Direct Sell - The MOMpreneur

DIRECT 

SELLING 

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Tickets 

are LIMITED 

and are selling 

FAST! 

For more information or to purchase 

your tickets online, please visit: 

www.newaspiration.com 

LISA NICHOLS 

When is Now the right time to make 

a positive change in your life? 

Showcased in the DVD/book phenomenon 

“The Secret”, with a new book release 

“No Matter What”, Lisa Nichols is a world 

renowned speaker with an empowering message! 

SPEND AN EVENING 

WITH LISA NICHOLS! 

TORONTO 

October 23, 2009, 7:30 pm 

John Bassett Theatre, Metro Toronto Convention Centre 

CALGARY 

October 28, 2009, 7:30 pm 

MacEwan Centre, University of Calgary 

VANCOUVER 

October 30, 2009, 7:30 pm 

Delta Burnaby Hotel and Conference Centre 

Toronto - $110.00 

Calgary - $100.00 

Vancouver - $100.00 

presented by 

TICKET PRICES 

(plus gst and service charge) 

10% discount for Mompreneur 

Readers - use promo code NAEWLN010 

Inspiring Women To Be The Best They Can Be 

A NEW ASPIRATION LTD. PRODUCTION. SPEAKERS AND DATES SUBJECT TO CHANGE WITHOUT NOTICE. ALL TICKET SALES ARE FINAL.

Candace Bushnell 

Acclaimed author of Sex and 

the City and Lipstick Jungle. 

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Ever think that there’s gotta be something more? Reinvent yourself. Transform your stumbling 

blocks into stepping stones. Defrost your dreams. Claim the life you were meant to live! 

October 5th, 2009 � Calgary TELUS Convention Centre � 8:30am - 5:30pm 

Martha Beck 

O Magazine columnist and 

New York Times best-selling Author. 

Peter Walsh 

Organizational Expert and 

Oprah and Friends Radio Host. 

Ben Barry 

CEO, Ben Barry Agency and Best 

Selling Author of Fashioning Reality. 

Moreah Ragusa 

Psychotherapist, Mentor, 

Author and Brilliance Specialist. 

VIP 

Extra Bliss 

Packages Now Available 

In addition to your event ticket, these packages include 3 very special additional events! 

1. The Morning with Martha (a VIP continental breakfast) 

2. VIP Glinda Girls Awards Luncheon with the Glinda Girl Celebrity Judges: 

Anastasia Soare, Sara Happ, Candice Graf, Pamela Fink, Danielle LaPorte, Maureen Kelly, Lisa Levin 

3. Fab-U-Bliss After Party with Peter Walsh, the Glinda Girl Celebrity Judges and more special guests! 

*Limited quantities available, if you are already a ticket holder and would like to upgrade, please call 1.866.944.0455 

To purchase tickets visit www.GlindaGirls.com 

or call 1.866.944.0455

M�� 

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Kathryn Bechthold 

� �� Fight Your Fear 

10 of Follow-Up 

Follow up with prospects 

and stand out among your 

competition. 

Judy Garmaise 

� �� Congratula- 

14 tions – It’s a Business! 

Plan ahead to help your ‘baby’ 

grow healthy and strong. 

Leah Grant 

� �� Overcome Your 

16 “Comfort Addiction” Once and For All 

Leave your comfort zone and 

make that change you keep 

dreaming of! 

Lisa Haisha 

� �� Making Friends in Upper 

18 �� 

Help guide your children 

through the pitfalls of preadolescent 

relationships. 

Julie Freedman Smith 

and Gail Bell 

� �� 8 Budgeting Tips to Control 

20 Your Bottom Line 

Management tools to meet your 

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surprises. 

Gene Siciliano 

� �� The Queen of Direct 

22 Sellers 

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continues to stand as one of the 

most visionary and successful 

direct selling companies of all 

time, empowering and inspiring 

women around the world. 

Cindy Stephen 

� �� Cutco Sharpens the 

26 Direct Sell 

Relationships and a genuine 

regard for the welfare of people 

are at the centre of this company’s 

direct selling philosophy. 

Cindy Stephen 

� �� Q&A with Lavish 

28 Accessories Boutique 

A shared love for fashion 

inspired this mother-daughter 

team to launch Lavish. 


� �� Fire Up Your 

32 Marketing Efforts 

Put your marketing into high 

gear to end 2009 with a bang! 

Sharole Lawrence 

� �� Polished to Perfection 

36 From Mary Kay Consultant to 

Tocara National Sales Director, 

Debra Porszt knows direct 

selling inside and out... 


� �� Tea for (More Than) Two 

44 Tonia Jahshan’s ‘tea parties’ 

introduce Canadians to the 

wonders of Steeped Tea. 


� �� Hands On Approach 

50 �� 

New management, a sharp 

focus and solid communication 

breathe new life into one of 

Canada’s oldest direct selling 

companies. 

Cindy Stephen 

� �� Unfolding the Power 

52 and Potential of your Relationship 

5 questions to answer that will 

help you create the atmosphere 

you want for your relationship. 

Kerry Woodcock 

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� �� Bookshelf 

54 A selection of books to help you 

get back to business this fall. 

� �� Focus Instead 

56 of Flounder 

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deal with distractions and stress. 

Dr. Tim Ursiny 

� �� 5 Ways Leaders Lose 

58 Their Edge 

Regain the alignment between 

what’s important to you and 

what’s important to your 

company. 

Joelle Jay 

� �� 

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� �� 

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the majority of you know, life with a new baby can be 

challenging. Add a business and a jealous preschooler 

into the mix and it becomes downright chaos. I have 

embarked upon this last month and this issue with a 

four week old baby, a four year old toddler, a cat with a A�s 

stress-induced case of pancreatitis, and a husband who is 

coping by doing large amounts of laundry. Although the laundry fanatic 

may sound helpful, it is a bit like watching someone with Obsessive-Com- 

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100th time. If I didn’t have a sense of humour to rely on, it could turn a 

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In times like these, you have to thank your lucky stars that anything gets 

done – and in my life, I feel that if it is going to get done, you should do 

it with a laugh. So, in the spirit of having a good laugh at a girlfriend’s 

expense, here are some funny moments that I’ve experienced recently – 

feel free to send me yours. 

�� While on the phone with a very important client, who is extremely 

professional at all times and has not had the experience of living 

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loudly enough for my client to hear: “I just wanted to say I love you 

and ask for a hug and a kiss. Also, would you mind wiping my bum 

because I have to poop.” 

�� I’ve had breast milk burst forth from my well-dressed chest at 

the following events: client meeting, meeting with sales account 

manager, photo shoot, Calgary Kinsmen Annual Barbeque. 

�� While learning to change the diaper of my new son, I’ve had pee 

shot in my eye 13 times – it turns out there is a science to this. 

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smacking him when no one is looking – should I call a psychologist 

about this? 

�� During a recent bounce on a neighbour’s trampoline, I wet my 

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control. 

Ok, ok, I know this has nothing to do with Direct Sales, our theme for this 

issue, but it has a lot to do with being a Mompreneur, which is something 

many direct salespeople understand. So, sit back, relax and have a good 

giggle, and then get inspired by some of North America’s most interesting 

women. 

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Imagine 

living life your way! 

� Earn money while having fun 

� Spend more time with your family 

� Work when you want to 

� Learn a valuable skill 

� Help women feel good about themselves 

Your Body. Your Style. 

If you love watching ‘What Not to Wear’ then 

Shapes is the perfect opportunity for you. 

Learn how to become a Shapes fashion consultant, 

help your friends feel good about themselves and 

start earning money today – even while you train! 

For more information contact 

anita@therightshape.com 

www.therightshape.com 

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AS SEEN ON 

BREAKFAST 

TELEVISION

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Keys to Fight Your Fear of Follow Up 

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The truth is clear: 

the majority of 

salespeople don’t 

take follow up 

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talking with a prospect, 

they leave one follow up 

voicemail or send one email, 

and that’s it. A small minority 

will take it a step further 

and call or email one additional 

time, but hearing that 

someone followed up three, 

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times is rare. 

��tion. 

That’s right – seven follow ups are critical if you want to be successful. Be 

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The excuses of why salespeople don’t follow up are plentiful: “I’m too busy,” “I 

need to spend my time in front of new prospects, not chasing down possibilities,” 

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rejection. 

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tell them, “Go away! Stop bothering me!” This inner dialogue actually stems from 

childhood, when they were asking their parents for cookies. They’d say, “Mom, can 

I have a cookie?” And Mom would snap back, “No. Stop bothering me and go to 

your room.” Now, many years later, they’re bringing that child into the workplace. 

So when it comes time to follow up, their internal dialogue is saying, “I don’t want 

to bother her. I asked for the cookie once and she said no. If I ask again, she’ll yell at 

me and send me to my room.” 

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If you’re ready to put that child to bed and take the steps necessary 

to follow up so you can land more business, keep the 

following suggestions in mind. 

QTIP (Quit Taking It Personally) 

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your product or service. Here’s proof: Imagine that a wizard 

waved his wand and said to you, “For the next twelve hours 

any phone call you make, any person you meet, and any 

encounter you have will get you a ‘yes’ answer.” How many 

follow up phone calls would you make that day? Most people 

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during that time. 

