Developing%20%20Attitude%20and%20Knowledge

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THE BASIC
5
5
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Learning, Implementing, Practicing, and Mastering
the Basic 5 will

• enable you to reach your goals and result in
  financial and time freedom.

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DevelopingAttitude and Knowledge
1
4

• Program Yourself to Be a Successful UnFranchise
  Business Owner!

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Knowledge is Power!

• You must first obtain it
• and then use it.

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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.

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Attitude and Knowledge is Developed.You Are
Not Born With It!

• Attitude and Knowledge
• Belief and Confidence

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Developing the right Attitude and Knowledge
translates into Belief and Confidence.
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Attitude Precedes Altitude

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

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The 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.

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Things That Affect Your Attitude and Belief

• Products
• Tapes/Tools
• First Customer
• Re-Order

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Things That Affect Your Attitude and Belief

• Qualify
• First Time Showing the Plan
• First Distributor
• Activated
• First Check

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The Best Way
To Predict Your Future
is to
CREATE IT! CONTROL IT!
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Put Things in Perspective How else are you going
to earn six figures or achieve your financial
dreams?
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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

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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

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TRADITIONAL BUSINESS

Freedom
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Traditional Business

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

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PRESTIGE

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

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Market AmericasUnFranchise Owner

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

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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
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It all comes down to basics. You dont have
to have a fancy playbook You just have to block
and tackle better than anyone else!
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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

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Attitude is Contagious and Compounds!

• A RECORD DAY
• May 6th, 1954
• Roger Bannister
• 3594 Seconds

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Things That Affect Your Attitude

• Define what is affecting your attitude and write
  them down.

Create a List 1. 2. 3. Etc
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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!
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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.

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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.

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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!

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Growth

• 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.

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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

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• 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
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Volume

• As a result of successfully implementing the
  success formula

BV and IBV Income Grow Exponentially!
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Market 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.

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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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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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UNLIKE 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

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A 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

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Incorporates 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.

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Eliminates 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

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One-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.
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The Market America Business Model Offers the Best
of

• Franchising

Trainings Marketing Tools A Proven Business
Plan
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The Market America Business Model Offers the Best
of

• Traditional Business

Marketable Products/Services Ability to Expand
Distribution
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The Market America Business Model Offers the Best
of

• Network Marketing

Home-Based Low Start-Up Costs Residual Income
Tax Advantages Work Part-Time
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The 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

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Market 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.

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What 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

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What is Market America

• Internet Marketing

• Each Distributor Owns a Web Portal
• Survey Customers and Track Buying Habits
• Provides FREE Email Service
• High Tech/High Touch

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What is Market America

• One-to-One Marketing

• 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

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What is Market America

• Mass Customization

• From Mass Production to Mass Customization
• Computerization Has Paved the Way
• Our Online Infrastructure
• Creating Lifetime Value

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What Makes Market America Different?

• Product Brokerage and the Mall Without Walls
• Binomial Marketing System
• UnFranchise Systems
• National Meeting, Training, and Seminar System

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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.
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NMTSS 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

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NMTSS Benefits

• Creates Recognition System
• Builds Leaderships
• Learn from the Most Talented Speakers within
  Market America, Market Australia, and Market
  Taiwan
• Promotes Teamwork

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NMTSS 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)

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Certified 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

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What it Takes to Develop Attitude and Knowledge

• Use The Training Tools

• Audios/Videos/CDs
• Listen to a minimum of two audios per week
• Refer to www.unfranchise.com for a suggested list

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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

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What it Takes to Develop Attitude and Knowledge

• Use The Training Tools

• Read the PowerLine Magazine
• Keep it Handy
• Read Cover to Cover

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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)

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What it Takes to Develop Attitude and Knowledge

• Attend Events

• Ongoing Education (one per month)
• Local Seminar
• District Seminar
• Regional Convention
• National Convention
• Leadership School
• International Convention

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What it Takes to Develop Attitude and Knowledge

• Attend Events

• Specialized Trainings
• Internet (ICT)
• Webcenter (WCT)
• Motives Trainings (Day 1 - 3, Beauty Basics)
• Product Trainings
• NAAC/HP Trainings

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What it Takes to Develop Attitude and Knowledge
Attend Business Building Meetings
WITH GUESTS

• Second Look Meetings
• Home Kick-Offs
• Product-Related Meetings

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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

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What 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)

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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.

