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C Options Black Belt Training For Distributors
 

C Options Black Belt Training For Distributors

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Blackbelt Training for COptions of Nigeria. Produced by MultiSoft Corporation of Cape Coral, FL 239-945-6433 www.multisoft.com

Blackbelt Training for COptions of Nigeria. Produced by MultiSoft Corporation of Cape Coral, FL 239-945-6433 www.multisoft.com

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  • How would you like to skyrocket your MLM business in the next 90 days? Hi, my name is Jack Lannom and I am going to be your host for this program entitled “The Ten Steps To Realizing Your Dreams”. I am going to teach you how to build a massive MLM business, right here, right now!
  • Step 1 involves the 7 Stages To MLM Success
  • STAGE 1. DREAM If you are going to make your dreams come true, then begin by having those dreams. Dreams are wonderful things. They can be anything you want. They can reach out to places you have never been. They can give you possessions you never thought you would ever have. Do not be timid and limit your dreams. If you can imagine the dream, then you have taken the first step toward making that dream come true. Get comfortable. First close your eyes and visualize what you want to become, where you want to be. Imagine the life-style you want to enjoy, and then with your eyes still closed, BELIEVE you can make it happen ... if you are willing to EARN your dreams. You can make this process easy by cutting out pictures of a car and a home you would like to own. Finally, visualize the places you would like to visit and the clothes you would like to wear driving that new car, going to those places. Cut them out; stick them up where you will see them during your day and then, most importantly, picture yourself as having already achieved your specific dreams. Smell the leather in your new car, feel the fabrics of that new outfit and taste that meal you are having in a sidewalk cafe in that exotic country you will be visiting. Begin turning your dreams into reality.
  • STAGE 2. BELIEVE Belief is a key part of your new self-image. You must BELIEVE in your dreams, your goals and, most important of all, in yourself. This is another unmistakable truth. If you do not believe in yourself, who will? Once you display self-confidence, it is going to show, and others will also start believing in you. By believing in yourself, you begin a wonderful cycle that just keeps on growing, and growing and growing.
  • STAGE 3. SET THE DATE, WRITE IT DOWN A little pressure is a strong motivator. When is that new car coming out? Okay. That is your date for the car. WRITE IT DOWN! Think that is silly? Guess what? In a recent national survey only 5% of the population took the trouble of writing down their goals. Strangely enough only 5% of the population is financially secure. Coincidence? We do not think so. Those 5% took simple steps toward making their dreams come true. They wrote them down everyday where they could usually see and read them. It is such an easy thing to do, and while you are doing it, you will become 100% focused on your dream, your goals, your dates. Little by little, your ability to focus will expand and grow stronger, especially when you see the fruits of your efforts becoming reality. BE REALISTIC and SPECIFIC about your goals. Dream as much as you would like, but maintain a sense of reality. For example, if your dream is to have lots of money, then begin by establishing short-term achievable goals. While we want to encourage you to reach out, try to keep one foot on the ground, okay? Remember... WRITE IT DOWN!
  • STAGE 4. PLAN Making a plan to realize that dream, is your next step. What, exactly is it going to take to make your dreams come true? Once you have the answer to this question, you will be on your way.
  • STAGE 5. WANT IT! It begins with your dream, but that is not enough. You have to WANT IT! Want it badly enough to be willing to put forth the effort required to make your dream happen! Make your dreams a constant in your daily life.
  • STAGE 6. DO IT NOW! Your dream progresses next to vital steps in the process of remembering; that of setting goals, and planning how to attain them . . . DO IT! Take that first step, do it now! No matter how small and insignificant it may seem to you now. You will soon come to realize that first step was a giant one. YOU DID IT! You took command of yourself and of the situation. It might be something as simple as A-B-C. The first time you walk up to someone and inform him or her about your company and your products, you are succeeding. Take it for granted you will succeed. Why shouldn’t you? The products you will be talking about are exciting. You are doing the talking and of course you believe in yourself as well! So under those conditions, how can you possibly fail? ASSUME SUCCESS! TAKE IT FOR GRANTED! BE ENTHUSIASTIC! Radiate positive energy. Self-belief is contagious. Who would you like to spend time with? The person filled with self-doubts with a negative point-of-view, or the individual who knows where he or she is going and wants to share their excitement about the joy of associating with you? Not much of a choice, is it? DISCIPLINE YOURSELF! With no one around to instruct you in what to do, or how to do it, that responsibility is now yours. Accept it. Know you can handle it. Do what needs to be done, when it needs to be done. GET RID OF NEGATIVE INFLUENCES! We shouldn’t have to tell you this, but it is amazing how many people hang on to negative surroundings, poor work habits, neglect their own health and maintain negative relationships. Why, for heaven’s sake? All that can come from a negative situation is a negative result. So begin now. How about giving those old clothes you never wear to a charity. The charity will feel good and so will you. Go ahead, get rid of that unhealthy food while you are at it. By eliminating things you do not need, things that are not healthy, you make room for what you do need, and things that are good for you.
  • STAGE 7. ACHIEVEMENT The first goal you achieve is the result of your personal efforts. We know the feeling. You are going to love it! You got here because you had the dream, planned, believed, worked, shared, had fun, gave of yourself, DID IT! Here comes the best part. You can keep doing it. Dream a little bigger this time and begin the whole, wonderful process all over!
  • Step two Commitment
  • Here are the four key areas to which you must be willing to commit: Products The tools of your trade Time Commitment Learning
  • 1) PRODUCTS The best, and most efficient way to become familiar with your line of concentrated products is to use them! It will be infinitely easier for you to sell a series of products if you know their benefits. Your company and its products most certainly do have a myriad of benefits. Think about it. Read the literature. Use our premium concentrated products, and they will help you make the sale.
  • 2) THE TOOLS OF YOUR TRADE Like any good craftsman, you are going to need tools to do your job properly. In your case, these tools are: 1) Cassette Tapes, CD’s and DVD’s 2) Brief case 3) Business cards & stationary 4) A Telephone answering machine 5) File box and 3” by 5” index cards 6) Portable, dry erase board 7) Product samples 8) Executive Sales Kits 9) Week-Per-Page, Timer calendar 10) Pocket Appointment Dairy About item 8, Executive Sales Kits. It is good business practice to have some extras handy. You never know when you might need one. One important aspect that sets your company apart from the rest of the industry is that your company Sales Kits are reasonably priced. Your company did this so you could afford to purchase additional copies, and occasionally give some away. Spread the word and you will dramatically increase your profit potential.
  • 3) TIME COMMITMENT How much time you invest equals how great your return will be. A Time Investment translates into a Financial Return. Never lose track of this essential fact. Once you become a Distributor, you embark on a new and exciting career. It is imperative that you devote a specific amount of time, each day to your new career. Some areas where you must be willing to devote time are: SETTING AND WRITING GOALS 1. Working out a Business Plan. 2. Studying appropriate business building tools. 3. Following through on your Prospects. 4. Sending out newsletters, routine correspondence, and notes of encouragement to your DOWNLINE Distributors. 5. Traveling to out of town meetings. This depends on your level of commitment. How far are you willing to drive? Ten miles? Thirty miles? Fifty miles? 6. Keeping in regular contact with your UP-LINE, DOWNLINE, Prospects, and your Customers. 7. Holding and Attending weekly Training Meetings. 8. Hosting Potluck’s. 9. Attending & Assisting at Seminars.
  • 4) LEARNING Knowledge about your company and its products will benefit everyone involved in the selling process. Make it your business to use any or all of these sources: Your Sponsor, your UPLINE, Distributor materials, Manuals, Seminars, books, audiotapes, CD’s and DVD’s. Your company will supply you with the tools. It is up to you to make the best possible use of them. Please, DO NOT BE AFRAID TO ASK QUESTIONS! We are here to help.
  • Step 3, Selecting Your Distributors This is one of the most important decisions you will ever make. These are the men and women you believe have the qualifications to assist both you, and themselves in laying the foundation for your shared enterprise.
  • We suggest you make a written list of them because: 1) It is an organized way to begin; 2) It becomes a tool, which saves you the chore of memorizing the names; 3) It will inspire your Distributors to do the same; and 4) It simplifies your selection process.
  • Here are some qualifications for the selection process Your prospects must be: Ambitious Determined Conducive Personality Open Minded Self-confident Self-Motivated Positive Attitude Enthusiastic Successful Good listener Active community life Desire to be self-employed And a hard worker
  • Never prejudge any of your qualified prospects. Some may not currently be ready to start building their own organization but they might sponsor someone who is ready. You must allow your prospects the freedom to make their own decisions about becoming a Distributor.
  • WHO DO YOU KNOW? Start writing down the names of everyone you know. Begin with family, (of course) then friends, business associates, service people, the professionals you know, the people who work where you shop, buy gasoline, get your haircut. EVERYBODY! It is amazing how many names will appear on your list when you have completed it. We ask you to think because your list will grow; trust us on this one. You are now ready to add the complete addresses and phone numbers to your index card filing system. Now... ORGANIZE IT!
  • Get a three by five index file box and cards. Beginning with the last name first, write the prospect’s name at the top then add all the following: Spouse’s complete name
  • Home and Business phone
  • Address with ZIP code
  • Date you first talked with Prospect
  • Date Prospect attended first meeting
  • Date and outcomes of follow through
  • Prospect dreams and goals
  • Why your company would be attractive to them
  • Birthdays
  • Name of pets
  • Favorite sports teams
  • Anything else you think of to give as complete a picture as possible Use your files to track each of your prospects. This will enable you to know when they are ready for sponsoring. Some will be ready quickly; others might take longer. By keeping accurate files on each of your prospects, you will have a feel for where each is and when they are approachable. Your file should be a living thing, constantly growing, changing, and talking to you. Your file should always be dynamic, never static.
  • Step 4, Prospect,Qualify, Invite If the thoughts of approaching people to talk about your company or products makes you nervous, do not worry about it.
  • How do you determine if your prospect will wind up being a retail customer or Distributor? Here are some basic steps to help you formulate a positive course of action. 1) Talk to the prospect. Even if the prospect is someone you have known for a long time, you are now looking at that person through different eyes. That prospect is now a potential business partner. 2) Think about your conversation; what was said and, how it was said. Did you sense enthusiasm? Excitement? Mentally replay the conversation and recall the feelings you felt the first time around.
  • Pay attention to the feedback you receive from your prospect. Are the comments positive? Do the comments describe the kind of person that would make a valuable addition to your Distributor network or do those comments describe someone who will more likely remain a valuable customer? Either choice the prospect makes is fine. Not every prospect will become a Distributor. Hopefully, every prospect will love the products and become a valuable, long-term customer and a good source of referrals. 4) Study your prospect’s ability to relate with other people in many different situations. Their ability to relate is an important indicator of potential success. Pay close attention. In Step 3 we went over a short list of traits to look for in selecting a prospect so it is unnecessary to repeat them here. Just go over them when you begin this qualifying process as a guideline.
  • THE INVITATION Sound simple? Well, it is, if you do it right. Lets talk about four guidelines: 1) Dress well. Remember. You are now head of you own company so dress accordingly. It sets an important tone that will give you self-confidence. 2) Know who you will be meeting, think about this person’s needs and wants and then PLAN your approach.
  • 3) Understand the key elements of your Business Plan. Determine this individual’s compatibility with that plan. 4) Prepare to follow through. Do everything it takes to help this person become a valuable addition and asset to your business.
