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Title: Developing%20%20Attitude%20and%20Knowledge


1
Learn to master THE BASIC
5
5
2
DevelopingAttitude and Knowledge
1
3
  • Program Yourself to Be a Successful UnFranchise
    Business Owner!

4
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.

5
Attitude and Knowledge is Developed.You Are
Not Born With It!
  • Attitude and Knowledge
  • Belief and Confidence

6
Attitude Precedes Altitude
  • Attitude Precedes Success.
  • Attitude comes before the money.
  • Its not WHAT you say,
  • its HOW you say it!

7
Put Things in Perspective How else are you going
to earn six figures or achieve your financial
dreams?
8
Consider Your Options
  • Franchising
  • Going Back to School
  • Network Marketing/MLM
  • Working More Hours
  • Getting a Second or Third Job
  • Investments (stocks, real estate)
  • Lottery

9
Traditional Business
To Make 100,000/Year
  • Investment 5 x Net 500,000
  • Leverage 50k 100k Down
  • Mortgage Everything
  • Mom Pop Make a Living 30k 100k
  • 100k in Start-Up Cost

10
TRADITIONAL BUSINESS

Freedom
11
Traditional Business
  • Vacation?
  • Freedom?
  • Independence?
  • Married to the Business!
  • Slave to the Business!
  • EVERYTHING comes out of your pocket!

12
PRESTIGE
  • Million Business
  • Million in HEADACHES
  • Slim Profit, If Its a Good Year.
  • NO TIME, NO VACATION, NO FREEDOM.

13
Market AmericasUnFranchise Owner
  • Million Business
  • 10 in Headaches
  • Big Profits Low Risk
  • Ongoing Income
  • Carry Business in Head
  • Time Flexibility
  • Freedom

14
Temporary Income VS. Residual Income
You trade time for dollars You leverage your time
Money grows linearly Money grows exponentially
Income stops, if youre disabled Income continues indefinitely
Youre not creating true wealth Youre creating true wealth
Time is not your own Total time freedom
Youre just getting by Youre getting ahead
When work stops, income stops Income keeps coming in
15
Basic 5 Fundamentals of the Business
  1. Developing Attitude and Knowledge
  2. Goals and A Goal Statement
  3. Retailing
  4. Prospecting, Recruiting and Sponsoring
  5. Follow-Up The ABC Pattern of Building Depth

16
The Formula for Success
Q (Quality)
D (Duplication)
I (Income)
Growth
Time
Volume


Understanding and implementing the Success
Formula is the key to Mastering the Basic Five
and achieving your income goals!
17
Quality Time
D (Duplication)
I (Income)
Q (Quality)
Time
Growth

Volume
  • Determined by how effective you are at
    implementing the Basic Five.
  • Spending time with Go Now Distributors.

18
Three Types of Distributors
  • WAITING - Stays minimally active.
  • STABLE - On Transfer Buying, plugs into some
    meetings, occasionally brings up the business or
    products.
  • GO NOW - Has goals and a strong desire to
    achieve them now, is coachable and seeking to
    master the Basic Five.

19
Allocating Your Time with Each Type of
Distributor
  • WAITING - Communicate with monthly about
    meetings and new product releases.
  • STABLE - Sell them tickets to the next event.
  • GO NOW - Mentor them, attend events with them
    and help them get what they want!

20
Growth
  • Spend 80 of your time on the results producing
    activities.
  • Selling the Business
  • Selling the Products
  • Selling Tickets Education to Advance our
    Business - CDs/DVDs/Audios
  • Duplicate Throughout Your Organization

21
  • Example
  • (Based on a ten-hour per week commitment.)

