Basic 5 (B5)
Three Required Trainings
• New Distributor Training (NDT) 3-4 hours
– Who are we?
– Terminology
– Requirements
• Basic Five (B5) 3-4 hours
– The fundamentals of building an
UnFranchise Business.
• Executive Coordinator Certification Training
(ECCT) 6-8 hours
– Demonstrated knowledge of the above content.
– Demonstrated knowledge of policy and procedures.
Basic 5
Fundamentals of the Business
1. Developing Attitude and Knowledge
2. Goals and A Goal Statement
3. Generating Sales
4. Prospecting, Recruiting and Sponsoring
5. Follow-Up & The ABC Pattern of
Building Depth
Attitude & Knowledge
The Difference Between
Success and Failure…
The individual who succeeds simply does
what the individual who failed did not do
or was not willing to do.
Attitude
Precedes
Success
Attitude comes before the money.
It’s not WHAT you say,
it’s HOW you say it!
The Power of Belief
You must program your brain (your computer).
Belief = Attitude
Attitude = Actions
Actions = Results
Developing
Attitude and Knowledge
Be Mentored
• Audios - DAILY
• Implement a weekly accountability system
• Schedule a weekly call with your sponsor or mentor
• Conference calls and corings calls with Group
• Your mentor will help you work through the
Getting Started Guide
• Attend leadership corings
• Associate with positive, successful people
Developing
Attitude and Knowledge
Treat It Like A Business
NOT A HOBBY!
• Don’t let life get in the way of the
business.
• Be consistent.
• Don’t let others live life for you.
• Don’t get stuck on the “Dot”.
The Best Way
To Predict Your Future
Is to
CREATE IT!
Put Things in Perspective
How else are you going to
earn a significant income
or achieve your
financial dreams?
Your Options to Earn
A Significant Income
• Working more hours
• Get a second job
• Going back to school
• Investments
• Own your own business
Your Options to Earn
A Significant Income
Traditional Business
$500,000 to purchase
Start-Up Business
$100,000 to capitalize
Franchise
$147,000/avg to purchase
Professional
6 to 10 years Education
@ $100,000 to $600,000
Time – Money – Chance
How Much Do You Have of Either?
The income levels mentioned in the following presentation are for
illustration purposes only. They are not intended to represent the income
of a typical Market America Independent UnFranchise Owner, nor are they
intended to represent that any given Independent UnFranchise Owner will
earn income in that amount.
The success of any Market America Independent UnFranchise Owner will
depend upon the amount of hard work, talent, and dedication which he or
she devotes to building his or her Market America Business.
MA products can only be retailed in countries where MA products have
secured the necessary permits and/or registrations, such as Australia,
Canada, Hong Kong, Mexico, United Kingdom, United States and Taiwan.
Consumers worldwide can place orders through Global.SHOP.COM.
Customers residing in countries other than those listed above may
purchase MA products for personal consumption only. In such a case,
consumers are responsible for the details related to properly import MA
products into their countries for personal consumption.
Linear Income vs. Ongoing Income
• Trade time for money
• Leverage your time
• Money grows linearly
• Money grows
exponentially
• Work stops, income stops
• Disabled → less income
• Income continues
• Not creating true wealth
• Creating true wealth
• Time is not your own
• Total time freedom
• Making a living
• Creating a lifestyle
Estimated accumulated retail sales†:
USD$5,311,649,699*
*As of June 30, 2013 (since the company’s inception)
†Estimated accumulated retail sales bases on suggested retail price
Exclusive Brands
E-mail Marketing
Components
Service Customers
in 200+ Countries
Supports Multiple
Languages
Automatically
detects language
and country
Strengths of Market America’s
Management Performance
Compensation Plan (MPCP)
•
•
•
•
•
Volume search to infinity
BV accrues for 365 days (Monthly Accrual Option)
No one breaks away
Paid weekly
Volume placed in lowest personally sponsored
where everyone in between benefits 100%
• Income cap on BDC
• Opportunity to earn more than senior partners
Strengths of Market America’s
Management Performance
Compensation Plan (MPCP)
• Own multiple BDCs
• Business can be willed
• Organisational structure expands in depth
• Organisational structure creates common vested
economic interest
• Build only two organisations to create ongoing
significant income
ALL IN COMPETITION
Real Estate, Insurance, Franchise, Regional Sales/Manager
• Compounding efforts
• Encourages teamwork
and support
• Everyone receives
100% credit for sales
and volume through
referrals
National Meeting, Training and
Seminar System (NMTSS)
A cohesive system of meetings, seminars,
and events that provide new and established
UnFranchise Owners with individual learning
opportunities that contribute to thorough,
standardised and effective training.
Training Components
• UnFranchise® Business Presentation
• Required Trainings
– New Distributor Training (NDT)
– Basic Five Training (B5)
– Executive Coordinator Certification Training (ECCT)
• World Conference
• International Convention
Customise a
business based
on your
interests and
goals
University concept
BULLSEYE
CONCEPT”
“
Work from the
outside in!