  • THE APPROACH At first you will most likely attempt to recruit someone you know quite well. This will make the process a lot easier. There are some basics you should mentally prepare for on this first session, and the ones that follow. Note: the guidelines we give you are just that, guidelines. Please feel free to add anything that works better for you. Pre-Plan. Pre-plan your meeting and be confident about what you are going to say, and how you are going to present yourself, and your company - DO NOT MEMORIZE! Just have a solid understanding of the facts so you can recall them as needed. Relax, enjoy yourself. This is going to be fun! Act as natural and positive as possible. Attitude. Professional and friendly. Let your prospect know that what you are presenting to them is a serious business proposal with profound implications for their future. Sell your belief and personal feelings. Excitement. Create excitement about your products and ideas. If your presentations are stimulating, then everyone will feel this energy. You believe in what you are offering so let all of your excitement and enthusiasm show. You know your company is a solid company offering men and women a dynamite opportunity to positively change their lives. That is what you are presenting and that fact alone should give you all the confidence you need. Get to The Point. Do not give them the whole story during this session. Hit the highlights, key points, LEAVE THEM WANTING TO HEAR MORE! Yes, they are going to have questions, some of which you will answer, but respect their time, and your own. Tell them you would like to make another appointment during which time you will be happy to give them as much information as they desire. Let them understand that what you have to tell them is very important and that it deserves a formal meeting during which time you will present the full plan. The Teaser. A variation on the above. If you meet an individual that you have on your Distributors list, then do not explain very much about your plans. Simply let them know you have something to discuss with them and that you are quite sure it will be to their advantage to listen. Even if your prospects ask, beg, sweet talk or plead with you, DO NOT TELL THEM WHAT IT IS! Give Them a Choice. Set up two meetings at your home. Your own Sponsor should attend both. This initial business meeting is a very important step for everyone. Your guests are busy people, so give them a choice about which meeting they wish to attend. This not only shows consideration, but also sets the professional tone for which you are striving. This initial home meeting should take place within the first two weeks of you becoming a Distributor. It is a great way to generate excitement and quickly begin building your DOWNLINE team. Having it in your home also tells your prospects that this is something you really feel serious about, a feeling that will be harder to generate if you meet in a commercial establishment.
  • CONFIRMATION Reconfirm the exact time and place with your prospect before they leave your initial encounter, and then again before the actual meeting. This is an important step in letting your prospects know that you are serious, and plant the seeds for them to follow your lead. SOME TIPS Telephone contacts work well. You control the contact. Prepare for any conversation and make sure you get right to the point. Limit this type of contact to no more than three minutes. Make your invitation to attend either of the two meetings right at the end and let them know you will be calling back to confirm the meeting selected, then thank them and hang up. If you are a husband and wife team, it is important both of you be at the presentation. Why? Because other husbands and wives will see you as a team and realizes they can become one too. Set a good example for others to follow. Make sure your Prospects understand this is not a party. You are asking them over to listen to a presentation about your company that truly has the potential to dramatically improve their lives. As a courtesy, suggest to them what they should wear. You do not want some men in suits and others in shorts, do you? It would be a good touch to offer to pick up anyone who might have a problem getting to one of your meetings. Tailor your approach to the person you are talking with. A busy homemaker has one set of needs, a professional person another. The best ways to captivate someone is, TELL THEM WHAT THEY WANT TO HEAR! Know when to stop talking. Talk about the weather, about how great, or how lousy, the home team did last night. Just STOP SELLING ONCE YOU SOLD THEM! Here is one of life’s major facts. The one thing we all love talking about is OURSELVES! Having that piece of information working for you, it should also be obvious that it will not be difficult for you to get your prospects to talk about themselves. It should be easy! Ask your prospects questions about their jobs, family, hobbies and anything relating to them. Then give them a chance to answer. You will LISTEN. You will LEARN. You will REMEMBER. You will ADD INFORMATION to your card file. You are presenting added income opportunities and dream realization. You are, in short, offering to let them SHARE in your discoveries. One last, and very important thought. DO NOT COMPARE YOUR COMPANY, TO ANY OTHER MLM COMPANY! You cannot compare a Rolls Royce to any other car. It has no competition. We feel that way about your company and you should too.
  • Step 5, Having Successful Meetings
  • First, and foremost you want a well-attended function, set your appointments, confirm the dates and reconfirm the day before. The more people you have, the more excitement will be generated. A lot depends on how well you run these initial meetings; TAKE THE TIME AND EFFORT TO DO THEM RIGHT!
  • TEAMWORK It can begin with the food you are serving. If Mary makes the best chili in town, then give her the delightful opportunity to show off by letting her bring chili to the meeting. The idea is to get your prospects as involved as possible. Let them feel a part of what you’re doing, even before they arrive! Maybe you can delegate someone to reconfirm appointments, especially if they know the guests better than you do. Building confidence within your distribution group is an important part of leadership. Most of us just love the feeling of knowing we are helping a friend, and you let them know how grateful you are. Generating a TEAM SPIRIT makes the meeting move smoothly. It allows you to cover all the important items on your agenda smoothly. DESIGNATED AREAS Set aside one part of your home where you can display the company products and brochures. Set aside a meeting area where the business discussions are taking place. This does not mean the fun suddenly stops. Far from it. This is where the fun really begins! DRESS This is a business meeting, so both men and women should dress accordingly. You know your neighbors better then we do so we will give you a degree of latitude here. Proper dress sets a proper tone. PRESENTATION The selection of the room for business should be a comfortable meeting area, well lit, products displayed, sufficient glasses, sweetener, lemon, ice cubes, spoons, visible erasable board and comfortable room temperature. SEATING Do not rearrange your furniture if you can possibly help it. You want the room to look normal, cozy. Have enough chairs handy for everyone.
  • SMOKING & DRINKING Let your smokers know ahead of time you would please appreciate it if they would not smoke during the presentation. No alcohol. In fact, no eating or drinking of any kind, during the actual presentation. TV & THE PHONES TV off. Let the answering machine get the calls. You do not want any outside disturbances during the demonstration and presentation. ETIQUETTE Be sure you introduce everyone to your Sponsor and UP-LINE. Stick to business. Do not talk about those who did not show up; focus instead on the ones who did. If you are scheduled to attend a meeting at another location and find yourself unable to make it, BE SURE you make the necessary arrangements with your Sponsor or someone in your UP-LINE to host your Distributor and his or her prospects. CHILDREN & PETS They do not belong anywhere near your meeting. Get a sitter! GETTING THE SHOW ON THE ROAD BE PUNCTUAL! An absolute must. You are a professional conducting a very important business meeting. You do not wait for Joe, or Susie or anyone. If your meeting is to begin at eight, then make sure you start at that time. It sets a very good example for everyone to follow and shows that you conduct yourself as a true professional.
  • INTRODUCTIONS As you introduce the guest speaker, give your visitors some background information about this individual. This is especially important for your initial meetings since your visitors will meet the guest speaker for the first time. It is important to your guest speaker for you to begin warming up the visitors with respect to the nature of the business and what it could mean to those who get involved, but, KEEP YOUR REMARKS BRIEF. LENGTH OF MEETINGS The initial meeting should not be longer than one hour. Use this time wisely and share as much information with your prospects as time will allow. Here are some guidelines for the speaker that will help them stay within that time limit:
  • The speaker acknowledges his introduction, lays out the meeting format, which is: Product Presentation Product Sampling Marketing Program
  • The speaker then begins the Products Presentation, describing them and their benefits.
  • The speaker now presents the Business portion of the meeting, which covers the Marketing Program and its Compensation Program. Plan to use the erasable board to highlight as much information as possible.
  • There are four marketing methods: Retail Catalog Direct Sales Network Marketing The speaker will, of course, focus on Network Marketing and Your company specifically
  • The speaker explains the basic formula of MLM, which is the establishment of multiple outlets through Independent Distributors, some of whom are in the room right now. The speaker might give a classic example of the independent outlet by referring to a group soft drink vending machines as a single outlet. The individual income generated by each machine may not be very impressive, but when you factor in hundreds of thousands of machines spread across the country, well, ask Coke or Pepsi about that.
  • Using the board, the speaker draws an “MLM TREE,” showing the branches explaining the meanings of the basic terminology.
  • The speaker explains the unique advantages of Network Marketing offered by Your company They are: Excellent Products Small cost of start-up Excellent Income Potential National and International Markets You are the Boss Flexible Hours Full Training & Support Compulsively Consumable Products Significant Business Tax Advantages
  • The speaker then explains the Your company philosophy and Product Line. This portion of the program will clearly position Your company as having a unique position and marketing strategy, both of which set it far apart from other Network Marketing companies.
  • The income and Bonus Plans are reviewed. They are really exciting and should inspire everyone in the room.
  • The speaker then shares his/her own success story.
  • The speaker will conclude the meeting by sharing with the guests how each of them can build their own businesses and thus become a key part of this exciting new world.
  • By this time, at least some of your guests have already decided to become Distributors, but they are not sure how to continue, which is exactly what the speaker will now explain. On the board they will write, HOW TO GET STARTED - COMMITMENT and tell them what that means. Next they write, WHY? REASONS, telling them Network Marketing will benefit their family, and provide suggestions regarding how new Distributors go about building their own business.
  • After that they write, LIST OF NAMES so others can start thinking about whom they can put on their lists of Prospects. The next item will be TOOLS, this includes: EXECUTIVE SALES KITS THE PRODUCTS INFORMATION PACKETS BROCHURES PRODUCT INFORMATION
  • The speaker will next tell your guests that those who have interest should start preparing a schedule for their first two home meetings. Their Sponsor will help them conduct those initial sessions, just as they are doing tonight. To make that point, the speaker then writes “2 HOME MEETINGS” on the board. Write all the key factors on the board. These tell your interested Prospects exactly what they should do to get started. It also makes it clear that you, as their Sponsor, will be right there to support them as they get started. Show them that it is as simple as A-B-C. This is the time to develop as many sharing opportunities as possible. You help them, and someday soon, they will be doing the same for the people they bring aboard. Synergy... Team Work. Everybody is working together so that the result of the completed effort is greater than the sum of the individual parts. The speaker will close by thanking everyone for attending. Then, YOU arrange the date and time of the next meeting and extend invitations. Require that additional guests come to future meetings. Finally, stay and answer questions your guests have. This is the time for you to get busy and start working your Prospects on an individual basis. Give them each an “Information Packet” and suggest that once they have a chance to go over it they can feel free to give you a call and ask questions. Next, take out your appointment book and ask them what days they’d like to make a formal appointment to review everything or discuss anything they want to talk about. The book does two things. It makes you look professional. It sets the date and time down in writing, which will make an impression on your Prospect. You are already showing them steps they will follow when it is their turn to do this. VARIATIONS ON THE THEME 1) Prospect gets kit, signs an application at the meeting. Schedule follow-up meeting. 2) Same as above but you do not have an extra kit. Give them an Information Packet. Schedule meeting, within two days, so you can bring the kit, answer questions. 3) Prospect does not sign up after the meeting. Give them the Information Packet. Schedule a meeting within two days to come by and pick it up. Feel free to discuss anything they would like to talk about. Be prepared to sign them at this followup session. 4) If your Prospect was unable to attend the meeting: Get an Information Packet to them. Follow-up within two days and ask if they can attend the next meeting. You should have a very good idea of who will, by their actions and comments, show an interest in becoming a Distributor. Focus your time and energies on the ones you feel display positive attitudes. Give them all the information they want and answer all of their questions, then LET THEM DECIDE. REMEMBER YOU ARE IN CONTROL If you follow the steps outlined in this presentation, your business will grow faster than you can ever imagine. Your goal is to achieve this level of independence quickly.
