1. NONI MILLIONAIRES
Noni
Millionaires
How ordinary people are making a fortune in the next
trillion dollar industry
Janice F. Ayre
Ansel E. Gough

2. NONI MILLIONAIRES
Publisher: Gough Corp.
Authors: Janice F. Ayre
Ansel E. Gough
Project editor: Gloria Chauvin
Cover Design: Kavery Subbayya
Data Analyst: Brent Gough
Copyright © 2006, Janice F. Ayre & Ansel E. Gough
All Rights Reserved
PRINTED IN THE UNITED STATES OF AMERICA
Additional Resources:
www.NoniTrainer.com
Disclaimer:
This book was written to provide information regarding the subject
matter. It is believed to be accurate but not infallible. It is sold with the
understanding that the author, publisher or resellers are not engaged in
rendering legal, accounting or other professional services. If legal
assistance is required, the services of a competent professional should be
sought. We assume no liability or responsibility for errors or omissions.
The author, publisher or resellers shall not be liable to the purchaser for
liability, loss or damage caused or alleged to have been caused directly or
indirectly by this product or our websites. The figures presented herein are
to illustrate given points and should not be considered average earnings or
advice. Individual results may vary and are unpredictable. Without limiting
the foregoing, everything on the site is provided to you 'AS IS' WITHOUT
WARRANTY OF ANY KIND.
Income Disclaimer:
We make every effort to ensure that we accurately present our research
information. However there is no guarantee or claim that you will make the
levels of income our interviewees make. Therefore you accept the risk that
the earnings and income statements differ by individual.
As with any business, your results may and will vary, and will be based on
your individual capacity, business experience, expertise, and level of
desire. There are no guarantees concerning the level of success you may
experience, if any. The examples used are exceptional results, which do
not apply to the average purchaser, and are not intended to represent or
guarantee that anyone will achieve the same or similar results.
There is no assurance that examples of past earnings can be duplicated in
the future. We cannot guarantee your future results. We are not
responsible for your actions.

3. NONI MILLIONAIRES
Special Thanks To Our Noni Millionaires
Listed in no order of preference
Floyd & Ann Holman, John & Laurie Bentley, Alex &
Doralee Brewer, Trudy Crow, Bert & Elisabeth Jensen, Sheron
Hoot, Ken & Michelle Rolfsness, Larry & Katie Lim, Merlin
& Bonnie Weeks, Asbjorn Ones, Akio Wada & Rie Shidomi,
Birger I. Olovsson. And our anonymous millionaires who filled in
the survey.

5. NONI MILLIONAIRES
Table of Contents
Introduction.............................................................. 1
Chapter 1:
The Noni Millionaire............................................... 5
Chapter 2:
Noni Millionaires Vs The Average IPC................ 39
Chapter 3:
The Single Biggest Mistake IPCs Make................. 53
Chapter 4:
Art in Prospecting..................................................... 69
Chapter 5:
Leadership: Team-Made Millionaires.................... 103
Chapter 6:
Focus: Affirmative Action....................................... 139
Chapter 7:
Overcoming Objections.......................................... 157
Chapter 8:
Retention: Cultivating a solid organization........... 175
Chapter 9:
Who's Building My Organization?......................... 205
Chapter 10:
How to Build a Noni Business Empire................ 225

7. NONI MILLIONAIRES
Free Audio Training Program
To download the audio training companion for this
book just go to the link below. It includes some of the
conversations and case studies we had with noni
millionaires while interviewing them. Some of the
information is exclusive to the audio program and is not
presented within this book.
www.NoniTrainer.com/free

9. NONI MILLIONAIRES
INTRODUCTION
A Predictable Path
If you want a predictable path of success then follow
a path based on statistical performance
– Ansel Gough
The time has come when success has become a
science. It's based on fixed principles and skills. These
skills can be tracked, recorded, analyzed and more
importantly – learned.
Charles F Haanel (acclaimed author from the 1800s),
summed up this concept when he emphatically stated...
“Men now understand that for every result there
is an adequate and definite cause, so that when a
given result is desired, they seek the conditions by
which alone this may be obtained.”
We hope to provide the 'conditions' which will give
you the knowledge to know what actions to take, in
return for a desired result. We have built a common
denominator by studying many noni millionaires, not just
one of them. We're discovering “reasons why.”
Rather than merely setting disorganized (or general
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10. NONI MILLIONAIRES
goals), you can literally map out your success path, a
predictable path. The causes and effects have been well
analyzed and tested. They are proven. This is not theory.
In the following pages you will learn how ordinary
people have become team-made millionaires with the
health juice that is sweeping the world - noni juice.
Noni Millionaires isn't another system to follow. As
a researcher, we've based the book on statistical
information, not on opinion. The cold truth is - opinions
can often be unintentionally misguiding. Statistical
information usually provides a better foundation on
which to build your business.
My background is in marketing, and one of the first
things I learned was to test, test, test. We would test
different campaigns, gather the data and then run with
the most successful system - based on the numbers!
Even professional marketers, who manage multi-million
dollar projects usually won't get their campaign right the
first time. They need hard statistics to let them know the
best direction to go in, the best plan of action to take,
and more importantly what strategy to use - Not a
strategy based on opinion, a strategy based on collective
research.
Noni Millionaires is based on the information of
those who have succeeded and those well on their way.
But we haven't just interviewed noni millionaires... we've
interviewed people who are moving forward, people
who are moving backwards, and people who just aren't
moving at all. Why? So we know what works and what
doesn't, based on averages. Or in other words, what
actions you can take that have the highest chance of
creating success. We can only know this from past
results and performance.
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11. NONI MILLIONAIRES
You'll see in vivid contrast the truth, (not hype) what
you should and shouldn't do. This is currently the only
book of it's kind that provides such an insight and
education for the would-be noni millionaire.
The authors have personally spent countless hours
interviewing and reviewing data (data mining) from noni
millionaires, other successful noni business owners, and
those struggling. This balanced analytical approach
reveals many surprising secrets.
You'll find that each chapter has 3 distinct points:
1. Statistical information: Based on the
surveys and interviews we conducted, you'll see
exactly where the problems are and what the noni
millionaires do differently.
2. Observations: We discovered patterns, good
and bad. Patterns of noni millionaires and
patterns of the average IPC (Independent
Product Consultant). In many cases the patterns
between the two are opposite. Change your
pattern - change your level of success. But you
have to know the patterns to change them.
3. Commentary: Based on the research, we lay
down plans of actions anyone can use to make
dramatic changes in their noni business.
5 Key Skill Sets
Out of all the data gathered, 5 key “skill sets”
became apparent. Most of the time our noni millionaires
had different skills, but ALL of them had these 5 critical
skills. Every noni millionaire typically had fine tuned
these particular skill sets. We'll detail each of these skills
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12. NONI MILLIONAIRES
or attributes throughout the book. It has become the
pattern for their success.
Prospecting
Leadership
Focus
Overcoming Objections
Retention
We'll compare what the average IPC does in relation
to these 5 skills and what the noni millionaires do.
Model these successful people and learn their skill
sets. Through strategic hard work you can build
another noni juice business success story!
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13. NONI MILLIONAIRES
CHAPTER 1
The Noni Millionaire
The noni millionaire is an ordinary person who has,
through personal expectation and choices, done
extraordinary things. No matter what twists and
turns, valleys and mountains they encounter, they
have the passion to continue the journey.
- Janice Ayre
Profile of a Noni Millionaire
What does a noni millionaire look like? What does
he spend his time doing? What kind of skills has he fine
tuned? Answering these questions in detail will form a
solid foundation on which to build your own action plan.
Below is a summary of the information we gathered
(data mined) when surveying the noni elite.
Here is a list of the topics we covered:
Financial status prior to noni Business
Educational background
Career experience
Experience with network marketing
Business focus
Initial prospects approached
Upline support
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14. NONI MILLIONAIRES
Most effective lead sources
Their biggest challenges
Lead sources
Below is the statistical information we gathered from our
surveys and interviews. We'll break this information down
in the upcoming chapters, but for now, this will give you a
snapshot overview of our results.
Background Education
College 66%
Graduate 17%
High school 17%
Economic Background
Low 50%
Average 33%
Wealthy 17%
Background Experience
Self-employed 50%
Professional 25%
Labor 17%
Trade 8%
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15. NONI MILLIONAIRES
Initial prospects
Family/friends 46%
Associates 39%
Strangers 15%
Upline Support
High 50%
Low 42%
Medium 8%
Previous Network Marketing
Experience
Yes 67%
No 33%
Bring Organization from other
Company
No 67%
Yes 33%
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16. NONI MILLIONAIRES
Biggest challenge
Replicating their system 50%
Time management 33%
Price of juice 17%
So, does your profile have to match the above table?
No, but we have isolated – as we mentioned in the
introduction, what we feel are the key skill sets. Focusing
your time on these critical skill sets can dramatically
increase your level of success.
OBSERVATION:
Beginning Associations
Whether they commenced their business with or without spouse
or family involvement has made no difference to the millionaires'
success. Even lack of assistance from upline did not stop those
determined to success. Those that did have effective support
from their upline were appreciative of their good fortune.
