* Inviting Formula by Tim Sales

---------- Forwarded message ----------
From: "Willing Tan" <wiling.tan@gmail.com>
Date: Mar 3, 2010 12:26 PM
Subject: Fwd: * Inviting Formula by Tim Sales
To: <willingtan.2009@gmail.com>
Cc:

---------- Forwarded message ----------
From: Wiling Tan <wiling.tan@gmail.com>
Date: Sat, Mar 7, 2009 at 6:40 PM
Subject: * Inviting Formula by Tim Sales
To: MADE_KCKANG <khongchin.kang@gmail.com>

  

Team,

 

BECAUSE THIS IS SO IMPORTANT AND CRITICAL in the SIMPLE 4 STEPS of this BUSINESS:

 

Invite --> Present --> Sponsor --> Train --> (Repeat Invite)

 

I'm sending this out again....

 

Below are ways to invite. THE "Power Phrases & Questions" WORK, so use them!

 

Enclosed is the inviting formula. The concept works like this...

 

If you did not greet and compliment, you will not be able to qualify and find their needs, wants and don't wants, and you will get a rejection.

 

To prevent getting a rejection, greet and compliment them so that they are willing to talk freely and openly (e.g. you are laughing or joking at a topic or talking about a topic that is close to heart).

 

Then use the qualifying questions to find out what they need, want and don't want. If they have a very strong (else ask them to explain it more) need, want and don't want, you can go to the next step, which is to invite.

 

You see, if you didn't qualify them (find their needs, wants and don't wants), then why would they want to come, right?, so you will get a rejection. To prevent that rejection, find out their needs, wants and don't wants so that they have a reason to want to come.

 

After, inviting, they may have questions and concerns. Refer to the HOPE Rev A booklet that I wrote to understand how to answer these questions (there are approx. 28 questions).

 

Refer to the Inviting Formula-Commonqualities file for reference.

 

The key to this business is to invite. You may not be good at presenting, closing or training. But, by being great at inviting them, you will have your other partners and leaders there to help you do all that (MADE).

 

This Inviting Formula only works, when you apply it else it's just a piece of paper.

 

 

Always,
Wiling

"Attract them all!"

 

 

 

 

 

 

Power Phrases & Questions

 

1. So, what does [friends first name] really want to achieve in his/her life, not just a job, but his/her ambitions?
   1. This is to qualify this person to find needs, wants and don't wants.

2. If you could do absolutely anything, what would you do?
   1. This is to qualify this person to find needs, wants and don't wants.

3. I'm calling to talk biz, but first how are you?
   1. Straight forward but caring.

4. We have been friends for a while and we have never really discussed biz, would you be opposed if we did?
   1. Use after you have greeted and complimented them.

5. Have you ever thought of a biz outside of your current job?
   1. Use after you have greeted and complimented them.

6. I've got a biz idea, would you be open to seeing something on it or are you completely satisfied now?
   1. Use after you have greeted and complimented them.

 

Inviting Phrases & Questions

Some ideas that  may help you

 

1. "Do you keep your eyes open to making money in areas outside of _____?" (Law, education, medicine, etc.)
2. "Is this the right time in your life that you could take action if presented with something that had enormous financial potential?"
3. "I'm working with a company that is perfectly positioned to capitalize..."
4. "I can't make you any promises, but there is a possibility for a huge financial home run!"
5. "I need to get some information in front of you…"
6. "For the right amount of money, would you be interested in sitting down and discussing…?"
7. "Is there any reason you'd ever consider a business outside of…?"
8. "John, we've never really talked business together, can we put our friendship aside for a couple of minutes to discuss business? Would you be open to ...?"
9. "On a scale from one to ten, how open minded are you?"
10. "This thing is going to happen with or without you, the only question is who will participate and profit?"
11. "You can either watch us make money or join us in making money- your call, we're friends either way"
12. "I'm not sure if there's a fit here, but…"
13. "Would you be open minded to hearing about a business if it could potentially add substantially to your income, without jeopardizing what you do now?"
14. "Do you keep your eyes open for expansion and diversification?"
15. "Do you keep your eyes open to making money in areas outside of what you currently do?"
16. "I can't make you any promises, but from my vantage point the financials look good on this project I'm working on. Perhaps we should make the time to bring you up to speed on it. Are you available…?"
17. "For the right amount of money, will you take control of your time and carve out 50/90 minutes to learn how to…?"
18. "Is there any reason you'd ever consider a business outside of…?"
19. "I'm working with a business venture…"
20. "This is in your interest to learn more about."
21. "Ever think of owning your own business? What stopped you? What if…?"
22. "I'm working with a company that is actually (not theoretically) retiring busy people 15 to 20 years early. Does that sound like something that interests you, or not really?"
23. "I want you to get on a conference call tonight to listen to some quick details. It starts at 8PM. Does that work for you?"
    1. Them: "Yes."
    2. You: " Great, I'll call you just before 8 so I can hook you up to the call. What number should I call at 7:57? Thanks. Talk to you then. Bye."
24. "We've got to meet so I can show this/something to you."
25. "I've finally found something that we can work together on! What are you doing right now?"
26. "Does it make sense to sit down and discuss this?"

 

Asking for Referrals

Most people blow getting referrals because they say way too much. The best way to get referrals is to not go into any details about it. Just use something simple like:

 

1. "I'm working on a project in the fitness industry. Who do you know who's into fitness?. . .into health?
2. "Who do you know who hates their love handles?". . . is into eating right?. . . into working out?
3. "I need your help. You know a lot of people. I'm currently working on a large project and need to find one or two people to help me. Can I give you a 30 second overview about this project and the profile of the person I'm looking for to see if you can help me locate the right people?"
4. "John, I need your help. Who's talked to you that's looking for an alternative income stream?"
5. "Who comes to mind that's looking for a career move?"
6. "Who's tired of being in traffic?"
7. "Whom do you know who hates their boss?"
8. "Who do you know that likes to work real hard, get the job done so they can go play?"
9. "How about someone really motivated by money and willing to do what ever it takes to succeed?"

 

This last question is very important. Sometimes when I ask for referrals they say "Hey, how about me?" It is very important how you handle this! Don't do what most everyone does. Don't fall for it! If they throw it out to you that they're interested don't get derailed. Keep asking for referrals.

 

 

What to Say…

 

􀀴 - Avoid these phrases.

􀀵 - Instead use these.

 

􀀴 - I recently became involved.

􀀵 - I'm working on a project.

 

􀀴 - I'd like to get you involved.

􀀵 - I'm looking for the right person.

 

􀀴 - Are you looking for a business opportunity?

􀀵 - Do you keep your eyes open for expansion/diversification?

 

􀀴 - I think you would love this.

􀀵 - It may or may not be for you.

 

􀀴 - You would be good at this.

􀀵 - This might be lucrative for us.

 

􀀴 - New business opportunity.

􀀵 - Business idea or project.

 

􀀴 - Are you interested?

􀀵 - You might want to see this.

 

􀀴 - I want you to . . .

􀀵 - You might want to . . .

􀀵- You might benefit from . . .

 

􀀴 - I want . . .

􀀵 - I thought you might want to know . . .

 

􀀴 - You should . . .

􀀵 - Is there any reason you would want. . .

 

􀀴 - You need . . .

􀀵 - I don't suppose you'd . . .

 

􀀴 - What if I told you . . .

􀀵 - What if you knew. . .

 

􀀴 - Come to a meeting.

􀀵 - Meet some other members of the team.

* USD1MCM & TE 许东 BOM

---------- Forwarded message ----------
From: "Willing Tan" <willingtan.2009@gmail.com>
Date: Dec 31, 2010 12:13 AM
Subject: * USD1MCM & TE 许东 BOM
To: "KC Kang gmail" <kckang.2009@gmail.com>
Cc:

Leaders,

Please forward to your leaders directly.

Please learn to leverage this VERY Powerful speaker : USD1MCM & TE 许东 Tony

Can you find someone to translate to English? Let me know.

With Admiration,
Willing Tan �威� & KC 江康�

Be a Force for Good

Attract It!

