Table of Contents
PREFACE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . v
Donuts. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
Motivating the unmotivated distributor. . . . . . . . . . . . . . . . . . . . . 3
The downside to reward motivation. . . . . . . . . . . . . . . . . . . . . . . 5
Reward motivation examples that work. . . . . . . . . . . . . . . . . . . . . 9
Fear motivation. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27
Overcoming the fear to join. . . . . . . . . . . . . . . . . . . . . . . . . . . . 35
Motivation from within. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43
Goal motivation, the downside. . . . . . . . . . . . . . . . . . . . . . . . . 47
“Setting goals is easy. Achieving goals is difficult.” . . . . . . . . . . . . . 51
The “Big Al” Three-Step Formula for Goal Achievement. . . . . . . . . . 55
“Let’s pretend” goal-setting. . . . . . . . . . . . . . . . . . . . . . . . . . . . 65
25 things. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 69
“If it doesn’t work – I quit.” . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 75
When you have a dream. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 81
Why personal development techniques are limited. . . . . . . . . . . . 85
How to pre-motivate your prospect and open up his mind. . . . . . . 105
Motivation by association. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 121
“What motivates people to make those decisions?” . . . . . . . . . . . 129
Motivation may not be the problem. . . . . . . . . . . . . . . . . . . . . . 155
Watch prospects steal defeat from the jaws of victory. . . . . . . . . . . 159
Thank you. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 161
More Big Al Books. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 163
About the Authors. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 165