Your Goals should be to get as many “Go Now”
Independent UnFranchise Owners to the next International
Convention as possible…
But it all starts with the Outer Ring…
3-on-1’s, 2-on-1’s & 1-on-1’s
Result Producing Activities
Spend your time on result producing activities
•
Selling Products
•
Selling the Business
•
Selling the Events
80% of your time on Result Producing Activities
20% of your time on Managing your Organisation
12 Hours Per Week
Activity
Sell Business
Basic 5 Step
4. Prospecting,
Recruiting and
Sponsoring
5. Follow Up and
ABC Pattern of
Building Depth
Up to Executive Executive
Coordinator
Coordinator and
above
6 Hours (50%)
8 Hours (67%)
Sell Products
3. Generate Sales
4 Hours (33%)
2 Hours (17%)
Sell Tickets to
Events
1. Attitude and
Knowledge
1 Hour (8%)
1 Hour (8%)
Clarify and Read
Goals
2. Goals
1 Hour (8%)
1 Hour (8%)
Focus Quality Time on Result
Producing Activities
•
Be Persistent
•
Be Committed
•
Make It a Priority
•
Be Consistent
•
Make It Duplicatable
TIME
Q
D Volume $$$
=Growth =
=
QUALITY TIME - time spent with
“Go Now” people.
If you don’t have any Go Now
people… GO FIND SOME!!!
Attitude & Knowledge
•
Feed your mind every day by reading and
listening to audios
•
Treat this like a business not a hobby
•
Attend events to continue to educate yourself
to build belief in yourself and your business
– Show/See 1 Business Plan per week
•
Be coachable
Developing Goals
and Goal Statements
People Don’t Plan To Fail.
They Simply Fail To Plan!
PEOPLE WITHOUT GOALS
HAVE NO DESTINATION!
Goals And A Goal Statement
Define Your Dreams…
Define Your Purpose…
Translate your Dreams and Purpose
into a plan of action!
Your Goals Need To Be S.M.A.R.T.
•
•
•
•
•
Specific
Measurable
Attainable
Realistic
Timely
Develop A Goal Statement
(Business Plan – 5 Steps)
1. What You Want
2. When You Want It
3. What You Will Give Up Or Overcome
4. Detailed Plan to Get There
5. Write It Out (1 through 4) and Read It
Twice A Day
Decide What You Want
 To Love
 To Live
 House build/add-on…
 Car, 2nd car…
 TV, PC, Clothing, Jewelry…
 To Learn
 Something for spouse,
romantic weekend…
 Something for relative,
friend…
 To Leave (a legacy)
 2nd language, instrument…
 Cook, fly, scuba…
 New skills, passion…
 Establish foundation,
scholarship, trusts…
 Help others, charities…
 Education, animal
rescue…
• List short term, mid term, long term
• List them in order of attainability
Decide What You Want (cont’d)
• List goals in order of attainability
• Determine the income necessary to support your lifestyle
and goals.
• Determine the number of Business Development Centres
(BDC’s) you need for qualifying for commissions to attain
the income level.
• Use $1,500 per BDC as baseline
• Determine the pin level that reflects your goal.
Translate Goal into an Action Plan
 To earn $78,000 - $109,000/yr need 2 legs
qualifying weekly in 2-3 years
– Need a leader in each leg
– Do not depend on anyone, so get 4 leaders per
leg
– Need 8 leaders at end of 12 months
Decide When You Want It
• Set target dates for achievement.
• Measure your progress against the
date.
• Adjust the date or goal to be in line
with reality.
Decide What You are Willing to
Give Up or Overcome to Obtain
Goals
• Emotional Obstacles - timidity, fear of what other
people think, fear of public speaking.
• Scheduling Obstacles - recreational, civic &
church responsibilities, family, employment.
• Financial Obstacles - training costs,
management tools, support materials.
