Train To Retain with

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Train To Retainwith

• The Areas Best Leaders

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Preparing Yourself

• Tony Patti

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SYSTEMSW. 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!

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UNFRANCHISE
BECOME AN UNFRANCHISE OWNER
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Plan for Your Financial Success with the Market
America UnFranchise System
A Perfected, Standardized
and Uniform System that Combines
Franchising with
Direct Sales to Facilitate the Duplication
of Independent
Business Success.
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Like A Franchise

• A Proven Business Plan
• Systemization
• Standardization
• Uniformity
• State-of-the-Art Management Systems
• Merchandising and Marketing Tools
• Growing Visibility
• Own Multiple Businesses
• Training

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SYSTEMIZATIONONE WAY OF DOING THINGS
JUST LIKE A FRANCHISE
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ESSENTIAL KNOWLEDGE THE THINGS THAT YOU MUST KNOW
AND WHERE AND HOW TO LEARN IT
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Code391 5.00 for 10
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Code786 5.00 for 10
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• Try products
• Career Manual
• Getting Started Guide- A track to becoming a UFO
• Goals
• Possibility List
• Answer to what is it
• 2 minute commercial
• New distributor training and Basic 5
• NMTSS seminar tickets
• 2nd Look
• Goals Detailed Plan
• Trial Run Kickoffs

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SCHEDULE FOLLOW-UP

• 7 Days after sign-up
• Allow time to receive product order and business
  support kit.
• 2 to 3 hours
• Homework
• First step to determining coachability.

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HOMEWORKMUST BE COMPLETED BY THE NEW
DISTRIBUTOR PRIOR TO THE FOLLOW-UP

• Possibility List (60 to 200 Names s)
• List on Page 11
• What Is It?
• Two Minute Commercial
• Goal Statement
• The short version (page 4)
• Bring Appointment Book
• Review Getting Started Guide and 10 Steps

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FOLLOW-UP CALLwithin 3 days

• Is Homework Getting Done?
• Maximize time at follow-up
  appointment.
• Answer Any Questions

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FOLLOW-UP APPOINTMENT(2 to 3 Hours)

• 1) Review Possibility List
• - 60 names or more / nothing less!

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If list is less than 60
names or no list at all the meeting STOPS!

• Dont Chicken Out
• Or Say All right, we will start with these but
  get me the rest as soon as you can.

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Right Then, set the conditions under which
your willing to work with them.

• This was the first test.
• Are they going to be coachable?
• Are they going to do it the UnFranchise way or
  their way?
• Its a training process / Blame it on your
  third party (Another distributor present).

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Give Them An Option

• Reschedule the follow-up and give them a few
  more days.
• Come up with the names right then.
• Use Building Your List
  
  
  
  
  memory joggers.

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(continued)

• 2) Review Goals
• - Personal Goals (pg. 4)
• Recommend Dream Board / Visualize
  Goals.

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(continued)

• - Business Goals (pg. 5)
• Income Goals
• Time Commitment
• Action Plan / Detailed (pg. 4)
• - Break Down Daily, Weekly, Monthly
  (pg. 4)
• 3) Review/Set 90 Day Action Plan (pg. 9)
• 4) Review Answer To What Is It?
• - Make sure theyre comfortable with their
  answer.

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(continued)

• - Fine tune it if necessary.
• - Get them to practice it so it becomes
  second nature.
• Call them and get them to repeat it to
  you.
• 5) Review Two-Minute Commercial
• - Make sure it tells their story.
• - Appealing description of the business (Why
  Market America is their solution).

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THE TWO MINUTE COMMERCIAL
2
APPEALING DESCRIPTION TESTIMONIAL DONT TRY TO
RECRUIT THEM! POSITIVE POSITIONING SET UP
POSITIVE GOSSIP AUTOMATIC POSSIBILITY
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(continued)

• 6) Review Possibility List
• - Pick top 10 list (Chicken List)
• - Complete short bio on each possibility
• - Decide approach based on bio
• - Review monthly tracking system (Explain)
• - Open appointment book and schedule time
  to complete approach (Set Appointments)

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Prospecting

• Bill Izer and Big D Woodson

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PROSPECTING
RECRUITING
SPONSORING
WE NEVER STOP DOING IT
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Criteria For Business Partners

• Need to be a winner
• High Integrity
• Had It, Lost It
• Powerful Why
• Teacher / Trainer Mentality
• Very Successful but unfulfilled
• Business Owner / Entrepreneur
• Desperate to change what they are doing

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Change Your Terminology

• Prospecting Lingo
• Work From Home
• Business Partner
• Business Associate
• Unfranchise Owner
• Team
• I Started / I Opened my business
• Your JOB, Occupation
• Ongoing Income
• Business Briefing

• Market America Lingo
• Home Based Business
• Sponsor
• Up Line, down line
• Distributor
• Organization
• Get In, Got In, Sign up
• 45 Year Plan
• Residual Income
• Kickoff / 2nd Look

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• Examples
• F.O.R.M Method
• 3 Things People talk about
• What is happening.
• How rotten things are. (complain)
• The way they wish things were. (wish)

Cant say the wrong thing to the right
person Cant say the right thing to the wrong
person So, When in doubt blurt it out!
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Learn To Talk In Themes

• Talking in Themes
• Simply tell a story about something
• you understand
• and enjoy talking about.
• The people you talk to are
• The doorway to lead you to the right people.

