Tanaaz Kothari

Introductiony Summit, not training y Participants are cross section of performers who are like minded y Objective is to share and get inspired y Guest speakers to provide their perspective and share a few new concepts

Backgroundy Tk joined end 2006 y Grew partners to 1600 year 1 endy She thought it was good but could have done much

more y Today Geneology 40,000 y Max 300 UV s / week [Rs. 3.5L / week]

Visiony Why are we in this business?y Time and Money Freedom

y All of us need to set retirement date

TKs date is 2 years from now y Other goals y Own home purchase from QNET earning y Having a truly Global team y In 4-5 years, investment should take care of our lifestyle y No QNET money to be used only interest from investmentsy

Broad rules / guidelinesy Allow people to work at their pace, else they will quit y Different LCM Rule 3 applies here y Different HCF Need to push at right pace y Do not discuss cheques with each other since this may be de-motivating for some y Follow uplines decisions with complete faith- execution will demonstrate correctness of this decision y A successful upline is one who builds leaders

Primary / secondary /Potential marketsy Easier to lean on people in TKs team rather than those from other core leaders y Create your own brandingy Upline will promote you but you must do it too

y Remember Berzis formula of success; likeability quotienty [Personal likeability X Personal Credibility X Company

Credibility] X Exposure [plans shown] = SUCCESS

Primary Marketsy Mumbai

: Pari / Asha y Pune : Arnaz, TK y Bangalore : Ram / Binod y Delhi : Eldho / Manish y UAE : Sanjiv / Ben / Prem

Secondary Marketsy Hyderabad y Muscat, Oman

: Rahul Rastogi : Dr. Sujeet

Potential Marketsy Kolkata y y y y y y y

: Subhojyoti Doha, Qatar : Akash Poland : Prem Ahmedabad : Narendra Goa : Brian [Manish] Surat : Chandrakant [Urmila] Jaipur : Manoj Sharma Ajmer : Dheeraj

Potential Markets .. Contd.y Udaipur y Bhopal y Finland y Lagos y Chennai y Patna y Dahanu y UK y Lucknow

: Gaurav : Prashant Mishra : Nikhil [Ram Singh] : Tope / Jay [Ben] : Prasad, Rynel [Binod / Pari] : Praveen : Govel :Anu : Ram Singh

Opening markets : Guidelinesy Do not open unless you can / are willing support y One Berzis / Sanjiv enough to start market y Helping crosslines is good for the market y Must nott mis-use a persons presence in a market, yet must help each other

Edification points to remembery Passion y Drama y From the heart y Confidence y Interesting / Refreshing y Love

Eidho Thomasy Overcame phenomenon of no upline systemy Stuck to the system y Determination, persistence

Waited over a year for cheques y Attended system persistently y Finally bore fruits of labour y Sought out upline proactively y Pushes team to events including VCON y Devised USD 120 incentive for 3 sign ups for bonanzay

Manish Bhansaliy Set objectives / goals first, then figure out execution y Be shameless [like the beggar] in worky Specifically as regards showing plans y Follow the beggars example and not get dejected but

rejections y Counsel with your upline always y While talking to your prospect y Understand what is in his/her mind always y While using credit card will think of when money will come back

y When a person signs upy Ask why s/he is doing so, because we dont want to

fool anyone y Then ask What happens if you dont get it back? I ask because I value the Rs.1L more than you! y If s/he says I want it, ask How much? y Then ask: How much time will you be able to give me to help you?

y When a person signs up.contd.y Do you want me to be hard or soft on you?

Obtain right to trespass y You will be dealing with people of all ages / cultures so it is good to establish his early on y When you push for participation / work on events, it will be simplery

y Remember investments vs returns returns more important y Targets should not be debated / discussed- discuss only how to achieve them y Remember beggar story always y Attain goal at ANY cost y First lead by example, then ensure that downlines follow y 4-5 plans a week

y You should solve all downlines issues / problems promptly y You should have tremendous love for your leaders y Your leaders are your biggest asset they should be your main focus always y Monitor right upto the last IR ..in your network y Ensure no communication gap y Practice duplication and leverage downlinesto communicate right through to the newest IR

y Follow 90:10 rule for prioritisationy Stop commutation with 10% but dont spoil relation y Introspect where did we go wrong with these 10%

y Carve out roles for each person doing the business y Get info on all people attending the system/training, this is how you keep tabs on the IRs y Doodh biscuit story Rule 3 every day!

