Basic 5 (B5)

Three Required Trainings• New Distributor Training (NDT) 3-4 hours

– Who are we?– Terminology– Requirements

• Basic Five (B5) 3-4 hours– The fundamentals of building an

UnFranchise Business.

• Executive Coordinator Certification Training (ECCT) 6-8 hours– Demonstrated knowledge of the above content.– Demonstrated knowledge of policy and procedures.

Basic 5Fundamentals of the Business

1. Developing Attitude and Knowledge2. Goals and A Goal Statement3. Generating Sales4. Prospecting, Recruiting and Sponsoring5. Follow-Up & The ABC Pattern of

Building Depth

Attitude & Knowledge

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.

Attitude comes before the money. It’s not WHAT you say,

it’s HOW you say it!

AttitudePrecedesSuccess

The Power of Belief

You must program your brain (your computer).

Belief = Attitude

Attitude = Actions

Actions = Results

Developing Attitude and Knowledge

• Audios - DAILY• Implement a weekly accountability system• Schedule a weekly call with your sponsor or mentor• Conference calls and corings calls with Group• Your mentor will help you work through the

Getting Started Guide• Attend leadership corings• Associate with positive, successful people

Be Mentored

Developing Attitude and Knowledge

NOT A HOBBY!

• Don’t let life get in the way of the business.

• Be consistent.• Don’t let others live life for you.• Don’t get stuck on the “Dot”.

Treat It Like A Business

The Best WayTo Predict Your Future

Is toCREATE IT!

Put Things in Perspective

How else are you going to earn a significant income

or achieve your financial dreams?

Your Options to Earn A Significant Income

• Working more hours• Get a second job• Going back to school• Investments• Own your own business

Time – Money – ChanceHow Much Do You Have of Either?

Your Options to Earn A Significant Income

Traditional Business $500,000 to purchase

Start-Up Business $100,000 to capitalize

Franchise $147,000/avg to purchase

Professional 6 to 10 years Education

@ $100,000 to $600,000

The income levels mentioned in the following presentation are for illustration purposes only. They are not intended to represent the income of a typical Market America Independent UnFranchise Owner, nor are they intended to represent that any given Independent UnFranchise Owner will earn income in that amount. The success of any Market America Independent UnFranchise Owner will depend upon the amount of hard work, talent, and dedication which he or she devotes to building his or her Market America Business.

MA products can only be retailed in countries where MA products have secured the necessary permits and/or registrations, such as Australia, Canada, Hong Kong, Mexico, United Kingdom, United States and Taiwan. Consumers worldwide can place orders through Global.SHOP.COM. Customers residing in countries other than those listed above may purchase MA products for personal consumption only. In such a case, consumers are responsible for the details related to properly import MA products into their countries for personal consumption.

Linear Income vs. Ongoing Income

• Trade time for money

• Money grows linearly

• Work stops, income stops

• Disabled → less income

• Not creating true wealth

• Time is not your own

• Making a living

• Leverage your time

• Money grows exponentially

• Income continues

• Creating true wealth

• Total time freedom

• Creating a lifestyle

Estimated accumulated retail sales†:

USD$5,311,649,699**As of June 30, 2013 (since the company’s inception) †Estimated accumulated retail sales bases on suggested retail price

Exclusive Brands

E-mail Marketing Components

Service Customers in 200+ Countries

Supports Multiple Languages

Automatically detects language and country

Strengths of Market America’s Management Performance

Compensation Plan (MPCP)

• Volume search to infinity• BV accrues for 365 days (Monthly Accrual Option)• No one breaks away• Paid weekly• Volume placed in lowest personally sponsored

where everyone in between benefits 100%• Income cap on BDC• Opportunity to earn more than senior partners

Strengths of Market America’s Management Performance

Compensation Plan (MPCP)

• Own multiple BDCs• Business can be willed• Organisational structure expands in depth• Organisational structure creates common vested

economic interest• Build only two organisations to create ongoing

significant income

ALL IN COMPETITION

Real Estate, Insurance, Franchise, Regional Sales/Manager

• Compounding efforts

• Encourages teamworkand support

• Everyone receives 100% credit for sales

and volume through referrals

National Meeting, Training and Seminar System (NMTSS)

A cohesive system of meetings, seminars, and events that provide new and established UnFranchise Owners with individual learning

opportunities that contribute to thorough, standardised and effective training.

