BREAKING THE ICE

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Agenda: 10:00am: 10:10am Break The Ice10:10am- 10:15 Why Are You Here?10:15am – 11:05am Why MLN Why NS Why Now11:05am – 11:20am Duplication Plan (Emerald Pan, Ruby Plan 1000, Power of One)11:20am – 11:30am Goal Setting11:30am – 11:35am Create Contact List 11:35am – 11:45am Inviting 11:45am – 12:00am Presenting12:00pm – 12:10pm Getting Started12:10pm- 1:00am Skitz/Role Play (Invite, Present NP, Getting Started)1:00pm-2:00pm Lunch2:00pm-2:10pm Prospecting/Follow Up2:10pm- 2:25pm Handling Objections2:25pm- 2:35pm 2 Minutes Story2:35pm-2:50pm Edification/3 Way Call2:50pm – 3:00pm 3 Way3:00pm – 3:25pm Skitz/Role Play (Edification, 3-way Call, Handle Objections)3:25pm-3:40pm Product Knowledge/Recognition3:40pm-4:00pm Recognition and Wrap up

A new $150M Innovation Center

WHY NOW

WHY NOW

Duplication Plan

GOAL SETTING

2012 AVERAGE MONTHLY COMMISSIONS

EX

$401

1

$801

4

$1,392

8

$10,532

12

$51,436

6

14-US0513NR

ANNUALIZED1

1- Average Monthly Commissions Multiplied by 12

2-These averages are calculated by taking the average of the total monthly distributor/executive payee count at each level and dividing it by the total number of monthly Active Distributors

Generating meaningful compensation as a Distributor requires considerable time, effort and commitment. There are no guarantees of financial success. These figures do not represent a Distributor’s profit, as they do not consider expenses incurred by a Distributor in the promotion of his/her business and do not include retail markup income success.

The average commission paid to U.S. Active Distributors each month was $133.92. The average monthly commission paid to U.S. Active Distributors who earned a commission check was $1,010.26. On a monthly basis, an average of 13.26% of U.S. Active Distributors earned a commission check. Active Distributors represented an average of 39.91% of total distributors.*

*Total distributors includes all distributor accounts currently on file, irrespective of whether they have been active (e.g. purchasing products etc.). It does not include preferred customers.

2

$2,720

$4,812 $9,612 $16,704 $126,384 $617,232$62,892$32,640

$5,241

For information on the average percentage of distributors at each level see the table below

MONTHLY

RUBY DIAMOND BLUEDIAMOND

EMERALD

BUSINESS GOALS• How many hours working

NS/week

• How many new contacts/week

• How many presentations/week

• How much Group volume/month

• How many bonus pool points/month

WHAT % FOLLOWED THROUGH WITH THEIR GOALS?

Source: Brigham Young University, “It’s Not About the Money”

“That is a good idea”

10%“I will do it” 25%“I will do it by a specific date”

40%

Set a plan 50%Told someone else about my plan

60%

Set a specific time to report progress

95%

1. State the goal (be very specific)

2. Why?3. When?

(be very specific)

4. What are you willing to give up for your goal?

5. Who will be your validation partner?

Very few people know exactly what they want out of life, and only 2% have a written plan to follow in order to achieve these goals.

1. Find your WHY

2. Set a GOAL

3. Create a PLAN

4. Make a COMMITMENT

5. Take ACTION

Method to use:

KNOW WHAT YOU WANT

WORK SHOP GOALS

CONTACTSPROSPECTING

HOW TO

CREATE

YOUR

LIST

INVITING

THE 5 C’s1. Clear the time

2. Compliment

3. Create Curiosity

4. Control

5. Commitment

CLEAR THE TIMEDo you have a minute? Clear present timeDo you have any PLANS for tomorrow at 7pm?Clear future time so they don’t come back and say they will be busy at that time after hearing the invitation.

COMPLIMENTAlways open with aGENUINE compliment:John, I’ve always admired what you do, and your success….

Jane, your positive attitude has always impressed me…

CREATE CURIOSITYUse powerful words and say only

enough to PEAK THEIR INTEREST

Example for the Galvanic Spa

“I’d like you to see an incredible new technology that is literally changing the face of the anti-aging market.

