Just Picture It Now: February 2008

Friday, February 29, 2008

Cancel? What The Hell for?

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I think you'll be glad you did! ;-P

I started a huge task weeks ago when I promised John Frenaye that I would get his questions answered. ALL his questions. Over the next couple weeks due to the length of this list, I have focused on each of these questions one at a time. My goal here is not only to answer the question, but also point out why this question is even asked in the first place.

This will also be an excellent opportunity and tool for anyone with additional comments about each of the specific questions to get better clarification. Use the comments section to discuss each of the questions in greater detail. I remind you that I learned how to accomplish such a huge task from Brian Tracy and his courses, which teach that you focus on the each task one at a time, focus on the solution, break it down into manageable chunks, and before you know it, you’ve achieved your goal.

It should be a really fun debate, and for those of you in YTB, take this information and documentation and use it. Here are the questions we have gone over thus far.

Question #1 - Why a compensation plan takes 12 pages to define?

Question #2 - How YTB arrived at $226 Million in travel sold for 2006. (Still waiting.)

Question #3 - Why so little of the "training" at the annual convention was for travel. (OK, YTB only believes in training at other meetings. We can let this one go.)

Question #4 - How nearly 150,000 RTAs can pay in the course of 9 months $79 million dollars in website sales, fees, and training; and receive $9.3 million in return. (This is huge...anyone?)

Question #5 - And for those that say I don't get the math, I did not learn how nearly 150,000 people paid in $79 million dollars and only got $64 million in return. (Hello? Anyone? Bueller? Bueller?)

Question #6 - Why it is a good thing to have your top executives selling off stock. (There were no takers on this one, so I am gonna assume that it probably is NOT a good thing as everyone initially thought.)

Question #7 - Why a 3:1 split was a good deal when two of the three shares are worthless. (Thanks to Doug for the most reasonable explanation of this. The split may have been a good deal but with the current value of the stock, it is anyone's guess.)

Question #8 - Why employees at YTB could not sell me a cruise on November 9th. (Still no answer on this one yet other than they don’t do anything till an RTA sells it. Well, the YTB site said to call them. Coach in an interview was touting how the res center is all staffed with professional agents. So, why is it that they cannot sell me a cruise, and how is it that they do not know that cruises do not depart from Phoenix?)

Question #9 - Why when presented with facts and figures, the argument mysteriously turns to "you don't understand". (This is another one that we will just have to say...because that is the way it is.)

Question #10 - How many RTAs drop out in a month...a year..... (This number I fear will NEVER be known.)

Question #11 - How long does an RTA continue to pay the fee before canceling? (Answered. They continue to pay as long as YTB continues to charge them and they jump through the hoops to get them to stop.)

Of course John would like you to believe that you have to jump through hoops. It wouldn’t be John if he didn’t. John, (and others) have a very unique way of twisting words, concepts, and ideas to mean something completely different from its original intent. Anyone who can take a training program like E-Campus, designed by Dr. Marc Mancini, probably the most highly respected speakers, educators, consultants and authors in our industry, and turn a contest drawing around to mean only 5 RTA’s out of 140,000 actually took this training…

Let’s just say there is a substantial disconnect when it comes to who YTB is and what we do. We’ll talk more about this however in John’s next question of what a misunderstanding is.

By the way YTB, you do know Course 103 is now available, right? John did say that YTB could not have chosen a better person and organization for their training programs (in that regard, he’s right on mark) so get after it!

I don’t know were I was when this “revelation” was brought to light that we have to jump through hoops, but like most of what we have been talking about lately, things aren’t exactly what John perceives them to be. Our RTA agreement is based on a month to month basis. There are no long term contracts, and anyone can cancel at any time. All that is require is submitting something in writing. This can be done either via snail mail, or e-mail. YTB also has an option of doing so via a “Support Ticket” under “Web Site - Cancellation”.

An RTA will be unsuccessful in is submitting the request via phone, which is how most would like to do so. While I do understand this is probably the easiest alternative, YTB needs to have some form of documentation in order to fulfill this request. You didn’t sign up via phone, so you can’t cancel by phone.

We learned in my last post that the majority of RTA’s happen to like being an RTA with YTB. What an individual’s reasons are is entirely up to them. I don’t know about you, but if I had a pay day coming to me like this RTA with a group scheduled for April of 2009, what do you think the chances are of this RTA cancelling even if they don’t make a single dime in travel before then? I can’t speak for all 140,000 as to why they want to stick with the company. The remaining minority, who do not find value in their YTB business, will also vary. This business isn’t for everyone, and when some people find out that a four letter word is involved (w-o-r-k) in order to build and profit from this business, their perspective of the business changes. While this is a very simple program and business model, it’s not “easy”.

There are people who do perceive this business model as a “get rich quick” type deal, and an argument could be made that it’s sold that way based on what I’ve read in SPAM e-mail’s and web sites surrounding this industry. I don’t see this perception being driven by YTB however. (I know I don’t.) I have numbers of team members who have signed up, got themselves trained, and actually sold travel, and because of the way this industry operates, we don’t see the fruits of our labor until after the travel has been consumed.