• UnFranchise® Business Presentation • Required Trainings

– New Distributor Training (NDT)– Basic Five Training (B5)– Executive Coordinator Certification Training (ECCT)

• World Conference

• International Convention

Training Components

Customise a business based

on your interests and

goals

University concept

“BULLSEYE CONCEPT”

Work from the outside in!

Your Goals should be to get as many “Go Now” Independent UnFranchise Owners to the next International

Convention as possible…But it all starts with the Outer Ring…

3-on-1’s, 2-on-1’s & 1-on-1’s

• NDT

• Basic

5 Training

• E.C.C.T.’s

Result Producing Activities

Spend your time on result producing activities

• Selling Products

• Selling the Business

• Selling the Events

80% of your time on Result Producing Activities

20% of your time on Managing your Organisation

12 Hours Per WeekActivity Basic 5 Step Up to Executive

CoordinatorExecutive Coordinator and above

Sell Business

4. Prospecting, Recruiting and Sponsoring

6 Hours (50%) 8 Hours (67%)5. Follow Up and ABC Pattern of Building Depth

Sell Products 3. Generate Sales 4 Hours (33%) 2 Hours (17%)

Sell Tickets to Events

1. Attitude and Knowledge

1 Hour (8%) 1 Hour (8%)

Clarify and Read Goals

2. Goals 1 Hour (8%) 1 Hour (8%)

Focus Quality Time on Result Producing Activities

• Be Persistent• Be Committed• Make It a Priority• Be Consistent• Make It Duplicatable

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

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

TIME Q =GrowthD=Volume =$$$

Attitude & Knowledge• Feed your mind every day by reading and

listening to audios

• Treat this like a business not a hobby

• Attend events to continue to educate yourself to build belief in yourself and your business

– Show/See 1 Business Plan per week

• Be coachable

Developing Goals and Goal Statements

People Don’t Plan To Fail.

They Simply Fail To Plan!

PEOPLE WITHOUT GOALS HAVE NO DESTINATION!

Goals And A Goal Statement

Define Your Dreams…Define Your Purpose…

Translate your Dreams and Purpose

into a plan of action!

Your Goals Need To Be S.M.A.R.T.

• Specific• Measurable• Attainable• Realistic• Timely

Develop A Goal Statement(Business Plan – 5 Steps)

1. What You Want

2. When You Want It

3. What You Will Give Up Or Overcome

4. Detailed Plan to Get There

5. Write It Out (1 through 4) and Read It Twice A Day

Decide What You Want

To Live House build/add-on… Car, 2nd car… TV, PC, Clothing, Jewelry…

To Learn 2nd language, instrument… Cook, fly, scuba… New skills, passion…

To Love Something for spouse,

romantic weekend… Something for relative,

friend…

To Leave (a legacy) Establish foundation,

scholarship, trusts… Help others, charities… Education, animal

rescue…

• List short term, mid term, long term• List them in order of attainability

• List goals in order of attainability

• Determine the income necessary to support your lifestyle and goals.

• Determine the number of Business Development Centres (BDC’s) you need for qualifying for commissions to attain the income level.

• Use $1,500 per BDC as baseline

• Determine the pin level that reflects your goal.

Decide What You Want (cont’d)

To earn $78,000 - $109,000/yr need 2 legs qualifying weekly in 2-3 years

– Need a leader in each leg

– Do not depend on anyone, so get 4 leaders per leg

– Need 8 leaders at end of 12 months

Translate Goal into an Action Plan

• Set target dates for achievement.

• Measure your progress against the date.

• Adjust the date or goal to be in line with reality.

Decide When You Want It

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.

Detailed PlanBreak it down to:

Monthly = Yearly divided by 12Weekly = Monthly divided by 4 Daily = Weekly divided by 5

“If you want things to change…change your Daily Goals”

Daily Steps

1

2

3

4

5

Goal Staircase to $2100/week in 2-3 Years

EVERY DAY STEPS• Talk to 1-3 People• Book 1 Appointment• Add 2 Possibilities• Read Goal Statement• Listen to Audio

Talked to 5-15 People

Booked 5 Appointments

Added 10 Possibilities

Weekly Goal

WEEKLYGOAL

WEEKLYGOAL

Talked to 20-60 People

Booked 20 Appointments

Added 40 Possibilities

Monthly Goal

WEEKLYGOAL

1 2 3 4 51 2 3 4 5

1 2 3 4 51 2 3 4 5

Weekly Steps


EACH WEEK• Show Plan 1 time• Follow-Up with 1 Prospect• Attend UBP with guest• Add 1 New Customer• Call Your Coach