Detailed Plan
Break it down to:
Monthly = Yearly divided by 12
Weekly = Monthly divided by 4
Daily = Weekly divided by 5
“If you want things to change…change your Daily Goals”
Goal Staircase to $2100/week in 2-3 Years
Weekly Goal
Talked to 5-15 People
Daily Steps
Booked 5 Appointments
Added 10 Possibilities
5
4
3
2
1
EVERY DAY STEPS
• Talk to 1-3 People
• Book 1 Appointment
• Add 2 Possibilities
• Read Goal Statement
• Listen to Audio
Goal Staircase to $2100/week in 2-3 Years
Monthly Goal
Talked to 20-60 People
Booked 20 Appointments
Weekly Steps
Added 40 Possibilities
WEEKLY
GOAL
WEEKLY
GOAL
5
4
3
1 2
WEEKLY
GOAL
5
4
3
2
1
5
4
3
2
1
5
4
3
2
1
EACH WEEK
• Show Plan 1 time
• Follow-Up with 1 Prospect
• Attend UBP with guest
• Add 1 New Customer
• Call Your Coach
Goal Staircase to $2100/week in 2-3 Years
Monthly Steps
ANNUAL GOAL
2-3 Year Plan
Positioned to earn
$2100/week ongoing income
11
9
7
5
4
2
1
3
6
12
10
8
Each Month
• Sponsor 1 (minimum 2 /quarter)
• 10 Customers ordering ≥ 30 BV
• Attend Monthly Seminar
Write Out Your Goal Statement
50-to-100 Words – Read it Twice A Day
Example:
“It is December 31, 20 __, I have no credit card
debt and I am living on the coast in a 5000square foot brick home. I am driving a Porsche,
vacationing four months out of the year. My
marriage is happier without financial pressure.
My family and I spend more quality time together
and pursue interests we all enjoy”.
Add Your “Plan of Action”
Measure, Monitor,
Adjust and Control
Based on your results from your actions:
• Adjust date of completion
• Adjust action plan
• Get more training
• Take the Basic 5 Diagnostic periodically to
evaluate progress
B5 - Goals
Generating Sales
Sales builds your business
• In EMP countries, UnFranchise Owners earn BV by
generating sales of MA Branded products through
Global.SHOP.COM. UnFranchise Owners also earn referral
bonuses from the sales generated to Preferred Customers.
• Referral Bonuses
 Replaces Start-Up Expenses
 Covers Monthly Overhead Expenses
• Generates Ongoing Business Volume
• Identifies Potential Business Prospects (Partners)
• Builds Belief
BV = Weekly Income
Objective of Generating Sales
 Create a “repeat customer base” of 10-15
customers that each purchase ≥ 30 BV of
products monthly.
 You purchase ≥ 100 BV of products
monthly from “your” business for
personal (household) use.
Preparing to Generating Sales
 Choose a product line to specialize in.
 Complete list of Market America products you use
– Utilize Home Shopping List
– Purchase applicable sales aids
– Use Market America Product Catalog
Keys of Generating Sales
 Transfer your buying habits. Be a Product of
the Product
 Develop a Possibility List for Potential
Customers for Each Product Line
(background info)
 Tell Your Story
(stories sell product)
 Collect and use Testimonials
Keys of Generating Sales
 Obtain knowledge about your product
 Implement a Follow-Up System
(1-3-7-14-21)
 Always provide a brochure (information)
at point of sale
Keys of Generating Sales
 Build Relationships
“People hate to be sold but love to buy”
 Build Share of Customer
 Listen – Listen - Listen
Close Sale
 Address and answer any questions
 Take Customer to your
Global.SHOP.COM so they can register
and make their purchase
 Schedule follow up
– Repeat Sale
– Additional product sales
Exclusive Brands
E-mail Marketing
Components
Service Customers
in 200+ Countries
Supports Multiple
Languages
Automatically
detects language
and country
Learn Your Global.SHOP.COM
Generating BV Through Your Global.SHOP.COM
• Take the time to get familiar with your site.
POST SALE ACTIVITIES
 Establish a Follow Up System
– Day 1 - To thank for patronage and inquire
about whether they had begun to use
– Day 3 – To be sure product is being used
properly
– Day 7 – Share testimonial
– Day 14 – Share testimonial and offer
complimentary products
– Day 21 – Take reorder and get referrals
POST SALE ACTIVITIES
• Build Share of Customer through add-on
product sales.
– Take time to teach every customer about
how to find, navigate, and shop your site.
• Drive traffic to your Global.SHOP.COM.
– Tell everyone you know to visit your
online business
– Review Auto-ship program for monthly
reorders
Monthly Objective is “Base 10”
• You (UnFranchise Owner) personally purchase
and use:
•
≥ 100 BV per month
• Monthly goal for you is to generate 100 BV from
personal use
Monthly Objective is “Base 10”
• Establish 10 – repeat customers who
•
Purchase ≥ 30 BV per month (est. $50) of Market
America products
• Monthly goal for you is to generate product sales
> 300 BV to customers
• Total UnFranchise Owner Production: 400 BV
Sales Generation Goal
300 BV Monthly Minimum
300 BV to a base of at least 10 Preferred Customers
ordering 30 BV per month.
C = 30 BV
Goal – Base 10, Seven Strong
After Three-Six Months, Earn > $300/Monthly
1200 BV
1200 BV
400 BV
400 BV
400 BV
400 BV
400 BV
400 BV
400 BV
Here’s what could happen in an organisation with
minimum focus on Generating Sales...
YOU
= $600/month (BV)
Right
Left
50 x 50 BV
50 x 50 BV
=2500 BV
=2500 BV
Each UnFranchise Owner does minimum 50 BV
Here’s what could happen when an
organisation focuses on Generating Sales...