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Learn To Talk In Themes

• Examples of Themes
• One-to-One Marketing
• Mass Customization
• Product Brokerage Mall Without Walls
• Internet Marketing E-Commerce Portal
• Anti-Aging and Wellness
• 23 Year Plan vs. The 45 Year Plan
• Plan B

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Learn To Talk In Themes

• One to One Marketing
• Market America is a
• Product brokerage
• Internet marketing company.
• We set up UnFranchises which
• Incorporate all of the advantages of a franchise
• Eliminate the weaknesses.
• We do something called one-to-one marketing

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Learn To Talk In Themes

• One to One Marketing
• We find out what people want, source it, and
  provide it to them
• Develop relationships with customers
• Surveys 50,000 people want widget A
• We know there is enough people who want it in
  order to source it we know exactly what they
  want, so we can go and get it and give it to them

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Learn To Talk In Themes

• One to One Marketing
• We build share of customer, rather than market
  share. It is easier to get an existing customer
  to buy a new product than it is to find a new
  customer
• People hate to be sold, but they love to buy.
• We teach people how to make money doing this.
• Does it sound like something you would like to
  learn more about?

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Overcoming

• Objections !!!!

Role Play
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3 Types of ApproachesEvaluation / Referral

• Direct

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1st Appointment

• Interview/Overview
• Bill Izer

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Interview / Overview

• Pre Qualifying

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Showing the Plan

• Bill Izer

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If you want something that you have never had,
You have to do something that you have never
done!!!

• Lets Show the Plan!

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Selling Tickets

• Stan the man

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Trial Run

• Being Coachable
• Tony Patti

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Why Is It Important To Do 3-Way Calls?

• Part of the system/10 Steps to systemized
  effective duplication!
• Teaching new distributors what to say to generate
  interest.
• Teach them what not to say!
• Most new distributors get diarrhea of the mouth.

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Purpose Of The 3-Way Call

• To Book the appointment.
• Not the time to explain your business.
• Not the time to answer their questions.

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• If the new distributor works alone, as a rule
  of thumb, they are out of the business after 3
  Nos.

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Your Also Assuming That.

• They are completely prepared to prospect and show
  the plan.
• They know how to answer all questions about
• The Company
• The MPCP
• The Products

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(continued)

• They are invulnerable to rejection.
• They know how to handle objections.
• They need no support.
• Their belief level is already where it needs to
  be.

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If You Dont Let Distributors Work Alone, You
Will Be Creating Important Benefits...

• Team spirit grows (We all need support)
• Fear is reduced (Hold hands when crossing the
  street)
• Prospects see that they wont have to work alone
• Duplication is faster and more accurate
• Its convenient. You can leverage your time and
  schedule appointments with 3 or 4 distributors
  without anyone leaving their home.

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(continued)

• Rejection is deflected (New distributors see that
  leaders hear the word no).
• Preserves their good attitude.
• Teaching new distributors how to listen and
  pre-qualify their prospects / take notes.

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10 Tips For Telephone Prospecting

• 1) Dont be embarrassed or ashamed about
  
  
  
  
  telephone prospecting.
• 2) Limit your time on the phone.
• 3) Make sure you wont be interrupted.
• 4) Use the prospects name frequently to
  
  
  
  
  build rapport.
• 5) Subtly, try to get the prospect to agree
  
  
  
  
  with you.

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(continued)

• 6) Keep a mirror in front of you to remind
  
  
  
  
  yourself to smile.
• 7) Know how to handle objections.
• 8) Avoid talking to much.
• 9) Dont ask your prospect to call you back.
• 10) Remember your objective.

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Building Your Unfranchisethrough (HKO) Home
Kick-offsStan Hunkovic Jr. and Caressa
Flannery
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HKO 5 Parts to Success!