Week 2

Week 3

Week 4

Week 1

Positioned to earn$2100/week ongoing income

ANNUAL GOAL2-3 Year Plan

12

34

56

78

109

1112

Each Month• Sponsor 1 (minimum 2 /quarter)• 10 Customers ordering ≥ 30 BV• Attend Monthly Seminar

Monthly Steps


Write Out Your Goal Statement

Example:

“It is December 31, 20 __, I have no credit card debt and I am living on the coast 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. My family and I spend more quality time together and pursue interests we all enjoy”.

Add Your “Plan of Action”

50-to-100 Words – Read it Twice A Day

Measure, Monitor, Adjust and Control

Based on your results from your actions:

•Adjust date of completion•Adjust action plan•Get more training •Take the Basic 5 Diagnostic periodically to evaluate progress

B5 - Goals

Generating Sales

Sales builds your business

• In EMP countries, UnFranchise Owners earn BV by generating sales of MA Branded products through Global.SHOP.COM. UnFranchise Owners also earn referral bonuses from the sales generated to Preferred Customers.

• Referral Bonuses Replaces Start-Up Expenses Covers Monthly Overhead Expenses

• Generates Ongoing Business Volume• Identifies Potential Business Prospects (Partners)• Builds Belief

BV = Weekly Income

Objective of Generating Sales Create a “repeat customer base” of 10-15

customers that each purchase ≥ 30 BV of products monthly.

You purchase ≥ 100 BV of products monthly from “your” business for personal (household) use.

Preparing to Generating Sales Choose a product line to specialize in.

Complete list of Market America products you use– Utilize Home Shopping List– Purchase applicable sales aids– Use Market America Product Catalog

Keys of Generating Sales

Transfer your buying habits. 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 and use Testimonials

Obtain knowledge about your product

Implement a Follow-Up System (1-3-7-14-21)

Always provide a brochure (information) at point of sale


Build Relationships “People hate to be sold but love to buy”

Build Share of Customer

Listen – Listen - Listen


Address and answer any questions

Take Customer to your Global.SHOP.COM so they can register and make their purchase

Schedule follow up– Repeat Sale– Additional product sales

Close Sale

Exclusive Brands

E-mail Marketing Components

Service Customers in 200+ Countries

Supports Multiple Languages

Automatically detects language and country

Learn Your Global.SHOP.COMGenerating BV Through Your Global.SHOP.COM

• Take the time to get familiar with your site.

POST SALE ACTIVITIES

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

• Build Share of Customer through add-on product sales.– Take time to teach every customer about

how to find, navigate, and shop your site.

• Drive traffic to your Global.SHOP.COM.– Tell everyone you know to visit your

online business– Review Auto-ship program for monthly

reorders

POST SALE ACTIVITIES

Monthly Objective is “Base 10”

• You (UnFranchise Owner) personally purchase and use:• ≥ 100 BV per month

• Monthly goal for you is to generate 100 BV from personal use

Monthly Objective is “Base 10”

• Establish 10 – repeat customers who • Purchase ≥ 30 BV per month (est. $50) of Market

America products

• Monthly goal for you is to generate product sales > 300 BV to customers

• Total UnFranchise Owner Production: 400 BV

Sales Generation Goal300 BV Monthly Minimum

300 BV to a base of at least 10 Preferred Customers ordering 30 BV per month.

C = 30 BV

After Three-Six Months, Earn > $300/Monthly

Goal – Base 10, Seven Strong

400 BV

400 BV

1200 BV1200 BV

400 BV 400 BV400 BV400 BV

400 BV

Here’s what could happen in an organisation with minimum focus on Generating Sales...

YOU

Left Right

= $600/month (BV)

Each UnFranchise Owner does minimum 50 BV

50 x 50 BV

=2500 BV

50 x 50 BV

=2500 BV

YOU

Here’s what could happen when an organisation focuses on Generating Sales...

Left Right

Same group – different philosophy regarding the power of Generating Sales. Each UnFranchise Owner has 10 customers using/purchasing 30 BV (10 x 30 = 300),

and the UnFranchise Owner uses/purchases 100 BV (100 + 300 = 400 BV/month)

50 x 400 BV

=20,000 BV

50 x 400 BV

=20,000 BV

YOU

Here’s what could happen...

