discover wellstardownload.wellstar-partner.com/1417438762.pdfthe genius of wellstar the genius of...

Discover WellStar Success Planer Unleash Your Potential Module 1 – WellStar Faststart

© WellStar 2014 V_1.0_26.04.2014 2

Yes, you can! Hello, It is my honour to welcome you to WellStar, the world leader in Bionic Youth Activation and Social Club Selling. You have joined a unique team of people who are excited to be leading some of the fastest growing industries in Europe. We have two strengths in WellStar; firstly we have tirelessly innovated to become the most advanced business in our industries and second is that believe in the potential of people. We believe that can help people recapture their ‘Youth’ through our BYAS products and, most importantly, we believe that with our system and support, you can achieve your dreams and goals. The only thing we ask is that you follow our system as it has been designed to help you succeed at the fastest possible rate.

And your first step is to complete this Faststart Module completely. If there is anything, you don’t understand, simply ask and we can give you the answer. Our business works for everyone and because we believe in you, we say ‘YES you can!’ All the best Christian Wiesner WellStar CEO & Founder

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The Genius of WellStar The genius of WellStar is based in its ability to innovate to create the most advanced products and business systems to create the most effective money-making opportunity in Europe today.

The WellStar Vision: To be the No1 Social Club Selling company in the world

Why WellStar succeeds in Europe … BYAS Products The BYAS Product Range is the ultimate Direct Sales product range because…

Hottest Markets The beauty and weight loss industries are valued at Euro300billion

Current Solutions don’t work The current product solutions in BYAS markets are normally short term fixes, if they work at all!

Unbeatable Patented Solution The patented Bionic Youth Activation technology delivers what people want ‘their Youth’ using innovative thinking & technology to bring out the natural energy and beauty of people.

Social Club Selling Social Club Selling is the next generation of Direct Business because…

Club Sales & Strength. The WellStar Club creates a vital LOCAL HUB for professional sales and business connection. This is so powerful for a self-employed network.

Social Selling. People buy from people and there is nothing more powerful that sales within someone’s social network if the products have value and people are inspired to buy [rather than have pressure].

Rapid Easy Customer Building. Most people never get customers in this industry because the products lack the buzz and ease of explanation of the Eye Lifter Product. The Club Voucher system ensures everyone can gets their first customers and makes money.

Big Fast Money. The Face & Body Lifter sold through easy demonstration with financing ensures people can earn big money from customers quickly.

Long term income. Consumables, such as creams and serums, through Autoship produces on-going income.

100% Professional Development. The training in Social Club Selling is based on a new generation of Professional Development which builds confidence through competence skill training. This way everyone can succeed.

Learning Standard – Can you explain the Genius of WellStar? Yes/No

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Basics of the Training Programme 1. Pick your opportunity. Choose whether you want to become a Retail Partner or a Business Partner. Whatever you choose, you are equally welcome and valued. • A Retail Partner builds a customer base for retail profits and partner discounts if the necessary business

volumes have been achieved. They also receive recognition, build their confidence, make friends and have fun. They do not want to build a network but can decide to become a Business Partner at a later stage.

• A Business Partner builds a customer base for retail profits and a network for Team commissions. The commission income can be significantly more than retail profits.

2. Learn the module. There are three modules: Faststart Launch, Retail and Business Building. A Retail Partner only needs to learn the first two modules combined with the necessary motivation. Each module contains set information that we think you must know to be competent and feel confident. It will also detail the skills and the standard needed to achieve success. Learn the information. Ask your sponsor to test you. Attend a Retail Workshop. 3. Meet the standard. All skills have what we call a ‘Competence Standard’ which is a level of performance that we think you need in order to perform consistently. It’s up to you when you reach the standard. We know some of these standards are not very high and you may easily achieve more. These standards are merely the level we know you need to be able to perform at, to prove you can do something. It is then up to you to raise your performance above these standards. 4. Believe in others. WellStar is based on a fundamental caring philosophy. We want everyone to feel supported and part of an environment where they can grow naturally. Help others grow and you will grow yourself.

