Basic 5 (B5)

Three Required TrainingsThree Required Trainings

• New UnFranchise Owner Training (NUOT) – Who are we?– Terminology– Requirements

• Basic Five (B5) – The fundamentals of building an

UnFranchise Business.

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

• New UnFranchise Owner Training (NUOT) – Who are we?– Terminology– Requirements

• Basic Five (B5) – The fundamentals of building an

UnFranchise Business.

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

Basic 5Fundamentals 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

Attitude & Knowledge

The Difference Between Success and Failure… 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.

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!

Attitude comes before the money.

It’s not WHAT you say,

it’s HOW you say it!

AttitudePrecedesSuccess

The Power of BeliefThe Power of Belief

You must program your brain (your computer).

Belief = Attitude

Attitude = Actions

Actions = Results

You must program your brain (your computer).

Belief = Attitude

Attitude = Actions

Actions = Results

Developing Attitude and Knowledge

Developing Attitude and Knowledge

• Listen to audios - DAILY

• Have a weekly accountability system

• Identify a mentor

• Schedule a weekly call with your sponsor or mentor

• Participate in conference calls and corings

• Work through the Getting Started Guide

• Associate with positive, successful people

• Work towards completing Master UFO and/or challenges

Programming Yourself for SuccessProgramming Yourself for Success

ma

ma Digital Audio Playerma Digital Audio Player

• This valuable tool will help you and those listening with you to stay on track and to utilize the audios to a greater depth.

• Where to download more audios?

• This valuable tool will help you and those listening with you to stay on track and to utilize the audios to a greater depth.

• Where to download more audios?

Developing Attitude and Knowledge

Developing Attitude and Knowledge

NOT A HOBBY!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 Way

To Predict Your Future

Is to

CREATE IT!

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 UnFranchise® Owner, nor are they intended to represent that any given UnFranchise Owner will earn income in that amount.    The success of any Market America 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.

Canadian and Mexican UnFranchise Owners, if making an earnings claim, must disclose the earnings of a typical UnFranchise Owner. Canadian UnFranchise Owners please refer to the end of the printed presentation of the UnFranchise® Management System to see the Canadian Income Disclosure Chart. Canadian and Mexican UnFranchise Owners should convert references of currency to Canadian dollars or Mexican Pesos based on the UnFranchise Owner's location. Canadian and Mexican UnFranchise Owners commissions are converted weekly from U.S. dollars to their country currency. The conversion rate is the exchange rate published by the Wall Street Journal immediately preceding the commission process for each week (typically the Tuesday of the week that commission check is paid).

Linear Income vs. Ongoing IncomeLinear 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

• 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

• Leverage your time

• Money grows exponentially

• Income continues

• Creating true wealth

• Total time freedom

• Creating a lifestyle

Market AmericaMarket America• Founded in 1992• Strong growth since inception• Strong financial position• Strong corporate team• Fortune 500• Better Business Bureau Torch award, 2013

• Founded in 1992• Strong growth since inception• Strong financial position• Strong corporate team• Fortune 500• Better Business Bureau Torch award, 2013

†Estimated accumulated retail sales based on suggested retail price

Estimated accumulated retail sales†:

$5,873,738,639**As of June 30, 2014 (since the company’s inception)

*As of June 30, 2014. †Estimated retail profits based on suggested retail price

Market America® | SHOP.COM™ is changing the way that people shop and changing the economic paradigm so everyone can become financially independent

by creating their own economy.

Total estimated retail profits earned†:

$1,573,254,964Total commissions earned:

$1,559,151,173Total UnFranchise® Owner earnings:

$3,132,406,137*+ =

MarketAmerica.com/yoursitename

SHOP.COM/yoursitename

MotivesCosmetics.com/yoursitename Isotonix.com/yoursitename

GetConquer.com/usa-yoursitename Global.SHOP.COM/yoursitename

Custom Mini WebsitesCustom Mini WebsitesYou even get a Custom Mini Website in your choice of great layouts to showcase your favorite products!

You even get a Custom Mini Website in your choice of great layouts to showcase your favorite products!

