Donna Abels laughs when she says she recruited herself, but it's basically true. As a pastor's wife and mother of three, she wanted to find work that would help her pay college expenses and be home for her family.

"I became familiar with the technology in 1997 and was very impressed," says Donna, a Coordinating Manager from Fort Wayne, Indiana. "It cleared up a chemical problem in my home very, very quickly. I started to inquire about how I could become a part of the company."

Donna was acquainted with Jane Gillen, so that's where she went first. "Jane came from out of state to sign me up! I was nervous about signing up because I had financed a Fast Start Pack and had no background in sales. I just believed in the product."

Donna started with cold calls. "I just put the machines in my car and would not let myself come home until I had talked to 15 people," she says. "I went to beauty salons, vets, real estate offices, car dealers, and doctor's offices. I offered the free trial. Here's what I realized: I needed a way to get good referrals from satisfied customers. Otherwise, cold calling was taking way too much time."

Two knock-out tools

"I realized that when I got a referral, the unit was practically sold by the time I got there, so I had to get a lot of those," says Donna. "I started working on a referral program. It took me months to develop it with scripts and that sort of thing."

In her system, Donna includes a survey with suggested performance tests with each free trial. Completion of the survey will earn the potential customer an incentive--a free Focus. Supplying seven referrals can earn a cash incentive. Follow up calls are important as well.

"If used correctly and consistently, my program produces economic high-quality leads indefinitely," she says.

From the first week in her new business, Donna also began to compile a presentation book for her customers. With the help of her husband, Roger, Donna's presentation guide grew into a logical, step-by-step progression explaining the problem of indoor air pollution and the solutions offered by Vollara products. She included colorful graphics, outside product endorsements, and explanations on how the products work with their features and benefits.

"These two tools have helped me tremendously," she says. "I have so many referrals I could never get through them all. And I started recruiting from my customer base."

The Two D's--Duplication and Diversification

Donna's referral system and presentations are uncomplicated and easily duplicated. In fact, her process is well known among Vollara people. She has presented her strategies online and at company training events.

Diversification is another key aspect to Donna's business. "I try to do my business with a variety of marketing strategies," she says. Besides cold- and warm-calling, "I have placed some classified ads in the paper and worked the local market." Now Donna is working with an Internet lead program. "I'm fishing from many ponds!"

Rich blessings

Donna credits much of her success to perseverance. "I think the thing that really helped me be successful was that I never considered giving up or quitting," she says. "If there was a challenge I would figure out how to get around it or move it or dig under it or get help."

She also believes that the quality of Vollara--from its people to its philosophy to its products--has enriched her life and her business. "This is the best opportunity I can ever imagine. It's been such a blessing in our lives. Because of this business we were able to help three children through college. We were able to pay off our home 18 years early. When we went to the bank and tore up that mortgage, I just sat there and cried. We never would have been able to afford a new car. We've gone on trips and cruises, and we've finished funding our retirement."

Donna says Vollara took the financial pressure off her family and has given her many precious friends. "My husband and I thank God for this company every day!"