April 2008 Focus Magazine

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Foster Owusu: Immunotec’s Next Million Point

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I’ve Talked to Everyone I Know NOW WHAT? (see page 06)

Small town, big business (see page 14)

Four Investments with Highest ROI (see page 16)

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There has never been a better time to expand your Immunotec business.

Whatever your Immunotec goals, this popular day of training can help turn those goals into reality.

Join Regional Sales Directors and local leaders for a full day of success training. We will share the simple Immunotec system and explore strategies that will help you develop your business faster than ever before!

UPCOM

Leslie Vitzthum Western U.S. Regional Director

John Frederick Eastern U.S. Regional Director

Manon Courchesne Eastern Canada Regional Director

Dr. Jimmy Gutman Immunotec’s Resident Medical Expert

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DATE 29: Ste -Foy, Qu S (Fre ebec April 12 nch only) : Mo (French ntreal, Quebec & Englis h) March

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FOCUS is published by Immunotec Inc. Editor: Mary Politis Contributing Editor: Janice Scrim

Immunotec’s bonded cysteine dietary supplement is available in the U.S. as Immunocal® and in Canada as HMS 90®.

www.immunotec.com

Immunocal®, HMS 90®, PNT 200®, Prycena®, Immunotec Inc, and the Immunotec logo are registered trademarks of Immunotec Inc.

Printed in Canada

Publications Mail Agreement No. 40052703 Return undeliverable Canadian addresses to Immunotec Inc. 300 Joseph Carrier Vaudreuil-Dorion, Quebec J7V 5V5

The content published in Focus magazine is not intended to replace the advice of your healthcare professional.

Publications Mail Agreement No. 40052703 300 Joseph Carrier, Vaudreuil-Dorion, QC J7V 5V5

For more information on products or services described in this magazine, please contact:

The statements made throughout this issue have not been evaluated by the FDA or Health and Welfare Canada. The products are not intended to diagnose, cure, prevent or treat any disease.

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Message from the Editor

Table of Contents I am excited to be at the helm of our Focus magazine. As I set out on this new endeavor, my mission is to provide you with the tools you need to be successful. Each issue, with its fresh new design, includes feature articles on our up and coming Distributors, and the stories that drive them to succeed.

In our illustrious network marketing industry, new millionaires are created every month. They all have one common denominator – the belief and knowledge of building and maintaining relationships, which leads us to our Recognition section. In this section, we praise and highlight the achievements of Distributors who are excelling through the various promotions and programs.

We cannot forget the fuel food from our Regional Sales Directors. John Frederick, Eastern U.S. Division, is the latest addition to our Immunotec family. He joins our dynamic duo, Manon Courchesne and Leslie Vitzthum to deliver training tips, the fuel food that will assist you on your path to success.

New in this issue: many of you have lamented about wanting to know more from Marketing, and what tools are available to support your business. We are pleased to introduce Marketing Mania, a new column making its debut on page 5. Marketing Mania will provide you with insight into the marketing tools, as well as those in the gestational period.

When you factor in the human variable, our products speak for themselves. Consumers need to know how a product will benefit them. Dr. Jimmy Gutman, our Immunotec MD, delivers a powerful piece on our flagship product, Immunocal Platinum, on page 12.

Remember that you are the most important customer in your network marketing business.

We know this issue will assist in embracing your future as you work towards becoming one of Immunotec’s rising Distributors.

Features

02 Foster owusu – making for the million 05 marketing mania 06 find fortune in referrals by leslie vitzthum 08 potential in prospecting by manon courchesne 10 creating urgency for success by john frederick 12 platinum: proactive, not reactive

by Dr. Jimmy Gutman 14 distributors’ corner 15 industry news 16 business beat 18 hyacinth jenningS – persistence & Confidence: key to success 20 dr. alan davey – a pastor’s praise 22 leslynn cummings-johnson & Gary johnson – six degrees of separation 24 frederick cox – beginning to believe 26 recognition 28 message from the president

Mary Politis Editor

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Cover Story

Making for the Million

You’ll know it’s Foster because he’ll be the one with the widest grin. At least, that’s what everybody says. And he was, of course, but while the Diamond Distributor from Ghana, Africa, who now lives and builds his Immunotec business in Toronto, Ontario, is indeed genuine, his appeal, his charm really, is what makes him truly unique.

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When Foster Owusu immigrated to Canada in 1986, he left his country that was gripped in political turmoil, to seek safety, new opportunity, and a chance to discover his true potential in a country where he could plan a future for himself, and his wife, Njoki. He first worked in a plastics factory in Montreal, and actually played professional soccer until leaving the city to further his education in Toronto.

While completing his diploma in accounting, Foster worked two part-time jobs: one as a security guard, and a second in a shipping company. After college, Foster took a position at a dairy company where he was eventually promoted to supervisor; he stayed there until 1999.

Having achieved modest success, and having worked hard and made sacrifices to get where he was, Foster believed he had realized his Canadian dream. And that’s when he met Diamond Distributor, Dr. Victorina Dominguez. “When Vicky told me about the Immunotec products and their benefits, I must admit I was immediately curious about the business opportunity,” said Foster. “I had two questions for her: Who is involved in promoting this business? And, has this business worked in the past, does it work in the present, and will it work in the future?” When Foster found out that literally dozens of Distributors across North America were earning six figures in just part-time hours, he knew he had found his niche. “I borrowed the money to purchase my very first Action Pack, and I haven’t looked back since.”

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Just over nine years later, Foster is one of those top income earners, making over six figures and looking to become Immunotec’s next million-point man, having accumulated approximately 900,000 points in his Total Organizational Volume (TOV). Foster’s equation is simple: number of Distributors + volume of new customers/Distributors = income.

