Noni Millionaires Book


Published on

Published in: Technology, Education
  • Be the first to comment

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide

Noni Millionaires Book

  1. 1. NONI MILLIONAIRES Noni MillionairesHow ordinary people are making a fortune in the next trillion dollar industry Janice F. Ayre Ansel E. Gough
  2. 2. NONI MILLIONAIRESPublisher: Gough Corp.Authors: Janice F. Ayre Ansel E. GoughProject editor: Gloria ChauvinCover Design: Kavery SubbayyaData Analyst: Brent GoughCopyright © 2006, Janice F. Ayre & Ansel E. GoughAll Rights ReservedPRINTED IN THE UNITED STATES OF AMERICAAdditional Resources:www.NoniTrainer.comDisclaimer: This book was written to provide information regarding the subject matter. It is believed to be accurate but not infallible. It is sold with the understanding that the author, publisher or resellers are not engaged in rendering legal, accounting or other professional services. If legal assistance is required, the services of a competent professional should be sought. We assume no liability or responsibility for errors or omissions. The author, publisher or resellers shall not be liable to the purchaser for liability, loss or damage caused or alleged to have been caused directly or indirectly by this product or our websites. The figures presented herein are to illustrate given points and should not be considered average earnings or advice. Individual results may vary and are unpredictable. Without limiting the foregoing, everything on the site is provided to you AS IS WITHOUT WARRANTY OF ANY KIND.Income Disclaimer: We make every effort to ensure that we accurately present our research information. However there is no guarantee or claim that you will make the levels of income our interviewees make. Therefore you accept the risk that the earnings and income statements differ by individual. As with any business, your results may and will vary, and will be based on your individual capacity, business experience, expertise, and level of desire. There are no guarantees concerning the level of success you may experience, if any. The examples used are exceptional results, which do not apply to the average purchaser, and are not intended to represent or guarantee that anyone will achieve the same or similar results. There is no assurance that examples of past earnings can be duplicated in the future. We cannot guarantee your future results. We are not responsible for your actions.
  3. 3. NONI MILLIONAIRES Special Thanks To Our Noni Millionaires Listed in no order of preference Floyd & Ann Holman, John & Laurie Bentley, Alex &Doralee Brewer, Trudy Crow, Bert & Elisabeth Jensen, Sheron Hoot, Ken & Michelle Rolfsness, Larry & Katie Lim, Merlin& Bonnie Weeks, Asbjorn Ones, Akio Wada & Rie Shidomi,Birger I. Olovsson. And our anonymous millionaires who filled in the survey.
  4. 4. NONI MILLIONAIRES Table of ContentsIntroduction.............................................................. 1Chapter 1:The Noni Millionaire............................................... 5Chapter 2:Noni Millionaires Vs The Average IPC................ 39Chapter 3:The Single Biggest Mistake IPCs Make................. 53Chapter 4:Art in Prospecting..................................................... 69Chapter 5:Leadership: Team-Made Millionaires.................... 103Chapter 6:Focus: Affirmative Action....................................... 139Chapter 7:Overcoming Objections.......................................... 157Chapter 8:Retention: Cultivating a solid organization........... 175Chapter 9:Whos Building My Organization?......................... 205Chapter 10:How to Build a Noni Business Empire................ 225
  5. 5. NONI MILLIONAIRES Free Audio Training Program To download the audio training companion for this book just go to the link below. It includes some of the conversations and case studies we had with noni millionaires while interviewing them. Some of theinformation is exclusive to the audio program and is not presented within this book.
  6. 6. NONI MILLIONAIRES INTRODUCTION A Predictable Path If you want a predictable path of success then follow a path based on statistical performance – Ansel Gough The time has come when success has become ascience. Its based on fixed principles and skills. Theseskills can be tracked, recorded, analyzed and moreimportantly – learned. Charles F Haanel (acclaimed author from the 1800s),summed up this concept when he emphatically stated... “Men now understand that for every result there is an adequate and definite cause, so that when a given result is desired, they seek the conditions by which alone this may be obtained.” We hope to provide the conditions which will giveyou the knowledge to know what actions to take, inreturn for a desired result. We have built a commondenominator by studying many noni millionaires, not justone of them. Were discovering “reasons why.” Rather than merely setting disorganized (or general 1
  7. 7. NONI MILLIONAIRESgoals), you can literally map out your success path, apredictable path. The causes and effects have been wellanalyzed and tested. They are proven. This is not theory. In the following pages you will learn how ordinarypeople have become team-made millionaires with thehealth juice that is sweeping the world - noni juice. Noni Millionaires isnt another system to follow. Asa researcher, weve based the book on statisticalinformation, not on opinion. The cold truth is - opinionscan often be unintentionally misguiding. Statisticalinformation usually provides a better foundation onwhich to build your business. My background is in marketing, and one of the firstthings I learned was to test, test, test. We would testdifferent campaigns, gather the data and then run withthe most successful system - based on the numbers!Even professional marketers, who manage multi-milliondollar projects usually wont get their campaign right thefirst time. They need hard statistics to let them know thebest direction to go in, the best plan of action to take,and more importantly what strategy to use - Not astrategy based on opinion, a strategy based on collectiveresearch. Noni Millionaires is based on the information ofthose who have succeeded and those well on their way.But we havent just interviewed noni millionaires... weveinterviewed people who are moving forward, peoplewho are moving backwards, and people who just arentmoving at all. Why? So we know what works and whatdoesnt, based on averages. Or in other words, whatactions you can take that have the highest chance ofcreating success. We can only know this from pastresults and performance. 2
  8. 8. NONI MILLIONAIRES Youll see in vivid contrast the truth, (not hype) whatyou should and shouldnt do. This is currently the onlybook of its kind that provides such an insight andeducation for the would-be noni millionaire. The authors have personally spent countless hoursinterviewing and reviewing data (data mining) from nonimillionaires, other successful noni business owners, andthose struggling. This balanced analytical approachreveals many surprising secrets. Youll find that each chapter has 3 distinct points: 1. Statistical information: Based on the surveys and interviews we conducted, youll see exactly where the problems are and what the noni millionaires do differently. 2. Observations: We discovered patterns, good and bad. Patterns of noni millionaires and patterns of the average IPC (Independent Product Consultant). In many cases the patterns between the two are opposite. Change your pattern - change your level of success. But you have to know the patterns to change them. 3. Commentary: Based on the research, we lay down plans of actions anyone can use to make dramatic changes in their noni business.5 Key Skill Sets Out of all the data gathered, 5 key “skill sets”became apparent. Most of the time our noni millionaireshad different skills, but ALL of them had these 5 criticalskills. Every noni millionaire typically had fine tunedthese particular skill sets. Well detail each of these skills 3
  9. 9. NONI MILLIONAIRESor attributes throughout the book. It has become thepattern for their success. Prospecting Leadership Focus Overcoming Objections Retention Well compare what the average IPC does in relationto these 5 skills and what the noni millionaires do. Model these successful people and learn their skillsets. Through strategic hard work you can buildanother noni juice business success story! 4
  10. 10. NONI MILLIONAIRES CHAPTER 1 The Noni Millionaire The noni millionaire is an ordinary person who has, through personal expectation and choices, done extraordinary things. No matter what twists and turns, valleys and mountains they encounter, they have the passion to continue the journey. - Janice AyreProfile of a Noni Millionaire What does a noni millionaire look like? What doeshe spend his time doing? What kind of skills has he finetuned? Answering these questions in detail will form asolid foundation on which to build your own action plan. Below is a summary of the information we gathered(data mined) when surveying the noni elite. Here is a list of the topics we covered: Financial status prior to noni Business Educational background Career experience Experience with network marketing Business focus Initial prospects approached Upline support 5
  11. 11. NONI MILLIONAIRES Most effective lead sources Their biggest challenges Lead sourcesBelow is the statistical information we gathered from oursurveys and interviews. Well break this information downin the upcoming chapters, but for now, this will give you asnapshot overview of our results. Background Education College 66% Graduate 17% High school 17% Economic Background Low 50% Average 33% Wealthy 17% Background Experience Self-employed 50% Professional 25% Labor 17% Trade 8% 6
  12. 12. NONI MILLIONAIRES Initial prospectsFamily/friends 46%Associates 39%Strangers 15% Upline SupportHigh 50%Low 42%Medium 8% Previous Network Marketing ExperienceYes 67%No 33% Bring Organization from other CompanyNo 67%Yes 33% 7
  13. 13. NONI MILLIONAIRES Biggest challengeReplicating their system 50%Time management 33%Price of juice 17% So, does your profile have to match the above table?No, but we have isolated – as we mentioned in theintroduction, what we feel are the key skill sets. Focusingyour time on these critical skill sets can dramaticallyincrease your level of success. OBSERVATION: Beginning Associations Whether they commenced their business with or without spouse or family involvement has made no difference to the millionaires success. Even lack of assistance from upline did not stop those determined to success. Those that did have effective support from their upline were appreciative of their good fortune. Choice of Company After due diligence the noni millionaires choose Tahitian Noni International for these reasons: - The Product - Its uniqueness and effectiveness - Its in high demand - A Marketing Plan offering excellent compensation - A strong ethical Company - Sponsor influence. noni millionaires are not immune to failure, set- 8
