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Basic 5 Presentation

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Basic 5

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Basic 5 Presentation

  1. 1. THE BASIC
  2. 2. Learning , Implementing , Practicing , and Mastering the Basic 5 will… <ul><li>enable you to reach your goals and result in financial and time freedom. </li></ul>
  3. 3. Developing Attitude and Knowledge
  4. 4. Program Yourself to Be a Successful UnFranchise ® Business Owner!
  5. 5. Knowledge is Power! <ul><li>You must first obtain it </li></ul><ul><li>and then use it. </li></ul>
  6. 6. The Difference Between Success and Failure … <ul><li>The individual who succeeds simply does what the individual who failed did not do </li></ul><ul><li>or was not willing to do. </li></ul>
  7. 7. Attitude and Knowledge is Developed. You Are Not Born With It! <ul><li>Attitude and Knowledge = </li></ul><ul><li>Belief and Confidence </li></ul>
  8. 8. Developing the right Attitude and Knowledge translates into Belief and Confidence.
  9. 9. <ul><li>Attitude Precedes Success. </li></ul><ul><li>Attitude comes before the money. </li></ul><ul><li>It’s not WHAT you say, </li></ul><ul><li>it’s HOW you say it! </li></ul>Attitude Precedes Altitude
  10. 10. The Power of Belief <ul><li>You must program your brain (your computer) </li></ul><ul><ul><li>Programming creates your beliefs. </li></ul></ul><ul><ul><li>Beliefs create your attitudes. </li></ul></ul><ul><ul><li>Attitudes create your feelings. </li></ul></ul><ul><ul><li>Feelings determine your actions. </li></ul></ul><ul><ul><li>Actions determine your success or failure. </li></ul></ul>
  11. 11. <ul><li>Products </li></ul><ul><li>Tapes/Tools </li></ul><ul><li>First Customer </li></ul><ul><li>Re-Order </li></ul>Things That Affect Your Attitude and Belief
  12. 12. Things That Affect Your Attitude and Belief <ul><li>Qualify </li></ul><ul><li>First Time Showing the Plan </li></ul><ul><li>First Distributor </li></ul><ul><li>Activated </li></ul><ul><li>First Check </li></ul>
  13. 13. The Best Way To Predict Your Future CREATE IT! & CONTROL IT! is to
  14. 14. Put Things in Perspective How else are you going to earn six figures or achieve your financial dreams?
  15. 15. Consider Your Options <ul><li>Franchising </li></ul><ul><li>Going Back to School </li></ul><ul><li>Network Marketing/MLM </li></ul><ul><li>Working More Hours </li></ul><ul><li>Getting a Second or Third Job </li></ul><ul><li>Investments (stocks, real estate) </li></ul><ul><li>Lottery </li></ul>
  16. 16. Traditional Business <ul><li>Investment 5 x Net = $500,000 </li></ul><ul><li>Leverage: $50k – $100k Down </li></ul><ul><li>Mortgage Everything </li></ul><ul><li>Mom & Pop: Make a Living $30k – $100k </li></ul><ul><li>$100k in Start-Up Cost </li></ul>To Make $100,000/Year
  18. 18. Traditional Business <ul><li>Vacation? </li></ul><ul><ul><li>Freedom? </li></ul></ul><ul><ul><ul><li>Independence? </li></ul></ul></ul><ul><ul><ul><ul><li>Married to the Business! </li></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Slave to the Business! </li></ul></ul></ul></ul></ul><ul><li>EVERYTHING comes out of your pocket! </li></ul>
  19. 19. PRESTIGE <ul><li>Million $ Business </li></ul><ul><li>Million $ in HEADACHES </li></ul><ul><li>Slim Profit, If It’s a Good Year. </li></ul><ul><li>N O T IME, N O V ACATION, N O F REEDOM. </li></ul>
  20. 20. M arket A merica’s UnFranchise ® Owner <ul><li>Million $ Business </li></ul><ul><li>10 ¢ in Headaches </li></ul><ul><li>Big Profits – Low Risk </li></ul><ul><li>Ongoing Income </li></ul><ul><li>Carry Business in Head </li></ul><ul><li>Time Flexibility </li></ul><ul><li>Freedom </li></ul>
  21. 21. Income keeps coming in When work stops, income stops You’re getting ahead You’re just getting by Total time freedom Time is not your own You’re creating true wealth You’re not creating true wealth Income continues indefinitely Income stops, if you’re disabled Money grows exponentially Money grows linearly You leverage your time You trade time for dollars Residual Income VS. Temporary Income
  22. 22. It all comes down to basics. You don’t have to have a fancy playbook… You just have to block and tackle better than anyone else!
  23. 23. Basic 5 Fundamentals of the Business <ul><li>Developing Attitude and Knowledge </li></ul><ul><li>Goals and A Goal Statement </li></ul><ul><li>Retailing </li></ul><ul><li>Prospecting, Recruiting and Sponsoring </li></ul><ul><li>Follow-Up & The ABC Pattern of Building Depth </li></ul>
  24. 24. Attitude is Contagious and Compounds! <ul><li>A RECORD DAY … </li></ul><ul><li>May 6 th , 1954 </li></ul><ul><li>Roger Bannister </li></ul><ul><li>3:59:4 Seconds </li></ul>
  25. 25. Things That Affect Your Attitude <ul><li>Define what is affecting your attitude and write them down. </li></ul>Create a List: 1. 2. 3. Etc…
  26. 26. The Formula for Success Time Q (Quality) = Growth D (Duplication) = Volume I (Income) Understanding and implementing the Success Formula is the key to Mastering the Basic Five and achieving your income goals!
  27. 27. Quality Time <ul><li>Determined by how effective you are at implementing the Basic Five. </li></ul><ul><li>Spending time with “Go Now” Distributors. </li></ul>I (Income) Time Q (Quality) = Growth D (Duplication) = Volume
  28. 28. Three Types of Distributors <ul><li>WAITING - Stays minimally active. </li></ul><ul><li>STABLE - On Transfer Buying, plugs into some meetings, occasionally brings up the business or products. </li></ul><ul><li>GO NOW - Has goals and a strong desire to achieve them now, is coachable and seeking to master the Basic Five. </li></ul>
  29. 29. Allocating Your Time with Each Type of Distributor <ul><li>WAITING - Communicate with monthly about meetings and new product releases. </li></ul><ul><li>STABLE - Sell them tickets to the next event. </li></ul><ul><li>GO NOW - Mentor them, attend events with them and help them get what they want! </li></ul>
  30. 30. Growth <ul><li>Duplicate Base 10, Seven Strong throughout your organization. </li></ul><ul><li>If Base 10 does not duplicate, use it as a template for growth. </li></ul><ul><ul><li>Personally use a 100 BV a month. </li></ul></ul><ul><ul><li>Sell 300+ BV to a base of 10 customers who purchase ≥ 30BV a month. </li></ul></ul><ul><ul><li>Find two committed Distributors who will do the same. </li></ul></ul>Q (Quality) = Growth D (Duplication) = Volume I (Income) Time
  31. 31. <ul><li>Spend 80% of your time on the results producing activities. </li></ul><ul><ul><li>Selling the Business </li></ul></ul><ul><ul><li>Selling the Products </li></ul></ul><ul><ul><li>Selling Tickets “Education” to Advance our Business - CDs/DVDs/Audios </li></ul></ul><ul><ul><li>Duplicate Throughout Your Organization </li></ul></ul>Growth Q (Quality) = Growth D (Duplication) = Volume I (Income) Time
  32. 32. <ul><li>Example: </li></ul><ul><li>(Based on a ten-hour per week commitment.) </li></ul>Type of Activity Description Weekly Time Allotment Administrative Support Result Producing Activities <ul><ul><li>Clerical Activities </li></ul></ul><ul><li>Encouraging your Distributors </li></ul>Selling the Business Selling Products Selling Tickets Duplicate Throughout your Organization 30 Minutes 90 Minutes 8 Hours
  33. 33. Volume <ul><li>As a result of successfully implementing the success formula: </li></ul>BV and IBV Income Grow Exponentially! Q (Quality) = Growth D (Duplication) = Volume I (Income) Time
  34. 34. Market America’s Identity <ul><li>Market America is a Product Brokerage & </li></ul><ul><li>Internet Marketing Company that specializes in </li></ul><ul><li>One-to-One Marketing </li></ul><ul><li>and Mass Customization. </li></ul><ul><li>A perfected, standardized, and uniform system </li></ul><ul><li>that combines many marketing systems to </li></ul><ul><li>facilitate the duplication of independent business success. </li></ul>
  35. 35. Systems W. Edward Demings “ Systems under which people work account for 95% of all errors and failure; therefore, the key to excellence is to perfect the system!”