ShopBuddySHOP.COM

MobileUnFranchise®

Mobile

Shopping Advisor

Hot Deals

Hundreds of Market America’sExclusive Brands

Social Networking

ShopBuddy

Daily Deals

MPCP Management Performance

Compensation Plan

MPCP Management Performance

Compensation Plan

Strengths of Market America’s Management Performance

Compensation Plan (MPCP)

Strengths of Market America’s Management Performance

Compensation Plan (MPCP)• It is a 2-3 year plan• Volume search to infinity• Business Volume (BV) accrues for 365 days

(Monthly Accrual Option)

• Internet Business Volume (IBV) accrues for 730 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

• It is a 2-3 year plan• Volume search to infinity• Business Volume (BV) accrues for 365 days

(Monthly Accrual Option)

• Internet Business Volume (IBV) accrues for 730 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

Strengths of Market America’s Management Performance

Compensation Plan (MPCP)

Strengths of Market America’s Management Performance

Compensation Plan (MPCP)• Opportunity to earn more than senior partners

• Own multiple BDCs

• Business can be willed

• Organizational structure expands in depth

• Organizational structure creates common vested economic interest

• Build only two organizations to create ongoing significant income

• No geographic limitations

• Opportunity to earn more than senior partners

• Own multiple BDCs

• Business can be willed

• Organizational structure expands in depth

• Organizational structure creates common vested economic interest

• Build only two organizations to create ongoing significant income

• No geographic limitations

ALL IN COMPETITION

Real Estate, Insurance, Franchise, Regional Sales/Manager

• Compounding efforts

• Encourages teamworkand support

• Everyone receives 100% credit for sales

and volume generated

• Duplication of fundamental concepts

• Showing the plan with the right tools

– Use the official company materials only

– Practice the binary strategy at all trainings

– Build up your UnFranchise Business

• Benefit from the UnFranchise System

– Attend as many required trainings as you can

– Learn from the best practice that offers you many

great opportunities

• Duplication of fundamental concepts

• Showing the plan with the right tools

– Use the official company materials only

– Practice the binary strategy at all trainings

– Build up your UnFranchise Business

• Benefit from the UnFranchise System

– Attend as many required trainings as you can

– Learn from the best practice that offers you many

great opportunities

The UnFranchise SystemThe UnFranchise System

National Meeting, Training and Seminar System (NMTSS)

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, standardized and effective training.

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

opportunities that contribute to thorough, standardized and effective training.

Share the concept

Introduce them to a product

Set an appt. to BRING them to a UBP

Meeting After the

MeetingDecision to get started OR- Set Up Another meeting with your team

Set Sign Up Appt.

Meet Other

Successful

People UBP Meeting

Local Seminars

Regional Convention

MA World ConferenceMA International Convention

Unfranchise Business Presentation Basic 5’s UMONUO

T

GPT ECCTProduct Symposium

Motives TransitionsWCT

Let your experience

d teammates help you to lock-down a

follow-up appointme

nt

Meeting after the Meeting

Result Producing ActivitiesResult Producing ActivitiesSpend 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 Organization

Be Persistent, Be Committed, Be Consistent

Make it a Priority

Make it Duplicatable

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 Organization

Be Persistent, Be Committed, Be Consistent

Make it a Priority

Make it Duplicatable

12 Hours Per Week12 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. Retail 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%)

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 & KnowledgeAttitude & 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

• 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 & Goal Statements

People Don’t Plan To Fail.

They Simply Fail To Plan!

People Don’t Plan To Fail.

They Simply Fail To Plan!

PEOPLE WITHOUT GOALS

HAVE NO DESTINATION!

PEOPLE WITHOUT GOALS

HAVE NO DESTINATION!

Goals And A Goal StatementGoals And A Goal Statement

Define Your Dreams…

Define Your Purpose…

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

• Specific• Measurable• Attainable• Realistic• Timely

• Specific• Measurable• Attainable• Realistic• Timely

Develop A Goal Statement(Business Plan – 5 Steps)

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 WantDecide 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 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 centers (BDC’s) you need for qualifying for commissions to attain the income level.

• Use $1,500 per BDC as baseline

• Determine the UnFranchise Level that reflects your goal.

• List goals in order of attainability

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

• Determine the number of business development centers (BDC’s) you need for qualifying for commissions to attain the income level.

• Use $1,500 per BDC as baseline

• Determine the UnFranchise Level that reflects your goal.

Decide What You Want (cont’d)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

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 PlanTranslate 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.

• 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 ItDecide When You Want It

Decide What You are Willing to Give Up or Overcome to Obtain

Goals

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.

