You

Coring

Coring

Coring

THE SCIENCE OF CORINGSWHEN WHERE AND HOW TO

CONDUCT THEM

• WHAT IS A CORING?

• THE PURPOSE OF CORINGS

• CORINGS USED FOR SIGN UPS, NDT. BASIC 5, WORKSHOPS – Pot lucks and prospecting practice sessions on themes.

• BASIC 5 WAS DESIGNED TO DO AT CORINGS

ABC CORINGABC CORING

Coring is a method for:Coring is a method for: Developing “Go Now” DistributorsDeveloping “Go Now” Distributors Developing Leadership From DistributorsDeveloping Leadership From Distributors Insuring Growth of Your Organization Insuring Growth of Your Organization

Through Providing Accountability in the Through Providing Accountability in the ABC Pattern of DuplicationABC Pattern of Duplication

Leveraging the Quality Time of Leaders.Leveraging the Quality Time of Leaders.

““Go Now” DistributorsGo Now” Distributors

A distributor is considered to be “go now” when A distributor is considered to be “go now” when he/she does, as a minimum, the following:he/she does, as a minimum, the following:

Learns and applies the Basic 5.Learns and applies the Basic 5. Attends a minimum of:Attends a minimum of:

1 Second Look Meeting per month 1 Second Look Meeting per month 3 Kickoffs per month3 Kickoffs per month 1 Local seminar per quarter1 Local seminar per quarter District, Regional and International Convention or District, Regional and International Convention or

Leadership School)Leadership School)

““Go Now” DistributorsGo Now” Distributors

Attends a minimum of: (continued)Attends a minimum of: (continued) 1 NDT, B-5 or ECCT quarterly1 NDT, B-5 or ECCT quarterly Mandatory attendance to the District, Regional Mandatory attendance to the District, Regional

and one of two national events, either the and one of two national events, either the International Convention or Leadership SchoolInternational Convention or Leadership School

Shows the plan a minimum of 1 time per Shows the plan a minimum of 1 time per weekweek

Shows the plan for a new person as fast as Shows the plan for a new person as fast as possible (for at least 90 days).possible (for at least 90 days).

A Powerful Tool for Insuring Growth of Your

Business Through Accountability

ABC CORING AGENDAABC CORING AGENDA90 Day Action Plan90 Day Action Plan

11stst Week Week1.1. Fill Out 3x5 Card.Fill Out 3x5 Card.

Front SideFront Side: What would you like to : What would you like to accomplish by 90 days from now?accomplish by 90 days from now?Back SideBack Side: Your reason for doing Market : Your reason for doing Market America. America. Your WhyYour Why..

2.2. Have Your Names List of 60 to 150 names Have Your Names List of 60 to 150 names on paper (with phone numbers). Share with on paper (with phone numbers). Share with Senior Partner and give him/her your top 10 Senior Partner and give him/her your top 10 list as well. 2list as well. 2ndnd week – For top 10, do bio., week – For top 10, do bio., approach to use and script for 3-way callsapproach to use and script for 3-way calls

ABC CORING AGENDAABC CORING AGENDA90 Day Action Plan90 Day Action Plan

11stst Week Week – Continued – Continued3.3. Fill out goals on pages 4&5 of Getting Fill out goals on pages 4&5 of Getting

Started Guide and Action Plan for Started Guide and Action Plan for Success. Discuss before filling out.Success. Discuss before filling out.

4.4. Everyone must bring (code 786) “10 Everyone must bring (code 786) “10 Steps to Systemized Effective Steps to Systemized Effective Duplication” and Getting Started Guide Duplication” and Getting Started Guide (code 391). We will be referring to these (code 391). We will be referring to these for the next eight weeksfor the next eight weeks

ABC CORING AGENDAABC CORING AGENDA90 Day Action Plan90 Day Action Plan

11stst Week Week – Continued – Continued

4.4. Show by using chart (handout page 11) Show by using chart (handout page 11) how organization will grow if they have how organization will grow if they have goals and work together to accomplish goals and work together to accomplish them.them.

