American Victory The Real Story of Todays Amway

nd Helmsfe
Best-Selling Author of
Network of Ctaroioinis
* A
eludes 100 Reasons Why

You Should BE in The Business
And STAY in The Business
Digitized by the Internet Archive
in 2012
http://archive.org/details/americanvictoryrOOshad
Shad Helmstetter,Ph.D
American
Victory
The Real Story of

Today's Amway
Chatoet
Publishing
:
Other bocks by Shad Hdmstetter
Network Of Champions
What To Say When You Talk To Your Self
The Self-Talk Solution
Choices
Predictive Parenting —
What To Say When You Talk To Your Kids
Finding The Fountain Of Youth Inside Yourself
Sdf-TdkFor Weight-Loss
You Can Excel In Times Of Change
AMERICAN VICTORY
Copyright © 1997 by Chapel & Croft Publishing Inc .All rights reserved No
portion of this book may be reproduced in any form, except for brief quotations in
reviews, without written permission from the author.
Helmstetter. Shad
.American Victory
ISBN 0-1^5171-1-1
Printed in USA
10 9876543
To the Distributors
This book is dedicated with belief, encouragement, and

respect, to Amway Distributors everywhere. You're
making a difference. This book is for you.
Contents
Parti
In Pursuit Of A Dream 1
One
Chapter
Choosing To Succeed 3
Chapter Two
A Dream You Can Believe In 10
Partn
Amway Distributor University 22
Chapter Three
Welcome To ADU 24
Chapter Four
The Six Rules a Tools 40
Chapter Five
The Importance Of Seminars And Functions ... 59
Part ffl
Getting Down To Business 66
Chapter Six
Treating Your Business Like A Business 68
Chapter Seven
Overcoming The Four Fears Of Prospecting 76
Chapter Eight
ShowingThe Plan 95
Chapter Nine
Three Important Steps To Improving
Your Presentation 102
Chapter Ten
What To Do About Negative People 123
Chapter Eleven
The Hidden Enemy That Can
Sabotage Your Business 141
Part IV
Building Your Belief 155
Chapter Twelve
The Positive Power Of Dreambuilding 157
Chapter Thirteen
A New Set Of Self-Talk Scripts For Amway 171
Chapter Fourteen
One Hundred Reasons To Be In The Business,
And Stay In the Business 194
Chapter Fifteen
Repeat Practice, and Perfect 204
Chapter Sixteen
The Dream Is Real-The Time Is Now 224
Shad Helmstetter,Ph.D
American
Victory
Parti
In Pursuit Of A Dream
*y<ni can choose
to zvor(<ifor yourself.
you can choose to become

financiaCCy independent.
you can choose to have freedom

for the rest of your life.
&nd you can choose to succeed"

Chapter One
Choosing To Succeed
his book is about choosing to succeed. It's a book

about the Amway business, but more importantly,
T" 11
it's
career,
about you, your goals, your family, your
and your success.
This is the second book I've written about "the business."
My first book, "Network Of Champions" was written with a
very specific objective in mind: to recognize, to teach, to
motivate, and to inspire you. This second book for you, after
more research into your organization, is written with those
same important goals in mind:
To recognize you and acknowledge the important job
you're doing as an Amway Distributor.
To teach you the best of what I've learned in my career in
motivational behavior.
To motivate you to follow both your head and your heart,
and make the decision to build your business.
—
And to inspire you to dream and to make your dreams
come true.
SHAD HELMSTETTER
A PRACTICAL, DOWN-TO-EARTH, COMMON

SENSE APPROACH TO BEING SUCCESSFUL
I've never been one to believe in pipe-dreams. If it isn't
practical, if it doesn't work, I don't want any part of it.

At the same time, I've long believed that most people sell
themselves short. They don't get the most out of their lives.
They settle for too little, and instead of their lives being
exceptional, their lives are ordinary, and unremarkable, and
unfulfilled.
In this book you'll find a practical, down-to-earth, common
sense approach to being successful.
Throughout my professional career of writing, and speaking
to audiences about the best ways to be successful in life, I've
always looked for that one best way to get the job done.
"What would I tell my own friend to do, if he were to ask me
what he should do with the rest of his life?"
I hope what you read in the pages that follow will let you
know you are that friend.
NO MATTER WHERE YOU ARE

IN THE BUSINESS TODAY
This book is written for four different kinds of people — all
of whom have the same potential in front of them.

.
CHOOSING TO SUCCEED
It is written for:
1 People who are new to the business,
2. People who are experienced Amway Distributors,
3. People who have been in the business for some time but
haven 'tyet committed to making it work, and
4. People who are considering becoming a distributor, but
who aren't yet in the business.
Whichever of these categories you may fit into, this book is
written for you.
1. Ifyou 're new to the Amway business.
If you're new to the business—yow made the right choice.

Go ahead and feel good about it.
If you work at it, and build your Amway business, I wish I
could adequately you what you have in store for you.

tell
The complete picture of a future with Amway deserves

more than a motivational talk or a two-hour presentation, or
even a few pages in a book. What you're dealing with here is
an idea and a plan and a career that could well change the rest
of your life.
If you're new to the business, I can only suggest that you

take what you read here as seriously as you've ever taken any
one-on-one conversation in your life. Throughout this book
it will be me talking to you — just like we were sitting together
SHAD HELMSTETTER
in your living room or in mine.

What I share with you in the following pages could not be
more heartfelt or sincere if I were talking to my own sons or
nephews or nieces. My goal is for them to succeed. My goal
is for you to succeed.
If you're new to the Amway business, you shouldfeel good

about your choice. This book is about being on the right
track —and how to do even better on that track. If you're
already in the business, and working at being a success, you
made the right choice. You are definitely in the right place.
2. Ifyou 're already experienced in the Amway business.
If you've been in the business for some time, no matter how

well you've done up to now, it's time for you to renew.
This book is about a recommitment. It's a what-to-do and
how-to-do-it book for creating a new contract with success.
If you want to do —
it if you really want to do it— this book
will help you make that commitment.
Also, while you move up to your next level in the business,
it's a good idea to bring your own downline along with you.
What you read in the following pages is written to help you,

and it's written to help them.
3. If you've been in the business for some time, but

9
haven tyet committed to making it work.
Ifyou haven't done it yet, regroup and revitalize. This

book is also written for those people who have worked hard
CHOOSING TO SUCCEED
at their business, or at least now and then, but it just hasn't

worked out for them the way they thought it should.
In the chapters that follow, you'll find some of the tools that
will help you take that next important step — the step toward
real commitment to your future.
If everyone who has been in the business for five, or ten, or
even fifteen years would make the decision, this year, right
now, to make the business work, the Amway business in
general —and yours—would double overnight. If you were
one of those distributors who decided to make that change,
not only would the breadth and scope of your Amway
business change ... so would your life.
If you read carefully, and put into practice what you find,
this book will help you make that change.
4.Ifyou 're considering becoming an Amway Distributor

and building a business for yourself
If, now, you and I could just sit and talk together for
right
an hour or two, and if you were considering the decision
whether or not become an Amway Distributor, I would tell
to
you some things that would probably surprise you. I'm
certain that what I would tell you would be important to you
and to your future.
I've done my best to include my personal message to you in

the pages of this book. I hope you get the message.
NO MATTER WHERE YOU ARE, THIS IS FOR YOU

—
SHAD HELMSTETTER
If you're new to the business, you made the right choice

you're in the right place.
If you're experienced in the business — it's time to renew.
If you've been in the business for some time, but haven't
done it yet — it's time to regroup and revitalize.
If you're considering the business — it's time to get started.
You have probably found the best means you'll ever find to
take control of your own life.
For everyone reading this book, no matter what level you're

atnow, it's my objective that by the end of this book you'll
have a better, clearer idea of where you're going with your
life —and how building your Amway business can help you
get there.
Let me get right to the point: Amway works. The idea of
Amway works. The concept of free enterprise works.
Building an independent Amway business works. Creating
better lives by helping other people build their own Amway
businesses works.
The question of whether Amway works is no longer a
question that is posed by informed people. If you want to
build a future —
a successful future —
that you control, there
may be no better thing you can do today than to be a part of
the Amway Distributor organization.
"four flmzvay Business jives you
the opportunity to succeed
in every important area
of your life.
^his Business Builds your faith,

your family, your friendships,
your freedom,
and your future"
Chapter Two
A Dream You Can Believe In
Therewhole world ought

the
needs is a story that to be
to hear.
told.
(And
It's a story
the way
things are going, the world will hear it.)
" It's a story so significant to you and your business

that I decided to follow up on the story personally, get all the
facts, and make certain that what I suspected was true.
To research this story, my wife Elise and I traveled to other
cities in the U.S., and even to other countries. We spent hours
interviewing the people who were at the heart of the story.
And when we were finished, I couldn't help but wonder how
many Amway Distributors today understand what this story
really means.
I'd like to briefly tell you the story as / see it —from my
own outside perspective.
To begin with, let me make a small disclaimer. If you've
read any of my previous books, you may know that I never
spotlight any one person. I don't write about success by
10
A DREAM YOU CAN BELIEVE IN
relating stories about sports figures or other famous people.

I've always felt those stories were usually better written by
someone else. During the course of writing eight previous
books in the field of personal growth, I chose to focus on
specific techniques instead of specific people. Besides, the
minute you write about someone special, you leave out all the
other people who are equally special. That, of course, is not
my intention.
But in this book, for the first time ever, and for good
reasons, I've decided to mention some people by name. It
doesn't mean there aren't other special people out there —but
for you to understand the importance of this story, you have
to know the people who made this story happen.
THE TRUTH ABOUT AMWAY, AND

THE THREE GENERATIONS
If you've been in the business any time at all, you've

already learned that Amwaynow a three-generation
is
business. That is, someone who became an Amway

Distributor, and went Direct, had a son who started his own
Amway business and went Direct, and that son had a son who
started his own Amway business and went Direct.
The significance of that is astounding. I suspect you're
familiar with that scenario of success in the business, but I've
looked deeper into the story. I'd like you know what it
to
really means — especially for you, and your own Amway
business.
11
SHAD HELMSTETTER
The family who first earned the distinction of having three

generations of Directs in the business was, of course, the
Victor family. So that you understand the significance of
what they did, here's an overview of what took place.
REMEMBER THIS STORY, SO YOU CAN TELL IT

TO YOUR KIDS—AND TO YOUR
GRANDCHILDREN
Joe and Helyne Victor were one of the original "founding

families" of Amway Distributors, before the business was
even called Amway. In the early years of the business, there
were distributors in only two states —Michigan and
Ohio —and they only had one product to sell.
It was clear to these pioneers that the concept of the

business was even more important than any one product, so
they got together and decided to build a long-term business
was based on principles,
that rather than on products alone.
The products would have to be good, of course — the
best —but the business itself would have to be based on
principles.
At those early meetings, Joe Victor and the other
distributors were meeting room and
in the Victor living
having discussions that probably sounded more like the

founding fathers of our country discussing the Declaration of
Independence, than a group of people creating a new
approach to business.
What those pioneers decided to do was to build the future
12
of their young business based on personal integrity, values,

faith in God, the importance of the family, the importance of
people helping people, and building a business that would

have an unlimited future.
FIVE PRINCIPLES THAT BUILT A BUSINESS AND

CHANGED THE WORLD
They chose to lay out five principles they felt strongly
about, and base the business on those principles.

First, the business they were about to build would have to
—
be Universal that is, it would be a business for people from
all walks of life.
Second, the business would be based on Repeat
business — that is, it would be a business that would establish
an ongoing, positive relationship with its customers. This
would not be a one-time sale or purchase. The new business,
and the distributors who built this business, would have to be
there, counted on, year after year.
Third, the business should be set up to be Unlimited. That's
an incredible concept for a new business. No limits. No
limits in thinking. No limits in growth. No limits in
accepting new technology. No limits in the potential of
people. No limits.
Fourth, the pioneers decided that this business should not be

a business that was dependent on the Economy. The founding
distributors had all lived through the Depression, and they
recognized the necessity of building a business that did not
13
SHAD HELMSTETTER
depend on the ups and downs of the stock market or the mood
swings of the buying public.
And fifth, the first distributors set forth that each distributor
that followed them would have the opportunity to own and
operate his own business — to enjoy the benefits and the
unlimited opportunities available to them from something
called Free Enterprise.
THE FIRST GENERATION OF AMWAY

DISTRIBUTORS CREATED THE
SECOND GENERATION
While those founding pioneers of Amway Distributors were

sitting and talking in Joe Victor's living room, there was a
kid, Joe's son, who would bring the coffee into the meeting
room. His biggest goal at the time was to be able to bring the
coffee in without spilling it.
Young Jody Victor considered his dad his greatest hero. He

got to listen in. He got to be there. And it would change the
course of his life.
Young Jody wasn't spending his youth arguing over who

got to watch what on television. He was watching the
creation of a new Declaration of Independence. He was
listening. And he was learning.
In time, after enrolling in college, studying accounting, and
then entering law school, the picture of those men, the first-
hand knowledge of that business, the understanding of those

principles, all came together. And still-young Jody Victor
14
made a decision that would change his life —and the lives of
countless others — forever.
He spent his own money, and bought a Starter Kit. He
became an independent Amway Distributor, and he decided
to build his own business.
Years earlier, Joe Victor had become a Direct Distributor,
and then, step-by-step, reached each next level of success in
the business.
Then Jody Victor became a Direct Distributor, and, in time,
he and his wife Kathy began their own path toward becoming
Crown Ambassadors.
When I did my research, I found it interesting to note that
no one expected Jody Victor to automatically become a
distributor and build his own Amway business. His father
didn't push him, or expect him to do it. Joe had set the
example. He had ordained a path to the future. He had cast
the mold, and it was a very good one.
THE THIRD GENERATION ENTERS THE STAGE
Then the next extraordinary step took place: Jody's son

Steve, and Steve's wife Marcia, became Direct Distributors
after starting their own Amway business.
To put that into perspective, well over a quarter of a century
after Joe Victor helped lay out the principles that would end
up guiding every distributor who is now building an Amway
business, Joe Victor's grandson went Direct in the same
business.
15
—
SHAD HELMSTETTER
When I learned this, the first thing I wanted to do was

interview Steve. I had some questions I wanted to ask him.
My wife Elise and I had had the opportunity to meet and get
to know —and interview—Jody and Kathy Victor at length.
Jody himself had even said, "If you want to know me, you
ought to interview my kids."
He was right. If you want to know the man, or the woman,
talk to their kids. So I did.
When I interviewed Steve, after he and Marcia had gone

Direct, I asked him whether it had been easier for him than it
would be for other distributors. His answer was that it was

probably harder. After all, when he started in the business
for himself —he had to go it alone. All of his family and
friends had already been shown the plan.
He could have given up in discouragement. But as Steve
told me, "I soon figured out there's a whole world out there.
I just have to work the plan like everybody else."
THE REASON WHY IT WORKED
There's an important reason for spotlighting this one family

here, and sharing their story with you.
Joe Victor, hugely successful in the business, did not push

or expect his son to do the same. He left the choice up to his
son.
Later, Jody Victor, hugely successful in the business, did
not push or expect any of his children to do the same. He left
the choice up to them.
16
When I interviewed Steve Victor, I asked him about his

goals. He very quickly listed several clearly defined goals for
me. One of them was that he would be able to bring a fourth-
generation distributor into the business.
Will Steve and Marcia, as they make their way toward
Diamondhood, and then onCrown Ambassadors
to
themselves, try to persuade their own son or daughter to enter
the business?
My guess is they'll let their kids make that decision for
themselves. Just as Jody and Kathy did. Just as Joe and
Helyne did. But if I hadwould bet on most
to guess, I
Amway kids everywhere, somewhere down

the line, making
the choice to get a Starter Kit for themselves, making the
choice to build the business, and making the choice to build
a life.
That's what Amway does. That's why Amway works.
IT'S TIME TO WRITE YOUR OWN STORY

FOR YOURSELF
There is a profound significance to that story.

That story, if you think about it, proves the most important
point you could ever make about this business. The first
Victor, Joe,made the decision to build a quality business. No

one forced him to make that decision. Then, young son Jody
watched his parents build a business based on values, and he
too, on his own, decided to start and build an Amway
business. Then young son Steve watched Jody and Kathy
17
SHAD HELMSTETTER
build a value-based business, and once again, he took

responsibility for himself, and decided to build an Amway
business. And make it work.
Joe Victor didn't have to build his business, but he did.
Jody Victor didn't have to build his own Amway business,
but he did. And with all that success, and with all that
prosperity (his parents and his grandparents were already

upper-level Diamonds in the business), Steve Victor most
certainly did not have to build his own Amway business for
himself. But he did.
Why did they do that?

Each of them knew the whole story. Each of them knew the
goods and the bads, the possibilities and the difficulties. Each
of them is intelligent, thinks for himself, and takes
responsibility for his own actions. And each of them, on his
own, made the choice to be in the business.
Why?
THEY DID IT BECAUSE THE BUSINESS WORKS—

AND THE BUSINESS CAN WORK FOR YOU
I've related the Victor story to you here because it's

important to know what people who know, do about the
business.
I folly expect to be there when theybwrt/i-generation Victor
walks across the stage and receives his or her recognition for
going Direct in the business. That would be the great-
grandson or great-granddaughter of the first Victors in the
18
business. I've met the Victors. I suspect that will happen.

Their story is second only you now have the
to the story
opportunity to write for yourself. What will you do in the

business? How many of your descendants will choose to do
the same?
A BUSINESS BASED ON VALUES
To me, the story of the three generations of Victors says

two very important things:
First, it proves beyond any doubt, any question, that the
business works. Not just for some people, but for everyone.
The it better than you; they had
kids in that story didn't have
to follow thesame road you do.
What they had, that some people don't, was the belief.
They had seen it work. If they hadn't, they wouldn't have
chosen on their own to be in it. They believed in it. So can
you.
And second, it proves there's more to the Amway business
than products and points. Reaching your next level is
important, without a doubt.

But I suspect those second and third generation Amway
Distributors knew something else about the business. It may
have been the other reasons that made them decide to join the
team.
Perhaps it was because they saw their parents living a life
of independence and freedom — the kind of life most people
talk about, but few people ever live.
19
SHAD HELMSTETTER
Perhaps was because they saw what happens when you

it
live —
your life and manage your business based on values: —
integrity, belief in others, personal faith, honest work, and
personal responsibility. Perhaps they saw those values in
action —and saw them work.
Or maybe was just because they were smart enough to
it
figure out that no one, anywhere, ever, has built a business

quite like the Amway business. Built on principles, built on
the exceptional foundation of people helping people to
succeed, built on values, and built to last.
When Jody Victor says, "I watched my parents in pursuit

" he knows his own
of a dream . . . son Steve can, and does,
say exactly the same thing. The third generation proves that
same dream is still alive and well today. That's a dream you
can believe in —and make it come true for you.
WHAT THEY CAN DO— YOU CAN DO
My hat is off to the Victors. I have great respect for them,

and I have great respect for the other leaders of your business
who, though I have not mentioned them here by name, have
proved the greatness of their spirit, the endurance of their
and the quality of their character.
ideals,
They have built for you the bedrock of a business, and the
chance for a future, that may never be equaled.
20
WHAT THIS MEANS TO YOU RIGHT NOW
If you're not yet in the business, may I offer this suggestion

from a researcher who has studied this business thoroughly:
It's time to join. It's time to start. It's time to build your
future for yourself. In my research I've studied the best of
them. There are a lot of pretenders. But there's nothing that
comes close to the real thing. The real thing is Amway.
If you are in the business right now, dig in, get serious,
build it, and make it big. There's nothing to stop you from
doing that but you.
As a major business today, and as an even bigger business
of the future, there's no doubt that Amway is, and will be,
incredibly successful. You deserve to be a part of that success,
and you deserve to make it work for you.
The rest of this book will show you how.
21
Part II
Amway Distributor University
22
"Choose to improve your life
in every way you can.
WCakj- the decision to learn

something new
every day.
9(ever let a day go by

without getting better"
23
Chapter Three
Welcome To ADU
you want to make your future work, in anything
If you're going to do, you've got to go to school.

Fortunately, as an Amway Distributor, you're already
'I enrolled; if you're in the business, you're already a
student in the most incredible "school" you'll ever attend.
But in this school there aren't any entrance exams; you
qualify by wanting to make life better for you and for others.
Most of the tuition will be paid for with the time you put in.
There will be some course materials you'll need — in this

school they're called tools —and you'll have to do some
independent study.
You'll have the most highly-skilled teachers, the best
encouragement, and a clear curriculum to follow. The grades
will be 100% fair —your grade will be based entirely on how
much you put into your studies.
effort
Your campus will be your business, and your classroom

will be your life.
24
WELCOME TO ADU
Now, shall we make sure you're properly enrolled? And

while we're at it, why don't we go ahead and schedule your
graduation?
WELCOME TO ADU—
AMWAY DISTRIBUTOR UNIVERSITY
Amway doesn't officially call their training program a

university —ADU is my name for it —but make no mistake:
that's what it is, and it's one of the best.
If there were a college named Amway Distributor

University, and its economic output and leadership training
program were exactly what Amway 's are today, there would
be a waiting list so long no one would ever be able to get in!
Pretend for a moment that ADU was to exist as an actual
university —with tree-lined campuses, ivy-covered buildings,
and an impressive roster of distinguished faculty members.
Let's say that ADU, this Amway University, has a
curriculum whose purpose it is "to prepare its students to be
successful in business, or to create lasting benefits among
people and cultures throughout the world."
That would be a university not unlike many that grace our
cities and states today.
Now let's look at what the "invisible" school, the Amway

Distributor University, has accomplished. Let's look at its
total output in teaching personal growth, free enterprise, and

the worldwide social and economic growth created by its
students.
25
SHAD HELMSTETTER
COMPARE YOUR SCHOOL—

AMWAY DISTRIBUTOR UNIVERSITY—
TO ALL THE OTHERS
A school is an institution that's supposed to prepare you to

succeed in life. So let's compare Amway's output and
productivity with other schools, to see how ADU stacks up.
Choose whichever college or university you like.
Amway Distributor University has an impressive list of

accomplishments, perhaps unequaled by any other school,
anywhere.
First let's look at teaching people how to be successful in
business.
You could try to count the hundred-thousandaires and even
millionaires, I suppose. If there's another business school
that singlehandedly creates more entrepreneurial successes, I
don't know of it.

Great wealth, of course, isn't even the point. It's good to
create wealth, and it's essential to build financial
independence if you want to have real freedom in your life.
In that role, ADU can be proud of its accomplishments. But

even more important, Amway is teaching free enterprise, the
economic system that creates financial independence in the
first place. When it comes to teaching the solid basics of free
enterprise, I doubt any other school can get close to ADU.
Let's not stop there. Of the universities surrounding us
today that teach something called "social economics," how
many of their graduates are literally changing the face of
business and creating the growth of free enterprise around the
world?
26
WELCOME TO ADU
How many major university graduate students can attract
thousands of new independent business owners to a business

conference in Brazil, or thousands more in Poland, as an
example?
Or what about the third- world countries with their under-
nourished minds, starving for knowledge, and their
impoverished spirits crying out for freedom? These people,
with their once-forgotten potential, are not going to be
brought to life with a government food-stamp program, or
bureaucrats who line up to keep them in line. Not if graduate
students of ADU are there. And, fortunately, graduates of

Amway University are there.
GUESS WHO'S CHANGING THE WORLD

FOR THE BETTER,
RIGHT WHERE YOU LIVE?
What school, university, or institution is actually making a

difference for the better where you live and work right now?
Who is busy changing the business climate and making
positive changes in your own city, you live in?
or in the state
The very nature of business in your own country and in your
hometown is changing.
People are learning what independence and freedom feel
like —and they like what they're finding. People are learning
they like to be their own boss, set their own hours, follow
their own goal plans, take responsibility for their own futures,
and actually get to enjoy the rewards they create.
27
SHAD HELMSTETTER
I don't have to you which university stands at the

tell
forefront of one of the most important shifts in product

distribution and personal business growth this country has
ever seen. The organization responsible for leading the trend
that is right now changing the way this country does business,
is Amway.
Obviously, then, the university responsible for training the
leaders of this positive business revolution must be the
invisible one. ADU.
THE MOST IMPORTANT EDUCATION OF ALL
The most important part of the story isn't even about

business itself. It's the part Amway plays in inspiring people
and building their attitudes about the most essential elements
of their lives.
The values that ADU builds so well are at the heart of

everything that works right about this country —and every
other country.
And ADU doesn't even have to measure itself against other
schools to see how well it shapes up. The truth is: There are
no other schools in the public sector that teach the values
Amway teaches.
Even your association with Amway affects your most
important attitudes about yourself and your life: your self-
esteem, how you feel about personal growth, your sense of

honesty and integrity, your marriage, the importance of your
family, your goals, the value of good honest hard work, the
28
WELCOME TO ADU
depth of your faith, and your willingness to wait for the
reward.
I've been studying the formulas and ingredients for
successful living for many years. If there's a better grounding
than your association with Amway, for the creation of true
success in your life, I haven't found it.
THE ADU LEADERSHIP TRAINING

PROGRAM
The Amway Distributor organization doesn't call it this, but

without a doubt they have the most advanced "Leadership
Training Program" you will find.
Have you ever wondered how Diamonds learn how to be
Diamonds? How to talk in front of audiences, what to say,
what to wear, how to act, when to be where, or what to do
next?
How do Emeralds know how to be Emeralds —with the
poise and self-confidence that so many Emeralds are able to
How does each person, at each level, get
exhibit so naturally?
the knowledge he or she needs to excel at that level? How do
ascending Amway Distributors, at every step of the upward
way, know how to manage, counsel, maintain, and support
the distributors around them?
To begin with, let's get rid of the myth that suggests that
Diamonds start out special or different — that they're born that
way. We may all be born to be Diamonds—to excel—but no
one gets there by accident.
29
SHAD HELMSTETTER
DIAMONDS, LIKE CHAMPIONS,

ARE MADE—NOT BORN
Diamonds and other Amway leaders were born in the same

hospitals as you and I were. Same kinds of parents. Same
prospects.Same schools. Same friends. Same problems.
Same chances. Same everything.
So how, then, did they become leaders?
Was it that they were lucky? Were they selected in some
special way? Did someone on high single them out and
change the odds in their favor?
The answer is an important one: Amway leaders became the
leaders they are today because they got sponsored, became
distributors, followed the plan, worked hard, and were trained
for leadership.
They were taught. They were prepared for success in
advance.
It's comforting to know that when you see a Diamond on
the stage, bright, confident and glowing, that that same
Diamond was once sitting in your chair watching some other
Diamond on that stage. The team at the top all started out at
the bottom. And they reached their levels by being trained to
reach their levels.
Within the Amway organization, you are prepared for any
level of "management" you're about to reach.
Few other businesses have been able to prepare their people
so well. What most businesses do is train people only for the
most immediate job in front of them. They don't try to build
broad, lifetime skills.
People these days don't stay with one company long
30
WELCOME TO ADU
enough for that kind of training. The average company

knows that if they give someone too much training, they're
just training someone they'll lose anyhow.
So how is it that Amway solved this problem, and turned it
into one of their greatest assets? It all starts with the Amway
organization's basic belief in distributors —and therefore
leaders — as people.
ADU TEACHES LEADERSHIP THAT IS BASED

ON THE PERSONAL GROWTH AND
DEVELOPMENT OF THE INDIVIDUAL
The heart of the Amway Leadership Training Program is to

recognize the true potential of you, as an individual —and
bring that promise to life.
That means that when any Amway Distributor at the

Leadership level talks to you, he doesn't see an average
person who may or may not amount to anything; instead, he
sees you, a real person, with every attribute you have right
now (strength, need, potential, etc.) ready to be nurtured,
guided, taught, and stayed with — to the limits of your
potential.
As any of them will tell you, most Amway leaders don't
believe there are any practical limits to your potential.
TEACHERS AND TRAINERS WHO

BELIEVE IN YOU
31
SHAD HELMSTETTER
That isn't to say your leaders aren't realistic, or practical.

