Leadership

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Leadership By Example
Trainer Thannambikai Balasubramaniam Internation
al Business Advisor K-Link International
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Path of Success
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Essential Needs

• Physical Need
• Mental Need
• Lifes Need
• Spiritual need

• Food, Shelter, Clothing Pleasure (You Others)
  Doing.
• Wisdom Awareness (You Alone) Journey.
• Love (You Alone) Being.
• Enlightenment (God Alone) Happening.

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LAW OF NATURE G0D'S LAW
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L a w o f C a u s e a n d E f f e c t
For Every Action there is an Equal and
Opposite Reaction
"Newton's Law"
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It is WHAT WE GIVE that we get IN RETURN. In
order to get more, you have to give more.
YOU'LL GIVE MORE ONLY WHEN YOU HAVE A BURNING
DESIRE
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What Is Your BURNING DESIRE?

• What you want?
• Why you want?
• When you want?
• How are you going to get it?
• If the what why is
  very important than automatically when
  how gets very important

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Desires To Come True...
Employer Boss Millioner
Employee Salary according to position the
determined by the employer
Serve the mass (Public)
MONEY POWER
To Survive, You need a Boss
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Your Desires to come TRUE
You are not an employee You decide
your own position and income
Serve the mass (Public)
K-Link You Are Partners
K-Link Directors - Money You - Commitment
To be successful, you Need a partner
K LINK IS YOUR PARTNER
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I am building a beautiful MONUMENT
I am making a Living
HOW DO YOU FEEL ABOUT YOUR Business?
I am laying Bricks
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K-LINK Business Is The Vehicle For You To
Realise Your Burning Desire

• Whether You Will Achieve Your Desire Depends On
  The Speed Youre Going To Drive

REMEMBER YOU ARE THE DRIVER
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If the vehicle is not moving
or moving slow
either the driver dont
know how to drive
or he is not in a hurry
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An Army of Lions Led by a Sheep will FAIL
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An Army of Sheep Led by a LionWill SUCCEED
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Networking
Recruitment Training Motivation Monitoring
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A successful Leader should manage instead of
letting it happen. Always be on the look out
for good salespeople. If you meet someone you
think would do well in the business and be a good
team player as well, put the persons name in
your recruiting file.
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QUALIFY a new MEMBER
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Who Is He / She ?

• USER 70
• SELLER 15
• INTRODUCER - 3
• NETWORKER 11
• LEADER 1

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PREPARE THE NEW DISTRIBUTORS FOR
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The day you recruit a new person, discuss his
or her goals ask him/her to agree to a
commitment to follow the system to achieve the
goals.In turn, The Leader makes a commitment
to help the Distributor reach his/her goals
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New Member must be briefed with a clear
job descripton
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You need to Implement a SYSTEM to create an
Independent Distributor
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System

• Create a file on a member
• Create a List of Consumer/Customer.
• Prospects list
• Monitor trainings attended
• Encourage home parties
• Learning Earning happens at once.
• Enthusiasm is created
• Establish Permanent customer to complete 400 BV
• Stage Training, Leadership Training
• Earn Trust of Team Member.
• Show you care for him like Prayer on their
  birthday.
• Smile and yet be Stern

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Good Leaders love to see their
DistributorsLearn and Succeed.
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What are the QUALITIES of a LEADER ?
Manager ? Coach ?
All Coaches Were Players. NO ONE IS TRAINED TO
BE A COACH
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To Be a COACH Go to the Field and SELL !!!!!
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Leadership By Example
People will always do.... what they see you
doing.....
and Never do What they are told to do...
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How Good Are You At Selling ?
Personal - 400 BV
How Good Are You With The Products ?
Conduct Meetings
How Good Are You With Sponsoring ?
Recruit New Members Continuously
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It's all about SHARING..
If you dont do it you have nothing to share
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Leaders who dont commit 100 per cent of
themselves to the success of their Distributor
cannot expect their Distributor to commit
themselves 100
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Since the Leader is an important role model for
his entire teamThe Leader must develop high
performance standards that can be duplicated.
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Give every Distributor a chance to practice new
selling techniques in the safe training room
environment before using skills with a customer.
Repetition is the mother of learning.
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What new Distributors need most is confidence.
Good Leaders prepare the newly recruited
Distributors for a series of little
successes.It is important for Leaders to keep
their expectations in balance with their
Distributors ability to learn.
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8 20 60 10 2
LAGGARDS LATE ADOPTERS MIIDDLE ADOPTERS EARLY ADOPTERS INNOVATORS

