D E V E L O P I N G Y O U R N A T U R A L M A R K E T
DEVELOPING YOUR NATURAL MARKETby Charlie Ragus, Founder of AdvoCare, InternationalCharlie was one of the most respected persons in the field of Direct Sales. With a lifetime of marketingexperience, Charlie founded AdvoCare, International. AdvoCare is an elite nutrition company based inDallas, Texas that attracts legions of devotees from every sector of America. In this article, Charlie offers atreasure of insights on creating a distributor explosion gleaned from his years of work as a highlysuccessful distributor.Perhaps the most exciting, lucrative, selfsatisfying job in the business world is that of a directsales career. It is not an easy job to succeed in, and yet,anyone who is determined and self-disciplined can doso. The job is a dream job in that the income isunlimited and you can select your own hours in afashion that is true of few other occupations.Selling is an acquired skill and the greats ofdirect sales are great artists. But, like the artist whopaints, you must first learn the techniques and strategiesbefore you can really express yourself in the art. This isa booklet about sales strategy for developing yourNatural Market of prospective distributors, for thepurpose of developing your own successful salesorganization. It is a booklet that will help you getstarted and keep going, successfully and professionally,in a direct selling career.I hope that you will absorb this sales strategyand become imbued with this proven technique ofdeveloping your organization, as well as the othertechniques and strategies of direct sales. Then you, too,will have the opportunity of becoming one of the greatsin this business.If you can do that, and I sincerely believe youcan if you really want to, you will have a career sorewarding to you and to your family that one day, youwill look back on its beginnings and wonder what greatfortune brought you to the door of this awesomeopportunity. Read the material well, discipline yourselfto learn the subject matter, master the subject matter,and go to work.The following material is primarily directedtoward developing a distributorship through prospectingand recruiting. However, this information must beapplied to the sale of products, as well.WHAT DOES IT TAKE?After analyzing my own work records and therecords of many, many direct sales distributors, I haveconcluded that the typical MLM distributor produceslittle in the way of measurable results in five of everysix working hours. Much of what he or she does won’tpay off for some time to come. In other words,sometimes it is hard to know when you’ve done a goodday’s work.In a positive light, our job has some uniquecharacteristics. It’s not an ordinary means of making aliving. It is a sole proprietorship kind of selfemployment; it requires the qualities of an entrepreneur.To be successful, you must have integrity,initiative and industry, coupled with a high degree ofself-management ability. You need self-confidence,self-reliance and self-discipline in abundance. Aboveall, you must have the self-generated brand ofdetermination that carries you through to victory, eventhough you operate in a negative atmosphere some days.In other words:Know what you want to accomplishDevelop a plan to get itTake daily actionDon’t settle for anything lessPage 1
EXPECT GREAT THINGS OF YOURSELFEVERYONE IS A PROSPECTEverything about you - your facial expression,your movements, your dress, your tone of voice, the gripof your hand, the way you walk – tells people what youthink of yourself. Almost everything about you showsyour estimate of yourself.Great results are produced by the perpetualexpectation of attaining them. Despite natural talents,thorough training and education, direct sellingachievements will never rise higher than theexpectation. ―They can who think they can. They can’twho think they can’t‖ is our inflexible, indisputable lawof life.Your self-confidence is the one thing you cannever afford to surrender. Nothing enhances yourability like faith in yourself.Therefore, set your mind so resolutely, sodefinitely, and with such determined expectationstoward your desired success that nothing on earth cansway your purpose.If you look like a winner, it’s much easier to beone.Make certain you look as if you are successful.From every point of view, it pays to dress well. Always,look and dress like someone people would like tofollow.Develop the philosophy that everyone is aprospect for our product and your business until provenotherwise. Think in terms of people everywhere you goall the time- every waking hour. Think of people youcan talk to under favorable conditions. The mostimportant thing is to develop the habit of collectingnames all the time. The best prospecting system is onethat has, on tap, more people that you could possiblysee. But, a business based on endless prospects bringspeace of mind. You’ll sleep at night knowing that thechances are good that you’ll have new business waitingfor you the next day, and the next, and the next, for aslong as you desire.BE A PRODUCT OF THE PRODUCTSYou owe it to yourself to maintain proper bodyweight. Combining use of our Metabolic NutritionSystem and the other nutritional products, monitoringyour personal eating habits, and exercising regularly,can be a powerful mental tonic.When people ask you about our products, youwill then be able to respond sincerely. This is the surestway to build your business, for it makes the point thatyou truly believe in AdvoCare. You’ll find your friendsand family asking,―Why do you look so good?