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The

SEVEN CRITICALBUSINESS-BUILDING

ACTIVITIES

�A detailed look at the crucial

behaviors that drive a successful

Melaleuca business.

“Whatever you

can do or dream you

can do… begin it!

Boldness has

genius, power, and

magic in it.”

Johann Wolfgang von Goethe

Melaleuca may, at its sole discretion, amend, modify, delete,discontinue, or add to any of the items set forth in this booklet.

Activity Seven

Activity Six

Activity Five

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1

KEEP BUILDING

YOUR CONTACT LIST

2

SET APPOINTMENTS

3

MAKE PRESENTATIONS

4

HOLD 48-HOUR

FOLLOW-UP MEETINGS

5

CELEBRATE SUCCESS

6

ALWAYS BE INVOLVED

WITH FAST TRACK

7

LEAD BY EXAMPLE

ABOUT THE SEVEN CRITICAL ACTIVITIESThe principles used in running a business are pretty much the same regardless of thetype of business.

First, you must determine the critical activities that drive the business, and thenyou must do them consistently. Over the past several years we have been teaching theSeven Critical Activities that drive a Melaleuca business. As I travel the country andmeet with our Marketing Executives, I am surprised by how many of those who wantto be successful cannot tell me the key activities they are engaged in. This is a business.We, as business operators, need to know, understand, and implement those activitiesthat drive our success. We must be hard at it, doing those things every day.

Those who are waiting for some gimmick or secret system to propel them intomotion will never experience the reality of success. Nothing replaces hard work!Nothing! Of course, we could all work hard doing the wrong thing. That’s why it isessential that we each understand what those Seven Critical Activities are. Learn them.Teach them to your people. Implement them daily.

There is no secret to how the Senior and Executive Directors got where they are.They understand those seven activities and they work at them consistently. There is amagic way to build a large, successful Melaleuca business! It’s called hard work! Doing the right things! Every day!

Frank L. VanderSlootPresident and CEO of Melaleuca, Inc.

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ACTIVITY ONE:KEEP BUILDING YOUR

CONTACT LIST

“Your contact list is your

commitment to growth.

I heard one customer call it

her confidence list, which

makes sense. The more

names you have on your list,

the more confidence you’ll

have that you can succeed.

If the first three people on

your list say no, and you have

100 names on your list,

that means you still have 97

opportunities for success.”

Rick Jongkind, Executive Director VI, British Columbia

ACTIVITY ONE THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES 4

WHAT IS A CONTACT LIST?A contact list is simply a list of names of people whom you intend to contact—people you know, people you don’t know, friends, family, acquaintances, colleagues,babysitters, teachers, neighbors, and community leaders. But at Melaleuca, a contactlist is much more. It is the lifeblood of your business.

Your contact list gets you started on monthly appointments and weekly presentations. Later, as you continue to modify, expand, and develop your contactlist, it will keep your business alive and growing. Every day you should spend sometime calling contacts, following up with current contacts and adding new contacts toyour list. Performing these activities helps build your organization and keep it strongyear after year.

ACTIVITY ONE:KEEP BUILDING YOUR CONTACT LIST

Your contact list is the first step toward a successful Melaleuca business. You should add to it regularly and always keep it with you!

THINK OF PEOPLE WHO…

Are successful, but discontented.

Love their job, but want more out of life.

Worry about downsizing or layoffs.

Make good money, but have no timeto enjoy it.

Own a business that also owns them.

Want a career change, but are finding itdifficult due to educational restraints.

Are entrepreneurial, always lookingfor good business ideas.

Are health-conscious orenvironmentally aware.

Have small children or grandchildren in the home.

Shop frequently at a health food store.

Take vitamins and are interested inimproving their health.

Are worried about a health problem.

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“Be passionate about your contact list. Create it, add names to it on a daily basis,and keep it with you always. A complete, current, and active contact list is central to the success of your business.”

Frank L. VanderSloot

5 THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES KEEP BUILDING YOUR CONTACT LIST

HOW TO BEGINThink of people in yourimmediate “circle ofinfluence.” These are yourfamily members andfriends—people who areclose to you and will listen to what you say aboutMelaleuca. Then continue to expand and moveoutward, reaching morepeople as you go.

Those You KnowDo not make judgmentsabout who will or won’t beinterested. Everyone is apotential customer. Eventhose who don’t want to

enroll may be able to give you referrals that you can add to your list. Highlight thepeople who you think would be most likely to use Melaleuca products or appreciatewhat Melaleuca can offer them.

Business Associates and ColleaguesThink of people you know, but perhaps haven’t contacted in a while. Rememberpeople who used to talk with you more often. List people you know at work, peopleyour spouse or partner knows, or people you used to work with at other jobs.

An Entreprenurial SpiritWho do you know who has been in or is still working a networking business, party-plan, or other home-based business? Who have you talked with that is always lookingfor the latest, greatest business opportunity? Who has told you how much she wouldlike to quit a job and start her own business?

Personal GroupsGo through your personal lists. To whom do you send Christmas cards? Do you haveaccess to an alumni list, old high school yearbooks, or membership lists from clubs towhich you belong? How about your PTA group, professional associations, communityorganizations like the Lions Club, Elks, or Ski Club? Don’t forget your child’s school.Many teachers would like a way to earn some extra money!

Let Your Fingers Do the WalkingUse your personal address book to look up other potential customers like youraccountant, doctor, lawyer, banker, chiropractor, dentist, optician, hairdresser, oranyone else you may have visited or continue to visit on a regular basis. Look in yourcheckbook register for names of people you may have paid, including the carpetcleaner, florist, grocer/checker, housekeeper, insurance agent, meter reader,psychiatrist, real estate agent, travel agent, TV repairman, UPS delivery person, andwaiter/waitress.

THINK OF PEOPLE WHO…

Have a need or desire to improve their lives.

Would benefit from the Melaleucaopportunity.

Want to get out of debt or pay offcredit cards.

Are worried about a college orretirement fund.

Want extra income so a spousedoesn’t have to work.

Are currently working two jobs andare tired.

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6ACTIVITY ONE THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES

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YOUR INITIAL CONTACT LISTUse the following spaces to write down names to add to your initial contact list. Then look up their phone numbers and keep themhandy to help you make appointments for future presentations. Additional pages can be found at the end of this book.

Name PhoneDate

Contacted NotesDate to

Follow Up

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Friends & Neighbors1. Family2. Friends3. Lunch with4. Neighbors5. Landlord

Family6. Car Pool7. Plays with Kids8. Friend’s Parents9. Relatives10. Spouse’s Best Friend11. Cousins12. Babysitter13. In-Laws

School/Teaching14. Teacher15. Principal16. Guidance Counselor17. Karate/Ballet18. Coach19. Music Teacher20. Scoutmaster21. Dance Teacher22. Librarian23. Piano Tuner

Work24. Colleagues25. Boss26. Secretary27. Payroll List28. Pension Plan29. Personal Manager30. Copier Man31. Union members32. New Employee33. Operator34. Bookkeeper

Church & Volunteer35. Preacher36. Sunday School Teacher37. Youth Director38. Church Members

Workers39. Truck Driver40. Funeral Director41. Cab Driver42. Bus Driver

43. Baker44. Car Sales45. Waitress46. Waiter47. Chef48. Cashier49. Dishwasher50. Copier Salesman51. Cosmetic Sales52. Appliance Repairman53. Auctioneer54. Stewardess55. Travel Agent56. Antique Dealer57. Sign Painter58. Locksmith59. Railroad Conductor60. Game Warden

Professional61. Engineer62. Realtor63. Lawyer64. Professor65. Architect66. Veterinarian67. Writer68. Publisher69. Social Worker70. Pilot71. Printer72. Surveyor

Sports/Clubs73. Kiwanis74. Lions Club75. Rotary76. Bowl with77. Hunt with78. Tennis with79. Ski with80. Golf Pro81. Play Bridge82. Pool83. Jogs84. Climbs Mountains85. Hang Glides

Services86. Caterer87. Delivery Man88. Barber89. Beautician

90. UPS91. Mailman92. TV Repair93. Furniture Repair94. Cable TV95. Auto Mechanic96. Body Repair97. Photographer98. Satellite TV99. Vacuum Cleaner100. Phone Installer101. Pest Control102. Computer Repair103. Computer Sales104. Cellular Phone

Errands/Town105. Parking Attendant106. Gas Station107. Dry Cleaner108. Flower Shop109. Notary Public

Money110. Banker111. Teller112. Credit Union113. Accountant

Medical/Health114. Nurse115. Dentist116. Doctor117. Chiropractor118. Pharmacist119. Therapist120. Health Spa121. Optician122. Ambulance Driver123. Orthodontist

Home/Upkeep124. Painter125. Roofer126. Insulator127. Landscaper128. Wallpaper Installer129. Repair Man130. Inspector 131. Carpet Layer132. Electrician133. Contractor134. Carpenter

135. Lawn Maintenance136. Upholsterer137. Cabinet Maker138. Plumber

Favorite Haunts139. Coffee Shop140. Arcade

Shopping/Stores141. Grocery142. Convenience 143. Department 144. Hardware145. Auto Supply146. Electronics147. Tires148. Office Supplies149. Movie Rental150. Health Food Shop

Community151. Policeman152. Highway Patrol153. Chamber of Commerce154. Fireman155. Volunteer

Situations156. Lost Job157. Has Been Laid Off158. Hates Job

Personality Types159. Walking Encyclopedia160. Most Likable161. Bookworm

Personal Services162. Lamaze Class163. Tanning Salon

Other164. Military165. Hotel166. Machine Shop167. Animal Trainer168. Doll Maker169. Seamstress

CONTACT SUGGESTION LIST AND CATEGORIESThere are more people in your Circle of Influence than you might think. Use the following list as a way to jog your memory for more possible contacts.


TAKE IT WITH YOU EVERYWHEREOnce you have created your initial contact list, you have started a productive habit.It’s crucial that you continue this habit as long as you’re a business owner. Keep yourcontact list with you at all times, as you never know when you might meet someoneto add to that list.

Add at least one new name to your contact list every day. Get a business cardfrom a bank teller when you make your deposit. Ask for the person’s name who callsyou from a telemarketing service. Start up a conversation with the lady next to youin line at the grocery store.

Meeting new people is a daily event for everyone. The smart business builderrealizes that many of these people can lead to a growing business.

Keep ExpandingIt’s important to follow up with everyone! Consider the hairdresser whose father ishaving health problems. Depending on your talk with that person, she may need abusiness opportunity right away to earn some extra money, but she may also be toowrung out to even think about any such thing. If so, put her on your follow-up listand contact her sixty days later.

Just because someone may not be interested in Melaleuca at the time youapproach her doesn’t mean she won’t be a good customer down the road. And shemay be a great source of referrals for you.

Contact List

Name Phone EmailDate


Follow Up

Elizabeth Myers 555-0101 [email protected] 10/15/2003 wants to know more 10/20/2003

Jason Kilroy 555-2385 [email protected] 10/18/2003 on vacation until Monday; contact then 12/18/2003

Grandma Jones 555-1234 no email 10/31/2003 wants to know more about products 11/2/2003

Lou Stefanopoulos 555-2025 [email protected] 11/3/2003 not interested, maybe later 1/3/2004

Linda Kaminski 555-0084 [email protected] 11/15/2003 stay-home mom; wants safety for kids 11/25/2003

Ralph Estes 555-1197 [email protected] 12/8/2003 wants to pay off outstanding debts 12/15/2003

Andrew MacDougal 555-5252 [email protected] 12/9/2003 not interested (call back in 6 months) 6/9/2004

Geneviève Pierre 555-7894 [email protected] 12/14/2003 previous experience with Avon products 12/15/2003

Joshua Tollbooth 555-8457 [email protected] 12/19/2003 interested in maintaining healthy lifestyle 12/21/2003

WORK IT EVERY DAY

Carrying your list with you helps you totake advantage of every moment in the day.If you have a 10–30 minute commute, pickup your list and make some calls on yourmobile phone. Follow up on priorconversations, get to know more about theperson for future reference, or even set anappointment to talk about Melaleuca.Perhaps you arrive at a meeting 15 minutesearly. Use the time to follow up on thatcontact you just created the day before. Areyou waiting for a child to finish a musiclesson? Carry your list with you and you canmake better use of your time.

An example of how to prepare a contact list.

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LOOK FOR LEADERSAs your business begins to grow, you’ll want to find others who are just as capable andexcited about building a business as you are. People who have leadership potentialand good people skills can become great leaders in your organization.

The model prospect can be anyone. Consider the college-educated, corporate-employed, new mother on maternity leave. She’s concerned about her child’senvironment and is a perfect candidate for safe Melaleuca products. There’s thecorporate employee who breaks free to pursue the dream of his own business—onlyto go bankrupt a short time later. There are those who finished college with highhopes of building a satisfying career, only to realize that corporate life isn’t what theythought it would be. There’s the retiree, who can’t quite live the lifestyle he planneddue to stock market uncertainty. There’s the couple who both have to work to providefor their family, yet they can never seem to get ahead. They’re all perfect candidateswho are ready to hear about a better opportunity.