  14. 14. NONI MILLIONAIRESbacks and hardships. In fact, the table above (EconomicBackground) shows 50% of our millionaires were lowincome earners. The important thing which separatesthem from most of the population is their high level ofskill in certain areas. Some have it inherently, others havelearned these skills. Even more evident is their ability tonetwork with people in a position of influence. Puttingin time and effort to learn how to do the same, will bringgreat rewards for a long time to come. Bert Jensen faced great challenges in building abusiness in Europe before the company had establisheditself there. Building a big organization was one thing,trying to handle the repercussions of people in hisorganization disobeying the law, by retailing the nonijuice before it was accepted by health authorities wasenough to stop most people in their tracks. Bertovercame this by not taking his eye off his ultimatedestination. Many people focus on the problem instead of thesolution. The millionaires would meet people, just likeother IPCs, who think the product is too expensive, thatthe juice tastes bad, or people who dont see the value ofthe business. But they are prepared to respond anddiffuse the objections on the spot. They resolve theproblem or move on. It doesnt slow them down or useup their resources. When we see a successful person, it is very easy todiscount all the challenges they went through to bewhere they are today. It is a common thought that thesesuccessful people somehow had advantages the averageperson doesnt have. As you read the millionaireinterviews, you will see that while some came from agood or reasonable background, others were deeply in 9
  15. 15. NONI MILLIONAIRESdebt, and some didnt have above average schooling. If you feel extraordinarily disadvantaged with yourstarting point, reflect on this portrait: She was so ill she was bedridden for 14 years. Shehad no cash or credit card. She had no car and nocomputer. She didnt even have literature to share withprospects or customers. She went from bedridden to working full timeovernight. Her office was the corner of the kitchen tablein her small 500 square foot apartment. Today she is anoni millionaire! You will find her story and many others in thechapters that follow. 10
  16. 16. NONI MILLIONAIRESCASE STUDY – Floyd & Ann Holdman1. Floyd, can you tell us a bit about yourbackground? Well, ever since 1973 I was involved in photography.I was a cartoonist way back before that. While majoringin art at Brigham Young University in Provo, Utah Ibecame interested in photography and changed mymajor. Then for about twenty years or so that’s what Idid. I photographed for clients all over the world,including many airlines, Fortune 500 companies, and theone people remember most is, National Geographic. Itraveled to over fifty-four countries as a photographer. That gave me quite a worldwide background and Iloved my photography work. In fact it was photographythat first brought me to networking in 1989. I did somephotography for a company and produced a multimediapresentation for them. I used to produce largemultimedia slide-sound shows; four projectors, twelveprojectors, twenty-four projectors with originalsoundtracks. As I did that, I started seeing these people making alot of money, having fun and helping other people at thesame time. It was a company that sold a liquid healthproduct up in Canada. I got excited about it and becameinvolved and became fairly successful with it. Then that company in 1994 was going down. I didhowever learn a lot. I learned about networking, what todo and how to do it. I was sponsored by one of the top 11
  17. 17. NONI MILLIONAIRESpeople. In fact it was the daughter of the top person inthe company, so I just learned how to do it. I made a lot of contacts in that business. I then wentfrom one company to another. All of them went down.But during that time I did get a lot of experience. In factthere was one company we joined while it was still inpre-launch, and we sponsored 3,500 people in onemonth before the company opened its doors. We almostdrowned them with applications. It just didn’t work outtoo well. From that point, spring of 1996, I had actuallysworn never to do network marketing again. I returned to photography. I decided to phone KellyOlsen, whom Id done photography work with in thepast. I had known Kelly for about 20 years, at that time.He was vice president of marketing for anothercompany. I explained I was no longer doing networking,and asked if he could hire me to do some photographyfor the company. He agreed. Three weeks later I learned that he was no longerwith that company. When I tried to track him down, Icontacted his wife. She started telling me about noni andwhat Kelly was doing. She said, “In fact I think Kelly’sgoing to be calling you.” Sure enough, just a few dayslater Kelly calls me up. Kelly called me up knowing my expertise in thenetworking industry and invited me over. When I went out the door I was thinkingphotography, Tahiti, they’re going to need pictures. I’vebeen to Tahiti three times before, this was going to begreat. Kelly was thinking networking - Floyd’s good atthat. As I was leaving, my wife said, “If you sign up don’tcome home.” I responded, “Don’t worry I’m not going 12
  18. 18. NONI MILLIONAIRESto sign up.” I went over and met for about three and ahalf hours and I didn’t sign up, I remembered what Ann,my wife, had said. There were just some folding chairs,no furniture, the phones were on the floor, 70,000bottles of TAHITIAN NONI® Juice in the warehouseand no marketing plan. They were incorporated but they hadn’t actuallyofficially opened the doors for business yet. A few dayslater I got my wife to come with me and she met withKerry Asay and he won her over. We then joined thecompany as frontline distributors.2. Why was this company different? What attractedyou to TNI? Well, what attracted me to TNI was the fivefounders. I knew them all. I should say I knew four of them. John Wadsworth Ihad not known before, but I knew Stephen Story verywell. In fact, when my banker saw that they were startingthis company (I tried to get him involved in two or threeother networks before - he would never join anything),he came up to me and said, “I want to sign up. This iswhat I’ve been waiting for.” I thought, “Man, if this really does what they say itwill do…” I went and started calling my Polynesianfriends, they all said, “You’ve got noni? We want noni.You can never get noni anywhere. You can only get it inPolynesia.” They shared all these stories of how theyhad used it, their families had used it and how much ithad helped them. I remember thinking “Wow, if nobody’s ever heard 13
  19. 19. NONI MILLIONAIRESof this and it does all that they say, and we’re the firstones to bring it to the market, we’ve got something that’sa “once in a lifetime product”, then how can I lose?” I learned a lot from those other companies, I’d hateto have just walked away from all that I’d learned onhow to build networks. We had never had the rightcompany, but I had a feeling about this company. I tellpeople even today, if you take it from your head to yourheart you’ll know its the right thing to do. And that’swhat we did.3. Did you go back to people that you had joined upin the other business or did you start afresh? Whatwas your strategy there? No, the first thing I did was I got on the phone.The network I had before, had quite a few people, but Ihad told them about four months earlier.. “That’s it, I’mdone, I’m through, no more networking, go out and dowhatever you want. It’s been great working with you butI’m going back to photography.” Several had joined other companies and even calledme trying to recruit me and I kept saying, no I’m notdoing it. So some people say, “You had this other network todraw from”... but really they were all gone, they weredoing other things, and I had told them I wasn’tinterested in anything. I called people that were not in my network before,but whom I knew from networking. Some of them werehaving problems in their business and they were willingto listen. 14
  20. 20. NONI MILLIONAIRES4. So did you go to family at all, to promote thebusiness? No, all my family is spread out quite a bit. They’renot around here by me. Family members can be the worst people to startcontacting in the beginning, to tell you the truth. If youwant someone to start shooting your dreams down, juststart calling your family members. That’s what we teach alot of people in our training. It took several years before we finally got my wife’smother to start using the product and the same with mymother. They both swear by it now. I went to some business acquaintances whom Iknew would make rich if they did this business. They’rethe first ones I started calling. We have a unique product. It works, it’s affordable.All you’ve got to do is get people to start drinking it andyou’re in business.5. Do you approach people on the product or thebusiness? I approached people on the business, but I used theproduct as a catalyst. I believe your business is onlygoing to be as good as your product. And your long-term success is only going to be as good as your product.So I approached them on the business but said, “This iswhy this business is going to make us rich - let me tellyou about the product.” The product is important but I didn’t say to people,“Well use this and if it works or if you like it you mightwant to sign up.” It was definitely, “We have a business, 15
  21. 21. NONI MILLIONAIRESwe’re going somewhere, we’re going to make millionsand I want to know if you want to go with me. Andhere’s what we’re going to use to help us make thatmoney.” That was the approach back then and that’s thesame approach I use a lot today. There are lots of different ways I approach people. Ihave never advertised, I have never bought a list. Andyet I have 150,000 people in my organization in 78countries. Our team, the Evergreen Team, does over ahundred million dollars a year in sales. I’ve just talked to people. I started with my firstpeople and just started building from them, and I stillmeet people all the time. Ive signed up taxi drivers in New York City with anapplication right on the spot. Ive done it in Mexico, I’vedone it in Malaysia, I’ve done it London and I usuallygive them to the local distributors. There are severalthings I do. One of them is, I’m always wearing aHawaiian shirt and people say, “That’s a neat shirt.” Isay, “Thanks, this is my uniform.” Of course the nextquestion is... “Your uniform, what do you do?” “Youknow, I teach people how to become millionaires. Doyou know anybody that might be interested?” If Im inthe U.S. I tell them our company gives people trips toTahiti. I teach people how to get a free trip to Tahiti. Ofcourse you wait for the next question. I don’t just unloadon them, I make a statement that gets them curious. Sometimes I may say, “I import and market a fruitjuice from Tahiti that really helps people”. And then youdon’t say anything else and they’re always going to say,“Well what does it help?” And I say, “What have you gotwrong? I can’t make any claims or anything but you have 16
