newsletter week 5 2011

E1 - We set the standard: Higher, Faster, Stronger

E1 - Excellence & Execution

2011

Week ending 16th of July

Newsletter


E1 - Excellence & Execution 2

Advanced Sales for everybody

Tuesday, Thursday & Saturday 6:09AM local time

1-760-569-7676

passcode = 869630#

To listen again: 1-760-569-7699; passcode = 869630#

Mort Call for everybody

Sunday 4:00PM CST (Central Standard Time—ask your SM)

1-712-432-1001

passcode = 440597007#

To listen again: 1-712-432-1011; passcode = 440597007#



Technical Tips TOP NOTCH INTRODUCTION

Here are four important points to help you really break loose with your production.

It's all about connecting with people to turn sit-downs into sales.

1. Make sure when you go in the home that you are using the people's names that you

are talking with. Everyone likes to be called by their name. You might say something

like "Mrs. Jones, is it Cathy?" Then you can use their first name from that point

forward.

2. Remember to always connect your names. In your introduction, make sure you are

showing your pre-approach pad and order books to find out who else they know in

the area that has purchased books from you or your roommates:

“I guess there are so many names because parents out here are as education

conscious at home as they are in school.”

By the way, you should make sure you have copied all your roommates' customers and

names on to your name and grade folder also, as well as the names of people who

purchased the books in previous years.

3. Always compliment them on how education-conscious everyone seems to be in the

area.

4. Remember to use this right before you start

your demonstration: "Cathy, I think the reason I

am having such a great summer is that all the

kids have homework. When they have

homework, they all get stuck. It seems that

parents can't always help. The reason I am

having such a great summer is because these

books do. After you’ve taken a good look,

don’t feel bad if you want to say no;

please just let me know a simple yes or a

big fat no.”

Having a simple and exciting introduction

is one of the most important parts to

your summer production.



1. What is the name of the school

district you are working?

2. How many schools (public and

private) are in your area and can you

name them all?

3. Have you collected the names of all

the teachers in the public grade school,

middle school, and high school and

written their names on the inside of

your name folder?

4. Do you know what is being taught in

each grade? What are the 5th graders doing in Science class? Who is the toughest Math

teacher at the high school?

5. Are you working school district by school district?

6. Professionals lead the sales process and let the customer make the decisions,

peddlers wait for validation from the prospect. Are you leading the sale or waiting for

validation?

7. Professionals use names and third person testimonials to sell, peddlers do not.

8. When you approach a house and don't get in, do you get mad or do you become

your own coach and ask yourself: “Was I relaxed? Did I speak slowly? Did I use names?

Did I smile? Did I second approach? Did I Door-Demo to get a Sit-Down? Did I

mention it’d take 5 mins and promise to leave them in a good mood?” If you did all

these, then FIMO (Forget It, Move On)

9. Professionals use positive affirmations and make a conscious effort to control their

attitude, peddlers do not.

10. Professionals are constantly striving to improve. Do you spend ten minutes each

night reading your sales talks or sales manual?

Are You a Peddler or a Professional ??



11. Professionals take pride in getting excellent pre-approach so that they don't miss

any prospects in their area.

12. Professionals work call backs twice a day. Once in the morning on their way to

work and again on their way home at night.

13. Professionals know exactly where they are going to work each day, peddlers do

not.

14. Professionals have specific daily goals, peddlers just go through the motions and ‘do

their best’. How many customers are you trying to get TODAY? Remember to

concentrate on controllable goals and fill them out on your weekly report.

15. Peddlers give a

monologue and talk at

people. Professionals

make their

presentation a

dialogue by asking lots

of questions and

letting prospects talk.

In your

demonstrations

today, who did most

of the talking, you or

Mrs. Jones? (The

talker is the buyer …

either they talk and

buy your books, or

you talk and buy their excuses / objections)

16. Professionals are extremely knowledgeable about their products. How much time

have you spent looking through the books you sell? Are you showing new things in your

demonstration to make it more fun? Are you spending five minutes a day getting familiar

with your books?

17. Professionals are service minded; they think about their customers and how they

might be able to help them. Peddlers think about themselves and what they want.



18. In your pre-approach do

you find out what time the

family is usually home or

what color car to look for in

the driveway to increase your

chances of catching the mom

home, or do you just go door

to door?

19. Are you thanking every

person that looks at your

books or that gives you pre-

approach, or are you

forgetting to do that?

20. Professionals take the time to fill out every space on their name folder because

every blank space has the potential to cost you money. Peddlers don't bother staying

organized; it takes too much effort.

21. When you run into Southwestern books in your area, peddlers seize the

opportunity to complain while professionals realize the opportunity to get written

testimonials in their samples to help with future sales. Professionals also realize that

they are talking with a buyer and they show more books.

22. Professionals are familiar with all their products, not just the lead product.

23. Professionals answer objections before they come up. When you get an objection,

ask yourself, “Did I try to discuss that concern with the prospect in the

introduction?” If not, that’s o.k., just make sure you cover it at the next house.

24. Peddlers make the same mistakes over and over. Professionals make mistakes

then take actions to correct them.

25. Peddlers like to follow Student Managers so that they can take a day off.

Professionals see it as an opportunity to learn.

26. Professionals understand the critical importance of being a great roommate.

27. Professionals say positive affirmations between houses. Hey, that one was already

mentioned! Professionals understand that repetition sells, besides that one was the

most important!