If you and each person in your group sponsor one person each:

Months 4 mo 3 mo 2 1/2 mo 2 mo 1 1/2 mo 1 mo Actual1 1 1 1 1 1 1 1 (You)1 1 1 1 2 2 22 2 2 2 2 3 43 2 2 3 3 5 84 2 3 4 5 8 165 3 4 5 8 13 326 4 6 8 11 21 647 5 7 11 17 36 1288 6 10 15 26 60 2569 7 13 21 38 99 512

10 9 18 29 58 165 102411 12 24 40 86 27612 15 32 57 130 45913 18 42 79 195 76614 23 56 111 292 127615 28 75 156 43816 36 100 218 65717 44 133 305 98518 56 177 427 147819 69 237 59820 87 315 83721 108 420 117122 136 56123 169 747 Now fill in the Actual Column and Track 24 212 997 your actual growth with this table.

Total Number of Distributors in an Organization

ABCABC CORING AGENDACORING AGENDA90 Day Action Plan90 Day Action Plan

11stst Week Week – Continued – Continued

5.5. Fill out Basic 5 weekly check list and fax Fill out Basic 5 weekly check list and fax to me. (handout – last page).to me. (handout – last page).

ABC CORING AGENDAABC CORING AGENDA90 Day Action Plan90 Day Action Plan

11stst Week Week – Continued – Continued

6.6. Read, discuss and fill out accountability Read, discuss and fill out accountability sheets weekly. (Getting Started Guide – sheets weekly. (Getting Started Guide – Pages 7 & 8)Pages 7 & 8)

ABC CORING AGENDAABC CORING AGENDA90 Day Action Plan90 Day Action Plan

11stst Week Week – Continued – Continued

7.7. ATG your Senior Partner weekly. ATG your Senior Partner weekly. Everyone needs a mentor. Tell Senior Everyone needs a mentor. Tell Senior Partner your weekly goals on:Partner your weekly goals on:

a.a. Adding new customers and follow-up at 1, 3 Adding new customers and follow-up at 1, 3 and 7 days.and 7 days.

b.b. Setting overview appointments.Setting overview appointments.

ABC CORING AGENDAABC CORING AGENDA90 Day Action Plan90 Day Action Plan

11stst Week Week – Continued – Continued

c. Three-way calls and who with.c. Three-way calls and who with.

d. Number of plans or overviews/follows.d. Number of plans or overviews/follows.

1-1; 2-1 or 3-1 meetings.1-1; 2-1 or 3-1 meetings.

e. Meetings attended – Basic Five, NDT, e. Meetings attended – Basic Five, NDT, KO, 2KO, 2ndnd Looks, Seminars. Looks, Seminars.

ABC CORING AGENDAABC CORING AGENDA90 Day Action Plan90 Day Action Plan

22ndnd Week – Week – Assignment completed when Assignment completed when you can come to meeting with Getting you can come to meeting with Getting Started Guide and Action Plan.Started Guide and Action Plan.1. Do steps 4&5 of GSG (Goals). Share 1. Do steps 4&5 of GSG (Goals). Share what you accomplished with the ABC what you accomplished with the ABC team. Do this every meeting weeks 2 team. Do this every meeting weeks 2 through 8. Your goal should be to find through 8. Your goal should be to find new customers until you are moving 400bv new customers until you are moving 400bv monthly; showing the plan (2-1) 1-3 times monthly; showing the plan (2-1) 1-3 times weekly until you have two people to weekly until you have two people to sponsor.sponsor.

ABC CORING AGENDAABC CORING AGENDA90 Day Action Plan90 Day Action Plan

22ndnd Week Week – Continued – Continued

2. Discuss answer to “What is it?”2. Discuss answer to “What is it?”

What is It?

ANSWERS TO WHAT IS IT?ANSWERS TO WHAT IS IT?