• LAGGARDS ARE ALWAYS AGAINST CHANGE
• Their commitment is to the status quo and the
  past.
• Often they try to create division within the
  organization.
• LATE ADOPTERS ARE THE LAST GROUP TO ENDORSE
  AN IDEA.
• They often speak against proposed changes and may
  never verbally acknowledge acceptance. Generally
  they will adopt it if the majority demonstrates
  support.
• MIIDDLE ADOPTERS ARE THE MAJORITY
• They will respond to the opinions of others.
  Generally they are reasonable in their analysis
  of a new idea. but inclined to maintain their
  status quo. They can be influenced by the
  positive or negative influences of the
  organization.
• EARLY ADOPTERS ARE THOSE WHO KNOW A GOOD IDEA
  WHEN THEY SEE IT
• Their opinions are respected in the organization.
  
• Although they did not create the idea. they will
  try to convince others to accept it.
• INNOVATORS ARE DREAMERS
• They are the originators of new ideas and
  generally are not acknowledged as leaders.

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Help your new Distributor to complete baby
steps to success. These small victories will
go a long way towards building the
confidence.They need Small Success to meet the
bigger challenges of winning in the business.
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Review the progress of each of your Distributor
and offer constructive feedback on their
performances.
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One of the most important jobs of the Leader is
to keep the stream of paperwork as lean as
possible.CHECK LIST FOR SUCCESS
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Good Leaders learn to praise in public and
reprimand in private. The Leaders sincere
praise and honest pride is one of the greatest
motivator.
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To Be In Another Persons Shoe
To truly understand someone, we need to be in the
persons shoes. To be in the persons shoes,
we need first to take off
Our own shoes. To be able to
understand how the person thinks, feels or
behaves, requires us first to suspend
and remove our own thoughts,
feelings, needs or expectations. If we dont do
this, we cannot hope to get into the other
persons world and understand and appreciate its
uniqueness.
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4 Golden rules of Human relations.
Do to others what you want others to do to you
Do to others what they want you to do even though they dont do what you want them to do.
Human Relations
Dont do to others what you dont want others to do to you.
Do to others what they dont want done to them even though they do to you what you dont want them to do.
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4. Four types of Relationship
Positive relationship
Strengthens you
Neutral Relationship
Superficial
Selfish Relationship
Uses you
Negative Relationship
Weakens you
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Beware of People
Flattery words Deceitful Mind
Hypocrite
Harsh Words Honest mind
Straight forward person
Abusive Words Abusive Mind
Lost and Ignorant person
Pleasant Words Honest Mind
Matured Confident person
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HOW PEOPLE WANT TO BE TREATED !
People want to be
LOVED not USED UNDERSTOOD not JUDGED HELPED not
HURT COMFORTED not CONDEMNED RESPECTED not
RIDICULED ACCEPTED not REJECTED DEVELOPED not
STIFLED
DEVELOPED
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MAKING PEOPLE FEEL IMPORTANT

• Listen to them. Give them full attention.
• Look at them when they talk. Lean forward.
• Ask questions to show your interest.
• Empathize with them. Stick to their subject.
• Respect their views even if you may not agree.
• Use their names during conversations.
• Focus on them, using You, Your Yours
• Thank them for their involvement and
  contribution.
• Compliment them sincerely.
• Pay attention to everyone in the group.
• Protect the weak.
• Acknowledge people who are waiting for You.