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ITEMS THAT ARE MEASURABLE

• Tickets (you have them or you dont)
• Three-Way Calls
• Answer to What is it?
• Two-Minute Commercial

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ITEMS THAT ARE MEASURABLE

• Showing the Plan
• Goal Statement (written)
• Top Ten List
• Possibility List
• At Event or Not

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The 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!

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GOALS AND A GOAL STATEMENT
2
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Goals And A Goal Statement

• Define Your Dreams

Define Your Purpose
Translating your Dreams and Purpose into a plan
of action!
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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!
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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

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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

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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.

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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.

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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.

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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!
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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

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WEEKLY 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

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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.

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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

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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

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EACH 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
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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

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By Achieving The Monthly GoalEvery Month - You
AutomaticallyAchieve The Annual Goal
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10
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Each Months Steps
8
7
6
5
4
3
2
Month Step Weekly Step x 4Weekly Step Daily
Step x 7
1
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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.
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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.
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Measure, 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?

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Activities That Can Be Measured

• Tickets
• Possibilities List
• Answer to What is it?
• Two-Minute Commercial

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Activities to Measure

• Showing the Plan
• Written Goal Statement
• Top Ten List
• Possibility List
• NMTSS Attendance

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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.

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Measure, 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)

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RETAILING
3
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RETAILING

• The Key Component That Makes Market America
  Positioned Correctly
• Real Customers Buying At Suggested Retail Prices

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Retailing is
selling directly to the end consumer in some
quantity, at a retail price.
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What Does Retailing MeanTo Market America

• Opportunity And Profit
• Jobs
• Legitimacy
• Fulfills Our Mission - To Provide The Highest
  Quality, Market-Driven Products To Consumers

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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

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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.)

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How 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.)

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Match 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?

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Remember

• Retail to Recruit!

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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)

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Keys 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

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Keys of RetailingRe-Telling

• Build Relationships - People hate to be sold but
  love to buy.
• Build Share of Customer
• Listen Listen - Listen

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Two 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)

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Two 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)

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Base 10, Seven Strong
The key to the growth and stability of your
organization!
110
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

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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

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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!
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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.
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Establishing a Foundation Base 10
Activate by personally sponsoring one qualified
distributor in your left and right organization.
Each distributor implementing Base 10.
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Establishing a Foundation Base 10
Earn gt 300/Monthly - After Six Months
1200BV
1200 BV
Base 10 - Seven Strong
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Establishing a Foundation Base 10
Earn gt 600/Monthly - After Eight Months
2400 BV
2400 BV
1200 BV
1200 BV
300
300
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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
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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
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Base 10
Establishing The Foundation
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Personal 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.

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Getting 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.

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Getting 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.

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Retails 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.

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One-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).

125
One-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.

126
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.

127
The 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.

128
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.

129
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.

130
MARKET AMERICASI.M.P.A.C.T. SALES SYSTEM

• The 21st Century approach
• to creating customers and expanding distribution!

131
INVESTIGATE
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?

132
INVESTIGATE
WHERE

• Where does my prospect live, work, and socialize?

133
INVESTIGATE
WHY

• Why would they buy them?
• Why would they resist buying from me?

134
INVESTIGATE
WHEN

• When is the best time to approach this prospect?
• When is the best time to approach a second time?

135
MEET

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

136
PROBE

• 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?