YOU
Left
Right
50 x 400 BV
50 x 400 BV
=20,000 BV
=20,000 BV
Same group – different philosophy regarding the power of Generating Sales.
Each UnFranchise Owner has 10 customers using/purchasing 30 BV (10 x 30 = 300),
and the UnFranchise Owner uses/purchases 100 BV (100 + 300 = 400 BV/month)
Here’s what could happen...
YOU
Left
Right
50 x 400 BV
50 x 400 BV
=20,000 BV
=20,000 BV
Generate Sales
to Recruit!
AND
Recruit To
Generate Sales!
Prospecting, Recruiting,
and Sponsoring
It is prohibited conduct for a promoter or a participant in a direct
sale company to persuade anyone to make a payment by promising
benefits in getting others to join the company.
Prospecting, Recruiting
and Sponsoring
DUPLICATES
Your Efforts
and
LEVERAGES Your Time!
“I would rather have 1% of the
efforts of a 100 people, than a
100% of my own efforts.”
- J. Paul Getty Founder of Getty Oil Company,
Philanthropist and by the late 1950s widely
regarded as the richest man in the world.
OBJECTIVE
• Activation
• Build two sales and distribution organisations each
generating in excess of 5,000 BV every week
• Equivalent to:
50 UnFranchise Owners in right organisation
generating
≥ 400 BV per month each (20,000 BV per month)
and
50 UnFranchise Owners in left organisation
generating
≥ 400 BV per month each (20,000 BV per month)
The reason people don’t
sponsor is because
they do not have any
prospects to sponsor!
We must prospect and
recruit to sponsor!
Tools in Preparation for
Prospecting & Recruiting
• UnFranchise Owner Profiles –
www.thepowerprofiles.com
• Small Flip Chart
• On-Line Presentation
• Annual Report
• ma Catalog
• Home Shopping List
• Specific Product Brochures
• System Video: Changing the Face
• Social media accounts: Facebook, Linkedin, Yelp, etc.
Understanding
the Prospecting,
Recruiting & Sponsoring
Process
Sources of Possibilities
Names List
Acquaintances
Customers 3 Foot Rule
300
Daily Routine Ads
It’s Strictly a Numbers
Game. The Law of
Probability Works in Your
Favor When Dealing With
Large Numbers.
2 “Go Nows” Per
Quarter
Try Products
Relatives
MLM Contacts
Referrals
Associates:
The Competition’s Ads
Talk to 1-3 per day
10 prospects/month interested
Show Plan to 4 prospects/month
Sponsor – 1 per month
Go Now
Go Now
Join New:
- Work
- Clubs
- Church
- School
- Gymnasium
- Church
- College Course
- Charity
- Club
- Social Networks
You Only Need 8
Leaders!
Leveraging Social Networking
to Fill the Funnel
• Every Social Network functions the same, let us look
at Facebook.
– Create an account.
– Start connecting with people, search for:
– High School classmates.
– College classmates.
– Organizations, associations, or groups that you
belong to or have belonged to.
– Current customers.
– Reconnect with them, add them as a friend, reintroduce yourself
– Now the most important step starts, talk with them
over Facebook and begin the cultivation process.
How to increase Base
Possibilities
• Now, let’s look at increasing our possibility
list further.
• Wouldn’t you agree that some of your
friends probably remember people that
you don’t?
• Click on a friend.
• Look at the friends listed on their page to
find individuals that you may know.
• Begin dialog and cultivation process.
How to increase Base
Possibilities
• Now, let’s look at increasing our possibility
list EVEN further!
• Look for other possible contacts that you do
not know by clicking on their friends
• Read their profile and wall comments to
gather information and find individuals you
want to talk to, that you want to build a
dialog with.
How to increase Base
Possibilities
• Find links and things you have in common
within their comments to build rapport
• Send Friend Request
œ
œ
Include message about who you are and your
mutual friend and the commonalities/connections
that you both share
“Hi Sue, we have a mutual friend in common,
Jeremy, and I noticed that you’re also into Golf
and wind surfing, just thought I’d reach out to say
hi. Those are some great shots of you guys
windsurfing down in Cabo, bet that was a
great time!”
How to increase Base
Possibilities
• Remember, this process of cultivation is
the same process you would generally use
in person.