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RIGHT GONE WRONG

• Frank
• Firm
• Cautious
• Trusting
• Humble
• Advising
• Caring
• Influencing
• Thorough

• Rude
• Harsh
• Suspicious
• Naïve
• Docile
• Nagging
• Meddlesome
• Domination
• Fastidious

Right intentions may end up as Wrong Behaviors
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LEADER OR A FRIEND ?
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DIFFERENCE BETWEEN BOSS AND LEADER

• The Boss
• drives his workers
• depends upon authority
• inspires fear
• says I
• fixes the blame for the breakdown
• knows how it is done
• says go

• The Leader
• coaches them
• depends upon goodwill
• inspires enthusiasm
• says we
• fixes the breakdown
• shows how
• says lets go

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Authoritative
vs
Assertive
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You work for the success of the person who is
detrimental to your success
HOW GREAT ARE YOU!
LOVING THOSE WHO HURT US
Ill die for you
Going out of the way to help for the growth of
the person who dont like you.
LOVING THOSE WHO DONT LOVE US
Ill live for you
LOVING
Supporting the performer in
every way
LOVING THOSE WHO LOVE US
You scratch my back, I scratch
you back
Undermining the credibility of the person who
doesnt see eye to eye with you.
HURTING THOSE WHO HURT US
An eye for an eye
Survival of the fittest
Ignoring the non-performer belittle them.
HURTING
HURTING THOSE WHO DONT HURT US
No Training guidance. Only interested in BV /
Misleading them to resign their job to be full
time.
HURTING THOSE WHO LOVE US
I dont give a damn
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5 Levels Of Leadership
Personhood
RESPECT People Follow Because Of Who You Are
What You Represent
This step is reserved for leaders who have spent
years building people the organization. Few
make it. Those who do are bigger than life.
REPRODUCTION People follow because of what you
have done for them
This is where long range Growth occurs. Your
commitment to developing leaders will insure
ongoing growth to the organization and to the
people. Do whatever you can to achieve stay on
this level.
RESULTS People follow because of what you have
done for the organization.
This is where success is sensed by most people.
They like you and what you are doing .Problems
are fixed with very little effort because of
momentum.
People will follow you beyond your stated
authority. This level allows work to be fun.
Caution Staying too long on this level without
rising will cause highly motivated people to
become restless.
RELATIONSHIPS People follow you because they want
to
RIGHTS People follow because they have to
Your influence will not extend beyond the lines
of job description. The longer you stay here, the
higher the Turnover and the lower the morale.
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• Your Downlines
• Are Like Butterflies
• You Cannot Hold It Tight.
• Either Let It Loose.

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• IT TAKES MONTHS TO GET A DISTRIBUTOR
• BUT
• IT ONLY TAKES A SECOND
• TO LOOSE ONE

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RESPECT MUST BE EARNED.
NOT DEMANDED..!!
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• SMILE
• IT
• INCREASES
• YOUR
• FACE
• VALUE

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M L M
MLM aking ife eaningful
FOR YOU AND YOUR TEAM
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What People need?
Self Actualization

• We need to seek self-fulfillment through
  developing and using our God given potentials to
  the fullest
• We need to value ourselves. We also need others
  to respect us as individuals of worth.
• We need to be loved as well as opportunities to
  show our love or affection for others.
• We need a sense of order and stability in our
  lives. Not only freedom from physical harm and
  danger, but emotional security as well.
• We need to meet our physical needs, including
  food, cloths, shelter, sex etc.

