Dont answer Objections - Handle them!!

HANDLING OBJECTIONS
Intent :
The intent is to succeed together.
To get some Extra Income
Having a financially free life
An early settlement in life with a strong financial wall around.
Leave something for our children and future generations to enjoy with.
Every genuine objection is an opportunity to close a deal. This is because if the
objection is successfully handled, the obstacle which has troubled the prospect will
have been removed. The key is to recognize whether the objection is genuine or an
excuse to avoid. Experience will give you this insight. Note that very often a sale
happens after a person says no.
FOLLOW UP WITH YOUR GUEST Very Very Important Before 24 hours and
not beyond 48 hours.
A NO from a prospect is symptomatic of a deeper conflict and usually means one of
the following things :
1.
2.
3.
4.
5.
6.
7.
8.

Fear of Failure
Fear of Rejection (Cant find even 2 people)
Low Self-Esteem
Misconceptions based on ignorance, not facts; half information from
google
Biased by opinions of close friends or relatives
Perception of Lack of Skills (not social, cannot talk to people)
Perception of No Time
Perception of No Money

Ground Rules :

Fix up a follow up date, time and venue after the presentation itself, if it is not
an on the spot closure. Always try for on the spot first.
Always do a FACE TO FACE follow up rather than by any other means. DO
NOT try to close on the phone, via sms or e-mail.
It is ok to meet the prospect at his home or place of choice for the closure
Go prepared for a signup, carry all that you need for a registration and
purchase (laptop, data card etc.)
Always be positive : SECRET works it is up to you which way.
If the person agreed to meet you for the follow up meeting, the person is
genuine

Ask How do you feel about it ?. Be genuine, you are not tricking anyone
here
Dont de-mean other network marketing companies
Never get into any argument. Dont be arrogant or defensive.
Answer objections with another question (WHY DO YOU FEEL SO?)
Know if the question / concern is genuine or whether he is making some
excuse (Ask : if I answer your concerns, will you be joining the business ?)
Posture is fundamental. Be calm and dignified as benefits someone who is
proud part of an extraordinary business
Listen carefully. Never interrupt and NEVER argue with the prospect.
Appreciate the reason for their objection and repeat their objection so that
you clearly understand what they are saying. Use words like appreciate,
understand. realize etc. Listen, listen, listen, and then answer to what is
raised. Do not try to vomit all that you know
Smile before addressing the issue. Answer the question with a question to
ascertain whether the objection is genuine. Eg A MLM? Really? What
according to you is an MLM? Call his bluff. In most cases, the prospect has no
idea what he is talking about or is mouthing pre-conceived notions learned
from others.
Ask Is that the ONLY thing stopping you from joining the business ?
Use the FEEL-FELT-FOUND formula. I understand how you FEEL. I FELT
exactly the same way, but know what? I FOUND that in this business, I can
really earn the kind of money we have been speaking about, etc.
Dont beat around the bush with a self-opinionated person. Ask him whether
he is asking you or telling you and fashion your responses accordingly.
Questions are of two types
Asked for joining the biz
Asked for NOT joining the biz
Are you asking this because you WANT TO JOIN or are you asking this
because you DONT WANT TO JOIN?
This forces him to play his cards. If he says he want to join, then his
objection is irrelevant since he has already committed.
We should prepare the person to say Yes
Do not entertain the prospect to bring some more prospects first he needs
to close and signup.
If your close friend is very negative, then just let go and move on to the next.
Never burn your bridge, since that person would be watching you. Remember
the SW principle (Some people cross the forest still not see firewood)
In reality, remember that there are no rejections, only KEEP IN VIEW cases.
They are all watching you ! Once you are successful, they will all join you !

IDENTIFY THE OBJECTION

Technical objections : answer the questions with very specific data, facts,
comparisons, websites. Keep the links and data handy.

Ideological objections : first try to understand more where the objection is

coming from. Mostly this needs more confidence building.

COMMON OBJECTIONS
1.

THIS IS NOT MY CUP OF TEA

Why do you feel that way?

o What part is not your cup of tea?
Use the FEEL-FELT-FOUND formula

This is generally said for 2 reasons

(1)
Person has an Ego
(2)
Person has a Confidence problem

Judge it by his body language. If its an ego issue, mention some of the
names that are involved in the business talk about the big corporate profiles
who are pursuing it. Establish legitimacy of the business. Assure him of the
support that would be given to him by all leaders and the training programs
that enable everyone to improve his confidence and personality.