Type of Activity
Description
Weekly Time Allotment
Administrative Support Result Producing
Activities
Clerical Activities Encouraging your
Distributors
30 Minutes 90 Minutes 8 Hours
Selling the Business Selling Products Selling
Tickets Duplicate Throughout your Organization
22
Volume
  • As a result of successfully implementing the
    success formula

BV and IBV Income Grow Exponentially!
23
(No Transcript)
24
What it Takes to Develop Attitude and Knowledge
  • Use The Training Tools
  • Audios
  • Listen to a minimum of two audios per week
  • Refer to www.unfranchise.com for a suggested
    list, Downloads

25
What it Takes to Develop Attitude and Knowledge
  • Use The Training Tools
  • Read the Career Manual
  • Keep it Handy
  • Read 15 Minutes a Day
  • Read Online Updates

26
What it Takes to Develop Attitude and Knowledge
  • Use The Training Tools
  • Read the PowerLine Magazine
  • Keep it Handy
  • Read Cover to Cover

27
What it Takes to Develop Attitude and Knowledge
  • Use The Training Tools
  • Read Positive thinking books
  • Secrets of the millionaire mind
  • Maximum achievement
  • Think and Grow Rich
  • Rich Dad Poor Dad
  • The Cash flow quadrant
  • The new professionals
  • How to win friends and influence people

28
What it Takes to Develop Attitude and Knowledge
  • Attend Events
  • Required Trainings
  • New Distributor Trainings (NDT)
  • Basic Five (B-5)
  • Executive Coordinator Certification Training
    (ECCT)

29
What it Takes to Develop Attitude and Knowledge
  • Attend Events
  • Ongoing Education (one per month)
  • Local Seminar
  • Regional Convention
  • World Conference
  • International Convention

30
What it Takes to Develop Attitude and Knowledge
Attend Business Building Meetings
WITH GUESTS
  • UBPs
  • HBPs
  • Product-Related Meetings

31
What it Takes to Develop Attitude and Knowledge
Be Mentored
  • Schedule a Weekly Call with Sponsor or Mentor
  • Utilize Online - Weekly Accountability System or
    Accountability from the Getting Started Guide
  • Attend Leadership Corings
  • Associate with Positive, Successful People

32
What it Takes to Develop Attitude and Knowledge
Treat It Like A Business
NOT A HOBBY!
  • Dont let life get in the way of the business.
  • Dont let others live life for you.
  • Dont get stuck on the Dot.

33
GOALS AND A GOAL STATEMENT
2
34
People dont plan to fail. They simply fail to
plan!
We dont have to face failure, if we have no
yardstick.
If we dont do much, nobody- including ourselves
knows.
PEOPLE WITHOUT GOALS DRIFT!
35
Develop A Goal Statement(Business Plan 5 Steps)
  1. What You Want
  2. When You Want It
  3. What You Will Give Or Overcome
  4. Detailed Plan To Get There
  5. Write It Out (1 through 4) and Read It Twice A
    Day

36
Decide What You Want
  • Define Your Short-Term Goals
  • Computer, microwave, payoff a credit card
  • Define Your Long-Term Goals
  • A car, debt-free, free from mandatory work,
    college education, early retirement
  • List Them in Order of Attainability

37
Decide What You Want
  • Determine the income necessary to support your
    lifestyle and goals.
  • Determine the number of Business Development
    Centers (BDCs) you need for qualifying for
    commissions to attain the income level.
  • Determine the Pin Level that reflects your goal.

38
Decide What You Want
  • Set target dates for achievement.
  • Measure your progress against the date.
  • Adjust the date or goal to be in line with
    reality.

39
Write Out Your Goal Statement
50-to-100 Words - Read it Twice A Day
  • Example

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.
40
Accum. Monthly Income
Required for Down Payment
Start Date March, 2006
Monthly Income Required
of Income Centers Qualifying
Date of Achievement
Pin Level
Goal
Convention /900 3 Months
300 Done 8/16/03
1 Ctr ¼ Flush
May 17, 2006
300
C
Debt Reduction 1200/4 Months
300 4 Months Done 10/18/03
June 21, 2006
1 Ctr 1/2 Flush
600
C
900 19 Months Done 02/14/05
Down Payment New Home
1 Ctr 1 Flush
July 19, 2006
17,000
1,500
EXC.
Increase Payment on C.C. 4200/ 6 Months
700 6 Months Done 03/21/04
1,900
1 Ctr 1.5 Flush
EXC.
Sept 20, 2006
New Mercedes Benz
2,800
1 Ctr 2 Flush
Oct 18, 2006
1,200
MC.
Retire Spouse
1 Ctr 4 Flush
May 2, 2007
2,000
5,900
PC.
41
CREATE A DREAM BOARD
  • Get a 2 foot By 3 Foot foam cored board
  • Go online to Google images and find pictures of
    what will motivate you. Things you really want.
  • Use Magazines, pictures of your kids, Bills, etc.
  • Create one for you Kids, get them involved.

