Title: Developing%20%20Attitude%20and%20Knowledge
1THE BASIC
5
5
2Learning, Implementing, Practicing, and Mastering
the Basic 5 will
- enable you to reach your goals and result in
financial and time freedom.
3DevelopingAttitude and Knowledge
1
4- Program Yourself to Be a Successful UnFranchise
Business Owner!
5Knowledge is Power!
- You must first obtain it
- and then use it.
6The 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.
7Attitude and Knowledge is Developed.You Are
Not Born With It!
- Attitude and Knowledge
- Belief and Confidence
8Developing the right Attitude and Knowledge
translates into Belief and Confidence.
9Attitude Precedes Altitude
- Attitude Precedes Success.
- Attitude comes before the money.
- Its not WHAT you say,
- its HOW you say it!
10The Power of Belief
- You must program your brain (your computer)
- Programming creates your beliefs.
- Beliefs create your attitudes.
- Attitudes create your feelings.
- Feelings determine your actions.
- Actions determine your success or failure.
11Things That Affect Your Attitude and Belief
- Products
- Tapes/Tools
- First Customer
- Re-Order
12Things That Affect Your Attitude and Belief
- Qualify
- First Time Showing the Plan
- First Distributor
- Activated
- First Check
13The Best Way
To Predict Your Future
is to
CREATE IT! CONTROL IT!
14Put Things in Perspective How else are you going
to earn six figures or achieve your financial
dreams?
15Consider Your Options
- Franchising
- Going Back to School
- Network Marketing/MLM
- Working More Hours
- Getting a Second or Third Job
- Investments (stocks, real estate)
- Lottery
16Traditional 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
17TRADITIONAL BUSINESS
Freedom
18Traditional Business
- Vacation?
- Freedom?
- Independence?
- Married to the Business!
- Slave to the Business!
- EVERYTHING comes out of your pocket!
19PRESTIGE
- Million Business
- Million in HEADACHES
- Slim Profit, If Its a Good Year.
- NO TIME, NO VACATION, NO FREEDOM.
20Market AmericasUnFranchise Owner
- Million Business
- 10 in Headaches
- Big Profits Low Risk
- Ongoing Income
- Carry Business in Head
- Time Flexibility
- Freedom
21Temporary 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
22It all comes down to basics. You dont have
to have a fancy playbook You just have to block
and tackle better than anyone else!
23Basic 5 Fundamentals of the Business
- Developing Attitude and Knowledge
- Goals and A Goal Statement
- Retailing
- Prospecting, Recruiting and Sponsoring
- Follow-Up The ABC Pattern of Building Depth
24Attitude is Contagious and Compounds!
- A RECORD DAY
- May 6th, 1954
- Roger Bannister
- 3594 Seconds
25Things That Affect Your Attitude
- Define what is affecting your attitude and write
them down.
Create a List 1. 2. 3. Etc
26The 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!
27Quality 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.
28Three 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.
29Allocating 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!
30Growth
- Duplicate Base 10, Seven Strong throughout your
organization. - If Base 10 does not duplicate, use it as a
template for growth. - Personally use a 100 BV a month.
- Sell 300 BV to a base of 10 customers who
purchase 30BV a month. - Find two committed Distributors who will do the
same.
31Growth
- 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
32- 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
33Volume
- As a result of successfully implementing the
success formula
BV and IBV Income Grow Exponentially!
34Market Americas Identity
- Market America is a Product Brokerage
- Internet Marketing Company that specializes in
- One-to-One Marketing
- and Mass Customization.
- A perfected, standardized, and uniform system
- that combines many marketing systems to
- facilitate the duplication of independent
business success.
35SystemsW. 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!
36LIKE 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
37UNLIKE A FRANCHISE
- No Franchise Fees
- No Monthly Royalties to Pay
- No Territorial Restrictions
- Start Part-Time (8-12 Hours per Week)
- Minimal Startup Expense
- Little or No Risk
38A Franchise vs. The UnFranchise
- 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
39Incorporates the Strengths of the Network
Marketing Industry
- Easily capitalized by the average person
- Offers distribution through relationships
- Utilizes time leveraging
-
- If you put in 10 hours of work, you get 10 hours
of production. - If you have 10 other people, who put in 10 hours
of work, you get 100 hours of production without
increasing your time. - If those 10 people find 10 people, who put in 10
hours of work, you get 1,000 hours of production.