Every nighty What do I need to improve? y What do my leaders need to do to improve? y How do we get more UVs? y Who are the people ready for training y How do I align leaders y Revisit downlines dreams

y Get full confidence of your team and leaders y Treat them as close family y Hit them hard right in the beginningy Show the mirror

y Dont limit yourself y Think outside the box y No UV s business y No bio disc type business

y Be stiff with IR s and ask them if they really want to earn y Market QVI y Encourage QVI trainings, identify QVI experts y Encourage variety of people in your team y See genealogy often- spots gaps y Relationship with leaders most important y Be in constant touch with IR s / downline y Be ready to work like a coolie and live life like a Prince

Malkolm Desaiy Doing the right thing is a difficult decision y Pain in the short run, gain in the long run y Prospecting sleeping IR s of other teams is wrong y Fine line between business and personal things y What you do at home and in business should be same y What we give, we get y Over time, some of us lose enjoying the business y If you enjoy yourself in what you do, you will never work a day in your life!

y Our business requires patience, time and persistence y Make new IR s read P&P post sign up y Also make them signy Ethical Marketing form y Self commitment form

y Ethics is about commonsense y Sphere of Silence is a really important tool

Arti Dighey UV generation Year 1y Focused on 18 people y Got circle of influence to sign up y Found interested people to work/joiny y

Those interested to learn Team members of same demographic may head for a clash y E.g. Art of Living team stopped!

y Difficult to move someone who is in a low phase to a high phase y Events, Training and Upline can do this y Work with peoples highs cash in on these phases y Arti refreshed the 18 leaders viay Working on mindset [Personal] y Working on Vision [Growth]

y Networking is one of the only businesses where ordinary people achieve extraordinary results

y IR s who perform but do not come for trainingy Create energy / counsel to get them to the system y A lot of systme training is actually unforgettable and

not replicable y Cannot recapture magic in individual training y Give IR s lead in training / events y They will feel more involved and will get their downlines involved too y Created 11 stallions in one year! y Should not hurry to give leadership tagy

y How much should you run after / nurture people?y When the persons success seems more important to

him than than to you, then you can leave him y Towards the end, Arti was able to do this with her people y Frog story slowly turn on fire vs dropped in fire. Networkers sometimes are in the second situation, and the jolt is good for them

y A natural phenomenon for leaders with ambition and pride is to break away and leave with their own teams go their own way y Whatever happens is for their good and the good of the business y When people are independent and mature, their progress is rapid y You can then start a NEW set of people y You must learn to handle all kinds of people

y If you are the best in the networking world, you can give them the best! y You have to create more YOUsy Be in the top 30 list y Have a responsible position in upline / parent team y Be an ambassador of the Industry y Upgrade your lifestyle so people can see what is

waiting for them y Create benchmarksy

y You have to create more YOUsy Be seen to have more time for yourself y Live in the world of abundance y Benchmark lifestyle upgradations y Never stop dreaming big y Finally, strategically retire

Financial Planningy Get someone to plan your money y Earn money off your money y Expenses breakup:y 30-40% will be business expenses y Some lifestyle changes y Rest yours

y Value add to core teamy Target setting y Plugging in to the plan [and deciding this]

For a geography, for e.g. y Planning 80%: 20% [or 90:10]y

y Initial signing upy Never pre judge

82 year old Grand Mother story Arti agreed to show plan to her, who called her two daughters, and one of them was TK! y Never deprive yourself of an upline y The longer you take to do the business the more you lose posture with your team / prospectsy

