Introduction to the Special Edition For Nikken Distributors

Every time John put this book into the hands of a friend he told them to read the first chapter before they went to bed that night. I would like to pass that advice onto you... To my fellow Nikken distributors: On the next page, you will begin the journey of John Kalench, my beloved husband. I must tell you now how that journey ended. On May 9, 2000, John lost his battle with pancreatic cancer. But in reality, Johns journey will never end. The work he began with his books and his teaching will live forever, passing from friend to friend, from distributor to distributor, and from generation to generation. This was his gift to the world. Although he achieved great success with his own company, Millionaires in Motion, John reevaluated his life after becoming a father. He wanted security for me and our young sons, Cole and Jackson. Nikken met all our criteria and became our company of choice because, as John said, "its philosophy was something we could put our dreams and reputation behind." This book contains Johns two decades of experience and wisdom in network marketing. He would be so pleased to know that Nikken is embracing this book, and I am proud to carry on Johns work and continue my association with the company. May you find the same excitement and inspiration in this book that John brought to all those he touched.

The Journey of John Kalench

Why this Top International Trainer and Author Changed his Career to Become a Network Marketer with Nikken?
Fifteen years ago, there was no "network marketing industry." There were individual companies. If you wanted good materials or great training for your downline, you had three choices: use your companys, pray for brilliant upline, or make it yourself. John Kalench has helped change all that. His books, Being the Best You Can Be in MLM, The Greatest Opportunity in the History of the World, and 17 Secrets of the Master Prospectors have been printed in 16 languages and are industry classics. He has been the keynote speaker at conferences and conventions for more than 200 1 network marketing companies, has spoken to nearly one million people worldwide, and has personally coached tens of thousands of network marketers to achieve their dreams of success in this industry. A decade later, he startled us all again. He actually hung up his badge, re-entered the field, and is building an organization of his own thats spreading like a grass fire on a hot summers day. We met up with John recently at his home in San Diego, where he lives with his wife, Yvonne, and their two sons, Cole and Jackson. "I was first introduced to network marketing almost 21 years ago. Prior to that, I was in conventional business, working as a salesman for orthopedic devices. Eventually, I became their sales manager. That was my first experience in teaching and training, and I fell in love with it."

He also quickly learned the limitations of working for others. "I was making them a lot more money than they were willing to pay me. By the time I was 31, I got bit by the entrepreneurial bug and branched out on my own."

The Entrepreneurial Journey

John founded a company that specialized in the distribution of innovative orthopedic products and devices. He began contacting small manufacturers of innovative products and offered to set up distribution networks for them. He then created and trained a national field of distributors and earned a percentage. Within a few years, he had built a very successful brokerage business. "I was making more money than Id ever made in my life, more money than I even thought I was worth back then." But John realized that he needed more than money-he needed to do something he loved with a passion. Thats when he was introduced to network marketing. A friend invited him to a meeting. "That night, I fell in love with the concept of network marketing. I recognized then and there that this was a business where my success was totally dependent on helping other people become successful. "I had always wanted to be a teacher, to contribute to my fellow man through sharing information, education, and the principles that have made a difference in my life. In my medical brokerage business, I was actually penalized for doing that: often the people Id trained went out and set up competing businesses! So I found myself holding back. No matter how much money I earned, it never made up for the dissonance this caused with my values. When I saw network marketing, I said, "Hey, the more you give, the more you get-you never have to concern yourself with competition. Just contribute, and add value to everyone."

some of my best. They were the best learning years, but they were also some of my most turbulent." Like many, John had thought that in order to do well in the business, you had to get involved with a startup company. In his first nine years, he built three large, successful networkswith three different companies. "Back then," says John, "our industry was quite volatile. None of the three stood the test of time." Discouraged, John turned to full-time training. "I saw the vision that one day, people would embrace network marketing with open arms. By creating Millionaires in Motion, I found a way of participating in this industry that I loved." John launched Millionaires in Motion in February 1987, and today it is recognized as one of the worlds premiere training and educational companies for the network marketing industry. Over the next 11 years, John jetted around the world, training, speaking at conferences-and making friends. "Honestly, I never expected that I would be back building a business again as I am today. I thought Id found my niche. I knew I could have made more money as a distributor, but I was doing very well financially as an independent trainer, and I had freedom and independence. I was able to serve the entire industry- and I wasnt vulnerable to any one company."