They tend to be very realistic. That's part of their training.
But they know that most of your limitations are imagined.
And they understand that you have more potential than most
other people would ever recognize. They also know you have
more potential than you probably recognize.
It's almost as though the Amway Leadership Training
Program begins exactly where the average business training
program stops.
The average business training program attempts to train you
for a job; the Amway Leadership Training trains you for a
life.
The reason that no other business trains like Amway is
because few other businesses believe in you, the individual,
like Amway does. How could a company help you develop

your full potential if they don't take the time to understand
your potential in the first place?
Amway leaders don't only see your potential; they also

understand the obstacles you have that might get in your way.
They know you're human. They're still human. They came
from the same place you did. They had just as much to learn,
just as much to get past, just as much disbelief, and just as
many flaws that needed fixing.
When you listen to their stories of their growth in the
business, it's very clear: These leaders are real people who
learned how to overcome their imperfections, stop thinking
average, get past the bad, and start building the good.
The key word here is learned.
Each of them attended ADU, and they had teachers of their
own — the dedicated, professional, highly trained leaders who
came before them.
32
WELCOME TO ADU
Now those same students, the ones who learned how to
grow, are themselves dedicated, professional, highly trained,

and ready to share. Now they are leaders —and they're ready
to help you.
AT THE HEART OF THE TEACHING-

ARE TEACHERS WITH HEART
You may, as an Amway Distributor, see your upline as "the

people above you," or as the people who just happen to be at
higher levels than you are at today.

But I'd suggest a different perspective. Begin to see your
upline as your teachers, in the most important school you'll
ever attend.Noneofthemyus* happens to be there. The true
teachers among your upline are where they are because
they've already been where you're about to go.
I've spent many hours with your leaders — the men and
women who are your teachers. During the past few years I've
had many long conversations with them —about the business,
about their lives, about their beliefs, about their dreams.
What do you suppose they talk about most? The products?
The business profits? The company policies? Their own hard
work?
None of those. They talk about you.
They talk about their commitment to you. They talk about
believing in you and refusing to give up. I've observed these
leaders closely as they share the thoughts that are closest to
their hearts and always on their minds. I have so often seen
33
SHAD HELMSTETTER
the look in their eyes, a very personal belief, when they

discuss your great road ahead, and the future that's in front of
you.
That look I see is their caring, hoping that you, too, see the
same life and future in front of you that they see in front of
you.
TRUE TEACHING IS EDUCATING, MOTIVATING,

ENCOURAGING, AND SHARING
Your strongest leaders are often, in their private moments,

like very fine parents — the kind that all of us would like to be.
They talk as fondly about you as they talk about their

children, hoping for the best for you, and praying they are
doing everything they can to help you attain it.
As my wife Elise and I have traveled across the U.S. and to

other countries, attending functions and conferences, speaking
to the distributors know all of
and meeting and getting to
those leaders —
in city after city, leader after leader, we have
always found the same thing: these are leaders who spend
nearly all of their waking time teaching, building,
encouraging — and all of their time caring.
What other business managers do that? How many
companies do you know whose entire management teams
—
spend most all of their time teaching and all of their time
caring about the people they work with?
It's clear that in the recipe for "what makes Amway work so
well" a key combination of ingredients is an absolute belief
34
WELCOME TO ADU
in you as a person, and a training program that, if you listen,

practice, and learn, will take you as far as you want to go, no
matter how far that is.
AN "ALMA MATER"—AND A FUTURE—

YOU CAN BE PROUD OF
I encourage you to become a good student of your

remarkable Amway Distributor University — the best student
you can possibly be.
Take your training and all of the teaching seriously. The
teaching you receive is generously given; be just as generous
in your desire to listen, to practice, to learn, and to improve
yourself.
Look for the lessons. Get an education from the Amway
University. Use the tools. Study hard. Decide to excel. And
make good grades.
I've met the graduate students of ADU. I like them. They
are champions. You're fortunate that these winners have now
become your teachers.
To my observation, your school —ADU— form of in the the
Amway Distributor organization, does —and you're
exist if in
the business, you're already enrolled.
Now that you're in school, ifyou work at it, you'll join the
ranks of some of the most all-around successful people that
are alive today.They are the alumni of ADU.
Every one of them is pulling for you. With their teaching
and guidance, ifyou want to succeed, you can.
35
SHAD HELMSTETTER
YOUR PERSONAL ADU COURSE LIST
It would be almost impossible to list every subject area you

can learn as a student of ADU, but the following list includes
many of them.
Each of the "courses" on the list can be studied, worked on,
or practiced.
I recommend that you make your own separate list of which
courses you need to take, in the areas you need to work on.
When you make your list, don't overload yourself with
courses. Start with selecting the three or four areas you'd like
to work on first. Review your list frequently, and add other
courses to your curriculum when you're ready.
Here are some of the things you can learn at ADU:
ADU COURSE LIST
Goal Setting
Dream Building
Time Management
Attitude Building
Self-Motivation
Prospecting
Showing The Plan
Reading Habits
Using Tools
Believing In The Business
Attending Seminars And Functions
Financial Planning
36
WELCOME TO ADU
Work Habits
Family Involvement
Delayed Gratification
Speaking And Presenting
Overcoming Objections
Dealing With Negatives
Building Self-Esteem
(Other personal or business areas you need to work on)
Talk your personal course list over with your spouse.

Show your list to your counselor (usually your sponsors, or
your upline mentors). Just as when you enroll in school, your
mentors will give you guidance, suggest the right tools, and
help you set and follow a schedule.
Learn from your upline, use the tools, listen to the tapes,
study the videos, attend the seminars and functions, practice
what you learn, and make the choice to graduate at the top of
the class.
"Graduation exercises" are each pin level you achieve. Go
ahead and schedule each of your pin levels, and set actual
dates. And don't forget to give yourself a "graduation
present" when you reach each level. Scheduling your rewards
is just as important as planning your success.
Attend Amway Distributor University. Work hard, study
hard, practice what you learn, and make something out of
yourself.
If you do that, I have no doubt you'll do well in the rest of
37
SHAD HELMSTETTER
your life. ADU is an incredible school. And you'll get an

education you will get nowhere else.
At Amway Distributor University, you:
Learn to learn.
Learn to grow.
Learn to succeed.
That is, after all, what we go to school for in the first place.
38
<<(
Wken it comes to building
your ftmivay Business,
tools are not an option —
tools art essential.
Zlse the tools,

and build your business"
39
—
Chapter Four
The Six Rules Of Tools
One of the most important aspects of

Distributor University
otherwise known
is
as tools.
Amway
the "study materials"
For the past several
==Jj years, I've observed the development and use of
Amway tools; I've watched people use them, watched the
results, and assessed their improvement. I've also compared
your tools and materials to the other "training aids" that are
available elsewhere.
I've come to some clear conclusions about your tools. I've
outlined my observations in the form of six "Rules of Tools"
that sum up what you should know about the business tools
available to you through your organization.
TOOL RULE #1:

If you want to succeed in the business, tools are not an
option —they are essential.
40
THE SIX RULES OF TOOLS
Your upline doesn't require you to use the tools, of course.

You don't have to take advantage of the tools to be a
distributor, or to be in the business.
I'm speaking from a strictly outside point of view that

makes a lot of sense. You don't have to use tools, true. But
on the other hand, intelligent people look for things that will
help them improve, instead of trying to get by with as little as
possible.
Some distributors put off using the tools for any number of
reasons —none of them good ones. Their reasons are actually
nothing more than excuses: "I don't have the time." "I can't
afford them." "I don't need the tools." "I'll make my own."
."
"We're going to start using them (later) . .
HOW MUCH DO YOU KNOW?—AND WHAT

ACTIONDO YOU TAKE?
There are only two basic ingredients in any success. There

isKnowledge and there is Action.
That's
it. Put what you know together with what you do,
and that will determine whether you make it or not. If you
don't know enough, you won't make it. If you don't do
enough, or do the right thing, you won't make it. But if you
put the right knowledge together with the right action, you get
a success formula that works.
YOU ARE WHAT YOU KNOW
41
SHAD HELMSTETTER
First let's take your knowledge.

How much do you know? That when it comes
is, to the
business, how much do you really know? How much actual
experience do you have being highly successful in this
business?
If you have not yet been in the business for many years, and
been very successful during that time, then you need
knowledge. You need to learn what the most successful, most
experienced experts in the business have learned.
The truth is: tools are borrowed experience.
If you want to make it in the business, if you don't yet have
the successful experience yourself, then you have to borrow
it from someone else until you can get more of your own.
WHERE CAN YOU GO TO LEARN WHAT YOU

NEED TO KNOW?
Imagine walking up to the president of any large successful

corporation and saying, "Excuse me, would you loan me all
of your experience? Would you mind spending hours and

hours teaching me and training me and telling me all ofyour
secrets so I can be successful just like you?" He would
probably look at you strangely, shake his head, and walk
—
away or call security to escort you out.
Meanwhile, your Amway leaders are lining up to help you.
And they're a whole lot bigger and more successful than most
of those company presidents will ever be. (Maybe your
leaders know something other business leaders don Y.)
42
Your own Amway Diamonds and your other leaders are

among the most successful business people in the world. And
yet they're saying to you, 'I'll tell you what. Well spend
hours and hours teaching you and training you. We '11 loan
you all of our experience. We'll teach you everything we
have learned; we '11 share all of our secrets of success with
you. And meanwhile we '11 encourage you, and stay with you,
"
and do everything we can to help you.
All they ask is that you be willing to listen carefully, and
have a sincere desire to learn and practice what they're
sharing with you. Learn and practice; knowledge and
action — the two key parts of success. The tools give you the
knowledge. Without it, you cannot succeed.
TOOL RULE #2:

Use the tools every day. Not now and then. Every day.
The distributors who excel most naturally are always the

distributors who have made a habit of using tools. They read
something from a recommended book during some time each
day. They listen to tapes as a way of life. They don't even
have to question whether they will use a tool that day. The
habit is automatic. Why would they even consider not
gaining knowledge or motivation that day? That would be
like not eating or not breathing.
USING TOOLS SHOULD BECOME

A NATURAL HABIT
43
SHAD HELMSTETTER
Many of the best leaders didn't start out automatically using

tools. But they soon learned to. They listened to some of the
tapes, read a book or two, and liked what they learned. Then,
because they stayed with it, they began to notice something
was happening inside of them.
They were changing. They were starting to think
differently, react differently to problems, become more
positive, and feel more self-confident and more willing to try
some of the ideas they were hearing or reading about.
It's at that point that the serious distributor figures out a
remarkable secret: that there's a direct relationship between
how much you use the tools —and how you think, and what
action you take. When you add action to knowledge, you get
success.
If you've done this yourself, you know the next step is that
—
you then make a choice to make the tools an everyday habit.
Congratulations! You've just opened the door that leads to
your future.
TOOL RULE #3:

Tools aren't a negative expense; tools are a positive
investment.
I've been studying people — especially the successful

kind — for a long time. Yet it still amazes me that it's the
people who are doing the poorest who complain the most
about investing in themselves.
Instead of being proud about how much they're budgeting
to set up their own future, they seem to be proud about how
44
little they're willing to spend on anything that would help!

They value themselves so little that they refuse to spend the
few dollars it would take to get the knowledge they need to
improve.
THE WORST KIND OF POVERTY
This lack of self-worth is the worst kind of poverty; it
wastes lives and ruins chances. It causes unknowing minds

to defend their ignorance, instead of erasing it. It cripples
enthusiasm and criticizes opportunity. It turns confidence to
cowardice, and victory to defeat.
That's what low self-esteem does. And for the want of a
few good tools, a family will falter —and a future will fail.
What a shame. That man, that woman, that family could

have achieved so much. But the man, or the woman, who
decided not to acquire the tools, said it cost too much. They
and their families will go without the tools. In so doing, for
the moment, they'll save a few dollars. And for the rest of
their lives, they'll pay the price.
If you ever think twice about whether or not to invest in a
tool, ask yourself this: "What am I worth?" If your answer is
that you're worth a lot, then go ahead —acquire the tool and
put it to use.
If, on the other hand, you ask yourself the question, "What
am I worth?" and your answer is that you're not worth the
investment, then immediately acquire the tool. You need it
more than anyone.
45
SHAD HELMSTETTER
WHAT DOES THE AVERAGE "SUCCESS

INVESTMENT" TAKE THESE DAYS?
Don't let ignorant friends or a skeptical pocketbook kid

you. If, as an example, you were to invest in a leading fast-
food franchise today, the starting price would be $1,000,000
or so. —
Once you paid the money or borrowed it and went to
sleep every night hoping you could pay it back you would —
then work harder than you have ever worked in your life.
You'd never see your kids, and when you did they'd be
learning to flip hamburgers. You'd invest not only your up-
front costs, but you'd eke out an existence year after year
until your business started to pay you back.
You'd be physically or mentally on the job from somewhere
around 3:30 in the morning until well after midnight. Seven
days a week. 365 days a year. Every year.
Your accountant would tell you that if you kept up the pace,
it might take seven years or more to even begin to get your
investment back. But you put a lot into it, so you'd stay with
it. You'd invest more of yourself than you ever thought
possible.
And when you got there, you would have a nice tidy
business. Making hamburgers. And still be working just as
hard, with no end in sight.
Don't ever kid yourself about the tools or tell yourself you
can do without them. You can't. Get them. Use them. They
are the lowest priced investment you'll ever make, for some
of the most valuable tools you'll ever posses.
Let me put it another way. The investments you make, for
most of the tools you need, don't cost the price of a
46
hamburger franchise. They cost the price of a hamburger.

I've met a lot of people in your business who have a
business today that is far bigger than any fast- food franchise.
They weren't asked to buy a business or mortgage their
family. But they did invest in every tool they could get their
hands on.
They, too, worked hard. They took their business just as
seriously as that other guy. They used the tools, invested
their time, kept the dream, and refused to give up. And look
what they have to show for it.
TOOL RULE #4:

The more you use the tools, the greater your chances for
success.
Good tools give you good programs positive program —

paths in the brain. But only if you use them. That's where
you're particularly fortunate. You get the best tools that are
available anywhere. And you get to use them over and over
again.
You get to read the books, highlight the key points, re-read
and reinforce. You get to watch the videos, see and hear
clear, strong, visual and auditory messages, and then watch
them again.
And then there are the cassettes.
There is no doubt that one of the principal reasons Amway
has reached the size and scope it —
has is because of the audio
cassette.
Select any tool cassette at random and push "play," and see
what you get! There is sheer brilliance in those tapes. Clear,
47
SHAD HELMSTETTER
And vision. And

personal, edifying, intelligent direction.
motivation.And recognition. And belief. And experience.
And support. And wisdom. And facts. And ideas. And
questions.
And answers.
If you're not listening, you can't even begin to guess what
you're missing.
CREATING A LIFETIME OF SUCCESS
You may not be aware that I chose, early on, to be a pioneer

in the development of spoken-word, so-called "self-help"
cassettes.
More than thirty years ago, I listened to the first self-
improvement recordings I had ever heard. They weren't all
that easy to use — at the time those messages were recorded on

large, LP record albums.
But I what the messages said, and
liked I had a young
family with two small boys at the time, so I recorded the
large, unwieldy, self-help records onto cassette tapes, so I
could play the tapes when I was doing other things. In

particular, I wanted to play the tapes while my sons and I
were working on a project such as building model castles in

the family room.
The far-reaching results of listening to those cassette "tools"
was brought home to me again, not long ago.
My youngest son, Gregory, had graduated with a degree in
Psychology from Arizona State University. He had then
48
—
qualified for entrance into the Wharton Business School at

Penn State, which by itself, is a tough job, and one that Greg
was proud of.
We couldn't be together as much in person then, so we tried
to make up on the phone. One night, talking with Greg
it
long distance, he said, "I want to tell you one of the reasons
I've done so well in school."
I remember hoping he would say it was because I was the
greatest dad in the world, and had taught him everything he

needed know. But what he said was, "Do you remember
to
those tapes? You know, the ones you used to play at home
while we were building model castles in the family room?"
I told Greg I remembered, and then he continued.
"I don't know if I ever tried to think about them," he said,
"but recently, since I've been in college, the things I heard on
those tapes have kept coming back to me. Things about
setting goals, and working at it, and living up to your best. I
don't know why, but I remember them now, almost word for
word."
And then he added, with a smile in his voice, "Of course,
you made a difference too, Dad. But then, you listened to
those same tapes."
The tapes my son was referring to that were helping him in
college were the tapes he had heard playing in the
background when he was five years old!
A LESSON I NEVER FORGOT
When I went back to school myself, as an adult with a full-
49
SHAD HELMSTETTER
time career and a wife and two children, and working toward
my goal of a degree in psychology, I was very busy. Because
of my work at the time, I traveled a lot, and there were times
I would fly home, drive from the airport to the small college
I was attending, hand in my class assignments for the week,
and fly out again that night or the next morning. (I had a very
strong determination to reach my goal.)
But then I discovered a way to help me get through. Nearly
overwhelmed with reading assignments and studying class
notes, one day I took my cassette recorder to class with me.
When the professor talked, instead of taking volumes of
notes, I fed blank cassettes to the recorder. When I had a
—
reading assignment and it seemed like there were thousands
—
of them I read the material once, highlighted the key points,
recorded those key points on a cassette tape, and went to bed.
ALL I DID WAS PUSH "PLAY"
Then, at night, instead of falling asleep sitting up, trying to
read notes, or review the chapters again, I put the cassette in

the player and pushed play.
I'll never forget the final exam I took in psychology that
year. After the tests had been graded, the professor asked me
to stay after class; he wanted to talk to me.
"I know you didn't cheat," he told me. "I know you're not
that kind of guy. But what I want to know is, how did you
remember the answers to the questions, wordfor word, in the
same words I used during my lectures in class?"
50
Iremember how I answered the professor. I held up one of

my cassette tapes and said, "I have you here, on this tape."
Then I lightly tapped the cassette on the side of my forehead,
and said, "and now I have you here''
A SIMPLE SOLUTION THAT WORKS
Now, many years later, all students know about cassette

learning. (Interestingly, many of them still don't take the
time to use it.)
But teaching and training by way of audio cassettes, and

then video, have been studied, endorsed, and utilized by every
professional training organization that exists today.
So why is it that some students, and sometimes even people
who really want to get ahead, will not take the time to listen
to the knowledge that has been preserved for them on —
cassettes and on videos?
I think I have an answer to this one. I believe the solution
is too simple! The little audio tape is too practical, too

inexpensive, and too ordinary. It's too easy to underestimate
its value.
Perhaps if the simple audio cassette were priced the way the
great Encyclopaedia Britannica is priced, we would respect it
more. Perhaps if the simple cassette were heavier, made out

of polished steel or burnished brass, we'd listenmore
carefully to the messages it held.
51
SHAD HELMSTETTER
THE GREATEST CLASSROOM IN THE WORLD
Imagine that your bookshelf or study held the greatest

personal development library in the world. Your own study,
or your car, would then be the greatest classroom in the
world. Of course, you don't really have to imagine that. If
you're using the tools the way they should be used, that's
exactly what you've got!
The books, the cassette tapes, the videos, and the other
materials you have available to you right now can change
your entire life. If you use them in the right way, they will
also change the lives of the people around you especially —
your family. That's not a simple hope or wish for you; it's a
fact.
TOOL RULE #5:

Treat tools with the greatest respect. Tools give you
knowledge. Knowledge is your future.
If you respect yourself, then you must certainly respect your

own future. After all, your future is you, and who you will be,
soon. The knowledge contained in those books and tapes and
materials is knowledge that willbecome a part of you. Since
the tools become a part of you, if you care about yourself,
you'll care about the tools.
In this day and age, some families aren't taught much about
respect and appreciation. But Amway families understand
respect, both for each other, and for the people who add so
52
immeasurably to our lives.

Real leaders work hard to give their gifts to you. Dedicated
leaders work long beyond overtime to focus and present the
knowledge that'll help you the most. If you sat at any of their
tables, you would be inspired by their presence. If you could
sit in their classroom, and be taught by them in person, you
would be privileged.
I know that books and tapes, no matter how inspiring, often
end up forgotten on shelves, gathering dust in the back of a

box in the garage.
closet, or in a
I would suggest another destination for tools of such

importance as these.
Imagine that each cassette, each book, each video, each tool,
is the only one on earth —and they are yours alone. No one
else has them, and no one else can get them.
Stored within each of these tools, is the precise knowledge
and guidance you need to move forward in the business.
you now possess were the only remaining
If the tools
copies, their value would suddenly become immeasurable.
You would give them a place of prominence in your home.
You would proudly show them to your friends, and carefully
guard them from any harm.
After all, those tools hold the knowledge. They hold the
experience. They hold the answers.
And now, in your hands, those tools hold your future.
TOOL RULE #6:

Tools are the keys that open the doors. Make sure you use
all the keys.
Your sponsor can introduce you to the business. Your
53
SHAD HELMSTETTER
upline will guide you every step of the way. Your mentor, if
you've taken the time to find one, will help you make it.
But it will be the tools that take you there. It is the tools
that day after day, night after night, open the door to your
future. It is the tools that hold the door open.
That's because your sponsors, your upline, and your
mentors and friends can care —and do everything they can
when they're with you, or talking to you on the phone, or
sending you an Amvox message. But when you're alone, and
the door to the future starts to close, and you 're all you've
got, you 've still got the tools.
It doesn't make any difference if you live in the middle of

Virginia, or in the Iowa farmlands, or in California's Silicon
Valley. When you're trying to build the business, and you
start to feel alone, your population count doesn't always
count —but your tools always do.
As your leaders so often tell you: Open one of the books
and start to read, or pick up a cassette and push play.
Once again, the door will open.
HOW DO THE AMWAY TOOLS COMPARE TO

THE TOOLS IN OTHER PROFESSIONS?
Professionals surround themselves with the equipment they

need to be successful:
Successful astronauts have complicated control panels and
the best equipment available. Successful chemists have the
best-equipped laboratories money can buy. Successful
54
marketers have endless focus groups and the best research

consultants. Successful accountants use the best computer
programs available. And successful Amway Distributors
have the best, state-of-the-art, business development tools the
industry has to offer.
You're just like the other professionals in the top fields. As
an independent Amway Distributor, you're no different than
they are.
The other professionals require —and take advantage
of—the best tools of their trade—and so should you. They
know they cannot survive or succeed without their tools.
As an Amway Distributor, you're a professional. Your
tools are just as important to you as tools in any other
profession. The only difference is, their tools usually cost a
lot more. Their risk is a lot greater than yours. And your
opportunities may reach a little farther than theirs.
USING THE TOOLS

CAN CHANGE YOUR LIFE
The you use in any business should require some

tools
investment on your part. It takes $10,000 to $20,000 annual
tuition to attend many universities these days, and most
professionals add thousands of dollars to their investment in
ongoing training. Whatever your investment in your business
tools is, consider yourself fortunate. By any comparison,
you're coming out ahead. Anyone who doesn't recognize that
you're getting a lot for putting in very little, has never had to
pay for going through medical school.
55
SHAD HELMSTETTER
No matter what you decide to do with the rest of your life,
you ought to invest at least a year just using the Amway tools.
Why? Because the return on your small investment in using
the tools could be beyond anything you could imagine. Just
using the tools, say, for the next year or two, even if you
weren't in the business, could change your life in some
incredibly positive ways.
Now imagine what those same tools could do for you if you
decide to take this business seriously.
WHAT TO DO:
1. Get out the tool list and take a new look. Checkoff
every tool you'd like to have if someone gave it to you. Then
divide the list into two categories: tools to get right now, and
tools to get next. Then make a budget, get the ones you need
now, and prepare for the ones you're going to get next.
2. Don't put it off. If you're not using all the tools you
could be, no matter what excuses you make, you're really just
avoiding success and wasting time. You're better than that.
3. If you have toolsand you're not using them faithfully

every day, set a goal to use the tools. Then use them.
4. Schedule the daily use of tools. If you are a married

couple, work on this one together. If you're alone, and you're
not reading and listening on a schedule, get out your planner
and set a schedule. Use an ink pen, not a pencil.
Even if you're working hard and your schedule is tight,
56
don't let your schedule today sabotage your success for

tomorrow.
Now that we've examined the course materials that Amway

Distributor University provides for you, it's time to take a
look at the other half of ADU: going to class.
57
"you will never experience
a greater gathering of champions
than at an flmway function.
If you want to be successful,

you have to spend your time
with the people
who know how to succeed"
58
—
Chapter Five
The Importance Of
Seminars And Functions
mway "functions" are so important that these

seminars and large group meetings stand out as
A" l|
"super events" in the annual meeting schedule of
every successful Amway Distributor.
When I studied your organization, on one hand I could see
there was an exceptionally enthusiastic distributor attendance
at all major Amway Distributor functions.
But at the same time, I recognized that some distributors
weren't even attending these events. Or they were attending
some of them, but not others.
These "other" distributors were missing everything the
functions were providing they were staying home —and I
wanted to know why.