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isn’t that proof that the reason you’re not making the phone 

calls is fear of rejection? You would have absolutely no fear of 

picking up that phone if you knew there were a ‘yes’ on the 

line. 

But then what happens…you’re talking with someone and 

you get a ‘no.’ At that point you need to remember that it 

takes a certain number of negative responses before you get 

the positive one. That exact number will vary depending on 

your product and industry. However, every time you get a no, 

say, “Great! Now I’m one phone call closer to my yes.” 

Finally, consider this: Does the person on the other end of the 

line – the one who is saying ‘no’ – really know you? Does he 

know what you look like, what your life is like, what your 

dreams and aspirations are, what you do in your spare time, 

and who you are at your core? Of course not! Only your friends 

and family know that. Therefore, if this person doesn’t really 

know you, how can he be rejecting you? Face it…he’s rejecting 

your product, not you. Stop taking it personally, pick up the 

phone, and have some F.U.N. (Follow Up Now). 

Never Assume 

Despite the fact that they have great products, are very intelligent, 

and can even pronounce peoples’ names correctly, 

most salespeople fear they’re going to annoy prospects if they 

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no reply, they assume that the prospect is not interested. 

We all know that the word “assume” can be broken down 

into “ass u me,” which means when we assume, we’re making 

an ass out of you and me. And in fact, when you don’t follow 

up because of your assumptions, that’s exactly what you’re 

doing. 

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people today are bombarded with technology and informa- 

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once. It’s only natural that they need a bit of reminding about 

your products. 

Did you know that the average person’s short term memory is 

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messages down, her short-term memory of 60 seconds guarantees 

that she won’t remember your call. This is just one 

more reason to remind people that you contacted them. 

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you assume that someone isn’t interested or assume that 

you’re bothering them or assume they don’t have the money 

or make any number of other assumptions, you’re sabotaging 

yourself and your company. 

Besides, if you truly believe you have a product or service that 

your client needs to know about, following up should not be 

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for your follow up. And ultimately, if someone is supposed to 

give you money for a transaction, then it’s your obligation to 

get them on the phone. They never owe you a call if they’re 

paying you. Stop making assumptions and follow up until 

you get what you want. 

Continued on Page 12 

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It’s Never No, It’s Just Not Yet 

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for years – and then suddenly one day that ‘no’ turns into 

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are, it’s never really no, it’s just not yet. In other words, the 

prospect is just saying ‘no’ to the product at that moment in 

time – not forever. But you never know when he or she will 

be ready for your product, which is why you have to follow 

up continuously. 

The reason it’s never ‘no’ and just ‘not yet’ is because �� 

happens. No one lives in a stagnant world. Everything is 

changing every minute of every day. People and circumstances 

change, sometimes in split seconds. A poor man can 

become wealthy overnight, while a rich man can go to prison 

and lose everything. That’s why ��. 

Knowing this, it’s not up to you to determine who is quali- 

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you can do is stay in touch with these people and follow 

up because at any moment any person’s circumstance can 

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that ‘it’s never no, it’s just not yet’, your success rate in 

closing the sale will increase. 

The Success Is In the Follow Up 

Since few salespeople follow up with prospects, you will 

truly stand out when you do. 

Even if your prospect does not immediately return your call 

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follow up you do, the more permanently you’ll cement yourself 

in his or her mind. That way when the person is ready 

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your prospect thinks of. Pick up that phone and do some 

follow up today. You have nothing to lose and everything 

to gain. � 

Judy Garmaise, CSW, is a business consultant and professional speaker with a master’s degree in social work from Columbia University. 

With more than 25 years of experience in sales, management and customer service, Judy provides training on Follow Up - her proven 

system of increasing profitability and success, while maintaining integrity and trust. She is also working on the forthcoming book, The 

Power of Follow Up. To hire her for your next keynote or event, e-mail: judy@judygarmaise.com or call: 877-307-7638 [877-307-POFU]. 

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Congratulations 

– It’s a Business! 

Planning ahead will help your 

“baby” grow healthy and strong 

Imagine having a 

newborn dropped 

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wrapped only in a 

blanket with a note 

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“Take care of me.” 

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O P 

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for 

Business 

For the sake of argument, let’s say you wanted a baby, so this is like a windfall. 

You bring the child in the house and it only takes a couple of moments to 

realize that you have no diapers and no formula, so out you go (or you send your 

husband) to buy the necessary items. 

When he returns, you change and feed the infant and begin rocking her to sleep, 

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crib, a playpen or even a stroller. 

You and your husband start making a list of the items you are going to require 

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longer. The cost of the items quickly exceeds your budget. You start wondering 

if you can keep this baby… 

While this story may seem crazy, this is how many people start their businesses. 

They want a business, so one day they make some business cards and announce, 

“Here I am world, hire me!” 

As with the child, it doesn’t take long for them to realize they need some essentials 

to do the bare minimum for their business’ survival, so they rush out and 

take care of those things. 

Once those pressing needs are handled, other things surface. As the list of items 

they either need to buy or need to do grows, it becomes apparent that the busi- 

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ness requires more care and feeding than initially thought. 

When the cost of everything is calculated, it is likely more 

than they anticipated. 

At this point, doubt around whether they should have started 

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successful if they keep going creep in, smothering the initial 

passion for the idea. 

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Think about when you got pregnant or decided to adopt. If 

everything went as planned, you had at least nine months to 

plan, prepare and line up everything you would need for the 

nurturing and care of your new baby. 

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everything from creating a space, to buying items, engaging 

family and friends in contributing, reading books to gain parenting 

knowledge, and choosing the professionals you would 

rely on to assist you. If you were anything like most parents 

I know, you spent hours and hours mulling over names and 

envisioning how it would be when the baby came. 

This is the mindset I recommend you adopt when starting a 

business. 

For many entrepreneurs, your business is both a way to make 

money and a way for you to contribute. Make sure that you 

take the time to properly gestate your business concept by 

taking the time to prepare. Depending on the type of business, 

your family’s current situation, and the amount of time 

and resources you have to commit, preparing to give birth 

to your new business can take from one month to two years. 

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can drain your bank account and resources quickly. � 

Leah Grant’s passion is working with new 

business owners, and her specialty is growing 

the business owner while they establish their 

business. For weekly inspiration and more 

information about Leah’s programs, visit 

www.leahgrantblog.com. To purchase her 

special report, “15 Absolutely Important Things 

You Must Do Before Starting Your Business”, 

visit www.beforestartingyourbusiness.com. 

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Overcome Your 

Comfort Addiction 

Once and for All 

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People in every industry and from all walks 

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potential and from truly enjoying life. Called 

“comfort addiction,” it occurs any time 

someone complains about his job or life, yet 

never makes a change. 

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comfort level they’re currently at – even if they claim they 

don’t like their current job or situation. While it may sound 

illogical to stay in a situation that makes you unhappy, it’s 

actually very common. Why? Depending on how someone 

was raised and how that person is now living his or her life, 

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certain way. At this point, even a behaviour that’s not normal 

seems normal, so the person continues to live that way. 

For exmple, suppose you grew up in a household where your 

father verbally abused you. Throughout life, you thought 

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have a male boss who yells and verbally abuses people. While 

it’s an uncomfortable situation, it’s what you’re used to, so you 

don’t do anything to change it. You’re comfortable with being 

uncomfortable in this scenario. That’s comfort addiction. 

Realize this is a very real addiction, just like being addicted 

to alcohol, gambling, food, or drugs. So even though someone 

says he wants to get a promotion or start a business, he really 

doesn’t want the responsibility that comes along with what 

the goal would create. He doesn’t want to wake up at 5 am 

and work a long day because he’d miss his “comfort routine”: 

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some friends talking about his dream job. 

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If you’re seriously ready to make a change in your life and get 

out of your comfort zone, the following strategies will help: 

Rebuild Trust With Yourself 

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is they don’t trust themselves. Perhaps they’ve tried to make 

a change in the past but didn’t succeed, either because they 

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too soon. As a result, they have a constant loop playing in 

their head that repeats their failure(s) and says, “I’m not good 

enough.” 

To overcome this, commit to small things and accomplish 

them. For example, you could commit to something simple, 

such as wearing a tie to work today or showing up on time. 

The key is to pick one simple thing you can commit to, not 

a laundry list of several things that will overwhelm you. As 

you accomplish the one small thing, do it again the next day. 

Then, add something else you’ll commit to. Once you start to 

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to soar. 

Send Yourself Positive Messages 

Anytime you leave your comfort zone, your natural tendency 

will be to return to it. And unfortunately, turning to friends 

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addiction. They know you as a certain type of person with 

a certain job and lifestyle, so seeing you as someone new is 

hard for them. Therefore, you have to keep yourself motivated 

and on track to your goal. 

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Actually write them or record them and send these messages 

to yourself. It may sound odd, but it does work. When you 

hear yourself say, “Have a great day. I believe in you!” in your 

own voice, the message sinks in. Additionally, reading positive 

messages in your own words increases their believability 

in your brain. The more positive messages you can send yourself 

to stay motivated, the easier it’ll be to leave your comfort 

zone. 

Visualize Yourself One Step Away 

From That Goal 

Many self-improvement experts say to visualize yourself in 

your goal – actually achieving it and celebrating. That works 

for some people, but if comfort addiction has its grip on you, 

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what you always say you want. Feel what that’s like. Savour 

that moment. See it on a movie screen. Being that close to your 

goal, how do you feel? 

