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Focus Mag 08 05 06
1. focus
A N A C T I V E L I F E S T Y L E M A G A Z I N E
M AY J UNE 2008
O
O
ne Dreamer.
ne Realist.
Marking
the Remarkable.
10 Tips for
Leading your Team
TO SUCCESS
(SEE PAGE 08)
SPONSORS:
Go from So-So,
TO SUPERB!
(SEE PAGE 06)
STARTING FROM SCRATCH
in a New City
(SEE PAGE 14)
2008 ANNUAL EVENT
IN ATLANTIC CITY:
For Qualifying Details,
Visit your Online Business Center
2. Âź
SET THE
Pace
There has never been a better time
to expand your Immunotec business.
Whatever your Immunotec goals,
this popular day of training can help
turn those goals into reality.
Join Regional Sales Directors
and local leaders for a full day
of success training. We will share
the simple Immunotec system
and explore strategies that will
help you develop your business
faster than ever before!
UPCOM
ING DAT
May 31
: E
Indiana
polis, IN
John Frederick Dr. Jimmy Gutman
Eastern U.S. Immunotecâs Resident
Regional Director Medical Expert
focus
A N A C T I V E L I F E S T Y L E M A G A Z I N E
FOR MORE INFORMATION ON PRODUCTS OR SERVICES
DESCRIBED IN THIS MAGAZINE, PLEASE CONTACT:
FOCUS Immunotecâs bonded cysteine dietary supplement is available
is published by Immunotec Inc. in the U.S. as ImmunocalÂź and in Canada as HMS 90Âź.
Editor: Mary Politis
ImmunocalÂź, HMS 90Âź, PNT 200Âź, PrycenaÂź,
Contributing Editor: Janice Scrim Immunotec Inc, and the Immunotec logo
www.immunotec.com are registered trademarks of Immunotec Inc.
Publications Mail Agreement No. 40052703
Return undeliverable Canadian addresses to
Immunotec Inc.
300 Joseph Carrier
Printed in Canada Vaudreuil-Dorion, Quebec J7V 5V5
The content published in Focus magazine is not intended The statements made throughout this issue have not been
to replace the advice of your healthcare professional. evaluated by the FDA or Health and Welfare Canada. The
Publications Mail Agreement No. 40052703 products are not intended to diagnose, cure, prevent or treat
300 Joseph Carrier, Vaudreuil-Dorion, QC J7V 5V5 any disease.
Item #0000574
3. Message from the Editor Table of Contents
Does your profession deïŹne you? What do you FEATURES
say when people ask what you do for a living? 02 MĂLANIE CHARRON
Do you reply âEntrepreneurâ? No single term & MAI NGUYEN â
can really deïŹne us; we are a fusion of qualities, A BUDDING BUSINESS &
A FLOURISHING FRIENDSHIP
morals, beliefs, past experiences, hobbies, and
relationships. We are a dynamic species that needs 05 MARKETING MANIA
to evolve in order to grow.
06 SPONSORS:
It has been said that the deïŹnition of a successful GO FROM SO-SO, TO SUPERB!
by MANON COURCHESNE
person is one that has the power to positively
change and inïŹuence peopleâs lives. In this issue, 08 LEAD YOUR TEAM TO SUCCESS
you will meet some incredible Distributor teams by JOHN FREDERICK
with their own recipes for success. Upon reading 10 IMMUNOTEC SPONSORS
their stories, one common message will spring to SPECIAL OLYMPICS
the surface â they have all found something that by KATHRYN STEPHENS
they love to do and are getting paid to do it. That
12 IMMUNOCAL/HMS 90:
golden thread that binds their relationship, be it WHEY ABOVE THE REST
friends, sisters, brothers, or spouses also helps by DR. JIMMY GUTMAN
them thrive in their businesses.
14 DISTRIBUTORSâ CORNER
Read Dr. Jimmy Gutmanâs article on page 12 as he delves into whey protein, and its beneïŹts
15 INDUSTRY NEWS
and the fundamental importance of research within our industry. And take a couple of
minutes to ïŹll out our marketing survey on page 17. 16 BUSINESS BEAT
Mark your agenda: September 12 - 14 in Atlantic City! Our annual event entitled âAchieving 17 MESSAGE FROM THE PRESIDENT
Now... more than everâ will be packed with business-building tools, training, and new 18 KAREN CULHNO & KIM ABRON â
product launches that you wonât want to miss. The qualiïŹcation period has begun and will TO MY SISTERâS SUCCESS
run from May 1 to July 31 â keep accumulating those points to qualify for the Gold or
20 WAYNE & HOLLIS HOLLOWAY â
Platinum package. TWO BROTHERS SET OUT
TO SOW THE SEEDS TO SUCCESS
One ïŹnal thought. As you continue to build your business, remember that life only demands
from you the strength that you already possess. I look forward to hearing about your 22 NATHANIEL & LAURA McCALLUM â
promotions to the next rank. LIFE PARTNERS,
BUSINESS PARTNERS:
BUIDING IT BIG!
