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September 1999


Reviews and Recommends

On This Rock
By Peggy Long

On This Rock I've had the pleasure of being marginally connected to the process of this book's creation, so to see it finally in print and available to everyone is a great joy.

Peggy "Like a Rock" Long, as she calls herself, named this book to reference the attitude with which she approaches her life and her Network Marketing business: On this rock I stand, and, World, YOU will adjust. I recommend this book to anyone who thinks that resolve would make a difference in their own business.

The content of this book is advanced. While I in no way want to dissuade beginners from picking up the book, be aware that this isn't one that focuses on the basics. To me, that makes it all the better-- there are plenty of books already out there that do that, and Peggy's style makes On This Rock accessible to anyone. There are just not enough books that look at the issues of this business in real depth. Duplication, for instance-- I'd be hard-pressed to name you many books that I think actually teach this in any kind of detail. Peggy's does, though. She also has some of the best material on effective coaching and partnership I've found anywhere, and her insights into developing leaders and your own personal leadership are some of the most subtle and practical.

For a small taste of what the book has to offer (and oh so small-- it's a serious and dense read!):

If someone is stuck and their belief level is low, I have a series of questions that I ask them to answer honestly, openly and simply. Remember it is always necessary to get permission to intervene and coach. Here are the questions I ask. Simply lead them through the process--it absolutely works.

1. What are you feeling right now? They might say, "I'm really feeling upset. I'm really feeling put upon. I'm feeling burned out."

2. Where do you feel it in your body? Our bodies always tell us what is going on. Take time to read your body. "I feel it in my head or my head is spinning or my heart is beating real fast or I'm kicking all the time or I'm talking real fast."

3. What is your body telling you? "My body is saying I need to slow down. I have to let this issue go or my body will just speed up more."

4. What do you dislike about what is happening to you? (Not the story, not the bad product, not the change in the compensation plan--what do you dislike that is happening to you?) "My belief is down. I'm unsure of where to go next."

5. What are you tolerating? "I'm tolerating what other people are telling me. I'm tolerating the gossip I'm listening to." Whoever gossips to you will gossip about you.

6. What are you settling for? "I'm settling for staying where I am, rather than doing what it takes to get over it, to get through it, to get under it." They need to get clear about what they are settling for and what price they're paying.

7. What do you want instead, what are you committed to? You'll know they're beginning to get unstuck now because they talk about possibility, which will bring them back on purpose. What do you want instead? What are you committed to? I'm committed to getting unstuck. I'm committed, if someone jumps out of my team or out of our company, to not let it affect me.

They begin to express what really matters. The words are coming out of their mouth. I am not telling them, I'm drawing them out. In fact, the Latin origin of educate means to draw out--we are really in the business of education for Network Marketing, personal leadership, contribution, integrity and courage.

8. What will you do differently to have what you've said you are committed to? The person you are coaching will have the answers and know the next step to take for herself. "If someone calls and starts being negative, I'm going to say, `Please stop. I'm not going to listen to this. If you continue to be negative, I'm not going to listen. I'll hang up.'"

9. What do you need to take that next step to get you back on the path of productivity, back on your path of purpose, back on your path of contribution? You need to re-ground your people until they know how to do it for themselves. It is critical to have them communicate why they have chosen to do this business. If you solve the problem for them, you are not empowering them. By asking these questions without story, without drama, without history, without circumstances, they realize they're capable .

10. What kind of support (or what do you need) to take your next step? Perhaps they need a phone number for the home office, or the product department, or the return department. Perhaps they need a tracking number. Perhaps they need to talk to someone else who might be a part of that particular problem. The important thing is the commitment to their next step.

At this point in the process, they are jazzed up, because they know they have solved this themselves. As a leader, they are getting stronger and clearer.

11. Is there anything else I can do for you at this time? I have never had anyone say yes to this question. They have the monkey off their back, and you have not taken it onto yours. They have reclaimed their personal power and focus, and you have not lost yours in the process.

The final and critical part is acknowledgment. This is not complimenting them on what they did, but recognizing who they are being. "I respect you for your commitment to solve this yourself, while staying open to coaching. That shows me you are a great leader. I'm proud to have a person of your caliber on my team."

This clearing process, with others on your team solving their own issues, is a necessary step in developing leaders of leaders. After you have done this process a few times with someone, they will be able to duplicate it with people they are coaching. You are out of the loop, becoming non-essential--a sure sign of leadership and residual income!

Enjoy the book! Network Marketing Newsletter
By Scott Loescher

If you use the internet on a daily basis, this new e-newsletter is one you'll want to sign up for. Each day, sends you a serious tip, though short enough to be the kind of thing you'll actually read online. Every couple of weeks they feature a different Networking leader who shares advice. The quality is high, and while it will be repetitive for the better-read among you, it's a great daily reminder to build your business. Below is an example of one of the messages.

TODAY: The "one key question"
Featuring: Bob Burg

You've begun to establish a nice rapport with your new prospect. You are focusing on him or her, as opposed to you and your products or opportunity, as most distributors do. This person is starting to feel good about you. Now it's time for the "one key question." Here it is: "Mary, how can I know if someone I speaking with would be a good prospect for you?"

What have we accomplished by asking that question? Two things. First, you've continued to establish yourself as being different from all others they meet who are in business, who only seem to want to know, "How can you help me?" People might not come right out and say that, but isn't that what they imply when they hand the person ten business cards, telling them to "keep one for yourself and give the rest to your closest friends"?

Instead, you are letting them know that your interest is in helping them. And that is always acceptable to a person so long as you are, and come off as, sincere. Secondly, since you are asking for help in identifying her prospects, she will gladly supply you with an answer. And the fact is, nothing builds trust and credibility with a prospect than actually referring business to them whenever possible.


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Reprinted with permission from Upline, Reviews - September 1999, 888-UPLINE-1,