Left Right

50 x 400 BV

=20,000 BV50 x 400 BV

=20,000 BV

Generate Sales to Recruit!

AND

Recruit To Generate Sales!

Prospecting, Recruiting, and Sponsoring

It is prohibited conduct for a promoter or a participant in a direct sale company to persuade anyone to make a payment by promising benefits in getting others to join the company.

Prospecting, Recruiting and Sponsoring

DUPLICATES Your Efforts

and LEVERAGES Your Time!

- 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.”

OBJECTIVE

• Activation

• Build two sales and distribution organisations each generating in excess of 5,000 BV every week

• Equivalent to:

50 UnFranchise Owners in right organisation generating ≥ 400 BV per month each (20,000 BV per month) and 50 UnFranchise Owners in left organisation generating ≥ 400 BV per month each (20,000 BV per month)

The reason people don’tsponsor is because

they do not have any prospects to sponsor!

We must prospect and recruit to sponsor!

Tools in Preparation for Prospecting & Recruiting

• UnFranchise Owner Profiles – www.thepowerprofiles.com

• Small Flip Chart • On-Line Presentation• Annual Report • ma Catalog • Home Shopping List • Specific Product Brochures• System Video: Changing the Face • Social media accounts: Facebook, Linkedin, Yelp, etc.

Understanding

the Prospecting,

Recruiting & Sponsoring

Process

Go NowGo NowGo NowGo NowGo NowGo NowGo NowGo Now

Sources of PossibilitiesCustomers Names List

300Try Products Referrals MLM Contacts

Acquaintances Relatives Associates:

- Work- Clubs- Church - School

Ads The Competition’s Ads3 Foot RuleDaily Routine

- Gymnasium- Church- College Course- Charity- Club

- Social Networks

Join New:

You Only Need 8 Leaders!

It’s Strictly a Numbers Game. The Law of

Probability Works in Your Favor When Dealing With

Large Numbers.

2 “Go Nows” Per Quarter

Talk to 1-3 per day10 prospects/month interestedShow Plan to 4 prospects/month

Sponsor – 1 per month

Leveraging Social Networking to Fill the Funnel

• Every Social Network functions the same, let us look at Facebook.– Create an account.– Start connecting with people, search for:

– High School classmates.– College classmates.– Organizations, associations, or groups that you

belong to or have belonged to.– Current customers.

– Reconnect with them, add them as a friend, re-introduce yourself

– Now the most important step starts, talk with them over Facebook and begin the cultivation process.

How to increase Base Possibilities

• Now, let’s look at increasing our possibility list further.

• Wouldn’t you agree that some of your friends probably remember people that you don’t?

• Click on a friend.• Look at the friends listed on their page to

find individuals that you may know.• Begin dialog and cultivation process.


• Now, let’s look at increasing our possibility list EVEN further!

• Look for other possible contacts that you do not know by clicking on their friends

• Read their profile and wall comments to gather information and find individuals you want to talk to, that you want to build a dialog with.


• Find links and things you have in common within their comments to build rapport

• Send Friend Request� Include message about who you are and your

mutual friend and the commonalities/connections that you both share

� “Hi Sue, we have a mutual friend in common, Jeremy, and I noticed that you’re also into Golf and wind surfing, just thought I’d reach out to say hi. Those are some great shots of you guys windsurfing down in Cabo, bet that was a great time!”


• Remember, this process of cultivation is the same process you would generally use in person.

• Develop rapport, cultivate the relationship• Build on mutual connections and interests• Make sure you’re always filling the funnel• Contact five (5) individuals per night to build

relationships with to fill the “Bean Jar”

Possibilities Tracking Sheet

• Use a monthly activity list (Getting Started Guide) to track who you approach and those in process

– Track your daily activity– Track the next steps with your prospect– Tracking is important to monitor your

activities and follow-up

Monthly Prospect Activity Sheet

• Talk to 1-3 People per day (minimum 30 per month)

• Should provide at least 10 new people interested in the business per month

• Show the Plan to at least 1 new Prospect per week (minimum 4 per month)

• At least 1 per month becoming a new Independent UnFranchise Owner

• Use tracking sheet for each month

Accountability Sheet

Accelerating Growth

Join A 90 Day

Fast Track Team Doing 10-3-2

10-3-2 System

• Talk to 10 people– Can be your names or your team’s names– 3 must be off your personal names list– Rest from your team

