Presented by Kathy Paauw
Kathy Paauw
Certified Professional & Personal Coach
Productivity Consultant ~ Trainer ~ Author
Business owner since 1995
MY SITUATION IN 2005:
• Trading time for money
• No paid vacation or retirement
• Burned out & tired
It’s not what you can
DO…
It’s what you can
START!
Day
Day
Day
Day
Day
Day
Day
Day
Day
Day
Day
Day
Day
Day
Day
Day
0 .01
1 .02
2 .04
3 .08
4 .16
5 .32
6 .64
7 1.28
8 2.56
9 5.12
10 10.24
11 20.48
12 40.96
13 81.92
14 163.84
15 327.68
If you
doubled a
penny every
day for 30
days, how
much money
would you
have?
Day
Day
Day
Day
Day
Day
Day
Day
Day
Day
Day
Day
Day
Day
Day
16
17
18
19
20
21
22
23
24
25
26
27
28
29
30
655.36
1,310.72
2,621.44
5,242.88
10,485.76
20,971.52
41,943.04
83,886.08
167,772.16
335,544.32
671,088.64
1,342,177.28
2,684,354.56
5,368,709.12
10,737,418.24
The business is easy.
WE make it hard!
Things that get in the way of growth:
•
•
•
•
•
•
We
We
We
We
We
We
get distracted.
let what others say get in the way.
let our past get in the way.
add complex tools.
reinvent the wheel.
stop working!
If you quit working a job,
would you expect to
GET PAID?
“A Network marketer is someone who shares a
million-dollar possibility with hundreds of people
to find a few who are willing to manifest the
million-dollar possibility.”
-Lou Valliere
“Doubt your doubts,
not your passions!”
-Kody Bateman
Three Shutdowns
(Kody Bateman: MLM Blueprint)
Shutdown #1: People you are certain will be your best prospects
may disappoint you when they have no interest in what you have to
offer. Family and friends may tell you that what you’re doing is a
scam.
Shutdown #2: You are certain that a new team member you just
sponsored is going to be a big business builder. This new tells you
about plans to build a huge team. Suddenly they quit coming to
events and won’t return your calls.
Shutdown #3: You will hit plateaus as you build your team. A plateau
is when your team has been consistently growing, and suddenly your
growth curve goes flat or even takes a dip.
It Starts with WHY!
“People don’t buy what you do; they buy why you
do it. The goal is not to do business with
everybody who needs what you have. The goal
is to do business with people who believe what
you believe. What you do serves as the proof of
what you believe.”
--Simon Sinek
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•
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Belief promotes passion and authenticity.
Authenticity enriches relationships.
Relationships build trust.
Trust inspires loyalty.
It Starts with WHY!
The Golden Circle
• WHY: Cause, belief, purpose that resonates with your perfect prospect.
When talking about your why, begin with “I believe ______” or “Everything I
do _____”
• HOW am I authentic and different? When talking about your how, begin with
this: “We are the only card and gift company that ____”
• WHAT: What I do. Share customer stories to illustrate what we do. Stories
will be remembered and they are charged with emotion.
What do you do?
Answer with something that
speaks to WHY you do it.
“I help people create connections and meaning in
their relationships and stay in touch so they are
remembered.”
What do you do?
Answer a question with a question and
get them engaged in the conversation.
YOU: "Let me ask you this...If you could have an easy and affordable way to
retain customers and attract referrals, would that be meaningful to your
business?"
PROSPECT : Yes!
YOU: "Well, that's what SendOutCards does! We are revolutionizing the way
people send cards and gifts, very much like Netflix has done for the movie
industry and iTunes has done for the music industry. You can send a real paper
card and gift to someone without ever leaving your home or office. We make it
easy and affordable to express gratitude and stay top-of-mind. Is that
something you would like to do more of?”
PROSPECT : Yes!
YOU: “Great, let’s set up a time when I can help you test drive it for free so you
can see how it works.”
Traditional vs
Word-of-Mouth Marketing
100% Input
OR
10% Results
(traditional
marketing)
100% Input
10,000% Results
(word-of-mouth)
FIELD RESEARCH
(Russ Devann)
For every 20-30 that you sponsor over time:
• 10 will do nothing
• 10 will do a little
• 10 will do a little more than a little and of those,
ONE will build a large business.