HOW TO FIND MELALEUCA LEADERS· Attend events where you are likely to find or be introduced to individuals withleadership potential.

· Consider seminars that offer methods to improve your finances, your health, andyour career.

· Consider joining or starting a business networking group—a collection of businesspeople who meet weekly or biweekly for breakfast or lunch to share leads.

· Attend business briefings, direct sales events, and generic direct sales trainings.· Target people who are already working a home-based business, or who are successfulin their daily job but want more.

· Ask friends and colleagues for the name of someone who is a real go-getter.

“If you look at a few differentcategories, it will make it easier tothink about potential contacts. Who doyou know who will benefit from theseproducts (has small children, is health-conscious, takes vitamins, wants to loseweight)? Who do you know who isentrepreneurial, wants a new career, orhates their job? The list becomes acontinual, easy-to-do project.”

Nancy McHugh, Executive Director IV, Massachusetts

“We have a rule that every day wemust contact a new person and addthem to our list. Contacts will notcome into Melaleuca unless they are given a product presentation. Theydeserve to see this opportunity.”

Diane LaPerle, Executive Director V, Quebec

“A lot of people stop after their initiallist because they haven’t expandedalong the way. It’s critical that you getout and meet people. Join new clubsand organizations. Talk to people aboutwhat they do. Find out what they’reinterested in. Ask them for theirbusiness card. Jot down a few notesabout what you talked about, and thencall them later. Remind them of yourconversation and let them knowyou’re looking for sharp people towork with. Then ask them: Are youinterested in increasing your income?”

Wayne Crosby, Executive Director V, Quebec

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“The contact list is the lifeblood of your business! If you build it right, it will be a never-ending list of people who are eager to talk with you. IfMelaleuca is like a vehicle, thenenrollments are like the fuel that runs thevehicle and you need to make sure there isplenty of reserve fuel to keep it runningand in forward motion. There is a saying:If you are not moving forward, you aremoving backward. An updated contact list is the key to moving forward.”

Sandi Maggio,Executive Director IX, Florida

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ACTIVITY ONE REVIEW

1. Get your initial contact list startedright away with 100 names or more.

2. Use the Contact Suggestion List onpage 7 to think of more names.

3. Take your contact list with youeverywhere and add at least onename every day.

4. Keep building your contact list byfollowing up on names and alwaysasking for referrals.

5. Keep your eyes open for newpotential leaders for yourorganization.

ACTIVITY TWO:SET APPOINTMENTS

“The purpose of any approach,

whether it is in person or over the

phone, is to get an appointment to

make a New Horizons presentation—

and that’s all! Melaleuca cannot be

explained in five minutes or on the

run. It’s important to create curiosity

and yet learn how to steer the

conversation in one direction only—

to confirm the appointment.”

Mark Atha,

Executive Director IX, Alberta

ACTIVITY TWO THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES 12

ACTIVITY TWO:SET APPOINTMENTS

The importance of setting appointments cannot be understated. Without appointments, you are out of business. They are the key to a successful, growing business.

SET SPECIFIC TIMES

It’s crucial to have specific times forwhen you will set appointments. Ifyou wait until you “have time” tomake calls, a week can turn into amonth or two, and then theopportunity has passed. Set timeaside every week. Try, for example,Sunday nights and Tuesdaymornings. Calendar, plan, stick toyour plan, and be consistent.

ASK YOURSELF…

· Will Melaleuca products enhancethe health of others?

· Do I believe in the concept ofConsumer Direct Marketing™?

· Is this an opportunity with nofinancial risk?

· If they try, can anyone really makemoney?

If the answer is “yes,” why wouldn’tyou want to tell everyone, includingfamily and friends?

FOUR PARTS TO THE APPROACH Your approach can be set up into four distinct parts. 1. Create Urgency2. Sincerely Compliment3. Approach4. Confirm

Create UrgencyYou want your call to last only 1–2 minutes maximum. Any longer and you may getdrawn into making the presentation on the phone. This is a mistake as Melaleuca isbest presented in person, where the potential customer can see the New Horizonsbooklet and any products you may want to show him/her.

Failing to keep your call brief leads you into the trap of trying to immediatelyexplain Melaleuca. That’s like trying to describe a song without music. It’sparamount to create a sense of urgency, make the appointment, and end theconversation. How do you create urgency? By simply letting them know you don’thave much time, but you would love to explain Melaleuca in person.

Sincerely ComplimentThe second part of setting appointments is to compliment the person. It tells herwhy you’ve chosen to talk to her. It helps her feel good about herself and leaves hermore open to what you have to say. When someone notices something special aboutyou, doesn’t it make you more receptive to them?

Complimenting is also an excellent lead-in for any conversation—if it’s sincere.People will detect any sort of forced comment. Think back to identify what is specialabout that person. If the contact is a referral from someone else, mention what thatperson said about the contact.

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13 THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES SET APPOINTMENTS

For example:

Grocery Clerk: I noticed how efficient you are at your job the other day andI’m looking for people like that.

Hairdresser: You know, you’re always so willing to listen and help people, Ijust know you’ll be the type of person to succeed.

Friend: I know you really care about what kids are exposed to these days, andI thought you would want to help other families use safer products.

Referral: When I asked Bob who he knew with an entrepreneurial spirit—apeople person who strives for something better in life—he mentioned you.

Neighbor: You know, I see how hard you work every day and I know youreally care about providing the best things for your family. Let me tell youabout something that could help.

ApproachAt this point you can insert whatever approach works best for you and theperson with whom you’re speaking. There are many approaches you can use—here are just a few:

· The family approach· The product approach· The straightforward business approach

These approaches are outlined on the next few pages. Use the ones that work bestfor you. Remember, the objective is to get the appointment, and nothing more.

ConfirmThe last part of the conversation is to confirm the appointment. Give theperson two or more options. “I’m free for lunch tomorrow, or we could gettogether Thursday or Friday morning for coffee. Which works best for you?”

Once you have the appointment, thank the person, tell him or her you’relooking forward to it, and confirm the date and time once again. Make sureyou mark it down in your calendar. You’ve just succeeded in getting anappointment! Pat yourself on the back, pick up the phone, and do it again.

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THE “FORM” METHOD OF RELATING

Many Melaleuca business leaders recommend the FORM method of relating to new contacts. An acronym forFamily, Occupation, Recreation, andMoney, this method helps categorize theneed level of your new contact. If you’rereally listening, you’ve most likely pickedup on an area of need with your newcontact. Would he like to get out of debt?That’s a Money contact. Is he really dyingto have that new car or boat? That’s aRecreation contact. Does he wish he couldafford a college education for his child?That’s a Family contact. Think about yourcontact before you call. Does she wantmore time with her family? Does she worktoo many hours at the office? Is shestruggling to pay bills? Does she have afamily member with health problems? Isher car about to quit every time she drivesit? Use this information in helping you setthe appointment.

14ACTIVITY TWO THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES

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A SAMPLE APPROACH CONVERSATIONThomas: Hey, Jim. How are you?

Jim: I’m great. And you?

Thomas: (create urgency) Just fine. Hey, I just have aminute, but I wanted to bounce an idea off you. Do youhave a moment?

Jim: Sure, Thomas. Shoot.

Thomas: (compliment) Well, I’ve started a new business with an excellent product line, and I’ve alwaysthought if I was going to be in business I’d like to beworking with you. You’re successful in everything youdo and seem to have a real knack for working withpeople. Would you do me a favor?

Jim: What is it?

Thomas: (approach) I’m expanding my business inyour area and I’m looking for people to help me withthat. I’d love to meet with you and tell you about it, seewhat you think.

Jim: Oh. Okay.

Thomas: I’ve got this Thursday or Friday open. Whichwould work better for you?

Jim: Friday would be better.

Thomas: Okay. How about lunch?

Jim: Sounds great.

Thomas: (confirm) Great. I’ll see you at Carmen’s Caféabout 12:00.


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The Specific Product ApproachTell the person about a particular product that could help him or her.“I know you’ve had a lot of trouble with arthritis. I’ve just come across anew, all-natural product called Replenex® that really helps arthritis. It’spart of an incredible product line that can improve your health and saveyou money. Can I show it to you?”

The Business ApproachAppeal to the person’s desire to start a newbusiness and make some extra money.“If I could show you a businessopportunity that’s based on excellentproducts, is something you can run fromyour home, doesn’t require you to stockinventory or do any billing, is no-risk,reputable, and costs just $29US ($39CDN) tostart, would you be interested?”

The Business-Builder Approach Appeal to the person’s natural entrepreneurial spirit.“Hi, Bob. I recently started a side business called Melaleuca. It doesn’t involve any selling or large investments, and the productsare unlike anything I’ve seen in the stores. My partners and I are making a nice part-time income and I know you have theskills to do very well in business. If you are interested in making an extra few thousand dollars every month, this can easilymake that happen. I would love to get together with you and one of my partners to show you a brief presentation. Is Tuesday orFriday at 7:00 p.m. better for you to meet with us?”

Results ApproachDescribe the results you’ve had with one of your favorite products.“You know Jan, I’ve been using this new skin care line by NicoleMiller and I can’t believe the results I’m getting. My skin feels greatand I swear the wrinkles are fading. We’ve got to get together so I canshow you these products. How about lunch Thursday? Are you free?”

The Safer Products ApproachAppeal to the person’s desire for safer, morenaturally based products.“I know you’re always looking for better,safer products for your family and for theenvironment. I’ve found a catalog that hasenvironmentally safe products you canbuy wholesale from the factory. I’ve triedthem all and they work great. We’re usingthem around the house all the time now. Ifeel better using safer products and Ithought you might be interested. Couldyou come over tonight or tomorrow so Ican tell you about them?”

The Help ApproachAsk the person for his help with your business.“When I met you the other day you came across as someone who wasreally efficient and organized. I wondered if you could help me. I’mexpanding a catalog business with great products in your area and Ineed some help. It may or may not be of interest to you right now, butat the very least you may be able to introduce me to some folks whocould help me.”

SOME SAMPLE APPROACHESFollowing are several sample approaches to help you get started setting appointments. Note that during any approach, you’ll want to mentionthe core reason why you are experiencing success with Melaleuca because of the exceptional products that promote health and well-being.


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The Family Approach Talk to the person about his or her love of family.“I know you want your family to have the best of everything, and I remember you saying the other day how expensive yourteenagers were becoming! I can show you a way to earn an extra $400–$500US per month, save money on products and services,and improve your health while working out of your home. It may not be right for you, and if it’s not, that’s okay, but I reallythink you ought to check it out.”

The “I Promise Not to Waste Your Time” ApproachUnderstand the person’s busy schedule bypromising to be quick.“John, I’m involved in a business that sellsgreat products and I’m very excited aboutit. I don’t know if this is anything that you’dbe interested in right now. I know you’revery busy, and I promise I won’t waste yourtime. Would you sit down with me for 45minutes so I can show you exactly whatI’m doing? You can take a look at it, andthen judge for yourself.”

The Partner ApproachMake the person feel special by offering them apartnership with you.“Hey, Amanda. You know, I’m looking for apartner in my business. It’s based on sellingsome incredible products and I really needsome help to expand in this area. I’m notsure you’d be interested, but I’ve watchedhow you are with people and I know you’dbe great with this. I’d like to sit down andshow it to you, and if you’re interested,great, if not, no problem. How about coffeeWednesday morning?”

The Better Job ApproachOffer a better job opportunity.“You know, you’ve provided us excellent service. Can I ask you aquestion? Are you getting paid what you’re worth here? I have abusiness opportunity that involves some fantastic products. I thinkyou would really excel in it, especially with your customer serviceskills, and the best part is you can earn what you are worth. How aboutwe meet for coffee and I’ll give you all the details?”

The Flexibility ApproachAppeal to the person’s desire for a more flexible schedule.“You know, I’ve seen how many hours you work a week and I knowyou’ve talked about having a more flexible lifestyle. What if I told you I’mworking at home, setting my own hours, building a business that sellsremarkable products and creates residual income, and I need a partner?”

The Save Money ApproachAppeal to your customer’s desire to save money.“Did I tell you how I save over $50US a month on long-distancecharges? Plus, I’m saving more than $10US a month on Internet service.Can I let you in on the secret?”


HOW TO HANDLE RESISTANCESome of your approaches will go smoothly, but often you’ll experience a little resistancefrom your contact. This is not the time to give up or back down! Experienced business-builders know how to turn a “no” or “maybe” into a “yes.” It’s all a matter of how youhandle it. Be honest—do not say anything that is misleading or untrue.

Stay Cheerful and PositiveMany people, especially when they first encounter resistance, find their moodchanges immediately upon experiencing it. This is a normal reaction. After all, mostpeople find it difficult to face rejection or even the possibility of rejection. However,with practice, you’ll find that you can stay cheerful and optimistic even while yourcontact may be feeling resistant or uncomfortable.

Stay open to the person. Put yourself in his or her place. How would you feel?Most likely you can identify with what he may be thinking. Remain cheerful. Keepyour voice up and positive. And move into the next step.

