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Telephone
Richard - 619-277-6495
Patty - 619-277-2824

Email
RichardandPatty@gmail.com

Official USANA Website
richardburns.usana.com

How to Craft Your Why

If you have enough reasons, you can do the.jpgThis is the first in a series of articles on the foundational skills needed to succeed in Network Marketing or Direct Sales. Each week I will cover in detail one of the basic skills you need to master over time in this profession.

I am going to start with one that is used more often than any other. Telling the story of your WHY.

What Is Your Why

Imagine that you are at a party and someone asks you what you do. Most of us fumble over that or we say a short answer that is what our job is. I’m an accountant or I’m a mechanic or I’m a salesperson or I work for Acme company.  Even if you own your own company, it’s a job description that most of us give. I’m a contractor. I’m in dog grooming. I own a UPS Store.

In the network marketing profession, we need to have an answer ready that tells the story of why we LEFT doing a J.O.B. and started down an entrepreneurial path.

 

How To Craft Your Why

Not your why in terms of your goals or vision. Your why in terms of why you decided to get started in the network marketing profession.
When someone asks you what you do, you need to answer with a short and compelling story that answers not just what you do, but why you do it.
You are also going to use this story every time you do a presentation, every time you step on a stage and every time you talk about what you do.
1) Start with a short answer like those everyone uses. One that describes your industry without being salesy and that tells people that you have recently changed what you do.
I recently started in the Health and Wellness Industry
I recently started in the … industry
I recently started as an executive recruiter…
I recently started my own business…
2) Your background/what you used to do
I had been a …
For me this is:
For 30 years, I had been in marketing for home improvement & solar contractors.
3) Things you didn’t like about that job or situation
I loved …, but …
For me its:
I loved helping small & startup contractors grow from zero to making more than $1 million in sales in their first year, but back in 2008 the real estate market crashed and the entire industry I was in crashed along with it. If you have no equity in your home, you don’t have money to do any home improvements. Everything I had been working towards for more than 30 years went away in a few months.
4) And then I found
(How did you find network marketing. How your company came to the rescue)
For me its:
I spent years looking for a way to make the money I was used to again and have more control over my time and my health. I used to work 60-80 hours a week and my health had suffered. In 2011, I weighed 290 lbs and would huff and puff walking up a flight of stairs.
And then I found the industry I am in now. Now I get to help people make more money, just like I did for contractors all those years and I get to help them be healthier too.
5) Your results OR how you feel about your future
It has been fantastic! I’ve … and
 OR
For me its:
I have never felt better physically, I’ve lost 80 lbs, and I have never felt better about my future. Just by doing what I have been doing on a part-time basis for the past 3 years, I should have enough residual income coming in every month to be able to retire from my current full-time job in a year.
Bringing it all together
Put those 5 statements together into a short story that tells them what you do and why.
This WHY should take less than a minute to tell and convey the emotions of why you are in network marketing.
Your WHY story will convey what you have overcome and how bright your future has become because of what you are doing. Facts tell and stories sell. This one minute story will have a great impact on whether or not people can see themselves doing what you are doing.
Practice Makes Perfect
Practice this in a tape recorder or the voice recorder on your phone until you can tell this story in a conversational tone.  People will be interested in your story because it’s compelling as long as it doesn’t sound like a sales pitch. You don’t have to mention the company or even the products you sell. In fact, I seldom do.
Let them ask about your products or company and then use a takeaway. Something like – “I would love to tell you more about what I do, but this is probably not the best time to go into that. Let me give you a call and we can sit down over coffee and talk about it some more.”
If you are giving a presentation, whether that is one-on-one or in front of a group, start the presentation with your story.
This is one of the foundational skills of the Network Marketing profession. Master it and watch your business take off.
Come back next week for the next article in my series on
The Foundational Skills of Network Marketing.

 

I do hope you decide to join us on our adventure. Once that momentum kicks in, there is no limit to what peaks we can climb together.

Please contact us about the life changing USANA products or business opportunity or simply to tell us your thoughts on what you have seen and read on this website.
We love to hear from you and appreciate the feedback.