As per own judgment of the situation, you can also ask (eg. If hes arrogant)
What part is not your cup of tea? Earning 3.74 Crores or achieving your
dreams? Which is not your cup of tea? OR What part is not your cup of tea?
Saving Rs 100 per day or saving Rs 1 lakh per day? OR Is going to office 9 am
to 9 pm for 40 years really the tea you wish to sip ? Make sure you say this with
a laugh and are not insulting in any way.

2.

AMOUNT IS TOO HIGH / NO MONEY

3.

Check whether he has any other reason.

Do you think so? Use the FEEL-FELT-FOUND formula
Do you think you can start ANY business with even 1/3 rd earning potential
with such a low investment? Even if you want to start e-commerce, then you
need a lot of resources, servers etc.
How would you meet an emergency without money?
Wouldnt you like to do something about that? Let me ask you a question, if
you continue doing what you are currently doing, will you ever have enough
money for anything?
If he is looking at the PMV, then ask him is there any product, including what
you are wearing now (shoes, shirt, mobile, watch etc) that you buy for the
raw material cost? And by the way, do any of these APPRECIATE in value,
when you keep it with you? Do any of these give you any kind of business
opportunity?
If he is a friend, you can tell him if you dont have 50K to spare, YOU need
this business more than anyone else!
I DO NOT HAVE THE TIME

Confirm whether he likes the business and ascertain whether it is a genuine

statement or an excuse.

4.

Use the FEEL-FELT-FOUND formula

Let him speak more than you. Ask him when he will have time to achieve all
his dreams. When can he take his family on a vacation? Has he been able to
attend all the family functions as well as childrens functions? Now keep your
mouth SHUT. Let him speak what he wants to speak.
Make him understand that people who trade time for money rarely have time
for anything at all. People, who can leverage time and effort, will have all the
time in the world. Make him understand the concept of leverage of time and
effort. Give him examples of some of the busiest people who are in this
business. If they can find time to do this, then there is no excuse for anyone
else.
Draw the time circle and check how his time is spent and what his satisfaction
level is.
Make him understand that Financial Freedom is not just about earning big, its
about having the time along with it to enjoy.
Are you so busy carrying your bucket that you dont have the time to build a
pipeline for you and your family
When you buy a product, with a product you get two things
i. Product value
ii. Business opportunity
Compare the Business opportunity that you are getting
What is the business of McDonalds? Their only businesses are Franchising and
Real Estate. The Food is only a By Product.
Similarly, here, product is just an incentive for this wonderful business
When you buy a share, you ideally get paper in your hand. Are you paying for
the paper? You are paying for the share value.
If you dont have time, then you need this business more than anyone else.

HOW CAN THE COMPANY PAY OUT SO MUCH?

5.

Explain the Cash-Flow diagram, if not already explained

The Company pays only on the binary system. You already know or should
know the binary system as explained in our presentation.
In traditional business, 70% of the cost of the product goes to distributors,
wholesalers, retailers, stockist and advertising agents. In network marketing,
these costs are virtually eliminated and the benefit is passed on to IRs.
Because its B2C (business to customer) business model.
WHAT IF MY NETWORK STOPS?

Why do you think so? This is NOT a chain. Explain how the Chain-Breaking
concept does not mean that your Network will break down
The business depends on YOU. YOU are the CEO of your organization and if
you are committed to achieving YOUR dreams, there is nothing stopping you
from putting someone who shares your dream down below.
YOUR
ORGANISATION IS DEPENDENT ON YOUR DOWNLINES, BUT IT IS NOT AT
THE MERCY OF YOUR DOWNLINES!
Try to add a touch of humor. What stops you from putting Atmaram on
your left and Tukkaram on your right

6.

MT FRIENDS TRIED THIS / SIMILAR KIND OF BUSINESS, BUT FAILED.

7.

Which Company plan did you / they try?

Has that particular business failed or have the individual / you failed?
What did you / they do /not do that you /they failed?
Understand that the business is NOT on trial. People have been in this
business for many years and made a lot of money. YOU are on trial and if you
are committed, there is nothing stopping you from achieving all your dreams.
IT IS A PYRAMID

8.