Identify with the PersonThe best way to establish trust is to let the person know that you can identify withher feelings or thoughts. If she feels understood, she is more likely to be open towhat you have to offer. You can use the words “I can identify with that,” “I feel thesame way,” or “I understand.”

Put Them at EaseOnce you’ve identified with your contact, help her feel more comfortable. The bestway to do this is through your tone of voice and the words you use. Stay casual andcomfortable as if you’re having a regular chat with one of your friends. Your goal is tohelp this person. If you truly believe that, it will come across in your conversation.

Make It ConvenientFinally, help counter resistance by making it nearly impossible for the person torefuse. Do this by offering everything you can to fit into her schedule. Is there acoffee shop near her place of work? Maybe she could meet you on a short break. Shehas to eat, doesn’t she? Offer to take her to breakfast or lunch. (Meals spent onbusiness may be tax deductible.) Perhaps when she drops the kids at school you cantalk to her afterwards in the park or playground. Be creative. People are busy, but youcan make the appointment a welcome break from their regular routines. Find theeasiest way to present the opportunity without inconveniencing your contact.

Be ReadySometimes you can encounter resistance immediately. For example, you’re talkingwith someone and you say something about wanting to fill them in on a newbusiness opportunity. “What’s that?” they ask. Now you have to be careful not to getinto the question/answer spiral. Try this: “It’s Melaleuca. Have you heard of it yet? ”Ifthey answer no, say, “That’s what I want to show you. Here’s when I have some time.What works best for you?”

SAMPLE CONVERSATIONSFOR HANDLING RESISTANCE

Emily: I’m sorry, but I really don’t have time.

Kate: Boy, I can identify with that. It seems we hardly have time to sit down to dinner anymore, doesn’t it? I know you’re really busy with the children, your job, and all. Howabout we just get together for coffee?I’ll give you a quick rundown, andyou be the judge. If it makes sense,great, but if not, that’s okay too.

John: Oh, one of those things. I don’treally want to get into that.

Peter: You know, I felt the same wayat first. Really, I did. I was veryskeptical. This is definitely not one ofthose things. But my friend whoshowed me these products hung inthere with me and I’m really glad hedid. Tell you what. Give me just 30minutes of your time, and you tellme what you think. If you’re stillskeptical about it, that’s no problem.

“In our Melaleuca business, itdoesn’t take much to remind us

that without appointments on ourcalendar, we are out of business.”

Jill and Greg Parker,Executive Directors V, MichiganA

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“The first appointmentyou need to set each weekis your own—when youset aside your own time tomake appointments.Making an appointmenteach day works likeapples, it keeps yourbusiness growing andhealthy.”

Terry and Marty Johnson,Executive Directors IV, Texas

Be Ready (continued)If they have heard of Melaleuca, say, “Great. I thought you might have run across itbefore. Let’s get together so I can show you what it’s all about.”

Practice with your enroller, your friends, and others in your organization. Themore you do it, the better you’ll get. And if you still can’t get the yes you want, ask forreferrals. A call is seldom worthless if you follow the right steps.

MORE HINTS ON HANDLING RESISTANCEResistance typically takes one of the following forms:· Is this one of those network or MLM deals? · I don’t have time.· I’m sorry, but I’m really busy.

You can head off these comments by using one of the following responses:· I understand how you feel.· I felt the same way, but I found that…· I thought so too.· Well, I don’t know about that… All I know is that this has really helped me …· Just give me 30 minutes.· I promise I won’t waste your time.· You be the judge.· If it’s not for you, that’s great too.

If you run into a situation in which the person wants you to explain Melaleuca overthe phone, try one of these responses—and remember next time to create moreurgency in your conversation to avoid getting into this trap!· It’s a visual presentation—I really can’t do it justice over the phone.· I promise I won’t waste your time—how about I buy you lunch?· Just let me show you and then you can judge.· It will take more time than what I have to explain over the phone—how aboutcoffee tomorrow morning?

· Just take a look and see what you think. If it’s not for you, you may be able to referme to someone else who would be interested.

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FEEL, FELT, FOUND

This method is a tried-and-trueway to help deter resistance. Usethese three words to help movethe conversation in a morepositive direction.

Feel: I understand how you feel.

Felt: I felt that way at one time too.

Found: But I have found that Melaleuca has been a real blessing to me and my family because…

“No” doesn’t always mean “no.” It often just means “I don’t haveenough information yet.”


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ACTIVITY TWO REVIEW

1. The only purpose of an approach is to getan appointment.

2. Keep the conversation under two minutes.

3. Try using the FORM method of contact-relating (Family, Occupation, Recreation,Money) for those contacts you don’t knowas well.

4. Use the approach that works best for youand your contact’s needs.

5. When dealing with resistance, use the feel,felt, and found method to turn theconversation around.

6. If you experience resistance, remember tostay cheerful and positive, identify withthe person, put her at ease, and make theappointment convenient.

7. It’s best to team up with your enroller (orother business mentor) to learn how tomake approaches.

TEAM UP AND MOVE FASTER

Your first team member is your enroller. Teamup with him and learn the ropes. Enlist his helpin making appointments in your 48-HourFollow-Up meeting. Make your phone callstogether, and listen to how he handles varioussituations. Watch him make a few in-homepresentations. Ask him questions. As you go, youwill meet other business builders who may alsobe of help to you. To learn more quickly andexperience a higher level of success, stay open towhat these people have to tell you, and duplicatetheir actions. You can try to reinvent the process,but why waste your energy? Your business willbenefit from the experience of others.

ACTIVITY THREE:MAKE PRESENTATIONS

“The New Horizons presentation was

designed by Marketing Executives

with many years of experience. There

is no need to reinvent the wheel. Do a

complete New Horizons presentation

every time and you will duplicate

success in your organization.”

Ed Bestoso, Corporate Director V, Florida

ACTIVITY THREE THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES 22

WHY THE NEW HORIZONS PRESENTATION?Melaleuca leaders use the New Horizons Presentation every time they do apresentation. There are several reasons for this:

It is effective and can be duplicated. Once you learn it, you can do it over andover and experience repeated success.

Others can copy your actions. All of your enrollees who want to build abusiness can do the same New Horizons presentation.

It’s proven successful. Melaleuca’s top business builders put this presentationtogether based on years of experience.

Melaleuca makes it easy to use. You can use the small booklet form or youcan order the larger, flipchart version.

It’s visual. People tend to learn faster and have better recall when they havevisual cues.

It’s simple. Anyone can understand the presentation using this format.

You can try to develop your own presentation, but experts who have been theresay that everyone eventually comes back to New Horizons. It’s proven successful!

ACTIVITY THREE:MAKE PRESENTATIONS

It all comes down to this. Effective presentations introduce your customers to Melaleuca’s excellent products and services. This is where good, loyal customers are born.

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THE QUALITY ENROLLMENT

A quality enrollment is one inwhich the customer enrolls andplaces an order for at least fourconsecutive months. He or sheexperiences a presentation thatdelivers a thorough understandingof the company, its products, andthe business opportunity.

Explain what being a PreferredCustomer means and set a date forthe 48-Hour Follow-Up. You’ll havehappier customers who will bemore likely to stay with you for thelong-term.

23 THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES MAKE PRESENTATIONS

PREPARING FOR THE PRESENTATIONBefore the actual presentation, review the following activities to ensure attendance,prepare the atmosphere, and prepare yourself.1. Set up where and when2. Learn about your prospects3. Confirm attendance

Where & WhenYou would typically meet at your home, the prospect’s home, or some neutrallocation like a coffee shop, park, or other quiet place that will allow you to talk. Ifyou’re doing an in-home, pick a date and time that you feel will be open to mostprospects. As your business grows, you will want your enrollees to host thepresentations in their homes as you help them to grow their businesses.

Learn about Your ProspectsDuring your appointment and prior to any conversation with your prospect, try tolearn as much as you can about them. Ask questions about the following topics:

· Has he ever tried a home-based business before?

· What does she do for a living?

· Does he like his current job?

· Is she satisfied with her income level?

· Does he have a spouse?

· Does she have children?

· What does he like to do for recreation?

· Would $500US/month help her in a significant way?

· Does more time with his family mean anything to him?

· Does she have any money worries?

Use the answers you get from these questions to show each prospect how aMelaleuca business can help him get what he really wants in life.

Confirm AttendanceThe day before the presentation, call your prospects to confirm the time. You’reactually confirming their attendance, but you don’t present it that way, as you don’twant to plant any seed of doubt or give them any chance to change their minds.Simply say, “Bob, we said 10:30 for tomorrow’s presentation, right? [Answer given.]Great. I’ll see you then!” It’s a simple, fast way to ensure your prospect will be there.

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IN-HOMES LEVERAGE YOUR TIME

The in-home presentation is the preferred method of presentingMelaleuca—particularly because it helps you leverage your time. Ratherthan take 10 presentations to make 10enrollments, you can present to andenroll up to 10 people at one in-homepresentation. A good in-home usuallyneeds between 2–10 people. Inviteyour own prospects and invite yourteam members to bring theirprospective customers as well. Invitesome of those people who weren’tquite ready to commit before, butmight be willing to drop by and listento a group presentation. All in all, it’sbetter to over-invite. If a few of yournew contacts fail to show up, you areprepared with extra people, and you’llstill have a successful presentationwith vibrant group energy.

SUGGESTIONS FOR USINGPRODUCTS IN YOURPRESENTATION

Have a few Sun Valley™ Candlesburning in the presentation room.

Mix up some Sustain™ Sport orAttain™ for drinks.

Lay out some Access™, FiberWise™, andProFlex20™ Bars for snacks.

Have Antibacterial Liquid Soap at yourkitchen and bathroom sinks.

Make sure your bathroom medicine cabinet is up-to-date with MelaleucaPharmacy™ products.

Leave a bottle of Lemon Brite™ orDiamond Brite™ near the kitchen sink.

HOW TO SHARE A PRODUCT EXPERIENCE

When telling others about your favoriteMelaleuca product, organize your storyinto the following three points:

1. Use the brand name of theproduct—be sure you know thecorrect name of the product andrefer to it the same way every time.For example, use “The Gold Bar®”rather than “the bar soap.”

2. Your experience—provide a sincere story of your experiencewith the product and Melaleuca.

3. Why it works—review yourproduct CD and Melaleuca CountryCatalog so you know about the keybenefits of each product. Forexample, “The Gold Bar feels so goodon your skin because it is a French-milled luxury bar that containsMelaleuca Oil and other keymoisturizers.”

24ACTIVITY THREE THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES

FOLLOW THE PRESENTATION OUTLINEFollowing is a simple outline that you can use for any presentation, either in-home or otherwise.

Start on time—this is a business and you want to set a professional tone

Introduce hosts if needed

· If you have team members present, introduce them.

· “I’m excited to introduce my good friend and business partner…”

Share your experience· Share your Melaleuca experience and touch on your goals with Melaleuca.

New Horizons

· Follow New Horizons—just the facts.

· Just tell the story—don’t try to sell people.

· Talk to everyone as if you are good friends with them.

· Give a simple introduction of the compensation plan—stick to things like thegreat products, exciting business plan, free car, etc.

· Show them the commissions available if they get to Director right away.

· Reserve questions for after the presentation.

· Keep it to 45 minutes or less—don’t go too long!

The Five Category Close

· Ask each person to determine which category best describes him or her.

Follow Up

· Set appointments for your 48-Hour Follow Up meetings.

· Make sure you have your planner so you can set dates and times.

· Give category 3, 4, and 5 customers their homework assignments to do beforethe day of your follow-up (see page 29 in this book for more information).

· Have 8–10 Business Kits on hand to give to new customers.

CLOSE AND COMMITMENT No matter how great a presentation you give, it will all be for nothing if you fail to enrolla customer. Following are several suggestions for completing a presentation in such away that your guests will feel comfortable and excited to become Melaleuca customers.

Gain Commitment by Asking the Customer to Choose a CategoryYou’ve done a great presentation. It makes perfect sense to be a Preferred Customer.As you come to the close of the New Horizons presentation, introduce and explain thefive categories of participation. Phrase your question in this manner: “These fivecategories describe how Melaleuca can enhance your life in varying ways. Whichone best fits you?”

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25 THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES MAKE PRESENTATIONS

Complete the Agreement Forms Filling out forms can seem overwhelming at first to your new customers.That’s why it’s very important that you help them through it. After you’vehanded out the Preferred Customer and Marketing Executive agreementforms. Explain what the form means, point out the main areas of interest,and help each customer feel comfortable about signing. As you goaround filling out forms, go to your category 4s and 5s first, as theirenthusiasm and commitment will help encourage others to follow suit.

Don’t forget to review the Backup Order. Explain that it helps to securetheir Preferred Customer status and ensure that your enrollee’s commissioncheck arrives every month. “Melaleuca allows you to pre-select productsthat you like or receive a Convenience Certificate. In the event you forget toplace an order one month, this Backup Order will kick in to ensure youcontinue to enjoy the benefits of being a Preferred Customer and that yourcommission check will continue to arrive uninterrupted.”