  22. 22. NONI MILLIONAIRESgot to hear about this juice.” Make people want to ask you questions. Anotherthing is, if you sit next to somebody on a plane or yousee people - you just start talking to them, being friendly,ask them about themselves. People love to talk aboutthemselves. Just keep asking questions and listen. And after awhile if you listen to them, they’re going to ask youabout yourself. This gives you a chance - so don’t juststart unloading on them. There are lots of different things I may say. Often Ijust say, “I import and market a fruit juice from Tahitithat really helps people.”6. Ok, so overall your strategy is to give them teasersand have them come back with the question? Exactly! You want to give them enough to piquetheir curiosity. If I just said I sell a fruit juice, they wouldsay – “Oh, ok well that’s nice.” People love Tahiti. It conjures up visions anddreams. I mean companies pay millions of dollars tryingto build some kind of a corporate image, where ourscomes with the product. It’s built into what we do.7. When you were building your downline, did youspecifically try to identify business builders or didyou wait for them to prove themselves or to standout from the crowd? Well, I went after leaders. I learned a big lessonwhen I was in my first networking company in ’89. Forabout 8 months I went nowhere. My upline then taught 17
  23. 23. NONI MILLIONAIRESme a simple little thing. He said, “Look for the heavyhitters, look for the people who will make you rich ifthey get involved.” You see, most people go and they’re like thoseMatryoshka dolls. You open one and there’s a smallerone and a smaller one and a smaller one. The one yourecruit is a little bit smaller, the one they recruit is a littlebit smaller, and before long, you have a wholeorganization of small thinkers. It should be the otherway round with the Matryoshka dolls - you start with thelittle one - that’s you, and you keep going bigger andbigger and bigger. In other words, you believe enough inyour product and in your business. You go after thepeople whom you know will make you rich. Don’t goafter the people that are just never going to do anything. Go after the people that don’t have time. They don’thave time because they’re always busy, they’re doingthings. Go after the people that are, what I call “Centersof Influence” - If they do it, others will do it. That’swho you’re looking for - people that other people trust. Get them into the business. Other people will thenjoin because they joined. Don’t try to convince people,you sort people. A lot of people make the mistake of trying toconvince people all the time. Don’t do that, you just sortthem. You find out who’s ready and who isn’t ready,who’s interested and who isn’t interested. When I got started in this industry, I knew nothing,I mean I was just like a babe in the woods. I’m aphotographer, an artist by trade. I didn’t know how todo this. So I went to every meeting I could. I went toevery training I could that was taught by key people. Notjust people who teach a lot of theory (there’s a lot of 18
  24. 24. NONI MILLIONAIRESthose running around), I think you need to learn frompeople who are actually doing it. Tahitian Noni International has it together like noother company ever has. Everything’s come togetherfrom the the owners, management, the product, theincredible people in the sales field, the stories that wehave to tell. Nobody can equal what we have and itshows. 3 billion dollars in sales in our first nine years andthe fourth fastest growing company in recorded historypublic or private. It’s a pretty incredible story. It’s a great industry,network marketing. Where else can you go for just asmall investment and build a multi-million dollarbusiness, work from the comfort of your own home,have total lifestyle, control of your time, and becomefinancially independent? I’ve got an organization of a hundred million dollarsa year, yet I have no employees, I have no inventory, Ihave no payroll, I have no office that I have to drive to, Iwork out of my home. Where else can you go and dosomething like that - where you hope that the people youbring into the business are better than you are? That’snever going to happen in the corporate world becauseyou’ll lose your job if they are better than you.8. How long until you actually became full time withnoni? The day we opened the doors. I went back tophotography after my other networking experience anddidn’t have any assignments, that’s when I was callingKelly looking for some work to do. But then when Ilearned about this I thought, forget the photography, 19
  25. 25. NONI MILLIONAIRESbecause we have the Fast Start Bonus and the Fast StartBonus is as good as a pay check, because you get paidevery single week. If you put the energy and effort intothis, it’s as good as working a job except you have morefreedom. It’s as good as a job because you’re going to getpaid every week. All you’ve got to do is go out and dothe work and you get the checks. Fast Start Bonus isn’tanything like a lot of other networks have, where youtake a month or two before you make any money. Yougo out and start recruiting people right now and you’regoing to start making some money. The week after yousign up you can start getting paid. I was full time from the get go. I was full time rightout the gate.9. Did you encounter any problems working athome? Zero, no problems. I work in my basement. In thebeginning I worked about 17 hours a day, Mondaythrough Saturday, I don’t work on Sundays. My wifebrought down breakfast, lunch and dinner. We didn’thave the Internet then. So I was on my phone and thefax machine. I didn’t travel anywhere for about three months,because I couldn’t afford to. We were so broke, I dideverything by phone and fax and the company wouldship out the product to people. I would recruit thepeople and the company would supply the product andpay them their checks.10. When you were starting your business, and evennow, where did you and do you focus most of your 20
  26. 26. NONI MILLIONAIREStime? Well it’s a little different now because in thebeginning finding people was a priority, because you’vegot to have somebody you can train. However, I wasgoing after people I didn’t have to train. When I startedI was looking for people that knew as much as I did.That’s what I was looking for and that’s what I startedfinding. They got sold on the whole concept. Now somepeople turned it down, in fact more people turned medown than accepted. I just made this “machine” with momentum, wewere all working together. I’d get a whole load of peopleand they would start with me doing three-way phonepresentations with them and then they would go out andget others. It was just constant.11. One of the problems we discovered whensurveying people, was retention. How do you keeppeople active? Thats one of the key things. And that’s really asimple answer - give them a check. People quit becausethey don’t make any money. With our Fast Start Bonusesyou get paid weekly. But the key to this, say I was tosponsor you (in fact you asked this question on yoursurvey), the first thing you have to do, is fill out aprospect list, then attend the Fast Start Camp, then setup three-way calling for us to talk to people. We’ll teach you the things to say and so on butyou’ve got to get people lined up and you make aprospect list. And it’s like a dance. I take a step and youtake a step, I take a step - I sponsor you, and you take a 21
  27. 27. NONI MILLIONAIRESstep by filling out a prospect list. I take a step by goingto talk to your distributors on a three-way call, you take astep by putting them all on the phone and getting themlined up. Anywhere you quit stepping or dancing then I quitdancing. But I will dance as long as you will dance. Ican’t dance with a dead body. So we go hand in hand. You know we can’t hold hands unless we arewalking down the same road. The first thing you have tohave a new person do, after they get their names and youwork with them, is get them a check. I helped you get acheck by helping you sponsor somebody. Now I’ll helpthe people you sponsored, sponsor people. I’ll go down-line five or six levels to help all of themsponsor people. I get five times more motivation for thesame amount of effort by helping people down the line. When I help just you, that gets me a check. When Ihelp the person you sponsored, that gets you a check,you’re now motivated a little bit. If I go down five or sixlevels and help them recruit people, now all those peopleget a check. You’ve got that many more people motivated forthe same amount of effort. For me, that’s one of the keythings in making this whole network work. You put allthe time and energy into it, and that’s why I was so busy17 hours a day, because I was doing three-ways witheverybody. They get three and they get three, you know3, 9, 27, 81, 243 people. That’s a lot of people. You do all these three-ways and you’re motivatingthem. But you have them listen in, because they startlearning how to do it themselves. You don’t want to bedoing that all the time forever. They can start learninghow to do it without you. 22
  28. 28. NONI MILLIONAIRES Now some of these people haven’t had me do three-ways with them for nine years. I don’t need to, theyknow how to do it on their own. But at first it was medoing it. I had more knowledge than they did. But nowwe’re equal. They’re probably even better than I am.And to me that’s one of the keys to making a networksuccessful. People getting checks aren’t going to quit. Now there are some who might quit because theyget upset. This is a people business! This is a volunteerarmy. People get their feelings hurt and they quit. Somejust dont work anymore, but they still get their checks. The key to really get people to stay in the business isto help them make money. That’s the bottom line. It’snot how much money I make. They don’t care howmuch money I make, they care about how much moneythey make. When we got this business going, my goalwas to help my people become successful, become Jades,Pearls, Diamond Pearls, Black Pearls. That’s what I wasshooting for, to get them there by helping them recruit.If I get them there that puts me there too.12. One of the concerns that came up when wesurveyed some IPCs was lack of upline support?What can IPCs do if they’re not getting supportfrom their sponsor? Ok, I love that question. If somebody comes up tome and says, you know my upline hasn’t really helpedme, they haven’t done three-ways, they haven’t placedanybody underneath me, you know, bla bla bla. I say, Iknow, I know exactly how you feel because I don’t havean upline either. I’m frontline to the company. I just hadto go out and do it. 23