40Eliminates the Weaknesses ofNetwork Marketing
- Mass Recruiting
- Increasing Sales Requirements
Incorporates the Strengths of Other Marketing
Systems.
- Home Shopping
- Direct Sales
- Discount Buying
- Franchising
- Internet Sales E-commerce
- One- to-One Marketing
- Mass Customization
41One-to-One Marketing
- We ask our customers what they want, and we
"source" the best products in that category for
them. We do this through internet-based surveying
and data-mining.
Mass Customization
We customize products and services based on
customers 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.
42The Market America Business Model Offers the Best
of
Trainings Marketing Tools A Proven Business
Plan
43The Market America Business Model Offers the Best
of
Marketable Products/Services Ability to Expand
Distribution
44The Market America Business Model Offers the Best
of
Home-Based Low Start-Up Costs Residual Income
Tax Advantages Work Part-Time
45The Two-to-Three Year Plan
The UnFranchise Business Development System
Right Sales Organization
Two Ways to Earn Income
1. Provide Products
2. Time Leveraging
- Service 10-15 Preferred Customers
- 30 100 Gross Retail Profit
- Earn 300 - 3,600 Per Week Per BDC
- Duplicate Your Efforts
- Develop Manage Only Two Sales
Organizations
46Market AmericaWhat is it? What are we? What do
we do?
- Market America is a Product Brokerage Internet
Marketing Company that Specializes in - One-to-One Marketing
- and Mass Customization.
47What is Market America
- A Product Brokerage Company
- No Manufacturing Expenses
- Wide Variety of Products and Services
- Provides Products of the Highest Demand
- Billion-Dollar Markets
48What is Market America
- Each Distributor Owns a Web Portal
- Survey Customers and Track Buying Habits
- Provides FREE Email Service
- High Tech/High Touch
49What is Market America
- Collecting/Analyzing Information
- Source and Supply What People Want and Need
- Share of Customer Rather Than Market Share
- Share of Customer Rather Than Mass Marketing
50What is Market America
- From Mass Production to Mass Customization
- Computerization Has Paved the Way
- Our Online Infrastructure
- Creating Lifetime Value
51What Makes Market America Different?
- Product Brokerage and the Mall Without Walls
- Binomial Marketing System
- UnFranchise Systems
- National Meeting, Training, and Seminar System
52National 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.
53NMTSS Benefits
- Leverages Time
- Builds a Nationwide Support System
- Helps Manage and Support Organization Growth
- Systemized, Standardized, and Uniformed
- Build Your Organization In Multiple Geographic
Areas - Standardized Ticket Prices
54NMTSS Benefits
- Creates Recognition System
- Builds Leaderships
- Learn from the Most Talented Speakers within
Market America, Market Australia, and Market
Taiwan - Promotes Teamwork
55NMTSS Components
- Second Looks - (English, Mandarin, Spanish,
Motives) - 5 Guest FREE - Local Seminars (English, Mandarin) - 25
- District Rally (English, Mandarin) - 40
- Regional Convention - 65
- Leadership School - (One Per Year)
- International Convention - (One Per Year)
56(No Transcript)
57Certified Training Program
- New Distributor Training (NDT) - 4 hours
- Taught by any Certified Executive Coordinator or
Above - 15 per Distributor - 10, if taken within the
past two years (Max 80) - Standardized Curriculum
- Basic 5 Training (B5) - 4 hours
- Taught by any Certified Executive Coordinator or
Above - 15 Ticket Price - 10, if taken within the past
two years (Max 80) - Standardized Curriculum
- Executive Coordinator Certification Training
(ECCT) - Minimum 8 hours - Taught by only a Certified Trainer
- 50 per Distributor - 25, if taken within the
past 2 years - Standardized Curriculum
58What it Takes to Develop Attitude and Knowledge
- Audios/Videos/CDs
- Listen to a minimum of two audios per week
- Refer to www.unfranchise.com for a suggested list
59What it Takes to Develop Attitude and Knowledge
- Read the Career Manual
- Keep it Handy
- Read 15 Minutes a Day
- Read Online Updates
60What it Takes to Develop Attitude and Knowledge
- Read the PowerLine Magazine
- Keep it Handy
- Read Cover to Cover
61What it Takes to Develop Attitude and Knowledge
- Required Trainings
- New Distributor Trainings (NDT)
- Basic Five (B-5)
- Executive Coordinator Certification Training
(ECCT)
62What it Takes to Develop Attitude and Knowledge
- Ongoing Education (one per month)
- Local Seminar
- District Seminar
- Regional Convention
- National Convention
- Leadership School
- International Convention
63What it Takes to Develop Attitude and Knowledge
- Specialized Trainings
- Internet (ICT)
- Webcenter (WCT)
- Motives Trainings (Day 1 - 3, Beauty Basics)
- Product Trainings
- NAAC/HP Trainings
64What it Takes to Develop Attitude and Knowledge
Attend Business Building Meetings
WITH GUESTS
- Second Look Meetings
- Home Kick-Offs
- Product-Related Meetings
65What 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
66What it Takes to Develop Attitude and Knowledge
Treat It Like A Business
NOT A HOBBY!