许东商机—配文字  以下是内容：     代表重点                  代表视频          

 

      来自全国各地的朋友，昨天玩的开心吗？我们大老远的跑来这里不只是为了玩对不对？玩随时都可以，但是人生可以把握的机会，可以遇到的知己是不多的，希望大家好好把握！我曾经看过一个很搞笑的小品，有这样一个问题“把大象放冰箱里总共分几步？”分几步啊各位？分3步，第一步：把冰箱门打开，第二步：把大象放进去，第三步：把冰箱门关上；这个故事有很深的寓意，什么意思呢？--你想把足够大的一个东西放进一个地方，你就要把门开得足够大。所以今天各位既然来这了，既来之则安之是一种智慧，把你的心门打得足够大，您就可以装下一个足够大的机会。希望各位接下来把你们的心门都打开，去迎接这个足够大的机会。

  人类因梦想而伟大。

  爱迪生经过无数次的试验，就为一个梦想，要点亮这个世界，在他发明灯泡之前，人类生活在黑暗之中；

  莱特兄弟受到无数人的嘲讽，但他们仍然坚持他们的梦想，就是为了让人类可以像鸟儿一样飞翔；

  山德士—肯德基的创办人，他自己计算过，他被拒绝1009次，在第1010次的时候终于有人答应他，我尝试加盟你这种方式吧！因为他开始在开创连锁加盟方式的时候被称为非法和异类，但是今天肯德基成为世界级的公司；

  乔布斯 --一个狂人，甚至被董事局赶出董事会，但是多年后依然回来继续他的梦想，今天有谁能够去忽视iphone,ipad对世界的影响？

  同样有一个伟大的人叫罗百礼，在1984年，他26岁的时候怀有一个简单的梦想，就是创造出只含好成分不含坏成分的产品，让别人真正有知情权，让消费者能够用上真正好的东西，而不仅仅是包装好的东西。

  那这么难去坚守的一个原则各位想象一下这中间会有多少的非议，多少的刁难，多少的不相信？但是今天就因为罗百礼先生的一个梦想，成就了一个传奇。 

  84年各位想象一下，如果我们把时光回到84年，如果我们就这么一个梦想，拿着产品没有钱做广告，没有名牌的包装，没有人相信你，你拿着汤匙一个一个的跟人谈说你相信这个产品是只含好的（成分）不含坏的，你相信能成功吗？没有人相信他。但是来自梦想的坚持。

  今天NU SKIN 公司短短20几年的时间，注意短短20几年的时间如新公司成为世界商业史上的一个传奇，那么已经多达50个国家和市场，营业额一年超过10几亿美金，在美国纽约主版上市，一年的净资产已经突破7亿美金，各位这真是一个不可想象的事情。

  短短的20几年，获奖无数在全球（在全球获奖无数）。

  更让人吃惊的是，这个产品居然获得历届奥运会美国，日本，韩国，台湾等多个地区奥运代表团唯一指定的产品，各位，今天来的人我希望都是以老板的心态，假设今天有一个产品能够获得多个国家和地区奥运代表团指定，至少可以证明两件事，第一个这家公司它有坚强的实力，赞助奥运会绝对不是赞助美国一个国家这么随便的，每赞助一个国家和地区都要付一次费用，各位同不同意？这样付不同的多次费用；第二个，证明这样一家公司的产品足够的优异和安全，只有达到这两点，才能在多个国家和地区赞助奥运会。

 当然，它的真正伟大之处在于它不仅仅是创造了一个对别人真正有价值的产品，而是创造了一个平台能够帮助很多平凡的人实现非凡的财富梦想，所以截止到现在，这个数据有点旧了，截止到现在，最新资料，如新公司已经创造了超过700户，他的经销商，就是今天在座的各位看到的很多红领带，或者签约经销商收入已经超过100W 美元，其中有26户收入已经过了2000W美金，说真的，当初我是奔着2000W美金这个数字来的，我跟别人说如果今天这个生意一个月只能挣几万块十到二十万的话我都未必有足够的兴趣，但是如果你告诉我白手起家可以创造2000W以上的收入这个事情我要考虑，我要看这个钱是怎么来的，它一定有一个非常惊人的商业模式。

  因为时间关系今天很多的时间我想留给更精彩的环节，我就不跟各位一一讲解如新制度，但是我用这5个方面来总结如新制度的与众不同。第一个就是公平，我跟我的朋友经常聊天， 我说我一生最想追求的东西就是公平，我的朋友嗤之以鼻的问我“那么许东，你告诉我，什么叫做公平？”我跟他们说我至少有一个要求就是游戏规则的公平，我希望有一天我们真的靠自己的实力跟努力有一个公平的游戏规则，不用拼爹，因为我爸不是李刚，我希望有一个公平的环境，那么如新给了我一个很公平的游戏规则，对于今天不是官二代富二代平凡的人来说已经是一件很了不起的事情，第一你获得了一个公平的制度，第二个就是实现倍增，我当年离开爱立信的时候我跟我太太的年收入加起来大概有几十万，我在如新的第一个月收入是260块钱，当我拿着工资单很兴奋地跟朋友说的时候，我说你看我已经走过了第一个月，这家公司是真实的，我们有正规的工资单，有招商银行的一卡通，我里面有200多块钱，然后我朋友认为我疯了，他说你这个都敢拿来跟我谈阿？我说有200多，就能有200多万，因为200多证明你的业绩还低呢，你要给我时间，最关键的是什么？他问我为什么会放弃几十万的年薪来拿200多一个月？今天在座的有多少人30岁以上的请举手~女士把手都放下来，要不然报漏年龄，30岁以上的人应该明白我在讲什么，因为你已经有一定的社会经历，我说当你一个月的收入是2000的时候无论是在外面上班或是做小买卖，你的上升空间是比较大的，但当上升到2W的时候你发现你的上升空间已经很小了，已经不可能再倍增了，那假设今天我问他，加入今天你在爱立信2W块钱一个月，假设未来5年还能每年成长5%到10%，但是我给你另外一个平台，第一个月我只能你200块钱，但是不多，一个季度让你翻一倍，你选哪个？大部分的人会选择2W， 因为只看到眼前可以拿2W，我选择200，为什么?因为第一个季度，我每个月拿200，第二个季度我每个月拿400，第三个季度800，第四个季度1600，等于我干了一年你仍然耻笑我，不是疯子就是傻子，干了1年拿多少钱呢？1600！我挣2W一个月，接着下个季度3200，6400，12800，25600，51200，102400，各位明白我在讲什么吗？随着我的累积跟倍增的到来，我一个月的收入就可以等于你在爱立信一年的收入，我可以告诉各位今天我在如新一天的收入就等于我在爱立信一个月的收入，但是有多少能够明白倍增的概念？大部分的职业经理人，当年我就是职业经理人，我认为我很有专业度，我为人很认真，公司任何地方都需要我这样的人，但是到最后我发现我永远在玩什么？靠自己的专业，体力，智慧，时间在换钱的游戏，这个游戏永远无法倍增，这是一个穷人的游戏，所以我跟很多朋友讲，如果你玩得游戏是一个穷人的游戏，那你再努力你都只能是一个穷人，所以当年我跟我太太说，如果今天我们不改变，你在IBM，我太太是一个走职业路线的人， 英文叫做professional,她是一个职业的财务分析师，注册会计师，那么这些工作在别人眼中都是非常令人羡慕的，但是我跟她说我们俩如果继续这样下去，我们俩的结果会是什么？就是做一个过得很不错的穷人，再说一遍，做一个过得很不错的穷人，但是不可能实现真正的财务自由，因为我跟我太太回到单位看到比我们多干10年的人他们的下场一点都不好，也就是说如果我不改变，他们的今天就是我的明天，各位~今天带着这个问题回去想一想，在你所在的单位或者所工作的领域，看看比你多混5年，10年的人他们什么状态？那就是你的明天，但是很多人都不明白，所以如新的制度真正的倍增打动了我，因为我知道如新才是一个真正可以创造有钱人的游戏，而不是一个穷人的游戏。那第三个就是真正的自由，我是一个追求非凡自由的人，注意，什么是非凡自由，当年，我曾经认为，我只要有更多的钱，更大的权力，我就会有更多的自由，后来我发现这确实是的，在某种程度上这确实是的，但是我又发现了更可怕的事，我看到中国很多有钱有权的人他们仍然要做很多他不想做的事情，每天要见很多他不想见的人，我要的非凡自由绝不仅仅是财务上的自由，而是可以选择我的生活方式，我可以选择不做那些我不爱做的事，选择不见那些我不爱见的人，但如果要我一辈子为了钱花掉所有的时间，为了追求那个位置花掉我所有的精力，甚至要违背我的良知，价值观，我不做！我希望有一个制度是没有潜规则的，我希望有一个游戏这个钱是很干净的，然而最终能让我达到非凡的自由，我在如新找到了！那当然第四个就是互助，当我们很穷的时候曾经认为有钱就会很快乐，因为有钱可以住大房子，可以买名车，可以买LV的包，可以买Bugattiveyron（名车牌子，根据发音推断出的）的车，我们认为有钱就会很快乐，后来我们才发现人最快乐的，人生最大的乐趣是有能力帮助人，所以我在了解如新的制度之后我认为非常符合我的价值观，因为有的人选择通过打败别人来成就自己，有的人选择伤害别人成就自己，有的人选择踩着别人肩膀往上爬，不顾及别人的利益，那在如新的制度我真正找到了什么？以合作代替竞争，你一定要通过帮助别人的成功来达到你个人的成功，所以我跟被人说今天也要跟在做的各位伙伴说，当你跟你的朋友聊的时候你可以说如果你只是想追求个人成功的话如新不是你唯一的选择，但如果你想追求群体成功带动你身边的人一起成功的话，那如新是你最佳的选择，我再说一遍，如新不是来追求个人成功那么简单，他是来追求群体成功。好最后一个，今天有多少人举手告诉我你已经身为人父人母的，为人父母的，明天礼拜一，找到离你最近的如新专卖店去签约，为什么？因为你找不到这样的体制公司，什么叫世袭跟继承？今天我每年的营业额大概有2个亿到3个亿，我每天手下都有庞大的现金流，这个庞大的生意，但是人有旦夕祸福我看的很淡，即使我到外面去座头等舱，即使我有私人飞机，掉下来结果是不是一样的？所以换句话说，当你已不在的时候，你知道今天有多少人当他们不在的时候整个生意崩塌？ 不知道该怎么办，但如新你不用怕，我有强大的后盾，如果今天或者明天我有任何的问题我的收入马上就会转给我的继承人， 各位这是真正的家族生意，在传统行业你很怕别人说你看，他们家的公司做的就是家族生意，别人都不愿意跟你合作，但在如新，人人都希望做这种家族生意，这个生意就是这样有魅力的事情，所以当初我跟我姐姐说，如果这个制度是真的，因为我在中国没有见过，实话实说，因为它太先进了，它来自全世界最发达的国家，来自于商业文明最成熟的国家，但在中国这个商业文明还不太成熟的市场，你会遇到这样的挑战，就像我一样，不信~所以当年我的姐姐推荐我做，她很不容易，她很不容易因为没有人相信她，再加上她那个样子也确实不值得人相信她在当年，所以相信她的人都是傻子，都是比较简单的人，因为我是他弟弟，我很了解她，所以当年我为了防止她上当受骗替她去认真了解如新，结果把我了解进来了。