Turning Point
In 1994, Johns son Jonathan Cole Kalench was born. "The moment he was born and I held him in my arms, I knew that my life was going to change. I had a whole new priority now." As much as he loved doing what he was doing, John realized that he was gone six months out of the year, if not more. He knew that he wanted to be home with his wife and new child. "I wanted to be instrumental in Coles development and nurturing. I was 50 and ready for this. I didnt want to miss these wonderful years. "I remember coming home from the hospital the night Cole was born, thinking to myself, God, John, youre going to have to change because things are different now I knew I needed to go back and build a network because it would give me the time and money freedom for my lifes new priorities. John went home that night, pulled out a note pad, and started making a list of criteria for choosing a company. However, Johns situation 2

A Million Friends
That very first night, John was so intrigued that he lay awake all night. "I set a goal right then and there that, by the time I die, I want to have a million friends. That has been my goal ever since. I named my training company Millionaires in Motion after that lifetime goal." "I jumped in with both feet. I wish I could say that my first nine years in network marketing were

was very different than that of the average person getting into network marketing. "I knew that the moment I put my name on an application and aligned myself with one company, I could never go back to being an independent trainer again. I was burning a very handsome and lucrative bridge-a bridge that had helped me establish a very credible and reputable name."

happened: the more I recognized that this was the company, the more difficult it was for me to make the decision to do it, even though I knew it was the best thing for me and my family.

The Decision
"Every once in a while in our lives, we get to a point where we recognize, intellectually, that heres the wisest decision, but we have some emotional baggage that holds us back from that decision. Thats where I was. After 11 years as an independent trainer, my number one asset was my reputation: John can be trusted. I knew that the moment that I made a decision to join a company, that trust would be questioned. Some people would understand; most wouldnt." John also recognized that his action would put Millionaires in Motion at risk, and affect the lives of the people hed brought into his company, potentially with disastrous consequences. John felt paralyzed. "I needed some kind of sign that would tell me it was okay for me to put my family first. A sign that said, John, youve done good; youve added value to a lot of people and to an industry that you love ; things have changed for you, and now its important for you to identify these new priorities in your life, to move towards them, to embrace them."

Why Nikken?
"So I listed a criteria of everything that needed to be in place for me to align myself with one network marketing company again-and I made a promise to myself, everything had to be in place. It could not be a start-up company. You see at this time of my life I was risking everything I had and stood for. So the company had to prove itself to be one of substance and history while holding close to its heart a vision for an even brighter and bolder future. A company that was committed to changing the world and had the resources to live their vision. There had to be products that were timely, exclusive, innovative and touched people physically and emotionally. For ten years now Ive personally seen how Nikken products have touched people-to the level where they feel emotionally compelled to tell others about their experiences. I also wanted a compensation plan that rewarded people for their efforts and their energy, not just for being in the right place at the right time. The company had to have a strong infrastructure and support system solidly in place. I no longer wanted to be the magic in my life and business-I wanted to be able to join a support organization whose sole purpose was bringing out the best in everyone-regardless of whose line they were in. I wanted to be a drop in a rich pool of talented resources where we all helped each other grow and win. "After much research, I began to recognize that Nikken was the company, and Team Diamond was the support organization. Everything was in place for me to put my familys future and dreams upon, and my reputation behind. "It became evident that this was a company I could feel unconditionally comfortable aligning myself with. And something unexpected 3

