Table Of ContentThis publication is designed to provide accurate and authoritative information
in regard to the subject matter covered. It is sold with the understanding that
the publisher is not engaged in rendering legal, accounting, or other profes-
sional service. If legal advice or other expert assistance is required, the services
of a competent professional person should be sought.
Vice President and Publisher: Cynthia A. Zigmund
Acquisitions Editor: Michael Cunningham
Senior Managing Editor: Jack Kiburz
Interior Design: Lucy Jenkins
Cover Design: Scott Rattray, Rattray Design
Typesetting: Elizabeth Pitts
The Direct Selling Women’s Alliance, Principle-Centered Coaching, and my
dswa.org are trademarks of the Direct Selling Women’s Alliance. America’s
Dream Coach is a trademark of Dream Coach, Inc. Get Fired Up Without Burn-
ing Out is a registered trademark of Anderson Programs, Inc. The Lemon Aid
Lady is a trademark of Lemon Aid Learning Adventures. Natural Selling is a reg-
istered trademark of Natural Selling Inc. ServiceQuest is a registered trademark
of ServiceQuest MLM LLC. The Technology Tamer is a trademark of TechTam-
ers. Other product, service, and company names mentioned herein may be the
properties of their respective owners.
2005 by the Direct Selling Women’s Alliance
Published by Dearborn Trade Publishing
A Kaplan Professional Company
All rights reserved. The text of this publication, or any part thereof, may not be
reproduced in any manner whatsoever without written permission from the
publisher.
Printed in the United States of America
05 06 07 08 10 9 8 7 6 5 4 3 2 1
Library of Congress Cataloging-in-Publication Data
Build it big : 101 insider secrets from top direct selling experts / Direct Selling
Women’s Alliance.
p. cm.
Includes index.
ISBN 0-7931-9277-3 (pbk.)
1. Direct selling. I. Direct Selling Women’s Alliance.
HF5438.25.B85 2005
658.8′72—dc22
2004018058
■
Acknowledgments
To the women and men who put their heart and soul into their direct-selling
business every day.
It has been said that writing a book that reveals the wisdom of 89
individuals is like herding butterflies. How true it is. This book
wouldn’t exist if not for our remarkable editing team who stood
ready—butterfly nets in hand—to capture the brilliance of our con-
tributors. What a pleasure it was to work with such gifted, positive
people who truly appreciate our profession. We are grateful for the
opportunity to cocreate with you in such a significant project. Our
heartfelt thanks go to Susan Raab, who came to the project with a de-
lightful, can-do attitude and a clarity of vision that inspired us to
hold ourselves to a higher standard than we ever thought possible.
To Nolan Hale: we are grateful for your steady, calming manner and
willingness to do whatever it took. You brought a keen eye and valu-
able perspective to every insight you touched. To Garvin DeShazer,
our knight in shining armor: thank you for lending your talents to
draw out your contributors’ unique brilliance and capturing it so
ably. Every life you touch shifts in a positive direction. To Kathie Nel-
son, who came through with flying colors: you were there when we
needed you with your industry experience and love for the profes-
sion. To Michael Cunningham at Dearborn Trade Publishing, who
saw the potential of this industry and asked for this book: you gave
us the idea, trust, support, and space we needed to create a book
worthy of the Direct Selling community. We are truly grateful!
We want to acknowledge the distributors, speakers, trainers, and
industry experts featured in these pages, for they are the true leaders
of our profession, working daily to teach, inspire, and uplift direct
sellers around the world. Your willingness to share your knowledge
and experience is making a significant difference in the lives of oth-
ers. Thank you for holding a greater vision for our profession.
We are eternally grateful to the DSWA team, Advisory Board, and
Council members. Your contributions go far beyond the scope of
this book. You have been there for us since the very beginning, in-
iii
iv Acknowledgments
vesting your time and talents toward our shared vision of greater suc-
cess for all direct sellers. And to the countless supporters who work
behind the scenes to make the DSWA what we know it can be—we
thank you!
Words cannot express the love and appreciation we have for our
families, who have supported us since the journey began. To our hus-
bands, Saf, Maui, and Mario: you are each the rock we cling to when
things get tough. Thank you for bringing such peace and joy into our
lives. To our children, Isea, Kahea, Kaala, Alex, Paola, and Dane: big
smoochies for being the light of our lives!
To God we give thanks for the hand you have had in this project
and in everything we do. We do not take lightly this responsibility
you’ve given us, and we strive to be good stewards of the blessings
that you send our way.
Nicki Keohohou
Jane Deuber
Grace Keohohou Lee
■
Contents
Foreword xiii
Celebrate the Greatness within You
By Richard Neihart
Preface xvii
What Is Direct Selling?