   当然最终能够感动很多人加入如新的，大家一定要记得这个世界上能够帮人赚到钱的公司非常多，但是真正伟大的公司绝对不是帮人赚到钱那么简单，人和动物的最大区别在于人有精神世界，只有让人的精神世界得到极大的满足他才会有归属感，为什么有些人会突然觉得很痛苦，有钱都没有快乐，他没有这种归属感和安全感，如新在这些方面是全世界最伟大的公司之一我可以告诉各位， 我当时就是因为以下一些短片，甚至让我下定决心加盟如新的，我想先问一下再做有多少新朋友是第一次参加我们卓越团队年会的请举手，举高一点，各位让我们给新朋友一个热烈的掌声好不好？但是我要告诉刚刚举手的朋友，看完以下这些短片只有一定要对约你来的人说谢谢你，让我来告诉你为什么？请放以下这个短片。---罗百礼先生历届年会的讲话。

  今天来的新朋友知道为什么要感谢约你来的人了吗？因为在如新我们绝对不是什么人都约的，如果什么人都能来做如新那我们就不做了，物以类聚，人以群分，但如新的伟大之处在于它不以各位过去的背景，出生，权力来区分人的，而是以人品，这是我这么多年在商场没有见过这样的公司，当我看到这个短片的时候我几乎热泪盈眶，我问我太太，我突然对着我太太说：我是真诚的人吗？我太太说你是，要不然我跟你干吗?各位，证明在约你来的人心目中你还算是一个真诚善良的人。许多人问我，许老师，什么样的人特别不适合做如新，不可能有人什么都适合，什么是适合？我说好人就适合，什么叫好人，真正心地善良，愿意帮助别人的人，那什么人特别不适合呢？永远以自我为中心，永远不顾及他人的感受，非常自私的人，这种人不适合做如新，甚至不适合做各位的朋友。所以成功者真正的智慧是在人生中学会可以的接近一些人，可以的远离一些人。所以我身边永远都是远离这些人，不只是不跟他谈如新，他连跟我做朋友的机会都不太多，我会敬而远之，我只想我身边围绕着一些心地善良愿意帮人的人，这个很重要！那好吧，正是因为罗百礼先生这么多年对他的梦想对他做人价值观的坚持，吸引了越来越多的人才凝聚在身边一起成就他伟大的梦想，这其中包括了大批的科研人员。

   因为科研人员也需要这样的平台，也需要有一个良知的公司去实现他的科研成果，所以科研人员很希望找到伯乐，那么如新公司，想象一下，一个84年以5000美金起家的年轻人，现在确吸引了超过125位专职的科学家，这些人很多年龄比罗百礼先生还大，他凭什么跟如新合作，就是因为罗伯礼先生的为人跟他的梦想。那好了，这些研发团队日以继夜的在位全人类服务，再做出真正对人类有价值的产品，那对于一些在座的各位来考察如新公司的朋友来讲，你想象一下这些科学家正在为我们服务，你有机会跟这样的公司合作，有100多位科学家在帮你研发产品，而你却不用付费用，各位想象一下这家公司背后的费用有多大，每一台研发的设备投入是多少？这一切多不需要我们投资，而我们只需要拿着成果来运作。

  那当然吸引了全世界最知名的院校斯坦福大学，我看还有人并不了解斯坦福大学，斯坦福大学是在美国排名前5的顶级的大学，那据我所知目前全世界只有一家公司就是NU SKIN在抗衰老领域能够在斯坦福大学有研发中心的。

  那好吧，再加上他对执着的对梦想的追求的终于吸引了能改变如新未来10年命运的两位重要的科学家，那么就是这两位博士，他们在人类的基因抗衰老领域研究超过30年，各位，人类能有几个30年？他们用30年研究什么呢？就是人类如何衰老，如何延缓跟扼制人的衰老速度，他们做了大量的研究，这两位科学家被如新所感动，现在加盟如新公司把他们超过30年的研发成果全都交给如新公司独家运用，这是非常关键的。

  那好吧，请看刚才短片中提到的金三角。

 今天在座的有没有人告诉我从来没有听说过基因的？没听过，不知道什么是基因的请举手！我想今天在座的各位都听说过，如果基因你不太了解的话没关系，遗传基因你一定明白，我刚刚看我的那个短片我小时候跟我的儿子现在长得非常像，造物主真的是这么神奇啊！甚至以后，各位如果想知道我们老了以后会得什么病的话，就看看你父母现在的了什么老年病，基本上你也会得这个病，因为很多东西都是由遗传的，现在最新的研究发明包括人的智商很多的喜好都跟人的遗传基因有关，现在甚至发现人的长寿是基因决定的，得抑郁症是基因决定的，这人是同性恋是基因决定的，这个人爱吃辣的，那个人爱吃咸的这都跟你的基因有关，也就是说基因决定你这个人的一切，当你明白这个你就会知道一旦在基因研究方面有所突破将会解决人类现在许多科学上解决不了的问题，比如延长寿命，比如从基因上解决你的家族遗传的乳腺癌，糖尿病，高血压等等，这对人类是一个福音，所以在现在跟未来的10年，人类最爆炸的突破跟聚焦的媒体，聚焦的东西在医学领域就是基因研究。