24 RECOGNITION
Mary Politis
Editor
Cover page photography: Richard Mayoff
02 18 20 22
5. âWhether we are supporting
new Distributors or learning
new training skills together, itâs
important that we unite as a
group, we learn as a group, and
we recognize achievement
as a group.â
7. Marketing
Mania
Mary Politis
Director of Marketing
In our continual effort to develop new products and
improve existing ones, we are conducting a survey
to get your feedback on our ïŹagship products,
Immunocal/HMS 90 and Immunocal Platinum. You
will find a copy of this same survey in your
Business Center, under the Product Resources tab, where
we invite you to ïŹll it in and submit your comments.
Your feedback is important to us, so please take a
couple of minutes to provide us with this valuable
product information.
1. How many of your customers are currently taking: 4. On average, how many Immunocal/HMS 90
Immunocal/HMS 90 Immunocal Platinum pouches do your customers take a day?
1-10 1 4
11-20 2 5+
21-50 3
51-100
5. On average, how do your customers prepare their
101-250
Immunocal or Immunocal Platinum?
251+
Random shaker cup
2. What percentage of your customers are: Immunotec shaker cup
Male _____% Female _____% Stirred in a glass with a fork or spoon
0 - 12 yrs _____% Immunotec mixer
13 - 18 yrs _____% In food (i.e. yogurt, applesauce, smoothie etc)
19 - 25 yrs _____% Other, please specify ____________________
26 - 40 yrs _____%
6. Please rate Immunocal & Immunocal Platinum
41 - 50 yrs _____%
on the following features/attributes:
51 - 64 yrs _____%
Excellent Good Average Needs
65 - 74 yrs _____% Improvement
75 yrs + _____% Cost
3. In your opinion, who is most likely to purchase Size
the following products? Check all that apply. Count
per box
Immunocal/ Immunocal
HMS 90 Platinum Quality
Health conscious people Convenience
Somewhat healthy people Design of
packaging
Athletes and/or
bodybuilders Research
People with health issues 7. If you could make one change to Immunocal,
Senior citizens (65 years+) what would it be?
People with speciïŹc health
challenges or diseases 8. If you could make one change to
Other ________________ Immunocal Platinum, what would it be?
Focus 05
8. âFeedback and encouragement
Regional Directors
are the prime motivators of success.â
SPONSORS:
Go from So-So,
to
Superb!
Manon Courchesne
Regional Sales Director, Eastern Canada Division
As they say, successful sponsorship is the result of a process, rather than a random event. Once
youâve sponsored, itâs not the end of the job, but rather the beginning!
E Everything you do to support your downline can be
summarized in this idea: I succeed by helping others succeed!
By partnering with your new Distributors and showing
them how to prospect, recruit, train and develop other
If your new Distributor is eager to build his Immunotec
business and makes himself available to learn more, then
work on a plan with him to achieve his ïŹrst important step:
going Silver.
Distributors, their business grows and so does yours. Showing others how to do what you do is an ongoing
process. Taking the time to model best practices provides
Understand that you cannot grow your business with
you with many opportunities to communicate, build
Prospecting and Recruiting alone⊠you need Training
relationships, and train your new Distributors.
and Developing also. Why?
We have found that great Sponsors, who personally embrace
P.R. = Brings new Distributors to your ongoing learning and training through role modeling,
Immunotec business perform more successfully and more often meet their goals
T.D. = Develops Distributors and dreams.
and supports duplication Take the time to model your best practices for your new
Distributors in order to develop an ongoing relationship
Get Distributors INCLUDED quickly! as mentor and coach, and to ensure that the industryâs best
Get Distributors TRAINED quickly! practices are spread throughout all of the Distributors in
Get Distributors PAID quickly! your other generations. How?
Qualify their Goals and Time Training and coaching are two ways you can help your
Discuss how much money they want to earn in their ïŹrst Distributors acquire the knowledge, skills, and work habits
month, in three months, in six months, in a year and even they need to reach their goals.
ïŹve years from now.
Whatâs the Difference between Training and Coaching?
Discuss their commitment: how bad do they want/need When you train, you are educating on speciïŹc knowledge or
it? How much time per week are they willing to commit skills, such as packaging your story, 3-way calling, asking for
to building their business? referrals, following-up, prospecting, recruiting and more.
06 Focus
9. Good training is more than presenting information in a to ride a bicycle without falling at least a couple of times.
lecture format. Training can also occur while conducting Scraped elbows and knees are a necessary part of the
your personal business. learning process. Parents help the process along by providing
If the topic is a skill, explain it and then model or show the encouragement. âLearning to ride a bicycle simply by studying
Distributor how to do it. Then, encourage the Distributor a manual â even a very good manual that describes the
to practice the skill with you. trial-and-error process is basically impossible.â The same is
true in our business, on the battleïŹeld, or on the playing ïŹeld.
If the topic is a concept or knowledge, explain the
Feedback and encouragement are the prime motivators of
information and ask questions to ensure that s/he
success. Without adequate feedback you will not be able to
understands you, for example:
fully develop the professional capacity of your team.
âDoes that make sense?â
âWhat questions can I answer for you?â Be the Leader You Are Looking For.