Benstan Stepheny Bought expensive car and bore EMIs through QNET business y Post getting this car, those who said no looked at him in different light. He used to keep the Porsche key on the table for maximum impact y What he has now, he has dreamt about earlier y Does Mauna everyday for 1 -11/2 hoursy Visualises his genealogy, visualises performers as part

of his team. Living this dream, it materialises soony

y Link between visualising and actually achieving these dreams proven time again with him y No wonder he has 200 dreams! And big ones y You need to spend time visualising the dream, then you will be able to CREATE it y Have to upgrade lifestyle to be brand ambassadory By seeing this live upgrade example, sign up rate

increased to 70% y Never think about HOW the dream is going to be achieved

y Guidelines for practicing SOSy Buy CD y Ideal time : 0445-0545 hours y Path of dutyy y y y y

Non QNET Office / business work QNET Family Money Journal

y Path of duty.contd.y

y y

Self affirmation y Your branding / personality Thank you letter to your God Ask what you want y Seek answers to your challenges y Do not interfere with the HOW process y Ask and wait to receive y Dont doubt

Binod Panday Dream, then enjoy executing your dream y If the will is strong, it will work out y Did not face too many rejectionsy Many of those who did not join, joined after 1-11/2

years y Rebuilt name list periodically y Used alumni meets y Get yourself to be brand ambassador go take a QVI holiday!

y Focus on QVI y Make business interesting, do things differently y Use Power of Association concept welly Leaders, teams, helplines

y Truly global businessy Used WEBEX well y Possible to sign up without meeting y Understand what people want and offer that in the

presentation

y Truly global business.y Crisp presentation y Humorous presentation y Periodically through WEBEX presentation ask

questions to confirm comprehension y Do objection and handling upto registration same call long call!y

Ram Singhy Heightened activity, with unbelievable passion! y Direct approach : Rs. 3-4 cr with Rs. 1 L investment y Mass sign ups y Showed 11 plans a day y Signed up circle of influence y Used Power of Association concept welly Helped build Mumbai, Bangalore, Delhi, Hyderabad

y Did farming despite pace of work

Dev Wadhwani: RELATIONSHIPSy Invest in relationships y He does take anything for granted in current INFINITI structurey Runs all decisions with other core leaders

y Genuine relationship building in ISB y A genuine relationship is like an insurance policyy Helps overcome issues in team y Earn big money y Helps retain partners

y Relationships two way y Current INFINITI model a good example of relationships y Keeps team together y Dev changed over the 5 years in the business y Relationships should be strongy Within your tree y With cross lines

y Will always get indirect benefits from relationships even with cross lines

y Even for Dev first 5 months had no serious activityy Then tried business his own way y Despite no luck, did not give up

y Need to talk differently withy Sleeping IR s y Switched on IR s

y New IR s are like childreny Need constant follow up y Patience while dealing with them

CHAMPIONS AND JOURNEYMEN PROSy Two types of IR sy Champion [Federer, playing for title] y Journeyman Pro [professional, competes knowing he

cannot win y Fight for the inches not the yards y Non- millionaire approach y Many of us happy with a cheque a week [Journeyman Pro] y Some of us also happy with product sales/biodisc approach

y A champion lights up the room as s/he enters y The champion also gives a kick in the pants to lift the team! y Fight for the crumbs y All slumps are temporary y Prospect needs to see the $mn in your eyesy 100% of the time y For 4 years

y Those who are in the business for 8-10 yearsy Their teams will collapse if they quit

y Journeymen Pros treat QNET as a joby But dont quit on them, because they may change!

y People are at different stagesy Those of us who are not ready for big title playy y

Tell upline Dont worry, you will still be nurtured!

NEW STRUCTUREy The Marine Corps

10 30 ACT48 UV/week [L1] UV/week [L2] y If you want to be effective dont look beyond L1 y If 3 people are L1, then you are L2 y If you are not L2 you are Work in progress y6 6 180 UV 180 UV

y2

y Four stages of the businessy Getting partners y Retaining partners y Building Team y Building teams below teams

y Cannot build foundation which is not strong y Leaders need to change not only externally and in terms of activity, but also internally

LEADERSHIP CAMP y LDC y 6 months in business y 8 direct references y Should have reached L1 at least 3 weeks y Should have 10 IR s at system

y CTC [earlier TTT]y 6 months in the business y 10 Direct references y L1 at least 4 times y System attendance of 20 IR s

y CTC ..contd.y Need to be a coach 100% y Must have qualities to be a coach y Pathmans Caddy

