Chapter 3: Beginning Your UnFranchise Business

As you begin to build your UnFranchise Business, it’s important to realize that you’re in business for yourself but not by yourself. Take the responsibility to learn the necessary tasks, activities, principles and fundamentals in order to be successful. The level of success you achieve will be directly proportional to your willingness to accept full responsibility for your actions. This section will introduce you to the basic skills and knowledge needed to ensure your business is a successful endeavor.

The tasks and activities outlined in the Getting Started Guide are all associated with the Basic 5. In addition, these tasks and activities are based on an individual investing eight to 15 hours per week over a two- to three-year period. The emphasis should be placed on doing. It’s a combination of spending a 60/40 split on getting to know your tools and taking action completing the result-producing activities. You will gain valuable experience and wisdom from using your enthusiasm to propel you to act. It’s okay to make mistakes as long as you learn from each misstep. For all successful people, failure is part of the journey. If you never fail, you’ll never grow. Please consider that success in this business can be compressed by simply doing more in a shorter period of time, or you can spread it out and take longer. This is ultimately determined by what you want, when you want it, what you are willing to give or overcome, and how strong your sense of purpose is to build the business.

There will never be an absolutely perfect time to start building this business. The circumstances will never be perfect. However, when you have honest intentions and begin working toward achieving your financial goals with enthusiasm, confidence and conviction, you’ll create the circumstances you desire as the possibilities, people, opportunities and success will be attracted to you. This is a law of success. You can make it happen. George Bernard Shaw said, “People are always blaming their circumstances for what they are. The people who get on in this world are they who get up and look for the circumstances they want, and if they can’t find them, make them.”

Prior to implementing and completing the tasks set forth in the Getting Started Guide, it’s important that you understand the content of these guidelines as they relate to building a solid and resilient business. The key success factor in building your organization is providing individuals within your organization with a system that can be duplicated quickly. There three basic types of activities performed by members of an organization or business: result-producing activities, support activities and housekeeping activities. Although they’re all necessary and must be performed efficiently and effectively, they’re not equal when it comes to where quality time is spent. The approximate time allotted should be 80% to result-producing activities, 15% to support activities, and 5% to housekeeping activities.

Result-Producing Activities: Expose the UnFranchise® Business Development System and the Shopping Annuity® to other individuals as a supplemental or alternative vehicle to relying solely on the traditional 45-Year Plan. Sell and expose your products, goods and services to as many people as possible. Simply put, these are the only activities that directly produce Business Volume (BV) and Internet Business Volume (IBV), which in turn produce income.

Support Activities: Enhance the ability to perform result-producing activities, but do not directly produce BV or IBV. Activities that fall in this category are corings, meetings, trainings, seminars and conventions. Some Independent UnFranchise Owners fall into the trap of investing all their time into going to meetings and trainings to learn what to do, but allocate very little time to acting on what they learned. When you attend training, listen carefully, ask questions and take notes — but most importantly, put what you learn into action.

Housekeeping Activities: Deal with completing and submitting required administrative paperwork associated with documenting your business activity. It’s important to remember that your Market America business is a viable, credible, legal and legitimate business and, like other businesses, there’s some paperwork involved.

Following the Getting Started Guide will ensure that all three activities are effectively and efficiently implemented, with an emphasis on the result-producing activities.

What would you attempt if you knew you couldn’t fail? The only way to fail in this business is to quit! Your success in this business will be directly proportional to your willingness to take personal responsibility for your actions. Here’s a simple strategy for success: First, decide what you want. Then, find someone who is achieving what you want, find out what they’re doing and do the same thing. The emphasis is on doing.

Although Market America has grown and evolved dramatically since its inception in 1992, the basic fundamentals have remained the same. Many people have the tendency to try to reinvent the wheel or feel as though they have a better way to build this business. Ultimately, these people waste valuable time and energy and make the business difficult. The UnFranchise Business is a standardized and systemized way of doing things, eliminating confusion and creating duplication — the key to the business.

Admittedly, this business is not necessarily easy, but it is simple. The idea is to follow our proven business Plan and have fun in the process. In life, and specifically in this business, many people know what to do, but very few actually do what they know. Remember, knowing is not enough. You’ve got to take action. The difference between success and failure in this business is quite simple: Those who succeed do what those who failed did not do or were not willing to do. The excuse or rationalization for not doing those things doesn’t really matter. You either succeeded or you didn’t.

So, it’s very important to identify and learn what you must do to be successful. By knowing what to do, you can easily measure, monitor, adjust and control your progress and ultimately your success. This business is built with adults, and adults are visual and experiential learners — meaning they learn best by doing. The objective is to get them doing as quickly as possible. As managers and/or supervisors, many people mistakenly think that if they aren’t talking, people aren’t learning. On the contrary, while you’re talking, people aren’t learning. They must be doing to learn.

Let’s discuss what needs to be done in order to succeed in building an UnFranchise® Business. First, sell products by developing Preferred Customers. Second, convert your spending into earning to create your Shopping Annuity. Third, expose the UnFranchise Business System. Teach, coach, manage, duplicate and build only two sales and distribution organizations that generate in excess of 5,000 Group Business Volume and 5,000 IBV weekly, to produce $2,100.00 to $3,600.00 per week in ongoing income. And lastly, sell tickets to the upcoming Global Meeting, Training and Seminar System (GMTSS) events. Those are the simple steps to success in this business.

That is it! Keep it simple. Don’t make it difficult. The UnFranchise Business is a viable, credible, legal and legitimate business based on what has already been proven an individual can accomplish working eight to 15 hours per week over a two- to three-year period. It’s not a program, deal, hobby or scheme. The sooner your mindset and belief patterns treat it as a business, the sooner you’ll be on your way to earning a supplemental income. Following these guidelines will be one of the key factors in establishing your successful business.

SECTION 1 THE ROLE OF YOUR SPONSOR

Your Market America sponsor plays a very important role in your business. It’s imperative to establish a strong, comfortable rapport with your sponsor, because not only will they be a life-long business partner but a friend and mentor, providing guidance and advice on how to effectively retail products and build your organization.

Attend business presentations given by your sponsor or a Certified Executive Coordinator and learn as much as you can. Ask them to attend presentations you coordinate and to make suggestions for improvement. Think of your sponsor as a motivator, teacher and advisor. Depend on them as a reliable source of information. Your sponsor is there for your benefit; rely on them for assistance.

SECTION 2 BUSINESS TOOLS, EQUIPMENT AND SUPPLIES

The number of tools, equipment and supplies you acquire will depend on the size of your budget. Please refer to the Getting Started Guide. Initially the following materials are recommended:

Ticket to an upcoming GMTSS Training.
Ticket to Market America Leadership School or International Convention
Daily appointment book or electronic organizer
This UnFranchise Manual — also online at UnFranchise.com
20 copies of the Getting Started Guide
Market America business cards
Five One-to-One Presentation Books (Flip Charts)
10 Global Annual Reports
12 Market America Product Catalogs
Home Shopping List
Retail Receipt Pads
Download the UnFranchise Marketing, SHOP.COM mobile and UnFranchise mobile app
Download and complete the Shopping Annuity Assessment and Shopping Advisor
File cabinet and file folders
Adhesive labels (name, address, phone) to affix to products
Miscellaneous: pens, paper, stapler, tape, etc.
A separate business checking account

As your Market America business develops and your organization grows, the following tools and equipment should be obtained to sustain your business development and organizational growth:

Separate business telephone line
Computer
Office furniture

SECTION 3 RECORD KEEPING

As an UnFranchise® Owner, you’re an independent business owner. It’s very important to maintain accurate records of all your financial transactions. These transactions include all expenses and income. This is essential for your business finance records as well as for tax purposes. The following are examples of expenses and income you are most likely to incur, but it’s recommended that you consult your tax preparer for complete advice.