Many in our company who have been trained properly understand this. While the opposition was screaming last year that 60,000 RTA’s only produced $7 Million in Travel Commissions, some of us had Travel Bookings in the wings to produce $14 Million in commissions inside of the first 9 months of 2007. Those of us who knew this was coming for us, obviously continued to pay our monthly fees. With $18-24 Billion spent each year in Groups and Tours alone, there is plenty of money to be made for those of us who want to go after it.

I can’t do that however if I “cancel”. ;-P

Subscribe to Just Picture It Now for additional announcements and details!

Doug & Ronda Bauknight
AKA: TravelPro
Travel Agent / Networker
Phone: 678.458.5812

Learn How To Become A Travel Agent

Book Your Travel & Vacations With

Travel Reservations: 1.800.243.4450
RTA #24635

Labels: Dr. Marc Mancini, MLM Myths, Travel MLM, YTB E-Campus

Posted by TravelPro at 7:01 AM | Permalink | Comments

Wednesday, February 27, 2008

"Yoi!"

Pittsburgh icon, and one of the most unique voices in all of radio, Myron Cope has died at the age of 79. This screechy-voiced announcer whose colorful catch phrases I grew up with and twirling Terrible Towel that became symbols of the Pittsburgh Steelers during an unrivaled 35 seasons in the broadcast booth has been silenced.

Cope died Wednesday morning at a nursing home in Mount Lebanon, (I believe that same home my own Grandfather resides) in a Pittsburgh suburb, Joe Gordon, a former Steelers executive and a longtime friend of Cope’s, told The Associated Press. Cope had been treated for respiratory problems and heart failure in recent months, Gordon said.

Cope’s tenure from 1970-2004 as the color analyst on the Steelers’ radio network is the longest in NFL history for a broadcaster with a single team and led to his induction into the National Radio Hall of Fame in 2005.

“His memorable voice and unique broadcasting style became synonymous with Steelers football,” Steelers president Art Rooney II said Wednesday. “They say imitation is the greatest form of flattery and no Pittsburgh broadcaster was impersonated more than Myron.”Beyond Pittsburgh’s three rivers, Cope is best known for the yellow cloth twirled by fans as a good luck charm at Steelers games since the mid-1970s. The towel is arguably the best-known fan symbol of any major pro sports team, has raised millions of dollars for charity and is displayed at the Pro Football Hall of Fame.

“His creation of The Terrible Towel has developed into a worldwide symbol that is synonymous with Steelers football,” Steelers chairman Dan Rooney said Wednesday.

“You were part of the team,” Dan Rooney told Cope in 2005. “The Terrible Towel many times got us over the goal line.”

Even after retiring, Cope—a sports talk show host for 23 years—continued to appear in numerous radio, TV and print ads, emblematic of a local popularity that sometimes surpassed that of the stars he covered.

An announcer by accident, Cope spent the first half as his professional career as one of the nation’s most widely read freelance sports writers, writing for Sports Illustrated and the Saturday Evening Post on subjects that included Muhammad Ali, Howard Cosell and Roberto Clemente. He was hired by the Steelers at age 40, several years after he began doing TV sports commentary on the whim of a station manager, mostly to help increase attention and attendance as the Steelers moved into Three Rivers Stadium.

“I think he always thought of himself as a writer first and sort of an entertainer second and wound up having a lot of fun with the entertainment side of it,” Art Rooney said at a news conference Wednesday.

Neither the Steelers nor Cope had any idea how much impact he would make on a five-time Super Bowl champion franchise that, within two years of his hiring, would begin a string of home sellouts that continues to this day.

“Myron brought Steelers football closer to the fans than any other one person,” Art Rooney said. “He just made the fans feel a part of it.”

Cope became so popular that the Steelers didn’t try to replace his unique perspective and top-of-the-lungs vocal histrionics when he retired, instead downsizing from a three-man announcing team to a two-man booth.

“He doesn’t play, he doesn’t put on a pair of pads, but he’s revered probably as much or more in Pittsburgh than Franco (Harris), all the guys,” running back Jerome Bettis said. “Everybody probably remembers Myron more than the greatest players, and that’s an incredible compliment.”

Cope and a rookie quarterback named Terry Bradshaw made their Steelers debuts on Sept. 20, 1970.

Just as Pirates fans once did with longtime broadcaster Bob Prince, Steelers fans began tuning in to hear what wacky stunt or colorful phrase Cope would come up with next. With a voice beyond imitation—a falsetto shrill that could pierce even the din of a touchdown celebration—Cope was a man of many words, some not in any dictionary.

To Cope, an exceptional play rated a “Yoi!” A coach’s doublespeak was “garganzola.” The despised rival to the north was always the Cleve Brownies, never the Cleveland Browns.

He gave four-time Super Bowl champion coach Chuck Noll the only nickname that ever stuck, the Emperor Chaz. For years, he laughed off the downriver and often downtrodden Cincinnati Bengals as the Bungles, though never with a malice or nastiness that would create longstanding anger.

“I guess sometimes in the football business we all take ourselves too seriously and Myron never let anybody do that, so he had that knack for sort of reminding us of what business we were in,” Art Rooney said.