The “UnFranchise” is a hybrid turnkey business The “UnFranchise” is a hybrid turnkey business system encompassing franchising, direct sales, and system encompassing franchising, direct sales, and networking. Market America created and has networking. Market America created and has licensed the UnFranchise system since licensed the UnFranchise system since 19931993. It is . It is

a product brokerage a product brokerage companycompany that identifies that identifies market trends and products and locks exclusive market trends and products and locks exclusive rights from top manufactures. Qualified individuals rights from top manufactures. Qualified individuals can run an UnFranchise part/full time following a can run an UnFranchise part/full time following a proven business pland and earn an extra $300 to proven business pland and earn an extra $300 to $2100 a week.$2100 a week.

ANSWERS TO WHAT IS IT?ANSWERS TO WHAT IS IT?cont’dcont’d

Market America is a business you can run Market America is a business you can run out of your home that can give you out of your home that can give you substantial income without affecting your substantial income without affecting your current career.current career.

It’s where McDonald’s was 50 years ago.It’s where McDonald’s was 50 years ago. It’s the damdest thing I’ve ever seen.It’s the damdest thing I’ve ever seen. We’re the premiere one-to-one, mass We’re the premiere one-to-one, mass

customization company where we poll our customization company where we poll our portfolio or preferred customers as to what portfolio or preferred customers as to what they want, through the internet and bring they want, through the internet and bring them what they want when they want it.them what they want when they want it.

ABC CORING AGENDAABC CORING AGENDA90 Day Action Plan90 Day Action Plan

22ndnd Week Week – Continued – Continued

2. Discuss answer to “What is it?”2. Discuss answer to “What is it?”

3. Write out your “Two Minute 3. Write out your “Two Minute Commercial” and read it to the ABC team.Commercial” and read it to the ABC team.

2THE TWO MINUTE THE TWO MINUTE

COMMERCIALCOMMERCIAL

APPEALING DESCRIPTIONAPPEALING DESCRIPTION TESTIMONIAL TESTIMONIAL DON’T TRY TO RECRUIT THEM!DON’T TRY TO RECRUIT THEM! POSITIVE POSITIONING POSITIVE POSITIONING SET UP POSITIVE GOSSIP SET UP POSITIVE GOSSIP AUTOMATIC POSSIBILITY AUTOMATIC POSSIBILITY

ABC CORING AGENDAABC CORING AGENDA90 Day Action Plan90 Day Action Plan

22ndnd Week Week – Continued – Continued

2. Discuss answer to “What is it?”2. Discuss answer to “What is it?”

3. Write out your “Two Minute 3. Write out your “Two Minute Commercial” and read it to the ABC team.Commercial” and read it to the ABC team.

4. Discuss approaches. The best 4. Discuss approaches. The best approach 99% of the time will be the approach 99% of the time will be the referral or evaluation.referral or evaluation.

ABC CORING AGENDAABC CORING AGENDA90 Day Action Plan90 Day Action Plan

22ndnd Week Week – Continued – Continued

5. Go over the most common objections 5. Go over the most common objections and practice them in the group. (“Ten and practice them in the group. (“Ten Steps to Systemized Duplication” pages Steps to Systemized Duplication” pages 2&3.)2&3.)

““Let me think about it” - stallLet me think about it” - stall

• Pyramid • No $ • No Time • Door to door • Spouse • etc

? Is It Real & Can I Do

It ?

Fear of failureFear of failure

Fear of losing Fear of losing moneymoney

Fear of...Fear of...

“What are your areas of concern” Clarify what it is they want to think about. “Just to clarify my own thinking…”

1. Knowledge

2. Worth - Hot Button

3. Agree and go on … feel, felt,

found

4. Totally ignore

Common Objections

ABC CORING AGENDAABC CORING AGENDA90 Day Action Plan90 Day Action Plan

22ndnd Week Week – Continued – Continued5. Go over the most common objections 5. Go over the most common objections and practice them in the group. (“Ten and practice them in the group. (“Ten Steps to Systemized Duplication” pages Steps to Systemized Duplication” pages 2&3.)2&3.)6. Fill out Basic Five weekly checklist and 6. Fill out Basic Five weekly checklist and fax to me.fax to me.7. Read, discuss and fill out accountability 7. Read, discuss and fill out accountability sheet weekly.sheet weekly.