Set Up Your Follow-UpAs you finish enrollments, have your calendar ready so you can schedule48-Hour Follow-Ups for each new enrollee. Let each person know thatyou are going to be there to help, whether he or she is interested in thebusiness opportunity or just wants to enjoy the products.

Give Homework AssignmentsGive your new enrollees a “take-home” package (the Business Kit) toreview. Use the Guide to Getting Started booklet and checklist. Have themwatch the Discovering Melaleuca video tape, read the Introduction toMelaleuca booklet, and begin their contact lists.

Help the Customer Place an OrderUsing the catalog or product price list, go through and help your newenrollee pick out the first products he or she would like to try. At thispoint it’s best to get on the phone, call the company, and help your enrollee place an order right away. You can show her how easy it is,and speed up the process of her product experience.

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SETUP AND TOOLS

For in-home presentations, set up the room andyour home to create an atmosphere conduciveto success. Following are the items you’ll need.All of these are available from Melaleuca.

· The New Horizons booklet

· The New Horizons flip chart (for larger in-home presentations)

· Several copies of the most current MelaleucaCountry Catalog and Leadership in Actionmagazine

· Several Business Kits that you’ll sell to new enrollees

· Sample products—bring along a few toshare with your prospect during 1-to-1s and 2-to-1s, and set up several throughout yourhome during in-homes

· A Career or Value Pack (particularly for in-homes)—displayed on a table whereprospects can review it; make sure the productsetup is attractive and professional-looking

· Current copy of Career/Value Pack brochure

· A current copy of your business report

· Order forms and “Which Products andServices Do You Use?” sheet

· Clipboards, paper, and pens

· Several chairs placed in a semi-circle (iffive or fewer attend, you can sit around thekitchen table)

· Your calendar or dayplanner

Eliminate all distractions. Make sure that petsare in the other room, that children havesomeone watching over them, the TV is off, allcell phones are off, the regular phone isunplugged (or ringer off ), etc. Distractions caninterrupt your presentation and destroy theenthusiasm you work hard to create.

Finally, dress for success. You are presenting a business opportunity and you want to appear professional and capable.

26ACTIVITY THREE THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES

COMPLETING THE AGREEMENT FORMS OrderingBe sure you have more than enough Agreement Forms for the following month’sbusiness—plus extras. If you run out, you can order more from Melaleuca ordownload Agreement Forms from Melaleuca.com.

Carry Them with YouAlways have the New Horizons booklet and your agreement forms handy to use for anunexpected enrolling opportunity. Keep extras in your car, briefcase, and/or handbag.

CUSTOMER AGREEMENT FORMAddressTell your new enrollee: “On this form, you’re indicatingthe address where you want your monthly order shipped.

Social Security Number“We black out your social security number oneverything but the original form that goes to thecompany, but having it allows the company to sendyou “Thank You” checks for referring new customers.When you call the company, you can use your socialsecurity number or your phone number as your ID.”

Handling Payment Information“When you call in, you are asked for your ID. Then you’llplace an order at the Preferred Customer discount of30%–40%. The operator will review the products youordered, the quantity, and the cost, and then you will hear(what you never hear at grocery stores) how manyProduct Points you have. Product Points are used tocalculate Advantage Dollars and commissions. Eachmonth, 10% (14% CDN) of the total Product Points will bedeposited into your Advantage Dollar Account to be usedlater for free products.

“Will it be more convenient to bill your credit card oryour bank? If you want it billed to your bank, I’ll need avoided check. Melaleuca bills the bank directly, andyou’ll see the charge on your monthly statement. Mostpeople use both so they can choose which is best forthem each month.”

Backup Order“We have a great program that assures that you’ll never lose your Preferred Customerstatus. It’s the Backup Order and it ensures that your commission check arrives everymonth. You can pre-select products you like, or receive a Convenience Certificate. Ifyou forget to place an order, this backup order will ensure you continue to enjoy yourPreferred Customer benefits and receive your commission check.”

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THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES MAKE PRESENTATIONS

MelaCom™, iGlide.net®, HealthCare™ Savings Program, and Other ServicesTalk to your customer about the benefits of these services. You will find more informationabout them in your Business Kit.

Enroller & Marketing Executive BlanksSay, “I will fill this in later. It shows who enrolled you, which in our case would be me. Later I’llfill in the Marketing Executive. This indicates who earns a commission when you buy products.”

SignatureHave the new enrollee sign the form, then move on tothe Marketing Executive Agreement.

MARKETING EXECUTIVE AGREEMENTCheck off the appropriate level of participation(category level) on the Marketing ExecutiveAgreement and ask, “Where would you like yourchecks to be sent?”

AddressFill in the address and other information. If this is thesame as the Customer Agreement form, offer to fill thispart in later for each enrollee.

Business KitsIf you’re giving your new enrollee a Business Kit, writein the number of that kit on the form.

Career & Value PacksCross off the Career & Value Pack section. Call this into the operator as an order.

After Determining the Enrollee’s CategoryAfter you’ve determined the enrollee’s level of interest,have him or her sign the Marketing ExecutiveAgreement form (either in person or via Fax).

Double CheckCheck both forms to see that they are complete andthat the carbons are readable.

Select Marketing ExecutiveTalk to your enroller before selecting the Marketing Executive to go on the paperwork.

Send In Your Paperwork On TimeMelaleuca must receive the paperwork before the end of the month, by fax or mail. It’s a goodidea to verify the receipt. Send in your paperwork before the 25th of the month so thatcustomers who place their orders can qualify for Advantage Dollars.

ACTIVITY THREE REVIEW

1. Follow the New Horizonspresentation for the mostsuccessful experience.

2. In-homes are the best type of presentation to leverage yourtime and build quickly.

3. Before a presentation, set upwhere and when, learn aboutyour prospects, and confirm thetime and location with each one.

4. Make sure you have all the tools you need for a presentation,including the New Horizonsbooklet and/or flip chart,enrollment forms, Business Kits,and products.

5. Remember the six parts to asuccessful presentation: yourexperience, the company, theproducts, the businessopportunity, the Five CategoryClose, and follow-up.

6. Help your new enrollees fill outthe agreement forms and placetheir first order immediately afterthe presentation.

7. When dealing with resistance,remember feel, felt, found.

28

VARIOUS PRESENTATION METHODSIn-Home At the in-home presentation, you have the opportunity to talk and meetwith each prospective customer. When you present in person, you createrelationships, establish trust, and serve as an example of excitement and leadership.In-homes give new enrollees the chance to watch and learn from your methods ofpresenting—your body language, tone of voice, presence and procedures, and close.By watching, they can duplicate your actions in the future when they begin theirown in-homes.

One-on-One These presentations are best for those times when you have theperfect opportunity right in front of you and can’t afford to wait. For example,suppose you meet someone on the airplane who has all the signs of being a perfectMelaleuca leader. This is a good time to pull out your New Horizons booklet andproceed, as waiting for later could prove more difficult, especially if you find he livesacross the nation from you.

Two-on-One or More This presentation is perfect for helping a new businessbuilder to do an enrollment. Perhaps she’s just new and needs to build herconfidence. You can help her by doing the presentation with her. She gets a chance tolearn from you in a small, nonthreatening atmosphere. You can get the commitmentfor her, and by the time you’ve helped her enroll several people, she’s excited andready to try it on her own.

Three-Way Calls Three-way calls help you help your new enrollee to experienceearly success. This method is useful when you don’t live near your enrollee or thenew prospect, and to wait for future travel arrangements would not be wise. It’s bestto send a New Horizons booklet to the prospect first, so they can follow along, andthen you conduct the presentation on the phone with your new enrollee the same asyou would in person.

Group Conference Calls A new Marketing Executive can participate in apresentation by listening to an experienced Executive Director conduct one over aconference call. You can arrange the time and call in with your prospects, listen to thepresentation, and follow up afterwards to answer questions and attain commitments.This may help the person who’s just getting started in the business or someoneneeding assistance with presentations.

Online Presentations This method presents Melaleuca through an online NewHorizons presentation. Your prospect can see New Horizons as they listen live to you onthe phone. For very remote prospects, this is often a helpful alternative.

ACTIVITY THREE THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES

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ACTIVITY FOUR:HOLD 48-HOUR

FOLLOW-UP MEETINGS

“One of the best activities guaranteed

to bring results is the 48-Hour

Follow-Up meeting. It is proven to

create quality enrollments and

sustained growth. Businesses that

consistently hold 48-Hour Follow-Up

meetings have higher average

commissions, higher average growth

rates, lower attrition, more Career and

Value Pack purchases, and more

duplication through advancement.”

Jeff Hill,

Senior Vice President of Sales, Melaleuca

ACTIVITY FOUR THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES 30

ACTIVITY FOUR:HOLD 48-HOUR FOLLOW-UP MEETINGS

Follow-up helps make customers loyal and Marketing Executives successful. The fortune is in the follow-up.

THE OBJECTIVE IS:

1. Train and help develop a new leader.

2. Create a relationship.

3. Answer questions.

4. Develop an action plan.

5. Begin teaching the fundamentals.

6. Set an example that can be duplicated.

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FOLLOW-UP—WHAT IS IT?There are two basic types of Follow-Up meetings:1. Customer Follow-Up2. Business-Builder 48-Hour Follow-Up

The Customer Follow-Up is for those new enrollees who have selected either aCategory 1 or 2 level of interest. It introduces them to the Melaleuca products,explains the ordering process, and helps ensure that they will remain happycustomers for years to come.

The 48-Hour Follow-Up is a meeting scheduled to be within 48 hours ofenrollment to help Category 3, 4, and 5 Marketing Executives begin building theirbusiness. The 48-Hour Follow-Up is more involved than a Customer Follow-Up as itgets the new enrollee moving toward building a successful Melaleuca business. In afollow-up meeting, the enroller introduces the new business builder to Melaleuca byanswering questions, explaining the ordering process, teaching about the products, andoften helping the new enrollee to place an order.

During your follow-up meeting, help build your new enrollee’s contact list, dosome role-playing, set appointments, and schedule a date for his first in-home. Teachhim the basics of the Seven Critical Activities, help him learn the ropes, and build hisconfidence and success. Set a date for achievement of the Director level, and workside-by-side with him to get there. Once that happens, he has learned how to run thebusiness and can turn around and teach others the same skills.

“Melaleuca is a relationship business. You build relationships when you follow up. Infollow-up meetings, you learn more about the business builder, and they learn moreabout you. They get a sense of your commitment and passion. This causes them towant to be the same.”

Jeff Miller, Corporate Director, Ontario

Your new customer does not carehow much you know until sheknows how much you care.

“We advanced so rapidly in ourfirst year that many of ourcustomers were neglected. Wenow focus on giving the customeras much validation as possible. Asmotivational speaker Jim Rohnsays, ‘One customer well followed-up on can lead you to a fortune.The fortune is in the follow-up.’”

Jacque and Rick Simmons, Executive Directors IV, California

31 THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES HOLD 48-HOUR FOLLOW-UP MEETINGS

CUSTOMER FOLLOW-UP CHECKLISTIf your new enrollee has chosen Category 1 or 2, follow up with them in person or onthe phone each month for at least three consecutive months. During the follow-up,you’ll want to establish a relationship that will ensure the customer’s satisfaction andcommitment to Melaleuca. If she mentions an interest in the business, change yourfocus to help her do that.

Month One

� Thank the enrollee for her time and commitment.

� Review favorite products and any other questions.

� Explain the monthly Product Point order, Preferred Customer benefits, andBackup Order.

� Explain/remind her about Advantage Dollars, and encourage her to order by the25th of each month to receive this benefit.

� Complete the enrollment and the first order, if you haven’t already done so.

� Perhaps invite her to a larger product-focused Melaleuca event.

� Share a product experience and reinforce her purchase decision.

� Follow up when her products arrive to help her know how to use them.

Month Two

� Call to ask how she enjoyed the products.

� Share a compelling product experience with her.

� Remind her about the Advantage Dollars and the 25th deadline—suggest she save these to try new products “for free.”

� Offer to help place her second order.

� Thank her again for her time and commitment.

� Tell her you’ll check back with her next month.

Month Three

� Share a compelling product experience.

� Remind her about the Advantage Dollars— suggest a product she may try.

� Thank her for placing her order.

� Offer to help her customize a Select Pack.

� Tell or remind her about Melaleuca’s services: MelaCom™, HealthCare™ Savings Program,iGlide.net®, Melaleuca Card, Melaleuca Executive Travel™, and Vehicle Savings Program.

� Invite her to a larger product-centered meeting.

� Invite her to consider the option of earning some extra money.

� Stay in touch—lives always change.

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32ACTIVITY FOUR THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES

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IN THE 48-HOUR FOLLOW-UP…Answer product questions. Answer any product questions. Business questions canbe answered later. This is also the time to help the enrollee switch stores.

Recommit to a category. Go through the five categories once again, explaining eachin detail, and reconfirm the enrollee’s choice.

