   ,*APT] ,TWELVE3 ,%[+ ,! ,PLAN ,)
                 ,/YLE

  ,%[+ ! PLAN ) /YLE IS %>+ ! DR1M6 ,"O
(! MO/ 5JOYA# ASPECTS ( ? BUSI;S IS %>+
YR DR1MS ) O!RS & LE>N+ AB _! DR1MS4
,%[+ ! PLAN IS %>+ ) "S"O H[ ? BUSI;S
HAS EMP[]$ Y 6A*IEVE :AT IS P]SON,Y
IMPORTANT 6Y1 6AN EXT5T T Y N"E ?"\
POSSI#4 ,? IS :AT X M1NS 6MAKE A DR1M
2COME A R1L;Y6 ,! ?"\ T Y C HELP "S"O
A*IEVE _! DR1MS %D EXCITE ALL ( U 6%[ !
PLAN Z (T5 Z POSSI#4 ,! M (T5 Y %[ !
PLAN1 ! M QKLY Y W A*IEVE YR DR1MS1 TOO6
  ,AT FUNC;NS P (T5 ASK1 8,:AT IS DI6]5T
AB %[+ ! PLAN ) ,/YLE80 ,%[+ ! PLAN )
/YLE M1NS RAIS+ YR ,PQ1 ADAPT+ YR /YLE
6MEET YR PROSPECT'S NE$S Z Y %[ ! PLAN4
  ,AT ? PO9T 9 \R BOOK1 Y >E TAK+ ,/EP
,"O1 ,"U/&+ YRF1 & ,/EP ,TWO1 ,"U/&+
,ANO!R P]SON4 ,^! /EPS CR1TE A GR[+
AW>E;S T Y C TAKE ,/EP ,?REE1 ,ADAPT+
,YRF 6,_! NE$S1 & ? IS :AT WE D Z WE %[
! PLAN ) ,/YLE6 YR UPL9E HAS A SY/EM =
,%[+ ! PLAN2 WE WANT 6%[ Y T ADAPT+ YR
APPROA*1 ESPECI,Y H[ Y SAY ?+S1 DOES N
*ANGE ! PLAN AT ALL4 ,X SIMPLY MAKES Y
-MUNICATE M E6ECTIVELY6 YR K & APPLIC,N
( P]SONAL;Y 9SI<TS W EMP[] Y 6%[ ! PLAN
) R1L /YLE4
  ,%[+ ! PLAN ) /YLE 9 A GR\P PRES5T,N
M1NS TAK+ ! "T 69CLUDE /ATE;TS T W APP1L
6EA* P]SONAL;Y TYPE4 ,ALL ,,DISC TYPES W
USU,Y 2 LI/5+ :5 Y PRES5T ! PLAN 6A
GR\P4 ,US+ A V>I$ PACE1 "S"TS FA/]1
"S"TS M SL[LY1 W KEEP _! ATT5;N BE/4 ,2+
V EXCIT$ & VISUAL Z Y 9TRODUCE A 3CEPT1
B AL V C>E;L & A3URATE Z Y EXPLA9 !
DETAILS1 W 9CR1SE YR CR$IBIL;Y4
,PROGRESS+ E6ICI5TLY 6A /R;G 3CLU.N W
G5],Y GET YR BE/ RESULTS4 ,DRAW 9=M,N F
! SU7ES;NS = EA* (! ,,DISC TYPES 6RAISE
YR ,PQ = YR GR\P PRES5T,NS4
  ,%[+ ! PLAN 6A C\PLE OR AN 9DIVIDUAL
GIVES Y ! OPPORTUN;Y 6ADJU/ YR PRES5T,N
6SPECIFIC 9DIVIDUALS0 NE$S & P]SONAL;Y
/YLES4 ,& ADJU/+ YR /YLE Z Y %[ ! PLAN
IS :AT ? *APT] IS ALL AB4
    ,TWO ,DI6]5T ,P]SPECTIVES
  ,9 ,*APT] ,F\R1 WE 4CUSS$ H[ EA* TYPE
HAS A DI6]5T FOCUS Z !Y APPROA* !
BUSI;S4 ,Y & YR PROSPECT W USU,Y H
DI6]5T P]SONAL;Y /YLES1 S Y W NATUR,Y H
DI6]5T FOCUSES Z Y PROCESS 9=M,N4 ,Y W
AL H DI6]5T LIFE EXP]I;ES & PRIORITIES4
,:AT Y FEEL IS IMPORTANT 9 ! PLAN MAY 2
( LESS] IMPORT.E 6YR PROSPECT4 ,?9K AB !
DI6]5T FOCUSES T DI6]5T P]SONAL;Y /YLES
MAY H3
  ;,D TYPES >E DOM9ANT1 \TGO+ & TASK-
ORI5T$1 & T5D 6BE DIRECT1 FA/-PAC$ P4
,!Y RESPOND WELL 6P :O MAKE _! PO9T &
GIVE !M AN OPPORTUN;Y 6MAKE *OICES OR
MEET A *ALL5GE4 ,!Y LOVE 6SOLVE PRO#MS &
MAKE DECI.NS 6GET RESULTS4 ,!Y RESPOND
POORLY 6P :O RAM# OR (F] LIMIT$ OP;NS4
,!Y D N L FOLL[+ ORD]S1 B WD PREF] 6GIVE
ORD]S4
  ,I TYPES >E 9SPIR+1 \TGO+ & P-ORI5T$1
& T5D 6BE IMPULSIVE1 FA/-PAC$ P4 ,!Y
RESPOND WELL 6P :O SEEM 6BE LI<THE>T$ &
MAKE !M FEEL 9VOLV$ 9 ! FUN OR 9CLUD$ 9
! EXCITE;T4 ,!Y LOVE 6RCV RECOGNI;N 9 A
GR\P & APPROVAL F P4 ,!Y RESPOND POORLY
6P :O SEEM DRY & IMP]SONAL OR CUT !M (F
ABRUPTLY4 ,!Y D N L 2+ EXCLUD$ OR 4MISS$
Z SUP]FICIAL4
  ;,S TYPES >E SUPPORTIVE1 RES]V$ & P-
ORI5T$1 & T5D 6BE SWEET1 SL[]-PAC$ P4
,!Y RESPOND WELL 6P :O >E REASSUR+ & :O
GIVE !M "T 6W>M UP 6AN IDEA4 ,!Y LOVE
6TAKE A SUPPORTIVE ROLE ": "S"O ELSE
/>TS & RCVS ! ATT5;N ( O!RS :ILE !Y HELP
T P]SON 0-PLET+ ! PROJECT4 ,!Y RESPOND
POORLY 6P :O PU% !M 6MAKE DECI.NS OR
6ASSUME HI<-PROFILE VISIBIL;Y4 ,!Y D N L
RAPID *ANGE OR 2+ TAK5 = GRANT$4
  ;,C TYPES >E CAUTI\S1 RES]V$ & TASK-
ORI5T$1 & T5D 6BE 3SCI5TI\S1 SL[]-PAC$
P4 ,!Y RESPOND WELL 6P :O >E FACTUAL &
PROVIDE /ATI/ICAL BACKUP = ANY CLAIMS OR
/ATE;TS !Y MI<T MAKE4 ,!Y LOVE 6EXPLORE
ID1S & VALIDATE 3CEPTS4 ,!Y RESPOND
POORLY 6P :O ATTEMPT 63V9CE !M F AN
EMO;NAL VIEWPO9T OR 9VADE _! P]SONAL
SPACE4 ,!Y D N L SPONTANE;Y OR ILLOGICAL
RESPONSES4
    ,T>GET ,YR ,PLAN
  ,DI6]5T ASPECTS (! BUSI;S APP1L
6DI6]5T P]SONAL;Y /YLES4 ,:ILE "O F1TURE
MAY H NATURAL B5EFITS T ATTRACT "O
9DIVIDUAL1 ^? SAME B5EFITS MAY 2 ( LL
9T]E/ 6ANO!R4 ,:AT APP1LS 6"O MAY ACTU,Y
REPEL ANO!R6
  ,?9K AB ? =A MO;T4 ,WD Y CASU,Y WALK
UP 6A L1N1 M1N ,DOB]MAN ,P9S*] & PUT YR
H& \ 6PET HM8 ,PROBABLY N4 ,H["E1 IF A
,FR5* ,POODLE B\NC$ UP 6Y WA7+ 8 TAIL1
JUMP+ UP & D[N1 WI7L+ ALL OV]1 HAPPY &
EXCIT$1 WD Y FEEL BETT] & SAF] 6R1* \ &
PET HM8 ,SURELY Y WD6 ,:Y8 ,2C Y _H
OBS]V$ "S?+ AB 8 2HAVIOR1 OR TEMP]A;T1
OR P]SONAL;Y /YLE4 ,Y MI<T WANT !
,DOB]MAN 6GU>D YR HOME1 B T DEF5SIVE
2HAVIOR /YLE WD MAKE Y HESITATE 6BE FRLY
)A /RANGE DOG4 ,! POODLE'S FRLY 2HAVIOR
WD PROBABLY MAKE Y M -=TA# ) GIV+ HM A
FRLY LL PAT ON 8 H1D4 ,P >E J Z
PREDICTA#4 ,IF Y TAKE ! "T 6OBS]VE _!
2HAVIORS1 Y W IMMLY GET ?+S />T$ ON A
BETT]1 M POSITIVE1 NOTE4 ,ADAPT+ YRF
6APPROA* DI6]5T P 9 WAYS T >E B5EFICIAL
6!M W GRTLY 9CR1SE YR E6ECTIVE;S1 Z WELL
Z YR P]SONAL PRODUCTIV;Y4
  ,AL? ALL F1TURES (! PLAN C 2 ( B5EFIT
6ALL P]SONAL;Y TYPES1 ! PRES5T,N W 2
DI6]5T 2C X W EMPHASIZE DI6]5T B5EFITS4
,H[ D Y ADJU/ YR PRES5T,N 6BE M E6ECTIVE
9 %[+ ! PLAN8 ,TURN ! PAGE6

