The Spiral Notebook Plan (SNP):

• Will prompt you to always have a solid prospect list
• Allows you to accumulate all the prospects you will ever need
• Helps you recall names from your past experiences and life in general
• Is a powerful training and recruiting aid. You will use it to teach your new downlines how to set up and use their own Spiral Notebook.

To become the best you can be at prospecting for the kind of people you want in your organization, you must have a plan to follow. If you follow and work at this concept in detail you will without question develop a very effective and prosperous Shaklee business.

Many good things are both easy to do and easy not to do. Don't allow the simplicity of the Spiral Notebook Plan to deceive you. In order for it to work, you need to continually be adding names and then you must also be making the contacts. In other words, you need to actually use the Spiral Notebook. Of course, you can choose not to follow the SNP. Then, you can reinvent the wheel. You choose.

Spiral Notebooking works because PROSPECTS ARE EVERYWHERE AND THEY ARE FREE. Make this your mindset as you build your very exciting future.

PROSPECTS ARE EVERYWHERE AND THEY ARE FREE! When you are selling health and careers, everyone is a prospect. A Reader's Digest survey some years ago found the average American knows about 200 families.

Potential prospects include:

Friends	Neighbors	Social Circles
Relatives	Schoolmates	Professional Circles
Co-workers	Church	Customers
Acquaintances	Athletic Teams	Referrals from all the above

Other potential prospects include:

Purchased leads	Drop box leads
Leads from advertising	Casual contacts
From professional lists	A phone book
Trade show leads	Even cold call business leads

There is no shortage of prospects If there is a shortage of anything it is our own attitude and determination to contact people; our resistance to step out of our comfort zone and fight off our fear of rejection and failure.

PROSPECTS ARE EVERYWHERE AND THEY ARE FREE!
Would you like to have 100 decent prospects at all times? Who wouldn't? Follow this simple, yet powerful Spiral Notebook Plan diligently for 60 days to create a dynamic list.

You want prospecting to become part of your mindset because it will be your catalyst for building and teaching. Get you mind set on the idea you will become an expert on prospecting. Habits drive people either to success or failure. Develop the habit of building your prospecting knowledge and skill. These habits will come from your daily and weekly activities. A person with a strong mindset and good work habits WILL NOT FAIL.

As you develop your Spiral Notebook and work it, you will gain one of the biggest benefits for your growing business. You will be empowered to teach your group. You will also gain their respect and they will copy you.

Setting Up Your Notebook
Purchase your Spiral Notebook at any discount office store at a cost from $3 to $4.

When your book lies open in front of you there is a left-facing side and a right-facing side.

On the right-facing pages:

• Number down leaving 5 lines for each entry.
• That will limit you to 5 entries per page.
• Number from 1 to 200 to set up your book.
• This will take 40 pages.

On the left-facing pages:

• Leave all blank.
• The left-facing pages are for making notes as you talk with your prospects either by phone or in person.

Now fill in the names, addresses, phone numbers, e-mail address, and any other thing of note you feel is important about this person. Write down the name of every person you have ever met in your entire life. You will find that you will be living life and a name will appear in your head out of nowhere….write it down.

Start immediately
In the first few days you should have a minimum of 100 warm market prospects in your notebook. Don't delay. Get started. Start properly and think BIG. Set targets for yourself for how many prospects you will contact per day or per week. Challenge yourself to get at this immediately.

Start your sorting
You will frequently hear in your Shaklee career this is a sorting business. Start sorting now. Use a highlighter and star system to rate your prospects. Once you have done this you will have no trouble knowing who to contact next.

1 Star * These are people you are going to contact. The ones without a star will just lie dormant.

2 Stars **
You'll call these people first. These are the people you might know best, or they are closest friends. They may have already mentioned something about being open for opportunity. You may consider the two star people to be especially qualified.

3 Stars *** These people have indicated a high interest as they may have used some Shaklee products or have attended a meeting or conference call. These are your MOST WANTED. 4 Stars **** These people are the LEADERS. These people are high potential for building a highly successful Shaklee business. They have good attitudes and have good communication skills. When they tell you they will do something or be somewhere you know you can count on them.

Adding new names
As you are living your life, just doing what you do everyday, you are going to be around multitudes of people on a daily and weekly basis. Here is where your personal growth starts in prospecting. It starts when you begin doing activities you don't want to do. Believe it. Remember PROSPECTS ARE EVERYWHERE AND THEY ARE FREE. Don't think for one second you can't accomplish this.

Making Calls, doing Interviews, and Meetings! I don't know anyone in Shaklee who became highly successful without going through lots of numbers. Personally, I've had hundreds of calls, 1-on-1 appointments, presentations, and thousands of small, medium and large meetings. I put over 215,000 miles on two cars in less than four years. Was it worth it? I was told that if I worked hard for 3 to 5 years we could enjoy a very unusual lifestyle. I bought into that promise and I can say the end result is even greater than was promised.