What do you understand about Pyramids?

Are you aware that architecturally, pyramid is the most stable of all
structures?
Do you realize that all organizations, including yours are pyramid in structure?
There is nothing wrong with a Pyramid.
For your information, what is illegal is PyramidING, which is entirely different
and is banned in all countries
What makes ANY Network Marketing company illegal is that it requires the
movement of products and/or services before anyone can earn Money.
Are you aware that the Government of India, Ministry of Consumer Affairs,
Food and Public Distribution, Department of Consumer Affairs has clarified
vide their circular dated 31 March 2003, that the Prize chits and Money
Circulation Scheme(Banning) Act, 1978 are NOT applicable to companies
dealing with the distribution of goods, including Multi-level / Network
Marketing Companies?
THIS IS A SURE WAY OF SPOILING RELATIONSHIPS

Why do you think so?

Have I spoiled my relationship with you by showing you this opportunity? In
fact, giving such a wonderful opportunity to your friend would only enhance
your relationship with him
How does enabling someone to achieve his dreams spoil relationship with that
person?
Its a white collar business
If he doesnt like the proposal, you still are friends with him. This was just a
proposal. Your friendship is beyond that.
If you speak to your friend, WITHOUT expecting him to signup, his rejection,
if it happens will not disturb you and your relationship will continue as before.
So where is the question of spoiling your relationship? Here again, YOUR
posture is of paramount importance.
When you recommend a movie that you have seen, are you spoiling your
relationship with him?
If I find a cure for AIDS, do you want me to keep quiet about it? Here, I've
found an opportunity of a lifetime. Show him the value proposition on the
products as well as the earning opportunity he is extending to his relations.

9.

I DONT HAVE COMMUNICATION SKILLS

10.

FEEL-FELT-FOUND Formula
Emphasize on the system available for teaching and training
o You have my full support till you are comfortable
o You dont have to speak to a crowd. You just speak to one person at a
time
o You will be trained. I was never comfortable till I got trained
If you are willing to catch my attitude to earn 3.74 Crores, I will help you
develop the required skills
Ask him the consequences of having bad communication skills. After he
explains, as him Can you imagine how much you are missing out in your
life? Dont you think this is a golden chance to improve it through the strong
support system and training?
Do you really think that communication skills are all that are required for
success? If you are convinced with the business and convey with conviction
from your heart, your communication will be effective. Passion, self-belief and
attitude count more than oratory skills in this business.
IT IS AN MLM (IT IS ONE OF THOSE THINGS)

11.

All of us have involved our families too.

Is that a Fact or is it your Opinion?

Why do you think this is an MLM? Let him give his Gyan. Most of the times, he
will have no clue of what he is talking about. Make him think he knows more
than you and at the end of it, explain why he is wrong!
Explain the differences between MLM and referral marketing.
o There is no Multi-Level Multi-Commission here. The commission does
not decrease as you go down.
o In MLM, you have to have direct lines forever. Here, you have only
TWO direct referrals all your life for one product
o Every month you start from 0 if you dont sell that month. In this, you
will get commissions all your life as long as your down lines are doing
the business.
o You sell a CONSUMABLE item with a LIMITED SHELF LIFE. Here, you
are selling a precious value item, with no shelf life
o You have targets, timelines quotas. Here, you dont have any of those
Tell him (as per his industry. Taking a doctor as an example here ) that if I
fracture my leg can I come to you for treatment (if he is NOT an orthopedic).
If he says NO, ask him Why not? You are a Doc! Make him understand that
just because all are Docs doesnt mean that are all the same. Its the same in
this industry also.
LET ME GET MY TWO, AND THEN I WILL JOIN

12.

Which two will believe you if you yourself are not convinced enough to join?
What will you tell them when they say that they would first find their two and
then they would join?
Its not about getting two. The fundamental question is whether you want to
earn 3.74 Crs or not. If yes, then the first step is to join. The second step is
to learn the business which includes learning the various skills necessary to
grow your business. Looking for two is like wanting to learn Math without
entering a school or wanting to open a restaurant only if people assure you
that they will patronize it or first trying to treat patients, and if you are
successful, then you do your Medicine. In short, FIRST join and then DO ALL
THAT IT TAKES to earn 3.74 Cr
IS IT LEGAL?

13.