FIELD RESEARCH
(Russ Devann)
What Top MLM Earners
(making $50K-$200K/month)
have in common:
• Sponsored over 100 people
• Been with their company 3+ years
• 95% of their income comes from 1-5 legs
“I don’t know that many people!”
REALLY?
HINT: They’re already in
YOUR back yard!
The average 21-year-old knows
2,000 people on a first-name basis.
- Psychology Today
Maybe you only know 200 people who like
you and would do business with you
(because you appreciate them).
What if they each knew
200 people?
MEMORY JOGGER
Use the memory jogger to consider people you already know who
you can add to your business.
Those who would do you a favor, today.
Those who would bail you out of jail.
Your close family.
The most successful entrepreneur you know.
The person everyone goes to for advice.
The best teacher you know.
The person who knows everyone.
The most optimistic person you know.
The most health-conscious person you know.
The best salesperson you know.
Who is dissatisfied with his/her job?
Who is unhappy with his/her income?
Who is concerned about the environment?
Who owns his/her own business?
Who is money oriented/motivated?
Who needs extra money?
Who enjoys being around high-energy people?
Who are your friends?
Who quit their job/out of work?
Your brothers/sisters?
Your parents?
Your cousins?
Your children?
Your aunts/uncles?
Your spouse’s relatives?
Who is in the military?
Who is your dentist?
Who is your doctor?
Who did you go to school with?
Who do you work with?
Who is retired?
Who works part-time jobs?
Who is laid off?
Who bought a new home?
Who answers the classified ads?
Who gave you a business card?
Who works at night?
Who delivers pizza to your home?
Who has been in network marketing?
Who needs a new car?
Who wants to go on vacation?
Who works too hard?
Who was injured at work?
Who lives in your neighborhood?
Who sells Avon or Mary-Kay?
Who sells Tupperware?
Who wants freedom?
Who likes team sports?
Who does fund-raising?
Who watches television often?
Who works on cars?
Who likes political campaigns?
Who are social networkers?
Who does your nails?
HOMEWORK
1. Review training tools here:
www.SendOutCards/SimpleSuccess
2. Is YOUR customized SOC website set up?
• Contact info
• Picture
• Points (PC subscription) & postage
3. Review all videos on your landing page
4. Create or renew your list!
It’s YOUR job to share…
THEIR job to decide!
“As a good steward of whatever you’ve been
given, it’s not just a good idea for you to share
your gifts and talents with others—it’s your
responsibility to do so.
When you withhold what you have been given,
you deprive others of receiving something they
may need.”
–Kathy Paauw
The Music of Your Heart
Make it about THEM…
not about YOU!
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Be INTERESTED rather than INTERESTING!
Use FORM: Family, Occupation, Recreation, Money
Meet people and add them to your Contact Manager.
Refresh you prospect list weekly.
Use the tools to share SOC – GAW, DVD or Video Link
Follow up!
Be genuine and sincere.
Be a Servant Leader – “How can I best serve you?”
8 Success Tips from Todd Falcone
1. The foundation of your success is based on one thing: your
BELIEF!
 Doubt and belief (about the MLM model or about SendOutCards)
cannot exist in the same space!
 If you don’t buy your story, nobody else will.
 Everything rises and falls on your confidence.
2. You’ve got to do it for YOU, because nobody else will.
 Be accountable for your own actions. Based on how you have
been showing up so far, look in the mirror and ask yourself, “Would
I hire me for this job?”
 Face your fears.
 No shame, blame, justify.
 If it’s going to be, it’s up to ME!
8 Success Tips from Todd Falcone
3. Never mess with SUCCESS.
 If someone has found a PROVEN way that consistently works for
everyone, and they’re willing to show you, don’t reinvent the wheel.
 Do what the “DOERS” are doing. Don’t do what the “DON’TERS”
are doing.
4. Nothing is easy when it is forced.
 Let go of your attachment to the outcome.
 Take the pressure off yourself. Be relaxed.
5. Happy people make the most money and are
having the most fun.
 People who are having a good time are more
attractive!
8 Success Tips from Todd Falcone
6. You get nothing unless you ask a lot of people a lot of questions. You
don’t get anything unless you ask for it! Are you TELLING people and
then dropping the ball? You must ASK!