  • Here is how: Get ideas and tips from your Sponsor and Up-line. Record your first two meetings. Take notes. Practice your delivery in front of a mirror or in front of family or friends. Be ready to make the presentation by your third meeting. Its time to go solo. A FEW WORDS ABOUT FORMAT We encourage you to be creative, but not about the standard format we use in our meetings. You have just heard what that format is. STICK TO IT! Certain basic elements of any successful business are standard. The Whopper you buy at the Burger King in Miami is the same as the one you buy in Seattle. The setting may change, but not the product. Your company has very carefully laid out the steps that will lead to a professional format for all company and Distributor meetings. Following the information contained in this manual will greatly improve your chances for success. Each of these steps presents information in a logical way, and will build major enthusiasm. The sooner you conduct your own presentations, the more confident you will feel. If you have any concerns always remember, your Sponsor and UP-LINE are only a call away. Be familiar with Your company philosophy, its products and services. It is exciting to be part of a successful, dynamic company and a winning team.
  • TYPES OF MEETINGS 1) In your own home, just as described in the previous section. 2) In the home of one of your DOWNLINE Distributor. You will either conduct the meeting yourself or you will be there for moral support. You can, of course, bring new prospects with you, but be sure to inform your host of your plans. 3) In the home of someone in your UP-LINE. Yes, you can bring prospects, but be sure to inform that individual in advance. 4) CENTER MEETINGS: Try and hold weekly center meetings in a hall or hotel meeting room. These are important and you, as well as your DOWNLINE people, should attend as many as possible. The meetings will inform everyone about new products and dynamic new sales ideas. Center Meetings generate much excitement and will provide a solid jolt of positive energy to all who attend. These meetings are very effective when using print media advertising and could increase the number of Distributors in your group. Rapid business growth will come from meetings in the homes of your DOWNLINE Distributors. CENTER MEETINGS are an effective follow-up to a home presentation. Using both together will really accelerate your business, so attending should be something you look forward to.
  • DOING IT RIGHT 1) If your UP-LINE does not hold Center Meetings, you should establish regular weekly meetings for your DOWNLINE. This process will maintain a high degree of enthusiasm among all your Distributors. Establish a regular day and time so it will be something everyone can count on and know about. 2) Always be: POSITIVE, ENTHUSIASTIC AND HONEST! An additional word about Honesty. There are some unscrupulous Network Marketing people out there. Our feelings are very strong on this point and we feel that honesty must be stressed at all times. Every member of the group that founded Your company has years of successful business background. Your company has strong moral convictions, and the goal is to operate the company along the highest standards within the business community. One of the strongest foundations of Your company is, BE HONORABLE AND HONEST, ALWAYS! We will expect you to do the same with your Distributors and customers. 3) Ask for questions at any point in the meeting where you think they could be useful. This is another simple way of keeping the group involved. Designate one of your more experienced UP-LINE Distributors as a backup speaker should any questions go unanswered. If for some unusual reason, no one at the meeting can answer a specific question, promise the person who is asking it that you will get back to them quickly with the answer, and then DO IT! Controls at any meeting are important, so do not allow several Distributors to respond to a question at the same time. This creates confusion, and undermines the stature of your speaker. That is why you will designate a specific UP-LINE person to handle any toughies that may arise. 4) It is always a good idea to ask those attending larger first time meetings to raise their hands before asking any questions. If there are only a few people, ask them to stand and introduce themselves, talk briefly about their work history and the person who invited them. This will quickly make them feel like a part of the group.
  • 5) Promote your company upon the basis of the Marketing Plan. IT IS A GREAT ONE! Tell your success story, perhaps your UPLINE’s as well. 6) DO NOT quote figures that are inaccurate. Our true story is strong enough and does not need padding. Honesty, remember? Always! 7) When you refer to income potential, KEEP THE NUMBERS REALISTIC! You have invited intelligent people to your meeting. Do not insult their intelligence.
  • 8) “PYRAMID” is a word you NEVER USE! These schemes are illegal. Reputable Network Marketing companies flee from the notion as if it were fatal, which it is! If someone at a meeting should mention the word under any circumstances, set them straight immediately. 9) Speak about bonuses in a positive way and avoid being negative. For example: Say , “You will receive a 5% bonus based on the sales volume of your GROUP”, rather than, “You make 5% OFF your Distributors when you reach a certain volume of business.” “Receive” is positive. “Make 5% OFF” is negative. The difference is subtle, but important to remember. HOW we say things is almost as important as WHAT we say. 10) The close of any meeting should show those interested in how to become a Distributor. That is why it is so important you stick to the format, it does just that. Give them the facts. Answer their questions. ALWAYS BE HONEST!
  • 11) Give your guests the date, time and location of the next meeting, whatever type it is, and invite them all to come while feeling free to bring a guest or two. 12) During the meeting, STAY FOCUSED. You, and everyone else in the room are there for a specific purpose; to learn more about products that have the potential to make a significant impact on their lives. Like any solid business, there are always new Products, new ways of doing things, exciting news about the future, so stay focused on that alone.
  • Step 6, Give Something of Value
  • We all like getting a gift, no matter how small. With a new Prospect, you have begun by giving them your time, and the benefit of your knowledge. Now go a step further and give them something they can hold, an “Information Packet”, it is free, contains information they will find valuable and... it gives you the opportunity to make an appointment, to stop by, and go over any questions they have.
  • THE FOLLOW-UP APPOINTMENT The first couple of days after your Prospect receives their “Information Packet” they are at their peak of enthusiasm, so it is important to take advantage of this new found excitement and set the follow-up appointment. THE SOONER THE BETTER! Most people, are not ready to commit after just one meeting. You are asking them to make a major decision, and you should not be overly pushy. Talk with them, answer their questions, get back to them when you feel it is prudent, but let them come to their decision on their time schedule, not yours. You should, however, caution them about running around and asking all their friends what they think. If they ask five people, they will get five different opinions, some of which could be negative. Instead, make sure they know you are there to answer any questions they might have. Let them know you think they are bright enough, once they have all the facts, to make this decision on their own. Certainly they should discuss this opportunity with their family, since their involvement is important. But to discuss this with someone down the street is counterproductive. Stop taking polls, move forward with your plan for success!
  • YOUR INFORMATION PACKET Should contain the following: 1) The Distributor Application Form. (Be sure to fill out the bottom sponsor section before you mail it.) 2) Product Order Forms. 3) Product Price List. 4) Marketing Plan Brochure. 5) Product Information Brochure. 6) Your business card.
  • WHY GIVE THEM SOMETHING OF VALUE? 1) It keeps their interest level high. 2) The “Information Packet” will give them important information about our industry and Marketing Plans. 3) It establishes a bond of shared trust. 4) Gives you a logical reason to schedule a follow-up meeting. 5) It is cost effective and it helps you do your job right. STEP 6 sounds easy to do, but that does not mean it is not important. Giving something of value is important! Like everything else we ask you to do, there are solid reasons behind the requests. We are sure you will appreciate progressing with us toward your future goals.
  • Step 7, The Follow-up Let us appeal to your most basic instincts. Always follow-up because IT IS GOOD FOR YOUR BUSINESS! Pick a major expense, like buying a new electrical appliance. When was the last time you bought a refrigerator and got a follow-up call from the fellow who took your money and sold you the machine? Did it ever happen? If it did, you are among the fortunate few. As we have already said, the key to your success is SHARING. You want your Distributors to succeed. You want your Distributors to do ten times better than you. The best way to ensure their success is by FOLLOWING-UP. At the beginning this is crucial. You have a fledgling on your hands that has never flown before. Are you going to walk to the edge of the nest, toss them over and yell “FLY” as they drop? NO!
  • YOU WILL FOLLOW-UP! 1) Follow-up after you give them the “Information Packet”. 2) Follow-up to schedule future talks. 3) Follow-up on their questions. 4) Follow-up to keep them informed about meetings. This may sound time consuming, and it is, but anything worth doing is worth doing right. Your prospect will understand from the beginning the importance of FOLLOW-UP!
  • THE 8 BEST WAYS TO FOLLOW-UP 1) In person whenever possible; 2) Call the day before, to confirm; 3) Wear business attire to your meeting; 4) Have Sales Kits in your car, just in case; 5) Never assume;
  • 6) It is a good idea to inventory and carry with you Executive Sales Kits. You may have a need to supply extra ones to your Distributors. When you are signing up a couple it is a good idea for each to have their own Kit;
  • 7) Use your pocket appointment book to schedule your orientation meeting with your newest Distributor. (This is an exciting moment for both of you, so share the special feeling.) The primary goal of the orientation meeting is to start planning your new partner’s first two home meetings; and 8) Have available all written materials so your new Distributor can start learning about us and our products
  • THE INITIAL FOLLOW-UP MEETING Someone invites you into his or her home. Yes, you both know why you are here, but please do not start talking business right away. Even if this is someone you know, RELAX, ENJOY. If this is your first visit to this person’s home, look around and comment on the decor or any special items like trophies, original paintings, etc. The first time someone invites you into their home be on your best behavior. You will know when it is comfortable to lead the conversation to the purpose of your visit. It will be easy for you to be enthusiastic and positive, if you visualize your Prospect signing the application form and becoming a part of your team. Your spirit will be infectious and add to their excitement.
  • You can ask questions like, “What part of our business interests you most?” “Do you have any specific goals in mind?” Be understanding. If your Prospect raises concerns about this new venture, put them at ease by saying you felt the same way. It is important to BE HONEST. Be understanding from the beginning. It sets the tone for everything that is to come, and it lets your Prospect know, immediately, what your company is all about. When all of your Prospect’s questions have been answered, show them the Distributor Application and Agreement sheet. Ask if they would like to see the Executive Sales Kit, since it represents the key tools for their success. As you walk toward the door, with or without a signature, let your Prospect know how much you are looking forward to working with them and to your next meeting. In the following section, we are going to address the most common concerns you will hear and how best to deal with them.
  • THEY SAY: “I do not have the time.” YOU SAY: “I felt the same way, until I checked my priorities and realized the things I was spending time on weren’t taking me where I wanted to be five years down the road. I wanted more, a lot more, and wanted it badly enough to give it the extra 10 to 12 hours a week it would take to run my own business.”
  • THEY SAY: “Who sells the Products?” YOU SAY: “All of us. Everyone has involvement in the development of new customers.”
  • THEY SAY: “I can’t sell anything.” YOU SAY: “I used to feel the same way, until I began telling people about Your company Products.”
  • THEY SAY: “I do not know very many people.” YOU SAY: You do not have to. That is the great part about this business. You may know only a few people, but one of them might know hundreds! Your barber for example: You think he might know a few folks? Do not worry about whom you know or do not know. Expand your vision and look around. Make a list.”
  • THEY SAY: “I do not think it is for me (For us).” YOU SAY: “Confession time. I did not pick your name out of a hat. I thought about you, a lot. I know the kind of person you are, that you enjoy helping people. This lets you do both and make money at the same time. Do you have a problem with being nice and getting paid for it?”