    ,%[+ ,! ,PLAN ,6 ,A ,HI< ;,D
  ,! HI< ;,DS MAY 2 ! MO/ DI6ICULT TYPE
6: W %[ ! PLAN4 ,! ;,D W WANT 6BE 9
3TROL & W *ALL5GE Y ON MO/ E PO9T T Y
MAKE4 ,2 5C\RAG$1 = IF Y C SURVIVE !
EXP]I;E1 ! ;,D TYPE W USE T SAME DRIVE
6DEVELOP _! BUSI;S ) Y6 ,!Y T5D 6?9K T
BUILD+ A P[];L1 9DEP5D5T BUSI;S IS A GRT
IDEA4 ,9 ,DR4 ,ROHM'S PRES5T,N1 ,SPONSOR
) ,/YLE61 HE %>ES3
7#AJ ,,TE*NIQUES ,,T ,,T>GET ,,! ;,D
,,/YLE ,,PREF];ES ,,:5 ,,%[+ ,,!
,,PLAN73
  ,EMPHASIZE OPPORTUN;Y--BE CR$I#4 ,? IS
AN 9CR$I# BUSI;S OPPORTUN;Y6 ,2 >M$ )A
P[];L PRES5T,N ( SU3ESS !Y C A*IEVE4
,EXPECT !M 6*ALL5GE YR FACTS1 N 6GET M
9=M,N1 B 6SEE IF Y RE,Y "K & 2LIEVE 9
:AT Y >E %[+ !M4
  ,2 E6ICI5T & BUSI;SLIKE4 ,TR1T ! DR1M
SES.N Z LESS (A 8:AT WD Y D IF '''0
4CUS.N & M L A 8:AT W Y D :5 Y SU3E$
'''0 4CUS.N4
  ,CL>IFY GOALS4 ,%[ ! K9D ( %ORT-T]M
RETURN T C 2 R1LIZ$1 & !N LET !M SEE !
L;G]-T]M RESULTS T W -E ) D$IC,N & H>D
"W4 ,2 DIRECT 9 PRES5T+ ! P & PRODUCTS1
Z "P (! PLAN4
  ,FOCUS ON MEET+S1 ACTIVITIES1 & %[+ !
PLAN4 ,%[ !M T EA* ACTIV;Y HAS A
PURPOSE1 & T Z !Y D EA* "O !Y 3TROL !
RESULTS4 ,_! H>D "W W PAY (F 9 ? BUSI;S6
  ,DON'T WA/E "T4 ,D N %ORT*ANGE _!
DR1M1 & DON'T LET !M PRESSURE Y 96GIV+
!M J ! B>E B"OS (! PLAN--B 2 GD1 2 QK1 2
G"O6
  ,LOOK AT ! BOTTOM L9E4 ,%[ :AT GRT
POT5TIAL ! BUSI;S HAS = !M & :AT O!RS H
A*IEV$2 !N ASK !M :AT O!R VEHICLE !Y H
6A*IEVE ^! RESULTS )9 ! SAME "T FRAME4
  ,2 PREP>$ & ORGANIZ$4 ,"K YR MAT]IALS
& 2 A# 6EXPLA9 !M P[];LLY & BRIEFLY4
,ASK "QS AB _! BUSI;S OP],N4 IF !Y H
A*IEV$ SU3ESS 9 _! CURR5T O3UP,N OR
BUSI;S 3C]N1 %[ 9T]E/ 9 :AT !Y H D"O &
ASK H[ !Y DID X4 ,USE ? 9=M,N AB !M
6TELL !M T Y "K !Y WD 2 SU3ESS;L 9 ?
BUSI;S6
  ,SOLVE PRO#MS & OBJEC;NS4 ,%[ ! "T
E6ICI5CY & F9ANCIAL RETURN T C CR1TE
FREEDOM--AG1 ASK IF !Y H ANY?+ ELSE T W
FULFILL _! GOALS )9 ? "T FRAME4 ,D N 2
AFRAID 6SAY1 8,I "U/& YR 3C]N4 ,C WE
EXPLORE ! OP;NS = ? TGR8 ,Y MAY HELP U
SOLVE T PRO#M40
  ,REVIEW ! P[] 9 \R 4TRIBU;N NET"W4
,PRES5T YR UPL9E Z A P[];L BUSI;S BUILD]
) :OM !Y C "W1 & TALK AB H[ !Y C 2 A BIG
A*IEV] 9 YR ORGANIZ,N4
                99 99 99
  ,"O ?+ IS SURE1 %[+ ! PLAN 6A HI< ;,D
W 2 A *ALL5GE6 ,N[ T Y H A G5]AL IDEA (
_! P]SPECTIVE1 2 SURE 63SID] YR [N /YLE1
TOO4 ,IF Y H A ,HI< ;,D /YLE1 Y W
NATUR,Y PRES5T ! PLAN 9 A MANN] 3SI/5T )
! PREF];ES ABV4 ,H[ W ? RELATE 6ANO!R
;,D1 AN 9FLU5C+ A SUPPORTIVE ;,S1 OR A
CRITICAL ?9K+ ;,C8 ,:5 TWO OR M
P]SONALITIES >E 9VOLV$1 WE CALL ? A
,-B9,N4 ,! FOLL[+ *>T W BETT] ASSI/ Y 9
"U/&+ ! HI< ;,D TYPE 9 ,-B9,N )! O!R
TYPES4
  ,IF Y >E A ;,D1 ,REMEMB] 6,PACE YR
,PRES5T,N6
  ;,D %[+ A ;,D3 EMPHASIZE ! OPPORTUN;Y2
LOOK AT ! BOTTOM L9E2 2 BUSI;SLIKE4
  ;,D %[+ AN ;,I3 EMPHASIZE SU3ESS;L P 9
! BUSI;S2 LOOK AT ! RECOGNI;N !Y C
A*IEVE2 2 M FRLY4
  ;,D %[+ AN ;,S3 EMPHASIZE UPL9E
SUPPORT2 LOOK AT RELIABIL;Y2 2 P]SONA#4
  ;,D %[+ A ;,C3 EMPHASIZE VALIDAT+
MAT]IAL2 LOOK AT H>D DATA2 2 PATI5T &
LOGICAL4