• Develop rapport, cultivate the relationship
• Build on mutual connections and interests
• Make sure you’re always filling the funnel
• Contact five (5) individuals per night to build
relationships with to fill the “Bean Jar”
Possibilities Tracking Sheet
• Use a monthly activity list (Getting Started
Guide) to track who you approach and those
in process
– Track your daily activity
– Track the next steps with your prospect
– Tracking is important to monitor your
activities and follow-up
Monthly Prospect Activity
Sheet
• Talk to 1-3 People per day (minimum 30 per month)
• Should provide at least 10 new people interested in
the business per month
• Show the Plan to at least 1 new Prospect per week
(minimum 4 per month)
• At least 1 per month becoming a new Independent
UnFranchise Owner
• Use tracking sheet for each month
Accountability Sheet
Accountability Sheet
Accelerating Growth
Join A 90 Day
Fast Track Team
Doing 10-3-2
10-3-2 System
• Talk to 10 people
– Can be your names or your team’s names
– 3 must be off your personal names list
– Rest from your team
• Book 3 Appointments
– 1 must be for you
• Add 2 possibilities to your names list
Building Momentum
Building Momentum
Start with your 60-200 names
Add 2 names per day
Possibilities Are Everywhere
•
•
•
•
•
•
•
•
•
Every time you run an errand
Every time something breaks
Every time you buy something
Every time you go shopping
Every time you do something with family
Every time you go out or socialise
Every time you drop your kids off at activities
Every time you do anything or go anywhere
Social networks (Facebook, MySpace)
STEAMING YOUR LIST
S
T
E
A
M
ales or service
eacher, trainer or coach
ntrepreneurs & experience
ttitude, people magnets
oney, people who have it, people who had it
and lost it or people who are working
toward it
Top 10 List
• After STEAMING your list, now you prioritise the list.
• Complete a bio sheet on the Top 10.
• You need to share information on these people.
• Approaches are determined for the Top 10.
• Continue to build relationships.
• Continue to add a minimum of 2 new possibilities per day to your
list.
Bio Sheet
The Key
HAVING YOUR ANSWER TO
What Do You Do?
What Is It?
“What Do You Do?”, “What Is It?”
CONVERSATION
• Think in terms of a conversation instead of a
presentation or sounding scripted.
• Have a dialogue with people
• Just like you dialogue with your friends about
their vacation, your vacation, or how things are.
• Be sure your conversation flows.
“What Do You Do?”, “What Is It?”
CONVERSATION (cont’d)
• Your conversation will include your:
– What Do You Do?
– What Is It? (appealing description and
benefit)
– 2-Minute commercial (your “Why”)
“What is Market America?”
Appealing Descriptions
Learn to Talk in Themes
• Product Brokerage
• Internet Marketing
• Social Shopping
• The Ultimate “Online Shopping Destination”
• The “UnFranchise®” Business System
“What Do You Do?”
Benefits
• A second Paycheck
• A way to diversify your income
• A college fund
• Ongoing income
• Time leveraging
• Back-up plan
• Savings & Investment
• Time freedom
• Willable
• Vacation fund
• Tax savings
• Plan B
“What Do You Do?”
Developing Your Answer
• The focus of your conversation should be why you are building and
expanding your UnFranchise® business on the side.
• You can mention what you do for a full-time career/job, but the
primary focus must be your Market America business.
• Your answer should :
–
–
–
Generate interest
Have an appealing description of what you do
Have a benefit
“What Do You Do?”
• I help people develop their own internet businesses
so they can earn significant income part-time just
like I do.
• I teach people how to earn a % of products that
move through the internet.
• I show people how to get paid for shopping online
and create an ongoing income.
“What Do You Do?”
• We have partnered with the fastest growing Web
site on the Internet where people are developing
backup incomes to help with this economic downturn.
• Expanded version
– By establishing one of these
“UnFranchises” as we call them, you can
earn a percentage of products that move
through the Internet. This generates
income for the UnFranchise® owner. It’s
the darndest thing I have ever seen!
“What Do You Do?”
• I own an internet marketing business. It’s an
amazing way to create a secondary stream of
income!
• I own an UnFranchise®. Have you ever heard of
one? It’s a great way to create an ongoing income!
• Microsoft has partnered with us. "It's a fascinating
hybrid -- a combination of franchising and internet
marketing, like QVC and Amazon.com. We are
looking for qualified individuals who are looking to
create a plan B for themselves, do you know
anyone who might be interested?
Two-Minute Commercial
A two-minute commercial is a testimonial
of the real reason WHY you are doing this
business accompanied by an appealing
description of the business. A way to
expand your answer to “What is it?” is by
personalizing or sharing your reason for
doing the business.
Your Two-Minute Commercial
(Your Story)
Examples
• I was sick and tired of living month-tomonth on a salary that never seemed to
grow. I started this business to create a
second income to take the stress out of the
month.
• I knew I needed to have a college fund and I
wasn’t saving enough to be sure that I
would have the funds when I needed them. I
started my Market America business to
establish my children’s college fund.
Learn Different Approaches
• Direct
• Evaluation/Referral
Direct Approach
• You’d be great in my business…
• If I can show you a way you could earn extra _____
or build ongoing income without giving up what you
are presently doing would you take the time to
evaluate it?
• Have you ever thought about owning your own
business?
• Are you someone who keeps your financial options
open when it comes to earning additional income?