Ask him these questions one by one

If you go to the internet and buy a product through your credit card, is it
illegal?
If the company delivers the product to your doorstep, after paying tax as well,
is it illegal to receive the product?
If we speak about this business to your friend, is it illegal?
If Company gives you a commission, that too after paying tax to the Govt
even before paying you, is it illegal? In fact, all salesmen, whether TV, Video
or ANY goods, only gets commission, not salary.
The company gives Form-16A at the end of the financial year and the
complete tax is filed at the end of the financial year. It also reflects in your
form 26 AS
Would Sir Richard Branson patronize an illegal firm ?
Could an illegal firm sponsor the world champions MCFC in EPL ?
Would Forbes Magazine feature the CEO of an illegal firm ?
WHICH OF THE ABOVE STEPS IS ILLEGAL ACCORDING TO YOU?
Would I pursue an illegal business and propose the same to you ?

IN MY PRESENT POSITION, I CANNOT SPEAK ABOUT THIS BUSINESS

Ask him whats his position that is preventing him from speaking about the
business.
If he is worried about reputation, give him examples of successful and
reputed people who are doing this business.
Explain to him that this is not some Mickey Mouse activity, but the industry
was worth more than 100 billion dollars in 2003. give him examples of all the
reputed companies that use Network Marketing to market at least some of
their products (AT&T, DELL, ORACLE, etc)
If he has a confidence problem, assure him of the support system that is
available and accessible to everyone in this business.
Explain how it does not violate his companys Conflict of Interest policy
o There is no parallel employment here
o The QNet product and service portfolio does not conflict with his
companys market share.

14.

I WILL JOIN, YOU TAKE IT FROM THERE

15.

I DO NOT HAVE ANY CONTACTS

16.

FEEL-FELT-FOUND Formula
How many people did you invite for you last family function?
How many names would you write down if I start paying Rs 100 for each
name?
Dont look for people who want to invest Rs 50000. Look for people who want
to earn 1.38 Lakhs per day.
Tell him you just have work around your circle of influence, not a large group
of people(Its a relay race)
There are ways and means to make contacts. Talk about his mobile list,
facebook friends, whatsapp groups.
I DO NOT WANT TO RUN AFTER MONEY (Greed theory)

17.

When you join, you become an INDEPENDENT Representative of the company,

not a dependent representative.
It is your business and you are the CEO of your company. So you have to
work for it
Which conventional business would you put your money and expects it to do
well on its own? The investment in this business is NOT your 50K, but your
TIME!
You are a brand ambassador of the company and you get commission for
goods sold in your network, not for just being part of the network.
Tell him we are NOT looking for people with disposable income. We are not
begging /requesting for money. We are giving YOU an opportunity. If you are
not interested in accomplishing your dreams with our support, then we are
sorry, we do not want people with no dreams and aspirations in life in the
middle of a network of positive people all working hand in hand to achieve
each others dreams.
Be polite and refuse the cheque
Prospecting and Follow up are to be done by the IR. I will help in
presentation.

FEEL-FELT-FOUND Formula
What makes you feel that this business is about running after money?
Do you know someone who needs money and who needs your help?
If money does not interest you, what is it that you need the most?
Most of the time, the real reason is something else. Ask him if he doesnt like
to work for money, tomorrow, if your employer stops paying you even a dime,
would you still go to the same office and work with the same passion? What
you are doing now is actually running after money. Through this business, you
can make money run after you. Explain how you can leverage time and effort
in the beginning and money later on through this business.
PEOPLE AT THE TOP MAKE MOST MONEY

18.

I DO NOT WANT TO EARN EASY MONEY

19.

Ask him whether he is making easy money in his current profession

Tell him that this business is SIMPLE, but NOT EASY. You need to be
committed to this business and you need to work hard to earn money. After a
while, once you have a good network of leaders, it would become little easy,
but its definitely NOT a GET RICH QUICK SCHEME.
This is like any other business. If you start a bakery or stationary shop, would
you sit at home and expect your business to make money? This is like ANY
other business.
I KNOW PEOPLE WHO DID THIS BUSINESS AND QUIT

20.

I know many people who dropped out of school or college. Does that make
school or college bad? We know may IT industries that fail. Does that make IT
industry bad? If you are a quitter, then yes, this business may not work as
well for you.
But if you are willing to do what it takes, then with full support of your
network, you can SURELY reach your dreams.
THE BUSINESS IS SATURATED

21.