- Subscribe to UnFranchise Management System
(UFMS) - PatLive Voicemail
- Follow the Getting Started Plan and Action
Guide for Success - Become an UnFranchise Owner (UFO)
67What 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.
68ITEMS THAT ARE MEASURABLE
- Tickets (you have them or you dont)
- Three-Way Calls
- Answer to What is it?
- Two-Minute Commercial
69ITEMS THAT ARE MEASURABLE
- Showing the Plan
- Goal Statement (written)
- Top Ten List
- Possibility List
- At Event or Not
70The Whole is Greater than the Sum of the Parts
- Leverage More Growth!
- The business is not totally dependant on you -
otherwise - YOU COULD NEVER STOP!
71GOALS AND A GOAL STATEMENT
2
72Goals And A Goal Statement
Define Your Purpose
Translating your Dreams and Purpose into a plan
of action!
73People 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!
74Develop A Goal Statement(Business Plan 5 Steps)
- What You Want
- When You Want It
- What You Will Give Or Overcome
- Detailed Plan To Get There
- Write It Out (1 through 4) and Read It Twice A
Day
75Decide 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
76Decide 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.
77Decide 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.
78Decide 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.
79Develop 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!
80Daily 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
81WEEKLY GOAL
Goal Staircase To Your Dreams
1-to-2 Show Plan1 Follow-up with Prospect1-to-2
ABC Meeting/Trial Run1 Second Look1-to-5
CustomersCall Upline
Daily Steps
7
6
5
4
Achievement Pins
3
Everyday Steps2 Possibilities1 CallRead Goal
StatementListen To Tape
21
2
1
82Weekly 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.
83Weekly 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
84Weekly Steps Ensure Meeting the Monthly Goal
Each Weeks Steps
- Attend one business-building meeting
- Secure and register one new customer
- Submit online-weekly accountability
85EACH WEEK1-to-2 Show Plan1 Follow Up with
Prospect1-to-2 ABC Meeting/Trial Run1 Second
Look1-to-5 CustomersCall Upline
WEEK 1
WEEK 2
WEEK 3
WEEK 4
86Weekly 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
87By 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
88Write Out Your Goal Statement
50-to-100 Words - Read it Twice A Day
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.
89 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.
90Measure, Monitor, Adjust, and Control
- Measure your progress against your daily,
weekly, and monthly plan of action - Am I able to complete each task and activity in
my action plan?
- Monitor the outcome of your actions to
determine if you are achieving your desired
results - Did I register a new customer this week?
- Did I sell at 300 BV to ten customers this
month? - Did I personally use 100 BV this month?
- Did I sponsor one new distributor?
91Activities That Can Be Measured
- Tickets
- Possibilities List
- Answer to What is it?
- Two-Minute Commercial
92Activities to Measure
- Showing the Plan
- Written Goal Statement
- Top Ten List
- Possibility List
- NMTSS Attendance
93Measure, 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.
94Measure, Monitor, Adjust, and Control
- Control the outcome by making necessary
changes, until you achieve desired results. - Adjust date of completion.
- Adjust action plan to meet goals.
- Get training necessary to learn skills needed.