  所以09年诺贝尔医学奖回去查一下医学奖的获得者，凭什么获得诺贝尔医学奖？就是因为他的研究证明基因就是衰老的根源，这是一个革命性的突破，一旦突破以后人类就会沿着这条路开始往前走，那我想再跟各位解释一下什么叫革命性的突破，假设今天，想象一下时光倒流，当年人们都在做着马车，牛车，驴车，羊车，是不是把那个车雕琢得很漂亮？贵族座的车都是8匹马拉着的，贫民做的车是一匹马拉着的，但来来回回都是马，牛，羊，驴，那突然开一辆汽车来，它是不是也叫车？但对不起，这个车就是革命性的突破，因为它第一次不再用牲口，但是各位知道吗？当初汽车问世的时候当年有多少所谓的经济学家预测汽车不会普及，汽车对人类没有任何价值。但是今天人还能离开汽车吗？有多少人今天是座马车来古兜（会场）的？但是从第一辆汽车到今天是不是发展了上百年的历史？你要给它时间，所以基因的突破你要给科学家时间，各位做好准备，未来10年到20年，人类在10年以后人类在面市的所有新的药物全部是作用于基因的药物了，意味着人类以后进入了完全的基因时代。

  各位要明白这个趋势，只不过今天我们还没有切身感受到，现在在做什么？现在在做的是消费者看不见的，一些大的药厂跟企业在后面疯狂的并购，并购的主题就是基因，世界知名药厂为了一个基因的技术就花了将近50亿人民币，各位花50亿都值，因为有可能这个技术是关于糖尿病的，各位假设这个知名药厂通过这个技术研发出一款产品从你的基因上解决你的家族史的糖尿病的问题，让你生下来的小孩以后都不会得糖尿病，你猜这个药的市场有多大？那就是5000个亿各位知道吗？所以这就是为什么大的商家在花巨资玩这个，这是老百姓根本不可想象跟启迪的，我们普通老百姓只能等待这家公司出产品然后我们再花巨额的金钱去买，同意不同意？你是不可能参与这个产业链的。

 我可以告诉各位一个好消息，如新在基因技术上也获得了一个重大的突破，那就是刚才看到的这个各位还没有完全明白的技术叫ageLOC。

 那么媒体报导在这里就不多讲了，那具体什么是ageLOC,呢？请各位看一个短片---ageLOC科技篇

 我第一次看这个短片的时候有很多地方看不懂，但是我只看懂一件事，各位只要看懂一件事就好那就是ageLOC到底想干吗？就是逆转人的衰老过程。过去我们这么多人这么多年来都在研究这样的一个产品，包括今天在座的各位我们到各大商场，到美容院各位女士你花了多少钱买各种大品牌根美容院的产品，各位男士我们吃补品，我们推拿，我们按摩，我们针灸，我们艾灸等等，你做的所有一切，各位都不能从根源上解决你的衰老问题，但是只有这个技术能够从根源上让你的基因表达恢复到年轻状态，这好似一件不得了的事，那当然如果这个技术的突破实现了，那对于科学界来说就是一次重大的革命，对于商业界来说那就是数以万亿计的新市场，各位今天汽车带动了多少消费？想象一下汽车的消费相对于马车牛车来说是不是一个巨大的新的消费市场？那好了，那对于如新公司来说就是梦想进一步实现。

  那对于我们来说各位请跟我一起念一下这段话好吗？就是本世纪最大的商机，今天我要告诉所有的朋友们，你不可能在本世纪再找到比基因抗衰老更有潜力的商业机会，那好拉最重要的是现在这个技术已经不是在科学实验室里了，而是已经出来了产品，这对我们来说是有意义的，它已经有产品了。首先它要帮各位解决的是容颜减20，最终它要实现的是让你的容颜看上去比实际年龄要年轻20岁以上，注意这是一些用了产品的实证（用产品前后照片对比）~

  这位女性在10年的3月30号开始第一次用ageLOC，这是8月12号，注意真正让人震撼的不只是皱纹的改变，整个脸部塑形的年轻态，这叫做松，这叫做紧。如果现在有一件事情可以让你不用做手术，不用忍受痛苦，让你恢复紧致，我愿意付所有代价。因为为什么叫28无丑妇，因为青春就是紧致，年龄大了就是松。你花再多的钱我一看你就是老了，为什么呀？

 两边脸对比，用半边脸的ageLOC，

  对这种脂肪残留和桔皮组织的恢复和年轻态，我一听到大家的呼声就知道很多女性有这种迫切的需求，特别是东方女性，我发现东方女性容易胖中断，该胖的地方不胖，不该胖得地方使劲长肉，一称，体重没增加，腰围跟臀围增加了，这就是典型的开始衰老的迹象，脂肪的堆积；

 两边脸的对比

 整个下垂现象的提升

 对赘肉的改变

 对妊娠纹快速的修护

 对我的改变（自己用半张脸的照片）因为我已经37岁了，但我的皮肤在37岁的男士里还算是不错的，因为我用了几年的NU SKIN的产品，所以当我遇到ageLOC的时候，我自己内心在看说ageLOC对我已经比较好的脸还能达到什么样提升的效果？后来我发现就是紧致跟提升，各位可以仔细看我两边脸，是歪的。再看我整个眼角眉毛都不在一条水平线上，整个的上提。

  不分肤色，不分人种，全世界的人都适用，各种肤色的人在全球进行大比拼，欢迎各位参与如新的这个大竞赛。

使用一段时间以后跟比你年轻的人去合影，看年龄差距能够缩小到多少。

  不要小看这一台小小的仪器，它是美容业界的一个革命，解决了很多女性疲于在美容院排队，预约长达2-3小时的护理，那么短短几分钟达到了你到美容院10次甚至20次达不到的效果，时间就是金钱，现代社会就是要高节奏，快节奏，所以如何让人更快速的见到效果？你知道现在的消费者都是很难伺候的，作为女性你想想你身边的人包括你自己，又要有效，又要安全，还希望见效快，恨不得40多年长得斑，用完7天没了，恨不得一天最好就没了，所以越是见效快的产品越是有市场，因为女人是没有耐心的，所以这个产品能够在短短的7-8天又很明显的感觉甚至有的衰老迹象很明显的一天甚至用一次效果就会很明显，所以我跟别人说这个不是一般的Spa机，是Spa机中的战斗机。

 从来没有过一套护肤品能够承诺7天能够在你皮肤的8个方面100%的改善，所以当我和我的朋友在推荐ageLOC的时候，他们会说这只不过是一套护肤品，我说你要相信我，这不仅仅是一套护肤品这么简单，这是第一套基因产品，只不过它的形态目前还是护肤品的形态，各位还记得吗当我们拿出汽车的时候人家问这是什么？我说这是一辆车，他说我不用车，我有马车了，对不起，这是汽车，虽然也叫车但是完全变了概念。那未来ageLOC会沿着基因抗衰老这个方向不断地研发出不同形态的产品，比如想象一下有一套洗发水洗完之后逆转你少白头的基因，各位这样的产品有没有市场？洗完之后头发变黑了，长出来的也不白了，比如说有一个产品，你长期使用这样的牙膏可以改善你牙龈组织的衰老，让你70，80岁了牙齿还非常整洁，非常硬朗，你觉得这样的产品有没有市场，它也叫ageLOC各位理解吗？只不过是目前ageLOC的研发结果是出现Spa机和护肤品，未来会有各种形态的基因产品ageLOC 产品。

