Brilliant In The Basics

The Fundamentals

I. Essentials for Success• Your clear, compelling purpose

• A definite plan for action

• Self-generated discipline & consistency

• Mastering your attitude & thoughts

II. Use the AdvoCare Products

• It provides your confidence• It provides your competence• It provides your credibility• It provides context for

conversations

III. Talk To PeopleYour Natural Market1. Closest relationships; their markets2. Close relationships; their markets3. Casual relationships; their markets4. Acquaintances; their markets5. People you meet; their markets

Talk To People

• Your Natural Market

• “Who do you know…?”

• Personal Observation; Pay Attention

• Share good things with friends!• Always smile!• Be genuine and polite!• Identify a point of connection!• Be enthusiastic and confident!“How you feel about what you say is more important than what you say.”

What Do You Say?

Conversation Starters: Products

“May I ask – are you currently using anysupplements? Great, I do too, and I’ve foundsome powerful products that make a realdifference in my day…”

“I’ve noticed that you really pay attention to your diet…”

Conversation Starters: Products

“You obviously work out regularly…”

“What do you do to help keep your energy up allthrough the day? - I’ve found something really strong…”

“If you could change some things in your diet and health, what would they be?”

Conversation Starters: Products

“I saw you reading that diet book. How is it working for you?”

“I’ve been thinking about you…I’ve found something I think you’d appreciate and I’d liketo share it…”

What Do You Say?

Your Product Story:1. Where I was2. What I saw / heard3. What I did

4. Results (lbs., inches, other details)5. Other benefits (energy, clarity, etc.)6. A question…

Conversation Starters: Business

“May I ask what business you’re in? How do you like what you’re doing?”

“Have you looked at any ways to earn some extra income? What have you considered?”

Conversation Starters: Business

“I’ve found a solid way to earn extra money I can apply to my debt; I have a plan to be debt-free in 2 yrs. Can you imagine what it would feel like to not owe anything to anyone?”

Conversation Starters: Business

“You’ve been on my mind…I’m building analternate income and I’m looking for a few keypeople I can help do the same. I don’t know ifmy plan would interest you or not, but if it doesyou and I could do something good together.May I share it with you?”

What Do You Say?Your Income Story

1. Where I was2. What I saw / heard

3. How quickly I moved to Advisor4. My earnings to date5. What I see ahead6. A question…

What Do You Say?• Your Product Story• Your Income Story

1. Write it out; rehearse it out loud

2. Two versions: 30 second; 3 minute

3. End with a question:

“What interests you about what you’ve heard?”

IV. Those Most Likely…• Product-Users:1. Attentive to their health

2. Taking steps to improve their health3. Willing to enter a process for change4. Looking for “lifestyle”, not “magic”5. Willing to purchase products6. Willing to learn to use correctly

2 Key Questions:

1. “What 1 or 2 key changes would youlike to make in your health and nutritionnow?”

2. “On a scale of 1 to 10, how serious are you about making those changes?”

V. Guide and Direct

In many cases, using the24-Day Challenge Guide,

you will guide the prospect to an initial product approach.

www.advocare.com/24daychallengewww.advocare.com/elite

“The Fortune Is InThe Follow-Up”

Follow-Up with Product Users1. Set the expectation:

“My job is to help you get the resultsyou want; I’m going to be in touch withyou regularly to help you succeed.”

2. Contact 1st, 3rd, 7th and 10th days

“Follow-Up”

3. Assume it is going WELL!4. Ask questions…

-How/when did you take product?-Are you happy with the way you feel?-How can I help?

5. Ask: “Who do you know…?”

VI. Those Most Likely…Business-Builders :1. Desire and Disgust

2. Character / Integrity3. A financial (money) motivation

4. A strong, action-oriented work ethic5. A teachable spirit

6. A circle of influence7. A sense of urgency…”Do It Now!”

Business RespondersFollow-up with Business Responders IMMEDIATELY!

1. Have a Business Conversation:

a. Invest time up-front; save time later

b. Help them move for their own reasons

Business Responders

2. 5 Key Factors to Talk About:1. Target income?2. Time available?3. Together/team4. Talking to People5. Tempo – sense of urgency

5 Key Factors

1. Target income?

“What kind of extra income wouldhelp you over the next 30

days?

“What would that mean for you ?”

5 Key Factors

2. Time available?

“I’ve got my date book right here; whereis your available time this week for us togo to work?”

5 Key factors

3. Team / Together

“We’ll do this together, as a team.I’ll guide you, you’ll earn andlearn; how does that sound fair to you?” (2-on-1; 3-way calls)

5 Key Factors

4. Talking to People

“We earn by talking to peopletogether about products andbusiness. I’ll guide you as wego; how does that sound?”

5 Key Factors

5. Tempo – sense of urgency

“We can get started right now;who can we sit down with first?”

5 Key Factors

• The answers tell you – and him/her – what happens next.

• The answers give you freedom to re-visit or clarify their intentions.

5 Key Factors

Target, Time, Together, Talk, Tempo

• Role-models the right approach

• Supports duplication

• Creates an organizational culture

• Creates unity of team message

Business Responders

Help them create their NML

• It affirms they have a vibrant market

• It engages their emotions and mind

• It frames the initial order

Business Responders

1. Advisor (40%) is the target (ASAP)

• It is a business decision

• It opens 3 key potential income sources

• There are multiple ways to get there

2. Show starting options / discounts

Retail

$3000$1500$500

-

Out-of pocket

$2100$1050$375$79

Discount

40%30%25%20%

Potential Profit

$900$450$125

-

Business Responders

Business Responders

3. Ask:“Which works best for you right now?”

• Don’t box them in either way!

• They will protect their own pockets!

• Your job is the same in any case!

Business Responders

• You generate the “right now” mentality

• You respectfully guide/direct activity

• You work with those engaged in theright activities – action is the gauge!

Business Responders

Result-producing , Goal Achieving activities:• 1-on-1 and 2-on-1 presentations• 3-way phone calls• Mixers• Primary and secondary recruiting• Follow-up

Business Responders

Target, Time, Together, Talk, Tempo

IF YOU WILL…• Clarify possibilities / expectations;• Commit yourself;• Help them earn in the first 72 hours,

Chances are they will stick!!!

VII. Train The Bullet-Proof Shield

When questions are raised…

1. Expect them as part of the process

2. Pay attention and show respect

3. Smile and maintain eye contact

The Bullet-Proof Shield

Respond with sincerity and certainty

If possible, defer it to later and move on.

If not …”I’m not an expert on that, but what I do know is…”

The Bullet-Proof Shield

The Bullet-Proof Shield

• The Scientific / Medical Advisory Board:– Expertise, Experience, Reputation

• The Endorsers:– Pro / Am, Safety, Confidence

• Your Story and others:– Enjoying great, sustained results

• The Satisfaction Assurance:– Your satisfaction is our pledge

VIII. Move To A Decision• Summarize – “Here’s what I’ve heard that you want to do…”

• Identify – “I understand; I was in a similar place myself…” (feel, felt, found)

• Assure – “I’m confident you’re going to find AdvoCare to be a great solution…”

• Direct – “Here’s what we’ll do together…” And Finally…

Move To A Decision

Smile, and wait for him / her to respond!

• Ask – “Let’s get started right now; what do you say?”

Finally, Always Remember…

SINALOA

“Strength in numbers,and the Law ofAverages.”