• 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:Detailed PlanBreak it down to:

Monthly = Yearly divided by 12

Weekly = Monthly divided by 4

Daily = Weekly divided by 5

Monthly = Yearly divided by 12

Weekly = Monthly divided by 4

Daily = Weekly divided by 5

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

Daily Steps

11

22

33

44

55

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

11 22 33 44 5511 22 33 44 55

11 22 33 44 5511 22 33 44 55

Weekly Steps

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

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

1122

3344

5566

7788

101099

11111212

Each Month

• Sponsor 1 (minimum 2 /quarter)

• 10 Customers ordering ≥ 30 BV

• Attend Monthly Seminar

Monthly Steps

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

Write Out Your Goal Statement Write Out Your Goal Statement

Example:Example:

“It is December 31, 20 __, I have no credit card debt and I 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. 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 ControlMeasure, 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 - GoalsB5 - Goals

Retailing

Retail builds your businessRetail builds your business• Profit

− Replaces Start-Up Expenses

− Covers Monthly Overhead Expenses

− Creates Cashflow

• Generates Ongoing Business Volume

• Identifies Potential Business Prospects

• Builds Belief

BV = Weekly Income

• Profit

− Replaces Start-Up Expenses

− Covers Monthly Overhead Expenses

− Creates Cashflow

• Generates Ongoing Business Volume

• Identifies Potential Business Prospects

• Builds Belief

BV = Weekly Income

Objective of Retail Objective of Retail

Create a “repeat customer base” of 10-15 customers that each purchase ≥ 30 BV / 20 IBV of products monthly.

Building Share of Customer

Retail to Recruit

Commit to Shopping Annuity

Create a “repeat customer base” of 10-15 customers that each purchase ≥ 30 BV / 20 IBV of products monthly.

Building Share of Customer

Retail to Recruit

Commit to Shopping Annuity

Preparing to Retail Preparing to Retail

Choose a product line to specialize in.

Complete list of MA products you use

– Utilize Home Shopping List

– Purchase applicable sales aids

– Use Market America Product Catalog

Identify all Partner Stores on your SHOP.COM site that you are currently purchasing from their physical location or online.

Attend product trainings and seminars.

Choose a product line to specialize in.

Complete list of MA products you use

– Utilize Home Shopping List

– Purchase applicable sales aids

– Use Market America Product Catalog

Identify all Partner Stores on your SHOP.COM site that you are currently purchasing from their physical location or online.

Attend product trainings and seminars.

Code 671, pkg of 20, $5

MarketAmericaProductCatalog

English, Code 668, pkg of 5, $10Chinese, Code 668CHN, pkg of 5, $10Spanish, Code SPN668, pkg of 5, $10

Keys of RetailingKeys of Retailing

Transfer your buying habits with UnFranchise AutoShip. Be a Product of the Product (you will sell what you use)

Develop a Possibility List for Potential Customers for Each Product Line (background info). Matching Products to People and People to Products

Tell Your Story (stories sell product)

Collect and use Testimonials

Get and Give Literature

Transfer your buying habits with UnFranchise AutoShip. Be a Product of the Product (you will sell what you use)

Develop a Possibility List for Potential Customers for Each Product Line (background info). Matching Products to People and People to Products

Tell Your Story (stories sell product)

Collect and use Testimonials

Get and Give Literature

Keys of RetailingKeys of Retailing Obtain knowledge about your product

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

Lifetime Customer Value

Always provide a flyer at point of sale

Obtain knowledge about your product

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

Lifetime Customer Value

Always provide a flyer at point of sale

Back Office > Downloads > Support Materials > Sales Aids

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

Build Share of Customer

Listen – Listen - Listen

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

Build Share of Customer

Listen – Listen - Listen

Keys of RetailingKeys of Retailing

Address and answer any questions

Take the Order

Create a Preferred Customer Profile if they are not already registered

Schedule follow up

– Repeat Sale

– Additional product sales

– SHOP.COM tour

– Set SHOP.COM as home page

– Install SHOP Buddy

Address and answer any questions

Take the Order

Create a Preferred Customer Profile if they are not already registered

Schedule follow up

– Repeat Sale

– Additional product sales

– SHOP.COM tour

– Set SHOP.COM as home page

– Install SHOP Buddy

Close SaleClose Sale

Hot Deals

Hundreds of Market America’sExclusive Brands

Social Networking

ShopBuddy

Daily Deals

• Earn up to 50 percent cash back for purchasing Market America branded products and those from our Partner Stores where you see the Cashback logo

• Earn ½ percent on eligible referral purchases

Learn Your SHOP.COM SiteLearn Your SHOP.COM Site

Generating IBV and BV Through Your SHOP.COM• Take the time to get familiar with your SHOP.COM.