 在韩国上市一个月卖了一亿五千万人民币，所以当很多人在跟我说哈日哈韩的时候我说你去日本跟韩国了解一下日本人跟韩国人在哈什么？它在哈NU SKIN，日本跟韩国人追逐NU SKIN阿，在韩国4700万人口营业额高达10几亿人民币，一个月就等于我们一个季的营业额，各位在韩国，韩国女人是不是全世界最爱美的？所以连韩国人都用的东西你就放心吧，他们很挑剔的竞争很激烈，那真正让我震撼的各位伙伴，各位今天来考核的老板，真正的商机是在这，因为很多男士会说刚才那个毕竟是女人用的，男人很少用这个，那我告诉各位如新的股票在昨天应该是32美金，在一年多前是8美金，已经翻了4倍，如新公司的前十大股东各位去看一看，流通股的前十大股东全是世界顶级的投资基金，他们悄悄地在去年半个月大量买进了如新，一直等待它再往50.60甚至100去，各位知道为什么？因为如新公司宣布它已经掌握了跟人体衰老有关的372个基因，各位来记得那个世界知名公司买一个基因花了多少钱？50亿，那你觉得如新公司的未来会值多少钱这家公司？因为它掌握了大量有价值的技术，这家公司是不是也更值钱了？它的国际影响力是不是更大了？当初的苹果跟今天的苹果能一样吗？大家知道今天的苹果多少钱一股吗？200多美金，各位知道谷歌多少钱一股吗？年轻人离不开谷歌对不对，谷歌大概在500多美金一股，你能想象吗？一台设备背后的价值，还在不断的被发掘，所以想象一下今天在座的各位，假设这一切都是真的，让你做它在中国的代理你认为有多大的商机？

  公司已经宣布会在明年的10月份出这个产品，我先跟各位做一次最新的报告，在我来古兜前一天就是礼拜五的早上9点美国总部专门派人给我做了45分钟的采访，那是第三方的中介机构把公司关于ageLOC下一波的战略给我做了一个分享，各位想不想知道？公司说不能说的但是我说你告诉我就完了，因为做如新的人都爱分享，我叫许东其实我的小名姓泄，叫“泄秘”所以我告诉各位，明年如新公司将会在10月份的美国年会推出一个让各位都想象不到的产品，我先跟各位讲第一个产品，各位仔细听，如果这个产品真的能做到，而你做他的中国代理，而你是独家，因为没有其他公司能做到，如新宣布它掌握的这些基因如果其他公司都能掌握的话那需要20年的时间，那好吧，这个产品出来之后吃几颗，每天两次能达到什么效果呢？第一，让我们活力倍增，让你运动后肌肉明显不那么酸疼，恢复得非常快；第二个，让你的心脏组织跟脑部的注意力高度的集中，记忆力强化，不得老年痴呆；第三个让你的肌肉组织保持比较紧致，因为衰老就是松弛，为什么那么多女性到了一定的年龄往那里一座就门前三包？所以很多女性没有办法，只有通过节食跟运动，有多少人能做到？每个人去办健身卡的第一个月很兴奋，一个月之后放在旁边了，就是这样因为它逆人性各位知道吗？任何逆人性的事都是人类不喜欢做的，但今天NU SKIN的产品如果能做到让你服用产品3个月，半年别人一看你最近身材好了，你没有锻炼也没有节食，让你的肌肉组织的基因保持紧致，该挺得地方挺，该缩的地方缩；在座的男士你会听到一个更重要的消息，这个产品经过临床研究发现由于全方面进入年轻态，他会让你的性功能跟性欲恢复到年轻的状态，随着年龄的增长，我们的身体机能开始衰老下降，很多中年夫妻都有很大的危机，这种话不能公开场合说的，夫妻就是左手摸右手一点感觉也没有，就是看着两个人变成亲情了，很多时候没有这方面的恩爱，所以这个产品是一个重大的福音，它解决的决不仅仅是男性的性功能问题，而且帮助很多女性的性冷淡等等，让他们恢复到年轻状态。各位这个产品如果在中国你猜猜会有多大的市场？那我告诉各位，下一个ageLOC产品将是说明你比较快的恢复肝脏的功能，帮你身体做全面的排毒，还有一个功能，第一个功能我们叫做purity,你的肺阿，肾阿等清洁的排毒，我们身体里面太多毒素了，还有一个功能，我们大部分人随着年龄的增长睡眠质量大幅度降低，当你的睡眠质量降低的时候你的圣体没有得到完全的恢复，所以这个产品还有一个功能，能够弥补你的睡眠不足或睡眠睇下导致的恢复不足，能够弥补这方面，各位这个产品将跟ageLOC搭配在美国年会推出。

  各位这只是开始啊，今天如新华茂有多少产品，有多少护肤品，你知道ageLOC未来会有多少产品？各位想象一下未来这个产业不得了啊，所以简单的将，这条红线，我们随着年龄的增长，下面这条坐标就是我们的年龄，上面这个坐标是我们的生命质量，青春质量，缩着年龄的增长我们的青春质量是不是下降？睡不好，吃不好，跑不动，干不动，什么都不行了，但是ageLOC帮你实现什么？让你保持年轻的状态，因为我们没有任何办法改变你的物理年龄对不对？我们会50.60.70.80，但我们的生命质量可以永远50岁，40岁，这就是意义。

 各位一定要知道这个产业能够带来多大的意义？随着成活质量的提高，我们中国人也希望有越来越多的小孩，各位有没有看过一个电视剧叫蜗居，蜗居里有一个形象叫宋思明，他代表了现在相当大一部分中国40多岁有一定成就男人的心态，因为这部分人抓住了改革开放的机遇，拼命的拼搏，控制现在中国财富和权力的都是在35岁到60岁之间的这波人，这波人他们现在已经功成名就但是他们发现他们老了，而他们错过了陪伴他们小孩成长的最佳机会，因为那个时候他们没有，现在发现有钱有时间但是孩子已经长大不想理他们了，这个时候他们萌发了一个想法，又想要，他们很想要，但是一看老婆，老婆看着他“我不行了”为什么会出现二奶，小三，很多男人想找年轻的，弥补，各位ageLOC能够让50岁，60岁的女人都不用做高龄产妇，各位明白我在讲什么吗？你全方面真正的年轻，这是多大的福音阿？让你没有更年期的过程，始终年轻态，这是个多大的产业多大的福音阿？所以我跟我所有的朋友讲，你不做如新，我们生活在这个时代遇到如新都是我们的福音，有这样的一群科学家在研究这件事，而你却不用，遇到了都不信，那对不起不是如新的问题，是你的过错，是你没有这个福报，所以我很幸运我们全家都是如新的受益者。

 那抗衰老市场的前景就不用我再多讲了

 这是北京的一个资料，截止到2009年北京市老年人口总数已突破254万人，占到人口总数的15%，注意北京代表了全国的趋势各位要明白，所以现在抗衰老已经进入不可阻挡的趋势，更是一种时尚，人人都想活出年轻，那各位知道未来的市场在哪吗？各位看见护肤品的见证照片，保健品还没出来呢各位，这就是巨大的商机，当ageLOC这个技术在10年之后，人人都离不开以后，人人都知道以后已经不是巨大的商机了各位，到那个时候你我处于什么状态，总之今天离开这个屋你再也不能跟别人说我不知道，不好意思你知道了，如果若干年后你的儿孙你的朋友问你，据说这个当年你还知道，你为什么没参与？你会告诉他“咳，我不信，”你的借口只有这个。

什么意思？加20~ageLOC护肤品的方向是帮你的容颜看上去年轻20</sp

* How to Create Urgency to Close During Year End

[Create Urgency to Close During Year End]

"Well, you know why it is better to start today?..."

1) [Delay] "Since you are going to do it anyway, you might as well do it now, don't delay it any longer, you won't know what's going to happen to you tomorrow. And there's no reason to CONTINUE to be Unhealthy and Fat, right?"

2) [Care] "Rather than procrastinate and forget about it next week/month; which we all regret, right? Start now and get it over with. The faster you start, the faster you lose your belly! If I were your brother, I would not want you to procrastinate anymore. Let's start, ya? "

3) [Get Worse] "Well, if you don't learn the tips and techniques we are going to teach you and start TRA, you are definitely going to pack on MORE fat over the festive holidays and you'll have pay EVEN more and EVEN longer to get rid of it, That's NO FUN at all! My friend SengChan, was so surprised, he didn't gain any weight at all last New Year! You can do it too!"

4) [Dangerous Level] "With that kind of High Visceral/Body fat, its already so hard to remove, even doctors don't know how. And Not to mention the Health Risks... I really feel that you want to do something about it Now. Why wait when you can start today? Don't play play... Its your life."

