President's Message - The Power of Focus March 2001

I do not go to ball games often. There always seems to be much better things to do with my time. But when I take time to attend a game, I'm always impressed with how much we can learn from the superstars. The most exciting moments are when the players make that incredible catch, pitch that last strike or make that last-second basket. I have been amazed by the talents of the professionals. I know that the best players practice often and work hard. But there's one more skill each athlete has that helps them make critical plays - focus.

The power of focus is vividly demonstrated in the movie For Love of the Game. The main character is Billy Chapel, a 40-year-old pitcher who has played baseball for 19 years. He no longer has the stamina or the energy of some of the younger pitchers on the team, yet he's the one who's chosen to start in the final game of the season - the one that makes the difference between going to the playoffs or going home. Why is he the pitcher the team relies on? Because he has the ability to focus.

Each time Billy faces a batter he's surrounded by distractions. The people in the crowd are screaming or waving. The players on the other team are taunting him. There's music from the loudspeakers and traffic in the background. But no matter what is going on around him, he delivers the perfect pitch. How does he do it? He concentrates so intensely that, to him, the ballpark is silent. The only thing he sees is the catcher's mitt. The only thing he hears is the umpire calling, "Strike!" When his full focus is in the right place, he always delivers the perfect pitch. He doesn't let the pain in his shoulder, the troubles with his family and the doubts of the coach interfere with his performance. Time and time again he tunes out the distractions, and in the end he has pitched a rare "perfect game" with no hits or errors - and clinched the playoffs for the team!

In your life, you are the pitcher, the one and only person who can win the game. If you want to achieve your goals, you have to have complete focus, and you have to have the passion and commitment it takes to lead your life, your family, and your business in the right direction.

Those who want to reach their goals need to have a clear focus on what steps it is going to take. As Melaleuca has grown, I have had to learn to focus on the key issues that will keep our company growing and to filter out the distractions. There are hundreds of tasks and projects going on in this company, but as president, I need to focus on those that have the most impact and the most potential for growth.

I have learned that the leaders who do extremely well in Melaleuca also have the ability to focus. They are fully dedicated to their goals until they are achieved. They do not let day-to-day life get in the way, or lose their concentration when setbacks occur. They know what is most important for growth, and what is just a distraction.

A new year is just starting, and I am sure that you have set new goals for your business. You know where you want to go, and you've defined the steps it will take to get there. That's great! I commend you for writing down those goals and planning where you want to go. (If you haven't written down your goals, do it now!) I also know that you're going to find plenty of distractions during this year, and as time goes on it will become more difficult to feel the excitement of the time when you first set your goals.

That's why focus is so important. A friend of mine, Hyrum Smith, often quotes that it's important to have "the ability to carry out a worthy decision after the emotion of making the decision is past." Focus is what helps you carry out your decisions, even when the excitement wanes and distractions get in the way.

When you start growing your business and adding more customers and becoming successful, you'll almost always run into more distractions. You might be distracted by someone who is negative and tells you that you can't reach your dreams, or you might be sidetracked by management-type tasks that take a lot of time but do nothing to grow your business. That's when you need to apply the principle of focus.

No matter what comes your way during the year, stick to your goals and your plan. Tune out all the distractions and keep plugging away at activities that pay off. There are seven critical business-building activities that deserve your focus:

1) Keep building your contact list. Wherever you go, you should take your list and continue to add names. Never leave home without it. It is your diamond mine. You will find the diamonds if you keep sifting through the names and adding new ones.

2) Set appointments. If you do not have appointments you are out of business! Open up your "shop" and always have several appointments on your calendar.

3) Make presentations. This is the most productive and rewarding activity. Lots of presentations will bring you lots of customers.

4) Hold a follow-up meeting within 48-hours of the new enrollment. In these meetings you should set goals and form a business strategy with your new business builders (the people who circle 3s, 4s or 5s) to qualify for the Pacesetter program. You must get them started right away. Promise that you will find them a mentor that will get them to Director in 60 days if they will A) purchase a Career Pack or Value Pack, B) provide their contact list, and C) be available and present at the appointment and presentation to their contact.

5) Celebrate people's successes. Whenever people do anything good, i.e. make an appointment, enroll a new customer or turn Director, make sure you're patting them on the back. Write them notes of congratulations. Let them know you've noticed their achievements. Celebrating success is a crucial element to building a business.

6) Always be involved with a Fast Track. Fast Track is what keeps you plugged in to success! Those who participate in Fast Tracks grow the fastest. If you are not in a Fast Track then you are not plugged in!

7) Attend all Melaleuca meetings. Each meeting gives you an opportunity to refocus on your business, to prioritize your activities and gain new excitement and energy. Even if you have heard it all before, your presence adds to everyone else's experience. Our culture needs to be one where, if there is a Melaleuca meeting in our area, people can count on our support. We will be there!

If you focus on these key activities, you will be able to "make the play" at the critical times. From time to time, stop and review your activities and make sure they are productive. How far have you come? How far do you have to go? Refocus yourself on these seven activities. Stay on track! Other activities will not get you there!

Your goals are within your reach! Your focus on these seven key business-building activities will create growth, and you'll soon be achieving what you hoped you would achieve. Make the decision to get started today on the fundamentals of building your business. With your focus and dedication, I can promise that your time and hard work will pay you tremendous dividends. Remember, focus!

Sincerely,

Frank

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