Explain the monthly Product Point order. Depending on the category, your newenrollee will sign up for either the 35+ Product Point or 75+ Product Point order.Explain each of these and help the enrollee commit to one or the other.

Review Preferred Customer Program (and Backup Order). Clearly explain thebenefits of being a Preferred Customer. Show the new enrollee all the services nowavailable to him, emphasize the product discount, and the 100% guarantee. Take sometime to explain the Backup Order, and be sure to mention the advantages—the newenrollee will never miss a commission check and will never have to worry about hisPreferred Customer status, even if he does happen to forget to order one month.Finally, explain Advantage Dollars, and remind the enrollee that to receive these, hemust order by the 25th of each month.

Order a Career or Value Pack. This is a good time to explain the benefits of orderinga Career or Value Pack. It’s the best way to try a large selection of products, to developconvincing product stories, and to convert her home as quickly as possible.

Discuss enrollee’s “why.” Review the written “why” that your enrollee has created.Spend some time talking with him about it, and help him ensure that this item is asmotivating as possible. Ask him questions such as, “Where do you want to be a yearfrom now? Five years from now? Why is that important? What will that allow you todo that is not possible right now?” The more emotional ties to his goals, the more he’llbe likely to achieve them.

Submit a picture for Leadership in Action. This will help motivate and solidifyyour enrollee’s goals. Show him the portion of the magazine where business buildersare recognized, and help him visualize his name and picture in those slots, then makesure he either has or is preparing a picture for this purpose.

Submit a New Customer Agreement for Director. If your new enrollee is aCategory 3–5, he should plan to achieve Director in his first month. Therefore, hewill want to commit to 75 Product Points (rather than 35 Product Points) so he canqualify for the Director-level bonus. Make sure this option is selected or fill out theproper form for this qualification.

Review Pacesetter Program and Compensation Plan. Help the enrolleeunderstand that there are significant bonuses available if he moves quickly in hisadvancement. Explain the bonuses available at each level of advancement in both thePacesetter and regular compensation plans.

THOSE WHO ORDER A CAREER OR VALUE PACK…

· Have organizational growth 7times larger.

· On average, order more than 50Product Points per month.

· 50% are more likely to remain loyalcustomers.

· Are better situated to convinceothers to do the same.

· Qualify for Pacesetter and have theopportunity to earn an extra$5,350US in bonuses over and aboveone-time bonuses as they advanceto Director.

· Of all those who achieve Director, 19 out of 20 bought a Career or Value Pack.

“I think growth starts with aresolution to treat your Melaleucabusiness like a business. That doesn’tmean you have to work full-time, butin the time you do spend inMelaleuca, you need to treat it asseriously as you would treat your jobor your own business.”

Alan Pariser, Corporate Director V, Florida

“A proper 48-Hour Follow-Up is oneof the keys to growing a successfulbusiness. It is the one key thatdevelops duplication, leadership, andgrowth the most.”

Russ Paley, Corporate Director, New York

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ADDITIONAL TOOLS

Check your Leadership in Action magazinefor these helpful tools and more:

1. Marketing Executives can learn from successful Melaleuca leaders by subscribing to the B.E.S.T. series.This 12-month subscription isavailable on cassette or CD. You’llreceive a new one each month,narrated by one of Melaleuca’s topMarketing Executives and coveringvarious aspects of building yourbusiness. It’s a great way to learnfrom the best.

2. To help you conduct your 48-HourFollow-Up meetings, Melaleucaoffers The 48-Hour Follow-UpBrochure. This tool has one pagedevoted to the enroller checklistand another to the new customerchecklist. The brochure is perforatedso the enroller and new customermay each have a copy.


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Revisit goals. Ask your enrollee to determine his goals for the future. How muchmoney does he want to earn? What status does he want to achieve? Write these down forone month, two months, three months, one year, two year, and five year time periods.(Review the Pacesetter chart on page 24 of the Introduction to Melaleuca booklet.)

Business hours. Determine the hours your new enrollee wants to spend workinghis Melaleuca business. Make this as specific as possible. Have the enrollee get outhis calendar and choose particular days of the week. This will not only help him tofollow through on his commitment, but will help you to “match his energy” withyour efforts.

Contact list. Review the enrollee’s contact list. Be sure he has at least 100 names. Ifnot, help him to jog his memory to finish the list. (Use the hints and suggestions inthis booklet, page 7.)

Create an action plan. Create a calendar for three months, and set a goal fornumber of personal enrollments for each month. Coordinate times to work togetherfor training and practice. Schedule three to four possible dates for upcoming in-home presentations. Set a deadline for achieving Director status. Explain to your newenrollee that he has one chance to create his story, and then he will tell it to others inhis group over and over and over again. How will he feel if he is able to tell othersthat he achieved Director in two weeks? In one week? What will others think whenthey hear his story?

Practice approaches, set appointments. Assist your enrollee in setting appointments.First, role-play with him. Pretend to call him for an appointment and show him how tohandle the call. Once you have practiced a few times, help him to make some three-waycalls and set up appointments. Follow up by showing how to record these appointmentsin a calendar, emphasizing the importance of daily follow-up.

Order extra Business Kits. If your enrollee is going to reach Director in a month orless, he will want to have extra Business Kits to give his new enrollees, as a newcustomer should receive a Business Kit immediately after the presentation.Encourage the enrollee to order the kits for the upcoming appointments. (To reachDirector, order 8–10 extra kits.)

Explain Fast Track and suggest future meetings to attend. Explain the benefitsof Fast Track meetings and other bigger training events held either locally orsponsored by the company. Get a commitment from your new enrollee to attend aFast Track and at least one other leadership meeting.

Review everything. Review everything you’ve covered so far and ask for questions.Remind the enrollee that Melaleuca provides many support materials to help himsucceed, and that you are always there to answer questions, practice, train, or support.

“Order a Value and Career Pack.Order ten Business Kits, because

that indicates that you want to getto Director as soon as possible. If

you do that, you can get people toduplicate those activities easily.

That’s the foundation of aMelaleuca business.”

Jeff Miller, Corporate Director, Ontario

“The 48-Hour Follow-Up meeting is critical tocapitalizing on the enrollee’s enthusiasm after thepresentation. If you don’t get back with her, she’ll forgetwhat she has in front of her. She’ll drop from a category 4to a 1. By being consistent with our enrolling and doingfollow-up as quickly as we can, we’ve really strengthenedour business.”

Mike &Kelly Nelson, Executive Directors, Minnesota

Number of hours per week for Melaleuca business-building activities

Days of the week I plan to dedicate to my business

Dates and times scheduled to set more appointments

Number of names on my contact list

Month to achieve Director

Month to achieve Director II

Date and location for my first Fast Track

Dates and times for my first presentations

BUSINESS-BUILDING GOALS AND DATES


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“After enrolling a new customer and helping themplace their first order, a 48-Hour Follow-Up is the mostimportant activity. It gives the customer clear directionby providing a road map of expectations and goals. Italso allows questions and concerns to be dealt with in atimely manner.”

Greg Lagana, Corporate Director, New Jersey


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ACTIVITY FOUR REVIEW

1. Follow up with every single enrollee, no matter his or her category level.

2. For those in Categories 1–2, use the Customer Follow-Up; for those in Categories 3–5, use the Business-Builder 48-Hour Follow-Up.

3. Use the 48-Hour Follow-Up brochure and the checklist in this guidebook to be sure you don’t forget anything.

For Customers4. Continue to follow up with customers for three months, and every few months thereafter to ensure satisfaction

and keep the door open to a business opportunity.

5. Explain the Backup Order, Advantage Dollars, and the benefits of being a Preferred Customer.

For Business Builders6. Help your business builder to purchase a Career or Value Pack to quickly experience more products and create

eligibility for future bonuses.

7. Help your business builder get off to a fast start by setting appointments and doing presentations.

ACTIVITY FIVE:CELEBRATE SUCCESS

“Great leaders make people feel

bigger than they are. Followers then

begin to think, act, and produce

bigger results than they ever thought

possible. It’s all about building

confidence. If you want people to

produce, you need to reward

production. Recognition and

celebrating success separate the

caring leader from the uncaring

leader. They determine if your team is

going to get excited and follow you,

or watch you walk away alone.”

Bruce Newby,

Executive Director IX, Michigan

ACTIVITY FIVE THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES 38

CELEBRATION: IS IT REALLY THAT IMPORTANT?The mission of Melaleuca is to help people reach their goals. To inspire and motivatepeople to that end, you must celebrate their accomplishments.

Melaleuca thrives on celebration! From the smallest of achievements to thelargest ones, from enrolling one customer to achieving Corporate Director, theoxygen that keeps the fire burning is the celebration, the reward, and therecognition. Leaders need to feel good about what they’re doing. When thathappens, motivation increases, excitement grows, and abilities expand. In addition,celebration encourages repetition and helps establish good business-building habits.

Following are several reasons why celebration is crucial to the success of yourMelaleuca business.

Celebration Causes DuplicationWhat gets celebrated will get duplicated! Most new enrollees come into thecompany with a high level of enthusiasm. Celebrating successes along the way helpssustain and refuel that level of energy.

Rewards Are Proven MotivatorsA pat on the back, the high five, and the note saying, “Job well done,” all createpositive reinforcement. Often, when someone else notices what we’ve done, we’remore likely to keep striving and pushing harder than ever. Rewards—whethermaterial, emotional, or spiritual—are what make all the hard work worthwhile.

Sharing Success Builds Team LoyaltyAs a business builder, your goal is to form a dream team of leaders. A big part of thatprocess is celebrating the success of your team. Through these celebrations, youexperience a strengthening of relationships, you feed off one another’s energy, andyou create a synergy that helps each of you work more effectively together than youwould alone.

ACTIVITY FIVE:CELEBRATE SUCCESS

Celebrating success is really a way to inspire people to set goals and achieve more than they ever thought possible.

When performance is measured, performance improves. When performance is measured and reported, the rate of performanceaccelerates. When performance is measured, reported, and rewarded, performance is optimized.

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39 THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES CELEBRATE SUCCESS

Activity Five

Celebration Creates RepetitionWhen people are rewarded for success, they tend to repeat the actions that lead themto that success. This is especially important in building a strong Melaleuca business.When you take time to reward and recognize the right types of activities, your teamwill be more likely to repeat these activities, creating greater success. Rewardsendorse the specific actions, behaviors, and values that you are striving to teach.

Celebration Encourages Goal-Setting and MeasurementIf you want to celebrate achievement, you must be able to measure a person’saccomplishments to reward them accordingly. That’s why goal-setting is so important.When you set goals, you create instant measuring devices for celebration. Reach oneof your goals, and it’s time to celebrate. Melaleuca helps you by creating status goals.

In Melaleuca, Relationships CountMelaleuca is a relationship business. By meeting new people, discovering their goals,and helping them reach those goals, you experience success yourself. Listen to yourcustomers in your organization. Find out their strengths and weaknesses. Discovertheir dreams and goals. Sit down with them and show them the path to achievingthose goals, then celebrate with them along the way.

“Celebrating helps create a teamconnection, and I think teamconnections are very importantto keep positive attitudes strongand to let others in theorganization know they areimportant. Marketing Executiveswho are recognized end upmoving mountains as they buildtheir businesses.”

Carolyn Zimmerman, Executive Director, Manitoba

“It was not the recognition forourselves that we wanted. Wewanted to recognize ourorganization. We wanted others tobe able to say, ‘If they can do it, Ican do it too.’”

Bruce &Kirstin Newby, Executive Directors IX, Michigan

“I look for every way possible tocelebrate the success of those inmy organization. It is some of themost valuable time I can spendwith my team.”

Jim McCune, Corporate Director, Florida

Measurement Is Key to CelebrationBy creating definite measurements for success, you have an “excuse” tocelebrate each time one of those measurements is reached. Without somesort of measure, celebration would seem trivial and meaningless. Here aresome measurable activities you can celebrate:1. Achieving individual business goals.2. Gaining personal enrollments, achieving advancements, and

demonstrating leadership.3. Accomplishing goals in a Fast Track or other group-oriented activity.

40ACTIVITY FIVE THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES

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CELEBRATE THIS! What you celebrate is ultimately up to you. Certainly the two most obvious eventsare personal enrollments and developing Directors. However, you can celebratewhenever you feel it’s appropriate, or whenever the opportunity arises for those inyour organization. For some people, simply setting an appointment is cause forcelebration, while for others it’s best to reserve the cake and ice cream until theyreach Director level.

Set small goals on the way to your larger goals, and when you achieve thosegoals, celebrate. Sometimes determining just how you will celebrate can helpmotivate you even further. You can do the same for your enrollees. Help them setgoals, and then plan how you will celebrate. Often the thought of that reward canprove a more powerful motivator than the actual goal itself.