Choice of Company
After due diligence the noni millionaires choose Tahitian Noni
International for these reasons:
- The Product
- Its uniqueness and effectiveness
- It's in high demand
- A Marketing Plan offering excellent compensation
- A strong ethical Company
- Sponsor influence.
noni millionaires are not immune to failure, set-
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17. NONI MILLIONAIRES
backs and hardships. In fact, the table above (Economic
Background) shows 50% of our millionaires were low
income earners. The important thing which separates
them from most of the population is their high level of
skill in certain areas. Some have it inherently, others have
learned these skills. Even more evident is their ability to
network with people in a position of influence. Putting
in time and effort to learn how to do the same, will bring
great rewards for a long time to come.
Bert Jensen faced great challenges in building a
business in Europe before the company had established
itself there. Building a big organization was one thing,
trying to handle the repercussions of people in his
organization disobeying the law, by retailing the noni
juice before it was accepted by health authorities was
enough to stop most people in their tracks. Bert
overcame this by not taking his eye off his ultimate
destination.
Many people focus on the problem instead of the
solution. The millionaires would meet people, just like
other IPCs, who think the product is too expensive, that
the juice tastes bad, or people who don't see the value of
the business. But they are prepared to respond and
diffuse the objections on the spot. They resolve the
problem or move on. It doesn't slow them down or use
up their resources.
When we see a successful person, it is very easy to
discount all the challenges they went through to be
where they are today. It is a common thought that these
successful people somehow had advantages the 'average'
person doesn't have. As you read the millionaire
interviews, you will see that while some came from a
good or reasonable background, others were deeply in
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18. NONI MILLIONAIRES
debt, and some didn't have above average schooling.
If you feel extraordinarily disadvantaged with your
starting point, reflect on this portrait:
She was so ill she was bedridden for 14 years. She
had no cash or credit card. She had no car and no
computer. She didn't even have literature to share with
prospects or customers.
She went from bedridden to working full time
overnight. Her office was the corner of the kitchen table
in her small 500 square foot apartment. Today she is a
noni millionaire!
You will find her story and many others in the
chapters that follow.
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19. NONI MILLIONAIRES
CASE STUDY – Floyd & Ann Holdman
1. Floyd, can you tell us a bit about your
background?
Well, ever since 1973 I was involved in photography.
I was a cartoonist way back before that. While majoring
in art at Brigham Young University in Provo, Utah I
became interested in photography and changed my
major. Then for about twenty years or so that’s what I
did.
I photographed for clients all over the world,
including many airlines, Fortune 500 companies, and the
one people remember most is, National Geographic. I
traveled to over fifty-four countries as a photographer.
That gave me quite a worldwide background and I
loved my photography work. In fact it was photography
that first brought me to networking in 1989. I did some
photography for a company and produced a multimedia
presentation for them. I used to produce large
multimedia slide-sound shows; four projectors, twelve
projectors, twenty-four projectors with original
soundtracks.
As I did that, I started seeing these people making a
lot of money, having fun and helping other people at the
same time. It was a company that sold a liquid health
product up in Canada. I got excited about it and became
involved and became fairly successful with it.
Then that company in 1994 was going down. I did
however learn a lot. I learned about networking, what to
do and how to do it. I was sponsored by one of the top
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people. In fact it was the daughter of the top person in
the company, so I just learned how to do it.
I made a lot of contacts in that business. I then went
from one company to another. All of them went down.
But during that time I did get a lot of experience. In fact
there was one company we joined while it was still in
pre-launch, and we sponsored 3,500 people in one
month before the company opened its doors. We almost
drowned them with applications. It just didn’t work out
too well.
From that point, spring of 1996, I had actually
sworn never to do network marketing again.
I returned to photography. I decided to phone Kelly
Olsen, whom I'd done photography work with in the
past. I had known Kelly for about 20 years, at that time.
He was vice president of marketing for another
company. I explained I was no longer doing networking,
and asked if he could hire me to do some photography
for the company. He agreed.
Three weeks later I learned that he was no longer
with that company. When I tried to track him down, I
contacted his wife. She started telling me about noni and
what Kelly was doing. She said, “In fact I think Kelly’s
going to be calling you.” Sure enough, just a few days
later Kelly calls me up.
Kelly called me up knowing my expertise in the
networking industry and invited me over.
When I went out the door I was thinking
photography, Tahiti, they’re going to need pictures. I’ve
been to Tahiti three times before, this was going to be
great. Kelly was thinking networking - Floyd’s good at
that. As I was leaving, my wife said, “If you sign up don’t
come home.” I responded, “Don’t worry I’m not going
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21. NONI MILLIONAIRES
to sign up.” I went over and met for about three and a
half hours and I didn’t sign up, I remembered what Ann,
my wife, had said. There were just some folding chairs,
no furniture, the phones were on the floor, 70,000
bottles of TAHITIAN NONI® Juice in the warehouse
and no marketing plan.
They were incorporated but they hadn’t actually
officially opened the doors for business yet. A few days
later I got my wife to come with me and she met with
Kerry Asay and he won her over. We then joined the
company as frontline distributors.
2. Why was this company different? What attracted
you to TNI?
Well, what attracted me to TNI was the five
founders. I knew them all.
I should say I knew four of them. John Wadsworth I
had not known before, but I knew Stephen Story very
well.
In fact, when my banker saw that they were starting
this company (I tried to get him involved in two or three
other networks before - he would never join anything),
he came up to me and said, “I want to sign up. This is
what I’ve been waiting for.”
I thought, “Man, if this really does what they say it
will do…” I went and started calling my Polynesian
friends, they all said, “You’ve got noni? We want noni.
You can never get noni anywhere. You can only get it in
Polynesia.” They shared all these stories of how they
had used it, their families had used it and how much it
had helped them.
I remember thinking “Wow, if nobody’s ever heard
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22. NONI MILLIONAIRES
of this and it does all that they say, and we’re the first
ones to bring it to the market, we’ve got something that’s
a “once in a lifetime product”, then how can I lose?”
I learned a lot from those other companies, I’d hate
to have just walked away from all that I’d learned on
how to build networks. We had never had the right
company, but I had a feeling about this company. I tell
people even today, if you take it from your head to your
heart you’ll know it's the right thing to do. And that’s
what we did.
3. Did you go back to people that you had joined up
in the other business or did you start afresh? What
was your strategy there?
No, the first thing I did was I got on the phone.
The network I had before, had quite a few people, but I
had told them about four months earlier.. “That’s it, I’m
done, I’m through, no more networking, go out and do
whatever you want. It’s been great working with you but
I’m going back to photography.”
Several had joined other companies and even called
me trying to recruit me and I kept saying, no I’m not
doing it.
So some people say, “You had this other network to
draw from”... but really they were all gone, they were
doing other things, and I had told them I wasn’t
interested in anything.
I called people that were not in my network before,
but whom I knew from networking. Some of them were
having problems in their business and they were willing
to listen.
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23. NONI MILLIONAIRES
4. So did you go to family at all, to promote the
business?
No, all my family is spread out quite a bit. They’re
not around here by me.
Family members can be the worst people to start
contacting in the beginning, to tell you the truth. If you
want someone to start shooting your dreams down, just
start calling your family members. That’s what we teach a
lot of people in our training.
It took several years before we finally got my wife’s
mother to start using the product and the same with my
mother. They both swear by it now.
I went to some business acquaintances whom I
knew would make rich if they did this business. They’re
the first ones I started calling.
We have a unique product. It works, it’s affordable.
All you’ve got to do is get people to start drinking it and
you’re in business.
5. Do you approach people on the product or the
business?
I approached people on the business, but I used the
product as a catalyst. I believe your business is only
going to be as good as your product. And your long-
term success is only going to be as good as your product.
So I approached them on the business but said, “This is
why this business is going to make us rich - let me tell
you about the product.”
The product is important but I didn’t say to people,
“Well use this and if it works or if you like it you might
want to sign up.” It was definitely, “We have a business,
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24. NONI MILLIONAIRES
we’re going somewhere, we’re going to make millions
and I want to know if you want to go with me. And
here’s what we’re going to use to help us make that
money.”
That was the approach back then and that’s the
same approach I use a lot today.
There are lots of different ways I approach people. I
have never advertised, I have never bought a list. And
yet I have 150,000 people in my organization in 78
countries. Our team, the Evergreen Team, does over a
hundred million dollars a year in sales.
I’ve just talked to people. I started with my first
people and just started building from them, and I still
meet people all the time.
I've signed up taxi drivers in New York City with an
application right on the spot. I've done it in Mexico, I’ve
done it in Malaysia, I’ve done it London and I usually
give them to the local distributors. There are several
things I do. One of them is, I’m always wearing a
Hawaiian shirt and people say, “That’s a neat shirt.” I
say, “Thanks, this is my uniform.” Of course the next
question is... “Your uniform, what do you do?” “You
know, I teach people how to become millionaires. Do
you know anybody that might be interested?” If I'm in
the U.S. I tell them our company gives people trips to
Tahiti. I teach people how to get a free trip to Tahiti. Of
course you wait for the next question. I don’t just unload
on them, I make a statement that gets them curious.