When you’re one step away, you only have one more step to 

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your saboteur or comfort addiction trigger. If you’re one step 

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can do that one thing. That one thing – whatever it is – is easy 

to overcome. You simply have to identify what it is. 

Take A Serious Look At Your Health 

Many times a person’s poor health is the culprit for comfort 

addiction. In fact, sometimes we are not even aware of what 

is going on in our bodies. When our hormones are not right 

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of our comfort zone goes out the window. Additionally, when 

you’re not strong physically – when you feel weak and tired – 

you simply don’t have the energy to make a change. You stay 

in the comfort zone and don’t know why. 

If you think your health has a role to play in your comfort 

addiction, by all means consult a doctor. Also consider 

adding exercise to your daily routine to boost circulation 

and enhance your energy. Reduce or eliminate your use of 

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very addictive, masking a greater imbalance in your physical, 

emotional and spiritual health. Finally, choose to be joyful to 

enhance your mental health. Cultivate a spirit of gratitude, 

and regularly forgive others as well as yourself. 

Go For It! 

Ultimately, you get to choose how you live, what you do, and 

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raised, what kind of jobs you’ve had in the past, or what your 

current income level is – your future is always your choice. 

Don’t be comfortable in your self-pity or victim mentality. 

How your work or personal life is now is not how it always 

has to be. When you acknowledge that you have a comfort 

addiction and take the steps to overcome it, you can achieve 

every goal you set out for yourself and live the life of your 

dreams. � 

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Lisa Haisha is a consultant and speaker who 

coaches entrepreneurs and business 

owners to reach success in their careers. 

As co-founder of the Los Angeles Chamber 

of Enlightened Enterprises, Lisa has helped 

hundreds of professionals discover their 

unique strengths, overcome challenges 

and accomplish their goals. Her powerful and 

insightful coaching techniques help boost 

motivation, communication, productivity and 

creativity in the workplace and in life. For more 

information, please visit: www.lisahaisha.com. 

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Making Friends in Upper Elementary Grades 

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Friendship changes over time. Infants are friends purely 

because they lie side by side in their car seats while 

moms and dads further their own friendships discussing 

milestones of their progeny. At two years of age, 

“friends” partake in parallel-play moving blocks, cars 

and dolls around a room but not really interacting. Suddenly, at 

three, a friend is anyone who happens to be at the same play- 

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making continues for many throughout preschool, kindergar- 

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who likes to play with dolls and who likes to play superheroes, 

who punches, hits and bites and who is a safe playmate. 

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But it’s not really until grade four when friendship becomes a commodity. Many 

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away if things aren’t working as planned. 

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relationship problems. Friendship struggles really do hurt (feelings and egos). 

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name it and show that it is real. Once the emotions are calmed (and this may take 

a while), we can introduce these facts and strategies about friendship. 

1. To have friends, you need to be a friend. What does that look like to your 

child? 

2. You control only 50% of the relationship with any friend. She controls the 

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your friend want to join you. Asking, sharing, complimenting and encouraging 

your friend may increase the chances of him wanting to play. 

4. “No” is a complete sentence. If your friend doesn’t feel like playing with you 

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someone else to play with you. 

When things go wrong in a friendship it can be really tough to know what to say 

without digging an even deeper hole. Teaching your child to use assertiveness 

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thing for the friendship. Encourage kids to use the Power of ‘I’: 

“I felt really hurt when…” not “You hurt my feelings when…” 

Our kids learn assertiveness from our words and our actions as well. We need to 

become aware of our own reactions to friendship situations, for example: 

“Who cares whether Sally’s family lets her watch that movie. We don’t do that 

here!” could become, “Dad and I have decided that our family isn’t ready for this 

movie yet.” 

Rather than blaming or criticizing the decisions of those around us, we can practice 

assertiveness and respectfully state the family’s position. 

Guiding our children through the pitfalls of pre-adolescent relationships can be 

tricky but if we take care to recognize emotions, teach strategies and watch our 

own moves, we’ll all survive! � 

This article is reprinted with permission from Julie Freedman Smith and Gail Bell of Parenting Power. 

They believe that there is more than one “right way to parent.” Using over 40 years of combined 

experience, Julie and Gail have inspired thousands of parents to Parent with a Plan. Their toll-free 

parenting courses, recordings, magazine articles and telephone coaching help to ease the stress 

and guilt of parents while providing practical solutions to everyday parenting difficulties. Visit 

www.parentingpower.ca. Contact them today at info@parentingpower.ca to get your free copy of “Five 

Ways to stay Confident, Capable and Calm”. 

MOUNT ROYAL 

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8�� 

Help ensure not only your company’s survival, but also 

growth and prosperity as the recession slowly recedes 

Most companies with sales under $10 million, and some 

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learn how to build, and then use, a workable budget is 

just too much. They seem to feel it’s more frustrating than 

just hoping the numbers will all work out if only they sell 

enough widgets or services or whatever. 

No need to quote business failure rates among companies in this size range, nor 

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is usually to blame when a company falls short of its potential. Instead, it would be 

more productive to follow some tips to make budgeting easier, even if you’ve never 

done it before, or at least have never done it successfully. 

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��. It helps 

you invest your resources to the best advantage, based on careful consideration 

rather than the urgency to make a move “today.” 

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line with some of the same tools they use to control the top line – especially since 

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Here are 8 tips to consider: 

1. �� A budget is not the forecast 

you put together on the weekend to impress your banker. 

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you and your top management team. That makes it a 

project that requires some time and thought, just like any 

other important project your company takes on. 

2. �� Regardless of how 

tough it may be to estimate the future, your forecasting 

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the results, if you actively use a budget. Practice does 

make (almost) perfect. 

3. �� The only question is how 

much practice it takes to strike a balance between time 

invested and forecasting accuracy. If you doubt this, 

remember that virtually every startup business had to 

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trying to do something that had never been done before 

(making budgeting even more challenging). 

4. �� – an expanded timeline – to track deliverable 

dates for budget completion. As with any project 

management tool, it will tell you if you’ve scheduled 

too much to be completed in too short a time, given 

other business activities that also require your team’s 

participation. 

5. ��Accurately predicting 

actual results is not the objective, nor is the creation of an 

immovable object. It’s all about giving your company a 

direction to use for course corrections, and at the level of 

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expense, the detail will drive you crazy. 

6. �� 

amount of resources available to you. If you must spend 

money for something you didn’t budget, then decide 

�� 

new item. Without that discipline, you will almost always 

overspend, because there are always good reasons to 

�� 

however. 

7. �� Every budget 

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doubt this, know that every year businesses with smash- 

�� 

8. ��At the end of 

each month, with budget comparisons in hand, ask these 

key questions: 

�� How are we doing compared to budget? Why did 

�� 

�� 

��ences 

and avoid more of the negative ones? 

�� What are we learning that will make next year’s 

�� 

�� 

��- 

�� 

mind more comforting than ever before. 

�� 

Gene Siciliano, CMC, CPA, is an author, speaker and financial consultant who works with CEOs and managers to achieve greater financial success in a dramatically 

changing economy. As “Your CFO For Rent” and president of Western Management Associates, Siciliano has spent more than 20 years helping his clients build 

financial strength and shareholder value through applied knowledge and process improvement. His book, “Finance for Non-Financial Managers,” (McGraw-Hill, 2003) 

is available in bookstores and online. More information and free articles are available at www.GeneSiciliano.com. 

��

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Today in Canada, there are more than 60 direct sales companies, represented by 3,900 permanent employees 

and more than 600,000 Independent Sales Contractors (ISCs) contributing $1.96 billion into the Cana- 

��- 

�� 

�� was founded in 1962 by Mary Kay Ash of 

�� 

she resigned her position as a national training director 

when one of her trainees, who happened to be a man, was 

promoted to a position above her at twice the salary. Envisioning 

a company where a woman could be as successful 

as she wanted to be, Mary Kay bought the formulas to 

beauty products she’d been purchasing from a friend and 

launched one of the most visionary direct selling companies 

in the world. 

Every employee and every consultant follows a very simple 

rule as laid out in the Holy Bible: The Golden Rule, which 

states, “do unto others as they would do unto you”. She 

guided her company based on policies she developed as 

a response to many years of making mistakes and documented 

them in a 1984 book The Mary Kay Way. The book 

was an inspiring “how-to” manual which was updated and 

released in 2008. In it, Ash explains her people-centered 

philosophy which helped her create the most successful 

direct selling organization of all time. Among her dozens 

of lifetime achievements, Ash was named one of the 25 

�� 

PBS and the Wharton School of Business in 2004, as well as 

the Greatest Female Entrepreneur in American History by 

Baylor University in 2003, and Most Outstanding Woman 

in Business in the 20th Century by Lifetime Television in 

1999. 

��

�� 

�� 

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There are now Mary Kay Beauty Consultants in almost every 

country in the world. 

“There are 31,000 in Canada, and two million consultants 

globally,” says Lynda Rose, vice-president of sales and marketing 

for Mary Kay Canada and a 26-year veteran in cosmetics. 

She describes the Mary Kay direct selling concept as the 

best kept secret in the cosmetics industry. 