5) [No time] "Actually, its simple. We don't want to disturb your lifestyle or your busy schedule. In fact, as long as you eat your meals and take the products, that's all it takes. No Gym, No Starving, No Problem! And, I'll be with you every step of the way. Once you get started, its actually very routine. Even my busy friend, who travels a lot on biz also lost so much fat. ...you can as well."

6) [Big Al Closing] "What's going to be easier for you? Worry about your health, feel tired and fatigued, take drugs for diabetes / hypertension for your whole life, OR feel great and look great in just 12 weeks?"

7) [Biz] "Well you know how the weight loss market is very BIG? And everyone is looking for something that is proven to work? Well, if you start NOW, you have 4 weeks to lose 1-3kg of fat and surprise your friends and relatives during Chinese New Year! They are going to want TRA too! Good Idea?"

"Lead with Passion!"

Willing Tan 陳威潾 & KC 江康晉

* Inviting Formula by Tim Sales

---------- Forwarded message ----------
From: "Willing Tan" <wiling.tan@gmail.com>
Date: Mar 3, 2010 12:26 PM
Subject: Fwd: * Inviting Formula by Tim Sales
To: <willingtan.2009@gmail.com>
Cc:

---------- Forwarded message ----------
From: Wiling Tan <wiling.tan@gmail.com>
Date: Sat, Mar 7, 2009 at 6:40 PM
Subject: * Inviting Formula by Tim Sales
To: MADE_KCKANG <khongchin.kang@gmail.com>

  

Team,

 

BECAUSE THIS IS SO IMPORTANT AND CRITICAL in the SIMPLE 4 STEPS of this BUSINESS:

 

Invite --> Present --> Sponsor --> Train --> (Repeat Invite)

 

I'm sending this out again....

 

Below are ways to invite. THE "Power Phrases & Questions" WORK, so use them!

 

Enclosed is the inviting formula. The concept works like this...

 

If you did not greet and compliment, you will not be able to qualify and find their needs, wants and don't wants, and you will get a rejection.

 

To prevent getting a rejection, greet and compliment them so that they are willing to talk freely and openly (e.g. you are laughing or joking at a topic or talking about a topic that is close to heart).

 

Then use the qualifying questions to find out what they need, want and don't want. If they have a very strong (else ask them to explain it more) need, want and don't want, you can go to the next step, which is to invite.

 

You see, if you didn't qualify them (find their needs, wants and don't wants), then why would they want to come, right?, so you will get a rejection. To prevent that rejection, find out their needs, wants and don't wants so that they have a reason to want to come.

 

After, inviting, they may have questions and concerns. Refer to the HOPE Rev A booklet that I wrote to understand how to answer these questions (there are approx. 28 questions).

 

Refer to the Inviting Formula-Commonqualities file for reference.

 

The key to this business is to invite. You may not be good at presenting, closing or training. But, by being great at inviting them, you will have your other partners and leaders there to help you do all that (MADE).

 

This Inviting Formula only works, when you apply it else it's just a piece of paper.

 

 

Always,
Wiling

"Attract them all!"

 

 

 

 

 

 

Power Phrases & Questions

 

1. So, what does [friends first name] really want to achieve in his/her life, not just a job, but his/her ambitions?
   1. This is to qualify this person to find needs, wants and don't wants.

2. If you could do absolutely anything, what would you do?
   1. This is to qualify this person to find needs, wants and don't wants.

3. I'm calling to talk biz, but first how are you?
   1. Straight forward but caring.

4. We have been friends for a while and we have never really discussed biz, would you be opposed if we did?
   1. Use after you have greeted and complimented them.

5. Have you ever thought of a biz outside of your current job?
   1. Use after you have greeted and complimented them.

6. I've got a biz idea, would you be open to seeing something on it or are you completely satisfied now?
   1. Use after you have greeted and complimented them.

 

Inviting Phrases & Questions

Some ideas that  may help you

 

1. "Do you keep your eyes open to making money in areas outside of _____?" (Law, education, medicine, etc.)
2. "Is this the right time in your life that you could take action if presented with something that had enormous financial potential?"
3. "I'm working with a company that is perfectly positioned to capitalize..."
4. "I can't make you any promises, but there is a possibility for a huge financial home run!"
5. "I need to get some information in front of you…"
6. "For the right amount of money, would you be interested in sitting down and discussing…?"
7. "Is there any reason you'd ever consider a business outside of…?"
8. "John, we've never really talked business together, can we put our friendship aside for a couple of minutes to discuss business? Would you be open to ...?"
9. "On a scale from one to ten, how open minded are you?"
10. "This thing is going to happen with or without you, the only question is who will participate and profit?"
11. "You can either watch us make money or join us in making money- your call, we're friends either way"
12. "I'm not sure if there's a fit here, but…"
13. "Would you be open minded to hearing about a business if it could potentially add substantially to your income, without jeopardizing what you do now?"
14. "Do you keep your eyes open for expansion and diversification?"
15. "Do you keep your eyes open to making money in areas outside of what you currently do?"
16. "I can't make you any promises, but from my vantage point the financials look good on this project I'm working on. Perhaps we should make the time to bring you up to speed on it. Are you available…?"
17. "For the right amount of money, will you take control of your time and carve out 50/90 minutes to learn how to…?"
18. "Is there any reason you'd ever consider a business outside of…?"
19. "I'm working with a business venture…"
20. "This is in your interest to learn more about."
21. "Ever think of owning your own business? What stopped you? What if…?"
22. "I'm working with a company that is actually (not theoretically) retiring busy people 15 to 20 years early. Does that sound like something that interests you, or not really?"
23. "I want you to get on a conference call tonight to listen to some quick details. It starts at 8PM. Does that work for you?"
    1. Them: "Yes."
    2. You: " Great, I'll call you just before 8 so I can hook you up to the call. What number should I call at 7:57? Thanks. Talk to you then. Bye."
24. "We've got to meet so I can show this/something to you."
25. "I've finally found something that we can work together on! What are you doing right now?"
26. "Does it make sense to sit down and discuss this?"

 

Asking for Referrals

Most people blow getting referrals because they say way too much. The best way to get referrals is to not go into any details about it. Just use something simple like:

 

1. "I'm working on a project in the fitness industry. Who do you know who's into fitness?. . .into health?
2. "Who do you know who hates their love handles?". . . is into eating right?. . . into working out?
3. "I need your help. You know a lot of people. I'm currently working on a large project and need to find one or two people to help me. Can I give you a 30 second overview about this project and the profile of the person I'm looking for to see if you can help me locate the right people?"
4. "John, I need your help. Who's talked to you that's looking for an alternative income stream?"
5. "Who comes to mind that's looking for a career move?"
6. "Who's tired of being in traffic?"
7. "Whom do you know who hates their boss?"
8. "Who do you know that likes to work real hard, get the job done so they can go play?"
9. "How about someone really motivated by money and willing to do what ever it takes to succeed?"

 

This last question is very important. Sometimes when I ask for referrals they say "Hey, how about me?" It is very important how you handle this! Don't do what most everyone does. Don't fall for it! If they throw it out to you that they're interested don't get derailed. Keep asking for referrals.

 

 

What to Say…

 

􀀴 - Avoid these phrases.

􀀵 - Instead use these.

 

􀀴 - I recently became involved.

􀀵 - I'm working on a project.

 

􀀴 - I'd like to get you involved.

􀀵 - I'm looking for the right person.

 

􀀴 - Are you looking for a business opportunity?

􀀵 - Do you keep your eyes open for expansion/diversification?

 

􀀴 - I think you would love this.

􀀵 - It may or may not be for you.

 

􀀴 - You would be good at this.

􀀵 - This might be lucrative for us.

 

􀀴 - New business opportunity.

􀀵 - Business idea or project.

 

􀀴 - Are you interested?

􀀵 - You might want to see this.

 

􀀴 - I want you to . . .

􀀵 - You might want to . . .

􀀵- You might benefit from . . .

 

􀀴 - I want . . .

􀀵 - I thought you might want to know . . .

 

􀀴 - You should . . .

􀀵 - Is there any reason you would want. . .

 

􀀴 - You need . . .

􀀵 - I don't suppose you'd . . .

 

􀀴 - What if I told you . . .

􀀵 - What if you knew. . .