Sometimes I may say, “I import and market a fruit
juice from Tahiti that really helps people”. And then you
don’t say anything else and they’re always going to say,
“Well what does it help?” And I say, “What have you got
wrong? I can’t make any claims or anything but you have
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25. NONI MILLIONAIRES
got to hear about this juice.”
Make people want to ask you questions. Another
thing is, if you sit next to somebody on a plane or you
see people - you just start talking to them, being friendly,
ask them about themselves. People love to talk about
themselves.
Just keep asking questions and listen. And after a
while if you listen to them, they’re going to ask you
about yourself. This gives you a chance - so don’t just
start unloading on them.
There are lots of different things I may say. Often I
just say, “I import and market a fruit juice from Tahiti
that really helps people.”
6. Ok, so overall your strategy is to give them teasers
and have them come back with the question?
Exactly! You want to give them enough to pique
their curiosity. If I just said I sell a fruit juice, they would
say – “Oh, ok well that’s nice.”
People love Tahiti. It conjures up visions and
dreams. I mean companies pay millions of dollars trying
to build some kind of a corporate image, where ours
comes with the product. It’s built into what we do.
7. When you were building your downline, did you
specifically try to identify business builders or did
you wait for them to prove themselves or to stand
out from the crowd?
Well, I went after leaders. I learned a big lesson
when I was in my first networking company in ’89. For
about 8 months I went nowhere. My upline then taught
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26. NONI MILLIONAIRES
me a simple little thing. He said, “Look for the heavy
hitters, look for the people who will make you rich if
they get involved.”
You see, most people go and they’re like those
Matryoshka dolls. You open one and there’s a smaller
one and a smaller one and a smaller one. The one you
recruit is a little bit smaller, the one they recruit is a little
bit smaller, and before long, you have a whole
organization of small thinkers. It should be the other
way round with the Matryoshka dolls - you start with the
little one - that’s you, and you keep going bigger and
bigger and bigger. In other words, you believe enough in
your product and in your business. You go after the
people whom you know will make you rich. Don’t go
after the people that are just never going to do anything.
Go after the people that don’t have time. They don’t
have time because they’re always busy, they’re doing
things. Go after the people that are, what I call “Centers
of Influence” - If they do it, others will do it. That’s
who you’re looking for - people that other people trust.
Get them into the business. Other people will then
join because they joined. Don’t try to convince people,
you sort people.
A lot of people make the mistake of trying to
convince people all the time. Don’t do that, you just sort
them. You find out who’s ready and who isn’t ready,
who’s interested and who isn’t interested.
When I got started in this industry, I knew nothing,
I mean I was just like a babe in the woods. I’m a
photographer, an artist by trade. I didn’t know how to
do this. So I went to every meeting I could. I went to
every training I could that was taught by key people. Not
just people who teach a lot of theory (there’s a lot of
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27. NONI MILLIONAIRES
those running around), I think you need to learn from
people who are actually doing it.
Tahitian Noni International has it together like no
other company ever has. Everything’s come together
from the the owners, management, the product, the
incredible people in the sales field, the stories that we
have to tell. Nobody can equal what we have and it
shows. 3 billion dollars in sales in our first nine years and
the fourth fastest growing company in recorded history
public or private.
It’s a pretty incredible story. It’s a great industry,
network marketing. Where else can you go for just a
small investment and build a multi-million dollar
business, work from the comfort of your own home,
have total lifestyle, control of your time, and become
financially independent?
I’ve got an organization of a hundred million dollars
a year, yet I have no employees, I have no inventory, I
have no payroll, I have no office that I have to drive to, I
work out of my home. Where else can you go and do
something like that - where you hope that the people you
bring into the business are better than you are? That’s
never going to happen in the corporate world because
you’ll lose your job if they are better than you.
8. How long until you actually became full time with
noni?
The day we opened the doors. I went back to
photography after my other networking experience and
didn’t have any assignments, that’s when I was calling
Kelly looking for some work to do. But then when I
learned about this I thought, forget the photography,
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28. NONI MILLIONAIRES
because we have the Fast Start Bonus and the Fast Start
Bonus is as good as a pay check, because you get paid
every single week. If you put the energy and effort into
this, it’s as good as working a job except you have more
freedom. It’s as good as a job because you’re going to get
paid every week. All you’ve got to do is go out and do
the work and you get the checks. Fast Start Bonus isn’t
anything like a lot of other networks have, where you
take a month or two before you make any money. You
go out and start recruiting people right now and you’re
going to start making some money. The week after you
sign up you can start getting paid.
I was full time from the get go. I was full time right
out the gate.
9. Did you encounter any problems working at
home?
Zero, no problems. I work in my basement. In the
beginning I worked about 17 hours a day, Monday
through Saturday, I don’t work on Sundays. My wife
brought down breakfast, lunch and dinner. We didn’t
have the Internet then. So I was on my phone and the
fax machine.
I didn’t travel anywhere for about three months,
because I couldn’t afford to. We were so broke, I did
everything by phone and fax and the company would
ship out the product to people. I would recruit the
people and the company would supply the product and
pay them their checks.
10. When you were starting your business, and even
now, where did you and do you focus most of your
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29. NONI MILLIONAIRES
time?
Well it’s a little different now because in the
beginning finding people was a priority, because you’ve
got to have somebody you can train. However, I was
going after people I didn’t have to train. When I started
I was looking for people that knew as much as I did.
That’s what I was looking for and that’s what I started
finding. They got sold on the whole concept. Now some
people turned it down, in fact more people turned me
down than accepted.
I just made this “machine” with momentum, we
were all working together. I’d get a whole load of people
and they would start with me doing three-way phone
presentations with them and then they would go out and
get others. It was just constant.
11. One of the problems we discovered when
surveying people, was retention. How do you keep
people active?
That's one of the key things. And that’s really a
simple answer - give them a check. People quit because
they don’t make any money. With our Fast Start Bonuses
you get paid weekly. But the key to this, say I was to
sponsor you (in fact you asked this question on your
survey), the first thing you have to do, is fill out a
prospect list, then attend the Fast Start Camp, then set
up three-way calling for us to talk to people.
We’ll teach you the things to say and so on but
you’ve got to get people lined up and you make a
prospect list. And it’s like a dance. I take a step and you
take a step, I take a step - I sponsor you, and you take a
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30. NONI MILLIONAIRES
step by filling out a prospect list. I take a step by going
to talk to your distributors on a three-way call, you take a
step by putting them all on the phone and getting them
lined up.
Anywhere you quit stepping or dancing then I quit
dancing. But I will dance as long as you will dance. I
can’t dance with a dead body. So we go hand in hand.
You know we can’t hold hands unless we are
walking down the same road. The first thing you have to
have a new person do, after they get their names and you
work with them, is get them a check. I helped you get a
check by helping you sponsor somebody. Now I’ll help
the people you sponsored, sponsor people.
I’ll go down-line five or six levels to help all of them
sponsor people. I get five times more motivation for the
same amount of effort by helping people down the line.
When I help just you, that gets me a check. When I
help the person you sponsored, that gets you a check,
you’re now motivated a little bit. If I go down five or six
levels and help them recruit people, now all those people
get a check.
You’ve got that many more people motivated for
the same amount of effort. For me, that’s one of the key
things in making this whole network work. You put all
the time and energy into it, and that’s why I was so busy
17 hours a day, because I was doing three-ways with
everybody. They get three and they get three, you know
3, 9, 27, 81, 243 people. That’s a lot of people.
You do all these three-ways and you’re motivating
them. But you have them listen in, because they start
learning how to do it themselves. You don’t want to be
doing that all the time forever. They can start learning
how to do it without you.
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31. NONI MILLIONAIRES
Now some of these people haven’t had me do three-
ways with them for nine years. I don’t need to, they
know how to do it on their own. But at first it was me
doing it. I had more knowledge than they did. But now
we’re equal. They’re probably even better than I am.
And to me that’s one of the keys to making a network
successful. People getting checks aren’t going to quit.
Now there are some who might quit because they
get upset. This is a people business! This is a volunteer
army. People get their feelings hurt and they quit. Some
just don't work anymore, but they still get their checks.
The key to really get people to stay in the business is
to help them make money. That’s the bottom line. It’s
not how much money I make. They don’t care how
much money I make, they care about how much money
they make. When we got this business going, my goal
was to help my people become successful, become Jades,
Pearls, Diamond Pearls, Black Pearls. That’s what I was
shooting for, to get them there by helping them recruit.
If I get them there that puts me there too.
12. One of the concerns that came up when we
surveyed some IPCs was lack of upline support?
What can IPC's do if they’re not getting support
from their sponsor?
Ok, I love that question. If somebody comes up to
me and says, you know my upline hasn’t really helped
me, they haven’t done three-ways, they haven’t placed
anybody underneath me, you know, bla bla bla. I say, I
know, I know exactly how you feel because I don’t have
an upline either. I’m frontline to the company. I just had
to go out and do it.
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32. NONI MILLIONAIRES
All you have to do is go to the training somewhere.
And now TNI has what's called “Success Path.” They
go to the Fast Start Camp, they go to the Coral Camp,
they go to the Jade Camp and then the company actually
pays their way to go to the Pearl Camp.