Hours Tambet Tallo 89

Aleksandr Senigov 87

Anep Perlov 87

Ilja Shmarjov 87

Lauma Zarina 87

Mihkel Vetemaa 87

Anna Irjas 86

Anna Vilane 86

Darta Sice* 86

Elen Tsopp 86

Janno Jürgenson 86

Liisa Maria Lõoke 86

Mari Saviir 86

Toms Veza 86

Veiko Tamm 86

Aleksei Panov 85

Alice Kallas 85

Carolina Laos 85

Erki Kukk* 85

Filipp Vinograd 85

Harri Aro 85

Janno Enno 85

Jekaterina Rümmel 85

Jelena Proskurina 85

Joosep Sõnajalg 85

Karel Kõiv* 85

Karel Sootalu* 85

Kristel Tuul 85

Kristin Kõrv 85

Maarja Varis 85

Mihkel Leis 85

Priit Märtin* 85

Priit Rinken 85

Sandra Janekalne 85

Targo Holsting* 85

Valter Aro 85

Aira Praakle 84

Anni Tani 84

Anni Katkosild 84

Annika Kirsimäe* 84

Artur Schotter 84

Birgit Toompuu 84

Hannula Katrin Pandis 84

Heigo Kriibi 84

Iskander Ahmet 84

Jana Schmidt 84

Janar Ojaste 84

Julia Zamatajeva* 84

Kadri Koort 84

Karl-Gustav Tamberg 84

Kati Tamm 84

Katre Kõiv 84

Kaur Tuttelberg 84

Kelly Kruup 84

Kerli Toming 84

Kertu Biene 84

Kinne Tonnison 84

Kirk-Marius Kukumägi 84

Kristina Malukaite 84

Kristjan Ploompuu 84

Kuldar Kongo 84

Liana Lodi 84

Liis Variku 84

Liis Kukk 84

Malle Seppor 84

Marcus Puhke 84

Marek Arru 84

Marie Naggel 84

Marleen Saat 84

Mart Roben* 84

Raul Kerme 84

Raul Metsva* 84

Remo Jõeorg* 84

Sergei Metlev 84

Silva Šanin 84

Tanel Karu 84

Timo Aleste* 84

Aija Ulmane 83

Aiki Otsalt 83

Aime Klooren* 83

Andrei Koltšenko 83

Anu Ilves 83

Artjom Fraiman 83

Arturs Cestnovskis 83

Aurimas Peseckis 83

Carina Paju 83

Danute Maciulaityte 83

Deivi Sarapson 83

Eerik Sare 83

Elo Sinisaar 83

Elsa Sepping 83

Epp Sinisaar* 83

Ernst Tõnisson 83

Eva Perejainen 83

Eva-Liisa Viilma 83

Evert Alba 83

Gerda Rand 83

Grete Ruberg* 83

Gustav Liblik 83

Hannes Mäeorg 83

Hans Kullama* 83

Helena Kase 83

Helina Kiviselg 83

Inge Suviste 83

Jaanika Aasa 83

Jana Polõn 83

Kathriin Karus 83

Kristiina Toom 83

Laine Kaleja 83

Liina Bljahhina 83

Liisi Tani 83

Maarja Kaseväli* 83

Maria Nuudi 83

Maria Soome 83

Markus Meimer 83

Martin Raadik 83

Merilin Tali 83

Paulius Simutis 83

Pille Riin Aasa* 83

Rainer Orro 83

Reet Veskioja 83

Rosmarii Rosenthal 83

Stina Sistok 83



Tõnis Erissaar 83

Tõnis Põldsaar 83

Triin Junkur 83

Triin Toom 83

Veiko Tell* 83

Agris Kalnins-Kalnmalis 82

Aive Praakle 82

Anu Rieberg 82

Ardo Pinna 82

Birgit Remiküll 82

Deniss Karamõshkin 82

Elina Belija 82

Elinor Vutt 82

Elis Jaanson 82

Erik Perlin 82

Erki Veiko 82

Erle Püvi 82

Esther Kukk 82

Halliki Aasmäe 82

Hanna Aruoja 82

Helena Hain 82

Jan Poznahirko 82

Jürgo Järving 82

Johannes Saar 82

Julia Polujanenkova 82

Kaari Lind 82

Kaia Metsmaa 82

Kairi Hunt 82

Katre Tamm 82

Katrina Mäeorg 82

Ken Mällo 82

Kerttu Kompus 82

Kerttu Karon 82

Kristaps Ruska 82

Kristi Jõeorg 82

Kristin Paas 82

Laura Urnieziute 82

Lauris Plume 82

Liisi Sarap 82

Madara Jakobsone 82

Madis Raud* 82

Madli Remmelkoor* 82

Marge Pärn 82

Margit Saidla 82

Margus Mölder 82

Maria Grigorjeva 82

Marian Vares 82

Marion Kauber 82

Martin Kiisküla 82

Meelis Mikiver 82

Merily Kesküll 82

Merit Holm 82

Niina Maslovskaja 82

Ottomar Tamm 82

Paula Rapp 82

Peteris Rozenbanks 82

Rauno Leets 82

Rytis Neniskis 82

Sigrid Saare 82

Tanel Kobrusepp 82

Tanel Jäppinen 82

Tanel Aruoja 82

Tõnu Hiielaid* 82

Teele Tuuling 82

Tomas Paulius 82