Come from a position of strength and leadership. Donât
When you coach, you help Distributors apply what has been build for them. Build with them! Lead by example! Now
taught, and help them stay on track to reach their set goals.
is the time to build leadership in your organization toward
In the book, Formula 2 + 2, by Douglas B. Allen and
, the Annual Event. Embrace the Immunotec system and get
Dwight W. Allen, it says that itâs almost impossib to learn
impossible your Distributors off to a fast start every time!
All You Need to Know
about Immunocal Platinum.
a
Now at the Reduced Price of $2.50.
Order your copies while quantities last!
Focus 07
10. âBuild the strengths of each team member
Regional Directors
and your team becomes stronger.â
Lead your Team
to
John Frederick
Success
Regional Sales Director, Eastern U.S Division
Whether you are an Executive Diamond Distributor or just starting out with your ïŹrst few
recruits, youâre a leader. As you develop your team toward success youâll likely recall and imitate
the leaders you have been around throughout your life. Good leadership is important for success;
frankly itâs nearly impossible to experience success without someone somewhere exhibiting
good leadership skills.
G1
Good leaders are always looking to improve their leadership
skills. Here are 10 tips for leading your team to success!
Communicate clear goals.
Itâs important that goals be reasonable but not
6 Spend time with performers.
Work with team members who are willing to take
direction and action. If you develop others to be
better and stronger, your team will grow.
necessarily easy to achieve. Connect your team to the
action steps that will enable your goals to be achieved
and youâll have a high performance team.
7 Roll up your sleeves.
How you spend your time sends a strong message.
If the leader stops working, the team wonât be far
behind. You have great influence on the success
2 Appreciate each individualâs contribution.
Everyone who contributes to the teamâs success is
of others.
important! Team members will stay connected to the
team if they are appreciated. 8 Acknowledge effort and positive action.
When you give praise for effort, the effort will be
repeated. Repeated effort will accomplish results.
3 Always have a positive attitude.
Itâs easy to captain a ship in calm seas; it takes leadership
Results will fulïŹll goals!
to help your team through a challenge. Donât get off
track when something goes wrong or problems arise. 9 Do what you say.
Donât make commitments you canât keep. Your team
is counting on you.
4 Focus on each personâs strengths.
Build the strengths of each team member and your
team becomes stronger. Embrace the diversity of 10 Communicate the success of your team.
Let everyone know when positive action is taken and
skills and enable each team member to ïŹnd their own results are achieved. Itâs encouraging to hear good
unique standing. news, and no news in this case is bad news.
5 Listen carefully.
Thereâs a big difference between really understanding
and just knowing what was said. Try and put yourself
Find an organization that is developing leaders and youâll
ïŹnd a successful and growing organization. Take every
opportunity you can to exhibit good leadership and watch
into the situation your team member is describing. your team grow!
08 Focus
11. Visit y
BUSIN our ONLIN
fo r f u E S S C E N T E
ll even E
t d et a R
ils!
IMMUNOTECâS ANNUAL EVENT
ENT
T
Atlantic City, New Jersey⊠September 12 to 14, 2008
e place is Atlantic City. e time is now! e reason is you!
is one weekend will give you the clarity, the conïŹdence, the training and tools to achieveâŠ
NOW MORE THAN EVER!
Delegate Package: $175 CAD/USD How to Accumulate Points to
(Must be purchased by all attendees)
With the Delegate Package, youâre invited to the Welcome Qualify for an Enhanced Package:
Reception on Friday night, business meetings on Saturday and
Sunday, as well as breakfast and lunch on both days. ACTIVITY POINT VALUE
Sponsor a new customer with a minimum
1 POINT
order of 100 PV
Enhance Your Delegate Package by
qualifying for one of two exciting packages! Sponsor a new ImmunoDirect
customer with a minimum order 2 POINTS
(See Choices 1 and 2) of 100 PV
QualiïŹcation Period: May 1 - July 31, 2008
Sponsor a new Investor Distributor 4 POINTS
Enhanced QualiïŹcation Packages Sponsor a new Venture Distributor 10 POINTS
20 POINTS
Choice 1
Gold Package (60 points) Promote to Silver, Gold, Diamond or
per
Enjoy FREE hotel accommodations and Executive Diamond promotion§
entry to the Gala Awards evening for you
and your spouse! Personally-enrolled Distributor promotes§
20 POINTS
(silver or higher)
OR
Promotion§ of Distributors on
Platinum Package your second and third levels by NEW! 5 POINTS
Choice 2
(100 points for 1 person, sponsorship (silver or higher)
§
140 points for 2 people) Legs that are used for promotion must be
Enjoy FREEairfare*,
hotel accommodations, personally-sponsored.
and entry to the Gala Awards evening!
Purchase a Delegate Package in May,
earn 5 points towards a qualifying package!
(maximum 5 points per distributorship)
VIP Cocktail Party
e top ïŹve qualiïŹers at each rank** along with all
Presidentâs Circle qualiïŹers will be invited to attend a
VIP cocktail party with President and CEO Jim Northrop.
**Minimum rank of Venture; rank is determined on start of
the QualiïŹcation Period.