Known for rewarding their top sales people with pink Cadillacs 

and diamond jewelry, Rose rushes to correct the widely 

held view of Mary Kay as an “old ladies” company despite its 

perceived old-school ethics. 

“Mary Kay is staying current. We overhauled our cosmetic 

�� 

in a bid to ‘go green’, she explains, noting Mary Kay Inc., is 

totally debt free. “We try to keep it simple by not having tons 

of ancillary products that people don’t need.” 

Like most retailers, Mary Kay reps order product online 

using the company’s trilingual website. In Canada, 98 percent 

of all orders are placed online, ahead of the U.S. division with 

82 percent or orders coming in via the web. 

Avon is the company’s closest competition in the direct 

sales market, with Shopper’s Drug Mart a rival in the retail 

segment, and Clinique a close competitor in terms of its posi- 

�� 

�� 

habits of women in a bad economy. 

“With cosmetics, you have a consumable product – product 

women like and will use time and time again. They’ll buy 

new lipstick or skin care cream, but might not buy a new 

dress,” she says. 

�� 

Customer service is the other advantage of purchasing beauty 

products, such as Mary Kay, from an independent consultant. 

“Twenty six years ago, there were more retailers out there. 

Eatons, Simpsons, Bretons, but particularly in the Canadian 

�� 

says. “Our good product, great prices and extreme customer 

service allows a Mary Kay consultant to be their personal 

shopper.” 

�� 

and follow up with customers two weeks post-delivery to 

ensure the product meets their expectations. 

“When they start, they get a GO kit, which contains consultation 

guides, and access to online training where they join 

the MKOC, or Mary Kay Online Community,” Rose explains. 

“They’re put into a director’s unit and are invited to corporate 

events and career conferences every year.” 

Mary Kay also conducts an annual event, simply called 

Seminar, with more extensive training, education and recognition, 

which includes diamond Queen Bee brooches and the 

keys to pink vehicles which now include Ford products. 

“Direct selling is such a growth area for women. They can 

�� 

�� 

�� 

business income,” says Rose, who is also past chairwoman of 

the Direct Sellers Association of Canada. 

Mary Kay consultants can start their direct sales business for 

�� 

“There are not many businesses that do that, with the support 

of a $3 million dollar corporation with a recognized brand 

and training.” 

�� 

products, Liz Claiborne and many others, Rose has become 

an enthusiastic direct sales fan. 

“I love the industry because I can see successful stories 

instantly. Our number one sales director in Canada is a young 

lady in a town of 700 people. She sent her three kids to college 

selling Mary Kay. It’s about empowering women, and Mary 

Kay allows me to smile at women’s success.” � 

��

The Ultimate Gathering Of The World’s 

Most Influential Women 

��Calgary TELUS Convention Centre 

9:30AM to 4:30PM 

Barbara WALTERS 

on Leadership 

Barbara Walters has interviewed more statesmen and stars than any other journalist in 

history. Through the years she has interviewed such world figures as Russia’s Boris Yeltsin, 

China’s Premier Jiang Zemin, Great Britain’s former Prime Minister Margaret Thatcher and 

Iraq’s President Sadaam Hussein. She was also the first to interview with President and 

Mrs. Bush following September 11. In September 2004, after 25 years as co-host and chief 

correspondent of ABC News’ “20/20,” Ms. Walters left the show to begin a new phase in 

her career at the network. She remains an active member of the news division and 

network, substantially increasing the number of primetime ABC News specials, in 

addition to her “Barbara Walters Specials.” Ms. Walters’ is also co-owner, co-executive 

producer and co-host of “The View,” recipient of the 2003 Daytime Emmy award for 

“Outstanding Talk Show.” Over the years Ms. Walters has received national recognition 

for her work and has been the recipient of numerous prestigious honors and awards. 

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GROUP RATE: Purchase 5 Tickets & The 6th is Complimentary! (Very Limited time offer) 

�� 

All Sales Final. Speakers and date may be subject to change.

�� 

Cutco Sharpens The Direct Sell 

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made for women. 

In fact, according to the Direct Sales Association, of the 1.3 

million Canadians working for more than 60 companies, an 

astonishing 88 percent are women. That’s an 88 percent share 

of $1.96 billion in sales which has increased by 25 percent in 

the last two years. 

Granted, many products sold through in-home demonstrations 

and parties are primarily of interest to women, such as 

cosmetics, candles, condiments and food storage or clothing. 

And selling products to family and friends can be done any 

time of day or night. 

��ticularly 

suited to the female personality because we’re relational 

beings, tenacious about making and keeping friendships 

and helping people. 

Relationships and a genuine regard for the welfare of people 

is at the centre of Vector Marketing Canada’s direct selling 

philosophy. 

“The human heart and mind are designed to interact and 

form relationships with others,” Canadian National Sales 

Manager, Joe Cardillo, writes on the company website. 

That mindset has resulted in surprising success for three 

�� 

brand of kitchen utensils and a wide assortment of tools and 

�� 

products, was founded in the U.S. in 1949 and launched in 

Canada in 1990. The company is well-known for its college 

�� 

education. However, single mother Margaret Przybyla, a 

Polish immigrant living in Edmonton, saw an ad for student 

�� 

time jobs to support her two small daughters, Przybyla was 

anxious to spend more time with them and still earn a living. 

�� 

“It seemed too good to be true, but there was something 

about Vector that I was drawn to. I was convinced by their 

approach so I told myself I’d try it for a year and give it my 

�� 

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loved it too much and I started to bring results. Now, for the 

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she now earns as much as $60,000 a year. 

Like all direct sellers, Vector reps begin by presenting Cutco 

to their family and friends. Then they build their business by 

using a recommendation system and calling on previous customers. 

(This is one way that representatives can touch base 

with existing customers but it is not the only way they make 

appointments.) Przybyla, who is just $35,000 shy of reaching 

the $600,000 sales mark, says she can sometimes be greeted 

very coldly by people who insist up front they are not going 

to buy anything. During many of these encounters, she says 

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some way, due to family hardship or illness. She always tries 

�� 

her later for her compassion and would, perhaps, even place 

an order. 

“I try to be open and be a friend before being a business 

woman. I know I’m interfering in their lives, so I try to be 

gentle. It’s about touching people’s lives more than just selling 

knives,” she says. 

�� 

speaker at Cutco’s annual international conference, yet she 

describes her career with Vector Marketing as still being in 

its infancy. 

�� 

�� 

old son, has been selling Cutco since 1991. She says she was a 

�� 

studying at York University. 

“I thought it was a weird job so I didn’t pursue it. Then, a 

customer called me back and opened my eyes that it might 

have good potential,” she says. 

But by the time she completed her education degree, Nusca 

�� 

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now one of only four reps in the country to have achieved $1 

million in career sales. 

“I have 4,000 customers now,” she says with a sigh – happy 

�� 

concern about maintaining contact. 

Like Przybyla, Nusca has her share of heart-warming stories, 

such as the time her aunt died leaving behind a pet cat. 

Despite her bereavement, Nusca kept a business appointment 

the following morning and told her client about the wrench- 

�� 

“I was obviously distraught – my parents were away on a 

cruise. This woman was such a doll. We just started talking 

and she said she’d take my aunt’s cat,” Nusca recalls. “I just 

bumped into her in the last six months and she told me that 

her son and the cat sleep together. It’s her son’s best friend, so 

it helped my family and their family.” 

Nusca believes her remarkable tenacity to answer objections 

and solve problems, plus commitment to her customers, came 

from her mother, a realtor who would jump to answer the 

phone anytime of day or night to talk to her customers. 

“She was an entrepreneurial mom – she taught me what to 

do,” she observes. 

�� 

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opportunities. 

“Someone called at 10:30 at night just before Christmas 

�� 

answered the phone and they said “is this the house of 

Cutco?” My husband didn’t know what to say, so he said “just 

a minute, I’ll get the manager,” she chuckles. “It’s funny how 

it’s evolved.” 

Angie Macdougall, a Division Manager based in Calgary, 

�� 

part-time job became so lucrative that student loans weren’t 

�� 

now recruits, trains and provides ongoing support for Cutco 

�� 

�� 

freedom that her husband stays at home with their two small 

children. Apart from the company perks, such as paid vacations, 

Macdougall says support is one of the key reasons why 

she and many other successful Cutco consultants stick with it. 

“What kept me going was the team. If I had no sales that day, 

�� 

me up,” Macdougall recalls. “You’re in business for yourself, 

but not by yourself. And the law of averages always works 

out. If I had a bad day, I knew the next day was going to be 

good.” 

Macdougall believes that good time management is crucial 

for women, especially mothers, if they want to remain 

successful. 

“I thought I was good at managing my time until I had chil- 

�� 

hours, therefore time seemed unlimited. Now, she makes a 

point of being at home, instead of working, in the evenings. 

“And exercise has to happen at, like, 5:30 a.m.,” she adds. 

Direct selling, Nusca believes, is the perfect job for a woman. 

“Women are great multi-taskers already. It’s the best of both 

worlds for moms who can plan work around their kids and 

�� 

�� 

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and work ethic as Canada’s top Cutco producer. 