137
PROBE

• Focus of Benefitsnot Features
• Feature Attribute of Product
• Example Isotonic-capable solution
• Benefit Advantage the Product Provides
• Example - Easy to swallow, fast delivery

138
APPLY

• Features
• Why is it better?
• Why is it different?
• What are the advantages?
• Price justification.

139
APPLY

• Benefits
• How will it help them?
• What problems does it solve?
• Why do they need it?
• How will it improve their life?

140
CONVINCE

• Validate Every Claim
• Share Testimonies
• Justify Price

141
TIE-UP

• Identify and answer objections
• Negotiate a win-win
• Close the sale
• Schedule follow up

142
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

143
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

144
Preferred Customer Program

1. Who are Preferred Customers
2. Why become a Preferred Customer
3. What is in it for me as a Distributor

145
Who 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

146
Preferred 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.

147
Preferred 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!

148
RETAILINGWhats In It For Me

• Cash Flow
• Ongoing BV
• New Products to Build Share of Customer
• Long-Term Commissions
• Future Sales and New Customers

149
Tools 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!
150
Why Do We Have TheseMarketing Tools?

• Register Preferred Customers
• Get them to your Web Portal!

151
Web 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.

152
Web 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.

153
Web 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.

154
How 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.

155
Tying 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.

156
Prospecting Recruiting and Sponsoring
4
157
Prospecting, 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.
159
OBJECTIVE
Build two sales and distribution
organizationsthey generate gt 5000 GBV GIBV
weekly.
160
Why 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.

161
Prepare for Prospecting, Recruiting and
Sponsoring by purchasing the business building
tools!
162
Credibility-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)

163
Case-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)

164
Showing 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)

165
Showing the Plan Tools

• UnFranchise Advantage CD
• (Code 1565 Pack of 5 - 10)
• Web Portal

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!
167
Possibilities Are Everywhere YOU Go

• Every time you run an errand
• Every time something breaks
• Every time you buy something
• Every time you go shopping

168
Possibilities 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

169
Develop 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

170
Develop Your Names List

• Top 10 List
• Possibilities most likely to be receptive now

• Cultivate relationships and add 2 names a day

171
Market AmericaWhat is it?

• Market America is a Product Brokerage Internet
  Marketing company that specializes in
• One- to-One Marketing
• and Mass Customization.

172
Market 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.

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.
174
Compose 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

175
Learn 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

176
Learn 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

177
Learn to Talk in Themes
(Audio CD - Code 1787)

• Present a solution to their complaints
• I know how you feel.
• I felt the same way.

178
Example

• 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?

179
Learn 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?

180
Learn Different Approaches

• Direct
• Evaluation
• Referral
• Product

181
Learn 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?
182
Learn 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.
183
Learn 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.

184
Learn 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?
185
Learn Different Approaches
Product Approach
I had a problem for years with ______. A friend
introduced me to a great product called OPC-3.
186
Be Prepared for Questionsand Objections!
187
Is 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.

188
I 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?

189
I just dont have the money.

• This is rarely an issue.

• 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

190
Is this a real business? Most people dont
make money at those things.

• What is a real business?

• 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

191
I have to talk with my spouse.

• Thats a good idea.

• When would be a good time for the three of us

• If your spouse likes the business, is there any
  reason

192
How much are you earning? Are you making any
money yet?

• Thats a good question.

• 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.

193
Let 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.

194
Does 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.

195
Tell 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

196
Is this one of the Pyramid Schemes?

• No. Pyramids are illegal.

• What is your definition of a Pyramid?

• A Pyramids is

• A payment for recruiting instead of
• selling products

• Buying Goods

• Every corporation has a pyramid structure.

197
Recruiting
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

198
Recruiting
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

199
Effective Sponsoring
The process of bringing someone into the
business, becoming their Coach, Teacher and
Mentor.
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.
201
Getting 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
202
Getting 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

203
Getting 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
204
5
Follow Up And The ABC Pattern of Building
Depth
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
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
Ill get back to you.
207
Rules 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