Purpose...dream...expectations

When I was a very young kid I was called a dreamer by a of couple teachers. I remember sitting in class and looking out the window and imagining I was playing baseball...my mind would drift and I would mentally not be in the class. At times I still like to just sit and think, look out the window and kind of dream and wonder. I don't know if you do this type of thing but I might call this creating a vision.  

I have read a lot of books over the years. Many people write and encourage people to have a big, bold vision because (they say) that inspires people. Of course when someone gets inspired, it has a way of inspiring those who are around them. 

In the book Innovation Secrets of Steve Jobs by author Carmine Gallo, he says the following about successful leaders:

"In the study of psychology, the Pygmalion effect refers to a phenomenon in which the greater expectation that is placed on people, the better they perform.  In other words when challenged with a grand purpose, people will rise to meet the challenge."

I don't know about you, but I love reading statements like that. The challenge we have in this business is we are responsible for placing expectations on  ourselves. Do you expect great things from yourself? Do you have a clear vision in your mind of what you want your Shaklee business to look like five years from today? Do you have a grand purpose? If you don't, I suggest you go for a walk and create a vision for yourself of your future, then challenge yourself and expect yourself to have the best year in 2015 that you have ever had.

A successful business doesn't just happen because we have awesome products. Someone has to have a dream, a goal, a purpose, some expectations and then make it happen.   Is it easy? No. Is it worth it? Yes. It's all up to you.

Enthusiastically,

Gary Burke

The importance of hope

A couple weeks ago I mentioned a new book I was reading: The Hope Quotient by Ray Johnston. I want to start off this week with some points about the importance of hope. It's just a word but it is filled with potential for our tomorrows.  I think everyone wants their tomorrows to be positive and loaded with potential to change things. It seems that almost anything is possible when a person has hope.

The following points come from Mr. Johnston's book. Some things to think about from this one important word, hope.  

Four Things Hope Does That Nothing Else Can Do

1. Hope liberates. Hope releases you from your past.

2. Hope motivates. Hope helps you bounce back.

3. Hope initiates. Hope sets you free to dream.

4. Hope activates. Hope is the fuel that makes the world a better place.

When you have hope, anything is possible.

When I first saw the Shaklee opportunity I remember thinking, "I wonder if it's true?   I hope I can do it. I hope I can make it happen." When I attended meetings it was like fuel in my mind because it helped keep the dream alive. I learned early that the meetings were a key part of the future growth I would have because when I left meetings I always, yes always, felt inspired. I would hear stories about the products, about people growing their income on a very part-time basis. I loved that sense of thinking about the future and the possibilities that would come from this business.   

Do you have hope for your future?  If you don't I strongly suggest you attend every meeting and event that is possible for you to attend. Read good books. Listen to people you want to emulate. L I've been discouraged in the past and when I think about it, what helps to overcome being discouraged was the inspiration and hope I got from meetings. How about you? Do you want to change your world?  Get involved and stay active as I believe that is the path to keeping the dream alive with hope.

Enthusiastically,

Gary Burke

Thoughts on struggles and being tested

My mind is testing me today as we've had some struggles to deal with the past few days. Faye and I have had all three of our computers in what I call the techie hospital. Extremely frustrating, especially for Faye. But we're working through this time of struggle and I only tell you this because I know everyone has struggles at times.

 

I'm going to just give you some thoughts or ideas today to think through as some of you may also be working your way through some struggles in your business.   The following comments came from a wide variety of people over the years.   I actually save this stuff and today I went back to some very old notes.

- Struggle is the essence of growth and development.....(I'll try to remember this.)

- Struggle allows us to grow and develop....(Sounds the same as above).

- Stop focusing on circumstances, look for opportunity (I have the opportunity to send a message).

- Every opportunity has difficulty and every difficulty has opportunity (right on the mark).

- Answers will come when we focus opportunity (let's expect answers to come).

- It takes persistence to overcome struggles (nothing new here...just truth).

       

My last thought.....This message was for me as well as those of you who may be struggling. Most important.....MAKE TODAY A GREAT DAY.