  36. 36. LIKE A FRANCHISE <ul><li>A Proven Business Plan </li></ul><ul><ul><ul><li>Systemization </li></ul></ul></ul><ul><ul><ul><li>Standardization </li></ul></ul></ul><ul><ul><ul><li>Uniformity </li></ul></ul></ul><ul><li>State-of-the-Art Management Systems </li></ul><ul><li>Merchandising and Marketing Tools </li></ul><ul><li>Growing Visibility </li></ul><ul><li>Own Multiple Businesses </li></ul><ul><li>Training </li></ul>
  37. 37. UNLIKE A FRANCHISE <ul><li>No Franchise Fees </li></ul><ul><li>No Monthly Royalties to Pay </li></ul><ul><li>No Territorial Restrictions </li></ul><ul><li>Start Part-Time (8-12 Hours per Week) </li></ul><ul><li>Minimal Startup Expense </li></ul><ul><li>Little or No Risk </li></ul>
  38. 38. We make a more powerful system than franchising available to more people at the grass roots level by eliminating PROHIBITIVE ENTRY COSTS $99.95 to $2500 vs. $117,000 to $500,000 A Franchise vs. The UnFranchise ®
  39. 39. Incorporates the Strengths of the Network Marketing Industry <ul><li>Easily capitalized by the average person </li></ul><ul><li>Offers distribution through relationships </li></ul><ul><li>Utilizes time leveraging: </li></ul><ul><ul><li>If you put in 10 hours of work, you get 10 hours of production. </li></ul></ul><ul><ul><li>If you have 10 other people, who put in 10 hours of work, you get 100 hours of production without increasing your time. </li></ul></ul><ul><ul><li>If those 10 people find 10 people, who put in 10 hours of work, you get 1,000 hours of production. </li></ul></ul>
  40. 40. Eliminates the Weaknesses of Network Marketing <ul><li>Mass Recruiting </li></ul><ul><li>Increasing Sales Requirements </li></ul>Incorporates the Strengths of Other Marketing Systems. <ul><li>Home Shopping </li></ul><ul><li>Direct Sales </li></ul><ul><li>Discount Buying </li></ul><ul><li>Franchising </li></ul><ul><li>Internet Sales & E-commerce </li></ul><ul><li>One- to-One Marketing </li></ul><ul><li>Mass Customization </li></ul>
  41. 41. One-to-One Marketing <ul><li>We ask our customers what they want, and we &quot;source&quot; the best products in that category for them. We do this through internet-based surveying and data-mining. </li></ul>Mass Customization We customize products and services based on customer’s needs and desires. We find the best products currently available today, and we improve them. In addition to our Market America product lines - we offer access to 1,000 plus major manufactures for an internet-based shopping experience.
  42. 42. The Market America Business Model Offers the Best of: <ul><li>Franchising </li></ul>Trainings Marketing Tools A Proven Business Plan
  43. 43. The Market America Business Model Offers the Best of: <ul><li>Traditional Business </li></ul>Marketable Products/Services Ability to Expand Distribution
  44. 44. The Market America Business Model Offers the Best of: <ul><li>Network Marketing </li></ul>Home-Based Low Start-Up Costs Residual Income Tax Advantages Work Part-Time
  45. 45. Right Sales Organization The Two-to-Three Year Plan Two Ways to Earn Income : 1. Provide Products 2. Time Leveraging <ul><li>Service 10-15 Preferred Customers </li></ul><ul><li>30 – 100% Gross Retail Profit </li></ul><ul><li>Earn $300 - $3,600 Per Week Per BDC* </li></ul><ul><li>Duplicate Your Efforts </li></ul><ul><li>Develop & Manage Only Two Sales Organizations </li></ul>The UnFranchise ® Business Development System Left Sales Organization
  46. 46. Market America What is it? What are we? What do we do? <ul><li>Market America is a Product Brokerage & Internet Marketing Company that Specializes in </li></ul><ul><li>One-to-One Marketing </li></ul><ul><li>and Mass Customization. </li></ul>
  47. 47. What is Market America <ul><li>A Product Brokerage Company </li></ul><ul><li>No Manufacturing Expenses </li></ul><ul><li>Wide Variety of Products and Services </li></ul><ul><li>Provides Products of the Highest Demand </li></ul><ul><li>Billion-Dollar Markets </li></ul>
  48. 48. <ul><li>Internet Marketing </li></ul>What is Market America <ul><li>Each Distributor Owns a Web Portal </li></ul><ul><li>Survey Customers and Track Buying Habits </li></ul><ul><li>Provides FREE Email Service </li></ul><ul><li>High Tech/High Touch </li></ul>
  49. 49. What is Market America <ul><li>One-to-One Marketing </li></ul><ul><li>Collecting/Analyzing Information </li></ul><ul><li>Source and Supply What People Want and Need </li></ul><ul><li>Share of Customer Rather Than Market Share </li></ul><ul><li>Share of Customer Rather Than Mass Marketing </li></ul>
  50. 50. What is Market America <ul><li>Mass Customization </li></ul><ul><li>From Mass Production to Mass Customization </li></ul><ul><li>Computerization Has Paved the Way </li></ul><ul><li>Our Online Infrastructure </li></ul><ul><li>Creating Lifetime Value </li></ul>
  51. 51. What Makes Market America Different? <ul><li>Product Brokerage and the Mall Without Walls ™ </li></ul><ul><li>Binomial Marketing System </li></ul><ul><li>UnFranchise ® Systems </li></ul><ul><li>National Meeting, Training, and Seminar System </li></ul>
  52. 52. National Meeting, Training, and Seminar System (NMTSS) A cohesive system of meetings, seminars, and events that provide new and established Distributors with individual learning opportunities that contribute to thorough, standardized and effective training.
  53. 53. NMTSS Benefits <ul><li>Leverages Time </li></ul><ul><li>Builds a Nationwide Support System </li></ul><ul><li>Helps Manage and Support Organization Growth </li></ul><ul><li>Systemized, Standardized, and Uniformed </li></ul><ul><li>Build Your Organization In Multiple Geographic Areas </li></ul><ul><li>Standardized Ticket Prices </li></ul>
  54. 54. NMTSS Benefits <ul><li>Creates Recognition System </li></ul><ul><li>Builds Leaderships </li></ul><ul><li>Learn from the Most Talented Speakers within Market America, Market Australia, and Market Taiwan </li></ul><ul><li>Promotes Teamwork </li></ul>
  55. 55. <ul><li>Second Looks - (English, Mandarin, Spanish, Motives) - $5 Guest FREE </li></ul><ul><li>Local Seminars (English, Mandarin) - $25 </li></ul><ul><li>District Rally (English, Mandarin) - $40 </li></ul><ul><li>Regional Convention - $65 </li></ul><ul><li>Leadership School - (One Per Year) </li></ul><ul><li>International Convention - (One Per Year) </li></ul>NMTSS Components
  56. 57. Certified Training Program <ul><ul><li>New Distributor Training (NDT) - 4 hours </li></ul></ul><ul><ul><ul><li>Taught by any Certified Executive Coordinator or Above </li></ul></ul></ul><ul><ul><ul><li>$15 per Distributor - (Max 80) </li></ul></ul></ul><ul><ul><ul><li>Standardized Curriculum </li></ul></ul></ul><ul><ul><li>Basic 5 Training (B5) - 4 hours </li></ul></ul><ul><ul><ul><li>Taught by any Certified Executive Coordinator or Above </li></ul></ul></ul><ul><ul><ul><li>$15 Ticket Price - (Max 80) </li></ul></ul></ul><ul><ul><ul><li>Standardized Curriculum </li></ul></ul></ul><ul><ul><li>Executive Coordinator Certification Training (ECCT) - Minimum 8 hours </li></ul></ul><ul><ul><ul><li>Taught by only a Certified Trainer </li></ul></ul></ul><ul><ul><ul><li>$50 per Distributor - $25, if taken within the past 2 years </li></ul></ul></ul><ul><ul><ul><li>Standardized Curriculum </li></ul></ul></ul>
  57. 58. What it Takes to Develop Attitude and Knowledge <ul><li>Use The Training Tools </li></ul><ul><li>Audios/Videos/CDs </li></ul><ul><ul><li>Listen to a minimum of two audios per week </li></ul></ul><ul><ul><li>Refer to www.unfranchise.com for a suggested list </li></ul></ul>
  58. 59. What it Takes to Develop Attitude and Knowledge <ul><li>Use The Training Tools </li></ul><ul><li>Read the Career Manual </li></ul><ul><ul><li>Keep it Handy </li></ul></ul><ul><ul><li>Read 15 Minutes a Day </li></ul></ul><ul><ul><li>Read Online Updates </li></ul></ul>
  59. 60. What it Takes to Develop Attitude and Knowledge <ul><li>Use The Training Tools </li></ul><ul><li>Read the PowerLine Magazine </li></ul><ul><ul><li>Keep it Handy </li></ul></ul><ul><ul><li>Read Cover to Cover </li></ul></ul>
  60. 61. What it Takes to Develop Attitude and Knowledge <ul><li>Attend Events </li></ul><ul><li>Required Trainings </li></ul><ul><ul><li>New Distributor Trainings (NDT) </li></ul></ul><ul><ul><li>Basic Five (B-5) </li></ul></ul><ul><ul><li>Executive Coordinator Certification Training (ECCT) </li></ul></ul>
  61. 62. What it Takes to Develop Attitude and Knowledge <ul><li>Attend Events </li></ul><ul><li>Ongoing Education (one per month) </li></ul><ul><ul><li>Local Seminar </li></ul></ul><ul><ul><li>District Seminar </li></ul></ul><ul><ul><li>Regional Convention </li></ul></ul><ul><ul><li>National Convention </li></ul></ul><ul><ul><li>Leadership School </li></ul></ul><ul><ul><li>International Convention </li></ul></ul>
  62. 63. What it Takes to Develop Attitude and Knowledge <ul><li>Attend Events </li></ul><ul><li>Specialized Trainings </li></ul><ul><ul><li>Internet (ICT) </li></ul></ul><ul><ul><li>Webcenter (WCT) </li></ul></ul><ul><ul><li>Motives Trainings (Day 1 - 3, Beauty Basics) </li></ul></ul><ul><ul><li>Product Trainings </li></ul></ul><ul><ul><li>NAAC/HP Trainings </li></ul></ul>
  63. 64. What it Takes to Develop Attitude and Knowledge <ul><li>Second Look Meetings </li></ul><ul><li>Home Kick-Offs </li></ul><ul><li>Product-Related Meetings </li></ul>WITH GUESTS Attend Business Building Meetings
  64. 65. What it Takes to Develop Attitude and Knowledge <ul><li>Schedule a Weekly Call with Sponsor or Mentor </li></ul><ul><li>Utilize Online - Weekly Accountability System or Accountability from the Getting Started Guide </li></ul><ul><li>Attend Leadership Corings </li></ul><ul><li>Associate with Positive, Successful People </li></ul>Be Mentored
  65. 66. What it Takes to Develop Attitude and Knowledge <ul><li>Subscribe to UnFranchise ® Management System (UFMS) </li></ul><ul><li>PatLive Voicemail </li></ul><ul><li>Follow the Getting Started Plan and Action Guide for Success </li></ul><ul><li>Become an UnFranchise Owner (UFO) </li></ul>Treat It Like A Business NOT A HOBBY!