So I decided to carefully study the role of Amway
"functions."
What I discovered about those who attended functions, and
those who stayed home, led me to an important truth about
59
.
SHAD HELMSTETTER
your business, and more important to you, how you can be

more successful in your business.
What I discovered about Amway functions was:
There are two kinds ofAmway Distributors.
THERE ARE TWO KINDS OF DISTRIBUTORS

THOSE WHO ATTEND FUNCTIONS—
AND THOSE WHO DON'T
I had been studying the attitudes and opportunities of

Amway Distributors for some time before I decided to study
the Amway functions themselves —
and in particular, who
attended those functions, and who stayed home.
I didn't make my observations by reading about your
functions, or talking to attendees on the telephone. In the past
three or four years I have personally attended, and spoken at,
a great many of your functions.

During that time, I discovered some key differences
between Distributors who attend functions regularly, and
Distributors who don't. I've summarized the differences in
two lists, as follows.
People who attend functions:
1 Are the most interested in getting ahead.
2. Are serious distributors.
60
THE IMPORTANCE OF SEMINARS AND FUNCTIONS
3. Are couples who have figured out what it takes to get

ahead.
4. Are having more fun.
5. Have learned what the functions are really all about.
6. Have planned and organized their time to attend.
7. Have budgeted and scheduled each function as an

essential business engagement.
8. Plan to get a lot out of it —and probably will.
9. Take the opportunity to redefine their business activities

and plans, and focus more strongly on their goals.
10. Will use the weekend event to learn more, redefine

their goals, get motivated, associate with the best kind
of people, learn to believe in themselves, take personal
responsibility, and have an incredible, uplifting, and
possibly even spiritually awakening time.
People who don't attend functions (regularly):
1. Don't really take the business seriously.
2. Let other things get in the way.
3. Think they can't afford to go.
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SHAD HELMSTETTER
4. Don't really understand what the functions are about, or

what they really do.
5. Don't believe they can succeed in the business.
6. Are listening to someone else, someone outside, who

tells them not to go.
7. Don't really believe in themselves.
8. Let trivial details or obstacles stand in the way.
9. Tell themselves they're just "too busy."
1 0. Don't really understand why they should go, or what the

benefits are.
HOW DO YOU JUSTIFY SOMETHING

YOU CAN'T SEE?
Some people have vision. They're blessed with being able

to seebeyond the limitations of the little things.
But most people haven't learned to have vision to see —
beyond. So they only think most about what you cannot do,
not what you can.
The average person continues to be average only because he
lacks vision. He's incredibly limited in his thinking. And
because he limits the way he thinks, he's one of the
62
unfortunate people who can't see what he can't touch.

You can read the books, or watch the videos, or listen to the
cassettes, over and over again.
You can touch the tools. But functions are different. You
can't hold seminars and functions in your hands.
You can experience the function, for the most part, only
while you're there. After that, you have to remember, and try
to regain the enthusiasm and the spirit that you felt then,
while you were there.

It's often easier to justify the investment in something you
can hold onto.
Because seminars and functions are experiences, they could
seem to be "here today and gone tomorrow," with no real
value to you in the future.
DON'T LET SHORT-SIGHTED THINKING

LIMIT YOUR FUTURE
Books, tapes, videos, three-ring binders, business and

educational materials —your family or your friends usually
won't say too much about those.
But a three- or four-day vacation, "taking time off from
work, traveling how far? to do what?" sometimes doesn't sit
too well with the uninformed friends, relatives, and non-

Amway "civilians" that surround you.
If you, or someone important to you in your life, thinks you
would be better off not going to functions, it's a case of short-
sighted thinking. It's time to refocus on the long-term
benefits of attending.
63
SHAD HELMSTETTER
Remember that just because you can't see or touch the value
of going to every available function, that doesn't mean the
value doesn't exist. It means you need to practice seeing the
truth: that attending seminars and functions is one of the
healthiest and most important things you can do for your
future.
I've studied thousands of distributors at every level in your
organization, and the facts are undeniable.
The people who succeed in this business attend the
functions. The people who don't attend the functions don't
learn from them, they don't grow, they don't get motivated,
they don't reaffirm their goals, they don't stay in focus, they
don't regain their perspective, they don't stay with it, and they
don 't succeed to the level they could
WHAT TO DO:
1. Make the commitment. Start seeing seminars and
functions as essential steps in your Amway business career.
2. Take every function or seminar seriously. They may

be fun, but their lasting benefits are important and serious.
3. Never make excuses about why you can't attend.

Spend the same amount of time working on your plan to get
there.
4. Get out your planner and schedule every available

event during the next twelve months. Then go.
64
If you have made the commitment to succeed in the Amway

business, almost nothing will stop you from attending every
meeting, seminar, and function that you can possibly attend.
Successful distributors attend every event they can. Instead
of making excuses, they make it work.
The distributors who fail, fail to go to functions. The truth
of attending your functions should be self-evident:
Those who make sure they attend every meeting and
function they can, and take the business seriously, are the
oneswho get ahead.
Those who stay at home, stay where they are.
65
Part III
Getting Down To Business
66
<<f
Ihis is a very real business.
It's important.
It can help you succeed
Beyond your greatest dreams.
If you take the business seriously,

it ivdl change almost everything
you have ever imagined

about the rest of your life!'
67
Chapter Six
Treating Your Business

Like A Business
Most right.
Amway
But in
Distributors do a lot of things
my research, I discovered there
—
were a few simple but important things —
\ that some distributors were overlooking. And
it's been affecting their businesses.

I also discovered that it's not just new distributors who
make these mistakes —
met people who have been in the
I've
business for ten years who are still making these same
—
mistakes and most of them don't know why their businesses
aren't progressing.
TREAT YOUR AMWAY BUSINESS LIKE A REAL

BUSINESS—IT IS A REAL BUSINESS
68
TREATING YOUR BUSINESS LIKE A BUSINESS
I even found distributors who went only as far as having

business cards printed — as though their name on a business
card would prove they had done —they could go
it to sleep at
night saying, "I own a business."
What stops people from treating their Amway business with
thesame professional care they would give any other business
they wanted to make successful?
My conclusion was that in other businesses outside of
Amway, there is an attitude that's clearly a business attitude;
there's & place —a physical space— to conduct business in,
and there's a sense of having to take responsibility for your

job or for the business you run.
In other businesses there's a routine structure to adhere to.
The company you work for takes on the responsibility of

creating the right environment. There's usually an office, or
a workplace. most businesses there are usually other
In
—
people around people who work in the same business.
And there are business plans, and meetings, and managers,
and accountants, and planning and review sessions, and an
organizational structure that is designed to make the business
succeed.
MAKE SURE YOU'VE GOT THE RIGHT

ENVIRONMENT TO SUCCEED
All of those create an "environment of influence." That's

where your surroundings influence you and motivate you to
think and act a certain way. In a business that's filled with
69
.
SHAD HELMSTETTER
the people and the sights and the sounds of a business, you
feel like you're "in business," so you're naturally motivated
to do business.
But that's seldom the case in a home. The environment of
influence in a home has to do with family, eating, sleeping,
relaxing, and so on, but it may not motivate you to do
business. It wasn't designed to.
So you have to create the business environment yourself.

That means that in order to manage a successful business
from your home, you have to be se/^motivated. Your
businesslike environment of influence has to be one that you
create yourself—starting with your own attitude, and then
working its way into your physical environment as well.
SOME STEPS YOU CAN TAKE,

STARTING TODAY
To make sure you have the right "head space" for your
business, there are some immediate steps you can take:
1 Always think of your business as a solid, long-term

business.
2. In everything you think or say, always take your

business seriously.
3. Makeyou associate with other people who

sure will
take your business just as seriously as you do.
70
4. Always think about and talk about your business as a

full-time profess ion —not as apart-time hobby.
5. Always consider your business as being the most

important career step in your life.
6. Visualize and discuss a clear mental picture of you,

running the business and making it successful —and keep that
picture in front of you.
None of the above steps will happen by accident. You have

to take control of your own attitude about your business. You
have to take it seriously.
YOU HAVE TO HAVE A SPACE FOR YOUR

BUSINESS
No matter what your home, office, basement, spare

bedroom, or garage space you must make a
availability is,
physical space for your business if you want it to prosper and

grow.
This one is important because your mental space will
always be affected by your physical space. Successful
corporations know this; that's why you see so many gleaming
chrome and steel and glass and granite buildings that are built
for the sole purpose of giving people spaces to work in. The
brain follows what the eye sees.
You could say, "Wait a minute. I'm in business for myself.
71
SHAD HELMSTETTER
I'm independent. I don't need all that stuff."
But you do need a place —even in your home— that lets you
know you're in business for real.
WHERE YOUR MIND GOES—YOUR BODY

FOLLOWS
Remember, what you do most is determined by where your

head is at most. So you need to surround your "business self
with the right environment of influence — the environment of
actually being "in business."
Give yourself the space and the place to conduct your
business as though you were getting ready to manage a
million-dollar business. You are.
If you do be doing more than creating a
this right, you'll
physical space to work in. You'll be taking one of the most

important steps you can take in learning self-motivation.
You will be creating a physical space and environment that
motivates you to go to work, set goals, plan, take action,
reach your goals, and ultimately, to succeed.
When you enter your "business" space, get ready to get
motivated. When you enter that space, get ready to go to
work. And always, when you enter that space, get ready to
succeed.
CREATE THE RIGHT BUSINESS ENVIRONMENT
72
Make the space. Find the corner or the room, designate that
space as your business space, and dedicate that space to
treating your business like a business.
Make sure your business office includes all the items you
need to run a real business: a desk, filing cabinet, telephone,
in-basket, out-basket, stapler, note pads —even a computer
and printer.
If you're just getting started and you can't afford to buy all
those things atwork at it gradually, but finish your

once,
space as soon as you can. The important thing to remember
is to create the physical environment that will help you take
your business seriously.

Literally surround yourself with your business. Don't just
tack up a few dream-builder ideas you've cut out of magazine
ads, and let it go at that. That's not a business.
Startby putting your next six-month business activity
schedule on the wall. Next to it, put up your function
calendar for the next twelve months, and write in your
commitment to attend every available Amway function.
Next to that, put up your one-year, two-year, three-year,
five-year, and ten-year goal plans.
And after you've had a serious meeting with your spouse
and your family about it, post the exact date you'll go
Diamond, and make sure you can't miss seeing it every time
you enter your business space.
ALL IT REALLY TAKES

IS GETTING DOWN TO BUSINESS
73
SHAD HELMSTETTER
If your old mental programs try to convince you to put it
off, or tell you you're too busy right now, write yourself a
check. Make it out for any amount you want a quarter of a—
million dollars, a half a million dollars, or even a million
dollars.
Or if your self-belief isn't up to it, go easy on yourself.

Don't give yourself too much. How much can you
handle — fifty thousand? Seventy-five thousand? (Personally,
I would recommend you go for the million.)
But you decide. Then write the check. Write it out to you,
fill in the amount, and sign it. And then fill in the date you
commit to making that check good.
Put that check on the wall of your environment of
influence —your business office.
Every time you look at that check, remind yourself that in

order to one day cash the check, you have to take personal
responsibility for your business. When you see the check,
don't just glance past it. Stop for a moment. Look at it.
Read the amount. Read the date. Then think about the action
steps you can take right now, today, to build your business.
If you treat your business like a business, one day you can
take that check to the bank.
74
"'Everyone you meet, find, or
zuho comes into your Ufe,
could do even better
by being in the business.
Invite them in"
75
Chapter Seven
Overcoming The Four Fears Of
Prospecting
Of all
subject
concern
the areas of this business
has created
—and more
more
I have studied, no
questions,
opportunity, than the subject
more
J of prospecting.
What is it that makes prospecting so intimidating for so
many? Why is prospecting so easy to put off? Why would
some people rather do anything than prospect?
As a distributor, you're taught all the techniques of
prospecting, the specific steps to take, how to identify the
prospect, what approaches to use, and you may even be taught
word-for-word what to say.
But what we're going to discuss here is the personal
side — the psychological side —of prospecting.
It's clear to me that you have good techniques and good
professional steps to follow in the prospecting process. If you
practice the techniques you're taught, you'll acquire the skills
you need to prospect easily and naturally. It takes practice,
76
OVERCOMING THE FOUR FEARS OF PROSPECTING
but the techniques you're taught have been perfected, and

then practiced by a lot of people before you, so you can count
on them.
But the prospecting techniques only become skills if you
practice them and use them. And that seems to be a problem
for some people.
It's like someone giving you a new car that would take you
anywhere, but instead of going anywhere, you just leave it
parked in the driveway. Some people never really practice
and use the techniques they're given.
The problem is a misunderstanding of what prospecting
really is.
WHAT PROSPECTING REALLY IS
Even though they know better, some people seem to think

they should be able to prospect without really having to do
much of anything. Some people think it should work first
time and every time. Some people try it once or twice and
then give up; they say, almost immediately, "This won't work
for me."
They don't understand that prospecting is a skill. And skills
haveto be practiced and developed. Driving a car is a skill.
Throwing a ball is a skill. Diving off a diving board is a skill.
Speaking is a skill.
Let's use any of those skills as an example. Think of doing

any one of those things the first time. How perfect was your
form the first time you stepped off a high diving board? How
straight did you throw the first time you threw a ball? How
77
—
SHAD HELMSTETTER
you parallel park the car the first time you tried?
perfectly did
You probably won't be able to remember it yourself, but how
did you sound the first time you tried to talk?
The point is, people often forget that getting good at
prospecting is exactly the same as getting good at
anything —just like parallel parking or speaking your first
sentence. The first time you try it you aren't any good at
it yet. After you practice it enough, you can do it without

even thinking about it.
THE FOUR FEARS OF PROSPECTING
The reason people make a mistake about how they look at
prospecting is because the skill of prospecting is tied into their
unconscious fears. Those fears can be so strong that they

literally distort how you look at something. Instead of seeing
prospecting as nothing more than a few simple steps that
anyone can do, you can immediately blur the picture with
your own misgivings.
The result is that prospecting suddenly becomes "difficult,"
or an "obstacle," or a giant "challenge." It wasn't any of
those things before your fears got into the picture, threw it out
of focus, and turned it into a "problem."
So let's take the Four Fears of Prospecting one at a time,
bring them out into the daylight, and see them for what they
really are.
78
1. The Fear of Rejection.
Some fears are inborn, and others are programmed into us

through experience — usually in our childhood. Inborn fears
are designed to protect us or help us in some way.
Programmed fears, that we weren't born with, aren't designed
to help us, and they usually hold us back.
The fear of rejection is an inborn fear that's designed to
help us. Here's a simplified picture of how it works.
To begin with, as part of this God-given miracle called the
human brain, our brains come with a set of pre-programmed
instructions. One of these instructions is that we're designed
to naturally seek warmth, affection, and love. That insures us

that we'll seek emotional environments that are safe and
secure.
That same set of instructions has an opposite side; we're
also designed to unconsciously avoid anything we believe
will hurt us. Because of this deep, psychological protection
mechanism, we're designed to avoid the enemy.
So we're designed to naturally seek those who will help us,
and flee from those who would harm us. The fear of rejection
is really the fear of something we imagine could harm us.
Medical researchers have learned that this natural, inborn

capacity of the brain was designed to help us and protect
—
us that's part of the miracle of the brain.
WHAT ROAD SIGN ARE YOU FOLLOWING?
Imagine you're driving down a highway. Suddenly you

come to a fork in the road, so you stop, uncertain about which
79
SHAD HELMSTETTER
way to go. Beside the road there are two signs, one pointing
to the left fork, and one pointing to the right. The left fork
sign says, "Enemy." The right fork sign says, "Friend.'''
Which road would you take?
When you prospect, you face the possibility of rejection.
That old fear center in the brain says, "Enemy alert. Do not
proceed. Your own self-protect system is trying to protect
"
you from an enemy that is, in this circumstance, entirely

imaginary.
So what do you do? You take only the road that you know
is safe, or you stop the car! You quit prospecting! And what
stopped you from succeeding in the business was a very

natural fear that protected you from an enemy that didn 't even
exist.
YOUR OWN EMOTIONS GIVE YOU THE

STRONGEST DIRECTIONS
Getting stopped by imaginary fears happens when your

logic is overpowered by your unconscious emotions —such as
the fear of rejection. We all know there's no real harm, no
personal danger, in being told "No."
"After all," our logical mind reassures us, "it's just a person
saying no. It doesn't hurt me."
But our emotions tell us a different story: "I can 't take this
rejection, it hurts me, and I don 't like it when someone tells
me noV
Your emotions are often stronger than logic, because
80
emotions create more chemical activity in your brain than

logical thought does. When you put more chemicals into
motion, you turn on more electrical circuits in your brain, so
you make that message stronger —and the strongest message
always wins out.
The fear of ridicule, or being made fun of, or laughed at, or

being questioned, are all forms of the fear of rejection.
Whatever form this fear takes, the fear controls you if you
don't control it. That can be hard to do if you don even t
—
know what's happening it's an unconscious fear in the first
place. But once you know it's there, and what it really is, you
can defeat it.
HOW TO TURN IT AROUND
The next time you have an opportunity to prospect, and you

feel yourself holding back, think about it. Ask yourself the
question, "What am I afraid of? Is it fear of rejection?"
If it feels like it might be, immediately give yourself some
Self-Talk that turns the prospect into & friend.
If your brain is designed to avoid the enemy —or what it
imagines to be the enemy — it will do everything it can to

avoid it. The healthy way to counteract the fear is to
immediately turn the prospect into the potential friend that he
actually is.
When you think the word "prospect," what does your mind
automatically tell you? Is your first thought immediately
positive and enthusiastic, or is your first thought one of
uncertainty or dread?
81
—
SHAD HELMSTETTER
To defeat the fear of rejection, always practice seeing your

prospects as the team who will build your future.
DEALING WITH THE OTHER FEAR

OF REJECTION—
THE FEAR OF THE WORD "NO"
As you might guess, the key to getting rid of the fear of the
word "No" is up to your attitude. The stronger your self-
esteem, the more self-confidence you create, the less any
outside negative will bother you. The surest way to build
your attitude — especially just before and just after you
prospect, is to use Self-Talk, listen to high-energy tool tapes,
and reread your goal plan.
Doing that helps you focus on what's really important. The
"No's" you receive will come and go, but your business will
live on long after them. If you're absolutely determined to
make your business work, then nothing is going to stop you
least of all, hearing a "No."
TURNING "NO" INTO "YES
The advice most people give you when it bothers you to be

told "No," is to look at each "No" as one more step toward a
"Yes."
82
While I agree with that advice most of the time, I also

believe there's something you should do if you're being told
"No" a lot. You should find out exactly why you're hearing
too many "No's" in the first place.
It's normal to be turned down sometimes — at least until
you've really mastered prospecting and showing the plan.

But even until then, too many "No's" usually mean you're
doing something wrong.
If that's the case, the solution is going to come from doing
two things:
a. Learn from the best teachers you can get.
b. Practice.
If nothing's working, but you're still trying, you're

probably practicing doing it wrong. Go back to square one.
Get advice from the distributors who have mastered
prospecting. Listen to what they say, whether it hurts to hear
it or not.
summary, if your fear of rejection is stopping you from
In
making the contacts and showing the plan, turn your
—
prospects into your friends before you even get to know
them.
And if your fear of rejection is really the fear of being told
"No" again and again, improve your skill and get better at
turning those "No's" into new distributors.
2. The Fear of the Unknown.
Like the fear of rejection, the fear of the unknown is built

into us at birth. It, too, is designed to protect us. It's the
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same built-in self-protect program that makes a toddler reach

for its mommy when a stranger tries to pick it up, makes us
nervous when we go on a job interview, or keeps us from
walking into a dark alley, unprotected.
The fear of the unknown is an important protection system

that many times in our lives has kept us safe, and probably
more than once, has saved our lives.
But sometimes this self-protect program tries to protect us

too much; it's supposed to remind us to be careful, but instead
it stops us completely.
It's not supposed to do that to us, but sometimes our own
self-protection programs don't know the difference between
something that's safe —and something that's not.
PUTTING ONE FOOT IN FRONT OF THE OTHER
Fortunately, you can get past this one. You already have,
millions of times. There was, sometime in the past, a first
time for everything you do now.

Remember your first day at school? The first bus or
airplane trip you ever took on your own? Have you ever
moved to a new city, or started a new job? I know people
who are nervous before they go to a party, simply because
there will be people there they've never met.
But once you do it, and you're safe, your brain begins to
form a new picture about that situation, or that person, or that
job, or that prospect. The unknown becomes the known, and

your brain tells you it's safe, you can relax now, it's okay to
move forward.
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THIS IS THE PERFECT TIME TO GET HELP

FROM SOMEONE ELSE
This is one of the unconscious fears that gives way to the

moral support of someone else.
Having a spouse or a partner tell you it's okay is often all it

takes to get you to square your shoulders, put your chin up,
and step forward — pretty much like you might have done on
your first day of school.
If your mom was there, she probably did her best to
convince you that everything was going to be okay. She was
doing something you still need today; she was motivating
you. That means she was putting you into motion. And by
just putting one small foot in front of the other one, you made
it to the door of the school, into your classroom, and through
the first day.
Your foot is bigger today than it was then, but the same
principle applies. Use Self-Talk for your own self-
motivation, and encourage your partner to give you extra

motivation to proceed.
And then, put one of your feet in front of the other one.
One step at a time, walk over to the telephone. Next, reach
out your hand and pick up the receiver. Then, one number at
a time, dial the number. After a few rings, the prospect will
probably answer the phone. If he does, he will usually say
"Hello." You can take it from there.
SEPARATE THE JOB FROM THE FEAR
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If you don't know what to say next, then the problem is not
an unconscious fear. If you don't know exactly what to say
next, then your problem is technique.
Prospecting is a skill. Nothing else. If you want to do it
well, you have to study the techniques, practice them, set a

goal to build your skill, follow the plan, and get good at it.
Always separate the prospecting technique itself from the

fear of doing Work on the prospecting steps by practicing
it.
them over and over. Work on the fear by recognizing it,

overriding it, and moving past it.
3. The Fear of Failure.
This is a fear that's based entirely on believing we have to

measure up to someone else 's opinion of us. It's more than
—
a fear of failing it's a fear that tells us that we're not good
enough, that we're inadequate, or that we don't measure up.
Nobody likes to feel like they're not as good as someone
else. We don't like to think of ourselves as incapable, and we
especially don't want other people to think we're inferior.
But the real problem is created by how we typically handle

this fear. If we think we can 't do something, our most natural
response is to not do it. We would rather be questioned for
putting it off, than to be proved inferior by trying and failing.
WHAT IF YOU'VE BEEN FOLLOWING

A FALSE PICTURE OF WHO YOU ARE—
AND WHAT YOU CAN DO!
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—
The fear of inadequacy tells us we don't have the right stuff,

that we weren't gifted with the intelligence or the right
personality, or the right character. This fear lives at the core
of who we think we are as individuals, and how we measure
up. This is the fear that comes from having to face a truth
about ourselves that we don't want to see.
So, of course, what's the easiest way around it? Some
people give up, or they don't try in the first place.
Unlike the fear of rejection and the fear of the unknown, the
fear offailure does not come with us at birth. We learn it. It
isprogrammed into us by others, and then we, in turn, repeat

those same false programs of inadequacy to ourselves
throughout our lives.
So this fear is not one your brain needs in order to protect

you or help you. In fact, there is nothing positive or helpful
about this fear at all.
Of course, we all need to recognize what qualities we have

that need improving, but no one is helped by looking in the
mirror and thinking he's inferior.
Yet people often let this fear stop them because they don't
understand They think they're not measuring up, when in
it.
fact they're measuring up just fine they're just using the

wrong yardstick! They're trying to live their lives based on
the opinions of others. And that never works.
IMAGINE NOT BUILDING YOUR BUSINESS

BECAUSE OF SOMETHING YOU FEARED!
I know distributors who stopped building their business
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because they feared they would never become Diamonds. So,

because they feared not making it to the top, they went
nowhere! That's not a now-and-then problem. That's
possibly the biggest problem you and your own downline will
ever face in the business — letting your self-doubts and your
unconscious fear of inadequacy stop you from building your
business, and theirs.
The solution to this unnecessary fear is not in trying to tell
yourself you're adequate — it is in letting yourself know that
other people's opinions about you don't count.