Ulari Teder* 82

Agne Andrikyte 81

Aleksandra Poluskova 81

Alina Sokalska 81

Allar Teder 81

Anna Bõstrova 81

Anni Paumees 81

Annika Pärt 81

Anrijs Simkus 81

Ave Räni 81

Brian Randall 81

Christian Anderson 81

Doris Viikholm 81

Edgaras Bomblauskas 81

Egle Rapalyte 81

Evita Bole 81

Fred-Erik Starkov 81

Gerly Tuur 81

Hannes Tammik 81

Helena Fjodorova 81

Ieva Matuseviciute 81

Imbi Helm 81

Indrek Kuusk 81

Indrek Harjak 81

Ivo Lobjakas 81

Janek Kiss 81

Jürgen Sahtel 81

Kaarel Sarap 81

Kaarel Kork* 81

Kadi Mikson 81

Kadri Jõgi* 81

Kadri Hunt 81

Kaidi Eelmaa 81

Kaili Arnus 81

Kaire Saarep 81

Kairit Rebane 81

Kaisa Karron 81

Karin Ploom* 81

Karina Naumova 81

Kaspar Peek 81

Katrin Kiviselg* 81

Katrin Kütt 81

Kätlin Küttis 81

Kätlin Rohtlaid 81

Krista Puur 81

Kristin Johannes 81

Kristin Kriibi 81

Kristina Daucionaite 81

Kristina Grityte 81

Kristina Einlo 81

Laura Galdikaite 81

Laura Meimer* 81

Lauryna Serapinaite* 81

Liisi Jantra* 81

Lina Strumskyte 81

Linas Caikinas 81

Maarja Jõgi 81

Maarja Vendel 81

Madis Pajo* 81

Magnus Kiisküla 81

Maiu Vares 81

Mari Moora 81

Mari-Liis Kokka 81

Marius Zaleckis 81

Mattias Pilv 81

Mihkel Moosel* 81

Nele Rõõmus 81

Olavi Must 81

Olev Pihlakas 81

Oscar Lange 81



Ott Riiel 81

Pille Pajoma 81

Priit Priimägi 81

Raili Kivisalu 81

Raivis Bondars 81

Ranol Kaseväli* 81

Reimo Rattur 81

Robert Unga 81

Saile Mägi 81

Sanita Aldina* 81

Siga Jasiute 81

Siim Ühtid 81

Simas Grigonis 81

Tanel Liiva 81

Tõnis Suitslepp 81

Triin Ilves 81

Triin Vendel 81

Triinu Saan 81

Triinu Pihlak 81

Ugne Zitineviciute* 81

Vahur Olado 81

Vytautas Geguzis 81

Ahmet Karavar 80

Anastassija Tšunjukina 80

Andrius Pelegrimas* 80

Anna Kougija 80

Anneli Uudeküll 80

Artur Sirkel 80

Chris Uibopuu 80

Diana Jekabsone 80

Eva Treifelde 80

Giedrius Liutkevicius* 80

Gitte Reimann 80

Gytis Perevicius 80

Harry Käsk 80

Heili Rea Lapsanit 80

Helin Ilumäe 80

Iveta Millere 80

Janis Elpers 80

Juhan Toompuu 80

Julija Ivinskyte 80

Jurate Sirvydyte 80

Justas Lescinskas 80

Juste Pranckeviciute 80

Kairit Kraudok 80

Kati Rattasepp 80

Kerli Kanniste 80

Kristina Sulger 80

Ladislav Marsik 80

Laima Paskauskaite 80

Linda Zarina 80

Lukas Breznican 80

Maarja Kütt 80

Madara Zute 80

Madis Põldsaar 80

Mardo Soo 80

Maris Mäger 80

Markko Salumäe 80

Matej Opet 80

Matiss Breikss 80

Metra Kupruka 80

Milan Alaxin 80

Mirko Kruusma 80

Modestas Zalimas 80

Nadežda Gluškova 80

Natalja Jermolina 80

Oleg Adamson 80

Priit Paal 80

Rene Ollino 80

Rima Meskelinuaite* 80

Sergei Zunajev 80

Sergey Domnin 80

Siim Truusalu 80

Siim Ošur 80

Siim Keskpalu 80

Tõnis Kattai 80

Teele Sarapuu 80

Tiiu Vaher 80

Timo Rohula 80

Toomas Pihl 80

Velta Vuskane 80

Veronika Kunikova 80

Viktorija Silicka 80

Vytautas Dalibagas 80

Vytautas Mikalajunas 80



Calls Kristina Malukaite 367


Kadri Koort 357

Artur Schotter 353

Erik Perlin 333

Erki Veiko 331

Indrek Kuusk 329

Kristiina Toom 327

Marleen Saat 325

Marian Vares 323

Katre Kõiv 321

Evert Alba 320

Kadri Hunt 319

Maarja Jõgi 318

Kertu Biene 317

Karin Katsan 314


Paula Rapp 307


Anni Tani 306

Merily Kesküll 306

Raili Kivisalu 306

Triinu Pihlak 306

Jan Poznahirko 305

Anni Katkosild 304

Stina Sistok 303


Karlis Miculis 300



Demos

Tambet Tallo 240 demos

Kristin Kõrv 211 demos