• Book 3 Appointments– 1 must be for you

• Add 2 possibilities to your names list

Building Momentum

Start with your 60-200 names Add 2 names per day

Possibilities Are Everywhere• Every time you run an errand• Every time something breaks• Every time you buy something• Every time you go shopping• Every time you do something with family• Every time you go out or socialise• Every time you drop your kids off at activities• Every time you do anything or go anywhere• Social networks (Facebook, MySpace)

S ales or service

T eacher, trainer or coach

E ntrepreneurs & experience

A ttitude, people magnets

M oney, people who have it, people who had it and lost it or people who are working toward it

STEAMING YOUR LIST

Top 10 List• After STEAMING your list, now you prioritise the list.• Complete a bio sheet on the Top 10.

• You need to share information on these people.• Approaches are determined for the Top 10. • Continue to build relationships.• Continue to add a minimum of 2 new possibilities per day to your

list.

Bio Sheet

The Key

HAVING YOUR ANSWER TOWhat Do You Do?

What Is It?

“What Do You Do?”, “What Is It?”CONVERSATION

• Think in terms of a conversation instead of a presentation or sounding scripted.

• Have a dialogue with people • Just like you dialogue with your friends about

their vacation, your vacation, or how things are.• Be sure your conversation flows.

“What Do You Do?”, “What Is It?”CONVERSATION (cont’d)

• Your conversation will include your:

– What Do You Do?

– What Is It? (appealing description and benefit)

– 2-Minute commercial (your “Why”)

“What is Market America?” Appealing Descriptions

Learn to Talk in Themes

• Product Brokerage • Internet Marketing• Social Shopping• The Ultimate “Online Shopping Destination”• The “UnFranchise®” Business System

“What Do You Do?”Benefits

• A second Paycheck• A college fund• Ongoing income• Back-up plan• Savings & Investment• Vacation fund

• A way to diversify your income• Time leveraging• Plan B• Time freedom• Willable• Tax savings

“What Do You Do?” Developing Your Answer

• The focus of your conversation should be why you are building and expanding your UnFranchise® business on the side.

• You can mention what you do for a full-time career/job, but the primary focus must be your Market America business.

• Your answer should :– Generate interest – Have an appealing description of what you do– Have a benefit

“What Do You Do?”

• I help people develop their own internet businesses so they can earn significant income part-time just like I do.

• I teach people how to earn a % of products that move through the internet.

• I show people how to get paid for shopping online and create an ongoing income.


• We have partnered with the fastest growing Web site on the Internet where people are developing backup incomes to help with this economic down-turn.

• Expanded version

– By establishing one of these “UnFranchises” as we call them, you can earn a percentage of products that move through the Internet. This generates income for the UnFranchise® owner. It’s the darndest thing I have ever seen!


• I own an internet marketing business. It’s an amazing way to create a secondary stream of income!

• I own an UnFranchise®. Have you ever heard of one? It’s a great way to create an ongoing income!

• Microsoft has partnered with us. "It's a fascinating hybrid -- a combination of franchising and internet marketing, like QVC and Amazon.com. We are looking for qualified individuals who are looking to create a plan B for themselves, do you know anyone who might be interested?

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. A way to expand your answer to “What is it?” is by personalizing or sharing your reason for doing the business.

Your Two-Minute Commercial (Your Story)

Examples• I was sick and tired of living month-to-

month on a salary that never seemed to grow. I started this business to create a second income to take the stress out of the month.

• I knew I needed to have a college fund and I wasn’t saving enough to be sure that I would have the funds when I needed them. I started my Market America business to establish my children’s college fund.

Learn Different Approaches

• Direct

• Evaluation/Referral

• You’d be great in my business…

• If I can show you a way you could earn extra _____ or build ongoing income without giving up what you are presently doing would you take the time to evaluate it?

• Have you ever thought about owning your own business?

• Are you someone who keeps your financial options open when it comes to earning additional income?

Direct Approach

Evaluation/Referral Approach

With the Evaluation/Referral:

• You will not feel like you are infringing on your relationship.

• The prospect won’t have the ability to have the excuse that they are too busy or not interested as you are simply asking for their help because of who they may know.