- Take the Basic Five Diagnostic Test to further
evaluate progress. (Take every 90 days,
Strive for 80 score, Focus on areas of
weakness)
95RETAILING
3
96RETAILING
- The Key Component That Makes Market America
Positioned Correctly - Real Customers Buying At Suggested Retail Prices
97Retailing is
selling directly to the end consumer in some
quantity, at a retail price.
98What Does Retailing MeanTo Market America
- Opportunity And Profit
- Jobs
- Legitimacy
- Fulfills Our Mission - To Provide The Highest
Quality, Market-Driven Products To Consumers
99What Does Retailing MeanTo The UnFranchise Owner
- Opportunity and Profit
- Replaces Start-Up Costs
- Covers Monthly Overhead
- Generates Business Volume
- Identifies New Prospects
- Builds Belief
100How 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.)
101How Do We Retail Products?
Develop a Customer List
- List people at stores or businesses you visit
regularly. (hair salons, gas stations, dry
cleaners, restaurants, etc.) - List those who provide services for you on a
regular basis. (lawn services, housekeeping,
mechanics, paper boy, exterminators, postman,
pool service, etc.)
102Match Products to People
- Are they into fitness and athletics?
- Are they health conscious?
- Are they concerned about personal appearance?
- Do they need to lose weight?
- Does their line of work require skin protection?
- Do they have pets?
- Do they have aches and pains?
- Do they need more energy?
103Remember
104Keys 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)
105Keys of RetailingRe-Telling
- Have Some Knowledge About Your Product
- Transfer Your Buying Habits - Product of the
Product - Implement a Follow-Up System (1-3-7-14-21)
- Always Provide a Brochure
106Keys of RetailingRe-Telling
- Build Relationships - People hate to be sold but
love to buy. - Build Share of Customer
- Listen Listen - Listen
107Two Ways to Earn Commissions
- Business Volume - (BV)
- The Point Value Assigned To Each Product/Service
To Calculate Commissions - Based on the Sale of Market America Products
- May Produce an Income (up to 2,100)- Per Week -
Per Business Development Center (BDC)
108Two Ways to Earn Commissions
- Incentive Business Volume (IBV)
- IBV (Incentive Business Volume) is the Unit
(Point) Value Assigned to an IBV Product/Service
to Calculate IBV Commissions - Based on the Sale of Products Available Through
Our Partner Stores - May Produce an Additional Commission Check of
1,500 - per week - per Business Development
Center (BDC)
109Base 10, Seven Strong
The key to the growth and stability of your
organization!
110Base 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
111Base 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
112Establishing 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!
113Establishing 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.
114Establishing a Foundation Base 10
Activate by personally sponsoring one qualified
distributor in your left and right organization.
Each distributor implementing Base 10.
115Establishing a Foundation Base 10
Earn gt 300/Monthly - After Six Months
1200BV
1200 BV
Base 10 - Seven Strong
116Establishing a Foundation Base 10
Earn gt 600/Monthly - After Eight Months
2400 BV
2400 BV
1200 BV
1200 BV
300
300
117Establishing 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
118Establishing 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
119Base 10
Establishing The Foundation
120Personal Use
- You must become your best customer!
- You must become a product of the product.
- It makes sense to purchase from your Mall, rather
than someone elses. - Personal experience with the products increases
your confidence in them. - Personal use ensures volume accrual 50 150 BV
in orders monthly. - Duplicating personal use throughout your Sales
Organization ensures a stable BV stream.
121Getting Started
- Register yourself as a Preferred Customer.
- Compile a shopping list of Market America
products you use on a daily basis refer to
Market America product catalogue. - Enroll in to Transfer Buy Program auto-shipment
of products each month.
122Getting Started
- Expand product use/knowledge by purchasing one
new BV product from the Mall without Walls
each month. - Identify stores on your Web Portal that you
already purchase from. - Shop from your own stores.
123Retails Sales
GOAL A minimum of 300 BV to a base of at least
10 Preferred Customers
- Retailing is the most basic results producing
activity. - It produces retail profit to cover monthly
operating expenses. - It produces the Business Volume that contributes
toward earning commissions and bonuses.
124One-to-One Marketing And Mass Customization
- Participating in the Preferred Customer Program.