Many visiting players who, perhaps upset by what Cope had uttered during a broadcast, could only laugh when confronted by a 5-foot-4 man they often dwarfed by more than a foot. During the years, it seemed every Steelers player or employee could tell an offbeat or humorous story about Cope.

He once jammed tight end Dave Smith, fully dressed in uniform and pads, into a cab for a hectic ride to the airport after Smith missed the team bus for an interview. He talked a then-retired Frank Sinatra into attending a 1972 practice in San Diego to make him an honorary general in Franco Harris’ Italian Army fan club. He took a wintertime river swim in 1977 to celebrate an unexpected win, and was sick for days.

Cope’s biggest regret was not being on the air during perhaps the most famous play in NFL history—Franco Harris’ famed Immaculate Reception against Oakland in 1972, during the first postseason win in Steelers history.

Cope was on the field to grab guests for his postgame show when Harris, on what seemingly was the last play of the Steelers’ season, grabbed the soaring rebound of a tipped Terry Bradshaw pass after it deflected off either the Raiders’ Jack Tatum or the Steelers’ Frenchy Fuqua and scored a game-winning 60-yard touchdown. As a result, play-by-play man Jack Fleming’s voice is the only one heard on what has been countless replays over the years.

“He ran straight to me in the corner, and I’m yelling, `C’mon Franco, c’mon on!,”’ said Cope, who, acting on a fan’s advice, tagged the play “The Immaculate Reception” during a TV commentary that night.

Remarkably, Cope worked with only two play-by-play announcers, Fleming and Bill Hillgrove, and two head coaches, Noll and Bill Cowher, during his 35 seasons.

Cope began having health problems shortly before his retirement, and they continued after he left the booth. They included several bouts of pneumonia and bronchitis—he smoked throughout his career—a concussion and a leg problem that took months to properly diagnose. He also said he had a cancerous growth removed from his throat.

“Wherever I go, people sincerely ask me how my health is and almost always, they say `Myron, you’ve given me so much joy over the years,”’ said Cope, who also found the time to write five sports books, none specifically about the Steelers. “People also tell me it’s the end of an era, that there will never be an announcer who lasts this long again with a team.”

Among those longtime listeners was a Pittsburgh high school star turned NFL player turned Steelers coach—Bill Cowher.

“My dad would listen to his talk show and I would think, `Why would you listen to that?”’ Cowher said. “Then I found myself listening to that. I (did) my show with him, and he makes ME feel young.”

Funeral arrangements were not immediately available. Art Rooney said the team might plan some sort of tribute in the future but prefers to let Cope’s family grieve privately for now.

Subscribe to Just Picture It Now for additional announcements and details!

Doug & Ronda Bauknight
AKA: TravelPro
Travel Agent / Networker
Phone: 678.458.5812

Learn How To Become A Travel Agent

Book Your Travel & Vacations With

Travel Reservations: 1.800.243.4450
RTA #24635

Posted by TravelPro at 3:47 PM | Permalink | Comments

Monday, February 25, 2008

Extra! Extra! Read All About It!

If you’ve been following along with me over the last several weeks, you know that I’ve taken on a HUGE task of answering all of John Frenaye’s questions concerning YTB. John has been unable to find adequate answers to questions he’s posted towards the end of 2007. Yesterday morning I attempted to answer question #10 in his looooong list of questions. That being; How many RTA’s drop out in a month or a year. John has stated that he fears he would NEVER know this answer.

When I answered John’s question yesterday I didn’t answer it correctly as John was able to point out in a comment made directly after I posted. I’ve always tried to admit when I’m wr…wroo…wro (NUTS) I’ve been “inaccurate” in any statements that I happen to make. My purpose is to be open and honest about what I believe to be true, and I also attempt to document as much as I can to help you verify that what I’m talking about to help you form your own opinions and conclusions. It’s never been my intent to mislead anyone in this business, ever.

Yesterday, when I spoke of the “drop out rate” in YTB, I was speaking of Reps, and John correctly stated that he was looking for RTA’s who have dropped out of our program. There are key distinctions between the two positions. A “Rep” in YTB only sells “Travel Agencies” or “Booking Engines”. There is no fee required to become a Rep, and we do have people who sign with YTB as a “Rep ONLY” with our company. Some sign at first as a Rep in hopes that they can sell Travel Agencies to make enough money to eventually upgrade to the RTA position. While this certainly isn’t impossible to do, it is very difficult to sell something that you don’t personally own yourself.

RTA’s on the other hand sell Travel. (Referring Travel Agent) RTA’s are able to purchase a “Booking Engine” similar to Travelocity, Orbitz, and Expedia and sell cruises, air, hotels, cars rentals, tours, and other travel related items at comparable prices of the other highly advertised sites. The cost of owning your own “Booking Engine” is a one time setup fee of $449.95 (US) and a $49.95 (US) monthly maintenance fee for continued licensing, tracking, and marketing of you site through Steels and Deals. There are no long term contracts to speak of and participation with YTB Travel Network is on a month to month basis.

I had mentioned in my last post that when researching I found several sites that have dismal retention rates. If you Google “drop out rate for MLM” you’ll see percentages as high as 97%-98% all over the internet. John and others are counting on YTB following this percentage and that’s exactly why he asked, and precisely why he took me to task in stating RTA’s and not Reps with our company.

