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The houses were divided into 3 equal-sized sets distinguished by color. One set e. This task was also used during the aversive counterconditioning on Day 2, in which the conditioned stimuli were paired with a monetary loss.
A short version of this procedure was also used for the memory retrieval, in which the participants visited the paired houses, but did not gain or lose money.
During reinstatement, the participants visited houses with no background stimuli and received a monetary gain.
During the probe sessions, the participants had to choose the houses they prefered to enter. The images in this figure were created by the first author RG. The fractal collection comprised three color sets red, green and blue , and each set consisted of six fractals. The fractal presentation order was randomized, and the task was self-paced. S1 and Supplementary information. Conditioning The participants were informed that they will participate in a computerized simulated tour during which they will enter different houses see Fig.
In total, nine houses were designed with an identical generic wooden floor and were distinguished only by their background wallpaper. The participants were informed that in some houses, they will receive money, whereas in other houses, they will lose money. The purpose of this stage was to form an appetitive memory that could affect their subsequent choice behavior accordingly.
The participants were not informed of the true goal of the task.
The task consisted of 20 blocks. In each block, the participants visited each of the nine houses once in a randomized order, and spent 9 seconds inside a house on each visit.
During each visit to these paired houses, a monetary reward an average of 0. In addition, we implemented an instrumental gaming-like sequence assignment that was scheduled to occur once during each house visit see Fig. While the participants were encouraged to respond as quickly as possible in the sequence assignments see below , we did not explicitly direct them to notice, identify or act in any particular manner.
To enhance the ease of learning, we used a constant presentation order within each 9-second visit to each paired house as follows: spontaneous reward Pavlovian component , sequence assignment instrumental component , and another spontaneous reward Pavlovian component. To improve the realistic narrative of the simulated tour, we implemented several designated features see Supplementary Information for a detailed description.
The participants were presented with two houses on each trial and allowed 2 seconds to choose the house they prefered to enter see Fig. The participants were informed that on the final day of the experiment, one of their choices will be randomly chosen and that they will enter the house they had chosen on that particular trial and spend a few minutes inside that house.
The probe phase included two blocks. To avoid a mere-exposure effect 29 , we maintained an equal number of presentations of each CS throughout the entire procedure. These comparisons were presented to the participants during each block. The trial order was randomized within each block. Fractals liking ratings test on day 1 This test was identical to the baseline fractal liking ratings and was used to assess the changes in the liking of the stimuli that assembled the paired houses compared to the liking of the stimuli that assembled the unpaired houses following conditioning.
Day two Memory retrieval The goal of this task was to reactivate the appetitive memories formed on day one to allow their subsequent alteration. Upon arrival, the participants in the Retrieval group performed a short simulated tour in the same neighborhood toured on day one.
The visits were similar to those on day one, except that in contrast to day one no money was earned during these visits. The instructions and presentation of the neighborhood screen were identical to the respective components of the conditioning stage performed on day one.
For the participants in the No-Retrieval group, we did not employ a phase analogous to memory retrieval, similar to previous studies 15 , 30 , While watching the video, the participants were asked to answer several questions regarding its content see Supplementary Information to prevent cognitive engagement with the targeted memory.
The interval between retrieval and counterconditioning was set to be similar in duration to previous studies using retrieval-extinction 12 , 15 , 17 and retrieval-counterconditioning 18 procedures.
The participants in the No-Retrieval group watched the movie upon arrival without the memory retrieval phase. These participants completed this part at a nearby building with a different experimenter to avoid unintentional memory reactivation via the physical context Upon completion of the movie, the participants were instructed to return to the original testing room in the laboratory to continue the experiment.
Consistently, all sequence assignments in the paired houses led to losses.
The assignments in the unpaired houses remained neutral. Binary choice probe on day 2 This stage was identical to the previous Binary Choice Probe. This probe was used to confirm that counterconditioning led to a reduction in the preference toward the paired houses.
This task was used to separate the learning manipulations from the subsequent tests see Supplementary information. Fractal liking ratings test on day 2 This test was identical to the previous fractal liking ratings test and was used to assess the relative changes in the liking of the stimuli that assembled the paired houses following counterconditioning. Day three Reinstatement Upon their arrival to the laboratory on day three, the participants in both groups performed a reinstatement task by re-exposure to the UCS This task was designed to reinstate the preference induced by the original appetitive associations created on day one.