    ,%[+ ,! ,PLAN ,6 ,A ,HI< ,I ,TYPE
  ,! HI< ;,IS MAY 2 ! MO/ FUN TYPE 6: Y
W %[ ! ,PLAN6 ,! ,I W WANT 6TALK ) Y
65JOY YR ATT5;N & GA9 YR APPROVAL4 ,IF Y
C KEEP ! HI< ,I ON TRACK1 HE OR %E W 2
EXCIT$ & WANT 6TELL Y A /ORY AB _M (!
?+S Y %>E ) !M4 ,2 5C\RAG$1 = IF Y C
DIRECT ! EXP]I;E1 ! ,I TYPE W USE T SAME
5?USIASM 6DEVELOP _! BUSI;S ) Y6 ,!Y T5D
6?9K T BUILD+ A BUSI;S ) S _M P IS A GRT
IDEA4 ,9 ,DR4 ,ROHM'S PRES5T,N1 ,SPONSOR
) ,/YLE1 HE %>ES3
7#AJ ,,TE*NIQUES ,,T ,,T>GET ,,! ;,I
,,/YLE ,,PREF];ES ,,:5 ,,%[+ ,,!
,,PLAN73
  ,USE TE/IMONIALS4 ,R1L LIFE /ORIES
HELP !M 5VI.N _! FUTURE SU3ESS4 ,USE !
,AMAGRAM 6%[ !M PICTURES ( R1L P4 ,? W
GET !M EXCIT$ AB :O !Y C "K6
  ,2 FRLY4 ,SMILE1 RELAX & 5JOY YR
3V]S,N2 %[ 9T]E/ 9 _! EXP]I;ES4 ,X IS
IMPORTANT 6! HI< ,I = Y 65JOY 2+ ) !M6
  ,LET !M TALK4 ,"U/& T ! HI< ,I NATUR,Y
?9KS \ L\D :5 TALK+ AB "S?+4 ,IF !Y >E N
TALK+ AT ALL1 Y H LO/ !M6 ,! TRICK = Y W
2 6LET !M TALK1 B N LET !M DIV]T ! :OLE
3V]S,N AWAY F %[+ ! PLAN4
  ,DON'T DWELL ON DETAILS4 ,!Y W LOSE
9T]E/ IF Y G 96DETAILS L ! BONUS S*$ULE1
& W ONLY SKIM ! ,,SA-#DDJJ1 S FOCUS ON
H[ ! CIRCLES "W F/4 ,APPLY ALL ! 9COMES
6_! DR1MS6
  ,2 5?USIA/IC4 ,SAY ?+S L 8,WDN'T X 2
FUN IF WE CD '''0 ,FOLL[ ? PHRASE )
S"EAL POSITIVE PICTURES (! SU3ESS T Y
5VI.N 9 "W+ ) !M1 & !N ASK1 8,C Y SEE U
''' @80 ,5JOY _! ANSW]S6
  ,DROP "NS4 ,PA9T AN EXCIT+ PICTURE (
YR UPL9E L1D]S1 FUNC;N SP1K]S1 & O!RS 9
A WAY T YR HI< ,I PROSPECT W WANT 6MEET
!M--& 2 "KN 0!M4
  ,PROVIDE RECOGNI;N = _! A*IEVE;TS4 ,%[
DELI<T 9 :AT !Y H D"O S F>1 & H[ ^?
A*IEVE;TS W HELP !M MOVE AH1D 9 !
BUSI;S4 ,RECOGNIZE ESPECI,Y _! ABIL;Y
6LE>N & W>MLY PRES5T ! BUSI;S4
  ,%[ APPROVAL4 ,LET !M "K Y L !M6 ,%[
!M T Y WANT !M 6H ! SU3ESS & RECOGNI;N
!Y C F9D 9 ? BUSI;S4
  ,SUPPORT _! DR1MS4 ,5?USIA/IC,Y 5T]
96PA9T+ _! DR1M PICTURES ) !M &
EMPHASIZE H[ EXCIT$ Y >E GO+ 6BE :5 Y H
HELP$ !M ATTA9 _! DR1MS4
  ,USE _! [N ^WS1 & %\T !M BACK4 ,LI/5 =
PHRASES T M1N A LOT 6!M & USE !M 9 YR
FE$BACK 6!M4 8,I HE>D Y SAY '''0 ,!Y W
HE> Y M E6ECTIVELY 2C !Y FEEL Y
RECOGNIZE1 "U/& & A3EPT !M4
                99 99 99
  ,"O ?+ IS SURE1 %[+ ! PLAN 6A HI< ,I W
2 GRT FUN6 ,N[ T Y H A G5]AL IDEA ( _!
P]SPECTIVE1 2 SURE 63SID] YR [N /YLE
TOO4 ,IF Y >E A ,HI< ,I1 Y W NATUR,Y
PRES5T ! PLAN 9 A MANN] 3SI/5T )!
PREF];ES ABV4 ,H[ W ? RELATE 6ANO!R ,I1
A DRIV+ ;,D1 A SUPPORTIVE ;,S1 OR A
CRITICAL ?9K+ ;,C8 ,:5 TWO OR M
P]SONALITIES >E 9VOLV$1 WE CALL ? A
,-B9,N4 ,! FOLL[+ *>T W BETT] ASSI/ Y 9
"U/&+ ! HI< ,I TYPE 9 ,-B9,N )! O!R
TYPES4
  ,IF Y >E AN ,I1 REMEMB] 6PUT ,FACTS 9
YR FUN PRES5T,N6
  ,I %[+ A ;,D3 EMPHASIZE R1L RESULTS2
LOOK AT MEET+S & ACTIVITIES2 2 PREP>$ )
BOTTOML9E FACTS4
  ,AN ,I %[+ AN ,I3 EMPHASIZE APPROVAL (
_! DR1MS2 LOOK AT R1L P 9 ! BUSI;S2 2
AW>E ( YR PLAN4
  ,AN ,I %[+ AN ;,S3 EMPHASIZE SECUR;Y (
! SY/EM2 LOOK AT H[ Y C HELP !M2 2 M
PATI5T ) !M4
  ,AN ,I %[+ A ;,C3 EMPHASIZE QUAL;Y
MAT]IALS2 LOOK AT 3S]VATIVE EXPECT,NS2 2
S9C]ELY 3FID5T4