42
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.

43
Develop a detailed plan of what you must do each
year, each month, each week, and each day to
achieve the goal!
  • The detailed plan brings your thoughts, your
    ideas, and your goals
  • in line with reality!

The detailed plan provides you with a staircase
or ladder to your goals and dreams!
44
Daily Steps Ensure Meeting the Weekly Goal
Everyday Steps
  • Cultivate two possibilities
  • Call one prospect to expose the business or
    product
  • Read goal statement twice a day
  • Listen to an audio tape
  • Read Career Manual fifteen minutes
  • Use Market America products daily

45
Weekly Steps Ensure Meeting the Monthly Goal
Each Weeks Steps
  • Approach 3-5 individuals to expose the products
    and/or business.
  • Show the Plan to at least one prospect of your
    own.
  • Direct and attend or conduct ABC/Trail Run
    Meeting.

46
Weekly Steps Ensure Meeting the Monthly Goal
Each Weeks Steps
  • Conduct a follow up with a prospect to whom you
    Showed the Plan.
  • Schedule next event (sell ticket to next upcoming
    NMTSS event)
  • Provide more information
  • Schedule appointment to get leads/ABC Pattern
  • Establish their UnFranchise Business

47
Weekly Steps Ensure Meeting the Monthly Goal
Each Weeks Steps
  • Attend one business-building meeting
  • Secure and register one new customer
  • Submit online-weekly accountability

48
Weekly Steps Ensure Meeting the Monthly Goal
Each Months Steps
  • Sponsor 1 New Distributor
  • Show The Plan to 4 People
  • Service Your Preferred Customers
  • Advance ABC Pattern/Two Legs
  • Attend Monthly NMTSS Event
  • Purchase and Sell Three or More Tickets to Each
    Event

49
By Achieving The Monthly GoalEvery Month - You
AutomaticallyAchieve The Annual Goal
12
11
10
9
Each Months Steps
8
7
6
5
4
3
2
Month Step Weekly Step x 4Weekly Step Daily
Step x 7
1
50
Activities That Can Be Measured
  • Tickets
  • 3 way calling
  • Possibilities List
  • Answer to What is it?
  • Two-Minute Commercial

51
Activities to Measure
  • Showing the Plan
  • Written Goal Statement
  • Top Ten List
  • Possibility List
  • NMTSS Attendance

52
Measure, Monitor, Adjust, and Control
  • Adjust your plan of action and/or goal
    accordingly
  • The original, hourly, commitment of 15 hours per
    week is unattainable.
  • 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.

53
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 Organization
  • Be Persistent, Be Committed, Be Consistent
  • Make it a Priority
  • Make it Duplicatable

54
RETAILING
3
55
Retailing is
selling directly to the end consumer in some
quantity, at a retail price.
56
What Does Retailing MeanTo The UnFranchise Owner
  • Opportunity and Profit
  • Replaces Start-Up Costs
  • Covers Monthly Overhead
  • Generates Business Volume
  • Identifies New Prospects
  • Builds Belief

57
How Do We Retail Products?
Develop a Customer List
  • List everyone you come in contact with and good
    background information. (friends, relatives,
    acquaintances, business associates, etc.)
  • List everyone you buy products and services from.
    (Pampered Chef, Tupperware, Mary Kayinclude
    friends from other direct sales companies.)