6 Components

1. Help2. Expanding3. Identify4. May or may not be interested5. Right People6. Evaluate/Help

Evaluation/Referral Approach

Evaluation/Referral Approaches

1. Hi _____, I thought maybe you could HELP me out with something.

2. I’m in the middle of EXPANDING my business right now.

3. I’m Looking to Identify the right person.4. You MAY OR MAY NOT BE INTERESTED5. But you may know THE RIGHT PEOPLE.6. I need you to EVALUATE what I’m doing so you

can HELP me.

6 Components Scripted

• Who do you know who is _____?

• Do you know anyone that may be interested in an extra _____ without giving up what they are presently doing?

• Do you know anyone who may be interested in starting his or her own business?

• I’m looking for people who realise the importance of having a back up plan.

• Do you know any motivated individuals who keep their financial options open?


• I have a business I’m currently expanding in the area that I would like you to take a look at.

• I know you’re busy with your (real estate business) and you may or may not have an interest yourself, but you have a lot of great contacts.

• Once you understand the business concept you may be able to lead me to a few good people.

• This could be profitable for both of us.

• When is it a good time to get together to go over the concepts (overview or show the plan)?


THE PROSPECT VOLLEY

SERVE: ANSWER TO “WHAT DO YOU DO” ANTICIPATE THE RETURN VOLLEY (THEIR RESPONSE) KNOW WHERE TO HIT IT BACK

90% Listening10% TalkingFILL A NEED

Be Prepared for Questions

and Objections!

If they are asking “What Is It?”

Handling Objections

• Don’t assume an objection is a, “NO”.

• An objection is a question in disguise.

• Answer the objections with a question.

Answering Objections

• Instead of trying to answer objections that a prospect might raise, “I’m quite new and instead of giving you the wrong information I would like you to speak with one of my senior business partners.

• I know how you Feel, I Felt the same way too, until I got more information and Found….

“Is this one of the Pyramid Schemes?”

• What is a pyramid?– A pyramid is:

A payment for recruiting instead of being based on product sales

– Every corporation’s organisational structure resembles a pyramid.

– Pyramids are illegal

• This is a viable, credible, legal, and legitimate business with a proven track record since 1992.

“Is this Amway?”“Is this Network Marketing?”

• What has been your experience with (Amway or network marketing)?

• We took the best of franchising and networking and eliminated the flaws.

“I just don’t have any time.”

• Acknowledge the comment…Today, no one seems to have time with…

• Isn’t time the very reason you should take a serious look?

• Would an extra $_____ a month make a difference?

“I just don’t have the money.”

• Then you really need to look at this business.

• If you have the desire, this proven business system will work for you.

“Most people don’t make money at those things.”

“I know someone who tried something like this before.”

• What do you mean by “one of those things”?

• This is a “new business concept” that is working for tens of thousands of people just like yourself.

“I have to talk with my spouse.”

• That’s a good idea.

• When would be a good time for the three of us to get together?

“How much are you earning?” “Are you making any money yet?”

• If you are NEW– I am just getting started.– I already made my initial start up cost back.– I am on my way to earning…

• If you’ve been in AWHILE– Initially I was just using and selling the

products, now I am expanding distribution of these products by participating in the compensation plan and earning commissions.

“Let Me Think About It.”

• What will you be thinking about?– Time freedom?– Earning a significant

secondary source of income?

• You need more information to make an educated decision.

“Do I Have To Sell Anything?”

• Why? Do you like selling? Great, you will love this!

• Our products sell themselves.

• People hate to be sold but love to buy, we have what people want and need.

“I’m Not Interested”

Before Seeing The Plan?

• I don’t expect you to be. At this point, you don’t even know what you’re not interested in.

• You need to see how the business works to make an educated decision.

“I’m Not Interested”After Seeing the Plan:• Which part weren’t you interested in?

– The money? – Time freedom?

• Timing may not be right for you now. Would you mind if I stay in touch?

• I know how you feel, I felt the same way until I realised I wasn’t making what I was worth – are you?

• I’ve got an idea – how about us running this by some people to see if we can make this work for you?

Actions/Activities To Use After You Approach A Prospect

• Peak interest by using:

– Product Introduction

– Interview/Overview of the Business Model

– Showing the Plan (UnFranchise Business Presentation)


• Product Interest– Global.SHOP.COM Tour– University Concept– Home Shopping List– Product Catalog– Product Information– Try a product


• Interview/Overview of Business Model– On-line video clip or intro webinar

– 1 on 1, 2 on 1 Interview, 3-way Call

– Group interview (in-home, business luncheon, after

work social)

– Global.SHOP.COM Tour

• Show the Business Plan- Flip Chart- The UnFranchise Business DVD (26 min video)- Home Business Presentation - UnFranchise® Business Presentation (home)- Webinars – recorded or live


Meeting after the Meeting

STARTING THE FOLLOW-UP PROCESS

After the presentation say:

• “What did you like best - the compensation plan, the products or both?

