, so what? It’s OK. Thank them for their time and move on. If the person is interested, then we take them to Part Seven.

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part Six – iF You build it, theY will come

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Part Seven
uSe AN ONlINe SYSTem
Now what?
Get them in front of your website. The beauty of being a distributor with a website is that you do not have to be an expert. If you had to learn everything there is to know about your product, your company and this industry, it would take years before you’d make any money. But if you align yourself with strong leaders and a good website system, you can earn while you learn. Once you have someone who is interested, your job is simply to get your prospect “in front of” an expert. This could be a live three-way call with an upline leader, a live corporate call, a DVD in your home, or a local meeting. Congratulations! You have someone interested in your business.

Your job is simply to get your prospect “in front of” an expert.

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part Seven – uSe aN oNliNe SYStem

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Involving a third party takes the pressure off of you. All you have to do is introduce the expert, and then watch or listen. The reason this works is that when you try to do the presentation by yourself your prospect sees just you. And you are great, of course, but they don’t see the whole company. The bigger picture. Seeing that your company is more than one person they know is huge when it comes to establishing your position as a legitimate business owner. When you’re talking to someone on your list that knows you personally, the challenge is that no matter how much they trust you or respect you, they know your faults and mistakes. The minute you involve a third party expert who is already succeeding, everything changes. Please understand the extreme importance of properly introducing and edifying your expert. If this is done properly, your prospect will value what the expert is about to tell them. The better job you do at properly edifying and introducing your expert, the more excited the prospect will be to hear what the expert has to say. Rule #4 Learn how to properly introduce and edify your expert.

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In addition, any expert who knows anything about relationships in business will turn right back around and tell your prospect why working with you is the best decision they could have possibly made.

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part Seven – uSe aN oNliNe SYStem

Part eight
uSe The rIGhT TOOlS
Now let’s talk about some of the tools available for sharing your business. However, before we get too far down that road … remember, the most effective tool you have is the story of your own product experiences or the testimonials of people close to you.

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For examples of a replicating website tool, visit

SolutionX.com.

1. A Personal Website
This is the most important tool you can have today. If you can find a system for a monthly fee (instead of spending a lot of money to have someone build it for you), it can be the most cost-effective way to promote your business. For examples of a replicating website tool, visit SolutionX.com. Unlike a CD or a brochure, a website can provide unlimited use and access by hundreds of people at a time and always costs the same amount per month or year. The right website tool is a social network, a CD, a brochure, a DVD, a presentation, a signup application, a training program, an email campaign and more all rolled into one suite that can be accessed by anyone from anywhere at any time. Don’t underestimate the power of the Internet and having your own website.

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part eight – uSe the Right toolS

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2. Corporate Distributor Kit
Go through any pamphlets, DVDs, etc. your company has sent you with your initial kit and learn them inside and out. Become familiar with the brand your company has built.

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3. Business Cards
You’ve got to have your own business cards. Nothing says, “I’m serious about my business” like having a business card. It’s a way to show professionalism, to leave them with a memory of you, and, since you will put your website address on it, gives them a way to get all the info they need to get excited about your opportunity.

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4. Brochures, DVDs, CDs, articles, etc.
These tools can help you whether you decide to lead with the product or lead with the opportunity. They are not only great for prospecting but they are very powerful for your own education.

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part eight – uSe the Right toolS

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Part Nine
#1 #2

If you can become a genuine leader…nothing will stop you from reaching your goals.

ON BecOmING A leADer
There are many things that I love about this business, but there are two things that really stand out for me. It’s the only business I know of where to really succeed you have to help other people succeed. You have to lift others and help them achieve their goals. You won’t be able to do this without stretching and growing yourself. Your success is directly correlated to your personal growth.

Part of this journey is you becoming a leader. If you can become a genuine leader who gives service and truly desires the ultimate success of others, nothing will stop you from reaching your goals.

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part Nine – oN becomiNg a leadeR

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Becoming a leader is a process and requires training and experience. What’s the process? Get training. How? Look at what the most successful leaders are doing, and model (or duplicate) them. Constantly improve yourself. Read books, get on training calls, attend meetings, go to events, listen to motivational CDs and stay connected to your team. Leaders are readers. And if you don’t like to read that much, there are audiobooks and podcasts that you can listen to at any time, even while you drive. Use a calendar. Your website should have one built into a Web/ Back Office where you can quickly find out when the next call is, where the next meeting is, and when the next event is. Keep yourself engaged. And as a leader, keep your team engaged. Maintain frequent contact with your team, specifically with your emerging leaders. Push yourself, but be patient at the same time. It doesn’t all have to happen today or tomorrow. You have to do something today. Otherwise you’re never going to get there. Consistent, daily effort is what will move you toward your goals. This will also give your team the leadership example that they’ll need to find motivation and grow. That’s when you will realize the power of duplication.

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part Nine – oN becomiNg a leadeR

Part Ten
Be DuPlIcATABle
How many people are responsible for your income? One. You. Especially if you are in business for yourself. The people who are living the lifestyle that most people would like to live are the ones who have figured out that it’s better to have one percent of the efforts of 100 people, than 100 percent of their own effort. Building this kind of business is all about duplication. Doing, and then teaching people to do what you’ve done and then getting paid on a portion of the efforts of tens, hundreds, thousands, and tens of thousands of people. “How in the world am I ever going to sign up thousands of people?” You’re not. That’s what is beautiful about it. All you’re going to do is sign up as many people as you can — 3, 7, 12, maybe 20. The most important thing is you’re going to use the basic process you’ve been reading to help each person sign up as many as they can. And it continues on and on and on.

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It’s better to have 1% of the efforts of 100 people, than 100% of [your] own effort.

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part ten – be duplicatable

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Now, I’ll wrap things up with this common yet powerful industry example: If somebody offered you $100,000 right now or a penny that doubles every day for a month, which one would you take? Many people would gladly take the $100,000. Here is how your wallet would look if you doubled a penny every day for a month: Day 10: A little more than $5. Day 20: More than $5,000. Day 30: $5,368,708.80

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Mind blowing, right?
Go ahead, grab the calculator and run the numbers yourself. You’ll get the same results. More than 5 million dollars in 30 days starting with a penny that doubles every day. It shows the power of exponential growth! Don’t worry about how you are going to get thousands of people into your organization over the next year. Just start learning, duplicating and remember … NEVER quit. It all starts with you.

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part ten – be duplicatable

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