ESTEEM
Love
Security
Physiological needs
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If You AreBusy In BusinessAndNo Profit
Then You Are Doing Social Service !!
?
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Do Not Take Your DownlineProblem In Your Hand
And Solve It For ThemYou Must Only HELP Them
To Solve Their Own Problems
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There is no such thing as a stable organization
when your Company is committed to growth. A
growing organization is forever changing,
striving and adjusting. Good Leaders cannot
allow themselves to settle into a comfortable and
predictable routine.
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The Leader Continuously Equip Himself To Develop
The Downlines To Meet With The New Challenges
They Face.
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As You Go HigherThe ChallengesAre
Bigger!You Need Help All The Time.
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To LEAD You NEED To Communicate. To
Communicate You NEED Information (Intellect)
Presentation Skill (Emotion)
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Why People Fail In The Business??

• 1. The New Distributor invites friends known
  people whom he believe that they will come (for
  the sake of respect).
• No one or only one turn up.
• New Distributor is devastated.
• He tries again with the same people they never
  came. His pride is injured.
• He fails to understand that they dont want to
  come. They just dont know how to tell him. They
  dont want to offend him.
• He feels this business is not easy.
• The fear of failure stops him from calling anyone
  elseHe Quits.

FEARS are Greater than DREAMS.
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5 MAJOR PROBLEMS

1. Dont want to attend meetings
2. Attend but do not want to listen
3. Listen but do not want to sign up
4. Sign up but not active
5. Active but not for long

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REASONS

• 1. Not interested in selling
• 2. Do not believe in Network Marketing
• 3. Past experiences - Personal Others
• 4. Lack of self confidence
• 5. No Time family work commitments
• 6. Not a secured career No guarantee
• 7. Not a dignified career
• 8. Not willing to take challenges
• 9. He/she came just to please you
• 10. The speaker did not impress him/her
• 11. Have heard this type of talk several
  times
• 12. Too much emphasis on money making
• 13. Feels it is a money making scam
• 14. Feels U R trying to use him to make
  money
• 15. Feels belittled others talking about
  his life style
• 16. Feels pressurized
• 17. Signed up just to please you, to get
  out of that situation or to give you
  moral support
• 18. Out side influence might have changed
  his mind - family friends competitors
• 19. Unexpected situation family career

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SOLUTIONS

• 1. Be honest from the beginning
• 2. Tell the truth that it is network marketing
• 3. Ask him/her to be open mind
• 4. Empathize with his/her feelings
• 5. Give your assurance that you will be working
  like a partner
• 6. Give him the confidence that you have a
  system that will never fail
• 7. Show him the success of your leaders and
  their background
• 8. Assure him that there will be no pressure and
  tension
• 9. Show him/her the Superiority of the Product,
  Simplicity of the Marketing Plan the
  credibility
• 10.Show the Testimonials Credentials
• 11.Be in person to pick him/her for the meeting
• 12.Establish their confidence in you
• 13. Never let the distributor to do the business
  in his own way.
• 14. From day 1 the distributor must be guided
  with a system.
• 15. A system is a Road Map Leading to the desired
  destination (DREAMS).

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• 16. System must be followed religiously never
  change it. Never let the distributor to think
  that its ok to change things in the system.
• 17. Get to know the dreams and desires of the
  distributor and workout step by step logical
  plan how he/she could attain it through K-link.
• 18. Make a commitment on how could you help
  him/her and get a commitment from him/her to
  follow the system.
• 19. Make sure that there is a strong
  understanding between you and him/her on your
  contribution and his/her contribution for the
  required success.
• 20. Work out a plan of action with the consent
  of the distributor
• 21. Motivation Positive thinking and hype will
  only last for sometime.
• 22. Remember, your down lines will follow the
  same way you brought them into the business.
• 23. Do not conduct your business based on your
  personality strength. If you have done it with
  your personality strength if your down lines
  dont have it in them than they are going to wait
  for you to come and help them. This is not
  duplication. You will be creating a dependable
  distributor. You should develop an independent
  distributor.
• 24. Network Marketing is not a sales business.
  It is a business of teaching and training. It is
  a business of duplication.
• 25. Once you set the system in motion and once
  its in motion it goes without you.