    ,%[+ ,! ,PLAN ,6 ,A ,HI< ;,S
  ,! HI< ,SS MAY 2 ! MO/ PL1SANT TYPE 6:
Y W %[ ! PLAN4 ,! ;,S W WANT 6BE ) Y Z Y
G5TLY PRES5T ! PLAN1 ,!Y W N *ALL5GE Y1
B W NE$ "T 6?9K AB ! SUPPORT Y (F] 9 !
BUSI;S4 ,2 5C\RAG$1 = IF Y C 2 PATI5T 9
! EXP]I;E1 ! ;,S TYPE W USE T SAME
/1DI;S 6DEVELOP _! BUSI;S ) Y6 ,!Y T5D
6?9K T BUILD+ A T1M "? A PROV5 PLAN =
BUSI;S IS A PRACTICAL IDEA4 ,9 ,DR4
,ROHM1;S PRES5T,N1 ,SPONSOR ) ,/YLE1 HE
%>ES3
7#AJ ,,TE*NIQUES ,,T ,,T>GET ,,! ;,S
,,/YLE ,,PREF];ES ,,:5 ,,%[+ ,,!
,,PLAN73
  ,PROVIDE REASSUR.E4 ,!Y >E N -=TA#
MAK+ QK DECI.NS1 S HELP !M SEE T ! PLAN
IS A PROCESS & Y W WANT !M 6BE -=TA# )!
BUSI;S Z !Y G "? ? PROCESS4 ,REASSURE !M
T !Y C -E 6Y AT ANY "T :5 !Y H A "Q OR
NE$ ASSI/.E4
  ,ASK = _! HELP & %[ APPRECI,N4 ,ASK T
!Y HELP Y 0ASK+ "QS Z Y PRES5T ! PLAN4
,"QS T !Y MAY H W NE$ 6BE ANSW]$ = O!RS
TOO S LET !M "K T Y APPRECIATE _! "QS4
  ,/RESS ! SECUR;Y ( BUILD+ ! BUSI;S 0!
SY/EM4 %[ !M ! PROV5 PLAN = SU3ESS 9 !
BUSI;S1 &! RELIABIL;Y & RESPONSIVE;S (!
,CORPOR,N 6,9DEP5D5T ,BUSI;S ,[N]S &
CU/OM]S4 ,EMPHASIZE H[ Y W ASSI/ !M
P]SON,Y4
  ,EXPLA9 ! PLAN M -PLETELY4 ,!Y NE$
6FEEL T !Y H _H "T 6PROCESS ! 9=M,N &
"U/& X 6_! SATISFAC;N4 ,LET !M "K T Y
WAN !M 6BE SATISFI$ )! PROCESS "? : Y >E
TAK+ !M4
  ,%[ H[ FAMILY MEMB]S W RCV B5EFITS4
,ASK !M AB _! FAMILY & TAKE "T 6A6IRM H[
IMPORTANT _! FAMILY IS 6!M4 ,G5TLY ASK
!M 6EXPLORE ISSUES T 9VOLVE _! SP\SE1 _!
P>5TS1 OR _! *N4 ,TALK AB ! IMPORT.E (
"T TGR1 RETIRE;T & SECUR;Y1 FUTURE
COLLEGE CO/S1 OR -=TA# HOME 6F9D ! NE$
!Y MI<T L 6MEET )! BUSI;S4 %[ !M T !
BUSI;S C 2 A PR(ITA# EXT5.N (! NET"W !Y
ALR %>E ) FRS1 NEI<BORS1 & FAMILY4
,EMPHASIZE T TGR1 "EY"O B5EFITS4
  ,PACE YRF4 ,MAKE YR PACE MEET _!S1 2C
X IS V IMPORTANT T !Y FEEL -=TA#4 ,IF !Y
ASK IF Y WD L "S?+ 6DR9K1 SAY YES6 ,ALL[
!M 6%>E ) Y S T Y C %>E ) !M4
  ,GIVE EXAMPLES4 YR [N POSITIVE P]SONAL
EXP]I;ES )! ,CORPOR,N &) YR UPL9E W 2 A
PROV5 EXAMPLE (! SECUR;Y & /ABIL;Y (!
BUSI;S4
  ,HELP !M SEE T _! DECI.N IS "R4 ,A6IRM
) !M T ! QUIET DECI.N 6PROCE$ 9 ! PLAN W
B5EFIT !M4 ,GIVE !M YR SUPPORT 0TAK+ M
"T ) !M IF !Y NE$ X4
  ,GIVE FULL EXPLAN,NS4 ,"U/& T REQUE/S
= M 9=M,N >E N S M* F SKEPTICISM Z F A
DESIRE 6GIVE Y AN 9TELLIG5T 8YES40
  ,USE A QUIET1 CALM MANN]4 ,4PLAY+ A
HI< LEVEL ( EXCITE;T & ACTIVE 5?USIASM W
N CAUSE !M 6MOVE T[>D Y1 2C !Y T5D 63C1L
_! [N EMO;NS4 ,R1 %[ W>M? 9 YR EYES & 9
^WS T W REV1L YR /1DY -MIT;T 6! BUSI;S4
                99 99 99
  ,"O ?+ IS SURE1 %[+ ! PLAN 6A HI< ;,S
W 2 A PROCESS6 ,N[ T Y H A G5]AL IDEA (
_! P]SPECTIVE1 2 SURE 63SID] YR [N /YLE
TOO4 ,IF Y >E A ,HI< ;,S1 Y W NATUR,Y
PRES5T ! PLAN 9 A MANN] 3SI/5T )!
PREF];ES ABV4 ,H[ W ? RELATE 6ANO!R ;,S1
A DRIV+ ;,D1 AN 9FLU5C+ ,I1 OR A
CRITICAL ?9K+ ;,C8 ,:5 TWO OR M
P]SONALITIES >E 9VOLV$1 WE CALL ? A
,-B9,N4 ,! FOLL[+ *>T W BETT] ASSI/ Y 9
"U/&+ ! HI< ;,S TYPE 9 ,-B9,N )! O!R
TYPES4
  ,IF Y >E AN ;,S1 REMEMB] 6%[ 3FID;E 9
YR PRES5T,N6
  ,AN ;,S %[+ A ;,D3 EMPHASIZE :AT !Y C
D2 LOOK AT ! P[] 9 ! SY/EM2 2 SURE 6%[
!M RESULTS4
  ,AN ;,S %[+ AN ,I3 EMPHASIZE _! \TGO+
NATURE2 LOOK AT FRS & FUNC;NS2 2 A LL M
5?USIA/IC4
  ,AN ;,S %[+ AN ;,S3 EMPHASIZE FAMILY
B5EFITS2 LOOK AT YR SU3ESS )! SY/EM2 2
YRF4
  ,AN ;,S %[+ A ;,C3 EMPHASIZE AN
EXCELL5T SY/EM2 LOOK AT VALIDAT+
MAT]IAL2 2 3SI/5T & K9D4
