Sunday, July 20, 2014

27 Prospects Later

by Michael S. Clouse
Sadly, it is often the most common story told in our business…
It seems “Mary” had been in four different deals (and I’m using that word—”deals”—correctly) before finding the Network Marketing Company of her dreams. The problem: Mary is trying to put together yet another warm market list—a list of at least 100 people for her to contact.
Warm market indeed! As our fictitious friend stares down at her yellow lined blank sheet of paper, she now understands what it feels like to be an official member of the NFL club—No Friends Left!
Frustrated with the knowledge that she has no one to contact, and with her sights still set on success, Mary heads straight towards a cold cruel market—that wild wintry world of advertising, cold calls and worst of all, those opportunity seekers’ e-mail lists.
With no degree in marketing, no advertising experience, and without any knowledge of the right MLM prospecting tools, our friend Mary is doomed to fail. And the saddest part is, she will probably blame her downfall on our industry, her new company, or a lack of upline support.
But what if there was a better way?
Well, there is…
Years ago I discovered a great way to create a never-ending source of new MLM prospects while I was attempting to reserve a booth at a local trade show. Unfortunately, I was a little late and the show had already sold out. Interested in learning all I could, I decided to go anyway, do a little research and determine if the next event would prove a profitable possibility.
My goal was simple: Enter each booth, ask to speak with the person in charge, and start the conversation off letting them know I had tried to reserve space in the show, but it had already sold out. I asked them about the show: “Was this the first time they had exhibited here? Were the attendees just looking or were they buying?”
Then it hit me: What if, after a few questions and some general rapport building, I asked this question: “Do you think my company would do well at a show like this?”
“I don’t know,” would come their seemingly scripted reply, followed by an apparently pre-programmed, “What does your company do?”
Bingo! Got ‘em! Hook, line and sinker—along with the chance to give my 30-second commercial 100 times in four hours. This was better than having a booth (and cheaper, too). Twenty-seven prospects later, I’d perfected the perfect MLM prospecting system. And, I might add, it has been working beautifully for years.
If you want more MLM prospects, set aside four hours, grab 10 bucks and your business cards, and check out an appropriate trade show in your area. Using this approach, you’ll walk away with all the hot leads you can handle.
And if you’re interested in learning a few more great ways to prospect, get your hands on a copy of Seven Prospecting Secrets. Send your e-mail request to: We’ll make sure you receive a free copy.
All the best,

Friday, July 18, 2014

USANA Schedules Second Quarter Earnings Release and Conference Call

News Release
USANA Schedules Second Quarter Earnings Release and Conference Call

SALT LAKE CITY--(BUSINESS WIRE)--Jul. 18, 2014-- USANA Health Sciences, Inc. (NYSE:USNA) today announced that second quarter results will be released after the close of market Tuesday, July 29, 2014. USANA executives will hold a conference call to discuss this announcement with analysts and institutional investors the following morning at11:00 a.m. Eastern Time.

The call will be broadcast over the Internet and can be accessed at

The webcast is also being distributed over Thomson’s Investor Distribution Network to both institutional and individual investors. Individual investors can listen to the call through Thomson’s individual investor center or by visiting any of the investor sites in Thomson’s Individual Investor Network. Institutional investors can access the call via Thomson’s password-protected event management site, StreetEvents (


USANA develops and manufactures high-quality nutritional, personal care, and weight-management products that are sold directly to Associates and Preferred Customers throughout the United StatesCanadaAustraliaNew ZealandHong KongJapanTaiwanSouth KoreaSingaporeMexicoMalaysiathe Philippinesthe Netherlands, the United KingdomThailandFranceBelgium and Colombia. Additionally, USANA’s wholly-owned subsidiary,BabyCare, Ltd., operates a direct selling business in China. More information on USANA can be found at
Source: USANA Health Sciences, Inc.
USANA Health Sciences, Inc.
Patrique Richards, 801-954-7961
Investor Relations

Thursday, July 17, 2014

Slower eating reduces food intake

At a Glance:

A new review of 22 studies shows that eating slower may reduce food intake and is an effective method of limiting caloric excess leading to obesity. 

Read more about this research below: 

Obesity is typically considered an epidemic in most developed nations, and there are literally hundreds, if not thousands of methods utilized by “dieters” to try and reduce food intake. Eating rate has been suggested by some research as a way to manipulate food intake, but study results have been mixed and the relation between eating rate and calorie intake has not been systematically reviewed.

In a new study published in the American Journal of Clinical Nutrition, researchers analyzed experimentally manipulated differences in eating rate and its influence on energy intake, hunger, or both.