Kadi Tobreluts 217 demos

Marian Vares 250 demos

Denisa Chladekova 229 demos

Gerda Rand 245 demos

Jan Poznahirko 233 demos

Anna Irjas 238 demos

Indrek Kuusk 226 demos

Carina Paju 212 demos


Ugne Zitineviciute* 210

Maarja Jõgi 207

Kristel Tuul 206

Eerik Sare 206

Katre Tamm 206

Evita Bole 206

Metra Kupruka 206



Lauma Zarina 204

Sergei Metlev 204


Toms Veza 202

Helena Hain 202

Maria Nuudi 201

Janno Enno 200

Kelly Kruup 200

Kertu Biene 200


Merit Holm 200


Ilja Shmarjov 199

Elen Tsopp 199

Anni Katkosild 199

Artur Schotter 199

Malle Seppor 199

Inge Suviste 199

Kadri Koort 198

Deivi Sarapson 198

Ken Mällo 198

Kristi Jõeorg 198

Karina Naumova 198

Magnus Kiisküla 198

Sergey Domnin 198

Dominykas Speicys 198

Kinne Tonnison 197

Marie Naggel 197

Liisi Tani 197

Gitte Reimann 197

Kristiina Toom 196


Elis Jaanson 196

Kätlin Küttis 196

Kirk-Marius Kukumägi 195

Marek Arru 195

Epp Sinisaar* 195

Imbi Helm 195

Laima Paskauskaite 195

Carolina Laos 194

Kerli Toming 194


Ugnius Svilpa 194

Birgit Toompuu 193


Elsa Sepping 193

Birgit Remiküll 193

Indrek Harjak 193

Pille Pajoma 193

Harry Käsk 193



Aleksei Panov 192

Alice Kallas 192


Heigo Kriibi 192

Liis Kukk 192

Aija Ulmane 192

Gustav Liblik 192

Anu Rieberg 192

Aleksandra Poluskova 192

Kadri Hunt 192

Raili Kivisalu 192

Sanita Aldina* 192

Kerli Kanniste 192

Nadežda Gluškova 192

Tõnis Erissaar 191

Anni Paumees 191

Kaisa Karron 191

Jurgis Kuksa 191

Taavi Kivimaa 191

Aira Praakle 190

Liis Variku 190

Remo Jõeorg* 190

Helena Kase 190

Merilin Tali 190

Ave Räni 190


Karin Ploom* 190

Lina Strumskyte 190

Juhan Toompuu 190

Justas Valantinas 190

Silva Šanin 189

Elo Sinisaar 189

Stina Sistok 189

Erki Veiko 189

Paula Rapp 189

Helena Fjodorova 189

Kristina Daucionaite 189

Oskars Muiznieks 189

Darta Sice* 188

Veiko Tamm 188

Joosep Sõnajalg 188

Eva-Liisa Viilma 188

Margus Mölder 188

Janek Kiss 188

Saile Mägi 188

Ladislav Marsik 188

Sandra Janekalne 187

Iskander Ahmet 187

Tanel Karu 187

Reet Veskioja 187

Madis Raud* 187

Reimo Rattur 187

Tõnis Kattai 187

Mihkel Vetemaa 186


Kaur Tuttelberg 186

Jana Polõn 186

Halliki Aasmäe 186

Brian Randall 186

Kaarel Kork* 186

Kristina Grityte 186

Robert Unga 186

Anna Kougija 186

Helin Ilumäe 186

Iveta Millere 186

Oleg Adamson 186

Siim Truusalu 186

Kaspar Kork* 186

Kristiina Hein 186

Hannes Mäeorg 185

Merily Kesküll 185

Ottomar Tamm 185

Rauno Leets 185

Annika Pärt 185

Hannes Tammik 185

Kaire Saarep 185

Siim Ühtid 185

Triinu Pihlak 185

Ieva Alisauskaite 185

Maarja Varis 184

Anni Tani 184

Tõnis Põldsaar 184

Lauris Plume 184

Fred-Erik Starkov 184

Gerly Tuur 184

Kairit Rebane 184

Kaspar Peek 184

Linas Caikinas 184

Ott Riiel 184

Tõnis Suitslepp 184

Kairit Kraudok 184

Matiss Breikss 184

Sandra Fride 184

Liva Mikelsone 184

Mihkel Leis 183

Priit Rinken 183

Marleen Saat 183

Artjom Fraiman 183

Evert Alba 183

Maria Soome 183

Triin Toom 183

Anna Bõstrova 183

Kätlin Rohtlaid 183

Tanel Liiva 183

Triin Ilves 183

Polina Sõrjanaja 183

Tomas Michalik* 183

Janar Ojaste 182

Johannes Saar 182

Margit Saidla 182

Nele Rõõmus 182

Janis Elpers 182

Juste Pranckeviciute 182

Mardo Soo 182

Teele Sarapuu 182

Velta Vuskane 182

Karin Katsan 182

Ugne Cesnaviciute 182

Jekaterina Rümmel 181

Katre Kõiv 181

Julia Polujanenkova 181