“To maximize the compensation plan, and move the highest volume of products, you need three key Distributors, who will each work with three of their own key Distributors, and so on. Of course you could try and move 4,000 boxes of Platinum on your own,” Foster said with his smile, “but building a team that is strong, and has the same desire to succeed as you do, is a better use of your time, as well as being more financially-rewarding.”

Meet Foster and you’ll know that he talks the talk, but perhaps equally or more importantly, he also walks the walk. He holds weekly meetings, attends local events as well as Set the Pace events, Leadership School, and Red Carpet Days, he’s on all the conference calls and soaks up every ounce of corporate and product information in the bi-weekly Immunocations. When the Success Guide was introduced, Foster pounced on it with enthusiasm and embraced it as an asset from day one.

“Change is a positive thing when it comes with the goal of improving things,” Foster said. “The Success Guide is

“ The Success Guide is a map that guides serious Distributors through business fundamentals and allows us all to become brilliant on the basics.�

Foster Owusu and his family

such an asset. It has given my team and me a blueprint for success. It’s a map that guides serious Distributors through business fundamentals and allows us all to become brilliant on the basics.”

And when it comes to the basics, Foster truly believes in them.

For instance, he has what he calls “breaking the kit” sessions, where he sets up a follow-up meeting with a newly-sponsored Distributor to literally break open the product boxes to give newcomers a thorough introduction to the products, while answering any questions they may have. “It’s about getting a vision for the products. I literally take every single package of Immunocal/HMS 90 out of the box and put it on their counter – and then I take the empty box with me!”

Foster recalls joining Immunotec back in 1999 as if it were yesterday. “I remember my first Red Carpet Day with great fondness,” recalled Foster. “I knew immediately that Immunotec was a place I could call home, and I developed a real bond with many of the team members. My belief level went through the roof.”

In fact, his first corporate experience with Immunotec was so positive, that Foster still attends Red Carpet Days regularly, bringing his newly-sponsored Distributors with him. “There’s no better way to support a new team member than ensuring they get the same first amazing experience that I had,” he said. “And I want to be the leader, to set the example… I always have a part to play in my own success, and that of my team.”

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Along the way, Foster has mentored many strong leaders, four of whom you will meet in this edition of Focus. He has also had three children, whom he lovingly refers to as his Immunokids: Michaela (7), Joshua (5), and Emmanuel (18 months) – and of course, his wife and fellow Diamond Distributor, Njoki.

He says if there are two things he’s learned, it’s that nothing happens in this business without action and that the ultimate success formula is to duplicate what successful people have done.

When you meet people like Foster, you understand the true meaning of commitment, of hard work – of determination.

You know what it means to dream, and to believe.

You know that a challenge is only an obstacle that can be overcome with hard work, and that anyone who wants it – badly enough – can achieve their wildest, grandest dream – even a Canadian one, dreamed up near the Ivory Coast of West Africa.

“The easiest way to define marketing is that it is a process which identifies a need and then provides a means of satisfying it.”

Marketing Mania Mary Politis

Director of Marketing

Immunocal/HMS 90

Free of gluten, corn, starch, wheat, soy, and preservatives.

Immunocal Platinum

Free of gluten, corn, starch, wheat, soy, and preservatives.

Prycena

No artificial flavors, no caffeine.

Prycena Thermal Action

Free of gluten, sugar, soy, preservatives, coloring agents, and sweetener.

One size does not fit all. And one medium does not apply to every customer. The easiest way to define marketing is that it is a process which identifies a need and then provides a means of satisfying it.

Effective marketing requires establishing a target market so that you are able to tailor your marketing strategy accordingly. For example, if you are targeting fitness enthusiasts, your marketing message to the customer or Distributor should include the supplement facts of the products you are presenting.

PNT 200

No gluten, starch, corn, soy wheat, preservatives, coloring agents, sweeteners.

Magistral

Free of gluten, composed of spring water.

Tart Montmorency Cherry Concentrate

Free of preservatives, gluten, additives, and coloring agents. No sugar added.

In the marketing world, it is often said that if you hear about a product, you will most likely forget it. When you see the product, however, a seed is planted in your mind, and you are more likely to remember.

Immunotec Toothpaste

Arriving at the intersection of what is available in terms of marketing tools, we currently have the Product Catalog, individual brochures, sell-sheets, books & booklets, DVDs & CDs, e-cards and the website.

Free of gluten, composed of spring water.

What’s next? We will continue to create and refine marketing pieces to support your success.

And finally, I wanted to conclude with all the product claims we can leverage on our brand. Moving forward, the claims will be applied to the respective product line.

Test your product knowledge by trying to see how many claims you can list (see list on the right).

Free of gluten, fluoride-free.

Xtra Sharp

Omega-3 with Turmeric

Free of preservatives, sugar, salt, starch, gluten, dairy, corn, soy wheat, and lactose.

Vitamin & Mineral

Free of gluten, preservatives, coloring agents, and sweetener.

Pure Milk Calcium

Free of gluten, soy, and preservatives.

Produced from pasteurized milk.

Skin Perfecting Cream

Free of Paraben, aluminum, beeswax, and food additives.

Regional Directors

“Asking for referrals is one of the most effective ways to create a never-ending supply of prospects.”

Find Fortune in eferrals

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Leslie Vitzthum

Regional Sales Director, Western U.S. Division

Whatever your business, it’s imperative that your activities create the highest Return On Investment (ROI). For those of us in network marketing, that means consistently developing new customers and new business builders.

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It’s not unusual for Distributors to think they’ve run out of people to talk to. After they share their business with family, friends, and co-workers, many people believe they’ve hit a wall. They think, “I’ve talked to everyone I know!”

Let’s review an easy-to-learn process that will help you develop a never-ending list of prospects, leading to an ongoing supply of new customers and new Distributors.

This easy process is the art of Asking for Referrals! By incorporating these four, simple referral strategies into your everyday business activities, you and your team will never run out of people to talk to.

