Leadership Summit December 10/11

Tanaaz Kothari

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

Background
Tk joined end 2006 Grew partners to 1600 year 1 end She thought it was good but could have done much more Today Geneology 40,000 Max 300 UV s / week [Rs. 3.5L / week]

Vision
Why are we in this business? Time and Money Freedom All of us need to set retirement date TKs date is 2 years from now Other goals Own home purchase from QNET earning Having a truly Global team In 4-5 years, investment should take care of our lifestyle No QNET money to be used only interest from investments

Broad rules / guidelines

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

Primary / secondary /Potential markets

Easier to lean on people in TKs team rather than those from other core leaders Create your own branding Upline will promote you but you must do it too Remember Berzis formula of success; likeability quotient [Personal likeability X Personal Credibility X Company Credibility] X Exposure [plans shown] = SUCCESS

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

Secondary Markets
Hyderabad Muscat, Oman : Rahul Rastogi : Dr. Sujeet

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

Potential Markets .. Contd.

Udaipur Bhopal Finland Lagos Chennai Patna Dahanu UK Lucknow : Gaurav : Prashant Mishra : Nikhil [Ram Singh] : Tope / Jay [Ben] : Prasad, Rynel [Binod / Pari] : Praveen : Govel :Anu : Ram Singh

Opening markets : Guidelines

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

Edification points to remember

Passion Drama From the heart Confidence Interesting / Refreshing Love

Eidho Thomas
Overcame phenomenon of no upline system Stuck to the system Determination, persistence Waited over a year for cheques Attended system persistently Finally bore fruits of labour Sought out upline proactively Pushes team to events including VCON Devised USD 120 incentive for 3 sign ups for bonanza

Manish Bhansali
Set objectives / goals first, then figure out execution Be shameless [like the beggar] in work Specifically as regards showing plans Follow the beggars example and not get dejected but rejections Counsel with your upline always While talking to your prospect Understand what is in his/her mind always While using credit card will think of when money will come back

When a person signs up Ask why s/he is doing so, because we dont want to fool anyone Then ask What happens if you dont get it back? I ask because I value the Rs.1L more than you! If s/he says I want it, ask How much? Then ask: How much time will you be able to give me to help you?

When a person signs up.contd. Do you want me to be hard or soft on you? Obtain right to trespass You will be dealing with people of all ages / cultures so it is good to establish his early on When you push for participation / work on events, it will be simpler

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

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

Follow 90:10 rule for prioritisation Stop commutation with 10% but dont spoil relation Introspect where did we go wrong with these 10% Carve out roles for each person doing the business Get info on all people attending the system/training, this is how you keep tabs on the IRs Doodh biscuit story Rule 3 every day!

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

Get full confidence of your team and leaders Treat them as close family Hit them hard right in the beginning Show the mirror Dont limit yourself Think outside the box No UV s business No bio disc type business

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

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

Our business requires patience, time and persistence Make new IR s read P&P post sign up Also make them sign Ethical Marketing form Self commitment form Ethics is about commonsense Sphere of Silence is a really important tool

Arti Dighe
UV generation Year 1 Focused on 18 people Got circle of influence to sign up Found interested people to work/join Those interested to learn Team members of same demographic may head for a clash E.g. Art of Living team stopped!

Difficult to move someone who is in a low phase to a high phase Events, Training and Upline can do this Work with peoples highs cash in on these phases Arti refreshed the 18 leaders via Working on mindset [Personal] Working on Vision [Growth] Networking is one of the only businesses where ordinary people achieve extraordinary results

IR s who perform but do not come for training Create energy / counsel to get them to the system A lot of systme training is actually unforgettable and not replicable Cannot recapture magic in individual training Give IR s lead in training / events They will feel more involved and will get their downlines involved too Created 11 stallions in one year! Should not hurry to give leadership tag