#networkmarketing #entrepreneur #timefreedom #financialsecurity

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I Am Blessed

I just realized something today. I was listening to a podcast and it hit me.
What I do changes lives.
People get tremendous, life changing health benefits. They lose astounding amounts of weight and keep it off. They have other truly wondrous health benefits that turn how they experience their day around 180 degrees.
As I thought about how awesome it is that I get to do that, it hit me how few people there are in the world that trudge through their corporate or blue-collar or whatever job and at the end of their day can say with certainty that what they do for a living changes peoples lives for the better.
Whether I ever become one of the top income earners that are making the money I dream of making or I just find a level of time freedom and financial security that will let me retire without stress, I am blessed to be sharing something with people I know and care about that will absolutely and positively change their life just by using it.
Please understand that this venture is not just an altruistic one for me. I am on the path to giving myself some real time freedom within a year by completely replacing my income from consulting in SEO and Content Marketing with what I make in network marketing. What I feel most blessed about is that I am partnered with a company and positioned in an industry where WHEN I make money, it means I absolutely changed someone’s life. I CAN’T make money unless what I did had a positive impact on their life. That is incredible to say and to understand.
It’s a powerful paradigm shift for me and I really want others to be able to comprehend the difference I am talking about.
My history can illustrate the change a little better. I worked 60-80 hours a week for decades helping companies sell everything from home improvements to real estate seminars and from solar to DIRECTV. All great products that people liked and, for the most part, needed at the time. The difference is I was not making money BECAUSE I was changing their lives for the better. I was making money because we generated leads through marketing and followed a sales process that led to a predictable percentage of people purchasing the products we were selling.
Now I ONLY make money if I am changing people’s lives for the better.
Blessed. That is how I am feeling right now. Blessed.

I do hope you decide to join us on our adventure. Once that momentum kicks in, there is no limit to what peaks we can climb together.

Please contact us about the life changing USANA products or business opportunity or simply to tell us your thoughts on what you have seen and read on this website.
We love to hear from you and appreciate the feedback.

#networkmarketing #entrepreneur #timefreedom #financialsecurity

Reset Nation Challenge Update Week 10 #weightloss #nutrition

Our Results in Week 10

Well, it’s been 3 weeks since I last posted. Patty and I had been a bit disappointed that even though we have been drinking two shakes a day, our weight had plateaued. So last week we did a RESET Jumpstart again. This week, we both saw some weight loss. I took off 3 lbs in 5 days and Patty took off two. For the next two weeks, the balance of the RESET Challenge, we are going to simply eat normally with one shake per day and see where we end up.

When we started the RESET Nation Challenge, it was with the intention of taking off more than 35 lbs each. It looks like we will both end up with more than 20 lbs of weight loss. I am at a total weight loss of 24 lbs right now and Patty is at 20.

What We Found

What we have found is what many, many people have found. If you limit your caloric intake for long enough, your body lowers your metabolism and you stop taking the weight off.

Patty and I had been drinking two shakes a day for weeks and eating small meals. We were simply not getting enough calories per day and our bodies went into survival mode. They burned fewer calories. It may take a few weeks of increased caloric intake and activity for that to go back to normal, or it may happen right away.  I am hoping for the latter.

Life and Lifestyle Changes

While we have not taken off all the weight we wanted to, we have lost more than 20 pounds each in 10 weeks and we have gained something even more valuable, a lack of desire for carbs and sugars. A great example was last night. We went to my mom’s for dinner and had beans and chile. When it came time for dessert we had a cake with strawberries and for both of us we felt it was way too sweet, even though in the past we would have really enjoyed it. Both of us enjoyed the beans and chile better.

A great example was last night. We went to my mom’s for dinner and had beans and chile. When it came time for dessert we had a cake with strawberries and for both of us we felt it was way too sweet, even though in the past we would have really enjoyed it. Both of us enjoyed the beans and chile better.

If you would like to find out more about the RESET Nation Challenge or about the weight loss products we used, please contact us or visit resetnationchallenge.com

For more information on the RESET Jumpstart phase –  CLICK HERE

To become a Preferred Customer and SAVE on the RESET or any other product –  CLICK HERE

#weightloss #nutrition #resetnationchallenge


I do hope you decide to join us on our adventure. Once that momentum kicks in, there is no limit to what peaks we can climb together.

