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The 12-Step Program
I sure was lucky to be in EcoQuest in 1995. That will sound like ancient
history to some folks, and maybe you can't relate. You might also say
that Joe DiMaggio was lucky to be a New York Yankee in 1941 when he
achieved his 56-game hitting streak. After I plucked that very famous
baseball factoid out of my head, guess what happened next? While
double checking my statistics, I came across the greatest, most
inspirational speech in sports history. It was made by New York Yankee
Great Lou Gehrig on the Fourth of July, 1939:
Lou Gehrig died of amyotrophic lateral sclerosis (ALS), now
known as Lou Gehrig's Disease, during the Joe DiMaggio hitting streak in
1941. That was then, and this is now; but Gehrig's advice is still
golden:
Whether you are stricken with an unlucky disease or building an EcoQuest career, count your blessings, not your challenges.
It's the best choice there is.
That's what each of us has to do...and the 2008 buffet is a particularly
good one. Some choices won't suit a particular Dealer's taste. Maybe the
Homemaker ad is not your cup of tea. Maybe the exciting new Infinity2
Compensation Plan won't light your fire. Maybe your PowerwoRx-e3
enthusiasm is dampened because the power bill at your home is not so
big. Whatever the case, each of us must find and focus on the things
that fit.
These rules will steer any serious participant on a course toward
success:
(1) Understand the Big Picture of where EcoQuest is going as a company. We have a changed face and a changed game plan in 2008. We are no longer an air purification company. Air purification is great, but it's only a part of EcoQuest. In my opinion, our future lies in building a following of 100,000 loyal users of Infinity2 nutritional products. The math is pretty exciting. 100,000 x 70 PV x 12 months = $84 million per year in Autoship business. Add another $84 million in air purification, another $84 million in Energy products, another $84 million in Commercial business, and another $84 million in International business and maybe you are looking at EcoQuest in five years. (Some of these divisions might do more or less than the amount projected, but this is a general picture of where we are going.) (2) Decide what role you want to play in the grand scheme. To achieve the above numbers, we have to get our company recruiting up to 10,000 people every month and keep it there. What role do you want to play? Can you and your group bring in 100 people per month? That would be 1% of the company's future. Some of you are capable of bringing in far more than 100 per month. Now's the time to decide. (3) By paying attention, become reasonably well aware of the programs that are available. No one masters it all. Check out this valuable material that was contributed by Master Manager Barry Durbin. (4) Do something! Doing NOTHING is a bad choice...and yet it's a choice many people elect.
To build a successful group, go after people who are capable of
understanding the Big Picture...
(5) Expose your people to the biggest possible picture. Send them a copy of this email! (6) Get your people to envision where they can fit in. If this can't be done, get new people. In the final analysis, it only takes 8 to 12 serious first level Leg Leaders (and a hundred or so serious sub-leaders). (7) Point your people to a wide variety of resources. They will not all be alike. (8) Inspire your people using many devices [personal example, meetings, company functions, the use of upline role models, conference calls, websites, etc.]! (9) Do all you can to see that the effects of these steps cascade down through your group.
This all presupposes that...
(10) You are the right person. The biggest part of this step is the decision to be bigger, better, more persistent, and more determined than you have ever been before. (11) And it presupposes that "Eventually the right people will emerge in your group."
If all these steps are taken, millions of dollars of success will lie
ahead. And one more thing...
(12) Do these things long enough and faithfully enough to insure that each step will take hold. It is an enormous advantage to be working in a Boom Year. 2008 is certainly that.
An empire can be built through the application of these steps. I started
in 1995 and my commitment to this program has never wavered. I have
never lost sight of the Big Picture, not for a minute.
While sorting through some old files, my housekeeper came across a
Manager printout from 1996. In my 17th month there were 71 Managers (how
big will your group be 17 months from today?). Nine were first
levels. I was not quite a Master. The bonus check was around $55,000
that month (wouldn't this be nice?). But even with
all that success it was still not a cake walk. Of those 71 Managers,
48 are no longer with me.
This trend has held constant, and you will see the same trend in any industry if you analyze the turnover of junior executives. Over the 13 years I've been in EcoQuest, two-thirds of my Managers have been transient. After a few months or a few years, for many varied reasons, they stopped performing as Sales Managers.
Had I focused on the losses in 1996, maybe I'd have only a small
business now. But I focused on the 23 Managers who had stayed with me.
Those leaders—and new ones that were added—have
created over 800 new Managers in the intervening years. Lose 48—gain
800. I can live with that.
The system has survived ... The Big Picture has come true ... The system works.
In 2008, circumstances are right for another positive and explosive time of growth for our company. I'm asking all who read this to focus as much as you can on the Big Picture and less on smaller issues. If you know where you are going in the bigger sense, the little things somehow fall into place and problems somehow are solved. This is a good company. If you have a bad day or a painful problem, don't let the stresses of that day or that issue get you down.
I've been in your shoes. There have been amazing times, good times, and
stressful times. I have sweated lots of bullets. I have lived through
lucky days and unlucky days—lots of each. But my initial focus was on
day 1,000, not on day 60! Later, my focus was on day 3,000. Now it is on
day 6,000. You must follow this same path. Always aim your dreams out
into the future.
To get to each successive "future," you must refuse to allow anything to
defeat you.
I urge you to work these Twelve Steps. They are WINNING STEPS.
Sincerely and enthusiastically,
Bob Giddens, Presidential Master Manager
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