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APPROACH AND INVITESo you’ve found a prospective team member      and want them to join your team.
WHAT DO YOU SAY TO THEM?
WhyAm I approaching this person
ANSWER         4         4
ANSWERTO MAKE THEIR LIFE     BETTER    4               4
ASK QUESTIONS    FIND OUT WHO THEY AREWHAT THEY WANT AND WHAT THEY             NEED
HOW DO I DO THAT? LISTEN MORE               THAN YOU TALKDuring this conversation get to know your         prospective tea...
HOW DO I DO THAT? LISTEN MORE               THAN YOU TALKDuring this conversation get to know your         prospective tea...
HOW DO I DO THAT? LISTEN MORE               THAN YOU TALKDuring this conversation get to know your         prospective tea...
HOW DO I DO THAT? LISTEN MORE                  THAN YOU TALKDuring this conversation get to know your         prospective ...
HOW DO I DO THAT? LISTEN MORE                   THAN YOU TALKDuring this conversation get to know your         prospective...
HOW DO I DO THAT? LISTEN MORE                      THAN YOU TALKDuring this conversation get to know your         prospect...
HOW DO I DO THAT? LISTEN MORE                      THAN YOU TALKDuring this conversation get to know your         prospect...
Qualify
QualifyDEFINITION: Does the prospective teammember want more from life than what they            currently have
Practice With A PartnerVideo or Audio Tape Yourself If Necessary                                  8
NOW YOU INVITE
NOW YOU INVITE  OBJECTIVE
NOW YOU INVITE                OBJECTIVE1) This conversation is ALL about your guests.
NOW YOU INVITE                OBJECTIVE1) This conversation is ALL about your guests.2) Show your guests how this SOLUTION...
NOW YOU INVITE                OBJECTIVE1) This conversation is ALL about your guests.2) Show your guests how this SOLUTION...
POSSIBLE CONVERSATIONS
POSSIBLE CONVERSATIONSStep 1) Greeting:
POSSIBLE CONVERSATIONSStep 1) Greeting:     “Hi, how are you?”
POSSIBLE CONVERSATIONSStep 1) Greeting:     “Hi, how are you?”Step 2) Respect their time:
POSSIBLE CONVERSATIONSStep 1) Greeting:     “Hi, how are you?”Step 2) Respect their time:      “Do you have a few minutes ...
POSSIBLE CONVERSATIONSStep 1) Greeting:      “Hi, how are you?”Step 2) Respect their time:      “Do you have a few minutes...
POSSIBLE CONVERSATIONSStep 1) Greeting:      “Hi, how are you?”Step 2) Respect their time:      “Do you have a few minutes...
POSSIBLE CONVERSATIONSStep 1) Greeting:      “Hi, how are you?”Step 2) Respect their time:      “Do you have a few minutes...
POSSIBLE CONVERSATIONS
POSSIBLE CONVERSATIONSStep 4) Confirm that their need, want or don’t want is  legitimate:
POSSIBLE CONVERSATIONSStep 4) Confirm that their need, want or don’t want is  legitimate:
POSSIBLE CONVERSATIONSStep 4) Confirm that their need, want or don’t want is  legitimate:Ex. “Are you serious about changi...
POSSIBLE CONVERSATIONSStep 4) Confirm that their need, want or don’t want is  legitimate:Ex. “Are you serious about changi...
POSSIBLE CONVERSATIONSStep 4) Confirm that their need, want or don’t want is  legitimate:Ex. “Are you serious about changi...
POSSIBLE CONVERSATIONSStep 4) Confirm that their need, want or don’t want is  legitimate:Ex. “Are you serious about changi...
POSSIBLE CONVERSATIONS
POSSIBLE CONVERSATIONSStep 5) Provide a solution:
POSSIBLE CONVERSATIONSStep 5) Provide a solution:Ex 1. “Well, I heard some information the other day that I think  you sho...
POSSIBLE CONVERSATIONSStep 5) Provide a solution:Ex 1. “Well, I heard some information the other day that I think  you sho...