  29. 29. NONI MILLIONAIRES All you have to do is go to the training somewhere.And now TNI has whats called “Success Path.” Theygo to the Fast Start Camp, they go to the Coral Camp,they go to the Jade Camp and then the company actuallypays their way to go to the Pearl Camp. Now think about this, all these other people are outthere to teach you how to do networking and charginghundreds of dollars, charge you to learn how to donetworking, just generic stuff. With TNI, when youreach Jade and you qualify for Jade Camp, you flyyourself there but they’ll pay your expenses for two days,the meals and the hotel and your training is free. When you reach Pearl they fly you and a guest all theway to Salt Lake City, Utah for several days of training attheir expense - to help you make more money. Nowwhat company does that? It’s just an excuse when people say “my uplinehasn’t helped me, my upline hasnt done anything.” Goread the books. Go online and find things out. Go makesome presentations. Go and start learning. Don’t usethis as an excuse, that your upline hasn’t done anything. It’s your responsibility. Now if you get a sponsorthat really does help, if you can find a sponsor that reallyworks and really does help you, you are going to have abetter advantage, I mean lets be honest about it. But ifthat doesn’t happen, that’s still not an excuse. You justgo out an learn it, you go to the meetings, you startputting yourself in an environment. That’s what I had todo when I first learned networking back in ’89. I went tothose meetings, I took meticulous notes, I practiced.When I first started, my very first opportunity meeting Ihad with another company in 1989, Kelly Olsen was myupline, who’s now the president of TNI. He was one 24
  30. 30. NONI MILLIONAIRESlevel above me. The first meeting I was going to have,he and his wife came to my house, they just lived a fewhouses away - I invited the neighborhood, I invitedeverybody I could think of. The only people that showedup were Kelly, his wife, my wife and my dog. We had anice conversation, talked a little bit, then they all left. Isat there and told my dog to sit and stay, and I gave apresentation to my dog. My wife even left. I started doing those every night, just on my ownand I got a video camera and I started recording them.I watched them back to see what I said, how I did it, didit make sense? I read books, I watched other videosfrom people and tried to learn how they did it. I wanted to do it so desperately. I didn’t just say,well there’s nobody to help me so I guess I can’t do this.Just like when I went to university and learnedphotography. I taught myself mostly everything. All theygive you is a learning environment and they teach yousome basics but you’ve got to go out and learn by trialand error. That’s what it’s like. I learned as a photographerthat, “if you want to photograph the rainbow you sit through thethunderstorm”...13. What has been the biggest challenge youve hadin this business? I had to sit through the thunderstorm when I startedin networking in ’89. Now we had a thunderstorm withthis company. The biggest challenge I had when westarted, was the company keeping up with us because wewere moving. Now they ask what’s my biggest challenge, its 25
  31. 31. NONI MILLIONAIRESkeeping up with the company. It’s totally reversed.14. What qualities do you look for in a newdistributor? I look for enthusiasm, I look for vision and I lookfor teachability, and a positive attitude. I mean that’swhat they’ve got to have because there are going to bestorms before the rainbows. They’re going to happenand if you just give up because of the first little objectionor obstacle, you’re never going to make it in this or anyother business. When I got into photography, I remember I wentout and spent three days filming. This was back in 1973.I went into the laboratory to process it, my first 3 rolls offilm. I traveled all over the place shooting these picturesfor three days - when I got back, there was just a bunchof blank stuff, no photos. I figured I must have put it inthe fixer before the developer. I did everythingbackwards, I guess. But to this day I don’t know what happened. Iremember I called up my wife and said, “You know, I’mgoing back to cartooning. When I draw it, I see it, I haveit.” Here you shoot this stuff onto this film inside of acamera and you go to the dark room and you think,“please be there.” I wound up with nothing. Three daysof work, was gone. I was totally discouraged. I said I will never be a photographer. I want tofinish this class and that’s it. Well I finished the class, Ilearned what I did wrong and I went on to become aphotographer, a freelance photographer for NationalGeographic! So we all have our discouraging moments. 26
  32. 32. NONI MILLIONAIRESEveryones going to fall, but it’s how high you bounce.That’s what makes the difference.15. When someone gives you an objection, do youhave a general rule that you follow to overcomeobjections? Yes. First I say, may I ask you a question? Youalways get permission to ask a question. I’ll say their name. Lets say you give me anobjection, right? And I say, “Ansel, may I ask you aquestion? Why do you feel that way?” See I want to findout what the real objection is. Lets say you think it’s too expensive. Let me role-play with you. Ansel: Ok well, the noni juice is too expensive I can’t affordit. Floyd: May I ask you a question, Ansel? Ansel: Sure. Floyd: You think it’s expensive? Ansel: Yeah, for someone on my pay check. Floyd: Ok, may I ask you, it’s expensive compared towhat? (The first person that talks loses. That’s a thing I’ve learned too. You ask a question you shut up and wait for an answer.) Ansel: Compared to orange juice. Floyd: If you think orange juice is going to do the samething as noni juice, you’re probably right. But let me ask you aquestion, Ansel. So, say you told me you had a health challenge,(whatever it may have been). Ansel, if this helps this problem youhave, would it be worth the cost? 27
  33. 33. NONI MILLIONAIRES Ansel: Absolutely. Floyd: If it helped that problem? Ansel: Yes it would. Floyd: But then it seems to me, Ansel, your real objectionisn’t the price. You’re concerned that if it doesn’t work you’vewasted your money. Am I correct? Ansel: Yeah, I guess youre right. Floyd: Well if it doesnt work it’s free. Is that cheapenough? Because there’s a money back guarantee. What do youthink of that? Ansel: Works for me. You always make a statement and then you ask forconfirmation- “If I understand, Ansel, if this worksfor you then you said it would be worth it. So I’dsay that your real objection isn’t the price. You’reconcerned if it doesn’t work you’ve wasted yourmoney. Am I correct?” Another objection that people will give is... “Is thisone of those pyramid things?” I say, “Well would you explain what you think apyramid is?” First Id say, “No, the pyramids are inEgypt.” But what do you consider a pyramid?” And Iask them to tell me. They’ll tell me about people beingon top making all the money. I’ll say, “This isn’t one ofthose.” But now I say (and I draw a little triangle), “Youcan put a person at the top and a lot of little dots in itand at the bottom you put another dot.” I then say, “Isthis what you mean?” They normally respond in theaffirmative. “Well thats Wal-Mart. See all those peopleup there in that pyramid, that one at the bottom is you,below everybody else. Thats you supporting Wal-Mart.” I try to find out about what they’re really thinking 28
  34. 34. NONI MILLIONAIRESbecause sometimes they’ve got this pre-conceived idea ofwhat something is. You’ve got to find out the realobjection. I had a person one time say, “Well I don’twant to make money off of sick people. I don’t thinkthat’s right.” So again I say, may I ask you a question? (Yes) Doyou respect your doctor? (Yes) Do you pay him whenyou’re sick or when you’re well? (When Im sick). Yousaid you respect him don’t you? So what do you meanyou can’t make money off of sick people, a doctor does?16. Whats the biggest mistake that you seedistributors making? The biggest mistake I see distributors repeatedlymaking, is not being willing to do the work it takes tomake things happen. Somehow they think it’s like alottery. A lot of networking companies are responsiblefor that. I get emails all the time with promises of peoplegoing to build the business for you. Theres no suchthing. I see people not willing to do the work it takes tomake things happen. Then people blame their upline fornot helping them enough, something we talked aboutearlier. They find an excuse. I mean, if you really want todo this you’re going to make it happen. I want to workwith people, who are so excited they can’t sleep at night.They’re setting people up for you to talk to constantly.They’re talking about it - they’re making things happen.They’re not home in their office getting their files set updoing all the reading, studying this, studying that, tryingto get everything ready so they don’t make any mistakes.Those are the people that are never going to get into 29
  35. 35. NONI MILLIONAIRESaction. I want right-brained people (creative thinkers)not left brained people. Also negativity. The least little thing happens, theyget all shook up and they lose faith in what’s happened.And that’s because they don’t have the vision. They’renot fully committed. It’s not in their heart yet. Lookthroughout history - everybody that has become verysuccessful has gone through all kinds of failures. Theyjust had to keep going. When we started this business I had no doubt thatwe were going to succeed. It was just a matter of howsuccessful and how fast. But I knew it was going tohappen. People have got to treat it like it’s their ownbusiness. It’s not their upline’s business, it’s not TNI’sbusiness, it’s not Kelly Olsen’s business, it’s theirbusiness. TNI is the wholesaler, they supply the productand they give you the check. If you go out believing thisis your business, you’re going to make it happen.Nothing is going to stop you. Get out of the way world,because here I come! There are other people thinking the same way. Likeattracts like. And that’s what’s going to happen. People will follow a leader. They’ll follow somebodywho knows where they’re going. If you know whereyou’re going, you will find people that will follow you.And you may make some mistakes along the way, butthat’s ok. There’s no room in this business for pride.You’ve got to praise your downlines, you’ve got to giverecognition where its due. People love to be praised,people love to get recognition. My wife and I would notbe where we are if it wasn’t for the people in ourorganization. People should never forget that. 30