“I never give up. I treat my problems or challenges that I’m 

facing only as steps that I have to go through – I don’t make 

a huge deal of it,” she states. “My job is to help people under- 

�� 

right knife on a wall full of knives. I can listen to you. I will be 

there to help you.” � 

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with Jennifer Stead, CEO and Founder of Lavish 

A shared love for fashion inspired this mother-daughter team to launch a luxurious 

fashion accessories home party company… 

�� 

��There are a few reasons I started Lavish. I have 

a huge passion for fashion–I love it and wanted 

to own a business that I was truly passionate 

about! I also really saw a need for something 

new and exciting in the home party industry. I was always 

�� 

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things that today’s women really loved! I saw an opportunity 

to create a business that would feed my passion and 

bring something fresh and new to the direct sales industry 

in terms of a fashion product line, as well as create an 

amazing opportunity for women like myself to own their 

own fashion business. Creating an opportunity for women 

�� 

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and family – that’s something that is so important and so 

�� 

�� 

� �� 

my Mom and I have always been really 

�� 

beginning it was a challenge for us to coordinate 

��Well, 

our roles, and to decide which area of the business 

our individual strengths could best be applied without 

duplication. Now, it’s great...we have found the balance that 

business partners need. We are in business together with a 

strong belief that we would like to make as many women as 

we can be as successful as they wish to be, and we always 

stay focused on what’s best for Lavish. Our relationship is 

so strong, open, and honest. We respect each other, so we 

�� 


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now have our products manufactured over- 

�� 

��We 

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� �� 

��My experience has been great, but I have learned 

that one of the most important aspects of dealing 

overseas is to have a good agent working in the 

country you are dealing with to assist with quality 

control, overseeing the production of your products, and 

the language barrier. The global economy was hit hard 

during the economic downturn, and we have experienced 

�� 

all, we have managed to come through one of the toughest 

global economic times relatively unscathed. 

�� 

��Our Lavish Consultants! Women get very excited 

when they have the opportunity to experience a 

Lavish Glam Party. When women have already 

�� 

they see how other women at the Lavish Glam Party are 

reacting to the product, they quickly realize what great 

opportunity there is with being a Lavish Independent Consultant. 

When someone hears a consultant talk about how 

the experience has changed their life, they want to know 

��- 

tunity. Put all this together with their love of the product 

and their passion for fashion, and many of our customers 

and hostesses end up becoming consultants. Talking 

about their gorgeous new handbag and exciting new business 

venture is a great conversation piece and an on-going 

opportunity for the Independent Lavish Consultant to 

build their business. 

Furthermore, at Lavish we don’t mass recruit our consultants. 

In fact, we go through an interview process to ensure 

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new consultant and us. We also advertise on websites that 

target women looking for their own business. Lavish consultants 

only work when their personal schedule allows, 

so it is a great opportunity for women who would like to 

earn extra money but still be available to their families as 

needed. To reach these women, we advertise on stay-athome 

types of websites. 

�� 

the training our consultants receive, they 

each have the opportunity to lead their own personally 

built team. Each Lavish Independent Con- 

��With 

sultant has access to their recruiter as well as to 

their Independent Director. Our industry leading compen- 

�� 

look forward to building through our Leadership Training 

across Canada. We are currently seeking women in each 

province who wish to be strong leaders to help build and 

train teams in each of their provinces. We strongly believe 

in giving women the tools they need to be successful. Successful 

women are empowered and empowered women 

have choices. 

��

�� 

��Yes, we have a comprehensive training program 

and Consultant Training Guide that is included 

with your start-up and is updated with the latest 

and most current information available to help 

women succeed. We truly believe that training and coaching 

are the key, and we at Lavish take it very seriously. We 

work to set each new consultant up for success with their 

Lavish business by providing the training and tools needed 

to achieve their goals. We are just beginning the process 

�� 

�� 

achieved. 

�� 

��Our biggest challenge is to not grow the company 

too quickly. We receive emails daily from women 

all over the world who really love the Lavish 

product line and who want to join the Lavish 

team. We want to ensure that all processes and procedures 

are strongly in place prior to expanding to other countries. 

We are trying to achieve a nice pace of growth, and not get 

ahead of ourselves. 

�� 

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For more information on Lavish and becoming an Independent Consultant, visit www.lavishonline.com. 

�� 

��One of the most satisfying things for me is the 

amazing response we get from women. It is 

always inspiring to hear from our consultants 

who build their Lavish business and are so thankful 

to Lavish for giving them the tools, the training and the 

�� 

them to work around their family’s needs. It also feels so 

good when I hear over and over the feedback from women 

out there who just love Lavish, the brand, the image, the 

products, what we stand for and our core values. It’s an 

amazing feeling to see our dream of helping all women 

who join the Lavish Team succeed becoming a reality. 

�� 

��Our plan for the Lavish product line is to continue 

to grow and laterally expand the line to include 

things like Lavish sunglasses, wallets and fashion 

rings. Fashion accessories are so fun and the list 

just goes on and on....it’s exciting to think about the products 

we will add each year as the brand continues to grow! 

�� 

more exciting! We aim to have at least 5,000 Lavish Fashion 

Consultants in Canada by 2015, and we will have expanded 

into the US market by then also. � 

� �� 

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With only a few 

�� 

in 2009, it’s 

�� 

your marketing! 

Whether your business 

is thriving, or you’d consider 

�� 

as success, put your market- 

�� 

end 2009 with a bang. Cost 

conscious and tried-and-true 

marketing strategies, sprinkled 

with a few new ones, can 

�� 

these next few months. 

�� 

2009 ain’t over yet… 

�� 

Customers Come First 

The reason to keep a focus on customers through good times and bad is best sum- 

�� 

will last”. For 2009, focus on your existing customers before trying to win new ones 

– customer retention and developing “greater share of customer” through a broader 

�� 

Treat your existing customers well and respond to their needs and preferences. Part 

�� 

valuable information through a well-designed survey. A survey can reveal what 

you’re doing well, what needs to be improved and what possible opportunities may 

be worth investigating for new products or services. 

When you make your customers happy, they’ll keep coming back and may bring 

you more business through word-of-mouth referrals. You can also encourage existing 

customers to spread the word about your business by rewarding referrals, and 

the easier it is for them to refer, the more likely they’ll respond to your request. 

Email and online marketing tactics help make referral rewards simple, so consider 

this action in your marketing arsenal. 

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if you’re on the shy side. As scary as it may be for you to be an 

��tion 

is a low cost way to increase the credibility and coverage 

of your product or service. Media are always looking for fresh 

material, so let them know if you have something innovative 

or unique. Alternatively, if you have an interesting story or 

have the opportunity to weigh in on a subject as an indus- 

�� 

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guaranteed, if you think you have something PR worthy, consider 

leveraging it through the media before spending more 

money on advertising. 

Pound the Virtual Pavement 

Participating in online groups and discussion forums is 

part of social network marketing. Your virtual voice is an 

emerging marketing technique to get the word out about 

your product or service. Get onto sites such as Facebook and 

�� 

opportunities to create buzz about your business by start- 

�� 

�� 

the “hard sell” – you can mention your business as being part 

of the solution while being a valuable contributing online 

member at the same time. 

Partnership Power 

��ucts 

and services can create a new source of customers for 

�� 

similar clientele and see how you can work together to build 

a larger customer base (of course, while keeping your existing 

�� 

�� 

your companies by trading draw prizes. 

An Event to Remember 

Hosting an event can be a great opportunity to connect with 

�� 

You’ll need to consider your budget before holding an event 

and determine if it’s worth the cost. If you decide to proceed 

and promote your event, take advantage of free community 

event calendar listings, such as Facebook events or commu- 

�� 

�� 

��bution 

service for larger markets. 

Click to Your Success 

Pay-per-click advertising continues to be one of the most 

�� 

that a large percentage of the public search for information 

online before they commit to a purchase, so you need to have 

your business visible on the web. Pay-per-click ads are available 

through Facebook, Bing and Google. In fact, Google has 

�� 

ads on relevant websites through their “placement ads” 

option. 

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Keep the Frequency 

It takes the average customer eight exposures to a marketing message to retain it. Help keep your customer tuned in by repeating 

your message frequently and in a number of ways. You’ll need a fairly aggressive plan to ensure your audience has this 

amount of exposure. While it may seem like overkill to you, you’re playing to human nature – repetition leads to action. 

�� 

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you don’t, you risk relying on reactionary tactics that lead 

�� 

are based on emotion, not reason. Planning ahead gives you 

�� 

A one-year marketing calendar will allow you to prioritize 

when, where and how you will market. Without a plan, you 

may spend all of your marketing dollars before key selling 

periods, or you may miss opportunities and deadlines. Strat- 

�� 

get a jump start on your 2010 plan. Consider adding the above 

activities to your plan as part of an overall marketing strategy. 

�� 

Marketing doesn’t have to be a year round occurrence, which 

is good news when your budget may limit you to one or two 

marketing campaigns a year. Take advantage of key selling 

periods for your service or product by timing your marketing 

before (and during) these key seasons to build awareness. 

�� 

longer time frame and risking less impact. If you’re already 

��- 

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�� 

�� 

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on those who represent your best customers. A limited budget 

means using your marketing dollars wisely, so spend where 

�� 

audience by age, income, gender, and lifestyle. Then, select 

�� 

avoiding “wasted reach” – marketing to those who are not in 

your target audience. 