  • THEY SAY: “I do not like to impose on my friends.” YOU SAY: “Nor do I. I surely did not feel that way when my sponsor first approached me. I felt he was doing me a favor by telling me about Your company He did not try to sell me anything and I hope you do not think I am trying to sell you something now. I went to the meetings, as you are doing, and asked for more information. If I am imposing on you, please let me know. Sharing information about Your company is an essential ingredient towards our mutual success.”
  • POSSIBLE RESULTS 1) You sign up your Prospect. 2) If your Prospect still wants more information about Your company send them all the information they need to make an informed decision about your company. 3) Your Prospect does not want to become a Distributor, but does like your Products. There is nothing wrong with that. You will have some products with you and you can make your first sale immediately. Keep in touch with your new Customers. Tell them about any new products Your company is introducing, and ones they should try. 4) You strike out. Your Prospect does not want to be a Distributor, nor wants any of your Products. Have you wasted your time? No. You can still ask if they know someone who has interest in hearing what they just heard. If you get just one solid lead, you have not wasted even one minute of your time. If you were friends with your Prospect before, your relationship will not change. If you barely knew each other, now you know each other a little better. Things change. People change. You never know. A year could pass. Your Prospect saw you driving a Ford and now you are behind the wheel of a black diamond mercedes. They can see you must be doing something right, and if it works for you, why not for them? You should look upon every presentation as an alarm clock left ticking inside someone’s head. Some may never ring, but many others will.
  • SIGNING UP YOUR PROSPECT 1) Help them fill out the Distributor Application and Agreement form. 2) Get an EXECUTIVE SALES KIT into their hands immediately! This is a prime reason for you to carry extra kits in your car. Having the new Distributor hold his very own kit is a tremendous psychological boost. It will really make them feel like a part of your team. 3) Use your appointment book to schedule your Personal Orientation Meeting promptly. The sooner your new Distributor has this basic information, the sooner they can get started building their own business, and that is what it is all about. If they have time for this session now, go for it! As excited as they might be, caution your new partner to hold off on approaching his Prospects until after they’ve had their orientation.
  • 4) Go over the Training Program as outlined in this book. This is a good time to show them the quality publication that the EXECUTIVE SALES KIT is. Yes, it is a small point, but it gives them another reference point about us, you, and now them. 5) Get them started on STEP 1 and STEP 3. Also having them create a list of reasons for starting their own business and a list of their own Prospects is essential.
  • THE ORIENTATION MEETING Set this up immediately. It is a one-on-one session. Make it clear to them that this meeting is for the sole purpose of learning the Business Presentation for their Prospects. It is their special, individual introduction to becoming a Distributor. It will teach them how to: 1) Effectively approach their Prospects. 2) Invite Prospects to upcoming meetings. 3) Become a successful Sponsor. 4) Identify those who have the potential to become their key people in building their business. If you have signed on a married couple, wait until you can train both of them at their home together.
  • WHY ONE-ON-ONE? One-On-One meetings with a new Distributor are important for both of you. This type of dual commitment will: 1 Help establish a closer working relationship between the two of you. NEVER FORGET! What you are now doing with your new Distributor is exactly what they will soon be doing themselves, so it is important you establish the proper guidelines from the beginning; 2 Allow your new Distributor(s) to feel more comfortable in their home setting; relaxed enough to ask questions they might feel uncomfortable asking in a group; 3 Permit the orientation process to be completed in one session, as opposed to two or three. Both of you must be willing to make this time commitment since it is to your mutual benefit; and 4 Employ one main key to any successful business; the personal touch. You let your new Distributor know just how important they are to you, so they can do the same when it is their turn.
  • THE ORIENTATION FORMAT A properly planned Orientation Meeting will take about an hour and a half. Follow the steps outlined below and they will guide you through the most effective way to make this key presentation. 1) Q and A. Find out if your new Distributor still has any areas of uncertainty and eliminate those first. 2) Go through the Information Packet together. 3) If this meeting takes place a day or so after you signed them up, find out if they have completed their reasons for wanting their own business and if they have begun work on their Prospect List. If they have done that, congratulate them. If not, ask them why?
  • 4) Go over their Prospect list and discuss the best way to approach each person on it. 5) Review the basic Business Tools they will need. Product Executive Sales Kits Information Packs Brochures Office materials, etc.
  • 6) Go over the easiest ways to invite Prospects to upcoming meetings; how to make them want to attend. 7) Set up your new Distributors first two home meetings within the next couple of weeks. If the timing of these home meetings is inconvenient for the Distributor, then invite them to future meetings, regardless of the type. This will keep them in touch and will help them continue the learning process. 8) When you do set the dates for these two home meetings, show your new associate the section in this book that lays out the foundation for holding successful Home Meetings.
  • THINGS TO REMEMBER Give your new Distributor our list of telephone and fax contact numbers so they can instantly communicate with the National Office and Distribution Centers. Your company has established the most sophisticated communications network available anywhere. This process speeds order processing and eliminates wasted time. Explain the setup to your recruit and show them how to make use of this electronic marvel. BE THERE TO SUPPORT THEM at the first couple of orientation meetings they hold when they sign up new Distributors. It will strengthen the working bond between you, and let them know you are still vital in their ongoing progress. The Orientation Meeting is a necessity despite the professional background of your new Distributor. They might know everything there is to know about their business, but they will know very little about ours. This is true even if they are familiar with other MLM companies. Finally, if your business is growing slower than you expected, it may be time to review your FOLLOW-UP techniques. Ongoing contact with your people is vital to the success of building your DOWNLINE and Distributor network. You were willing to put out a committed effort when you worked for someone else, does not your own business deserve the same, or even more?
  • Step 8, Building Your Organization
  • Professional managers constantly work at improving the amount of knowledge and skills they possess. Being a company Distributor, is not incredibly complex and does not require a Ph.D. It requires a sincere effort, if you plan to make your dreams come true. The cornerstone of any successful enterprise or business venture is a solid well thought out business plan. This is how one is made:
  • PHASE 1 Within the first two months of becoming a Distributor, you probably can identify the three leaders in three separate Legs of your DOWNLINE Organization. They will stand out like beacons, dedicated to performing everything right. You will know them when you see them. It is possible that one or two of these Leaders are not on your First Level; that is, people you Sponsored. They might be on your Second or Third Level. This does not matter. They are still Leaders, the type of individuals you need to continue building your Network effectively.
  • PHASE 2 Help these first three Leaders identify the three people in their respective Legs that they feel have leadership potential.
  • PHASE 3 Take the next step and have the people identified in Phase 2 above select the three individuals they feel have leadership qualities. Why? What is the purpose behind all this leadership business? DEPTH & WIDTH If you looked at the section about TERMS, you know what DEPTH and WIDTH mean. If you did not, do it now, then RETURN to this section. Success and Financial Security come with Width and Depth. Both are basic ingredients in working with the Leaders in your DOWNLINE Organization. COMBINE WIDTH & DEPTH and you have SUCCESS & FINANCIAL SECURITY! ACTIVELY HELP your personally sponsored Distributors sponsor their front line quickly, then continue the process down the line. This allows you to begin growing each leg of your organizational structure as quickly and efficiently as possible. It makes sense to concentrate your efforts on your established and emerging Leaders.They represent the key to your success and as such, merit as much of your time and effort as possible.
  • WHO AND WHAT IS A LEADER? A Leader is one who can inspire others into action. An Individual who can learn from one with proven leadership, and see the value of it, can pass that knowledge on to others effectively. A LEADER: 1) Uses and enjoys Your company products regularly. 2) Maintains and Develops an ever growing base of retail Customers. 3) Knows the Product Line. 4) Understands the Marketing Plan.
  • 5) Maintains an active Prospect List. 6) Trains his DOWNLINE properly. 7) Promotes and Attends business building functions.
  • 8) Maintains a high level of communication. 9) Attends and Gives regular business presentations. 10)Dresses properly for all business functions and is punctual.
  • 11)Stays in frequent contact with UP-LINE Leaders. 12)Continues working to improve his/her skills. 13)Sets a dynamic example for others.
  • 14)Is well organized, plans ahead. 15)Has a systematic plan, follows it. 16)Helps others develop Leadership skills. A real Leader’s primary obligation to his/her group is to succeed! They do this by setting a dynamic example through their own work ethic and team spirit. You can encourage this essential element by helping your DOWNLINE Distributors develop their own leadership qualities. A good way to do this is by delegating certain responsibilities to them, so they won’t come to depend on you for everything. You want your eagles to soar as quickly as possible.
  • MOMENTUM It is easier to grow quickly than it is to do so slowly. The reason is simple. When you develop momentum, Prospects turn into Distributors quickly and you generate more excitement. Think of any successful professional sports franchise; The Pittsburgh Steelers of the 70’s, the San Francisco 49’ers of the 80’s the Boston Celtics over the decades etc. What did they all have in common? A strong front office organization off the field and lots of positive momentum on the field. You cannot have one without the other.The mere fact that you are reading this says a great deal about your ambition. You have taken the first steps toward achieving something very few people ever do. Financial independence on your terms. Now it is up to you. The first push against anything heavy is the toughest, but once you get the object moving, the rest is easy.
  • BUILDING MOMENTUM Focus your energy on activities that will increase your business. Concentrate on working with your DOWNLINE people and get them motivated. Work with any of your front line Distributors that is not building their own businesses as quickly as they should. Find out what the problems are and be ready to assist in their solution. End every home meeting by setting a date for the next one. Be aware of any activities in your area that will help generate ongoing excitement, and thus help you keep the momentum going. We are talking about Center Meetings, UP-LINE Business Presentations, Training sessions, etc. You should attend, and you should encourage your Distributors to attend as well.
  • GROWTH INDICATORS You know you are doing it right when you see growth indicators including:
  • (1) TOOL USE Active use of business tools such as our INFORMATION PACKETS and EXECUTIVE SALES KITS is a sure sign that your business is expanding at a healthy clip. These devices have been designed to produce maximum results. Ongoing usage should be music to your ears!
  • (2) SPONSORING NEW DISTRIBUTORS As you understand by now, your business grows by signing up new Distributors, and then getting them properly on track to do the same thing. This will generate increased sales, which in turn creates more excitement and an ever expanding DOWNLINE. The outcome is the sponsorship of new Distributors. Their proper training and motivation means additional earnings in your pocket as well as theirs.
  • (3) HAVING HOME MEETINGS Here again, you will get the best results when you set the proper example. If you hold regular home meetings, your Distributors will see they work. That will encourage them to do the same. The more home meetings they have, the faster their business will grow, and you know what that means for you.
  • (4) ATTENDANCE AT BUSINESS MEETINGS The momentum we spoke about before will generate strong attendance of your DOWNLINE to all company Business Meetings. This is where new ideas and improvements are talked about. More excitement is generated when your Distributors attend these functions. Be aware of the above four Growth Indicators and if you see any one of them not present in your organization, do something about it, QUICKLY!
  • SELLING THE PRODUCTS There are two types of consumers in our business. Wholesale (Distributors), and Retail (Customers). While building your Organization is exciting, the principle focus is on selling the Products. Achieving sales is vital to increased income, but it cannot come at the expense of neglecting DOWNLINE growth. The last thing you want to see is one of your Distributors that is concentrating all their efforts on sales, and totally neglecting DOWNLINE expansion. Most people are not comfortable with trying to sell anything, and that is fine. These are the folks who are going to be your Customers. Customers are one foundation for your business and the other is your Distributors. They go hand-in-hand and ignoring either one will hurt your growth. To avoid the unhappy situation of a Distributor locked into only selling and not expanding their network, it is important that their first exposure to our industry be a full-blown Business Presentation. This will clearly define their goals and set them on the right track.