  36. 36. NONI MILLIONAIRES It’s what I call micro-celebrity. I go to a TNImeeting and everybody knows us, everybody loves us,we’re wonderful, we’re celebrities. But, we walk out intothe street and see who knows us. No one knows us. Imean, my wife and I take the garbage out every weektogether down our long driveway. I still clean the carsand the garage and I do things around the house andplant flowers, just to remind myself that I’m not aboveanyone else. All I’ve done is obtain an incredible product,TAHITIAN NONI® Juice and I’ve learned to “tell thestory.” It’s my job to take this product to the world andthat’s what I’m going to do. I’m looking for other peoplewho want to do the same thing. That’s what networkingreally is. It’s finding others who want to go to the sameplace that you’re going. If you have a believable story, if you have believableleadership or enthusiasm, they’re going to want to gowith you. I’m looking for people who are moreenthusiastic than I am. I know they’re going to be goodin the business because I know how enthusiastic I am. In this business you’ve got to have faith in thefounders of the business and in the company itself. Toooften I’ve seen people come into this business and thenthey leave, because they started finding faults. I remember John Wadsworth, one of the fivefounders, told me many years ago, “Floyd, we havenever sinned intentionally. And we never will. We’llmake mistakes but we’ll never lead people astrayintentionally, but give us a break sometimes, we makemistakes. We all do. We’re all human.” Sometimes people say, why is it you have so manylucky breaks that happen to you, you find all these 31
  37. 37. NONI MILLIONAIRESpeople? I say no, “luck is preparation meetingopportunity.” I find these people because I expect tofind them. I make things happen wherever I go because Iexpect things to happen. When you expect it, things justhappen.17. Apart from what youve already said, what doyou do that the average distributor doesn’t do? I expect the best and I have self-discipline. That’swhat most of them don’t do. The thing is, if you want to make a million dollars,don’t talk to somebody who’s never made it. You talk tosomebody who’s done it - that’s why you’re putting thisbook together. Talk to somebody who’s done it and listen to them.Don’t listen to your neighbor or your relative or yourbrother or your sister or your mother or your father.They’ll tell you all the reasons why it won’t work. Just go out and you listen to the people who havedone it. I expect the best. I’m very positive. I don’t findfault. Things sometimes happen. They just happen andyou move on. I have self-discipline. I treat it like it’s a job. In thesense that I don’t find ways not to work, I find ways towork. Sure, I’ll take time off, but I’m still self-disciplined.I do things that other people are not willing to do. Ispend the extra time. You see, in this kind of a business,at first you’re going to do more work than you get paidfor, but later you get paid for things you don’t even do.That’s what a lot of people don’t understand, it’s likeplanting seeds. When you plant that seed, it’s not going 32
  38. 38. NONI MILLIONAIRESto grow up and sprout and produce fruit the next day. Ittakes time. You’ve got to water it and cultivate it. Someseeds are on stony ground, some seeds are on goodground, some seeds start growing and the weeds chokethem out. Some seeds fall by the wayside. There’s a placein the bible that talks about that - the sower of the seeds,but then sometimes when that seed falls to the waysidewhat happens to it? The birds come and get it andthey’re gone. When many people start in their business, they don’tunderstand this principle and the weeds choke out someof them. This discourages some of them. Some fall onstony ground or are scorched by the sun, whichdiscourages them, but then some fall by the wayside andthe birds get them. So what do you tell the sower of theseeds to do? Keep sowing the seeds! You didn’t tell themto go out and chase the birds. That’s what a lot of peoplestart doing, they get sidetracked. They start chasing thebirds around instead of planting more seeds. The birdsare going to get some of them, that’s just the way life is. Idon’t chase the birds. I just plant more seeds. The difference with our business is, after you plantthose seeds, you’ve got to cultivate them and take care ofthem. Another thing is we’re not hunters, we’regardeners. I’m not looking for sales people. I’mlooking for teachers. A lot of people, think theyshould get a hot shot salesman. A lot of good hotsalespeople never make it. They’re used to going outand making a sale, then they move on to the next one.It’s like a hunter. You shoot the animal and you move onto the next one. But if you get a teacher, or a gardener,they plant seeds. They’re used to taking time, they’repatient. They water it, they cultivate it. They let it grow. 33
  39. 39. NONI MILLIONAIRESSo we’re looking for gardeners not hunters. That’sanother important lesson that people need to learn.You’ve got to nurture your people and help your peopleget their first check. I remember sometimes in the past, even in thisbusiness, I would get upset about some things and mywife would come in and say, “Well Floyd, are youchasing the birds today, or are you planting seeds?” Thatkind of wakes me up. Makes you realize that you need togo back to planting seeds.18. Whats the most important set of skills an IPCshould have? Being a people person. People should like to bearound you. This is a business where you can pick whoyou want to work with. Here’s a question people should ask themselves inthis business, this is a crucial one - “If I sponsorsomebody just like me, would I be happy?” I ask myselfthat all the time. Really analyze yourself. I’ve had to do so manytimes. Am I being positive this week? And there’sanother thing, if I have a down day, I shouldn’t be onthe phone to anybody. People want to be aroundpositive people. People don’t want to hear yourproblems. All they’re thinking is, either they don’t care orthey’re glad it isn’t them. I don’t want to hear everybody’s problems. Now ifthey have concerns they need to work out, and I canhelp them, then yeah, lay it on me. Lets see if we canwork this out. I’m going to go way back in time for a bit to 1970. 34
  40. 40. NONI MILLIONAIRESWhen I first moved to Utah where I live, I couldn’t get ajob. We moved out here with three children and one onthe way, $5 in my pocket and no job. Here in Utah, I gotinvolved in a company called Success MotivationInstitute. I became a teacher of successful living, of positivethinking, selling tapes of seminars on how to raise yourmotivational levels and be successful in life. Thatchanged my life. The attitudes I have now towards a lotthings started at that moment. At 16 years old my father pulled me out of highschool in Texas. He was an alcoholic and a cruel personand at 17 years old I left home and I was on my own andhad no high school education. I went from that to thewrong environment, with the wrong people. My futurewas not very bright. Then I started realizing that Idecide what I’m going to be. My future is not decidedby somebody else. They may put up roadblocks, theymay dig the ditches, they may send me off on the wrongtrail sometimes, but I decide what Im going to do now. I learned a lot of that when I got involved in thatprogram in 1970. I decide my own future. Notanybody else. Things are going to happen to you thatyou can’t control sometimes. But you’re going to controlwhat you do about it. That’s what changed my life andgave me the positive outlook that I have now. My goal with this business, really is to help make adifference in people’s lives around the world, bothfinancially and physically and even hopefully spiritually.19. Has your view on life changed since you’ve hadsuccess or do you feel that it’s stayed the same? 35
  41. 41. NONI MILLIONAIRES My answer is, it hasn’t changed. I’m successfulbecause I expected to be. I’ve always been positive aboutlife and all the goodness in other people and there’snothing more worthwhile in life than to lift others up. My wife and I really believe strongly that wealth ormoney only makes you more of what you already are.That’s all it does. It gives you freedom to fulfill yourinner most desires whatever those are - whether theyreselfish or generous desires. It gives you the freedom todo that. Money is not going to change you, it onlyaccentuates you. I really do think that wealth just makes you more ofwhat you already are. Im checking myself all the time.My wife and I say, are we putting on airs? Do we feel likewe’re better than everybody else because we have moneynow? And we’re always analyzing ourselves andhopefully we don’t come across that way because wedon’t want to be that way. I mean if it wasn’t for TNI, Iwouldn’t be where I am. I’m not a self-made person, itwas a group effort. If it wasn’t for John who researchedthe noni and Steve who flavored it, Kerry and hisbrother Kim who had enough faith in John and Steve tostart the company - and if it wasn’t for Kelly Olsen whocalled me up, and if it wasn’t for me having thisopportunity and then calling the people that I knew andpassing this onto them, then we wouldnt be where weare now. I went to Egypt many times as a photographer. Oneof my trips to Egypt was to go the Valley of the Kingsand photograph the hieroglyphics on one of the tombsway down under the ground. I had my strobe, you know that flashes, so we couldphotograph, because it zigzagged many times to the 36
  42. 42. NONI MILLIONAIRESbottom and is in pure darkness. I wanted to take my flash in there, and my guidesays, “No, you can’t take the flash in there.” I said,“Well how are we going to shoot pictures?” He said,“We’re going to do it the way the ancient Egyptians did.”He says, we take a mirror - then they would have usedcopper or brass but today, we use a mirror. The guy at the top holds the mirror and reflects it tothe first turn, another guy holds a mirror and reflects itto the second, who does it to the third, who does it tothe fourth, who does it to the fifth, who does it to thesixth, and spreads the light over the whole cavern, andwhatever I wanted to shoot. I went down there and it was as bright as noonday.I mean it was unbelievable how much that light reflectedall the way down to the bottom. Now I thought, wellwhat if that guy on the third level lays his mirror down,I’d be in total darkness. The guy at the top doesn’t evensee the guy at the bottom, neither does he see the guy onthe third or fourth level, but every one of those isimportant in reflecting that light down to the bottom.Well, I got my photographs. I was looking at some of those pictures a couple ofyears back and this thought came to me. That’s the waythis business is, because I told somebody who toldsomebody who told somebody, and we’re reflecting thatlight down all the way to the newest distributor. What weare looking for in this business is “Reflectors of theLight.” People who want to share goodness with the restof the world. 37