�� 

Technically, many businesses can sell internationally, but the 

biggest impact is likely to be in concentrated areas. Prioritize 

your geographical markets to create more meaningful marketing 

in smaller locales rather than spreading your marketing 

budget too thin to cover a wider area. 

�� 

Keep your key messages simple enough so they’re front and 

�� 

information into a brochure, ad or billboard is counterproductive 

– either it won’t get read, or it will leave your customer 

confused, and away from you. 

Whatever 2009 has meant for your business so far, you can 

still end the year on a high note. Match your marketing to 

your means, and your audience, to stay on your game into 

2010. � 

Sharole is Pr President of Glow Marketing, Canada’s 

leading boutique bout marketing consultancy specializing 

in marketing to Moms. www.GlowMarketing.ca 

��

Life Happens. 

To fi nd out what it means to party with a 

purpose, call your Mary Kay Independent 

Beauty Consultant to set a date for your 

party today or visit www.marykay.ca. 

Now doesn’t that make you feel pretty? 

www.marykay.ca 

�� 

Go to your pretty place. 

Sometimes it’s almost impossible to feel pretty. Here’s 

an idea – get together with your girlfriends to party with a 

purpose. Hosting a Mary Kay ® party is an effortless way 

to look fabulous and feel great because you’re supporting 

a company that does good. Once you’ve been there, 

you’ll definitely want to go more often. 

��

�� 

�� 

Polished to 

PERFECTION 

��

Q 

A& 

�� 

with Debra Porszt, Corporate National Sales Director of Tocara Inc. 

Despite a highly successful corporate career, Debra Porszt found her true calling 

(and balance) in direct sales. From Mary Kay consultant to Tocara National Sales 

Director, she has explored every crevasse of the direct sales industry. Here, she tells 

us how she discovered direct sales, why she stayed, and what she hopes her years 

as a consultant will bring to Tocara. 

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A friend got invited to a home party and didn’t want to go to alone, so I went with 

�� 

“Ok, how do I do this?” It seemed to be an opportunity to stay at home and work 

around my kids. When you have children, they change what is important in your 

life, and they certainly did that for me. I no longer wanted to be a career woman 

away from my kids, but rather a mom with a career that revolved around my kids. 

I still wanted to earn a high income, though, and this looked like a good path. So, 

I jumped in and soon I was selling the product and having a great time. 


��

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It took me time to understand the direct selling concept 

of sponsoring others into the business and helping them 

become successful. Once I got it, I decided that I wanted to 

be a Director in the company, so I put a plan together and 

sponsored 32 women in two months. I made it to the Director 

level and even earned the use of a Mary Kay car, but I 

�� 

my husband, Alan. He saw how much fun I was having 

and he wanted to do it too, but he just could not see himself 

selling Mary Kay. Instead, we found a manlier product line 

called Quorum International. It was something we both 

could get behind. 

As a multi-level marketing (MLM) company, Q�� 

�� 

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it was. The products were created from sterling silver 

and had genuine gemstones, as well as an exclusive manmade 

diamond simulant that rivaled real diamonds. Each 

�� 

nickel-free sterling silver and rhodium plating to prevent 

tarnishing. Then, of course, I was waiting for the other shoe 

to drop, as in what would these gorgeous pieces cost. But 

then came my second pleasant surprise: the prices were 

�� 

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David is the designer and creative talent behind a lot of 

their success. When you meet David, you immediately 

fall in love with him - he has a caring, up beat, fun loving 

nature. 

�� 

laid back he was and how comfortable he made me feel. I 

asked him why he went into direct sales, as he had a very 

successful 30 year old jewelry manufacturing company 

already. He had been watching the direct sales business 

for a long time and had even sold to Avon for many years 

�� 

still is) jewelry. He started selling jewelry on the streets of 

Old Montreal when he was just 18 years old and found that 

the sterling silver pieces were his best sellers. He brought 

�� 

start his own manufacturing company because he could no 

�� 

Randall also discovered that most women did not spend 

time exploring jewelry in stores, feeling, touching and 

trying on the pieces. He wanted women to experience 

more, be more adventurous and learn about what else 

would look great on them. He knew that just manufactur- 

�� 

the answer. It would allow women to see the jewelry, learn 

about the products and then play to their heart’s content 

– without any pressure to purchase – all in the comfort of 

their own home or a friend’s. Hence Tocara, which means 

“to touch” in Spanish and Italian, was born. 

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on what you do every day versus those who get a weekly 

paycheck. Only those of us who have done it and earned the 

income appreciate what it means to have a company understand 

that your consultants are your customers. It is critical 

for the company to understand that everything that they do 

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for a number of direct sales companies in the past on the 

corporate side and found that many executives have never 

had to go out and ‘party’ for a living, earning income based 

on their sales and sponsoring capabilities, so they cannot 

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My educational background has helped as well. I have 

a Bachelor of Education, and teaching is a big passion of 

mine. I like to break things down into their simplest forms. 

People always laugh at me for this because I get right down 

to the basics, but as a teacher this is important. 

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I am also proud of what I achieved with Mary Kay and 

Quorum International, and now Tocara. When I see our 

leaders at Tocara reach new heights and see new people 

achieve success at Tocara that they didn’t have at other 

companies, it, gives me the greatest joy. 

But again, I stress that this is not an individual success. I 

have been very fortunate to sponsor some fantastic women. 

Also, the company had an wonderful leader before me. We 

have surrounded ourselves with caring and experienced 

leaders and that spells success in my books. 

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Continued from Page 40 

I have overcome many challenging situations in life, much 

like everyone else. I had a serious illness in the late 1980’s. 

Doctors did not know enough about Thyroid disease then 

and I almost died. They said that my symptoms of fatigue, 

memory loss and weight gain were related to stress, because 

I had a high pressure job and new twin boys. I am forever 

thankful that I did not buy into what they were saying and 

chose to keep searching for the real cause. Recovery from 

that experience took several years and one major operation 

�� 

I have a favourite saying, ”If it’s going to be, it’s up to 

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healthy again. But then again, it was one of the best things 

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sales industry. 

Another challenging time was when our Quorum business 

collapsed. I remember thinking, now what are we going to 

do? We had been out of the work force – 10 years for me and 

6 years for my husband. But then direct sales companies 

came calling and I was soon employed again. You never 

know what is around the next corner and it may feel like it’s 

the end of the world, but I have found that rarely is the case. 

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Debra’s Direct Sales 

Lessons Learned 

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Q 

A& 

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Tea For (More Than) Two 

Direct selling strategy helps Tonia Jahshan bring the goodness of tea 

into Canadian homes 

�� 

years ago, my husband and I decided to 

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pregnant in April of 2006. Things were moving 

��Three 

along well until we suddenly lost the pregnancy. 

�� 

We decided we needed to get away, so we took a trip to 

Nova Scotia. 

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morning, our hosts served us a loose leaf tea called Crème 

of Earl Grey. My husband and I love tea and were amazed 

at how good this one tasted. At that time, we had only 

experienced tea bags and had come across just a few loose 

�� 

drank three pots each morning! We decided we needed to 

bring the tea back home, so we asked the owners of the B&B 

�� 

shop in Mahone Bay where we discovered hundreds more 

loose teas. We taste tested so many that day, and ended up 

coming home with more tea than anything else! 

I couldn’t wait to share the tea with our friends and family 

because I knew they were going to love it as well. I started 

�� 

and it occurred to me that the best way to do it was through 

a tea party. 

In the past, I had sold product for a direct selling company 

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months to research tea – where to buy it, what the health 

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graphic designer and together we came up with the design 

for our logo. 

In October of 2006, we launched the company Steeped, Fine 

Loose Teas and Accessories, and by April of 2007, I was 

doing up to 15 parties a month in the Hamilton and Kitchener 

Waterloo area – the business was growing far faster 

than I had anticipated. 

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We decided it was time to take the next step and hire ‘tea 

consultants’. We incorporated our company in April 2007, 

�� 

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came on board in September of 2007. We are very lucky 

that our consultants have the same vision we have for this 

company, and together we keep moving to the next level. 

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love Canadian products and try to keep 

within our borders. Our accessories are mainly 

purchased through Canadian distributors except 

��We 

for a select few. We also try to feature a Canadian 

artist every year who makes a featured limited-quantity 

item for us, like our Steeped Tea Porcelain Teapot. Our tea, 

however, is grown all over the world in temperate climates 

and then gets shipped to us. 

A good tip when negotiating agreements is to always be 

prepared with sales forecasts. The bigger your numbers are 

for purchasing, even if they aren’t only for one year, the 

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product quality is a given in an agreement especially if 

you are dealing with someone overseas. We clearly specify 

quality requirements in every agreement we make and 

double check our deliveries to make sure. 

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Steeped Tea parties are a great way for friends and family 

to get together and enjoy each others’ company. The whole 

idea is to make the gathering even more enjoyable with a 

brief tea presentation (facts and tidbits of information) and 

a whole lot of warm, tasty tea. There is no hassle of preparation 

that takes too much work or time, and no one is under 

any obligation to buy anything. Our catalogue also makes 

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with a bag of tea for under $6. Steeped Tea consultants have 

a lot of fun meeting new people, and there is never a dull 

moment when the product you are serving or discussing 

is as tasty and enjoyable as ours. The social aspect of our 

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the hostesses earn! 