    ,%[+ ,! ,PLAN ,6 ,A ,HI< ;,C ,TYPE
  ,! HI< ,CS MAY 2 ! MO/ C>E;L TYPE 6: Y
W %[ ! PLAN4 ,! ;,C W WANT 6"U/&
-PLETELY & W "Q Y ON MO/ E PO9T T Y
MAKE4 ,2 5C\RAG$1 = IF Y C DRAW !M 6A
3CLU.N "? ! EXP]I;E1 ! ;,C TYPE W USE T
SAME 3SCI5TI\S;S 6DEVELOP _! BUSI;S ) Y6
,!Y T5D 6?9K T BUILD+ A 3SI/5T1 PR(ITA#
BUSI;S IS A R1SONA# IDEA4 ,9 ,DR4
,ROHM'S PRES5T,N1 ,SPONSOR ) ,/YLE1 HE
%>ES3
7#AJ ,,TE*NIQUES ,,T ,,T>GET ,,! ;,C
,,/YLE ,,PREF];ES ,,:5 ,,%[+ ,,!
,,PLAN73
  ,GIVE FULL EXPLAN,NS4 ,2 N1T 9 !
APPE>.E ( YR CIRCLES1 & D MAKE SURE YR
NUMB]S >E "R4 ,"W F A NOTE C>D OR A N1T
8*1T %EET0 6%[ !M T Y >E 2+ C>E;L 6GIVE
!M CORRECT 9=M,N4
  ,D N 8H>D SELL0 !M4 ,A W>M H&%AKE IS
APPROPRIATE = BUSI;S )A HI< ;,C1 & ANY?+
PHYSIC,Y OR EMO;N,Y CLOS] MAY (F5D !M4
,VALIDATE ! IMPORT.E ( _! DR1MS1 EV5 ?\<
!Y MAY N APPE> 6BE V EXCIT$ AB !M
\TW>DLY4
  ,PROVIDE QUAL;Y ANSW]S4 ,MAKE EYE
3TACT & SP1K ?"\;LLY1 S !Y P]CV T Y H
ACTU,Y HE>D !M4 ,IF Y RE,Y NE$ M 9=M,N =
!M1 D N GUESS OR G5]ALIZE1 B ASK !M IF Y
C GET A M -PLETE ANSW] = !M4
  ,AGREE ON M9OR PO9TS4 ,MAKE SURE T Y
AGREE ON MAJOR 3CEPTS1 & TRY 6BE "U/&+
AB _! R1SON+ ON M9OR PO9TS ( DI6];E4
,HI< ,CS HATE 2+ %[N T !Y >E WR;G1 S
AGREE+ ON M9OR PO9TS BUILDS YR CR$IBIL;Y
) !M4
  ,DEMON/RATE PATI;E4 Y M/ GIVE !M
P]MIS.N 6VALIDATE ! 9=M,N Y GIVE !M4 ,2
PATI5T1 & D N FEEL T ? IS A LACK (
3FID;E 9 Y4 ,!Y M/ H 3FID;E 9 YR 9=M,N1
& ? 3FID;E W ONLY -E :5 Y ALL[ !M 6*ECK
T 9=M,N ) ANO!R S\RCE4
  ,2 3S]VATIVE1 N EXA7]ATIVE4 ,IF !Y
P]CV T YR DATA IS R1SONA#1 Y 2COME
TRU/WOR?Y Z A S\RCE ( 9=M,N4 ,IF Y
OV]/ATE /ATI/ICS OR PREDIC;NS1 !Y H A
KE5 ABIL;Y 6FOCUS ON ?4 ,PO9T \ !
VALID;Y (! ,,SA-#DDJJ 9=M,N Z A R1SONA#
AV]AGE4 ,TELL !M T _M H D"O M1 B ? IS A
R1SONA# EXPECT,N4
  ,PROVIDE A S9C]E ATMOSPH]E4 ,LET !M "K
T Y >E 3FID5T T ? BUSI;S W )/& ! CLOSE/
EXAM9,N4 ,GIVE !M P]MIS.N 9 ADV.E
6C>E;LLY 3SID] ! OPPORTUN;Y & -E 6_! [N
DECI.N4 ,LET !M "K T Y WANT :AT !Y
DECIDE IS BE/ = !M4
  ,EXPLA9 SU6ICI5T DETAILS4 Y CD 2COME
SIDETRACK$ EXPLA9+ H[ PRODUCTS C 2 %IPP$
6,>G5T9A1 B DON'T TRY 63V9CE !M 9 "O
PRES5T,N 0! ABUND.E ( YR DETAIL = E "Q4
,PROVIDE 5 BASIC 9=M,N S T !Y C "U/& !
SY/EM & T ! ORGANIZ,N HAS A PLAN T C
A3OMMODATE ! UNEXPECT$4
  ,DEMON/RATE ! VALUE & EXCELL;E (!
PROGRAM4 ,! QUAL;Y (! PRODUCTS1 CO/
-P>ISONS1 &! ,-P5S,N PLAN MATT] 6HI< ,CS
M ?AN REL,N%IPS OR A*IEV+ REW>DS4 ,LET
!M LOOK AT ! ,AMAGRAM & CATALOGS = A4$
CR$IBIL;Y4
                99 99 99
  ,"O ?+ IS SURE1 %[+ ! PLAN 6A HI< ;,C
W TAKE A -MIT;T6 ,N[ T Y H A G5]AL IDEA
( _! P]SPECTIVE1 2 SURE 63SID] YR [N
/YLE TOO4 ,IF Y >E A ,HI< ;,C1 Y W
NATUR,Y PRES5T ! PLAN 9 A MANN] 3SI/5T )
! PREF];ES ABV4 ,H[ W ? RELATE 6ANO!R
;,C1 A DRIV+ ;,D1 AN 9FLU5C+ ,I1 OR A
SUPPORTIVE ;,S8 ,:5 TWO OR M
P]SONALITIES >E 9VOLV$1 WE CALL ? A
,-B9,N4 ,! FOLL[+ *>T W BETT] ASSI/ Y 9
"U/&+ ! HI< ;,C TYPE 9 ,-B9,N )! O!R
TYPES4
  ,IF Y >E A ;,C1 REMEMB] 6EXPRESS YR
C>E = !M 9 YR PRES5T,N4
  ;,C %[+ A ;,D3 EMPHASIZE GOALS2 LOOK
AT _! A3OMPLI%;TS2 2 E6ICI5T 9 YR USE (
"T4
  ;,C %[+ AN ,I3 EMPHASIZE T Y L !M2
LOOK AT ! P 9 ! BUSI;S2 2 M WILL+ 6LI/54
  ;,C %[+ AN ;,S3 EMPHASIZE T1M"W2 LOOK
AT _! "U/&+2 2 W>M] & CALM4
  ;,C %[+ A ;,C3 EMPHASIZE EXCELL;E (!
BUSI;S2 LOOK AT MAJOR 3CEPTS2 2 AGREEA#4
  ,6DEVELOP GRT] EXP]TISE & 9SI<T1 WE
RECOMM5D T Y3