Researchers analyzed and combined the evidence from 22 studies to calculate the average differences in food intake between slow and fast eating, and the possible differences in hunger.

The combined evidence from the research indicated that a slower eating rate was associated with lower energy (calorie) consumption, when compared to a faster eating rate. This observation was true regardless of the type of manipulation used to alter the eating rate. Hunger at the end of a meal was not significantly related to the rate of eating, however.

This review of the available evidence supports the idea that the rate of eating does affect energy intake. Regardless of the method used to slow down eating rate, eating slower will most likely result in lower food intake and help limit excess consumption related to obesity.

Eric Robinson et al. A systematic review and meta-analysis examining the effect of eating rate on energy intake and hunger. Am J Clin Nutr July 2014 vol. 100 no. 1, 123-151

Source: USANA Health Sciences Essentials of Health

Monday, July 14, 2014

I HATE Business Cards!

by MJ Durkin 

The title of this article is a CLASSIC mistake that many new Network Marketers make... 
And I saw it in action the other night... 
I had finished doing a training at a dinner meeting in Canada when one of the servers came up to me and asked me if the products that were talked about at the presentation worked. 

I said that they did and that I used them myself. I called one of the distributors over who had just purchased something from me and asked her to speak to the lady that had been asking for information. 
As I was packing up my stuff, I was watching the interaction out of the corner of my eye and I saw something that terrified me... 

I watched the conversation end with the distributor handing her business card to the woman and then the distributor turned to walk away! 

I had to intervene and I sort of shouted across the room, "April, make sure that you get her number so that you can get back to her and follow up!" April looked at me a little confused but she got the message and went back, fished a pen out of her purse and got her prospect's phone number. When she was done, I looked at her and said, "YOU are going to have to call her to follow up, do you understand?" She nodded that she did and I breathed a sigh of relief. 
But this is a classic, yes, even tragic mistake! 
And it happens all the time. 

When a person shows interest in your product, service or opportunity, they will completely FAKE YOU OUT BY SHOWING INTEREST or even downright excitement about your business. 
And if you are NEW, if you are a rookie, (please don't take this the wrong way), if you are an amateur, you will become excited that you have someone that is  
actually approaching you and WANTS information and you will think that their interest is sincere and that they will call you and that they will buy something from you or join you.  

You will go home after handing your card out and sit by the phone waiting for your hot prospect to call and ... 

THEY ARE NEVER GOING TO CALL and you are going to be devastated or at the very least, disappointed. 

Several years ago I was doing a training in Nashville, TN for a good client of mine. I had trained first thing in the morning and after the lunch break, a young  
couple came up to me all excited.  
"MJ, your stuff works! It absolutely works!"  
"Of course it does," I replied, "What happened?" 
They went on to tell me how someone had asked them about a T-shirt they were wearing that captured the prospect's interest and that the prospect was really interested and asked for their card. I asked, "Did YOU get their name and number as well so that you can follow up?" The wife replied hesitatingly, "Ah, well no but I'm sure she's going to call us. She was really interested." 

Now, I'm glad that these nice and well-meaning people were more amenable to engaging prospects in conversation after my training but I am 99% positive that this eager and hopeful couple NEVER received a call from that prospect! 
So I hope the message is clear... 

If you hand out your business card to a prospect you must insist on getting their information. I pull a pen out and the back of a business card and say with very assumptive posture, "Your cell number is...?" and "Spell your last name for me?" 

You MUST be proactive in getting your prospect's name and cell number.  

Also if you have a team, you MUST train your people to make sure that they aren't losing great prospects by handing cards out and waiting by the phone. (feel free to forward this email to them as a training tool) 
To your success, 
MJ Durkin - 

Saturday, July 12, 2014

As Simple as 1, 2, 3!

Building a USANA business is not always easy, but it is, and should be, very simple.

If you stop and think about what it really takes to be successful in USANA, it all boils down to three things:

Getting the right information to the right people at the right time.

That applies not only to sharing information with your prospects, but also in training your team members and developing your own skills and knowledge.

To help you with this process in your business, we’re sharing the following links to the information items that we use most frequently in our prospecting and training.

We realize that there are many, many other USANA information sources available. USANA has done an outstanding job of providing all of us with a wealth of information about every aspect of the USANA products and business.

However, we would caution you about “information overload” which can lead to confusing your team members and customers and overwhelming your prospects.

While “nice to know” information can be helpful in certain specific circumstances, focusing on the “need to know” information included in the above links will provide you with everything you need in most cases.

We recommend that you keep this list handy for ready reference, and hope you will find it helpful in growing your business.

Best of success,

Pete Zdanis