Please feel free to contact us about USANA products or the USANA business opportunity or simply to tell us your thoughts on what you have seen and read on this website. We appreciate the feedback.

#networkmarketing #entrepreneur #timefreedom #financialsecurity

What One Sales Skill Should Network Marketers Learn

Rule #1 of Selling is to be crystal clear on your value proposition. Unless you can clearly articulate the outcomes a customer gets from using your product or service, it’s nearly impossible to get them to change from the status quo.
~Jill Konrath

This quote from one of my favorite authors on sales struck me and it got me thinking about how to apply the fundamental principles of sales to an industry filled with non-salespeople.

What one sales skill should every person in Network Marketing learn in order to be successful

People buy because of emotions and rationalize with logic
~author unknown

Network Marketing is also called the direct selling industry. Our profession may be filled with non-sales types, but if no sales are made, then no one makes any money.

To be successful you will have to learn some basic principles of sales. Now it’s not as scary as it sounds. Sales success is about telling stories and storytelling can be very fun. In this case, it’s true stories that are both fun and help people buy from you.

Why People Buy

People don’t buy because of features of products. They are not buying your product because of the studies or the ingredients or the purity or the science or any other fact. They are buying because something about the results your product produces struck an emotional cord with them.

People don’t join your business as associates because of the products or the pay plan or any other feature of the opportunity. They join you because you or someone else struck an emotional cord with a story about a result. A story about an outcome that caused an emotion in them.

The True Stories You Need to Learn to Tell

What are the outcomes your customers get from using your product or service? Not the features, the benefits or outcomes.

What are the outcomes your customers get from using your product or service? Not the features. What are the benefits, the results, the outcomes? What third party testimonials do you have?

What emotions have those outcomes produced in your customers? When you listen to your customers or other testimonials about your product or service, what emotions come up again and again?

How can you best express those outcomes and emotions to your customers?

Those are the keys to selling any product successfully and that is the one sales skill you absolutely must work on mastering to be successful in your company.

#sales #success #networkmarketing

Three Established Scientists Join @USANAinc Research and Development Team

News Release

A Driving Force — USANA’s Commitment To The Future Of Scientific Research

Three Established Scientists Join @USANAinc Research and Development Team

USANA Press Release 3 Scientists added to team

SALT LAKE CITY, March 14, 2016 /PRNewswire/ — As a leader in the nutritional industry for 23 years, USANA Health Sciences (NYSE: USNA) takes pride in its commitment to scientific innovation, which is why the global nutrition company recently invested in the growth of its premier research and development team, hiring three new scientists: Kevin Spelman, Ph.D., executive vice president of research and development; Rachel A. Brewer, Ph.D., senior scientist specializing in microbiome research; and Steven Glidewell, Ph.D., senior scientist emphasizing in genetics.

 

Dr. Spelman’s credentials

  • Twenty-nine years of experience in the natural products industry
  • Advisor for the White House Commission of Complementary and Alternative Medicine
  • Publisher of 27 scientific papers
  • Researcher in molecular biology of brain and ovarian cancer, immunological studies and chemical analysis on multiple natural products

“My mission, as Executive Vice President of the R&D department, is to continue in Dr. Myron Wentz’ footsteps and apply cutting-edge science to guide the production of the most advanced and efficacious products on the market,” said Spelman. “USANA will drive the evolution and innovations of the nutritional supplement industry.”

USANA has doubled its investment in scientific research over the past year and plans to continue investing large volumes of resources into precision health goals for USANA and its consumers.

 

Dr. Brewer’s credentials

  • Interned at the Medizinische Hochschule Hannover in Hannover, Germany, researching bacterial contributions to inflammatory bowel diseases
  • Investigated diet and nutritional impacts on aging and longevity, with a goal of understanding nutritional interventions to help people live healthier longer at the University of Alabama at Birmingham, home to a world-renowned Nutrition and Obesity Research Center
  • Won multiple awards for scientific endeavors from multiple organizations, including the American Society for Nutrition and the Society for Heart and Vascular Metabolism

“I chose USANA because I am able to apply research that helps others and stand with integrity behind the science I perform,” said Brewer. “USANA makes supporting strong science their priority and I know the products I work with are making a difference in peoples’ lives.”

