How clueless was I when I started? By Tom “Big Al” Schreiter

Worthless Sponsor: “How could you forget your IQ? It is only a single digit?”
Me: “It didn’t seem important to remember at the time.
Worthless Sponsor: “While I can do miracles, I still need some raw material to work with. So, when are you stepping up and learning your first skill?”
Me: “Uh, soon? Uh, what should I learn?”
Worthless Sponsor: “You don’t even know what you don’t know. Hopeless would be an understatement.”
Me: “So what are you trying to tell me?”

Okay. It wasn’t this bad. It was worse.

I had desire and ambition, but nothing else. I thought network marketing was reciting my presentation notes, and prospects would automatically join. Don’t laugh.

But there is a difference between me now, and the “me” 50 years ago.

And what is the difference?

I learned more every day. And starting from zero ideas of how network marketing works, I gradually read books, listened to audios, attended trainings, and asked for advice. Our knowledge and skills accumulated over time.

Then, when is the best time to start learning more?

How about right now?


“A word of caution …”

This phrase gets our prospects’ instant attention. People hate making mistakes, so they will hear our every word. Here are some examples.
• “A word of caution. Our weight-loss system is so rapid that you might want to do it under the supervision of your family doctor.”
• “A word of caution. When the bonus checks come in, many people go out and buy new toys. Instead, we recommend paying down any debt first.”
• “A word of caution. Having a personal lawyer on autodial makes one feel powerful and might go to one’s head.”
• “A word of caution. These organic cleaners are concentrated. Only use 25% of what you normally do.”
• “A word of caution. Losing two hours a day commuting in traffic can never be recovered. You need a different plan.”
• “A word of caution. We are not getting any younger, so let’s at least slow down our aging process.”


A powerful and rejection-free closing statement.
“This either works for you or not.”

“Being your own boss instead of taking orders from someone else either works for you or not. So, what do you want to do?”


When no one shows up.
Greenwood, Mississippi: Winter, 1978.

After a 600+ mile drive from Chicago, my leader-in-training and I arrived for the big opportunity meeting. What could go wrong? Uh …

No one showed up!

That’s just … wrong.

What leadership lessons did I use when this happened?

I trained my leader-in-training for 14 hours on the trip to Greenwood from Chicago.

I trained my leader-in-training for 14 hours on our return trip.

I explained to my leader-in-training that I made the trip for him, not for the people who didn’t attend our planned meeting. My mission was to help him develop.

The leadership test of our personal skills and knowledge is … our ability to transfer it to our team members.

Unfortunately, this is a lot harder than it appears. In this case, it didn’t work for me. The leader-in-training got distracted by his personal life.

But that doesn’t mean we shouldn’t try. We do our best to provide options. Others will choose our option or not, based upon their lives, not our agenda.


Can we pick out this hidden technique?

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Tom "Big Al" Schreiter
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