Hey 21TEN’ers!
Both Richard and Barry shared such a wealth of information during their short stay with us in Lubbock earlier this week. The training that was given to us and to our team members during one-on-one meetings and the Fireside Chat (okay, it was actually a poolside chat) literally has the power to change our lives forever—if it is applied! 
And now, we want to share it all with you so that your life and your business can be changed as well.
There was so much great information shared this week, we could probably write a book about it! It’s still going to be a long post, though. We spent 15 hours with Richard and Barry while they were here in Lubbock, so we’ve broken down what we see as the 10 most important pieces of advice.
1. Sell Your Fast Pack – You only have one chance to create your “getting started story,” only one chance to create your success story for the first three months, six months, and first year you were in business. What you will find is that your story will then duplicate throughout your entire organization, so make it a good one!
What will your story be? Well, it needs to start with purchasing your Fast Pack—the largest pack your budget will allow (remember, it will duplicate!), and then moving that product as quickly as you can.
If you will do that, then five years from now when people from your giant team is bringing prospects to you, asking for advice for how they should start their own 21TEN business, you can look them squarely in the eye and say, “Oh, the $1,000 Fast Pack is by far the best investment. In fact, that’s the one I purchased and I was able to sell it all within my first two months of business! I made all of my money back and made $500 profit on top of that!”
That’s a powerful story! And it can be yours if you will go out there and quickly get into action!
So what’s a good line to use when selling a box of product? Try this one that Barry shared:
”You can try a box for just $30, and when you find out how incredible this product is for (mention their specific health concern Life Shotz addresses which you learned while talking to them), I’ll show you how you can make $1,000 a month with it.”
Richard pointed out that although you are selling the product to this person, you are still leading with the opportunity. And putting the $1,000 figure in their mind takes away any objections about spending the $30.
2. Write Your Story Letter - As it says in our training manual, “a story letter is simply the written account of your experience with Life Shotz and the business model of 21TEN. It is personal, honest and inspiring. It doesn’t focus on selling but focuses instead on sharing your experience.”
You will want to use this letter for contacting your warm market about your new 21TEN business. Duncan Robertson and Lisa Jimenez both wrote excellent story letters that are used as examples in your 21TEN Training Manual. Read over their examples, use them as a template, and then go out and create your own!
3. Make Your List - This could very well be one of the most important steps that will take you to success with your 21TEN business. Make your list! If you’re struggling on how to do this, here are some ideas:
- Facebook: Go through your list of Facebook friends, and then give yourself a deadline for contacting each person, asking for their phone number, email address and occupation. Chances are you already know this information for many of your Facebook friends, and when you complete it you will be off to a great start on your names list!
- Cell phone contacts: Work together with your spouse on this one! Go through each of your cell phones and write down the names and numbers of each of your contacts. Add them to your list.
- You can also go through lists you already have such as Christmas card lists, people you invited to your wedding, parents of your children’s friends—the possibilities go on and on!
Once you have your list, begin systematically working through it, contacting each person, sending them your Story Letter, and giving presentations to those who are interested. Your list is the perfect way to get in contact with people you already have a relationship with who may be interested in joining you in business!
4. Generate More Contacts by Doing What You Love – I remember this technique from several years ago when I first began listening to Michael Clouse’s material. In his CD set, Prospecting 101, Michael shares how you can find more contacts by going out and doing what you love. The upside to this technique? The people you find already have a shared interest with you! 
Richard and Barry touched on this technique this weekend as well. Think about the things you love to do, the places you may already have connections, and then target those types of people for your business. Do you love to golf? Start by contacting your friends who also love to golf. Invite them to play a game, and then introduce them to 21TEN while you’re out on the course!
Do you love to go out to eat? Invite people who enjoy doing the same thing to take a look at your business.
It’s all about finding the things you love to do, and then going out and doing them! When you follow this technique you will not only get to spend time doing the things you love, but you will be showing your prospects exactly what it means to “lifestyle” this business!