• “Can you see this as a way for you to achieve?” (their goal)

• “Did a couple of people come to mind who would benefit from this business?”

Book Follow-Up Meeting

Meeting after the Meeting

SCHEDULING THE FOLLOW-UP APPOINTMENT

(either before presentation or before they leave)

• Always take out your appointment book and schedule the next step, this is your CLOSE!

• Let’s schedule follow-up meeting to answer questions or get you started

SCHEDULING THE FOLLOW-UP APPOINTMENT

• If it’s to answer questions;– Answer questions – Get them to lead to their people– Sell product– Sell ticket to major event

• If it’s to get them started:– Sell ticket to major event– Book registration date– Get bios of “Top Ten” Possibilities

HAVE AVAILABLE PRODUCT AND BUSINESS LITERATURE FOR PROSPECTS TO REVIEW

• Follow this process through to their decision. If your prospect is still not interested, don’t take it personally.

• Understand that rejection is a big part of this business. The more no’s you get, the closer you are to a YES.

SOME WILL – SOME WON’T – SO WHAT – NEXT!

Follow Up & ABC Pattern of Building Depth

Follow-Up And DuplicationTeaching People To Do The Same

1. Create a customer base of 10-15 that each orders at least 30 BV worth of product each month.

2. Sponsor two (2) partners every calendar quarter.

As Your Business Develops You Will Have

3 Types of Independent UnFranchise Owners

1. Go Now – 20%

2. Stable

3. Waiting 80%

Sponsoring Responsibility• Bring Independent UnFranchise Owners in

properly.

• Be sure your new Independent UnFranchise Owner learns the proper principles, fundamentals, tasks and activities to ensure his/her success.

• Establish accountability.

• The Getting Started Guide is your roadmap for your first year of being an UnFranchise Owner.

• Follow this plan to help ensure your success.

Follow The Getting Started Guide

First Meeting

• Complete Independent Distributor

Application & Agreement• Register for UFMS• Complete initial order of Fast Start Kit; which

includes products, sales materials, UFMS and your subscription fee.

• Register for Transfer Buying• Complete forms 1001 and 925• Sign-Up complete

Registering a New Independent UnFranchise OwnerSign-Up Wizard

First Meeting

• Use Rep ID and password received in welcome email to access UnFranchise® Business Account.

• Complete Getting Started Wizard if not already done.

Set-up New Independent UnFranchise Owner’s Global.SHOP.COM site

• Utilise Getting Started Guide – Q-date– Form 1000

Review quarterly dates Review dates form needs to be completed quarterly

– Set dates for completing trainings B5 NDT ECCT

– Homework (names list, goal statement)

First Meeting

• Create a Possibilities List of 60-200 namesFirst Meeting

Second Meeting

• Develop 10 Customers

– Develop game plan to develop 10 new customers

– Introduce products to 2 new customers weekly in your first 90 days.

– 2 people x 12 weeks = 24 people

– This should develop 10 repeat customers

• Develop 10 Customers (cont'd)

– Set Dates to expose product(s) Product Previews

Natural Health Seminar

Motives® Preview

Second Meeting

Second Meeting • Develop a game plan to approach your Top 10 prospects

Objective is Activation• Review:

– Possibility List

– Develop Bios on Top 10

– Develop your Answers to “What do you do?” “What is it? “Two Minute Commercial”

– Decide on Approaches for Top 10

Second Meeting

• Set dates for

– 3-Way Calls

– Home Business Presentation

– Two-on-Ones• Spend remaining time reviewing

Global.SHOP.COM and the UnFranchise® Business Account.

Tasks to AccomplishIn First 90 Days

• Listen to audios – DAILY

• Order business cards

• Learn your Global.SHOP.COM

• Familiarise yourself with UnFranchise® Business Log-in

• Utilise corporate web sites– UnFranchiseTraining.com – training modules

• Read Career Manual

Accountability “Daily” Measure your daily “PROSPECTING” activities.

Weekly Goal(Five Days/Week)

• Listen to audios daily.• Read goal statement 2x’s per day.• Develop a customer base of 10-15 (initially create

2 new customer weekly).• Follow-up with your customer once per week

(increase number of products customer is purchasing).