 

Enthusiastically,

Gary Burke

       

Laura Evans is growing her business

I want to share some comments from Laura Evans that I received a week or so ago. Most of you remember Laura as she worked at the home office as a Sr. VP (I think that title is correct) and was a great field advocate. When Laura decided to leave the corporate life she sent a message announcing that she had purchased a Shaklee business from a sales leader in Canada. I recall being very impressed that she decided to become a field sales leader. I asked Laura how her business was going and the following are some excerpts from a message she sent. 

- Gary Burke

Gary

 

My business is going very well. It is absolutely wonderful! And such a blessing! My Pgv has grown from about 1000 pv in customer purchases to average around 7500 pgv/mo.  That is attributed to my search and referrals for distributors and customers. I stay very active with about 30 conversations a month - some in home, some 3 way calls, some calls. I believe I am at 2 contacts a day with also follow up. It is great advice and I strive towards it. Some days it is more some days it is less.

 

Plus I have my 2 new directors I believe you met in long beach. One of them went with me this past weekend to long beach regional and brought her husband and new distributor and her husband with her. It was so powerful to see the light come on with spouse support from the credibility and emotion of the event. They are now on fire and keeping me very busy this week!!!

 

And my income hit an all time high this past month! Of course what I love most are the folks who are feeling better, losing weight or otherwise which I was fortunate enough to have a small hand in helping them.

 

Roland has been an amazing coach. And Mary too. I am so blessed to have their hands on help!!

                                          

Laura Evans                                                                                                                                                                       

It's about three things: a future, challenge, and change

On Friday night, Faye and I attended the girls' state swimming championship at the University of Minnesota. It's always fun to see high school kids compete.  They are full of enthusiasm and show their excitement in a variety of ways.   I saw a couple girls wearing a tee shirt with the following printed on the back:

It's just you and the future.

If it doesn't challenge you, it doesn't change you.

I read it two or three times and thought to myself, "that's our business, there must be a message in those words." 

You and I certainly have been offered a future by getting involved in this business.  It's certainly true for me. How about you?  Although it's just another idea until someone starts asking questions and meeting some people who have made it work for themselves. Once someone buys into this idea that Shaklee has an incredible future on the table, they just have to be willing to accept the challenges that come with it.

Building this business is a challenge but once someone understands what this business offers, it's worth working to accept every challenge because it does in fact have the potential to change you.   In fact, I guarantee that you will change as you grow your business. This is probably one of the best personal development programs a person could ever find - I know because it happened to me.

Read that tee shirt statement a few times. Put it on a Post-It and put it on your computer screen. Put another one on the refrigerator and another one on your mirror. Keep it in a place where you will read it every day for a couple months.  Yes, it's a challenge. But you will grow as a person and become what you're capable of becoming. GO FOR IT.

Enthusiastically,

Gary Burke 

Don't settle for the ordinary

When I look back to when we got started in this business and then think where we are today, I am thankful beyond words.   Faye and I are so fortunate to have been led to this opportunity and at times I wonder what really happened. As I think back it was really quite simple. Once I realized that what Shaklee was offering was true I decided that this is what we were going to do and all I had to do was learn what other successful people did to build their business to the top levels.

"If you are not willing to risk the unusual, you will have to settle for the ordinary."

- Jim Rohn

That quote says it all for me.  We were willing to do things that for us were unusual - be in sales, talk to people, be patient, lead, work hard, be patient, conduct meetings, learn, and be patient some more, stick with it regardless of what someone might say or do and of course...be patient. We were not willing to settle for the ordinary. We were willing to learn and then do whatever it might take to make it happen.

Things don't just happen. Someone has to step out among the crowd and make it happen. Someone has to be told what's available. Someone has to see a presentation. Someone has to attend a meeting. Someone has to use the products. And someone has a dream. Someone wants more income. Someone has a vision for their future but they don't have the vehicle to get it.

As Dr. Shaklee would say, "These products can't walk or talk. That's your job." You have to become that someone who is willing to step across the line and take a risk and do the unusual. When you do what might be unusual for yourself, you will be challenged but at the same time you will grow and you will find lots of "someones" who also will want what Shaklee offers.

Enthusiastically,

Gary Burke

Do you like your boss?

