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Amway Forever: The Amazing Story of a Global Business Phenomenon by Kathryn A. Jones

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Opportunity Meeting

Recruiting distributors—or “showing the Plan,” as many called it—occurred at a separate “opportunity meeting,” which each distributor was encouraged to hold at least once a week and to recruit individually rather than at mass meetings. The Amway Career Manual for distributors described how to recruit new distributors this way:

Announce to your guests that you would like to tell them about an exciting opportunity to be in business for themselves and to develop an income of as much as $1,000 per month. Explain that it is an opportunity that grows as they share it with others. Ask if they are as successful as they would like to be. If not, would they be interested in a chance to realize their dreams through a business of their own that they can build on a part-time basis—and, with such a modest initial expenditure? An opportunity does exist that will give them such a chance.11

The manual went on to advise distributors to give a short history of the company, describe products, distribute sales literature, and then ask some questions to discover the prospective distributors’ goals: Did they want a new car, a new house, or a college education for their children? What kind of car would they like? How much extra money a month would they need for that new car (or house or college education for their children). Finally, the question that hooked many a prospective distributor: “Would you be interested if I could show you a way you can make your dreams come true?”12

The ...

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