EVENT

Enrolling a new PreferredCustomer

Selling a Value or Career Pack

Circle of Influence (COI)

Expanded Circle of Influence

Achieving Director status

Advancing in the Director ranks

Paying off all credit cards

Paying all non-mortgage consumer debts

Paying off all debts, including mortgage

IDEAS FOR RECOGNITION

Phone call, card, certificate, or prize atFast Track

Phone call, card, movie tickets, or frontseat at Fast Track

COI pin, certificate, ribbon, card, and/orfree product, or extra points at Fast Track

ECOI pin, Melaleuca merchandise, giftcertificate, or ribbon at Fast Track

Director pin, gift certificate for lunch,flowers, applause at Fast Track

Director pin, dinner out with you, trophy at Fast Track

The First Step Financial Freedom Award

The Financial Freedom Award

Total Financial Freedom Award

AWARD IDEAS

· Recognition inmeetings or FastTracks

· Blue, red, and whiteribbons

· A flag or sticker fortheir car

· Cards

· Printed certificates

· Gift certificates

· Buttons and pins

· Melaleuca logo merchandise

· Office equipment

· Trophies

· Business-buildingtools such as tapes andvideos

· Balloons

· Flowers

· Free enrollment into the next Fast Track

· A lunch date

· A dinner in theirhonor

· An exclusive receptionfor all those who reacha certain level

· A special meetingwith your supportteam or an ExecutiveDirector

· A New Horizons flipchart

· A fax machine

· A Value Pack


MAKE YOUR CELEBRATION EFFECTIVENo matter how you celebrate, your attitude is what will make or break the experiencefor your enrollee. The important thing is to be sincere and genuine. How do youaccomplish that? Observe.

If you reward your new enrollee, Bob—who is a major sports fan—with tickets to thelocal symphony, he may appear grateful, but will probably wonder about your sincerity.

How you celebrate should be wholly determined by who it is you’re celebrating. It takes only a few minutes to figure out what people like, what parts of the

business they may struggle with, and where they need encouragement. Once you’vedone that, celebrate with them in a serious manner. Tell them just what they did thatwas successful. Be specific. Tell others about the hard work you’ve witnessed. Let themknow that you noticed their efforts. Your words and encouragement will likely meanmore than any reward you can come up with. Attach a suitable reward on top of thatand you’ll create a moment in that person’s life they will treasure for a long time.

Get On the Phone!

David: Patty, I just wanted to tell you how great you did at your presentation theother night.

Patty: Oh, thank you. Well, I was a little nervous.

David: I could tell you were at first, but you know, your enthusiasmfor the products and the company just came bubbling out of you. Assoon as you got going, you really had their attention. You spokeabout The Vitality Pak™ like a pro. And your story about your firstenrollment was really personal and inspiring. And hey, you gotthree enrollments out of it! That’s great! You’re on your way. Acouple more of these and you’ll be doing them without eventhinking about it.

Patty: Well thank you! I was pretty excited.

David: You should be. Just give yourself time, Patty.You’ve got the enthusiasm to do this, believe me.You’re going to get there. Anyway, I just wanted tocall and thank you for your determination andeffort. Let me know if there’s anything more Ican help you with.

Activity Five

THE MORE PEOPLE, THE BETTER

One-on-one celebration can make a bigimpact. One-with-many celebrationmakes an even bigger impact.

Melaleuca sponsors meetings and Fast Tracks to not only train and setexamples, but also to encourage publicrecognition and celebration. Leaderswho organize a meeting with a lot ofpeople create an atmosphere perfect for public celebration. Applause, front-of-the-room recognition, and groupenergy all create a powerful experiencethat produces lasting motivation andencouragement.


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TRY THESE IDEAS

Ways to Celebrate

Call

Send a card or note

Email

Have dinner out

Director’s dinners

Meeting recognition

Send flowers

Large celebrations

How to Celebrate

· Call the enrollers in your business. Let them know that you care, that you noticewhat they are doing. Simply say “congratulations” or “thank you.”

· If you don’t reach them on the phone, leave a message congratulating them.· Thank your customers for remembering to place their order. Share a product storywith them.

· Call to congratulate an enrollee on an advancement.

· Send a nice card to those who have advanced.· Send a card to new customers thanking them for joining your team.· Send a card encouraging new business builders to reach their goals.

· Write a quick email to build someone up—let them know how hard they’veworked.

· Send the email to your entire organization—ask others to reply to the celebratedperson.

· Take your new Director out for dinner to their favorite place.

· Invite everyone in your organization who has achieved Director status out todinner. Rent out a banquet room, cater some food, put together plaques and awardcertificates, and enjoy the evening.

· At every meeting, take a few moments at the beginning to recognize achievement.Say something, have the person stand up, let others applaud, hand out smallprizes, and give time for public recognition and encouragement.

· Send a nice bouquet when they turn Director or Senior Director.· Send something small during the holiday season.

· Have an evening by the lake with a barbecue and boat rides.· Take everyone to the fun park.· Roast a pig outdoors and have horse rides.


Activity Five

Ways to Celebrate

Fast Tracks

Open house

Meeting after the meeting

Conference calls

Leadership retreat

Immediate goodies

Traveling trophies

How to Celebrate

· Give Melaleuca products, other small gifts.· Invite people up in front of the room so all members can recognize and seethem.

· Create an atmosphere of celebration and goodwill for all members present.· See more in the Activity Six summary.

· Conduct an hour of training followed by a potluck.· Honor business builders, recognize success.· Let everyone share what’s working and what’s not.

· After a business meeting, meet at a favorite restaurant or ice cream parlor.· Talk over what went on in the meeting.· Create energy and synergy.

· Once or twice a month, arrange a conference call.· Ask someone to conduct it that can give experienced training.· Use the first 10 minutes to recognize achievement by all who are on the call.

· Set up a retreat in a removed location.· Take your top leaders.· Participate in team-building activities.· Listen to audio tapes, watch video tapes.· Take time to relax and socialize in a peaceful atmosphere.· Plan, set goals, strategize.

· When something great happens, break out the Access and Attain bars.· Make a run for low-fat frozen yogurt.· Order pizza.

· Create a traveling trophy that’s awarded to a selected individual (or couple) eachmonth.

· Define the criteria and involve your leadership team in determining the winner. (continued on next page)


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Ways to Celebrate

Make a fool of yourself

Take pictures

Gift certificates

Balloons

Group outings

Give tickets

Give Melaleuca products

Hold contests

How to Celebrate

· When a goal is achieved, dance the Macarena, take a pie in the face, eatspaghetti with no hands, sing a song, dress in mismatched clothes.

· Take a picture of your new enrollee being congratulated by you oranother leader.

· Frame it and give it to the person.

· Give a gift certificate to a favorite restaurant, store, the movies, fun park,or for a massage.

· Send a collection of balloons to the person’s place of work or home.· Give balloons as a prize at meetings.

· Go to a ball game, a theater show, a concert.

· Give tickets to games, concerts, shows.

· Give products.· Give merchandise.· Give business-building tools.· Give product brochures or information packets.· Give the New Horizons flip chart.

· Announce a contest to win a trip to the annual Melaleuca convention.· Let everyone know the criteria.· Award the trip at an evening meeting or dinner.

ACTIVITY FIVE REVIEW

1. Celebration is critical to business success.

2. Reward the actions you want duplicated.

3. Recognition together with a fitting reward creates lasting motivation.

4. Celebrate measurable activities, like setting appointments, enrollments, advancements, and reaching specific goals.

5. Give your Marketing Executives public recognition at Melaleuca meetings and Fast Tracks.

6. Be sincere!

ACTIVITY SIX:ALWAYS BE INVOLVED

WITH FAST TRACK

“There is no doubt that Fast Track has

been the key part of our growth. The

great thing about Fast Track is that it

is the most empowering critical

activity. In Fast Track, you can utilize

all seven critical activities. It’s the way

to train new leaders coming up. It’s

creating ‘turbo-energy’ in our

organization, spreading out to various

cities, and boosting our growth.”

Charleen and Mark Tajiri,

Executive Directors V, Hawaii

ACTIVITY SIX THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES 46

What Is a Fast Track? A Melaleuca Fast Track is a results-driven program designed to help yourorganization grow. A series of meetings lasting between four and six weeks, the FastTrack helps participants set goals, create action plans, implement those plans, reportresults, and celebrate success. Team leaders provide motivation, support, andtraining, and facilitators organize the schedule and recognition awards.

Five essential activities make up the core of every Fast Track event.1. Assess the business and set goals. Fast Track participants determine where theywould like to be by the end of the Fast Track period. Specific goals include numberof enrollments, status level achieved, number of Career and Value Packs sold,number of appointments set, and in-home presentations completed.2. Create an action plan. Each participant—with the help of the team leader—creates a detailed action plan for how he is going to achieve his goals. Using acalendar, he determines what day and time he is going to set appointments, hold anin-home presentation, report to his team leader, and more. Only by creating thisvery detailed plan do goals become tangible.3. Implement the plan. After the Fast Track meeting, the participant follows throughon his action plan, tallying his results and reporting to his team leader on schedule.4. Report and celebrate success. Each week, team leaders report results for theirteams. Those activities that meet the criteria for success are recognized. 5. Train and develop leaders. Take 10–15 minutes of each Fast Track meeting toconduct training on the Seven Critical Activities. You may want to have everyonebring their Seven Critical Business-Building Activities booklet and use some of theexercises or examples inside. When conducting your training, remember to brieflyexplain, demonstrate, practice, and evaluate.

ACTIVITY SIX:ALWAYS BE INVOLVED WITH FAST TRACK

Fast Track is a self-perpetuating system for growing your business. Always be involved in Fast Track.

A FAST TRACK…

Is a proven way to grow yourbusiness.

Is a fun, action-packed series ofmeetings that focus on correctbusiness activities.

Is time for business builders to gettogether in teams, learnproductive activities, practiceskills, and set goals.

Is a chance for everyone to worktoward goals with the support ofteam members and the facilitator.

Is an opportunity to learn whilecelebrating accomplishments andhaving fun.

Creates real business growthfollowed by effective business-building activities.

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47 THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES ALWAYS BE INVOLVED WITH FAST TRACK

WHY SHOULD I SCHEDULE OR ATTEND FAST TRACKS?

Activity Six

Reason

Creates commitmentand excitement

Increases personal enrollments

Increases product understanding and belief

Creates more Directors

Develops solid relationships

Provides opportunity for celebration

Results

Team growth and goal achievement

Business growth

Higher Product Point orders and increasedcommissions

Ongoing organizationalgrowth and leadership

Business stability and retention

Business energy and growth

Why

People working together andsupporting one another achievemore success than any one personworking alone.

Through Fast Track trainings, role-playing, team motivation, and mentoring, participants learn criticalbusiness activities that help increasetheir ability to gain enrollments.

Fast Tracks are the perfect venue for sharing product stories andintroducing new products; participants increase their ownorders and gather more informationto teach others the value ofMelaleuca products.

Fast Tracks help participants set goalsand create specific plans forachieving them; these plans, alongwith the accountability produced by the team atmosphere, create better results.

Fast Tracks help people shareaccomplishments, frustrations,learning experiences, and funtimes—relationships form that can help the business survive bothprosperous and difficult periods.

Fast Track meetings are perfectopportunities for recognition and celebration; participants experience rewards directly related to their efforts.

“I always encourageleaders to be surethey’re setting agood example. Youcan put on the bestFast Track in theworld, but if you’renot setting theexample, it’s notgoing to goanywhere. Makesure you’re doingall seven criticalactivities. Let themknow that you’reenrolling, you’redoing in-homes,you’re sellingCareer and ValuePacks, you’recreating results.Motivate others bywhat you doyourself.”


48ACTIVITY SIX THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES

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THE BASICS OF A SUCCESSFUL FAST TRACK Time The Fast Track is designed to run four to six consecutive weeks (at youroption) and should be scheduled on the same day, at the same time each week(always start on time). Consistency is vital to success.

Who Include committed Marketing Executives who work closely with one anotherin their businesses; e.g. your personal enrollees and their enrollees.

Teams Teams usually consist of 8–10 members. There is no limit to the number ofteams, as long as you can manage the group size.

Leaders As a general guideline, leaders should be Director II or above, as they needto have experience at personally enrolling customers and developing Directors.These leaders should also be organized, accountable, and willing to put in extraenergy and effort to keep the team focused on goals.

Fees You may need to charge a fee for participation. This money helps providerecognition prizes and offsets any other related costs. These fees should not exceed$25US per business and should be used for prizes.

Product Experiences You should start every meeting with a product experience.

Goals Goals should be set the first week and revised or added to each following week.

Action Plans After participants set goals, they should put an action plan into placeto help reach those goals.

Celebration Personal accountability and reporting happen on a weekly basis. Thefacilitator establishes a recognition system and rewards everyone’s accomplishments.Celebration of success is a key part of each weekly meeting.

Participation Once the last week is concluded, participants should be encouragedto attend the next Fast Track.

WHERE SHOULD I HAVE THE FAST TRACK?

Hold your Fast Track anywhere thatis conducive to group interaction.For smaller Fast Tracks, the home isthe best place. For medium or largeFast Tracks, use a small conferenceroom or meeting room. Melaleucadoes not recommend that you spenda lot of money on the meetinglocation itself. The focus of the FastTrack should be on the criticalactivities to grow your business, noton the room décor.