5. Attend Community Events - Barry touched on this point in a recent blog post, so we won’t go into much detail here. The important thing to remember is that this is a business of meeting people. Successful networkers are constantly expanding their warm market, or in other words, their list of contacts. One of the best ways to do that is by pulling out the newspaper and finding events being hosted in your community. Attend those events, mix, mingle, and form new relationships that will then turn into new contacts for your business!
6. Play Up the Residual Income – So what’s a good line to use when approaching people about your business? Richard shared a line that is just awesome, and it will work wonders for helping your prospects see the long-term potential of creating residual income. This line will work particularly well with anyone who works in a commission-based industry such as a realtor or car salesman.
Be bold, and ask your prospect, “If you don’t mind me asking, how much money did you make last month?”
Regardless of whether they actually tell you or not, your next line is the same: “Well, how much will you make this month?”
They will probably answer with something like, “Well, I’m not sure. It depends, on …”
Then here’s the magic line: “How do you think you would feel if you knew you would make ______ again this month, because of the work you did last month?”
This line will make them think about the power of Relationship Marketing and residual income!
7. Make Time for Your Family – Unfortunately, your spouse and other family members may not be as supportive of your 21TEN business as you would like for them to be.
Want a way to remedy that? Make a commitment to them to spend more time with them doing something they enjoy doing!
You can tell your spouse or family member that part of the culture of our business is to live a well-rounded lifestyle and to improve in all areas of your life. That includes the quality time you spend with them!
A few weeks of playing tennis with your wife, or watching a ball game with your husband, and their outlook on this new “thing” you’re involved in will improve dramatically! 
8. Get to Ignition, and Take People with You - If you’ve ever taken a look at our 21TEN Income Calculator, then you probably understand the value of the compound effect. You get four, who each get four, who each get four and before you know it you’ve got 1,024 people down on your fifth level.
Events work the same way. Yes, get yourself to Ft Lauderdale. That is very important! Events connect you to the company on an emotional level in a way that can never be done by simply reading the website or just reading about an event after the fact.
So if going to Ignition has the potential to change your life and your business, how much more would it change if you had three people there with you?
There’s that compound effect again! Get to Ignition, and bring your team members. Your future will thank you for it!
9. Get Inside Their Head - We all know it’s one thing to get someone in your business, and it’s something else entirely to keep them in for the long-term. One way to do that is by getting inside the head of your new business partner and figuring out their “why.” As their sponsor and as a leader in this company, it is your job to help your team discover that “thing,” whatever it is, that is bigger than their “stuff.”
Huh? You have to find that thing that drives them, that thing that will make them do this business, no matter what “stuff” they have in the way. Their “stuff” may be any number of things—a busy schedule, an un-supportive family, fear of failure—but if you can get inside their head and discover what motivates them, what drives them, and then continue to remind them of that thing, they will be in and they will stay in!
So how do you do that? It begins with building relationships. Ask questions, and really listen to their answers. Find out about them, what makes them tick, what drives them, what pushes their hot button. If you can do that, you will become a leader. When you become a leader, you will build an organization full of people who want to follow you to the top!
10. And last but not least – This information will do you no good, absolutely none, if it’s not applied. Many times we read or hear something, think to ourselves, “Wow, that was good stuff!” and then never do anything about it. 
Don’t let that be you!
Take this blog (print it out, if you have to), and read over it every day until the principles shared in it become a part of you and the way you build your business. All of the steps are here. Now all you have to do is put them into action!
You know what to do. Now it’s time to go do it!
Do that and you will watch your business grow like crazy over the next three, six, and 12 months.
Do that and we will see you at Ignition in Ft. Lauderdale!
Thank you, Richard and Barry, for the time you spent with us here in Lubbock. We are infinitely grateful for the time and knowledge you shared with us!
Kathy & Jordan Schneider