In just 10 minutes the improvement in the way people look is amazing. We have the exclusive rights

for this technology. We are talking huge potential and no one else can get it.

I want you to see this amazing DEMO Tuesday night at my home at 7 PM.”

Don’t take more than 3 minutes!

CONTROLOnce you have peaked their curiosity, they will ask you questions.

DON’T ANSWER!

If you satisfy their curiosity,

they won’t be there!

Getting them to really commit, is the most important step!

“I’ll check my schedule…”25% chance of show

“I’ll really try to be there…”35% chance of show

“I will definitely come!”50% chance of show

COMMITMENT

THE SW FORMULA• Some Will• Some Won’t• So What• Someone’s Waiting

PRESENTSYSTEM 7

Select from the following 6 packages above The only purchase required to become a distributor is the not-for-profit Business Portfolio. All other product purchases, including any additional business kits, are optional.

Customer/Distributor

1 or 2 Packages

Business BuilderBuy 3 and get

1 Package FREE*

Weig

ht

Management

Anti-

Oxidant

Package

Body Spa

Prote

in

Boost

Nano

Weig

ht

Manageme

nt Pro

tein

Boost

Getting StartedPearls

Packag

e

*With a Subsequent Purchase of $200 or more within 30 days

1. JOIN THE TEAMwww.NuSkin.com or 1-800-487-1000

Distributor- Order Products at Wholesale- Participate in ADR Program- Connect 6 Level Up

52

3. FOLLOW THE SYSTEM

SCHEDULE YOUR STRATEGY SESSION (NEXT 48 HOURS)

RESISTER FOR THE NEXT System 7 EVENT

GET INTO ACTION!!

4. BECOME AN EXECUTIVEEXECUTIVE QUALIFICATION

5. BECOME A RUBY

YouExecutive

Executive Executive Executive Executive

Every 6 Months:- Success Trip- Product Launch (LTO)- Recognition Event

Skitz/Role Play

Invite Present

Getting Started

LUNCH BREAK

Prospecting

a)You’ve been very successful and I’ve always respected the way you’ve done business

b)You are super sharp. Can I ask what you do for a living?

c)When you told me you (hate your job, need more money, wanted to find a new house,etc.) were you serious or were you just kidding around? Great! I think I’ve found a way for you to (get it/solve the problem/make it happen).”

INVITE

Prospecting: Direct Approach

b)Have you thought of diversifying your income?

c)Do you plan on doing what you’re doing now for the rest of your career?

c)I think you will like what I do!

INVITE

Prospecting: Indirect Approach

If the prospect starts to ask questions, they are curious. This is good. Just say the following:

“I don’t want to spoil the movie for you!”

a) “This is exactly why we need to meet! I will show you everything then and I will also be able to answer your questions.”

b) “Why don’t you review the information, it will help you formulate your questions so I can help you better… I will call you back after you have reviewed the website.”

Keep the curiosity high – don’t satisfy it!

INVITE

IT’S NOT ABOUT YOU, IT’S ABOUT THEM

• Listen, not just hear• Understand their needs

See it from their perspective Ask the right questions Leverage available

resources (media, PIP, YouTube, etc.)

Be prepared before you go

TIMING NOT “RIGHT”1. “12 O'clock” principle

2. If the prospect is not at “12 O’clock”a. Ask permission to periodically update them on the

business b. Ask them to contact you, if things change

c. Always “keep the door open” Remember, You can’t make it 12 o’clock for Them.

FOLLOWUP

“THE FORTUNE IS IN THE FOLLOW-UP”

Most people never follow-up with their prospects because they are afraid to be told “no.” If you just make the calls and then follow-up, you will succeed.

HANDLING OBJECTIONS

• Leaders Sift & Sort• Some people aren’t at 12 o’clock• Others aren’t right for this business• Only 4 “Aces” in a deck of cards

• Some objections indicate valid concerns

• Your response can enable your prospect to see themselves successful with their Nu Skin business

THE ART OF HANDLING OBJECTIONS

• Get Help with Objections when First Starting• Listen without Interrupting• Don’t Assume – Ask Questions• Repeat for Clarity• Don’t Argue• Be Precise &

to the Point• Be Prepared• Tell a Story

TIPS

I DON’T HAVE TIMEWhat you’re saying is:

“You’re busy, but if I could show you a way to be successful with the time you have,

you’d be interested?”