Now think about this, all these other people are out
there to teach you how to do networking and charging
hundreds of dollars, charge you to learn how to do
networking, just generic stuff. With TNI, when you
reach Jade and you qualify for Jade Camp, you fly
yourself there but they’ll pay your expenses for two days,
the meals and the hotel and your training is free.
When you reach Pearl they fly you and a guest all the
way to Salt Lake City, Utah for several days of training at
their expense - to help you make more money. Now
what company does that?
It’s just an excuse when people say “my upline
hasn’t helped me, my upline hasn't done anything.” Go
read the books. Go online and find things out. Go make
some presentations. Go and start learning. Don’t use
this as an excuse, that your upline hasn’t done anything.
It’s your responsibility. Now if you get a sponsor
that really does help, if you can find a sponsor that really
works and really does help you, you are going to have a
better advantage, I mean let's be honest about it. But if
that doesn’t happen, that’s still not an excuse. You just
go out an learn it, you go to the meetings, you start
putting yourself in an environment. That’s what I had to
do when I first learned networking back in ’89. I went to
those meetings, I took meticulous notes, I practiced.
When I first started, my very first opportunity meeting I
had with another company in 1989, Kelly Olsen was my
upline, who’s now the president of TNI. He was one
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33. NONI MILLIONAIRES
level above me. The first meeting I was going to have,
he and his wife came to my house, they just lived a few
houses away - I invited the neighborhood, I invited
everybody I could think of. The only people that showed
up were Kelly, his wife, my wife and my dog. We had a
nice conversation, talked a little bit, then they all left. I
sat there and told my dog to sit and stay, and I gave a
presentation to my dog. My wife even left.
I started doing those every night, just on my own
and I got a video camera and I started recording them.
I watched them back to see what I said, how I did it, did
it make sense? I read books, I watched other videos
from people and tried to learn how they did it.
I wanted to do it so desperately. I didn’t just say,
well there’s nobody to help me so I guess I can’t do this.
Just like when I went to university and learned
photography. I taught myself mostly everything. All they
give you is a learning environment and they teach you
some basics but you’ve got to go out and learn by trial
and error.
That’s what it’s like. I learned as a photographer
that, “if you want to photograph the rainbow you sit through the
thunderstorm”...
13. What has been the biggest challenge you've had
in this business?
I had to sit through the thunderstorm when I started
in networking in ’89. Now we had a thunderstorm with
this company. The biggest challenge I had when we
started, was the company keeping up with us because we
were moving.
Now they ask what’s my biggest challenge, it's
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34. NONI MILLIONAIRES
keeping up with the company. It’s totally reversed.
14. What qualities do you look for in a new
distributor?
I look for enthusiasm, I look for vision and I look
for teachability, and a positive attitude. I mean that’s
what they’ve got to have because there are going to be
storms before the rainbows. They’re going to happen
and if you just give up because of the first little objection
or obstacle, you’re never going to make it in this or any
other business.
When I got into photography, I remember I went
out and spent three days filming. This was back in 1973.
I went into the laboratory to process it, my first 3 rolls of
film. I traveled all over the place shooting these pictures
for three days - when I got back, there was just a bunch
of blank stuff, no photos. I figured I must have put it in
the fixer before the developer. I did everything
backwards, I guess.
But to this day I don’t know what happened. I
remember I called up my wife and said, “You know, I’m
going back to cartooning. When I draw it, I see it, I have
it.” Here you shoot this stuff onto this film inside of a
camera and you go to the dark room and you think,
“please be there.” I wound up with nothing. Three days
of work, was gone. I was totally discouraged.
I said I will never be a photographer. I want to
finish this class and that’s it. Well I finished the class, I
learned what I did wrong and I went on to become a
photographer, a freelance photographer for National
Geographic!
So we all have our discouraging moments.
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35. NONI MILLIONAIRES
Everyone's going to fall, but it’s how high you bounce.
That’s what makes the difference.
15. When someone gives you an objection, do you
have a general rule that you follow to overcome
objections?
Yes. First I say, may I ask you a question? You
always get permission to ask a question.
I’ll say their name. Let's say you give me an
objection, right? And I say, “Ansel, may I ask you a
question? Why do you feel that way?” See I want to find
out what the real objection is.
Let's say you think it’s too expensive. Let me role-
play with you.
Ansel: Ok well, the noni juice is too expensive I can’t afford
it.
Floyd: May I ask you a question, Ansel?
Ansel: Sure.
Floyd: You think it’s expensive?
Ansel: Yeah, for someone on my pay check.
Floyd: Ok, may I ask you, it’s expensive compared to
what?
(The first person that talks loses. That’s a thing
I’ve learned too. You ask a question you shut up
and wait for an answer.)
Ansel: Compared to orange juice.
Floyd: If you think orange juice is going to do the same
thing as noni juice, you’re probably right. But let me ask you a
question, Ansel. So, say you told me you had a health challenge,
(whatever it may have been). Ansel, if this helps this problem you
have, would it be worth the cost?
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36. NONI MILLIONAIRES
Ansel: Absolutely.
Floyd: If it helped that problem?
Ansel: Yes it would.
Floyd: But then it seems to me, Ansel, your real objection
isn’t the price. You’re concerned that if it doesn’t work you’ve
wasted your money. Am I correct?
Ansel: Yeah, I guess you're right.
Floyd: Well if it doesn't work it’s free. Is that cheap
enough? Because there’s a money back guarantee. What do you
think of that?
Ansel: Works for me.
You always make a statement and then you ask for
confirmation- “If I understand, Ansel, if this works
for you then you said it would be worth it. So I’d
say that your real objection isn’t the price. You’re
concerned if it doesn’t work you’ve wasted your
money. Am I correct?”
Another objection that people will give is... “Is this
one of those pyramid things?”
I say, “Well would you explain what you think a
pyramid is?” First I'd say, “No, the pyramids are in
Egypt.” But what do you consider a pyramid?” And I
ask them to tell me. They’ll tell me about people being
on top making all the money. I’ll say, “This isn’t one of
those.” But now I say (and I draw a little triangle), “You
can put a person at the top and a lot of little dots in it
and at the bottom you put another dot.” I then say, “Is
this what you mean?” They normally respond in the
affirmative. “Well that's Wal-Mart. See all those people
up there in that pyramid, that one at the bottom is you,
below everybody else. That's you supporting Wal-Mart.”
I try to find out about what they’re really thinking
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37. NONI MILLIONAIRES
because sometimes they’ve got this pre-conceived idea of
what something is. You’ve got to find out the real
objection. I had a person one time say, “Well I don’t
want to make money off of sick people. I don’t think
that’s right.”
So again I say, may I ask you a question? (Yes) Do
you respect your doctor? (Yes) Do you pay him when
you’re sick or when you’re well? (When I'm sick). You
said you respect him don’t you? So what do you mean
you can’t make money off of sick people, a doctor does?
16. What's the biggest mistake that you see
distributors making?
The biggest mistake I see distributors repeatedly
making, is not being willing to do the work it takes to
make things happen. Somehow they think it’s like a
lottery. A lot of networking companies are responsible
for that. I get emails all the time with promises of people
going to build the business for you. There's no such
thing.
I see people not willing to do the work it takes to
make things happen. Then people blame their upline for
not helping them enough, something we talked about
earlier. They find an excuse. I mean, if you really want to
do this you’re going to make it happen. I want to work
with people, who are so excited they can’t sleep at night.
They’re setting people up for you to talk to constantly.
They’re talking about it - they’re making things happen.
They’re not home in their office getting their files set up
doing all the reading, studying this, studying that, trying
to get everything ready so they don’t make any mistakes.
Those are the people that are never going to get into
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38. NONI MILLIONAIRES
action. I want right-brained people (creative thinkers)
not left brained people.
Also negativity. The least little thing happens, they
get all shook up and they lose faith in what’s happened.
And that’s because they don’t have the vision. They’re
not fully committed. It’s not in their heart yet. Look
throughout history - everybody that has become very
successful has gone through all kinds of failures. They
just had to keep going.
When we started this business I had no doubt that
we were going to succeed. It was just a matter of how
successful and how fast. But I knew it was going to
happen.
People have got to treat it like it’s their own
business. It’s not their upline’s business, it’s not TNI’s
business, it’s not Kelly Olsen’s business, it’s their
business. TNI is the wholesaler, they supply the product
and they give you the check. If you go out believing this
is your business, you’re going to make it happen.
Nothing is going to stop you. Get out of the way world,
because here I come!
There are other people thinking the same way. Like
attracts like. And that’s what’s going to happen.
People will follow a leader. They’ll follow somebody
who knows where they’re going. If you know where
you’re going, you will find people that will follow you.
And you may make some mistakes along the way, but
that’s ok. There’s no room in this business for pride.
You’ve got to praise your downlines, you’ve got to give
recognition where it's due. People love to be praised,
people love to get recognition. My wife and I would not
be where we are if it wasn’t for the people in our
organization. People should never forget that.