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Keys to success 1. Desire You must be motivated. This is your career, there is no-one to pressure you so you must find those exciting reasons why you are involved. 2. Commitment The most important commitment is to do whatever it takes until you are competent. Obviously, when you are learning, you will have the least confidence, you will make mistakes and your results with fluctuate. You need to keep going until you are competent. 3. Competence. Competence is ‘an ability to do something’. Like everything in life you need to learn how to do it. 4. Confidence Confidence comes from experience so you need to try. The more you try, the more confidence you will build.

Your support network In the WellStar system, you have a team of people to help you. They are all Vice President Level or above. The key person is your Sponsor (the person who introduced you to WellStar), who is the first person responsible to help you. They should help you fill out this section. Your Sponsor ..…………… ………….………….…..………Telephone …………………………….…………… 1st Upline Director ..………………… ………….…….…..……… Telephone …………………………….…………… 2nd Upline Club Owner ..………………… ………….…….…..……… Telephone …………………….…………………… 3rd Upline President ..………………… ………….…….…..……… Telephone …………………….……………………

Getting Started On the next page is a simple explanation of the WellStar system. You must understand how it works. This programme has three modules 1. Faststart module, which covers certain things that you need to do when you start and the first module of

Personal Action. 2. Retailing module, which covers making money from WellStar products, especially from the BYAS Beauty range 3. Business module, which covers building your WellStar Network of Team Partners.

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The WellStar System Why you can succeed 1. You can succeed with WellStar because we have a System that you can learn and do. 2. Your job is to learn the system until you are competent. Your results will fluctuate until you are

competent. You are learning so you will make many mistakes when you start but you earn as you learn. 3. Your Beauty Clubs and your sponsor’s responsibility is to coach you until you are competent. 4. To help your sponsor the company pays a team of successful people in your Club (called your upline) to

help. 5. There are no time limitations so you can go as fast or slow as you like. This is such an exciting opportunity

that you will probably want to commit all of your spare time at the start. Module 1 – Faststart • Use Products • Create your Lifestyle Story • Write your list • Start learning Module 2 – Retailing Standard is 2 customers/week/four weeks. Your sponsor helps you find four customers. Module 3 – Networking (FOR NETWORKERS ONLY) Standard is 1 new partner/week for 4 weeks. Your sponsor helps you recruit 3 Partners. Your sponsor helps you help your 3 recruits through the three steps and support correctly. Learning Standard – Do you understand how the WellStar System works? Yes / No

Retail

Discovery

Co-operation

Use Products

Get Started

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Building Confidence and Motivation Confidence Drives Action The action you take, will determine your success. The action you take will be determined by your confidence because your confidence will release your motivation and put it into action! Motivation – Life Change or Lifestyle? There is positive and negative motivation:

• Positive motivation is based on your desired lifestyle, your dreams and goals in life. • Negative motivation is based on what you want to change in your life. Your nightmares! What you hate

about your current life that will motivate you to act now. • Together they will create the motivation to drive success.

What do you want the money and other benefits from WellStar to give you? Your sponsor will help you with this. Lifestyle? Goals? Values ?

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Life Change? What do you want to get away from? What’s your nightmare?

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How many hours per week are you ready to work so that you reach your goals?

1-5 � 6-10 � 11-20 � 21-40 � full-time, 40 hrs. � full-time, 60 hrs. � full-time, 80 hrs. �

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Your Lifestyle Story – Your WHY? The most powerful motivational tool you can have is your own ‘lifestyle story’ which relates all of the reasons why you have joined WellStar (listed above). If someone asks why you are involved with WellStar then all you do is to tell you ‘story’. Take the time to write the best Lifestyle story you can. Explain your life to date, your frustrations, victories and failures. Explain what you want in life and how this will make you happy. Explain how WellStar will help you achieve these aims. Do you remember your sponsor telling you their lifestyle story when you first met? Why I joined WellStar and what Lifestyle means to me…

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Personal Development From the beginning of your career with WellStar, you will be exposed to some of the best personal development in Europe. This is important to success [and very emotionally enriching] because success always starts with you. Step 1 – Self-awareness The most valuable 1st step is to become aware of your character today and understand what needs work to ensure it does not hold you back today. Fill in the following How can I take more responsibility for my life?

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How can I beat procrastination?

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How can I be more courageous?

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The key question – How will I build my confidence fast?

