Intention will transform your life if you pay attention. It works every time and it is not a secret. Intention is what will happen. It is in the future. Attention is right now…it is what you are presently focused on. Whatever you pay attention to will grow stronger and whatever you ignore will wither and disappear. If you read my last blog, Part 1 of this series, you will recognize this as the principle Sharlie was trying to teach me when she asked me to replace my fear with faith. She wanted me to focus my attention on the amazing miracle that was taking place inside her body rather than paying attention to the dire predictions of her doctors and all that could go wrong with her pregnancy.

Last year my sons and I set our intention on becoming 10-Star Diamonds and set a goal to distribute more than 500 USANA Sales Tools. Of course, we added a risk and a reward. My reward was to finally purchase a new car to replace my ’98 Maxima – a vehicle that has become somewhat of a legend in our family. We surpassed our goal and I purchased a car I fell in love with – a brand new midnight blue Lexus ES 350.

I knew the moment I laid eyes on my car it was mine. It was the only car I took for a test drive. I’d never seen this car before and I’d never wanted a car more than I wanted this one. But you know, an interesting thing happened. From the moment I drove it off the lot, I realized Lexus ES 350’s weren’t quite as rare as I’d assumed. In fact, they were all around me. I began seeing them every single day!

What happened? I had an emotional experience with purchasing my new car. I saw it…I loved the smooth, clean lines and the deep, mirror-like finish. The camel-colored leather interior felt like butter. I smelled that new car smell, listened to the clarity of the surround sound system and was awed by the navigation system and the fact that a lovely voice would help me find where I was going…and consequently, my brain was now wired a little differently. Because I paid attention to that particular color and model of car, I began seeing them everywhere.

Do you realize ninety-eight percent of everything scientists know about the brain has been discovered since 1996? That’s an amazing statistic, isn’t it? At the base of the brain there is a region called the Reticular Activation System or RAS. Think of the RAS as a filter. Because our brains are being bombarded with about eight million bits of information every second there has to be some system to filter out all the excess noise – all the stuff we don’t want or need. I read an analogy of this process that suggested we think of the RAS like an internet search engine. There are millions and millions of websites out there and we filter out what we don’t want by simply typing in a keyword.

So how do we block the messages we don’t want and allow the messages we do want to get through that filter? Attention. Our minds respond to attention and this focused attention can actually alter the structure of the brain. Whatever we’re focusing on is what gets through to our conscious minds.

So…if our intention is to advance a rank in our USANA businesses we first need to boldly state that intention. The more passion and emotion we can feel about our intention the better. This is where risk, reward, dream boards and visualization come in. They increase the emotion attached to intention. Intense emotion results in more neural pathways and stronger memory. We all remember exactly where we were when we heard about the terrorist attacks on 9/11. That event was so emotionally charged for each of us it created new mental pathways in our brains. The more emotion we can build around our intention the more successful our Reticular Activation System will be in filtering in thoughts, ideas, resources and strategies that will help us achieve our goals.

I have seen this process in action over and over again as I’ve built my USANA business and mentored others on our team. However, I want to be very clear on a key component of this process. These thoughts, ideas, resources and strategies that will come to us as we declare our intention and pay attention…must be acted upon. Intention and attention alone won’t get you to the level you want in USANA any more than wishful thinking will. It is critical to put energy and action behind those intentions.

Let me share an example. Once we stated our intention and began focusing our attention on reaching the 10-Star Diamond rank in USANA, ideas began to flow. We had numerous brainstorming sessions and came up with strategies we hadn’t previously considered. One of the ideas that emerged was to contact all the people we had signed up as Preferred Customers over the years who were currently on autoship. We contacted each of them, explained we were building a new leg in our business and offered them incentives to become part of that new team. They were already sold on the products and had nothing to lose. It was a brilliant idea that worked.

In my next blog I’ll discuss the “No Tension” part of this equation. It’s all about enjoying the ride!