Step Master Your Stories. A fundamental skill one mastered by all successful Distributors is the

ability to share well-packaged stories. Learn the language to share the following brief, professional, yet passionate stories:

1. Product Story: your personal results and enthusiasm for Immunotec products.

2. Business ‘Why’: your motivation for building your Immunotec business and how it has affected your financial life, your family life, and your lifestyle.

3. Opportunity: the uniqueness of the Immunotec business and the benefits of joining.

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Step Worka Never-ending List. Successful Distributors two never stop working an ongoing list. Include all the people you know personally, your business contacts, your current customer list, and every new person you meet. Remember… in many cases, it’s not who YOU know, it’s who THEY know.

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sk for Referrals. As you start contacting the A people on your list, remember that you get what you ask for. So be clear about whom you are looking for (customer or Distributor) and how you’d like to receive the referral.

1. Customer Referrals: During customer follow-up, always focus on your customer’s satisfaction first. Once you know they’re happy, always ask for referrals. You can ask verbally and/or in follow-up emails. I recommend you review the Referral Language for Customers on page 16 of the Success Guide.

2. Distributor Referrals: This works with both new people we meet and people we already know. It’s also an excellent way to convert satisfied customers into Distributors.

This process is effective because you are not directly trying to recruit them, rather you are asking for their help. If they have a personal interest after you share your story, they will tell you. You will find Referral Language for Recruiting Distributors on page 15 of the Success Guide.

Step Follow-up. Once you receive a referral, call and

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share your brief, enthusiastic stories immediately!

Here is an opening script:

1. Write out your brief stories and memorize them.

2. P ractice and get comfortable with the referral language in the Success Guide.

“Hi Pat, this is (your name) from Immunotec. I received your name and number from Terry who tells me you have an interest in learning a little more about our (products or company). Is this a good time?”

3. Create an updated master list of contacts.

Don’t delay. Follow up on all referrals immediately! A timely response is a reflection of your professionalism, and is critical for a positive outcome.

6. P ost the following and repeat it to yourself often: “I am a master at asking for, and receiving referrals!”

Action Plan Nothing is more powerful than taking action. In the next 48 hours, challenge yourself to:

4. Call at least five people and ask for referrals.

5. M ake a commitment to ask everyone for referrals from now on.

Asking for referrals is one of the most effective ways of creating a never-ending supply of prospects. Master the skills and teach them to your team, and you will find your fortune in referrals!

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Regional Directors

“Visualize how large your organization can become and what it will mean to you when you help so many others make their dreams come true.”

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Prospecting Manon Courchesne Regional Sales Director, Eastern Canada Division

As a Distributor, the most important activity that you must perform each day is prospecting.

Indeed prospecting is so important, it’s not even an option – it’s an absolute must if you want to grow a successful business.

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Why Prospecting?

• It is the first step in recruiting new customers and Distributors • It is the foundation of your business and what keeps it thriving

• All organizations grow and survive by prospecting and recruiting Belief in the opportunity that Immunotec has to offer is the first step to success. The opposite is also true. If you don’t believe and are not passionate about what you do, it will be very difficult to prospect and promote your Immunotec business.

Many Immunotec Distributors have had tremendous success because of their continued belief in the product and in the business opportunity. As Tom Hopkins, author of Sales Prospecting for Dummies writes, unless you sell an exceptional product intended to a very exclusive or limited market, anybody can be a prospect.

What is Successful Prospecting?

•T hink of your product as a gift – or more specifically, two gifts: health & wealth

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• S top thinking that you’re bothering people; you’re sharing your gifts!

• Start internalizing that prospecting is about sharing, then you’ll see prospecting in a whole new light Your Immunotec business will grow quickly as you recruit new Distributors and teach them to duplicate your skills in selling the product, sharing the business opportunity, and showing others to do the same. Visualize how large your organization can become and what it will mean to you when you help so many others make their dreams come true, as well as your own.

Why Bother Prospecting?

Every network marketing business has turnover, and ours is no exception. If Distributors cease prospecting and replacing customers and Distributors who have left, they would start to lose order count, and ultimately sales would start to decrease.

When you decide to go for Silver, Gold, Diamond, or Executive Diamond, you know that you have to increase your sales. There are two ways to do this: through coverage and productivity.

Coverage Organizational coverage = more Distributors and customers = more orders = more sales!

Productivity Great customer service = higher average order (up-selling other products in your store) = more sales for your organization = a bigger commission check for you every month!

You can see that prospecting is really the lifeblood of your business. No business can succeed unless your sales force continuously grows their sales through coverage and productivity. Be natural, sincere, and enthusiastic. Your belief in the Immunotec products and the Immunotec opportunity will shine through.

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Regional Directors

“Waiting until tomorrow, until we’re organized, until the house is clean, or the project is complete, will not build your business. This is where the urgency for success comes in.”

Creating Urgency for

John Frederick

Success

Regional Sales Director, Eastern U.S Division

The newspaper reporter types feverously at the keyboard, as the impending deadline looms. A quarterback hurries his team to start the play, as the clock winds down. The student glances at the clock and returns to his exam, only ten minutes to go and still 11 math problems to solve.

Deadlines are all around us. We experience them each day as we go about our lives.

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So how does understanding deadlines help you with your Immunotec business? After all, one of the reasons people join network marketing companies is to become their own boss and to not be bound by someone else’s deadline.

The key is to know the difference between deadlines and creating urgency for success.

Why Urgency is Important Since all Immunotec Distributors are independent Distributors, they are free to work the business, or not, on their own time. This can result in the disastrous decision to “wait until tomorrow”. Waiting until tomorrow, until we’re organized, until the house is clean, or the project is complete, will not build your business. This is where the urgency for success comes in.

Every single person who is actively pursuing the Immunotec business wants success. Many define success differently, but nevertheless share success as their goal.