POSSIBLE CONVERSATIONS                    13
POSSIBLE CONVERSATIONSStep 6) Show your commitment:                                13
POSSIBLE CONVERSATIONSStep 6) Show your commitment:                                13
POSSIBLE CONVERSATIONSStep 6) Show your commitment:   “You know how I’ve been wanting to… (briefly  address YOUR why) well,...
POSSIBLE CONVERSATIONS
POSSIBLE CONVERSATIONSStep 7) Address their objection(s):
POSSIBLE CONVERSATIONSStep 7) Address their objection(s):
POSSIBLE CONVERSATIONSStep 7) Address their objection(s):The person you’re calling may ask something like “What   is it??”...
POSSIBLE CONVERSATIONSStep 7) Address their objection(s):The person you’re calling may ask something like “What   is it??”...
POSSIBLE CONVERSATIONSStep 7) Address their objection(s):The person you’re calling may ask something like “What   is it??”...
POSSIBLE CONVERSATIONS
POSSIBLE CONVERSATIONSHere are some ways to address the question   “What is it?”:
POSSIBLE CONVERSATIONSHere are some ways to address the question   “What is it?”:
POSSIBLE CONVERSATIONSHere are some ways to address the question “What is it?”:Ex.1 “That’s a great question, and honestly...
POSSIBLE CONVERSATIONSHere are some ways to address the question “What is it?”:Ex.1 “That’s a great question, and honestly...
POSSIBLE CONVERSATIONSHere are some ways to address the question “What is it?”:Ex.1 “That’s a great question, and honestly...
POSSIBLE CONVERSATIONSHere are some ways to address the question “What is it?”:Ex.1 “That’s a great question, and honestly...
POSSIBLE CONVERSATIONSHere are some ways to address the question “What is it?”:Ex.1 “That’s a great question, and honestly...
POSSIBLE CONVERSATIONSHere are some ways to address the question “What is it?”:Ex.1 “That’s a great question, and honestly...
POSSIBLE CONVERSATIONSHere are some ways to address the question “What is it?”:Ex.1 “That’s a great question, and honestly...
POSSIBLE CONVERSATIONS
POSSIBLE CONVERSATIONS*If the person you are calling starts to really push the issue, you                        are going...
POSSIBLE CONVERSATIONS*If the person you are calling starts to really push the issue, you                        are going...
POSSIBLE CONVERSATIONS*If the person you are calling starts to really push the issue, you                        are going...
POSSIBLE CONVERSATIONS*If the person you are calling starts to really push the issue, you                        are going...
POSSIBLE CONVERSATIONS*If the person you are calling starts to really push the issue, you                        are going...
POSSIBLE CONVERSATIONS*If the person you are calling starts to really push the issue, you                        are going...
POSSIBLE CONVERSATIONS
POSSIBLE CONVERSATIONSStep 8) Schedule the appointment:
POSSIBLE CONVERSATIONSStep 8) Schedule the appointment:
POSSIBLE CONVERSATIONS   Step 8) Schedule the appointment:“I’m free on (insert 2 different days and times) ‐         which...
POSSIBLE CONVERSATIONS   Step 8) Schedule the appointment:“I’m free on (insert 2 different days and times) ‐         which...
POSSIBLE CONVERSATIONS    Step 8) Schedule the appointment:“I’m free on (insert 2 different days and times) ‐         whic...
18
CONGRATULATIONS!!!!                      18
CONGRATULATIONS!!!!You’ve finished the hardest part of the whole                   process!                               ...
CONGRATULATIONS!!!!You’ve finished the hardest part of the whole                   process!                               ...
CONGRATULATIONS!!!!You’ve finished the hardest part of the whole                   process!  Great Job, keep up the good w...
CONGRATULATIONS!!!!You’ve finished the hardest part of the whole                   process!  Great Job, keep up the good w...
Communication Tips
Communication TipsAvoid Saying This     Instead Say This
Communication TipsAvoid Saying This           Instead Say ThisNew business opportunity   Valuable financial information
Communication TipsAvoid Saying This            Instead Say ThisNew business opportunity    Valuable financial informationA...
Communication TipsAvoid Saying This            Instead Say ThisNew business opportunity     Valuable financial information...