- Utilize your Preferred Customer Software
Management System. - Identifying what a customer wants and bringing it
to them. - Selling more products to fewer people(Build
Share of Customer).
125One-to-One Marketing And Mass Customization
- Building unique relationships with customers on a
one-to-one basis. - Establishing and maintaining dialogue with
customers. - Obtaining feedback from those customers on other
products they want.
126The 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.
127The Psychology Of Selling
Making The Sale
- There are two major obstacles in selling
-
- The customers fear of making a mistake.
-
- The salesperson's fear of being rejected.
- The prospective customer must
- Have need or pain that can be resolved with
product or service. - Have the ability to purchase product or service.
128The 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.
129Preparing To Retail
- Choose a product line to specialize in.
- Become a product of the product.
- Purchase marketing materials.
- Attend the product training and seminars.
130MARKET AMERICASI.M.P.A.C.T. SALES SYSTEM
- The 21st Century approach
- to creating customers and expanding distribution!
131INVESTIGATE
WHO
- Who are my ideal prospects?
- Who buys similar products?
- Who has money?
- Who do I know that fits the description?
- Who do I know that might lead me to them?
132INVESTIGATE
WHERE
- Where does my prospect live, work, and socialize?
133INVESTIGATE
WHY
- Why would they buy them?
- Why would they resist buying from me?
134INVESTIGATE
WHEN
- When is the best time to approach this prospect?
- When is the best time to approach a second time?
135MEET
- Dress with respect.
- Be mindful of mannerisms.
- Avoid being abrupt.
- Build rapport Ask questions and listen!
136PROBE
- Ask questions, listen to answers.
- Help the prospect discover what they want.
- Example Do you currently take supplements?
- What are your ultimate goals with
supplementation? - Have you heard of Isotonix?
137PROBE
- Focus of Benefitsnot Features
- Feature Attribute of Product
- Example Isotonic-capable solution
- Benefit Advantage the Product Provides
- Example - Easy to swallow, fast delivery
138APPLY
- Features
- Why is it better?
- Why is it different?
- What are the advantages?
- Price justification.
139APPLY
- Benefits
- How will it help them?
- What problems does it solve?
- Why do they need it?
- How will it improve their life?
140CONVINCE
- Validate Every Claim
- Share Testimonies
- Justify Price
141TIE-UP
- Identify and answer objections
- Negotiate a win-win
- Close the sale
- Schedule follow up
142POST 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
143POST 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
144Preferred Customer Program
- Who are Preferred Customers
- Why become a Preferred Customer
- What is in it for me as a Distributor
145Who Are Preferred Customers
- 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! - Preferred Customers Are
- You
- Your Customers
146Preferred Customer Benefits
- 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
Customers discount status. - Earn entries, for our prize drawings, by making
regular purchases and participating in Preferred
Customer Surveys. - Free email GONOWMAIL.com.
147Preferred Customer Benefits
- Nutri-Physical Survey create your custom
nutritional formula. - Receive the Market America Direct Online Catalog
- Free. - Receive a yearly Mall Talk catalog via mail.
- Receive email notifications of exciting new
products, specials, and much more!
148RETAILINGWhats In It For Me
- Cash Flow
- Ongoing BV
- New Products to Build Share of Customer
- Long-Term Commissions
- Future Sales and New Customers
149Tools to Generate Portal Customers
System Alerts
Mini Web Sites
NutriPhysical
PCP
Web Portals
GoNowMail
Merchant Account
Biz Card CD
Partner Program
Without The Spokes, Were Just Stuck On The Dot.
The Spokes Support The Hub!
150Why Do We Have TheseMarketing Tools?
- Register Preferred Customers
- Get them to your Web Portal!
151Web Portal Walk-Through Tour
- Generating IBV and BV Through Your Portal
- Take the time to get familiar with your Portal.
- For credibilitys sake, you need to understand
how your own business works as you share it with
others. - Follow a standardized pattern when you walk
someone through your online mall. - Customize the tour to emphasize those features
that your customer is most interested in using.
152Web Portal Walk-Through Tour
- Generating IBV and BV Through Your Portal
- Interact with your customers by holding a Portal
Party, as taught in a Portal Coring. - 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.