Why do you feel so? FEEL-FELT-FOUND Formula

Show the cash flow diagram. Tell him In this example, the FIRST person who
would get a cheque is the person at the bottom.
Explain how a new IR can even more than those at the top based on binary
balancing.
Pyramiding and Chit funds are banned since there is no product exchange,
only money is exchanged
Give example of corporate. In them, the person below can never earn more
than the person on top. It is the fact that the top guys earn more than you,
that gives him the ability to boss over you. Here there are no bosses. All are
equal and we are a network of CEOs working together to achieve each others
dreams and hopes.

Let me ask you a question. Do you own a T.V or a refrigerator or a mobile ? If

everyone owns one, why is it that people are still buying them? Saturation is
a myth.
In fact, we have not even scratched the surface yet!
The world is not static. Population is growing. Peoples dynamics are changing
a no earlier may become a yes later.
Give reference to the book Rise of the New Professionals by Dr. Charles King
wherein he has clearly demonstrated that saturation theory is just a myth.
WHY IS IT BANNED IN SRILANKA, NEPAL AND IRAN?

22.

These three countries have some of the worst economies. The business is
doing very well in all other countries. Iran may not have a QNet office there,
but it is contributing a large business of the company.
In these countries, the currencies are not fully convertible. That is one of the
reasons why there is an India plan. Once rupee becomes fully convertible,
there would be no separate India plan. Some years back in India, we could
take just 500$ out of the country in 3 years. Now its 10,000$. So the policies
are changing.
All these countries do not have proper e-Commerce laws in place.
In Sri Lanka, import of gold in any form is not permitted. QNets current
product line is now customized for them and it has a flourishing network there
too.
Why can you see only these 3 countries out of the entire world? How come its
so successful in all other countries like UK, Singapore, Hong Kong, USA, UAE,
EU and so many more.
Did you know that the sites GOOGLE & FACEBOOK were banned in China for
some reason? Does it make them illegal? Different countries, different norms.
Like China allows direct sales in only certain sectors.
IS IT REGISTERED WITH INDIA DIRECT SELLERS ASSOCIATION?

23.

This is NOT a mandatory option

This is also NOT a Legal requirement for it to be registered.
We are registered with WFDSA (World Federation of
Associaitons)

Direct

Selling

WHAT IF THE COMPANY CLOSES ?

24.

First find if its a genuine concern or just an excuse

Establish Credibility of the company
Turnover of 267 million in the 4th year, 1 Billion USD now.
Explain the Cash flow (In and Out)
Capping of the amount
Give example of the FD
Plenty of Filters existing
Virgin Marrusia, EPL partnership etc.
I CANNOT CONVINCE ANYONE, I CANNOT SALE

Did I convince you here or did YOU get convinced yourself?

After a while of discussion on why he cant convince people, you can say, Mr.
Singh, you have REALLY CONVINCED ME that you cannot convince anyone!
You dont have to sell anything, the product value itself is an amazing value
addition to sell on its own.
A person really looking for alternate opportunities in life (beyond a job) will
automatically be fascinated by the business.

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25.

WIKIPEDIA

26.

Search for Wikipedia in Wikipedia itself. It clearly states that its a user blog
community and it is not responsible for any authenticity of the information
It is managed by a user group and presents only one side of the story. Are
you open to listen to the complete facts?
Give the complete truth : share all the positive links (sit down and show one
by one)
Be aware that QNet is not banned in any country. It does not operate
wherever Network Marketing as an industry is not allowed (Iraq/Nepal etc.)
We are very successfully operating in countries like Iran, Indonesia, Egypt,
Turkey, Sudan.
Often, third world countries do not have clear laws around NM and so there is
some disturbance. Qi Group always adheres by the law of the land in every
country.
Be aware that the CEO of the company Dato Sri Vijay Eswaran is a world
renowned celebrity today (featured in Forbes Magazine, CEO of the year
2013 award by the government of Malaysia, conferred the title of DATO).
Use the points from Is it legal objection above

GOOGLE

27.

Google presents both positive and negative stories.