,ORD] ! ,P[] ,PLAN ,PAGES1 DESIGN$ = YR
  ,FRANKL9 PLANN]4 ,^! SPECIAL 9S]T
  PAGES >E R1DY REF];E = ISSUES REG>D+
  YR BUSI;S4 ,!Y 9CLUDE TIPS = %[+ !
  PLAN1 -MUNICAT+ E6ECTIVELY ) DI6]5T
  /YLES & *>TS = RECORD+ REM9D]S AB YR
  ,9DEP5D5T ,BUSI;S ,[N]S4
,ORD] ,:O ,D ,Y ,?9K Y ,>E ,ANYWAY81 AN
  IN-DEP? REF];E = M -PLETE EXPLAN,NS (!
  V>I\S P]SONAL;Y /YLES 9 -B9,N ) "O
  ANO!R4 ,X W HELP Y 6"U/& H[ Y C A*IEVE
  H>MONY AT "W1 9 YR FAMILY1 & 9 YR
  BUSI;S4 ,^! PRODUCTS >E AVAILA# ON !
  =M 9 ! BACK ( ? BOOK4

    ,RAIS+ ,YR ,PQ ,6 ,%[ ,! ,PLAN ,)
    ,/YLE
  ,RAIS+ YR ,PQ W MAKE Y M P]SUASIVE Z Y
%[ ! PLAN4 P]SUA.N IS N MANIPUL,N4
,MANIPUL,N M1NS 86*ANGE 0>T;L OR UNFAIR
M1NS S Z 6S]VE "O'S PURPOSE40 ,9 3TRA/1
,BILL ,GO?>D EXPLA9S1 8P]SUA.N IS GUID+
VITAL TRU?S >.D O!R ,P'S M5TAL
ROADBLOCKS40 Y D N WANT 6B5D OR BR1K !
TRU?4 ,Y WANT 6%>E ! TRU? 9 A WAY T
ANO!R P]SON C APPLY ! TRU? 6! R1L;Y ( _!
LIFE "R N[4 ,!N !Y MAY DESIRE 6APPLY T
TRU? 9 ! NE> FUTURE4
  ,AN ,,IBO _H 3TACT$ A NEW PROSPECT &
RE,Y HOP$ T ? PROSPECT WD EXP& 8 BUSI;S
96! NEW >EA ": ! PROSPECT LIV$4 ,"O
EV5+1 HE & 8 WIFE MET ) ? PROSPECTIVE
C\PLE 6%[ ! PLAN 6!M4
  ,A SMIL+1 EXCIT$ WOMAN W>MLY WELCOM$
!M 96H] HOME4 ,%E 9VIT$ !M 96! LIV+
ROOM1 ": %E & H] HUSB& SAT D[N ) !M4 ,%E
0 QK 6RESPOND Z ! 3V]S,N TURN$ 6DR1MS4
,:ILE H] HUSB& QUIETLY LI/5$1 %E LAU<$ &
TALK$ ) !M AB H] L;G+ =A LIFE/YLE ": %E
0 FREE 6H FUN ) H] KIDS & EXPLORE ! _W )
H] HUSB& & *N6
  ,? ,,IBO KNEW %E DEF9ITELY _H A HI< ,I
/YLE6 ,HE FELT H] 9T]E/ & APPRECIAT$ H]
5?USIASM1 B HE AL WANT$ 6E6ECTIVELY
-MUNICATE ) H] HUSB&1 :O SEEM$ S DI6]5T4
,! ,,IBO REMEMB]$ T A SP\SE C H A /YLE T
IS OPPOSITE F _! "PN]4 ,LOOK+ AT !
,,DISC MODEL 9 8 ,P[] PLAN ,PAGES1 HE
LOOK$ OPPOSITE ! HI< ,I 6F9D ! ,HI< ;,C
TYPE4 P]H ? HUSB& _H A HI< ;,C /YLE6
  ,:5 SP1K+ 6! HUSB&1 ! ,,IBO DIRECT$ !
3V]S,N 6FACTS & FIGURES AB ! BUSI;S
OPPORTUN;Y4 ,:ILE HE SEEM$ M 9T]E/$ 9 ?1
X DID N SEEM 6BE ! K9D ( 9=M,N AB : HE
RE,Y C>$4 ,HE 0 R1DY 6CALL _! MEET+ 6A
CLOSE1 ?9K+ X 0 A WA/E ( 8 "T4
  ,SE>*+ =A P]SONAL 3NEC;N ) ? TASK-
ORI5T$ MAN1 ! ,,IBO NOT$ ! DI6];E LIV+ 9
A L>GE C;Y M/ MAKE 9 8 "T S*$ULE4 8,TELL
ME10 HE ASK$ ! PROSPECT1 8:Y D Y MAKE YR
RU% H\R -MUTE 96! C;Y E "D80
  ,! PROSPECT1 HAV+ A HI< ;,C /YLE1
ACTU,Y HAT$ SITT+ 9 TRA6IC TWO H\RS A
"D1 UNA# 6A3OMPLI% ANY?+ M1N+;L6 ,HE
%RU7$ (F ! "Q )A RES]V$ ANSW]3 8,WELL1
X'S J "P (! RAT RACE1 ,I GUESS40 ,!N !
,9DEP5D5T ,BUSI;S ,[N] NO4$ 8 H1D1 SMIL$
& REPLI$3 8,WELL1 ,W ,ROG]S SD1 ,8,!
TR\# )! RAT RACE IS T1 EV5 IF Y W91 Y'RE
/ A RAT60' ,I US$ 6H T PRO#M1 TOO1 UNTIL
,I F.D ! WAY \ '''0 ,_H ? ,9DEP5D5T
,BUSI;S [N] RE,Y F.D A NO-NONS5SE WAY
6GET \ (! RAT RACE8 ,? PROSPECT 0 N[
WILL+ 6LI/54 ,! PROSPECT 0 9T]E/$ 2C !
,,IBO _H 4COV]$ 8 R1L NE$4
  ,A TREM5D\SLY PR(ITA# "PN]%IP HAS GR[N
F T F/ MEET+1 2C ! ,,IBO RAIS$ 8 ,PQ
64COV] 8 PROSPECTS0 DR1MS & NE$S4 ,9
FACT1 ^? PROSPECTS 2CAME ! ,,IBO'S F/
,EM]ALD LEG6
  ,RAIS+ YR ,PQ IS (T5 ! KEY 6GETT+
"S"O'S ATT5;N & TURN+ !M >.D4
  ,X IS BE/ 6%[ ! PLAN 04COV]+ ! DR1MS (
! ,PROSPECTS & H[ ! BUSI;S B5EFITS !M4
,J Z DR1MS >E "S?+ !Y WD RE,Y LOVE 6H 9
_! LIVES1 "S"TS !Y MAY 2 M 9 T\* ) "S?+
!Y WD RE,Y LOVE 6H \ ( _! LIVES4 ,GETT+
"S?+ \ ( _! LIVES C AT "TS 2 ! MAJOR
DRIV+ =CE T CAUSES P 6*ANGE DIREC;NS 9
_! LIVES4 ,! PROSPECT MAY 2 M /R;GLY
MOTIVAT$ AWAY F "S?+ ?AN T[>D "S?+ ELSE4
,"H >E A FEW EXAMPLES3
  ,P]H A ;,D IS TIR$ ( ANSW]+ 6L1D]S :O
WON'T L1D1 Y MI<T SU7E/ T %E RE,Y WANTS
6BE H] [N BOSS4 ,MAYBE AN ,I WANTS FEW]
3/RA9TS & M FREE "T4 ,Y MI<T SU7E/ T HE
WANTS A LIFE/YLE T IS M FLEXI#4 ,AN ;,S
MAY 2 FEEL+ US$ & TAK5 = GRANT$4 ,Y MI<T
SU7E/ T %E WD L 6BE "P (A T1M ": EA*
P]SON C>RIES H] [N WEI<T4
  ,A ;,C MI<T 2 FRU/RAT$ 0A LACK (
PLANN+ & 3/ANT A3OMMOD,N = RU%$1 L[]
QUAL;Y "W4 ,Y MI<T SU7E/ T HE WD L A
PLAN T W ALL[ PURSUIT ( EXCELL;E =
QUAL;Y GDS & S]VICES4
  ,WE SU7E/ T Y ALW TRY 6F9D ! POSITIVE
DR1MS T RELATE 6ANY P]SON'S NE$S2 KEEP !
T"O ( YR PRES5T,N POSITIVE6 ,MOTIV,N C 2
POSITIVE OR NEGATIVE1 S X IS IMPORTANT
6RAISE YR ,PQ Z Y C>E;LLY LI/5 6_! NE$S4
,SU7E/ ! DR1MS T C MEET ^? NE$S )!
B5EFITS ( YR BUSI;S OPPORTUN;Y4

    ,RAIS+ ,\R ,DR1M-BUSI;S ,PQ
  ,DOES YR GR\P CALL X 8DR1M-BUILD+10 OR
! 8DR1M SES.N10 OR POSSIBLY "S?+ ELSE8
,:AT"E Y CALL X1 X'S ! BIG 8,:AT ,IF
'''0 "P ( YR PRES5T,N4 ,EA* P]SONAL;Y
/YLE HAS _! [N DR1M-BUILD+ PATT]NS4 ,!
FOLL[+ "QS WD 2 GD 6ASK :5 4COV]+ !
PROSPECT'S DR1M3