  • RETAILING GUIDELINES If there is not any interest by a prospect in becoming a Distributor then turn them into a customer. Here are a few ways to do that: Refer them to the website. Ask when you should check back with them. Give them one of your business cards so they can easily contact you. Keep your new Customer aware of the introduction of any new product or service. While Your company intends to introduce both on an ongoing basis, we will do so only after the most careful research and development. When Your company introduces a new product this represents a perfect opportunity to tell all your customers and generate new sales. Invite your customers to attend any presentation where these new items will be introduced and talked about and sampled.
  • LINES OF COMMUNICATION There is no substitute for communication with all of your people. It builds unity, and shows interest. Here are some good ways to link those communication chains and keep them strong.
  • THE TELEPHONE Reach out and touch someone, often. UP-LINE, your front line Distributors, Leaders, DOWNLINE troops. Let them know you care and that you are there for them. Be friendly, but maintain your business posture.
  • WEBSITE / EMAIL Staying in regular contact with the DOWNLINE Leaders you do not see very often is important. There is nothing like an “Atta Boy” for a job well done, or a personal goal reached. Your DOWNLINE leaders love the attention. Since it is in writing, it will allow them the ego-building device of showing it to their friends and family. Effective use of notes can be a very good tool in keeping your DOWNLINE people in close touch and happy. One last thing. There is a law that states: PROBLEMS GO UP-LINE, NOT DOWNLINE. You control the lines of communication DOWNLINE, so keep them active, open and ongoing!
  • GROUP IDENTITY A strong bond creates unity within the group. It is up to you and your UP-LINE to schedule regular meetings that will accomplish this important goal.
  • UNITY MEETINGS Ask your Sponsor or UP-LINE Leader to help you put together your first Unity Meeting. You should have one of these when your own DOWNLINE has a strong group of Distributors you want to bring together for motivational purposes. If you cannot get your UP-LINE Leader to attend, contact them for advice and guidance.
  • WHO RUNS THE UNITY MEETING? Ideally, it will be one of your UP-LINE Leaders, but if they can not be there, you do it, with their advice and suggestions.
  • WHY HAVE UNITY MEETINGS? There is nothing quite as effective as the efforts of a well-organized team in building organizations. Your team members will see how important this idea is and use it themselves Following is an AGENDA FOR A SUCCESSFUL MEETING
  • 1) Purpose of the meeting. Develop Teamwork. Build Unity. 2) Why is Unity important? Builds momentum rapidly. Rapid growth with less effort. Effective use of time. Sets a good example for DOWNLINE. Identification. Some of your Prospects may feel more comfortable with another Distributor in the group. The Team will make it easier for each of them to sponsor a wider variety of individuals.
  • 3) Describe available UP-LINE support. Business Meetings. Where and when. Business Building Tools. Training Meetings. Where and when. 4) Our Common Goals - Financial Independence.
  • 5) Commitments. Regular attendance at all functions. Attitude. Build Group Unity. Ongoing Communications. 6) Set the date for the next meeting. 7) Summarize meeting. Have a questions and answers session.
  • HOW IMPORTANT IS TEAMWORK? Pick a top pro athlete. Any one, any sport. What chance would he have against a team? Dumb question, right? Right. A team has strength. A team works as a unit. A well-trained team will beat any group of uncaring individuals.
  • TRAINING MEETINGS Help you build teamwork, team spirit. Hold them regularly.
  • POT-LUCK Great way to build friendship among your group. Everybody pitches in and they all share in each other’s efforts, which is exactly what building a strong organization is all about. Sure, you can talk some business here, but leave lots of time FOR FUN!
  • LEADERSHIP MEETINGS These are exactly what the term implies. This is an excellent way for UP-LINE Leaders to recognize, and openly congratulate high achievers. To qualify, specific business levels must be attainable. This is another excellent way to build momentum, unity and team spirit.
  • BUSINESS MEETINGS These very important meetings are highly deserving of your time and efforts. You should: Get the word out through the phone, FAX, or email. Get your new Distributors to attend often. This helps build unity and increase the level of their commitment. Go over the agenda with your top Leaders. Get their comments so that they feel part of the team; It improves trust, increases respect and builds unity. Use these meetings to recognize outstanding achievement by any member of your DOWNLINE. Be aware that group functions promote friendships among the Leaders, which is fundamental to growth of the entire network. Understand it is your responsibility to build and develop your DOWNLINE, and that Business Meetings are an excellent way to do that. If you need help putting one together, look to your UP-LINE.
  • If you find you have a Distributor, or even a group of Distributors in your network that tend to isolate themselves from the group, find out why. Make them aware of the benefits of teamwork. This type of individual, or group of individuals, can set the wrong tone for everyone else. If you cannot solve the problem, find another active Leader in that Leg of your DOWNLINE and work with them, but do not lose the tie with this Leg. Work in Depth and include the whole group in all UP-LINE activities.
  • HOW TO CHART YOUR ORGANIZATION Simple at the beginning. A square with your name in it and lines radiating out to your front line Distributors. Lines from them to their people, and so on. As your organization grows, there will be people coming aboard you do not know about, this is why it is so important that you stay in touch with your UP-LINE Managers. They will keep you informed about your Network.
  • KEEP AN ACTIVE & CURRENT ADDRESS FILE We do not care how you do it, BUT DO IT! Use a Rolodex, card file or a computer which ever works best for you. List each Distributorship including Sponsor and Leg, which will help you to identify each of your Distributor’s exact locations in your organization. This is important because: A) Accurate records mean good communication; B) It will help you follow the growth of your organization and thus see where Leadership is developing, and that will guide your future work efforts; C) These charts are good tools for Training Meetings and strong visual aids for helping increase motivation; and D) They set a good example for your DOWNLINE.
  • IMPORTANT ADVISORY! All new Distributor Applications must be in the MAIL TO THE COMPANY AS SOON AS POSSIBLE! Their names are keyed into our computer data base and thus receive all future mailings.
  • LONG DISTANCE SPONSORING The most effective way to help a Prospect, no matter how far away they might live from you, is in person. You should plan spending three to five days with them and cover the following:
  • 1) Two Presentations in your Prospect’s home with at least five of their Prospects attending at each session. If two meetings aren’t practical, then one with the 10 Prospects present. 2) Make and follow through with appointments made with their Prospects. 3) Attend the New Distributor’s Personal Orientation Meeting with their new Distributors.
  • 4) Hold individual training with your new Distributor. 5) Hold a Group Training Meeting with the new Distributors.
  • REMEMBER TO Bring enough Executive Sales Kits, Information Packets and Products. Keep in close touch through: 1) Letters; 2) Telephone Calls; 3) FAX; and email 4) Personal visits when possible. Have a New Distributor Orientation Meeting. If that is not practical, then do it over the phone, but make it clear to your new Distributor that they MUST conduct their front line orientation meetings regularly. NO EXCEPTIONS! Teach them the Business Plan and make sure they have a copy of the EXECUTIVE SALES KIT. Get them independent immediately! Encourage them to have their own Home Meetings, build teamwork and spirit of unity among their DOWNLINE people; JUST LIKE you are DOING! Your UP-LINE will give you as much help as possible with your out of town Distributors, but it is your responsibility to train them and to keep in touch. Maintain strong communication ties. Keep them informed. Help them in every way possible to develop their DOWNLINE.
  • KEEPING IT TOGETHER It is not as difficult as you might be thinking. What it boils down to is: Continue what you have started. Repeat the key steps with new people. Teach them Proper Work Habits. Be Consistent with them. Stay in touch. Your responsibility is to recognize people within your DOWNLINE who have natural leadership abilities.
  • STEP 9, CHARTING YOUR PROGRESS
  • The monthly evaluation of your business is a very exciting moment. This tells you exactly where you are, and how you are doing. It helps you set new goals for next month. Your goal is to see a steady, upward climbing line, not dramatic peaks and valleys. You are building YOUR BUSINESS. The 10 Steps will be your consistent guide to achieving your goals.
  • MONTHLY BUSINESS GOALS See how you did the previous month, set new standards for the current and subsequent months. Your Sponsor and UP-LINE will help you set the realistic plateaus that you should strive to attain. Please, be realistic. Do not set your goals so high that they guarantee failure. You know what you are capable of and what it takes to get there. Take each step with the great care it deserves.
  • SETTING YOUR MONTHLY GOALS Begin by talking with your UP-LINE and Sponsor. Then review your previous month’s performance and evaluate your key people. Now begin setting your next month’s goals. 1) How many new Distributors do I want to sponsor by the end of next month? 2) How many Business Presentations will I either attend or give next month?
  • 3) How many Training Meetings will I either give and/or attend in my DOWNLINE? 4) How many hours can I devote to reading books that will help me continue building a strong, Positive Attitude?
  • CHECKING YOUR PROGRESS Every month, you will receive your personal computer printout from Your company with a complete financial profile of your organization. This is an extremely valuable tool, if you use it properly. Here are some ways to accomplish that: Proper use of your monthly printout will be a big help in letting you chart your business course for the upcoming month, and the months that follow. Each month when your printout arrives, will be a truly exciting moment. Seeing those numbers in black and white with your name at the top is a rush, believe it. There it is. Your organization. Your efforts. All YOURS! The best part is, each month the printouts will get longer, have more names and numbers, the sum of which represents how much money you made that month. Making those names and numbers continually grow will become so exciting for you that everything discussed so far will become a living part of your life. YOU CAN DO IT! IT WILL HAPPEN!
  • Step 10, Effective Teaching Techniques
  • Every Leader in your Organization MUST UNDERSTAND THE TEN STEPS and be able to teach them effectively to their groups. Therefore STEP TEN is teaching the TEN Steps. We cannot emphasize this strongly enough. You have to teach the Steps to your Leaders, then MAKE SURE they are passing this vital information along to their people. Ongoing attendance at their Training Meetings assures the successful implementation of the Business Plan. A rock solid organization rests on the firm foundation of CONSISTENCY. Learn it properly and pass that on to your Leaders. They pass it on to theirs and so on. ONE FORMAT, ONE WAY OF DOING THINGS!
  • HOW DO YOU LEARN TO TEACH THE 10 STEPS? 1) By faithful attendance at Training Meetings; 2) By recording these meetings, or taking notes; 3) By talking as often as you can with your UP-LINE and Sponsor on an informal basis, and listening for new information on how to build your business; and 4) By USING THIS BOOK!
  • BECOME A BUSINESS EXPERT How quickly you succeed, how effectively you grow, how dynamic your DOWNLINE becomes, all depends on you. Teach the 10 Steps effectively, make sure your people do the same, and you have taken a major step in ensuring your success!
  • REVIEW Review the “10 STEPS” regularly and ask yourself, which ones are your strong and weak points. Then work on those until you are as strong as possible on all ten. You will increase your success rate by: 1) TAKING CHARGE during the first 30 days of your business; 2) SETTING FIRM GOALS and PLANNING how to reach them; 3) INVESTING in the TOOLS you will need; 4) INVITING your best Prospects to a Business Presentation right away; 5) ATTENDING Seminars, Meetings, etc; and 6) BELIEVING IN YOURSELF!