Rytis Neniskis 181

Kaidi Eelmaa 181

Maarja Vendel 181

Eva Treifelde 181

Jurate Sirvydyte 181

Kristina Sulger 181

Priit Paal 181

Harri Aro 180

Targo Holsting* 180

Jaanika Aasa 180

Erle Püvi 180

Esther Kukk 180




Kadi Mikson 180

Priit Priimägi 180

Raivis Bondars 180

Kati Rattasepp 180

Sergei Zunajev 180

Siim Ošur 180

Edgaras Drozenao 180

Kristina Gabrilaviciute 180



Sitdowns

Marian Vares 129 SDs

Kadi Mikson 127 SDs

Tanel Karu 119 SDs

Katre Tamm 114 SDs

Elinor Vutt 114 SDs

Kuldar Kongo 116 SDs

Paula Rapp 115 SDs

Tambet Tallo 114 SDs

Carina Paju 117 SDs

Heili Rea Lapsanit 114 SDs

Gerda Rand 120 SDs

Elsa Sepping 113

Kätlin Küttis 113

Janno Enno 112


Tanel Kobrusepp 111

Helena Fjodorova 111

Kadi Tobreluts 111

Kristin Kõrv 110


Jürgo Järving 109

Olev Pihlakas 109

Kertu Biene 108

Epp Sinisaar* 108

Eva Perejainen 108

Alice Kallas 107

Marie Naggel 107

Kaari Lind 107

Kaili Arnus 107

Katrin Kiviselg* 107

Madis Pajo* 107

Kristiina Hein 107

Carolina Laos 106

Tanel Aruoja 106

Allar Teder 106

Anna Irjas 105



Kaur Tuttelberg 105

Helin Ilumäe 105

Aive Praakle 104

Kristin Paas 104

Ranol Kaseväli* 104

Aira Praakle 103

Malle Seppor 103

Erki Kukk* 102

Sandra Janekalne 102


Marleen Saat 102

Taavi Havre 102

Mari Saviir 101

Maria Nuudi 101

Triin Toom 101

Ilja Shmarjov 100

Kristel Tuul 100

Hans Kullama* 100

Targo Holsting* 99

Birgit Toompuu 99

Kati Tamm 99

Katre Kõiv 99

Jan Poznahirko 99


Mihkel Leis 98

Artjom Fraiman 98

Kaspar Peek 98

Aurimas Peseckis 97

Janek Kiss 97

Oskars Muiznieks 97

Veiko Tell* 96

Martin Ligema 96

Liina Bljahhina 94

Anu Rieberg 94

Elis Jaanson 93

Teele Sarapuu 93




Helena Kase 92

Tanel Jäppinen 92

Magnus Kiisküla 92

Jaanika Aasa 91

Kristiina Toom 91

Laura Galdikaite 91

Kristi Raudsepp 91

Priit Märtin* 90

Rainer Orro 90

Indrek Kuusk 90

Katrin Kütt 90

Karin Katsan 90

Dominykas Speicys 90

Darta Sice* 89

Erle Püvi 89

Sigrid Saare 89

Mari Moora 89

Anna Kougija 89

Lukas Breznican 89

Kinne Tonnison 87

Merit Holm 87

Anneli Uudeküll 87

Remo Jõeorg* 86

Maria Soome 86

Kairi Hunt 86


Ulari Teder* 86

Triin Ilves 86

Vahur Olado 86

Rima Meskelinuaite* 86

Priit Suitslepp* 86

Elen Tsopp 85

Karel Kõiv* 85

Kadri Koort 85

Aija Ulmane 85

Reet Veskioja 85

Tõnis Erissaar 85

Tõnis Põldsaar 85

Maarja Jõgi 85

Livia Handlovicova* 85

Harri Aro 84

Evert Alba 84

Tõnu Hiielaid* 84

Lina Strumskyte 84

Nele Rõõmus 84

Harry Käsk 84

Mardo Soo 84

Tomas Michalik* 84

Kristaps Ozols 84

Andrei Koltšenko 83

Elo Sinisaar 83

Hannes Mäeorg 83

Liisi Sarap 83

Ottomar Tamm 83

Kaisa Karron 83

Teele Tuuling 82

Anna Bõstrova 82

Jürgen Sahtel 82

Maarja Kütt 82

Anni Katkosild 81

Anu Ilves 81

Eerik Sare 81

Lauris Plume 81

Laura Meimer* 81

Raili Kivisalu 81

Iveta Lesovojute 81


Kristjan Ploompuu 80

Laine Kaleja 80

Merilin Tali 80

Pille Riin Aasa* 80

Laura Urnieziute 80

Margit Saidla 80

Vytautas Geguzis 80

Jurate Sirvydyte 80

Jozef Biz 80


Karina Naumova 79

Linda Zarina 79

Velta Vuskane 79

Maria Kondimäe 79

Liana Lodi 78

Mart Roben* 78

Danute Maciulaityte 78

Kadri Hunt 78

Karin Ploom* 78

Simas Grigonis 78

Justas Valantinas 78

Monika Valentova 78

Andrus Albi* 78

Raul Krebs 78



Targo Holsting 36 customers

Customers SM ranking

Priit Märtin 37 customers

Katrin Kiviselg 36 customers