– Understand what each menu item represents– Learn the stores on your SHOP.COM site– Know your tools

– Gift Certificates and eGifts– Comparison Pricing– Trends

• Shop through your SHOP.COM– When you are out shopping write down the codes and

go home and order the items through your SHOP.COM

Generating IBV and BV Through Your SHOP.COM• Take the time to get familiar with your SHOP.COM.

– Understand what each menu item represents– Learn the stores on your SHOP.COM site– Know your tools

– Gift Certificates and eGifts– Comparison Pricing– Trends

• Shop through your SHOP.COM– When you are out shopping write down the codes and

go home and order the items through your SHOP.COM

Show your customers how to find, navigate, and shop products on your SHOP.COM, install ShopBuddy, access My Account, My Lists, eGifts, Trends, Help, Shop All Stores, All Departments

SHOP.COM/yoursitename

Invite FriendsSHOP.COM/yoursitename

Home AdvisorSHOP.COM/yoursitename

MyListsSHOP.COM/yoursitename

Encourage your customers to use the Auto-ship program so

they will never run out of their favorite

products

Promote AutoShip for repeat purchases

Save 5%And still get

FreeShipping on qualified orders

Copy this link and lead everyone to shop at your SHOP.COM

Nutri-PhysicalSHOP.COM/yoursitename

MotivesCosmetics.com/yoursitename Isotonix.com/yoursitename

GetConquer.com/usa-yoursitename Global.SHOP.COM/yoursitename

Skin Care AnalysisMotivesCosmetics.com/yoursitename

Diet ProfileTLSSlim.com

POST SALE ACTIVITIESPOST SALE ACTIVITIES Register as a Preferred Customer

Business card front, back PC info

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

Register as a Preferred Customer

Business card front, back PC info

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 SHOP.COM/yoursitename.

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

online business– Review Auto-ship program for monthly

reorders

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

how to find, navigate, and shop your SHOP.COM/yoursitename.

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

online business– Review Auto-ship program for monthly

reorders

POST SALE ACTIVITIESPOST SALE ACTIVITIES

Retail Sales Goal300 BV and 200 IBV Monthly Minimum

300 BV and 200 IBV to a base of at least 10 Preferred Customers ordering 30 BV and 20 IBV per month.

C = 30 BV & 20 IBV

Monthly Goal for UnFranchise Owner is to generate 100 BV and 15 IBV from personal use

Total UnFranchise Owner Production: 400 BV and 215 IBV We will use 400 BV and 200 IBV

After Three-Six Months, Earn > $300/Monthly (BV) and Earn $300 every 2nd month (IBV)

Retailing Goal – Base 10, Seven Strong

400 BV & 200 IBV

400 BV & 200 IBV

1200 BV & 600 IBV1200 BV & 600 IBV

400 BV & 200 IBV 400 BV & 200 IBV400 BV & 200 IBV400 BV & 200 IBV

400 BV & 200 IBV

Here’s what could happen in an organization with minimum focus on Retailing...

YOU

Left Right

= $600 /month (BV) & $300 /third month (IBV)

Each UnFranchise Owner does minimum 50 BV & 10 IBV per month requirement

50 x 50 BV 50 x 10 IBV

=2500 BV =500 IBV

50 x 50 BV 50 x 10 IBV

=2500 BV =500 IBV

YOU

Here’s what could happen when an organization focuses on retailing...

Left Right

Same group – different philosophy regarding the power of retailing.

Each UnFranchise Owner has 10 customers using/purchasing 30 BV and 20 IBV, and the UnFranchise Owner uses/purchases 100 BV and 15 IBV = 400 BV/month and 200 IBV/month

50 x 400 BV 50 x 200 IBV

=20,000 BV =10,000 IBV

50 x 400 BV 50 x 200 IBV

=20,000 BV =10,000 IBV

YOU

Here’s what could happen...

Left Right

50 x 400 BV 50 x 200 IBV

=20,000 BV =10,000 IBV

50 x 400 BV 50 x 200 IBV

=20,000 BV =10,000 IBV

Be a Product of the ProductBe a Product of the Product Use the products and have them sitting around

“Hey, what’s that?”