  • These steps are your ROAD MAP TO SUCCESS. Understand them. Use them. Follow them. Teach them and you will succeed. Know them well enough that when you are talking with new Prospects, be able to say, “ ...And the next step is” and knows what it is. MAKE THEM YOURS!
  • THE PAPERWORK We can hear some of you now. Ugh, paperwork! Let us talk with that group for just a brief moment. First, there is not that much. Second, you must keep accurate records of your business, and third, doing it properly will ensure that your bonus checks are on time. Moan and groan all you want about doing paperwork, until you get to the last point, then see how much easier it becomes. Registrations of all Distributorships are under the Sponsor’s name and printed on the form.
  • When filling out your paperwork, remember: 1) PRINT CLEARLY on all forms; 2) INCOMPLETE or ILLEGIBLE applications will slow the processing function; 3) All information MUST BE ACCURATE; 4) All copies MUST BE PROPERLY DISBURSED to the right Distributors and places; 5) DO NOT PASS APPLICATIONS UP-LINE for mailing; and 6) IMMEDIATELY MAIL completed applications to our home office for prompt entry into the computer database.
  • NON HUSBAND & WIFE PARTNERSHIPS Both of you must understand this will require a total and continuous commitment from both sides. Do not look upon this as a 50/50 deal. Like a solid marriage, each must be willing to give more than their share to become and then stay successful. You must understand that should problems arise, you cannot split your DOWNLINE as if it was community property. One of you must be either willing to walk away, or buy out the other partner, so before entering into this type of business relationship, give it both serious thought and consideration. May we suggest the following possibility. If two unmarried individuals want to work together, it is better if one sponsors the other and then helps them build their business separately.
  • GETTING YOUR OFFICE TOGETHER Using your home as an office may qualify as a tax deduction if you use that part of your home for no other purpose and as your primary place of conducting business. Keep this inflexible IRS mandate clearly in mind when setting up yours. Here are some basic steps to follow: 1) Keep ACCURATE records of all business expenses; 2) Keep a business calendar for appointments; 3) Open a separate checking account; 4) Maintain some type of filing system to keep current records on all your people; 5) Two card files. One for Prospects, one for your Retail Customers; and 6) Set up either a file or folder system for each of your Distributors where you can keep all correspondence from those individuals.
  • The hard part of the MLM business is now complete. That is, your decision to take part in the industry with Your company, and we congratulate you for that FIRST STEP. We will give you total support in your efforts to build your own, highly successful business.
  • WHAT YOU CAN EXPECT FROM US? Number One, GROWTH. Yours and ours. To achieve that, we will continue developing state of the art products. If you make money, we do too. We will provide you with everything you need to succeed and it is still up to you to make the best use of Your company wide selection of tools.
  • The company also provides ongoing: Training Materials Product Literature Product Samples Advertising Materials Newsletters Monthly Sales Reports Assistance as Requested
  • WHAT WE EXPECT FROM YOU If one word can sum it up, it is COMMITMENT. We care for your success and well being. Everything we do aims to further enhance those two goals. We expect you to give us your best effort. We expect you to know what we stand for, know our products and share their benefits with others. We expect you to set a strong dynamic example, teach others to do the same, follow our Training System Format and make others in your organization do the same. We expect you to be honest at all times in dealings with your Distributors, Upline, the company, your customers and the general public.
  • Remember our motto... YOUR SUCCESS IS OUR SUCCESS

C Options Black Belt Training For Distributors C Options Black Belt Training For Distributors Presentation Transcript

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  • Step 1: The 7 Stages to MLM Success Step 2: Commitment Step 3: Selecting Your Distributors Step 4: Prospect, Qualify, Invite Step 5: Successful Meetings Step 6: Give Something of Value Step 7: The Follow-up Step 8: Building Your Organization Step 9: Charting Your Progress Step 10: Effective Teaching Techniques
    • Slide used for padding to match slide # with sound file number
  • The 7 Stages to MLM Success Step 1:
  • Step 1: The 7 Stages to MLM Success Dream Stage 1 -
  • Step 1: The 7 Stages to MLM Success Believe Stage 2 -
  • Step 1: The 7 Stages to MLM Success Set the date write it down Stage 3 -
  • Step 1: The 7 Stages to MLM Success Plan Stage 4 -
  • Step 1: The 7 Stages to MLM Success Want It Stage 5 -
  • Step 1: The 7 Stages to MLM Success Do it Now Stage 6 -
  • Step 1: The 7 Stages to MLM Success Achievement Stage 7 -
  • Commitment Step 2:
    • Here are the four key
    • areas to which you must
    • be willing to commit:
    • Products
    • The tools of your trade
    • Time Commitment
    • Learning
    Step 2: Commitment
  • Products: The best and most efficient way to become familiar with your line of concentrated products is to use them! It will be infinitely easier for you to sell a series of products if you know their benefits. Step 2: Commitment The Four Key Areas of Commitment
  • Step 2: Commitment
    • The Tools of Your Trade
    • Cassette tapes or CD’s
    • Brief case
    • Business Cards & Stationary
    • A telephone answering machine
    • A file box and 3” by 5” index cards
    • Portable, dry erase board
    • Product samples
    • Executive Sales Kits
    • Week-Per-Page, Timer calendar
    • Pocket Appointment Dairy
    The Four Key Areas of Commitment:
    • Time Commitment
    • SETTING AND WRITING GOALS
    • Work out a Business Plan.
    • Study business building tools.
    • Follow through on your Prospects
    • Send newsletters, correspondence; encourage your Distributors
    • Travel to out of town meetings. What’s your level of commitment. How far are you willing to drive?
    • Keep in contact with your Prospects and your Customers
    • Hold and Attend weekly Training Meetings
    • Host Potluck’s
    • Attend and Assist at Seminars
    Step 2: Commitment The Four Key Areas of Commitment:
  • Knowledge about your companies products and services will benefit everyone involved in the selling process. Step 2: Commitment The Four Key Areas of Commitment Learning Do not be afraid to ask questions We are here to help
  • Selecting Your Distributors Step 3:
    • It is an organized way to begin
    • It becomes a tool, which saves you the chore of memorizing the names
    • It will inspire you Distributors to do the same
    • It simplifies your selection process
    Step 3: Selecting Your Associates We suggest you make a written list of them because…
    • Ambitious
    • Determined
    • Conducive Personality
    • Open Minded
    • Self-Confident
    • Self-Motivated
    • Positive Attitude
    • Enthusiastic
    • Successful
    • Good listener
    • Active community life
    • Desire to be self-employed
    • Hard worker
    Step 3: Selecting Your Associates Qualifications for the Selection Process
  • Never prejudge any of your prospects Step 3: Selecting Your Associates You must allow your prospects the freedom to make their own decisions about becoming a Distributor
  • Start writing down the names of everyone you know Step 3: Selecting Your Associates Who Do You Know? Now … ORGANIZE IT!!!
    • Family
    • Friends
    • Associates
    • Service people
    • Where you shop
    • Even your hairdresser!
  • Step 3: Selecting Your Associates Get a 3 by 5 index file box and cards. Beginning with the last name first, write the prospect’s name at the top then add all the following: Spouse’s complete name
  • Get a 3 by 5 index file box and cards. Beginning with the last name first, write the prospect’s name at the top then add all the following: Home & business phone Step 3: Selecting Your Associates
  • Step 3: Selecting Your Associates Get a 3 by 5 index file box and cards. Beginning with the last name first, write the prospect’s name at the top then add all the following: Address with zip code
  • Step 3: Selecting Your Associates Get a 3 by 5 index file box and cards. Beginning with the last name first, write the prospect’s name at the top then add all the following: Date you first talked with prospect
  • Step 3: Selecting Your Associates Get a 3 by 5 index file box and cards. Beginning with the last name first, write the prospect’s name at the top then add all the following: Date prospect attended first meeting
  • Step 3: Selecting Your Associates Get a 3 by 5 index file box and cards. Beginning with the last name first, write the prospect’s name at the top then add all the following: Date & outcomes of follow through
  • Step 3: Selecting Your Associates Get a 3 by 5 index file box and cards. Beginning with the last name first, write the prospect’s name at the top then add all the following: Prospect dreams and goals
  • Step 3: Selecting Your Associates Get a 3 by 5 index file box and cards. Beginning with the last name first, write the prospect’s name at the top then add all the following: Why your company would be attractive to them
  • Step 3: Selecting Your Associates Get a 3 by 5 index file box and cards. Beginning with the last name first, write the prospect’s name at the top then add all the following: Birthdays
  • Step 3: Selecting Your Associates Get a 3 by 5 index file box and cards. Beginning with the last name first, write the prospect’s name at the top then add all the following: Name of pets
  • Step 3: Selecting Your Associates Get a 3 by 5 index file box and cards. Beginning with the last name first, write the prospect’s name at the top then add all the following: Favorite sports team
  • Step 3: Selecting Your Associates Get a 3 by 5 index file box and cards. Beginning with the last name first, write the prospect’s name at the top then add all the following
    • Anything else you think of to give as complete a picture as possible
      • Children’s names
      • Anniversary date
      • Interests
      • Hobbies
    Your file should always be dynamic, never static
  • Prospect, Qualify, Invite Step 4:
    • Talk to the prospect. See everyone as a potential business partner.
    • Think about your conversation; what was said and, how it was said.
    Step 4: Prospect, Qualify, Invite How do you determine if your prospect will wind up being a retail customer or Distributor?
    • Pay attention to the feedback you receive from your prospect. Are the comments positive buying signals or are they strictly Customer related comments?
    • Study your prospect’s ability to relate with other people in many different situations.
    Step 4: Prospect, Qualify, Invite
    • The Invitation - Sound simple?
    • Well, it is, if you do it right:
    • Dress well.
    • Know who you will be meeting, think about this person’s needs and wants and then PLAN your approach.
    Step 4: Prospect, Qualify, Invite
    • Understand the key elements of your Business Plan.
    • Prepare to follow through.
    Step 4: Prospect, Qualify, Invite
    • Pre-Plan
    • Attitude
    • Excitement
    • Get to the Point
    Step 4: Prospect, Qualify, Invite The Approach There are some basics you should mentally prepare for on this first session, and the ones that follow.