Tõnu Hiielaid 33 customers

Liisi Sarap 27 customers

Madis Pajo 30 customers

Veiko Tell 30 customers

Erki Kukk 27 customers

Ranol Kaseväli 53 customers

Mari Moora 33 customers

Tambet Tallo 32 customers

Kaari Lind 32 customers

Rene Ollino 27 customers



Andrus Albi 26 customers

Kadi Mikson 22 customers

Elinor Vutt 26 customers

Karel Kõiv 24 customers

Giedrius Liutkevicius 20 customers

Epp Sinisaar 25 customers

Tanel Jäppinen 25 customers

Paula Rapp 20 customers

Hans Kullama 21 customers

Heili Rea Lapsanit 20 customers

Ilja Smarjov 21 customers

Teele Tuuling 26 customers

Alice Kallas 22 customers

Maiu Vares 23 customers

Kristel Tuul 20 customers

Merit Holm 25 customers

Laimonis Černavskis 23 customers

Andrius Pelegrimas 24 customers

Kristin Paas 23 customers

Rainer Orro 25 customers

Kuldar Kongo 24 customers

Kadi Tobreluts 24 customers

Livia Handlovicova 23 customers

Rima Meskeliunaite 22 customers

Aurimas Peseckis 21 customers

Mari Saviir 20 customers



Customers FY ranking

Aira Praakle 32 customers

Marie Naggel 20 customers

Arturs Cestnovskis 17 customers

Jelena Proskurina 17 customers

Kati Tamm 20 customers

Margit Saidla 18 customers

Liisa-Maria Lõoke 27 customers

Kristi Raudsepp 23 customers

Elsa Sepping 21 customers

Liana Lodi 20 customers

Tanel Karu 19 customers

Gerda Rand 18 customers

Ardo Pinna 17 customers



Eva Perejainen 13 customers

Helena Kase 15 customers

Mihkel Leis 16 customers

Elen Tsopp 12 customers

Hannula Katrin Pandis 16 customers

Karl-Gustav Tamberg 16 customers

Marian Vares 16 customers

Aleksandra Poluskova 12 customers

Elo Sinisaar 13 customers

Maria Soome 12 customers

Kinne Tonnison 16 customers

Kairi Hunt 15 customers

Silva Šanin 16 customers

Eerik Sare 16 customers

Katre Tamm 16 customers

Stina Sistok 15 customers

Metra Kupruka 15 customers

Jurgis Kuksa 15 customers

Liva Mikelsone 15 customers

Jana Schmidt 14 customers

Kerttu Karon 14 customers

Evert Alba 14 customers

Kadri Hunt 14 customers

Priit Rinken 12 customers

Helina Kiviselg 12 customers



Kristina Malukaite 11 customers

Deivi Sarapson 10 customers

Janno Enno 11 customers

Jürgen Sahtel 11 customers

Carina Paju 10 customers

Kadri Koort 11 customers

Kristi Jõeorg 10 customers

Kaur Tuttelberg 11 customers

Malle Seppor 11 customers

Aleksei Panov 10 customers

Jaanika Aasa 10 customers

Kristjan Ploompuu 11 customers

Eva-Liisa Viilma 10 customers

Kertu Biene 10 customers

Joosep Sõnajalg 10 customers

Birgit Toompuu 10 customers

Veiko Tamm 10 customers

Kristaps Ruska 10 customers

Dominykas Speicys 11 customers

Artur Sirkel 12 customers

Karolis Sivickis 12 customers

Kristin Kõrv 11 customers

Erki Veiko 11 customers

Ken Mällo 11 customers

Liis Kõrnas 11 customers



Ieva Matuseviciute 10 customers

Indrek Kuusk 10 customers

Annika Pärt 10 customers

Christian Anderson 10 customers

Laura Urnieziute 10 customers

Janek Kiss 10 customers

Kaidi Eelmaa 10 customers

Velta Vuskane 10 customers

Slavomira Vanova 10 customers



Units! Units! Units!

Ranol Kaseväli 1184 units

Priit Märtin 650 units

Katrin Kiviselg 613 units

Tõnu Hiielaid 673 units

Andrus Albi 670 units

Madis Pajo 771 units

Targo Holsting 601 units

Control the controllables - schedule and attitude - and

good things will happen! Just have fun with moms.