Then move forward. Keep your eye on the goal, work the
plan, and stay with it. You're smart, you're competent, and
you have everything it takes to succeed. You're better than
adequate, you're a champion. And don't ever forget it.
4. The Fear of Work.
Before you think this fourth fear of prospecting sounds odd,

or simply something a parent might say, let's look at what the
fear of work really means. It may be the most important fear
of all to overcome.
When you fail to do something you think you ought to do,
it's almost never because doing it is too hard. "Work"

doesn't have to mean something is difficult, or drudgery, or
even physically tiring.
As an example, if you play tennis, you probably put out

more physical effort in a game of tennis than you do in a
whole day of work. Or if you take your family camping — the
kind of camping where you find and cut the firewood for
yourself —you'll expend a lot of energy, but it really won't be
88
work. Or if you exercise, work out, or ride a bicycle, you'll
burn more calories in the gym or out riding than you will in
the office.
WHAT IS YOUR FIRST THOUGHT—WHEN YOU

THINK OF "WORKING" FOR A LIVING?
Unfortunately, we've come to view anything connected

with "working" for a living, as difficult, tedious, or tiring.
Exercising, or playing, on the other hand, is called
"exhilarating," or "invigorating." It's a thrill to feel so tired!
That would suggest that the only difference between "work"
which means going to a job, and "effort" which could mean
having fun on a weekend, is all up to your attitude how you —
think about, and what you feel about, the activity you're
"working" at.
The best way to define what is "not fun" work, and what is
"fun" work, is this: One of them you have to do, and one of
them you don 't.
And yet, not fun workwork you usually get paid to do,
is
while fun work is usually something you pay to do. (For most
people, it costs money to have fun.)
What all this means is that the fear of work stops many
people from working their Amway business, and succeeding,
because they mentally put building their Amway business in
the not fun work category, instead of into the fun work
category.
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THERE IS A GOOD REASON WE DON'T LIKE

THE WORD "WORK"
Our first impression of what it means to "work" is based on

the feelings we have about our jobs.
Even people who like their work would usually love to do
better, if given the opportunity to do so. In fact, most people,
if given a check for, say, $1,000,000 on Monday morning
would probably think about quitting on their jobs
Tuesday — or Monday afternoon, if they were sure the check
would clear.
Most of us, in the quiet, honest parts of our mind, would
rather be doing better than we are now. It's not that we don't
want to work. few jobs will ever give us the life and
It's that
the freedom that we have the potential to live out. In fact,

most jobs fall short of helping us excel at all.
WHAT DO MOST JOBS REALLY DO FOR YOU?
Most jobs don't enrich your spirit; they deplete it.
Most jobs don't add excitement to your life; they fill your
life with tedium and boredom.
Most jobs don't motivate you; they demand instead that you
stay in line, and do exactly what someone else expects you to
do.
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—
Most jobs don't help you grow daily, day after day; they
define you instead as some number or classification and —
expect you to fit their mold.
Most jobs don't give you an unlimitedfuture; they give you

a ceiling which is little above average, and hope you'll be
happy with the plaque or the watch when you retire if you
last that long with that company.
Most jobs don't give you independence; they restrict you to

someone else 's time line on what you should be doing with
your life.
Most jobs don't give you true security; they pay you — for
—
now and promise you a future that lasts only until the
paycheck and the promises are no longer any good.
Most jobs don't give you real hope—they only get you to
hope that you'll get your next paycheck, or that you'll get a
raise, or get to keep your job.
Most jobs don't give you control over your own future; they
give you nothing more than the opportunity to serve someone
else— someone else who is in control of your life.
STARTING TODAY, GIVE A NEW MEANING

TO THE WORD "WORK"
It's no wonder we don't like the word "work!" It doesn't
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sound fun or fulfilling. In fact, to most people, the word

"work" sounds like the opposite of the word "freedom"
Most work is drudgery, and takes us nowhere. But from
here on out, when it comes to building your Amway business,
if you change the meaning of the word work to the word—
—
freedom you may never fear this word again.
If you have ever hesitated to prospect, take heart. This is
one challenge you can conquer. Always remember: The
techniques, you can learn. The fears, you can defeat.
It's only when you're not aware of the problem, or what's
causing it, or what to do about problem can stop

it, that this
you. But once you know what the problem is, what caused it,
and what to do about it, you can get past it.
WHAT TO DO:
1. Defeat the fear of rejection by constantly letting
yourself know that the prospect is your friend.
2. Defeat the /ear of the unknown by putting one foot in

front of the other, and always taking the next step.
3. Defeat the fear offailure by never again basing your

belief in yourself on the limited beliefs of others.
4.Defeat the fear of work by always remembering that

when you are building your Amway business, work really
means freedom.
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If there's a single step you can take now, to make

prospecting a natural, comfortable, easy part of building your
business, it'll be for you to see your fears for what they really
are.
They are nothing more than your own imagination believing

in old doubts, and trying to stop you from reaching your
dreams.
Your fears are nothing more than shadows in the night.
They never really hurt you.
And they go away when you turn the light on.
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"Choose to succeed, believe that
you can, have the faith
to see it through,
and always maks & your goat
to share that success
with everyone you meet.
If you want to do something

important with your Cife —
Show the plant"
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Chapter Eight
Showing The Plan
nee you've overcome your fears of prospecting,

and you've extended the invitation, and your
O" 8
prospect has accepted, something else happens:
now you have to show the plan.
For many distributors, those three words are among the
most terrifying in the language.
The problem often masquerades as a fear of public
—
speaking but that's almost never the real issue. The truth is
that when it comes to showing the plan, most distributors are
not absolutely certain that they'll "do it right," or that they're
"good at it."
How about you?

How good are you at showing the plan? Would you classify
yourself as "Expert," "Average" or "BeginnerV
Whichever category you fall into, your determination to
become an expert at showing the plan could have an
important effect on your future.
To help you judge your skill level, answer the questions in
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the following short quiz. If you're working with someone,

you may even want to discuss your answers with your partner.
RATING YOUR SKILL AT SHOWING THE PLAN
1. When showing the plan, what do you do best?
a.
b.
c.
2. When showing the plan, what do you do least well?
a.
b.
c.
3. How would you rate how well you know the

information you're presenting?
Extremely well
Generally well
Just "okay"
Not too well
Not well at all
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SHOWING THE PLAN
4. When you're showing the plan, are you:
Nervous
Relaxed
Calm
Excited
5. When you're showing the plan, how would you rate

your attitude!
Always warm
Sometimes warm
Always cool
Sometimes cool
Friendly
6. When you're showing the plan, how would you rate

your confidence!
Highly confident
Hopeful
Uncertain
Discouraged
7. When you an appointment to show the plan,

set
how would you rate your punctuality!
Always on time
Early
Occasionally late
Always late
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8. When you show the plan, how would you rate your
appearance?
D Very sharp and professional

Casual
Could be neater
Sloppy
9. When you show the plan, how closely do you follow

the exact wording of the presentation?
Word-for-word
Sort of
Not very closely
10. How often do you ask your upline or your mentor for
help on improving your presentation?
Frequently
Almost never
Never
11. How often do you practice improving your

presentation skills?
Frequently
Only when presenting
Never
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SHOWING THE PLAN
12. How do you think your prospect would rate you at

the end of your presentation?
A. Professionalism:
Very professional
Could be sharper
Not very professional
B. Knowledge:
Very knowledgeable
Unsure of some of the facts
Not very well-informed
C. Sincerity:
Very sincere
Somewhat believable
Not very sincere
D. Effectiveness:
Very convincing
Somewhat effective
Not very convincing
E. Confidence:
Extremely confident
Average
Nervous and uncomfortable
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Now that you have a general idea of how well you do when
you show the plan, let's take a look at how you can learn to
do it better.
In the next chapter, we're going to cover three specific
stepsyou can take to improve your presentation. Regardless
of how well you did, or didn't do, on the "Showing the Plan"
quiz, these three important steps can help.
100
(((
When you show the iplan,
always imagine
you're tailing to someone
who is going to go (Diamond.
you never know

when that will be true"
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Chapter Nine
Three Important Steps To Improving
Your Presentation
many people who

There
show
are prospect well, and
the plan often, but they sponsor little.
When I heard about those people, I began to

wonder how someone could show the plan several
l|
times a week for several weeks in a row, and still not sponsor
people into the business.
It's difficult for me to imagine anyone being shown the
plan, without wanting to become a distributor.
Yet, on one hand, there are some distributors who show the
plan many times before they sponsor a new distributor, while
on the other hand, there are distributors who sponsor almost
every prospect they show the plan to. And both of them are
presenting the same plan.
IF IT ISN'T THE PLAN, IT COULD BE YOU
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THREE STEPS TO IMPROVING YOUR PRESENTATION
It's wrong with the presentation that

clear that something is
some distributors are making. If someone else is showing the

same planet/ are, and they're sponsoring more than you are,
then you could be doing something wrong.
And that's good news, because it means if you fix the
problem, and do it right, then you'll soon be sponsoring just
as many people as the other guy.
I wanted to know what it was that some of the distributors
were doing wrong, and what it was that the other distributors
were doing right. Here's what I found.
In each case, the distributors who were the most successful
in showing the plan, were taking three "extra" steps that were
missing with the wwsuccessful distributors.
These key steps had little to do with the technical side of the
plan, or the business side of the plan. The steps they took had
to do with themselves, their own attitudes, their own
motivation, and their intense desire to succeed.
I also found that although these steps were essential to
success, none of the steps was difficult — anyone who wanted
to follow the steps could do so.
If something has been missing from your presentation, even

though you've been using all the right words, you'll probably
find that following these same steps will fix the problem.
STEPM:
PUT YOUR BELIEF IN GEAR
The best presentation always begins with your belief.

To even think about showing the plan, you have to begin by
shifting into high belief.
With this plan, you can believe. All the facts are on your
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side: The Amway plan makes sense. It is

is logical. It
sequential —
that is, every point you make always leads to the
next logical point. The math works. The story of Amway
and its success is a fact. The potential is there, waiting for the
right distributor to take advantage of it. And above all, the
business works.
But your belief has to be stronger than just trusting the
facts. There's more to this business than the numbers and the
dollars and cents.
YOU'RE GIVING YOUR PROSPECTS AN

INCREDIBLE GIFT
To show you what you're really offering to your prospects,

let's say you went to Philadelphia and visited Independence
Hall. Imagine the curator ushering you in. Once you're
inside, imagine him carefully picking up a beautiful old
parchment from its glass case and handing it to you. Imagine
holding in your hands the most important document in
America's history, and perhaps the most important formula
ever written for the freedom of man. Imagine holding the
Declaration of Independence in your hands.
You would hold it gently, not wanting to harm it in any
way. That single document, and the words that were so
carefully penned on the paper, offered a new life, and a new
freedom for all.
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THE LIFE AND THE FREEDOM

YOU OFFER NOW
What if, in the spirit of that great Declaration of

Independence, you could hand someone else that same kind
of message? What if you could place in someone else's
hands, the formula for freedom?
You would hold it carefully, present it with respect, and
treat it with the knowledge that the words you shared were
changing the world.
That 's exactly what you 're doing when you present the
Amway plan.
Your Amway business is what the original Declaration of
Independence was all about. If you haven't read it recently,
you should. It offered "life, liberty, and the pursuit of
happiness" to the brave new world. When you show the
Amway plan, you're not presenting some marketing idea;
you're presenting good people the chance to declare their
independence.
With Amway, the spirit of free enterprise is alive and well.
It offers independence, freedom, and a chance to build that
brave new world.
Two centuries ago, the world changed because of a plan.
Today, more than two hundred years later, the world is
changing again. Back then it was just called America. It had

borders.
Today it is called Amway. And this time it has no borders.
This time the message is being heard around the world.
That is the kind of gift you're giving to your prospect each
time you show the plan. Believe in what you're giving them,
and your skill will begin to improve.
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YOUR MOST IMPORTANT ASSET IS YOUR

PERSONAL BELIEF
It isn't how perfect your speaking skills are that counts the
most. It's how much your prospect can see you believe in the
business. Your absolute, unstoppable conviction in what

you're saying is the first step in making a successful
presentation.
Let me give you another example. Let's say you had
received an inheritance of some worth. Among the papers
you inherited, you found what appeared to be a map to a
fabulous treasure.
To be certain that the map was genuine, you take it to an
expert in maps and treasures, and to your surprise, you
discover that you indeed own a map to one of the world's
great treasures.
You've studied everything the map told you, and you
couldn't help but notice that the treasure map was very clear
in its instructions: in order to find the treasure, you must take
someone with you.
So the scene is set. The treasure you've been hoping for is
waiting for you. All you have to do now is share the secret
—
with someone else and together, you'll find the treasure, and
the unlimited future that treasure offers.
THE AMWAY PLAN IS A MAP

TO YOUR FUTURE—AND TO THEIRS
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—
THREE STEPS TO IMPROVING YOUR PRESENTA TION
Imagine holding that marvelous map to your future in your

hands. Imagine the incredible possibility of sharing that
opportunity with the person who will help you find the
treasure and make the dream come true!
It really isn 't a story that's too good to be true.
When you were given the Amway plan, you were handed a
clearly-drawn map that would take you to the greatest treasure
you can imagine. But to own the treasure, you have to trust
someone else, someone who will help you find the treasure.
If the map you held were an ancient treasure map, you
would immediately begin to think of the prospective
individuals you might choose to help you find the treasure.
The name we often give to the "prospective" individuals
who will help you own the treasure, is a name that fits. They
are called "prospects."
With the Amway map, the more prospects you have, the
more fortune you will find. The more people you show the
map to the more prospects you show the plan the faster —
your business will grow, and the sooner all of you will reach
the treasure.
YOU'RE NOT SELLING—YOU'RE GIVING THEM

THE CHANCE OF A LIFETIME
Some people, new to the business, still think that when

they're presenting the Amway plan, they're selling
something.
Let's get this one straight. So you never again have the
that
false notion that you're "selling" anything by showing the
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plan, I'd like to make this point so clear you'll never forget it.
When you're showing the plan, you're doing something

entirely different from selling.
I've identified a substantial list of contributions you're

offering to your prospect's future when you're showing the
plan. What follows are just a few of them:
1. When you show the plan you are: Giving your

prospect a chance to succeed in life.
2. When you show the plan you are: Offering the

opportunity of the attainment of true financial freedom.
3. When you show the plan you are: Offering your

prospect a plan of achievement that has been tested, practiced,
and proved for more than thirty years, and over three
generations.
4. When you show the plan you are: Sharing an

opportunity that may be the most positive, worthwhile
"chance at life" your prospect has ever known.
5. When you show the plan you are: Offering a potential

future, and a potential fortune to someone who, otherwise,
would have had neither.
6. When you show the plan you are: Giving life to
people who thought they could go nowhere.
7. When you show the plan you are: Giving people a

chance to succeed —when otherwise, they wouldn't have
108
known they could do it for themselves.
8. When you show the plan you are: Helping every

prospect rise above the average, make something of his or her
life, and giving each of them a way to make it work.
9. When you show the plan you are: Helping people

build self-confidence and self-belief. For some of them,
you'll be giving them a gift that, without you and the plan,
they would never have found.
10. When you show the plan you are: Above all else,
giving people the gift offreedom. What you add to their lives
will never be measured. The freedom you offer them has
more value than a treasure chest of silver and gold.
Your most successful upline distributors have shared the

treasure map. They've found the treasure for themselves,
because they've been willing to share the opportunity with
others.
So they take that all-important extra step. They make the
decision to believe. They share that belief with everyone they
meet.
And when they show the plan, they put their belief in gear.
That's why they're successful.
STEP #2:
MAKE YOUR AMWAY BUSINESS YOUR MOST
IMPORTANT BUSINESS.
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You'll never make a first-place business with a second-rate

attempt.
If you want your Amway business to be big, then you have
to put it in first place; not after it makes it, but now, so that it
willmake it.
Some distributors think they'll devote their full attention to
their business after it's successful. I know it doesn't make
any sense to think like that, but people do it all the time.
WHAT DO YOU WANT TO END UP WITH?
If you want your Amway business to be the kind of business

that's bigger than any other job you could ever have, then you
have to make building your Amway business more important
than your job.
If you do, you'll end up with an incredible business. If you
don't, you'll end up with your job.
All successful distributors practice this second vital step in
building their business. And it's one of the most important
steps you can take in making presentations that work. Why?
Because your prospect can spot your commitment the
moment you walk in the door.
If you haven't made your Amway business your #1 career,
how can you possibly expect your prospect to take you or
your business seriously? Why should hel You're not even
taking the business seriously yourself.
And that's the single most important downfall of failed
presentations:
110
—
You're telling someone else it works, when your own track

record tells him it doesn't. It isn't true, of course; the
business works great, but he doesn't know that. All he has to
go on is the impression he has of you.
So your prospect gets a completely false picture of the
potential of the business, because anyone can see that you
aren't committed yourself.
Unless, of course, you are. If you are committed, if
Amway is more important than your job, more important than
any other career, your prospect will know it. He'll see it in
your eyes. He'll sense it in your poise. He'll feel it in your
energy. He'll hear it in your voice. When you meet someone
who is 100% committed to this business you know it!
MAKE YOUR AMWAY BUSINESS

MORE IMPORTANT THAN YOUR JOB—
AND WATCH WHAT HAPPENS
TO EVERY PRESENTATION YOU MAKE
When you sit down with your wife or husband, have a

serious Amway business meeting, and say to each other,
"This is As of this moment, our Amway business is more
it.
important than our jobs," your presentations will reflect that

commitment.
And with your stronger commitment, you'll immediately
begin to find more value in the time you spend building your
skills. You're no longer investing in a part-time also-ran;
you're now investing in the most important business and

career path of your life.
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SHAD HELMSTETTER
Suddenly, your investment becomes worth it. So you spend

more time learning the business, more time getting help and
advice, more time practicing, and more time learning how to
be more and more successful.
Now, showing the plan even feels different to you. It
should. When you show the plan, you know you're building
your future, and it shows.
Learn the steps, study the distributors who do it right, and
follow the plan. That will open the door to the opportunity.
But beginning now, make your Amway business more
important than your job. Nothing lights the fire like
commitment.
STEP #5:
AL WA YS, AL WA YS, AL WA YS BE A PROFESSIONAL.
There is simply no replacement for a professional manner.

Your bearing, your appearance, your choice of words
everything about you communicates a message.
If the message your style communicates is that you are a
person of quality, manners, integrity, responsibility, and
knowledge, then you'll communicate that you're a
professional. But if you're sending different messages than
those, your level of professionalism —
or lack of it will —
affect every presentation you make.
Learn to be a professional in every way, and watch what
happens to the success rate of your presentations.
No one wants to join a business run by people who aren't
professional.
How would you feel if your doctor acted unprofessionally?
112
What if he was shoddy, untidy, used bad language, or never

had on a clean shirt? I'd go to a different doctor. Or what if
your accountant acted like he never made it through math?

Or the captain of the airplane you're about to board looks like
he partied all night?
None of us wants to do business with someone who doesn't
look and act like he knows what he's doing. He has to look
the part. And the sharper he looks and acts, the better the
chance we'll want to do business with him.
WHAT KIND OF IMPRESSION DO YOU MAKE?
How is your appearance? Neat, sharp, professional?

What kind of language do you use? Proper, respectful,
educated?
How do you talk? Intelligently, clearly, thoughtfully?
How do you stand or sit? Poised, confident, self assured?
What is the look in your eyes? Interested, alive, aware?
How are your manners? Considerate, proper, always
appropriate?
How organized and in control are you? Organized, on top
of things, in control?
How is your presentation? Sincere, direct, clear,
experienced?
Wouldn't you like to be in a business team with someone
who looked neat, sharp, and professional . . . who used
language that was always proper, respectful, and sounded
educated . . . who spoke intelligently, clearly, and thought-
fully . . . who was poised, confident, and self-assured . . . who
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always looked interested, alive, and aware . . . who was

always considerate, proper, and appropriate . . . who was
organized, on top of things, and in control, and who presented
his or her ideas in a sincere, direct, clear, and experienced
way?
know I would. And so would your prospect.
I
Why? Because we have more trust in someone who has his

act together than someone who doesn't. And if you're going
to commit your future and your career to something, the last
thing you want to do is to do business with someone who
doesn't have his act together.
The people you you in your business want to
invite to join
deal with a professional. They want to trust. If they don't
trust, they'll go somewhere else. Or they'll say no. Or they'll
tell you they're going to "think about it."
EVERY SKILL OF "PROFESSIONAL STYLE"

CAN BE LEARNED
The skills that go into the makeup of professional style are

some of the most basic social skills of all—and some of the
easiest to learn.
But some people just weren't told those skills might be
necessary, or important, so they didn't spend much time
practicing them. Most people have one or two of these basic
skills that could use a little work. But no matter how many of
them you have that might need some work, don't be
discouraged for a moment.
114
by playacting them, even if

Just start practicing them. Start
you've never practiced them before. Most of us know at least
some of the basics. And anyone can learn them and get good
at them.
Don't rely on old advice that might have told you you don't
have to act like a professional to succeed in this business.
Look around you. The top distributors in the business have

all learned to be professionals, and they're among the finest
business professionals you'll meet.
Many of them will tell you they weren't that way when tney
started in the business; they learned the skills. And so can
you.
A CHECKLIST OF
YOUR PROFESSIONAL STYLE
You probably have many or most of these simple skills and

habits mastered already. But just in case you'd like to brush
up on your professional style skills, here's the basic list:
Your General Appearance

When you're working your business, prospecting, or
showing the plan, what is your overall appearance? The
important question is, do you always look professional?
Your Grooming
This one may be obvious to you, but some people don't
recognize the importance of a clean-cut professional look. It
can make an amazing difference in how your prospect
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perceives you, and how he perceives the business.
How You Dress

Your clothes don't have to be the most expensive, but they
should reflect a professional look. That doesn't mean you
have to buy a whole new wardrobe you may not be able to
afford at the moment. But always make sure your apparel is
neat, clean, and appropriate to the occasion.

If you're going to talk to people about being successful, you
should dress the part.
Your Alertness
Some people miss this one entirely. When you're doing
business, others unconsciously watch for signals that will tell
them how sharp you are.

Keep your eyes alert, show you're interested in everything
that's going on, let them know you're alive, aware,
intelligent, and professional. The more you practice being
alert, the more intelligent people will think you are.
Your Posture
People tend to sit like they think, and think like they sit.
The same is true of the way we stand and the way we move.
People who are slouching or too casual give off signals of
being careless or casual in their thinking and in their business.
When you're in a business situation — especially when
you're showing the plan —always be aware of your own
physical attitude. It will tell your prospect what your mental
attitude really is.
The Words You Use, and the Way You Speak
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Your words, your use of language, your vocabulary, and

your style of speech will tell your prospect a great deal about
you. The problem isn't that people don't know how to
present themselves more professionally when they talk it's —
simply that they don't polish their speech habits as carefully
as they polish their shoes.
All speech is a matter of habit. We all have some good
speech habits and some bad speech habits. If you want to be
successful, learn to practice and use only the good ones.
Your Manners
If ever there was a reason to mind your manners, it's when
you're building your Amway business. Nothing takes the
place of courtesy, deference, and respect, when you're
establishing a business relationship. It's up to you to always
use the best of your grooming — and there's never a moment
when it's okay to forget your manners.
Quality manners are a sign of a quality person. And they
are always a part of being a professional.
Your Work Habits

Your upline has no doubt counseled you on your work
habits. Good work habits help you build a business; poor
work habits stop you from reaching the goal. But just as
important, when you practice good work habits, it shows.
Your prospect can see it from the moment you walk into the
room. If you're on top of your business, he's going to
totally
know and your presentation will be more effective.

it,
Creating good work habits isn't something you should do

now and then. Creating good work habits is a lifelong
activity of anyone who wants to succeed in the business.
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How Organized You Are

Your Amway upline is great at teaching you the value of
personal organization. If you're not in control of yourself,
you'll never be in control of your business. Real
professionals learn to get organized. And how organized you
are will never be more obvious than when you're showing the
plan.
Your Focus
This means how well you pay attention and how well you
stay on track. When you're showing the plan, if you cover
your discomfort by wandering off, ad-libbing, or getting
distracted, you'll take your prospect, and the plan, right off
track.
A professional sticks to the subject at hand, keeps his focus,
and puts all of his energy into his presentation.
Your Punctuality
This is one of the prime skills a true professional perfects.
It probably shouldn't have to be mentioned; everyone knows

it'sbad business to be late—but some people do it several
times a week.
Some distributors lose their prospect before they have even
begun —simply because they weren't courteous enough—and
professional enough— be on to time.
This skill has an unbreakable rule: Never, ever, be late. If
you have an appointment to show the plan, and you're a

professional, you'll be on time.
Your Honesty and Integrity

Your character is defined by the integrity you practice.
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How direct you are, how honest, how sincere, how

trustworthy, and how professional, will always be the result
of how much integrity you build within yourself
It's integrity that lets you look at yourself in the mirror, and
see someone you respect. It's your integrity that lets your
prospect look you in the eye, and see someone he can trust.
Your Presentation Style

You weren't born with a presentation style. Whatever style
you have now, you learned. Whatever style you'd like to
have, you can also learn.

You probably know at least one distributor (if not several)
who is so practiced, makes

his style so professional, he
showing the plan seem like the easiest, most natural thing you
could do. It can be the same way for you, if you work at it.
Watch carefully how the successful distributors show the
plan. Study the styles that are the most professional. Learn
the style just like they did. Your own personality will still
come through, of course. It will still be your presentation.