Let me start this message with the idea that I had when I first got started in this business: "it would be great to not have a boss." I've had a variety of jobs in my life and I've had some great people for bosses and then again some not so great in my view. But I heard at meetings that the company isn't your boss, your upline isn't your boss, you are your boss and of course that means that each of us is responsible for making the business work.

If I am my boss then I have to put myself to work. YIKES! Does this mean it's really up to me? Of course it does. All these years I have been my own boss so it has been up to me to be willing to do what has to be done to grow. I recently heard something that caused me to look at my calendar from the past few months. My calendar suggests that I haven't been very busy with growth activities. Then I looked back at the kind of schedule I had when I was growing. I did 14 meetings a month - not appointments, meetings - for many, many years. My calendar or schedule says it all.  

The following is what I heard that stopped me in my tracks about thinking that I am my own boss. My boss is really my calendar. I either have meetings or appointments scheduled or I don't. The goal for growth is to check with your boss, your calendar, your schedule, to see how you're doing. Think about it for a minute: you are not your own boss, your calendar is your boss. Being busy does not always equal progress. Lots of people are busy but if they would look at their calendar they might discover they haven't been busy with growth activities, such as appointments and meetings.

Our goal in this business is to fill our calendar with appointments. Think about it. How is your boss doing?

Enthusiastically,

Gary Burke

Thoughts from Go Pro

I was looking through my highlights of Go Pro by Eric Worre and decided to pass along to you some of the things in that book that kind of jumped off the pages for me. These are just ideas until you start to apply what you're learning.

Enthusiastically,

Gary Burke

Don't use words to describe your situation, use words to change your situation.

 Listen to yourself....what kind of words do you use on a daily basis?

"I can't get appointments."                                   "I'm going to have two appts/week."

"I can't seem to sponsor people."                         "I'm going to sponsor 2 per week

"It's really a struggle."                                           "It will get easier as I sponsor people."

"I can't get anyone to attend a meeting."                 "I'm going to invite people weekly."

"I just don't have time."                                          "I am going to find time for my future."

"I don't understand the compensation plan."            

"I'm going to learn what it takes to...."

And from pp 55-57, 'if I, would you...?'

- If I gave you a DVD, would you watch it?

- If I gave you a CD, would you listen to it?

- If I gave you a link to a website with a opportunity presentation, would you check it out?

- If I could show you how to earn an extra $1000/month, would you take a look at it?

- If I invited you to a webinar, would you listen in?

- If I could show you how you could feel better, would you take a look at it?

-----

This is a skill-based business, so you'll need to develop some skills! Skill means to do something well and having ability that comes from knowledge and practice. What kind of business could you build if you became skilled in three areas?

1.  Prospecting       

2.  Following up      

3.  Giving presentations

I believe it's about attitude, work ethic,  willingness to learn lessons, and being persistent.

We all have the same company  -  the same product  -  the same compensation plan  - but YOU will be the difference between success and failure. 

Why Nutrition Matters with Nedra Sahr, M.S., C.N.S.

One of the best things you can do is to invest in yourself.  Here is a unique opportunity to help you grow your nutrition knowledge as well as your nutrition business from one of the best nutrition teachers in Shaklee.  Please read the following from Bob Ferguson and decide whether to invest for yourself. 

Enthusiastically,

Gary Burke

Below is a link to a potent new webinar series featuring Nedra Sahr, M.S., C.N.S. Why Nutrition Matters will provide a coherent framework of understanding about just why nutrition, and sensible supplementation can make such a profound difference in our health and that of our family and friends. Many of us know that from our own experience, but having the specific, targeted information we need to speak confidently and knowledgeably often eludes us. There is plenty of information, and I have to say, disinformation out there, but getting it all sorted out so we can communicate accurate, actionable information isn't so simple.

Nedra is a highly qualified professional. In an era where there are many 'pop' nutrition qualifications, Nedra, with a Masters in Clinical Nutrition, and the very difficult to attain and prestigious C.N.S. certification means she is the real deal from an academic standpoint. Nedra, who speaks routinely at Shaklee corporate events, is also a beloved lecturer and teacher, and, I'm happy to say, one of the top leaders in our Shaklee organization. We are very proud of her, and delighted she has teamed up with Don Sykes to offer this sophisticated webinar series.