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39. NONI MILLIONAIRES
It’s what I call micro-celebrity. I go to a TNI
meeting and everybody knows us, everybody loves us,
we’re wonderful, we’re celebrities. But, we walk out into
the street and see who knows us. No one knows us. I
mean, my wife and I take the garbage out every week
together down our long driveway. I still clean the cars
and the garage and I do things around the house and
plant flowers, just to remind myself that I’m not above
anyone else.
All I’ve done is obtain an incredible product,
TAHITIAN NONI® Juice and I’ve learned to “tell the
story.” It’s my job to take this product to the world and
that’s what I’m going to do. I’m looking for other people
who want to do the same thing. That’s what networking
really is. It’s finding others who want to go to the same
place that you’re going.
If you have a believable story, if you have believable
leadership or enthusiasm, they’re going to want to go
with you. I’m looking for people who are more
enthusiastic than I am. I know they’re going to be good
in the business because I know how enthusiastic I am.
In this business you’ve got to have faith in the
founders of the business and in the company itself. Too
often I’ve seen people come into this business and then
they leave, because they started finding faults.
I remember John Wadsworth, one of the five
founders, told me many years ago, “Floyd, we have
never sinned intentionally. And we never will. We’ll
make mistakes but we’ll never lead people astray
intentionally, but give us a break sometimes, we make
mistakes. We all do. We’re all human.”
Sometimes people say, why is it you have so many
lucky breaks that happen to you, you find all these
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40. NONI MILLIONAIRES
people? I say no, “luck is preparation meeting
opportunity.” I find these people because I expect to
find them. I make things happen wherever I go because I
expect things to happen. When you expect it, things just
happen.
17. Apart from what you've already said, what do
you do that the average distributor doesn’t do?
I expect the best and I have self-discipline. That’s
what most of them don’t do.
The thing is, if you want to make a million dollars,
don’t talk to somebody who’s never made it. You talk to
somebody who’s done it - that’s why you’re putting this
book together.
Talk to somebody who’s done it and listen to them.
Don’t listen to your neighbor or your relative or your
brother or your sister or your mother or your father.
They’ll tell you all the reasons why it won’t work.
Just go out and you listen to the people who have
done it.
I expect the best. I’m very positive. I don’t find
fault. Things sometimes happen. They just happen and
you move on.
I have self-discipline. I treat it like it’s a job. In the
sense that I don’t find ways not to work, I find ways to
work. Sure, I’ll take time off, but I’m still self-disciplined.
I do things that other people are not willing to do. I
spend the extra time. You see, in this kind of a business,
at first you’re going to do more work than you get paid
for, but later you get paid for things you don’t even do.
That’s what a lot of people don’t understand, it’s like
planting seeds. When you plant that seed, it’s not going
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41. NONI MILLIONAIRES
to grow up and sprout and produce fruit the next day. It
takes time. You’ve got to water it and cultivate it. Some
seeds are on stony ground, some seeds are on good
ground, some seeds start growing and the weeds choke
them out. Some seeds fall by the wayside. There’s a place
in the bible that talks about that - the sower of the seeds,
but then sometimes when that seed falls to the wayside
what happens to it? The birds come and get it and
they’re gone.
When many people start in their business, they don’t
understand this principle and the weeds choke out some
of them. This discourages some of them. Some fall on
stony ground or are scorched by the sun, which
discourages them, but then some fall by the wayside and
the birds get them. So what do you tell the sower of the
seeds to do? Keep sowing the seeds! You didn’t tell them
to go out and chase the birds. That’s what a lot of people
start doing, they get sidetracked. They start chasing the
birds around instead of planting more seeds. The birds
are going to get some of them, that’s just the way life is. I
don’t chase the birds. I just plant more seeds.
The difference with our business is, after you plant
those seeds, you’ve got to cultivate them and take care of
them. Another thing is we’re not hunters, we’re
gardeners. I’m not looking for sales people. I’m
looking for teachers. A lot of people, think they
should get a hot shot salesman. A lot of good hot
salespeople never make it. They’re used to going out
and making a sale, then they move on to the next one.
It’s like a hunter. You shoot the animal and you move on
to the next one. But if you get a teacher, or a gardener,
they plant seeds. They’re used to taking time, they’re
patient. They water it, they cultivate it. They let it grow.
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42. NONI MILLIONAIRES
So we’re looking for gardeners not hunters. That’s
another important lesson that people need to learn.
You’ve got to nurture your people and help your people
get their first check.
I remember sometimes in the past, even in this
business, I would get upset about some things and my
wife would come in and say, “Well Floyd, are you
chasing the birds today, or are you planting seeds?” That
kind of wakes me up. Makes you realize that you need to
go back to planting seeds.
18. What's the most important set of skills an IPC
should have?
Being a people person. People should like to be
around you. This is a business where you can pick who
you want to work with.
Here’s a question people should ask themselves in
this business, this is a crucial one - “If I sponsor
somebody just like me, would I be happy?” I ask myself
that all the time.
Really analyze yourself. I’ve had to do so many
times. Am I being positive this week? And there’s
another thing, if I have a down day, I shouldn’t be on
the phone to anybody. People want to be around
positive people. People don’t want to hear your
problems. All they’re thinking is, either they don’t care or
they’re glad it isn’t them.
I don’t want to hear everybody’s problems. Now if
they have concerns they need to work out, and I can
help them, then yeah, lay it on me. Let's see if we can
work this out.
I’m going to go way back in time for a bit to 1970.
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43. NONI MILLIONAIRES
When I first moved to Utah where I live, I couldn’t get a
job. We moved out here with three children and one on
the way, $5 in my pocket and no job. Here in Utah, I got
involved in a company called Success Motivation
Institute.
I became a teacher of successful living, of positive
thinking, selling tapes of seminars on how to raise your
motivational levels and be successful in life. That
changed my life. The attitudes I have now towards a lot
things started at that moment.
At 16 years old my father pulled me out of high
school in Texas. He was an alcoholic and a cruel person
and at 17 years old I left home and I was on my own and
had no high school education. I went from that to the
wrong environment, with the wrong people. My future
was not very bright. Then I started realizing that I
decide what I’m going to be. My future is not decided
by somebody else. They may put up roadblocks, they
may dig the ditches, they may send me off on the wrong
trail sometimes, but I decide what I'm going to do now.
I learned a lot of that when I got involved in that
program in 1970. I decide my own future. Not
anybody else. Things are going to happen to you that
you can’t control sometimes. But you’re going to control
what you do about it. That’s what changed my life and
gave me the positive outlook that I have now.
My goal with this business, really is to help make a
difference in people’s lives around the world, both
financially and physically and even hopefully spiritually.
19. Has your view on life changed since you’ve had
success or do you feel that it’s stayed the same?
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44. NONI MILLIONAIRES
My answer is, it hasn’t changed. I’m successful
because I expected to be. I’ve always been positive about
life and all the goodness in other people and there’s
nothing more worthwhile in life than to lift others up.
My wife and I really believe strongly that wealth or
money only makes you more of what you already are.
That’s all it does. It gives you freedom to fulfill your
inner most desires whatever those are - whether they're
selfish or generous desires. It gives you the freedom to
do that. Money is not going to change you, it only
accentuates you.
I really do think that wealth just makes you more of
what you already are. I'm checking myself all the time.
My wife and I say, are we putting on airs? Do we feel like
we’re better than everybody else because we have money
now? And we’re always analyzing ourselves and
hopefully we don’t come across that way because we
don’t want to be that way. I mean if it wasn’t for TNI, I
wouldn’t be where I am. I’m not a self-made person, it
was a group effort. If it wasn’t for John who researched
the noni and Steve who flavored it, Kerry and his
brother Kim who had enough faith in John and Steve to
start the company - and if it wasn’t for Kelly Olsen who
called me up, and if it wasn’t for me having this
opportunity and then calling the people that I knew and
passing this onto them, then we wouldn't be where we
are now.
I went to Egypt many times as a photographer. One
of my trips to Egypt was to go the Valley of the Kings
and photograph the hieroglyphics on one of the tombs
way down under the ground.
I had my strobe, you know that flashes, so we could
photograph, because it zigzagged many times to the
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45. NONI MILLIONAIRES
bottom and is in pure darkness.
I wanted to take my flash in there, and my guide
says, “No, you can’t take the flash in there.” I said,
“Well how are we going to shoot pictures?” He said,
“We’re going to do it the way the ancient Egyptians did.”
He says, we take a mirror - then they would have used
copper or brass but today, we use a mirror.
The guy at the top holds the mirror and reflects it to
the first turn, another guy holds a mirror and reflects it
to the second, who does it to the third, who does it to
the fourth, who does it to the fifth, who does it to the
sixth, and spreads the light over the whole cavern, and
whatever I wanted to shoot.
I went down there and it was as bright as noonday.
I mean it was unbelievable how much that light reflected
all the way down to the bottom. Now I thought, well
what if that guy on the third level lays his mirror down,
I’d be in total darkness. The guy at the top doesn’t even
see the guy at the bottom, neither does he see the guy on
the third or fourth level, but every one of those is
important in reflecting that light down to the bottom.
Well, I got my photographs.
I was looking at some of those pictures a couple of
years back and this thought came to me. That’s the way
this business is, because I told somebody who told
somebody who told somebody, and we’re reflecting that
light down all the way to the newest distributor. What we
are looking for in this business is “Reflectors of the
Light.” People who want to share goodness with the rest
of the world.