Expenses

Advertising and promotional materials, such as flyers for meetings and trainings, business cards, sales aids, product brochures, product samples, etc.
Automobile expenses such as mileage to and from meetings, trainings and seminars, and for product delivery.
Travel expenses such as airfare and airport car service associated with building your business.
Lodging and meals.
Entertainment of prospects and members of your organization.
Training, seminar and convention expenses such as tickets.
Freight, freight, handling and shipping costs.
Postal charges.
Business equipment such as furniture, cell phone, computer and printer.
Office supplies.
Professional fees such as subscription fees, periodical subscriptions, tax preparation, etc.
Business software (antivirus, online storage etc.).
Phone and internet.

Income

Profit from retail sales.
Commissions and bonuses received from the MPCP.
Business reimbursements.

In summary, establish a separate business checking account and a separate credit card. Perform all your transactions using this checking account and credit card. Finally, consult your accountant for advice on deductible expenses that pertain to your business.

SECTION 4 APPLYING THE BASIC 5 AND DEVELOPING LEADERSHIP AND DUPLICATION

Market America’s UnFranchise Business offers greater potential and power than any other direct-sales or network-marketing business in the industry! But that potential and power are only realized through leadership. Leadership means taking personal responsibility to get the job done and teaching others to do the same. At first glance the UnFranchise® Business looks almost too good to be true because it’s so realistic, so profitable and so easy to duplicate. For some people, it is too good to be true because they won’t assume personal responsibility as leaders and won’t do what it takes to duplicate that leadership within their organizations. The assumption that the business will succeed without following the program is false.

In this business we lead by example. People do what you do, not what you say. The difference between success and failure is quite simple. The successful UnFranchise Owner earning weekly checks simply did what the unsuccessful UnFranchise Owner did not do or was not willing to do.

Rationalizations and excuses really don’t matter. Consider for a moment the potential for earning hundreds of thousands of dollars in this business. Think about the amount of investment in money and time that would be required to earn this type of income in a traditional business or profession. You must consider the stress, problems and risks involved in these businesses. By contrast, the UnFranchise Business requires only part-time hours, an initial investment of only a few hundred dollars and no employees; however, if you intend to earn a significant income in this business, you must treat it like a business and make the necessary commitments.

In this business, we invest more time than money. Therefore, we want to make sure the time we invest will produce results and duplicate the leadership necessary to generate supplemental income. It begins with you as the leader.

Leaders are individuals who assume personal responsibility for their own actions whether they result in success or failure. Leaders obtain the necessary information. Leaders are creative problem solvers. Leaders believe they’re going to succeed because they’re committed to doing whatever it takes to succeed. Leaders don’t expect the company or their senior partners to do their work for them. They know they can’t teach what they don’t know. They must attend meetings, trainings, seminars and conventions, and require the UnFranchise Owners they are working with to do the same. They lead and teach their teams by example: retailing products, developing Preferred Customers, converting their spending into earning by making all their purchase through their UnFranchise Business Account or SHOP.COM, having two guests at each UnFranchise Business Presentation (UBP), following up with their prospects, and holding meetings and trainings. They have products and the necessary sales aids to sell to customers and the tools and tickets to start UnFranchise Owners properly. That is what elevates UnFranchise Owners to leaders and helps them to succeed!

Now that you’ve established your UnFranchise Business, the question most people have is, “Exactly what does it take to succeed?” It all comes down to mastering the Basic 5 fundamentals, striving to become a Master UnFranchise Owner (MUFO) and teaching others to do the same. We simply strive to master the Basic 5 until they are nearly second nature. All five need to be in operation at once to be successful. Think about it: In any field of endeavor, there are fundamentals that determine how successful one becomes. In our business, there are five fundamentals that are prerequisites for success. The commonality of all the successful UnFranchise Owners is that they learned, practiced and mastered these five basic elements. We call these fundamentals of success “The Basic 5.” Ultimately, you are either doing these things, or you are not. By focusing on the Basic 5 you can measure, monitor, adjust and control your progress.

Success and leadership in this business can be reduced to your commitment to the Basic 5: 1) Developing Attitude and Knowledge; 2) Goals and a Goal Statement; 3) Retailing; 4) Prospecting/Recruiting/Sponsoring; 5) Follow-Up and the ABCs of Building Depth. Duplication of these fundamentals is the key to lasting prosperity in this business. If you master these fundamentals and demand that anyone in the business with you does the same, you will duplicate success and leadership.

Developing Attitude and Knowledge: You must establish the right attitude and obtain the necessary knowledge. This translates into belief in what you’re doing and develops confidence. When you believe, you create enthusiasm and exude confidence because you possess the knowledge that achieves results. You become influential and attract the right people. When you duplicate this within your organization, you develop a winning team that can accomplish extraordinary results. The right attitude and knowledge must be acquired and developed.

Certainly, we wouldn’t go for weeks without feeding our bodies. We would become sick. The same principle applies to feeding our minds. Without mental nourishment, we become mental dwarves rather than mental giants. The attitude and knowledge we need to succeed is acquired and developed through:

Reading and studying this Market Indonesia UnFranchise Manual.
Reading and studying company product literature and information.
Communicating regularly with your senior leadership.
Attending meetings, trainings, seminars and conventions.
Coordinating meetings, trainings and seminars, and having convention tickets on hand to sell to UnFranchise Owners on your team and guests who are evaluating the business.
Listening to company audios and watching company videos.
Using Market America products.
Reading and listening to self-improvement materials.
Associating with positive people.

Attitude — From Brian Tracey’s “Psychology of Selling”: The information that follows is provided to better prepare you for the psychological process of “selling” and building relationships. It describes the techniques and mechanics that are fundamental to a successful sales and marketing program. It all begins with mental preparation.

Make no mistake about it: We are in the sales and marketing business. If you’ve been told you can “join” Market America and earn large sums of money without having to sell products, you’ve been grossly misinformed. Whether we’re dealing with product sales or with the promotion of our home-based business, the professional sales techniques are essentially the same.

Selling is a frightening proposition to many people simply because of their lack of professional education in this area. Those who have never taken the time to learn professional techniques should begin to learn now and experience how much fun and how personally rewarding sales and marketing can be.

The most important thing we have to understand in the world of selling is that nothing happens until the sale takes place. The most successful companies in the world have superb selling organizations. They rise or fall on the quality of their sales efforts. We can be proud to be salespeople because it’s on our efforts that the whole economy floats. There are no limits as to where we can go in this profession if we’re properly trained and skilled in selling.

Successful salespeople have learned that rejection is part of the success process, and that it should never be taken personally. Furthermore, sales professionals have learned that rejection is usually a thinly veiled objection and/or an unanswered question. Professional salespeople turn these objections into sales opportunities. By becoming more proficient in your selling skills, you can greatly reduce the level of rejection you have to deal with. Consider the following as you plan and develop your full-time or part-time career in sales:

Professional sales and marketing people are without question the highest-paid individuals in the world.
80% of all income is earned by 20% of the workforce. Of the 20%, 80% are in sales and marketing profession.
Professional salespeople live, on average, seven years longer than the average life expectancy of other individuals. This is primarily due to their ability to handle stress much better than most other people.
Sales and marketing professionals travel more, see more, experience more, and generally live a fuller, more exciting life due to their openness and willingness to experiment and “try something new.”
Professional sales and marketing people seem to experience more of what they want in every aspect of their lives.

If these considerations represent what you want more of in your life, then set as a top priority your commitment to become as effective as you can at this profession. Focus on your self-image, set your goals, learn the fundamental techniques and prepare for success.

Before you dive headfirst into mastering the development of your self-image, developing your goals, and learning the general, fundamental techniques that sales and marketing people use to gain the winning edge, you must find out a little more about where you are. Ask yourself these general self-assessment questions:

Are you mentally and emotionally prepared for the challenge?
Do you believe you can succeed?
Do you believe that despite the things you don’t know, you have the capacity to learn?
Do you believe you can cause success to happen on purpose and by design?
Do you understand that achievement begins with a decision, and with your willingness to accept responsibility for your actions?
Do you understand that decisions are based on internalized goals that must be externalized in specific and achievable steps in order to “force” these decisions to materialize as realities?
Do you understand that these decisions to act must be based, initially, on your belief in yourself?

