Inherent to each of our success with RSI is understanding three facts. First, that we genuinely have the finest products, company, leadership and opportunity that has ever existed in the industry. Second, if we sponsor someone, they are extremely lucky, because in order for us to succeed we must successfully help them succeed. Third, we do not generate any income until we successfully introduce our products to people who use them -long term. Understanding these three facts dictates that we must have a Duplication Process that can quickly introduce the largest number of people to our products and business. The Process must be one that works for EVERYBODY.

I believe that the Duplication Process is exactly that, a duplication of a process, not necessarly a duplication of skills. I want to stress that I believe there is no room for any deviation from this process. The success and ease of implementation of each step in the process is predicated on the new distributor having already experienced the process when being exposed to RSI. It is so simple to explain to a new distributor, to do this business when you are explaining a process that they have just experienced. They can easily understand the potential for the success of a process that has just successfully helped him/her to arrive at a decision to join our business.

The Tape Program is the single most important tool that we have ever had in RSI. It allows each us to get our message to anybody we want. In the past a new distributor would follow up with a prospect to whom they had sent a tape. Most of the time the prospect had not listened and the new distributor would have some sort of dialogue that would hopefully stimulate the prospect to listen, prior to a second contact. When the second contact occurred, a large percentage of prospects had still not listened, and the process continued, but with some subtle changes; now the new distributor is chasing the prospect - sort of begging or selling- the prospect starts to think that they are doing the new distributor a favor; the new distributor thinks that they have as many potential prospects as they have tapes out, but the reality is that they don't- the new distributor is starting to have frustration; etc.

The Mentoring System, with the 1-2 Minute Overview, completely solves the problems and frustrations being experienced by the old process. In my opinion the primary obstacle that we need to recognize and overcome is that a new distributor does not yet have the.skills (or belief) to successfully introduce our business to their prospects therefore someone must do it with them! Now a new distributor is teamed up with their Mentor/Partner, and everything changes. The Mentor has the belief and capability to explain RSI, plus the power of 3rd party affirmation is invoked. The Mentor implements the 1-2 Minute Overview on the first contact with a potential prospect, whether they have listened or not, therefore pre-screening the prospect immediately . Now we have prospects that have a genuine interest in our products or business, thus creating a high percentage of success. Now we can quickly determine who is seriously interested in our products and/or our business. Now we can quickly eliminate the people who are not potential prospects - immediately. Now we can free our time and emotions to dedicate to people who have a real interest in our wonderful products and company. Now we can free our time to do more prospecting. The Tape Program combined with The Mentoring/Partnership System and the 2-Minute Overview has proven to work, and work big time.

What is the Mentoring/Partnership System and 2-Minute Overview?

Central to this program is the understanding that most people must have a Mentor who knows exactly how to successfully build this business - fast! The process and environment must be fun, upbeat, straightforward and simple.

Who is a Mentor?

A Mentor is a distributor that has gained the skills to successfully help others introduce this business to their contacts. A Mentor must have the skills to bond with others and develop relationships. A Mentor must be dedicated to setting the example to others by being a role model in every aspect of this business. A Mentor must be a team player.

The identification of your Mentor.

Because our compensation plan has six levels of overrides, there are at least six people that have a vested interest in helping you build your business. When a new distributor makes a decision to join our business it is critical that they have met an individual in the upline that they have built a relationship with, that they have confidence in and that is willing to be their MENTOR.

THE PROCESS

Step 1: Select a Mentor from your upline. This person is usually your sponsor or the Mentor of your sponsor.

Step 2: Develop a concrete schedule with your Mentor for the exact dates you will be sending out the tapes. The date indicated in the letter/note, for the follow up, is usually 5 days from the date of mailing. Purchase the tapes and mailers (at cost) from your Mentor.

Step 3: Send out 20-30 tapes with note or letter.

Step 4: Provide to your Mentor a list of the prospects with their name, phone numbers, and a brief description i.e. "great with people" "successful business person" "loves golf', etc.

Step 5: 3 way with Mentor to prospect. New distributor has some small talk and then says:

"Joe, did you get the tape I sent you?"

Prospect will say yes, and new distributor says:"As I said in my letter/note, I've got my partner Susan Hall on the phone, Joe say hello to Susan."

Step 6: Mentor says hello, compliments prospect (see step 4) and asks if he/she has listened to the tape. They probably will say no, and then the Mentor says:

"Why don't I give you a 1-2 minute overview and we can decide whether it makes sense to dig any deeper?"

If they say no, they never where going to listen anyway! Most people will say yes, and then the Mentor says:

"Well, Joe you've heard of the REXALL drug stores, right?

Everybody will say yes. Mentor continues:

"Well, what's not common knowledge is that Rexall is publicly traded with 6 different operating divisions - and that's important for a lot of reasons, but probably the most important being that there are some stock option programs we can gain access to. Now, (new distributors name) and I are involved in the expansion of a completely different division than the drug stores called Rexall Showcase International - and this division was formed in 1990 with a very focused business mission - which was and is to be first to market with extremely high impact - very unique products that are geared exclusively to the Preventative Health Care and Anti-Aging markets - (optional - markets that conservatively speaking will double or triple over the next decade) - and in those 6 years we've gone from zero to 76 million in revenues."

