Transcript Train To Retain with

Train To Retain
with
The Areas Best Leaders
Preparing Yourself
Tony Patti
SYSTEMS
W. EDWARD DEMINGS
“Systems under which people
work account for 95% of all
errors and failure; therefore,
the key to excellence is to
Perfect The System!”
UNFRANCHISE ®
BECOME AN
®
UNFRANCHISE
OWNER
Plan for Your Financial
Success with the Market
America UnFranchise® System
A Perfected, Standardized
and Uniform System
that Combines Franchising
with Direct Sales
to Facilitate the Duplication
of Independent Business Success.
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Like A Franchise:
A Proven Business Plan
 Systemization
 Standardization
 Uniformity
State-of-the-Art Management Systems
Merchandising and Marketing Tools
Growing Visibility
Own Multiple Businesses
Training
SYSTEMIZATION:
ONE WAY OF DOING
THINGS
JUST LIKE A FRANCHISE
ESSENTIAL
KNOWLEDGE
THE THINGS THAT YOU
MUST KNOW AND WHERE
AND HOW TO LEARN IT
Code#391
$5.00 for 10
Code#786
$5.00 for 10
 Try products
 Career Manual
 Getting Started Guide- A track to becoming a UFO
Goals
Possibility List
Answer to what is it
2 minute commercial
New distributor training and Basic 5
NMTSS seminar tickets
2nd Look
 Goals & Detailed Plan
 Trial Run & Kickoffs
SCHEDULE FOLLOW-UP
• 7 Days after sign-up
– Allow time to receive product order and
business support kit.
• 2 to 3 hours
• Homework
– First step to determining coachability.
HOMEWORK:
MUST BE COMPLETED BY THE NEW
DISTRIBUTOR PRIOR TO THE FOLLOW-UP
• “Possibility List” (60 to 200 Names & #’s)
– List on Page 11
• “What Is It?”
• “Two Minute Commercial”
• “Goal Statement”
– The short version (page 4)
• Bring Appointment Book
• Review Getting Started Guide and 10 Steps
FOLLOW-UP CALL
within 3 days
• Is Homework Getting Done?
– Maximize time at follow-up
appointment.
• Answer Any Questions
FOLLOW-UP APPOINTMENT
(2 to 3 Hours)
1) Review Possibility List
- 60 names or more / nothing less!
• If list is less than 60
names or no list at all
the meeting STOPS!
– Don’t Chicken Out
– Or Say “All right, we will start with
these but get me the rest as soon
as you can.”
• Right Then, set the conditions under
which your willing to work with them.
– This was the first test.
– Are they going to be coachable?
– Are they going to do it the UnFranchise
way or their way?
– It’s a training process / Blame it on
your third party (Another distributor
present).
• Give Them An Option:
– Reschedule the follow-up and
give them a few more days.
– Come up with the names right
then.
• Use “Building Your List”
memory joggers.
(continued)
2) Review Goals
- Personal Goals (pg. 4)
• Recommend
Dream Board /
Visualize Goals.
(continued)
- Business Goals (pg. 5)
• Income Goals
• Time Commitment
• Action Plan / Detailed (pg. 4)
- Break Down: Daily, Weekly,
Monthly (pg. 4)
3) Review/Set 90 Day Action Plan (pg. 9)
4) Review Answer To “What Is It?”
- Make sure they’re comfortable with their
answer.
(continued)
- Fine tune it if necessary.
- Get them to practice it so it becomes
second nature.
• Call them and get them to repeat it to
you.
5) Review “Two-Minute Commercial”
- Make sure it tells their story.
- Appealing description of the business (Why
Market America is their solution).
THE TWO MINUTE
COMMERCIAL
APPEALING DESCRIPTION
TESTIMONIAL
DON’T TRY TO RECRUIT THEM!
POSITIVE POSITIONING
SET UP POSITIVE GOSSIP
AUTOMATIC POSSIBILITY
(continued)
6) Review Possibility List
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Pick top 10 list (Chicken List)
Complete short bio on each possibility
Decide approach based on bio
Review monthly tracking system (Explain)
Open appointment book and schedule time
to complete approach (Set Appointments)
Prospecting
Bill Izer and Big D Woodson
PROSPECTING
RECRUITING
SPONSORING
WE NEVER
STOP DOING
IT
Criteria For Business Partners
Need to be a winner
High Integrity
Had It, Lost It
Powerful Why
Teacher / Trainer Mentality
Very Successful but unfulfilled
Business Owner / Entrepreneur
Desperate to change what they are doing
Change Your Terminology
Market America Lingo
Prospecting Lingo
Home Based Business
Sponsor
Up Line, down line
Distributor
Organization
Get In, Got In, Sign up
45 Year Plan
Residual Income
Kickoff / 2nd Look
Work From Home
Business Partner
Business Associate
Unfranchise Owner
Team
I Started / I Opened my business
Your JOB, Occupation
Ongoing Income
Business Briefing
Examples
F.O.R.M Method
Can’t say the wrong thing to the right person
Can’t say the right thing to the wrong person
So, When in doubt blurt it out!
3 Things People talk about:
1. What is happening.
2. How “rotten” things are. (complain)
3. The way they wish things were. (wish)
Learn To Talk In Themes
Talking in Themes
Simply tell a story about something
you understand
and enjoy talking about.