  66. 67. What it Takes to Develop Attitude and Knowledge <ul><li>Don’t let life get in the way of the business. </li></ul><ul><li>Don’t let others live life for you. </li></ul><ul><li>Don’t get stuck on the “Dot” . </li></ul>Treat It Like A Business NOT A HOBBY!
  67. 68. ITEMS THAT ARE MEASURABLE <ul><li>Tickets (you have them or you don’t) </li></ul><ul><li>Three-Way Calls </li></ul><ul><li>Answer to “What is it?” </li></ul><ul><li>Two-Minute Commercial </li></ul>
  68. 69. ITEMS THAT ARE MEASURABLE <ul><li>Showing the Plan </li></ul><ul><li>Goal Statement (written) </li></ul><ul><li>Top Ten List </li></ul><ul><li>Possibility List </li></ul><ul><li>At Event or Not </li></ul>
  69. 70. The Whole is Greater than the Sum of the Parts <ul><li>Leverage More Growth! </li></ul><ul><li>The business is not totally dependant on you - otherwise </li></ul><ul><li>YOU COULD NEVER STOP! </li></ul>
  71. 72. <ul><li>Define Your Dreams… </li></ul>Define Your Purpose… Goals And A Goal Statement Translating your Dreams and Purpose into a plan of action!
  72. 73. PEOPLE WITHOUT GOALS DRIFT! People don’t plan to fail. They simply fail to plan! We don’t have to face failure, if we have no yardstick. If we don’t do much, nobody- including ourselves – knows.
  73. 74. Develop A Goal Statement (Business Plan – 5 Steps) <ul><li>What You Want </li></ul><ul><li>When You Want It </li></ul><ul><li>What You Will Give Or Overcome </li></ul><ul><li>Detailed Plan To Get There </li></ul><ul><li>Write It Out (1 through 4) and Read It Twice A Day </li></ul>
  74. 75. Decide What You Want <ul><li>Define Your Short-Term Goals </li></ul><ul><ul><li>Computer, microwave, payoff a credit card </li></ul></ul><ul><li>Define Your Long-Term Goals </li></ul><ul><li>A car, debt-free, free from mandatory work, college education, early retirement </li></ul><ul><li>List Them in Order of Attainability </li></ul>
  75. 76. <ul><li>Determine the income necessary to support your lifestyle and goals. </li></ul><ul><li>Determine the number of Business Development Centers (BDC’s) you need for qualifying for commissions to attain the income level. </li></ul><ul><li>Determine the Pin Level that reflects your goal. </li></ul>Decide What You Want
  76. 77. <ul><li>Set target dates for achievement. </li></ul><ul><li>Measure your progress against the date. </li></ul><ul><li>Adjust the date or goal to be in line with reality. </li></ul>Decide What You Want
  77. 78. Decide What You are Willing to Give Up or Overcome to Obtain Goals <ul><li>Emotional Obstacles - timidity, fear of what other people think, fear of public speaking. </li></ul><ul><li>Scheduling Obstacles - Recreational, civic & church responsibilities, family, employment. </li></ul><ul><li>Financial Obstacles - Training costs, management tools, support materials. </li></ul>
  78. 79. Develop a detailed plan of what you must do each year, each month, each week, and each day to achieve the goal! <ul><li>The detailed plan brings your thoughts, your ideas, and your goals </li></ul><ul><li>in line with reality! </li></ul>The detailed plan provides you with a staircase or ladder to your goals and dreams!
  79. 80. Daily Steps Ensure Meeting the Weekly Goal <ul><li>Cultivate two possibilities </li></ul><ul><li>Call one prospect to expose the business or product </li></ul><ul><li>Read goal statement twice a day </li></ul><ul><li>Listen to an audio tape </li></ul><ul><li>Read Career Manual fifteen minutes </li></ul><ul><li>Use Market America products daily </li></ul>Everyday Steps
  80. 81. 1 Goal Staircase To Your Dreams Achievement Pins Daily Steps 2 3 4 5 6 7 2 1 Everyday Steps 2 Possibilities 1 Call Read Goal Statement Listen To Tape = = 1-to-2 Show Plan 1 Follow-up with Prospect 1-to-2 ABC Meeting/Trial Run 1 Second Look 1-to-5 Customers Call Upline WEEKLY GOAL 2 1 2 1 2 1 2 1 2 1 2 1
  81. 82. Weekly Steps Ensure Meeting the Monthly Goal <ul><li>Approach 3-5 individuals to expose the products and/or business. </li></ul><ul><li>Show the Plan to at least one prospect of your own. </li></ul><ul><li>Direct and attend or conduct ABC/Trail Run Meeting. </li></ul>Each Week’s Steps
  82. 83. Weekly Steps Ensure Meeting the Monthly Goal <ul><li>Conduct a follow up with a prospect to whom you Showed the Plan. </li></ul><ul><ul><li>Schedule next event (sell ticket to next upcoming NMTSS event) </li></ul></ul><ul><ul><li>Provide more information </li></ul></ul><ul><ul><li>Schedule appointment to get leads/ABC Pattern </li></ul></ul><ul><ul><li>Establish their UnFranchise ® Business </li></ul></ul>Each Week’s Steps
  83. 84. Weekly Steps Ensure Meeting the Monthly Goal <ul><li>Attend one business-building meeting </li></ul><ul><li>Secure and register one new customer </li></ul><ul><li>Submit online-weekly accountability </li></ul>Each Week’s Steps
  84. 85. WEEK 1 WEEK 2 WEEK 3 WEEK 4 EACH WEEK 1-to-2 Show Plan 1 Follow Up with Prospect 1-to-2 ABC Meeting/Trial Run 1 Second Look 1-to-5 Customers Call Upline 1 2 3 4 5 6 7 3 4 5 6 7 3 4 5 6 7 3 4 5 6 7 1 1 2 2 1 2 WEEKLY GOAL WEEKLY GOAL WEEKLY GOAL WEEKLY GOAL
  85. 86. Weekly Steps Ensure Meeting the Monthly Goal <ul><li>Sponsor 1 New Distributor </li></ul><ul><li>Show The Plan to 4 People </li></ul><ul><li>Service Your Preferred Customers </li></ul><ul><li>Advance ABC Pattern/Two Legs </li></ul><ul><li>Attend Monthly NMTSS Event </li></ul><ul><li>Purchase and Sell Three or More Tickets to Each Event </li></ul>Each Month’s Steps
  86. 87. By Achieving The Monthly Goal Every Month - You Automatically Achieve The Annual Goal 1 2 3 4 5 6 7 8 10 9 11 12 Each Month’s Steps Month Step = Weekly Step x 4 Weekly Step = Daily Step x 7 $187,000 to $561,000 2 to 4 Legs Succeed ANNUAL GOAL Sponsor 1 Service 10 Customers 3 Levels on ABC/2 Legs Monthly Seminar
  87. 88. Write Out Your Goal Statement <ul><li>Example: </li></ul>“ By December 31, 2009, I have no credit card debt and am living on the Coast of the Carolinas in a 5000-square foot brick home. I am driving a Porsche, vacationing four months out of the year. My marriage is happier without financial pressure. Susan and I spend more time together and pursue hobbies we both enjoy”. 50-to-100 Words - Read it Twice A Day
  88. 89. Goal $ Required for Down Payment Monthly Income Required Accum. Monthly Income # of Income Centers Qualifying Pin Level Date of Achievement Convention /$900 3 Months Debt Reduction $1200/4 Months Down Payment New Home Increase Payment on C.C. $4200/ 6 Months New Mercedes Benz Retire Spouse $300 Done 8/16/03 $300 4 Months Done 10/18/03 $900 19 Months Done 02/14/05 $700 6 Months Done 03/21/04 $1,200 $2,000 $17,000 $300 $600 $1,500 $1,900 $2,800 $5,900 1 Ctr – ¼ Flush 1 Ctr – 1/2 Flush 1 Ctr – 1 Flush 1 Ctr – 1.5 Flush 1 Ctr – 2 Flush 1 Ctr – 4 Flush C C EXC. EXC. MC. PC. May 17, 2006 July 19, 2006 Sept 20, 2006 Oct 18, 2006 May 2, 2007 June 21, 2006 Start Date March, 2006
  89. 90. Measure, Monitor, Adjust, and Control <ul><li>Measure your progress against your daily, weekly, and monthly plan of action </li></ul><ul><ul><li>Am I able to complete each task and activity in my action plan? </li></ul></ul><ul><li>Monitor the outcome of your actions to determine if you are achieving your desired results </li></ul><ul><ul><li>Did I register a new customer this week? </li></ul></ul><ul><ul><li>Did I sell at 300 BV to ten customers this month? </li></ul></ul><ul><ul><li>Did I personally use 100 BV this month? </li></ul></ul><ul><ul><li>Did I sponsor one new distributor ? </li></ul></ul>
  90. 91. Activities That Can Be Measured <ul><li>Tickets </li></ul><ul><li>Possibilities List </li></ul><ul><li>Answer to “What is it?” </li></ul><ul><li>Two-Minute Commercial </li></ul>
  91. 92. Activities to Measure <ul><li>Showing the Plan </li></ul><ul><li>Written Goal Statement </li></ul><ul><li>Top Ten List </li></ul><ul><li>Possibility List </li></ul><ul><li>NMTSS Attendance </li></ul>
  92. 93. Measure , Monitor, Adjust, and Control <ul><li>Adjust your plan of action and/or goal accordingly… </li></ul><ul><ul><li>The original, hourly, commitment of 15 hours per week is unattainable. </li></ul></ul><ul><ul><li>Therefore, I will have to adjust my weekly time commitment to 10 hours – extending my plan of action 6 months to reach $1500 per week in income. </li></ul></ul>
  93. 94. Measure , Monitor, Adjust, and Control <ul><li>Control the outcome by making necessary changes, until you achieve desired results. </li></ul><ul><ul><li>Adjust date of completion. </li></ul></ul><ul><ul><li>Adjust action plan to meet goals. </li></ul></ul><ul><ul><li>Get training necessary to learn skills needed. </li></ul></ul><ul><ul><li>Take the Basic Five Diagnostic Test to further evaluate progress. ( Take every 90 days, Strive for 80% score, Focus on areas of weakness) </li></ul></ul>
  94. 95. RETAILING
  95. 96. RETAILING <ul><li>The Key Component That Makes Market America Positioned Correctly </li></ul><ul><li>Real Customers Buying At Suggested Retail Prices </li></ul>
  96. 97. Retailing is… selling directly to the end consumer in some quantity, at a retail price.