Providing your team members with the tools to take action now will create the urgency to succeed.

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How to Provide Urgency Here are a few ideas to create an urgency for success within your team.

Personal Contact: A phone call or personal visit conveys to your team member their importance, and your urgency.

Email is great for information, but personal contact will produce results. Your voice communicates your passion and the urgency you feel.

Contact and Action: When contacting your team member, suggest one simple action that can produce business results. “ Can you talk to five people before the end of the week?” “ Let’s finish working with and qualifying that last Venture Distributor so you can promote to Silver!

What does he need?”

Review the How-to: One of the most common reasons for inactivity is nervousness about what to say. Even if your team member has had success in the past, they may have lost their self-confidence if they have not talked about the products or business opportunity in a while.

Practice makes perfect, so take a couple of minutes to practice the language, until your team member feels comfortable again.

Follow-up for Results: Follow-up with your team member in a couple days to see what kind of results they have achieved as a result of their efforts. Your follow-up finalizes the urgency and conveys that you are there to help them succeed. You’ll be able to congratulate them on their success or encourage another approach.

“If you want your team to perform and achieve the success they desire, your personal contact will provide them with the urgency for success!”

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The Doctors

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It’s said that your health is worth more than any amount of money. In my more than 25 years as a doctor, this point has been driven into me hundreds of times. There isn’t an MD who hasn’t heard the statements: “I’d give anything to be well again!”, “I’ll do whatever it takes to live a normal life!”, or perhaps most concerning, “I should’ve taken care of this years ago!”

At Immunotec, we can often address the first two statements, but our focus is on the third. What a terrible feeling it must be to think that you had ample opportunity to avoid a major problem, but didn’t because of negligence or laziness.

Immunotec’s scientists have spent decades researching how to prevent this disaster. Immunocal Platinum is a reflection of this work.

Immunocal/HMS 90 has been our flagship product for years and its users are already quite well versed on the benefits of raising glutathione. The wealth of research on

glutathione and the aging process speaks for itself. What is it about the Platinum formulation that takes this a step further? Let us examine this more closely.

Immunocal’s major impact on your health is providing the necessary building blocks or “precursors” for your cells to be able to make glutathione. This is a technology that we continue to refine. Both Immunocal and Immunocal Platinum represent the only patented protein proven to do this. In the development of Immunocal Platinum, we looked very carefully both at the biochemistry of protein metabolism and at potential components of whey sub-fractions that relate to aging. This article examines Platinum both simplistically and technically. Let’s review: The Simplified Version CMPTM (Cytokine Modulating Proteins) Cytokines are little molecules that the immune system uses to regulate inflammation. Inflammation plays a role in

Platinum: Proactive, Jimmy Gutman, MD

issues like aches and pains, but also in cardiovascular and neurological health. Inflammation has been pointed to as one of the key factors driving the aging process. What CMP does, is “turn down the volume” on these cytokines.

RMF (Redox Modulating Formula) This is an exclusive development by the head of Immunotec’s research and development team, Dr. Wulf Dröge. The major objective here was to decrease the amount of acid formed in the body (important to the kidneys), and as a second benefit, to reduce the amount of calcium lost (important in bone health).

The Scientific Version CMPTM (Cytokine Modulating Proteins) Cytokine represent the next generation of whey protein sub-fractions. These are peptides derived from whey by proprietary isolation technology. Cytokines are proteins used to coordinate the body’s immune response to invading pathogens and manage healthy cellular growth.

These components play roles in managing an appropriate inflammatory response, repairing cell damage, promoting healthy cell differentiation and growth, and inhibiting abnormal cell growth. CMP also acts by raising TGF-beta2 and by providing additional Lactoferrin. The goal here is to limit the degenerative processes.

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Dr. Wulf Dröge, Dr. Jimmy Gutman, and R&D Vice-President John Molson RMF (Redox Modulating Formula) RMF is a mineral/amino acid formulation developed by Dr. Dröge, based on years of research of the biochemistry of aging. The challenge of neutralizing the potential increase in acid production in individuals ingesting high amounts of protein has been successfully resolved with RMF. As a result of improving the acid/base balance, calcium loss is lowered. There are many other benefits found in the literature regarding an improved acid/base balance. Other components modulate insulin metabolism as well as serving as a methyl donor.

Turn a Triple into a Home Run! Immunocal Platinum provides triple action for your immune health.

Raising glutathione represents maintaining immunity, the cytokine modulating proteins representing reparative immunity. Attention to the proper acid/base balance helps lead to sustained immunity. Turn this approach into a homer by topping it off with the supplements found in the Daily Essentials Pack – and be proactive, not reactive!

CMP is a registered trademark of Glanbia PLC.

Not Reactive Immunocal’s major impact on your health is providing the necessary building blocks or “precursors” for your cells to be able to make glutathione.

This is a technology that we continue to refine.

on

Why Platinum?

“I’ve been using cysteine supplementation since the late 1980’s. To improve Immunocal, I proposed adding certain citric acid salts to reduce the body acidification that is prevalent in most people in North America.

The excessive acid load results from an imbalanced diet with insufficient intake of fruits and vegetables. A series of scientific studies has shown that acidification of our body has a number of negative consequences including, most notably, the loss of bone mineral density which ultimately leads to devastating osteoporosis.

As our body can convert citric acid into carbon dioxide and exhale carbon dioxide through the lungs, the remaining alkali of the citric acid salts can now effectively neutralize other acids in our body and thereby ameliorate the loss of bone mineral density. The inclusion of these citric acid salts formed the basis of our superior product, Immunocal Platinum.“ – Dr. Wulf Dröge “Although Platinum was initially developed with the boomer population in mind, it became clear that there were benefits for overweight people, athletic individuals, those with circulation challenges and other segments of the population. Certainly, Immunocal/HMS 90 has proven benefits for all these groups, but Platinum represents the next generation in immune enhancement with even more benefits and will become the new standard in the immune health market.”