Use the products and have them sitting around

“Hey, what’s that?”

Retail to Recruit!Retail to Recruit!

AND

Recruit To Retail!

AND

Recruit To Retail!

Prospecting, Recruiting & Sponsoring

Prospecting, Recruiting

and Sponsoring

DUPLICATES

Your Efforts

and

LEVERAGES Your Time!

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.

- 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.”

OBJECTIVEOBJECTIVE

• Activation

• Build two sales and distribution organizations each generating in excess of 5,000 BV / 2,500 IBV every week

• Equivalent to: 50 UnFranchise Owners in right organization generating ≥ 400 BV / 200 IBV per month each (20,000 BV / 10,000 IBV per month) and 50 UnFranchise Owners in left organization generating ≥ 400 BV / 200 IBV per month each (20,000 BV / 10,000 IBV per month)

• Activation

• Build two sales and distribution organizations each generating in excess of 5,000 BV / 2,500 IBV every week

• Equivalent to: 50 UnFranchise Owners in right organization generating ≥ 400 BV / 200 IBV per month each (20,000 BV / 10,000 IBV per month) and 50 UnFranchise Owners in left organization generating ≥ 400 BV / 200 IBV per month each (20,000 BV / 10,000 IBV 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 & RecruitingTools in Preparation for

Prospecting & Recruiting• UnFranchise Owner Profiles – www.thepowerprofiles.com• UnFranchise Magazine • Haute Living Magazine • Small Flip Chart • On-Line Presentation• Annual Report • ma Catalog • Home Shopping List • Nutri-Physical®

(print from UnFranchise® Business login)• Specific Product Brochures• System Video: Changing the Face • Social media accounts: Facebook, Linkedin, Yelp, etc.

• UnFranchise Owner Profiles – www.thepowerprofiles.com• UnFranchise Magazine • Haute Living Magazine • Small Flip Chart • On-Line Presentation• Annual Report • ma Catalog • Home Shopping List • Nutri-Physical®

(print from UnFranchise® Business login)• Specific Product Brochures• System Video: Changing the Face • Social media accounts: Facebook, Linkedin, Yelp, etc.

Understanding

the Prospecting,

Recruiting & Sponsoring

Process

Understanding

the Prospecting,

Recruiting & Sponsoring

Process

Go NowGo NowGo NowGo NowGo NowGo NowGo NowGo NowGo NowGo NowGo NowGo NowGo NowGo NowGo NowGo Now

Sources of PossibilitiesSources of PossibilitiesCustomersCustomers Names List

300Names List

300Try ProductsTry Products ReferralsReferrals MLM ContactsMLM Contacts

AcquaintancesAcquaintances RelativesRelatives Associates:Associates:

- Work- Clubs- Church - School

AdsAds The Competition’s AdsThe Competition’s Ads3 Foot RuleDaily Routine

3 Foot RuleDaily Routine

- Gymnasium- College Course- Charity

- Social Networks

Join New: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 interested

Show Plan to 4 prospects/monthSponsor – 1 per month

Talk to 1-3 per day10 prospects/month interested

Show Plan to 4 prospects/monthSponsor – 1 per month

Leveraging Social Networking to Fill the Funnel

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.

• 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

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 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.

How to increase Base Possibilities

How to increase Base Possibilities

• 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.

• 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.

How to increase Base Possibilities

How to increase Base Possibilities

• 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!”

• 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!”

How to increase Base Possibilities

How to increase Base Possibilities

• 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”

• 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 SheetPossibilities 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

• 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

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

• 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 Accountability Sheet

Accountability Sheet Accountability Sheet

Accelerating GrowthAccelerating Growth

Join A 90 Day

Fast Track Team

Doing 10-3-2

Join A 90 Day

Fast Track Team

Doing 10-3-2

10-3-2 System10-3-2 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

• 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 MomentumBuilding Momentum

Building MomentumBuilding 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 socialize• Every time you drop your kids off at activities• Every time you do anything or go anywhere• Social networks (Facebook, LinkedIn)

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

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 ListTop 10 List

• After STEAMING your list, now you prioritize 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.

• After STEAMING your list, now you prioritize 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 KeyThe Key

HAVING YOUR ANSWER TO

What Do You Do?

What Is It?

HAVING YOUR ANSWER TO

What Do You Do?

What Is It?

