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Enhancing the Lives of Those We Touch, By Helping People Reach Their Goals You can make your dreams come true by building this business and following that Mission Statement !

Your life today is the result of YourAttitude and the Choices You have madein the past. Your life tomorrow will bethe result of Your Attitude and the ChoicesYou make today!Jim McCune Corporate Director

Develop Directors & Leaders With a Solid Start In The First 90 Days

Proven Ways to Build Your Contact List & Approaches1A contact list is simply that a list of names of people you intend to contact. People you knowPeople you dont know (yet)FriendsFamilyAcquaintancesColleaguesBabysittersTeachersNeighborsCommunity leadersEtc.

What Is a Contact List?Melaleuca Workshop 20118/19/2011 6:19 PM2Dont worry about people saying NO to you

Worry about them saying YES to someone or something else.

Understand that lots of folks are like a deer in the headlights. Some are wondering what the government is going to do for them, the others are wondering what the government is going to do to them.Everyone needs a Plan B in this economy!Proven Ways to Build your Contact list3Know their concerns and needs (sick & tired of being sick and tired). Most are in a rut; to work and back. Many are now looking for a Plan B in todays economy. Almost everyone, if shown this business correctly is interested in another source or stream of income. It seems like 401 K's have or are becoming 201K's). Higher Taxes and inflation are coming.*Ask friends for successful peoples names and numbers: I need your help. Im looking for... Who do you know?Trade shows and job fairs, home shows--not as an exhibitor, but exchange and collect business cards.

Proven Ways to Build your Contact listMelaleuca Workshop 20118/19/2011 6:19 PM4 F Family (Married, kids, grandkids, etc.) O Occupation (What they do, what do they like about it, dislike about it. I bet you make great money.) R Recreation (What do they do for recreation, fun, etc.) M Money/Message (When you go through questions about the first three, you will have an opening to add to your list or set an appointment to share our business with them).

Proven Ways to Build your Contact listMelaleuca Workshop 20118/19/2011 6:19 PM5Ask questions to clarify their situation ...it could be something as simple as:

"Tell me more about that" or

"How does that make you feel?" orHow would that change your life?

"What would you like to change aboutyour situation?"

Open ended questions like these give them the chance to express feelings they don't normally talk about ...and instantly "endear" them to you.(You've quickly become a friend who listens and cares!)Proven Ways to Build your Contact listMelaleuca Workshop 20118/19/2011 6:19 PM6MeetupsMeetup.com Sign up Search for groups in your local area (by topic)Why? Because you have something in commonMake a professional profileGet to know them firstLet them ask you about what you doFacebook Linkedin--Unlimited potentialMelaleuca Workshop 20118/19/2011 6:19 PM7Fear of RejectionFear of Imposing on someoneFear of ObjectionsFear of What Some Might ThinkFear of the Unknown

F.E.A.R (False Expectations Appearing Real)Melaleuca Workshop 20118/19/2011 6:19 PM8Our doubts are traitors and make us lose the good we oft might win by failing to attempt. William ShakespeareYou have to force yourself to do the things that you have to do that will move your business forward.

Our DoubtsMelaleuca Workshop 20118/19/2011 6:19 PM91. The How 2. The WhyWhat to say MindsetHow to handle Posture resistance BeliefThe How The WhyMelaleuca Workshop 20118/19/2011 6:19 PM10

Quick StartFind 8 to 20 people who take a bath, wash their clothes, brush their teeth and want to make an extra $2-10K a month. Then help them invite others to in-home meetings, one on one presentations or online webcast briefings. 11Mindset: Ask yourself the followingAre they already a consumer?Do they need our products/Business?Will they be better off with our products/business?Are they on someone elses list? Mindset

Melaleuca Workshop 20118/19/2011 6:19 PM12Genuine enthusiasm and confidenceAre you mentally prepared to set the appointment?Have you mastered the right thing to say, and what not to say? PostureMelaleuca Workshop 20118/19/2011 6:19 PM13The Dos and Don'ts of Approaches DoHave PostureGive a ComplimentMake it PersonalUse a Script but dont sound scripted

DontGive the presentation Try to explain specifics Beat around the bush Seem needy or desperate Have doubt, if they all knew what you and I know, they would be asking you to join.

Stay away from Product information, let the presentation do that.

The ones you least expect will surprise you!

Melaleuca Workshop 20118/19/2011 6:19 PM14Words or Phrases NOT to Say: Signed up, Got in, Joined, Got Involved with, Home-based Business, Share or TellLanguage You CAN Use:Partnered with, Started a Business, Work from Home, Help, Show, Look, See Example: I love what I do, Mary Martha and I have our own business and we get to work from home. When we get together and you see what Im doing, I think it will make sense to you.