*Airfare includes round trip economy-class airfare from a major airport near the qualiïŹerâs
place of business as determined by Immunotec. It also includes ground transportation
Gala Awards between the event and the airport. QualiïŹers must have all required travel documents
(e.g. valid passport) prior to departure. Travel route and transportation will be arranged
For $100 you can join us at the Gala Awards evening without by Immunotec at its sole discretion. Distributors who qualify for airfare must ïŹnalize their
travel arrangements with Immunotec in writing no later than the end of the day Friday,
qualifying with a packageâ . August 22, 2008.
â Space at the Gala Awards evening is limited; qualiïŹers
will get priority seating. Packages available for purchase only Âź
as space permits.
12. Immunotec Sponsors
Special Olympics
Special
Olympics
Kathryn Stephens
Director, Public Relations and Special Events
Imagine the moment. It is bitter cold and the enormous ïŹakes of snow that are swirling around
your head make your cheeks tingle as they land. The air around you is electric with the sounds of
the cheering crowd, and while the noise is deafening, you can still pick out your motherâs voice
above all the others. And then the anthem begins, and you lower your head to receive the golden
medal that will forever remind you that on this day, you competed, and you were the very best.
A Achievement is always sweet, but perhaps more so when
the life you face on a daily basis includes the extra
challenges that come with an intellectual disability. So, it
is with particular pride that Immunotec participated as a
sponsor in Special Olympics 2008 National Games,
held recently in historic Quebec City. As
outïŹtter for the Law Enforcement Torch Run,
Immunotecâs logo and branding got
outstanding exposure as a team of forty-ïŹve
police ofïŹcers from across Canada raised
awareness for Special Olympics.
Special Olympics has been âenriching
the lives of individuals with an intellectual
disability through sportâ since its beginnings
in Soldiersâ Field in Chicago in 1968. Today over
2.5 million people in 180 countries around the world
participate in the games. Multiply that number by all of the
coaches, volunteers and family members that are touched
by the organization and you will begin to understand the
global reach of Special Olympics.
Organizers of this yearâs Torch Run wanted to make the
Final Leg an unforgettable event for both the participants
10 Focus
14. e Doctors
Immunocal/HMS 90:
Whey Above
Jimmy Gutman, MD
So often we are asked how Immunocal/HMS 90 ïŹts into the world of dairy science and whey
proteins. Letâs examine this rapidly expanding ïŹeld and see how these products are truly unique.
M Many milk derivatives and whey products exist on the
marketplace for health-conscious individuals. These
products are extremely variable in their protein content,
their concentration, the amount of denaturization
negligible fat and lactose per serving. Whereas whey protein
âconcentratesâ usually contain between 70-85% protein
with signiïŹcant levels of fats, lactose, and often many toxins
that accompany these. It contains sub-families of proteins
(damage to the original protein structure), the actual types with the highest levels of glutathione precursors (building
of proteins present, and other factors which play important blocks) available. The unique way that Immunotec extracts
these proteins intact (undenatured) in their natural form
roles in the effectiveness of the product (see sidebar).
accounts for our ability to deliver high levels of cystine and
Immunocal is a protein isolate. Whey protein âisolatesâ are cysteine to the cell. It was Dr. Bounous who ïŹrst described
of the purist form, being between 90-98% protein with the importance of keeping these fragile proteins. These
12 Focus
15. Whey Protein
âThe ïŹeld of natural health care products will
only truly advance if it is based in real research
Variables
and quality control. Use the products that are
legitimately proven and patented to be effective.â
the Rest
techniques are not employed by other manufacturers whose products
have been seriously degraded by the time they reach your body. Notice
that you will generally not ïŹnd warnings against heating other proteins,
because they are most often already seriously broken down.
During the manufacturing process, both the fat and lactose content
are removed. This allows even the most lactose-intolerant individual
to consume our product safely. For those rare people who have a true
allergy to milk proteins, it must be noted that up to 80% of these people
are allergic to the protein called âcaseineâ. Caseine is not a protein
that we desire as a glutathione precursor and the amount found in CONCENTRATION OF PROTEIN
Immunocal is in the range of 1-2%. Isolate = 90%+ concentrate = 70-90%
Of critical importance is the biological activity associated with the
proteins involved. The vast majority of whey proteins are not tested TYPES OF PROTEIN
for this factor. The research most of these companies use as âscientiïŹc Glutathione precursors vs. caseine
referencesâ for their product are in fact done by Dr. Bounous and his
team toward the development of Immunocal. Whether any of these DEGREE OF DENATURIZATION
products actually work or not has been anybodyâs guess because they Immunocal proteins not broken up
have not withstood the test of real research. Dr. Wulf Dröge has picked
up the torch and has taken Immunocal research to previously unforeseen FAT CONTENT
heights, demonstrating the effectiveness of Immunotecâs whey protein Immunocal âfat-freeâ
technology in most highly regarded scientiïŹc journals.