Collette Larsen
USANA’s Top Earner and 10-Star Diamond Director
(800) 238-9679



Just before the USANA’S International Convention in 2006, my daughter Sharlie informed me she and her husband Ryan were expecting a baby. It has been Sharlie’s intention to be a mother since she received her first Cabbage Patch doll over twenty years ago. I know a lot about Cystic Fibrosis (the disease Sharlie was born with), and I knew it would be very difficult for Shar to become pregnant and almost impossible for her to carry and deliver a child. I’ve conducted many presentations about the impossible becoming the inevitable. However, in Sharlie’s case I wanted to play it safe. Having lost my youngest daughter to CF, I realize I’m overly protective of Sharlie…but I just can’t help it. Over the years I have tried my best to convince her that being an aunt to her darling little nieces and nephews was almost as good as being a mother but because of the way she and Ryan would look at each other during these discussions I was pretty sure their intention to be parents was as strong as ever.

Sharlie and I happened to be at Sanoviv together when she shared the news of the impending birth. If you’re going to receive news like that, it really ought to be at Sanoviv. Thank goodness they have daily meditation classes and a team of competent and caring psychologists! After lots of tears and hugs I agreed to do what Sharlie requested… replace my fear with faith.

Well-meaning physicians told Sharlie she did not have the lung capacity or physical strength to survive a pregnancy and she was encouraged to terminate the pregnancy to spare her own life. When it became clear to her medical providers she intended to give birth and this baby was not an accident, she was told the baby would need to be taken by C-section. Well, to almost everyone’s surprise – except Sharlie and Ryan’s, Sharlie gave birth naturally to little Harrison James Kaltenbach. Being by Sharlie’s side and watching Ryan as he lovingly coached my daughter through the birthing process was one of the most special, spiritual moments of my life and brought home in as poignant a way as possible – the miracle of intention.

It has taken me 55 years but I believe I am finally beginning to understand this powerful concept of intention. Humans are a privileged species. If we understand the laws of nature and apply them, we can determine our destiny. Using focused intention and the power of attention, we choose our reality.

Let me ask you a question. Is it ever difficult for you to verbalize or even write down what you really want? It used to be when I’d do a dreams, desires or goal exercise, I felt justified in my intentions to help buy a cure for Cystic Fibrosis, for example, and more than a little guilty writing down some of the things I wanted for myself – like a closet full of beautiful clothes. Why? Maybe it stemmed from my mother telling me I had to eat all my broccoli because there were children in distant parts of the world that were starving. Does this happen for you, too? Perhaps on some level we’re not sure if there’s enough to go around…that if we live a life of abundance – getting all we really want, someone else will be subjected to a life of scarcity. Why, when my husband or children would ask what I wanted for my birthday or for Mother’s Day or Christmas or whatever, I’d say, “oh nothing, really…I don’t want a thing!”

A few years ago to poke fun at this inclination, my son gave me a birthday card depicting the Dalai Lama’s Birthday Party. The Dalai Lamai is holding a big, open, empty box…

“Wow, nothing! Just what I always wanted!”

I don’t mean any disrespect to the Dalai Lamai but I believe Mark Twain hit the nail right on the head when he said, “I can teach anybody how to get what they want out of life. The problem is that I can’t find anybody who can tell me what they want.”

I believe most of us really do know what we want and it was shortly after receiving this card from my son that I realized how silly and untrue it was to keep insisting I didn’t want anything. I began boldly declaring my intentions.

  • I intended to remarry – to find someone who was trustworthy and who would love me unconditionally. It happened. Literally the day after I declared that intention Richard called, we reconnected and my life hasn’t been the same since.
  • I intended to get completely out of debt and to get my financial house in order. It happened. Within a few days of declaring that intention, one of USANA’s Executive Vice Presidents, Mark Wilson, called to see if I would be interested in meeting some competent financial planners. These two men – John Raybould and Justin Bitner – have changed my life and allowed me to sleep very soundly at night knowing I have a long-term financial plan.
  • I intended to establish a legacy – a way in which I could work with my sons and integrate them into my business. I began paying attention to that thought and shortly thereafter Larsen Global was born and my sons became business partners.
  • I intended to earn a USANA star for every one of my precious grandchildren. My tenth grandchild was born in August, 2007…and yes, we are 10-Star Diamond Directors.