– Dr. Jimmy Gutman “I manage my life proactively rather than reactively, and this extends to the way I manage my health. I made a decision that I am going to do everything I can to help my body manage the aging process. In life, as in sports, you can only control the ‘controllable variables’. Lance Armstrong almost lost the Tour de France because he ‘bonked’ – having depleted his muscle glycogen because he didn’t eat properly during the race. Now it is known that if you wait to feel hungry before you eat in a race, it’s already too late. I use the same approach in life, and am not going to wait to have a problem before I start taking Platinum.”

– John Molson

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News & Info

Distributors’ Corner Welcome to Distributors’ Corner, a section of the magazine where new Distributors look to veteran Distributors for business advice and guidance. Do you have questions about your Immunotec business? Ever wonder what the best way to approach a new prospect is, or what the best follow-up procedures are? Ask some of our field leaders, who have achieved Gold level and above, and have gained solid business experience and a proven track record of success.

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Q: Silver Distributor, Linda Welden from Ontario, asks: “I am organizing a tradeshow for July; how do I execute a successful tradeshow, what are the do’s and don’ts?”

A: Executive Diamond Distributor, Linda Bain also from Ontario, answers: “I strongly suggest focusing on a specific product, rather than the complete line of Immunotec products.

One of my personal favorites to introduce at tradeshows is the Cherry Concentrate; it’s delicious, has a strong scientific backing, and is easy to sell. Once you have their name and contact information, you have the perfect opportunity to do a follow-up at a later date, when you can introduce the other products or invite them to a business opportunity meeting. Also, make sure you have tasting samples of whatever it is you’re promoting… and be creative! You should have marketing material on hand, but keep it simple… you don’t want to overload the prospect. The most important thing to do at a tradeshow is a draw. This is your opportunity to get new names, contact information, and to ask two critical questions: are you interested in attending a seminar and are you interested in starting your own home-based business? When you follow-up with that person, you are better able to determine his/her needs, determine whether they are a customer or a potential Distributor, and answer any questions or concerns they may have.

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Q: Silver Distributor, Yvonne Jansma from Saskatchewan, asks: “I’m a Silver Distributor and have been working my business for a year. I live in a small town of 300 people with the closest big city over 100 km away. I want to expand my business out of my small town. What are some affordable and effective ways to reach out and attract new business outside of my area?”

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A: Diamond Distributors, Barbara & Al Caccarile from New York, answer: “First of all, congratulations on achieving the Silver Distributor status! From this level, you can grow a beautiful business team. And the team does not have to live in the same city as you do. In fact, most of our Distributors live hundreds of miles away from us. How can you do this? Just follow the Success Guide. Make lists of names. One list should be for people who live far away, whom you will contact by phone. Make another list of those who live within 200 km that you might meet in person if they express interest. A third list should contain names of those in your area that you can meet with face to face.

Where do you get the names? Check your address book, school yearbooks, and club memberships. Who do you work with? Who does your banking, dry cleaning, or works on your car, etc? Put them all on the list. After telling them about the benefits of our products, you can say: ‘I’m looking for business-minded people to join me and position themselves to take the lead as we expand in your area. You may or may not have a personal interest, but I’m hoping you can lead me to someone this would be perfect for. Who do you know? I am looking for referrals.’ The Success Guide has further detailed direction for using this approach.

Don’t forget to help the Distributors in your downline to work their leads too. They probably know people in other cities. Satisfied customers can also give you referrals if you just ask for them. And – very important – work with your Sponsor, or another more experienced Distributor, to do three-way calling.”

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Being your own boss means it’s your responsibility to ensure that you are at the top of your game.

Industry News Networking 101: According to Direct Selling News (DSN), there are definite secrets to success that every network marketer should know and master. Being your own boss means it’s your responsibility to ensure that you are at the top of your game; here are six steps to help you stay there:

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1. Simple Sells: No one will ever tell you that this business is easy; it’s not. But part of your job as a leader to your downline is to make the business as simple and straightforward as you can. Remind your Distributors of the available tools and resources that facilitate their job. Go over the Success Guide, rehearse recruiting language, and practice three-way calling.

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2. LOVE Lucrative: Part of the benefit of this industry is about being paid for the effort you put in, and when it’s lucrative, it’s even more encouraging. Promote reaching out on a daily basis, asking for referrals, and participating in ongoing promotions that will help your downline earn even more money.

3. Regularly Recognize: Telling people that they’ve done a great job is a true sign of support and leadership. If someone in your downline has excelled, or gotten off to a fast start, tell them so! Pick up the phone, send an email, highlight

them at your next meeting… but recognize their efforts on a regular basis. DSN also suggests segmenting your sales force into two categories – new Distributors and others – and to avoid recognizing the same people for the same achievements, as it may be discouraging for the others.

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4. Totally Trustworthy: A promise made must be a promise kept. Your Distributors trust you to keep your word, so when you say you’ll do something, follow through.

Remember, respect and trust are earned!

5. Picture Patient: A major cause of failure in network marketing businesses is lack of patience. This doesn’t mean you can just sit back and have your business magically grow, but keep in mind it isn’t going to happen over night either. Be patient, if you’re putting in the effort, using the tools, and following the guidelines you will be successful.

6. Holler, HELP! Your Immunotec business is not a sink or swim deal. Sometimes if you feel you’re treading in uncharted waters, ask for help. Talk to your Sponsor, a field leader, or a Regional Sales Director… They’re here for you! Remember, you could be heading for an adversity that could be easily avoided. If you think you need help, chances are you probably do, so don’t whisper – holler, HELP!

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News & Info

Business Beat Top Four Distributor Investments With any new business comes its fair share of successes and challenges, from which we learn important lessons.