Mike & Jo Coogan's Prospecting Story
Here is some of what Master Coordinators Mike and Joanette Coogan did to build their business. The whole point is everyone has to go through the numbers if they truly want that dream to become a reality. We want people to understand it does take work.

• Mike Coogan contacted Gail Bryant to invite her to a meeting 5 times before she attended. In just the last year, Mike and Joanette earned over $20,000 in bonus overrides from Gail's group because Mike was willing to call Gail 5 times.
• Mike and Joanette set 6 appointments with David and Heather Weiland which were all cancelled. On the 7th appointment they finally got together. The Coogan's earn over $15,000 a year from Weiland's group because they followed up 7 times.
• Joanette read a newspaper article about Cesar Pabon's leadership in the Hispanic community. Her only means of contacting Cesar was to call the Hispanic Community Center. After 6 months trying to make contact, Joanette was finally able to talk with Cesar. Mike and Joanette earn over $6,000 a year from Cesar's group because of that 6 month effort.

Gary and Faye Burke's early prospecting story
We also were willing to go through the numbers. When we started we didn't have the Spiral Notebook Plan to follow. My sponsor just told me to make a list of people I knew.

So I sat at the kitchen table and created a list of 52 people I knew and would be willing to contact. Then, with no training or suggestions about how to proceed, I started making calls. Many years later I learned Faye went into the bathroom of our small apartment during the second unsuccessful call that evening. She turned the tub on full blast to drown out my calls. I was terrible and she was just too embarrassed for me to listen. She thought I was making a fool of myself but I knew I was building a business. Not one of the 5 friends I called that evening was willing to listen. Here is where most people would have quit. I did get kind of discouraged and stopped for the evening but I didn't quit.

I went to see my sponsor the next day to tell him about my experience. He asked what I did. I told him. He said "don't do that.” That's when my training in prospecting began in earnest. He got me on a good track for making future calls. I started to understand better how this business worked. And I learned to make calls, get appointments, and make simple presentations.

I sponsored 16 people my first 30 days including my mother, sister and a few friends but not one person bought a product. I was excited about sponsoring people and just didn't know how to ask people if they would buy any products. Once again I was terrible.

I continued to attend weekly meetings to hear about the exciting future available in Shaklee. I heard from people who didn't seem to have any more potential than I did who were achieving success. I was inspired by their stories and their success and became determined to learn what they knew how to do.

Back to the 52 prospects on my list.

• I contacted 21 of the 52 people in the first couple months.
• I sponsored 13 of the 21.
• I did learn how to move products and our business started to grow.

Here's what happened with those 13 people I did sponsor into Shaklee.

• I made lots of calls and lots of contacts, some in person and some by mail,
• I did a lot of appointments for some of them.
• I did product presentations in some of their homes.
• I learned about working in-depth and sponsored many people under those 13 original members.

There were many disappointments but I tried my best to help these people grow so they could experience success. But over a period of months and a few short years the 13 we sponsored decided to be inactive or just lost their dream. They all quit.

But along the way we introduced others who were excited about a future in Shaklee. We worked hard to identify those who wanted to grow and to build lasting relationships with them. Our business was growing in spite of those who dropped out. We were growing because we continued to prospect and to focus on the fundamentals it takes to build.

In spite of our sorry beginning, the end result has been absolutely incredible. Through that original 13 people we sponsored, we found and helped develop over 70 sales leaders over a period of years. We currently earn over $18,000 a month in bonus overrides from Shaklee from those 70 sales leaders. That's over $200,000 a year which is almost half of our annual income; all as a result of sponsoring 13 people who quit.

How did we do that? That's what is possible when you work 'in-depth'. It took work to sort and sift through people to find those that wanted the Shaklee dream and then help them develop their own Shaklee business, but I can honestly tell you it has never felt like work. We have had the privilege of working with people who have big dreams and are willing to work hard to produce a wonderful future for themselves. It has been an honor.

How to Keep Your Interest in Prospecting
Whether you use a simple list like I used when I first got started, or you decide to commit to The Spiral Notebook Plan, you will find it difficult to maintain a high interest in recruiting once you stop adding new prospects to your list.

So have the mindset to keep adding new names to your list. Even if you have more names than you think you can handle continue to add names? This will help you maintain the interest level it takes for continuous growth.

There will be stretches of time where nothing will happen, you might not feel well, family issues come up, problems to solve and life just seems to happen. This happens to everyone. You just don't want this type of situation to linger around for long periods of time.

The way to fight back and win that inner war is to add new prospects to your Spiral Notebook. This will help get you back on track so you can be moving towards achieving your goals. New names equal new interest and new excitement.

Teach this Spiral Notebook Plan to everyone you can. Make sure they go to this web site, www.burkesnews.com, so they have the exact same information you are working from.