The ïŹeld of natural healthcare products will only truly advance if it is LACTOSE CONTENT
based on real research and quality control. Use the products that are Immunocal âlactose-freeâ
legitimately proven and patented to be effective. Be comfortable that you
and your clients are taking advantage of the highest quality supplements BIOAVAILABILITY
available to ensure health and longevity. The old adage âyou get what Very high in Immunocal
you pay forâ holds true in this realm as well. Skimping on your health
and physical and mental performance is not recommended. BIOLOGICAL ACTIVITY
My approach to evaluating a natural product is akin to how a real estate Very high in Immunocal
agent evaluates a property. The only difference is that the agent uses the
motto âLocation, location, locationâ â I stand by âResearch, research TOXIN LOAD
and research!â. Immunocal/HMS 90 is the only whey product that Immunocal far below industry standards
fulïŹlls all of these criteria.
ANTIBIOTIC LOAD
Immunocal will reject if antibiotics present
Focus 13
16. Distributorsâ Corner
News & Info
Welcome to Distributorsâ Corner, a section of the magazine where new Distributors look to veteran
Distributors for business advice and guidance. Do you have questions about your Immunotec
business? Ever wonder what the best way to approach a new prospect is, or what the best follow-up
procedures are? Ask some of our ïŹeld leaders, who have achieved Gold level and above, and have
gained solid business experience and a proven track record of success.
QQ: Susan Hartman, an Investor Distributor from Ontario
asks: âIâm a new Distributor and Iâve just moved to a new city.
Iâve joined a couple of local community centers, but am
having trouble meeting people. What are some creative ways
Q
Q: Dona Tignall, an Investor Distributor from Georgia
asks: âIn addition to three-way calls, my team also practices
telephone conference calls where over twenty people can
be on the line at the same time. It has been very successful.
that might help me make new contacts and build my business?â What are some other technological tools that allow you to
AA: Patricia Busch, a Gold Distributor from New Jersey
answers: âDear Susan, I can certainly understand your
challenge in getting oriented in a new place, however, this
contact and converse with many people at the same time?â
A
A: Bruno Landry, a Gold Distributor from Quebec
answers: âDear Dona, technological advancement is
situation actually has a big plus side! You now have the amazing, isnât it?! I believe very strongly in three-way
advantage of being the new kid on the block! Use this! Tell calling; as far as Iâm concerned, itâs our most important
everybody that comes within three feet of you that you business tool! I always recommend doing a three-way call
are new to the area and you will soon see most people will with a new Distributor, especially while following the same
love reaching out to you. Ask for their advice on places to PowerPoint presentation; itâs professional, and itâs also very
shop, things to see, and youâll soon ïŹnd an opportune time visual. I have also started incorporating web meetings into
to lead the conversation to what you do for a living. My our platform â and they are equally beneïŹcial! There are
advice is to take advantage of your situation and watch the many companies which specialize in this kind of virtual
positive effect it can have on starting a business! meeting that can have 2, 10, 20 or 30 people listening to
the same business opportunity presentation or training
My next suggestion would be to do the obvious. Look
seminar. My Sponsor as well as my downline love this new
for groups of like-minded people that you can join. It
way of keeping connected, especially since most of us are
sounds like you are already starting to do this. Find out
part-timers and have very busy schedules. We often use
what business people do in the area and do it also! Your
web meetings to do business and product training. They are
local Chamber of Commerce or other similar networking
very efïŹcient, little time is lost, and we can attend from the
groups are ideal places to start. Look for places to establish
comfort of our own homes! Itâs also very duplicatable, and
real relationships. Be willing to volunteer and be helpful and
what we like to call a real home business! Good luck!
youâll ïŹnd lots of contacts, and maybe even a new friend!
Send your questions to Janice Scrim at jscrim@immunotec.com
Your Success Guide is going to be your most important and they will be directed to one of our ïŹeld leaders and could
business tool. Step 3, âTalk to Peopleâ, found on pages 10-16, be featured in one of our upcoming Focus editions.
is full of concise examples on what to say and how to say
it. Start practicing your skills so that some of this new
language rolls right off your tongue. âWho do you know?â
will soon become your favorite question!
And remember, you are not alone! You are in business for
yourself, but not by yourself! You have a Sponsor and an
upline, and there is always somebody who can help you get
started successfully. Find these people, use their knowledge,
and youâll be off and running before you know it. This is a
team! Welcome aboard!â
14 Focus
17. Industry News
The Direct Selling Association (DSA) has been successful in
its arguments that a proposed Federal Trade Commission
(FTC) rule, known as the âBusiness Opportunity Ruleâ that
would have essentially forced American sellers of a business
opportunity to wait seven days before signing-up a new
prospect, was too broad in its scope and would
have disadvantaged legitimate direct sales and
multilevel marketing companies.
Originally designed to protect consumers from bogus
business opportunities, requirements of the new rule would
have included forcing sellers of a business opportunity to
make certain disclosures and would have required a seven-day
waiting period before a prospective buyer could sign a
contract. The rule caused real concern for business-building
Distributors who saw it as an unnecessary impediment to
organizational growth.