ABC CORING AGENDAABC CORING AGENDA90 Day Action Plan90 Day Action Plan

22ndnd Week Week – Continued – Continued

8. ATG your Senior Partner weekly to do 8. ATG your Senior Partner weekly to do telephone corings.telephone corings.

ABC CORING AGENDAABC CORING AGENDA90 Day Action Plan90 Day Action Plan

33rdrd Week Week::

1.1. Discuss “What is it?”Discuss “What is it?”

2.2. ““Two Minute Commercial” – Read it.Two Minute Commercial” – Read it.

3.3. Discuss names list – top 10 names, bio. Discuss names list – top 10 names, bio. On paper and approaches.On paper and approaches.

4.4. Practice 3-way calls.Practice 3-way calls.

5.5. Set up time to make 3-way calls.Set up time to make 3-way calls.

ABC CORING AGENDAABC CORING AGENDA90 Day Action Plan90 Day Action Plan

33rdrd Week Week – Continued – Continued

6.6. Practice overview. One person each Practice overview. One person each week – 40 minutes.week – 40 minutes.

7.7. Fax Basic 5 weekly checklist to me.Fax Basic 5 weekly checklist to me.

8.8. Read, discuss and fill out weekly Read, discuss and fill out weekly accountability sheet.accountability sheet.

ABC CORING AGENDAABC CORING AGENDA90 Day Action Plan90 Day Action Plan

44thth Week Week::1.1. Practice “What is it?”.Practice “What is it?”.2.2. Overcoming objections – practice.Overcoming objections – practice.3.3. Show the overview – one person each week, Show the overview – one person each week,

40 minutes.40 minutes.4.4. Discuss follow-up and practice.Discuss follow-up and practice.5.5. Fax Basic 5 check list.Fax Basic 5 check list.6.6. ATG 04176 – tell me what you are doing. How ATG 04176 – tell me what you are doing. How

many customers, plans shown, follow-ups many customers, plans shown, follow-ups made, etc.made, etc.

ABC CORING AGENDAABC CORING AGENDA90 Day Action Plan90 Day Action Plan

55thth Week Week::

1.1. ““What is it?”What is it?”

2.2. Overview/Interview (See page 16)Overview/Interview (See page 16)

3.3. Objections – practice them.Objections – practice them.

4.4. Practice follow-up.Practice follow-up.

5.5. Fax Basic 5 checklist – ATG weekly Fax Basic 5 checklist – ATG weekly results.results.

ABC CORING AGENDAABC CORING AGENDA90 Day Action Plan90 Day Action Plan

66thth, 7, 7thth and 8 and 8thth Weeks Weeks::

1.1. Each person practice presenting the plan Each person practice presenting the plan using the big flip chart. Approximately 40 using the big flip chart. Approximately 40 minutes.minutes.

2.2. ATG your accomplishments ATG your accomplishments weekly.weekly.

Duplication is the Key to Success and the Result of Fulfilling Your

Management Responsibilities

Duplication is the Key to Success and the Result of Fulfilling Your

Management Responsibilities

•• The Pattern – Steps of GrowthThe Pattern – Steps of Growth

•• The SystemThe System

•• Tools of Duplication Tools of Duplication

•• What We Set in Motion, Carries in Motion What We Set in Motion, Carries in Motion

•• Duplicate from the Bottom Up, Not Top Duplicate from the Bottom Up, Not Top DownDown

Principals of Duplication

QUALITY TIMEQUALITY TIME - time - time spent with “Go Now” spent with “Go Now” people.people.

If you don’t have any Go If you don’t have any Go Now people… GO FIND Now people… GO FIND SOME!!!SOME!!!

QUALITY TIMEQUALITY TIME - time - time spent with “Go Now” spent with “Go Now” people.people.

If you don’t have any Go If you don’t have any Go Now people… GO FIND Now people… GO FIND SOME!!!SOME!!!

TIME TIME TIME TIME QQQQ ====GrowtGrowthhGrowtGrowthh

DDDD====VolumVolumeeVolumVolumee

====$$$$$$$$$$$$