If you can honestly answer, “Yes!” to these questions, then you’re more than halfway down the road to success. The healthy self-image and self-esteem you possess, coupled with the right vehicle, will allow you to overcome any challenge that may present itself before you.

If your honest answers to these questions was, “No,” or, “I’m not sure,” you’re not alone. Today, even in America (which is still regarded as a land of unlimited opportunity), most people live their daily lives with low self-esteem and a mediocre self-image, especially when evaluating their chances of achieving financial success.

Where does this lack of confidence come from? How did we develop these negative belief systems or mindsets relative to our prospects for achievement and success in business? Is it possible that over time, with the wrong kind of emotional programming, we came to accept as “fact” the falsehood that we’re not cut out to succeed in business or life?

With very few exceptions, we’re brought into this world with healthy, equal self-images and high levels of self-confidence. From that point on, however, things begin to change quite rapidly. The levels of our self-image and self-confidence will rise or fall depending on what we’re exposed to on a daily basis for the rest of our lives.

Our fertile subconscious minds at birth could be likened to powerful computers. Soon after birth, the programming process begins on this magnificent piece of equipment called the “human mind.” This is the beginning of the formation of our belief systems. But the programming is done for the most part by other human minds that have already developed belief systems of their own. If the majority of these people haven’t achieved much (which most do not), guess what most of us get. Other people’s belief systems and mindsets. Think about what you’ve been taught to believe about your chances of succeeding!

Our “primary programmers,” the people in our lives most responsible for what we believe to be true or false, are:

Our parents.
Our relatives.
Our teachers.
Our friends.
People we’ve been taught to respect.
Ourselves.

How many of these primary programmers are successful by your definition of success? Although you may love and respect these people, they may have settled for a “comfortable” life, choosing a lifestyle that requires the least amount of challenge and risk. This choice did not permit them to explore, seek out and act on the abundance of existing opportunities available. The end result was often financial dependence, all built upon the expectations given to them by their own primary programmers.

How many of us as children, while riding in a car with one of our primary programmers, have seen a beautiful residential estate with a huge yard (or had a similar experience) and heard the following?

“You can’t ever have that.”
“It would take forever to clean that.”
“You have to be crooked to make enough to buy that.”
“Think how long it would take to mow that yard.”
“They must have been born rich.”
“It really is nice, but it’s not for us.”

The subconscious mind is completely neutral. It collects and stores information given to it by the conscious mind. The subconscious mind is not selective. It will store and faithfully deliver back to you in physical form any information put into it, be it positive or negative.

It's like a computer in the sense that what you put in is exactly what you get out, in “hard copy” (or physical results). Thus, you can “program” yourself to succeed … or fail … if you don’t pay attention to the thoughts and beliefs you’re “feeding” your subconscious.

Continuous positive affirmations given to the subconscious mind by the conscious mind, with regard to your abilities and talents, are the beginning of your positive belief system. You can begin developing a positive belief system that will propel you toward success right now — simply through the programming you allow yourself to be exposed to, or that you buy into.

It should now be apparent to you how critical it is to control who your programmers are. Ultimately, it’s you who has complete control over what goes in, what comes out and what goes on. However, if you don’t protect your mind from being littered with unproductive, negative and excuse-laden thoughts, then other people — and even you — may unwittingly make those deposits.

Behavior Patterns and Characteristics of a poor self-image

Have a reason or excuse for almost everything that goes wrong.
Are never responsible or accountable for their situations.
Have negative beliefs about financial success:

You have to be lucky.
You have to get an education not available to you.
You must have money to make money (“silver spoon” theory).
You can only gain if someone else loses.

Are uncomfortable around people who have winning attitudes because of their own inferior attitudes and envy.
Associate with people of a similar self-image.
Have trouble making eye contact.
When walking, have a slow, misdirected gait with eyes often pointed to the ground.
Rarely take any thoughtful chances or calculated risks.
Reject any new ideas or concepts, even ones that could better them personally and financially.
Live their lives with a small voice inside saying, “You can,” only to have this innate whisper of self-confidence muffled by inherited belief systems that are chanting, “It won’t work,” or, “You can’t do it.”

Behavior patterns and characteristics of a winning self-image

Look for solutions to problems, not excuses for them.
Believe to be successful they must:

Define what they want.
Crystallize what they want.
Take action, putting forth time and effort.
Obtain specific and relative knowledge.
Associate with successful people.

Look forward to the learning process and the optimism created through association with successful people; it’s fun!
Try to spend as much time as possible with people more successful than themselves.
Are conscious of their mental and physical health, and are aware that both are necessary for success.
Look people straight in the eye and prefer engaged eye contact.
Walk briskly, as if they always know where they’re going, with heads held high and eyes looking straight ahead.
Live their lives knowing that if they truly decide to do something, they can succeed no matter what it may be.

Knowledge: There are several basic topics you must know and be able to communicate to your prospective business partners. You’ll gain this knowledge through preparation, study and experience (aka repetition). The topics are: 1) the answer to “What is Market America?”; 2) development of a personal two-minute commercial; 3) the ability to explain the Shopping Annuity® and help others fill out the Shopping Annuity Assessment; 4) the ability to present the Market America business Plan.

Developing Your Answer to, “What is it?”: This is crucial to be most effective when cultivating new possibilities and preparing you to talk naturally, sincerely and confidently about Market America Worldwide | SHOP.COM and your UnFranchise® Business. It’s recommended that you refer to the Prospecting, Recruiting and Sponsoring section of the Basic 5 online training for further details.

Example: “Market America is an innovative product brokerage and Internet marketing company specializing in One-to-One Marketing and the Shopping Annuity.”

“Market America is a product brokerage and Internet marketing company. We set up UnFranchise Businesses that have all the systems and advantages of franchising, but we have eliminated the franchise fees and royalties. The business can be operated on eight to 15 flexible hours per week.”

“Market America, through SHOP.COM, has the ability to track purchases by consumers and business owners around the world from thousands of retailers selling millions of products, and then credit an entire organization of economically connected business owners with 100% of the credit for each sale. This enables our UnFranchise® Owners to create their own Shopping Annuities.”
Developing Your “Two-Minute Commercial”: This is a testimonial of the reason why you got into this business, accompanied by an appealing description of the business. Prospective UnFranchise Owners need to have a sense of purpose, because it’s that sense of purpose that’s going to sustain them and maintain them through the highs and lows of the business. And there will be highs and lows. This is a business. It’s important to try to not get too high nor too low. Keep an even keel as you grow and develop.

Example: “I’m sick and tired of living month-to-month on a salary that never seems to grow. Unexpected expenses always seem to devastate my checkbook and deplete my savings account, and I never seem to pay down my credit card debt. When I began to think of where I’ll be just five years from now, it was scary. I realized I’m not saving enough money to retire comfortably, and that I needed a better way. I needed and wanted a plan to improve my financial position and allow me to create time freedom.”

“I decided to establish an UnFranchise Business through Market America, allowing me to work part-time from my home about eight to 15 hours per week without affecting what I was currently doing. This business allows me to work for my own financial success rather than someone else’s. I’m now able to convert my spending on everyday purchases into earning, and I’m on my way to achieving my personal and financial goals .”

“I’m looking to expand my business in the area. I realize that you’re very busy, but I was hoping you would be nice enough to help me out. Who do you know that is looking for a better way to achieve their financial goals? If you lead me to a couple of people who qualify, we can work out something that will be mutually profitable. I realize that it would be difficult for you to give me referrals without first evaluating this business Plan. Why don’t we schedule a time to get together so I can provide you with complete details on how the UnFranchise System actually works. What’s better for you, Tuesday or Thursday? Afternoon or evening?”
The Market America UnFranchise Business Presentation: Presenting Market America’s UnFranchise Business is a necessary activity to control your timing and progress, thus increasing the chances for your success.