Here is the link: http://www.whynutritionmatters.com/ 

Best wishes,

Bob

Guest blogger: valuable Shaklee verbiage

Thanks to Linda Causey and her downline for the following excellent "verbiage."  I'm sure you've wondered what to say in various situations as you're talking with people or following up.  This piece will give you many ideas of what to say in specific situations.

- Gary Burke

Becky O’Brien is a very successful downline of mine who also runs very high PV – 18000+. She definitely has a way with words as you will see in the below verbiage. Brand new Director Mindy Hoang carefully put the document together and shared it with us, calling it “What Would Becky Say," and if I may quote Becky I would add, “wisdom happens when we apply knowledge we learn.” Enjoy and profit.

- Linda

---------

VERBIAGE

When looking for referrals:

“If you know anyone with health issues/ concerns, I’d be more than happy to do a complimentary wellness consult (and help) with them, just as I’ve done with you.”

“As I’m helping you, I imagine there are people you’ve thought of who could benefit from having a consult with me and hearing this information.”

“There are definitely benefits to you sharing about Shaklee with other people. Would you like to hear about that?”

“Next time we talk, I could tell you more about how it could benefit you to send referrals my way.”

 

General probing to get new customers/old customers to be more consistent:

“How are you feeling these days? Are you feeling as good as you want to be?

“What are you doing to move toward this?”

“Can I make a suggestion?” “Try ___________ (taking the Vitalizer 4 days in a row consistently and see if you notice any positive changes) OR recommend a new regimen!!

“How are you feeling on your ______?        “How’s it going with your consistency?”

“Do you remember when we talked about how much the _______ will help with your__________?

“What’s working well so far?”

“Tell me what a typical day looks like for you in regards to taking/using your Shaklee products?”

“What are the challenges?”   “Can we talk about that?” (get them to state problem)

“How can we work together to get the full benefits of the products you’ve invested in?”

 

How to get customers to try different product lines:

“I know how much you’ve enjoyed and been helped by the nutrition products. Have you ever thought about trying Shaklee______________.

“You know, every product we use all day long affects our health. Have you ever thought about how your skin care/ cleaning products affect your health”…..”Ammonia, chlorine, and bleach can be especially harmful during the winter months, when we close up all our windows and don’t have fresh air getting into our homes.”

 

Scheduling an appointment with someone who missed my gathering:

“We had so much fun. I’d like to re-create that for you so you can see/experience what you missed.”

“You know, I got to thinking about you, and I’d love to spend some time with you…give you a chance to experience and hear about what the others did at my home gathering. What do you think?”

“You know, I do offer individual appointments. Would you be interested in getting together for a complimentary wellness consult?”

“I missed you on Saturday. Do you have an interest in learning more about ________?”

 

If they ask what’s the appointment about:

“I feel like I owe it to you to sit down actually show it to you…all (services and products) of what Shaklee has to offer.”

 

If they resist scheduling an appointment:

“Okay, well why don’t we schedule a phone time where I can best address your needs.”

 

Follow up after a presentation or gathering:

“I’m so glad you came. What piqued your interest or impressed you the most?”

“What did you hear that spoke to you in terms of something that may help you?”

“I appreciated your letting me know what your top health interests/concerns are.”

“And I’d be happy to coach you along those lines.”

“How long have you had this issue?”

“What have you tried/used so far?  How has that worked for you?”

“If I could show you a way to invest in your health, over the next 3-6 months, and have me walking with you through each step of the process, WOULD THAT BE OF VALUE TO YOU?

 

If they answer yes:

“Great. Based on what I’ve heard you say, these are the products I think you’re going to enjoy using and see great results with.”

 

Getting them to make a product decision:

“What can I answer for you to help you make your decision?”

“When would you like to get started?”

 

In closing the sale:

“Thanks so much ______. I know you’re going to enjoy these products.”

 

Closing sale/ Reaffirm their decision to purchase:

“Just think Tina, you are going to be...

   ...putting top notch nutrition into your body and how good that’s going to be for the baby!”

   ...getting rid of so many toxins/chemicals in your home, and how good that’s going to be for your whole family’s health!”

   ...putting onto your skin only vitamins, nutrients and wholesome products that actually build and nourish your body!”

“This is money well spent…you’re making an investment in your health!”