The scientists at USANA review all the latest scientific literature and clinical studies on important nutrients, vitamins, minerals and phytochemicals. They then go on to perform their own research. They also test the potency and purity of every product to ensure complete and balanced formulas.

 

Dr. Glidewell’s credentials

  • Received a doctorate in human medical genetics and genomics from the University of Colorado
  • Focused research on investigating a possible role for a type of DNA variation in the development of a rare cardiac anomaly called hypoplastic left-heart syndrome
  • Assisted in the Rocky Mountain Taste and Smell Center, supporting its efforts to reveal the neurological signaling pathways involved in olfaction
  • Specialized in forensic analysis of DNA and other biological evidence at the Analytical Genetic Testing Center, Inc., in Denver, CO.

“I’ve always wanted to be involved in unlocking the potential of genetics for personalization,” said Glidewell. “I’m thrilled USANA has given me the opportunity to apply my research towards optimizing nutritional health choices.”

The research and development department employs a multitude of experts, all with specific interests and skills, which is what makes USANA — and its commitment to the future of science — unique.

 

About USANA

Founded in 1992, USANA Health Sciences (NYSE: USNA) is a U.S.-based nutritional company that manufactures high-quality supplements, personal care and healthy food products in its FDA-registered facility in Salt Lake City. Learn more about USANA by visiting our web site http://www.usana.com or the official USANA bloghttp://whatsupusana.com.

Media Contact: Ashley Collins
Executive Director of Public Relations and Social Media
(801) 954-7629
media(at)us.usana(dot)com

RESET Nation Challenge Update – Week 7 #weightloss #health

Well, I skipped week 6 because both Patty and I had meals out several days and our weight plateaued that week. Neither of us lost or gained.

Our Reset Nation Challenge Results

This week it was even more challenging. We had 5 dinners out and 1 lunch out and each gained a little weight. Patty gained 2 lbs and I gained 1 lb. ARGGGGHHHHHH!

This week we are getting refocused on eating healthy since we only have one dinner out planned.

We have 5 weeks to go and at this point I have lost a total of 19 lbs and Patty has lost 16 lbs. Our goals when we started were 35 lbs for me and 40 for Patty.  It’s going to take some dedication to reach them over the next 5 weeks.

What’s Our Next Step?

We will be starting another 5-day Reset Jumpstart on March 19th. That is 3 shakes per day, 2 bars and 1 serving each of veggies and fruits. It’s designed to cleanse your system and get rid of the cravings for sugars and carbs. IT WORKS!

Join us! It’s fun and you can take off 5 pounds or more in just 5 days and more importantly it resets your cravings for sweets and carbs, so it puts you in the perfect place to shed even more unwanted pounds.

For more information on the RESET Jumpstart phase –  CLICK HERE

To become a Preferred Customer and SAVE on the RESET or any other product –  CLICK HERE

#weightloss #nutrition #resetnationchallenge


I do hope you decide to join us on our adventure. Once that momentum kicks in, there is no limit to what peaks we can climb together.

Please feel free to contact us about USANA products or the USANA business opportunity or simply to tell us your thoughts on what you have seen and read on this website. We appreciate the feedback.

#networkmarketing #entrepreneur #timefreedom #financialsecurity

How Would You Answer?

How Would You Answer?

Question-Mark-HD

We were sent this list of questions in an email recently and it seems like a great thing to pass on to you. The answers are both enlightening and powerful motivators. So, how would you answer? Take a couple of minutes and honestly answer these 6 questions

How would you answer these questions?

  • If someone offered to pay you $50,000USD in cash if you could find and sponsor just 6 new motivated Associates in the next 30 days, would you?

 

  • Could you?

 

  • How about 60 days?

 

  • How about 90 days?

 

  • Did you know that sponsoring just 6 new motivated Associates will likely be worth far more that a one-time payment of $50,000?

 

  • What are you waiting for?

 

Now that you have answered those questions, I have one more. What action can you take right now that will move you closer to sponsoring those 6 new associates? Not tomorrow. Not later. Right now.

So why are you still on this page. Go do it.