How do UnFranchise Owners learn how to present the UnFranchise Business Plan?
1. Consistently attending UnFranchise Business Presentations (UBPs) and Home Business Presentations (HBPs)
2. Going with your sponsor or Senior Certified Executive Coordinator to watch them show the Plan two-on-one to your prospects
3. Attending Basic 5 Trainings.
4. Watching Market America videos with top leaders in the field explaining how to show the business Plan
5. Watching the 23-minute UnFranchise Business Presentation video
6. Just doing it! Just push play and show the Plan, watching the video with your prospect and pausing it every five or 10 minutes to explain parts or answer questions. Or show the plan using the Flip Chart.
The Shopping Annuity: Fill out the Shopping Annuity Assessment and begin converting your spending into earning. Change your buying habits from going to stores and waiting in line to going to your own SHOP.COM website. Visit shopping annuity.com and read and watch everything on the site. There are numerous videos featuring JR and other top UnFranchise Owners explaining the Shopping Annuity. Refer to the explanation of the Shopping Annuity in Chapter 2. Get excited about the Shopping Annuity. You don’t have to be perfect in your explanation. Give some examples of how you saved and earned. If you’re enthusiastic about it and transfer your belief and excitement about it, you’ll have enough “ammunition” to get your prospect to agree to meet your sponsor or attend a meeting.

Goals and a Goal Statement: The following section on goal setting will provide you with a step-by-step approach for establishing your goals. Defining one’s goals builds desire, and to establish a realistic, well-defined and well-planned goal structure takes time and considerable thought. By far, the most important prerequisite for goal setting is your belief in yourself. If you don’t believe you’re capable of achieving whatever it is you desire, then save your time and effort. Goal setting will not work for you.

Developing Specific Business Goals & Objectives: In order for this business to take on true meaning for you, it’s critically important to set aside quality time to create and design the life that you’ve imagined and deserve. “Anybody can wish for riches, and most do, but only a few know that a definite plan, plus a burning desire for wealth, are the only dependable means of accumulating wealth.” – Napoleon Hill. What your future is like with Market America depends on your goals and your goal statement. Development of your goals and goal statement is the second element of the Basic 5.

Before Market America, you didn’t have a vehicle that could take you anywhere you wanted to go and enable you to achieve anything you desired. The vast majority of people trade time for money as they work for someone else’s success — a “J.O.B.” (Just Over Broke). Unfortunately, when people work a job, most lose sight of the things or lifestyle they have dreamed of, because everything they want ultimately cannot be achieved or obtained with their job. However, now that you’ve established your UnFranchise Business, you can dream big and think big as the confines and limitations from your in-the-box job are eliminated!

The challenge for most people is that they have difficulty dreaming big and thinking big, even though the sky is the limit and everything is attainable with Market America. Their thoughts, ideas and goals are simply not in line with reality; therefore they cannot accept it, they do not take the first step, and what they want does not manifest. “Whatever the mind of man can conceive and believe, it can achieve.” – Napoleon Hill.

In order for a thought, an idea or a goal to manifest, you must first think it. Everything starts out as a thought. You must then visualize it regularly (the commission check, the next UnFranchise Level, the bigger organization, the better lifestyle), concentrate on it, focus on it, feel it and become it, which results in belief. You must then commit to it and act as if it is a reality. “Think big. You will never be bigger than your thoughts. Dream big; you will never be bigger than your dreams.” – JR Ridinger. You must break it down into a detailed plan to bring it in line with reality in order to accept it. Once you accept it, you’ll take the first step and demonstrate your belief through your actions, leading to the manifestation of your idea, thought or dream.

Everyone has different needs, desires, goals and dreams. The idea is to take ownership of the fact that Market America is the vehicle that can enable you to realize the power of your dreams. This can only be accomplished by taking the time to develop a Goal Statement. If you don’t have a Goal Statement written out with a detailed plan of how you’re going to achieve your goal, you are not GoNow, because you haven’t satisfied all elements of the Basic 5. A Goal Statement is your roadmap or staircase to your goals.

Before you develop your Goal Statement, you must first define your dream and purpose. What is the driving reason why you’re in this business? If you can’t write it down, then you don’t have it or you don’t know it. You need to have a sense of purpose because it’s that sense of purpose that is going to sustain and maintain you through the highs and lows of the business.
There Are Five Steps to a Goal Statement:
1. Decide what you want. The things or lifestyle. It’s best to define your short-term and long-term goals and list them in ascending order of attainability. Next, determine the income necessary to support your lifestyle or goals. Then, figure out how many Business Development Centers you need qualifying for commissions to attain the income level and finally the UnFranchise Level to which it translates.
2. Decide when you want it. Set target dates for the achievement of each goal. You must set a date even if it’s wrong. You will measure your progress against the date and adjust the date or the goal to be in line with reality.
3. Determine what you’re willing to give the business in the way of time, effort and sacrifice, in order to obtain the goal. Determine what you must overcome in order to be successful in the business.
4. Develop a detailed plan of what you must do each year, each month, each week and each day to achieve the goal. The principle of having a detailed plan is to bring your thoughts, your ideas and your goals in line with reality. Remember: This business is built most effectively one day at a time, working consistently. Your detailed plan provides you with a staircase to your goals and dreams. All you have to do is take the daily steps in the detailed plan and they add up to the weekly goal, which ensures the achievement of the monthly goal and the annual goals. By progressing on a daily basis, you will achieve your weekly, your monthly and your annual goals. The following is an example of a detailed plan:
  1. Everyday Steps — Cultivate two possibilities, call one prospect, read your Goal Statement and listen to an audio.
  2. Each Week’s Steps — Make six to eight calls and schedule to show the Plan to one person, show the Plan to one to two people, follow up with a prospect, conduct one to two ABC meetings/trial runs, attend one UnFranchise Business Presentation (UBP), develop one to five customers, and call your sponsor, managing Certified Executive Coordinator or person holding you accountable to your detailed plan.
  3. Each Month’s Steps — Sponsor one person, show the Plan to four people, service a minimum of 10 Preferred Customers, advance three levels of ABC pattern/two legs and attend monthly GMTSS event.
  Consider this: Your detailed plan may differ from this example, as the ratios are different for different people. However, you must learn the process. Check where you are daily, weekly and monthly, and adjust.
5. Finally, write it out in a 50- to 100-word goal statement and read it twice daily. This process will work miracles. You need to have a written Goal Statement. Fine-tune it each week or month until it’s line with reality. The repeated reality checks will keep you focused and on your way to success with Market America. Remember, people don’t plan to fail, they fail to plan. Without goals and a plan, you lack direction. If you aim at nothing, you are going to hit nothing.
  
  If you want things to be different, you have to plan now. Determine what you want to change. Assess what you haven’t been doing and how you can improve. Remember, if you continue to do the same thing, the same way, you’ll get the same result. If you keep thinking the same way, you’ll end up in the same place. Think big, because you’ll never become bigger than your thoughts. Set out to determine how you want your life to change — make a list. Decide what you want to see happen in your life and in your business and make it happen! Most importantly, have fun!
  
  To get started, please reference the Getting Started Guide and take the time to enter target dates for each of the following Specific Business Goals and Objectives:
  - I will commit (target amount) hours per week to my UnFranchise Business.
  - I will commit (target amount) nights/days per week to this business.
  - I will personally sponsor two qualified UnFranchise Owners (to activate) by (target date).
  - I will reach the Coordinator UnFranchise Level (receive first $300.00 check) by (target date).
  - I will reach the Executive Coordinator UnFranchise Level (receive first $1,500.00) by (target date).
  - I will become a Master UFO by (target date).
  - I will become a Convert Spending Into Earning Achiever by (target date).
  - I will earn an annual income of (target earnings) by (target date).
  - I will register a minimum of 10 Preferred Customers online by (target date).
  Whatever it is, it should be based on your Goal Statement. This business isn’t so much about money, so your Goal Statement shouldn’t revolve so much around money; money is just an enabler. It just helps you get whatever you want out of life. This needs to be understood and embraced.
  
  Please refer to the Basic 5 online presentation for more detailed instruction when developing a Goal Statement and detailed plan. It’s also recommended that you meet with your sponsor and/or your managing Certified Executive Coordinator to help you with your Goal Statement.
  