Show vieo and intermittently pause and share experience / explain y Mentorship program y How to get people switched on y Viewing videos together y Doing dream list with them y Just like supervising childreny

y ISBy 12 months in the business y 12 Direct references y L2 at least 2 weeks y System attendance of 30 IR s y Should have attended 1 VCON

y Above metrics are good benchmarks for your teams to pull up their socksy Get out if laziness y Reset their goals upline should push them to

achieve y Once above metrics are achived, maxout in 4 years y Best practices for your teams to take them to the next level y This does not undermine importance of teams which do not achieve these metrics

y Build solid organisation with following valuesy Good behaviour y Right attitude y Desired practices

y Run 52 100 metre sprints y Watchoutsy

XMAS and coming January y People tend to slack off

Sanjiv MehrotraDEVELOPING OVERSEAS OUTSTATION MARKETS y Why overseas markets? y De Risk y Negative publicity that could happen anytime y Expansion, just like in normal corporates y Go out of your comfort zone and open markets y Need to invest first in the market else you will not make the money y All of us should open at least 1 market, ideally 3

y Tips for choosing marketsy Have friends in the market y Your team has friends in the market y Where there is a system

Leverage INFINITI Systems y Or build a system y Or look at market the V is looking at y Your belief will bend everything once you want to do something!y

y Frequent visits from your upline y At least 6 visits by you in the first year y TRIP 1y Plans, Sign up 2 people, WELCOME, SYSTEM

y TRIP 2y Help IR s sign more people y 7 days at least y Pick up/ Identify people with potential y Get ownership y Begin Vcells

y TRIP 3y Full day BTC y Align with cities SYSTEM y Begin tracking # of people attending system

BERZIS IRANIy Sign up happens because of belief in friends y Positive strokes to partners criticaly Genuine feelings required!

y You will constantly battle doubt and belief, sometimes your downlines y Takes a lot of belief for a person to quit a well paying job y Two critical thingsy Investting in relationships y Belief

y Sometimes your downline will give you the belief y VCON ideal to increase belief y While opening marketsy Takes layers and layers of leadership to sustain a

market y 7-10 days on each visit to be spent in country y He and Sanjiv work in tandem works very well

CROSS LINE [NOT CROSS LINING!] WITHIN TKS TEAMy Brief from TK:y Is this a good business decision? What should be dos

and donts? What are the pitfalls to be avoided? y Eldho: Best of the biz. Owe lot to system, especially when I was without an upline y Ram: Useful for ecards y Sanjiv: Historically, at the V level, cross line activity has worked brilliantly

y Prem: QNET biz is a cross line biz because there are indirect benefits of people joining up y Leena: Concept of cross line support enhance belief in his partner Akash [UAE] y Arnaz: Familarity breeds contempt sometimes. There needs to be protocol spelt out y Binod: Sometimes cross line activity can lead to issues, especially if a team is not growing .Of course this reflects on the leader. You only see nice side of the person, when someone is a cross line [you get mainly the gain, not the pain]

y Ben: should encourage cross lines y Pari: Needs maturity to use cross lines. y Sunil: Still a good thing for the business. Needs maturity and our leaders need to imbibe incremental traits to command respect form their own team members y Ben: Paris team needs to bond wtih Pari, so that she is perceived similar to Ben / Binod. In fact she should be elevated/ edified, so that this happens quickly y TK: Edification is best for cross line activity y Berzis: Cross line support outside TKs team cannot be taken for granted. Can this be fixed?

y Sanaaya/Urmila: Sometimes cross line discuss details like cheques etc which leads to problems y TK: What have ou done to deserve the support in other location? Names are entry points, but need to build relationships, enable downlines to capitalise on the relationship y Ayesha: Should pro-actively develop relationship y Ben: Need to ensure cross lines behaviour does not affect my image y Manish: Dependency or Interdependency?