  43. 43. NONI MILLIONAIRES CHAPTER 2Noni Millionaires Vs The Average IPC You know it’s funny, when someone gets married they worry that they can only invite 200 people to their wedding. But when they start an Access Marketing business they talk to 5 people and they don’t know anyone anymore. - Ken Rolfsness Before we look at some of the differences betweenIPCs in general and noni millionaires – lets look at someof the major challenges IPCs reported. The Average IPCs Biggest ChallengeProspecting 50.51%Upline support 12.37%Retention problem 11.34%Price of juice 10.31%Replicating their system 7.22%Time management 6.19%Leadership 2.06% 39
  44. 44. NONI MILLIONAIRES As you can see from the table above, the biggestchallenge by far is prospecting. At 50.51% itoutweighed its nearest competitor upline support,which was only 12.37%. Retention was the 3rd biggestchallenge for IPCs. What about the noni millionaires? What were theirbiggest challenges? From the table below, you will seethat their biggest challenge wasnt prospecting, nor was itupline support, and it wasnt retention. In fact, not oneof them listed those 3 points as a challenge. Biggest challengeReplicating their system 50%Time management 33%Price of juice 17% – Conversely, noni millionaires reported that onaverage they interest 63% of the people they prospected.This means if there are 10 people in a room and they talkto all 10, more than 6 of them will be interested inlearning more about starting a noni business. Out of the63% they are able to convert 21% into joining theiractual organization. 50% of noni Millionaires on average said theirbiggest challenge was getting people to replicate theirsystem. As it would seem, prospecting hasnt really been amajor problem for them. For this reason, one of thelargest chapters in this book focuses on effectiveprospecting. Retention, the 3rd biggest challenge for our IPCsdidnt even get a vote from our noni millionaires. Again, 40
  45. 45. NONI MILLIONAIRESthe challenges are completely different. Is this whatmade our millionaires, millionaires? They have learnedhow to overcome the biggest problems. What about upline support? Most IPCs felt this wastheir second biggest challenge. When we surveyed the millionaires, 45.45% saidthey had low support from their upline, but not one ofthem listed this as a major problem. In fact, they said itwasnt a problem at all. They almost didnt even give it athought. So what kind of support do the IPCs wish theirupline had helped them with? The answer is in the tablebelow: The Average IPC Wishes Their Sponsor had Told ThemHow to Prospect 43.75%About Business strategies 31.25%About a Duplicable system 16.67%How to overcome “Price of juice” Objection 4.17%How much Commitment is needed 4.16% Once again prospecting leads the pack. And forgood reason, most consider prospecting the life blood oftheir business. But there are other factors that have ahuge impact on your organization – such as retention. 41
  46. 46. NONI MILLIONAIRES The Average IPC would ask a Noni MillionaireHow to prospect 39.13%Demonstrate how to get started 24.64%Their business strategies 15.94%How do I get others to duplicate me 7.25%What drives you 7.24%System used 5.80% And for a 3rd time prospecting took the lead, whenwe asked IPCs what they would ask a noni millionaire. noni millionaires not only tend to be different intheir skills, theyre also different in how they viewchallenges. Well look at how you can start to changeyour patterns in the following chapter. OBSERVATION Working from Home Challenges Difficulties working from home depended very much on individual circumstances. While some had no problems working at home, others found it necessary to have a separate office. Bert Jensen has a strict rule - "no one is allowed to enter when you are working." Others, such as Sheron Hoot had no choice. She said, "All I had was the passion in my heart and the conviction of my personal testimony." She began her business in a tiny apartment on the corner of her kitchen table. Because of years of illness Sheron had not been prepared for business and it was very stressful. She had no car, no three way calling on her phone, no computer, no fax, no literature, no cash , no credit cards. 42
  47. 47. NONI MILLIONAIRESCASE STUDY – John & Laurie Bentley1. Can you tell us a little about your background? I started working in my Dad’s retail store in LasVegas Nevada at age 10. I also had three newspaperroutes. As a kid I worked seven days a week and nevertook off summers. I graduated from Las Vegas High School in 1955. Ienrolled in a Jr. college. I started working full time atVan de Kamps restaurant in Pasadena California as a frycook.2. Had you any experience in network marketingprior to becoming a distributor with TNI? I joined up with a company called Nutrilite in 1955.I was amazed that I could hire people and not pay themand yet I got paid for items they sold! What a fabulousconcept! It was a great learning experience. I learnedthat you had to figure out how people thought.3. Did you work with any of your old downlinesfrom other networking businesses, or from businessassociates to build your downline in TNI? Yes. I made many phone calls to find out who wasinterested in joining me in TNI. I had been in many,many MLM companies previously. Forty five of them tobe exact! 43
  48. 48. NONI MILLIONAIRES4. Why did you choose TNI? I listened to my sponsors Floyd and Ann Holdmantelling me about this new company called Morinda.Floyd had me talk to one of the owners, Kelly Olsen.The opportunity sounded great. Floyd offered me anairline ticket to Salt Lake to check it out. I was attractedto the product and the plan.5. Did you work alone or with your spouse or familymember when you began the business? I work with my beautiful wife Laurie and later ourdaughter Julie joined us.6. What problems did you encounter working fromhome? I overwhelmed the phone, the fax and the UPSdrivers. I moved into a 1000 sq ft. warehouse and officecomplex. I eventually surrounded myself with a fantasticstaff of people, which gave me more time to build thebusiness.7. As you built the business, did you promote thebusiness or the products, or did you promote one orthe other to suit the prospect? I did both. Some wanted to try the product first.Others wanted to make income right away. Weswamped the company’s phone system. Floyd washelping me turn orders in. 44
  49. 49. NONI MILLIONAIRES8. What were the first things you did to commenceyour business? I worked on a list of over 100 people. I heldmeetings in hotels right away.9. Who did you approach first – family and friends,or strangers? I put in both family and friends. A few were non-networkers. The business took off like a rocket. Allapproaches were good. The juice had people re-orderinglike crazy.10. What qualities do you look for in a newdistributor? I interview people as if I was hiring them for a toplevel position in a huge company. I find out theirbackground, if they need more money and if they haveany health challenges. I identify the builders and helpthem identify others. I do not wait for anything!!!11. How long were you a distributor before you wentfull time or replaced your income? I was full time from day one. I put in long days andnights, 7 days a week. I was a noni machine! I did a lotof 3 way calls.12. When you commenced your business, where didyou focus most of your time, in finding new peopleor working with those you had? 45
  50. 50. NONI MILLIONAIRES I did both. I was on the phone building downlinesalong with sponsoring new people. Our hotel meetingsjumped up to over 125 people.13. How much time did you spend learning aboutthe business before you began contactingprospects? In networking you learn as you go. I was contactingpeople when I got back from Orem Utah. For new folkswanting to get into the business now – Learn, Get theBurn and Earn!14. What percentage of time did you spend learning,prospecting and teaching? I learned the plan early on. We just had one productso most of our time was spent on phone calls, movingthe noni and teaching the new distributors how to do it.15. Taking what you know now, what would youchange if you were to start over? Absolutely nothing. noni was hot then and it ishotter now!16. What kind of input did your upline have in yourbusiness building? A lot. In the beginning Floyd flew down toCalifornia and helped me with meetings. Since he livesin Utah he helped me put in orders and get the product 46
  51. 51. NONI MILLIONAIRESout to our customers and distributors.17. What was your biggest challenge when you werebuilding the business? What is your biggestchallenge now? People poured into the business in the beginning.They treated the “Case Autoship” as an “expense”instead of an asset. The ones that hung in there made alot of money. The value of “case auto” must still betaught.18. There are people who have been in the businessfor some time, and feel they dont know how tomove forward. They feel they need more training.What do you recommend they do? Many people treat this industry as a part time hobby.The main focus must be on training. Many don’t takethat time to learn. Everyday life cancels out many greatpeople. TV shows, the news are more important thanpursuing the business. Working the 9 to 5 job givespeople the warm fuzzies and a sense of false security.Why are so many people broke at age 65? Simple! Beingbroke takes very few plans. Being rich takes planning.19. What advice and training do you believe a newdistributor needs? A lot. Most young people put in four to six years incollege to learn a trade. People come into networkingand want instant income or they quit! They say, “Well I 47