  97. 98. What Does Retailing Mean To Market America <ul><li>Opportunity And Profit </li></ul><ul><li>Jobs </li></ul><ul><li>Legitimacy </li></ul><ul><li>Fulfills Our Mission - To Provide The Highest Quality, Market-Driven Products To Consumers </li></ul>
  98. 99. What Does Retailing Mean To The UnFranchise ® Owner <ul><li>Opportunity and Profit </li></ul><ul><li>Replaces Start-Up Costs </li></ul><ul><li>Covers Monthly Overhead </li></ul><ul><li>Generates Business Volume </li></ul><ul><li>Identifies New Prospects </li></ul><ul><li>Builds Belief </li></ul>
  99. 100. How Do We Retail Products? <ul><li>List everyone you come in contact with and good background information. (friends, relatives, acquaintances, business associates, etc.) </li></ul><ul><li>List everyone you buy products and services from. (Pampered Chef, Tupperware, Mary Kay…include friends from other direct sales companies.) </li></ul>Develop a Customer List:
  100. 101. <ul><li>List people at stores or businesses you visit regularly. (hair salons, gas stations, dry cleaners, restaurants, etc.) </li></ul><ul><li>List those who provide services for you on a regular basis. (lawn services, housekeeping, mechanics, paper boy, exterminators, postman, pool service, etc.) </li></ul>How Do We Retail Products? Develop a Customer List:
  101. 102. Match Products to People <ul><li>Are they into fitness and athletics? </li></ul><ul><li>Are they health conscious? </li></ul><ul><li>Are they concerned about personal appearance? </li></ul><ul><li>Do they need to lose weight? </li></ul><ul><li>Does their line of work require skin protection? </li></ul><ul><li>Do they have pets? </li></ul><ul><li>Do they have aches and pains? </li></ul><ul><li>Do they need more energy? </li></ul>
  102. 103. Remember… <ul><li>Retail to Recruit! </li></ul>
  103. 104. Keys of Retailing “Re-Telling” <ul><li>Be a Product of the Product </li></ul><ul><li>Develop a Possibility List for Potential Customers for Each Product Line (background info) </li></ul><ul><li>Tell Your Story (stories sell product) </li></ul><ul><li>Collect Testimonials (use third party - match the testimonial to the person or get on the phone with them) </li></ul>
  104. 105. <ul><li>Have Some Knowledge About Your Product </li></ul><ul><li>Transfer Your Buying Habits - “Product of the Product” </li></ul><ul><li>Implement a Follow-Up System (1-3-7-14-21) </li></ul><ul><li>Always Provide a Brochure </li></ul>Keys of Retailing “Re-Telling”
  105. 106. <ul><li>Build Relationships - “People hate to be sold but love to buy”. </li></ul><ul><li>Build Share of Customer </li></ul><ul><li>Listen – Listen - Listen </li></ul>Keys of Retailing “Re-Telling”
  106. 107. Two Ways to Earn Commissions <ul><li>Business Volume - (BV) </li></ul><ul><ul><li>The Point Value Assigned To Each Product/Service To Calculate Commissions </li></ul></ul><ul><ul><li>Based on the Sale of Market America Products </li></ul></ul><ul><ul><li>May Produce an Income (up to $2,100)- Per Week - Per Business Development Center (BDC) </li></ul></ul>
  107. 108. <ul><li>Incentive Business Volume – (IBV) </li></ul><ul><ul><li>IBV (Incentive Business Volume) is the Unit (Point) Value Assigned to an IBV Product/Service to Calculate IBV Commissions </li></ul></ul><ul><ul><li>Based on the Sale of Products Available Through Our Partner Stores </li></ul></ul><ul><ul><li>May Produce an Additional Commission Check of $1,500 - per week - per Business Development Center (BDC) </li></ul></ul>Two Ways to Earn Commissions
  108. 109. Base 10, Seven Strong The key to the growth and stability of your organization!
  109. 110. Base 10, Seven Strong <ul><li>Base 10 is based on each distributor purchasing a minimum of 400 BV a month. </li></ul><ul><ul><li>100 BV – Personal Use </li></ul></ul><ul><ul><li>300 BV – Retail Sales to 10 Preferred Customers, each purchasing a Minimum of 30 BV a Month </li></ul></ul>
  110. 111. <ul><li>Seven Strong is based on partnering with others who will do the same. </li></ul><ul><ul><li>You partner with 2 distributors who duplicate Base 10 </li></ul></ul><ul><ul><li>You assist your partners in finding 2 distributors who duplicate Base 10 </li></ul></ul>Base 10, Seven Strong
  111. 112. YOU 100 PBV Personally purchase and use > 100 BV in product – monthly - after one month. Complete the Home Shopping List! Establishing a Foundation ‘Base 10’
  112. 113. Establish a repeat customer base of ≥ 10 purchasing ≥ 30 BV monthly. C = customers purchasing > 30 BV worth of product/month. Establishing a Foundation ‘Base 10’
  113. 114. Activate by personally sponsoring one qualified distributor in your left and right organization. Each distributor implementing ‘Base 10’. Establishing a Foundation ‘Base 10’
  114. 115. Earn > $300/Monthly - After Six Months 1200BV 1200 BV ‘ Base 10’ - Seven Strong Establishing a Foundation ‘Base 10’
  115. 116. Earn > $600/Monthly - After Eight Months 1200 BV 1200 BV 2400 BV 2400 BV $300 $300 Establishing a Foundation ‘Base 10’
  116. 117. Earn > $1500/Monthly - After Twelve Months 5000 BV 3600 BV 2400 BV 1200 BV $600 $600 5000 BV 3600 BV 2400 BV 1200 BV $300 $300 $300 $300 Establishing a Foundation ‘Base 10’
  117. 118. Earn > $2100/Weekly - After Twenty Four Months 5000 BV 3600 BV 2400 BV 1200 BV $1500 $1500 5000 BV 3600 BV 2400 BV 1200 BV $600 $600 $600 $600 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 $300 $300 $300 $300 $300 $300 $300 $300 $300 $300 $300 $300 $300 $300 $300 $300 Establishing a Foundation ‘Base 10’
  118. 119. Base 10 Establishing The Foundation
  119. 120. Personal Use <ul><li>You must become your best customer! </li></ul><ul><li>You must become a product of the product. </li></ul><ul><li>It makes sense to purchase from your Mall, rather than someone else’s. </li></ul><ul><li>Personal experience with the products increases your confidence in them. </li></ul><ul><li>Personal use ensures volume accrual [50 – 150 BV in orders monthly]. </li></ul><ul><li>Duplicating personal use throughout your Sales Organization ensures a stable BV stream. </li></ul>
  120. 121. Getting Started <ul><li>Register yourself as a Preferred Customer. </li></ul><ul><li>Compile a shopping list of Market America products you use on a daily basis [refer to Market America product catalogue]. </li></ul><ul><li>Enroll in to Transfer Buy Program [auto-shipment of products each month]. </li></ul>
  121. 122. Getting Started <ul><li>Expand product use/knowledge by purchasing one new [BV] product from the Mall without Walls ™ each month. </li></ul><ul><li>Identify stores on your Web Portal that you already purchase from. </li></ul><ul><li>Shop from your own stores. </li></ul>
  122. 123. Retails Sales <ul><li>Retailing is the most basic results producing activity. </li></ul><ul><li>It produces retail profit to cover monthly operating expenses. </li></ul><ul><li>It produces the Business Volume that contributes toward earning commissions and bonuses. </li></ul>GOAL: A minimum of 300 BV to a base of at least 10 Preferred Customers
  123. 124. One-to-One Marketing And Mass Customization <ul><li>Participating in the Preferred Customer Program. </li></ul><ul><li>Utilize your Preferred Customer Software Management System. </li></ul><ul><li>Identifying what a customer wants and bringing it to them. </li></ul><ul><li>Selling more products to fewer people (Build Share of Customer). </li></ul>
  124. 125. <ul><li>Building unique relationships with customers on a one-to-one basis. </li></ul><ul><li>Establishing and maintaining dialogue with customers. </li></ul><ul><li>Obtaining feedback from those customers on other products they want. </li></ul>One-to-One Marketing And Mass Customization
  125. 126. The Psychology Of Selling… <ul><li>We are all salespeople. </li></ul><ul><ul><li>We sold our current employer on ourselves. </li></ul></ul><ul><ul><li>We sold our spouse/friend on benefits of maintaining that relationship. </li></ul></ul><ul><ul><li>We sold our children our values and the behaviors we expect. </li></ul></ul><ul><ul><li>We continually sell our opinions and beliefs. </li></ul></ul>Making The Sale
  126. 127. <ul><li>There are two major obstacles in selling… </li></ul><ul><ul><li>The customer’s fear of making a mistake. </li></ul></ul><ul><ul><li>The salesperson's fear of being rejected. </li></ul></ul>The Psychology Of Selling… <ul><li>The prospective customer must… </li></ul><ul><ul><li>Have need or pain that can be resolved with product or service. </li></ul></ul><ul><ul><li>Have the ability to purchase product or service. </li></ul></ul>Making The Sale