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Effective Time Management

• To change your life you have to change the
  way you are using your 24 hours.
• Carve out 7 to 10 hours a week exclusively for
  building your business.
• Plan your work and schedule your time in a
  manner that best suits you.
• Doing the same old thing and expecting new
  results is stupidity.

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Old Thoughts Old Habits Old Actions OLD
RESULTS
New Thoughts New Habits New Actions NEW
RESULTS
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TIME IS MONEY

• Spend more
• quality time
• with people
• who bring
• quality to your life

Time Wasted Is Life Wasted
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PRODUCTIVE MEETINGS

1. Drop unnecessary meetings. Make sure that there
   is a valid purpose for every meeting. People
   travel far to attend these meetings.
2. Allow people to come, make their contributions,
   and leave when they are finished.
3. Make decisions without meetings whenever
   appropriate, and never use a committee for
   something that can be done by an individual.
4. Use an agenda and stick to it.
5. Set a time limit, then start and stop on time.
6. Invite only those people you need, and tell them
   what will be expected of them.
7. Try holding a meeting with everyone standing see
   if you can get more done in less time.
8. Cut out small talk, whether it is yours or
   someone elses.
9. Spend a few minutes at the end of each meeting to
   critique its quality.
10. Be prepared for the meeting and stick to its
    topic.
11. Consider alternatives to meetings memos, email,
    conference calls.
12. Prepare a follow up plan for distribution at the
    end of the meetings. Make sure everyone knows
    who is responsible for which actions and when
    they are due.

Good meetings will not just Happen. They must be
carefully planned and skillfully run. The
Rewards, however are well worth the effort.
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Dealing with People

1. Learn to remember names. Peoples names are
   important to them. Forgetting a persons name is
   often taken as a sign you are not very interested
   in them.
2. Relax and be a comfortable person to be with.
   Make sure there is no strain in being around you.
   No one enjoys being around uptight people.
3. Learn to be an easy going person. Take thing in
   stride. Dont let little things bother you.
4. Dont be egotistical or give the impression you
   know everything. Work at learning from those
   around you. Learn to respect other peoples
   opinion.
5. Be an interesting person. Stimulate others. Work
   at becoming the kind of person others want to be
   around.
6. Smooth out your rough spot. Learn to be gracious,
   polite and tactful.
7. Be a peace maker. Shrug off grievance. Honestly
   try to correct every misunderstanding you are
   involved in.
8. Overlook peoples fault. Work at choosing to
   like others until you learn to do it naturally.
9. Boost other people. Encourage them, support them,
   congratulate them, and tell them why you
   appreciate them.
10. Develop spiritual depth so you have something to
    pass on to others. Learn to share this strength
    with people you meet.

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Handle Criticism

• Dont be defensive. This only indicates your own
  insecurity. In addition, emotional outbursts
  seldom solve anything and usually make matters
  worse.
• If you have heard the same criticism more than
  once, pay close attention. If several people
  make similar comments, there is probably a valid
  problem.
• Consider the source of the criticism. Is the
  person criticizing you upset about something
  else? Are they over reacting for some reason?
• Learn to relax. It may not be easy. But you can
  learn to relax, even when you are under pressure.
  Deep, slow breathing helps.
• Separate your Self from Your behavior. Even good
  people chose wrong actions. Making a mistake
  does not make you a bad person.
• Try to learn some thing. There may be a valuable
  lesson for you in the criticism. Think it over
  later when you can be more objective. Get your
  think-tanks to help. If the criticism was
  justified, consider how you might improve.
• Although we consider criticism to be negative, it
  can actually be a positive and constructive force
  in helping us to improve ourselves. We may never
  learn to love it, but we can learn to live with
  it. The secret is discovering how to respond in
  a positive way.