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The Confidence Checklist Your Goals in Faststart are: 1. To achieve your Faststart Goals 2. To build your confidence so you can achieve the most 3. Build your understanding of the WellStar business to decide whether to take the next step and becoming a

Retail Professional or to discover the WellStar Business opportunity. This checklist is for you so YOU can focus your energies and build your confidence and results rapidly! You fill it out with your coach. Each time you meet it will be a ‘coaching session’ where they will use this ‘checklist to help you build confidence across all the key elements of the business. You can see that after four sessions, Susann is already at 80% and is focused on completing the checklist.

Name: Susann Perish

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WellStar Faststart Retail Confidence Checklist

Name: _____________________________________________________________________________________ Coaching Session Date 1 2 3 4 5 6 7 8 9 10

Rate competence

How to Faststart 5%

Building Confidence 5%

How Eye Lifter Sells 5%

How Body Lifter Sells 5%

Attend Retail Webinar 5%

Attend Two Retail Workshops 20%

Sell Four Eye Lifters 20%

Sell Face Lifter at Club Party 20%

Retail Pro Confidence 10%

Total 100%

Plot progress 100%

on the graph 90%

80%

70%

60%

50%

40%

30%

20%

10%

0%

1 2 3 4 5 6 7 8 9 10 Session

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Building Confidence The fastest way to build confidence is to learn. 1. Watch videos for rapid learning and confidence building The WellStar products are simple to understand and learn how to present/demonstrate. Go onto the WellStar University Site and watch this two videos as often as you can… Videos - Christian Wiesner, WellStar CEO 1.1 „Discover WellStar“ Geschäftspräsentation 1.2 WellStar Faststart “Retail & Business Building” 1.3 WellStar Faststart “Business Pro” Videos – Jörg Zimmermann, WellStar Vice President Sales 1.4 Make your name list 1.5 Phone training inviting to Business & inviting to Party The collection of training videos will be build up and extended step by step. 3. Attend the Club Workshops Club Workshops are when you practice the skills of getting knowledge and Training. They are the best environment for you to accelerate your skill and confident with other people. They are positive casual events run in WellStar Clubs. A workshop lasts for one hour and you must attend at least once a week for you to realise their power to help you. Workshops Week 1: Contact training: Name list & making phone calls & inviting & registering online Week 2: Product knowledge & application training Week 3: Product presentation & sale Week 4: Customer care Week 5: Making 1:1 Business Presentations, behaviour at meetings Week 6: Activities & planning results: week & month & 90 days

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Beauty Style Clubs At the heart of the WellStar system is the WellStar or Beauty Style Clubs. All ‘leaders’ are expected to own or co-own a club because they are vital for:

• Professional Sales environment • For learning practice workshops

Your upline will help you understand about your local club. Club Party & Voucher Campaign The fastest way to get your first Face Lifter customers and earn big money fast is to have a Club Party. A club party is simply having a number of people to your club so they can get a free treatment in a group environment. People love attending this free treatment and the ‘party’ environment increases people’s chances of buying. The Process 1. Organise with upline the time of the Club Party 2. Call people on your list and invite them with a free voucher 3. Give vouchers to people you know and meet 4. Be part of the Club Party. Help with demonstrations. Watch the following videos: • How to call/talk about demo/voucher • How a Club party works – step-step

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Connecting with people The marketing of WellStar products is based on offering BYAS and the WellStar career opportunity to everyone you know. Some will want it and some will not. The key is not to pressure anyone and not to prejudge his or her reaction. Let them decide. Remember, you are the messenger, not the WellStar message. We connect with people in three ways: 1. We write a Short Name List of people we will contact for our first Club Party or Home Demonstrations 2. We meet people are either sell an Eye Lifter or invite for a Demonstration/Club Party 3. We connect with Social media

Step 1 – Make your name list 100 names are worth gold! Usually the so-called "name list" is used to capture these potential prospects. Names are your assets. Write down as much names of persons as possible you had contact with in the last few years, in whatever form. I don´t know 100 people! Maybe at the beginning you say, "I don´t know 100 people." Do not lose courage. Make it to your business to complete your list progressively. Think carefully and take your time. You will soon discover that you know even significantly more than 100 people. Then fill a second or even a third "1OO names list", if necessary. Why is the name list important? Your business thrives on the fact to constantly make contacts. It is not in human nature to address strangers. The easiest way to contact with people is with those you already know. To identify the potential of your warm contacts, so you should strive to fill in your name list as complete as possible. Tips:

1. - View photo albums 2. - Resume: Who do I know from school, teaching ...? 3. - Names: Who do I know who is called Peter or Susann ...? 4. - Features: Who do I know with glasses, with a beard ...?