 

􀀴 - Come to a meeting.

􀀵 - Meet some other members of the team.

* "Accurate meh?!?!" Omron Karada Scan - The Validity of Bioelectrical Impedance to Predict Body Composition

Team,

"The results of the present study support the use of this bioelectrical impedance technique as simple, reliable and yet accurate method of assessing the percent of body fat in males and female in the clinical setting."

http://www.bioanalogics.com/validity.htm

With Admiration,
Willing Tan 陳威潾 & KC 江康晉

Be a Force for Good

Attract It!

The Validity of Bioelectrical Impedance to Predict Body Composition

R.N. Girandola, S. Contarsy  Department of Exercise Science University of Southern California [Abstract] [Introduction] [Methods] [Results and Conclusions] [Conclusions][References]

ABSTRACT    A study was conducted to evaluate the validity of bioelectrical impedance as an accurate assessment of body composition. Four hundred and eighteen male and female volunteers were used as subjects. Each subject reported to the Exercise Physiology Lab at the University of Southern California in a normally hydrated condition. Body composition evaluation was made by hydrostatic weighing (H2O) and bioelectrical impedance (Imp).   H2O was performed in a seated position in a 1000-gallon tank. A minimum of 5 trials was performed on each subject. Residual lung volume was measured, immediately prior to hydrostatic weighing, utilizing the oxygen dilution method and employing a Hewlett-Packard nitrogen analyzer. Body fat was calculated using the formula of Brozek et al. (4.57/Dd-4.142x100%). Bioelectrical impedance was measured (BIO|ANALOGICS' ELG System) on each subject (prior to H20 weighing) employing recently developed algorithmic equations. The method involves the use of a tetrapolar lead system where an 800uA constant current source at 50khz was applied to the subject and a measurement of impedance (resistance and reactance) was obtained.   Average body fat for the males (N=208) was 15.2% measured by H20 and 14.4% as measured by Imp. The range of body fat for this group was 3-35%. The validity coefficient for this group was r=0.76 and the standard error of estimate (SEE) was 3.24%. The corresponding value was for the female group (N=211) were as follows: Average body fat by H20=23.9%; by Imp=23.4%; range=11-39%; validity coefficient, r=-0.83; SEE=3.15%. Validity for the combined sample was r=-0.88; SEE=3.30%. The results of the present study support the use of this bioelectrical impedance technique as simple, reliable and yet accurate method of assessing the percent of body fat in males and female in the clinical setting. [Abstract] [Introduction] [Methods] [Results and Conclusions] [Conclusions][References] INTRODUCTION   The relationship between human obesity and long-term health problems has been well-established 2, 25, 27. Obesity and dietary excess have been strongly associated with diseases such as coronary heart disease, stroke, hypertension, diabetes, cancers of the digestive and reproductive systems, and osteoporosis 31. For several decades the use of height/weight tables and Body Mass Index (BMI) has been employed for health assessment and definition of overweight. However, the overweight person is not necessarily the obese person 12. Obesity is precisely defined as an excess of body fat frequently resulting in a significant impairment of health 30. Twenty-five percent of the United States population is reported to be obese. It is clear that the assessment of body composition (body fat and fat-free weight) in humans has become increasingly important not only for research but for clinical applications as well.   Methods for assessing body composition have been available since the 1950's. Most of these methods involve fairly sophisticated instrumentation and/or techniques, and are considered research laboratory procedures. The NIH has stated that the precise determination of the amount of body fat requires technically sophisticated methods that are available only in research laboratories 30. Excellent reviews of these procedures are available in reviews by Buskirk 5 and Lukaski 21. Recently another method for the prediction of body composition has been developed. This technique has been termed bioelectrical impedance. Basically this method makes use of the fact that electrical conductivity of the human body occurs primarily through the water and electrolytes of the fluid spaces (Total Body Water, TBW) 5, 21. The relationship between impedance and body composition was first shown by Thomasset 26. The technique has been shown to be simple to administer, involving minimal technician training. However, controversy has arisen regarding the accuracy of the bioimpedance technique. Investigators have found the technique to be reliable 19, 20, 21, with reasonable (R=0.70-0.80) 7, 11, 13, 24, 28 to excellent validation against densitometry (R=0.88-0.93) 20. On the other hand, more recent investigators 14, 24 have criticized the prediction accuracy of the technique, reporting SEE's of between 4.6-6.4% fat, concluding that the equations (RJL Systems) provided for the technique gave unsatisfactory results.   In light of the increasing clinical significance of human body composition and the controversy regarding the impedance methodology, the purpose of the present study was to evaluate the validity of a specific bioelectrical impedance analyzer, which incorporates a recently developed algorithmic method to predict human body composition. [Abstract] [Introduction] [Methods] [Results and Conclusions] [Conclusions][References] METHODS   A total of 602 subjects (317 females and 285 males) volunteered for body composition evaluation. Subject characteristics appear in Table 1. Subjects reported to the laboratory in a fasted (4-5 hours) and normally hydrated condition. A series of circumference measurements were taken using a cloth metric tape. A complete description of the sites and method appear in a text by Behnke and Wilmore 1. Bioelectrical impedance (BIO|ANALOGICS) was measured in the supine position, with sensor electrodes placed at standard locations on the right wrist and right ankle. An excitation current of 800 uA at 50 kHz was introduced into the subject and the voltage drop was measured. Residual lung volume was measured utilizing the oxygen dilution method described by Wilmore 29. Height was measured by a standard stadiometer and weight was measured to the nearest 50 grn. using a Horns balance beam scale. Hydrostatic weighing was done in a 1000-gallon tank with subjects in a seated position and suspended from a calibrated Chatillon autopsy scale. Underwater trials were continued until weight stabilized (avg. 4-8 trials). Density was calculated according to the method of Goldman and Buskirk 10 and % fat calculated according to the formula of Brozek, et al 4. These methods have been well standardized in our laboratory 8, 9. [Abstract] [Introduction] [Methods] [Results and Conclusions] [Conclusions][References] RESULTS AND DISCUSSION   The results of the body composition evaluation for the 602 subjects appear in Table 1. The mean values for the males and females are typical for the age profile of the subjects. As can be seen, the average values for densitometry and bioelectrical impedance are very similar, with only 0.5 % fat separating the mean values for the males. Table 3 illustrates the correlation coefficient between % fat, calculated by densitometry (criterion method), and % fat predicted by impedance. The values obtained in the present study were similar in magnitude to the values reported by several investigators 7, 11, 13, 24. We and other investigators7, 11, 13, 14, 24 have not been able to replicate the extremely high validity coefficients reported by Lukaski, et al 20.   In the present study, the SEE's for the females and males, respectively, were 3.42% and 3.77% fat (R=0.80, 0.71). These values are similar to those reported by Guo, et al 11, but considerably lower than those reported by other investigators 13, 14, 24. The discrepancies of various bioimpedance techniques validated against densitometry found between investigators may have been caused by use of different formulas in the specific impedance analyzers. Colvin, et al 7 utilized three different analyzers on the same subjects and reported R-values ranging from 0.72-0.81 and SEE's from 2.4-4.9%.   Jackson, et all 14 have criticized the impedance method due to the low validity coefficients and high SEE's they found (R=0.71-.76 and SEE=4.6-6.4% fat) (RJL Systems). Furthermore, they reported that BMI is at least as good a predictor of % fat as the impedance device they tested with correlation of R=0.74-0.75 and SEE's of 4.3-4.8%. In the present study the R-values for BMI were 0.69, SEE's were 4.1 and 4.6%. Our data would indicate that the bioelectrical impedance system tested is certainly a better predictor of body composition than BMI.   