‖―Have you lost weight?‖―Where do you get all of that energy?‖BECOME A PROSPECTThis business boils down to seeing people. Themore people you see and tell the story of AdvoCare, themore successful you will become. Finding prospectivedistributors and customers is the key to this activity.Prospecting begins with the accumulation of alarge number of names of people you can see andinterview under favorable conditions.I personally believe that you earn 90% of yourdistributor income by finding the right person and 10%for selling, recruiting, and training a new distributor.BUILDING YOUR ORGANIZATIONWithout question, recruiting new, qualitydistributors into your AdvoCare organization is thesingle most important aspect of distributorship building.The fact is that nobody who is truly successful ever doesit alone.Understand that while distributor retention andproductivity continue to be two key elements in the bigpicture of distributorship growth, the potential forstrengthening these areas will always be underminedwithout quality recruiting.It is my experience that distributors whoconsistently achieve sustained growth, high retention,and excellent incomes have a recruiting system in placethat is comprehensive and proactive. The componentsmost often found in effective recruiting systems include:An established recruiting philosophyThe identification of who you are seekingA process for finding that personA recruiting goalThe lifeblood of a good distributorship isrecruiting the right people. Some of the challengesassociated with recruiting are:Not enough people to talk withDistributor failure or drop outIneffective recruiting processMany of these challenges can be avoided bykeeping three key points in mind.1. Recruiting is a systematic process2. AdvoCare is a terrific career for the rightperson and the right person only3. Our job is to get in front of the right person.THE RIGHT STUFFThe right person will be excited about theopportunity of an AdvoCare career with unlimitedincome potential. The right person will require lessdevelopment time, become successful early, and makeand excellent distributorship builder in the future.Page 2
Some characteristics are important indetermining whether a distributor will be successful.Has a high energy levelIs results-orientedHas demonstrated a success patternIs well-known in the communityPossesses confidenceHas a competitive spiritWilling to go to workDissatisfied with their current situationIs financially motivatedIs teachableWINNING DISTRIBUTOR PROFILELike, take and believe in all our productsHave a predisposition to salesSeek more control over their futureRisk-takers looking for greater recognition fortheir life’s workWant to create greater security rather than seekit from another sourceWant to be their own boss while working on awinning teamExhibit consistent previous successHave strong self-esteemHave a high sense of integrity and purposeabout their life’s workTHE BASIC OF RECRUITING ARE UNIVERSALProfessional stature. Quality image. Highproductivity. These are the characteristics of distributorssought by everyone. Yet the goal is still eluding many—perhaps the majority of us. Why?Having worked in our industry full-time formore than 15 years, and having worked closely withmany of our industry leaders, I have identified commonproblems impeding quality recruiting. Similarly, thereare certain fundamental solutions that result in recruitingdistributors with high productivity, good professionalstature, and a quality image. It is remarkable that thechallenge of quality recruiting is so similar across thecountry and within each direct sales company.WHAT CAN BE DONE TO RECRUIT QUALITY,PROFESSIONAL AND HIGHLY PRODUCTIVEDISTRIBUTORS?Recruit where the image is strong. ―If you wantto catch big fish, don’t fish in a pond full of little fish.‖When looking for prospective distributors,search among those people who have a positive imageof direct sales. These people, of course, are your owncustomers, friends, relatives, business associates and coworkers. They are your successful distributors,customers, friends, relatives, business associates, andco-workers. They are the people who already know youor know your distributors. These people are your―natural market‖.Remember, finding the right person takes time.It is a numbers game. The more people you see, thebetter chance you have of finding the person who fits.HOW DO WINNING DISTRIBUTORS MEASUREAGAINST THE SEVEN “C’s”?Character: Sprinters in our business are a dime adozen, but the marathon runners (those who will standthe test of time and