Basic Rule:

1. DO NOT CHOOSE! 2. Do you write down everybody and make a pre-selection. Because anyone can run this business

successfully, no matter their educational background. The right preparation! Enter name, first name, phone number, mobile number and all other data in the fields provided. Try to fill out all columns as completely as possible. This makes it easier in the second step to cooperate with your sponsor, if a joint approach to establish a contact takes place.

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100 names list

No. Name, Surname Phone/Mobile Remarks Appoinment Result

1 2 3 4 5 6 7 8 9

10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25

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100 names list


26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50

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100 names list


51 52 53 54 55 56 57 58 59 60 61 62 63 64 65 66 67 68 69 70 71 72 73 74 75

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100 names list


76 77 78 79 80 81 82 83 84 85 86 87 88 89 90 91 92 93 94 95 96 97 98 99

100

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Step 2 – Making phone calls and appointments Call them up and offer them a free product demonstration. On WellStar University Watch – How to offer a free demonstration. Phone call script “Business“ “I recently met a very interesting business that allows you to earn significantly more money and have more time! Is that interesting for you? " Phone call script “Product“ "I recently got to know a very interesting product with that allows you to look much younger! Is that interesting for you? " The WellStar business is an amazing business opportunity! Let your best friends & acquaintances first share your success.

- You need a scheduler, the name list and a telephone in an undisturbed room. - Be detemined to make appointments and enter that in your diary! - Instantly refer to the positive reason for your call. - It takes no longer than two minutes to make an appointment. No long private conversations! - Always smile and put enthusiasm in your voice! - Always be confident in your phone calls: "boss attitude". - You can mention of course that it's about losing weight & looking younger. That is of interest for everybody!

Course of conversation:

→ Positive greeting →arouse curiosity → propose two appointments → invite the partner as well → announce electronic invitation.

Follow-up:

→ (as CO / CM): send professional online invitation immediately afterwards (WellStar eCards) → contact registers online.

Step 3 – Prepare the appointment If the demonstration is at your Beauty Style Club, organise with your upline to ensure it is booked properly. If the demonstration is at your home watch – WellStar University Video – How to sell a Face Lifter [it is a demonstration and sales process].

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Meet People Always carry at least two Eye Lifters with you. One you demonstrate with and one you sell. Watch in WellStar University – ‘How to sell an Eye Lifter’ If you are talking to someone, anyone then you should always introduce the Eye Lifter. You say something like… “I am involved with this really cool new technology that transforms the eye region, want to have a look?”. Then pull your Eye Lifter out and put it in their hand. this is the key point! Put in their hand!!! Let them demonstrate on themselves and ask them if they want to buy it. Maybe show them a video - Eye Lifter Informercial You can give them a voucher for a free Face Lifter demonstration

Social Media Social media, such as Facebook, is a vital method of marketing these days. We understand that you maybe an expert on social media yet 95% of people are not; they are confused about what to do. WellStar has a simple social media strategy that everyone can do that will help:

• Finding new customers • Building confidence in your customer • Helping your customers refer new customers • Building confidence in WellStar with your friends & family

WellStar Simple Social Media Strategy:

• We only use Facebook • You use your Personal Page • You like, comment & share the Posts from company and upline

Key Lessons 1. People need to see a product and its results multiple times until they take action. Social media allows you to do

this easily quickly and without bothering people. 2. You are not trying to sell them, just getting people informed and inspired so they respond to you. Actions 1. Start a Personal Page on Facebook if you don’t have one. 2. Load all your contacts onto your page. There should be over 200+ people. 3. ‘Like’ the following people:

a. /WellStar-international b. /BYAS c. all upline [they will tell you]

4. Share any posts you receive about WellStar product and customer results. No more than three daily. 5. Post any information you have. Competence – Share up to three posts daily about BYAS products and results on your Facebook page.