The use of anthropometric methods, such as skinfolds and circumferences have long been advocated as convenient, inexpensive, and simple procedures to predict body composition 1, 15. Unfortunately, many of the prediction formulas generated by these methods (especially skinfolds) tend to be population specific. Jackson, et al 14 have reported validity coefficients of R=0.92 (males) and R=0.88 (females) between the sum of 7 skinfolds and % fat measured by densitometry. The SEE's were 2.6-3.6% fat. However, some investigators 6, 18 have indicated that the prediction accuracy of the skinfold method is approximately ±5% body fat. Pollock and Jackson 23 cautioned that the validity of estimating body density in the obese may be suspect when using skinfold fat measures. Similarly, Bray, et al 3 found that skinfold measurements had high variability, and considerable interobserver variability, and concluded that the use of skinfold calipers is not to be recommended in assessing or following obese patients.   Several investigators 13 have evaluated the combination of bioelectrical impedance and anthropometric variables in predicting body composition. Guo, et al, used a combination of skinfolds and circumferences together with impedance. The best of skinfolds and circumference measurements for the female group yielded a validity coefficient of R=0.85 with a SEE of 3.83% fat, when compared with densitometry. The addition of impedance to the regression formula increased the R to 0.90 and decreased the SEE to 3.22%. For the male group a similar analysis resulted in a smaller SEE (from 3.32% to 3.28%), but no change in the R-value. Hodgdon and Fitzgerald 13 added a combination of skinfolds; and circumferences to impedance in an attempt to improve the prediction accuracy. With the anthropometric values the R-values increased from 0.79 and 0.82 to 0.87 and 0.87, for the male and female groups respectively. Similarly, the SEE's were reduced from 5.01 and 4.25% to 3.90 and 3.61%, for males and females.   In the present study circumference measures were obtained on 419 (211 females and 208 males) of the original 602 subjects. Utilizing prediction equations (BioAnalogics) which incorporated a series of circumference measures (including circumference ratios) in combination with bioelectrical impedance, percent body fat was determined. For the female group the multiple correlation was R=0.89 (R2=79%) and the SEE=2.68%. The values (R=0.83; R2=68%; SEE=3.03%) for the males, though not as good as the female group, still demonstrated a substantial improvement in predictive ability with the addition of the circumference equations. Our data is in agreement with that of Hodgdon and Fitzgerald 13 who have shown an improvement in both correlation and SEE with a combination of anthropometric and impedance measurements. The SEE's found in the present study are less than those reported by Hodgdon and Fitzgerald and the present technique did not require the use of skinfolds. [Abstract] [Introduction] [Methods] [Results and Conclusions] [Conclusions][References] CONCLUSIONS   The evaluation of body composition is an important component of a preventive health examination, especially considering the incidence of obesity in the United States. Most of the accurate methods for measuring body fat are limited to the research laboratory or are extremely expensive. The bioelectrical impedance system tested has been shown to be a simple, reliable and yet accurate method of assessing the percent of body fat in males and females in the clinical setting. The present study also indicates that the inclusion of circumference measurement equations added substantially to the accuracy of the impedance method and makes it an ideal technique that can be implemented in research laboratories as well as the non-research clinical setting. [Abstract] [Introduction] [Methods] [Results and Conclusions] [Conclusions][References] REFERENCES Behnke, A.R. and J.H. Wilmore. Evaluation and Regulation of Body Build and Composition. Englewood Cliffs: Prentice-Hall, 1974. Bray G.A. "Complications of Obesity." Ann Intern Med, 103 (1985), 1019-1024. Bray, G.A., FL Greenway, M.E. Motitch, at al. "Use of Anthropometric Measures to Assess Weight Loss." Am J Clin Nutr, 31 (1978) 769-773. Brozek, J., F. Grande, J.T. Anderson, and A. Keys. "Densitometric Analysis of Body Composition: Revision of Same Quantitative Assumptions. Ann NY Acad Sce, 110 (1963) 113-1400. Buskirk, E.R. "Body Composition Analysis the Past, Present and Future." Res Quart, 58 (1987) 1-10. Cameron, N. "The Method, of Anxological Anthropometry. In: Falkner, F., J.M. Tamer ads. Human Growth. 2 Postnatal Growth. Postnatal Growth. New York: Plenum Press, (1978) 35-90. Calvin, A., M. Pollock, J. Graves, and R. Braith., Validity and Reliability of three Different Bioelectrical Impedance Analyzers (Abstract). Med Sci Sports Exer, 20 (1988) 582. Girandola RN., R.A. Wiswell, and G. Romero. Body Composition Changes Resulting From Fluiid Fluid Ingestion and Dehydration. Res Quart, 48:299-303, 1977. Girandola, R.M., R.A. Wiswell, J.G. Mohler, G.T. Romero, and W.S. Barnes.Effects of Water Immersion on Lung Volumes: Implications for Body Composition Analysis. J. Appl Physiol, 43: 276-279, 1977. Goldman, R.F. and E.R. Buskirk. Body Volume Measurement By Underwater Weighing: Description of Method. In: Techniques for Measuring Body Composition. J. Brozek (ed) National Academy of Sciences, National Research Counsel, 1961, pp. 78-89, Washington, D.C. Guo, S., A.F. Roche, W.C. Chumlea, D.S. Miles, and R.L. Pohlman. Body Composition Predictions Form Bioelectrical impedance. Human Biology, 59:221-233, 1987. Harrison, G.G. Height-weight tables. Ann Intern Med, 103:989-994, 1985. Hodgdon J.A. and P.I. Fitzgerald. Validity of Impedance Predictions at Various Levels of Fatness. Human Biology, 59: 281-298, 1987. Jackson, A.S., M.L. Pollock. J.E. Graves, ad M.T. Mahar. Reliability and Validity Biolectrical Impedance in Determining Body Composition. J. Appl Pysiol, 64: 529-534, 1988. Katch, F.I. and V.L. Katch. Measurement and Prediction Errors in Body Composition Assessment and the Search for the Perfect Prediction Equation. Res Quart, 51: 249-260, 1980. Keller, B. and F.I. Katch. Validity of Bioelectrical Resistive Impedance for Estimation of Body Fat in Lean Males (abstract). Mod Sci Sports Exercise, 17:272, 1985. Kushner, R.F. and D.A. Scholler. Estimation of Total Body Water by Bioelectrical Impedance Analysis. Am J. Clin Nutr, 44: 417-424, 1986. Lohman, T.G. Skinfolds and Body Density and Their Relation to Body Fatness: A Review. Human Biology, 53: 181-225, 1981. Lukaski, H.C., P.E. Johnson, W.W. Bolonchuk, and G.I. Lykken. Assessment of Fat-Free Mass Using Bioelectrical Impedance Measurements of the Human Body. Am J CIin Nutr, 41: 810-817, 1985. Lukaski, H.C, W.W. Bolonchuk CA. Hall, and WA, Siders. Estimation of fat free me,, in humans using the bioelectrical ca impedance method: a validation study. J. Appl Physiol, 60: 1327-1332, 1986. Lukaski H.C. Methods for the meat of human body composition: traditional and new. Am J Clin Nutt, 46: 637-566, 1987. Miles, D.S. and A.G. Stevens. Body composition measured by bioelectrical impedance and hydrostatic weighing (abstract). Med Sci Sports Exercise, 17: 272-273, 1985. Pollock M.E. Jack,,, A.S.: Rrch progress invalidation of clinical method, of mg body composition. Med & So in Sports Exercise 16: 606-613, 1984. Segal. KY., B. Gutin, E. Preseta J. Wang, and T.B. Van holds. Estimation of human body composition by electrical impedance methods: a comparative study- J. Appl Physiol 58: 1565-1671, 1985. Stallones, R.A. Epidemiologic studies of obesity. Ann Intern Mail. 103: 1003-1005, 1985. Thomasset, A. Bio-electrical properties of tissue impedance measurements. Lyon Mod, 207: 107-118, 1962. Von Italie, T.B. "Health Implications of Overweight and Obesity in the United States." American Internal Medicine. 103 (1985) pp. 983-988.. Van Loan M. and P. Mayclin, "Bioelectrical Impedance Analysis: Is it a Reliable Estimator of Lean Body Mass and Total Body Water? Human Biology, 59 (1987), pp. 299-309. Wilmore, J.H. "A Simplified Method for Determination of Residual Lung Volumes." Journal of Applied Physiology. 27 (1969), pp. 96-100. National Institutes of Health. Consensus Development Conference. Health Implication of Obesity. 11-13 February 1986. U.S. Department of Health and Human Services. The Surgeon General's Report on Nutrition and Health. No. 88-50211. PHS, 1988 [Abstract] [Introduction] [Methods] [Results and Conclusions] [Conclusions][References]