We have had the privilege of being featured in the Globe 

and Mail, National Post, Hamilton Spectator, Ancaster News, 

and the Kitchener/Waterloo Record to name a few, as well as 

a few local TV shows. The response we get from this exposure 

is always amazing, whether it’s to book tea parties or 

to become a consultant. People are looking for a healthier 

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green, rooibos or white tea. 

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that will cut consultant paperwork out altogether. Consultants 

will be able to directly access our inventories and can 

place their orders online. This will help us make consultant 

orders simple to place and clearly accessible for updates in 

shipping or product availability. 

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Space is also another challenge as our inventories are always 

pushing our warehouse limits. Yet another challenge is the 

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the Canadian dollar. This makes international purchasing 

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It’s a great feeling knowing we help families across Canada 

earn an extra income doing something that is fun, healthy, 

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they always prove their drive at every party they hold. 

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has become our mission and the mission of all our consultants. 

We are converting people to loose tea, one tea bag at 

a time. 

Other successes include the wonderful exposure we’ve had 

��ilton 

three years ago proved to us that media does work 

and that our product is something people are interested in 

and want to learn more about. Since then we have been on 

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Halifax. We have also been nominated for the Savvy Mompreneur 

award twice! 

�� 

��Every year brings its own challenges, but ultimately 

our goal is to enable enough consultants 

nationwide to throw parties in almost every 

household of this country. We hope our consul- 

�� 

Another goal is to establish a large warehousing facility 

��ness. 

Space should become a problem of the past once we’ve 

picked out a larger and more versatile location. 

Finally, an increased online presence will help us reach 

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Logo 

Website 

Traffic 

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Hands On Approach 

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known nation-wide for its popular catalogue of greeting cards, wrapping paper and quirky, 

��. 

Hearing rumours that someone might ride in on a white 

horse and save the day, many independent distributors across 

the country, loyal to the well-loved Regal brand, stockpiled 

�� 

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Then, a knight in shining armour did appear – an American 

investor who recognized the 10 to 20 percent growth in the 

direct sales market since the mid 1990s and saw tremendous 

potential in Regal. Anxious to get the business going again, 

�� 

with the wisdom to see that it needed to be a strong Canadian 

company run by Canadians. Greg Neath was hired in 

July 2006. Neath was lured away from the president’s chair 

of NEBS business products and given free rein to restructure 

the company. 

Neath says joining Regal, founded in 1928 as a greeting card 

company, was akin to starting up a new business. 

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he says candidly. Despite not coming from a corporate direct 

selling background, Neath was “pleasantly shocked at the 

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involved in. It’s more personal. It’s about individuals helping 

each other succeed. It’s such a high level of service that you 

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can get service of any kind. It’s an old fashioned value that 

you don’t see anymore,” he says. 

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of the company. Pre-bankruptcy, Regal had 42 retail locations 

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to purchase products. The retail stores were the company’s 

worst competition, resulting in a loss of one third of Regal’s 

home-based, independent reps. 

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many things.” 

Once the focus was narrowed, Neath set about building a 

Canadian team, based in Ontario, and building another very 

important aspect of the business that had been lost in the 

bankruptcy upheaval: trust among the sales reps across the 

country. 

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“The only way that was going to happen was one conversation 

at a time,” admits Neath, who has made himself personally 

available to every person in Regal’s consultant data base. 

“There were no short cuts and no magic bullets. It was the 

only way for the company to be successful – to start with the 

president,” says Neath with some humility. “I took that on as 

my job. Every Regal rep has my email and phone number and 

can call me anytime.” 

Because, he says, many people were heartbroken when Regal 

went bankrupt, the company set about engaging them in the 

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new direction. 

“Many will tell you that they’ve never had a company that 

listened to their rep base the way we do at Regal,” he says. 

Because communication had been so poor in the past, Regal 

set about using technology and social networking to keep in 

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managers across the country. Their primary communication 

channels have become Facebook and YouTube, says Neath, 

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more than 4,700 members. 

“It’s a meeting place that allows us to get together on a daily 

basis. It’s almost like our boardroom,” he admits. The reason 

why it works so well is that reps can answer each other’s 

questions within minutes.” The public forum is seen by thousands 

who can use that same information to provide excellent 

customer service. 

“It’s a great tool for us in being able to bridge that distance 

between Calgary and Ontario or B.C. and Ontario, making 

everyone feel like they’re on the same team, which is like 

family which is part of our brand position. We really try to 

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business, which is how we started with the greeting card 

business.” 

Unlike much of the direct marketing segment, Regal is not 

multi-level. New reps are not recruited by existing ones. 

“That’s part of our brand. We don’t want you to bother – and 

we do call it bothering – your friends and your family. We’re 

strictly product sales. We do the recruiting ourselves,” he 

says. 

Neath is proud that Regal’s rep base has grown over the last 

three years, by convincing old reps to come back and by 

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“We’ve mailed everyone in our fantastic data base of old 

Regal reps and have been utilizing online tools such as key 

word searches and paid advertising on Google,” he explains. 

As Regal catalogues continue to add more pages and Regal 

reps continue to grow in number, Neath takes comfort in the 

fact that the company has continued to operate in Canada, 

bringing more and more Canadian made products to the 

marketplace and helping Canadians become successful from 

home. 

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purchase them – through your neighbours, your sister, your 

friend or co-worker. It’s either that, or go to the dollar store or 

big box store and buy something from a faceless corporation,” 

Neath concludes. � 

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Unfolding the Power 

& Potential of Your 

Relationship 

�� 

5 Questions to Help You 

Create Atmosphere and 

Responsibility in Your 

Relationship 

T�� 

and cobbles of Newgale Beach in Pembrokeshire, 

South-West Wales, my young 

son handed me a pebble, “to remember 

Granfer.” The words of my father, 

recorded four years earlier at the same beach, 

�� 

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“With the tide coming in twice a day, the power of the sea has 

made these stones very, very smooth. And they’ve been here 

for millions and millions of years; whereas I’ve only been here 

nearly sixty years and I’m still getting the rough edges knocked 

off me. Every time I bump into somebody, no matter where I 

am, it’s like the tide knocking into me and washing over me and 

making me a better person.” 

My father’s words, with the sea as a metaphor for the third 

entity of relationship, remind us of the power and potential 

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your partner as two entities - or pebbles - in the sea of your 

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the sea bed, tossed and bumped together by crashing waves, 

and washed over by the ups and downs of the daily tides. 

Imagine the two of you becoming more rounded, simply by 

being in the Sea of Relationship with each other. 

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will help you to unfold the power and potential in your relationship, 

creating the atmosphere and responsibility you and 

your partner want in your relationship. 

��What is the atmosphere - the sea - you would like 

to create together? Is your sea warm and welcoming, passionate 

and vast, calm and safe, deep and mysterious, playful and 

adventurous, or something else? 

�� ish? 

Would your relationship grow by spending more time 

together splashing and playing along the shoreline, diving 

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waves, simply learning to swim, or something else? 

�� How do you want to be together when a storm 

blows in? Will you stay in the sea, persevering by rolling with 

�� 

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with life jackets and life boats for such times, or something 

else? 

��What can you rely on from each other? Can you 

rely on each other to: shine the lighthouse lights to help each 

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�� What’s your commitment to one another? Are 

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relationship? 

From the vantage of the Pembrokeshire lighthouse I rented 

this summer, I watched in awe at the power and potential of 

the sea. Likewise, as a relationship coach, I am honoured to 

be witness to the unfolding power and potential of relationships. 

What is unfolding in your relationship? 

Kerry Woodcock PhD CPCC ACC, is a Personal 

and Relationship Coach and Participatory Video 

Practitioner. She works with individuals, couples, 

families, teams, and organisations to create 

more conscious and intentional personal and 

professional relationships. Kerry lives with her 

husband and three children in Calgary, with the 

world as their playground. You may learn more 

about Kerry’s services at www.novalda.com, or 

contact her by email at Kerry@novalda.com. 

��

Since 1928 

�� 

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5 Reasons that once again Canadian Mom’s are choosing 

Regal as the easiest way to have their own family business 

and earn money from home! 

�� 

“Regal truly is such a great company that supports their Reps in so many ways that are 

unheard of in other similar companies out there. One of the main reasons I like selling Regal 

so much is because of the amazing support I get from the President and the entire team.” 

Melanie - Port Elgin, Ontario 

�� 

“Currently I’m a stay at home Mom and I am enjoying the time with my family. Regal gives 

me the fl exibility to work my own hours while bringing in some spending money and 

giving me something to be proud of! My days are spent chasing kids and getting together 

with friends... WHAT MORE COULD ONE ASK FOR?” 

Ciaara - Edmonton, Alberta 

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“I can work Regal as hard or as little as I want to work... it is up to each of us on how we do 

our business” 

Megan - Ottawa, Ontario 

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“I like the fact that Regal can basically sell itself and it allows me to still be a stay at home 

Mom and work around my family’s schedule.” 

Colleen - Westlock, Alberta 

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“I cannot emphasize enough how valuable the Regal website and the Facebook group has 

been to my development as a Rep. The amount of information is so relevant and the group 

helps to really connect us all together as one big extended Regal family and our mutual 

support helps keep our motivation strong.” 

Laurel - Belleville, Ontario 

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120 

Over 

New Items! 

