How To Start Building Your Warm Market. Never Prejudge. The Gold Mine Attitude

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1 How To Start Building Your Warm Market Take the time and use the resources to develop your warm list. All new distributors should sit down in a quiet room with your "who do you know" memory jogger and attempt to create a warm list of 2,000 people. Get a tablet of paper or a notebook and start writing. It should take two or three days to get a good start and, by the end of the first month, you should be well on your way to hitting the target. You will never regret starting your business with this tool. Network marketing, by its very nature, requires you to talk to large numbers of people. The longer your warm list, the better your chances for success. Never Prejudge Never prejudge anyone. Give everyone the opportunity. Do not skip over anyone. Trust me on this. They could be the most important people on the list. The goal is to just have them take a look. It doesn t matter if they sign up. It only matters that they take a look, so a year from now when you re doing well they can't say "why didn't you tell me about it. I thought you were my friend." The Gold Mine Attitude Imagine that one-day you re taking a ride in the hills near your home and you come across a dirt road and being a bit adventurous you decide to go off the beaten path. You come across a magnificent view so you park the car and get out. After you take in the sights you turn to walk back to your vehicle and you see a cave that looks like its been covered up with brush. You remove the brush and realize it's a huge cave, so inside you go and from floor to ceiling, wall to wall there is gold. So you check to see if anyone is watching you. Then you go back your car and fill the trunk to the hilt so that the headlights are pointing up in the air. Then you realize that to get all of this gold your going to need help. So who are you going to call? People you don't know. What are you going to do, run an ad? Do some flyers? Put up signs? No, you would talk to the people you know. So why not let them know about this Gold mine? You have got to get the gold mine attitude and believe it all the way down to your toes. When you can have conviction like that you will attract people who want to do the business with you. Saying, No If they say No, It just means "not now." Remember you are sifting for gold. Some will, some won't, who cares, so what, Next!!! Don't take it personal. Remember your job is to go through the No's until you get to the Yes's. No just means now." Picture yourself as a waiter/waitress in a coffee shop going from table to table offering people coffee. If five people say NO, and three say I've

2 had enough, are you going to quit? Run to the back room and start crying? No you aren't. No, just means not now, the timing is not right for them. Return to them in 6 months. Never close the door. Relationship Marketing Who Do You Know? How many times have you told someone about a fabulous restaurant, or movie, or song? How many people did they tell? Did the Owner send you a check for all those customers? Mine does every single month. Why not you too? You don't have to be a movie star or author to get paid Residual Income Getting Started

3 Your warm list is a work in progress. You don t need to have it complete to start talking to the people on your list. Start contacting these people immediately. Procrastination is the biggest killer of success. If you get busy with working your warm market your success will be well on its way. MEMORY JOGGER TO HELP MAKE YOUR WARM LIST Who Do You Know Who (m)... Is dissatisfied; Would be great at this; would be terrible at this; you respect; shows genuine concern for other people; is active in their church, people always seem to like; does personal counseling (such as & church leadlers, doctors, lawyers, etc.), is a professional, is in clubs and various group organizations or active in civic affairs; is in a teaching position in a school or business; deals with the public (such as police officers, firefighters, mail carriers, city officials); is in a management, supervisory, consultant, or trainer capacity; is looking for more out of life; is ambitious, assertive, and "on the go"; is considered a leader; attracts leaders; has children just starting junior high, high school or college; has children with special talents that should be developed; wants to set a good example for their children to follow, owns a business; holds a very responsible position that is causing stress and pressure; wants to have freedom; is considering a new profession, changing jobs, or has recently changed jobs; is unable to advance in her job; has talents but is held back, just started selling or is an experienced direct sales person, relies on ideas for his livelihood (authors, designers, promoters, advertisers); has never been able to get started or failed in business but still has strong desires; is going to college, business school trade school etc., or just graduated, was recently married and is just "starting out ; knows everyone in town; has international connections; exudes credibility, is elected to office; works with you now-, you see at the gym; is looking for a job; you play tennis with-, you know from the old neighborhood, appraised your home; already has a great job; takes care of your car, is on your Christmas card list; you take your cleaning to; is your accountant; you do civic work with; does your hair, runs the spa; you see at the copy shop; delivers your mail seems to change jobs often; did your home repairs; is concerned about her skin and hair; is concerned about his weight; is into sports fitness; wants more time with the family.