YTB is a publically traded company and because we are publically traded we do post financial statements for the public to look at and review. I mentioned in my last post that the answer John is looking for CAN be found in the financial statements filed with the SEC. However, John, like most who oppose our industry and company don’t take the time to actually learn what these financial statements actually mean and what type of information is truly available to make an accurate assessment of our company.

A quick side note: It’s very often thrown up in our faces that YTB is traded on what’s know as Pink Sheets, which is a lower class market and does not have the same requirements as AMEX or NYSE. While this is true, if YTB ever hopes to move to either of these top exchanges it would be in our best interest to have our current financials in order when we submit our application for approval to either of these exchanges.

In these financial statements YTB does provide both Active RTA’s and Site Sales. These numbers can be found in the 2006 Annual Report at the top of page 11, and for the purpose of this exercise we will also be posting numbers from a Quarterly Report which represents numbers for the first 9 months ending September 30, 2007. RTA numbers represent the number of active RTAs paying $49.95 (US) per month to YTB as monthly license fees. The site sales numbers represent the number of online travel store sites sold during each respective period. The number of sales, and the number of recurring monthly license fees paid, each directly impacts YTB’s revenues and expenses. As each new site is sold for $449.95 (US), marketing commissions are paid on that sale. Likewise, each recurring monthly license fee paid results in marketing commissions paid to the IMRs. As the number of active RTAs grows, the amount of our travel commissions revenue grows as well. Correspondingly, travel commissions expense follows suit.

For the purpose of this exercise, the only number not documented and accounted for are the RTA’s as of December 31, 2004. While I do not have an exact number, it is known that we did have approximately 8000 Active RTA’s at this time. (Ronda and I joined January of 2005 and this was the number quoted to us at the time we joined the company.) This is the only number not found on the financial reports provided.

To calculate the Retention (those who do NOT drop out) for 2005, 2006, and 2007 we are taking the active number of RTA’s as of December 31 and adding them to the total number of site sales of the following year. (8000 Active Sites + 22473 of Site Sales = 30473 Total RTA’s were ACTIVE at some point in time during 2005) We then subtract the total number of active RTA’s as of December 31, 2005 (21384 Left) from 30473 who were active during all of 2005, and this gives us the number of people who are no longer active at the end of the year and have “dropped out”. This number 9088 gives us the number of “drop outs” John is asking for, which would average 757 people who drop out per month. (9088/12)

The following chart is the results of the numbers found on the SEC filings.

While other MLM’s are tagged for retention rates of 2%-3%, YTB has an astounding retention rate of 70%-74% over a three year period of time! That’s absolutely ASTOUNDING for traditional business models let alone Network Marketing! Granted, the number of people who do drop out of the business rises year after year, which is due to attrition. (9088 for 2005, 20,635 for 2006, and 44,544 so far in 2007) But to have THIS kind of percentage of people still working the business is just going to blow the lid off what some of the Anti-MLM’ers “think” about our model.

I did e-mail John to let him know that he needed to be sitting down when he read this number, as I didn’t want him to hurt himself. (I know there are people that wished I had not, but if you really look at these numbers, believe me…it still hurts.)

Oh don’t worry, there’s no need to ask “Wadda ya think?” I can promise you there will be a TON of other questions that result from this finding. Like, if they’re not making any money selling travel, why are they still paying the $49.95? That’s stupid! How can you trust numbers that are quoted on “Pink Sheets”. What do you have to do to get out of this thing, are you holding everyone hostage and you’ve got to jump through hoops to quit? (My next question on his list actually.)

I read these guys like a book, and while they have asked for the “facts”, now that the “facts” have been presented that doesn’t support what they thought was true. (Remember the 97% drop out rate everyone thinks.) Something has to be wrong on the other end. They aren’t like me. While I can’t say the word wr…wron…wro…(Ah hell, you know what I mean.) At least I’m man enough to admit that I might have been “mistaken”.

I know it sounds too good to be true, but these are the right numbers documented on SEC filings and we’ve been trying to tell everyone that this company is starting to mature. I’ve been trying to tell everyone that there is a tremendous value in Network Marketing and in YTB. I’ve been trying to tell them that this model DOES work. This COMPANY works and all those who think they can take us by ratting on suppliers, posting on message boards, or starting their own blogs to try to tell explain to us why it not only doesn’t work, but a bad mix, because “it’s a MLM Scam” have never seen a Network Marketing company like this puppy. 70% guys…Seventy Percent.

No matter how you slice it, it still looks pretty incredible.

I posted about the “dumb masses” who don’t have a clue about our company earlier last week that oppose our company and model. They think the “masses” don’t like our company. The “masses” eventually find out the truth. Based on 70%-74% now proven to stay with YTB year after year we are getting a much better picture of what the “masses” actually think.

Subscribe to Just Picture It Now for additional announcements and details!

Doug & Ronda Bauknight
AKA: TravelPro
Travel Agent / Networker
Phone: 678.458.5812

Learn How To Become A Travel Agent

Book Your Travel & Vacations With

Travel Reservations: 1.800.243.4450
RTA #24635

Labels: Drop Out Rate for MLM, John Frenaye, MLM Myths, Retention Rate, Travel MLM

Posted by TravelPro at 5:43 AM | Permalink | Comments

Sunday, February 24, 2008

Wanna Get Lucky?