Now it is my intention to speak on behalf of our industry and to become a worldwide ambassador for USANA and Sanoviv. I don’t know exactly how this will come about but I’m paying attention to it – thinking about it, focusing on it…and I know ideas will come, doors will open and I’ll take the action necessary to manifest my intention.

Stay tuned…in my next blog I will explain a bit of the science behind the powerful success principles of intention and attention and how you can personally accomplish more than you ever thought possible by applying these principles.

Collette Larsen
USANA’s Top Earner and 10-Star Diamond Director
(800) 238-9679


Building a Foundation of Trust, Part 2 – Zachary Ross


Let me share just three of the countless ways I believe we, as USANA associates, can earn the trust of our potential partners and create a culture of trust within our teams.

1 – Tell the Truth

Trust is built layer upon layer – a series of experiences that demonstrate consistency and reliability in our words and actions. Our reputations really do precede us. Word gets around about whether or not we’re real, authentic and whether or not we can be trusted.

When we’re looking for potential business partners, trust sounds something like this:

“As you can see, I’m very passionate about USANA. I have enough confidence in myself and enough trust in our products and opportunity that I want to share it with you. However, I truly want what’s best for you. I realize this business may or may not be for you – and I’m fine with that. I’m here to provide all the information you need to make a decision and I trust the decision you make will be the right one for you. Are you comfortable with that?”

If we don’t tell the truth from the very beginning our new distributors can become disillusioned later on when they’ve rolled up their sleeves and are into the day-to-day work of building their own organizations. We all know – there can be some pretty tough days! If we’ve sugar-coated the process they’re going to be thinking…”He wasn’t honest with me, I don’t think I can trust him.”

2 – Build Credibility Using USANA Tools

Isn’t it great that the by-line of the USANA products is, “Nutritionals You Can Trust?” Thirteen years with USANA has proven I can trust this company to provide not only the finest products and business opportunity on the planet but the finest sales tools as well.

Are you using the USANA Accolade Sheets? Something remarkable happens when you use credible business authorities and world-class athletes who bring third-party validation to USANA. You can download the Accolade Sheets by going to Downline Management. Click on “Prospecting” and then on “Tools.” Under the “Tools” category go to the USANA Business section to find the Accolades Sheets. We are able to download these accolade sheets in full color in our language of choice.

Let’s say you’re building a relationship with a prospect. She is beginning to feel she can trust you. You’re on the right track. Then…you whip out the accolade sheet showing USANA as the only direct sales company to make it on the Forbes Best Small Companies list for each of the past three years. She can also see USANA has been rated #1 in the Distributor Choice category for nine straight years by MLM Insider…the magazine that just happens to be the watchdog for our entire industry. And how about the fact that USANA received the top 5-Star rating and Gold Medal of Achievement in the Comparative Guide to Nutritional Supplements? The accolades go on and on.

Or let’s say you’re talking with a real sports enthusiast. Rather than just telling your prospect that athletes have come on board with USANA, I suggest having the USANA Athlete Accolades Sheet handy. Is it possible you might build trust by explaining the one million dollar athlete guarantee and showing your potential new distributor pictures of elite athletes who now trust their health to USANA?

The second trust building tool I recommend is the Health and Freedom newspaper. I don’t know this for sure but my bet is – no one orders more of these than we do. It has been our tool of choice since it was first introduced. For around thirty cents I can give a potential business partner a professional, full-color, complete overview of our company. The new Health and Freedom introduced at USANA’s 2007 International Convention is, in my opinion, the finest, most user-friendly tool in our industry.