Weekly Goal(Five Days/Week)

• Add two names daily to your Possibilities List.

• Talk to 1-3 people a day about the business. – 1 of 3 must be “new” from your

Possibility List!

• Show the plan to a “personal prospect” once per week.

• Follow-up with your prospects.

• Book one appointment per day.

Accountability“MONTHLY”

Measure your monthly business goals on the “12 month Action Plan and Accountability sheet” (GSG) .

Ongoing Steps to Success

• Order at least 100 BV personally each month for personal use

• Maintain 10 Customers ordering at least 30 BV per month

• Show or see the business plan once a week • Personally sponsor 2 per quarter• Complete or review 1 training per month

Sponsor and Work with Your “Go Now” Independent UnFranchise Owners

• Contact them at least once a week (call 2 per day)

• Track their progress• Chart the groups growth• Keep a copy of their 90-day action plans• Conduct weekly conference call• Conduct coring once per month

For each leg you are building keep track of your top

Go Now Independent UnFranchise Owners

Assist Go Now Independent UnFranchise Owners through their first 3 levels of duplication – they

should then be able to take over as a leader

ABC PATTERN OF DUPLICATION

Key Success Factors of the ABC Pattern

• When doing the ABC Pattern you can let someone sign up at any point once they have lead to people that are interested in the business.

• The key to the ABC pattern is to always book a follow up and a meeting in the next new person’s house/location.– Answer questions/provide more information– Show the Plan (to them and/or people they believe have an

interest)– Get Started

C

A1

B1

A1

B1

C1C1

YOU

SENIOR PARTNER

B

AA

C

B

A, B, C, etc. are Go NOW UnFranchise Owners

ABC Pattern of Duplication & Building Depth

Stumbling Blocks in the Business

• Not personally prospecting and personally sponsoring• Not listening to audios• Not building repeat customer base• Not showing the plan• Waiting for an UnFranchise® Business Presentation• Not completing B5, NDT or ECCT Trainings• Spending too much time with Stable & Waiting

Independent UnFranchise Owners• Not using the Getting Started Guide• No follow up, lack of scheduling/planning (lack of discipline)

The ABC Pattern

• It duplicates through “GO NOWS” who are seeking to master the B5.

• Teach everyone to master Follow-Up and ABC Pattern of Building Depth.

• After each meeting, schedule next step.

• Make sure the people you are holding the meeting for GO WITH YOU.

• Remember, it never unfolds perfectly.

THE ABC PATTERN GIVES YOU…

SUCCESSGROWTH

PROGRESSTIMING

IT TAKES THE CHANCE OUT OF IT!

CONTROLOVER YOUR

• The ultimate leverage

• Work multiple legs per night in local geographic area

• Recruit, train and retain all at the same time

• Builds momentum

Working Combinations

YOU

Outcome: You are working two organisations in one night!

COMBINATIONSMust Be Activated To Work Combinations

Home BusinessPresentation

Feb 29

002 003

March 15

Karen

Colombia

Bring New Person to Follow - Up

Bring New Person to Follow - Up

Thomas

USA


COMBINATIONSYOU

002 003

PSPSNEW

PS

PSApril 10

FollowUps

NEW PROSPECTTO FOLLOW-UP

BRING NEW UnFranchise OwnersFOLLOW PS

BRING NEW PERSON TO FOLLOW- UP


YOU002

YOU003

SP

WL

YOU001

SP

WL

DR

CO

DR

CO

Spain

Ecuador

DominicanRepublicColombia

CROSS-POLLINATION STRATEGY

Year 1 End – If each UnFranchise Owner Personally Sponsored 2 Per Quarter – 1 Q: 2 = 2

2 Q: 2 + 4 = 63 Q: 2 + 4 + 12 = 184 Q: 2 + 4 + 12 + 36 = 54

Total = 80 (40 Left and 40 Right)

Year 2 End- If each UnFranchise Owner Personally Sponsored 2 Per Quarter – Total = 6,560

Equals $1,500 - $2,100 or more per WEEK RESIDUAL!

50 people in each organisation @ 400 BV monthly

= 20,000 BV monthly (each side)

Understand the Compounding Effect of Duplication In Our 2-3 Year Plan

Basic 5 (B5)

Basic 5 (B5)

Documents

Transcript of Basic 5 (B5)