distance) require character inabundance.Courage: Some prospective distributors look great andtalk a good game, but they melt into mush on the firingline of day-to-day activity.Competitive Spirit: I like people who like to keepscore and want to do better, month after month.Creativity: The savvy to shift gears, regroup, and keepgoing.Can-Do Attitude: A level of resourcefulness – thatunwillingness to comprise on results and the willingnessto adjust activity accordingly.Career Vision: A long-term, professional commitmentto building a business.Constancy: Steady, unshaken determination, resolveand loyalty.WHY IS QUALITY RECRUITING A PROBLEM?The public image of the distributor and theindustry.Research has shown that the public’s generalopinion of direct sales distributors is not very high. It isinteresting to note that this not-so-wonderful imageapplies to sales people of all types.The population at large has had little or nocontact with a distributor, and too often, if there hasbeen contact it was with a distributor who quickly leftthe business or who has jumped from company tocompany. It is little wonder that so many people have aperception of dowdiness and mediocrity about multilevel sales.But, there is a bright side! That smaller part ofthe population that purchases products and is servicedPage 3
by a committed distributor from a reputable company,feels positively about the service and products theyreceive from their distributor.NEVER STOP PROSPECTINGDirect Sales is a numbers game and large numberswill prevail. You must realize that direct sales is andalways will be, a numbers game. If you talk to enoughpeople, you will make your share of sales and recruitThe lack of understanding about the role ofyour share of distributors. The key, however, is tothe distributor.qualify people so you are able to recruit moreMost of the public has little or no understanding distributors in much less time, talking to fewer people.what a distributor does. To the uninformed majority, the The relationship between calls and contacts, contactsvision of a distributor is someone with a glib tongueand appointments, and appointments and sales relates towho, using tricky tactics, will extract money from theirthe Law of Large Numbers.tight budget with vague promises of salvation in the dimLetting the numbers and percentages work forand distant future. In short, they perceive the job to beyou, you need to realize that every time you call andone of fast talk and fuzzy promises.don’t make contact, make contact but don’t get anappointment, or make an appointment but don’t closeThe distributor’s lack of confidence in his or the interview, you’re one step closer to success.The numbers work over a long period of time.her own ability.The more calls in which you don’t hit your goal (talkingA lack of confidence is all the more perplexingto the right person) the greater your odds that the nextsince it is most often subconscious; hence, it cannot becall will be successful.dealt with objectively. This subconscious lack of beliefThe marketing strategy of: ―If I talk to enoughin one’s ability to bring a new distributor through topeople, then I will be successful‖ is based on thesuccess manifests itself in a number of ways.statistical phenomenon called ―The Law of LargeWhen a distributor isn’t confident about guiding Numbers‖. This law does work! In fact, it works witha new distributor to success, he or she tends to look forsuch a certainty that it does, indeed, excite distributorscandidates to whom little damage can be done, shouldwho apply it consistently. This is as it should be, for itthey fail:is all based on the truth of statistical probability.Those who are unemployedAn excellent example of the Law of LargeThose who are in ―no hope‖ or dead-end jobsNumbers recently surfaced during an election campaign.Those who have not yet been successful at allIt was reported that the elections went especially wellIn each case, if the distributor fails, nothing is lost (or so for the Maria Shriver-Arnold Schwarzenegger clan,some believe).when Maria Shriver’s brother, Mark, won a seat on theToo often, the distributor avoids the challengeMaryland Assembly without using his middle name,of taking a strong performer from another occupationKennedy, in his advertising. Mark attributes his successfor fear that the person will not experience even greaterto the fact that he personally knocked on 12,000 doors tosuccess as a distributor.introduce himself and his campaign. In addition, hisparents each knocked on 12,000-13,000 doors,individually, working seven days a week from April thruThe distributor’s lack of skill in developingNovember. He felt it was this personal touch that gaveother distributors.him the edge to win. In other words, he personallyToo often, the distributor’s lack of confidence is applied the Law of Large Numbers.based in fact. Many distributors can talk about whatIn direct sales, recruiting results are criticallyshould be done, but too few are adept at training otherslinked to the number of contacts initiated within how to do it.prospective distributors. Figures vary somewhatThis shortcoming stems from three sources:depending on skill level, but the relationship between1. Not knowing what the distributor’s job new, prospective distributors and recruiting success isreally entails.extremely important. Generally, it takes about 252. Not knowing how to sell.screening contacts to get about 10 positive responses3. Not monitoring the new distributor’sresulting in opportunity interviews and 3 newactivity so corrective action can bedistributors.initiated when appropriate.Have you established the following inviolablestandards of activity and performance?25 screening contacts per week10 opportunity presentations per week3 new distributors per weekPage 4