“Fast Track is the best way to recharge your batteries—the more energy you

have the faster you grow.”


THE FAST TRACK CD-ROM

Melaleuca offers business builders a Fast Track CD-ROM that outlineseverything you need to know to conduct your own Fast Track. Frompreparation to implementation to evaluation, this CD will give you step-by-step instructions, as well as supplyyou with all the forms you’ll need.


Guidelines for Host or Facilitator1. When you host, there are certain roles you must assume.

· Lead the group by energy and example· Send out reminders of the meetings, and send follow-up emailsafter the meeting reminding people of their goals

· Be prepared to conduct training· Come each week with new ideas and lots of enthusiasm to share· Have a positive, fun, and exciting attitude

2. Make Fast Track a results-based, meaningful experience.3. It takes time to work out a Fast Track format that is right for your

group; don’t expect it to be perfect on your first try.

Guidelines for Conducting Meetings1. Be on time

· Award points for being on time or hold on-time prize drawings2. Attend all meetings

· Every meeting is essential for full benefits· Each person who attends all meetings may receive extra bonus points

3. Keep all commitments· During the Fast Track, you’ll be asked to make commitments such as calling your group leader at a certain time each week and completing the goals you have set for yourself

4. Be courteous· Everyone should be courteous to whoever has the floor· No side talking or interrupting· Be constructive in your comments; don’t take the team off task

5. Report all totals accurately and before the deadline· Helps things run smoothly· All totals for the week must be called in by a prearranged deadlineto the team leader

Activity Six


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SAMPLE WEEKLY FORMATWeek OneWelcome and Expectation Take a few minutes to welcome your participants.Explain that Fast Track is an action program designed to help organizations grow byenrolling customers and developing Directors. Conclude the welcome with productexperiences and announcements.

Training and Role-Play Activities Training should be concise (10–15 minutes) andactivity-based. Role-playing can be very helpful to participants. Remember to explain,demonstrate, practice, and evaluate.

Weekly Goal Setting and Call to Action Marketing Executives involved with theFast Track must set weekly goals. Help them assess their current business status anddetermine where they would like to be and what they would like to accomplish.Once a goal is set, help them set up action plans made up of specific activities theywill need to perform to reach their goals.

Implementation Define specific times, places, and activities for the next week thatwill help participants complete their action plans. Each team leader should beresponsible for assisting and mentoring their teams throughout the week.

Report By setting goals and being accountable to those goals, participants will beable to focus on specific activities that will help their organizations grow.

Challenge Each weekly Fast Track meeting should end with a challenge that is specificto the next week. Break down the goal into accomplishable steps so the participantsknow exactly what they need to do during the next week to grow their businesses.

THE FAST TRACK PROCESS

Assess Business/Set Goals

· Where am I today in my Melaleucabusiness?

· What areas in my business needimprovement?

· What is my next most immediategoal?

· What part of that will I achieve during this Fast Track?

· Who will I work with to achievethese goals?

Create an Action Plan

· How many calls do I need to make?

· How many presentations do I needto do?

· How many in-homes will I plan?

· Who will I work with?

Implement

· Team captains calendar the week.

· Compare schedules and book times.

· Plan an in-home.

· Help each member set appointments.

· Plan times to talk and follow up daily.

Report and Celebrate

· Let people know exactly what activities will be rewarded.

· Hold people accountable and keeptrack of results.

· Make sure everyone reports on time.

· Reward as many people as possible.

· Make it fun.


Subsequent WeeksCelebration: At the beginning of each Fast Track meeting, spend time recognizing individualparticipants and teams for their accomplishments.

Training and Role-Play Activities: Conduct another training and/or role-playing exercise. Becareful to keep it under 15 minutes.

Weekly Goal Setting and Call to Action: Follow the same plan as the first week in goal settingand action plans. Have every participant go over his or her goals and make adjustments as needed.

Challenge: Challenge every team with goals for the next week.

Concluding WeekCelebration: You are now prepared for the best and most important part of Fast Track. Using thedata that you have compiled, recognize the individual and team accomplishments. Make thisexciting, filled with applause and recognition for a job well done!

Training: Conduct the typical training session, perhaps tailoring this training to answer any finalquestions.

Invitation: At the conclusion of your Fast Track, be sure to extend an invitation for the next FastTrack. If you have prepared prizes for the next Fast Track, announce those prizes. Review theaccomplishments that were made during this Fast Track (such as number of new Directors, totalnumber of enrollees, etc.). Make sure any new enrollees who are committed to becoming aDirector are invited to participate in the next Fast Track.

“Fast Track has done amazing things for our business. Every week we take an evening and have people come to our home and form teams. We do a presentation, make phone calls,and do a mini Fast Track. Fast Track helps us grow our business.”

Trixie &Rod Overcashier, Executive Directors IV, Minnesota

Activity Six


ROLE-PLAYING AND GETTING RESULTSFollowing are several role-playing suggestions for you to try in your Fast Track.

Contact List· Give your team three minutes to write down all the people they know who have theletter “J” in their name, all the people they know in the computer field, or use theContact Suggestion List provided on page 7 of this booklet.

· Break the contact list into categories. For example: past, present, and future contacts;A (really interested), B (might be interested), and C (customers only) contacts; orcome up with your own system to organize your list.

Setting Appointments· Have team members write down a profile of someone on their contact list. Does sheneed more time with family? Does he work too many hours a week? Are theystruggling to pay bills? See how much information each member can recall.

· Hold a phone party.

Presentations· Break up into groups and have each participant present two or three pages from theNew Horizons presentation. The other members of the group give kind but honestfeedback on the style, tone of voice, pacing, and body language of the presenter.

REGULARLY SCHEDULED FAST TRACKSMany successful Marketing Executives conduct regularly scheduled Fast Tracksevery week. For example, the Fast Track is scheduled every Friday at 7:00 p.m. at thesame location. The advantages are:· No need to make numerous calls to invite—once you have these running, the word gets out

· No need to shuffle everyone’s schedule to fit—everyone knows to keep Friday nights open

· No need to plan weeks in advance for time and location—you know where andwhen it’s happening every week

· The Fast Track remains an open invitation for anyone who might be interested inMelaleuca and can help get some prospects over the edge

· This plan also works for regularly scheduled New Horizons presentations

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TIPS FOR PHONE PARTIES AT FAST TRACK

· Select a night or time when phonecalling will be most productive.

· Break your teams into groups of4–10 people, each with a phone.

· Choose one person to make the firstcall, then pass the phone around thetable so each person has a turn.

· Briefly celebrate each appointment set.

· Remember to coach one another onways to overcome those concerns.

· Keep the environment fun and fullof support.

· Track the results using a tally sheet.

TRACK RESULTS ANDRECOGNIZEACHIEVEMENTS

Use a points system during thecourse of the Fast Track to trackresults and identify those whoshould be recognized. You willneed to set point values forproductive activities that can beaccurately measured. Thefollowing are suggested activitiesthat could earn points:

· Actual enrollments

· Extra points for Circle ofInfluence (4–7 enrollments) andExpanded Circle of Influence (8or more enrollments)

· Career and Value Pack purchases

· All team members enrolling

· Goal setting with mentor

· Attendance

· Participation

· Others as you deem appropriate


GUIDELINES FOR EARNING AND AWARDING POINTSEnrollments· An enrollment counts only if 1) all the paperwork is completed, 2) the enrollmenthas been called into Melaleuca, and 3) an order is placed.

· You must bring the complete paperwork to the meeting and show your team leaderin order to receive points.

Personal Directors· Every time a team member personally enrolls and develops a Director, he or shewould receive additional points.

Team Enrollments· If all team members enroll at least one Preferred Customer in any given week, eachperson may receive bonus points.

Fast Track Enrollment· Points may be given if a new enrollee (in the Marketing Executive’s organization)enrolls in an upcoming Fast Track.

Career or Value Pack· Points are given whenever a Career or Value Pack is ordered by a new enrollee. Theorder must have been placed with Melaleuca.

· The person who receives these points is the same person who would receive the$30US or $50US bonus (either the enroller or the assist).

Business Builders Foundation Series Tapes· This three-pack of tapes (#2241) includes valuable training and is highlyrecommended for business builders.Points may be given for purchasing them foryourself or a new enrollee.

Order Early· Bonus points may be given if the business builder orders before the 15th of the month.

Activity Six

“One of the best things we have ever done to dynamically grow our business isbegin conducting Fast Tracks! The weekly accountability, goal setting, andreporting back give everyone a reason to move their business ahead on a dailybasis with urgency. As they team up, they feel empowered to move to heightsthey never thought possible. One of our personals grew her business 78customers last Fast Track by teaming up with her 7 personal enrollees on herteam! She hit Director V, which has greatly motivated the rest of herteammates—and Senior Director is only a month away! We love Fast Track!”

Steve Peters, Executive Director VIII, Minnesota


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ACTIVITY SIX REVIEW

1. The five parts of a successful FastTrack include: assess the business andset goals, create an action plan,implement the plan, report andcelebrate success, and train anddevelop leaders.

2. All business builders should attend Fast Tracks to create measurableresults such as status achievements,enrollments, presentations, and developing directors.

3. Select team leaders who have experience and enthusiasm.

4. Collect fees only to pay for prizes andrecognition.

5. When hosting a Fast Track, be ontime, look professional, and set a goodexample.

6. Every Fast Track meeting shouldinclude brief training on the Seven Critical Activities.

7. Set guidelines for awarding points—make each goal something you canmeasure.

8. At the end of the Fast Track, celebratea job well done!

9. For more information and assistance,order the Fast Track CD-ROM.

ACTIVITY SEVEN:LEAD BY EXAMPLE

“When I was young and free and my

imagination had no limits, I dreamed of

changing the world. As I grew older and wiser

I discovered the world would not change, so I

shortened my sights somewhat and decided to

change only my country. But it too seemed

immovable. As I grew into my twilight years,

in one last desperate attempt, I settled for

changing only my family, those closest to me,

but alas, they would have none of it. And now

as I lie here on my deathbed, I suddenly

realize: If I had only changed myself first, then

by example I might have changed my family.

From their inspiration and encouragement, I

would then have been able to better my

country and, who knows, I may have even

changed the world.”

Written on the tomb of an Anglican

Bishop in the crypts of Westminster Abbey

ACTIVITY SEVEN THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES 56

ACTIVITY SEVEN:LEAD BY EXAMPLE

Give your customers and business builders a good example to follow and you’ll find that your customers will build a business the same way you do.

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A strong Melaleuca business leader leads by example because she knows that heractions are usually duplicated by those in her organization. Is she professional,product-centered, and positive? If so, others will duplicate her actions. Is shedisorganized, demanding, and late to meetings? If so, others will observe andduplicate these actions as well.

Think of someone in your life who has been a great leader. If they were a greatleader, they probably led by example. Typically, when we see someone that displaysall the characteristics we would like to have, we are highly motivated to copy thatperson and thereby learn those skills ourselves.

According to actor Will Rogers, “People’s minds are changed through observation and not through argument.” As you go forward in all your Melaleucaactivities, remember—your people are watching you. Set a good example!

Your first two months as a Melaleuca Marketing Executive are critical. You getonly one chance to create your story—make it as great as you can! Later, when you’reenrolling new customers and trying to encourage them to build quickly, they’ll wantto know how you did it. You’ll be telling your “getting started” story over and overagain, so it’s important to set your sights on reaching Director in your first month,and Director II in your second month.

“Converting your home toMelaleuca products with a Careeror Value Pack is the fastest andmost effective way to fullyexperience the best of our productline. When our Career Pack arrived,we took the products out of the boxand started using all of them rightaway. We loved them the very firstday and we knew we had productsthat we could share with everyone.”

Laraine Agren, Executive Director VIII, California

“We teach people to convert theirhomes to Melaleuca products. Weshow them what grocery storebrands are doing to people and theenvironment. I feel compelled tohelp others discover the safety ofMelaleuca products. Teachingpeople to convert their homes toMelaleuca products is a powerfultool for building your business.”

Brian Chandler, Executive Director VII, North Dakota

“Converting our home to all ofMelaleuca’s products made atremendous difference for ourfamily. We started out with a CareerPack and immediately fell in lovewith the products; we no longerhave terrible allergies! As a mom, Ilove that these products create asafe home environment for mykids. As a chiropractor, I lovehaving safe, natural products that Ican share confidently with others.”

Alison Wright, Executive Director III, Texas

57 THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES LEAD BY EXAMPLE

CONVERT YOUR HOME TO MELALEUCA PRODUCTSWhat would you think if the CEO of Dodge Corporation drove a Toyota? If yourfavorite Mexican restaurant cook chose Taco Bell for lunch? Wouldn’t you have adifficult time purchasing anything from these people?

When you join Melaleuca, convert your home to Melaleuca productsimmediately. Use them in your home, learn everything you can about them, andshare your experiences with others. Get in the habit of consistently talking or sharingproduct information. The people in your organization will see your example andconvert their own homes, spreading a powerful belief in the products that will serveas a strong foundation for your business.