Knowing What to SayMelaleuca Workshop 20118/19/2011 6:19 PM15Hey John, Im excited about this new business that my wife and I recently started. We love it because we get to work from home. Were looking for some people to partner with. Lets get together tomorrow or Tuesday. Id like to show you what we are up to! Which would work for you?Example of ApproachesMelaleuca Workshop 20118/19/2011 6:19 PM16Prospecting QuestionsOne of the simplest things to do with relatives and close friends is use this: ___________ I need you help. Bill and I are just getting started in a new business and I need some practice before I really get started. Could we come over tomorrow evening or Tuesday and practice my presentation on you? Great, I always value your opinion and I know you will give me an honest evaluation. Or just pop in on your friends and relatives and show them your business.If they ask, What is it? Its kinda like a catalog company. Its a business you can start for less than $30. There is no selling, no stocking or inventory, no picking up or delivering, and no risk whatsoever! People all over the country are making $2,000 to $10,000 a month and more with them. Just take a look and if you want to do it fine, if not, that will be ok too. ________, I guarantee I wont waste your time.

17Prospecting Questions - In-Home ____________ I just have a minute but I wanted to ask you a favor. ___________I need your help. Bill and I just started a new business that we are really excited about and we need some people to practice on. You may or may not be interested yourself but we are having a few people over Tuesday and Thursday evenings and we wanted to invite you and Ralph over to take a look at it. You might be able to help me with some other people and I would like to get your opinion because I value it so much. Could you come Tuesday or Thursday? Or ___________, would you be interested in developing another stream or source of income? Great, come on over tomorrow evening at 7:00 and well talk about it.

Melaleuca Workshop 20118/19/2011 6:19 PM18Listen to them! Find a why, ask questions and listen. Then you might use this qualifying question: If I could honestly and I mean honestly show you - how to pay all of your monthly bills without using your primary income..something that made complete sense and you didnt have to sell anything, and it wasnt Amway or one of those MLM deals.. - how to stay home with your children..- how to have more time with your family- how to have more energy and feel better.. how to develop a Plan B in todays economy.... how to Bridge The Gap between closings, sales, etc. would you give me 30 minutes of your time to show you how to do that?Great! Which would be better for you, _____ or _____?Prospecting Questions

or19 Realtor or Mortgage Professionals Approach

Hi ___, My name is ________. Is __________You don't know me, but I am looking at your business card.

___, Im looking to team up with a few Real Estate Professionals who would be open to looking at an additional stream of income that would help Bridge The Gap between Closings. I like to set a time to run it by you, would Tues. or Wed. be better for you? (If they say tell me about it), just say, thats why I want to get together, which would work better for you, Tues or Wed.? If you get more resistance, use:

____, you and I both know that property values in some parts of the country are down 50% and people can have a credit score of 700 and still cant get a loan. What I want to show is the perfect answer for you. Lets get together, would lunch Tues. or Wed. work better? I guarantee I wont waste your time. 20The four most common objections: 1. Too Busy 2. Dont like to sell. 3. Tried other things before and didnt do any good. 4. Is it one of those MLM pyramid things?Acknowledge their objection: dont argue just use the Feel Felt Found method: Use: Feel- let them know you understand how they feel and Assure them that you and others felt the same way and then Ask them to take a look to see what you and/or others found

Handling ResistanceMelaleuca Workshop 20118/19/2011 6:19 PM21Im too busy: I know you are, thats one of the reasons I thought of you. This might make sense to you. A lot of people I have talked to have felt the same way but heres what weve found when we team up with people and help them leverage their time. No big deal to me, why dont we sit down, Ill tell you how this works and if you think you are (too busy, have to sell, one of those things you have tried before, one of those MLM /pyramid deals), then dont do it. Fair enough? But Im excited and would love to share it with you anyway because, who knows, you might think of someone you know who would be perfect for me to talk to.Let them know its OK to say No After they see the informationHandling Resistence

Melaleuca Workshop 20118/19/2011 6:19 PM22The best way to handle resistance is to simply say:

I understand, I thought so too. Just give me 30 minutes. I promise I won't waste your time. You be the judge.Handling ResistanceAs a last resort, use the following:I'm not asking you to get involved. Just take a look. You be the judge. You may be able to help me with some other people and I'd like to get your opinion.If they push for immediate information, just say:It's a visual presentation. I promise I won't waste your time. Just take a look and you be the judge.

23There are just two basic reasons that someone doesnt start with you after you present to them. Fear (Of failing) is the main reason. Ego (Their ego is bigger than their bank account)

Here are main objections you may get (all of which can be taken away throughout the presentation):

Afraid of what their friends will think. (they wont pay your bills)Im not a sales person. (will never have to sell not distributors)I dont have time. (we all have one hundred and sixty eight hrs. each week just takes twenty+ a week for financial freedom) I dont have the money. (only cost twenty nine to start!)I need to talk to my spouse. (to just switch stores?) I dont think I can do thirty five points. (already spending sixty to one hundred and sixty a mo.)