Accordingly, once you recruit three newdistributors, the law begins, again. Remember, it takes10 new distributors to find three who eagerly work thebusiness, and still, only one of those three will ―stick‖.Obviously, to work through such large numbers, itrequires both a system and dedication to that system.Legions of otherwise capable distributors faileach year because they are unable or unwilling totranslate what they know and believe about directselling into prospecting behavior. They don’t go towork.I cannot help but wonder if part of the reasonfor this high failure rate is because most people simplydo not have the stamina and morale to work such astrategy for very long. Clearly, this strategy can bechallenging, and highly time and labor intensive.Eighty percent (80%) of all distributors who failwithin their first ninety days do so because ofinsufficient selling, prospecting, and recruiting activity.Therefore, be patient. Finding the right persontakes time. Distributorship building is a numbers game,just like sales. The more people you see, the betterchance you have of finding the person who fits yourneeds and whose needs you satisfy.FIVE LAWS OF PERSUASIONFIVE RECRUITING TIPS FOR IMPLEMENTINGTHE LAW OF LARGE NUMBERSUNDERSTAND WHAT YOU ARE SELLINGThere are five great laws of selling eIt does not matter whether you are selling arefrigerator or persuading men to accept a new idea orphilosophy. The same basic laws of persuasion holdtrue. This is the way the human mind and heart reachconclusions and take action.1. Get their ATTENTION.2. Develop their INTEREST in what you’resaying.3. Stimulate a DESIRE to know more.4. Promote CONVICTION that it works.5. Ask for a COMMITMENT to action.―If you knew beyond a shadow of a doubt that you couldnot fail, how would you recruit?‖1. YOURSELF2. THE COMPANY NAMED ADVOCARE3. THE OPPORTUNITY ADVOCAREOFFER1. Always be prospecting for new distributors. Itis a forever thing.2. Multiply your enthusiasm, effort and activitythrough your down-line distributors. Itrepresents gold.3. Service your customers and recruit from withintheir ranks.4. Look for successful characteristics in potentialdistributors; don’t hope to develop themyourself.5. Lock them in on the products.COMMON SENSE RULES FOR RECRUTINGWINNERSDO YOU BELIEVE IN YOUR ABILITY TODEVELOP SUCCESSFUL DISTRIBUTORS?Do you have a process for monitoring yourweekly activity and performance?Can you do it yourself?Can you prospect, sell, and service the way asuccessful distributor is supposed to?If you can, then you will. If you can’t, then takethe time to work on these skills until you masterthem.RULE #1: Always be recruiting; it is a full-time job.To grow, you have to accept that you will always berecruiting. Remember, it is exciting to find people likeyourself and to get them interested in your business,even if they never join it.RULE #2: Experienced distributors don’t recruitexperienced distributors. I never say ―never‖, but Iwould rather build my organization up from scratch thanattempt to rebuild some other distributor’s efforts.RULE #3: Multiply your enthusiasm and effort throughyour current down-line distributors. This is a key torecruiting productivity and multiplies the Law of LargeNumbers.RULE #4: The most important product you have to sellis the system and process of obtaining dreams. WhenI’m in front of a prospective distributor, I’m sellingmyself, AdvoCare, and the opportunity AdvoCareoffers. Each prospective distributor must be convincedthat I will do everything in my power to make thatperson successful.Page 5
RULE #5: Look for successful characteristics incandidates; don’t hope to develop them in these persons,yourself. A prospective distributor doesn’t have awinning character if you can’t see evidence of it in theindividual’s past record.RULE #6: Winners come from selection. Don’t beafraid to suggest that direct sales may not be foreveryone.RULE #7: A well-selected distributor is half way tosuccess. From the new distributor’s perspective, theprocess is just beginning. From my point of view, wearen’t starting from scratch; we’re building on a strongfoundation.TALK TO PEOPLE DAILYRemember Rule #1 – ―Always be recruiting, it’sa full-time job.