How much should you run after / nurture people? When the persons success seems more important to him than than to you, then you can leave him Towards the end, Arti was able to do this with her people Frog story slowly turn on fire vs dropped in fire. Networkers sometimes are in the second situation, and the jolt is good for them

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

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

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

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

Value add to core team Target setting Plugging in to the plan [and deciding this] For a geography, for e.g. Planning 80%: 20% [or 90:10]

Initial signing up 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! Never deprive yourself of an upline The longer you take to do the business the more you lose posture with your team / prospects

Benstan Stephen
Bought expensive car and bore EMIs through QNET business 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 What he has now, he has dreamt about earlier Does Mauna everyday for 1 -11/2 hours Visualises his genealogy, visualises performers as part of his team. Living this dream, it materialises soon

Link between visualising and actually achieving these dreams proven time again with him No wonder he has 200 dreams! And big ones You need to spend time visualising the dream, then you will be able to CREATE it Have to upgrade lifestyle to be brand ambassador By seeing this live upgrade example, sign up rate increased to 70% Never think about HOW the dream is going to be achieved

Guidelines for practicing SOS Buy CD Ideal time : 0445-0545 hours Path of duty Non QNET Office / business work QNET Family Money Journal

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

Binod Panda
Dream, then enjoy executing your dream If the will is strong, it will work out Did not face too many rejections Many of those who did not join, joined after 1-11/2 years Rebuilt name list periodically Used alumni meets Get yourself to be brand ambassador go take a QVI holiday!

Focus on QVI Make business interesting, do things differently Use Power of Association concept well Leaders, teams, helplines Truly global business Used WEBEX well Possible to sign up without meeting Understand what people want and offer that in the presentation

Truly global business. Crisp presentation Humorous presentation Periodically through WEBEX presentation ask questions to confirm comprehension Do objection and handling upto registration same call long call!

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

Dev Wadhwani: RELATIONSHIPS

Invest in relationships He does take anything for granted in current INFINITI structure Runs all decisions with other core leaders Genuine relationship building in ISB A genuine relationship is like an insurance policy Helps overcome issues in team Earn big money Helps retain partners

Relationships two way Current INFINITI model a good example of relationships Keeps team together Dev changed over the 5 years in the business Relationships should be strong Within your tree With cross lines Will always get indirect benefits from relationships even with cross lines

Even for Dev first 5 months had no serious activity Then tried business his own way Despite no luck, did not give up Need to talk differently with Sleeping IR s Switched on IR s New IR s are like children Need constant follow up Patience while dealing with them

CHAMPIONS AND JOURNEYMEN PROS

Two types of IR s Champion [Federer, playing for title] Journeyman Pro [professional, competes knowing he cannot win Fight for the inches not the yards Non- millionaire approach Many of us happy with a cheque a week [Journeyman Pro] Some of us also happy with product sales/biodisc approach

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

Those who are in the business for 8-10 years Their teams will collapse if they quit Journeymen Pros treat QNET as a job But dont quit on them, because they may change! People are at different stages Those of us who are not ready for big title play Tell upline Dont worry, you will still be nurtured!

NEW STRUCTURE
The Marine Corps 2 10 30 ACT48 UV/week [L1] UV/week [L2] If you want to be effective dont look beyond L1 If 3 people are L1, then you are L2 If you are not L2 you are Work in progress 6 6 180 UV 180 UV

Four stages of the business Getting partners Retaining partners Building Team Building teams below teams Cannot build foundation which is not strong Leaders need to change not only externally and in terms of activity, but also internally

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

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

CTC ..contd.
Need to be a coach 100% Must have qualities to be a coach Pathmans Caddy Show vieo and intermittently pause and share experience / explain Mentorship program How to get people switched on Viewing videos together Doing dream list with them Just like supervising children

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

Above metrics are good benchmarks for your teams to pull up their socks Get out if laziness Reset their goals upline should push them to achieve Once above metrics are achived, maxout in 4 years Best practices for your teams to take them to the next level This does not undermine importance of teams which do not achieve these metrics

Build solid organisation with following values Good behaviour Right attitude Desired practices Run 52 100 metre sprints Watchouts XMAS and coming January People tend to slack off

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

Tips for choosing markets Have friends in the market Your team has friends in the market Where there is a system Leverage INFINITI Systems Or build a system Or look at market the V is looking at Your belief will bend everything once you want to do something!