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47. NONI MILLIONAIRES
CHAPTER 2
Noni Millionaires Vs The Average IPC
You know it’s funny, when someone gets married
they worry that they can only invite 200 people to
their wedding. But when they start an Access
Marketing business they talk to 5 people and they
don’t know anyone anymore. - Ken Rolfsness
Before we look at some of the differences between
IPCs in general and noni millionaires – let's look at some
of the major challenges IPCs reported.
The Average IPCs Biggest Challenge
Prospecting 50.51%
Upline support 12.37%
Retention problem 11.34%
Price of juice 10.31%
Replicating their system 7.22%
Time management 6.19%
Leadership 2.06%
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48. NONI MILLIONAIRES
As you can see from the table above, the biggest
challenge by far is 'prospecting.' At 50.51% it
outweighed its nearest competitor 'upline support,'
which was only 12.37%. Retention was the 3rd biggest
challenge for IPCs.
What about the noni millionaires? What were their
biggest challenges? From the table below, you will see
that their biggest challenge wasn't prospecting, nor was it
upline support, and it wasn't retention. In fact, not one
of them listed those 3 points as a challenge.
Biggest challenge
Replicating their system 50%
Time management 33%
Price of juice 17%
–
Conversely, noni millionaires reported that on
average they interest 63% of the people they prospected.
This means if there are 10 people in a room and they talk
to all 10, more than 6 of them will be interested in
learning more about starting a noni business. Out of the
63% they are able to convert 21% into joining their
actual organization.
50% of noni Millionaires on average said their
biggest challenge was getting people to replicate their
system.
As it would seem, prospecting hasn't really been a
major problem for them. For this reason, one of the
largest chapters in this book focuses on effective
prospecting.
Retention, the 3rd biggest challenge for our IPCs
didn't even get a vote from our noni millionaires. Again,
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49. NONI MILLIONAIRES
the challenges are completely different. Is this what
made our millionaires, millionaires? They have learned
how to overcome the biggest problems.
What about upline support? Most IPCs felt this was
their second biggest challenge.
When we surveyed the millionaires, 45.45% said
they had low support from their upline, but not one of
them listed this as a major problem. In fact, they said it
wasn't a problem at all. They almost didn't even give it a
thought.
So what kind of support do the IPCs wish their
upline had helped them with? The answer is in the table
below:
The Average IPC Wishes Their Sponsor had Told Them
How to Prospect 43.75%
About Business strategies 31.25%
About a Duplicable system 16.67%
How to overcome “Price of juice” Objection 4.17%
How much Commitment is needed 4.16%
Once again prospecting leads the pack. And for
good reason, most consider prospecting the life blood of
their business. But there are other factors that have a
huge impact on your organization – such as retention.
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50. NONI MILLIONAIRES
The Average IPC would ask a Noni Millionaire
How to prospect 39.13%
Demonstrate how to get started 24.64%
Their business strategies 15.94%
How do I get others to duplicate me 7.25%
What drives you 7.24%
System used 5.80%
And for a 3rd time prospecting took the lead, when
we asked IPCs what they would ask a noni millionaire.
noni millionaires not only tend to be different in
their skills, they're also different in how they view
challenges. We'll look at how you can start to change
your patterns in the following chapter.
OBSERVATION
Working from Home Challenges
Difficulties working from home depended very much on
individual circumstances. While some had no problems working
at home, others found it necessary to have a separate office.
Bert Jensen has a strict rule - "no one is allowed to enter when
you are working."
Others, such as Sheron Hoot had no choice. She said, "All I had
was the passion in my heart and the conviction of my personal
testimony." She began her business in a tiny apartment on the
corner of her kitchen table. Because of years of illness Sheron
had not been prepared for business and it was very stressful.
She had no car, no three way calling on her phone, no
computer, no fax, no literature, no cash , no credit cards.
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51. NONI MILLIONAIRES
CASE STUDY – John & Laurie Bentley
1. Can you tell us a little about your background?
I started working in my Dad’s retail store in Las
Vegas Nevada at age 10. I also had three newspaper
routes. As a kid I worked seven days a week and never
took off summers.
I graduated from Las Vegas High School in 1955. I
enrolled in a Jr. college. I started working full time at
Van de Kamps restaurant in Pasadena California as a fry
cook.
2. Had you any experience in network marketing
prior to becoming a distributor with TNI?
I joined up with a company called Nutrilite in 1955.
I was amazed that I could hire people and not pay them
and yet I got paid for items they sold! What a fabulous
concept! It was a great learning experience. I learned
that you had to figure out how people thought.
3. Did you work with any of your old downlines
from other networking businesses, or from business
associates to build your downline in TNI?
Yes. I made many phone calls to find out who was
interested in joining me in TNI. I had been in many,
many MLM companies previously. Forty five of them to
be exact!
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52. NONI MILLIONAIRES
4. Why did you choose TNI?
I listened to my sponsors Floyd and Ann Holdman
telling me about this new company called Morinda.
Floyd had me talk to one of the owners, Kelly Olsen.
The opportunity sounded great. Floyd offered me an
airline ticket to Salt Lake to check it out. I was attracted
to the product and the plan.
5. Did you work alone or with your spouse or family
member when you began the business?
I work with my beautiful wife Laurie and later our
daughter Julie joined us.
6. What problems did you encounter working from
home?
I overwhelmed the phone, the fax and the UPS
drivers. I moved into a 1000 sq ft. warehouse and office
complex. I eventually surrounded myself with a fantastic
staff of people, which gave me more time to build the
business.
7. As you built the business, did you promote the
business or the products, or did you promote one or
the other to suit the prospect?
I did both. Some wanted to try the product first.
Others wanted to make income right away. We
swamped the company’s phone system. Floyd was
helping me turn orders in.
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53. NONI MILLIONAIRES
8. What were the first things you did to commence
your business?
I worked on a list of over 100 people. I held
meetings in hotels right away.
9. Who did you approach first – family and friends,
or strangers?
I put in both family and friends. A few were non-
networkers. The business took off like a rocket. All
approaches were good. The juice had people re-ordering
like crazy.
10. What qualities do you look for in a new
distributor?
I interview people as if I was hiring them for a top
level position in a huge company. I find out their
background, if they need more money and if they have
any health challenges. I identify the builders and help
them identify others. I do not wait for anything!!!
11. How long were you a distributor before you went
full time or replaced your income?
I was full time from day one. I put in long days and
nights, 7 days a week. I was a noni machine! I did a lot
of 3 way calls.
12. When you commenced your business, where did
you focus most of your time, in finding new people
or working with those you had?
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54. NONI MILLIONAIRES
I did both. I was on the phone building downlines
along with sponsoring new people. Our hotel meetings
jumped up to over 125 people.
13. How much time did you spend learning about
the business before you began contacting
prospects?
In networking you learn as you go. I was contacting
people when I got back from Orem Utah. For new folks
wanting to get into the business now – Learn, Get the
Burn and Earn!
14. What percentage of time did you spend learning,
prospecting and teaching?
I learned the plan early on. We just had one product
so most of our time was spent on phone calls, moving
the noni and teaching the new distributors how to do it.
15. Taking what you know now, what would you
change if you were to start over?
Absolutely nothing. noni was hot then and it is
hotter now!
16. What kind of input did your upline have in your
business building?
A lot. In the beginning Floyd flew down to
California and helped me with meetings. Since he lives
in Utah he helped me put in orders and get the product
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55. NONI MILLIONAIRES
out to our customers and distributors.
17. What was your biggest challenge when you were
building the business? What is your biggest
challenge now?
People poured into the business in the beginning.
They treated the “Case Autoship” as an “expense”
instead of an asset. The ones that hung in there made a
lot of money. The value of “case auto” must still be
taught.
18. There are people who have been in the business
for some time, and feel they don't know how to
move forward. They feel they need more training.
What do you recommend they do?
Many people treat this industry as a part time hobby.
The main focus must be on training. Many don’t take
that time to learn. Everyday life cancels out many great
people. TV shows, the news are more important than
pursuing the business. Working the 9 to 5 job gives
people the warm fuzzies and a sense of false security.
Why are so many people broke at age 65? Simple! Being
broke takes very few plans. Being rich takes planning.
19. What advice and training do you believe a new
distributor needs?
A lot. Most young people put in four to six years in
college to learn a trade. People come into networking
and want instant income or they quit! They say, “Well I
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56. NONI MILLIONAIRES
tried it for several months and nothing happened.”
20. What do you believe are the main challenges
distributors face and what solutions do you have for
them?
People need to start and pick out people in their
upline who are doing well and get close to them. Do
this either by phone or computer. Success breeds
success. Wealth for new people is just around the
corner. Some people can’t identify the corner!
21. What action do you require your new distributors
to take?
Massive! Get on the phone and learn learn learn.
Spend time putting your team together. Select good
people. Lazy people are hard to pry out of their chair.
Put time in everyday to learn and build.
22. How do you find prospects?
New prospects are EVERYWHERE. They work
with you. They are in shopping centers and malls. They
own their own businesses. They travel. They are your
neighbors, your close friends, they are strangers standing
in line at the movie theater behind or in front of you.