Finally, I believe one of the most powerful ways we can build trust quickly is to:

3 – Extend Trust to Others

When we trust others, we are coming from abundance rather than scarcity. We trust our prospects to tell us the truth and we honor that truth and either encourage them to get involved immediately or give them space…whichever is in their best interest. We extend trust to our new associates by demonstrating our belief in their ability and by sharing our time and expertise with them.

Is there a chance we’ll be hurt or even get burned? Of course. It’s called trust because there is a possibility of disappointment, error or loss. We understand there is risk but we also understand that trust wisely placed can transform people, organizations and companies. I believe extending trust to others is a risk worth taking.

USANA has allowed me to rise to the level of trust my family has placed in me. My “why” has always been to simply be there for my family. USANA has given me the freedom to be a full-time husband and father and the health to enjoy precious time with my wife Kelli and our children.

I remember the first time I heard Dr. Wentz speak. The trust I felt happened immediately, without relation to anything I knew about him. I simply knew I could trust this man. That trust was well placed. Being involved with USANA has been a profound blessing in my life. I’ll be here doing my best to support our mutual vision and to carry on the legacy of Health and Freedom for my wife and children and for the USANA family for many years to come. You can trust me.

Zak Ross, COO
Larsen Global Alliance, Inc.
10-Star Diamond Director


Building a Foundation of Trust – Zachary Ross

When Collette and I were on our 10-Star Diamond run, I knew we needed to pull out all the stops. I compiled lots of contact lists…friends and family of our team members who had yet to get involved, people who had once been uninterested but whose life circumstances had changed, people who had been involved with us years ago but who, for one reason or another, had gone inactive, Preferred Customers who we believed might now be open to becoming distributors and finally some completely cold leads we had purchased.

There happened to be a sweet, elderly woman on one of those lists who had some health concerns. She had done a little research on USANA and was clearly interested in trying our products. I explained the benefits of becoming a USANA distributor and outlined the different options available to her. Everything was going great until I told her I’d need just a few bits of information in order to sign her up.

1 – I’ll need your full name, your address, phone number and e-mail address.

2 – I’ll need all your credit card information including the number, expiration date and name on the card and I’d like a back-up card just in case the first card doesn’t go through.

3 – Oh, by the way…did I mention I’ll need your social security number?

Suddenly, this woman wasn’t quite as sweet as I’d presumed. In fact, she became quite cold and distant. She informed me she’d changed her mind and would contact me if she wanted any further information. I gave her my phone numbers and wondered if I’d ever hear from her again.

Nearly a week later I was at the Chicago regional when my cell phone rang. It was my prospect. The conversation went like this:

“Hello, is this Zachary Ross?”


“You might remember me from a week or so ago.”

“I certainly do. It’s nice to hear from you again.”

“Well, Zachary, I don’t want to offend you but a friend of mind recently had her identity stolen and I just didn’t feel comfortable giving you all my personal information.”

“Actually, I do understand. How can I convince you I’m the real deal?”

“You don’t have to. I found the phone number to the USANA offices in Salt Lake City and as it turns out they gave you very high marks! You seemed so nice but in this day and age a person can’t be too careful. I just needed to know I could trust you.”

Trust. It is central to all of life. Trust – or the lack of it – makes or breaks governments, companies and relationships. Trust is the cornerstone of our industry and the critical foundation for every long-term, successful USANA business.

Let’s look for a moment at the possible reasons this potential business partner was hesitant to trust me. First of all, she didn’t know me. If she had known me…well, who couldn’t trust this face! I’m a dad, a scout leader, Collette Larsen’s son, for heaven’s sake! But she didn’t know any of that. It’s the main reason we’re encouraged to look for business partners among people who know us, like us and trust us.

Second…think about this. How many of you were programmed from the time you were toddlers…don’t talk to strangers…never trust someone you don’t know? When we’re talking with people who don’t know us we need to remember they’ve been programmed from childhood to put up a wall. It’s going to take some extreme relationship building to break down that wall.