Option 1: "Now what I (we) do is work mainly with (healthcare) professionals, and

business owners who have several things in common, probably the main one being is they are all incredibly busy. They may or may not want to quit doing what they're doing - some certainly do - some don't, but they all want additional income sources - diversification, and because Rexall has (optional - structured this entire division in a network marketing format and) done some things very different, where we're dealing strictly from the wholesale distribution side of the business they have created significant opportunity - and that's what the tape is about and that's why (new distributors name) sent it to you."

AND THEN LISTEN!!!

Option: 2 "Now what I (we) do is work mainly with (healthcare) professionals, and business owners, who are usually extremely busy, but want to add to or diversify their income and what Rexall's doing has created a significant financial opportunity for those who are involved with this expansion into the Kansas City area. There are also some very important health benefits with our products that are nonprescription and natural, which is what this tape is about and why (new distributors name) sent it to YOU."

AND THEN LISTEN!!!

We have now communicated to the prospect: "Rexall, multiple division, stock option programs, expansion of new division, unique - nonprescription - natural products, 0-76MM, preventative health care, anti-aging, busy people can do the business, diversification, (optional-network marketing), wholesale distribution.

After the 1-2 Minute Overview, a prospect is either asking questions, or they are not interested.

Step 7a: If they say they have no interest. The Mentor says:

"This isn't for everybody Joe. You may want to pop the tape into your cassette while you're driving around and listen to it from a product perspective. I know that one of the primary reasons (new distributors name) sent it to you was because of the importance of several of our products from a health perspective. Anyway, you might want to listen to it, and if you hear about a product that you want to know more about give (new distributors name) a call."

Everybody will say yes - say goodbye, hit "DELETE', and move on!

Step 7b: If they are asking- any questions, then they have a genuine interest and our goal is to arrange for them to come directly to a workshop, satellite broadcast, or a 2 and 1 meeting.

We will answer a question when asked, but we try not to answer anymore than we have to on the phone. We want the prospect to physically be exposed to the quality of people, company, products and to understand that there is an absolute plan that can work for them.

If they are asking questions. The Mentor says:

"Joe, why don't we figure out when we can get together for 10-15-20 minutes, get to know each other, get more information to you, and figure out if it make sense to dig any deeper?"

or

"What's your calendar look like for the 5 th or the 11th. The reason I ask is we are doing a workshop at the Marriott from 7:30 to 8:30 in the evening on each of those days, and I could get you included in it. One of the key physicians (health care professionals) in the whole Midwest will be there, and she will be spending about 35 -40 minutes explaining why these products are so unique and important, and then they we will take about 1O minutes and tie it together into how we do the business. The 5h is a little better for me, which one works best for you, the 5th or the 11^th?"

I believe there are some key questions that must be answered, for an individual to make a decision to use our products and to dedicate time to the business. I am not sure that network marketing is always the main question. Often, I think a negative perception of network marketing is more of a "reflex action," as to what a prospect thinks they are supposed to think. I take the approach that the following are key questions that should also be answered, whether asked or not:

"I have very little or no time "I do not want to sell, ie. be rejected"

"How -will I do the business? " "How -will I make money? " "How much investment is there?

There is no question in my mind, if we answer the above questions for each prospect that is seriously considering our company, the sponsoring rate will increase dramatically,

"I have very little or no time " and "How wiII I do the business? "

"Almost everybody we work with has very little time, so what we've done is to develop the Tape Program and combined it with a Mentoring or Partnership system. What happens is that each new distributor is teamed up with an experienced distributor who is their mentor/partner. We then develop a list of individuals who are important to you from a product or business perspective. We then send each of them an audio tape, just as we have done with you, with a note or letter explaining that you and or your business partner will be following up at a specific time. Then your partner and you (or only your partner) 3 way call to each of the individuals, just as we are doing now and determine their interest in our products or business. At that point if their interest is only in the products we arrange for them to get them directly from Rexall, so we don't have any significant inventory issues. If they also have an interest in the business, then we meet with them individually or arrange for them to attend one of our workshops or satellite broadcasts, etc. The key is that even if you don't have any time, we have a system to expose your sphere of contacts to our products and business - and because of the way we are compensated it makes sense for everybody."

"How do you make money?"

'We are compensated through bonus pools, stock option plans, commissions and overrides. The beauty of the way Rexall has set this up is that it makes sense for an experienced distributor to work with your potential product users or business prospects, even if you don't have time. It's difficult to explain over the phone, but picture hundreds and hundreds of people that are getting our products directly from Rexall and sixty cents of each wholesale dollar is allocated back to you and your business partners.

"Is there any investment?"