How do you convert your own home? It’s simple. Take all the products youcurrently use that are replaced by Melaleuca products and then throw them away, orgive them away and tell the recipient, “I only use safe and effective products in myhome now.”

Purchase a Career or Value Pack and Extra Business KitsWhen you enroll, purchase a Career or Value Pack so you can convert your home asquickly as possible and gain eligibility for extra bonuses. Next, purchase 8–10Business Kits so you will have them to give when you enroll your first 8–10 people—that way they leave with the information in hand. These actions will get you off to afast start and serve as a good example for up-and-coming business builders. As aresult, they will build their business the same way.

Show Your CommitmentSpend significant time following up with your new enrollees and prospects. Maketelephone calls, send emails, write notes, stop by to visit. The more involved you arewith the people in your organization, the more motivated and encouraged they willfeel. They will see you as highly involved with a strong commitment to them and tothe company, and, best of all, they will learn from your actions and do the same forthe customers in their organizations.

Activity Seven

58ACTIVITY SEVEN THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIESAct

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DRIVE RESULTSIf you don’t get results in your business, not much else matters. Good leaders arethose who are focused on delivering results. They continuously drive results in their organization.

The Ability and Tenacity to Produce ResultsLeaders aren’t prone to excuses. No matter the situation, they somehow seem toachieve results month after month, year after year. Committed and hard working,they don’t let outside influences determine their fate. They know that with someextra effort and positive action, they can make it happen.

Responsibility Leaders are willing to take on the responsibility and go the extra mile to get the jobdone because they feel a strong responsibility to themselves and to others in theirorganization. When everyone else has given up, the strong leader goes that one extrastep to create success.

A Drive for ExcellenceLeaders have an inner motivation for excellence. Something inside drives them tocontinually improve. As a result, their presentations sparkle, they achieve more andmore enrollments, and they create secure relationships with others in their businesses.

Goal-OrientedMost achievers have a clear idea of what they want out of life, and they take theshortest route to go after it. That means setting clear goals and developing a step-by-step action plan to achieve those goals. Write down your goals, even the smallest ofthem, and continue to revisit and revise every month, every week, every day. You’ll bemuch more likely to stay on track as your business grows.

Hard-WorkingSuccessful people enjoy their work. They work with a total involvement that seems toshut out everything else. There is no such thing as easy money. Success takes hardwork and people who are willing to do it.

CaringMelaleuca leaders have a true and sincere concern for the others in theirorganizations. Through helping others succeed, their businesses will prosper. Haveyou noticed that most successful people are friendly and people-oriented? Thisendears them to others and enables them to lead others to accomplish the task.Melaleuca’s Executive Vice President of Sales Jeff Hill reminds Marketing Executives,“Sometimes in the daily challenges that life gives us, we miss what is reallyimportant. Are you taking the time to recognize the people who are working hard inyour organization? Perhaps if your business isn’t moving quite like you would like itto, this will provide some much needed nourishment.”

“You have two choices: you caneither forge ahead and make

further changes in the way youdo business, or you can maintain

the status quo. Be advised that thekey to continued success is never

to stand still. If you choose tobask in the warmth of sunny

accolades and continue doingbusiness the same way you always

have, the parade will pass you by,and you will soon find your

business arriving at the sunset ofits growth.”

Scott Clark, Author

“Every day we ask ourselves twoquestions: Who’s coming into our

business and who’s going toDirector? If we don’t like theanswer, we change our dailyactivities to accomplish the

results we’re after.”

Tommy Pisano, Executive Director VII, Florida


Activity Seven

ATTEND ALL MELALEUCA MEETINGSAs a Melaleuca leader, it’s important to attend and support all Melaleuca meetings.Not only do they offer you inspiration, ideas, and the training you need to grow yourbusiness, they give you the opportunity to develop a reputation as a supportive,involved Melaleuca leader whom others will want to emulate.

“Attend all Melaleuca meetings,” says President and CEO Frank L. VanderSloot.“Even if you have heard it all before, your presence adds to everyone else’s experience.Our culture needs to be one where, if there is a Melaleuca meeting in our area, peoplecan count on our support.”

What meetings are available to you? Check your latest issue of Leadership inAction for dates and locations. Melaleuca leads the meetings listed below, but youdon’t have to stop there. Organizations are always creating their own meetings, led byexperienced Melaleuca Marketing Executives and attended by business builders allover the area. If you find you need more meetings, by all means, create one yourself!

Convention: Held annually, the Melaleuca Convention helps train MarketingExecutives how to grow their business. Inspirational speakers, new products, andclasses all contribute to this learning atmosphere.

Launches: Semiannual business launches introduce new products, promote specials,and update leaders on the sales and marketing plans for Melaleuca.

Executive Director Presentations: Executive Directors frequently travel tomeetings around the country. They may conduct training, demonstrate apresentation, or help others present. These meetings are valuable to all MarketingExecutives because of the opportunity for sharing knowledge, techniques, and ideas.

Workshops and Trainings: Held by experienced Melaleuca leaders and members ofmanagement, these trainings are invaluable in the information and knowledge that isshared and practiced.

Monthly Company-Sponsored Conference Calls: These calls announce thepromotion of the month, provide inspiration, and keep listeners informed of thelatest developments.

Fast Tracks: A high-energy schedule of six consecutive meetings, the Fast Track is aresults-oriented program that helps business builders achieve their goals. MarketingExecutives who are serious about their goals should consistently enroll in Fast Tracks.

General Meetings: If you know about a Melaleuca presentation or other meetingoccurring in your area, attend! It’s a great way to show your support, build yourreputation, share with other business builders and gather new ideas.

YOUR ROLE AT A MEETING

Remember, what you do gets duplicated and others are watching you at meetings. So be sure to:

· Set a good example!

· Sit in the front row

· Be on time

· Pay attention

· Help make the product displayattractive

· Welcome new people

· Introduce yourself

· Tell a product experience

· Clap, cheer, participate

· Celebrate those who’ve experiencedrecent accomplishments

· Show appreciation and support

· Avoid negative comments

“Melaleuca events teach, inspire, andallow you and your team to see the bigpicture. If you do not attend, your teamwill not attend, and your wholeorganization will lose momentum.”


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CULTIVATE A POSITIVE ATTITUDEMelaleuca thrives on positive attitudes and passionate energy. According toleadership author John C. Maxwell, “People catch our attitudes just like they catchour colds—by getting close to us. It’s important that I possess a great attitude, notonly for my own success, but also for the benefit of others.”

Charles Swindoll said, “Attitude… is more important than facts. It is moreimportant than the past, than education, than money, than circumstances, thanfailures, than successes, than what other people think or say or do. It is moreimportant than appearance, giftedness, or skill. It will make or break a company, achurch or a home. The remarkable thing is that we have a choice every day regardingthe attitude we will embrace for that day. We cannot change our past. Nor can wechange the fact that people will act in a certain way. The only thing that we can do isplay on the one string we have, and that is our attitude. I am convinced that life is 10percent what happens to me and 90 percent how I react to it.”

Think of those people you truly admire. Most likely, they have one thing incommon: their attitude toward life, work, and family. Those attitudes determine thepassion and energy levels they put into their daily activities. As you proceed withyour Melaleuca business, remember to follow these tips:· Remember your “why” and keep it clear in your mind as a constant source ofinspiration and motivation.

· Keep all conversations positive and supportive.· Surround yourself with others who have positive attitudes.· Announce your meetings and keep them open for new visitors (even those who arenot part of your organization).

· Help others to be successful, even if they’re not in your organization.· Always speak positively of your team members, the company, its programs, otherMarketing Executives, leaders, and management—by doing so, you’ll create anoverall perception and feeling about Melaleuca that is positive and beneficial.

· Don’t waste time on negative thinking!

“Once your mind is set into aparticular attitude, you have very

little ongoing conscious controlover the signals your body sendsout. Your body has a mind of its

own, and it will play out the patterns of behavior associated

with whatever attitude you findyourself experiencing.”

Nicholas Boothman, Author

“Your life today is a result of yourattitude and choices. Your life

tomorrow will be the result of yourattitude and the choices you maketoday. Choose success. Start today.The things you do today that you

don’t have to do will determinewhat you have and what you will

be when you are no longer able todo anything about it.”


AM I TRUE TO MYSELF?by Edgar Guest

I have to live with myself, and so

I want to be fit for myself to know,

I want to be able, as days go by,

Always to look myself straight in the eye;

I don’t want to stand, with thesetting sun,

And hate myself for things I have done.

I don’t want to keep on a closet shelf

A lot of secrets about myself…

I want to go out with my head erect,

I want to deserve all men’s respect…

I can never hide myself from me;

I see what others may never see;

I know what others may never know;

I can never fool myself, and so,

Whatever happens, I want to be

Self-respecting and conscience free.


Activity Seven

LEAD WITH INTEGRITYAuthor John Maxwell calls integrity “the most important ingredient of leadership.When I have integrity, my words and deeds match up. I am who I am, no matterwhere I am or who I am with.”

Integrity is critical to your business success because Melaleuca is largely basedon relationships. Dishonesty, exaggerations, gossip, poor follow-up, egotism, andduplicity are quickly recognized and communicated from person to person in anorganization. Nothing could be more detrimental to your success!

A person with integrity is a whole person—one whose actions match up withher system of values. This helps a leader to earn the trust of those who follow.

Consider the following scenario: John does a good job of setting upappointments for 48-Hour Follow-Ups with his new enrollees, but he’s frequently aday or two behind. In an effort to motivate enrollees, he sometimes exaggerates hisown accomplishments or the results of others on his team. When talking with hismost successful enrollees, he often complains about the poor job that others are doing.At meetings, these biases are often evident as he repeatedly favors the efforts made bycertain individuals, and focuses too much on where his team needs improvement.

Imagine another scenario: Laura tells her enrollees to always be positive. At thenext meeting, they witness her circling the room, smiling, encouraging people,showing interest in them. Even after a long day, they see her cheering andparticipating at an evening Fast Track. They get the sound impression that attitude isimportant, and they work at developing those same skills in themselves.

Integrity builds trust and helps people feel confident in your words and deeds.The more integrity you have, the more you can influence others. “Leaders must live byhigher standards than their followers,” says John Maxwell. In Melaleuca, there are noshortcuts. We cannot expect any more from others than we are willing to do ourselves.

INTEGRITY WITH MELALEUCA

· Adopt a mission of helping enhancethe lives around you

· Be honest in your communicationswith everyone

· Represent the company honestly and fairly

· Report your achievements accurately

· Follow through on your responsibilitiesand commitments

62ACTIVITY SEVEN THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES

BUSINESS-BUILDING TOOLS AND GUIDESFollowing are several business-building tools and guides that Melaleuca providesfor your education and information. These are also all listed in your monthlyLeadership in Action magazine. You can order these anytime you need knowledge,inspiration, and motivation.

· B.E.S.T. Series CD or Cassette· B.E.S.T. from Past Series Cassette· New Horizons Video· The Seven Critical Business-Building Activities Book and CD-ROMs· Why Melaleuca! CD or Cassette by Frank L. VanderSloot· Corporate Director Series CDs or Cassettes · Courage & Determination CD or Cassette by Frank L. VanderSloot· Enhancing the Lives of Those We Touch Cassette by Frank L. VanderSloot· The Melaleuca Story CD or Cassette by Frank L. VanderSloot· You’re Gonna Rip! CD or Cassette by Frank L. VanderSloot· Frank L. VanderSloot Collection CDs or Cassettes· Setting Appointments Video by Mark and Myrna Atha· Financial Wellness in the Golden Years CD or Cassette by Vera Pember and

Elizabeth Lindberg· Product Centered In-Home Presentations CD or Cassette by Kirsten and Bruce Newby

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ACTIVITY SEVEN REVIEW

1. The best thing you can do for yourorganization is to lead by example.

2. When starting your business, convert your home to Melaleucaproducts, achieve Director status, purchase a Career or Value Pack along with extra Business Kits, and always communicate.

3. Attend all Melaleuca meetings to learn and offer support.

4. Always work to drive results,including assuming responsibility,a drive for excellence, the ability toproduce results, and showing aconcern for others.

5. Make the choice to have a positiveattitude.

6. Lead with integrity—make youractions match your words.

7. Take advantage of Melaleuca’s business-building tools.


YOUR INITIAL CONTACT LISTUse the following spaces to write down names to add to your initial contact list. Then look up their phone numbers and keep them handy to help you make appointments for future presentations.

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Follow Up

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64ACTIVITY SEVEN THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES

YOUR INITIAL CONTACT LISTUse the following spaces to write down names to add to your initial contact list. Then look up their phone numbers and keep them handy to help you make appointments for future presentations.

Name PhoneDate


Follow Up

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“Don’t expect to just

stumble onto success.

Go in search of your goals,

overcome limitations, and

choose to focus the use of

your time on effective

activities. In building a

Melaleuca business,

there are specifically

seven critical activities

that will lead to success.

I guarantee that if you do

them, you won’t look

back with regret.”

Frank L. VanderSloot

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