‖ Tell them how good you feel aboutusing the products. Remember, anytime you are aroundpeople, you are around potential customers anddistributors. Take advantage of every possible momentto share your enthusiasm and commitment to AdvoCare.This is the best way to help your business grow. Don’tbe afraid of feeling awkward at first. It’s not what yousay that’s so important, it’s how you feel about whatyou say that’s important. You are sure to find thatpeople will thank you for sharing your discovery withthem.Keep in mind that even if you have never soldanything in your life (many of our truly successfuldistributors have no sales background), your businesscan grow just as it has for so many others if you usethe products and talk to people!Also, every time you add a new distributor toyour organization, that person has about 200 people intheir sphere of influence. Cultivate a network of enoughpersons and your personal sphere of influence will soarto incredible heights.NOW, LET’S MAKE A LISTLet’s make a list of everyone that you knowanywhere across the United States. Dedicate sufficienttime exclusively to completing your NATURALMARKET LIST. This becomes your ―working capital.‖A distributor with a good list has the equivalent ofmoney in the bank!Look everywhere that you keep the names andnumbers of people you know socially, casually, andprofessionally. You will want to include acquaintancesfrom years ago. In AdvoCare, there is no such thing as―long distance‖, because everybody in America is asnear as an inexpensive phone call. AdvoCare is set upto help you sponsor and train anyone, anywhere inAmerica!If you are married, ―brainstorm‖ with your spouse.Avoid screening out people while jotting down names.The first time through, EVERYONE is a prospect whomay lead to someone even more promising.Your list will continue to grow rapidly forseveral days as you see or recall the names of otherpeople, so keep a pen and paper with you at all times.This list is your starting point for both building a retailbusiness and your personal distributor organization, andit will continue to grow as you meet new people.START NOW! DO NOT PUT IT OFF!EVERYONE HAS A NATURAL MARKETThe people who will be easiest to talk to aboutyour AdvoCare business are people you already know orknow of – your NATURAL MARKET. They alreadyknow you and trust you. This is sometimes referred toas your sphere of influence.Sphere of Influence is simply the people youknow – people who are somehow, some way, a part ofyour life, directly or even very indirectly.Your sphere of influence includes everyonefrom immediate family members to distant relatives,close friends to casual acquaintances; the person whodelivers the mail, the plumber, the dry cleaner, theperson who cuts you hair – practically anybody who insome way touches your life and whose life you touch.Each of us has a person sphere of influence. Forinstance, if you take a pencil and paper and write downeverybody you know using all your resources (personalphone books, PTA list, homeowners list, Christmas cardlist, civic club list, church directories, etc.) and add thenames, you’ll probably list approximately 200 names.Procrastination is the thief of fortune. Therefore:Do not wait to start your list.Do not eliminate any potentially successfulpeople from your list by prejudging them.Do not try to figure out whether or not they willbe interested in AdvoCare.If you know them, put them on your list!WHO DO YOU KNOW?As long as you know people, you know peoplewith needs. People in sales. People who own or operatea small business. People who manage or superviseothers. People in positions of leadership in a civicorganization, church, youth group, sports or self-helpprogram. People who are involved in self-improvementactivities such as college night classes, health clubs orweight loss programs. They are all potential AdvoCarecustomers and distributors, and you may be able torecruit many of them to help you, and they are yourfriends.Page 6
THERE ARE FOUR LEVELS OF FRIENDSHIP:1. Acquaintances: These are people with whomyou have occasional contact. Withacquaintances, you have the freedom to askgeneral questions and to communicate on a levelof public information.2. Casual Friendships: These are people youknow who share a common interest, activity orconcern with you. Here you have the freedomto ask specific questions, share ideas, wishes,and goals.3. Close Friendships and Fellowships: Theserelationships are based on mutual life goals.You have the freedom to suggest mutualprojects toward reaching these goals.4. Intimate Friendships and Fellowships: Theserelationships are based on commitments to thedevelopment of each other’s character. Withthese close friends, you have the freedom tocorrect each other.WARMMARKETLIST"WHO DO I KNOW THAT?"I respectShows genuine concern for other peopleIs active in their churchDoes personal counselingIs a church leaderIs a doctorIs a lawyerIs a professionalIs in clubs or group organizationsIs active in civic affairsTeaches in schoolTeaches for a businessDeals with the publicWorks for the police departmentWorks for the fire departmentWorks for the post officeIs a city officialPage 7