Ilja Smarjov 316 units

Epp Sinisaar 405 units

Liisa-Maria Lõoke 450 units

Veiko Tell 539 units

Aime Klooren 332 units

Erki Kukk 466 units

Karel Kõiv 404 units

Elinor Vutt 363 units

Teele Tuuling 404 units

Rainer Orro 385 units

Andrius Pelegrimas 331 units

Merit Holm 442 units

Mari Moora 531 units

Kristel Tuul 334 units

Tambet Tallo 518 units

Mari Saviir 331 units

Tanel Jäppinen 356 units

Reet Veskioja 366 units

Kuldar Kongo 351 units

Kristi Raudsepp 436 units

Alice Kallas 429 units

Livia Handlovicova 416 units

Maiu Vares 424 units

Mihkel Leis 370 units

Kadi Tobreluts 353 units



Timo Aleste 296 units

Imbi Helm 294 units

Sarunas Rapalis 311 units

Allar Teder 273 units

Madli Remmelkoor 310 units

Karl-Gustav Tamberg 244 units

Iskander Ahmet 315 units

Grete Ruberg 290 units

Ülari Teder 249 units

Margit Saidla 282 units

Hans Kullama 270 units

Madis Raud 277 units

Laura Galdikaite 257 units

Indrek Kuusk 282 units

Laimonis Černavskis 301 units

Gerda Rand 292 units

Liva Mikelsone 279 units

Kaari Lind 277 units

Kaarel Kork 263 units

Kristin Paas 261 units

Aurimas Peseckis 255 units

Annika Kirsimäe 252 units

Anna Bõstrova 252 units

Esther Kukk 250 units

Raul Krebs 245 units



Pille-Riin Aasa 220 units

Martin Kiisküla 226 units

Darta Sice 200 units

Taavi Havre 211 units

Rene Ollino 203 units

Martin Ligema 231 units

Remo Jõeorg 219 units

Justas Valantinas 221 units

Helina Kiviselg 225 units

Kairi Hunt 222 units

Jelena Proskurina 214 units

Meelis Mikiver 217 units

Anu Ilves 219 units

Liisi Jantra 200 units

Giedrius Liutkevicius 201 units

Kaur Tuttelberg 244 units

Maarja Kütt 243 units

Sandra Janekalne 239 units

Arturs Cestnovskis 237 units

Modestas Zalimas 232 units

Maret Saat 229 units

Hannula Katrin Pandis 228 units

Helena Kase 227 units

Lauryna Serapinaite 207 units

Maria Kondimäe 200 units



Maret Saat 12 customers

Helin Ilumäe 10 customers



Tõnu Hiielaid 10 customers



Katrin Kiviselg 200 units

Remo Jõeorg 32 SDs

Marge Pärn 31 SDs

Taavi Havre 30 SDs

Alice Kallas 29 SDs


Livia Handlovicova 216 units

Best Days in Units

Best Days in Customers

Best Days in Sitdowns

Days




Hannula-Katrin Pandis 120 units

Jana Schmidt 124 units

Kristaps Ozols 167 units



Kadri Hunt 26 SDs

Janek Kiss 28 SDs

Best Days in Sitdowns

Best Days in Customers

Best Days in Units

Carina Paju 26 SDs

Katre Tamm 26 SDs

Eerik Sare 8 customers




Maret Saat 46 customers


Remo Jõeorg 152 SDs

Tanel Aruoja 134 SDs

Taavi Havre 136 SDs

Alice Kallas 146 SDs

Priit Märtin 734 units


Tõnu Hiielaid 673 units


Best Weeks in Units

Best Weeks in Customers

Best Weeks in Sitdowns

Weeks


Maret Saat 137 SDs


Madis Pajo 44 customers




Janno Enno 122 SDs

Kadri Hunt 118 SDs


Filipp Vinograd 328 units

Jana Schmidt 296 units

Mihkel Leis 370 units

Best Weeks in Sitdowns

Best Weeks in Customers

Best Weeks in Units

Tanel Karu 127 SDs

Marian Vares 129 SDs

Gerda Rand 122 SDs


Aira Praakle 32 customers

Marie Naggel 24 customers

Kristi Raudsepp 23 customers

Elsa Sepping 21 customers




Everybody who earned more than $1000 last week

Ranol Kaseväli*

Madis Pajo*

Tõnu Hiielaid*

Andrus Albi*

Priit Märtin*

Katrin Kiviselg*

Targo Holsting*

Veiko Tell*

Mari Moora

Tambet Tallo

Erki Kukk*

Liisa Maria Lõoke FYD

Merit Holm

Kristi Raudsepp FYD

Alice Kallas

Maiu Vares

Livia Handlovicova*

Epp Sinisaar*

Karel Kõiv*

Teele Tuuling

Rainer Orro

Mihkel Leis FYD

Reet Veskioja

Elinor Vutt

Tanel Jäppinen

Kadi Tobreluts

Kuldar Kongo

Kristel Tuul

Aime Klooren*

Mari Saviir

Andrius Pelegrimas*

Ilja Shmarjov

Iskander Ahmet

Sarunas Rapalis*

Madli Remmelkoor*

Laimonis Čerņavskis

Timo Aleste*

Imbi Helm

Gerda Rand FYD

Grete Ruberg*

Margit Saidla FYD

Indrek Kuusk FYD

Liva Mikelsone FYD

Kaari Lind

Madis Raud*

Allar Teder

Hans Kullama*

Kaarel Kork*

Kristin Paas

Laura Galdikaite

Aurimas Peseckis

Annika Kirsimäe*

Anna Bõstrova

Esther Kukk

Ulari Teder*

Raul Krebs

Karl-Gustav Tamberg FYD

Kaur Tuttelberg FYD

Maarja Kütt

Sandra Janekalne

Arturs Cestnovskis FYD

Modestas Zalimas

Martin Ligema

Maret Saat

Hannula Katrin Pandis FYD

Helena Kase FYD

Martin Kiisküla

Helina Kiviselg FYD

Kairi Hunt FYD

Justas Valantinas

Pille Riin Aasa*

Remo Jõeorg*

Anu Ilves

Meelis Mikiver

Jelena Proskurina FYD

Taavi Havre

Lauryna Serapinaite*

Rene Ollino

Giedrius Liutkevicius*

Darta Sice*

Liisi Jantra*

Maria Kondimäe

Liis Kõrnas FYD

Raul Metsva*

Jürgen Sahtel FYD

Kerli Toming

Elo Sinisaar FYD

Liisi Sarap

Chris Uibopuu

Paula Rapp

Helena Fjodorova

Jürgo Järving

Eerik Sare FYD

Jurgis Kuksa FYD

Carolina Laos

Markko Salumäe FYD

Marie Naggel FYD

Harri Aro

Toomas Pihl

Triinu Saan

Kristin Kõrv FYD

Valter Aro

Mirko Kruusma

Olev Pihlakas

Liis Kukk

Evert Alba FYD

Dominykas Speicys FYD

Jekaterina Rümmel

Priit Suitslepp*

Priit Rinken FYD

Eva-Liisa Viilma FYD

Tomas Michalik*

Teele Sarapuu

Juhan Toompuu

Deivi Sarapson FYD

Artur Sirkel FYD

Tanel Karu FYD

Aija Ulmane

Egle Rapalyte

Rima Meskelinuaite*

Kristiina Hein

Karel Sootalu*

Danute Maciulaityte

Jaanika Aasa FYD

Kadri Jõgi*

Kristina Einlo

Kristjan Ploompuu FYD

Ardo Pinna FYD

Nele Rõõmus FYD

Matiss Breikss

Stina Sistok FYD

Vytautas Dalibagas

Kaili Arnus



PAPACOVA, INGRIDA 100%

SAAR, SIRLI 100%

UKTVERIS, VILIUS 100%

KROMMEROVA, CSILLA 100%

PRANCKEVICIUTE, JUSTE 100%

PRAAKLE, AIRA 100%

TSIRKINA, KATARINA 100%

ZITINEVICIUTE, UGNE 100%

LIBLIK, GUSTAV 100%

DIMANTE, LINDA 100%

KOLVEITE, EDITE 100%

PAVELS, TOMS 100%

PUUR, KRISTA 98%

SONAJALG, JOOSEP 98%

LILLE, REILI 91%

TREIFELDE, EVA 90%

GABRYTE, ASTA 89%

LODI, LIANA 87%

ASSMANN, KULDAR 87%

REMMELKOOR, MADLI 85%

GLJADELOVA, TATJANA 84%

VANOVA, SLAVOMIRA 84%