Meow Mix Tapestry 

Throw & Pillow 

Pg. 19 

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Effective July 20 th to Oct 25 th , 2009

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��by Casey Hibbard 

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��by Howard Schultz 

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by Dan Kleinman 

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by Mary Cantando 

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�Strategies to Focus 

Instead of Flounder 

in Trying Times 

People have various reactions 

to stress and tough 

times. This was dramatically 

demonstrated 

recently on a plane from 

Dallas to Atlanta. As it started 

heading out, the pilot shut down 

the plane announcing that there 

was bad weather in Atlanta 

and the plane was going to be 

grounded for some time. Passengers 

grumbled because the plane 

was extremely hot with hot air 

blowing through the vents. 

�� 

announced, “Shut down your 

phones. We have to go NOW or 

�� 

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more loudly and he closed his 

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down the aisle. At this point, the 

passenger next to this person 

yelled, “He’s making another 

�� dant 

ran down the aisle grabbed 

the cell phone out of his hand and 

started walking away. 

�� 

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The crew got together to make a decision, “Do we go back to the gate and have him 

�� 

They then surrounded the customer with eight of the biggest guys on the plane and 

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what. The moral of the story? Many people don’t respond well to stress and their 

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and chaos include confusion, distraction and loss of focus. Those that can get their 

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and focus on actions that will get you results: 

The Worry Chair 

One common conditioning technique used by counselors is the worry chair strategy. 

It is especially useful for those who have trouble falling asleep because they 

are ruminating about their day. You can use it at home or work, but we will use the 

example of someone with insomnia to demonstrate the process. 

1. �� 

2. If you are worrying about things and unable to sleep for more than 10 

minutes, get out of your bed and go sit in the Worry Chair. 

3. Allow yourself to worry all you want when you are in the chair. Take each 

worry to its conclusion before you move to the next worry. 

4. Stay there as long as you need to (until you are done worrying). 

5. Return to bed. 

6. If you start worrying again, go to your chair and repeat the process. Do not 

�� 

process there). 

7. Adding journaling to your worry time may also be helpful. 

While this technique may be strange, it is a method for you to condition your worry 

�� 

of the worry rather than having the worry control you. Lack of sleep will kill your 

focus so don’t allow it to go on too long. 

��

Thought–Stopping 

Thought-stopping is a structured procedure for eliminating troublesome thoughts. 

It was popularized by Joseph Wolpe and has been used to treat a wide variety of 

challenges including: 

�� Overcoming fear 

�� Increasing focus 

�� 

While the form of thought-stopping can vary, the basic procedure is: 

1. Wear a rubber band on your wrist. 

2. Any time you have the undesirable thought, you snap the rubber band (not 

hard, just enough to feel it). 

3. Visualize a stop sign or yell “stop” (unless you are in a grocery store or other 

public place). 

4. Repeat to yourself a replacement thought that is more helpful. 

5. �� 

The technique is meant to help “train the brain” to stop the automatic and destructive 

thoughts. Since thoughts are intangible, the rubber band helps make the 

process more concrete. The process is simple and usually only takes a few days or 

weeks to feel a major impact. 

Individuals who want to stop distracting thoughts try all sorts of complex strategies 

for relief. Despite this tendency, thought-stopping continues to be one of the 

�� 

Storyboarding 

This technique has been used by major corporations like Disney to take complex 

concepts and create a coherent story and focus. All you need is a marker, a pad of 

sticky notes and an issue to focus on (such as a marketing plan, goals for the future, 

a problem that needs to be solved, etc.). Once you have these, start brainstorming 

about the issue using the following sequence: 

1. Without any critique, put each idea on a sticky note and randomly post them 

on a wall or desk. 

2. �� 

3. Put a label on each of your clusters. 

4. Determine if anything needs to be added to or removed from any of the 

categories. 

5. Prioritize your categories. 

6. Prioritize the ideas within the categories. 

7. �� 

timed goals. 

8. Put the goals in a special place or type them up into the computer. 

We live in a world full of stress, change and distractions. While it may be normal 

to be hindered by these factors, it is not inevitable. With proper techniques and 

motivation, we can decrease our stress, increase our productivity, and focus while 

�� 

Dr. Tim Ursiny is the founder of Advantage Coaching & Training. He trains and coaches individuals and teams 

in areas such as stress management, conflict resolution, dealing with change and building client loyalty. He 

is the author of multiple books including The Confidence Plan, Tough Times Tactics and The Top Performer’s 

Guide to Attitude. For more information, please visit www.advantagecoaching.com, or contact 

Drtim@advantagecoaching.com. 

MOUNT ROYAL 


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Accounting Solution 



E-MAIL: cescience@mtroyal.ca 

�� 

http://conted.mtroyal.ca/oil 

� ��

�� 

The Ways Leaders Lose Their Edge 

�� 

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doing. Because there’s so much for them to do and they have so much responsibility 

and accountability on their shoulders, they’re constantly on the go, striving to 

deliver results. 

However, their non-stop action only feeds the underlying problem – that there’s no alignment between what’s impor- 

�� 

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they’re doing and why they’re doing it. Only then can they see what they bring to their leadership position and how 

it can help them reach both their personal and professional objectives. 

�� 

�� 

contributors to the company’s overall success. So if you ever feel that you’re working harder and harder, but are 

�� 

you can reap bigger rewards tomorrow. 

�� 

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� � 

Ignoring the Vision 

Having a vision means you’re clear about what you want. You are 

�� 

what it will take to get there and how it will feel to arrive. When you 

have a clear vision, you can connect to an inner source of inspiration that will 

call you forth and compel you to achieve your goals. Therefore, you need to get 

a vision not only for the company, but also for your own role as a leader. Who 

do you want to be as a leader? What do you want to achieve? What strengths 

do you bring to the role, and how can you capitalize on those strengths to meet 

your own goals and the goals of the company? 

� � 

Losing Your Focus 

Once you know your vision and what you want to achieve as a leader, 

you need to stay focused on it. As Harvard Business School Profes- 

�� 

as not having any at all.” There’s only so much you can think about at once. 

�� 

It means highlighting, combining, minimizing, and even deleting priorities so 

�� 

most important, you can let other things drop. So, if you really want what you 

say you want, what areas do you have to focus on to get it? What areas will help 

you achieve your vision? 

�� 

� �� 

� �� 

many leaders are taking care of the needs of the business, their employees, 

the other people in their lives, and their existing responsibilities, they’re not 

�� 

“How can I do everything I need to do in a day?” and start asking, “What are 

�� 

ensure that I take those actions now?” By investing just minutes in the planning 

process and then taking targeted action, you can shave hours, weeks and even 

�� 

� � 

Doing Things the Hard Way 

In business and in life, you always have a choice. You can continue to 

do things the hard way, the usual way, the way you’ve always done 

them. Or, you can do things your way – the way you were made to 

�� 

�� 

strengths, you do things your way based on where you naturally excel. To begin 

�� 

�� Where are you especially talented? 

�� What do you love to do? 

�� At work, what are you recognized for? 

�� Given the freedom to do things your way, how do you do them? 

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E-MAIL: cebsuiness@mtroyal.ca 

http://conted.mtroyal.ca/leadership 

��

�� 

� � 

Becoming Disconnected from 

Your Work 

To be successful, you need to connect not only to 

your work, but also to an inner sense of vitality. For 

many leaders, much of their energy goes into striving. They 

�� 

and alignment with your work means understanding what 

you’re striving for. The meaning. The purpose. The essence. 

�� 

goes down while your stress goes up. You may even feel 

guilty and resentful. You might be bored, either in an “I-can’t- 

�� 

way. You might get short-tempered or edgy. So the questions 

to contemplate are: 

�� What do you want from your work? 

�� Do you want to be happy? 

�� Are you trying to reach your full potential? 

�� 

�� Do you want to feel at peace? 

These are some of the experiences leaders seek when they 

�� 

identify what success means to you – not the results, but the 

spirit of a life well lived. 

�� 

�� 

all the pitfalls leaders need to be wary of, by avoiding these 

common mistakes you’re laying the foundation for exceptional 

leadership results. The fact is that every day, millions 

of people drive onto the fast-lane and race their lives away 

– ironically missing the fact that everything they are doing 

to try to improve their life is actually running them into the 

ground. The work weeks get longer, the stress levels rise, and 

talented leaders burn out or move on. It doesn’t have to be 

this way. 

So as you go forward into the future, know that every step 

you take to improve your leadership is going to enrich your 

��ship 

mistakes, you will be on the path to becoming the kind 

of leader who changes the world…the kind of leader others 

will follow…the kind of leader you were meant to be. � 

Joelle K. Jay, Ph.D., is president of the 

leadership development practice, Pillar 

Consulting. As an executive coach, author 

and speaker, Joelle helps leaders achieve top 

performance and business results. Her clients 

include presidents, vice presidents, and C-level 

executives in Fortune 500 companies. Joelle is 

the author of “The Inner Edge: The 10 Practices 

of Personal Leadership”. 

To find out how Joelle can help you reach the 

next level both personally and professionally, 

email: joelle@pillar-consulting.com or visit: 

www.Pillar-consulting.com. 

MOUNT ROYAL 


Centre for Complementary 

Health Education 

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I do enjoy the headset. 

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“HR to Mummy…Come in Mummy… I have not yet got a 

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��

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Direct Sell - The MOMpreneur

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