Imagine the scenario: the Distributor plans a business
opportunity meeting, books a hotel room, invests time and
money in promoting the event, trains his team to make
presentations, gets a great turn-out and a very positive
response to his sell. Members of the audience are asked if they
would like to sign up as Distributors and ten enthusiastic
individuals raise their hands. The air is electric as the
meeting leader says: âTerriïŹc! Iâll call you in a week and
weâll ïŹnalize the paperwork.â Drop off rate? SigniïŹcant.
In its statement, the FTC allowed that âthe burdens (of
the initial rule) that would be imposed upon legitimate
business operations would not appear to be justiïŹed by
possible beneïŹts to consumers.â Legitimate direct selling
companies, such as DSA member organizations, will
now be exempted from the revised rule. Joseph Mariano,
DSA Executive Vice President, pledges to continue to monitor
developments and work with both member companies and
the FTC until the process reaches a conclusion.
Immunotec President Jim Northrop received news of
the revision with satisfaction. A former Chairman of the
DSA Board of Directors, Northrop is a strong supporter
of the associationâs advocacy role. âI am glad to hear that
Immunotec Distributors will not be disadvantaged by
an over-zealous regulation and that the DSA has been Immunotecâs commitment to ethical
successful in its lobbying efforts on their behalf,â he said.
âImmunotecâs commitment to ethical business practices business practices and superior customer
and superior customer service are cornerstones of our
service are cornerstones of our success.
success. Add in our excellent products and you have an
offering that is extremely beneïŹcial for consumers.â
Focus 15
18. Business Beat
News & Info
John Frederick
Regional Sales Director, Eastern U.S Division
WORKING THROUGH PRICE OBJECTIONS There are many reasons why customers object to a price,
Anyone who represents a product line will come across here are a few:
customers who express concern over the price of a product. 1. Customers often donât understand the value of our
As Distributors of Immunotec products you want to be products, and therefore donât really know what a good
ready to help potential customers if they are concerned price would be.
about our price. 2. Customers may not have a reference point since they do
not shop for our product line. They know when gasoline
or milk prices are too high, but have no comparisons to
make with Immunocal/HMS 90.
3. Itâs all a game. You might call it a hobby. Some customers
just love to negotiate. In some cases they are just testing
you to see if you want to play the negotiating game.
Here are some tips on working through price objections:
1
1. Validate the objection, but donât apologize or act
uncomfortable. Our product line is truly remarkable
and well worth it.
âI understand your concern about our price, Iâve been
able to help quite a few customers understand the value of
Immunocalâ.
2
2. Ask questions to gain understanding. You will need to
know more before you offer a solution.
âDo you know of any similar products that perform like ours?â
âHow much do you think our product should cost?â
3
3. Offer a solution that will help change the customerâs
perspective. Give the customer some comparables and
help them see why our products are the better choice.
âOur product will cost a couple dollars per day to improve
and maintain your immune system, how much is that worth
to you? Since Immunocal is food for your immune system
you should consider our product as part of your familyâs
nutritional (food) budget.â
How does Immunocal compare with:
Fast food
Cup of specialty coffee
Bag of chips
2 soft drinks
âHow much is it worth to you to improve your immune
system and reduce the risk of illness for you and your family?â
4
4. Ask for the purchase again. Once youâve helped the
customer understand the value of our product ask again
if they are ready to get started.
16 Focus
19. âI look forward to the opportunity to
bring the Immunotec family together to
recognize accomplishment, learn from
our collective experience, announce some
Message exciting developments, and have fun.â
from the President
Teamwork is the overriding theme of this monthâs Focus and,
in my experience, teamwork is the core element to successfully
growing our kind of business. The essence of teamwork is to
have everyone âsinging off the same song sheet.â That is, having
a clear and consistent set of objectives and a straightforward plan
to achieve those objectives.
Together, we have a huge opportunity to grow the Immunotec
business during the next months and years⊠this enterprise
literally has the potential to be a $500 million company in
North America, with even greater opportunity internationally. In
order for us to achieve that goal, we need to capture the hearts
and minds of many, many more Distributors, showing them how
to use Immunotec as a vehicle to achieve their dreams and goals.
This requires all of us to educate them about our simple success
system, which will allow them not only to succeed themselves,
but also to readily show others how to succeed. Immunotecâs
success structure includes the Success Guide, Leadership Schools,
and Set the Pace events. Those who are following the system
and are actively engaging in sponsoring events on a local basis
are experiencing growth exceeding 20% this year. I would urge
everyone to embrace this simple approach, recognizing that this
is a âface to faceâ business where we can sponsor many people
who are looking for ways to enhance their life, both in terms of
wellness and wealth.
I am delighted to announce this yearâs annual event being held
in Atlantic City. I look forward to the opportunity to bring the
Immunotec family together to recognize accomplishment, learn from
our collective experience, announce some exciting developments,
and have fun. I hope that each and every one of you will plan to be
there with us and I look forward to meeting those of you whom I
have not yet met, and reconnecting with those of you I have.
On a ïŹnal note, there are only two months remaining to qualify
for the 2008 Presidentâs Circle cruise. Looking at past years, some
people have achieved the trip goal in less than two months.
Apply the system and join me in the Caribbean in November!
