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iQuestions Faculty, Randy and Elizabeth Draper 
 
 
Question: 
 
What are the 6 most important things I need to do to succeed in 
building a home-based/direct-selling business? 
 
Answer: 
 
RANDY: Years ago, I found six important things required to succeed in 
business. They were by one of the richest men in American history, J. 
Paul Getty. He was asked, “What are six „musts‟ for me to succeed in 
business?” The first one, he said, is “you must be in business for 
yourself.” 
 
The reason that’s important is, if you have a job and you’re working 
for someone else, you’re building their nest egg, you’re building their 
future, you’re building their retirement—and they are paying you for 
your time, but what he was really saying is, if you really want to 
succeed, you have got to own your own business, which is why you 
would want to start a home-based business.  
 
The second one, he said, was “you have to have a product that is in 
demand.” Product is so important.  
 
ELIZABETH: If you can find something that people already want, 
rather than something people need, you have already got half of the 
battle won.  
 
RANDY: That’s right. Product is very important if you are going to 
succeed in any business. 
 
 
 
The third thing, he said, is “you have got to guarantee that product 
absolutely.” When you have a customer that is unhappy, and they say, 
“Hey, I didn’t like the product,” or “I want my money back,” you do 
that upfront, because you are going to find, in the long run, you’re 
going to have a more successful business because you are taking care 
of that customer by guaranteeing that product to them. 
 
The fourth thing, he said, was “give better service than the 
competition.” “Who is our competition?” If you have a home-based 
business, in our case, we are competing with the department stores, 
with the jewelry stores across America, and our goal is to give our 
customers personal service.  
 
ELIZABETH: Our motto is the customer is always right. Whatever it 
takes to make them happy, whether it’s refunding money to them or 
getting them new product…we are going to make sure that they are 
taken care of and they are happy. A happy customer will tell a lot of 
people, but an unhappy customer will tell many more people. 
 
RANDY: The fifth thing he said was, “reward the people that do the 
work.” So as you are looking to start a home-based business, if you 
are sharing it with others, and it’s maybe of the direct-sales nature, 
you want to make sure you’re in a program that actually rewards the 
people who are out there doing the work.  
 
If you do that, you will find that your business will grow, and grow 
significantly. 
 
ELIZABETH: In our business, the people that do the work are the 
distributors and then our hostesses. So we give our distributors a good 
paycheck, and then we give our hostesses a lot of free product.  
 
That’s how we reward the people who are actually doing the work.  
 
 
 
RANDY: The last thing he said was, “build your success on the 
successes of others.” That is so true. You cannot go anywhere in life 
without helping other people go with you. If you help them, it will help 
you. We have found that to be so true. 
 
ELIZABETH: Whether it’s a customer, or another distributor, we always 
try to treat them with the utmost respect, and we always try to put 
ourselves in their shoes and ask ourselves, “How would this make 
them feel?” 
 
When you have that kind of attitude and you put other people before 
yourself, you come away with a win-win situation. You get to work 
with people that enjoy being around you because they love being 
around someone who is going to encourage them and lift them up.  
 
RANDY: There’s a saying that’s so true, “People don’t care how much 
you know until they know how much you care.” If you’ll focus on 
others, you’ll be successful. It will amaze you as you build your home-
based business. 
 
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