I started a huge task weeks ago when I promised John Frenaye that I would get his questions answered. ALL his questions. Over the next couple weeks due to the length of this list, I have focused on each of these questions one at a time. My goal here is not only to answer the question, but also point out why this question is even asked in the first place.

This will also be an excellent opportunity and tool for anyone with additional comments about each of the specific questions to get better clarification. Use the comments section to discuss each of the questions in greater detail. I remind you that I learned how to accomplish such a huge task from Brian Tracy and his courses, which teach that you focus on the each task one at a time, focus on the solution, break it down into manageable chunks, and before you know it, you’ve achieved your goal.

It should be a really fun debate, and for those of you in YTB, take this information and documentation and use it. Here are the questions we have gone over thus far.

Question #1 - Why a compensation plan takes 12 pages to define?

Question #2 - How YTB arrived at $226 Million in travel sold for 2006. (Still waiting.)

Question #3 - Why so little of the "training" at the annual convention was for travel. (OK, YTB only believes in training at other meetings. We can let this one go.)

Question #4 - How nearly 150,000 RTAs can pay in the course of 9 months $79 million dollars in website sales, fees, and training; and receive $9.3 million in return. (This is huge...anyone?)

Question #5 - And for those that say I don't get the math, I did not learn how nearly 150,000 people paid in $79 million dollars and only got $64 million in return. (Hello? Anyone? Bueller? Bueller?)

Question #6 - Why it is a good thing to have your top executives selling off stock. (There were no takers on this one, so I am gonna assume that it probably is NOT a good thing as everyone initially thought.)

Question #7 - Why a 3:1 split was a good deal when two of the three shares are worthless. (Thanks to Doug for the most reasonable explanation of this. The split may have been a good deal but with the current value of the stock, it is anyone's guess.)

Question #8 - Why employees at YTB could not sell me a cruise on November 9th. (Still no answer on this one yet other than they don’t do anything till an RTA sells it. Well, the YTB site said to call them. Coach in an interview was touting how the res center is all staffed with professional agents. So, why is it that they cannot sell me a cruise, and how is it that they do not know that cruises do not depart from Phoenix?)

Question #9 - Why when presented with facts and figures, the argument mysteriously turns to "you don't understand". (This is another one that we will just have to say...because that is the way it is.)

Question #10 - How many RTAs drop out in a month...a year..... (This number I fear will NEVER be known.)

It’s amazing to me how John still doesn’t know this answer with all the “research” he’s done about our company. Of course, I think I know why he still doesn’t know. The numbers are found in those pesky financials nobody knows how to read. I’m very glad he hasn’t seen these numbers because he would certainly botch them, (like he’s done in the past with our financial numbers) and wouldn’t know what these numbers really mean, or how someone who is looking for an opportunity for growth should clearly understand. What John also doesn’t realize is that he’s had this number right under his nose for quite some time, and either just didn’t realize it or is simply putting the challenge out to us in YTB (as he so often does) to see if we actually know the answer.

Over the last several years, and also during my research on this particular topic, I’ve seen and heard all kinds of percentages bantered around about MLM drop out rates. If you Google “drop out rate for MLM” you’ll see percentages of 97%-98% bantered all over the internet. It’s been noted on several of these sites that most MLM companies hide these numbers (because they are so dismal and don’t want you to know) but they still post this percentage of all MLM’s anyway. (Interesting how they’re still so certain they’re correct about this percentage however. Hmmmmm.)

I’ve also seen MLM’ers come to the defense of our model with claims that 90% of ALL businesses fail or go out of business. Well, sorry to say, that’s not all that accurate either. The truth of the matter is, it’s very difficult to calculate and determine any percentage of success or failure in any business model. Throughout my years of experience in this industry and trying to start several businesses of my own in the past, I’ve come to realize that “averages” really don’t mean very much in terms of my success or failure. What’s more important to me is what all these authors in the right hand column of my blog tell me what I should be focused on, and that’s something called “Socratic Law of Causality”. Well, that’s according to the Greek philosopher Socrates, its better known today as “The Law of Cause and Effect”.

John (and others who oppose our business model) seem to have this notion that if you can simply point out to people how dismal your “chances” are in becoming successful or making any money in Network Marketing, your going to choose not to do it. I was reading one of the links during my research on this subject, trying to have a better understanding of “the other side” and I literally laughed out load at this author’s 3 key points in determining what it takes to become successful in MLM.

1. Work incredibly long days, day after day.
2. Talk to everyone you come in contact with, no matter who it is.
3. “Get LUCKY”

It’s never occurred to him that the reason they are “lucky” is because they actually work! MLM’ers who are successful in this business are just like any other successful business minded person or entrepreneur. They put in the time and effort to make it successful. (Cause and Effect)

One last point before we let everyone in on this “failure rate” everyone is dying to know about, and I have to go back to one of my many mentors again, Brian Tracy, who explains the “Pareto Principle”, which is better known as “The 80/20 Rule”. In 1895, Pareto noticed that 80% of the land and wealth in Italy was actually owned by only 20% of the people. This principle has been expanded over the years in study after study, and I personally use this rule when working my YTB business. 80% of my income, comes from 20% of my downline. 80% of my referral links comes from just 20% of the links I have out on the internet. Are you beginning to get the picture here? If you focus most of your time and effort on the most important tasks you have at hand, they will produce that largest return on your investment in time and or money.