Handling Objections24Meet people from Networking Marketing , Party Plan or Direct Sales Companies. Keep them on your list and ask for permission to stay in touch on a regular basis.Reverse recruit on direct sales ads, wrong numbers and tele-marketing calls. What you are afraid to do is a clear indicator of the next thing you need to do.

Proven Ways to Build your Contact listMelaleuca Workshop 20118/19/2011 6:19 PM25Look for those with Networking ExperienceThe Challenge: Getting Them To Listen Emotional Product AttachmentPeople LoyaltyGuilt: Lack of SuccessRefuse to look at the FactsFinancially ChallengedBurned OutLost a Lot of MoneyNFL: The Think They Have No Friends Left

26APPROACHING EXPERIENCED NETWORKERSAsk QuestionsHow is your Networking Business going?What was it you were trying to accomplish when you got involved?Are you where you thought you would be today when you first started? Let them know it didnt work out for you or someone you know Feel, Felt, Found MethodI Found Something that makes total SenseI am not asking you to get involved Just be open to listening? I love to get your opinion

27Whether you believe you can or you believe you cant, you are right.Belief in the ProductsUse all that you can as often as you can and reorder.Belief in the CompanyLaunches, Conventions, Website, Visit Knoxville or Idaho Falls, etc.Belief in YourselfHave to work harder on yourself than on other people. Books, CDs, trainingsBelief in Other PeoplePeople are Great everywhere and they all need Melaleuca!It all comes down to Your BeliefMelaleuca Workshop 20118/19/2011 6:19 PM28This is a great plan for stay-at-home-Moms the first 3 months to reach the 20/20 club. 1 Hour Set a min. of 4 appointments to present via one on ones, in-home or luncheon or webcasts. Normally 1 of the 4 will reschedule or back out.3 Hours to present to those 3 appointments and you will probably enroll at least 2 of those. 2 a week 8 for the month. (get to the 20/20 club asap). 1 Hour - Following up with enrollments, listening to training CDs, reading LIA articles, reading positive books, reading Legacy of Wellness5 Hour a Week PlanMelaleuca Workshop 20118/19/2011 6:19 PM29This is a great plan for Category IIs the first 2 months to reach the 20/20 club. Always start early in the week.3 Hours Set a min. of 8 appointments for the week. Normally 2 of the 8 will reschedule of back out.6 Hours to present via one on ones, or multiply your efforts with in-homes, luncheon or webcasts to those 6 appointments and you will probably enroll at least 3 - 4 of those. 3 - 4 a week 12 for the month. (get to the 20/20 club asap).6 Hours following up with those enrollments with your enroller and getting the category 2s and 3s started. Listen to trainings on MyMelaleuca andCDs, and reading.15 Hour a Week PlanMelaleuca Workshop 20118/19/2011 6:19 PM30This is a great plan for Category IIIs the first 2 months to reach the 20/20 club and get to Director III. Start early in the week.3 Hours Set a min. of 8 appointments for the week. Normally 2 of the 8 will reschedule of back out.6 Hours to present via one on ones, or multiply your efforts with in-homes, luncheon or webcasts to those 6 appointments and you will probably enroll at least 3 - 4 of those. 3 - 4 a week 12 for the month. (get to the 20/20 club asap).10 Hours following up with those enrollments with your enroller and getting the category 2s and 3s started and trained. Listen to trainings on MyMelaleuca andCDs, and reading.

20+ Hour a Week PlanMelaleuca Workshop 20118/19/2011 6:19 PM31Add at least one individual to your list daily Make at least one call for an appointment each day.If you make at least one call a day six days a week X 50 weeks equals 300 calls which should lead to 150 appointments and 75 enrollments. The average Executive Director has about 60 enrollments.Schedule Daily Action!Melaleuca Workshop 20118/19/2011 6:19 PM32True Category 2s & 3sWho really want to be Senior or Executive Directors - Three Keys:1. Purchase a Career / Value/ Pacesetter Pack (10 Kits and bonus material)2. Start Making Their List and Learning How to Make Appointments 3. Schedule Immediate Action (One on Ones, In-homes & Webcast Briefings)

Melaleuca Workshop 20118/19/2011 6:19 PM33 Place Your Cat. 3 Business Builders on Your 1st & 2nd CustomersFamily &FriendsCat. 3BusinessBuilderCat. 3BusinessBuilder Cat. 3BusinessBuilderPossibleSupportBuilderYOU34 Your 5 x 7 Organizational Potential