  127. 128. <ul><li>The sales person must: </li></ul><ul><ul><li>Have enthusiasm about product or service </li></ul></ul><ul><ul><ul><li>Have Self-Esteem. </li></ul></ul></ul><ul><ul><ul><li>Build Relationships and Develop Rapport. </li></ul></ul></ul><ul><ul><ul><li>Develop a Follow Up System to Continue the Relationship. </li></ul></ul></ul>The Psychology Of Selling… Making The Sale
  128. 129. Preparing To Retail <ul><li>Choose a product line to specialize in. </li></ul><ul><li>Become a product of the product. </li></ul><ul><li>Purchase marketing materials. </li></ul><ul><li>Attend the product training and seminars. </li></ul>
  129. 130. MARKET AMERICA’S I.M.P.A.C.T. SALES SYSTEM… <ul><li>The 21 st Century approach </li></ul><ul><li>to creating customers and expanding distribution! </li></ul>
  130. 131. <ul><li>Who are my ideal prospects? </li></ul><ul><li>Who buys similar products? </li></ul><ul><li>Who has money? </li></ul><ul><li>Who do I know that fits the description? </li></ul><ul><li>Who do I know that might lead me to them? </li></ul>I NVESTIGATE WHO
  131. 132. <ul><li>Where does my prospect live, work, and socialize? </li></ul>I NVESTIGATE WHERE
  132. 133. <ul><li>Why would they buy them? </li></ul><ul><li>Why would they resist buying from me? </li></ul>I NVESTIGATE WHY
  133. 134. <ul><li>When is the best time to approach this prospect? </li></ul><ul><li>When is the best time to approach a second time? </li></ul>I NVESTIGATE WHEN
  134. 135. <ul><li>Dress with respect. </li></ul><ul><li>Be mindful of mannerisms. </li></ul><ul><li>Avoid being abrupt. </li></ul><ul><li>Build rapport: Ask questions and listen! </li></ul>M EET
  135. 136. <ul><li>Ask questions, listen to answers. </li></ul><ul><li>Help the prospect discover what they want. </li></ul><ul><ul><ul><li>Example: Do you currently take supplements? </li></ul></ul></ul><ul><ul><ul><li>What are your ultimate goals with supplementation? </li></ul></ul></ul><ul><ul><ul><li>Have you heard of Isotonix ® ? </li></ul></ul></ul>P ROBE
  136. 137. <ul><li>Focus of Benefits…not Features </li></ul><ul><ul><ul><li>Feature: Attribute of Product </li></ul></ul></ul><ul><ul><ul><ul><li>Example – Isotonic-capable solution </li></ul></ul></ul></ul><ul><ul><ul><li>Benefit: Advantage the Product Provides </li></ul></ul></ul><ul><ul><ul><ul><li>Example - Easy to swallow, fast delivery </li></ul></ul></ul></ul>P ROBE
  137. 138. <ul><li>Features </li></ul><ul><ul><ul><li>Why is it better? </li></ul></ul></ul><ul><ul><ul><li>Why is it different? </li></ul></ul></ul><ul><ul><ul><li>What are the advantages? </li></ul></ul></ul><ul><ul><ul><li>Price justification. </li></ul></ul></ul>A PPLY
  138. 139. <ul><li>Benefits </li></ul><ul><ul><ul><li>How will it help them? </li></ul></ul></ul><ul><ul><ul><li>What problems does it solve? </li></ul></ul></ul><ul><ul><ul><li>Why do they need it? </li></ul></ul></ul><ul><ul><ul><li>How will it improve their life? </li></ul></ul></ul>A PPLY
  139. 140. <ul><li>Validate Every Claim </li></ul><ul><li>Share Testimonies </li></ul><ul><li>Justify Price </li></ul>C ONVINCE
  140. 141. <ul><li>Identify and answer objections </li></ul><ul><li>Negotiate a win-win </li></ul><ul><li>Close the sale </li></ul><ul><li>Schedule follow up </li></ul>T IE-UP
  141. 142. POST SALE ACTIVITIES <ul><li>Register as a Preferred Customer </li></ul><ul><li>Establish a Follow Up System </li></ul><ul><ul><ul><li>Day 1 - To thank for patronage and inquire about whether they had begun to use </li></ul></ul></ul><ul><ul><ul><li>Day 3 – To be sure product is being used properly </li></ul></ul></ul><ul><ul><ul><li>Day 7 – Share testimonial </li></ul></ul></ul><ul><ul><ul><li>Day 14 – Share testimonial and offer complimentary products </li></ul></ul></ul><ul><ul><ul><li>Day 21 – Take reorder and get referrals </li></ul></ul></ul>
  142. 143. <ul><li>Build Share of Customer through add-on products. </li></ul><ul><ul><ul><li>Take time to teach every customer about how to find, navigate, and shop the web portal . </li></ul></ul></ul>POST SALE ACTIVITIES <ul><li>Drive traffic to your web portal. </li></ul><ul><ul><li>Tell everyone you know to visit your online business </li></ul></ul>
  143. 144. Preferred Customer Program <ul><li>Who are Preferred Customers </li></ul><ul><li>Why become a Preferred Customer </li></ul><ul><li>What is in it for me as a Distributor </li></ul>
  144. 145. Who Are Preferred Customers <ul><li>Preferred Customers are people who purchase and consume/use Market America products, goods, and services or those provided by our Partner Stores on a regular basis! </li></ul><ul><li>Preferred Customers Are… </li></ul><ul><ul><ul><li>You </li></ul></ul></ul><ul><ul><ul><li>Your Customers </li></ul></ul></ul>
  145. 146. Preferred Customer Benefits <ul><li>Earn product discounts, up to 15%, on Market America products by making purchases on a regular, quarterly basis. All purchases made on the web portal count towards the Preferred Customer’s discount status. </li></ul><ul><li>Earn entries, for our prize drawings, by making regular purchases and participating in Preferred Customer Surveys. </li></ul><ul><li>Free email – GONOWMAIL.com. </li></ul>
  146. 147. <ul><li>Nutri-Physical Survey – create your custom nutritional formula. </li></ul><ul><li>Receive the Market America Direct Online Catalog - Free. </li></ul><ul><li>Receive a yearly Mall Talk catalog via mail. </li></ul><ul><li>Receive email notifications of exciting new products, specials, and much more! </li></ul>Preferred Customer Benefits
  147. 148. RETAILING… What’s In It For Me <ul><li>Cash Flow </li></ul><ul><li>Ongoing BV </li></ul><ul><li>New Products to Build Share of Customer </li></ul><ul><li>Long-Term Commissions </li></ul><ul><li>Future Sales and New Customers </li></ul>
  148. 149. Tools to Generate Portal Customers PCP Mini Web Sites Web Portals GoNowMail Biz Card CD Partner Program Nutri–Physical Merchant Account System Alerts The Spokes Support The Hub! Without The Spokes, We’re Just “Stuck On The Dot.”
  149. 150. Why Do We Have These Marketing Tools? <ul><li>Register Preferred Customers… </li></ul><ul><li>Get them to your Web Portal! </li></ul>
  150. 151. Web Portal Walk-Through Tour <ul><li>Generating IBV and BV Through Your Portal </li></ul><ul><ul><li>Take the time to get familiar with your Portal. </li></ul></ul><ul><ul><li>For credibility’s sake, you need to understand how your own business works as you share it with others. </li></ul></ul><ul><ul><li>Follow a standardized pattern when you walk someone through your online mall. </li></ul></ul><ul><ul><li>Customize the tour to emphasize those features that your customer is most interested in using. </li></ul></ul>
  151. 152. <ul><li>Generating IBV and BV Through Your Portal </li></ul><ul><ul><li>Interact with your customers by holding a Portal Party, as taught in a Portal Coring. </li></ul></ul><ul><ul><li>Duplicate BV and IBV generation through your Portal by attending an Internet Certification Training to learn how to give a Portal Coring for Distributors in your organization. </li></ul></ul>Web Portal Walk-Through Tour
  152. 153. <ul><li>Generating IBV and BV Through Your Portal </li></ul><ul><ul><li>Learn how to use the available marketing tools to increase your retail through your Portal. </li></ul></ul><ul><ul><li>Equip your Portal with a merchant account to accept MasterCard & Visa. </li></ul></ul><ul><ul><ul><li>More people are buying online </li></ul></ul></ul><ul><ul><ul><li>Virtual Terminal </li></ul></ul></ul><ul><ul><ul><ul><li>You can take credit cards offline. </li></ul></ul></ul></ul>Web Portal Walk-Through Tour
  153. 154. How Do I Get Customers To Come Back and Buy from My Portal? <ul><li>Call and make sure they received their product…are they taking it correctly? </li></ul><ul><li>Offer to help find an item & then direct them to the store where they can purchase it. </li></ul><ul><li>customer@GoNowMail.com account. </li></ul><ul><li>Use the reminder feature on your Portal. </li></ul><ul><li>Send a Thank You Card or an e–card for registering & shopping on your portal. </li></ul>
  154. 155. Tying It All Together <ul><li>Each of these methods works, independently, to drive customers to your Web Portal. </li></ul><ul><li>Using these tools in combination will achieve better results, faster. </li></ul><ul><li>Build ≥ 10 Preferred Customers shopping through the Web Portal via these tools. </li></ul>
  155. 156. Prospecting Recruiting and Sponsoring
  156. 157. Prospecting, Recruiting and Sponsoring DUPLICATES Your Efforts and LEVERAGES Your Time!