Almost all of the negativity comes from two sources
o Unsuccessful people : No work, no pain, no gain.
o Media : they always want to create breaking news without presenting
both sides of the story in a neutral manner.
Share all the positive links (sit down and show one by one). Talk about all the
global laurels and associations that QNet today proudly holds.
o Sir Richard Branson and Virgin Marussia partnership
o Manchester City Football Club sponsorship in EPL
o CEO of the Year award 2013
o Forbes Magazine feature
o World Economic Forum presence
o Member of WFDSA, DSAS, DSAM
o Business Today feature
o Awards in GIBM 2012
Use the points from Is it legal & Wikipedia objections above

RECENT NOISE IN INDIA

Registered with the MCA (show on website www.mca.gov.in)

TDS, VAT, Service Tax payment on all earnings and revenue
Prize Chits and Money Circulation Scheme (Banning) Act, 1978 (PCMCS Act) is
now obsolete and needs amendment. It was drafter in 1978, at which time,
there was no Direct Sales industry in India. Amway, QNet, IDSA have all
made representations to the Government of India to amend this act.
Share all the positive links (sit down and show one by one)

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28.

IS THIS MONEY LAUNDERING

29.

No, there is no money laundering here. We are only paying commissions on

the sale of a product or service by way of referral.
This is paid from the margins which would otherwise go into marketing,
advertisement and distribution cost.
Referral programmes are quite common in the corporate world also for lateral
hiring of good talent

ARE THE PRODUCTS OVERPRICED

30.

Smile and present the data around the 4-star, 5-star properties in our QVI
bouquet. Be ready with the links.
You can also compare the QVI cost with that of Club Mahindra.
Swiss watches and Diamond jewelry is at par with the market. How about
Rolex ?
Amezcua Wellness products are exclusively marketed through QNet and there
is no cheaper comparative product in the market
HOW MUCH HAVE YOU MADE ?

Be confident, it doesnt matter how much you have made, you are on the
path to make a lot. Be honest.
o I have just started and I am very excited. You are the first one I
invited. Lets build it big together OR
o I have been in the business for 2 3 weeks/months, and have 3-4
partners. On track as per the lazy mans guide ! OR
o Been in it for a while but could not give it much time as I was busy at
office/personal life/was not sure if I am in it all the way. But now I am
taking it forward with full dedication and passion. Lets build it together
Hey, does it really matter ? You put the effort, you make money.
Share some success stories : Tobing, Aarti Dighe, Michael Ferriera, your
uplines.

FINALLY GIVE CONFIDENCE

Nothing is impossible ... if I can do it, you can do it too...
Success is a journey, not a destination
You only live once, but if you work it right, once is enough!
What is there to lose, you get an amazing product and an opportunity to
build an income in parallel
Go back to why did he come in the first place. Re-iterate the PMFs

12

I am there with you all the way, lets work it together!

Re-edify the team and the success of your mentors who will closely work for
their success as well
An amazing opportunity at such an affordable investment, both in terms of
financial requirement as well as time commitment.

BE PREPARED
Let's face it, people will ask you questions when you invite them. So be prepared to
answer them. Be sure to read and practice the responses in answering questions and
handling objections.

Do your homework, collect and study all data, facts and comparison sheets.
I will read, study and practice what I will say to prospects so that I can present the
opportunity with confidence and posture.
Once you master the art of contacting and inviting with posture, you will devour this
business.
Your purpose is to set the appointment to present or to close. Do not try to sell the
business over the phone !
Always tell the truth! There's no need to lie or exaggerate about a business this
good!

DONT TAKE REJECTIONS PERSONALLY

Always remember that a "No, Thank you" is not a personal rebuff. A waitress
pouring coffee shop might be told " No, Thanks" by one, "No More for Now" by
another. She might be told "I have plenty, Thanks" or even "I don't like coffee." but
none of these responses sends her running to the lady's room in tears because all of
her customers rejected her. And yet that is comparable to what happens to brand
New IRs. They take no, however it is said, too personally.
Have you ever gone shopping with your spouse for a saree ?
In our industry, a decline to participate in the opportunity most often means "The
timing isn't right for me now." Occasionally, it means "I don't like direct selling."
But it never means, "I don't like you."

13

Think of prospecting in QNet as a filtering process. We are merely searching for

those who would like to have what we have to offer, with a burning desire
in them.
Accepting a no is merely part of the process ...of finding those who say yes.
Measure your commitment by your actions. Your success will follow. When you are
successful, you'll find that ALL your friends are in this business.

14