  Let’s take goal setting a step further. Every successful UnFranchise Owner knows that one of the Key Success Factors (KSFs) in building a strong, profitable and stable organization is ensuring that each UnFranchise Owner brought into the organization generates product sales on a consistent and frequent basis. Market America refers to this Key Success Factor as "Base 10.” (Please refer to the section Building a Solid Foundation, “Base 10,” in the Getting Started Guide to see a visual depiction of the following information.)
  
  Building Base 10 simply equates to an UnFranchise Owner establishing a repeat retail customer base of at least 10 customers, each purchasing at least 30 BV worth of products every four weeks. This would equal a minimum of 300 BV. It’s imperative to the overall success of an UnFranchise Owner’s organization that each and every UnFranchise Owner within that organization achieves Base 10. There’s no reason to bring an UnFranchise Owner into your organization if they’re not going to create BV on a consistent and frequent basis.
  
  The first step in achieving Base 10 is to truly become a “product of the product.” This is accomplished by purchasing a minimum of 100 BV worth of exclusive Market America products that you use on a monthly, bi-monthly or quarterly basis. It makes no business sense or common sense to purchase these products from somebody else’s business when you can purchase them from your own. If you’ll take the Home Shopping List and check off all those products that you use personally on an ongoing basis, you’ll find that there’s 100 BV or more in products you should be purchasing from your business on a monthly basis. It’s recommended to try one new Market America product each month, replacing an existing product. Once you’re using these products and experiencing positive results, it’s very easy to share those experiences with others. This is the initial step in creating a customer base!
  
  The process of sharing your positive results with others is nothing more than “word-of-mouth advertising,” which is the most cost-efficient and effective means of promoting and marketing a product, good or service. It all starts with you! You have to be a product of the products you’re marketing so you can create the repeat retail customer base necessary for building a productive, stable and profitable organization. Remember: People do what you do, not what you tell them to do! At a minimum, you must be using at least 100 BV worth of products and building a repeat retail customer base that regenerates at least 300 BV in sales each month in order to lead others in your organization in doing the same! This equals a minimum of 400 BV per UnFranchise Owner. But it all starts with you being a product of the product! Ultimately, we want to see each UFO generating on average 500 BV each month.
  
  At a minimum, we want our new UnFranchise Owners to be earning at least $300.00 monthly after six months in this business. This is accomplished by ensuring that every UnFranchise Owner in your organization is selling at least 500 BV worth of product on a monthly basis. This 500 BV does not include qualification volume for new UnFranchise Owners joining your organization, only ongoing, consistent volume that’s being created on a monthly basis.
  
  Let’s discuss how to create 500 BV per month. First, after one month in this business the new UnFranchise Owner needs to personally purchase and use at least 100 Personal Business Volume (PBV) of product monthly. You need to buy product from yourself and use it. You can’t share an experience about a product or a service if you haven’t personally experienced it yourself. The quickest way for a brand-new UnFranchise Owner to satisfy this 100 PBV is to enroll in UnFranchise AutoShip for a minimum of 100 PBV. This only makes sense because they ‘re already buying more than 100 BV worth of products, goods and services from other stores.
  
  It’s not that difficult. One 100-gram bottle of Isotonix OPC-3® and one Isotonix Multivitamin generates 30–40 BV. Or it could be a bottle of TLS® Thermochrome and a bottle of OPC-3. Who do you know that uses health and nutrition products? Our vitamin line is superior to anything on the marketplace, so anybody you know who uses health and nutrition products should be an automatic 30–40 BV. Anybody can do it if they choose to. If they don’t, it won’t be because they can’t — it’ll be because they won’t. Remember the difference between success and failure. You need to eliminate the words “I can’t” from your vocabulary. Your choices are the only things that you can completely control.
  
  Now based on this, remember we are working with adults and they are visual learners, so we’ve got to show them what $300.00 a month looks like to enable them to conceptualize it and thus make it real. If every UnFranchise Owner in the organization equates to the 400 BV at bare minimum, then they only need three UnFranchise Owners each in their left and right organizations, each generating 400 BV monthly, which generates 1,200 GBV from their left and 1,200 GBV from their right. This results in earning $300.00 every four weeks. “Seven Strong” is you plus three UnFranchise Owners on your left and three UnFranchise Owners on your right. This is powerful! Would earning $300.00 every month like clockwork, whether or not you decide to get out of bed in the morning, make a difference in the lives of a lot of people you know? Absolutely.
  
  The next step is to help your two GoNows (those who deserve our time, our attention and our mentorship). These two people will identify themselves by what they’re doing! They might not be the one directly on your left and the one directly on your right. They may be 15 people down. But we want to find one on the left and one on the right and help them duplicate ”Base 10, Seven Strong.” We want them to earn $300.00 a month in the same fashion. If we help two people earn $300.00 a month, that means they’re each generating 1,200 GBV every four weeks on their left and 1,200 GBV every four weeks on their right, which automatically results in 2,400 GBV and 2,400 GBV to you, the new UnFranchise Owner. So now you, the new UnFranchise Owner, are earning at least $600.00 a month from the MPCP.
  
  Let’s take this a step further. At a minimum, we want a new UnFranchise Owner earning $1,500.00 each month after 12 months in the business. This should be a goal for every UnFranchise Owner you sponsor. When someone is making $1,500.00 every four weeks that has nothing to do with new people coming into the business and qualifying their Business Development Centers, that person doesn’t want to give up this income and isn’t going to be leaving any time soon. Even better, you’ve got two people making $600.00 and four people making $300.00 every four weeks. You’re now laying a solid foundation and creating profitability, security and stability. Our goal is to build two sales and distribution organizations, each generating in excess of 5,000 GBV a week.
  
  This business-building strategy will create $2,100.00 a week. Remember: You can’t earn $2,100.00 a week until you make $300.00 a month first; nobody making $2,100.00 a week achieved it without making $300.00 a month first.
  
  Take note: by following the Getting Started Guide, we have goals for business, retailing, organizational growth and training. Anyone can satisfy the tasks and activities set forth in the Getting Started Guide if they choose to. If they don’t, it won’t be because they can’t; it’ll be because they won’t. Again, your choices are the only things that you can completely control. Have Fun!
Goal Setting: What can the UnFranchise Business help you achieve? As stated previously, self-confidence and a strong sense of self-worth are necessary in order to achieve your objectives. But what are your objectives? What is it that you really want? Have you put any serious thought and planning into what you want to accomplish? The clearer and more precise your objectives are, the better your chances for their attainment.

What are your motives for devoting time to your UnFranchise Business? Are you looking for a vehicle that can transport you to the new level of financial independence you desire?

When UnFranchise Owners are asked, “Why are you putting your time and effort into this business?” responses generally take the form of:
- “I want to earn extra money.”
- “I want to be financially independent.”
- “I’m going to get rich.”
- “So I can retire comfortably.”
- “So I can afford to do what I want to do.”
These statements and others like them are for the most part empty, unemotional wishes about a level the person has never been close to before. These wishful statements have probably been used to describe other endeavors that came up short. These idle statements about the desire for money are entirely too vague and unrealistic to generate the desire necessary for people starting in this business.

A very simple concept is applicable when establishing one’s goal strategy. This concept is, “If you take care of the little things, the bigger things will happen automatically.” What is financial independence but a series of smaller accomplishments that, when combined, create a new and more exciting position for you? What importance does money have to you, except to be used to purchase the things that money can be exchanged for? Those are the things we really want.

Isolate any one of your goals, and its accomplishment will seem much more believable to you. A system for accomplishing a succession of these goals will lead to clarity and focus when it comes to the bigger goals that many people only talk about but don’t really believe are possible for them.

Accurate and worthwhile goal setting requires that we understand the principle of “crawl before we walk and walk before we run.” If your goals aren’t realistic for you, the desire for pursuing their attainment won’t be there. Concentrate on the process, one step or goal at a time, not the product.