y Sanjiv: Give, give, give, give more, then the Universe will give you! Cross line is the medium. Reciprocal relationship, no keeping count. y Gover: Need to have protocol for crossline interaction. At our level it is ok, but this is essentials for our downlines y Supriya: Cross line is a superb thing, but we should not take them for granted y TK: In case of conflict, take a call in favour of where there is a relationship y Ben: Who ever calls first should get attention first

y Sanjiv: Use WEBEX to show plans, use cross line to close y TK: Never de-edify anyone in front of cross line / downline. AMWAY has zero tolerance to cross line interaction, but QNET exactly the opposite. Avoid downline attending cross line Vsell if you are going to discuss targets, cheques, etc. y Sanjiv: Encourage e sell! Also do counselling to ensure no diffidence / negative thoughts on leadership

TKPLANNING / MARKETING AN EVENT y Lifeblood of our business y Makes IR s see the big picture y Need to become great event planners to be BIG y When you hear there is an event what do you do? First say how many tickets you want, then get them [distribut across downlines]. GRAB the seats y Content of an event is not important! Getting people together to feel the energy is key. You can MAXOUT from LCM trainings on 8BB, Motivational talks, etc!

y Of course you need L1 s. y Content needs to be filled in later, once the theme is finalised y So whats important? Focus on creating energy for event. Build up excitement and make it exclusive! Dont tell them agenda. The person walking into the room with energy will do the trick! Also, remember it works both ways the audience energises the speaker! y VCON is excellently marketing. They sold it during the Rule 3 event.

y Put the buzz out for your event that a big leader is coming. y Events are great for switching on IR s y Cost of an event has nothing to do with Pricingy Affordability [QSP] y Perception [packaging to justify pricing]

y Repeat only the LCM part of the leadership summit with your downlines y Each of you to take onus of ONE event with at least 20 attendees

MAXOUT/ FLUSHOUTWeek 47 48 49 50 51 52 UV s Left 50 80 120 182 180 60 UV s Right 2000 100 90 70 72 60 70-90 50 80 120 180 60 90 Flushed out Encashment Comment 1:6 Desirable

y Explain maxout / flushout later, not in the beginning y Show own plans y Credit of no use to you y Talk about people y Never ignore strong or weak leg

Encashment leg Week 49 21 Week 21 Week Retire RYTHM 200 30

Power leg 170 200 200 Counsel 6 ppl Have this vision for 6 ppl 20 L1, Monitor 6 L2 s

y The longer you take to retire the more you lose posture with your prospects / IR sy 2-4 years from the time you take the business

seriously y Set yourself a timeline y When you flush out you can open inner leg y You can do a comeback with new team on inner leg

Sanjiv Mehrotra: His planMission statement y To add value to my team by coachin, empowering and inspiring them and help support my core team mates to build their solid organisations with earnings, growth and increased leverage, duplication and activities

CORE TEAM y Ram y Binod y Sunil y Pari y Eldho y Ben y Prem y My job is to see that they MAXOUT, I am an enabler, as long as they want it!

y Category A markets [50 CUV/week]y Bangalore / Dubai

y Category B markets [30 CUV/week]y Mumbai / Delhi

y Category C markets [12 CUV/week]y Hyderabad

y Category D markets [6 CUV/week]y Kolkata / Muscat

y Category E markets [3 CUV/week]y Finland / Lucknow / Ahmedabad

y Business Developmenty Morocco y Egypt y Nigeria y Poland y Jaipur

Quarter 1 2 3 4

CUV Target 140/week 180 /week 200 / week 240 /week

Rs. 5.7 cr 7.3 cr 8.2 cr 9.2 cr

Event QSP Presenter s camp CTC [earlier TTT] Achiever s nite Family Fun nite Leadership Camp Grooming school Core team meet System and V cell

Frequency Monthly Monthly / Fortnightly Quarterly Quarterly Monthly Bi-annually Daily Weekly Weekly

y All participants of Leadership Summit to send in CITY SPECIFIC calendars for training programs y Remember, peer to peer recognition most efficacious

SACHIN GUPTAs SCHEDULEy QSPy Ahmedabad: Feb 6, 2011 y Delhi: Feb 20, 2011 y Mumbai: Dec 18-19, 2010 and April 8-9, 2011 y Delhi: May 1

y LDLy March 4-8, 2011

y CTCy March 22-23, 2011 and April 30-May 1, 2011

y ISBy March , 20111 in Turkey