153Web Portal Walk-Through Tour
- Generating IBV and BV Through Your Portal
- Learn how to use the available marketing tools to
increase your retail through your Portal. - Equip your Portal with a merchant account to
accept MasterCard Visa. - More people are buying online
- Virtual Terminal
- You can take credit cards offline.
154How Do I Get CustomersTo Come Back and Buy from
My Portal?
- customer_at_GoNowMail.com account.
- Call and make sure they received their
productare they taking it correctly?
- Send a Thank You Card or an ecard for
registering shopping on your portal.
- Offer to help find an item then direct them to
the store where they can purchase it.
- Use the reminder feature on your Portal.
155Tying It All Together
- Each of these methods works, independently, to
drive customers to your Web Portal.
- Using these tools in combination will achieve
better results, faster.
- Build 10 Preferred Customers shopping through
the Web Portal via these tools.
156Prospecting Recruiting and Sponsoring
4
157Prospecting, Recruiting and Sponsoring
DUPLICATES Your Efforts and LEVERAGES Your
Time!
158- J. Paul Getty -Founder of Getty Oil Company,
Philanthropist, and, by the late 1950s, 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.
159OBJECTIVE
Build two sales and distribution
organizationsthey generate gt 5000 GBV GIBV
weekly.
160Why Build Two Sales and Distribution
Organizations
- The number 2 is the smallest multiplier for the
highest profit. - Consistent with what the average person has
been proven to do.
161Prepare for Prospecting, Recruiting and
Sponsoring by purchasing the business building
tools!
162Credibility-Enhancing Tools
- Profiles of Success
- (Code 1905 - 29.95)
- Annual Report
- (Code 1708 - Pack of 10 - 15)
- One to One Magazine Reprint
- (Code 1TO1 - Pack of 25 - 20)
163Case-Building Tools
- Make Your Move CD
- (Code 1769 - Pack of 10 - 20)
- Wake Up CD
- (Code 1768 - Pack of 10 20)
- Three-Part DVD (includes Its Time for Change,
Cash in on Wellness, and The System videos in
English, Spanish and Mandarin) - (Code 1760 - 10)
164Showing the Plan Tools
- Small Flip Chart
- (Code 700 Pack of 10 - 15)
- Big Flip Chart
- (Code 701 - 64.95)
- Three-Part DVD
- (Code 1760 - 10)
165Showing the Plan Tools
- UnFranchise Advantage CD
- (Code 1565 Pack of 5 - 10)
- Web Portal
166The 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!
167Possibilities Are Everywhere YOU Go
- Every time you run an errand
- Every time something breaks
- Every time you buy something
- Every time you go shopping
168Possibilities Are Everywhere YOU Go
- Every time you do something with family
- Every time you go out or socialize
- Every time you drop your kids off at activities
- Every time you do anything or go anywhere
169Develop Your Names List
- Who do you know?
- List 200 to 500 Names
- Possibilities List - 60 to 200 people who are
- Well-Connected
- Possess Communication Skills
- Want More Time or Money
- Can Afford to Do The Business
170Develop Your Names List
- Top 10 List
- Possibilities most likely to be receptive now
- Cultivate relationships and add 2 names a day
171Market AmericaWhat is it?
- Market America is a Product Brokerage Internet
Marketing company that specializes in - One- to-One Marketing
- and Mass Customization.
172Market AmericaWhat do you for a living?
- I partner with a company that does market
research to identify what people wantand secures
the distribution rights for those product and
services. I put together a team of individuals to
distribute these products.
173Two-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.
174Compose Your Two-Minute Commercial
- Appealing Description
- Testimonial
- Need a Sense of Purpose
- Sustains and Maintains Through the Highs and Lows
- Dont Try to Recruit Them!
- Positive Positioning
- Set Up Positive Gossip
175Learn to Talk in Themes
(Audio CD - Code 1787)
- Ask - How are you?
- Listen to their response!
- Whats happening
- How rotten things are
- How they wish things were
176Learn to Talk in Themes
(Audio CD - Code 1787)
- Encourage them to talk further
- Themselves (Their Favorite Topic)
- Their Wishes
- Their Pain
- Simply Listen to their responses
177Learn to Talk in Themes
(Audio CD - Code 1787)
- Present a solution to their complaints
- I know how you feel.
- I felt the same way.