4 Who Are Our Relatives... Parents, grandparents, sisters, brothers, aunts, uncles, cousins, children, step relations. Who Is Our... Mail carrier, newspaper deliverer (parents), dentist, physician, minister, florist, lawyer, insurance agent, accountant, congressional representative, pharmacist, veterinarian, and optometrist. Who Sold Us Our... House, car/ tires, television/ stereo, fishing license, hunting license, suit, tie, shoes, business cards, wedding rings, eyeglasses/ contacts, vacuum cleaner, boat, camper, motorcycle, bicycle, living room furniture, air conditioner, kitchen appliances, lawnmower, luggage, Avon products, Tupperware, carpet. Do You Know Someone Who... lives next door/ across the street; is my spouse's barber/ hairdresser; teaches our children at school; was best man/ usher/ maid of honor/ bridesmaid, was the photographer who took our wedding pictures; is the purchasing agent where I work; is the finance director at school; goes hunting or fishing with me; was my Army/ Navy buddy; is the architect who drew up house plans; goes bowling with me/ us; is the president of the PTA; was my spouse's college fraternity brother/ sister; we met camping; is the credit manager of the store where I shop; is my spouse's old high school teacher/ principal; repaired my television; upholstered my couch, we knew on our old jobs; went with us to the races; is in my car pool; installed our telephone; has a laundromat; teaches ceramics; owns a taxi service; cuts the grass (parents); painted the house; owns a pet shop where I bought our dog; installed our refrigerator; renewed my driver's license; owns an apartment; is in Rotary/ Lions/ Kiwanis with me; is Jaycee president; plays bridge with me/ us; is in garden club; is in book club; is my child's kindergarten teacher; Is a deacon in my church, owns a slipcover and drapery business; manages an athletic club; gave me a speeding / parking ticket; does our income tax; cleans our clothes; hung our wallpaper; taught our children Driver's Education this summer; works with the rescue squad; owns beach/ mountain cottage where we vacationed; sells us gasoline and services our car; sold my wife her wig; owns a nursery, delivers parcels; works with an exterminator/ pest company; stores my wife's winter coat; sells ice cream in the neighbothood;owns and manages the jewelry store downtown; sells aluminum awnings; works for the travel agency. Who Do You Know Who Is a Professional...

5 A nurse; golf pro; student; fashion model security guard; sheriff, fire chief secretary; welder; crane operator; candy salesperson; police detective; music teacher; art instructor; typesetter; forester; seamstress; carpenter, pilot/ steward; mobile home salesperson; bank cashier/ teller, tailor, garage mechanic; editor, lab technician, restaurateur; PBX operator; social worker; lifeguard; race car driver; paper mill worker, brick mason; draftsperson, printer, office manager, bakery owner; plant supervisor, dietitian, mechanic; anesthetist; surgeon, librarian, mortician, missionary; real estate agent; railroad ticket agent; newspaper press operator, bulldozer operator; bus driver; airline ticket agent; computer programmer; motor home dealer; business machines salesperson; soft drink distributor-, air traffic controller; interior decorator, swimming teacher; typewriter salesperson; grocery store owner; insurance adjuster; warehouse manager; moving van operator; rent-a-car representative; professional football player; television anchor/ producer, tool-and-die maker; cookware salesperson; dance instructor; sawmill operator, industrial engineer, research technician, telephone line person, lithographer; fisherman, bench machinist; waiter/ waitress; furniture dealer; notary public; farmer, actor/ actress; land clearer, horse trader, statistician; cement finisher, antique dealer, brewery salesperson engineer; contractor; chiropractor, podiatrist; auctioneer; electrician; dental hygienist; shoe repairman; physical therapist; motel owner/ managers-; highway patrol officer, judge.