To succeed, with your Immunotec business or any other business for that matter, there are four key investments any new Distributor should make.

1 2

1. Investment of Time: Time invested is relative to success.

It’s so important to set time aside to build your business – it takes time and effort to build success! Remember, in business as in life, time wasted can never be reclaimed.

2. Investment of Courage: There are times when you will feel like you have taken one step forward for every two taken backwards. It takes courage and determination to continue to move forward, and to believe, without fault that “I will do it.” Remember, when you need guidance and reassurance, talk to your Sponsor – that’s part of why they’re there!

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3. Investment of Desire and Motivation: The desire to succeed and to become your own personal best is critical.

Self-motivation and the willingness to grow both in knowledge and in skill, come from within. Nobody can give you ambition or desire. Remember, if your Immunotec business is something you want badly enough, you’ll find a way to get it.

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4. Investment in a Creative Heart and Mind: You may not be the most creative person, but you must at least be open to learn and to generate “brain power”. Turn to your Sponsor as a mentor or leader, and duplicate their successful actions! Set yourself up with motivational literature that will inspire both personal growth and powerful new business ideas. When you learn, your confidence grows. With confidence, the more you will want to learn.

Self-motivation and the willingness to grow both in knowledge and in skill, come from within.

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It looks even better when you’re there.

Aaron Petrosino, Gold Distributor: 846 Action Points Qi Jiang, Investor Distributor: 455 Action Points Moises Ariel Rivera, Gold Distributor: 384 Action Points Lisette Jacques, Gold Distributor: 379 Action Points

®

Hot Distributors

&

Persistence Confidence

“My goal for going Diamond means supporting my downline’s success.”

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KEY TO SUCCESS

Just six weeks after Hyacinth Jennings’ son was born, he was put on a ventilator for chronic asthma. Doctors prescribed steroids and other medication, but 14 years later Kami still depended on his oxygen mask two to four times every day. His mother was devastated that her son’s poor health had such an adverse reaction on his life and was determined to find a solution.

I

In fact, poor health was rampant in Hyacinth’s household.

Her mother was diagnosed with osteoporosis and walked only with the aid of a cane, and Hyacinth suffered from fibromyalgia and arthritis.

“When I was approached with an opportunity for improved health and wealth, I started with the basics: the products,” said Hyacinth from her home in Pickering, Ontario. “We all experienced such drastic changes. I felt like I was finally getting my life back, my mother was walking without a cane again, and for the first time in my son’s life, he wasn’t dependent on a ventilator.”

Hyacinth’s goal is simple. She wants to get the message out to as many people as possible, while attaining financial freedom. “My goal for going Diamond means supporting my downline’s success. The focus is on helping them move forward to promote in rank, while duplicating the messaging, the system, and the support that have been given to me – and helped me to become successful.”

Hyacinth Jennings

In June 2007, Hyacinth promoted to Gold, and says a tightly-packaged story, effective business tools and training seminars, as well as having Foster as a teacher and mentor have all contributed to a boosted self-confidence and successful business.

“Foster teaches us that the speed of the leader determines the speed of the team. The corporate events remind us that persistence and confidence equal success. We are always surrounded by powerful leaders and powerful language – and we know that communicating the right message to the right people will bring us success,” Hyacinth said.

When it comes to recruiting, Hyacinth laughs at the thought of not having anyone to talk to. “To me, ‘no’ means not today, not ‘no’ forever… so I’m always going back to prospects,” she said. “I’ll go through my old phone books, and when I go for walks I say good morning to everyone I meet. If you’re in my zone, you’re on my list. It’s as simple as that.”

This attitude has resulted in an expanded business for Hyacinth, spreading as far away as Florida. “I spoke to Hilsa Blackwood about the products and business opportunity, she shared the same message with her friend’s dad who then called a friend in Florida. Before you knew it my Florida group was on fire!” Hyacinth says that you never truly know how far you can go with just the right person, and that’s why it’s so important to continually be reaching to new contacts.

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P

Pastor Davey has been Foster’s spiritual guide and friend, for years. Their relationship began to evolve one day after Foster dropped off a box of Immunocal/HMS 90 on Pastor Davey’s doorstep. “Throughout my sermons, I would inevitably talk about my excruciating migraine headaches.

They were a constant battle for me,” said Pastor Davey.

Dr. Alan Davey

Hot Distributors

Dr. Alan Davey has been the Pastor at Weston Park Baptist Church for almost two decades.

When he is not devoting time to his Toronto-based congregation, he travels abroad to do relief work in countries like India and Bolivia. He teaches, is a devoted father and husband, and in his spare time, is a master scuba diver.

Perhaps the biggest change for Pastor Davey has been adapting to his new role as student, as opposed to teacher.

He spends hours in Foster’s office, listening, talking, and asking questions. He attends corporate events, again in the aim of learning business skills and product information – and to attain the same level of confidence he has mastered

A Pastor’s 20

Despite knowing Foster when he was riddled with back pain and seeing his health transformation, Pastor Davey still seemed unconvinced that the natural product could help him, leaving the box unopened for close to a year. “Instead of trying the product, I travelled for three months,” said Pastor Davey. “By the time I got home, my migraines had taken complete control of my life; that’s when I decided to open the box.”

in his church, with his congregation, and with the children he has coached and taught all over the world.

His migraines gone, Pastor Davey said it wasn’t a big step to begin building his Immunotec business. “My role as Pastor is to guide people to enjoy a better quality of life – I take the same approach when it comes to my Immunotec business.”

Part of the financial resources that this Silver Distributor earns contribute to a bigger cause, which encourages Pastor Davey even further. He recently was in India where the program he worked on involved providing a chance at

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“I feel ready now to go to the next level… to focus on sponsoring Distributors, as opposed to only customers, to reach out every day, not just as a Pastor, but as a business person as well,” he said. “I feel confident that my business fits what I’m all about, that I can help people with their health, the same way I have helped with spiritual guidance.”