Frequent visits from your upline At least 6 visits by you in the first year TRIP 1 Plans, Sign up 2 people, WELCOME, SYSTEM TRIP 2 Help IR s sign more people 7 days at least Pick up/ Identify people with potential Get ownership Begin Vcells

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

BERZIS IRANI
Sign up happens because of belief in friends Positive strokes to partners critical Genuine feelings required! You will constantly battle doubt and belief, sometimes your downlines Takes a lot of belief for a person to quit a well paying job Two critical things Investting in relationships Belief

Sometimes your downline will give you the belief VCON ideal to increase belief While opening markets Takes layers and layers of leadership to sustain a market 7-10 days on each visit to be spent in country He and Sanjiv work in tandem works very well

CROSS LINE [NOT CROSS LINING!] WITHIN TKS TEAM

Brief from TK: Is this a good business decision? What should be dos and donts? What are the pitfalls to be avoided? Eldho: Best of the biz. Owe lot to system, especially when I was without an upline Ram: Useful for ecards Sanjiv: Historically, at the V level, cross line activity has worked brilliantly

Prem: QNET biz is a cross line biz because there are indirect benefits of people joining up Leena: Concept of cross line support enhance belief in his partner Akash [UAE] Arnaz: Familarity breeds contempt sometimes. There needs to be protocol spelt out 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]

Ben: should encourage cross lines Pari: Needs maturity to use cross lines. 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 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 TK: Edification is best for cross line activity Berzis: Cross line support outside TKs team cannot be taken for granted. Can this be fixed?

Sanaaya/Urmila: Sometimes cross line discuss details like cheques etc which leads to problems 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 Ayesha: Should pro-actively develop relationship Ben: Need to ensure cross lines behaviour does not affect my image Manish: Dependency or Interdependency?

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

Sanjiv: Use WEBEX to show plans, use cross line to close 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. Sanjiv: Encourage e sell! Also do counselling to ensure no diffidence / negative thoughts on leadership

TK
PLANNING / MARKETING AN EVENT Lifeblood of our business Makes IR s see the big picture Need to become great event planners to be BIG 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 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!

Of course you need L1 s. Content needs to be filled in later, once the theme is finalised 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! VCON is excellently marketing. They sold it during the Rule 3 event.

Put the buzz out for your event that a big leader is coming. Events are great for switching on IR s Cost of an event has nothing to do with Pricing Affordability [QSP] Perception [packaging to justify pricing] Repeat only the LCM part of the leadership summit with your downlines Each of you to take onus of ONE event with at least 20 attendees

MAXOUT/ FLUSHOUT

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

The longer you take to retire the more you lose posture with your prospects / IR s 2-4 years from the time you take the business seriously Set yourself a timeline When you flush out you can open inner leg You can do a comeback with new team on inner leg

Sanjiv Mehrotra: His plan

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

Category A markets [50 CUV/week] Bangalore / Dubai Category B markets [30 CUV/week] Mumbai / Delhi Category C markets [12 CUV/week] Hyderabad Category D markets [6 CUV/week] Kolkata / Muscat Category E markets [3 CUV/week] Finland / Lucknow / Ahmedabad

Business Development Morocco Egypt Nigeria Poland Jaipur

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

SACHIN GUPTAs SCHEDULE

QSP Ahmedabad: Feb 6, 2011 Delhi: Feb 20, 2011 Mumbai: Dec 18-19, 2010 and April 8-9, 2011 Delhi: May 1 LDL March 4-8, 2011 CTC March 22-23, 2011 and April 30-May 1, 2011 ISB March , 20111 in Turkey