Communication TipsAvoid Saying This              Instead Say ThisNew business opportunity       Valuable financial informa...
Communication TipsAvoid Saying This              Instead Say ThisNew business opportunity       Valuable financial informa...
Communication TipsAvoid Saying This              Instead Say ThisNew business opportunity       Valuable financial informa...
Communication TipsAvoid Saying This              Instead Say ThisNew business opportunity       Valuable financial informa...
And Most of AllBe Natural  Be You
A&Ivs.PY
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  • Transcript of "A&Ivs.PY"

    1. 1. APPROACH AND INVITESo you’ve found a prospective team member and want them to join your team.
    2. 2. WHAT DO YOU SAY TO THEM?
    3. 3. WhyAm I approaching this person
    4. 4. ANSWER 4 4
    5. 5. ANSWERTO MAKE THEIR LIFE BETTER 4 4
    6. 6. ASK QUESTIONS FIND OUT WHO THEY AREWHAT THEY WANT AND WHAT THEY NEED
    7. 7. HOW DO I DO THAT? LISTEN MORE THAN YOU TALKDuring this conversation get to know your prospective team member
    8. 8. HOW DO I DO THAT? LISTEN MORE THAN YOU TALKDuring this conversation get to know your prospective team member Ask Questions Using F.O.R.M.
    9. 9. HOW DO I DO THAT? LISTEN MORE THAN YOU TALKDuring this conversation get to know your prospective team member Ask Questions Using F.O.R.M.
    10. 10. HOW DO I DO THAT? LISTEN MORE THAN YOU TALKDuring this conversation get to know your prospective team member Ask Questions Using F.O.R.M. • F: Family - Married, children, grandkids
    11. 11. HOW DO I DO THAT? LISTEN MORE THAN YOU TALKDuring this conversation get to know your prospective team member Ask Questions Using F.O.R.M. • F: Family - Married, children, grandkids • O: Occupation - What do they do for a living
    12. 12. HOW DO I DO THAT? LISTEN MORE THAN YOU TALKDuring this conversation get to know your prospective team member Ask Questions Using F.O.R.M. • F: Family - Married, children, grandkids • O: Occupation - What do they do for a living • R: Recreation - what they do for fun.............
    13. 13. HOW DO I DO THAT? LISTEN MORE THAN YOU TALKDuring this conversation get to know your prospective team member Ask Questions Using F.O.R.M. • F: Family - Married, children, grandkids • O: Occupation - What do they do for a living • R: Recreation - what they do for fun............. • M: Money - What are their money concerns
    14. 14. Qualify
    15. 15. QualifyDEFINITION: Does the prospective teammember want more from life than what they currently have
    16. 16. Practice With A PartnerVideo or Audio Tape Yourself If Necessary 8
    17. 17. NOW YOU INVITE
    18. 18. NOW YOU INVITE OBJECTIVE
    19. 19. NOW YOU INVITE OBJECTIVE1) This conversation is ALL about your guests.
    20. 20. NOW YOU INVITE OBJECTIVE1) This conversation is ALL about your guests.2) Show your guests how this SOLUTION could improve their lives.
    21. 21. NOW YOU INVITE OBJECTIVE1) This conversation is ALL about your guests.2) Show your guests how this SOLUTION could improve their lives.3) Avoid talking TOO MUCH (we call that “throwing up on people).
    22. 22. POSSIBLE CONVERSATIONS
    23. 23. POSSIBLE CONVERSATIONSStep 1) Greeting:
    24. 24. POSSIBLE CONVERSATIONSStep 1) Greeting: “Hi, how are you?”
    25. 25. POSSIBLE CONVERSATIONSStep 1) Greeting: “Hi, how are you?”Step 2) Respect their time:
    26. 26. POSSIBLE CONVERSATIONSStep 1) Greeting: “Hi, how are you?”Step 2) Respect their time: “Do you have a few minutes to talk?”