 Are you open to taking a look at something?
 When can we get together?
 What did you like most about what you just saw?
 What questions do you have?
 How do you want to get started today, as a customer or distributor?
7. Listening makes you rich.
 Open your ears and everything will be revealed to you.
 Be genuinely interested, not interesting!
8. Quitters never make it big.
 Those who have achieved monumental success
have stayed the course.
Tips from my book

Take 100% responsibility for your life!
E+R=O (Event + Response = Outcome)
Change a variable and it changes the quotient!

Network with those who are doing what you want to do,
and soon you’ll be doing it too.

The size of your network determines the size of your net
worth.

Collect and record info about people you
meet.
www.TheMusicOfYourHeart.com
Get the address and birthday of people you meet
so you can keep in touch and stay top-of-mind!
NETWORKING
Become a good
SORTER
Hummingbird – a Nectar detector!
Look for the Aces
in a deck
Do you keep your options open for
ways to earn additional income?
You are looking for a YES or NO!
When someone asks
what you do, answer
with a question:
“Well, let me ask you this: If I could show
you a way that you could get paid for
being nice to people, would you be
interested?”
TIP:
Whoever is asking the question
is in control of the conversation.
What are YOUR
favorite questions?
DeMarr Zimmerman Approach: DVD does the sorting!
Me - “So Jim, are you a 1 or a 2?”
Jim – “I think I am more of a 2.”
Me – “Great! Why don’t you test drive it for 30 days and see if you like it?”
Jim – “What do I need to do?”
Me – “We have a video that explains the options that will help you decide which
package works for you.”
After they watch the product video under “Ways to get started”, I ask this
question…
Me – “Jim, do you want to just be able to send cards or are you interested in using
to system to send cards and gifts?”
If Jim says, “Cards and Gifts.” – “Jim, the best package for you would be the $31
option.”
If Jim says, “Cards.” – “Jim, either of the packages will work for you. Do you want
to pay the lowest price or does that matter to you?”
My goal is always to get someone started on the
best package for THEM, not ME.
KEEP IT SIMPLE
“There’s something for everyone here. You can get the $9.80 account and
your cards are about a dollar. You can get the $31account and get your cards
and gifts for a 35% discount. And most people can think of others who would
like this and they like the idea of getting paid to refer it to others. Whatever
option you choose, you can’t go wrong cause you’ll pay less than at the store!”
Whatever they decide, you say…
“Great! You’re gonna love it!
If they are getting a customer account, plant a seed:
“By the way, when you start sending cards others are probably going to ask you
about the cards you are sending, and at any time you can always add the
commission option.”
Why I am STILL Passionate
about SOC after 8+ Years!
We have something special that no one else has! Our
product and service:
• Makes people happy
• Costs less than at the store and is more convenient
• Can touch people that are not even in our business
• Pays out massive residuals (expensive product-based
companies don’t do this)
Millions of card senders will create
thousands of millionaires.
We are in the RIGHT PLACE
At the RIGHT TIME!
 SOC paid $100 million in commissions in the
first 9 years.
 SOC is on course to pay $100 million in
commissions in the next 2 years.
 SOC is the 3rd largest greeting card company
in the USA.
 SOC sent over 2 million greeting cards on
December 16, 2013
 SOC is the #1 sender of First Class mail in the
USA.
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“Edison failed 10,000 times before he made the
electric light. Do not be discouraged if you fail a
few times.” -Napoleon Hill
“A man can get discouraged many times but he is
not a failure until he begins to blame somebody
else and stops trying.” -John Burroughs
“History has demonstrated that the most notable
winners usually encountered heartbreaking
obstacles before they triumphed. They won
because they refused to become discouraged by
their defeats.” -BC Forbes
Your PAST
does not equal
Your FUTURE!
• Doubt takes you out of action.
• Action takes you out of doubt.
“Success and failure are on the same road;
success is just a little further down.
Failure cannot handle persistence.”
--Steve Schulz, SOC President of Field Operations
Author of Yes, Sometimes it is About the Money
“Live out of your imagination,
not your history.”
-Stephen R. Covey
Dare to DREAM!
Remember your WHY!