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Plan Your Success Its important to know : Most People don’t plan to fail ! Most People simply fail to plan ! Planning your results and your actions is the single most important quality to Succeed in any business. It’s the same here! Plan your Goals in Faststart & 90 Days ! Plan your Actions : How many Invites , How many Presentations ? Understand that not everybody will be interested or qualified to start now with WellStar. With a good one out of three plan you can recruit and build your business solid ! Set a Goal for every week and follow your plan with discipline. You will see even part-time great results are possible for those who value their time and Plan every week! Qualification JM M DIR RVP NVP OrgaPV 20 50 100 300 600 Direct VPs with 5 PGV each 2 4 6 8 10 To meet the most important requirement to advance in the bonus plan in Faststart, you need 2 Basic Results , you can influence :

1. 20 PGV This can come from your personal customers as well your personal orders. 2-3 Body-& Face Lifter customers and your personal Faststart Order should give you 20 PGV. One out of three : Invite 9 Guest – 3 will buy = you are qualified !

2. 2 - 20 direct Partners in Faststart

Invite 6 direct Guests to the meeting 2 will start = Go Junior Manager. Invite 30 direct Guests to the Meeting, 10 will start = Go NVP.

Always remember: We don’t convince people, we select people that want to change their life NOW!

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Your Faststart Income Qualifier Bonus VP JM M DIR RVP NVP Silver Semi > direct VP with 5 PGV 14€ 27€ 45€ 68€ 90€ 113€ Gold Single > direct VP with 10 PGV 27€ 54€ 90€ 135€ 180€ 225€ Platin Double > direct VP with 20 PGV 54€ 108€ 180€ 270€ 360€ 450€ Diamond Triple > you as JM + 20 PGV 81€ 162€ 270€ 405€ 540€ 675€

Level bonus on direct team partners with 20 PGV -- 100€ 200€ 400€ 1.000€ 3.000€ That´s how you earn money in your Faststart Weekly payout | submitted turnover no later than Fridays, 11:59 pm. | finance contracts no later than Thursdays, 11:59 pm. WEEK 1 Distributor: 27€-Level. 2x 27€ = 54€ 2x EK 200€ = 400€ TOTAL = 454€

WEEK 2 Junior Manager: 54€- Level. 4x 27€ = 108€ 2x 54€ = 108€ TOTAL = 216€

Bonuses cited may be larger or smaller depending on sales performance and team size. They include legal VAT.

NP

NP NP

VP 27€ VP 27€ NP NP

JM 54€

2x 27€ 2x 27€ 1x 54€ 1x 54€

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Your Faststart Income WEEK 3 Executive Manager: 90€- Level. 8x 36€ = 288€ 4x 63€ = 252€ 2x 90€ = 180€ TOTAL = 720€

WEEK 4 Executive Director: 135€- Level Achieved after 4 weeks. 16x 45€ = 720€ 8x 81€ = 648€ 4x 108€ = 432€ 2 135€ = 270€ TOTAL = 2.070€

Final accounting: You are RVP with 180€-Level. 1. 8x „Doubles“ (your direct VPs with 20 PGV) in E1 from week 1 - 4€ 1.440€ 2. 8x „Triples“ (you as JM + 20 PGV) in E1 x 180€ 1.440€

3. 6x level bonus on your direct VPs with 20 PGV (2x JM á 100€ = 200€ + 2x M á 200€ = 400€ +2x DIR á 400€ = 800€) 1.400€

4. Earnings from week 1 - 4 3.460€ TOTAÖ FASTSTART INCOMEASTSTART- 7.740€ Bonuses cited may be larger or smaller depending on sales performance and team size. They include legal VAT.

M 90€

JM 54€ JM 54€ VP 27€ VP 27€ NP NP

4x 36€ 4x 36€ 2x 63€ 2x 63€ 1x 90€ 1x 90€

DIR 135€

M 90€ M 90€ JM 54€ JM 54€ VP 27€ VP 27€

2x 8 x45€ 2x 4 x 81€

NP NP

1x 2 x 108€ 1 x 2 x 135€

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Faststart Planning Form Qualification JM M DIR RVP NVP OrgaPV 20 50 100 300 600 Direct VPs with 5 PGV each 2 4 6 8 10 Qualifier Bonus VP JM M DIR RVP NVP Silver Semi > direct VP with 5 PGV 14€ 27€ 45€ 68€ 90€ 113€ Gold Single > direct VP with 10 PGV 27€ 54€ 90€ 135€ 180€ 225€ Platin Double > direct VP with 20 PGV 54€ 108€ 180€ 270€ 360€ 450€ Diamond Triple > you as JM + 20 PGV 81€ 162€ 270€ 405€ 540€ 675€