• Invitation
• Confirmation
• Preparation
• Presentation
• Communication Information

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Invitation 1 month to 2 weeks out

• Names List go through and over invite
• Ex. To get 5 invite 20, for 10 invite 40 and so
  on.
• Invite Call script if necessary, put on
  calendar, someone will confirm

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Invitation 1 month to 2 weeks out

• Script
• Hi Dan, What are you doing next Tuesday? Great,
  listen. I just got involved in an exciting new
  business and thought of you. Im having a new
  business kickoff at my home and I really could
  use your HELP. Id like you to come and EVALUATE
  the business for me. Now, it may or may not be of
  interest to you, but I know you will be able to
  lead me to the right people. Will you be able to
  make it? Great, put the date on your calendar
  right now and one of my business partners will
  confirm with you a few days before. Ill see you
  there, right? Great I knew I could count on you.

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Invitation 1 month to 2 weeks out

• - Voicemail Announce through system open to
  distributors get RSVPs
• Adds excitement, credibility, shows team support
• - Combinations/Cross Pollination work both
  sides of org. to be efficient in time leveraging.

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Confirmation 1 week to 2-3 Days Before

• Postcard/Email Note If yes to invite from call,
  send reminder.
• Partner Call 2/3 days before sponsor/partner/upl
  ine calls attendees. Puts professional spin on
  importance of showing up.

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Preparation week prior to HKO

• - Parts assign intro, product and presenter
  practice parts
• - Tools
• Big flipchart
• Product Display
• Product Literature mall talks, specific
  brochures, health surveys
• Company Literature financial report,
  tapes/cd/dvd, 1 to 1, HOB, Wall Street Transcript
• NMTSS Training Schedule, 2nd looks, HKOs coming
  up
• Business Cards/Receipt Pad
• Sign In Sheet name, number, email
• Envelopes/clip board for guest materials
• Tickets to next Local

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Preparation week prior to HKO

• - Refreshments light snacks , water/soda,
  munchies, nothing elaborate.
• - Planners/Distributors
• Timeliness show up 1 hour before if setting up
• Corings practice if needed, dress rehearsal
• 2 Minute Commercial each person should have
  one, be concise.

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PresentationHKO Night

• Intro (host- 5 minutes)
• Welcome
• Intro of Company (career manual)

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PresentationHKO Night

• Products (sponsor/partner 15 minutes)
• Brief
• Relevant products/stores of interest to guests
  in attendance
• Testimonials has impact

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Presentation HKO Night

• Plan (upline 45 minutes)
• Flipchart Presentation
• Introductions go around room
• - Guests-what they do/why present
• - Distributors/UFOs 2 minute commercial

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Presentation HKO Night

• - Close (wrap up 10 minutes)
• Decision nothing to decide
• Something of Interest book follow-up, get
  questions answered

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Communication/Informatiion Closing

• Feedback Questions to Guests to find out
  interest level
• What did you like most about what you saw?
• So is this the first time you have seen the
  presentation?
• On a scale of 1-10, one being Im not really
  interested and 10 being I want to start now,
  where would you say you are?
• What would you do with an extra 300-1500/month?
  How would it make you feel?
• If you were to start this business right now what
  amount of income would help make your life more
  comfortable?
• How would it make you feel to be able to work
  when you wanted from your home?
• What would you do with your extra time if you
  could generate that type of income part time?

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Communication/Informatiion Closing

• Product Interest brochures, mall talks,
  information
• Sell Product
• Business Interest materials packet, NMTSS, 2nd
  look, HKO, Locals info
• Sell Tickets
• Thank You always thank for coming
• Card/Note added gesture after kickoff

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You
You
"A"
You
You
"B"
You
You
You
You
You
You
You
You
You
You
You
You
"C"
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"A" level
"B" level
"C" level
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ABC METHOD OF DUPLICATION AND BUILDING DEPTH
SPONSOR
YOU
YOU
YOU
A1
A1
B1
B1
M1
C1
C1
A2
A2
M2
B2
B2
C2
C2
A3
A3
M3
B3
B3
C3
C3
A4
A4
WORK ON BOTTOM LEVEL
M4
B4
B4
C4
C4
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Follow-Up System

• Supplies Needed
• Index cards Yellow, Green, Blue, Pink (or
  Orange.)  Preferably 4 x 6
• Index card tabs with every month of the year,
  and at least 3 sets of 1 to 31.
                                      
• Index card Box                 

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Follow-Up System

• Yellow is for Customers ( like vitamins make you
  pee Yellow)
• Green is for prospects  (want to make money)
• Blue is for Distributor ( now making money)
• Pink or Orange (Executive Coordinator)

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Follow-Up System

• Should look similar to this

NameAddressEmail
Contact s
F (family) O- (occupation) R- (recreation) M-
(money)
9/5 Interview/overview, product sold 9/6
Follow-up 9/7 2nd Look meeting, sold ticket 9/11
Attended training
BACK Side gtgtgtgt
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