But it will be professional
Your Attitude
Your professional demeanor begins with your altitude. If
your attitude is always professional, your actions, your
appearance, your habits, and your style, will follow.
To have a professional attitude, you have to practice
thinking like a professional. To do that, spend time with
professionals, read what is written by professionals, listen to
the tool tapes —and study them as you listen.

Don't let your thinking settle back into average. Keep
pushing your own attitude upwards. Talk to yourself.
Discuss your professional attitude with your mate. Surround
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yourself with a professional environment of thoughts and

actions.
Where your mind goes, the rest of you will follow.
YOU'LL IMPROVE MORE THAN JUST

SHOWING THE PLAN
There's a real value to you in practicing these basic skills.
The first is that them will help your business.

getting better at
And they'll help you in more ways than one.
Your presentations will go better, and you'll bring more
distributors into the business. You'll radiate more confidence
and begin to build more trust. You'll attract top quality
— —
people to your team like attracts like and your business
will grow.
But above and beyond that, when you practice these skills,
they become automatic. And then that wonderful

start to
thing happens. One day you look in the mirror, and you smile
back at yourself. You did it! You got better! And nothing
takes the place of the kind of self-esteem you have given to
yourself.
It's a great gift —from you to you. And it's a gift that will
stay with you for the rest of your life.
WHAT TO DO:
Step #1: Put your belief in gear.
120
Step #2: Make your Amway business your most

important business.
Step #3: Always, always, always, be ^professional.
If you spend time reviewing and working on what we've

discussed in this chapter alone, you'll gain new insight into
showing the plan —and I predict more success for you.
Focus on these three "extra" steps that the successful
distributors have mastered. These three steps alone have
made the difference in many of the most successful
businesses; they could mean the turning point for your
business as well.
What encourages me most about these three extra steps is
that they're not complicated. In fact, they're quite simple,

and virtually anyone can follow them.
I hope you do what the successful distributors have learned
to do. Practice the steps. Go Diamond.
121
"Choose to Believe
in t he good things in life.
(Build your Business

and make your life zvorf^.
^ou only have time

for the positive."
122
Chapter Ten
What To Do About Negative People
began writing a
Several years ago I series of stories
on self-esteem for children. The stories are about
Shadrack The Self-Talk Bear. Shadrack came to
"
Earth from the planet Excellence to teach self-
esteem to little Earth kids.

In those stories I introduced the terrible "Negatroids."
Negatroids are shadowy, almost invisible, ghost-like creatures
who whisper negative things into the ears of little children,
and try to make them bad.
In the stories, the terrible Negatroids can also disguise
themselves to look like friends, and parents, and teachers,
and other adults, and even news reporters on television.
Unfortunately, I'm afraid there are an awful lot of
Negatroids around these days. Only they're not just
whispering bad stuff into little kids' ears —they're trying to
get us to believe them too.
So it's no wonder that one of the questions I'm asked most
often is what to do about people who are negative.
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What can you do about the Negatroids?
THE PROBLEM WITH NEGATIVE PEOPLE
I can only imagine the number of people who have failed in

their Amway business because they let someone who was
negative get to them.
who are negative can be the end of any good thing.
People
Their own fear, low self-esteem, and self-doubt create failure
in life — for themselves and for the people around them.
What to you is a dream, to them is What to you
a scheme.
is a chance, they think is a dance. What to you are great
tools, they think are for fools. What you work to achieve,
they cannot believe.
And to that description, you can add: And when the
treasure is found, they '11 be nowhere around.
LEARN TO IDENTIFY THE TWO KINDS OF

NEGATIVE PEOPLE
In building the business, there are two kinds of negative

people you can run into. The first kind are those people who
are wmnformed or m/sinformed —they don't know anything
about the business, or they don't know —so they put
the facts
it down because they don't know any better.
124
WHA T TO DO ABOUT NEGA TIVE PEOPLE
We meet people like that every day. They don't understand

the business, so they make fun of what you do, or they try to
make you look bad for doing something good.
The second kind of negative people you run into are those
who are negative as a way of life —and they're negative about
just about everything.
What these people have in common is that they both form
a picture about the business that's inaccurate. One because
he doesn't know the truth, and the other because he has
limited thinking —he disapproves of anything that's upDcat
and positive.
Part of the secret to your success is in identifying which
kind of negative person you're talking to. They might look
alike and sound alike —they may even say the exact same
things to you. But their reason for questioning the business
or saying negative things is completely different. You can
help yourself by knowing which is which.
A. People who are negative because they're uninformed

or misinformed.
These people you can help — if you're skilled enough to get

them to listen. These are the people who may have a good
attitude about a lot of things. But they have to be shown.
These people may sound negative, but they're really just
communicating the fact that they don't know enough about
the business to make a truly intelligent decision. Some of
these people think they know it all already. Some of them
have been told things that aren't true. Some don't know
anything about the business, and they admit it. But all of
them should stay on the list of good prospects.
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These are people that are worth working with. Keep

talking. Keep communicating. Keep informing. If they're at
all open-minded, and if you're practiced and sincere in your
presentations and when you talk to them, they'll get the
facts —and see the opportunity.
B. People who are negative as a way of life.
These people are a different story.

Even if you try, you can't, by yourself, change people who
are negative as a way of life. You can encourage them, and
you can try to help them build their self-esteem by the way
you treat them. But when it comes to being negative or not,
people have to make the change for themselves.
This kind of negative person may also often be misinformed
about the business, so he might look like that's his only
problem —when in fact his bigger problem is that he's
generally negative about everything.
A TRULY NEGATIVE PERSON SEES ALMOST

EVERYTHING IN THE SAME NEGATIVE WAY
This kind of negative person sees things very differently

from the way other people see things.
Because he's a pessimist, he misses the point. He doesn't
see life as being full of wonderful possibilities; he sees life as
full of nothing but problems. He thinks the world is out to get
126
him, take advantage of him, and take what little he has away
from him.
People who are always negative aren't trying to single you
and your business out for something to be negative about.
They're negative about everything! With these people, their
negativity has become a habit.
PEOPLE WHO ARE TRULY NEGATIVE ARE

AFRAID TO TRUST THEMSELVES—
OR ANYONE ELSE
To them, anything that looks good is viewed with suspicion.

You'll often see the same kinds of negative attitudes in their
marriage and their relationships, in their job, in their attitudes
about their future, with their associates, and even with their
children.
To the truly negative person, nothing looks safe. He
doesn't trust himself; he's unsure about his own success, so
how can he be sure about anything?
The result is that he's suspicious, and critical, and unsure of
almost everyone. He's convinced that every good idea is a
trap of some kind, and he's afraid he'll get caught in it.
He doesn't realize that it's precisely because he's negative

that nothing works for him. He doesn't realize he's doing it
himself!
The truly negative person doesn't accept that he 's the one
who's responsible — so instead of taking responsibility for his
own failings, he blames everybody else. Underneath it all he
is angry, fearful, mistrusting, and convinced that something
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will always go wrong. And, of course, for him, it usually

does.
So what does he do? He takes it out on everything around
—
him and, not surprisingly, he doesn't believe in your
business, and he probably thinks you're crazy.
Why doesn't he believe you when you present him with the
truth about Amway?
He can't. He's too busy defending the small patch of
ground he calls his life, so limited by his own fear and low
self-esteem that he can't believe in anything that could change
his life for the better.
What does he do instead of seeing the dream, getting on
board, working hard, work? Look at these
and making his life
symptoms of a negative person who is approached about

—
becoming a distributor or who may even be a distributor
who's still negative:
He complains about the cost of getting in.
He complains about the time it takes.
He complains about attending functions.

He complains about the cost of tools.
He complains about how much work it takes.
And, of course, right from the start, he's convinced that the
business can't work.
Instead of finding the good, and creating some success in
his life, he complains about everything, and forces himself to

fail. He looks for the bad, convinces himself he's right, and
then tries to prove it to the world.
WHAT TO DO WHEN NEGATIVITY IS

A WAY OF LIFE
128
—
There is something you can do.

You how to deal with negative people so they
can learn
don't pull you down with them. When you're building your
Amway business, that's important. People who are negative
as a way of life don't have vision. Because they're limited by
their own attitude, they can't see the dream —
so they try to
bring you down to their level.
When you meet someone who is negative about most
things, you can be sure he'll be just as negative about what
you have to offer.Go past him. Don't let him pull you down.
He's wrong, and he doesn't know it, but trying to convince
him isn't going to change his mind about the business.
Remember, he has trouble believing really believing — in
anything positive.
Your enthusiasm and your belief in the business just makes
him more convinced that it couldn't possibly work at least —
not for him.
DON'T TRY TO BE A THERAPIST
Could this Mr. Negative be turned around? Possibly. If he

took the time to get rid of the old mental programs he's got
that tell him life doesn't work. But that's not your job. And
if he doesn't want to change, he probably won't, no matter
how much someone else tries to help him.

You're not a therapist; you're a professional business
person building your Amway business. There are plenty of
other people who'd make something of themselves.
like to
Don't spend your time trying to save those who refuse to
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hear —spend your time building your business instead.
DON'T LET THEIR NEGATIVITY

SPREAD TO YOU
The most important thing you can do when you run into
someone who is truly negative is to protect your own attitude
from theirs.
Negativity rubs off. People with a bad attitude can inflict
it on others, just by being around them. But, if you're going

to succeed in this business, you can't just ignore everyone
who might turn out to be negative —
you at least have to give
people the opportunity to be positive.
If someone looks a little negative at first, it could be a
"Negatroid," or it could be someone who just needs more
information.
Here are the rules I recommend following when you're
dealing with negative people:
• Always start by giving everyone the benefit of the

doubt. Good people care about others. Part of caring about
others is expecting the best from them. Start by giving people
the chance to prove they're positive and have a healthy
mental attitude.
• Look for the telltale you whether

signs that will tell
the person is only occasionally negative, and possibly

uninformed or misinformed, or negative as a way of life.
130
Do they smile frequently, or do they frown? Do they listen

openly, or shake their head or look skeptical most of the time
you're talking? Does their general manner make you feel
good about them, or do you feel edgy and defensive when
you're around them?
We've all seen the signs, but if'you practice being aware of
what they mean, you'll be able to handle the situation better.
• Stick to the facts. Don't get led into a disagreement

or having to defend yourself. Let the facts of the business
speak for themselves. And other than your own great attitude,
keep your emotions out of it.
• Make sure your own attitude stays "up." This

doesn't mean you should show false enthusiasm. People can
see it—and negative people can spot it a mile away.
• Always remain confident. Remember, you know

you're right, regardless of what someone else says. You have
the facts; they don't.
• Don't try to convert people who are negative as a

way of life. If you discover the person you're talking to is
really Mr. Negative, don't try to give him a brain transplant
by convincing him you're right. He's been negative for years.
He's not going to get over it by listening to your presentation.
• Don't invest in failure. If people are truly negative,

won't believe in facts, and choose to be pessimistic, that's
their option. Once you've determined that's their pattern,
don't invest any more time trying to persuade them to change.
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• Always give yourself strong, positive Self-Talk

before and after spending time with a negative person.
Arm yourself with good Self-Talk: "I no longer live my life
based on the negative opinions of others. I choose to keep my

attitude up. Ifeel great, and I'm creating success in my UfeV
• Reread your goals. If you've been in an especially

negative situation, read your goal sheet out loud, more than
once if you have to. Nothing will keep you on track better
than a confident attitude and a strong renewal of your
determination to reach your goals.
• Never, at any time, let someone else's attitude get

you down. You have to be strong on this. Talk to yourself.
Keep your own attitude up, smile (use a mirror if you have
to), and don't let anything cause you to lose a minute of this
precious life you've been given.
Practice using those rules every time you talk to someone

who might be negative. Above all, remember you've got a
job to do, and it's up to you to keep your spirits up and your
head held high. After all, there are a lot of people counting on
you. Most of them are future distributors you haven't even
—
met yet!
WHAT CAN YOU DO WHEN THE NEGATIVE

PERSON IS SOMEONE CLOSE TO HOME?
132
Sometimes the problem lives closer to home. I know it can

be especially difficult when someone close to you is negative.
It could be your wife, or husband, or even your parents or
someone else in your family.
Almost all negative personalities come from getting
negative programs when we were growing up. Whatever
messages got typed into our "mental computer" most often,
are the programs that create our attitudes today.
So someone got a lot of negative programs as a child or
if
even as a young adult, that person probably still carries those

mental programs today. Unfortunately, our thoughts, actions,
and attitude always programming we got.
reflect the strongest
Those programs determine our self-esteem, what we believe

about almost everything, and in particular, how successful we
think we can be.
no surprise, then, that people who got too many
It's
negative programs along the way, wind up becoming negative

themselves.
You can't change the programs of every negative person
you meet, but there are some things you can do to deal with
the negative person at home.
HELP THEM BUILD THEIR SELF-ESTEEM

IN EVERY WAY YOU CAN
The key to helping them is to help them build their self-

esteem back up where it ought to be. It isn't that they're not
quality people with as many talents and capabilities as anyone
else; it's just that they can't see themselves that way.
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They'd like to, but their own vision is dimmed by old

programs that tell them they're not as good as someone else,
or life is unfair to them, or they're just not born to be special,

or things don't work out right for them the way they do for
someone else.
They don't see themselves as excelling throughout their
lives. They simply don't have the picture of themselves being
exceptional, or successful. And when they do see a picture of

success, they aren't in it.
SOMETHING YOU CAN DO EVERY DAY
If someone you care about you can be sure that

is negative,
person has self-esteem that's been injured somehow. It has to
be built up. You can help by always showing them good
pictures of themselves, and always encouraging them.
That can be something as simple as the little you say
things
to that person each day. Instead of fighting the problem and
telling them what's wrong, even a simple, but vital, change to
telling them what they're doing right can make a difference.
If you use Self-Talk, especially if you listen to Self-Talk

cassettes, play those tapes quietly in the background where
the other person can hear them. Don't tell them they ought to
listen, and don't make an issue out of it. The tapes will do
what they're designed to do, on their own: they'll give the

listener a whole new set of positive programs to put into
practice.
Let that person know you believe in him. Tell him so,
134
every day. Say the words, "I believe in you —and mean
"
it.
Start telling the person, "You're special, " or "You really

did that well " or "You 're incredible! " any time at all, and do
it often, without waiting for a special reason.
For people who aren't used to it, that might sound odd at
first, but keep doing it anyway. We all need to hear things
like that. Negative people need it especially.
DON'T EXPECT OVERNIGHT RESULTS
People spend years getting negative programs, so don't

expect them to change overnight. It won't take as long to
build them back up as it did to tear them down, but it can take
months, or sometimes longer. The secret is in staying with it
long enough for the new programs to take effect.

Keep in mind that success builds success. Each time they
do something that makes them feel good about themselves,
—
give them a reward a few words, a note, a gift, a smile, a
nod of respect and approval — to let them know they just
created a minor success.
The more little successes they have, the better they'll
feel —and the more they'll be willing to try it again. In time,
with enough little victories in building their self-esteem, the
process starts to happen almost automatically. Eventually, the
old negative thought patterns — the old programs —begin to be
replaced by the new programs.
Helping someone in that way, of course, takes love, and a
lotof caring, and a certain amount of patience. But if that
person is worth it to you, then so is the effort it takes.
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And when he, or she, looks at you, and smiles one of those
wonderful "I did it!" kinds of smiles, and you see that self-
esteem shine through, no one will even have to thank you for
what you did. That smile will be thank-you enough.
WHAT IF THE NEGATIVE PERSON IS YOU?
If you notice that you yourself feel negative or unhappy a

lot of the time, then it's time to do something about it.
I want to encourage you in this. Over the years I've known

many people who started out negative, but ended up positive,
healthy, and happy. In other words, they did it!
What they did was exactly what they would

for themselves
have done for anyone else who was negative. Instead of
helping the other person build his self-esteem, they had to
work on their own. The steps are exactly the same. But this
time you're talking to you.
Negativity robs you of your birthright, your right to live and
achieve, and your right to succeed as a human being.
Negativity diminishes your spirit, dampens your enthusiasm,
and darkens your day. It destroys your vision and defeats
your dreams.
And all for nothing.
Of any human emotion, none is more destructive and has
less worth than negativity. It has no value in a mind that
strives to be healthy, and no place in a life that wants to
succeed.
I find negativity so much the opposite of what is good and
136
healthy that to every degree possible, I refuse to let negativity
into my life or into my home, even for a moment.
WHEN IT COMES TO YOUR ATTITUDE

YOU HAVE A CHOICE!
It comes down to a choice. You can choose to see the

world full of light, and hope, and opportunity, and good —or
you can choose to see the opposite. Whichever you choose,
there are two truths you should always be aware of:
The first truth is that the one, enduring ingredient that
insures success more than any other, is optimism. Optimism
is the belief that you can.
The second truth is that belief is a choice.

If you'd like to get rid of any negative attitudes within you,
your first step is to believe that you can.
If keeping a healthy, positive attitude about the life you
have in front of you is a choice, then building that attitude is
ultimately up to you. This is one thing you can definitely do

something about.
DON'T EVER LET A NEGATIVE ATTITUDE

STOP YOU
You're too important to let negative thinking yours or

—
anyone else 's stop you. You've got too much to do, and too
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SHAD HELMSTETTER
much to live for.
I've met the distributors, the families, the children, whose

lives have been changed in countless positive ways by this
business. I've seen what it can do.
If someone like you hadn't refused to give up, those people
wouldn't be in the business today —and their lives wouldn't
be enriched in so many ways.
There's a whole world out there waiting for you. Where
you 're headed, you don't have time for imaginary fears and
worn-out excuses. Where you 're going, things are changing
fast, and you're an important part of what's happening.
THERE'S A LIGHT THAT'S SPREADING

THROUGHOUT THE WORLD
Take a moment and look at the cover of this book. Notice

the light that's rising over the Earth.
That majestic oncoming glow on the horizon is Am way,
new future to people
bringing the light of life, and hope, and a
everywhere — people who, without Amway, may have had no
real future at all.
You 're doing that. You 're changing lives. You 're making
a difference that counts. You 're going to a future that's alive
with opportunity, filled with optimism, and powered by
results. You 're going to a place called "Success."
How many people with negative thoughts and negative
minds can say the same for themselves? How many of them
will stand tall, and be counted, and let their success be an
138
example for others to follow?

No . . . they'll just sit by the wayside, trying to find fault
with others, because they've failed to find what's right in
themselves.
Don't give their limited ideas and unfounded fears one more
moment of your time. It's time to put the fears and doubts
aside. It's time you got rid of them for good.
Where you 're going, you're not going to need them.
139
<<c
Ihe secret to being successful
in everything you do,

will always depend on
what you do,
when you have nothing to do"
140
Chapter Eleven
The Hidden Enemy That Can

Sabotage Your Business
here is something that is stopping us from

achieving our goals —both personally, and as a
nation. It is something that's destroying our
kids —and it isn't just drugs, and it isn't a joke.
It's something that's robbing us of our time, stealing our

strength, and undermining our ambition. It's something that
is so ordinary, so "every day," that we hardly even think of
the effect it has on our lives. It's something that influences
our thinking, consumes hours of our thoughts, and programs
our minds in a negative way.
THE PROBLEM THAT DESTROYS LIVES—

AND COUNTLESS AMWAY BUSINESSES
This problem is not a questioning public, or negative family
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SHAD HELMSTETTER
members, or even the fear of prospecting. This problem is far
greater than any of those.

This problem lives in our homes, talks to our kids, steals
our minds, pretends to relax us, programs our thinking, robs
us of our self-esteem, and is the most dangerous addiction
that we face today.
Perhaps by now you've recognized this enemy of personal
growth and success. It's a word that's so well known to us
that we consider it to be a part of our lives. It's so important
to us that when it's questioned, we think the question is a
joke. But this time it isn't a joke.
You have, right now, something in your home that is more

threatening to you than anything the outside world could send
to defeat you. It is not your friend. It is probably your
greatest enemy.
Its name is television.
And it is trying to destroy you, your family, and your

business.
TELEVISION, BY ITSELF, DESTROYS LIVES,

PROGRAMS ATTITUDES, AND KILLS AMBITION
I hope you take every chapter in this book seriously. But I
hope you take this chapter especially seriously.

The speakers at your functions who have said, "Turn off the
TV" as they delivered their messages to you, were saying
something important.
But let me take it beyond that message. I'm going to tell
142
THE HIDDEN ENEMY
you more than just to turn off the TV—I'm going to tell you
why:
INVITING A THIEF
OF THE MOST DANGEROUS KIND
INTO YOUR HOME
I grew up at the same time television came into our lives.

I saw it grow from a curiosity to a lifestyle. One day only a
few people had a television set in their living rooms and —

suddenly, in just a few years, most homes had television sets
in every room of the house.
I considered myself unlucky when my parents made the
decision to not allow television in our home. I thought my
father was being too strict, or uncaring. But one day, when
we'd asked again why we couldn't have a television set when
everyone else had one, my father gave me an answer I
wouldn't forget.
"How would you feel," he asked, "if I invited a thief to
come into our house and take away everything that makes us
happy? Would you think I was a good father if I did that?
That's what would happen if I brought a television set into
our home. would steal the most valuable things we own."
It
My father meant it. Television would have robbed my

family of the most precious qualities we possessed. But he
was true to his word, and my brothers and sisters and I grew
up without once having a television set in our home.
We still ate meals together. We talked to each other in the
evening. We did our homework, or played games together.
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SHAD HELMSTETTER
We read a lot. We were always reading something, or writing

something or learning something, or doing something
creative. But we never watched TV.
Meanwhile, in homes all around us, everyone was turning
on the television more and more. I watched my friends and
their families change their lives because of that box in the
corner. They stopped eating meals together. They stopped
talking to each other —
you know, real conversation.
Most of their discussions were about who got to watch
what. They stopped reading almost entirely. And even their
schoolwork often lost out to the competition of the television
set.
They thought we were odd, and they often made fun of us.
But the thief had invaded their homes, and it would never
leave again.
IT TURNED OUT, MY FATHER WAS RIGHT
I still, then, thought it was unfair, never getting to watch

television like everyone else. But that was before I learned
how the human brain works, and how it gets programmed,
and how we live our lives based on the programs we get.
It would be much later would even begin to
that I
understand the full impact of what television "programming"

was having in the lives of the people who were watching it.
Neuroscientists have learned that every single message you
and I have ever received, is recorded, or "programmed," into
actual physical pathways in the brain. Every message your
144
THE HIDDEN ENEMY
brain has ever gotten, from birth on, is still there.
Everything you've ever heard is recorded in those

pathways. Everything you've ever seen. Everything you've
ever said. Everything you've ever done. Everything you've
ever experienced. Everything you've thought.
It's all still there, permanently recorded, in millions of
neural circuits —pathways— in your brain.
What makes this important is that the researchers also
discovered that the programs you and I have right now that
are the strongest, are the programs that literally determine

what we think and what we do, every day.
WHAT KIND OF PROGRAMS

IS TELEVISION REALLY GIVING US?
Now think of those families all sitting down in front of their

television sets, but imagine that every message their brains
are receiving is being recorded in special pathways in their
brain. And then, imagine that the brain is designed to act on
the programs it has that are the strongest. It is.
Now consider that during the school years alone, the

average child watches more than 18,000 killings on television.
Imagine the families watching other families on TV that are
not families at all, but broken homes.
Imagine the number of times a school kid witnesses the use
of drugs on the television set, or watches criminals and
crimes, or sees kids shout at their parents, or watches endless
images of a whole society breaking down.
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And then ask yourself, "Where are our kids getting their
'programs?' Where are you and I getting ours?"
Remember, the human brain is designed, neurologically, to
operate like a very powerful computer. It always ends up
playing back what you put into it.
So why are our families breaking down?

Why are we losing our values?
Why are drugs a problem in grade school?
Why are there so many teen pregnancies?
Why are gangs commonplace in every city in the country?
Why are more students failing or dropping out of school
than ever before?
Why are parents unable to manage their kids?
Why have we lost sight of the bright, happy future we once
thought was in store for us?
We are playing back the programs we got given to us —on
that harmless screen over in the corner, with its little remote
control, and its total control of our lives.
THE KIND OF ACTIVITY

THAT DESTROYS YOUR BUSINESS
AND YOUR POTENTIAL
Let's say that on some particular evening, instead of

showing the plan or working on building your business, you
plop down into your easy chair, reach for the remote control,
and hit the "on" button. Two or three hours later the evening
is over, and nothing happened.
146
THE HIDDEN ENEMY
Or did it?
Something very important happened. And it wasn't good.

In that two or three hours you practiced doing nothing,
while at the same time, you literally programmed your brain
with whatever you happened to have watched on TV— in
itself, a frightening thought.
You You programmed yourself to
didn't just break even.
go backwards. You took no action on your business, when
you could have taken action. You gave yourself several hours
of programming that was at worst, negative and destructive,
and at best, mindless.
But it didn't stop there.
You also lowered your self-esteem. (We think less of
ourselveswhen we do not achieve or add value to our lives.)
You also very likely made unconscious excuses. You set a
questionable example for the other members of your family
to follow. And you may well have just missed starting a new
leg.
The plan you didn show, was preempted by a

't television
show you shouldn even have watched!
't
WHAT ABOUT THE GOOD PROGRAMS ON TV?
When I TV is holding them

suggest to people that watching
back, those people almost always tell me that TV is actually
okay, because there are good programs to watch, too.
The favorite examples of "safe" TV are usually PBS, A&E,
The Discovery Channel, The Disney Channel, and The
History Channel. I believe that makes five channels out of
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SHAD HELMSTETTER
about 150 or so channels now available on cable.