Level bonus on direct team partners with 20 PGV -- 100€ 200€ 400€ 1.000€ 3.000€ WEEK 1 – POSITION START:

PGV: €-Level: EK income:

Position / €-Level: PGV: Single (10), Double (20) Income:

WEEK 1 Team income: _____________________ € + personal EKs ______________________ €

=

€

WEEK 2 – POSITION START: PGV: €- Level: EK- income:

Position / €- Level: PGV: Single (10), Double (20) Income:


=

€

________ Name

________ Name

________ Name

________ Name

________ Name

________ Name

________ Name

Total PGV

Total PGV

________ Name

________ Name

________ Name

________ Name

________ Name

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WEEK 3 – POSITION START: PGV: €- Level: EK- income:



=

€

WEEK 4 – POSITION START: PGV: €-Level: EK- income:



=

€

Final accounting: You reach in the Faststart level and the €-Level. Total income week 1 – 4 (incl. „Doubles“ from week 1 - 4) € Triples (you: JM + 20 PGV): _______ direct VPs at 10 PGV x ______ € level reached. € Level bonuses – reached levels by direct partners with 20 PGV €

___ JM á 100€ ___ M á 200€ ___ DIR á 400€ ___ RVP á 1.000€ ___ NVP á 3.000€

Total Faststart Income €

Total PGV

Total PGV

________ Name

________ Name

________ Name

________ Name

________ Name

________ Name

________ Name

________ Name

________ Name

________ Name

________ Name

________ Name

________ Name

________ Name

________ Name

________ Name

________ Name

________ Name

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What next? You need to do the following with your Sponsor now. 1. Make sure you understand how the WellStar System works 2. Order products and marketing literature, if you haven’t already. 3. Set up your my-wellstar.com website 4. Complete your Lifestyle Story 5. Write a list of 30 names – talk to people 6. Set up social media 7. Start learning the Retail Module 8. Attend the next Retail Webinar 9. Attend the next Retail Workshop 10. Book your first club parties

Your Objective? The objective in the Faststart people is to:

• Sell your Eye Lifters • Sell at least two Face/Body Lifters • Build your confidence so you want to become a Retail Professional or a Business Partner

Important Websites WellStar Corporate Site - http://www.wellStar-company.com Personalised Partner Website - http://my-wellStar.com BYAS Product Pages - http://byas.info

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Checklist for your Success Area Activity Date

Do 1. WellStar Distributor Contract filled in? 2. Autoship (ASP) subscribed? 3. Faststart Set ordered? 4. Faststart objectives defined? 5. Faststart Planung Form filled in? 6. Activities planned? 7. 100 names list created? 8. Top 20 names list created? 9. Contact data of Upline recorded? 10. Specialized literature ordered (Network / Personal Development)? 11. First own product application? 12. Lifestyle goals set? 13. Started with Confidence Checklist? 14. Telephone Training completed? 15. 10 direct contacts made? 16. First Club Party organised?

Area Activity Date

See Have you watched the following videos? 1. „Discover WellStar“ Business Presentation 2. WellStar Faststart “Retail & Business Building” 3. WellStar Faststart “Business Pro” 4. Make your name list 5. Making phone calls properly / talking about free vouchers 6. Club Party System – step by step

Area Activity Date

Participate 3. Have you participated in the following workshops? W 1: Contact Training (name list, making phone calls, inviting online) W 2: Product knowledge & Application Training W 3: Product Presentation & Sale W 4: Customer Care W 5: 1:1 Business Presentation, Behaviour at Meetings W 6: Activities & planning results (week, month, 90 days)

4. Participated in Retail Trainings (webinars, workshops, etc.)? 5. Supported at test treatments in the Club?

Area Activity Date

Achieve Your results in the Faststart? Position: Junior Manager Executive Manager Executive Director Regional Vice President Qualifier-Level: GoldQualifier (10 PGV) PlatinQualifier(20 PGV) DiamondQualifier (you as JM + 20 PGV))

discover wellstardownload.wellstar-partner.com/1417438762.pdfthe genius of wellstar the genius of...

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