We’re surrounded today by ample evidence of increasing suspicion and distrust. For example, just to get to USANA’s International Convention this year I had to line up at a metal detector, empty my pockets, carry all my liquids in three-ounce containers and take off my shoes to prove I wasn’t a threat to anyone! It’s almost impossible to listen to the news without hearing stories of corporations, business people and outright con artists taking advantage of unsuspecting victims. The data bears this out. In the United States only 34% of Americans believe other people can be trusted. It’s even lower in countries where there’s been a history of rampant governmental corruption. No wonder my prospect was hesitant. In today’s business environment, trust must generally be earned before we have the opportunity to do business with someone.

In a future blog I’ll share with you three of the primary ways I believe we, as USANA associates, can earn the trust of our potential business partners and create a culture of trust within our teams.

For now, let me share a powerful quote from Booker T. Washington:

“Few things help an individual more than to place responsibility upon him, and to let him know that you trust him.”

Zachary Ross, COO
Larsen Global Alliance, Inc.
10-Star Diamond Director


Is Your Business Booming?

I recently participated in a question/answer session for a group of relatively new USANA distributors. The final question asked me was, “what is the one single thing that sets Diamond Directors apart from the rest of the associates in USANA?” I wasn’t prepared for the question but on giving it a few seconds of thought I responded by explaining that most of the Diamonds have been with USANA for quite awhile. My initial answer was persistence…it is persistence that sets the successful distributors apart.

I haven’t been able to get that particular question out of my mind and consequently, I’ve reflected on it for several days. I would like to exercise a woman’s prerogative and change my mind. Of course, there are many variables and certainly persistence is critical. However, after serious consideration, if I had to pick one single thing…it would be this: Diamond Directors understand that USANA is a business. That’s BUSINESS – with a capital B.

Because my parents owned and operated retail businesses, I learned the necessity of investing in your own business. Any successful business owner will tell you it is not out of line to spend 20% to 30% of your annual revenue to attract customers. A couple of weeks ago at USANA’s Mexico Celebration I watched and listened as Dr. Fred Cooper explained the USANA business from a corporate standpoint. Fred used a power point slide showing a large pie graph visually indicating USANA’s expenditures. The largest portion – 40% – is paid out in distributor commissions. Very impressive! In reality, that 40% is USANA’s advertising budget and we as distributors are doing the advertising. We get paid very handsomely to share the USANA vision.

I believe the primary reason people give up on their network marketing businesses is because they came to our industry with a job mentality. People who have lived their lives trading hours for dollars often do not understand the business mindset. Employees aren’t required to advertise and aren’t concerned with attracting customers or business partners. Unfortunately, most people who are employee minded have learned to do just enough to not get fired!

When we became USANA distributors, we started our own business. Success depends on our willingness to invest time, energy and money in that business. When I started my business in 1994 I was financially destitute. Still, I understood the business mentality and began investing in sales tools with my second USANA check. I wanted my USANA income to grow and knew it wouldn’t without investing a portion of my income in tools. I quickly learned the direct correlation between my USANA income and investing and distributing sales tools. The more I invested, the more I made.

Larsen Global Alliance is now a global family enterprise. We have USANA business interests in thirteen international markets. My son, Dax Ross, serves as CFO of our corporation and budgets 30% of our intended revenue for “Downline Development.” This includes purchasing sales tools and supplies, travel and entertainment expenses and bonuses and incentives for our growing organization.

Is your USANA business booming? If not, I suggest you determine what you’d like to be earning and then invest at least 20% of that amount in USANA sales tools. Get them out, follow up and watch your business grow.

Collette Larsen
USANA’s First 8-Star Diamond Director
(800) 238-9679


The Power of Focus

Several years ago I read an article by my friend, Jim Revegno, entitled, “To Increase Your Success Rate, Just Say NO!” In his article, Jim states the more he works with successful people, the clearer it becomes that highly productive people actually work far less than failures. They don’t work as hard, they work fewer hours, and they experience fewer frustrations, while achieving more and earning greater rewards.