TOP: Dr. Alan Davey at Taj Mahal TOP RIGHT & BOTTOM RIGHT: Girls’ School in India

an education for child laborers who would be otherwise unable to attend school because they had to work to help financially support their families. Pastor Davey’s program helped subsidize these poor families by contributing the money that would have been earned by the child. “The best part about this business is that it allows me to continue my

Praise relief work and other international projects. The benefit, really, is two-fold; I am able to help those closer to home, while having the means to reach out on an international level and make a difference there too. To hear how excited the kids are about school is really the most exhilarating part.”

For Pastor Davey, as for so many other Immunotec Distributors, it’s about helping people. But as the Pastor has discovered, it’s also about personal development and reaching a higher place. It’s about committing to something that matters to you – whether that be your home, your church, your business – or providing an education, indeed a chance at a normal life, for young girls across the globe.

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Hot Distributors

Whether it’s local events, home meetings, conference calls, or corporate events, such as Set the Pace or Leadership School, the couple says they gain the momentum and the skills they need to pursue their business.

Six degrees of separation. It’s a theory that says that if a person is one step away from each person he or she knows, and two steps away from each person which that person knows, then everyone on Earth is approximately six steps apart. It’s another way of saying it’s a small world, and it’s the business approach that wife-husband duo, Leslynn Cummings-Johnson and Gary Johnson, share when it comes to their Immunotec business.

Leslynn Cummings-Johnson, Gary Johnson, and their family

Six Degrees M

“My mother knew Foster through a friend of a friend’s niece, who then introduced us to the products and business,” said Leslynn, a Silver Distributor from Miami, Florida. “My mother, husband, and I all started taking the products and we noticed an immediate difference – but so did the people around us.”

Friends and colleagues approach Leslynn to tell her how beautiful her skin looks and what a bright smile she has – and she takes the opportunity to introduce the Immunotec face cream and toothpaste. Gary, who works the night shift as a driver at the Fort Lauderdale International Airport, introduced some of his colleagues to Xtra Sharp, and word

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began to spread that Gary had a natural product that could keep you alert throughout the late shift that ended at 2 a.m.

“Drivers need to be alert, and that can be challenging when you’re up all hours of the night,” said Gary, a Venture Distributor. “A lot of the products on the market have serious side effects, while the Xtra Sharp is all-natural, with no caffeine or sodium. It’s been a huge hit.”

Leslynn and Gary are newlyweds, and began the business together after seeing the potential for health and wealth.

They both work full-time jobs, but still manage to commit about 35 hours a week to their Immunotec business. She

of

Separation

is the Human Resources Manager for an international company during the day, so does her calls and meetings during the evenings, while he works at the airport at night, and is up early in the morning to start reaching out and following-up with his prospects.

about the Product Catalog. “I have a copy in my back seat, in my purse… when someone says I have a healthy glow, or that I’m so energetic, I whip out my catalog and say – why don’t we set up a meeting so I can tell you about the products I’m taking and a great business opportunity too!”

And on weekends, you’ll find Leslynn and Gary busy building their business and working with their team. Whether it’s local events, home meetings, conference calls, or corporate events, such as Set the Pace or Leadership School, the couple says they gain the momentum and the skills they need to pursue their business. For Gary, the three-way calls have enabled him to expand his business, while Leslynn is all

Ask the newlyweds about their goals, and they each have their own priorities. For Gary, he says he wants more time to be with his family and to provide a better lifestyle. For Leslynn, she has the same concerns, but make no mistake she says, “I want those big checks and I want to be in the same bank line as Foster.” And ideally, indeed realistically, there’s no reason why this happy couple can’t have both.

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Hot Distributors

“ I got an opportunity to give a presentation at Leadership School in Toronto, and with the confidence it inspired, I began to believe.”

Beginning

Frederick Cox

Believe

to

Frederick Cox had developed a pattern. Attend corporate events, get charged, come home – and nothing. Participate in meetings, get pumped, come home – and still nothing. And then, last October, something clicked, and Frederick’s business, indeed his life, began to change.

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“Foster kept on nudging – and he never quit on me,” Fred said. “He saw something in me and encouraged me to be myself. At his insistence, I began to speak at our weekly Monday night meetings, then I got an opportunity to give a presentation at Leadership School in Toronto, and with the confidence it inspired, I began to believe.”

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And to hear Frederick speak today, you’d never know that he is shy. His voice is melodic, and his passion is truly electrifying. He’s a Venture Distributor from Pickering, Ontario, and finally, much to Foster’s delight, is doing all the right things. He hosts and attends regular meetings, participates at corporate events, applies

the business tools, and teaches his team to do all the same things.

Like Foster, Frederick is a strong believer in the Success Guide.

For him, all the steps are created equal, indeed, only as a six-step package, he says, does it create the kind of synergy that has been instrumental to him, and to so many of Immunotec’s Distributors.

Step Five of the Success Guide details a variety of ways for Distributors to reach out every day. Frederick follows the rule, saying, “My neighborhood has about 4,000 homes, so I figure there are at least that many people for me to reach out to, and out of that many, at least some will be interested.” Part of his routine includes his daily walk when he distributes between 300-400 flyers. “Some people are skeptical when they see flyers, and sometimes it takes a few flyers before they act, but I’ve seen a lot of success

from this approach.” Newcomers are invited to attend his weekly Tuesday home meetings to listen-in, ask questions, or simply reflect.

“Not everybody is going to make an on-the-spot decision about the products or the business opportunity,” he said.

“But I make sure that I have their contact information before they leave so that I can follow-up in a timely fashion.

A thank you note or an email is always a nice touch.” If all else fails, he says, and the person isn’t interested, he asks the burning question: Who do you know?