  157. 158. - J. Paul Getty - Founder of Getty Oil Company, Philanthropist, and, by the late 1950’s, widely regarded as the richest man in the world. “ I would rather have 1% of the efforts of a 100 people, than a 100% of my own efforts.”
  158. 159. OBJECTIVE Build two sales and distribution organizations…they generate > 5000 GBV & GIBV weekly.
  159. 160. Why Build Two Sales and Distribution Organizations <ul><li>The number 2 is the smallest multiplier for the highest profit. </li></ul><ul><li>Consistent with what the average person has been proven to do. </li></ul>
  160. 161. Prepare for Prospecting, Recruiting and Sponsoring by purchasing the business building tools!
  161. 162. Credibility-Enhancing Tools <ul><li>Profiles of Success </li></ul><ul><li>(Code #190 6 - $29.95) </li></ul><ul><li>Annual Report </li></ul><ul><li>(Code #170 91 - Pack of 10 - $1 7.50 ) </li></ul><ul><li>One to One Magazine Reprint </li></ul><ul><li>(Code #1TO1 - Pack of 25 - $20) </li></ul>
  162. 163. Case-Building Tools <ul><li>Make Your Move CD </li></ul><ul><li>(Code #1769 - Pack of 10 - $20) </li></ul><ul><li>Wake Up CD </li></ul><ul><li>(Code #1768 - Pack of 10 $20) </li></ul><ul><li>Three-Part DVD (includes “It’s Time for Change,” Cash in on Wellness,” and “The System” videos in English, Spanish and Mandarin) </li></ul><ul><li>(Code #1760 - $10) </li></ul>
  163. 164. Showing the Plan Tools <ul><li>Small Flip Chart </li></ul><ul><li>(Code #700 – Pack of 10 - $15) </li></ul><ul><li>Big Flip Chart </li></ul><ul><li>(Code #701 - $64.95) </li></ul><ul><li>Three-Part DVD </li></ul><ul><li>(Code #1760 - $10) </li></ul>
  164. 165. Showing the Plan Tools <ul><li>UnFranchise ® Advantage CD </li></ul><ul><li>(Code #1565 – Pack of 5 - $10) </li></ul><ul><li>Web Portal </li></ul>
  165. 166. The reason people do not recruit is because they do not have any prospects to recruit! They do not have anyone! We must prospect before we recruit!
  166. 167. Possibilities Are Everywhere YOU Go <ul><li>Every time you run an errand </li></ul><ul><li>Every time something breaks </li></ul><ul><li>Every time you buy something </li></ul><ul><li>Every time you go shopping </li></ul>
  167. 168. <ul><li>Every time you do something with family </li></ul><ul><li>Every time you go out or socialize </li></ul><ul><li>Every time you drop your kids off at activities </li></ul><ul><li>Every time you do anything or go anywhere </li></ul>Possibilities Are Everywhere YOU Go
  168. 169. Develop Your Names List <ul><li>Who do you know? </li></ul><ul><ul><li>List 200 to 500 Names </li></ul></ul><ul><li>Possibilities List - 60 to 200 people who are: </li></ul><ul><ul><li>Well-Connected </li></ul></ul><ul><ul><li>Possess Communication Skills </li></ul></ul><ul><ul><li>Want More Time or Money </li></ul></ul><ul><ul><li>Can Afford to Do The Business </li></ul></ul>
  169. 170. Develop Your Names List <ul><li>Top 10 List </li></ul><ul><ul><li>Possibilities most likely to be receptive now </li></ul></ul><ul><li>Cultivate relationships and add 2 names a day </li></ul>
  170. 171. Market America What is it? <ul><li>Market America is a Product Brokerage & Internet Marketing company that specializes in </li></ul><ul><li>One- to-One Marketing </li></ul><ul><li>and Mass Customization. </li></ul>
  171. 172. Market America What do you for a living? <ul><li>I partner with a company that does market research to identify what people want…and secures the distribution rights for those product and services. I put together a team of individuals to distribute these products. </li></ul>
  172. 173. 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.
  173. 174. Compose Your Two-Minute Commercial <ul><li>Appealing Description </li></ul><ul><li>Testimonial </li></ul><ul><li>Need a Sense of Purpose </li></ul><ul><ul><li>Sustains and Maintains Through the Highs and Lows </li></ul></ul><ul><li>Don’t Try to Recruit Them! </li></ul><ul><li>Positive Positioning </li></ul><ul><li>Set Up Positive Gossip </li></ul>
  174. 175. Learn to Talk in Themes <ul><li>Ask - How are you? </li></ul><ul><li>Listen to their response! </li></ul><ul><ul><li>What’s happening </li></ul></ul><ul><ul><li>How rotten things are </li></ul></ul><ul><ul><li>How they wish things were </li></ul></ul>(Audio CD - Code #1787)
  175. 176. Learn to Talk in Themes <ul><li>Encourage them to talk further </li></ul><ul><ul><li>Themselves (Their Favorite Topic) </li></ul></ul><ul><ul><li>Their Wishes </li></ul></ul><ul><ul><li>Their Pain </li></ul></ul><ul><li>Simply Listen to their responses </li></ul>(Audio CD - Code #1787)
  176. 177. Learn to Talk in Themes <ul><li>Present a solution to their complaints </li></ul><ul><ul><li>I know how you feel. </li></ul></ul><ul><ul><li>I felt the same way. </li></ul></ul>(Audio CD - Code #1787)
  177. 178. <ul><li> “ I was sick and tired of living month to month on a salary that never seems to grow. I began to think of where I will be just five years from now. It was scary. I realized that I am not saving enough money to retire comfortably. I needed and wanted a plan to improve my financial position. ” </li></ul><ul><li>Then, I found the UnFranchise ® Business. </li></ul><ul><li>Share your answer to “What is it?” </li></ul>Example:
  178. 179. Learn to Talk in Themes <ul><li>Close them into an appointment </li></ul><ul><ul><li>“ We teach people how to make money doing this”. </li></ul></ul><ul><ul><li>“ Does this sound like something you would like to learn more about?” </li></ul></ul>(Audio CD - Code #1787)
  179. 180. Learn Different Approaches <ul><li>Direct </li></ul><ul><li>Evaluation </li></ul><ul><li>Referral </li></ul><ul><li>Product </li></ul>
  180. 181. Learn Different Approaches “ If I could show you a way to earn an extra _____on a weekly basis, and provide you a back-up plan for any sudden changes, would you agree to review some select information to determine if you would be right for the business? Direct Approach
  181. 182. Learn Different Approaches “ Maybe you could help me out. I met some people who are bringing a new business concept into the area, and I have the opportunity to work with two people to manage its expansion.” Evaluation Approach
  182. 183. Learn Different Approaches <ul><li>“ You may or may not be interested , but I’d like you to evaluate it . You may know the right people. If you lead me to the right people , we can work out something that would be mutually profitable. </li></ul>Evaluation Approach
  183. 184. Learn Different Approaches “ I just found an incredible new business, and I am looking for some key people to help me expand it. I would like for us to get together so you can help me out by giving me some referrals?” Referral Approach
  184. 185. Learn Different Approaches “ I had a problem for years with ______. A friend introduced me to a great product called OPC-3”. Product Approach
  185. 186. Be Prepared for Questions and Objections!
  186. 187. “ Is this Amway?” “Is this Network Marketing?” <ul><li>No. I partner with Market America. Have you heard of it? </li></ul><ul><li>What has been your experience with Amway? </li></ul><ul><li>Market America is not like that…or </li></ul><ul><li>Market America is all that and more. </li></ul>
  187. 188. “ I just don’t have any time.” <ul><li>Acknowledge the comment… Today, no one seems to have time with… </li></ul><ul><li>Isn’t time the very reason you should take a serious look. </li></ul><ul><li>Would an extra $1500 a week make a difference? </li></ul>
  188. 189. “ I just don’t have the money.” <ul><li>It does take $600 - $1000 to capitalize your business. </li></ul><ul><li>This is rarely an issue. </li></ul><ul><li>If people are serious, they can find the finances. </li></ul><ul><li>You can earn your start up capital… </li></ul>
  189. 190. “ Is this a real business?” “Most people don’t make money at those things.” <ul><li>What is a real business? </li></ul><ul><li>Absolutely. This is big-time business. </li></ul><ul><li>It is a distribution business with high returns and low overhead. </li></ul><ul><li>Most people can not understand how you can earn a …without a… </li></ul>
  190. 191. “ I have to talk with my spouse.” <ul><li>That’s a good idea. </li></ul><ul><li>When would be a good time for the three of us… </li></ul><ul><li>If your spouse likes the business, is there any reason… </li></ul>
  191. 192. “ How much are you earning?” Are you making any money yet?” <ul><li>That’s a good question. </li></ul><ul><li>Currently in the first____ , I am ____. </li></ul><ul><li>What type of monthly income would make a difference in your life? </li></ul><ul><li>I’m not earning that yet, but I can introduce you to someone who is. </li></ul>
  192. 193. “ Let me think about it.” <ul><li>There really is no decision. </li></ul><ul><li>You have chosen the 2-3 year plan vs. the 45-year plan. </li></ul><ul><li>The only risk is not trying. </li></ul>
  193. 194. “ Does this involve sales?” “I am not a sales person.” <ul><li>Yes. In fact, it is quite fun because it is the kind of sales people actually enjoy. Even those who don’t sell… </li></ul><ul><li>You become a problem solver. </li></ul><ul><li>We have a complete sales system. </li></ul>
  194. 195. “ Tell me more about the product.” “I need more information.” <ul><li>No problem. What type of information would you like? </li></ul><ul><li>Is there any reason why you wouldn’t start the product/business once… </li></ul>
  195. 196. “ Is this one of the Pyramid Schemes” ? <ul><li>No. Pyramids are illegal. </li></ul><ul><li>What is your definition of a Pyramid? </li></ul><ul><li>Every corporation has a pyramid structure. </li></ul><ul><li>A Pyramids is: </li></ul><ul><li>A payment for recruiting instead of </li></ul><ul><li>selling products </li></ul><ul><li>Buying Goods </li></ul>
  196. 197. Recruiting <ul><li>Cultivating the Relationship </li></ul><ul><ul><li>Build rapport </li></ul></ul><ul><ul><li>Identify what the prospect wants </li></ul></ul><ul><ul><li>Identify why they want it </li></ul></ul><ul><ul><li>Identify how it will make them feel </li></ul></ul>Providing business information to meet the needs of the prospect
  197. 198. Recruiting <ul><li>Cultivating the Relationship </li></ul><ul><ul><li>Assure them they can achieve it </li></ul></ul><ul><ul><li>Share your Two-Minute Commercial </li></ul></ul><ul><ul><li>Explain why the UnFranchise ® Business </li></ul></ul><ul><ul><li>Show the Plan </li></ul></ul><ul><ul><li>After the Plan, close them to do a Trial Run </li></ul></ul>Providing business information to meet the needs of the prospect
  198. 199. Effective Sponsoring The process of bringing someone into the business, becoming their Coach, Teacher and Mentor.