The cruise is the icing⊠the cake is building a winning team
which will provide you with group growth and residual income
for months and years to come.
James A. Northrop
President & CEO
Focus 17
20. âWhen you get everyone uniïŹed,
Hot Distributors
moving, and in action, itâs very powerful.
Then when you add the training and
the tools, you have the team and
knowledge to build an impressive business.â
To My Sisterâs
Success!
Kim Abronâs husband knew he was going to lose his sight. Doctors told Kelvin by age 40 he
would lose his vision, and at age 41, he did. But Kim, a Gold Distributor from Massachusetts,
diligently continued her search for an all-natural product that could improve her husbandâs
lifestyle, and maybe, just maybe, his sight.
âWe had tried everything from acupuncture, chiropractic âMy sister was coming to California, partly to visit me, but
treatment, Chinese tea â but nothing helped to improve mostly to attend the Leadership School that was being held
the degenerative cells in his eyes,â said Kim. âWe knew he in the area,â said Karen. âI decided to attend part of the
would not regain total vision, but we hoped that part of event to be able to spend some time with Kim, but when
his central vision would return. About ïŹve months after I started learning about the products and the business
starting Immunocal/HMS 90, there were signs that our opportunity, something just clicked.â
hopes were not in vain.â
Within days of Leadership School, Karen signed-up as a
With hope in their hearts, Kim, and Kelvin still legally Distributor, started networking with the guidance of her
blind but now with partial central vision in his right eye, sister and Sponsor, and held two meetings. She proceeded
embarked on their Immunotec business and began telling to promote to Silver, then Gold, earning $1,000 in Moving Up
everyone about their story. Karen Culhno, Kimâs sister, was bonus money, as well as over $2,400 in Action Point bonus
one of those people. money. Her ïŹrst check was more than $3,500.
18 Focus
21. Inspired by the Jim Rohn CD, Kim describes how reaching âI never go to the gym without inventory â especially
out to her family, and telling each person about the Xtra Sharp,â said Karen. âIf someone is impressed with my
products and the business opportunity has had an impact weight training, I tell them about a great product, and maybe
on her success. âWhen you get everyone uniïŹed, moving, even invite them to one of my weekly meetings. Itâs important
and in action, itâs very powerful,â Kim said. âThen when to continue to invite new people to your meetings â it keeps
you add the training and the tools, you have the team and them fresh â and it keeps your business growing.â
knowledge to build an impressive business.â So now family dinners include much chatter about their
individual Immunotec businesses. And while Kim is a
Karen insists that you have to be ready and willing to make
Gold Distributor in Massachusetts and Karen is a Gold
this kind of commitment, admitting that she herself was Distributor in California, they are brought closer together
reluctant at ïŹrst. As she began to develop her Immunotec by similar challenges, grand goals, and the Immunotec
business along with her already busy career as a real estate dream. For now, the sisters are focused on one image:
agent, Karenâs passion for ïŹtness created one of many target sailing off into the sunset on a beautiful cruise ship â with
audiences to help her build her business fast: people who all expenses paid â and nothing but sea, salt, and sun
are into ïŹtness and athletics. between them and their next adventure.
Kim Abron and Karen Culhno
Focus 19
22. Two Brothers Set Out
Hot Distributors
to Sow the
Hollis Holloway Wayne Holloway
When Wayne Holloway realized that he was making $36,000 a year, working four hours
a week as an independent Distributor, he resigned from his job as a design engineer at
the local power company and made a commitment to his Immunotec business, boosting
his hours to 20 per week. His earnings grew to $72,000 within the ïŹrst year.
His brother Hollis, who had recently retired, saw Wayneâs growing business, and came
on board with the goal of supplementing his pension. As Hollisâ business grew, so did
his goal, eventually revising it to save his entire monthly pension and live solely off his
Immunotec earnings.
20 Focus
23. âItâs about crafting a message that is going to grab attention, while remaining focused.
The brilliant thing is that the Success Guide explains exactly how to do that.â
â Hollis Holloway
Seeds to Success
As with many other Distributors, Wayneâs product results Closing a sale has become one of Wayneâs strong
were what really propelled him, and indeed Hollis, into the points, having recently realigned his approach on the
business. Wayne suffered from chronic asthma for over recommendation of one of Immunotecâs most recent
30 years, was dependent on an inhaler four times a day, and additions to the sales team, John Frederick. âBefore,
was often burdened with bouts of bronchitis. when I did a follow-up phone call Iâd say something like:
âWhat do you think of the products you received?â Now I
âI never went anywhere without my inhaler,â said Wayne.
say: âIâm phoning to answer any questions you might have
âBut soon after I started taking Immunocal/HMS 90, I was
about (name the product(s) received) so there is no delay in
called on a business emergency, and in my haste to get to
enjoying ______ ïŹll in the blank with: the beneïŹts of more
the scene, I neglected to bring my inhaler. When I returned
energy/stamina/responsive immune systemâŠâ Itâs a great
to my ofïŹce hours later, I saw my inhaler on my desk,
way to tailor your approach to each individual person,â said
and it was at that point that I realized that my health was
the Diamond Distributor who lives in Georgia.