The step-by-step system that follows is designed to assist you in the formation of a solid, realistic and believable set of objectives. You’ll begin to see and understand that by reaching a number of smaller objectives, you’ll develop the confidence to start believing that your larger objectives are achievable. Your level of thinking and your level of expectation will continue to rise, bringing with them goals that were previously only idle dreams. As the captain of your own business, it’s imperative that you know exactly where you’re going with the powerful vehicle Market America has provided.

Step 1: Developing a Master List

Find a relaxing environment where you won’t be disturbed for a couple of hours. If you have a spouse, make sure they’re with you. Have on hand a couple of pads of paper and pencils or pens.

Now sit down, relax and begin committing to paper everything you can think of that you want. Write down absolutely everything you’ve ever thought of having or experiencing. It doesn’t matter how small or how big it may seem to you — write it down!

How you’re going to acquire these things is of no consequence at this time. Don’t even think about it. Just keep thinking about things you want, or want to experience, and write them down. You should be able to fill several pages with these desires. To get started, you might consider the five major areas of life:
- Family goals
- Personal goals
- Spiritual goals
- Business goals (i.e., Market America UnFranchise Levels)
- Financial and material goals
Writing these goals down on paper is the first step toward their attainment.

Step 2: Categorizing Your Goals

After putting your desires in writing, begin the process of placing each in an appropriate category. Using your master list of goals developed in Step 1 above, place each goal in one of the five categories. Organizing your goals in this manner will begin to show you where your strongest motives lie, and you will have taken one more important step toward defining what you want.

Step 3: Prioritizing Your Goals

Now is the time to decide what your most important projects are. These projects will be the things that need to happen first. Your immediate priorities may come from one, any or all five categories. Prioritize your goals into three timeframes:
- Short-Term Goals — To be achieved starting now to 6–12 months.
- Mid-Term Goals — To be achieved in 12–36 months.
- Long-Term Goals — To be achieved in 36 months and beyond.
Begin to study and analyze your short-term goals. These should be goals that must be accomplished on a “right now” basis and also must be accomplished before you can realistically approach your larger mid-term goals.

Concentration on these short-term goals will be the mental diet for your subconscious mind. It’s the visualization of these goals that will reprogram your mind. Review your goals a minimum of twice a day (morning and night). Note: Learn to translate your goals to UnFranchise Business achievements like Base 10, 7 Strong; Master UnFranchise Owner; local and larger challenge achiever; and achiever of new UnFranchise Levels.

Step 4: Emotionalizing and Crystallizing

Take all of your short-term goals and thoroughly define each one. Following are examples of how to further crystallize your short- term goals:
- HD TV — What brand, what options, what size, what price and when do you want it?
- Getting Out of Debt — What are your debts (list them separately), which are most pressing, and what is the monthly payment required to pay them off in the timeframe you’ve set?
- New Car — Make, model, options, color, price, monthly payment, down payment and insurance costs? Drive one and get brochures.
If you specifically define your goals, you eliminate unproductive guesswork about where you’re going and what needs to happen to get there. Once your goals are crystallized, live and think about your goals. Imagine already being in possession of them. Read your goal list and study it each morning and night. Now you’re giving your subconscious mind the right kind of programming. If your thought process becomes focused on the attainment of these goals, your inner desire will take over and you won’t be denied the things you’ve decided to have.

As you begin to attain your short-term goals, the next step becomes mid-term goals. Your mid-term goals become your new short-term goals. Put them through the same crystallization process. Soon your long-term goals start to look very attainable, your level of thinking and self-worth are dramatically improved, and you have a solid roadmap for getting you where you want to go. As you develop new short-term goals to replace those you’ve attained, remember these mandatory elements:
- They must be your goals, not someone else’s.
- They must be realistic and attainable.
- They must have a deadline.
- They must be read and visualized at least twice a day.
- Use visual tools such as brochures, pictures, catalogs, your written descriptions, etc.
- Experience whenever possible (i.e., test-.drive the car, try on the jewelry, walk through the house, etc.). This helps emotionalize your goals.
Step 5: Developing a Detailed Plan of Action and Goal Statement A detailed plan of action is your blueprint for success. It’s analogous to a business plan and strategic plan of a successful corporation. It is, virtually, a roadmap toward the attainment of your goals. Without it, you have very little or no direction. UnFranchise Owners without a detailed plan of action wander aimlessly, often confusing activity with productivity. Without this plan, you have no control over your direction or outcome. A detailed plan of action will enable you to create circumstances and control your progress, rather than being a victim of circumstances.

Even though you now own your own business and work for yourself, you need to have a contract with yourself. This contract will take the form of a Goal Statement. This Goal Statement will be a written summary of your goals, timeline for achievement, and commitment to attain them. You should carry it on you at all times.

Detailed Plan Of Action

In the previous section, you went into considerable detail defining exactly what you want. You identified your short-term goals (a minimum of five), established their priority and set deadlines for attaining each. The following four-step process will guide you through developing a detailed action plan for achieving your goals.

Step 1: Creating The Target

Using the table provided (make several copies), enter the following information:
- Short-term goals.
- Lump-sum amount, if down payment is required.
- Monthly income required to attain.
- Cumulative monthly income to maintain (multiple goals requiring payments).
- Number of BDCs earning a minimum of $6,000.00 every four weeks (1,500 BV commission each week). Do not count BV Management Bonus or IBV commission in this calculation.
- Associated UnFranchise® Level.
- Realistic date to be achieved, given the amount of time you are devoting to the business on a weekly basis.
Step 2: Fine-Tuning Your Date Of Achievement

You already estimated when you thought you could achieve your short-term goals. Now let’s fine-tune the dates for achievement, or better yet, let’s validate the dates you set. How many UnFranchise® Owners will you have to sponsor? How much Group Business Volume does your organization have to generate? How many potential UnFranchise Owners do you have in mind?

Let’s assume it takes the average person four to six months to really get rolling with the business. Let’s also assume that you need to sponsor four people who commit to Base 10, 7 Strong in four to six months in each leg to ensure your BDCs are completing the pay cycle (initially) every four weeks.

If your goal requires one BDC earning $6,000.00 every four weeks, then you would need to sponsor eight people, four in your left organization and four in your right. It’s true that it only takes two successful UFOs earning $600.00 per week in BV commission, but if you’re in a hurry and don’t want to be dependent on others or leave your goals to chance, you’ll need to sponsor eight. If your goal requires greater than $1,500.00 every four weeks: 1) build your BDCs into earning $2,100.00 per week and 2) take advantage of your second and third BDCs and duplicate the efforts of your initial centers.

With the time you’re willing to devote to your business and the number of prospects you have on your list, how long do you feel it will realistically take to accomplish what is necessary to attain your goals? There’s no way to project exactly, but make a realistic estimate based on our previous assumptions. Then, readjust the achievement dates accordingly in your table from Step 1.

Now, for the first time, you have well-defined goals. Your business should be taking on new meaning. Business Development Centers and UnFranchise Levels take on new dimensions because they’ve been translated into your own personal goals.

If you’re not satisfied with your realistic or readjusted date for achieving your short-term goals, pay close attention to Step 3.

Step 3: Determine What You Will Do to Attain Your Goals

This step in developing your detailed plan of action is extremely important. Often it’s the most difficult step because it requires self-examination. No goal is achieved without some commitment and sacrifice. Each of us has to develop in different ways to perform at the level necessary for achieving our goals. If this business can give you anything you want, what are you willing to give back to the business? This question includes what we must sacrifice. Sometimes we have to remove obstacles that are preventing us from succeeding. For example, you may be a couch potato after work; you may have to temporarily give up Monday Night Football or Saturday’s golf game; you may have to temporarily give up your bowling league or stopping after work with friends. You have to decide! Are the sacrifices worth attaining your goals? If the answer is no, then you probably didn’t open up to the goal-setting process or identify a goal that really motivates or inspires you. Before, you never thought about it in detail because you didn’t have the vehicle to make your goals realistically attainable. Now that you have a vehicle, it’s possible.