For Frederick, it is the beginning of the journey. He is committed to making Immunotec his full time career, saying, “Success is a synergetic exercise of desire, planning, and execution.” This kind of language, this kind of attitude, is what great Distributors – great leaders are made of – and really, what the Immunotec opportunity is all about.

Frederick Cox and his family

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Recognition

December

12/07

december promotions

Lisette Jacques Gold

Moises Ariel Rivera Renee Beverly-Ray Charles Dizaine Gold Silver Silver

Nicole Miron Silver

Distributor Name

Title

Distributor Name

Title

LISETTE JACQUES éTIENNE LACHAINE SYLVIE DESROCHERS MOISES ARIEL RIVERA FANNIE & THOMAS ABRON RENEE BEVERLY-RAY CATRIONA BROWN MARIE-CLAIRE DIONNE CHARLES DIZAINE

Gold Gold Gold Gold Silver Silver Silver Silver Silver

CHRISTINE DIZAINE ARAMIS FONSECA NICOLE MIRON SADIQUE OSMAN ROBERT PIPER ANIA RIVERA GISELA RIVERA ALEXANDER STRACHKOV SUSAN TRIGONIS

Silver Silver Silver Silver Silver Silver Silver Silver Silver

december ACTION BONUS – top three

Moises Ariel Rivera Ronalyn Dallas

Charles Dizaine

Distributor Name Moises Ariel Rivera Ronalyn Dallas Charles Dizaine

Total Points

Amount

128 120 110

$3,677.04 $2,206.22 $1,470.82

January

01/08

january promotions

Barbara Caccarile Diamond

Nathaniel McCallum Bruce Watson Gold Gold

Distributor Name BARBARA CACCARILE CAROLE BABIN

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Title Diamond Gold

Denis Guy Silver

Elizabeth M. Irwin Silver

Distributor Name

Title

KAREN CULHNO ROBERTA FRY

Gold Gold

January promotions – cont’d

Richard Miron Silver

Catherine Owens Gold

Anthony Narine Silver

Rita Rodriguez Silver

Karen Rogers Silver

Nathalie Warnet Silver

Jon A. Watson Silver

Brian L. Watson Silver

Distributor Name

Title

Distributor Name

Title

NATHANIEL MCCALLUM CATHERINE OWENS RICHARD PERKINS BRUCE WATSON JAMES BOYLE JOEL CABATIC JOSEPH CACCARILE CARLOS CARDENAS GILLES CHARTRAND KASSIDI VIRGINIA CORTEZ STELLA COSSETTE HAROLD B. DAILY JR. MARCIA DARBY ROWENA DE LA COSTA RICHARD DORIA JOAN FOSTER CECIBEL GOLLER ALEXANDRIA GRANDBERRY DENIS GUY YOCASTA HAHN ELIZABETH M. IRWIN PATRICIA KENTON ALEXANDER KLOUBKOV

Gold Gold Gold Gold Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver

DR. GREG KURULIAK JEAN-MARIE LAGACé CLAIRE LEBLANC CYNTHIA LORENZO ZLATA LUBE DANIEL MALFARA RICHARD MIRON ANTHONY NARINE SWEN D. PAGUIA JAMES W. PATTERSON MYLèNE PEARSON ELENA POPOVYCH SABINA RABAEVA RACHEL RAUGHT RITA RODRIGUEZ KAREN ROGERS BRIDGID SANDLER AURELIO SIENES DONG VAN NGUYEN CLOE WADDELL NATHALIE WARNET JON A. WATSON BRIAN L. WATSON

Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver Silver

january ACTION BONUS – top three

Aaron S. Petrosino Karen Culhno

Nathaniel McCallum

Distributor Name Aaron S. Petrosino Karen Culhno Nathaniel Mccallum

Total Points

Amount

140 131 127

$4,067.62 $2,440.57 $1,627.05

january moving up Distributor Name Lisette Jacques Renee Beverly-Ray Catriona Brown Marie-Claire Dionne

Amount $750 $250 $250 $250

Distributor Name Nicole Miron Sadique Osman Susan Trigonis

Amount $250 $250 $250

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Message from the President

“I believe that 2008 holds the potential to be a record year for Immunotec, and the beginning of dramatic growth for each of your businesses.”

Message from the President I have been part of the Immunotec family since November 2007. During this time, I’ve had the opportunity to attend several corporate events and to meet many of you.

I’ve been touched by your product stories, and impressed with your business accomplishments, and indeed, moved by your incessant desire to dream – and your tenacity to succeed. For some, the rewards come from giving the gift of improved health to loved ones, while others are reaping the benefits of being their own boss, setting their own goals, and being rewarded financially for their efforts.

I knew when I joined the company that there was a potential for this company to grow. But now, more than ever, I am convinced. We have dedicated Distributors, a strong corporate team, a hungry market, and a literally unlimited opportunity to help people throughout North America to achieve both wellness and wealth.

Our primary mission in the next weeks and months is to help you introduce Immunotec to even larger numbers of Distributors, and to spread the word about our extraordinary products and our great business opportunity.

We’ve already seen strong growth in the last two months, both with our Distributors and our sales. I believe that 2008 holds the potential to be a record year for Immunotec, and the beginning of dramatic growth for each of your businesses.

I look forward to working with you, and for you, to help you realize your goals and make your Immunotec businesses enormously successful!

James A. Northrop President & CEO

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®

IMMUNOTEC ANNUAL EVENT

2008

Achieving Now… More Than Ever

September 12 – 14th, 2008 Atlantic City, New Jersey SHERATON ATLANTIC CITY Convention Center Hotel

Believe

Be the Leader You are Looking For Portland, Oregon April 19 & 20

Atlanta, Georgia May 3 & May 4

Call Distributor Support to sign up for Leadership School today!

(888) 917-7779