  199. 200. Effective Sponsoring The objective is to ensure that the new Distributor is establishing their UnFranchise ® Business properly and learns the proper principles, fundamentals, task and activities to increase their chances for success.
  200. 201. Getting Started Guide & Action Plan For Success Essential for Duplication Code # 391 ENGLISH Code # 4391 MANDARIN Code # 5391 SPANISH
  201. 202. Getting Started Guide & Action Plan for Success <ul><li>I. Sign Up Appointment </li></ul><ul><ul><ul><li>Commitment </li></ul></ul></ul><ul><ul><ul><li>Prerequisites </li></ul></ul></ul><ul><ul><li>II. Goals and a Goal Statement </li></ul></ul><ul><ul><li>A. Personal Goals </li></ul></ul><ul><ul><li>B. Business Goals & Objectives </li></ul></ul>
  202. 203. <ul><li>III. Follow Up Appointment and Plan of Action </li></ul><ul><ul><li>A. Developing Attitude and Knowledge </li></ul></ul><ul><ul><li>B. Goals and a Goal Statement </li></ul></ul><ul><ul><li>C. Retailing - Increasing your personal and organization’s sales volume </li></ul></ul><ul><ul><li>D. Prospecting, Recruiting, and Sponsoring - Basic methods for expanding your sales and distribution organization </li></ul></ul><ul><ul><li>E. Follow Up & The ABCs of Building Depth - Implementing a Duplicatable System </li></ul></ul>Getting Started Guide & Action Plan for Success
  203. 204. Follow Up And The ABC Pattern of Building Depth
  204. 205. Get the person to introduce the business and/or products to some prospects and customers by conducting 2 on 1 presentation or conducting a small meeting in their location (start the Trial Run process). The purpose is NOT to sign them up or get a check! Purpose and Objective of the Follow Up
  205. 206. Rules Of Follow-Up 1. Never, Never, Never Show the Plan, hold a meeting, or bring someone to a meeting without BOOKING A FOLLOW UP! At the end of the presentation, pull out your calendar/schedule book to book a follow up. At the end of the presentation, it is YOUR responsibility to turn and close and schedule the follow up. 2. Anytime you call someone, send information, or sell products, schedule a follow up call/appointment. At the end of the presentation, never ask “ What do you think?” or “I’ll get back to you”.
  206. 207. <ul><li>INSTEAD, ask… </li></ul><ul><li>“ What did you like most about the business?” </li></ul><ul><li>“ What would prevent you from getting started now or giving it a trial run?” </li></ul><ul><li>“ You need more information, and we need to get your questions answered. When can we get together? I have Wednesday afternoon and Friday evening available. Which would be better for you?” </li></ul><ul><li>“ You seem to be picking this up faster than the average person. When can we get together so I can show you how you can reach your financial goals and live the life you have dreamed.” </li></ul>Rules Of Follow-Up
  207. 208. 3. BRING anyone you Show the Plan to, in a 1 on 1 or small meeting, to a 2 nd Look. 4. Teach everyone you sponsor to teach those they sponsor by: - Showing them what to do - When to do it - With whom to do it Rules Of Follow-Up
  209. 210. <ul><li>Always have a meeting after the meeting - answer questions, clarify certain points, outline the Basic 5, and schedule follow up. </li></ul><ul><li>The actual meeting begins when the marker is set down and the presentation is complete. </li></ul><ul><li>6. Sell tickets to the upcoming NMTSS event. </li></ul><ul><li>YOU CANNOT SELL A TICKET YOU DO NOT HAVE! </li></ul>Rules Of Follow-Up
  210. 211. Follow Up With Customers <ul><li>1 DAY </li></ul><ul><li>3 DAYS </li></ul><ul><li>(Ensure taking the products correctly and consistently) </li></ul><ul><li>7 DAYS </li></ul><ul><li>14 DAYS </li></ul><ul><li>(What do you like most) </li></ul><ul><li>21 DAYS </li></ul><ul><li>(Continue to build relationship and share of customer) </li></ul>
  211. 212. Meeting After The Meeting Objectives <ul><li>Provide more information (which you must get back). </li></ul><ul><li>Allow them to start using the products. </li></ul><ul><li>Book a follow-up appointment. </li></ul><ul><li>Arrange to pick them up to attend the next 2 nd Look. </li></ul>THE MAIN THING!
  212. 213. <ul><li>Sell a ticket to the next NMTSS event </li></ul><ul><li>Teach the evaluation technique </li></ul><ul><li>Possibility List: </li></ul><ul><li>- Answer to What is it? </li></ul><ul><li>- Two-Minute Commercial </li></ul><ul><li>- Goal Statement </li></ul><ul><li>- Evaluation Approach </li></ul><ul><li>Getting Started Guide & Action Plan for Success </li></ul>Meeting After The Meeting Objectives
  213. 214. When and How to Sell Tickets <ul><li>When someone has first seen the plan, they are at the height of their interest and excitement. </li></ul><ul><li>They have questions and want to know how to do it. </li></ul><ul><li>They want to believe, but do not know how. </li></ul><ul><li>If you are going to work with them, they have to have the right attitude and knowledge. </li></ul>
  214. 215. <ul><li>Having a Ticket Demonstrates Commitment </li></ul><ul><li>Promotes/Ensures Attendance </li></ul><ul><li>Eliminates Excuses </li></ul>The Ticket Advantage
  215. 216. You work so hard to convince them, to train them, and to get them to believe. You can accomplish ALL this by selling them a ticket and getting them to a seminar. Think About It!
  216. 217. <ul><li>THE ABC PATTERN GIVES YOU… </li></ul><ul><li>OVER YOUR: </li></ul><ul><li>SUCCESS </li></ul><ul><li>GROWTH </li></ul><ul><li>PROGRESS </li></ul><ul><li>TIMING </li></ul><ul><li>IT TAKES THE CHANCE OUT OF IT! </li></ul>CONTROL
  217. 218. The ABC Pattern <ul><li>“ The process of building a new group by identifying prospects from either Distributors or Prospects. This is done by moving from Prospect or Distributor to the next Prospect. In this way, people are always leading to people, until we find someone </li></ul><ul><li>who will do the business”. </li></ul>
  218. 219. <ul><li>“ With each new prospect in a Trial Run, we Show the Plan and review the products. We get them to try the business by showing the plan to people at their home or go visit some people with them. We repeat this over and over again, until we find a Go Now, and then we continue the process with that Go Now.” </li></ul><ul><li>- JR Ridinger </li></ul>The ABC Pattern
  219. 220. <ul><li>You don’t Show the Plan…Therefore, no ABC Pattern. </li></ul><ul><li>Wait for a 2 nd Look (dependent). </li></ul><ul><li>Plug them into a B5, NDT, or specialized training. </li></ul><ul><li>Working with the wrong people. </li></ul><ul><li>People need to move from house to house, rather than going to the same house. </li></ul>Stumbling Blocks
  220. 221. <ul><li>Getting people to sign up (there are no people in the kit). </li></ul><ul><li>Don’t have the necessary information. </li></ul><ul><li>Not using the Getting Started Guide. </li></ul><ul><li>No follow up, lack of scheduling/planning (lack of discipline). </li></ul><ul><li>Don’t teach the Evaluation Approach. </li></ul>Stumbling Blocks
  221. 222. <ul><li>Open ABC Meetings to other group (feel obligated). </li></ul><ul><li>Not following the logic behind the plan, therefore, no assumptive close. </li></ul><ul><li>Rely on the NMTSS too much. </li></ul><ul><li>Think the ABC Pattern unfolds perfectly (football play, basketball play). </li></ul>Stumbling Blocks
  223. 224. Evaluation Technique <ul><li>Maybe you could help me out. I met some people who are bringing a new business concept into the area, and I have the opportunity to work with two people to manage its expansion. </li></ul>
  224. 225. Evaluation Technique <ul><li>You may or may not be interested , but I’d like you to evaluate it . You may know the right people. If you lead me to the right people , we can work out something that would be mutually profitable . </li></ul>
  225. 226. Evaluation Technique <ul><li>1 on 1’s and 2 on 1’s </li></ul><ul><li>3-Way Calls </li></ul><ul><li>Audio/Video Recruiting </li></ul><ul><li>1 on 1 Presentation Book (Flip Chart) </li></ul><ul><li>Meeting in Their Home/Location </li></ul><ul><li>Bring to 2 nd Look </li></ul><ul><li>Kitchen-Table Presentation </li></ul>
  227. 228. The ABC Pattern begins with learning to implement a Trial Run.