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

“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.

• 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)

“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”)

• 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

“What is Market America?” Appealing Descriptions

Learn to Talk in Themes

• Product Brokerage

• Internet Marketing

• The Ultimate “Online Shopping Destination”

• The “UnFranchise®” Business System

“What Do You Do?”Benefits

“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?” “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

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?”“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.

• 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.

“What Do You Do?”“What Do You Do?”

• We have partnered with the fastest growing shopping 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!

• We have partnered with the fastest growing shopping 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!

“What Do You Do?”“What Do You Do?”

• 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?

• 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 CommercialTwo-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

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 ApproachesLearn 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?

• 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 ApproachDirect Approach

Evaluation/Referral ApproachEvaluation/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. Help

2. Expanding

3. Identify

4. May or may not be interested

5. Right People

6. Evaluate/Help

Evaluation/Referral Approach

Evaluation/Referral ApproachesEvaluation/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 INTERESTED

5. But you may know THE RIGHT PEOPLE.

6. I need you to EVALUATE what I’m doing so you can HELP me.

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 INTERESTED

5. 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 realize the importance of having a back up plan.

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

• 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 realize the importance of having a back up plan.

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

Evaluation/Referral Approaches

• 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)?

• 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)?

Evaluation/Referral Approaches

THE PROSPECT VOLLEYTHE 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

90% Listening10% TalkingFILL A NEED

Be Prepared for Questions

and Objections!

Be Prepared for Questions

and Objections!

If they are asking “What Is It?”

Handling ObjectionsHandling Objections

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

• An objection is a question in disguise.

• Answer the objections with a question.

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

• An objection is a question in disguise.

• Answer the objections with a question.

Answering ObjectionsAnswering 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….

• 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?”

“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 organizational 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?”

“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.”“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.”“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.”

“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.”“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?”

“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.”“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?”“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”“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”“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 realized 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

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)

• Peak interest by using:

– Product Introduction

– Interview/Overview of the Business Model

– Showing the Plan (UnFranchise Business Presentation)

Actions/Activities To Use After You Approach A Prospect

Actions/Activities To Use After You Approach A Prospect

• Product Interest

– SHOP.COM Tour

– ma Cashback

– University Concept

– Home Shopping List

– ma Catalog

– Product Information

– Nutri-Physical®

– Try a product

• Product Interest

– SHOP.COM Tour

– ma Cashback

– University Concept

– Home Shopping List

– ma Catalog

– Product Information

– Nutri-Physical®

– Try a product

Actions/Activities To Use After You Approach A Prospect

Actions/Activities To Use After You Approach A Prospect

• 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)– SHOP.COM Tour– National recruiting calls

• Sun 8:30 PM, 646-519-5815 ext. 1314#• 24/7 – 212-990-6921 (replay)

– Annual Report– Haute Living

• 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)– SHOP.COM Tour– National recruiting calls

• Sun 8:30 PM, 646-519-5815 ext. 1314#• 24/7 – 212-990-6921 (replay)

– Annual Report– Haute Living

• Show the Business Plan

- Flip Chart

- The UnFranchise Business DVD (26 min video)

- Home Business Presentation

- UnFranchise® Business Presentation (hotel)

- Webinars – recorded or live

• Show the Business Plan

- Flip Chart

- The UnFranchise Business DVD (26 min video)

- Home Business Presentation

- UnFranchise® Business Presentation (hotel)

- Webinars – recorded or live

Actions/Activities To Use After You Approach A Prospect

Actions/Activities To Use After You Approach A Prospect

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 / 20 IBV worth of product each month.

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

3. Purchase at least three (3) tickets to the next NMTSS event.

– One ticket for themselves

– Two tickets for two “new” partners or prospects they will obtain

As Your Business Develops You Will Have

3 Types of Independent UnFranchise Owners

As Your Business Develops You Will Have

3 Types of Independent UnFranchise Owners

1. Go Now – 20%

2. Stable

3. Waiting 80%

Sponsoring ResponsibilitySponsoring 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.

• Performance evaluation

• Follow the MPCP

• 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.