What? Could this be true? I’ve since spent considerable time pondering this idea and I’ve experimented with this concept in my day-to-day dealings. I believe Jim has hit on a characteristic that most successful individuals share. They have a plan and they refuse to be distracted. They know the difference between what is vital and what is urgent. They say “no” when necessary. They understand the power of focus.

Let me share my personal strategy for staying focused. Every morning I create my “thrive on five” action list. Five is my magic number – I guess because I can number the tasks on one hand and this helps me to remember them throughout the day! These are the vital business actions or activities I must accomplish that day in order to stay on track with my business goals. I like to write these five items in my daily planner as well so I have the pleasure of crossing off each task as soon as it is completed. I thrive on accomplishing these five tasks and realize without this plan, the urgent distractions that are always just around the corner could keep me from the daily priorities that are vital to my business success.

Many years ago Robert Allen taught me the principle of doing the “feared thing first” and to this day, the first of my “thrive on five” items I tackle is the one I want to do the least. Hilton Johnson calls this process – “eating frogs for breakfast.” Let me give you an example. Let’s say your “thrive on five” list includes the following:

1. Scheduling a webcast with a new distributor
2. Sending a mass e-mail to your downline organization
3. Calling an associate who has left a negative message on your answering machine
4. Doing a follow-up call with a prospect
5. Registering for convention

If this were my “thrive on five” list, I’d put a #1 next to – contacting an associate who has left a negative message for me. Why? Do I really want to go all day long worrying about my unhappy distributor? I need to get that unpleasant business out of the way. It is vital that I nip the problem in the bud before that distributor affects others in my organization. I need to get that frog off my plate so I can go on to have an enjoyable, productive day!

With each task ask yourself, “Is this vital or urgent?”…and whenever possible, focus on the vital. Remember that focus (backed up by action) creates the results you desire.

Collette Larsen
USANA’s First 8-Star Diamond Director
(800) 238-9679


Do I Have What it Takes?

You’ve undoubtedly heard the statement, “If it’s going to be…it’s up to me.” I don’t know who said it but there’s not a truer statement when it comes to Relationship Marketing. Regardless of team support, your personal security is looking back at you when you stand in front of your mirror. While looking at yourself, ask the question – “Do I have what it takes to build a successful USANA business?”

Answer the following questions honestly and you’ll know whether USANA and Relationship Marketing are for you.

1. Do you own a Business Development System or an e-BDS and have you studied it over several times, filling out the worksheets and forms?
2. Do you use all the USANA products applicable to you every single day?
3. Are you on USANA’s monthly autoship program?
4. Have you set specific short and long-range goals and have you written them down and posted them where you can see them on a daily basis?
5. Have you developed a business plan that includes prospecting strategies and specific numbers of people you will contact, sponsor and train?
6. Are you building a library of books, CD’s and DVD’s and do you attend educational seminars concerning our industry?
7. Are you consistently working on your own personal development?
8. Do you consciously attempt to expand your own warm market?
9. Are you actively promoting yourself and your USANA business through various marketing methods?
10. Do you receive regular communication from USANA’s Home Office through
e-mail distribution?
11. Do you attend and support USANA functions in your area and attend USANA’s international conventions?
12. Are you working on a team with like-minded individuals who support your efforts?
13. Are you in contact with your sponsor or upline leader as well as the individuals you’ve sponsored on a regular basis?
14. Do you have a strong belief in the viability and legitimacy of our industry?
15. Do you believe USANA is the vehicle that can turn your dreams and desires into realities?
16. Do you honestly believe building a USANA business is something you can do?
17. Do you have a “why” that is bigger than you are?

Many people have asked me to share my “secrets.” Success is not a secret. It’s a choice!

Collette Larsen
USANA’s First 8-Star Diamond Director
(800) 238-9679


Pride in our Industry

When someone asks me what I do for a living, I enthusiastically answer, “I’m with USANA Health Sciences – have you ever heard of it? It’s a network marketing company that has completely changed my life.”