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When you place a Marketing Executive on your 1st genera-tion you earn commissions on their 1st six generations as their 6th is your 7th)Your Gens.Their Gens.X36

Your Gens.Their Gens.XWhen you place a Marketing Executive on your 2nd generation you only earn commissions on their 1st five generations. As their 5th is now your 7th)37 Senior or Exec. DIRECTOR in 12 MonthsACTIVITY LEVEL12 MONTHSExec. 12 MONTHSNo. of hours per week10-2020+No. of new customers put in by you (not all personals)820No. of group meetings per wk. (In-homes of 3+ people in group)2X3 = 65X3 = 15No. of personal Directors1 every 2 months1 every monthNo. of 1 on 1s or 2 on 1s per wk.6156+6 = 12 12@2/3=8Total people presented (assuming 2/3 enrolled)15+15 = 30@2/3=20Goals38How Consistent are You?I can't begin to tell you how many people struggle in this business because of inconsistency. They get fired up after an event and work like crazy for two weeks. Then the remote control starts to beckon to them...They go missing for a couple months. Then they get to another event and get fired up again. They try to make up for the lost time with extra hours. Then they drop off again.What they don't realize is that each time they go MIA, it kills the momentum in their team. So you can't really catch up those hours.You will always get passed by others who may not have manic bursts of high activity, but work consistently10 to 15 hours a weeks.

ConsistencyMelaleuca Workshop 20118/19/2011 6:19 PM39SuccessThe first step to Success is taken when you refuse to be a captive of the environment in which you now find yourself.

Its not your present circumstances that count, but the circumstances you make up your mind to achieve. The only limit on your accomplishments and income is You!

Melaleuca Workshop 20118/19/2011 6:19 PM40

Each, or a combination of several, can trigger the most incredible activity. The day that you allow these emotions to fuel your desire is the day you'll turn your business and life around.

Disgust!

Call it what you will,the "I've had it" day, the "never again" day, the "enough's enough day. Whatever you call it, it's powerful! There is nothing as life-changing as gut-wrenching disgust!

Four Basic Emotions That Cause People To Act Melaleuca Workshop 20118/19/2011 6:19 PM41Decision!

Most of us need to be pushed to the wall to make decisions. And once we reach this point, we have to deal with the conflicting emotions that come with making them. We have reached a fork in the road. Whatever you do, don't camp at the fork in the road. Decide. It's far better to make a wrong decision than to not make one at all.

Four Basic Emotions That Cause People To ActMelaleuca Workshop 20118/19/2011 6:19 PM42Desire

How does one gain desire? I don't think I can answer this directly because there are many ways. But I do know two things about desire:

a. It comes from the inside not the outside.b. It can be triggered by outside forces.

Almost anything can trigger desire. It's a matter of timing as much as preparation. It might be a speech, a training, a CD. It might be a memorable sermon.

Four Basic Emotions That Cause People To ActMelaleuca Workshop 20118/19/2011 6:19 PM434. RESOLVE

Resolve says, "I will." These two words are among the most potent in the English language. I WILL. In other words, when someone resolves to "do or die," nothing can stop him or her. Failure is not an option!

Ask yourself, "How long am I going to work to make my dreams come true?" I suggest you answer, "As long as it takes. That the key to goal setting anyway. Being willing to do whatever it takes for however long to get whatever it is you want. That has always been my answer.Four Basic Emotions That Cause People To ActMelaleuca Workshop 20118/19/2011 6:19 PM44There is a difference between intention and action. Those who only intend to commit may find excuses at every turn. Those who truly commit face their challenges squarely and say to themselves, Yes, that would be a very good reason to delay, but I made a commitment and so I will do what I have committed to do. Intention vs. Action45All of the Senior, Executive and Corporate Directors have all the hassles, obstacles and disappointing frustrations that everyone else has, yet they continue to persist, get the job done and in many cases make what they do look easy.

Successful people are those who are willing to do what unsuccessful people are not willing to do.

So what are You willing to do?

Senior, Executive & Corporate Directors46Its Your ChoiceAll things are hard before theyre easy. Great achievers all practice continually. We become good at things through practice, so never, never resent the practice. Were in it for the long haul! When youre a little down from rejections and setbacks just put them in the Practice Room and say,

HEY, ITS All PRACTICE UNTIL I REACH MY GOAL

Mindset makes the difference.Melaleuca Workshop 20118/19/2011 6:19 PM47 The things you do today that you don't have to do will determine what you will have and what you will be when you are no longer able to do anything about it!"

Your life today is the result of YourAttitude and the Choices You have madein the past. Your life tomorrow will bethe result of Your Attitude and the ChoicesYou make today!Jim McCune Corporate Director4849