They all need “TIME” freedom and more income.
Strike up a conversation and talk to them.
23. Do you ever purchase leads and if yes how
successful is this method?
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57. NONI MILLIONAIRES
I have bought leads and worked them from time to
time. Leads are tough. It’s not the best way to find
quality people. It’s not wise for the new distributor who
doesn’t know the business well and could be blown away
by verbal abuse over the phone. You have to have
fantastic people skills and know how to handle
objections!
24. Have you ever run advertising campaigns? If yes
what medium did you use and what was the
response?
I have run ads in the local papers. It’s no longer an
easy way to find great people. Most people are looking
for a salary income. You are offering a commission
based income. You receive a lot of No’s and very few
say yes.
25. How did you pique people's interest and how do
you do it now?
In the beginning we asked, “What do you know
about noni juice?” Now I look for people who would
like to build a second income. It starts out as a part time,
money building source.
26. How do you call them to action and follow
through until they become distributors?
Find out the amount of time they can put in and
then get them to commit to the TNI training program.
Fast Start camp, Coral camp, etc. New distributors need
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58. NONI MILLIONAIRES
a lot of help and attention and recognition. TNI
provides that!
27. How do you overcome objections?
By listening, smiling and saying their name and
giving them a reasonable answer. New people don’t care
how many objections they give you until they know how
much you care to help them.
28. I want you to be very frank. What is the biggest
mistake or mistakes you see distributors repeatedly
making?
Not spending enough time building the business.
Treating it like it has no value. They will let days, weeks,
months go by without working the business. They treat it
like a $35.00 investment. They don’t see the value. If
they had laid out $350,000.00 to become a distributor
they would probably work it as such.
29. What do you do that average distributors don’t
do?
STAY BUSY. STAY FOCUSED. Six, sometimes
seven days a week I go go go. The payoff is HUGE, so
doing something everyday makes sense. You don’t
become a great golfer hitting the ball once a month.
30. What is a reasonable time for a distributor to be
“in training?”
Forever! You never stop learning so you are always
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59. NONI MILLIONAIRES
in training. I spend a lot of phone time with my team
learning new ways to build and grow. Someone always
will come up with a new idea. It gives me the
opportunity to praise my wonderful group.
31. What are the most important things a new
business owner needs to learn and what skill sets
should they develop?
People skills. You are in business for yourself, but
NOT by yourself. The key to wealth is to surround
yourself with quality people. The team you build
duplicates. You set the pattern that others copy.
32. Would you agree that even people in Network
Marketing do not really understand their business
and how would you describe Network Marketing?
People are sharp today. The same learning skills that
put you into real estate, puts you into networking. The
big difference is that one sale of property gives you only
one check. Networking allows you to put together a
team of thousands who buy and the checks flow daily,
weekly and monthly. It's like having a money pipeline
into your home with no shut off valve!
33. Is it the people who tend to promote the product
or the business, or both that seem to succeed the
most?
Great products push the business, but it is the
individuals who have the vision to see themselves doing
well. TNI seems to attract great people. I know it’s the
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60. NONI MILLIONAIRES
plan. When you are paid the most for your time, why
waste time doing other things? Everyone has 24 hours a
day. Why not benefit the most with the best amount of
income?
34. What changes in lifestyle have you had on your
way to success?
Many, many changes. Everyone wants to do well but
with TNI success comes at a fast pace. The trick here is
to remain humble and thankful. Laurie and I are living
debt free. My passion as a hobby is antiques and toy
trains. We now own 8 antique stores in the city of
Orange and I get to be around all the things I love on a
daily basis.
35. How has success changed your view of life and
how you see yourself?
My dad instilled in me early on that to be successful
in business, one has to remain a servant to others. Our
products and this company have allowed me to do just
that – to help others. I stay on the phone to encourage
others. Our group is in 44 countries. What a joy it is for
me to see and hear so many people doing well. For years
I worked for others, but a paycheck pins you down.
Now thanks to the 5 partners and TNI we have financial
freedom, which really is time freedom. This company
has let so many people prove their greatness, not only to
their team but to their families.
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61. NONI MILLIONAIRES
CHAPTER 3
The Single Biggest Mistake IPCs Make
The myth still persists that you have to get into an
MLM company early to be successful. What is of
greater importance is how early you get into your
own business. – Janice Ayre
The greatest success comes from taking the business
seriously from day one. Spending long hours to have
effective results, noni millionaires either did the business
full time from day one or had replaced their current jobs
within a few months through massive action in the early
days of their business. They realized the importance of
learning the business, but realized much was learned by
doing.
We asked the millionaires to identify what they see
most IPCs doing wrong. We asked them to be frank, to
not hold back.
Our millionaires came back with a number of
mistakes, but the one that stood out the most, the single
biggest mistake was:
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62. NONI MILLIONAIRES
“They [IPCs]waste time during prospecting trying to convince
people to join their organization. And they don't talk to enough
people.”
We then asked the millionaires how they avoid
making this same mistake:
Solution...
“Seek those who are motivated to change their life, rather
than trying to convince people they need to change. Spend time with
people who truly want the juice, and who truly want to build a
business. Build associations with these people. Networking with
these people will lead to endless prospects.”
Simple? Maybe. Easy? Not always. It takes a
conscious awareness to remind yourself to seek the right
people, like-minded people. It takes effort to network,
recognize and build associations with like-minded
people. It takes effort to ask these associates for
referrals.
But that wasn't the only problem that was identified.
The millionaires also identify the following mistakes as
big problems. They also gave us the solutions they
personally use to overcome them.
Common IPC Mistakes and Millionaire Solutions
IPCs...
Often give up too soon because they let negatives
discourage them, causing self-doubt.
Solution:
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63. NONI MILLIONAIRES
Sometimes when you're discouraged it takes more
than positive thinking. After all, if positive thinking
worked all the time, you would never be
discouraged. Unfortunately that's just reality. You
will get discouraged. Positive thinking has its place,
but what do you do when you are struggling to
change your discouragement? You work! You go
and do it anyway. You push through it. A little
known fact is, action can create desire. Often times
leaders will do things, others (including themselves)
don't want to do – but they do it anyway.
IPCs...
Treat their business as if it has no value. They see
their investment as the cost of the kit instead of
investment of time and effort.
Solution:
John Bentley says IPCs don't spend enough time
building the business... “Treating it like it has no
value. They will let days, weeks, months go by
without working the business. They treat it like a
$35.00 investment. They don’t see the value. If
they had laid out $350,000.00 to become a
distributor they would probably work it as such.”
IPCs...
Lack confidence to reach out to others because of a
fear of rejection.
Solution:
Ask yourself what is the worst thing that can
happen to you. Consider also that when someone
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64. NONI MILLIONAIRES
says “no” it is not a rejection of you, but a rejection
of the opportunity.
IPCs...
Spend too much time trying to make a distributor
who is not serious perform as they want them to.
Solution:
Realize that time is the most valuable asset we have
and spend it profitably.
IPCs...
Waste time during prospecting trying to convince
people.
Solution:
Seek those who are motivated to change their life.
IPCs...
Fail to follow up and so lose many opportunities.
Solution:
Create a follow-up system. Track your prospects
and follow up with them routinely.
Some IPCs...
Are not willing to work to make it happen. They
have a 'win the lotto' mentality.
Solution:
Realize it is your business, no one else's. The
Company is the wholesaler. People above and
below you in your organization are your associates.
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65. NONI MILLIONAIRES
Realize there is no such thing as reward without
effort. Effort develops leadership qualities and once
you know where you are going people will follow.
IPCs...
Feel discouraged when mistakes are made or the
world seems against them, so they give up.
Solution:
“If you want to photograph a rainbow you have to
sit thought the thunder storm.” Floyd Holdman
You must move past failures by having a definite
vision of where you want to be and a sure
conviction that the prize (and you) are worth it.
OBSERVATION: Would a Millionaire do anything different if
starting from scratch?
Asked if they would change anything if they started over, some
millionaires said they would do the same thing. Others felt they
could achieve their present state in half the time. Some felt that
they would spend time only with those who would take action and
be responsible.
If you haven't previous experience in business then
there's a lot to learn, but that hasn't stopped the
millionaires. The persisting belief among them, is that
you need to start immediately and learn on the job. This
is one business that can be well adapted to this way of
learning because there are many training aids and team
support. The simple truth is, you don't have to know
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66. NONI MILLIONAIRES
everything.
The most important thing to know is that you can
surround yourself with people who have the knowledge
and skills you don't have. These people can be found in
both your upline and your downline. Rather than focus
on becoming a self-made millionaire, our noni
millionaires seem to focus on becoming team-made
millionaires. Use the talents of those around you.
Many more doors will open up by using this
uncomplicated model.
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67. NONI MILLIONAIRES
CASE STUDY – Alex & Doralee Brewer
1. Can you tell us a little bit about yourself and your
background?
As a career USAF Officer, I was success orientated
and experienced in training and working with others. I
have always been a goal setter and saw TNI as a
challenge.
2. Had you any experience in MLM prior to
becoming a distributor with TNI?