I’m personally so proud of what I do I could shout it from the rooftops. Have I always felt this way? No. In 1994 when I first became involved in network marketing I believed it was necessary to distance USANA from our industry, to somehow convince others USANA wasn’t really a network marketing company, or at least not network marketing as I thought I knew it. I soon realized if I didn’t feel pride in what I was doing, it would show. I wouldn’t be able to attract the type of individuals I wanted and needed in my business. The pride I now feel when talking about our industry came through time, experience and education and I hope to shorten that learning curve for you.

In order to build a long-term residual income, we must have a rock solid belief in our industry as well as a passion for USANA. I often encourage people I’m working with to be involved in something bigger than they are. As a USANA distributor, you are part of an international 100 billion dollar industry. That’s billion…with a B! There are over fourteen million people in the United States involved in network marketing and over 55 million people involved worldwide. Our industry has grown steadily over the past twenty years with an astounding 91% growth over the past ten. If you are in USANA, you are part of the direct selling phenomenon…what Fortune Magazine calls, “the best kept secret of the business world.” And here’s the great news. Less than one percent of the world’s population is currently involved in our industry. Let’s see…with USANA expanding around the globe and you initially looking for TWO people to partner with…two of the tens of thousands who will join a direct selling company this week…well, you get my point. You can do this!

If you have any doubts whatsoever about the legitimacy of our industry I suggest you check out the website of the Direct Selling Organization of which USANA is a member. You can find them at: Another great tool (perfect as a pre-qualifying CD) is Business is Booming! available at: If you do your homework I believe you’ll find, as I have, network marketing is a business that allows you to hold your head up high…and possibly even shout from the rooftops!

Collette Larsen
USANA’s First 8-Star Diamond Director
(800) 238-9679

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Young Entrepreneurs in USANA

Last evening I had the privilege of attending a Sensé Spa Party conducted by several young women in their mid-20’s. I was impressed. The setting was lovely, warm and inviting. The presentation was professional and informative. As I sat back to watch and listen I was struck once again by the realization that there is an emerging generation of young entrepreneurs in USANA who have embraced this vision and who are destined for success.

If you were to conduct a survey among today’s youth asking what they’d like to be when they grow up, the resounding answer would be: an entrepreneur. According to a 2006 poll of more than 1,400 young Americans by Junior Achievement Worldwide, a nonprofit organization teaching entrepreneurship, nearly 71% of teens want to start their own business. That’s up from 64% from 2004. Another strong indicator of this trend is the fact that more than 2,100 colleges and universities now provide at least one course in entrepreneurship, compared with only 300 in the mid-1980’s.

What I know about sponsoring young entrepreneurs, I’ve learned from the young leaders in USANA – including members of my own family. I’ve watched as they’ve sponsored other distributors in the 18-35 age range and I’ve carefully listened to LifeMaster presentations by Duke Tubtim, Daniel Song and other up and coming stars in USANA.

There seem to be a couple key elements in how they go about bringing on new partners. First, they tend to lead with the opportunity. They’re not shy when it comes to talking about the money. Most of them seem to want lives with more freedom than their parents have, they’re future-oriented optimists and they’re not afraid to work to make their dreams a reality.

Second…they know how to make it fun! I love hearing about my daughter Sharlie and her husband Ryan’s USANA team. They’re always getting together for social events…barbeques, evenings at the beach, dinner in each other’s homes, etc. Their team consists primarily of young couples just starting their families and it’s heartwarming to see how supportive they are of each other and how they all celebrate their life events together.

The same holds true for the young, single adult groups emerging throughout USANA. When I attend their meetings, I sense an overwhelming feeling of FUN. Everyone is enthusiastic, smiling and generally having a very good time. The music is loud, the presentations are sharp, energetic and to the point. After the meeting it’s really no surprise that people stick around and sign up. Who wouldn’t want to join such a dynamic team?

Of course, signing up is just the first step. What is more impressive to me is how many of these young people are sticking with it and building viable businesses in a relatively short period of time. I’ve been asked what I believe are the reasons for so many rank advancements in this rising generation. The following list is what I have personally witnessed and what I believe has helped them build such a solid foundation within USANA.