• Performance evaluation

• Follow the MPCP

Tool to Use As A Guide with Your New Independent UnFranchise Owner

ENGLISH

MANDARIN

SPANISH

• 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

First Meeting

• Complete Independent UnFranchise Owner

Application & Agreement• Register for UFMS• Complete initial order including tools and sales

materials• Register for UnFranchise AutoShip• Complete Forms 1001 and 925• Purchase ticket to International Convention or

World Conference, and/or NMTSS Event in area• Sign-Up complete

• Complete Independent UnFranchise Owner Application & Agreement

• Register for UFMS• Complete initial order including tools and sales

materials• Register for UnFranchise AutoShip• Complete Forms 1001 and 925• Purchase ticket to International Convention or

World Conference, and/or NMTSS Event in area• Sign-Up complete

UnFranchise Registration

First MeetingFirst Meeting

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

• Go to “Website Admin”– Designate IBDC (001)– Designate “Auto” IBV Placement (002 & 003)– Designate “Auto” BV Placement (002 & 003)

• Name your SHOP.COM

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

• Go to “Website Admin”– Designate IBDC (001)– Designate “Auto” IBV Placement (002 & 003)– Designate “Auto” BV Placement (002 & 003)

• Name your SHOP.COM

Set-up New Business Partner’s SHOP.COM

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

Review quarterly dates Review dates form needs to be completed quarterly

– Review NMTSS Calendar of Events– Set dates for attending trainings

UnFranchise® Business Presentations Basic 5 New UnFranchise Owner Training (NUOT) Executive Coordinator Certification Training (ECCT) Local Seminar , District Conference, Regional

Convention World Conference, International Convention

– Homework (names list, goal statement)

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

Review quarterly dates Review dates form needs to be completed quarterly

– Review NMTSS Calendar of Events– Set dates for attending trainings

UnFranchise® Business Presentations Basic 5 New UnFranchise Owner Training (NUOT) Executive Coordinator Certification Training (ECCT) Local Seminar , District Conference, Regional

Convention World Conference, International Convention

– Homework (names list, goal statement)

First Meeting First Meeting

• Create a Possibilities List of 60-200 names• Create a Possibilities List of 60-200 namesHomeworkHomework

Second MeetingSecond 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

– 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

Getting Started Guide

• Develop 10 Customers (cont'd)

– Set Dates to expose product(s)

Product Previews Natural Health Seminar Motives® Preview

• Develop 10 Customers (cont'd)

– Set Dates to expose product(s)

Product Previews Natural Health Seminar Motives® Preview

Second MeetingSecond MeetingGetting Started Guide

Second Meeting Getting Started Guide

Second Meeting Getting Started Guide

• 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 (GSG)

• 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 (GSG)

Second Meeting Second Meeting

• Set dates for

– 3-Way Calls

– Home Business Presentation

– Two-on-Ones

• Spend remaining time reviewing SHOP.COM and UnFranchise® Business Account.

• Set dates for

– 3-Way Calls

– Home Business Presentation

– Two-on-Ones

• Spend remaining time reviewing SHOP.COM and UnFranchise® Business Account.

Tasks to AccomplishIn First 90 Days

Tasks to AccomplishIn First 90 Days

• Listen to audios on your MP4 player – DAILY

• Order business cards

• Learn your SHOP.COM

• Familiarize yourself with UnFranchise® Business Log-in

• Utilize corporate web sites– UnFranchiseTraining.com – training modules– ExploreSupplements.com– ThePowerProfiles.com

• Read Career Manual

• Listen to audios on your MP4 player – DAILY

• Order business cards

• Learn your SHOP.COM

• Familiarize yourself with UnFranchise® Business Log-in

• Utilize corporate web sites– UnFranchiseTraining.com – training modules– ExploreSupplements.com– ThePowerProfiles.com

• Read Career Manual

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

Weekly Goal(Five Days/Week)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).

• 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)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.

• 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.

AccountabilityAccountability“MONTHLY”

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

Ongoing Steps to SuccessOngoing Steps to Success• Order at least 100 BV / 15 IBV personally each

month for personal use

• Maintain 10 Customers ordering at least 30 BV / 20 IBV per month

• Show or see the business plan once a week

• Personally sponsor 2 per quarter

• Attend 1 training per month (local seminars, district conference, regional convention)

• Attend Market America’s World Conference and International Convention annually

• Participate on a go now/fast track team, challenges, President’s challenge, Master UFO program

• Order at least 100 BV / 15 IBV personally each month for personal use

• Maintain 10 Customers ordering at least 30 BV / 20 IBV per month

• Show or see the business plan once a week

• Personally sponsor 2 per quarter

• Attend 1 training per month (local seminars, district conference, regional convention)