58
Remember
  • Retail to Recruit!

59
Keys of RetailingRe-Telling
  • 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 Testimonials (use third party - match the
    testimonial to the person or get on the phone
    with them)
  • Always provide a brochure

60
Base 10, Seven Strong
The key to the growth and stability of your
organization!
61
Base 10, Seven Strong
  • Base 10 is based on each distributor purchasing a
    minimum of 400 BV a month.
  • 100 BV Personal Use
  • 300 BV Retail Sales to 10 Preferred
    Customers, each purchasing a Minimum of 30 BV a
    Month

62
Base 10, Seven Strong
  • Seven Strong is based on partnering with others
    who will do the same.
  • You partner with 2 distributors who duplicate
    Base 10
  • You assist your partners in finding 2
    distributors who duplicate Base 10

63
Establishing a Foundation Base 10
Personally purchase and use gt 100 BV in product
monthly - after one month.
YOU 100 PBV
Complete the Home Shopping List!
64
Establishing a Foundation Base 10
Establish a repeat customer base of 10
purchasing 30 BV monthly.
C customers purchasing gt 30 BV worth of
product/month.
65
Establishing a Foundation Base 10
Activate by personally sponsoring one qualified
distributor in your left and right organization.
Each distributor implementing Base 10.
66
Establishing a Foundation Base 10
Earn gt 300/Monthly - After Six Months
1200BV
1200 BV
Base 10 - Seven Strong
67
Establishing a Foundation Base 10
Earn gt 600/Monthly - After Eight Months
2400 BV
2400 BV
1200 BV
1200 BV
300
300
68
Establishing a Foundation Base 10
Earn gt 1500/Monthly - After Twelve Months
5000 BV 3600 BV 2400 BV 1200 BV
5000 BV 3600 BV 2400 BV 1200 BV
600
600
300
300
300
300
69
Establishing a Foundation Base 10
Earn gt 2100/Weekly - After Twenty Four Months
5000 BV 3600 BV 2400 BV 1200 BV
5000 BV 3600 BV 2400 BV 1200 BV
1500
1500
600
600
600
600
300
300
300
300
300
300
300
300
300
300
300
300
300
300
300
300
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
70
Base 10
Establishing The Foundation
71
Heres what could happen in an organization with
minimum focus on Retailing...
600 /month (BV)
YOU
Right
Left





50 x 50 BV
2500 BV
50 x 50 BV
2500 BV
Each UnFranchise Owner does minimum 50 BV per
month requirement
72
Heres what could happen when an organization
focuses on retailing...
YOU
Left
Right
50 x 400 BV
20,000 BV
50 x 400 BV
20,000 BV
Same group different philosophy regarding the
power of retailing. Each UnFranchise Owner has
10 customers using/purchasing 30 BV, and the
UnFranchise Owner uses/purchases 100 BV 400
BV/month
73
Heres what could happen...
6,000 /month (BV)
YOU
Right
Left



50 x 400 BV
20,000 BV
50 x 400 BV
20,000 BV
74
Simple ways to Retail More
Duplicate into your team
  • Web Portal overviews
  • Send out invite a friend request.
  • Tell everyone that you know to visit your online
    shopping business
  • Go to their home on an off night and show the
    portal just like you were going to show the plan.
    Teach how to Find, Navigate, Shop
  • Send them reminders and promo flyers for deals if
    they purchase a certain amount of product.

75
POST SALE ACTIVITIES
  • Build Share of Customer through add-on products.
  • Take time to teach every customer about how to
    find, navigate, and shop the web portal.
  • Drive traffic to your web portal.
  • Tell everyone you know to visit your online
    business

76
Simple ways to Retail More
Duplicate into your team
  • Wellness 101
  • Send out invite as taught on the site
    www.gonowresource.com
  • Book way in advance and invite other teams.
  • Print off documents make sure there is a copy for
    everyone and hold a coring on it ahead of time.

77
The Psychology Of Selling
Making The Sale
  • We are all salespeople.
  • We sold our current employer on ourselves.
  • We sold our spouse/friend on benefits of
    maintaining that relationship.
  • We sold our children our values and the behaviors
    we expect.
  • We continually sell our opinions and beliefs.

78
The Psychology Of Selling
Making The Sale
  • The sales person must
  • Have enthusiasm about product or service
  • Have Self-Esteem.
  • Build Relationships and Develop Rapport.
  • Develop a Follow Up System to Continue the
    Relationship.