After retiring from the USAF, I was a full time
networker for over 26 years. When I joined TNI I had
achieved success in other MLM businesses, but this is
the first one that has so much to offer.
3. Did you bring a downline from another other
MLM business, or from business associates to build
your downline in TNI?
No.
4. Why did you choose TNI? Were you attracted
more by the product or the business?
After initially turning down the opportunity, we tried
the product and then investigated the company and
founders. We liked what was presented to us, so joined
with the idea of building a successful business.
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68. NONI MILLIONAIRES
5. Did you work alone or with your spouse or family
member when you began the business?
I worked alone.
6. What problems did you encounter working from
home?
None.
7. As you built the business did you promote the
business or the products or did you promote one or
the other to suit the prospect?
I sold two things. First I sold the prospect on the
idea the product was good and then I sold them on the
idea that they could make money promoting the
business.
8. What were the first things you did to commence
your business?
Studied the plan and ordered support literature.
9. Who did you approach first - family and friends,
or strangers? Which approach was more successful?
Approached friends and acquaintances. Had about
equal success with both friends and acquaintances.
10. What qualities do you look for in a new
distributor? Do you identify business builders or do
you wait for them to prove themselves?
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69. NONI MILLIONAIRES
I look for people who have a "success" attitude. If
they have the right attitude, I can show them how to
succeed.
11. How long were you a distributor before you went
full time or replaced your income?
I went full time first day, as I was committed to
making the business a success.
12. When you commenced your business where did
you focus most of your time, in finding new people
or working with those you had?
I focused on getting people in the business and
working with those who had the right attitude plus
commitment.
13. How much time did you spend learning about
the business before you began contacting
prospects? What would you advise a new distributor
to do in this regard?
The business is so simple. It does not require a lot of
knowledge to tell others about noni and encourage them
to try it.
14. What percentage of time did you spend learning,
prospecting and teaching?
I am still learning as the business is continually
changing. I think prospecting is where to spend the most
time. The leaders will take little time, it's the others who
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70. NONI MILLIONAIRES
take away your time.
15. Taking what you know now what would you
change if you were to start over?
I would do the same things I did 10 years ago.
16. What kind of input did your upline have in your
business building?
My upline and I worked together from day one and
continue to do so. It is a team effort and we work as a
team. My upline has published training CDs. This is a
great program with guidelines to follow for the
newcomer as well as others who are in the process of
building. We call this system, Wave 2.
17. What was your biggest challenge when you were
building the business? What is your biggest
challenge now?
Younger people seem to not be too interested in
what I have to offer. At 79, it's an age challenge I deal
with!
18. There are people who have been in the business
for some time, and feel they don't know how to
move forward. They feel they need more training.
What do you recommend they do?
When I was instructing in the USAF, teaching others
how to fly a Mach2 airplane, training was a high priority
because what you didn't know about the airplane would
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71. NONI MILLIONAIRES
kill you. This business is so simple and I feel that many
people use lack of training as an excuse for not getting
out there and prospecting people.
19. What advice and training do you believe a new
distributor needs?
They need to start with a prospect list and have
enough courage to get their upline on a three way call
with their prospect. If they do this, they will learn by
doing. Learning in a classroom environment is great,
and gives newcomers the feeling they are building their
business. I would rather they spend that time talking to
prospects and learning by doing.
20. What do you believe are the main challenges
distributors face?
The main challenge I have with new distributors is
getting them to think bigger as well as setting a
reasonable goal. We already have "the wheel" so re-
inventing the wheel wastes their time and mine.
21. What action do you require your new distributors
to take?
Listen to the Wave 2 CDs as well as get involved
with our weekly conference calls. We have the track to
run on.. they just need to get involved and make things
happen.
22. How do you find prospects?
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72. NONI MILLIONAIRES
Within 5 months after joining TNI, I had talked to
everyone I knew. So talking to strangers, wherever I am,
is the way to go.
23. Have you ever purchase leads and if yes how
successful is this method?
I have purchased leads to support a successful
mailing system that I use.
24. Have you ever run advertising campaigns? If yes
what medium did you use and what was the
response?
I mail letters to prospects that are from various lead
sources. I do not recommend this system to newcomers
as it is very expensive and you must be able to deal with
negatives and flaky people.
25. How did you pique people's interest and how do
you do it now?
I evaluate the prospect as best I can and then make a
product or opportunity approach, depending on the
prospect's comments and needs.
26. How do you call them to action and follow
through until they become distributors?
I give the prospects literature and tell them about the
product and company. Then I tell them "If you are
serious about your health or want more income, you will
need to call me." I also give them the times and phone
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73. NONI MILLIONAIRES
numbers of our Conference calls. So if they are serious,
they call me, otherwise I am moving on without them. I
am very comfortable doing this as there are so many
prospects out there, I am moving on looking for those
who are "serious."
27. How do you overcome objections?
I usually don't. It is easier to find someone who is
looking for opportunity than it is to deal with excuses for
not getting involved.
28. I want you to be very frank. What is the biggest
mistake or mistakes you see distributors repeatedly
making?
Time is the most valuable asset we have. The biggest
mistake I see distributors make is trying to make a
distributor who is not serious perform like they want
them to.
29. What do you do that average distributors
don't do?
I talk to a lot of people, so I get a lot of “NOs.” I
then move right on to the next prospect. The average
distributor lets the "NOs" affect their own performance,
so this business is not for everyone.
Someone else's lack of vision or ambition is their
problem not mine, so if they say no, I just move on
without them. The ones who say “yes” are the ones that
count, so why waste time trying to convince a “No?”
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74. NONI MILLIONAIRES
30. What is a reasonable time for a distributor to be
"in training?"
I am still learning, as the business is not a fixed
thing.. it is growing and expanding all the time, so we
need to continually learn and grow with it.
31. What are the most important things a new
business owner needs to learn and what skill sets
should they develop?
Learn people skills and help those in your
organization learn how to deal with others.
32. Would you agree that even people in Network
Marketing do not really understand their business
and how would you describe Network Marketing?
Many people in Network Marking do not really
understand the concept of being successful by helping
those you bring into the business, achieve their goals.
33. Is it the people who tend to promote the product
or the business, or both that seem to succeed the
most?
Almost everyone will want to make sure the product
works before building a business. There are a few who
realize that TNI and noni have to work as advertised. So
now that we have a track record of success, there are
networkers who will be joining based on the fact that
TNI is a winner.
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75. NONI MILLIONAIRES
34. What changes in lifestyle have you had on your
way to success?
I was already a successful person and had a very
comfortable lifestyle before TNI.
35. How has success changed your view of life and
how you see yourself?
Thanks to TNI, I have a larger estate to leave to my
children.
36. How has success changed how you live and why
do you believe it is good to be financially
independent?
I don't feel that I have made any significant changes.
I do feel very rewarded for my part in helping others
achieve their goals.
Because of the volume being generated, the
distributors in my dowline earn over US$40,000.00 daily
in commissions and bonuses, so I am proud to say that I
played a part in this.
37. Are there any other comments or observations
you would like to make?
As a Double Diamond Black Pearl, my next goal is
to achieve Triple Diamond and then on to the top. This
is a lot better deal than working at Wal-Mart. I would
think that if a 79 year old veteran of WW2, Korea and
Vietnam can do this, you can too.
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77. NONI MILLIONAIRES
CHAPTER 4
Art in Prospecting
I interview people as if I was hiring them for a top
level position in a huge company. I find out their
background, if they need more money and if they
have any health challenges. I identify the builders
and help them identify others. I do not wait for
anything! - John Bentley
Without controversy, the biggest challenge and also
the most sort after answer is how to prospect. 50.52% of
all surveyed IPCs said that effective prospecting was
their biggest challenge. 39.13% said that would be the
single most important skill they would like to learn from
a noni millionaire.
43.75% of all IPCs surveyed wished their sponsor
had trained them more on effective prospecting.
Well, we asked that question for you and will detail
the strategies used by the millionaires in the pages that
follow.
The art of effectively generating new leads, sorting,
following-up and converting, is a major keystone of the
business.
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78. NONI MILLIONAIRES
The only way to get above average results is by being
above average
How do you get above average results? We found
that 67% of noni millionaires had some kind of network
marketing experience prior to joining TNI. Does this
mean you're stuck at being average if you don't have
prior experience? Not at all. This prior experience taught
them skills, it helped to make them above average.
Remember only 33% brought a part of their former
organization with them. But they all brought their skills
with them. You can learn these skills. You can learn
them right now.
There's a misunderstanding between the terms
'simple' and 'easy.' The concept is simple but it is not
easy until you have developed the skills to make it so.
Don't call a few people and when you have no
success, give up saying it doesn't work. We've heard
successful business builders state that you need to talk to
300 to 400 people before you develop the skill sets
needed to make the difference between failure and
success.
Once you have approached that many people, you
will have gained the confidence and a rhythm to your
approach, that will give prospects the confidence to
know they are speaking with someone who knows what
they're doing.
But before you run out and try to talk to that many
people, you can improve your skills instantly, by
understanding some key techniques.
Just what are the skill sets you need to develop?
We pin pointed three main skill sets you need:
1. Communication.
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