Maybe you feel that you don’t have the money to obtain the necessary products and tools, or to travel to trainings. Yet, you are spending $100.00 per week on entertainment or things that don’t contribute at all to getting what you really want. After all, when you’ve attained your goals, there will be plenty of time and money to do the things you had to temporarily give up.

Next, what must you overcome? What are your fears or areas of self improvement that might prevent you from succeeding? Is it negative thinking? Is it the association with negative, narrow-minded individuals? Is it fear and hesitation about talking to people? Is it procrastination? Is it laziness? Is it your inability to persist and not quit whenever presented with a challenge? Be honest! The first step in resolving a problem is identifying and acknowledging that it exists.

Lastly, what are you willing to give in order to attain your goal? How much time each month, each week and each day are you willing to commit? How much capital can you commit to the development of your business? How many trainings from the GMTSS are you willing to attend? How many meetings are you willing to hold each week? Are you willing to read and to listen to audios for the necessary knowledge for success? Be honest and realistic. Visualize it and write it down.

Once you’ve answered these questions, summarize the information in the following chart. Note: What will you give?
- How much time?
- How many GMTSS events I will attend:
- How many audios I will listen to:
- How long I will spend reviewing websites and marketing tools:
What I Will Do, Commit, Sacrifice, Overcome

Time:

Meetings:

Trainings:

Money:

Changes:

Sacrifices:

Areas for Self-Improvement:

Other:

You might have found additional resources after completing Step 3 that you weren’t aware you had when fine-tuning your dates of achievement in Step 2. If so, you should go back to Step 2 and readjust your date of achievement for your short-term goals — for earlier completion!

Step 4: Monthly, Weekly, Daily Activity Requirements: A Detailed Plan

Write a detailed plan of required activities that must be accomplished each month, each week and each day in order to achieve your goal. By doing this, you virtually ensure your success. Example: You want to have three BDCs with Master UnFranchise Owners, each earning at least $1,500.00 every week by the end of 12 months. This means you need two strong organizations. You’re not going to depend on someone else’s timing or production and are not going to leave your goal to chance. You know you need to sponsor four people who commit to Base 10, 7 Strong, and who are as determined as you are, into each of the organizations. This is the equivalent of eight UnFranchise Owners over an eight-month period. Over an eight-month period, you would need to sponsor one UnFranchise Owner per month. To sponsor one per month, you may have to show the business to as many as four to eight people. To show the business to four to eight people per month, you may have to approach 24 people, depending on the quality of the prospect, your knowledge and skills, and your relationship with the prospect. Let’s now complete the sample plan below.

Monthly Requirements:
- Approach: 24
- Show Business: 4
- Sponsor: 1
- Other:
Weekly Requirements:
- Approach: 6
- Show Business: 1
- Sponsor: 1 (per four weeks)
- Other:
Daily Requirements:
- Approach: 1 six out of seven days
- Show Business: 1 every three days
- Sponsor: 1 every 10 days
- Other:
Now, summarize the chart you’ve completed for your own goal attainment in a few sentences.

Goal Statement

Using the information you’ve generated in Steps 1 through 4, summarize each into a 50- to 150-word written statement on a single sheet of paper. This statement will include:
- What you want (goals).
- When you want it (dates).
- What you must change (habits, time or money management, etc.).
- What t will take (each month, each week and each day).
Commit to it in writing, carry it with you at all times, read it twice a day and revise it as necessary to include new goals as old goals are achieved. You’ll be amazed at what begins to happen. Only those who have experienced it understand it. You must do it for 30 consecutive days without fail. Be persistent. Success is a habit. Most of all, remember that your Goal Statement is a contract with the only person you can entrust the success of your business and goals to — and that person is you!

Retailing: Developing your own personal retail customer base can be simple or difficult, depending on your attitude and your approach to it. If you follow the suggestions in this section, your personal retail sales will be a rewarding and profitable experience. The end result is long-term Preferred Customers, providing both stability and profitability to your business, called “lifetime value.”

The first and most important method is your personal use; you must become your best customer. It’s imperative that you believe in the products you’re going to retail. This can be accomplished by your own personal use. Try them all. By doing so, you’ll learn about all of the products available to you for retail from Market America’s exclusive products. Select three or four of your favorites and focus on retailing them until you build 10 repeat customers or a total of 400 BV per month. In addition, your sales and distribution organization will do the same. In addition, the volume from your own personal use will help to ensure that the month-to-month accrual of Group Business Volume is secured until you begin to receive commissions. Imagine every UnFranchise® Owner in your entire organization just using all of their own products and building their Shopping Annuity.

Market America makes personal use of your products easy through UnFranchise AutoShip. It allows you to maintain a standing monthly order that will be shipped to you each month. It only makes sense to purchase products from your own business rather than someone else’s.

In this section, we’ll discuss numerous retailing and marketing techniques. Combining these with the knowledge and insights to professional selling skills found later in this manual, you’ll be equipped to build a large retail business and teach your organization how to build a strong repeat customer base. This will translate into a steady stream of volume generated week after week, resulting in secure supplemental income to you from the MPCP. Remember, this income isn’t based on what one UnFranchise Owner sells, but on what many UnFranchise Owners collectively sell. With Market America’s exclusive brands, you can earn a lot of money retailing market-driven products (30% to 100% gross retail profit), as well as earn continuous income by duplicating those sales through the UnFranchise Business Development System. The more repeat customers your organization is serving, the greater and more secure your income will be.

So now you’re buying from yourself and using our products. The second step is to specialize in two to four products and obtain specific knowledge relative to each product as time goes on; your personal needs and the needs of your expanding customer base will lead you into other university majors or billion-dollar markets. Becoming knowledgeable about your products and market will better prepare you for approaching prospective customers and teaching them about the benefits of the products.

Market America offers a multitude of in-depth information covered in audios, videos, pamphlets and other materials. Another tremendous source of specific product information is trainings, seminars and conventions. The more you learn and know, the greater your ability to approach prospective customers in a confident manner.

Take note: In the Getting Started Guide, there are also for business, retailing, organizational growth and training. Anyone can satisfy the tasks and activities set forth in the Getting Started Guide if they choose to.

*Don’t forget that registering all your customers as Preferred Customers and crediting their purchases through a manual retail receipt available through your UFMS enables you to submit your UnFranchise Owner Sales Report (Form 1000) online and ensures that your Preferred Customers can earn Cashback when they purchase from your websites. When you reach $200.00 in retail sales credited to your Preferred Customers, the Form 1000 is submitted automatically! This becomes a tremendous convenience and also greatly minimizes the chances for mistakes. The only way to utilize the online Form 1000 submittal is to register your customers as Preferred Customers through UnFranchise.com.
1. Psychology of Selling: Before we begin discussing specific methods for developing your own retailing and merchandising system, let’s deal with the individual who is convinced that they can’t sell. It’s always interesting to hear people try to sell their sponsor on the fact that they just can’t sell. When people are asked why they can’t tell people about a product they’re using and believe in, the response is amazing. They go into a long explanation with enthusiasm and conviction as to why they can’t sell. They go on and on, “selling” their reasons as to why they can’t sell. They do such a good job that they almost end up selling their sponsor on the idea that they can’t sell. Ironically, they have just proven to their sponsor that they’re a fantastic salesperson.
  
  Let’s face it — we’re all salespeople. If you have a full-time job, you sold your employer on yourself or they wouldn’t have hired us. If you’re married or have a steady relationship, you sold them on the benefits of maintaining that relationship. If you have children, you sell them on your values and the behaviors you expect from them daily. If you enter almost any kind of conversation, you usually end up trying to sell your beliefs and opinions on any given subject.
  
  There are two major obstacles in selling. The first is the customer’s fear of making a mistake. The second is the salesperson’s fear of being rejected. Until a salesperson develops confidence, high self-esteem and resilience to bounce back from inevitable rejection, they can’t approach and sell successfully. All outstanding salespeople have reached the point where they no longer fear rejection and view every approach as an experience.
  