    27. 27. POSSIBLE CONVERSATIONSStep 1) Greeting: “Hi, how are you?”Step 2) Respect their time: “Do you have a few minutes to talk?”Step 3) Address their issue/concern (need, want or don’t want):
    28. 28. POSSIBLE CONVERSATIONSStep 1) Greeting: “Hi, how are you?”Step 2) Respect their time: “Do you have a few minutes to talk?”Step 3) Address their issue/concern (need, want or don’t want):Ex 1. “You know, the other day, you told me your credit card debt was really stressing you out, have you found a solution to that? (Obtain acknowledgment from them.)
    29. 29. POSSIBLE CONVERSATIONSStep 1) Greeting: “Hi, how are you?”Step 2) Respect their time: “Do you have a few minutes to talk?”Step 3) Address their issue/concern (need, want or don’t want):Ex 1. “You know, the other day, you told me your credit card debt was really stressing you out, have you found a solution to that? (Obtain acknowledgment from them.)Ex 2. “Remember when we were talking a few weeks ago and you told me you were tired of renting and wanted to buy your own house? (Obtain acknowledgment from them.)
    30. 30. POSSIBLE CONVERSATIONS
    31. 31. POSSIBLE CONVERSATIONSStep 4) Confirm that their need, want or don’t want is legitimate:
    32. 32. POSSIBLE CONVERSATIONSStep 4) Confirm that their need, want or don’t want is legitimate:
    33. 33. POSSIBLE CONVERSATIONSStep 4) Confirm that their need, want or don’t want is legitimate:Ex. “Are you serious about changing that, or where you just venting?
    34. 34. POSSIBLE CONVERSATIONSStep 4) Confirm that their need, want or don’t want is legitimate:Ex. “Are you serious about changing that, or where you just venting?*If “no”‐ respond with: “Oh, OK. I thought you were serious and I found something that I think might help you, but if you’re not, never‐mind!”
    35. 35. POSSIBLE CONVERSATIONSStep 4) Confirm that their need, want or don’t want is legitimate:Ex. “Are you serious about changing that, or where you just venting?*If “no”‐ respond with: “Oh, OK. I thought you were serious and I found something that I think might help you, but if you’re not, never‐mind!”
    36. 36. POSSIBLE CONVERSATIONSStep 4) Confirm that their need, want or don’t want is legitimate:Ex. “Are you serious about changing that, or where you just venting?*If “no”‐ respond with: “Oh, OK. I thought you were serious and I found something that I think might help you, but if you’re not, never‐mind!”At least you’ve planted a seed and they may still want to hear how you can help them.
    37. 37. POSSIBLE CONVERSATIONS
    38. 38. POSSIBLE CONVERSATIONSStep 5) Provide a solution:
    39. 39. POSSIBLE CONVERSATIONSStep 5) Provide a solution:Ex 1. “Well, I heard some information the other day that I think you should hear. I feel like it could help you with (insert their need, want or don’t want).”
    40. 40. POSSIBLE CONVERSATIONSStep 5) Provide a solution:Ex 1. “Well, I heard some information the other day that I think you should hear. I feel like it could help you with (insert their need, want or don’t want).”Ex 2. “I recently heard some information about finances and I think it could help you with (insert their need/want). I want to share it with you. When do you have some time we can get together.
    41. 41. POSSIBLE CONVERSATIONS 13
    42. 42. POSSIBLE CONVERSATIONSStep 6) Show your commitment: 13
    43. 43. POSSIBLE CONVERSATIONSStep 6) Show your commitment: 13
    44. 44. POSSIBLE CONVERSATIONSStep 6) Show your commitment: “You know how I’ve been wanting to… (briefly address YOUR why) well, I’m convinced this is going to help me do that. When do you have some time free. 13
    45. 45. POSSIBLE CONVERSATIONS
    46. 46. POSSIBLE CONVERSATIONSStep 7) Address their objection(s):
    47. 47. POSSIBLE CONVERSATIONSStep 7) Address their objection(s):
    48. 48. POSSIBLE CONVERSATIONSStep 7) Address their objection(s):The person you’re calling may ask something like “What is it??” There are many ways to address this question.
    49. 49. POSSIBLE CONVERSATIONSStep 7) Address their objection(s):The person you’re calling may ask something like “What is it??” There are many ways to address this question.