  52. 52. NONI MILLIONAIREStried it for several months and nothing happened.”20. What do you believe are the main challengesdistributors face and what solutions do you have forthem? People need to start and pick out people in theirupline who are doing well and get close to them. Dothis either by phone or computer. Success breedssuccess. Wealth for new people is just around thecorner. Some people can’t identify the corner!21. What action do you require your new distributorsto take? Massive! Get on the phone and learn learn learn.Spend time putting your team together. Select goodpeople. Lazy people are hard to pry out of their chair.Put time in everyday to learn and build.22. How do you find prospects? New prospects are EVERYWHERE. They workwith you. They are in shopping centers and malls. Theyown their own businesses. They travel. They are yourneighbors, your close friends, they are strangers standingin line at the movie theater behind or in front of you.They all need “TIME” freedom and more income.Strike up a conversation and talk to them.23. Do you ever purchase leads and if yes howsuccessful is this method? 48
  53. 53. NONI MILLIONAIRES I have bought leads and worked them from time totime. Leads are tough. It’s not the best way to findquality people. It’s not wise for the new distributor whodoesn’t know the business well and could be blown awayby verbal abuse over the phone. You have to havefantastic people skills and know how to handleobjections!24. Have you ever run advertising campaigns? If yeswhat medium did you use and what was theresponse? I have run ads in the local papers. It’s no longer aneasy way to find great people. Most people are lookingfor a salary income. You are offering a commissionbased income. You receive a lot of No’s and very fewsay yes.25. How did you pique peoples interest and how doyou do it now? In the beginning we asked, “What do you knowabout noni juice?” Now I look for people who wouldlike to build a second income. It starts out as a part time,money building source.26. How do you call them to action and followthrough until they become distributors? Find out the amount of time they can put in andthen get them to commit to the TNI training program.Fast Start camp, Coral camp, etc. New distributors need 49
  54. 54. NONI MILLIONAIRESa lot of help and attention and recognition. TNIprovides that!27. How do you overcome objections? By listening, smiling and saying their name andgiving them a reasonable answer. New people don’t carehow many objections they give you until they know howmuch you care to help them.28. I want you to be very frank. What is the biggestmistake or mistakes you see distributors repeatedlymaking? Not spending enough time building the business.Treating it like it has no value. They will let days, weeks,months go by without working the business. They treat itlike a $35.00 investment. They don’t see the value. Ifthey had laid out $350,000.00 to become a distributorthey would probably work it as such.29. What do you do that average distributors don’tdo? STAY BUSY. STAY FOCUSED. Six, sometimesseven days a week I go go go. The payoff is HUGE, sodoing something everyday makes sense. You don’tbecome a great golfer hitting the ball once a month.30. What is a reasonable time for a distributor to be“in training?” Forever! You never stop learning so you are always 50
  55. 55. NONI MILLIONAIRESin training. I spend a lot of phone time with my teamlearning new ways to build and grow. Someone alwayswill come up with a new idea. It gives me theopportunity to praise my wonderful group.31. What are the most important things a newbusiness owner needs to learn and what skill setsshould they develop? People skills. You are in business for yourself, butNOT by yourself. The key to wealth is to surroundyourself with quality people. The team you buildduplicates. You set the pattern that others copy.32. Would you agree that even people in NetworkMarketing do not really understand their businessand how would you describe Network Marketing? People are sharp today. The same learning skills thatput you into real estate, puts you into networking. Thebig difference is that one sale of property gives you onlyone check. Networking allows you to put together ateam of thousands who buy and the checks flow daily,weekly and monthly. Its like having a money pipelineinto your home with no shut off valve!33. Is it the people who tend to promote the productor the business, or both that seem to succeed themost? Great products push the business, but it is theindividuals who have the vision to see themselves doingwell. TNI seems to attract great people. I know it’s the 51
  56. 56. NONI MILLIONAIRESplan. When you are paid the most for your time, whywaste time doing other things? Everyone has 24 hours aday. Why not benefit the most with the best amount ofincome?34. What changes in lifestyle have you had on yourway to success? Many, many changes. Everyone wants to do well butwith TNI success comes at a fast pace. The trick here isto remain humble and thankful. Laurie and I are livingdebt free. My passion as a hobby is antiques and toytrains. We now own 8 antique stores in the city ofOrange and I get to be around all the things I love on adaily basis.35. How has success changed your view of life andhow you see yourself? My dad instilled in me early on that to be successfulin business, one has to remain a servant to others. Ourproducts and this company have allowed me to do justthat – to help others. I stay on the phone to encourageothers. Our group is in 44 countries. What a joy it is forme to see and hear so many people doing well. For yearsI worked for others, but a paycheck pins you down.Now thanks to the 5 partners and TNI we have financialfreedom, which really is time freedom. This companyhas let so many people prove their greatness, not only totheir team but to their families. 52
  57. 57. NONI MILLIONAIRES CHAPTER 3The Single Biggest Mistake IPCs Make The myth still persists that you have to get into an MLM company early to be successful. What is of greater importance is how early you get into your own business. – Janice Ayre The greatest success comes from taking the businessseriously from day one. Spending long hours to haveeffective results, noni millionaires either did the businessfull time from day one or had replaced their current jobswithin a few months through massive action in the earlydays of their business. They realized the importance oflearning the business, but realized much was learned bydoing. We asked the millionaires to identify what they seemost IPCs doing wrong. We asked them to be frank, tonot hold back. Our millionaires came back with a number ofmistakes, but the one that stood out the most, the singlebiggest mistake was: 53
  58. 58. NONI MILLIONAIRES “They [IPCs]waste time during prospecting trying to convince people to join their organization. And they dont talk to enough people.” We then asked the millionaires how they avoidmaking this same mistake: Solution... “Seek those who are motivated to change their life, ratherthan trying to convince people they need to change. Spend time with people who truly want the juice, and who truly want to build a business. Build associations with these people. Networking with these people will lead to endless prospects.” Simple? Maybe. Easy? Not always. It takes aconscious awareness to remind yourself to seek the rightpeople, like-minded people. It takes effort to network,recognize and build associations with like-mindedpeople. It takes effort to ask these associates forreferrals. But that wasnt the only problem that was identified.The millionaires also identify the following mistakes asbig problems. They also gave us the solutions theypersonally use to overcome them.Common IPC Mistakes and Millionaire Solutions IPCs... Often give up too soon because they let negatives discourage them, causing self-doubt. Solution: 54
  59. 59. NONI MILLIONAIRESSometimes when youre discouraged it takes morethan positive thinking. After all, if positive thinkingworked all the time, you would never bediscouraged. Unfortunately thats just reality. Youwill get discouraged. Positive thinking has its place,but what do you do when you are struggling tochange your discouragement? You work! You goand do it anyway. You push through it. A littleknown fact is, action can create desire. Often timesleaders will do things, others (including themselves)dont want to do – but they do it anyway.IPCs...Treat their business as if it has no value. They seetheir investment as the cost of the kit instead ofinvestment of time and effort.Solution:John Bentley says IPCs dont spend enough timebuilding the business... “Treating it like it has novalue. They will let days, weeks, months go bywithout working the business. They treat it like a$35.00 investment. They don’t see the value. Ifthey had laid out $350,000.00 to become adistributor they would probably work it as such.”IPCs...Lack confidence to reach out to others because of afear of rejection.Solution:Ask yourself what is the worst thing that canhappen to you. Consider also that when someone 55
  60. 60. NONI MILLIONAIRESsays “no” it is not a rejection of you, but a rejectionof the opportunity.IPCs...Spend too much time trying to make a distributorwho is not serious perform as they want them to.Solution:Realize that time is the most valuable asset we haveand spend it profitably.IPCs...Waste time during prospecting trying to convincepeople.Solution:Seek those who are motivated to change their life.IPCs...Fail to follow up and so lose many opportunities.Solution:Create a follow-up system. Track your prospectsand follow up with them routinely.Some IPCs...Are not willing to work to make it happen. Theyhave a win the lotto mentality.Solution:Realize it is your business, no one elses. TheCompany is the wholesaler. People above andbelow you in your organization are your associates. 56
  61. 61. NONI MILLIONAIRES Realize there is no such thing as reward without effort. Effort develops leadership qualities and once you know where you are going people will follow. IPCs... Feel discouraged when mistakes are made or the world seems against them, so they give up. Solution: “If you want to photograph a rainbow you have to sit thought the thunder storm.” Floyd Holdman You must move past failures by having a definite vision of where you want to be and a sure conviction that the prize (and you) are worth it. OBSERVATION: Would a Millionaire do anything different if starting from scratch? Asked if they would change anything if they started over, some millionaires said they would do the same thing. Others felt they could achieve their present state in half the time. Some felt that they would spend time only with those who would take action and be responsible. If you havent previous experience in business thentheres a lot to learn, but that hasnt stopped themillionaires. The persisting belief among them, is thatyou need to start immediately and learn on the job. Thisis one business that can be well adapted to this way oflearning because there are many training aids and teamsupport. The simple truth is, you dont have to know 57