Introduction xix
How to Use This Book xxi
1. Starting Your Direct-Selling Business 1
Treat Every Day Like Your First Day in Business! 2
By Les Brown
Connect with Your “Why” 4
By Caterina Rando, MA
Start Your Business Off Right 7
By Rachel Kerr Snyder
Treat Your Business Like a Business 9
By Shan Eisler
Elevate Conversations to Connections 12
By Bonnie Ross-Parker
Conquer Fear of Rejection and Move On to Greatness! 14
By Marilyn Snyder
Know Just Enough 17
By Kathie Nelson
Focus On Execution! 20
By Gary Ryan Blair
Balance Six Areas Critical to Your Start-up Success 23
By Jenny Bywater
Work Now, Play Later 25
By Shirley Tyson
v
vi Contents
2. Booking and Coaching Your Hostess 29
Restore Your Business with Bookings 30
By Sue Rusch
Make the Most of Every Show 33
By Beth Jones-Schall
Quit Asking and Start Offering 36
By Karen Phelps
Send Subliminal Messages 38
By Jenny Bywater
Take Control of Your Calendar 41
By Delores Douglass
Hang Up on Your Phone Phobias 43
By Christie Northrup
Change to Meet the Market 46
By Joellen Sutterfield
Deepen Your Relationship with Your Hostess 48
By Jane Deuber
3. The Art of Selling 53
Keep On Selling! 54
By Carla Spurgeon
Natural Selling—The Magic and Power of Dialogue! 56
By Michael Oliver
Questions Are the Answer 59
By David Cooper
Show the Price Is Right 61
By Karen Walter
Make It All About You 64
By Mike Russell
Keep Parties Fun for Higher Sales and More Bookings 66
By Karen Phelps
Overcome Prospecting Fears 68
By Pat Pearson, MSSW
Heart to Heart 70
By Carol Garvey
Automate Your Reorder Business 73
By Jeff Shafe
Contents vii
Build Repeat Business 75
By Grace Putt
4. Sponsoring and Building Your Team 79
Build Credibility for the Profession 80
By Delbra and Tim Lewis
Become a Recruiting Powerhouse 82
By Joan Nilsen
Recruit and Build with Style 85
By Stephanie Frank
Teach Them to Fish 89
By Janet Wakeland
Build Your Business by the Numbers 91
By Sarah Janell White
Lose the Hype! 94
By Jeri Taylor
Recruit to Retain for Long-Term Success 96
By Terrel F. Transtrum
Defeat Low Self-Esteem to Boost Recruiting Success 99
By Lisa Kitter
Apply the Secret Science of Sponsoring 102
By Marcy Koltun-Crilley
Shorten the Success Curve with Leads 104
By “Motivated Mike” Lemire
Be More Committed to Your Dream Than Your Reality 107
By Marcia Wieder
Craft Your Recruiting Story 109
By Maria Dowd
Master the Art of Sponsorship 112
By Jim Britt
Build a Multicultural Team 114
By Nick “Keeper” Catran-Whitney
5. Coaching Your Team 117
Detach from the Outcome 118
By Jennie England
Listen—and Give the Greatest Gift 120
By Jennie England
viii Contents
Ask Inspiring Questions 123
By Carly Anderson
Make Friends with Your Inner Critic 125
By Jennie England
Reveal Her True Self with “I See You”
Acknowledgment 128
By Cheryl Walker
Agree on Action Plans and Accountability 131
By Augusta Horsey Nash
Catch the Spirit of the Pareto Principle 133
By Gale Bates
Transform Relationships through Coaching 135
By Linda Wiseman-Jones
Shower the People You Love with Appreciation 138
By Donna Marie Serritella
Open Your Heart to Coaching 139
By Jane Deuber
6. Developing Leadership Skills 143
Keep the Desire Alive 144
By Richard Flint
Prospect for Hispanic Gold 146
By Camilo Cruz, PhD
Talk Her Down off the Wall 149
By Debi Agee
You Don’t Have to Like It, You Just Have to Do It! 151
By Terra Larsen
Plan for Success! 154
By Lorna Rasmussen
Hold Successful Crucial Conversations 156
By Ron McMillan
Practice the Art of Listening 159
By Carol McCall, MA, MCC
Make Meetings Work Person to Person 161
By Linda Lucas
Walk Your Talk 164
By Lisa Wilber
Contents ix
Build a Business, Not an Orphanage 166
By Richard Flint
Become the Leader You Would Follow 169
By Nicki Keohohou
7. Managing Business Finances 173
Get On the Fast Track to Freedom 174
By Teresa Romain
Get Control of Your Business Finances 176
By Jeff Shafe
Get Ready to Come Home 178
By Barb Pitcock
Go Ahead—File Your Taxes! 180
By Vicky Collins, CPA
Attend to the Business Side of Business 182
By Vicky Collins, CPA
The Seven Money Skills of Extremely Prosperous
People 185
By Mark Victor Hansen and Robert G. Allen
Seize the World 188
By Mary Lou Wilson
8. Integrating Home and Business 191
Work from Home for Your Kids’ Sake 192
C. J. Eisler
Make Your Children the Reason 194
By Kristin Rogers
Get Fired Up without Burning Out!® 196
By Carol Grace Anderson, MA
Engage Your Kids in Your Business 198
By Connie Kittson
Partner with Your Partner 200
By Carol Ranoa
Choose to Be Balanced 203
By Grace Keohohou Lee
Nurture Your Professional Image 205
By Marion Gellatly, AICI, CIP