    50. 50. POSSIBLE CONVERSATIONSStep 7) Address their objection(s):The person you’re calling may ask something like “What is it??” There are many ways to address this question.Whatever you do - DO NOT - Try to answer this question. It will most likely lead to more questions and cause your guest to become skeptical.
    51. 51. POSSIBLE CONVERSATIONS
    52. 52. POSSIBLE CONVERSATIONSHere are some ways to address the question “What is it?”:
    53. 53. POSSIBLE CONVERSATIONSHere are some ways to address the question “What is it?”:
    54. 54. POSSIBLE CONVERSATIONSHere are some ways to address the question “What is it?”:Ex.1 “That’s a great question, and honestly, if I could summarize it for you in 2‐3 sentences I would, but it’s not that simple. You deserve to hear it from someone more qualified than me.”
    55. 55. POSSIBLE CONVERSATIONSHere are some ways to address the question “What is it?”:Ex.1 “That’s a great question, and honestly, if I could summarize it for you in 2‐3 sentences I would, but it’s not that simple. You deserve to hear it from someone more qualified than me.”
    56. 56. POSSIBLE CONVERSATIONSHere are some ways to address the question “What is it?”:Ex.1 “That’s a great question, and honestly, if I could summarize it for you in 2‐3 sentences I would, but it’s not that simple. You deserve to hear it from someone more qualified than me.”Ex.2 “The truth is I don’t know that I could explain it right. I see how it could help you with (insert their need/want) and I don’t want to blow it for you. My (mentor/ friend/expert) is willing to show you the same way he/she showed me.”
    57. 57. POSSIBLE CONVERSATIONSHere are some ways to address the question “What is it?”:Ex.1 “That’s a great question, and honestly, if I could summarize it for you in 2‐3 sentences I would, but it’s not that simple. You deserve to hear it from someone more qualified than me.”Ex.2 “The truth is I don’t know that I could explain it right. I see how it could help you with (insert their need/want) and I don’t want to blow it for you. My (mentor/ friend/expert) is willing to show you the same way he/she showed me.”
    58. 58. POSSIBLE CONVERSATIONSHere are some ways to address the question “What is it?”:Ex.1 “That’s a great question, and honestly, if I could summarize it for you in 2‐3 sentences I would, but it’s not that simple. You deserve to hear it from someone more qualified than me.”Ex.2 “The truth is I don’t know that I could explain it right. I see how it could help you with (insert their need/want) and I don’t want to blow it for you. My (mentor/ friend/expert) is willing to show you the same way he/she showed me.”Ex.3 “Here’s the deal—if I were to give you just one piece of a jigsaw puzzle, would it be enough to see the whole picture? Of course not! This information works the same way—one piece of information won’t give you the whole picture.”
    59. 59. POSSIBLE CONVERSATIONSHere are some ways to address the question “What is it?”:Ex.1 “That’s a great question, and honestly, if I could summarize it for you in 2‐3 sentences I would, but it’s not that simple. You deserve to hear it from someone more qualified than me.”Ex.2 “The truth is I don’t know that I could explain it right. I see how it could help you with (insert their need/want) and I don’t want to blow it for you. My (mentor/ friend/expert) is willing to show you the same way he/she showed me.”Ex.3 “Here’s the deal—if I were to give you just one piece of a jigsaw puzzle, would it be enough to see the whole picture? Of course not! This information works the same way—one piece of information won’t give you the whole picture.”
    60. 60. POSSIBLE CONVERSATIONSHere are some ways to address the question “What is it?”:Ex.1 “That’s a great question, and honestly, if I could summarize it for you in 2‐3 sentences I would, but it’s not that simple. You deserve to hear it from someone more qualified than me.”Ex.2 “The truth is I don’t know that I could explain it right. I see how it could help you with (insert their need/want) and I don’t want to blow it for you. My (mentor/ friend/expert) is willing to show you the same way he/she showed me.”Ex.3 “Here’s the deal—if I were to give you just one piece of a jigsaw puzzle, would it be enough to see the whole picture? Of course not! This information works the same way—one piece of information won’t give you the whole picture.”5) It’s better to show you than tell you. When can we sit down and visit for an hour? You don’t even have to bring your money with you, we’re just gonna talk.