The Sign
That sign was on the horizon. In October 1997, John was diagnosed with pancreatic cancer. The statistics were grim : fewer than three percent survive. "It came out of nowhere," recalls John. "Its a miracle that Im here today." Yvonne was five months pregnant with their second child, Jackson. Three days after his diagnosis, he underwent major surgery. His physicians went into the surgery optimistic-and came out very concerned. The cancer had spread into the bile duct and likely invaded his liver. Only a pathologists report would tell them for sure. "During the three days we waited for the pathology report, news of my condition leaked out to the industry. The networking word spread so quickly, it was just unbelievable. My office was inundated with thousands upon thousands of faxes, cards, emails, messages from people who

were praying for me and my family all over the world." When the pathology report came back three days later, the doctors said that it was nothing short of a miracle : the last dissection was absolutely free of cancer. They couldnt explain it. But John can. "I believe it was the result of prayers from all over the world. If there was ever a time when I could say that I had collected on my goal of having a million friends, it would be those three days we waited for the pathologist report." That was all the sign John needed to make his decision. In May 98, seven months after his surgery, John became a Nikken distributor. His team pushed him to the Diamond level in only seven months, the fastest it has ever been done.

plane, theres no jet lag-I walk out of the room, and there are my two boys. I can pick them up, hug them, and finish breakfast. This is freedom.

Prospecting: The Soul of the Business

"If theres one thing Ive taught over the years that being back in the trenches has confirmed as an unshakable truth, its that prospecting is not an event; it is a process. "Dont look at people as prospects: look at prospects as people. Put the relationship first. Recognize that people make decisions to do important things based on what is going on in their lives. "Prospecting is a process. Everybody has his own window of time. Appreciate that, honor that first, and you give those around you the respect they deserve in making the decision to join your team. This opens the possibility for a serious win/win relationship. The relationship is the critical factor."

Technology: The Pathway to Freedom

"When I started, I made a promise that I would not use Millionaires in Motion or any of my prior contacts within the industry to build my business. Of all the people I ever introduced or sponsored, there were only two whom I knew before joining Nikken, and one of them was my sister." Using the classic networking tools of threeway calls, conference calls, home meetings, and large events, John added the tools of the newer technologies, especially video-teleconferencing. "Video-teleconferencing has been an incredible boost to my new business-I can be in eight living rooms at once." "Technology has become an instrumental force in building a successful network in the new millennium. We still use large events to bring the family, the unity, the camaraderie, for people to catch the big vision. However, its technology that allows us to leverage the personal contacts that really make a difference in building an effective team. "The Internet, teleconferencing, conference calls, three-way calls have transformed business in the 90s. In building my Nikken network, Ive used video-conferencing extensively. I have a videoteleconferencing unit right in my home office that allows me to be in different cities, living rooms, community colleges, and Kinkos around the country. I can get up in the morning, have a cup of tea or coffee, and speak to a half a dozen different sites in different cities, reaching hundreds of people. When Im finished, I dont have to get on a 4

Creating Momentum, Creating Balance

"When I start a new distributor, I do everything I can to help get his or her business off to a fast start. Create momentum in the first 30 to 90 days. I have people identify their top 30 to 50 people to contact right away. This gets your new distributor feeling really good about the business; they see something happening, and they get excited because theyre getting results. I always encourage people to start their organizations locally. Working at a distance simply inhibits that early momentum. "Its also critical to create independent business associates, not dependent ones. This is key. Many new networkers equate leadership with being the star and dont learn to delegate responsibility. They dont encourage their people to take ownership of their business, and dont empower them to do it on their own. This creates dependency, a co-dependency, if you will, that inhibits their business from flourishing. You will never tap into the enormous rewards that this industry can offer until you step away from being the star, and learn how to be a star-maker. "If theres one word that describes true happiness, its balance-being able to balance all the things that are important to you in your life. This is what networking allows you if you do it well.