Evaluation/Referral Approach
With the Evaluation/Referral:
•
You will not feel like you are infringing on your
relationship.
•
The prospect won’t have the ability to have the excuse
that they are too busy or not interested as you are
simply asking for their help because of who they may
know.
Evaluation/Referral Approach
6 Components
1.
2.
3.
4.
5.
6.
Help
Expanding
Identify
May or may not be interested
Right People
Evaluate/Help
Evaluation/Referral Approaches
6 Components Scripted
1.
Hi _____, I thought maybe you could HELP me out
with something.
2.
I’m in the middle of EXPANDING my business right
now.
3.
I’m Looking to Identify the right person.
4.
You MAY OR MAY NOT BE INTERESTED
5.
But you may know THE RIGHT PEOPLE.
6.
I need you to EVALUATE what I’m doing so you
can HELP me.
Evaluation/Referral Approaches
•
Who do you know who is _____?
•
Do you know anyone that may be interested in an
extra _____ without giving up what they are presently
doing?
•
Do you know anyone who may be interested in
starting his or her own business?
•
I’m looking for people who realise the importance of
having a back up plan.
•
Do you know any motivated individuals who keep
their financial options open?
Evaluation/Referral Approaches
•
I have a business I’m currently expanding in the area
that I would like you to take a look at.
•
I know you’re busy with your (real estate business)
and you may or may not have an interest yourself, but
you have a lot of great contacts.
•
Once you understand the business concept you may
be able to lead me to a few good people.
•
This could be profitable for both of us.
•
When is it a good time to get together to go over the
concepts (overview or show the plan)?
THE PROSPECT VOLLEY



SERVE: ANSWER TO “WHAT DO YOU DO”
ANTICIPATE THE RETURN VOLLEY (THEIR RESPONSE)
KNOW WHERE TO HIT IT BACK
90% Listening
10% Talking
FILL A NEED
If they are
asking “What Is It?”
Be Prepared for
Questions
and Objections!
Handling Objections
• Don’t assume an objection is a, “NO”.
• An objection is a question in disguise.
• Answer the objections with a question.
Answering Objections
• Instead of trying to answer objections that a
prospect might raise, “I’m quite new and
instead of giving you the wrong information I
would like you to speak with one of my senior
business partners.
• I know how you Feel, I Felt the same way too,
until I got more information and Found….
“Is this one of the
Pyramid Schemes?”
• What is a pyramid?
– A pyramid is:
A payment for recruiting instead of being based
on product sales
– Every corporation’s organisational structure
resembles a pyramid.
– Pyramids are illegal
• This is a viable, credible, legal, and
legitimate business with a proven track
record since 1992.
“Is this Amway?”
“Is this Network Marketing?”
• What has been your experience with
(Amway or network marketing)?
• We took the best of franchising and
networking and eliminated the flaws.
“I just don’t have any time.”
• Acknowledge the comment…Today, no
one seems to have time with…
• Isn’t time the very reason you should
take a serious look?
• Would an extra $_____ a month make
a difference?
“I just don’t have the money.”
• Then you really need to look at this
business.
• If you have the desire, this proven
business system will work for you.
“Most people don’t make money at those things.”
“I know someone who tried something like this before.”
• What do you mean by “one of those
things”?
• This is a “new business concept” that is
working for tens of thousands of people
just like yourself.
“I have to talk with my spouse.”
• That’s a good idea.
• When would be a good time for the
three of us to get together?
“How much are you earning?”
“Are you making any money yet?”
• If you are NEW
– I am just getting started.
– I already made my initial start up cost back.
– I am on my way to earning…
• If you’ve been in AWHILE
– Initially I was just using and selling the
products, now I am expanding distribution of
these products by participating in the
compensation plan and earning commissions.
“Let Me Think About It.”
• What will you be thinking about?
– Time freedom?
– Earning a significant
secondary source of income?
• You need more information to
make an educated decision.
“Do I Have To Sell Anything?”
• Why? Do you like selling? Great, you
will love this!
• Our products sell themselves.
• People hate to be sold but love to buy,
we have what people want and need.
“I’m Not Interested”
Before Seeing The Plan?
• I don’t expect you to be. At this point, you don’t
even know what you’re not interested in.
• You need to see how the business works to make
an educated decision.
“I’m Not Interested”
After Seeing the Plan:
• Which part weren’t you interested in?
– The money?
– Time freedom?
• Timing may not be right for you now. Would you
mind if I stay in touch?
• I know how you feel, I felt the same way until I
realised I wasn’t making what I was worth – are
you?
• I’ve got an idea – how about us running this by
some people to see if we can make this work for
you?