But let's be realistic. Of the total number of hours your
television set is turned on, what percentage of that time is
actually devoted to the "good" programs? Half? A third?

Less?
And if you're like most people, you turn the set on early for
a program you want to watch, and leave it on long after the
positive program has ended.
A few good programs do not justify the destruction of a
nation. The opportunity to watch a program on archeology is
not what is destroying America! It is the endless hours of
mindless programming that infiltrates the days and weeks and
lives of almost every American man, woman, and child from
the time they get home from the hospital as an infant, to the
day they die.
And with the opiate of television, they live that life without
ever once living up to the incredible potential they could have
achieved in area after area of their lives.
But, at about two days old, they come home from the
hospital, ready to be programmed, and there it is. The
television set. Oh, I forgot. There was a television in the
hospital room. And it was turned on.
IMAGINE SPENDING THAT SAME EXACT TIME

CREATING A LIFE
Just imagine what your life could be like if, instead of

getting all of those thousands of hours of intense mental
148
THE HIDDEN ENEMY
programming from watching TV, you would instead use that

same time to give yourself an incredible mind, and build an
incredible business.
Can you imagine what you would know, if you had spent
the same time actually studying something valuable, instead
of just sitting in front of the TV?
Can you imagine what gifts you would give to your family
if you spent that same time doing something worthwhile with
them?
what kind of a home you might be living in
Just imagine
today, if you had spent every hour you sat in front of the TV
set during the past four or five years, showing the plan or
building your business, instead.
ARE YOU RESTING, OR RUSTING?
"But," you could say, "I need that time to rest."

Are you really sure about that? Is it really the rest you need,
or is it the escape? Or is it that you now believe you need the
time in front of the television, because it's a habit you've

come to accept?
What has happened is that television has seduced us into
thinking we have it tough, and we're too fatigued, and we
need that TV. It is an addiction as strong as any drug. And it
is The truth is that the more we can be led to
just as harmful.
watch TV, the more time we'll spend watching the
commercials, and that is, after all, what television is really
about. Selling us something.
So they have to get you to watch it. And the best way to get
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SHAD HELMSTETTER
you to watch it isn't to give you stimulating programming — it
is to condition you to believe that you work too hard, and you
should rest; you should watch a little TV. And then a little
more. And then a little more.
IF YOU WANT TO IMPROVE YOUR

BUSINESS—AND YOUK LIFE,
TURN OFF THE TV!
Convincing people to take control of their lives, and shut

down the TV, is a difficult idea to sell. TV itself does a far
better job of persuading you to watch than any of us who
would persuade you to turn it off. But then, television is part
of your life — it's there, and it lives with you every day of
your life; we don't.
But I'll try to persuade you anyway. And here's why.
If I had to give you the one, final, and most important secret
formaking your business work, for keeping your kids away
from drugs, for making your marriage the best there is, and
for creating financial independence for the rest of your life, it
would not be a secret just about the business. It would be a

single idea that could, beginning today, begin to change your
entire world for the better. It would be:
Turn the television set off.
In my professional work I study human programming. I
know how the chemical and neurological processes work in
the brain. People who study this field have learned that there
is a direct link between the mental programs you receive, and
150
THE HIDDEN ENEMY
what you do with your life.
I also know that when the television is on, it is in control of

programming process in the
that incredible neurological
pathways of your brain. And I know that most of the
programs you receive when you're watching TV, on any
average night, are exactly the opposite of the mental messages
you need to have in order to excel.
CAN YOU BREAK THE HOLD?
When we watch TV, we're literally paying others to

—
program us and usually with the worst. We're hiring
someone to hold us back, and very possibly, messing up our
kids for good.
Why do you suppose our kids, even little ones, are shooting
each other in school? Why do you imagine teenagers can
listen to rap, and then believe that it's good to hate cops?
Why do you think the institution of marriage isn't even
considered sacred by millions of young people and adults
today?
It is because television has programmed our nation.
In fact, it worked so well you might not even consider
that
breaking its hold. You may come up with reasons that prove
to you that television is really okay.
You may justify a need to keep your television attached to
your life. You might even think that this "programming the
brain" stuff is just talk, and nothing more.
You may believe that your kids are just fine; nothing to
worry about there. And you may tell yourself that television
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SHAD HELMSTETTER
is not really to blame for apathy, wasted time, the loss of our
values, the breakdown of the family, the destruction of
initiative, and the loss of our vision as a society.
If you do not choose to turn off the television, and break its
hold, then you'll know that what I told you was true. You'll
know just how strong television is. And if you don't turn it
off, then television wins. And you lose.
WHAT IF YOU WERE GIVEN FOUR FREE

MONTHS IN A YEAR?
I mentioned in a previous chapter that some people

complain about not having enough time to build their
business — it takes too much time away from TV.
Imagine what you could do if someone were able to
suddenly give you four extra months in a year! Certainly you
could use the time to build your business much faster, get
caught up on things, get organized, plan more, and still have

extra time left over.
Well, you can have four extra months in a year if you'd like
to. All you have to do is take two hours thatyou would have
spent watching television each day, and put that same time to
practical use. Here's the math:
Multiply two hours a day, by 365 days in one year. That
equals 730 hours. Now divide the 730 hours by the 40 hours
of a typical work week. That equals just over 1 8 extra forty-
hour weeks a year, or just ovQvfour extra months — free!
Some people watch three hours or more of television a day.
152
THE HIDDEN ENEMY
They would gain six months of their time back —an entire half
a year of workdays they're now spending in front of a

television set.
People who are in control of their lives don't spend what
amounts to four, or five, or six months parked in neutral and
going nowhere. Only most people don't notice it because
they just do it a few hours at a time, day after day. That's
how people^//, just a little each day day after day. —
You deserve better than that. And so does your business.
YOUR BUSINESS DESERVES THE BEST CHANCE

YOU CAN GIVE IT!
Because your Amway business is so important, it deserves

every chance you can give it. Even if you weren't in the
business, I would suggest that you shut down the TV, but if
you are in the business, you're going to see an even greater
change in your lifewhen you pull the plug.
It'll be like breathing a whole new breath of life into your
business. You'll feel less tired, you'll accomplish more, your
self-esteem will climb, and because you're putting more of
your time in the right place, your business will grow.
The law of cause and effect works both ways. If you fill
your time and your mind with the wrong ideas and the wrong
actions, you'll follow the wrong road. Your own future will
be impaired because of it.
But if you fill your time and your mind with positive
activity — showing the plan, and building the dream, your
future will show it.
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SHAD HELMSTETTER
So change the cause. Shut down the television. Show the

plan instead. And enjoy the effect.
Long after the kids have stopped complaining how dumb it
is TV, and long after you've gotten over the

to turn off the
withdrawal symptoms yourself, the real results will begin to
come in.
After all, you'll have your home back. You may have your
family back. And most certainly, you'll have a big part of
your life back.
YOU CAN DO IT. YOU CAN WINl
The fact of the matter is, it's difficult to stop watching TV

only if you're not committed to improving your life. If you
want to have the benefits of not watching television, you have
to be committed.
It will take some explaining, some educating, some goal-
setting, some dream-building, a clear plan, some real rewards,
and some determination.
But you make the commitment, and stick to
in the end, if
your guns, you will win. And when you do, your family will
know it, your life will show it, and your business will grow.
154
Part IV
Building Your Belief
155
"'Every day
you have another chance
to build your future.
How many dreams

will you dream today?
%.nd what will you do

to maks them come true?"
156
Chapter Twelve
The Positive Power Of

Dreambuilding
The skill called
important reasons
dreambuilding
why Amway
is one of the most
is successful.
What dreambuilding appears to be, at first glance,
"
is the practice of making a wish-list of sorts,
finding things you might like to own that only wealthy people
get to have, and then imagining owning them yourself. But
real dreambuilding is a lotmore than that.
The basic idea is to focus on specific goals, visualize them,
see yourself working hard to get them, and one day —owning
them yourself.
I like that idea.
But if you'd really like to dreambuild — that is, if you really
want to build the dreams, and make them come true, there are
some things you can do that will help.
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SHAD HELMSTETTER
DREAMBUILDING IS A SKILL
The first thing to learn about dreambuilding is that you have

to learn how to do it. It doesn't come naturally. We don't
just wake up one morning and say, exuberantly, "I want a
castle, I want to tour all ofEurope, I want a personal weight
trainer, Iwant a Rolex watch for every day of the week, I
want to quit my job and never work again!!!
We don't even automatically demand time for ourselves, or
set goals to go back to school, or believe that we can ever
have the time to raise our kids, one-on-one.
For many people, living those dreams doesn't just
—
happen and few of us even expect those kinds of things in
our lives.
Unless we learn how to build dreams.

And set goals.
And take action.
And see the dreams come true.
AMWAY SHOWS YOU HOW

TO BUILD DREAMS
All of that starts with something that is one of the greatest

gifts the Amway business will ever give you. It will show
you how to build dreams.
That doesn't mean foolish dreams or impossible goals or
impractical plans. It means dreambuilding. Putting a picture
158
DREAMBUILDING
of your own future in your mind, letting you see yourself

achieving that goal, and then equipping you with the tools
you need to make that dream come true.
If I were given the task of helping someone's life today,
along with the skills of self-reliance, taking personal
responsibility, setting goals, the willingness to work, and the
willingness to have faith, I would teach that person the skill
of building dreams. Why?

Dreambuilding is an incredible, practical tool.
Dreambuilding is something you can learn to do.

Dreambuilding is something that has rules, or guidelines
that anyone can follow.

Dreambuilding is something anyone, with practice, can get
good at.
Dreambuilding is something you can practice.

Dreambuilding is something you can perfect.
In short, Dreambuilding is a skill.
GET GOOD AT THE SKILL OF DREAMBUILDING

AND YOU'LL GET BETTER
AT BUILDING YOUR BUSINESS
The problem is that most Distributors I've met believe that

dreambuilding is an "experience," a "visualization process,"
"something you do at functions," or something you do "now
and then."
But real dreambuilding is bigger than that. More important
than that.
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SHAD HELMSTETTER
Dreambuilding is an everyday way to realign your thinking

from the old way — to the new way.
Not just in the car you drive, the watch you wear, the
clothes you can afford, or the square footage of the house you
live in.
The visualization of success is more than pictures in your

mind of things you want to own. Success, in every way, is a
picture of you, and your life, that you choose to create every —
moment of every day.
Yes, the drive in the new Cadillac helps. Yes, imagining
yourself owning the beautiful home, is important. Yes, seeing
you and your spouse spending some of the most incredible
days of your life in the Caribbean or on Peter Island, is a good
picture for you to build.
But remember, too, that dreambuilding is also knowing you
choose to live without ever having to worry about paying the
bills. Dreambuilding is being able to go to a movie on
Tuesday, at two in the afternoon. Dreambuilding is not
working for —
someone else ever again.
Dreambuilding is seeing yourself living a life of quality and
substance —choosing where you live, choosing what you do,
and choosing your future for yourself.
DREAMBUILDING ISN'T "WISHFUL THINKING";

IT IS SEEING COMPLETED PLANS
IN ADVANCE
There is not a single, truly "great" individual you can point
160
DREAMBUILDING
to who did not dream — plan, visualize, etc. — his or her dream
in advance. It wasn't wishful thinking; it was planning —with
an advance picture of the completed project.
Long before I held a completed copy of this book (the book
you're now reading) in my hands, I held what looked like a
completed book. was empty. For many weeks, months
It
before this book was finished, I was able to hold a special "far
in advance" copy. I could look at the cover and see the
picture of the sun rising, cresting over the Earth, like a new
morning for all mankind.
During that time, the cover showed me the victory of
Amway, spreading over the Earth, like the dawn of a bright
new sun, shining brilliantly over an incredible world, bringing
light out of darkness.
That is a metaphor, a mental picture, but it was exactly what
I wanted the book itself to do. I wanted every current Amway
Distributor, every leader, and every prospective distributor to
see Amway in the "light" of this new dawning.
Before I had written the first word of this book, I had
sketched that cover.
Long before I completed the writing, I made sure that the
final, finished picture of the completed book was on the wall
in front of me. showed copies of it to certain friends of
I
mine, and I faxed it to others, as I worked to make the dream

a reality.
Why do all that? I knew

did I it would literally help me
create the end result. It did.
I have done that with every book I've ever written. I
couldn't imagine writing a book without being able to see

it —and its results — in advance.
Does the goal create the picture? Yes, it does.
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SHAD HELMSTETTER
Does the picture in your mind create the goal? Yes, it does.
THE FACTS ABOUT DREAMBUILDING
Look at these facts about what you now call "dream-

building":
• The greatest achievers, in every civilization we have

known, were considered to be "dreamers" during their
lifetimes.
• Early creative thinkers drew their ideas on paper before

they created them. Not having photographs, they drew their
ideas on parchment and paper, so they could study them.
• Scientists now know that the more you focus on any

picture or subject, the stronger you will chemically,
physically, "imprint" that picture in your brain.
• Present-day neuroscientists have discovered that the

process of "visualizing" is an actual, chemical process that
creates physical thought "pathways in the brain."
They've discovered that the more you think about, or
"visualize" any picture, the stronger neural "highways" you'll
build about that picture.
The thought, the picture, or the dream, repeated often
enough, creates actual chemical "pathways" —neural
highways that your brain is designed to follow.
162
DREAMBUILDING
In short, dreambuilding actually imprints pictures of your

future so strongly, that the brain actively works to make those
pictures happen. You give your brain the plan to follow, and
it follows that plan.
WHAT HAPPENS TO YOU NEXT

IS NOT AN ACCIDENT
That means what happens to you next is no accident. The

brain is designed to follow the mental pictures you focus on
most. It's like making Xerox copies of a picture over and
over again, sending them to your computer-like brain, and
saying, "Here are your instructions. Make it happen."
Every time you do that, your brain is making a print of
whatever you're running through the copy machine. The
more you reprint the same picture, the more times you are
tellingyour brain: "Make a copy of this. Print it. Make it
permanent."
The troubling thing is that the part of the brain you send all
your Xerox pictures to, doesn't know which of them are true
or false, or right or wrong, or something to avoid, or a goal
you want to set. To the brain, to your own internal goal-
seeking mechanism, all of the pictures you feed it are treated
just the same: INPUT.
DREAMBUILDING IS A WAY TO CONTROL

WHAT YOU THINK
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SHAD HELMSTETTER
Real dreambuilding is learning to control your INPUT.

What kinds of pictures do you give to your computer
control center —your own brain— in the average day?
What do you do in an average day? How much daily news
do you watch? How does your average day at work go?
Do you argue at home, or do you get along? How much
time do you spend being angry? What opinions do you have?
How do you express them?
Are you in control of what you think, and what you say, or
do you simply react to the daily demands, the opinions, the
news briefs, and the popular attitudes of the world around
you?
Do you set aside time every day to think about who you are,
where you are, what you really want to achieve, and where
—
you're going or do you get up, go to work, come home
tired, eat dinner, watch TV, go to sleep, and just get up again
the next morning?

What if, just to dreambuild for a moment, you decided one
day to put yourself completely in control of your own life—of
all the "input" that you got —of your own "dreambuilding,"
not just now and then, but every moment. Every minute.
"DREAMBUILDING" ISN'T SOMETHING YOU DO

NOW AND THEN—DREAMBUILDING
ISA WAY OF LIFE
Real dreambuilding is not a now-and-then thing. It's an

attitude. It's a belief you have about yourself that no one can
shake.
164
DREAMBUILDING
Dreambuilding isn't only how you feel when you look at
the car — or the home of your future; dreambuilding is how

you look at yourself. Right now. Every moment. Everyday.
—
Who are you really? What do you really want?
Ifyou had to take the "test" right now, and you had to
answer what you would really want to do with your life, if
—
you could what would you say?
Dreambuilding isn't just about what you can buy. Your
dreambuilding, the building of your dreams, is all about how
much you are willing to believe you are worth.
IF YOU CAN'T BELIEVE, HOW CAN YOU DREAM!

AND IF YOU DON'T HAVE THE DREAM, HOW
CA^YOV BELIEVE!
How can you even begin to dream if you don't believe in

your dream in the first place?
Or, if you aren't the kind of person who believes in dreams,

how can you even think about making some "impossible"
dream come true?
The answer may surprise you: When you first have the
dream, you don 't have to believe in dreams to make them
come true. You just have to be willing to keep feeding the
messages to your brain long enough for it to kick in, take
action, and go to work on the problem.
The part of your brain that processes your messages, like
your own Self-Talk, is designed to print every message you
give it, whether you believe in the message or not.
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To your brain, dreams are really nothing more than pictures

of you in some future situation, played in advance.
Since the brain is designed, like a computer, to act on the
strongest programs you give it, whatever future pictures you
give it most, that's what it'll work hardest to accomplish.
Like the computer, your brain has no choice.
It has to act on the strongest programs you give it. It was
designed to.
THE MORE BELIEF YOU CREATE,

THE BETTER IT WORKS
On the other hand, if you do believe in your dreams, the

brain will work even harder to make those dreams come true.
Why? Because belief creates strong emotions. And emotions
are actually chemical stimulators in the brain that make the
brain work harder; it's like giving an engine higher octane
fuel.
Some of the strongest mental programs you have right now

are programs you got that had strong emotions attached to
them. So those particular programs are chemically stronger.

You can test this out for yourself. For a moment, stop and
think about something that happened Xoyou in your childhood
that you '11 neverforget. Get a good picture of it in your mind.
Whatever you just thought of, there are emotions attached
to that picture —
that program — in Maybe you got
your brain.
punished for something, or maybe was something positive
it
like getting a special reward, or perhaps it was moving to a
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DREAMBUILDING
different home, or your first someone far

bicycle, or visiting
away, or maybe a very memorable birthday party. Those
kinds of pictures tend to be strong because when they
happened to us, our emotions were strong, we pumped more
chemicals into those programs in the brain —and so they
remain strong, unforgettable to this day.
Imagine putting that level of feeling, intensity, sincerity,
determination, enthusiasm, into the messages and pictures

you see of your future.
The more you make yourself believe in those dreams, the
more energy you'll give them, and the stronger they'll be.
The stronger they are, the harder your brain will work on
them all on its own\
HOW CAN DREAMBUILDING HELP

YOUR BUSINESS?
How can this skill of dreambuilding help your business

now —and give new life to the rest of your life?
It can help you in three important ways:
A. When you your future, in a positive way,

visualize
you create positive program pathways
in your brain. It's
like giving a computer good instructions instead of bad
Dreambuilding gives your personal "mental"
instructions.
computer some of the best instructions you can give yourself.
B. Dreambuilding makes you think, and makes you
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choose. It makes you consider what you have, what you

don't have, and what you would like to have in your life.
Thinking about that is healthy. And a sufficient amount of

thinking about your station in life often prods you into taking
action —doing something about it.
C. Dreambuilding makes you set goals. Good goals.

Prosperous goals. Goals that you set and reach by your own
—
hard work. Setting good goals and writing them down on
paper — is the first action step to creating success in anything
you'll ever do.
Dreambuilding builds the desire that creates the goal.
WHAT TO DO:
1. Build your future every chance you get. Dreambuild.
Get the picture of you being successful as a way of life.
Imagine it, visualize it, focus on it, and make it the best
picture of you and your life that could possibly be imagined.
Then go to work on it.
2. Always follow up dreambuilding with writing down

goals. Talk about your dreams. Write them down. The more
you do this, the greater chance you'll have of achieving each
of them.
3. Always take dreambuilding seriously. Never make

fun of yourself (or anyone else) for reaching beyond the
ordinary. Go ahead . . . dream! But always take it seriously.
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DREAMEUILDING
I have great respect for the old saying which says, "Be
careful of what you want you'll probably get it." My
. . .
experience has been that that may be one of the most accurate
truths of life.
If that is true —
what you dream about, or think about
that
—
most, is what you will end up with then it makes great sense
to dream great dreams. If you're going to get what you dream
about most, then you should dream the best for yourself.
Why not? The dreams you're willing to think about create
an important part of your thoughts. Your thoughts create
your actions. Your actions create the results: Small dreams
lead to small results. Great dreams lead to great results.
THE RIGHT SELF-TALK

WILL HELP YOU REACH YOUR DREAM
Your own Self-Talk can set your dreams in the right

direction,by helping you build the right positive mental
programs that will get you where you want to go.
In the next chapter, we'll look at some specific Self-Talk
you make those dreams a reality as well
that will help — as
giving you some other positive programs along the way.
Meanwhile, go ahead. Dream. And when you dream, make
it good; that's where you're taking the rest of your life.
169
"four self esteem is realty
the picture of yourself

you hold in your mind.
Make sure you always see

the very best picture of you"
170
Chapter Thirteen
A New Set Of Self-Talk Scripts

For Amway
hen I wrote the book "Network Of

Champions" I wrote a special set of Self-
Talk scripts for Amway Distributors, and
included them in the book.
Almost as soon as distributors started reading the book, I
began to get requests for additional Self-Talk scripts. The
request was, in each case, that once again the additional
scripts would be written specifically for Amway Distributors.
After reviewing your requests carefully, I decided to write
several new Self-Talk scripts that I believe will give you
some immediate help. I've included those scripts for you
here.
Because this isn't a book about Self-Talk, the following
brief explanation will help those newer distributors who may
not have heard of Self-Talk or understand anything about it.
Self-Talk is the name we use for the process of creating

positive new programs in the brain.
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Like a computer, the brain is designed to get programmed.

From the moment we're born we start to get "messages" from
the world around us; first our family, then friends and school,
television, and everything that happens around us.
HOW WE GET OUR SELF-ESTEEM
What the scientists learned next is especially important to

you, if you'd like to have some control over your own future,
and if you'd like to have the kind of self-esteem that works
for you instead of holding you back.
They didn't know until recently that every message you
—every
ever receive you —from anywhere and
"input" get
everywhere— programmedis your much into brain, like
anything you type into a computer. And those programs
you've been getting are actually recorded in something like
chemical "highways" or pathways in the brain.
All those programs, those mental messages we get, form the

basis of our self-esteem —what we believe most about
ourselves.
Everything you think about, everything you do, or say, in
every area of your life, is based on the strongest "pathways"
that have been recorded in your brain.
YOUR OWN SELF-ESTEEM AND SELF-BELIEF

ARE AT THE HEART OF BEING A SUCCESS
IN THE BUSINESS
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A NEW SET OF SELF-TALK SCRIPTS FOR AMWA Y
Your self-esteem, then, is a result of the programs you got

while you were growing up —and are getting even now. Low
self-esteem creates low self-belief.
That's why the person with low self-esteem never achieves
any great success in life.
That's why some people believe they don't have a chance.

That's why some people have no self-confidence, or any
sense of quality and importance about their lives at all. They
got the wrong programs.
That's also why some people do better in the business than
others. It's not luck.
Fortunately, scientists have learned you can change old
programs with the right kind of Self-Talk. This isn't some
kind of "new age" concept, or some occult theory (all of
which I'm soundly against). Self-Talk is based on years of
solid medical research. It's practical, it works, and anyone
can use it.
IF YOU'D LIKE TO CHANGE, YOU CAN
If you get new programs that are really strong, and if you
get those new programs repeated over and over, the old
physical pathways will lose their strength.
They become something like old unused highways that are
broken down and filled with cracks and weeds. Like those
old highways we would never want to drive on, the brain
follows the newest, neatest, strongest, biggest, fastest,
pathways it can.
And Self-Talk is the best way we've found so far to build
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those new highways in the brain.

But this time, we're not letting negative friends, or
uninformed teachers at school, or the bad news on the six
o'clock news do our programming^/* us. This time, with the
help of clear, accurate, correct programming messages
that's Self-Talk this time we choose to get it right.
(For a more detailed explanation of how Self-Talk works,

refer to "Network of Champions.")
And a final note: Self-Talk scripts are always worded in the
"present tense," as though what you're hearing about yourself

has already taken place. That's because what you're really
doing is giving very specific directions to your computer —
your brain, telling it how you want it to be, and what you
want it to do.
Even with the most positive-sounding Self-Talk, you're not
trying to kid yourself. You're just giving your own mind a
completed blueprint instead of a sketch or a suggestion.
People who don't understand Self-Talk say, "I plan to take
my business seriously." Experienced Self-Talkers know to
say, "Itakemy business seriously." Before you know it, they
do.
THE AMWAY SCRIPTS
During the past fifteen years I've written and recorded

specific Self-Talk scripts in many of the key areas of personal
growth. Those scripts, like basic language tapes, teach people
the basic "language" of Self-Talk.
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A NEW SET OF SELF-TALK SCRIPTS FOR AMWAY
During that time literally millions of people have learned

how to use Self-Talk. That includes medical doctors,
teachers, students, motivational authorities, business
people —and especially Amway Distributors who want to do
everything they can to build a successful business.
Initially all of the Self-Talk scripts were "general." That is,
none of them were written specifically for Amway

Distributors. But now, here is the second set of Self-Talk
scripts written especially for you. To avoid confusion with
the six scripts I included in "Network of Champions, " which
were numbered #1 through #6, I've numbered these six new
Amway scripts, Self-Talk scripts #7 through #12.
After these six new scripts, you'll find some helpful tips on
how to put them into practice in your business.
A SPECIAL SCRIPT FOR PROSPECTING
This first script needs no explanation. It's one of the most

requested Self-Talk scripts and tapes ever.
SPECIAL AMWAY DISTRIBUTOR

SELF-TALK SCRIPT #7
"SELF-TALK FOR PROSPECTING"
I choose to be good at prospecting —and I am.
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The telephone is my friend And so are the people I talk to

on the phone.
I never put off making a prospecting call I pick up the

phone and I make the call
Every time I talk on the telephone, I smile. It changes the

sound of the words I say.
When I prospect in person, I'm always confident and

professional.
Vm building my business, so I do what it takes. I make my

list, I make my contacts, and I show the plan.
I have confidence. I like what Vm doing, and it shows. And

I prospect every chance I get
I believe that everyone I meet, find, or who comes into my

life, could do even better by being in the business. So I
invite them in.
I am never too shy or embarrassed to speak up, introduce

myself, and set a time to show the plan.
Every time I think about prospecting, I think about being

my best.
I choose to be very good at prospecting, and I choose to be

very good at building my business.
176
I'm building a business that's mine. I'm building a future

that works.
I'm good at prospecting. I choose to like it, I choose to be

good at it, and I choose to make prospecting a positive part
of my life.
When it comes to buildingmy business, nothing stops me or

gets in my way. I create my success. And I prospect every
day.
I prospect I show the plan. I build my business.
I have a great opportunity to share with the world When

I'm prospecting, I'm letting them know I have something to
share with everyone I meet
Every time I see the stars in the nighttime sky, I think about
two things. First, I think about how many people there are
who are waiting to see the plan. And then I think about
being a Diamond
I choose to succeed I believe in the business, and I believe

in myself. I prospect I show the plan. And I reach my
goals.
That is the kind of Self-Talk that can help you turn every
prospect into a potential friend, and make the process easier.
The more you focus on positive Self-Talk for prospecting, the
easier it will be —and the faster your business will grow.
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AMMUNITION FOR YOUR ATTITUDE
One of the biggest problems you face when building your

Amway business is the problem of negativity — in others and
even sometimes in yourself.
Almost all of our reaction to negativity is unnecessary. And
yet the problem is so important I devoted a whole chapter to
it in this book. Whatever kind of negativity you have to deal
with, the following Self-Talk can work wonders.