Applying what we now know concerning both the “Socratic Law of Causality” and the “Pareto Principle” I will now direct you to YTB’s 2007 Income Disclosure Statement that John was given when he went to see Scott Tomer in Maryland during the founders tour in January.

In the very first column of this document, I want you to look at “average hours worked per week”. Notice that the more hours you actually work your YTB business, the more money you make? Is it any wonder why those who did not make a single dime in YTB are working less than 1 hour a week while those who are working 40 hours a week (Cause) as a Level One Director make on average of $85K (Effect)?

It’s amazing to me how you create your own luck. After an interstate highway was built to bypass his hometown, a gentleman sold his service station on the same day that he receives his first social security check for $105. After paying debts owed, he is virtually broke. He decides to go on the road to sell his “Secret Recipe” and got 1006 “No’s” before he made his first sale on a handshake agreement of a nickel for each piece of chicken sold. (If you haven’t figured out who this “unlucky” guy is, it was Colonel Sanders of KFC.)

Opportunities only go to those that are ready for them when they appear. It has nothing to do with “luck”.

Okay, drum roll please...

Now look at the middle column which lists the “Percentage of all Reps”. While this does not represent exactly how many RTA’s drop out per year or by month, it does show those who are now inactive since YTB’s inception. (February of 2001) Note the percentage of inactive Reps, 80.92%. Also note that the percentage of Active Reps (the column to the left) who are making the least amount of money is 77.17%. (They are also the folks who are working just 2 hours a week to create their own “luck”.)

Knowing what we now know in regards to “Socratic Law of Causality” and the “Pareto Principle” is it really fair to blame a particular business model, in this case MLM, or is this a severe case of mistaken identity by those who have no idea what they are talking about?

While I know that this topic and my positioning will rub some people the wrong way, it’s nothing new when speaking of these “Laws”. That’s common when you force people to think through the logical consequences of their thoughts and behaviors. It was one of the reasons why Socrates was put to death. (Beheadings have got to hurt!)

I’ve never worried about the 80%. I have (as should you) tried to figure out what it takes to make that 20% mark. That’s where my focus, my energy, and my time is devoted to create “luck” in this business. Tony Robbins calls it “modeling”, meaning that you find someone who is in that Top 20% and do what they do. It’s like baking a cake, if you put the same ingredients (Cause) into baking this cake, with the same measurements, in the same order, you will get the same results. (Effects)

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I think you'll be glad you did! ;-P

Subscribe to Just Picture It Now for additional announcements and details!

Doug & Ronda Bauknight
AKA: TravelPro
Travel Agent / Networker
Phone: 678.458.5812

Learn How To Become A Travel Agent

Book Your Travel & Vacations With

Travel Reservations: 1.800.243.4450
RTA #24635

Labels: John Frenaye, MLM Myths, Travel MLM, YTBLA

Posted by TravelPro at 10:07 AM | Permalink | Comments

Thursday, February 21, 2008

All a Big Misunderstanding…

I rely very heavily on documentation to back up what I have to say, providing links all over this blog to help prove or disprove what’s being thrown out there. I’ve stated several times here before that I follow the same guidelines as
Neil Boortz and Harv Ecker and that is “Don’t believe a word I say, unless you can verify it on your own to be true.” I question everything I come across, and will often find several sources that verify what I’ve been told. I also rely very heavily on personal experience, I know something works because I’ve been there, done that, and even bought the T-shirt that quotes the same.

I know this can be very difficult, even for me at times, I find myself looking just like the picture to the right when I read some of the garbage that’s posted. The key here is to stand your ground and present your facts and figures logically, without adding emotion into the equation. (Easier said then done, I know.) Often times, I will read something and my first reaction is to attack with emotion because I have been unsuccessful in proving my point and the opposition still doesn’t get it. It’s natural, and nobody likes to be made a fool or be told “they don’t get it”.

If you need to, take a break, step away, or do something else for awhile, and if it’s important enough to respond, you’ll have time to do so in due time. The nice thing about the internet with forums and blogs like these is that it will still be there when you come back. Often times when you re-read something, it’s shown in a whole new light. Sometimes for me, I’ll read something again and see that I’ve missed just one sentence or word in the text which is in fact relevant to the post or does prove a valid point. If so, acknowledge it.

Letting someone know that you are willing to look at their side of the story goes a long way in adding credibility to issues and topics you have. It’s a two way street, and the objective here is to find a way that both Traditionalist and MLM’ers can co-exists. (Both John and I agree this is possible by the way.)