    61. 61. POSSIBLE CONVERSATIONS
    62. 62. POSSIBLE CONVERSATIONS*If the person you are calling starts to really push the issue, you are going to have to
    63. 63. POSSIBLE CONVERSATIONS*If the person you are calling starts to really push the issue, you are going to have to
    64. 64. POSSIBLE CONVERSATIONS*If the person you are calling starts to really push the issue, you are going to have to STEP UP YOUR POSTURE!
    65. 65. POSSIBLE CONVERSATIONS*If the person you are calling starts to really push the issue, you are going to have to STEP UP YOUR POSTURE!
    66. 66. POSSIBLE CONVERSATIONS*If the person you are calling starts to really push the issue, you are going to have to STEP UP YOUR POSTURE! Even though they may be frustrated that you won’t give them immediate answers, they
    67. 67. POSSIBLE CONVERSATIONS*If the person you are calling starts to really push the issue, you are going to have to STEP UP YOUR POSTURE! Even though they may be frustrated that you won’t give them immediate answers, they will ultimately respect you more for standing your ground and taking this information seriously.
    68. 68. POSSIBLE CONVERSATIONS
    69. 69. POSSIBLE CONVERSATIONSStep 8) Schedule the appointment:
    70. 70. POSSIBLE CONVERSATIONSStep 8) Schedule the appointment:
    71. 71. POSSIBLE CONVERSATIONS Step 8) Schedule the appointment:“I’m free on (insert 2 different days and times) ‐ which would be best for you?”
    72. 72. POSSIBLE CONVERSATIONS Step 8) Schedule the appointment:“I’m free on (insert 2 different days and times) ‐ which would be best for you?”
    73. 73. POSSIBLE CONVERSATIONS Step 8) Schedule the appointment:“I’m free on (insert 2 different days and times) ‐ which would be best for you?”Two different dates let’s them know you’re taking this seriously and your time is valuable.
    74. 74. 18
    75. 75. CONGRATULATIONS!!!! 18
    76. 76. CONGRATULATIONS!!!!You’ve finished the hardest part of the whole process! 18
    77. 77. CONGRATULATIONS!!!!You’ve finished the hardest part of the whole process! 18
    78. 78. CONGRATULATIONS!!!!You’ve finished the hardest part of the whole process! Great Job, keep up the good work! 18
    79. 79. CONGRATULATIONS!!!!You’ve finished the hardest part of the whole process! Great Job, keep up the good work! I promise you‐ it’s worth it! 18
    80. 80. Communication Tips
    81. 81. Communication TipsAvoid Saying This Instead Say This
    82. 82. Communication TipsAvoid Saying This Instead Say ThisNew business opportunity Valuable financial information
    83. 83. Communication TipsAvoid Saying This Instead Say ThisNew business opportunity Valuable financial informationAre you interested? You really need to seethis
    84. 84. Communication TipsAvoid Saying This Instead Say ThisNew business opportunity Valuable financial informationAre you interested? You really need to seethisI recently became involved I heard some information
    85. 85. Communication TipsAvoid Saying This Instead Say ThisNew business opportunity Valuable financial informationAre you interested? You really need to seethisI recently became involved I heard some informationWe can make a fortune/retire This could solve your problem
    86. 86. Communication TipsAvoid Saying This Instead Say ThisNew business opportunity Valuable financial informationAre you interested? You really need to seethisI recently became involved I heard some informationWe can make a fortune/retire This could solve your problem
    87. 87. Communication TipsAvoid Saying This Instead Say ThisNew business opportunity Valuable financial informationAre you interested? You really need to seethisI recently became involved I heard some informationWe can make a fortune/retire This could solve your problemBuild/start a business Create an additionalstream of income
    88. 88. Communication TipsAvoid Saying This Instead Say ThisNew business opportunity Valuable financial informationAre you interested? You really need to seethisI recently became involved I heard some informationWe can make a fortune/retire This could solve your problemBuild/start a business Create an additionalstream of income
    89. 89. And Most of AllBe Natural Be You
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