  Sales are usually based on friendship, building a relationship and developing a rapport. People won’t buy from you until they’re genuinely convinced that you’re acting in their best interests. There’s a direct relationship between your level of self-esteem and how well you get along with different people. The best salespeople have a natural ability to make friends or build relationships easily with prospective customers.
  
  A key element in selling is enthusiasm. A sale is a transfer of your enthusiasm about the product or service into the mind and heart of the other person. The reason so many people fail is that they don’t stay with it long enough to get those first winning experiences that raise their self-esteem and self-confidence. That’s why it’s so important from the very beginning to say to yourself that nothing is going to stop you until you’re a success!
2. Retailing, Merchandising and Marketing Techniques: In this section, we’ll discuss techniques for retailing and developing your own merchandising system:
  - Developing a customer list.
  - Sample or trial-size marketing.
  - One-on-one sales.
  - Home product previews, clinics, special presentations to groups.
  - Fundraising.
  - Referral sales.
  - Sales from UBPs.
  - Preferred Customer programs.
  - Counter displays.
  - Booths at flea markets, bazaars, fairs, yard sales, tradeshows, special events.
  - Direct mail.
  - Internet marketing.
  It’s useful to study these techniques to get ideas and an overview. You can select the techniques that are best suited to you and the product lines you’re specializing in, but there’s no teacher like experience. You’ll learn more by doing than studying. You’ll even begin to develop your own ideas and techniques. Don’t be afraid to be creative. Sometimes the best idea or method is the one you create. The objective is to expose products to the right people and let word-of-mouth advertising take over. The right people are those who have an interest in, or a need or desire for, the product.
Prospecting, Recruiting and Sponsoring: For the new UnFranchise Owner, there are five fundamental steps that must be accomplished to become a successful sponsor.
- You must be able to explain what Market America is! You should have the answer to, “What is it?” written down and with you at all times.
- You must develop a personalized Two-Minute ommercial that communicates to the prospective UnFranchise Owner what this business has to offer!
- You must develop a list of prospective UnFranchise Owners. These potential UnFranchise Owners are all around you (anyone who could use additional income). Remembe that retail customers often make the best UnFranchise Owners. Use the following sources to develop your initial prospect list.
Work:
- People who want multiple strams of income.
- People who don’t like their jobs.
- Former coworkers.
- Entrepreneurs.
- People who are interested in new opportunities.
- People who are in a similar line of work.
Neighborhood:
- Landlord.
- College students.
- Retired people who want to stay active.
- Members of the Neighborhood Watch Group
- Millennials.
Service People:
- Service stations.
- Electricians, meter readers.
- Dry cleaners.
- Servers.
- Plumbers.
- Housekeepers.
- Bottled water reps.
- Diaper-service drivers.
- Exterminators.
- Firemen, policemen.
- Mailmen.
- Gardener, lawn-service people.
Religious Organizations:
- Education directors.
- Clergy.
- Youth workers.
- Music directors.
Professional Relationships:
- Doctors, chiropractors.
- Dentists, orthodontists.
- Accountants.
- Attorneys.
- Psychiatrists, psychologists.
- Architects.
- Optometrists, ophthalmologists.
- Nurses.
Athletic or Sports Organizations:
- Bowling Clubs.
- Teammates.
- Racquetball partners.
- Tennis partners.
- Fitness centers.
School Contacts/Organizations:
- Teachers, PTA members.
- Parents of children’s friends.
- Boy Scouts, Girl Scouts.
- Lodges, fraternal organizations.
- Alumni associations.
- Former associates.
- YMCA, YWCA.
People I patronize:
- Dry Cleaners.
- Bakeries.
- Carpet Cleaners.
- Grocers, checkers.
- Pharmacists.
- Printers, photographers.
- Real estate agents.
- Travel agents.
- Florists.
- Insurance agents.
- Rental stores.
- Health spas.
- Builder, contractors.
- Shoe repairers, shoe stores.
- Babysitters, childcare centers.
- Furniture stores.
- Gift shops.
- Department stores.
- Hair stylists.
- Tax services.
Relatives:Family members, in-laws and their friends.

Want ads: PPeople who are looking for jobs.
- Add one or two possibilities to your list every day. Cultivate these possibilities into prospects by talking to them. Those who show interest and qualify become prospects. Develop a top-10 list from your prospect list and focus on bringing them to a UBP and into eventual sponsorship.
- You must know how to show a prospect the UnFranchise® Business. Attend as many meetings and trainings as possible. Practice showing the business one-to-one using the Flip Chart and accompanying audio and video materials. You can find these at UnFranchise.com.
- You must bring your prospective UnFranchise Owners to UBPs or HBPs provided by your sponsor or senior leadership.
You can find a more in-depth discussion on professional sponsoring in the Professional Sponsoring section of this manual. This should be studied and then implemented after mastering the basic fundamentals previously described.
Follow-Up and the ABC Pattern of Building Depth: Once you’ve mastered the first four components of the Basic 5, begin the process of duplication. Your business is expanded by building depth into your organization. You work at the bottom level with new people until the Basic 5 is duplicated. Duplication develops from the bottom up, not the top down.

The ABC pattern for building depth gives you control of how fast your business grows and how you implement the duplication process. You’ll be creating leadership in-depth. Following up and building depth leads to growth, profitability and success. Our Plan is designed to yield compounding growth and returns once the technique of following up and building depth is mastered.

Time(Q) = Growth(D) = Volume = $

We’re constantly striving to make time equal to growth and growth equal to Business Volume, which produces income. You can put in a lot of time and get virtually no growth unless you’re spending your time wisely. Quality time is the key. We use “Q” to represent time because only quality time will duplicate growth in-depth. We define quality time as first mastering the Basic 5 and then only working with people who will perform the Basic 5. If they won’t, the Plan won’t work for them!

There are three types of new UnFranchise Owners in this business: 1) GoNow, 2) Stable and 3) Waiting. GoNow UnFranchise Owners are performing the Basic 5 right now. They’re excited, coachable, committed and ready to grow. Stable UnFranchise Owners come to the meetings, maintain their businesses, order and use their products, and do some retailing, but they’re not poised for rapid duplicable growth. Waiting UnFranchise Owners sit on the sidelines, using products and watching.

If you’re going to put in quality time, you can only work with GoNow UFOs. We plug Stable UnFranchise Owners into the GMTSS until they become GoNows. We simply send a newsletter and communicate once a month with the Waiting UnFranchise Owners about the next monthly seminar. When you put quality time in with GoNows, you get growth in-depth, which generates volume and income.
1. Follow-Up: Once you understand this, you can begin working on a follow-up method that’s finely tuned and which efficiently supports the formula above. But remember that this follow-up system is to be used with GoNow UnFranchise Owners, or you’re decreasing the quality of your time. Here’s the simple set of rules that is the foundation of follow-up:
2. ABC Pattern of Building Depth: Once the rules of follow-up are understood, the ABC Pattern of Building Depth needs to be implemented. This pattern provides you with a system for control and duplication. The following is a brief summary:
  
  Step One: Your sponsor helps you with meetings for your prospects.
  
  Step Two: Your sponsor arranges meetings in the homes of your A, B and C UnFranchise® Owners down two sales organizations. Go to the meetings with your sponsor and learn the program and Follow-Up Pattern.
  
  Step Three: Everyone meets at the UnFranchise Business Presentations (UBPs) held by senior leaders and/or local association and brings two people from home meetings or two new prospects.
  
  Step Four: By the time your sponsor has held meetings for A, B and C, you should be able to lead meetings for A1, B1 and C1. (You’ve attended six one-on-one meetings and two UBPs by this time.)
  
  Step Five: Now you can begin duplicating the Pattern for A, B and C by replicating with them what your sponsor did for you. Simply be the right kind of sponsor for your UnFranchise Owners.
  
  Step Six: sponsor stops doing the ABC sequence and now repeats the program by conducting one meeting in-depth per month per level A1, B1, C1, A2, B2, C2, A3, B3, C3, etc.
  
  Please refer to UnFranchise.com for more on the Basic 5, and on Follow-Up and the ABC Pattern of Building Depth.