If however, they are still missing the context of your message, you need to logically, factually document what makes your position pass the mustard test. If you know your right and have the documentation to back it up, there is no need to bring emotion into the equation. If you can document it, it might look something like this. I’ve spent years of study and time invested in being able to overcome objections. While some of it is tied to Network Marketing, much of it is found outside the MLM arena. In my course of study I’ve found when dealing with objections is this. If you can put yourself in the shoes of the other person, you have a far better chance of getting through. I’m not just talking about the “Feel, Felt, Found” approach, which is good, but you need to seriously put yourself in the shoes of the other person. I’ve said many times to prospects, this isn’t about me, it’s about you and what you want out of this business. The Anti-MLM crowd is a crafty bunch. They will answer direct answers and documentation with more questions. (Often times never acknowledging the documentation provided.) It’s like riding a bucking bronco or wresting a bull to the ground.

The key here isn’t to change anyone’s mind, the key is present your case in a rational, logical manor so that others who stumble upon the posts see the documentation for what it is. And you need to trust that they will. I can’t tell you how many times I’ve gotten calls or e-mails from someone who has stumbled upon a post or a thread that I stand out and they feel compelled to call or write.

Whenever I see someone resort to name calling or “you don’t understand” it’s a sure sign for me that they have nothing left to prove a point. It’s a last resort and while it certainly makes them feel better, it accomplishes nothing. In this day and age of anonymity on the internet I find that we’ve gotten very lax in our respect for one another. It sad, but true. It’s possible for me to be debating my next door neighbor on the internet and have them call me an “assclown” on the internet by an anonymous poster who doesn’t like what I have to say, while this person is in fact my next door neighbor. (One of the nicest, sweetest women I’ve known for the past decade. Who knew?)

With so much attention being centered specifically on YTB these days from people outside of the company who want to rid the world of YTB’ers or Network Marketing period for that matter, we get all kinds of opinions, figures, posts, and topics to discuss. If you can rise above the name calling, and the simple, “you don’t understand” and prove your points and your case logically, (even if the other person still doesn’t get it) someone will come along and agree.

As time goes by, your points and facts will come to light if true and the best example I can give you is company profits. I heard for years from the opposition that YTB wouldn’t last because we were loosing money hand over fist. We showed losses of MILLIONS for years. I knew and trusted that the company was re-investing money back into the company, as show by our new 120,000 square foot building renovation, or upgrades to our Booking Engine and Marketing sites. Sure enough, profits start to pop up and all of the sudden “bankruptcy” is no longer tied to YTB.

On June 23rd, the new Travel Weekly Power Rankings come out. While all those opposed to YTB saying that our numbers represent “Hosting Fees” for the time being…they will be hard pressed to keep this myth alive when YTB moves up the list from #35 to a Top 20 Agency in the industry. The goal for 2008 is $1 Billion in Travel Sales. Only 12 Agencies in the US have reached that mark.

Knowing this…does it really matter to you that some “don’t understand” right now?

Didn’t think so. We help them understand by walking the walk, not talking the talk.

Subscribe to Just Picture It Now for additional announcements and details!

Doug & Ronda Bauknight
AKA: TravelPro
Travel Agent / Networker
Phone: 678.458.5812

Learn How To Become A Travel Agent

Book Your Travel & Vacations With

Travel Reservations: 1.800.243.4450
RTA #24635

Labels: Anti-MLM, MLM Myths, Travel MLM

Posted by TravelPro at 6:00 AM | Permalink | Comments

Monday, February 18, 2008

It's Always Nice To Have Options...

I started a huge task weeks ago when I promised John Frenaye that I would get his questions answered. ALL his questions. Over the next couple weeks due to the length of this list, I’m going to focus on each of these questions one at a time. My goal here is not only to answer the question, but also point out why this question is even asked in the first place.

This will also be an excellent opportunity and tool for anyone with additional comments about each of the specific questions to get better clarification. Use the comments section to discuss each of the questions in greater detail. I remind you that I learned how to accomplish such a huge task from Brian Tracy and his courses, which teach that you focus on the each task one at a time, focus on the solution, break it down into manageable chunks, and before you know it, you’ve achieved your goal.

It should be a really fun debate, and for those of you in YTB, take this information and documentation and use it. Here are the questions we have gone over thus far.

Question #1 - Why a compensation plan takes 12 pages to define?

Question #2 - How YTB arrived at $226 Million in travel sold for 2006. (Still waiting.)

Question #3 - Why so little of the "training" at the annual convention was for travel. (OK, YTB only believes in training at other meetings. We can let this one go.)

Question #4 - How nearly 150,000 RTAs can pay in the course of 9 months $79 million dollars in website sales, fees, and training; and receive $9.3 million in return. (This is huge...anyone?)

Question #5 - And for those that say I don't get the math, I did not learn how nearly 150,000 people paid in $79 million dollars and only got $64 million in return. (Hello? Anyone? Bueller? Bueller?)

Question #6 - Why it is a good thing to have your top executives selling off stock. (There were no takers on this one, so I am gonna assume that it probably is NOT a good thing as everyone initially thought.)

Question #7 - Why a 3:1 split was a good deal when two of the three shares are worthless. (Thanks to Doug for the most reasonable explanation of this. The split may have been a good deal but with the current value of the stock, it is anyone's guess.)