  • Confirmation: Reconfirm the exact time and place with your prospect before they leave your initial encounter and then again before the actual meeting. Step 4: Prospect, Qualify, Invite
  • Having Successful Meetings Step 5:
  • The more people you have, the more excitement will be generated. A lot depends on how well you run these initial meetings; TAKE THE TIME AND EFFORT TO DO THEM RIGHT! Step 5: How To Have Successful Meetings You always want well attended meetings
    • Designated Areas
    • Dress
    • Presentation
    • Seating
    Step 5: How To Have Successful Meetings Teamwork
    • Smoking & Drinking
    • T.V. & Phones
    • Etiquette
    • Children & Pets
    • Getting the Show on the Road
    Step 5: How To Have Successful Meetings
    • Introductions
    • Length of Meeting
    • Here are some guidelines for the speaker that will help him stay within that time limit
    Step 5: How To Have Successful Meetings
    • Guidelines for the speaker –
    • The speaker acknowledges his introductions and then he lays out the meeting format, which is
    • Product Presentation
    • Product Sampling
    • Marketing Program
    Step 5: How to have Successful Meetings
  • The speaker then begins the companies Products Presentation, describing them and their benefits. Step 5: How to have Successful Meetings Guidelines for the speaker
  • The speaker now presents the Business portion of the meeting, which covers the companies Marketing Program and its Compensation Program. Step 5: How to have Successful Meetings Guidelines for the speaker
    • Retail
    • Catalog
    • Direct Sales
    • Network Marketing
    Step 5: How to have Successful Meetings The Marketing Program There are four marketing methods
  • Step 5: How to have Successful Meetings The speaker explains the basic formula of MLM, which is the establishment of multiple outlets through Independent distributors, some of whom are in the room right now. The speaker might give a classic example of the independent outlet by referring to a group of soft drink vending machines as a single outlet. The individual income generated by each machine may not be very impressive, but when you factor in hundreds of thousands of machines spread across the country, well, ask Coke or Pepsi about that. The Marketing Program
  • Using the board, the speaker draws an “MLM TREE,” showing the branches, explaining the meanings of the basic terminology. Step 5: How to have Successful Meetings The Marketing Program
  • Step 5: How to have Successful Meetings The speaker explains the unique advantages of Network Marketing offered by your company they are
    • Excellent Products
    • Small cost of start-up
    • Excellent Income Potential
    • National & International Markets
    • You are the Boss
    • Flexible Hours
    • Full Training & Support
    • Compulsively Consumable Products
    • Significant Business Tax Advantages
    The Marketing Program
  • The speaker then explains your company's philosophy and product line. This portion of the program will clearly position your company as having a unique position and marketing strategy, both of which set it far apart from other Network Marketing companies. Step 5: How to have Successful Meetings The Marketing Program
  • Step 5: How to have Successful Meetings The income and bonus plans are reviewed. They are really exciting and should inspire everyone in the room. The Marketing Program
  • The speaker then shares his/her own success story. Step 5: How to have Successful Meetings The Marketing Program
  • Step 5: How to have Successful Meetings The speaker then opens the floor to questions.
  • The speaker will conclude the meeting by sharing with the guests how each of them can build their own businesses and thus become a key part of this exciting new world. Step 5: How to have Successful Meetings
  • Step 5: How to have Successful Meetings How to Get Started Commitment Why?
    • Reasons for being in a Network Marketing Business
    • Tell them how your business will benefit them.
    • Have your guest write
    • a LIST OF NAMES
    • The next item will be
    • TOOLS this includes:
    • Executive Sales Kits
    • Information Packets
    • Brochures
    • Product Information
    Step 5: How to have Successful Meetings How to get started!
    • How to get started!
    • “ 2 Home Meetings”
    • You will be there to support them
    • Synergy = Teamwork
    • You arrange the date and time for the next meeting
    • Look professional
    Step 5: How to have Successful Meetings Schedule a meeting to come by and pick it up Remember, you are in control
    • Get ideas and tips from your Sponsor and Up-line.
    • Record your first two meetings.
    • Take notes. Practice your delivery in front of a mirror or in front of family or friends.
    • Be ready to make the presentation by your third meeting
    • Be creative, but stick to the format
    • Remember, your Sponsor and UP-LINE are only a call away
    Step 5: How to have Successful Meetings
    • Types of Meetings
    • In your home
    • In the home of your DOWN-LINE Distributor
    • In the home of your UP-LINE
    • CENTER MEETINGS
    Step 5: How to have Successful Meetings
    • Doing it Right
    • If your UP-LINE does not hold Center Meetings, you should establish regular weekly meetings for your DOWNLINE.
    • Always be: Positive, Enthusiastic and Honest!
    • Ask for questions at any point in the meeting.
    • Have people raise their hands before asking questions.
    Step 5: How to have Successful Meetings
    • Doing it Right
    • Promote your company upon the basis of the Marketing Plan.
    • Do not quote figures that are inaccurate.
    • When you refer to income potential, KEEP THE NUMBERS REALISTIC!
    Step 5: How to have Successful Meetings
    • Doing it Right
    • “ PYRAMID” is word you NEVER USE!
    • Speak about bonuses in a positive way and avoid being negative.
    • The close of any meeting should be to show those interested how to become a Distributor.
    Step 5: How to have Successful Meetings
    • Doing it Right
    • Give your guests the date, time and location of the next meeting, and have them bring a guest or two.
    • During the meeting stay FOCUSED. What is the purpose?
    Step 5: How to have Successful Meetings
  • Give Something of Value Step 6:
  • Everyone appreciates gifts Give your time Give an information pack Give an opportunity! Step 6: Give something of value
  • The follow-up appointment Step 6: Give something of value Move forward with your plan for success Let them know that you are there to answer their questions Take advantage of the newfound excitement Answer their questions and get back to them
    • The Information Packet
    • It should contain the following:
    • Application Form
    • Product Order Forms
    • Product Price List
    • Marketing Plan Brochure
    • Product Information Brochure
    • Your business card
    Step 6: Give Something of Value
    • It keeps their interest level high.
    • The “Information Packet” will give them important information about our industry and Marketing Plans.
    • It establishes a bond of shared trust.
    • It gives you a logical reason to schedule a follow-up meeting.
    • It is cost effective and it helps you do your job right.
    Step 6: Give Something of Value
  • The Follow-up Step 7:
    • After you give them the “Information Packet”.
    • To schedule future talks.
    • On their questions.
    • To keep them informed about meetings.
    Step 7: The Follow-up Follow-up Examples
    • In person whenever possible
    • Call the day before, to confirm
    • Wear business attire to your meeting
    • Have Sales Kits in your car, just in case
    • Never assume
    Step 7: The Follow-up The 8 Best Ways to Follow-up
    • It is a good idea to inventory and carry with you Executive Sales Kits
    Step 7: The Follow-up The 8 Best Ways to Follow-up Hint! If your Prospect does decide to sign up and become a Distributor, let them keep the Information Pack you lent them. If they do not have one, give them one
  • 7. Use your pocket appointment book to schedule your orientation meeting with your newest Distributor 8. Have available all written materials so your new Distributor can start learning about us and our products Step 7: The Follow-up The 8 Best Ways to Follow-up:
  • If this is your first visit to this person’s home, look around and comment on the décor or any special items like trophies, original paintings, etc. Step 7: The Follow-up Some Follow-up guidelines: Do not start talking business right away
  • You can ask questions like,” What part of our business interests you most?” “Do you have any specific goals in mind? Be understanding. If you’re Prospect raises concerns about this new venture, put them at ease by saying you felt the same way. Step 7: The Follow-up Some follow-up guidelines:
  • THEY SAY: “ I do not have the time.” Step 7: The Follow-up Common Concerns YOU SAY: “I felt the same way, until I checked my priorities and realized the things I was spending time on weren’t taking me where I wanted to be five years down the road. I wanted more, a lot more, and wanted it badly enough to give it the extra 10 to 12 hours a week it would take to run my own business.”
  • THEY SAY: “ Who sells the Products?” Step 7: The Follow-up Common Concerns YOU SAY: “ All of us. Everyone has involvement in the development of new customers.”
  • THEY SAY: “ I can’t sell anything.” Step 7: The Follow-up Common Concerns YOU SAY: “ I used to feel the same way, until I began telling people about my company’s products.”
  • Step 7: The Follow-up Common Concerns THEY SAY: “ I do not know very many people.” YOU SAY: “ You do not have to. That is the great part of this business. You may know only a few people, but one of them might know hundreds!”
  • Step 7: The Follow-up Common Concerns THEY SAY: “ I do not think it is for me (For us).” YOU SAY: “ Confession time. I did not pick your name out of a hat. I thought about you, a lot. I know the kind of person you are, that you enjoy helping people.
  • Step 7: The Follow-up Common Concerns THEY SAY: “ I do not like to impose on my friends.” YOU SAY: “Nor do I. I surely did not feel that way when my sponsor first approached me. I felt he was doing me a favor by telling me about the opportunity. He did not try to sell me anything and I hope you do not think I am trying to sell you something now.”
  • Step 7: The Follow-up Possible Results
    • You sign up your prospect
    2. The Prospect wants more information 3. The prospect becomes a Customer 4. You strike out!
    • Help them fill out the Distributor Application and Agreement form.
    • Get an EXECUTIVE SALES KIT into their hands immediately.
    • Use your appointment book to schedule your Personal Orientation Meeting promptly.
    Step 7: The Follow-up Signing Up Your Prospect
    • Go over the Training Program as outlined.
    • Get them started on STEP 1 and 3. A list of reasons for starting their own business and a list of their own Prospects is essential.
    Step 7: The Follow-up Signing Up Your Prospect
    • The Orientation Meeting will teach
    • your new Distributor how to:
    • Effectively approach their Prospects.
    • Invite Prospects to upcoming meetings.
    • Become a successful Sponsor.
    • Identify those who have the potential to become their key people in building their business.
    Step 7: The Follow-up The Orientation Meeting Set this up immediately
  • Step 7: The Follow-up Why One-On-One?
    • Establish a closer relationship
    • Provide a relaxing environment
    • Complete the orientation in one session
    • Use the ‘personal touch’
    • Q and A. Find out if your new Distributor still has any areas of uncertainty and eliminate those first.
    • Go through the Information Packet together.
    • If this meeting takes place a day or so after you signed them up, find out if they have completed their reasons for wanting their own business and if they have begun work on their Prospect List.
    Step 7: The Follow-up The Orientation Format
    • Go over their Prospect list and discuss the best way to approach each person on it.
    • Review the basic Business Tools they will need.
      • Product
      • Executive Sales Kit
      • Information Packs
      • Brochures
      • Office materials, etc.
    Step 7: The Follow-up The Orientation Format:
  • Step 7: The Follow-up The Orientation Format
    • Go over the easiest ways to invite prospects to upcoming meetings; how to make them want to attend.
    • Set up your new Distributors first two home meetings within the next couple of weeks.
    • After the dates are made refer to your notes on holding a successful meeting.
    • Provide contact information
    Step 7: The Follow-up Things to remember
    • Explain the ordering process
    • Give the support that’s needed
    • Review you follow-up
    • techniques
  • Building Your Organization Step 8:
  • The cornerstone of any successful enterprise or business venture is a solid well thought out business plan. Step 8: Building Your Organization A Business Plan Professional managers constantly work at improvement It requires a sincere effort, if you plan to make your dreams come true
  • Identify the three leaders in your DOWNLINE Step 8: Building Your Organization A Business Plan Phase 1 They will stand out like beacons, dedicated to performing everything right. You will know them when you see them.
  • Help these first three Leaders identify the three people in their respective Legs that they feel have leadership potential. Step 8: Building Your Organization A Business Plan Phase 2
  • Take the next step and have the people identified in Phase 2, select the three individuals they feel have leadership qualities. Step 8: Building Your Organization A Business Plan Phase 3 COMBINE WIDTH & DEPTH and you have SUCCESS & FINANCIAL SECURITY! Leaders represent the key to your success
    • Uses and enjoys the companies products regularly.
    • Maintains and Develops an ever growing base of retail Customers.
    • Knows the Product Line.
    • Understands the Marketing Plan.
    Step 8: Building Your Organization Who and What is a Leader? A Leader is one who can inspire others into action.
    • Maintains an active Prospect List.
    • Trains their DOWNLINE Properly.
    • Promotes and Attends business building functions.