SELF-TALK SCRIPT #8
"SELF-TALK FOR OVERCOMING NEGATIVITY"
I have a good attitude, and it shows.
Vm positive about my business, and positive about myself.

I never allow negativity of any kind to choose my attitude
for me.
I make the choice to be optimistic, positive, confident, and

in control
I refuse to let negatives into my life. I listen only to people

who believe in the best
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*.4
I am one of the most positive, upbeat, optimistic people I

know. I set an example for everyone around me.
When Ifeel down, I get myself up. I have the choice, each
day, and each moment, to be in charge of how I feel And
I choose to feel great!
I have an incredible attitude. To me, life is a blessing, and

I can V wait to live it
I never let negative people get me down. I keep myself up.

That's my choice, and I live it every day.
Any time someone says or does anything that could spoil my

day, I take charge of my attitude, think good thoughts, and
get on with my day. And it works!
I may not be able to change the people around me, but I can
always change myself. And I make sure Vm always at my
best
Vm up. Vm positive.
I feel good about myself. Life is
good! I have a goal, andVm making it work.
No one has the right to darken my day. So I don H let them.

I always see the bright, sunny, positive side of life.
Negativity never stands in my way. Anytime I run into a

negative thought, I erase it, and I replace it
I choose good things in life. Vm busy

to believe in the
building my business and making my life work. I only have
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time to be positive.
That's the kind of Self-Talk that can turn your day

around —and keep your business on the right track.
BUILDING YOUR SELF-ESTEEM
Making Amway business builds a lot of

a success of your
self-esteem. But what can you do when you're not quite there
yet? You work at building your self-esteem along the way,
with every forward step you take.
Read the following Self-Talk script every day for a week or
two, or listen to the Self-Talk Cassette of this script every
night just before you say your prayers and go to sleep. You'll
wake up differently in the morning.

SELF-TALK SCRIPT #9
"SELF-TALK FOR BUILDING STRONGER

SELF-ESTEEM"
I know that my self-esteem is really the picture I hold of

myself in my mind. So I make sure that I always see the
very best picture of me.
180
I'm good I take care of myself I believe

to myself. in
myself and I improve myself in every way I can.
I build self-esteem by believing in my future, reaching my

goals, and making my business work.
I help other people improve their lives. And when I do, I

improve my own self-esteem.
I have a positive, healthy opinion of myself. I work hard to

be a person of quality in every way.
I never leave my own self-esteem up to anyone else. Vm

responsible for feeling good about myself.
I know that I alone am responsible for building my

character, choosing my values, creating my attitude, and
making my life work.
Every night, before I go to sleep, I think about the good I've

done that day.
I care about the people who matter in my life. And now I've
learned to care about me too.
I respect others and I respect myself. I trust others and I

trust myself. I like other people and I like myself. What I
hope to find in others, I make sure I create in myself.
I'm one of my own best friends. I like how I think. I like

what I do. Because I care about myself, I have a friend for
life.
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I never take my self-esteem for granted I work at it, I build

it, and I take full responsibility for me.
I like who I am; Vm happy with me. I build myself up, and
1 set myselffree.
People like me. They respect me and they appreciate me in

many positive ways. I choose to be well-liked and respected
Other people notice that I am a person of quality and

character. That's because I choose to live my life that way.
Everything I do with my life is my choice. So I choose to

like myself, build myself up, care about myself, and make
my life work.
Self-Talk for building self-esteem is one of the most

popular subject areas of all, perhaps because it personally
applies to everyone.
I want to make it clear, though, that the kind of self-esteem
building we're talking about here is not in any way designed
to conflict with your spiritual beliefs, or create a wrongful
sense of pride. In fact, the opposite is true: Self-Talk is
specifically designed to helpyou make the most of the God-

given mechanism called the human brain, and to encourage
you take personal responsibility for making the most of the
life you have been given.
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A NEW PARTNER IN YOUR BUSINESS
You may be surprised at how much more you can get out of
the tools you're using right now. Are you alert, aware, on top
of every detail? Is your business IQ working at its best? Are
you the sharpest you've ever been?
Use the following Self-Talk for a few weeks and you'll
make "tools" your new partner in your business. And that's
a combination that works!

SELF-TALK SCRIPT #10
"SELF-TALK FOR USING THE TOOLS"
I choose to improve my life in everyway I can. When I

think of the future, I think of the word "Success.
I use the tools. Tools are the keys that open the doorways to
my success.
I learn something new every day. I will not let a day go by

without getting better.
I listen, I learn, I reinforce, and I remember.
I never put off using the tools. I make sure I've got the
tools I need, and I make sure I use them.
When I wake up in the morning and before I go to sleep at
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night, I always read a book, listen to a tape, or use a tool

that will help me grow.
When I use the tools,I keep myself informed, motivated,

educated, edified, and more determined to succeed than
ever.
I know that using the tools every day helps me make my

business grow. So I make sure I use the tools every day.
When it comes to improving my life,

I know that tools are
not an option — tools are essential I use the tools, and I
build my business.
When I use the tools, I prepare myselffor success.
I choose tomake my business tools a positive investment in

building my life and my future.
I know that the more I use my business tools, the greater the
chance for my success. I use the tools, and I make my
business work.
I have made the decision to learn everything I can about my

business, and to practice whatVve learned
I know that I am responsible for using the tools, motivating

myself, showing the plan, and making my business succeed
I always find the time it takes to use the tools each day. And
I like the way I learn new things easily and naturally.
184
I have made the decision to make my Amway business my

career. I choose to succeed So I use the tools.
BUILDING A BUSINESS THAT WORKS
This next script is one you can refer to often, or one Self-
Talk tape you may want to play a lot. If there's one thing you
could do to help your future, would be to build your
it
business. If there's one thing you could do to build your

business, it would be to make the following Self-Talk an
everyday part of your life.

"SELF-TALK FOR BUILDING

MY AMWAY BUSINESS"
I build my Amway business every day. And every day, my
business gets better.
When I build my business, I build my future. When I build

my business, I create my success.
I take my Amway business seriously . . . very seriously. This

is my career. This is my life.
I take responsibility for building my Amway business. No
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one has me to work the plan and make it work.

to motivate
I am responsible for my success.
I believe in this business. I know it's right, and I know it
works. And I know the rest is up to me.
I prospect, I show the plan, I use the tools, I invest the time,
I learn from my upline, I build my downline, and I succeed
I don 't see building my business as taking —

my time / see
building my business as doing the most important thing I've
ever done.
My dream is to make my business work. I build my business

every day, and I make my dreams come true.
This is for my family. This is for my freedom. This is for my

future. And this is for my dream.
I'm a leader. I'm moving forward I've made the

commitment to succeed, and I'm making my business work.
My Amway business gives me the opportunity to succeed in

every important area of my life. This business builds my
faith, my family, my friendships, my freedom, and my
future.
The Amway business is awesome, amazing, fantastic,

incredible, unbelievable, and unstoppable. And not only
that, it's real
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ANEW SET OF SELF-TALK SCRIPTS FOR AMWA Y
Vm a nonstop, do-it-now, make-it-happen, get-it-done, go-

for-it achiever —andVm going all the way I
Vm listening! Vm learning! Vm motivated! Vm fired up!

And Vm making happen! it
I choose to work for myself I choose to become financially

independent I choose to have freedom for the rest of my
life, and I choose to succeed I choose Amway.
I have made the decision to build my Amway business —and

I build it EVERY day!
With Self-Talk like that on the team, you can't help but do
what you know it takes to build your business! When you
build the programs that support that kind of attitude, your
business will grow —because you're taking control of doing
what you need to do, when you need to do it.
A SCRIPT OF SELF-TALK
DESIGNED ESPECIALLY FOR YOU
I know the first time you read this next Self-Talk script, you
may think it doesn't apply to you. But I'd like you to
reconsider. What if it does?
If you plan on using Self-Talk on a regular daily basis, and
especially if you listen to Self-Talk Cassettes, I encourage
you to read or listen to this next Self-Talk, even if you think
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it's not about you! If you think it's not about you, you should
make it apoint to use this particular Self-Talk often.
Here's why. When we first hear Self-Talk that sounds too

good, we try to reject it. We automatically think things like,
"That's not me," or "I could never do that," or "Yeah . . .
most disbelieving kind of way.

sure!" in the
But remember, that's just proof that your old programs
don't have a picture of you being that terrific or that
successful. That's exactly what you have to defeat if you
want to have real happiness and freedom in your life.
FOR NOW, GO AHEAD AND BELIEVE
When you read this next Self-Talk script, I'd like to ask you
to do something special, both for you and for me. I'd like to
ask you to read this script, and just for now, put your disbelief
aside.
Instead of saying, "That's not me," I'd like you to tell
yourself, "That is me!"

We all know anyone can pretend. So even if you tend to be
the skeptical, disbelieving type, for the next minute or two,
pretend. Imagine. Visualize. Believe. Even if just for now.
Later, when you're rereading this script or listening to it on
tape, you can do same thing again. You can believe.
the
There's one thing you can be sure of. If you made this one
script a part of your life, every day, day after day, for, say, the
next two or three months, you would probably become the
person this script is talking about.
188
Care to try it and find out? What do you have to lose?
After all, what were you planning to do with the next

else
five, or ten, or fifteen years of your life?
So here goes.
You get to pretend. You get to put all your disbelief under
your chair and imagine you're sitting on a throne of your
own, in your castle . . . your incredible, amazing, new
home —and all of your most unbelievable dreams are coming
true . . . because . . . you actually are ... a Diamond.

"SELF-TALK FOR
GOING DIAMOND"
I am a Diamond. I may not be there yet, but I will be,

because inside of me, lama Diamond
I have what it takes. I can go all the way to the top. I have
made the choice to go Diamond
I choose to be a Diamond I choose to succeed in my life in

every way.
I have decided to believe in myself. Vm going Diamond,

and there is nothing that can stand in my way.
I have vision. I know how to dream. I see myself living that

life, walking across that stage, feeling great, and knowing
that I did it
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I like having freedom in my life. I like being successful in

everyway. I like reaching every goal I set And I really like
going Diamond
Going Diamond is real It works. Going Diamond is not

only possible, it is something I can do.
I have set the date to go Diamond I have the goal, the plan,
and I know the date Vm going to make it
I've decided not to wait, and not to put it off. I can do this.
Vm going Diamond starting now.

I am a Diamond Vm a Diamond in my heart, in my mind,
in my plan, and in my actions.
Diamonds are people who are special I am someone who

is special That means I can be a Diamond
I choose to be a Diamond In my mind, every day, I'm

already there. And every day, I work hard to become the
Diamond I know I am.
I know that the freedom I create, is the freedom I deserve.

I know that the success I choose, is the success I achieve.
This is the message I want myself to hear: I'm building my

business. I'm going Diamond
Can I do it? Yes I can! Can I be a Diamond? I already

am! I'm going Diamond!
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I'd suggest you put those words to work for you. If any of
those Self-Talk scripts apply to you or your business, it's time
for you to take the next step —
it's time to put them into
practice.
WHAT TO DO:
1. Read one or more of the scripts to yourself at least

once each day. Self-Talk is best used first thing in the
morning, and just before you go to sleep at night. (You can
—
use Self-Talk during the day, too and if you're using tapes,
an especially good time to listen is while you're driving in the
car.)
2. Make photocopies of the scripts and put them in your

planner where you'll see them often. Just before you pick
up the telephone, if you find yourself hesitating, reread one of
the scripts.
3. Listen to Self-Talk on tape. Years of research have

proven that the bestway to learn Self-Talk, and the easiest
and most effective way to change your old programs, is by
listening to Self-Talk tapes.
All of the Self-Talk scripts you see book have been
in this
professionally recorded on cassettes in an album called "The
Victory Tapes." I recommend that you get the prerecorded
Self-Talk Cassette versions of those scripts and play them
often.
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THE MOST IMPORTANT THING YOU CAN DO
recommend anything unless I believe

I've never been one to
in it Self-Talk is a good example of
strongly myself.
something I believe in. If you want to really make your
business happen, you should get Self-Talk tapes and you
should use them. They'll help you build your business.
Tapes of that type give you immediate help while you're
changing your programs, because they boost your attitude and
put you in motion now, while you're listening.
Instead of trying to record your own voice on a tape
recorder at home, I suggest that you use the professionally-
recorded tapes. Listening to Self-Talk in your own voice
usually works against you. (When you hear yourself, you're
hearing your own worst critic talking to you.)
The single most important thing I can recommend for you
to do in order to move your business forward is to change the
old mental programs that have been holding you back.
Just imagine what you could do for your business in a
single week — or month, or year — if the old programs were no
longer in control of you, because they had been replaced with
the right kind of positivenew programs!
new programs seem strange to you at first, don't
If the
worry about it. Just keep building the new highways that will
take you where you want to go.
Program in the new truths about you —and you'll make
them come true.
Now let's take a look at another way to build your

belief —and your business.
192
"The, ftmwaxj business
is azuesome, amazing , fantastic,
incrediSCe, wibdievabli,
and unstop-paBCe.
Sind not only that,

it's real"
193
Chapter Fourteen
One Hundred Reasons To Be In The

Business, And Stay In The Business
recently completed a smaller, gift-size book entitled,

"100 Reasons To Be In The Business And Stay In The
I II
Business. " In that book I identified
hundred of the most important benefits people receive
and listed one
from building their Amway businesses.

I then defined each of the benefits, using examples that had
come from my several years of research into the Amway
business.
The entire contents of that book would be too lengthy to
reprint here (it fills over a hundred pages), but I thought it
would be helpful to give you the list of the hundred reasons

by themselves, even if I didn't have room here to include the
explanations and the examples that go along with each reason.
If you're already a distributor, I recommend you keep this
list handy so you can read it again anytime you want to re-
arm yourself with the facts.
If you're not yet in the business, the following few pages
194
ONE HUNDRED REASONS TO BE IN THE BUSINESS
will acquaint you with the real truth about the people and the
benefits of the Amway business.
As you read these pages, I encourage you to put aside any
preconceptions or misconceptions you might have had about
what it really means to be "in Amway." What follows is the
result of an extensive, objective study into what this business
is really about.
As you read the list, ask yourself if any other company, any
other business, any other career path anywhere could list the
potential benefits that this list represents. Nothing else I Ve
ever discovered comes even close. This list, when taken in its
entirety, is logical, accurate, and almost overwhelming. It is
very convincing.
TEN IMPORTANT AREAS OF YOUR LIFE

THAT YOUR AMWAY BUSINESS CAN CHANGE
I've divided the list into ten categories representing several

of the main areas of your life. The list isn't intended to be in
any specific order. Something that may be the most
important reason to you may have a different importance to
someone else.
At first some of the reasons on the list might sound

glance,
similar, but if you think them through, you'll see they're not
the same. "Owning your own business" is not the same thing
as "Being your own boss." "Setting goals," as an example, is
different than "Knowing where you want to go," even though

they are both great benefits of being in the business.
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A GREAT CHECKLIST FOR SETTING

YOUR GOALS
If you choose, you can make a copy of the entire list and put
it into your planner where it will always be handy.
The list is also designed to be used as a checklist; it's a
great tool to have when you're setting goals! As you read
through each of the benefits on the list, put a check mark in
the boxes next to each item that's important to you.
The list can also be used when you're discussing the
business with prospects. When you ask people which of the
following benefits they 'd like to have, I think you'll find that
the 100 Reasons is a "want list" of benefits almost anyone
would like to have.
What great motivation it is to see the real facts of the

Amway business all lined up where you can't miss them!
Here they are.
100 REASONS TO BE IN THE BUSINESS

AND STAYm THE BUSINESS
Your Family Life
1 . Give your family an environment of success.

2. Be in a business that focuses on your family.
3. Send your kids to the schools and colleges of your
choice.
196
4. Teach your own children good work habits.
5. Spend time with your kids.

6. Build your business with your children, and for your
children.
7. Spend your time working with your mate.
8. Teach your family the value of goals, work, and
independence.
9. Give your children the great parenting opportunity
to watch you work.
10. Be the best parent you can possibly be.
Your Career
—
Dll. Be in the #1 business of its kind anywhere.
12. Work at something that works —
long term.
13. Be your own boss, and be in charge of your career.
14. Choose where you want to work.

15. Set your own hours.
16. Do something truly valuable with your time.
17. Work with people who are willing to help you
succeed.
1 8. Follow a value-based business plan that has proven
success.
19. Spend your time working at something you like.
20. Be in a business that is the future.
Your Personal Growth
21. Get out of any rut you might be in.
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SHAD HELMSTETTER
22. Learn the great rewards of patience and delayed

gratification.
23. Learn how to dream —and learn how to make the

dream come true.
24. Add to your education.

25. Become a more positive person.
26. Build your self-esteem.
27. Build more self-confidence.
28. Become comfortable in front of others.
29. Get rid of your imagined limitations.
30. Be more motivated, and have more enthusiasm.
Your Financial Future
31. Begin building long-term financial security.

32. Have more discretionary income.
33. Get rid of money worries.
34. Have more than you need.
35. Always be able to pay the bills on time.
36. Always have money in your pocket or purse.
37. Be able to make investments.
38. Own your own home.
39. Get out of debt.
40. Earn the money it takes to have freedom in your life.
Improving Your Success
41 . Never again waste your time going nowhere.
198
42. Be able to have the things you've dreamed of

having.
43. —
Show yourself and the world —you were right.
44. Always be able to dress well, and feel good about

yourself.
45. Choose where you want to live.
46. Have the home you want.
47. Go where you want to go.
48. Say "Yes" to opportunities instead of "No."
49. Do what you want to do, when you want to do it.
50. Create a success attitude that stays with you every
day.
Reaching Your Personal and Professional Goals
51. Live in an environment of setting and reaching

goals.
52. Learn the skills you need to reach your goals.
53. —
Measure your own progress on a daily, weekly,
monthly, and yearly basis.
54. Learn that you can reach any worthwhile goal you
set.
55. Work on your goals with the people you care about
most.
56. Always know exactly what you have to do to reach
your goals.
57. Always have the tools you need to help you reach
your goals.
58. Build a track record of reaching your goals, and a
natural habit of being successful.
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SHAD HELMSTETTER
59. Live in a world where reaching goals is part of the

plan.
60. Know exactly where you want to go.
The People You Spend Your Time With
61 . Work with the people you want to be with.

62. Associate with people who share your beliefs and
values.
63. Associate with people who are positive.
64. Be with others who encourage and motivate you.
65. Have people in your life you can look up to and
respect.
66. Spend time with others who are also working to
improve their lives.
67. Stop spending your time with negative people.

68. Surround yourself with successful people.
69. Build positive friendships that can last a lifetime.
70. Get to know a "family" of reliable people who
believe in you.
Improving the Quality of Your Daily Life
71. Take time for yourself when you want to.
72. Be able to enjoy your life each day.

73. Be able to pursue positive interests.
74. Be able to relax.
75. Focus on your dreams, and be able to expect them
to come true.
200
76. Have peace of mind.

77. Deal with problems in a more positive way.
78. Choose to be a success.
79. Do what makes your life work.
80. Get off the job/home/job merry-go-round.
Creating a Future that Works
81. Always be able to look forward to tomorrow with

positive anticipation.
82. Know that you have an exciting future —and you get
to build it for yourself.
83. Look forward to retirement —because it will mean
something entirely new to you.
84. Plan on being right about building your future.
85. Be in a business that can help you improve in every
area of your life.
86. Create new friendships that will add to your life.
87. Reach a higher level of positive expectancy and

achievement in your life.
88. Watch your children grow, in the business.

89. Strengthen the most important relationships in your
life (God, family, etc.).
90. Live up to your best —every day— in every way.
Making a Difference in the World Around You
91 . Help others live up to their best.

92. Be able to support a cause or charity you believe in.
93. Teach others.
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94. Do something important with your life.

95. Know that you count.
96. Be important to others.
97. Have a lifetime career and a lifestyle where you're
always able to learn something new.
98. Be able to share your success with others.
99. Help other people find a whole new life.
100. Build a legacy that will live beyond you.
AND THAT'S JUST THE BEGINNING
There are more reasons, of course. The complete list of

reasons I've compiled goes on a lot longer, but those I've
included here get the point across.
You probably have reasons of your own. Put them all
together, and it's clear that this business has a lot going for it.
No other business has a list of benefits that reads like this one.
That's because there is no other business like this one.
That list is more than just a list of reasons to be in the

business. It's a summary of the attributes that make one
person's life work better than another's.
These are the building blocks that form the foundation of a
lifetime of success. When you bring these attributes
together — in one remarkable business, you have all of the
foundation blocks, not just a few of them.
When you have a business that brings it all together the
values, the freedom, the people, the belief, the dream, and the
future —you have a remarkable business.
When you bring it all together, you have Amway.
202
<<(
lhe success of your business
will never Be based on chance.
It will be based on
learning everything you can,
practicing everything you learn,
and perfecting everything
you practice"
203
Chapter Fifteen
Repeat, Practice, and Perfect
I could put everything I've written in this book into
If one simple, easy-to-read chapter,

Though I hope all the chapters in this
thiswould be it.
book are to the
==J point, and easy enough to read, this is the chapter
where all the key points are brought home.

This is a review that is designed to be read in a few
minutes — or studied carefully. It's also designed to be a
checklist of important action steps you can take to improve
your business.
I encourage you to read this chapter as often as possible, to
repeat, practice, and perfect. There are some things you only
learn when you read them more than once —when you repeat
them.
Sometimes it takes repeated readings to get the message.
Or, if it's a tape you're listening you have to listen to it
to,
more than once to get the full meaning of the message that's
being communicated to you.
Some motivational authorities have said that we never
204
REPEAT, PRACTICE, AND PERFECT
really understand any new concept completely until we've

read or heard that concept explained, in the exact same words,
at least eight times. Based on my own years of research on
how the brain works, I believe that's true.
A QUICK REVIEW THAT WILL HELP YOUR

BUSINESS EVERY DAY
It's been said that it isn't how much you read— it's what
you learn from what you read that counts. I'd agree with that,
but I'd add something to it: it isn't what you learn, it's what
you do with what you learn that really counts.
What follows is a quick review that you can use and reuse
often. To make the review information simple, I've arranged
it into Action Steps, and I've also included Key Points for you
to highlight and remember.
I suspect the more you read and review the Action Steps
and Key Points that follow, the better —and faster —your
business will grow.
Action Step#l:
Learn everything you can at Amway Distributor
University.
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SHAD HELMSTETTER
This really is an institute of higher learning. Take

advantage of it. This is the real thing. Success 101. Learn
from the Amway teachers at ADU for the next few years and
you'llmove right on past all those others who only thought
they had an education that would prepare them for the 21 st
century.
KEY POINT: Even though Amway Distributor University

doesn't have a campus with old brick buildings and
graduation ceremonies with caps and gowns, ADU is one of
the most important educational institutions operating today.
And regarding graduation ceremonies with caps and gowns,
I've seen the typical kind, and I've seen the Amway kind. I'd
take Emerald and Diamond ceremonies any day.
Action Step #2:

Learn the Six "Rules of Tools."
Take them from the book or type them out and post them on
the wall of your Amway office. The "Six Rules of Tools"
are:
1. If you want to succeed in the business, tools are not an

option —they are essential.
2. Use the tools every day. Not now and then. Every day.
3. Tools aren't a negative expense', tools are a positive
investment.
4. The more you use the tools, the greater your chance for
success.
5. Treat tools with the greatest respect. Tools give you
knowledge. Knowledge is your future.
206
6. Tools are the keys that open the doors to your future.
Make sure you have all the keys you need.
KEY POINT: Watch out for the worst kind of poverty: the
poverty of the mind. Impoverished minds seldom recognize
their need to have the tools that will help them succeed. The
more you bring the tools of teaching into your life, the
stronger and more successful you will become.
Action Step #3:

Attend every Amway seminar and function.
Like using the tools, if you want to become successful,

attend the seminars and functions.
KEY POINT: Seminars and functions in the Amway business

may sound like, and feel like, inspirational pep rallies.
Never underestimate them. They may be motivational, and

they may be inspirational. But in fact, they are key steps in
your training in the business.
Here's what really happens when you attend:
1 You associate with anyone and everyone else who is in
the same business as you are. (How much more open
information and sharing can you get?)
2. You learn, first-hand, from the best of the best —from the
men and women, real people, who have actually been there.
Those teachers who talk to you from stage are usually
Emeralds or Diamonds. Every one of them, at one time, has
been exactly where you are now.
3. 90% of success in any business is attitude. You will
never find a better attitude than the incredible attitude that
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SHAD HELMSTETTER
happens at an Amway function. If you good want to find the

good that's really out there, attend, attend, attend.
in life, the
If you want to be smart, and surround yourself with positive

people — attend every Amway seminar, meeting, or function
you have in front of you.
4. When you attend, you have the opportunity to reset your
sights. Think about your goals. Ask yourself where you've
been and what you've been doing. Get down to the basics of
where you're going and what you're going to do next. Face
up to the commitment all great people face when they decide
to succeed.
Amway functions get you to do that. If you did nothing
more in your Amway business than to do that this business —
would be incredibly important to you, just for that insight
alone.
However, being in the business, and going to the functions,
does more than that. In every essential way, attending the

meetings and functions shows you the importance of the
business you're in.
Action Step #4:

Never, ever, again, let the fear of prospecting stand in
the way of your success.
I've worked in the field of human behavior long enough to

know that just saying, "there 's nothing to be afraid of
doesn't make you feel the slightest bit better, even for a
moment, if someone wants you to openly prospect the next
three people you meet. Or the next . . . one person you meet.
But let me tell you a true story that could help you the next
208
time you think about prospecting.
BE CONFIDENT, BE YOURSELF, AND SAY WHAT

YOU HAVE TO SAY
We've been told that the greatest single fear almost any
person can face is the fear of having to stand up in front c f a
crowd of people and speak.
I know that's true, but I also speak to a lot of audiences. All
of them are Amway audiences, and most of them are very
large, sometimes tens of thousands of people in an audience.
So here's what I do. Before I walk up on that stage, with all
the lights, and all the music, and all the crowd before me, I do
two things:
The first thing I always do, without fail, is to spend a few
minutes backstage with my wife Elise, in a very private, quiet
moment of prayer. We always pray that I'll say it well. And
most important, we both pray that what I tell you will go
home with you, and that it will help.
The second thing I do before I go on stage is to get a clear
picture of you in my mind. And then I imagine something
extraordinary. I imagine that not only are you the most
important person in my life, a family member or a close
friend, but I also imagine that this one time is the last time I
will ever be able to talk to you.