178Example
- 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.
- Then, I found the UnFranchise Business.
- Share your answer to What is it?
179Learn to Talk in Themes
(Audio CD - Code 1787)
- Close them into an appointment
- We teach people how to make money doing this.
- Does this sound like something you would like to
learn more about?
180Learn Different Approaches
- Direct
- Evaluation
- Referral
- Product
181Learn Different Approaches
Direct Approach
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?
182Learn Different Approaches
Evaluation Approach
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.
183Learn Different Approaches
Evaluation Approach
- You may or may not be interested, but Id 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. -
184Learn Different Approaches
Referral Approach
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?
185Learn Different Approaches
Product Approach
I had a problem for years with ______. A friend
introduced me to a great product called OPC-3.
186Be Prepared for Questionsand Objections!
187Is this Amway?Is this Network Marketing?
- No. I partner with Market America. Have you heard
of it?
- What has been your experience with Amway?
- Market America is not like thator
- Market America is all that and more.
188I just dont have any time.
- Acknowledge the commentToday, no one seems to
have time with
- Isnt time the very reason you should take a
serious look.
- Would an extra 1500 a week make a difference?
189I just dont have the money.
- It does take 600 - 1000 to capitalize your
business.
- If people are serious, they can find the finances.
- You can earn your start up capital
190Is this a real business? Most people dont
make money at those things.
- Absolutely. This is big-time business.
- It is a distribution business with high returns
and low overhead.
- Most people can not understand how you can earn a
without a
191I have to talk with my spouse.
- When would be a good time for the three of us
- If your spouse likes the business, is there any
reason
192How much are you earning? Are you making any
money yet?
- Currently in the first____ , I am ____.
- What type of monthly income would make a
difference in your life?
- Im not earning that yet, but I can introduce
you to someone who is.
193Let me think about it.
- There really is no decision.
- You have chosen the 2-3 year plan vs. the
45-year plan.
- The only risk is not trying.
194Does this involve sales? I am not a sales
person.
- Yes. In fact, it is quite fun because it is the
kind of sales people actually enjoy. Even those
who dont sell
- You become a problem solver.
- We have a complete sales system.
195Tell me more about the product.I need more
information.
- No problem. What type of information would you
like?
- Is there any reason why you wouldnt start the
product/business once
196Is this one of the Pyramid Schemes?
- No. Pyramids are illegal.
- What is your definition of a Pyramid?
- A payment for recruiting instead of
- selling products
- Every corporation has a pyramid structure.
197Recruiting
Providing business information to meet the needs
of the prospect
- Cultivating the Relationship
- Build rapport
- Identify what the prospect wants
- Identify why they want it
- Identify how it will make them feel
198Recruiting
Providing business information to meet the needs
of the prospect
- Cultivating the Relationship
- Assure them they can achieve it
- Share your Two-Minute Commercial
- Explain why the UnFranchise Business
- Show the Plan
- After the Plan, close them to do a Trial Run
199Effective Sponsoring
The process of bringing someone into the
business, becoming their Coach, Teacher and
Mentor.
200Effective 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.
201Getting Started Guide Action Plan For Success
ENGLISH
Code 391 (Pack of 10) 5.00
MANDARIN
Essential for Duplication
Code 4391 (Pack of 10) 5.00
SPANISH
Code 5391 (Pack of 10) 5.00
202Getting Started Guide Action Plan for Success
- I. Sign Up Appointment
- Commitment
- Prerequisites
- II. Goals and a Goal Statement
- A. Personal Goals
- B. Business Goals Objectives
203Getting Started Guide Action Plan for Success
III. Follow Up Appointment and Plan of Action A.
Developing Attitude and Knowledge B. Goals and a
Goal Statement C. Retailing - Increasing your
personal and organizations sales volume D.
Prospecting, Recruiting, and Sponsoring - Basic
methods for expanding your sales and distribution
organization E. Follow Up The ABCs of Building
Depth - Implementing a Duplicatable System
2045
Follow Up And The ABC Pattern of Building
Depth
205Get 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
206Rules 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
Ill get back to you.
207Rules Of Follow-Up
- INSTEAD, ask
- What did you like most about the business?
- What would prevent you from getting started now
or giving it a trial run? - You need more info