1. They are extremely professional. The men dress in dark suits and ties and the women wear professional business suits. They look clean, sharp and business-oriented.

2. They are knowledgeable about the USANA products and they all use the products every single day.

3. Each member of the team is encouraged to bring two new people onto the team as soon as possible. They understand the compensation plan and the “power of two.”

4. Everyone is on autoship.

5. They stay motivated by attending meetings and participating in contests and incentives. They’re always learning – taking notes.

6. They use approved USANA tools – they haven’t tried to reinvent the wheel.

7. They are self-motivated. I am amazed and delighted at how seldom they ask for or need my help. They study the tools USANA provides and go to work doing exactly what the BDS teaches them to do.

8. Although knowledgeable and capable, they are extremely appreciative and humble.

9. They celebrate each other’s successes. They edify and encourage each other. It’s so fun to be in a meeting where members of their team are being recognized for advancing because the whole team just goes crazy with enthusiasm.

10. They give back. They contribute to the Children’s Hunger Fund. They open their meetings to crossline members of USANA. They realize they are a team within USANA but in fact, they build up USANA as a company rather than simply focusing on their individual teams.

I hope this information is helpful. The young entrepreneurs in USANA are simply doing what each of us should be doing. They are advancing their individual businesses, their teams and USANA as a company on a daily basis. And because they work so closely together to make certain their dreams come true, they seem to be having more fun than most. When I’m with these young people, I feel young, happy and hopeful. They are so much fun to be around. Can you imagine what their lives are going to look like in ten or twenty years? I am thrilled for them and feel certain USANA is in very good hands.

Collette Larsen
USANA’s First and Only 8-Star Diamond Director
(800) 238-9679


Let’s Go Fishing

Several years ago I had the opportunity to hear Diamond Director Sterling Otteson (who happens to be in my upline) speak to a large group of USANA distributors. My topic for this post comes from the indelible impression Sterling made on me.

Sterling walked to the front of our group with a large fishing tackle box in tow. He then proceeded to explain – with passion – the various lures in his tackle box and which particular fish could be caught with each lure. I don’t think Sterling was trying to be humorous, but I can tell you, he had the entire room laughing and sharing his enthusiasm. It quickly became obvious to all of us that he was an expert on all things fishing and my guess is that Sterling’s “why” is that he wants to spend the rest of his life fishing!

Sterling drew some entertaining parallels between the lures in his tackle box and methods of prospecting. As I’ve become more educated in our industry, I’ve added to that initial list of lures. I’ve learned how important it is to have several “lines in the water” because we simply don’t where our prospects will come from or what will pique their interest.

There are countless lures you can throw out there, including:

  • Initiating conversations with people you know, face-to-face
  • Telephoning people you know
  • Sending a personal letter to people you know
  • Running a small, classified ad directing people to your voicemail
  • Purchasing lists for a direct mailing
  • Asking friends and family members for referrals
  • Posting flyers
  • Leaving Health and Freedom Newspapers around your town
  • Conducting an opinion survey
  • Leaving business cards everywhere
  • Participating in a lead co-op
  • Operating a booth at a fair or convention
  • Sticking audio tapes under windshield wipers
  • Wearing USANA logo merchandise
  • Mailing postcards
  • Internet promotion

The lures in your USANA tackle box are many and varied. They can cost nothing but your time or expand to sophisticated advertising campaigns that are very expensive. The important point is that you must always have several (at least three) lines in the water! You are the one casting the lines so it’s up to you to determine which lures best fit your talents and financial resources. With some testing, you’ll learn which lures pull for you. Remember, fish are comfortable where they are. They’re not going to just jump in your boat. And chances are pretty slim that you upline is going to fill your boat with fish for you. So go ahead…post a note on your office door – “GONE FISHIN!”

Collette Larsen
USANA’s First and Only 8-Star Diamond Director
(800) 238-9679