Actions/Activities To Use After
You Approach A Prospect
•
Peak interest by using:
– Product Introduction
– Interview/Overview of the Business Model
– Showing the Plan (UnFranchise Business
Presentation)
Actions/Activities To Use After
You Approach A Prospect
•
Product Interest
– Global.SHOP.COM Tour
– University Concept
– Home Shopping List
– Product Catalog
– Product Information
– Try a product
Actions/Activities To Use After
You Approach A Prospect
•
Interview/Overview of Business Model
– On-line video clip or intro webinar
– 1 on 1, 2 on 1 Interview, 3-way Call
– Group interview (in-home, business luncheon, after
work social)
– Global.SHOP.COM Tour
Actions/Activities To Use After You
Approach A Prospect
•
Show the Business Plan
- Flip Chart
- The UnFranchise Business DVD
(26 min video)
- Home Business Presentation
- UnFranchise® Business Presentation (home)
- Webinars – recorded or live
Meeting
after the
Meeting
STARTING THE FOLLOW-UP
PROCESS
Meeting after the Meeting
After the presentation say:
• “What did you like best - the compensation plan,
the products or both?
• “Can you see this as a way for you to achieve?”
(their goal)
• “Did a couple of people come to mind who would
benefit from this business?”
Book Follow-Up Meeting
SCHEDULING THE FOLLOW-UP
APPOINTMENT
(either before presentation or before they leave)
• Always take out your appointment
book and schedule the next step, this
is your CLOSE!
• Let’s schedule follow-up meeting to
answer questions or get you started
SCHEDULING THE FOLLOW-UP
APPOINTMENT
•
If it’s to answer questions;
– Answer questions
– Get them to lead to their people
– Sell product
– Sell ticket to major event
•
If it’s to get them started:
– Sell ticket to major event
– Book registration date
– Get bios of “Top Ten” Possibilities
HAVE AVAILABLE PRODUCT AND
BUSINESS LITERATURE FOR
PROSPECTS TO REVIEW
• Follow this process through to their decision.
If your prospect is still not interested, don’t
take it personally.
• Understand that rejection is a big part of this
business. The more no’s you get, the closer
you are to a YES.
SOME WILL – SOME WON’T – SO WHAT – NEXT!
Follow Up &
ABC Pattern of Building Depth
Follow-Up And Duplication
Teaching People To Do The Same
1. Create a customer base of 10-15 that each orders at
least 30 BV worth of product each month.
2. Sponsor two (2) partners every calendar quarter.
As Your Business Develops You Will
Have
3 Types of Independent UnFranchise
Owners
1. Go Now – 20%
2. Stable
3. Waiting
80%
Sponsoring Responsibility
• Bring Independent UnFranchise Owners in
properly.
• Be sure your new Independent UnFranchise
Owner learns the proper principles,
fundamentals, tasks and activities to ensure
his/her success.
• Establish accountability.
Follow The Getting Started Guide
• The Getting Started Guide is your
roadmap for your first year of being an
UnFranchise Owner.
• Follow this plan to help ensure your
success.
First Meeting
Registering a New Independent UnFranchise Owner
Sign-Up Wizard
• Complete Independent Distributor
Application & Agreement
• Register for UFMS
• Complete initial order of Fast Start Kit; which
includes products, sales materials, UFMS and
your subscription fee.
• Register for Transfer Buying
• Complete forms 1001 and 925
• Sign-Up complete
First Meeting
Set-up New Independent UnFranchise Owner’s
Global.SHOP.COM site
• Use Rep ID and password received in
welcome email to access UnFranchise®
Business Account.
• Complete Getting Started Wizard if not
already done.
First Meeting
• Utilise Getting Started Guide
– Q-date
– Form 1000
 Review quarterly dates
 Review dates form needs to be completed quarterly
– Set dates for completing trainings
 B5
 NDT
 ECCT
– Homework (names list, goal statement)
First Meeting
• Create a Possibilities List of 60-200 names
Second Meeting
• Develop 10 Customers
– Develop game plan to develop 10 new
customers
– Introduce products to 2 new customers
weekly in your first 90 days.
– 2 people x 12 weeks = 24 people
– This should develop 10 repeat customers
Second Meeting
• Develop 10 Customers (cont'd)
– Set Dates to expose product(s)
 Product Previews
 Natural Health Seminar
 Motives® Preview
Second Meeting
• Develop a game plan to approach your Top 10 prospects
Objective is Activation
• Review:
– Possibility List
– Develop Bios on Top 10
– Develop your Answers to
 “What do you do?”
 “What is it?
 “Two Minute Commercial”
– Decide on Approaches for Top 10
Second Meeting
• Set dates for
– 3-Way Calls
– Home Business Presentation
– Two-on-Ones
• Spend remaining time reviewing
Global.SHOP.COM and the UnFranchise®
Business Account.
Tasks to Accomplish
In First 90 Days
• Listen to audios – DAILY
• Order business cards
• Learn your Global.SHOP.COM
• Familiarise yourself with UnFranchise® Business Log-in
• Utilise corporate web sites
– UnFranchiseTraining.com – training modules
• Read Career Manual
Accountability “Daily”
Measure your daily “PROSPECTING” activities.