,=! HI< ;,D1 ?9K 9 T]MS ( 8,:AT '''03
  ,:AT IF ''' "T & M"OY 7 N AN ISSUE8
,:AT IF ''' Y CD SP5D ! RE/ ( YR LIFE
  DO+ ! ?+S Y WANT 6D8
,:AT IF ''' Y CD TRY "S?+ & KNEW = SURE
  Y WD N FAIL8
,:AT IF ''' Y CD LIVE ANY": 9 ! _W8
,:AT IF ''' Y CD [N ANY C> Y WANT$8
,:AT IF ''' Y CD VAC,N ) YR SP\SE :]"E Y
  WANT$8
,:AT IF ''' Y CD TAKE 3TROL OR [N YR [N
  BUSI;S8
,:AT IF ''' Y CD RESPOND ) YR WALLET !
  SAME WAY YR HE>T RESPONDS 6O!R P'S
  NE$S8

  ,=! HI< ,I1 ?9K 9 T]MS ( 8,:O '''0

,:O ''' WD Y L YR KIDS GO+ 6S*OOL )8
,:O ''' WD Y L YR SP\SE SP5D+ _! FREE "T
  )8
,:O ''' CD HELP Y GA9 F9ANCIAL FREEDOM8
,:O ''' WD Y L 6SP5D YR "T ) E>N+ M"OY8
,:O ''' WD Y L 6-E 6YR NEW HOME8
,:O ''' WD Y L 6G ) Y ON REW>D TRIPS8
,:O ''' WD Y L 6SEE Y :5 Y WALK ACR !
  /AGE8
,:O ''' WD Y L 6%[ (F T DR1M C> TO8

  ,=! ;,S1 ?9K 9 T]MS (1 8,H[ '''0

,H[ ''' C ,I HELP Y A*IEVE YR DR1MS8
,H[ ''' C ,I GET Y ! 9=M,N Y NE$ 63SID]
  ? OPPORTUN;Y8
,H[ ''' C ,I BE/ ANSW] YR "QS8
,H[ ''' C Y RE>RANGE YR S*$ULE 6BE A#
  6MEET ) ME8
,H[ ''' >E Y FEEL+ AB ": Y >E N[ 9 YR
  LIFE8
,H[ ''' WD Y L 6SUPPORT YR FAMILY M
  EASILY8
,H[ ''' WD Y L 6FIT 96YR GR\P OR
  ORGANIZ,N8
,H[ ''' D Y L 6HELP P )! EXTRA RES\RCES
  ? BUSI;S CD G5]ATE8

  ,=! ;,C1 ?9K 9 T]MS (1 ,:Y44

,:Y ''' >E Y 3C]N$ AB YR FUTURE8
,:Y ''' IS F9ANCIAL FREEDOM IMPORTANT
  6Y8
,:Y ''' IS X IMPORTANT 6Y 6BE ASSOCIAT$
  )A QUAL;Y -PANY8
,:Y ''' WD ? OPPORTUN;Y 9T]E/ Y8
,:Y ''' IS ? BUSI;S A GD PLAN = Y8
,:Y ''' >E YR BUY+ HABITS EASY 6*ANGE8
,:Y ''' D S _M P L ^! PRODUCTS8
,:Y ''' WD ? BUSI;S /R5G!N Y & YR SP\SE
  Z A C\PLE8

    ,"R ,^WS1 ,"R ,"T
  ,! "R ^W AT ! "R "T C MAKE YR
PRES5T,N4 ,H[ _M /ORIES H Y HE>D F
,DIAMONDS :O C LAU< N[1 :5 !Y _H CRI$1
OV] ! WR;G ^W SD AT J ! WR;G "T8 ,"! IS
A DEGREE ( %[MAN%IP 9 PRES5T+ ! BUSI;S
PLAN T ALL ( U C LE>N4 ,! LEG5D>Y
PUBLI%]1 ,JOSEPH ,PULITZ]1 :O CR1T$ !
_W-REN[N$ ,PULITZ] ,PRIZE1 P5N$ ^! ^WS Z
A GUIDEL9E = REPORT]S 9 TELL+ A /ORY4
,REMEMB] ^! ^WS Z Y %[ ! PLAN3
  ,PUT X 2F !M BRIEFLY S !Y W R1D X1
,TELL !M CLE>LY S !Y W APPRECIATE X1 %[
X PICTURESQUELY S !Y W REMEMB] X1 ,& ABV
ALL1 A3URATELY S !Y W 2 GUID$ 0XS LI<T4
  ,JOSEPH ,PULITZ] WROTE ? 2F ,,DISC 0
DEVELOP$1 B C Y SEE :Y 8 ^WS >E S P[];L8
,EA* P]SONAL;Y TYPE IS REPRES5T$ 9 ?
3CEPT3

;,D3 ,PUT X 2F !M BRIEFLY S !Y W R1D X
,I3 %[ X PICTURESQUELY S !Y W REMEMB] X
;,S ,TELL !M CLE>LY S !Y W APPRECIATE X
;,C ,& ABV ALL1 A3URATELY S !Y W 2 GUID$
  0XS LI<T4

  ,*OOSE ^WS T W A4RESS EA* P]SONAL;Y
TYPE Z Y RAISE YR ,PQ 6-MUNICATE ) _!
/YLE4 ,YR PRES5T,N W 2 M P]SUASIVE IF X
IS P]SONAL4 ,YR EXCITE;T W %[ Z Y %>E YR
WOND];L EXP]I;ES 9 ! BUSI;S4 ,REMEMB] T
Y >E ! "P ( YR ORGANIZ,N T !Y C SEE6 ,A
USE;L TE*NIQUE 6L[] RESI/.E IS ! 8FEEL1
FELT1 F.D0 ME?OD4 ,X C 2 A BRIDGE F YR
EXP]I;E 6A QUAL;Y ANSW] 6_! "Q4

    ,FEEL ,FELT ,F.D ,ME?OD
  8,I "K H[ Y FEEL0 M1NS ,I ID5TIFY ) Y4
  8,IN FACT1 ,I FELT ! SAME WAY0 M1NS ,I
"U/&2 ,I 0 "!1 TOO4
  8,MAY ,I TELL Y ,:AT ,I F.D80 M1NS :AT
,I F.D MAY HELP Y1 TOO4