The participants were informed that they will take a short simulated tour similar to the preceding days, except for that the simulated houses will appear with no background wallpaper i. During the task, the participants entered 6 no-background houses, all of which yielded a monetary gain similar to the paired houses on day one.
Consistently, all sequence assignments led to wins. Binary choice probe on day 3 This stage was identical to the previous binary choice probes and was used to assess whether and the extent to which the reinstatement procedure recovered i. Fractal liking ratings test on day 3 This test was identical to the previous fractal liking ratings test and was used to assess the relative changes in the liking of the stimuli that assembled the paired houses following memory reinstatement.
Memory and loss aversion measures For a detailed description of the post-experimental tasks, see Supplementary Information. Statistical analysis Binary choice probe exclusion criteria The binary choices between the CSs of each participant at the end of days one and two were used to determine whether to further analyze their results.
Reinstatement could only be observed after successful conditioning and counterconditioning as manifested by preference toward the paired CSs on day one and its abolition on day two. Therefore, we only included data from participants who exhibited learning of these contingencies. We set the learning criteria as follows: 1 Successful conditioning was manifested as a paired choice proportion of 0. The rationale for this criterion was that we carefully designed the algorithm see Supplemental Fig.
S1 to assign the stimuli in a manner that was relatively immune to baseline preference bias and, thus, conceptually considered a choice proportion higher than 0. We added another 0. In practice, the rate of learning of almost all participants that reached this learning criterion was much higher see Results. I read it in a couple of hours while waiting for an appointment. The 45 Second Presentation That Will Change Your Life Perhaps even more importantly, is that it was not very duplicable; not all of his prospects could talk through these presentations as easily as him and Nancy.
The book is easy to read and easy to share with prospects. Product details File Size: A large group of leaders in site Herb Company have decided to use this program to introduce people to network marketing, and I finally see the beauty and ease of this style of marketing.
So many great topics covered. This book transformed my business.
I was asked to go and check out by a friend of mine that is involved in another MLM company outside of my own some guy name Don Failla, and his 45 second presentation about 3 weeks failka. Open Preview See a Problem? This book is a must for anyone looking at network marketing, or who has joined any type of interactive distribution business. There are really only three basic methods of moving products. Hold up three fingers as you demonstrate this point.
The grocery store, the drug store, the department store. Going into a store and downloading something is retail. Fuller Brush, the Avon lady, Tupperware home parties, etc.
It should not be confused with the other two, especially with the Direct Sales method with which MLM commonly is confused. One of the main reasons they are illegal is their failure to move a product or to provide a valid service. If a product doesnt move, how can you even call it mar- keting, let alone Multi-Level Marketing! You have been conditioned, perhaps, to think of them as door-to-door di- rect sales programs because your first encounter with them was when a distributor knocked on your door to sell you something.
Most peo- ple can get that information from their accountant or from the many books that have been written on the subject. Being in business for yourself, you are downloading the products wholesale from the company you are representing.
This means that you can and should use these items for your own consumption. Many people get involved in a company at first for this reason alone, to download wholesale. And many of those will get serious. There is a lot to be said for selling retail and it should not be ignored. Some programs even require that a retail quota be met in order to qualify for a bonus. You may sell if you want to or have to due to your particular programs requirements, but in regard to making the larger sums of income-the real success is in building the organization.
More people fail than succeed by trying to do it the other way aroundthey try to build the organization by emphasizing sell- ing. As you read through the Napkin presentations that follow, you will see this concept unfold before you. In MLM you dont need to sell the products in the traditional sense of the word.
I define selling as calling on strangers and trying to sell them something they may neither need nor want. When you build an orga- nization, you are actually building a network through which you can chan- nel your products.
Retailing is the foundation of Network Marketing. They never have to talk to strangers. You need to sponsor and teach MLM, and in the process of doing this you can build a customer base by retailing to your friends, neighbors, and relatives. Dont try to sell the world on your program yourself.