 

When they want to finish using their old products before buying Shaklee:

“How are those working for you?”

“Why don’t we decide what brands you’d like to change and set a date for me to be in touch with you about placing your order?”

 OR………..

“Would you be willing to put Shaklee products to the test? Put your old vitamins on the shelf (9 mo exp date) for a month and see how Shaklee compares? See if you feel any better…30 day money back guarantee!”

 

Setting a new member’s expectation for follow up calls and a new member appointment:

“One of the great things about Shaklee is, that unlike a GNC where you just buy a product and leave, YOU GET ME!!” I believe in building a relationship with my customers. I learn what your health concerns/goals are and I help you meet them.”

“In about 3-4 weeks I’d like to sit down with you and show you all the benefits of being a Shaklee member: what are other product lines are, how to place your own online order, what discounts and  free products you can earn and how, not to mention, spoil you with a few goodies.”

 

When someone has no health concerns:

“Well that’s so great that you’re feeling so awesome! What are you doing to feel so great?”

“Tell me about your energy level?”

 

Trying to recruit a new member who’s already health conscious and taking other high quality supplements:

“I think it’s wonderful that you’re investing in your health! What supplements do you currently take?”

“Have you ever thought about simplifying your supplement regimen? I may be able to save you some money.”

“Have you ever considered the synergistic relationship between supplements? For example, when taking Shaklee supplements, they are all designed to be in the right proportions and balance with one another.”

 

Leaving a message for a 180 client/ AKA “missed coaching call”:

“I’m sorry I missed you. This call is of great value to us. I look forward to rescheduling and helping you work toward your success!”

What makes the difference?

This morning I feel kind of stuck as far as an idea or a word to share with you. I picked up the Go Pro book by Eric Worre and started to read some of the thoughts I highlighted. If you haven't read this book by Eric Worre I strongly suggest you get it and read it this weekend.

AHA!  I think this might be something of value to someone.  It's on page 28. There are three primary elements to your Network marketing business:

 #1 - We have the Shaklee products to work with.  We all have the same products to work with.

 #2 - We all have the same compensation plan to work with.  We all have the same opportunity.

#3 - The third is the most important and that element is YOU.  You are really the only variable.

Everyone has the same product and the same compensation plan, but you are going to be the difference between success and failure.

How do you feel about that idea? We are the difference. It's about our attitude, our work ethic, our belief, our perspective, our effort, our commitment. The key for making this business work is us. YIKES!  Does this mean that I have to take full responsibility for sponsoring people, making sales, attending events, developing my skills, building a team, staying positive, etc?  You mean it's not the products or the home office that will determine my success?   

Think about this over the weekend.  Think about what it is you have to do to get better and develop the skills. How many books have you read in the last year? Did you attend Long Beach? Will you be doing what it takes to get to one of the regional events? How many appointments have you had in the last 60 days?

I will close with something I heard Jim Rohn say a number of years ago. "When you get better, it will get better."

Enthusiastically,

Gary Burke

Making progress

There are no secrets when it comes to ideas for becoming highly effective and successful in life or in business. What I'll be sharing with you today comes from the same book I mentioned recently, The Hope Quotient by Ray Johnston. Below are a few thoughts to get you thinking about what it is that you want to accomplish.

All forward progress (anything great that ever happens in your life an future) comes from fresh vision. All fresh vision comes from hope (discouraged people don't dream). Hope thrives when you focus on hope factors.  The following are hope factors:    

1. Recharge your batteries. Nobody does well running on empty.

2. Raise your expectations. You don't get what you deserve; you get what you expect.

3. Refocus on the future. It's time to throw away your rearview mirror. No one goes forward well when they are looking back.

4. Play to your strengths. Be yourself:  everyone else is taken.

5. Refuse to go it alone. Never underestimate the power of support. 

6. Replace burnout with balance. Burning the candle at both ends isn't as bright as you think.

Reading things can often be inspiring but taking action on what has been read is the key. The above are just words until someone takes these words and does something with them. In other words, it's about putting new thoughts and good ideas to work. I suggest you start by taking #1 and just focusing on that for a couple of days. Do the same with the other five thoughts. Then stick to your plan for making progress.

Enthusiastically,

Gary Burke