• Attend Market America’s World Conference and International Convention annually

• Participate on a go now/fast track team, challenges, President’s challenge, Master UFO program

The Master UFO Program The Master UFO Program

A Structured System

For Financial SuccessBECOME A PROFESSIONAL & MASTER THE BASIC 5

Download the Master UFO Booklet from UFMS:• Downloads → Administration → View Documents

• Select Master UFO Booklet

A Structured System

For Financial SuccessBECOME A PROFESSIONAL & MASTER THE BASIC 5

Download the Master UFO Booklet from UFMS:• Downloads → Administration → View Documents

• Select Master UFO Booklet

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

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

• Qualify quarterly for Master UFO

For each leg you are building keep track of your top

Go Now Independent UnFranchise Owners

For each leg you are building keep track of your top

Go Now Independent UnFranchise Owners

Assist Go Now UnFranchise Owners through their first 3 levels of

duplication – they should then be able to take over as a leader

ABC PATTERN OF DUPLICATION

ABC PATTERN OF DUPLICATION

Key Success Factors of the ABC Pattern

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

• 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 DepthABC Pattern of Duplication & Building Depth

Stumbling Blocks in the BusinessStumbling Blocks in the Business

• Not personally prospecting and personally sponsoring

• Not selling ticket to new UnFranchise Owners

• Not listening to audios

• Not building repeat customer base

• Not showing the plan

• Waiting for an UnFranchise® Business Presentation

• Not plugging into a B5, NUOT or Specialized Trainings

• Spending too much time with Stable & Waiting UnFranchise Owners

• Not using the Getting Started Guide

• No follow up, lack of scheduling/planning (lack of discipline)

• Not personally prospecting and personally sponsoring

• Not selling ticket to new UnFranchise Owners

• Not listening to audios

• Not building repeat customer base

• Not showing the plan

• Waiting for an UnFranchise® Business Presentation

• Not plugging into a B5, NUOT or Specialized Trainings

• Spending too much time with Stable & Waiting UnFranchise Owners

• Not using the Getting Started Guide

• No follow up, lack of scheduling/planning (lack of discipline)

The ABC PatternThe 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.

• 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 organizations in one night!

COMBINATIONSMust Be Activated To Work Combinations

Home BusinessPresentation

Feb 29

002 003

March 15

Karen

Tampa, FL

Bring New Person to Follow - Up

Bring New Person to Follow - Up

Thomas

Sarasota, FL

Home BusinessPresentation

NMTSS Events

Also Allow You

To Work Combinations

LOCAL SEMINARLOCAL SEMINARLargo, FL

YOU

002 003

Karen

Tampa, FL Sarasota, FL

UNFRANCHISE BUSINESSPRESENTATIONS

UNFRANCHISE BUSINESSPRESENTATIONS

DISTRICT CONFERENCESDISTRICT CONFERENCES

REGIONAL CONVENTIONSREGIONAL CONVENTIONS

PLUS GUESTSPLUS GUESTS PLUS GUESTSPLUS GUESTS

PLUS GUESTSPLUS GUESTS

Thomas

COMBINATIONSYOU

002 003

PSPS

NEW

PS

PSApril 10

FollowUps

NEW PROSPECTTO FOLLOW- UP

BRING NEW UNFRANCHISE OWNERSFOLLOW PS

BRING NEW PERSON TO FOLLOW- UP

Home BusinessPresentation

Start by Doing It In Your Region

CROSS-POLLINATION STRATEGY

YOU002

YOU003

NJ

DE

YOU001

NJ

DE

MD

PA

MD

PA

New Jersey

Delaware

Maryland

Pennsylvania

CROSS-POLLINATION STRATEGY

Then Expand Nationwide

CROSS-POLLINATION STRATEGY

YOU002

YOU003

Motives®

Web Sites

YOU001

Motives®

Web Sites

TLS ®

nutraMetrix®

TLS ®

nutraMetrix®

Motives

Web Sites

TLS ®

nutraMetrix

“ma University”CROSS-POLLINATION STRATEGY

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

2 Q: 2 + 4 = 6

3 Q: 2 + 4 + 12 = 18

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

Total = 80 (40 Left and 40 Right)

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

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

50 people in each organization @ 400 BV / 200 IBV monthly

= 20,000 BV / 10,000 IBV monthly (each side)

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

Basic 5 (B5)