improving.â Shortly after, with the support of his doctor,
Wayne stopped using his inhaler for his asthma. The brothers are both very enthusiastic about the
Jim Rohn CD that was recently added to Immunotecâs Basic
When Hollis, a Gold Distributor living in Florida, began
Distributor Kit, and recommend it regularly to their teams
his Immunotec career, he turned to his younger brother
as a motivational tool. Another favorite is the Success Guide
and Sponsor, for advice and guidance. But over the
Companion CD, used to recruit new Distributors. âA lot of
years, Hollis has developed into an equally strong leader,
the time, prospects have not had a chance to listen to the
travelling across North America to attend corporate events,
CD. My approach is to tell them, âI know youâre busy, and Iâve
while hosting meetings, building a successful team, and
listened to the CD so many times, I can tell you exactly whatâs
becoming, gradually, a role model for Wayne.
on it. Let me summarize the details for you,ââ said Hollis.
Hollis says an important key to his success has been a
For Wayne and Hollis, their Immunotec business is a
tightly-packaged business and product story, emphasizing
numbers game. They say itâs about reaching out, âsowing
the importance of keeping both short and simple. âItâs
and reapingâ they say, because eventually, eventually, you
about crafting a message that is going to grab attention,
will talk to the right person â and thatâs what building a
while remaining focused,â said Hollis. âThe brilliant thing
successful business is all about.
is that the Success Guide explains exactly how to do that.â
âBefore, when I did a follow-up phone call Iâd say something like:
âWhat do you think of the products you received?â Now I say:
âIâm phoning to answer any questions you might have about (name the
product(s) received) so there is no delay in enjoying ______ ïŹll in the blank
with: the beneïŹts of more energy/stamina/responsive immune systemâŠâ
Itâs a great way to tailor your approach to each individual person,â
â Wayne Holloway
Focus 21
24. Hot Distributors
Laura & Nathaniel McCallum
Life Partners,
Business Partners:
Building it
âIn this business, weâve always felt that
weâre in business for ourselves, but not by
ourselves, and we want to make sure that our
downline feels the same way.â Big!
22 Focus
25. Laura McCallum was always exhausted. No matter how much she slept, it didnât matter â she felt
like she was running on empty. When her friend Andrea told her about Immunocal/HMS 90
she was desperate for an all-natural solution, and so Laura agreed to try the product.
Her product results were so dramatic that she jumped at by ourselves, and we want to make sure that our downline
the opportunity to attend an Immunotec meeting to ïŹnd feels the same way,â said Laura.
out more. By the time she got home, she had also learned
Supporting their growing teams is important to the couple,
of the business opportunity, and her enthusiasm convinced
who say they split their time between recruiting, coaching,
Nathaniel to get started as a Distributor right away.
and training. âEnabling your Distributors to succeed is
âLaura had such an amazing turn-around,â Nathaniel said. critical. Whether youâre phoning them to tell them about
âShe went from having no energy to feeling like she did an ongoing promotion, or explaining the importance
when she was in her 20âs. Then when Laura got home from of starting with an Action Pack and autoship, keeping in
the meeting she told me all about the business. I was hooked.â regular contact with your Distributors is whatâs going to
Nathaniel joined last August and went Venture in September. keep your team healthy,â said Nathaniel.
Then in January, he attended the Costa Mesa Leadership School.
In less than two weeks, Nathaniel promoted to Silver, then Laura and Nathaniel embrace their new life in Arizona
Gold, earned $1,000 in Moving Up bonus money, achieved
third place in Action Bonus points, and added nine new
Distributors to his downline. His check in January jumped
to over $3,000, almost 10 times what he had made the
month before.
âLeadership School was such an amazing turning point for
me,â said Nathaniel. âThe gel for me was learning how to
work with my upline, trusting that when I put my hand up,
there will be someone there to help.â Nathaniel also practiced
and mastered three-way calling, and eventually adopted
these calls as one of his most-often used business tools,
saying that a third person adds credibility and validation.
While his wife, Laura, remained on the sidelines, she was
learning the business right alongside her husband. In
February she decided to not only be Nathanielâs support
system, but his business partner.
âI felt alive for the ïŹrst time in such a long time â it was
invigorating,â said Laura. âWatching Nathaniel build his
business, and seeing him become successful so quickly The husband-wife duo devotes about ten hours a week to
inspired me to want to get involved as a Distributor, not their Immunotec business, and while they work as a
just as his wife. As soon as I joined, I got the training team, they each have their own goals. For Nathaniel, his
and I learned the business strategies ïŹrst hand â and I immediate goal is to ïŹnish qualifying for the upcoming
felt excited!â cruise, being just mere points away. For Laura, who is just
beginning, she says sheâs focused and ready, and going for
Together, Nathaniel and Laura are focused on supporting
the Gold.
their growing team in a variety of ways. They stay in
constant communication with a weekly, brief newsletter Hopefully by the time we meet them on the cruise ship in
that reinforces the system and duplication. âIn this business, November, they will have accomplished both â and will
weâve always felt that weâre in business for ourselves, but not already have new goals in mind.
Focus 23