  62. 62. NONI MILLIONAIRESeverything. The most important thing to know is that you cansurround yourself with people who have the knowledgeand skills you dont have. These people can be found inboth your upline and your downline. Rather than focuson becoming a self-made millionaire, our nonimillionaires seem to focus on becoming team-mademillionaires. Use the talents of those around you. Many more doors will open up by using thisuncomplicated model. 58
  63. 63. NONI MILLIONAIRESCASE STUDY – Alex & Doralee Brewer1. Can you tell us a little bit about yourself and yourbackground? As a career USAF Officer, I was success orientatedand experienced in training and working with others. Ihave always been a goal setter and saw TNI as achallenge.2. Had you any experience in MLM prior tobecoming a distributor with TNI? After retiring from the USAF, I was a full timenetworker for over 26 years. When I joined TNI I hadachieved success in other MLM businesses, but this isthe first one that has so much to offer.3. Did you bring a downline from another otherMLM business, or from business associates to buildyour downline in TNI? No.4. Why did you choose TNI? Were you attractedmore by the product or the business? After initially turning down the opportunity, we triedthe product and then investigated the company andfounders. We liked what was presented to us, so joinedwith the idea of building a successful business. 59
  64. 64. NONI MILLIONAIRES5. Did you work alone or with your spouse or familymember when you began the business? I worked alone.6. What problems did you encounter working fromhome? None.7. As you built the business did you promote thebusiness or the products or did you promote one orthe other to suit the prospect? I sold two things. First I sold the prospect on theidea the product was good and then I sold them on theidea that they could make money promoting thebusiness.8. What were the first things you did to commenceyour business? Studied the plan and ordered support literature.9. Who did you approach first - family and friends,or strangers? Which approach was more successful? Approached friends and acquaintances. Had aboutequal success with both friends and acquaintances.10. What qualities do you look for in a newdistributor? Do you identify business builders or doyou wait for them to prove themselves? 60
  65. 65. NONI MILLIONAIRES I look for people who have a "success" attitude. Ifthey have the right attitude, I can show them how tosucceed.11. How long were you a distributor before you wentfull time or replaced your income? I went full time first day, as I was committed tomaking the business a success.12. When you commenced your business where didyou focus most of your time, in finding new peopleor working with those you had? I focused on getting people in the business andworking with those who had the right attitude pluscommitment.13. How much time did you spend learning aboutthe business before you began contactingprospects? What would you advise a new distributorto do in this regard? The business is so simple. It does not require a lot ofknowledge to tell others about noni and encourage themto try it.14. What percentage of time did you spend learning,prospecting and teaching? I am still learning as the business is continuallychanging. I think prospecting is where to spend the mosttime. The leaders will take little time, its the others who 61
  66. 66. NONI MILLIONAIREStake away your time.15. Taking what you know now what would youchange if you were to start over? I would do the same things I did 10 years ago.16. What kind of input did your upline have in yourbusiness building? My upline and I worked together from day one andcontinue to do so. It is a team effort and we work as ateam. My upline has published training CDs. This is agreat program with guidelines to follow for thenewcomer as well as others who are in the process ofbuilding. We call this system, Wave 2.17. What was your biggest challenge when you werebuilding the business? What is your biggestchallenge now? Younger people seem to not be too interested inwhat I have to offer. At 79, its an age challenge I dealwith!18. There are people who have been in the businessfor some time, and feel they dont know how tomove forward. They feel they need more training.What do you recommend they do? When I was instructing in the USAF, teaching othershow to fly a Mach2 airplane, training was a high prioritybecause what you didnt know about the airplane would 62
  67. 67. NONI MILLIONAIRESkill you. This business is so simple and I feel that manypeople use lack of training as an excuse for not gettingout there and prospecting people.19. What advice and training do you believe a newdistributor needs? They need to start with a prospect list and haveenough courage to get their upline on a three way callwith their prospect. If they do this, they will learn bydoing. Learning in a classroom environment is great,and gives newcomers the feeling they are building theirbusiness. I would rather they spend that time talking toprospects and learning by doing.20. What do you believe are the main challengesdistributors face? The main challenge I have with new distributors isgetting them to think bigger as well as setting areasonable goal. We already have "the wheel" so re-inventing the wheel wastes their time and mine.21. What action do you require your new distributorsto take? Listen to the Wave 2 CDs as well as get involvedwith our weekly conference calls. We have the track torun on.. they just need to get involved and make thingshappen.22. How do you find prospects? 63
  68. 68. NONI MILLIONAIRES Within 5 months after joining TNI, I had talked toeveryone I knew. So talking to strangers, wherever I am,is the way to go.23. Have you ever purchase leads and if yes howsuccessful is this method? I have purchased leads to support a successfulmailing system that I use.24. Have you ever run advertising campaigns? If yeswhat medium did you use and what was theresponse? I mail letters to prospects that are from various leadsources. I do not recommend this system to newcomersas it is very expensive and you must be able to deal withnegatives and flaky people.25. How did you pique peoples interest and how doyou do it now? I evaluate the prospect as best I can and then make aproduct or opportunity approach, depending on theprospects comments and needs.26. How do you call them to action and followthrough until they become distributors?I give the prospects literature and tell them about theproduct and company. Then I tell them "If you areserious about your health or want more income, you willneed to call me." I also give them the times and phone 64
  69. 69. NONI MILLIONAIRESnumbers of our Conference calls. So if they are serious,they call me, otherwise I am moving on without them. Iam very comfortable doing this as there are so manyprospects out there, I am moving on looking for thosewho are "serious."27. How do you overcome objections? I usually dont. It is easier to find someone who islooking for opportunity than it is to deal with excuses fornot getting involved.28. I want you to be very frank. What is the biggestmistake or mistakes you see distributors repeatedlymaking? Time is the most valuable asset we have. The biggestmistake I see distributors make is trying to make adistributor who is not serious perform like they wantthem to. 29. What do you do that average distributorsdont do? I talk to a lot of people, so I get a lot of “NOs.” Ithen move right on to the next prospect. The averagedistributor lets the "NOs" affect their own performance,so this business is not for everyone. Someone elses lack of vision or ambition is theirproblem not mine, so if they say no, I just move onwithout them. The ones who say “yes” are the ones thatcount, so why waste time trying to convince a “No?” 65
  70. 70. NONI MILLIONAIRES30. What is a reasonable time for a distributor to be"in training?" I am still learning, as the business is not a fixedthing.. it is growing and expanding all the time, so weneed to continually learn and grow with it.31. What are the most important things a newbusiness owner needs to learn and what skill setsshould they develop? Learn people skills and help those in yourorganization learn how to deal with others.32. Would you agree that even people in NetworkMarketing do not really understand their businessand how would you describe Network Marketing? Many people in Network Marking do not reallyunderstand the concept of being successful by helpingthose you bring into the business, achieve their goals.33. Is it the people who tend to promote the productor the business, or both that seem to succeed themost? Almost everyone will want to make sure the productworks before building a business. There are a few whorealize that TNI and noni have to work as advertised. Sonow that we have a track record of success, there arenetworkers who will be joining based on the fact thatTNI is a winner. 66
  71. 71. NONI MILLIONAIRES34. What changes in lifestyle have you had on yourway to success? I was already a successful person and had a verycomfortable lifestyle before TNI.35. How has success changed your view of life andhow you see yourself? Thanks to TNI, I have a larger estate to leave to mychildren.36. How has success changed how you live and whydo you believe it is good to be financiallyindependent? I dont feel that I have made any significant changes.I do feel very rewarded for my part in helping othersachieve their goals. Because of the volume being generated, thedistributors in my dowline earn over US$40,000.00 dailyin commissions and bonuses, so I am proud to say that Iplayed a part in this.37. Are there any other comments or observationsyou would like to make? As a Double Diamond Black Pearl, my next goal isto achieve Triple Diamond and then on to the top. Thisis a lot better deal than working at Wal-Mart. I wouldthink that if a 79 year old veteran of WW2, Korea andVietnam can do this, you can too. 67
  72. 72. NONI MILLIONAIRES CHAPTER 4 Art in Prospecting I interview people as if I was hiring them for a top level position in a huge company. I find out their background, if they need more money and if they have any health challenges. I identify the builders and help them identify others. I do not wait for anything! - John Bentley Without controversy, the biggest challenge and alsothe most sort after answer is how to prospect. 50.52% ofall surveyed IPCs said that effective prospecting wastheir biggest challenge. 39.13% said that would be thesingle most important skill they would like to learn froma noni millionaire. 43.75% of all IPCs surveyed wished their sponsorhad trained them more on effective prospecting. Well, we asked that question for you and will detailthe strategies used by the millionaires in the pages thatfollow. The art of effectively generating new leads, sorting,following-up and converting, is a major keystone of thebusiness. 69