    ,F1TURES ,& ,B5EFITS
  ,! LA/ FOCUS Z Y =MULATE YR "QS &
/ATE;TS = ,%[+ ! ,PLAN ) ,/YLE IS LE>N+
6SELL B5EFITS 9/1D ( F1TURES4 ,HOLD ONTO
YR HAT6 ,? IS "O ( ,DR4 ,ROHM'S FAVORITE
"PS (! BOOK6 ,Z WE "W$ ON ? MAT]IAL1 X
HELP$ HM 6BETT] SEE ! DI6];E 2T :AT ANY
PRODUCT HAS V]SUS :Y P ACTU,Y NE$ X6
  ,WE NATUR,Y SEEM 6WANT 6EXPLA9 ALL !
F1TURES (! BUSI;S B WE MAY N"E 3NECT ^?
F1TURES )! B5EFITS T !Y ,PROVIDE4
,B5EFITS1 N F1TURES1 MEET ! NE$S (!
PROSPECT4 ,/EW>T W N"E =GET ! EXP]I;E T
TAU<T HM ! DI6];E 2T A F1TURE &A B5EFIT1
Z HE EXPLA9S3
  ,Z A COLLEGE /UD5T /RU7L+ 6PAY MY
BILLS1 ,I DECID$ 6SELL 9SUR.E =A SMALL
,9DEP5D5T ,9SUR.E ,AG5CY4 ,! REGIONAL
REPRES5TATIVE =A L>GE LIFE 9SUR.E -PANY
CAME 6! (FICE = MY TRA9+4 ,I 0 ONLY
TW5TY-"O2 HE 0 SOON 6RETIRE F A L;G C>E]
( SELL+ LIFE 9SUR.E4 ,WE SAT AT MY SMALL
DESK1 EMPTY EXCEPT =A PH"O = PROSPECT+
CALLS4
  ,HE PULL$ A P5 F 8 POCKET & SD1 8,SELL
ME ? P540 ,I GAVE HM A PUZZL$ LOOK1 6:
HE REP1T$1 8,SELL ME ? P540 ,I 3FID5TLY
/AT$1 8,I AM N TRY+ 6SELL P5S4 ,I AM
TRY+ 6SELL LIFE 9SUR.E60 ,HE FIRMLY
RESPOND$1 8,IF Y C'T SELL ME ? P51 Y C'T
SELL "S"O LIFE 9SUR.E40 ,I TOOK ! H9T &
PICK$ UP ! P54 ,I DESCRIB$ ! P5 C>E;LLY4
8,SIR1 ? P5 WRITES 9 BLACK 9K4 ,X HAS A
SILV] CLIP4 ,X HAS A CAP 6COV] ! TIP4 ,X
IS N A V EXP5SIVE P54 ,Y %D BUY ? P560
,I ?"\ ,I _H D"O A GRT JOB6
  ,! OLD SALESMAN TOOK ! P5 F ME & SD1
8,LET ME SELL Y ? P540 ,HE 2GAN 0ASK+ ME
:Y ,I MI<T NE$ A P54 ,I NE$$ A P5 6WRITE
LRS1 TAKE NOTES1 & FILL \ 9SUR.E
APPLIC,N =MS1 ,I TOLD HM4 8,/EW>T1 Y %>$
) ME T Y NE$ A P5 6BE A# 6D YR "W4 ,? P5
USES BLACK 9K1 : IS IMPORTANT 6Y 2C MO/
9SUR.E APPLIC,NS M/ 2 FILL$ \ 9 BLACK4
,! BLACK 9K IS AL EASI] =A COPY MA*9E
6MAKE GD COPIES F1 & Y NE$ COPIES ( YR
APPLIC,NS4 ,? SILV] CLIP IS MADE F A
LI<TWEI<T MAT]IAL T ISN'T V H1VY 9 YR
POCKET4 ,! CLIP KEEPS ! P5 9 YR POCKET S
T Y WON'T LOSE X4 ,A SALESMAN M/ H A P5
6-PLETE AN APPLIC,N6 ,! CAP W KEEP ! P5
F DRY+ \ S T X W LA/ A L;G "T4 ,F9,Y1 !
CO/ ( ? P5 IS L[1 S T Y W SP5D LESS M"OY
= ? P5 ?AN Y MI<T = ANO!R4 ,H[ _M P5S WD
Y L 6BUY80
  ,/EW>T _H TRI$ 6SELL ! MA/] SALESMAN
0EXPLA9+ ALL ! F1TURES (! P54 ,! MA/]
SALESMAN SOLD ,/EW>T 0EXPLA9+ H[ EA*
F1TURE WD B5EFIT ,/EW>T4 ,:AT A FANTA/IC
DI6];E4 ,NOTICE H[ ! EXP]I;ED SALESMAN
RELAT$ F1TURES 6B5EFITS
  ,F1TURE3 ,! P5 HAS BLACK 9K4 ,B5EFITS3
,LEGAL =MS REQUIRE BLACK 9K4 ,BLACK 9K
MAKES BETT] COPIES4
  ,F1TURE3 ,! P5 HAS A LI<TWEI<T SILV]
CLIP4 ,B5EFIT3 ,? LOOKS PROFES.NAL =A GD
IMPRES.N4 ,X KEEPS ! P5 9 YR POCKET
6PREV5T LOS+ X4
  ,F1TURE3 ,! P5 HAS A REMOVA# CAP4
,B5EFIT3 ,? KEEPS ! P5 F DRY+ \ S X W
"W4
  ,F1TURE3 ,? P5 IS ECONOMICAL4 ,B5EFIT3
,? P5 W SAVE Y M"OY4
  ,A F1TURE IS :AT ! PRODUCT DOES1 &!
B5EFIT IS :AT X W D =! CU/OM]6
  ,9 ANY K9D ( SELL+1 EXP]I;E
DEMON/RATES T P BUY B5EFITS1 N F1TURES4
,H Y "E SE5 A ,MC,DONALD'S -M]CIAL ON
TELEVI.N8 ,!Y ALW SELL Y ! B5EFIT ( H[
WOND];L A TRIP 6_! RE/AURANT W BE4 ,!Y
N"E FOCUS ON ! F1TURE ( _! FOOD4 ,T IS
9CID5TAL4 ,GETT+ Y 9 ! RE/AURANT IS :AT
!Y WANT 6D6
  ,A ,F1TURE IS3 ,A "*I/IC2 A PECULI>;Y2
A 4T9CTIVE "P2 /RUCTURE1 =M OR APPE>.E4
  ,A B5EFIT IS3 "S?+ T PROMOTES WELL 2+2
"S?+ T IS GD =A P]SON2 AN ADVANTAGE2
"S?+ T BR+S P]SONAL GA94
  ,9 %[+ ! PLAN1 ASK YRF3 ,:AT B5EFIT
DOES ? F1TURE (F] 6EA* /YLE8
  ,LOOK AT ? EXAMPLE3
  ,F1TURE3 ;,E-COMM]CE PRODUCT ORD]
PLACE;T4
  ,B5EFIT 6! ,HI< ;,D3 ,FA/1 DIRECT ORD]
PLACE;T = SPE$Y DELIV]Y4 ,B5EFIT 6! ,HI<
,I3 ,SEE+ S _M EXCIT+ PRODUCTS QKLY1 9
LIV+ COLOR4 ,B5EFIT 6! ,HI< ;,S3 ,ABIL;Y
6%OP )\T PRESSURE F A SALESP]SON4
,B5EFIT 6! ,HI< ;,C3 ,-PETITIVE PRODUCTS
& PRIC+ AVAILA# = _! EVALU,N4
  ,REMEMB]1 Y M/ SELL B5EFITS1 N
F1TURES6
  ,%[+ ! ,PLAN ) ,/YLE TAKES PRACTICE4
,Z Y "U/& YRF1 "U/& YR PROSPECT & ADAPT
YR PRES5T,N 6_! /YLE1 Y W 2 9CR1S+LY
E6ECTIVE 9 YR PRES5T,N4 ,F9D+ ! "R "QS &
US+ ! "R ^WS 6SELL B5EFITS 6YR PROSPECT
W EMP[] Y 6P]SUADE !M4 ,Y C ,%[ ! ,PLAN
) ,/YLE6

    ,*APT] ,TWELVE ,P]SONAL ,AC;N ,PLAN
  ,"Q #A3 ,PICK "O (! ,,DISC /YLES
DI6]5T F YR [N4 ,WRITE D[N ?REE WAYS T Y
C ADAPT YR PRES5T,N (! PLAN =A P]SON ) T
HI< /YLE4
  ,"Q #B3 ,?9K+ AB "O ( YR FAVORITE
PRODUCTS1 DESCRIBE XS B5EFITS 7N
F1TURES7 6EA* ,,DISC TYPE4