I don’t have time!

Leverage

Part-time

System

Team

I HAVE NO TIME1. No Time = No Leverage

2. It is like saying, “I have to walk to work everyday because I don’t have time to learn how to drive a car.”

3. You will NEVER have time unless you find a way to Leverage your time. Every time someone tells me “I don’t have any time” I immediately know they have zero leverage or lots of risk.

4. This business gives Leverage with near zero risk

Remember, You can’t make it 12 O'clock for Them.

“May I ask what your

experience is with

Network Marketing?”

Is this Network Marketing?Don’t get defensive.

Point to some positive facts about the

company:29 Years in Business

Publicly TradedAward-winning

Forbes

Let me see if I understand:

“You really want to do this business, but

you’re concerned about the

investment?”

• Almost Zero Risk

• Duplication Models

• Massive Action

• Make back their investment

I don’t have money!

NO SALES EXPERIENCE• Perfect!!

• Many of our most successful

distributors had no sales

experience

• We have a proven system

that works

I don’t like sales!

HANDLING OBJECTIONAN EFFECTIVE STRATEGY: 1-2-3

1. Be in agreement. • Your concern is very valid.• A lot of people have the same concern.

2. Ask exploratory questions:• What do you mean by that?• Can you tell me more?

3. Conditional Question: If……would you….?

• If I can show you that is not the case…would you do the business?

MY NU SKIN STORYSYSTEM 7

1. Your name (‘Hi, I am Sue’ or ‘My name is John’)

2. Where you are from (e.g. Brussels, Belgium)

3. What your background is (e.g. teacher, construction worker, secretary, fireman, corporate executive or real estate agent)

4. Why Nu Skin & Where You are Going (What is and what can be. The problem and the solution.)

5. My Sponsor is ___________.

5 Points to Tell Your Story

3-WAY CALL

SYSTEM 7EDIFICATION

Edification

Why: •To Lend Credibility•To Create Elevation - Tee Up•What we Edify Goes FurtherWhat:•Nuskin Products, the Company, Upline, Downline, Sideline, SystemHow: •Speak positively with Uplifting Introductions & Stories

Use it for 2-on-1 meetings, 3-way calls, etc

• Help with questions & objections• Validate• Training• Duplication • Stories

EDIFICATION – WHY AND WHEN

P D C APlan Do Check Adjust

A

Advisor

C

Client

B

Bridge

3 Way Call

1. Educate (A) about (C)

Before (A) meets with (C), you need to inform (A) about (C)’s background, personality, work experience, current financial situation, future plans, etc.

Responsibilities and Concepts for (B)

SKITZ/ROLE PLAY EDIFICATION3 WAY CALL

HANDLING OBJECTIONS

100% PRODUCT USER

•Become a Product ofthe Products

•Replace the productsin your home with Nu Skin Products

•Minimum of 25 products in your home

WORKSHOP PRODUCTS

86

RECOGNITION: CORE: 100% Product User

Please Stand if you have a Minimum of 25 products in your home

Remain standing if you have 26+ products in your home. 27+, 28+, 29+, etc.

ATTEND ALL EVENTSRecommended by s7s and Upline

There is an escalating series of Events & Calls that help new distributors gain a better understanding of and commitment to Nu Skin.

Your goal is to encourage as many of your team members as possible to advance up the ladder of Events & Calls in order to build confidence and increase success through participation and leadership development.

BE A TEAM PLAYER

★Duplication

★Edification

★No Cross Lining

★Consultation

RECOGNITION: LOIs & NEW EXECUTIVES

 

 

FANTASTIC!

FABULOUS

!

AMAZING!

RECOGNITION: NEW EXEC, GOLD, & LAPIS

 

 

FANTASTIC!

FABULOUS

!

AMAZING!

RECOGNITION: NEW RUBY EXECUTIVES

 

 

FANTASTIC!

FABULOUS

!

AMAZING!

RECOGNITION: EMERALD - TEAM ELITE EXECUTIVES

 

 

FANTASTIC!

FABULOUS

!AMAZING!

“With greater confidence in yourself and your abilities, you will set bigger goals, make bigger plans, and commit yourself to achieving objectives that today you only dream about”

– Brian Tracy