Question #8 - Why employees at YTB could not sell me a cruise on November 9th. (Still no answer on this one yet other than they don’t do anything till an RTA sells it. Well, the YTB site said to call them. Coach in an interview was touting how the res center is all staffed with professional agents. So, why is it that they cannot sell me a cruise, and how is it that they do not know that cruises do not depart from Phoenix?)

There seems to be a lot of confusion going on this past week, specifically concerning this particular question. I’m going to attempt to shed some light on this subject and the best way I can do that is by documenting what John is talking about.

If you recall YTB did a One day Sale back on November 8th and during the promotion of this sale YTB did offer a this Press Release for us to send out to clients. In the Press Release it does specify a Special Toll Free Number to book this cruise via phone, or to call the RTA directly. Coach also quoted that our Home Office does have a department of Professional Agents to help assist clients with bookings in a January 2007 interview with Travel Weekly.

Unfortunately, this is about as far as I can go with documentation either to support or refute the claims John is making concerning not being able book a cruise directly with us on November 8th. I have no idea why John would even want to book a cruise with YTB to begin with when he has his own Agency but that’s his choice.

My guess is that he was trying to see how effective we were in selling these cruises. We have a number of “Traditionalists” who are trying to find out “the truth” about our company, some have even joined our ranks in an attempt to find out what’s really going on. I’m finding however, that nothing could be further from the truth.

This other traditionalist who is so adamant about finding the truth either needs a new pair of glasses or his motives are a bit different than what he initially told everyone. Just this week this same “RTA” was updating the gang on the Travel Weekly Forum that our new Success from Home feature quoted that our ranking in Travel Weekly concerning “Travel Sales” also included “Networking Sales”.

When asked to verify what he was telling everyone he did attempt to provide both the page number and quote for me, but as he was soon shown, his quote mentioned nothing of the sort.

He did finally concede that the $226 Million is in fact Travel Sales, but all of the sudden his response changed to “Whoopee”. (This is one of those times that a Tom Coleman “LOL - Too funny . . .” needs to be inserted don’t you think?)

John has also been noted to look at numbers a little differently than the rest of us. John lumped together total expenses which included line items of depreciation, administrative, and marketing when comparing a Press Release to YTB SEC Filings.

Is it any wonder they get “You don’t understand” all the time? (Sorry, that’s yet ANOTHER question that I promised to answer.)

So back to point here.

I have to wonder how hard John actually tried to book a cruise with YTB on November 8th. In John’s defense, YTB did pull everyone at the home office together to help support the clients who where calling in via the special 800 number, and it’s entirely possible that he did have support staff on the other end of the line who was hired for IT, Associations, Rep Support, or Legal Support. With over 100,000 RTA’s at the time pushing people to web sites and phone, it was all hands on deck, and that may not have been such a smart move on YTB’s part. My guess is however that John’s call was more of a fact finding mission, rather than an attempt to actually book a cruise.

It was also noted this week on John’s Blog that all bookings need to go through an “Active RTA”. Not everyone who started with YTB since 2001 is still active with the company. (Big surprise there, huh?) YTB does not have what’s known as a “house account” for anyone to call the home office or a supplier and book with YTB directly. All bookings must go through an active RTA. There has been discussion from the other side how stupid it is to let revenue like this go, but it is what it is. With $226 Million in bookings in 2006, and an estimated $550 Million for 2007, we seem to be doing alright without a “house account” thank you.

Without knowing an Active RTA in the company and their RTA number, no John could not book with the home office. But John does know an active RTA…me. But how many Doug’s could their be in YTB at this point in time? Granted, the probability of two Doug Bauknight’s is slim, but what about Doug Smith, Doug Jones, Doug Miller, or Doug Bauknight Jr. or Sr.? (Both my son and my father are named Brain Bauknight.) In order for John to book directly with the home office staff, John would need to know my RTA Number, 24635.

In order to process the booking with YTB, it needs to be processed through an RTA, and the only way YTB can ensure it is with the proper RTA is through their RTA number. John was referred back to the RTA at that point, which if the RTA did their job properly, he did.

So John, if you wanted to support us during the one day sale, why didn’t you contact me here? I would have been more than happy to help you!

We are now finding the same scenario with our Olympic Packages with Spring Tours, offering a client an opportunity to contact either the RTA or Spring Tours directly. YTB has learned from the Cruise Sale and now inserts our RTA Number on new e-Brochures found in our back office, which does provide our RTA number is clients would like to book directly with their California office.

I’m going to postpone the comment about departing from Phoenix at this point. I have some special comments and have already documented several links in this post about how mud is just thrown around to see if it actually sticks. I’ve personally experienced pointed questions like “Can I depart from Phoenix?” and twisting a “Yes” without regard to having to fly out of Phoenix to a port first. It’s similar to a question asked of me if someone could book a cabin “on Promenade” rather than “along Promenade Way” on any Voyager Class ship.

It’s President’s Day today, and my kids are off of school today.

Got to go spend some time with them, and it’s nice to have the option.

Subscribe to Just Picture It Now for additional announcements and details!

Doug & Ronda Bauknight
AKA: TravelPro
Travel Agent / Networker
Phone: 678.458.5812

Learn How To Become A Travel Agent

Book Your Travel & Vacations With

Travel Reservations: 1.800.243.4450
RTA #24635