79
Preparing To Retail
  • Choose a product line to specialize in.
  • Become a product of the product.
  • Purchase marketing materials.
  • Attend the product training and seminars.

80
MEET
  • Dress with respect.
  • Be mindful of mannerisms.
  • Avoid being abrupt.
  • Build rapport Ask questions and listen!

81
POST SALE ACTIVITIES
  • Register as a Preferred Customer
  • 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

82
5
Follow Up And The ABC Pattern of Building
Depth
83
THE ABC PATTERN GIVES YOU OVER
YOUR SUCCESS GROWTH PROGRESS TIMING IT TAKES
THE CHANCE OUT OF IT!
84
Stumbling Blocks
  • You dont Show the PlanTherefore, no ABC
    Pattern.
  • Wait for a UBP (dependent).
  • Not Plugging them into a B5, NDT, or specialized
    training.
  • Working with the wrong people.
  • People need to move from house to house, rather
    than going to the same house.

85
Stumbling Blocks
  • Getting people to sign up (there are no people in
    the kit).
  • Dont have the necessary information.
  • Not using the Getting Started Guide.
  • No follow up, lack of scheduling/planning (lack
    of discipline).
  • Dont teach the Evaluation Approach.

86
DUPLICATION COMES FROM THE BOTTOM UPNOT THE TOP
DOWN!
Information gets filtered, diluted, and distorted
by passing it through the line of sponsorship.
PASS-THE-STORY-DOWN-THE-LINE EXAMPLE
LIGHT THE FIRE IN THE BASEMENT NOT THE ATTIC!
FILTRATION DILUTION DISTORTION
87
ABC Pattern
  • The more structure.
  • The more consistent.
  • The more everyone does it the same.
  • The more leaders singing the same song.

88
ABC Pattern
  • The more automatic it is
  • The less confusion it is
  • The less resistance there is
  • The more duplication is created
  • THE EASIER IT IS!

89
Control Duplication
  • The ABC Pattern
  • UnFranchise Tools (Tapes, CDs, DVDs, etc.)
  • Corings
  • Tickets to the upcoming NMTSS event
  • Working at the bottom of the organization

90
A
  • One on One
  • Two on One
  • Kitchen Table
  • HBP
  • UBP

TYPE OF MEETING
91
START
SPONSOR
YOU
A
A
92
A
B
93
START
SPONSOR
YOU
A
A
B
B
94
B
MEETING AFTER THE MEETING
1. Book Follow-up 2. Provide More Information 3.
Use Products 4. Bring to UBP 5. Sell Ticket
YOU
JACK
SUE
95
START
SPONSOR
YOU
A
A
B
B
C
C
96
B
C
97
C
JACK
SUE
MATT
98
START
SPONSOR
YOU
A
A
B
B
C
C
A1
A1
B1
B1
C1
C1
99
C
A1
100
A1
A NEW LEADER HAS BEEN BORN!
101
2-3 YEAR PLAN vs. 45 YEAR PLAN
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!
102
The ABC Pattern
  1. Remember, it never unfolds perfectly.
  2. It will only duplicate through GO NOWS, who are
    seeking to master the B5.
  3. Teach everyone to practice the rules of follow
    up.
  4. After each meeting, schedule another meeting
    kitchen table, home meeting to invite their
    prospects to.
  5. Make sure the people you are holding the meeting
    for, GO WITH YOU.

103
ABC PATTERN SUMMARY
1.) BOOK MEETING FROM A TO B TO C 2.) WORK AT
BOTTOM - DUPLICATION - LIGHT A FIRE AT THE
BOTTOM. SOMEONE TAKES OVER SHOWING THE PLAN EVERY
3 LEVELS. 3.) DUPLICATE FORM BOTTOM TO TOP. 4.) 2
TO 3 NIGHTS PER WEEK. 5.) 25 TO 30 MEETING GOING
ON PER WEEK RATHER THAN JUST HOLDING HOTEL
MEETINGS. 6.) EVERYONE DOING 1 TO 1 OR 2 ON 1 OR
3 ON 1. 7.) PEOPLE DO WHAT YOU DO - NOT WHAT YOU
SAY TO DO.
104
THE BASIC
5
5
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