    Step 8: Building Your Organization Who and What is a Leader?
    • Maintains a high level of communication.
    • Attends and gives regular business presentations.
    • Dresses properly for all business functions and is punctual.
    Step 8: Building Your Organization Who and What is a Leader?
    • Stays in frequent contact with UP-LINE Leaders.
    • Continues working to improve his or her skills.
    • Sets a dynamic example for others.
    Step 8: Building Your Organization Who and What is a Leader?
    • Is well organized, plans ahead.
    • Has a systematic plan and follows it.
    • Helps others develop Leadership skills.
    Step 8: Building Your Organization Who and What is a Leader? You want your eagles to soar as quickly as possible
  • Momentum Step 8: Building Your Organization It is easier to grow quickly than it is to grow slowly The first push against anything heavy is the toughest, but once you get the object moving, the rest is easy.
  • Set a date for the next meeting Step 8: Building Your Organization Building momentum Identify problems and assist in their resolution Attend upline meetings and encourage your downline to as well Focus your energy
  • You know you are doing it right when you see growth indicators Step 8: Building Your Organization Growth Indicators
  • Active use of business tools such as our INFORMATION PACKETS and EXECUTIVE SALES KITS is a sure sign that your business is expanding Step 8: Building Your Organization Tool Use Use all of the tools that are at your disposal
  • Your business grows by signing up new Distributors Step 8: Building Your Organization Sponsoring new distributors This will generate increased sales Their proper training and motivation means additional earnings in your pocket as well as theirs
  • Step 8: Building Your Organization Set proper examples to get the right results Having Home Meetings If you hold regular home meetings, your Distributors will see they work. That will encourage them to do the same Their proper training and motivation means additional earnings in your pocket as well as theirs
  • Step 8: Building Your Organization Momentum will generate stronger attendance at meetings Attendance at Business Meetings Excitement is generated at busy meetings Be aware of these growth indicators and react quickly if you notice one failing.
  • Step 8: Building Your Organization While building your Organization is exciting, the principle focus is on selling the Products Selling The Products Do not neglect your downline It is vitally important that a new distributor receives a full business presentation
  • Step 8: Building Your Organization Retailing Guidelines If there is not any interest by a prospect in becoming a Distributor then turn them into a customer Refer them to the website. Check back with them Give them your business card Keep your Customers aware of new products Invite your customers to attend presentations
  • Step 8: Building Your Organization Lines of Communication There is no substitute for communication with all of your people. It builds unity, and shows interest
  • Step 8: Building Your Organization The Telephone Let them know you care and that you are there for them Reach out and touch someone Be friendly, but maintain your business posture Lines of Communication
  • Step 8: Building Your Organization Website and Email Stay in contact with your Leaders Leaders enjoy the attention Keep in touch, keep them happy There is a law that states: PROBLEMS GO UP-LINE, NOT DOWNLINE. You control the lines of communication DOWNLINE, so keep them active, open and ongoing! Lines of Communication
  • Step 8: Building Your Organization Group Identity A strong bond creates unity within the group. It is up to you and your UP-LINE to schedule regular meetings that will accomplish this important goal.
  • Step 8: Building Your Organization Unity Meetings Ask your Sponsor or UP-LINE Leader to help you put together your first Unity Meeting Motivation for strong groups in your downline If you cannot get your UP-LINE Leader to attend, contact them for advice and guidance.
  • Step 8: Building Your Organization WHO RUNS THE UNITY MEETING? Ideally, it will be one of your UP-LINE Leaders, but if they cannot be there, you do it, with their advice and suggestions
  • Step 8: Building Your Organization Why Have Unity Meetings? There is nothing quite as effective as the efforts of a well-organized team Following is an AGENDA FOR A SUCCESSFUL MEETING
  • Step 8: Building Your Organization Agenda For a Successful Meeting
    • Purpose of the meeting.
      • Develop Teamwork.
      • Build Unity.
    • 2. Purpose of the meeting.
      • Builds momentum rapidly
      • Rapid growth with less effort
      • Effective use of time
      • Sets a good example for downline
      • Identification
  • Step 8: Building Your Organization Agenda For a Successful Meeting
    • 3. Describe available UP-LINE support
      • Business meetings – where and when
      • Business building tools
      • Training meetings
        • – where and when
    4. Our common goal – Financial independence
  • Step 8: Building Your Organization Agenda For a Successful Meeting
    • 5. Commitments.
      • Regular attendance at functions
      • Attitude
      • Build group unity
      • Ongoing communications
    6. Set the date for the next meetings 7. Summarize meeting. End with Q & A
  • Step 8: Building Your Organization How Important Is Teamwork? A team has strength A team works as a unit A well-trained team will beat any group of uncaring individuals
  • Step 8: Building Your Organization Training Meetings team spirit Hold them regularly build teamwork build
  • Step 8: Building Your Organization Pot Luck! Build friendship among your group Share in each other’s efforts Talk some business….. … .. but leave lots of time FOR FUN!
  • Step 8: Building Your Organization Leadership Meetings The place to recognize your achievers Build momentum Qualification requirements for attendance encourage team spirit
  • Step 8: Building Your Organization These very important meetings are highly deserving of your time and efforts Get the word out through phone, fax and email Business Meetings Actively encourage attendance for unity Listen to feedback Go over the agenda with your leaders Recognize leaders and promote growth It is your responsibility to build and develop your downline
  • Step 8: Building Your Organization If you find you have a Distributor, or even a group of Distributors in your network that tend to isolate themselves from the group, find out why These types of people can cause damage your business If you can’t solve their problems, find another leader to work with Still involve your whole group in upline activities
  • Step 8: Building Your Organization Start with a square with your name in, then add lines down to your frontline Add downline members as your organization grows How To Chart Your Organization Keep in touch with your managers to ensure that you are informed about your network
  • Step 8: Building Your Organization Keep an active and current address book We do not care how you do it, BUT DO IT!!! Accurate records mean good communication Track your organizational growth Set a good example for your downline These charts are good tools for Training Meetings
  • Step 8: Building Your Organization Important Advisory All new Distributor Applications must be in the mail to the company as soon as possible. Their names are keyed into our computer database and thus receive all future mailings.
  • The most effective way to help a Prospect, no matter how far away they might live from you, is in person. You should plan spending three to five days with them and cover the following Step 8: Building Your Organization Long Distance Sponsoring
    • Two Presentations in your Prospect’s home with at least five of their Prospects attending at each session.
    • Make and follow through with appointments made with their Prospects.
    • Attend the New Distributor’s Personal Orientation Meeting with their new Distributors.
    Step 8: Building Your Organization Long Distance Sponsoring
    • Hold individual training with your new Distributor
    • Hold a Group Training Meeting with the new Distributors
    Step 8: Building Your Organization Long Distance Sponsoring
  • Step 8: Building Your Organization Remember to Bring enough Executive Sales Kits Keep in touch through - Letters - Telephone calls - Fax and email - Personal visits Have orientation meetings Set a good example Encourage independence Use you upline resources
  • Step 8: Building Your Organization Keeping it together It is not as difficult as you might be thinking Continue what you have started Repeat the key steps with new people Teach them proper work habits Stay in touch Your responsibility is to recognize people within your DOWNLINE who have natural leadership abilities Be consistent
  • Charting Your Progress Step 9:
  • The monthly evaluation of your business is a very exciting moment. This tells you exactly where you are, and how you are doing. It helps you set new goals for next month. Step 9: Charting Your Progress The 10 Steps will be your guide
  • See how you did last month Step 9: Charting Your Progress Monthly Business Goals Set realistic goals that you should strive to attain You know what you are capable of Take each step with the care it deserves
    • How many new Distributors do I want to sponsor by the end of next month?
    • How many Business Presentations will I either attend or give next month?
    Step 9: Charting Your Progress Monthly Business Goals Talk with your UP-LINE and Sponsor Review your performance Evaluate your key people
    • How many Training Meetings will I either give and/or attend in my DOWNLINE?
    • How many hours can I devote to reading books that will help me continue building a strong, Positive Attitude?
    Step 9: Charting Your Progress Monthly Business Goals
  • Checking Your Progress Every month you will receive your personal computer printout Proper use of this printout will help you chart your business Each month your printout will get larger Step 9: Charting Your Progress This will become so exciting that it will become a part of your life
  • Effective Teaching Techniques Step 10:
  • Every Leader in your Organization MUST UNDERSTAND THE TEN STEPS and be able to teach them effectively to their groups Step 10: Effective Teaching Techniques STEP TEN is teaching the TEN Steps. A rock solid organization rests on the firm foundation of CONSISTENCY
    • By faithful attendance at Training Meetings
    • By recording these meetings, or taking notes
    • By talking as often as you can with your UP-LINE and Sponsor on an informal basis, and listening for new information on how to build your business
    • By using this course
    Step 10: Effective Teaching Techniques How do you teach the 10 Steps?
  • Step 10: Effective Teaching Techniques Teach the 10 Steps effectively; make sure your people do the same and you have taken a major step in assuring your success! Become a Business Expert How quickly you succeed depends on you
    • TAKING CHARGE during the first 30 days of your business
    • Setting firm goals and planning how to reach them
    • Investing in the tools you will need
    • Inviting your best Prospects to a Business Presentation right away
    • Attending seminars, meetings, etc; and
    • BELIEVING IN YOURSELF!
    Review You will increase your success rate by Become a Business Expert Review the 10 Steps regularly
    • These steps are your ROAD MAP TO SUCCESS.
    • Understand them. Use them. Follow them. Teach them and you will succeed.
    • Know them well
    Review
    • Make the 10 Steps yours
  • Step 10: Effective Teaching Techniques The paperwork We can hear some of you now. Ugh, paperwork! You must keep accurate records Doing it properly will ensure your bonus checks are correct Doing it will become easier with time There really isn’t that much
  • Step 10: Effective Teaching Techniques When filling out your paperwork, remember Print clearly on all forms Check applications for legibility Do not pass applications to upline members for mailing Mail applications to the company not to your sponsor Distribute paperwork properly Check applications for accuracy
  • Step 10: Effective Teaching Techniques Non Husband and Wife Partnerships Both of you must understand that this is a continuous commitment If problems arise, you cannot split the downline Give this proposal serious consideration Consider one sponsoring the other instead, then work together
  • Step 10: Effective Teaching Techniques Getting your office together
    • Keep ACCURATE records of all business expenses
    • Keep a business calendar
    • Open a separate checking account
    • Maintain a filing system for current records on all your people
    • Two card files. One for Prospects, one for your Retail Customers
    • Set up a file system for correspondence
  • Step 10: Effective Teaching Techniques The hard part of the MLM business is now complete. That is, your decision to take part in the industry with your company, and we congratulate you for that first step. We will give you total support
  • Step 10: Effective Teaching Techniques What can you expect from us Growth – Yours and ours If you make money we will to We will provide you with everything you need to succeed and it is still up to you to make the best use of you company’s wide selection of tools
  • Step 10: Effective Teaching Techniques Training Materials The company also provides ongoing Product Literature Product Samples Advertising Materials Newsletters Monthly Sales Reports Assistance as Requested
  • Step 10: Effective Teaching Techniques What we expect from you COMMITMENT Your best effort Know our products Teach other to do the same Be honest at all times
  • Step 10: Effective Teaching Techniques Remember our motto... YOUR SUCCESS IS OUR SUCCESS