  228. 229. Trial Run Definition <ul><li>“ The process used to see if someone is right for the business, and if the business is right for them. Through which, they will lead to potential prospects and customers or in the final process disqualify themselves”. </li></ul><ul><li>- JR Ridinger </li></ul>
  229. 230. Trial Run/Test Marketing <ul><li>Present/expose the business. </li></ul><ul><li>Determine if they may know the right people. </li></ul><ul><li>Test market the products – lead to customers (retail to recruit). </li></ul>Evaluation Technique
  230. 231. <ul><li>If they are right for the business. </li></ul><ul><li>If the business will work for them. </li></ul>Trial Run/Test Marketing Determines
  231. 232. Everyone Knows Two People Who Are Ready, Willing, And Able To Do It Right Now… <ul><li>People who are entrepreneurial </li></ul><ul><li>People with networking experience </li></ul><ul><li>People with direct sales experience </li></ul><ul><li>People who are well-connected </li></ul><ul><li>People with ambition, enhance quality of life, improve financial position </li></ul>GET THEM TO LEAD YOU TO THEM!
  232. 233. Let them lead you to the people. They will accidentally get interested when they lead you to someone. ASK… “ WHO IS GOING TO SPONSOR THEM… YOU OR ME?” INVESTIGATE
  233. 234. LIGHT THE FIRE IN THE BASEMENT… NOT THE ATTIC! DUPLICATION COMES FROM THE BOTTOM UP…NOT THE TOP DOWN! Information gets filtered, diluted, and distorted by passing it through the line of sponsorship. FILTRATION DILUTION DISTORTION PASS-THE-STORY-DOWN-THE-LINE EXAMPLE
  234. 235. ABC Pattern <ul><li>The more structure. </li></ul><ul><li>The more consistent. </li></ul><ul><li>The more everyone does it the same. </li></ul><ul><li>The more leaders singing the same song. </li></ul>
  235. 236. <ul><li>The more automatic it is… </li></ul><ul><li>The less confusion it is… </li></ul><ul><li>The less resistance there is… </li></ul><ul><li>The more duplication is created… </li></ul><ul><li>THE EASIER IT IS! </li></ul>ABC Pattern
  236. 237. Control Duplication <ul><li>The ABC Pattern </li></ul><ul><li>UnFranchise ® Tools (Tapes, CDs, DVDs, etc.) </li></ul><ul><li>Corings </li></ul><ul><li>Tickets to the upcoming NMTSS event </li></ul><ul><li>Working at the bottom of the organization </li></ul>
  237. 238. Key Points for an Effective Close <ul><li>Don’t worry about trying to understand everything. There is too much information to absorb in one night. </li></ul>
  238. 239. <ul><li>What’s important now and the only decision you had to make is that you chose the 2-to 3 year plan. Now all you need to see is how we can make it work for you. </li></ul>Key Points for an Effective Close
  239. 240. <ul><li>There is no big decision involved (you can use the $20,000, $2,000 or $200 example – optional). Most of us have wasted more than that in a month. </li></ul>Key Points for an Effective Close
  240. 241. <ul><li>Let’s suppose you want to get into the business right now. It would not do a bit of good unless you are willing to be coachable and follow our blueprint for success, our proven business plan, our system. </li></ul>Key Points for an Effective Close
  241. 242. <ul><li>Not everyone is right for this or ready for this. You have to qualify, and you did by choosing the 2 to 3 year plan. </li></ul><ul><li>Each of us can only work with two to four people at a time, and we don’t want to commit to work with the wrong people and waste time. </li></ul>Key Points for an Effective Close
  242. 243. <ul><li>Surely, you didn’t know everything that you would have to learn and do in the first six months to a year with your last job. </li></ul><ul><li>The same is true in this case. </li></ul><ul><li>You learn as you earn! </li></ul>Key Points for an Effective Close
  243. 244. <ul><li>If you don’t look, you won’t find it; </li></ul><ul><li>If you don’t try anything, nothing will change; </li></ul><ul><li>If you can’t do this one, you can’t do any of them. </li></ul>Key Points for an Effective Close Issues Three Guarantees
  244. 245. <ul><li>I can save a lot of time, because I know what you are thinking. You are thinking “This looks too good to be true!” I could do your due diligence for you and answer your questions and prove it all to you. But, you’d still have a question… </li></ul><ul><li>“ Will it work for me?” </li></ul><ul><li>I’m thinking: </li></ul><ul><li>“ Are you the right person for us?” </li></ul>Key Points for an Effective Close
  245. 246. <ul><li>You see, the only thing that counts is whether or not it will work for you and whether or not you are coachable. I have a way to get both of those answers without any risk. </li></ul><ul><li>I recommend that we do the same thing any Fortune 500 company or entrepreneur would do, if they found a venture with potential. </li></ul>Key Points for an Effective Close
  246. 247. <ul><li>The first thing they would do is get more information. So, we’ll give you more information to take, and we’ll get back together and answer your questions. </li></ul>Key Points for an Effective Close
  247. 248. <ul><li>We’ll test market this like a true entrepreneur by conducting a Trial Run. In this way, you will find out if it works for you, and we’ll find out if your right for us. </li></ul>Key Points for an Effective Close
  248. 249. <ul><li>Over the next few weeks, we’ll show the business to some people so they can evaluate it. Now, you won’t show it because at this point you would mess it up. We will show it with you, for you. All we really want is for the prospect to evaluate it and see if they may know the right people. </li></ul>Key Points for an Effective Close
  250. 251. Evaluation Technique <ul><li>Maybe you could help me out. I met some people who are bringing a new business concept into the area, and I have the opportunity to work with two people to manage its expansion. </li></ul>
  251. 252. <ul><li>You may or may not be interested , but I’d like you to evaluate it . You may know the right people. If you lead me to the right people , we can work out something that would be mutually profitable . </li></ul>Evaluation Technique
  252. 253. Getting Started Guide & Action Plan For Success Essential for Duplication Code # 391 (Pack of 10) $5.00 ENGLISH Code # 4391 (Pack of 10) $5.00 MANDARIN Code # 5391 (Pack of 10) $5.00 SPANISH
  253. 254. <ul><li>At the end of the Trial Run, if you have a couple of people who want the 2 to 3 year plan and people who are clamoring to buy the products, you would be nuts not to get in, and we would be nuts not to take you on. The business is already working, and there was no major decision to make. </li></ul>Key Points for an Effective Close
  254. 255. <ul><li>To get this Trial Run process started, we need to get your questions answered and expose the business to a few people. I have Tuesday and Thursday evening available, which would you prefer? </li></ul>Key Points for an Effective Close
  255. 256. <ul><li>If you cooperate and are coachable throughout this Trial Run process, you will end up succeeding. However, we would have to turn the business over to you to run and manage, and that requires professional training. </li></ul><ul><li>There are costs associated with this training, and since we are an association of entrepreneurs, we all share the costs of bringing in the top professionals and trainers to get all your questions answered. It only costs $25 (depends on the next NMTSS event). </li></ul>Key Points for an Effective Close
  256. 257. <ul><li>Let me tell you who is coming into town this month (edify and promote the story and what you know about the speaker). </li></ul><ul><li>Not only will you be properly trained on the fundamentals, but you will also be able to meet and interact with successful and growing UnFranchise ® Owners. The one thing I want you to do is purchase this ticket to attend the seminar. </li></ul>Key Points for an Effective Close
  257. 258. <ul><li>You know companies don’t make people successful, people make companies successful. Next Wednesday, there is a get together at the Holiday Inn. At which, there will be a professional presentation and a product display. I know the speaker, and can introduce you to some positive, forward thinking people. There is no use in having us both drive. I’ll pick you up at 7:00. </li></ul>Key Points for an Effective Close
  258. 259. A <ul><li>One on One </li></ul><ul><li>Two on One </li></ul><ul><li>Kitchen Table </li></ul><ul><li>Home Kickoff </li></ul><ul><li>Second Look </li></ul>TYPE OF MEETING JACK’S HOUSE
  259. 260. START A YOU A SPONSOR 1. Book Follow-up 2. Provide More Information 3. Use Products 4. Bring to 2nd Look 5. Sell Ticket MEETING AFTER THE MEETING
  260. 261. GUEST 1 GUEST 2 GUEST 3 GUEST 4 GUEST 5 GUEST 6 SUE A B JACK’S HOUSE GUEST 1 GUEST 2 GUEST 3 GUEST 4 GUEST 5 GUEST 6 SUE’S HOUSE <ul><li>One on One </li></ul><ul><li>Two on One </li></ul><ul><li>Kitchen Table </li></ul><ul><li>Home Kickoff </li></ul><ul><li>Second Look </li></ul>TYPE OF MEETING
  261. 262. B A B YOU A SPONSOR START 1. Book Follow-up 2. Provide More Information 3. Use Products 4. Bring to 2nd Look 5. Sell Ticket MEETING AFTER THE MEETING
  262. 263. B YOU SUE JACK 1. Book Follow-up 2. Provide More Information 3. Use Products 4. Bring to 2nd Look 5. Sell Ticket MEETING AFTER THE MEETING SUE’S HOUSE
  266. 267. C A1 B1 C A1 B1 C1 C1 YOU SPONSOR B B A A START
  269. 270. The ABC Pattern <ul><li>Remember, it never unfolds perfectly. </li></ul><ul><li>It will only duplicate through “GO NOWS”, who are seeking to master the B5. </li></ul><ul><li>Teach everyone to practice the rules of follow up. </li></ul><ul><li>After each meeting, schedule another meeting [kitchen table, home meeting] to invite their prospects to. </li></ul><ul><li>Make sure the people you are holding the meeting for, GO WITH YOU. </li></ul>
  270. 271. 12 months = $1,500 6 months = $1,500 3 months = $1,500 2 months = $1,500 1 month = $1,500 2 weeks = $1,500 1 week = $1,500 25 months = $10,500 25 months to earn… $78,000-$109,000 of Yearly, Ongoing Income! 2-3 YEAR PLAN vs. 45 YEAR PLAN
  271. 272. THE BASIC