Is in managementIs a supervisorIs a consultantIs looking for more out of lifeIs ambitious, aggressive and "on the go"Is considered a leaderHas children in schoolHas children in collegeWants to set a good example for their childrenOwns his or her own businessHolds a stressful, responsible positionWants to have freedomIs considering a new professionIs changing jobsHas recently changed jobsIs unable to advance in his/her jobHas talents but is held backIs an experienced direct sales personIs an authorIs a designerIs a promoterIs in advertisingDesires to have success in businessIs going to collegeIs going to business schoolIs going to trade schoolJust clesCousins"WHO IS OUR"Mail carrierPaper carrierDentistPhysicianMinisterFloristInsurance AgentAccountantPolitical ge 8
"WHO"sells business machineswho upholstered our furnituresells kitchen applianceswent with us to the racessells cosmeticsare the people in our car poolsells/installs carpetinstalled our telephoneowns the restaurant we lovehas a Laundromatjogs with me each dayteaches ceramicsplays tennis with meowns a taxi servicelifts weights with mecuts our grassis in my aerobics classpainted our housesold us our home computerowns the pet shopsells advertisingsold/installed our refrigeratoris the radio D.J.owns/manages our apartmentwrites for the newspaperis in the Rotary, Lions, Kiwanis Clubteaches cooking classesis in the Jayceesis the swimming coachis in the garden clubreads and studies nutritionis in the book clubare my neighborsis my child's teacheris my barber/hairdresseris a deacon or elder in our churchteaches our childrenowns a drapery businesswas my best man/ushersmanages a health/fitness centerwas our maid/maiden of honor does our income taxwere our bridesmaidsowns the dry cleanerstook pictures at our wedding teaches drivers educationis my bankerdelivers for U.P.S.are our babysitter's parentsworks at the jewelry storegoes hunting/fishing with me works at the travel agencywas my military buddysells aluminum awnings/sidingis the builder of our homesells real estategoes bowling with ussells carsis the president of the P.T.A. sells sporting goodswas my fraternity brothersells clothingmy sorority sistersells vacuum cleanersare the people we met camping are the people we work withis my boss/former bossrepaired our T.V.I KNOW SOMEONE WHO IS ANurseGolf ProStudentFashion ModelSecurity GuardSheriffFire ChiefSecretaryWelderCandy SalespersonLaw Enforcement OfficerMusic TeacherArt InstructorTypesetterForesterSeamstressMobil Home SalespersonAirline Ticket AgentComputer ProgrammerSoft Drink DistributorInterior DecoratorGrocery Store OwnerInsurance AdjusterCookware SalespersonProfessional Baseball PlayerProfessional Football PlayerProfessional Basketball PlayerDance InstructorWaitressHighway Patrol OfficerPhysical TherapistDental HygienistPage 9
CarpenterPilotFlight AttendantBus DriverBank Cashier/TellerMechanicEditorLab TechnicianSocial WorkerBrick MasonRace Car DriverOffice ManagerBakery OwnerPlant aryDrafting ManagerPrinterOTHERS I KNOWBEFORE YOU MAKE THE FIRST CALL1. Prepare in advance. Know what you are going to say. Prepare your questions and responses inadvance. Know the products. Know the Marketing Plan. Learn and present an abundance of bothproduct and business stories.2. Limit your own talking. You can’t talk and listen at the same time.3. Focus. Concentrate on your conversation and the prospective distributor’s needs. This meanstemporarily shutting out your personal problems and worries. Difficult at times, but possible – anddefinitely necessary.4. Put yourself into your prospect’s shoes. Understand their needs and concerns by thinking like them.5. Ask good questions. Asking questions will help clear up any points or concerns your prospectivedistributor may have. Paraphrasing the prospective distributor’s concerns back to them in the form of aquestion will keep you on track.6. Don’t interrupt. Nothing will turn a prospect off quicker than interrupting them. The same goes forfinishing their sentences for them.7. Respond (as opposed to react) to the ideas, not the person. Do not allow yourself to become irritated orinsulted. Objections and questions are not personal.TIPS FOR CONTACTING PROSPECTSMaking The First Approach1.2.3.4.5.6.Be enthusiastic. Be confident. Be relaxed.Don’t attempt to explain too much of the program over the telephone
by Charlie Ragus, Founder of AdvoCare, International Charlie was one of the most respected persons in the field of Direct Sales. With a lifetime of marketing experience, Charlie founded AdvoCare, International. AdvoCare is an elite nutrition company based in Dallas, Texas that a
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978-0-521-73920-7 - Cambridge BEC Higher 4: With Answers: Examination Papers from University of Cambridge ESOL Examinations: English for Speakers of Other Languages Frontmatter Moreinformation. Test of Reading (1 hour) This paper consists of six parts with 52 questions, which take the form of two multiple-matching tasks, two multiple-choice tasks, a cloze test and an error- identification .
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