"I also know that in order to do that, there are times when I have to choose to be out of balance-a season of imbalance. Sudden growth or a particularly promising individual may dictate times when you really take a run in your business. "Look at a tightrope walker: heres a person whose entire life is about balance. But take a closer look at what they really do. They stand still and focus their attention on getting into balance. Theyll take a few seconds to do that; then theyll take three or four steps, kind of quickly, and stop, to get themselves back into balance. And thats pretty much the way our business should be."

at the way the business works, within a team or within a company, it is the synergy of everybody working together that creates powerful results. Why would it be any different within the industry itself? Only when all the companies come together and work in synergy will network marketing emerge as a powerful force. "In the first two phases of growth, less than three percent of a given population or culture will participate. Ninety-seven percent wait until there is enough evidence to assure success. Here are my words of encouragement to the reader: if youre out there talking to people about your network marketing opportunity, and you hear the words "scam," "pyramid," or "illegal," get excited. It only proves that youre still in the three percent. And believe me, the Self-Evidence Phase is around the corner."

Our Biggest Challenge

"The network marketing industry, like all opportunities, has to go through three phases. The first phase is called the Ridicule Phase, where most people think its absolutely ridiculous. Network Marketing continues to prove that it is quite capable of surviving the ridicule of its misinformed critics. "The second phase is called the Opposition Phase. It survives the ridicule, begins to prove that its viable, and then it gets opposed. The network marketing industry has received distinct opposition-from corporate America and the governing business authorities. Many companies have undergone serious scrutiny and taken potshots-and weve survived. What concerns me most is that our greatest opposition comes from within. "The only way we are going to emerge from the Opposition Phase and enter the third phase, Self-Evidence (when the masses really start to join), is for the industry to come together and realize that theres room for everyone to prosper. Our strength is in our unity. When you take a look

The Future
How did he do it? Simply by following his own advice-the same advice that has supported the success of hundreds of thousands of others. Now at home and with his family Yvonne, Cole, and Jackson, John reflects on the future. "As wonderful as the last 12 years have been, Im even more excited about the next 12. As I see it, the industry is on the threshold of establishing itself as the distribution system of the new millennium. What its going to take for that to happen is for a handful of companies to step up to a new standard, a new benchmark for how this business should be conducted. "A new moral and ethical standard is emerging, that rewards and blesses us in ways that add value to our community and society as a whole. I believe Nikken will be the company that sets this new standard. Get ready, Networking is coming into its own."

"Looking forward to seeing you on the Nikken highway" John Kalench Excerpted and reprinted by permission of Network Marketing Lifestyles. Web www.nmlifestyles.com Phone 877-898-8882

"In addition to being a man of incomparable integrity, John Kalench serves our industry well by representing the heart and life of this endeavor called Network Marketing. Being The Best You Can Be In MLM effectively communicates the realities of building a successful organization. John has created a valuable tool that can be used by our newest members and our most experienced distributors." Wayne B. Watson President/CEO LifeTrends International "Johns professional and ethical teachings makes one proud to be in the MLM/Network Marketing industry. Anyone can follow these proven and practical principles. Everyone that does will become the best they can be... inspiring and powerful!" Doris Wood President MLMIA (Multi-Level Marketing International Association) and Executive Consultant for TWIG "Once you read Being The Best You Can Be In MLM, you cant help but feel good about yourself, your business, and how to make it all work for you. Being a sponsor and advocate of Johns seminars and workshops for years... this book is an affordable hands-on reference that everyone should own." Sharon and John Farnsworth Executive Directors (Top 5) Sunrider International "John Kalenchs incisive book provided me with tremendous insight into our dynamic industry. Its written in a lively style full of useful recommendations and is worthwhile reading by anyone involved in Network Marketing. I applaud his work!" J.F. Robert Bolduc Co-Founder/Co-Chairman Matol Botanical International Chairman MLMIA (Multi-level Marketing International Association)

"Youll want to refer to Being The Best You Can Be In MLM time and time again. Its fun, easy reading with great stories and countless lessons to be learned." Tom "Big Al" Schreiter Author The Big Al Series "Johns book captures the very heart of Network Marketing. No other book that I know of so completely and enjoyably lays out the path to success in our business. Light Force is proud to add a copy of Being The Best You Can Be In MLM in every one of our New Distributor Kits. Thank you, John, for this wonderful contribution to our dynamic industry!" Pope McElvy Vice-President The Light Force Company