Weekly Goal
(Five Days/Week)
• Listen to audios daily.
• Read goal statement 2x’s per day.
• Develop a customer base of 10-15 (initially create
2 new customer weekly).
• Follow-up with your customer once per week
(increase number of products customer is
purchasing).
Weekly Goal
(Five Days/Week)
• Add two names daily to your Possibilities List.
• Talk to 1-3 people a day about the business.
– 1 of 3 must be “new” from your
Possibility List!
• Show the plan to a “personal prospect” once per
week.
• Follow-up with your prospects.
• Book one appointment per day.
Accountability
“MONTHLY”
Measure your monthly business goals on the
“12 month Action Plan and Accountability sheet” (GSG) .
Ongoing Steps to Success
•
Order at least 100 BV personally each month for
personal use
•
Maintain 10 Customers ordering at least 30 BV
per month
•
Show or see the business plan once a week
•
Personally sponsor 2 per quarter
•
Complete or review 1 training per month
Sponsor and Work with Your
“Go Now” Independent
UnFranchise Owners
For each leg you are building keep track of your top
Go Now Independent UnFranchise Owners
• Contact them at least once a week
(call 2 per day)
• Track their progress
• Chart the groups growth
• Keep a copy of their 90-day action plans
• Conduct weekly conference call
• Conduct coring once per month
ABC PATTERN OF
DUPLICATION
Assist Go Now Independent
UnFranchise Owners through their
first 3 levels of duplication – they
should then be able to take over as
a leader
Key Success Factors
of the ABC Pattern
• When doing the ABC Pattern you can let
someone sign up at any point once they have
lead to people that are interested in the
business.
• The key to the ABC pattern is to always book a
follow up and a meeting in the next new
person’s house/location.
– Answer questions/provide more information
– Show the Plan (to them and/or people they believe have an
interest)
– Get Started
ABC Pattern of Duplication & Building Depth
SENIOR PARTNER
YOU
A
A
B
B
C
C
A1
A1
B1
B1
C1
C1
A, B, C, etc. are Go NOW UnFranchise Owners
Stumbling Blocks in the Business
• Not personally prospecting and personally sponsoring
• Not listening to audios
• Not building repeat customer base
• Not showing the plan
• Waiting for an UnFranchise® Business Presentation
• Not completing B5, NDT or ECCT Trainings
• Spending too much time with Stable & Waiting
Independent UnFranchise Owners
• Not using the Getting Started Guide
• No follow up, lack of scheduling/planning (lack of discipline)
The ABC Pattern
• It duplicates through “GO NOWS” who are seeking
to master the B5.
• Teach everyone to master Follow-Up and ABC
Pattern of Building Depth.
• After each meeting, schedule next step.
• Make sure the people you are holding the meeting
for GO WITH YOU.
• Remember, it never unfolds perfectly.
THE ABC PATTERN GIVES YOU…
CONTROL
OVER YOUR
SUCCESS
GROWTH
PROGRESS
TIMING
IT TAKES THE CHANCE OUT OF IT!
Working Combinations
• The ultimate leverage
• Work multiple legs per night in local
geographic area
• Recruit, train and retain all at the same
time
• Builds momentum
COMBINATIONS
Must Be Activated To Work Combinations
YOU
002
Karen
Colombia
Home Business
Presentation
Feb 29
003
Thomas
USA
Bring New Person to Follow - Up
Home Business
Presentation
March 15
Bring New Person to Follow - Up
Outcome: You are working two organisations in one night!
COMBINATIONS
YOU
002
PS
003
PS
PS
NEW
NEW PROSPECT
TO FOLLOW- UP
BRING NEW PERSON TO FOLLOW
- UP
BRING NEW UnFranchise Owners
FOLLOW PS
Follow
Ups
Home Business
Presentation
PS
April 10
CROSS-POLLINATION STRATEGY
YOU
001
YOU
002
YOU
003
SP
WL
SP
Spain
WL
Ecuador
DR
CO
DR
Dominican
Republic
Colombia
CO
Understand the Compounding Effect of
Duplication In Our 2-3 Year Plan
Year 1 End – If each UnFranchise Owner Personally Sponsored
2 Per Quarter – 1 Q: 2 = 2
2 Q: 2 + 4 = 6
3 Q: 2 + 4 + 12 = 18
4 Q: 2 + 4 + 12 + 36 = 54
Total = 80 (40 Left and 40 Right)
Year 2 End- If each UnFranchise Owner Personally Sponsored 2
Per Quarter – Total = 6,560
50 people in each organisation @
400 BV monthly
= 20,000 BV monthly (each side)
Equals $1,500 - $2,100 or more per WEEK RESIDUAL!
Basic 5 (B5)
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