And then I think, if youwere members of my own family,
or if you were my closest friends, what would I say to you if
this were the last chance I would ever have to say anything to
you at all?
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SHAD HELMSTETTER
How can you be afraid, if you really care about the people
you're talking to?
Prospecting is probably easier for most people than
speaking in front of twenty or thirty thousand people on a
stage. But the answer to getting over the fear, in either case,
is to just be yourself. Care about the people you're talking to.
Be honest. Have courage. And say what you have to say.
Action Step #5:

Get past the Four Fears of Prospecting:
Defeat the fear of rejection by constantly letting

1.
yourself know that the prospect is your friend.

Try this for yourself. You might be surprised at the results
you get. Many of your prospects will become your friends
when they enter the business and join your team.
KEY POINT: If it bothers you to be told "No," there are

two things you should do that can help. The first is to build
your own attitude —before you make the contact and after.
You can choose to accept the "No" in a negative way, or you
can go right past it, look forward, and don't slow down.
Next, work on your prospecting skills. You may need to get
some help on this one. If you're qualifying your prospects
properly, and saying exactly the right thing, your percentages
should climb. Meanwhile, keep using the right Self-Talk.
Defeat the fear of the unknown by putting one foot in

2.
front of the other and always taking the next step.

Go ahead and take the risk — take the next step —even if the
210
fear is there.
We tend to be too afraid of being afraid. Go ahead. Be

afraid. It really doesn't hurt you, because what you're fearing
is all imaginary anyway.
Meanwhile, because you're willing to take the risk and
make the contact in spite of your fear, you become more
familiar both with your prospect and the skill of prospecting.
The result is that you're no longer dealing with an unknown.
3. Defeat the fear of failure by never again basing your

belief in yourself on the limited beliefs of others.
Set your own standards —and don't worry what the rest of
the world thinks. I know we were all raised to worry about
what other people think. But now is a good time to change
that.
When you set your own standards, the whole idea of

"failure" becomes unnecessary. Maybe you don't reach some
particular goal the first time you try to reach it, but that
doesn't mean failure —
it means you learned something, and
you're still alive and going for it! That's all it means. You
didn't hit the mark, so you try again. You keep doing it. You
get it right.
KEY POINT: Keep the word "success" in your vocabulary.

Get rid of the word "failure." And don't worry what other
people think.
4.Defeat the fear of work by always remembering that

when you're building your Amway business, work really
means freedom.
KEY POINT: Change the meaning of the word "work."
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SHAD HELMSTETTER
Instead of seeing your work in the business as a "job," always

see your work as "freedom"
Action Step #6:

Rate your skill at showing the plan by completing the
self-test in Chapter Eight.
Review your skills now, and then mark your calendar to

review yourself again six months from now. Use the review
as a checklist for those skills you need to work on most.
KEY POINT: Make a photocopy of the checklist, check off

the areas you're going to work on, and put it in plain sight on
the bulletin board in your Amway business office. Just before
you show the plan, run through the checklist. It'll keep you
on your toes, and your presentation will get better.
Action Step #7:

To improve your presentation, put your belief in gear.
Your prospect will always know if you believe in the

business. The more you believe in it, the more it will show.
KEY POINT: Before every presentation you make, build

your belief. Listen to a tool tape, listen to Self-Talk, reread
your goals, and make certain you believe in yourself and you
believe in the business.
212
Action Step #8:

To improve your presentation, make your Amway
business your most important business.
Your prospect will know if you're taking the business

seriously. It will show in everything you do and say. You
don't even have to be at a higher level in the business, and
already successful, to prove that this business is your life.
But you do have to make it important for your business to be

important.
Action Step #9:

To improve your presentation, always, always, always
be a professional.
Review the professional skills checklist in Chapter Nine.

Instead of overlooking or going past any of the points because
you think they don't apply to you, assume that all of the
points apply to you. They do.
KEY POINT: Being a professional—all the time—doesn't

mean you have wear designer clothes and speak with a
to
Harvard accent. It means you work at perfecting every
professional skill you can —
and practice them every chance
you get.
KEY POINT: Have someone take a photograph and make

a cassette recording of you showing the plan now. Then take
another photograph and make another cassette recording of
you showing the plan three months from now.
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SHAD HELMSTETTER
I've been learning how to present ideas to people for more

than thirty years. I still frequently record my presentations
and study them. I use video and I use audio cassettes. I also
debrief after every presentation I make. That is, I go over my
presentation to find ways I could have communicated the
information better.
You should do the same, every time you show the plan.
You can always get better. You can always improve. But
you have to take it seriously, listen carefully, be objective, not
feel criticized, and constantly work to get better. That's what
professionals do. That's how professionals live.
Action Step #10:

Never, ever listen to the negative opinions of others.
There are two kinds of people in the world: those who listen
to other people's negative opinions —and those who don't.
This rule of success is very simple. Never, ever live your life
based on the negative opinions of others.

Most of them are either wrong, uninformed, or they don't
know what they're talking about in the first place.
KEY POINT: Never let negative people rob you of your

belief, your spirit, your enthusiasm, your energy, or your
dedication. They have none of these. Why should they take
yours from you?
Action Step #11:

Decide to be a pro at dealing with negative people,
214
Start by learning to identify the two types of negative

people:
1. People who are negative or critical because they are
un informed or m/sinformed.
These are people who aren't always negative. But they may
be being critical only because they don't know anything about
the business, or because they got the wrong information about
the business.
KEY POINT: These are people who need information.

They're not trying to discourage you —they just don't know
the facts. Don't let their momentary negative attitude get to
you. Learn to react to these people by giving them the facts.
2. People who are negative as a way of life.

These are people who are generally negative about
everything. You can see it in such telltale signs as the way
they look, how seldom they smile, how many other things in
their life they're negative about, how critical they are, and
— —
how they listen or refuse to listen to new ideas.
KEY POINT: Once you've pegged a negative person as

someone who is negative as a way of life, move on. Unless
you're married to that person, there's little you can do to
change him. Or her.
KEY POINT: If the truly negative person is either yourself

or someone you care about and perhaps even live with, you
can help.
Negative people were programmed to be that way, usually
when they were young. To overcome the old programming
you have to constantly feed and nurture that person —even
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SHAD HELMSTETTER
yourself —with new, positive, healthy programs.

As you build positive self-esteem, the older, negative
programs by the new programs of self-
will be replaced
acceptance, self-worth, and a more positive self-image.
It takes time and effort to do this, but if you love the person,
or if it's you, and you want to care about yourself, changing

a negative into a positive is worth all the effort you put into
it.
Action Step #12:

Turn off the television. Really. No kidding. This one is
very serious. Turn it off.
There's just no excuse to waste three, or two, or even one

hour a day getting your mind programmed for failure by what
most people watch on TV. If you want to get your life in
order, turn off your television for one month, and ask yourself
how you feel.
KEY POINT: This one is hard for most people to actually

put into practice. Even the idea itself sounds radical (which
should tell you how important your television time really is).
The reason it's hard to put into practice is because people

don't take the problem seriously.
Take it The single most important brick wall that
seriously.
stands between you today, working for a living, and you
becoming financially independent, and a Diamond in the
business a few years from now, is probably your television
set. Turn it off Your life will change.
216
Action Step #13:

Make dreambuilding a part of your everyday life. Not
just now and then —
all the time, every day.
Dreambuilding is a skill. You have to learn how to do it.

You have to practice doing it. And if you want to succeed,
you have to get good at it.
Once you learn it, practice it, and get good at it, the skill of
dreambuilding will literally change your life. Here's what to
do:
1 Build your future by seeing it in advance, every chance
you get.
2. Always follow up dreambuilding with writing down

goals.
3. Always take dreambuilding seriously.
KEY POINT: A lot of distributors seem to think that

dreambuilding is something you do at functions, or now and
then as a motivational exercise.
Wrong. Do it all the time. Every day. Always see yourself
as how you choose to be. Make dreambuilding something
you practice so often you do it without having to think about
it.
KEY POINT: Before you can live the dream, you have to
be able to see it in your mind.
Action Step #14:

Use and practice the right kind of Self-Talk, every day,
every chance you get.
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SHAD HELMSTETTER
I've worked in the field of personal motivation for most of

my adult life. In all that time, and with all the research, I've
never found any one idea that is more effective for changing
old negative programs in the brain, than using Self-Talk in the
right way.
What you say, what you think, and what you do, each
moment, every day, is the result of the strongest programs
that are imprinted in actual chemically-recorded pathways in
your brain.
Exactly like the programs that are typed into your own
personal computer, the strongest programs that have been
typed into your brain are the programs, or pathways, you
automatically follow.
If you've got the right programs already, your life is
probably working well. If you have programs that are

negative, or working against you, those are usually the same
programs that are keeping you from doing what you need to
do to be a success in the business.
KEY POINT: Self-Talk is a practical way of changing old

negative programs in the brain and replacing them with
healthier, positive new programs that create successful
attitudes and actions.
KEY POINT: The best way to learn Self-Talk, and change

old programs, is by listening to Self-Talk Cassettes.
Listening to Self-Talk tapes, played quietly in the
background, has the same result as typing new programs into
your "mental computer."
People who listen to Self-Talk usually experience better
218
attitudes, an increase in physical energy and enthusiasm, a

greater sense of focus on goals, and greatly-increased self-
esteem.
KEY POINT: Listening to specially-worded Self-Talk

scripts on cassettes should never take the place of listening to
you through your upline. The
the "tool" tapes available to
right Self-Talk always helps you get more from every
business tool you use.
Action Step #15:

Read the special Self-Talk scripts for Amway
Distributors in Chapter Thirteen, or listen to those
specific scripts on Self-Talk Cassettes.
The Self-Talk Scripts that are included in Chapter Thirteen

were written specifically to deal with some of the most
important problems and opportunities you deal with as an
Amway Distributor.
If you aren't familiar with the effects of using this kind of
Self-Talk, my suggestion is that you take it seriously and give
it a try.
1. Read one or more of the scripts to yourself at least once

each day.
2. Make photocopies of the scripts and put them in your
planner where you'll see them every day.
3. Listen to Self-Talk on tape.
KEY POINT: There are many Emeralds and Diamonds

today who will tell you that it was Self-Talk of this kind that
219
SHAD HELMSTETTER
helped them get where they are today. They worked the plan
like everyone else has to, of course, but many of them will tell
you that it was the new Self-Talk that made the difference.
KEY POINT: Never underestimate the importance of using

Self-Talk to give you the right kind of "success programs."
Not only will listening to Self-Talk change your old
programs, it will motivate you, and keep you on track while
you're reaching your goal.
Action Step #16:

Use the "100 Reasons To Be In The Business . .
." when
you're prospecting, showing the plan, or motivating
yourself.
I mentioned in an earlier chapter that I recently wrote a

special, "gift-sized" book called "100 Reasons To Be In The
Business And Stay In The Business. " It wasn't intended to be
a book — I just started listing the reasons why you ought to be
in the business —and stay in the business, and I then wrote
solid supporting information for each of the reasons I had
compiled.
When I got done, I had written what is probably the most
logical —and the most compelling —argument for being in the
Amway business I've ever read, or heard, anywhere.
I wasn't able to print it all here, but I was able to give you
the "short version" — the 100 Reasons, even if they didn't
include the persuasive commentary I wrote for each of the
100 Reasons in the original book.
But even without the rest of that book to back you up, I
220
wanted you to have, in this book, at a minimum, the list itself.

So I included the "100 Reasons" in this book to help you
with your business right now.
KEY POINT: If you ever wonder whether or not you

should make your Amway business your prime professional
focus in life, set aside five minutes from your busy life, and
read the list. Read it out loud. Discuss it with your spouse
and your family. You'll know what to do next.
The list I've included in Chapter Fourteen is, without a

doubt, the most incredible list of reasons to be in a business
I've ever seen.
And just as important, there is no other business of any
kind, anywhere, that could copy that list —and call it their
own.
There are other reasons to build your Amway business, of
course. I'm sure you have your own. Add your own reasons
to the list.
If ever you're ever in doubt about the business, reread the

list. Discuss it with your wife, or your husband, or your
partner in the business. It will help remind you why you're in
the business in the first place.
KEY POINT: You can use the list of 100 Reasons as a

prospecting tool.
I've thought of a number of ways you can use the list of 100
Reasons when you're prospecting or showing the plan.
You'll probably think of other ways to use it on your own.
Use the list of 100 Reasons however you choose. But by all
means, use it.
221
SHAD HELMSTETTER
USE THIS REVIEW CHAPTER TO REPEAT,

PRACTICE, AND PERFECT
Take the opportunity to repeat, practice, and perfect, when

it comes to getting good at what we've discussed in the pages
of this book.
This review chapter should give you the basics, and make
it easy for you to reinforce the key points you'd like to use
when you're building your business.

I know that if you take what you've read so far, and apply
it directly to your Amway business, your business will grow.
And that is, after all, what this business is all about.
Growing. Getting better. Rising above yourself, and

reaching a whole lot more of the potential you were born
with.
That's the kind of knowledge that's worth repeating in your
own life, day after day, every way you can.
That's the kind of ideas that are worth practicing.
And that's the kind of business that is worth perfecting.
222
<<(
Lvery time you see the stars
in the nighttime skjj,

thinks about two things,
first, thinks about

how many peo-pte there are
who are waiting
to see the iplan.
Hhen thinks about

being a (Diamond."
223
Chapter Sixteen
The Dream Is Real —The Time Is Now
hat did you have inmind to do with the rest of
W" I
your
to
reconsider.
life?
do something
Do you have any idea how capable you really

If you haven't already made plans
special, I hope you'll
are? Do you
really understand what you could do with the rest of your life
if you really wanted to? Has anyone ever sat you down and
told you how good you are, what you can do, what you can
achieve?
Because of Amway, you now have something in common
with every other person everywhere, who wants to make his
or her life work — doctors, teachers, housewives, steel
workers, waiters and waitresses, neurosurgeons, business

managers, college students, engineers, salesmen and
women —whoever you are, wherever you are. From the
moment you are shown the plan, you have the same unlimited
opportunity as everyone else.
So if you want to do something special with your life,
224
THE DREAM IS REAL— THE TIME IS NOW
perhaps, more than anything else, it gets back to that one

word: belief. Belief in the business and belief in yourself.
If you could look into the future and see yourself being
incredibly successful, being free, then maybe it would be
easier for you to make the commitment now to make your
dream come true.
But in a way, you can look into the future. If you decide to
make this business work, you can predict your own success.
The truth cannot be denied; it's been done before. Again,
and again, and again. And as I pointed out earlier, the
commitment to building the Amway business not only works,
it has become predictable —
generation after generation.
MAKE THE COMMITMENT—TO THE BUSINESS

AND TO YOUR OWN FUTURE
I began this book with the story of the Victor family, and
three incredible generations of success. met many of
I've
them, and gotten to know them. I'm quite certain if you were
to talk to any of them, and asked them if they thought you
could do what they did, the very first thing they'd say would
be that there isn't the slightest doubt that you can do it if you
commit to doing it.
The first generation of Amway Distributors had nothing to
—
go on but the dream and their faith. But they also made the
commitment, and in the process, they made history.
Then the second generation came along. They had seen the
business work for their own parents, and they knew they could
make it work for themselves, too.
225
SHAD HELMSTETTER
And then the third generation arrived, and they, too, knew
they would succeed if they made the commitment for
themselves.
Joe and Helyne Victor saw the dream, had the belief, made
the commitment, and never gave up. The only thing they had
to guide them was what they held in their hearts.
Jody Victor, second generation Direct, who with his wife
Kathy is now a revered Crown in the business, didn't only
follow in his father's footsteps —he followed the plan. He
and Kathy made the commitment, and made it work.
Steve Victor became the first, third generation Direct in the
business. And something special happened when he and his
wife Marcia crossed the stage to be recognized as new Direct
Distributors: they proved the dream, and once again proved
one of the principles on which the business was founded:
there are no limits. It is a business without end.
THE BEST IS YET TO COME
When Joe Victor stood on that same stage, together with his
own son and grandson, all living proof that the dream is real,
Joe Victor said something that showed the heart of someone
who knows how to dream.
"We feel so fortunate," he said, "to be here, and around this
long, and see all the things that have happened, and all the
people whose lives have been changed for the better. And we
know what a tremendous future they have, and you have."
And then he continued, with a great salute to the future of
226
THE DREAM IS REAL-^-THE TIME IS NOW
the business, by adding, "IfI had one wish, I think I'd want to
be one of the grandsons\"

He sees the future and you're in
. . . it!
Jody Victor, renowned for his leadership and his undying

belief in the principles on which the business was founded,
was talking about you when he know there will be
said, "I
many people who will come behind us. And they'll take it to
even greater heights. And if we've done our job right, if we
stick to our principles, and if we stick to the things that made
this business so endearing to thousands and hundreds of

thousands and millions of people . . . it's going to be a
phenomenal road ahead."
You can trust these people. I know I do. They have been
there. Just like your upline and your leaders in the
business —they've all been there, and they know: This is just
the beginning.
Jody and Kathy Victor spend all their time building the
future —and sharing it with others. As Jody said, "Who
knows how big it can be? How big can you dream?"
YOUR OWN PERSONAL VICTORY
I sincerely hope that in the pages of this book you have

found some of the recognition you deserve, some tools and
ideas you can put into practice, some motivation to help you
stay with it, and some inspiration to make the commitment to
make your future work.
Perhaps the best summary of my feelings about the
opportunity in front of you are in the words of a letter I wrote
227
SHAD HELMSTETTER
to all of the distributors in your organization, and published

in the USA Today newspaper in the United States. That letter
was entitled, "An American Victory." In that letter I said:
"After a long and careful evaluation of who you are, what

you do, and why you are successful, there are some things
you should know about YOU, as an Amway Distributor.
"First off, you made a good choice! You are a member of
one of the finest, most positive, and worthwhile organizations
in the world today. You represent free enterprise at its
greatest, and personal growth at its best.
"You are not only building a business, you are creating a

better life — for yourself, for your family, and for the rest of
the world around you.
"You have the right tools, the right plan, and the right
attitude. you are presently an independent Amway
If
Distributor, you are in the right place. Stay with it. If you
have not yet become a part of this exceptional group of
people, you should.
"Whether you are just getting started, or you are
experienced in the business, one thing is clear: the best is yet
to come."
NOW IS THE TIME. THIS IS THE PLACE,

YOU ARE THE ONE.
It has been several years now since I first began to find
members of your organizations, sitting in the audience when
228
THE DREAM IS REAL— THE TIME IS NOW
I was giving talks and seminars about success. I've gotten to
know a lot of you during that time.

When I met many of you, you were just starting out in
first
the business. Now, just a few years later, many of you are
Emeralds and Diamonds. We meet again, year after year,
when I come to speak at your Dream Nights and Reunions
and Free Enterprise Days.
And each time I meet you, though I'm thrilled at your
success, I'm not surprised. You made a commitment. And
you're in the business.
What impresses me so much about you, however, is that
when I first met many of you, you were just getting
started —just seeing the dream. And now,dream has
the
become real, life is working, and you've found the freedom
you were looking for.
You were good people, working a job, not always sure
where you were going, until one day, someone showed you
the plan.
To all of you I've met along the way, who are now reaching
your goals in the business, congratulations! I knew you
could do it. I'll look forward to seeing you again, and

shaking your hand, as you reach even greater heights on your
pathway to your dreams.
And to all of you who are just getting started, or are just
now making that commitment to reach your dreams, I'll look
forward to meeting you, too, as you build your business and
make your own dreams come true. I believe in you. I know
you can do it.
I hope by now I've made it clear how important I believe
you are. Yours truly is an American Victory.
God bless you, and keep doing it!
229
Dr. Helmstetter can be reached at:
Amvox (regular line) 798-7101

Amvox (Diamond line) 459-2975
A Major New Book for Amway Distributors
from Dr. Shad Helmstetter
Following the phenomenally successful "Network Of Champions,"

renowned motivational researcher and authority, Dr. Shad Helmstetter
now gives you exciting new insights, tools, and motivation to help your
business grow. This important new book includes:
• The true story of why you can believe in the dream.

• How to motivate yourself to succeed.
• The story of incredible, invisible "Amway Distributor University."
• The six rules of tools.
• Three important steps to improving your presentation.
• How to overcome the four fears of prospecting.
• What to do about negative people.
• How to defeat the hidden enemy that can sabotage your business.
• The positive power of dreambuilding.
• Six completely new Self-Talk scripts for Amway Distributors.
• 1 00 reasons to be in the business and stay in the business!
Dr. Shad Helmstetter is a leading speaker to Amway orga-

nizations throughout the world. He is the author of eight
best-selling books including "Network Of Champions"
"What To Say When You Talk To Your Self," and "The
Self-Talk Solution." His books are published in more than
64 countries and are frequent Book-of-the-Month selec-
tions throughout the Amway organization. During the

past ten years Dr. Helmstetter has appeared on more than
1200 radio and television programs including Oprah
Winfrey, ABC, CBS, NBC, and CNN News.
ISBN -TbM 5171-T-l

90000
US$12.95
CAN $16.95
9 780964"517196

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What is the book about?

What is the book about?

What are some of the topics covered in the book?

What are some of the topics covered in the book?

nd Helmsfe

eludes 100 Reasons Why

The Real Story of

Other bocks by Shad Hdmstetter

What To Say When You Talk To Your Self

The Self-Talk Solution

Finding The Fountain Of Youth Inside Yourself

You Can Excel In Times Of Change

reviews, without written permission from the author.

This book is dedicated with belief, encouragement, and

Getting Down To Business 66

you can choose to become

you can choose to have freedom

&nd you can choose to succeed"

his book is about choosing to succeed. It's a book

A PRACTICAL, DOWN-TO-EARTH, COMMON

I've never been one to believe in pipe-dreams. If it isn't

practical, if it doesn't work, I don't want any part of it.

NO MATTER WHERE YOU ARE

This book is written for four different kinds of people — all

of whom have the same potential in front of them.

1 People who are new to the business,

2. People who are experienced Amway Distributors,

4. People who are considering becoming a distributor, but

who aren't yet in the business.

Whichever of these categories you may fit into, this book is

written for you.

1. Ifyou 're new to the Amway business.

If you're new to the business—yow made the right choice.

If you work at it, and build your Amway business, I wish I

could adequately you what you have in store for you.

The complete picture of a future with Amway deserves

If you're new to the business, I can only suggest that you

in your living room or in mine.

If you're new to the Amway business, you shouldfeel good

2. Ifyou 're already experienced in the Amway business.

If you've been in the business for some time, no matter how

What you read in the following pages is written to help you,

3. If you've been in the business for some time, but

Ifyou haven't done it yet, regroup and revitalize. This

at their business, or at least now and then, but it just hasn't

this book will help you make that change.

4.Ifyou 're considering becoming an Amway Distributor

I've done my best to include my personal message to you in

NO MATTER WHERE YOU ARE, THIS IS FOR YOU

If you're new to the business, you made the right choice

For everyone reading this book, no matter what level you're

^his Business Builds your faith,

Therewhole world ought

" It's a story so significant to you and your business

relating stories about sports figures or other famous people.

THE TRUTH ABOUT AMWAY, AND

If you've been in the business any time at all, you've

business. That is, someone who became an Amway

The family who first earned the distinction of having three