"No! I am not looking for investors of any kind. What I am looking for is an individual that I have good chemistry with - who I can expose our products and business to their contacts, through the tape program. In other words I want access to your contact base and because of the way we are compensated it makes financial sense to both of us, even if your involvement is minimal."

"I am not a salesman"

"Most people aren't, in fact that's the beauty of how Rexall put this program together. All we do is send the audio over-view to selected people - then we follow up. And, what happens is either people don't want to know anymore or they do! And I can tell you statistically, that about 30 to 50'/o want to know more about our products or our business. The beauty of this program is that the tape generates the interest, so we don't have to sell or chase people - they either want to know more or they don't!"

Let me extend my personal thanks for enhancing our Team Building System with a mentoring component- Your 21/2 minute overview is also a critical addition to the tape program.

While cold calling on a handful of doctors long distance, I used the brief overview, which led to a follow-up 3-way conference with you and a commitment to listen to the tape I had sent. As a result, one of those physicians decided in less than 24 hours to join us and has already started sharing her tape with other doctors.

Targeting a warmer market, I mailed 30 tapes to fellow members of a women's business group. We reached 1C on our initial follow-up together, but only 2 had begun listening to the tape. Rather than calling back later, we determined interest right then and there when you gave them the 21/2 minute overview. As a result, 7 out of those 10 indicated interest in the products or the business.

My previous prospecting experience has been "burning" through a list of 30 names just to get 5 or 6 people on a conference call or to a small group presentation - from which only I or 2 might have an interest in pursuing further. The new tape program, coupled with the 21/2 minute overview and mentoring on the follow-up has drastically changed those results for me.

Karen Tannen, Kansas City

I want to express the true feelings I have for Rexall and particularly its leadership. You, unlike any other person I have ever worked with, through your mentor program have really shown me what teamwork is all about:

Together

Everybody

Accomplishes

More

Through your program, you have not only become our mentor, but our coach and counselor as well ... inspiring us to do what we said we wanted to do.

We both have very busy schedules and the mentormg m tandem with the tape team building program and two-mmute overview is a very valuable tool in leveraging our time. We mailed our tapes and set aside two hours to do three-way calling a few days later. Only four people had listened to the tape, however, after you gave a two-minute overview. seven people are interested in some aspect of the business and/or products! It was the best two hours we've spent in the four months we have been involved with Rexall!

Verlene and I know we made the right choice for our future and hope through your mentor program to be able to help others make that choice. Thank you David and Diane and Re-xall for brmgmg us together.

Gayle and Verlene , Kansas City

My name is Susan Hall. I am a real estate appraiser in Kansas City. I was sponsored by got started with Rexall in late December, 1996. My goal for the month of January was to sponsor 4 people and to generate $4,000.00 in revenue. Although Dave assured me at the time we set this goal that it was very attainable, I had doubts. However with the aid of the 2 minute overview', the "tape program" and the "Mentoring System, I exceeded these goals. I sponsored 6 people in January, all at the supervisor level and generated roughly $7,800.00 in revenue.

The key to success was implementing the "2 minute overview" and the mentoring program" in conjunction with the "tape program." I found that my anxiety over getting started in the business, my fear of rejection, etc. was completely diminished once Dave and I put these three things into play. I was also impressed because we weren't wasting time with people who were not interested in either the products or the business. Within a week, I was confident that this business works and that not only could I succeed, but that anyone can. In fact, I was so excited and pumped up from the success we were having that I barely slept the first two weeks of January.

Susan Hall, Kansas City

My name is Kelly Miller. I am a chiropractor and cerfified acupuncturist and have studied Chinese herbology, and homeopathy. I am a graduate of Logan College of Chiropractic and have been in active practice for seventeen years. I have always used a wide variety of nutritionals in my practice. When I became exposed to the Rexall products, I was skeptical because I assumed that I probably had something in my repertoire that was as good or better. As I thoroughly researched the products. I found I was wrong. Because of the tremendous results I observed in my family and patients, I decided to share these products on an active basis with my business and health care associates. As I have a very busy practice, serve on the local chiropractic board and coach my children in basketball, mv time is very limited. Since using the tape program, coupled with the mentor system and the two minute overview, I have experienced a tremendous increase in time management. The methodology provides a superior way to introduce the products and business to people and provides a better support system. This methodology leverages everyone's time to a greater extent than ever before. creating less up and down cycles and much less frustration. After the two minute overview the prospect either wants to know more or doesn't. Subsequent follow-up is then much more efficient and expedient.

M. Kelly Miller, DC, Kansas City

We have a new distributor in Iowa, Richard Musgrove. He personally hands out tapes using a summary of the 2 minute overview, when he presents the tape. If they don't agree to listen to it he does not leave the tape. If they agree to listen he leaves it with them and makes arrangements to follow up right then. At the follow up he leaves a product catalog and a "Team Building- workbook and makes arrangements with the upline support to make connection and walk through the team building book.

Using the approach he has signed up 7 distributors in one week and has several more about ready to make a decision.

Jim & Karen Argotsinger, Smithville, KS