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BOOST YOUR SELF CONFIDENCE

1. Dont put yourself down. The more you talk about
   your perceived inadequacies, the more you become
   bound by them.
2. Dont apologize for being you. You are someone
   special. You are unique. You have strengths as
   well as weaknesses.
3. Be decisive. Dont say may be Say Yes or NO.
   Make up your mind and stick to your decision.
4. Dont say, I Cant. Instead say, May be I can
   Ill try it.
5. Dont procrastinate. Make a move forward Even a
   small move starts your energy flowing and leads
   to bigger moves.
6. Think about your positive points. Write a list of
   them and read it often.
7. Volunteer more often. Whenever you have the
   chance, take new responsibility that will
   challenge you. Start with small things and work
   up to bigger things.
8. Dream a little. Picture yourself as you really
   want to be. See yourself doing well, and think
   about how you would be feeling.
9. Set goals. Begin turning your dreams into
   reality. List the necessary steps to reach your
   goals. Take the first step.
10. Play the Part. Act as if you are as confident as
    you want to be. Dress well. Look people in the
    eye. Speak distinctively. Shake hands firmly.
    Walk, talk and act confidently, and you will soon
    feel more confident too.

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Target 2006
GOAL SETTING
Seminar
K-Link International
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GOALS ARE DIRECTIONS TO THE FUTURE
GOALS are the STARTING POINT for IMPROVEMENT in
your LIFE
Be Cautious of your FUTURE because that's
where you are HEADING
PROGRESS
PERSEVERENCE
TARGET
DECISION
COURAGE
DETERMINATION
VISION
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Wanderers
Followers
Some People Never See it.
Some People See it but Never Pursue it on their
own
Goals Are Mental Pictures of Your Future
Some People See it, Pursue it, achieve it
and help others to do it
Some People See it and Pursue it
Achievers
LEADERS
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GOALS GIVE YOU A TRACK TO RUN
A Sense of Direction
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Pain (-)
Pleasure ()
Have to work harder to get it
Can help my family
Greed
Security

Others will judge me
Freedom
Increase in taxes
Fear of being taken advantage of
Making a difference
Control over my Life
Will lose my drive
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How To Set Goals ?
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Specific
Decide and Determine What you want and why you
want to Achieve it
Knowing Why You Want it Raises the Level of
MOTIVATION
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How to overcome your Obstacles ?
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TIME MANAGEMENT Nothing Ever Happens until you
create the space for it to happen (Schedule
specific time for Business Activity)
Doing the same old thing and expecting new
results is STUPIDITY
TARGET DATE AND DATELINE
INDICATING WHERE YOU ARE GIVING YOUR TIME AND
ATTENTION
PROGRESSINDICATOR (-) lt or () gt
Measurable
IMPORTANT TASK TO REACH YOUR GOAL
ROUTINE AND TRIVIAL ISSUES
Rarely Demand Your Attention
Scream the Loudest
Helps you to Achieve Your Target
You will Wander off the Track Miss Your Goal
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BIG GOALS CAN CREATE A FEAR OF FAILURE.LACK
OF GOALSGUARANTEES IT
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-Your Target- Sponsor _____ Members by ______
To become a ________ by ______
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K-LINK'S OPTIMISTS' CREED
Promise Yourself To be so Strong that
nothing can disturb your PEACE OF MIND To talk
HEALTH, HAPPPINESS and PROSPERITY to each one you
meet To make all your friends feel that there is
something of value in them To look at the Sunny
side of everything and make your optimism come
true To think only the Best, to work only the
Best, and to accept only the Best To be just as
enthusiastic about the Success of others as you
are about your own To forget the mistakes of the
past and press on the Greater achievements of the
Future To wear a cheerful countenance at all
times and give every living creature you meet a
smile To give much time to the improvement of
your self that you have no time to criticize
others To be too large for worry, too noble for
anger, too strong for fear, and too happy to
permit presence of trouble