KARAVAR, AHMET 83%

RIEBERG, ANU 81%

VANAGAITE, VAIVA 80%

MOORA, MARI 79%

KATSAN, KARIN 77%

RAPP, PAULA 77%

STRUMSKYTE, LINA 76%

FJODOROVA, HELENA 75%

SVAIKOVSKAJA, AGATA 75%

SOKALSKA, ALINA 75%

KARUS, KATHRIIN 75%

LEPIK, SALLY 75%

VUTT, ELINOR 75%

Few things are impossible to diligence and skill...Great works are performed,

not by strength, but perseverance. (Samuel Johnson)

Persistence is what makes the impossible

possible, the possible likely, and the likely

definite. (Robert Half)

Persistent work triumphs. (Virgil)

Consider the postage stamp, my son. It

secures success through its ability to stick

toned thing till it gets there. (Josh Billings)



Competition for week 6

DEDICATION

WEEK

In order to win:

Best week in total

customers

July 20th Merit Holm

July 21st Metra Kupruka

Ieva Matuseviciute

July 22nd Tatjana Gljadelova

July 26th Normunds Plume

July 25th Jelena Proskurina

Filipp Vinograd

July 23rd Darta Sice

July 24th Indrek Kuusk



ATLANTA · DALLAS · FT. LAUDERDALE · INDIANAPOLIS · SALT LAKE CITY · SAVANNAH

It’s always fun to hear about new people who think enough of themselves to participate in the most challenging and rewarding summer work available. I am proud of every person out there selling. Effort and Attitude is what always impresses me, not units. I came into my sixth Sunday meeting, my first summer with 80 units. Do you think most people at that meeting realized that same kid could sell over 12,000 units in a single summer? If they paid attention to my effort and attitude they would have known it was possible. I never had a week on the book field that I worked less than 80 hours and most weeks my first summer I had over 180 demos. As far as attitude, I always tried to have fun. My first summer I even wore two different kinds of shoes so that when I looked down to wipe my feet to come in the house, I would start laughing. I did not take myself seriously, but I did take my work seriously. I’d like to share four thoughts with your organization: 1. Be extremely proud of what you do. This is a professional sales job. Don’t be a peddler. Listen to the ‘Cycle of Selling’ & ‘Working Smart’ audios (ask your Student Manager) Southwestern put together. The information in those audio files represents the combined experience of over 500,000 units sold. Don’t just go though the motions. Think! Try to get better at every house, every demo, every day. This is a fact: this job is fun when you do it correctly, and this job is not fun when you act like a peddler. If you are not currently having fun with this job, trust me, it’s the way you are doing the job, not the job itself. Listen to the audios; learn how to be a professional. You’ll have more fun! This is probably the only summer job you will ever do that will result in life long friendships. Eight people in my wedding party sold books…one is my wife! Be proud of what you do. Everyone who is familiar with what this job requires is proud of you…everyone. 2. Why did you go to college? I assume you went to college to help you not only get a good job but to teach yourself the skills necessary to excel in your career. No college will prepare you half as much to excel as the skills you will develop this summer. Excelling in this program by recruiting and selling is the closest you will ever get to guaranteeing yourself a successful career. When I left my bookselling career I had over six figures saved in the bank, and I had thirteen job offers from thirteen job interviews. List to the audio on ‘Working Smart’ and learn how to do this job correctly. I have mentioned the

long-term benefits; the short-term benefit is that you will enjoy your work right now, this summer.



3. Lean how to define a good day. My educated guess after spending approximately 8,720 hours selling books door-to-door, is that without exception, everyone reading this letter defines a good day by the number customers or the number of units sold that day. Before you go on, read that last sentence again. If you continue to define a good day that way, it will be impossible to have fun everyday on the book field. My definition of a good day: A good day is when you set controllable goals and work hard with a good attitude and concentrate on improving yourself and helping other people. Controllable goals are demos, calls, hours, improving your pre-approach, etc., etc. One you stop defining a good day with customers & units, my educated guess is that you will have more fun. 4. It’s hard to be nervous when your mind is on Service. It’s hard to have a bad day when you concentrate on helping other people. I continue to use this positive phrase in my work today. I call on business owners with net worth in excess of five million dollars and I help them with their estate planning. When I concentrate on helping my clients and their families I am not nervous. Spend time thinking about others, not yourself and you will have a lot more fun. It should be obvious that the best advice I can give you is not technical sales advice on how to sell books door-to-door. The best advice is to think positive thoughts and concentrate on helping other people. My first summer I wanted someone to tell me how to have fun and feel good about all this hard work. You have fun by doing the job correctly (listen to ‘Cycle of Selling’ and ‘Working Smart’ audio files – repetition sells :). You feel good about what you are doing by realizing that you are helping others today and, in the process, you are developing yourself into the best most marketable version of yourself for your future. Good luck to every one of you. I am extremely proud to be associated with you. Have Fun! Sincerely,

Stephen T. Herlihy , CFP, CLU, ChFC Principal

newsletter week 5 2011

Documents