The people you talk to are
The doorway to lead you to the right people.
Learn To Talk In Themes
Examples of Themes
One-to-One Marketing
Mass Customization
Product Brokerage – Mall Without Walls™
Internet Marketing & E-Commerce – Portal
Anti-Aging and Wellness
2–3 Year Plan vs. The 45 Year Plan
Plan B
Learn To Talk In Themes
One to One Marketing
Market America is a:
 Product brokerage
 Internet marketing company.
We set up UnFranchises which:
 Incorporate all of the advantages of a
franchise
 Eliminate the weaknesses.
 We do something called one-to-one
marketing
Learn To Talk In Themes
One to One Marketing
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We find out what people want, source it,
and provide it to them
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Develop relationships with customers
Surveys – 50,000 people want widget A
 We know there is enough people who want
it in order to source it – we know exactly
what they want, so we can go and get it and
give it to them
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Learn To Talk In Themes
One to One Marketing
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We build share of customer, rather than market
share. It is easier to get an existing customer to
buy a new product than it is to find a new
customer
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“People hate to be sold, but they love to buy.”
We teach people how to make money doing this.
Does it sound like something you would like to learn
more about?
Overcoming
Objections !!!!
Role Play
3 Types of Approaches
Evaluation / Referral
Direct
st
1
Appointment
Interview/Overview
Bill Izer
Interview / Overview
Pre Qualifying
Showing the Plan
Bill Izer
If you want something that you
have never had, You have to do
something that you have never
done!!!
Let’s Show the Plan!
Selling Tickets
Stan the man
Trial Run
Being Coachable
Tony Patti
Why Is It Important To Do
3-Way Calls?
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Part of the system/10 Steps to systemized
effective duplication!
Teaching new distributors what to say to
generate interest.
Teach them what not to say!
– Most new distributors get diarrhea of the
mouth.
Purpose Of The 3-Way Call
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To Book the appointment.
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Not the time to explain your business.
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Not the time to answer their questions.
* If the new distributor
works alone, as a rule
of thumb, they are out
of the business after 3
No’s.
Your Also Assuming That….
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They are completely prepared to
prospect and show the plan.
They know how to answer all
questions about:
– The Company
– The MPCP
– The Products
(continued)
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They are invulnerable to rejection.
They know how to handle objections.
They need no support.
Their belief level is already where it
needs to be.
If You Don’t Let Distributors Work Alone,
You Will Be Creating Important Benefits...
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Team spirit grows (We all need support)
Fear is reduced (Hold hands when
crossing the street)
Prospects see that they won’t have to
work alone
Duplication is faster and more accurate
– It’s convenient. You can leverage your time
and schedule appointments with 3 or 4
distributors without anyone leaving their
home.
(continued)
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Rejection is deflected (New distributors
see that leaders hear the word “no”).
Preserves their good attitude.
Teaching new distributors how to listen
and pre-qualify their prospects / take
notes.
10 Tips For Telephone
Prospecting
1) Don’t be embarrassed or ashamed about
telephone prospecting.
2) Limit your time on the phone.
3) Make sure you won’t be interrupted.
4) Use the prospects name frequently to
build rapport.
5) Subtly, try to get the prospect to agree
with you.
(continued)
6) Keep a mirror in front of you to remind
yourself to smile.
7) Know how to handle objections.
8) Avoid talking to much.
9) Don’t ask your prospect to call you back.
10) Remember your objective.
Building Your Unfranchise
through (HKO)
Home Kick-offs
Stan Hunkovic Jr. and Caressa Flannery
HKO – 5 Parts to Success!
Invitation
 Confirmation
 Preparation
 Presentation
 Communication & Information
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Invitation
1 month to 2 weeks out
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Names List – go through and over invite
 Ex. To get 5 invite 20, for 10 invite 40
and so on.
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Invite Call – script if necessary, put on
calendar, someone will confirm
Invitation
1 month to 2 weeks out
Script –
Hi Dan, What are you doing next Tuesday? Great, listen. I
just got involved in an exciting new business and
thought of you. I’m having a new business kickoff at my
home and I really could use your HELP. I’d like you to
come and EVALUATE the business for me. Now, it may
or may not be of interest to you, but I know you will be
able to lead me to the right people. Will you be able to
make it? Great, put the date on your calendar right now
and one of my business partners will confirm with you a
few days before. I’ll see you there, right? Great I knew I
could count on you.
Invitation
1 month to 2 weeks out
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Voicemail – Announce through system –
open to distributors – get RSVPs
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Adds excitement, credibility, shows team
support
Combinations/Cross Pollination – work
both sides of org. to be efficient in time
leveraging.
Confirmation
1 week to 2-3 Days Before
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Postcard/Email Note – If yes to
invite from call, send reminder.
Partner Call – 2/3 days before
sponsor/partner/upline calls
attendees. Puts professional spin
on importance of showing up.
Preparation
week prior to HKO
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Parts – assign intro, product and presenter –
practice parts
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Tools –
 Big flipchart
 Product Display
 Product Literature – mall talks, specific
brochures, health surveys
 Company Literature – financial report,
tapes/cd/dvd, 1 to 1, HOB, Wall Street Transcript
 NMTSS Training Schedule, 2nd looks, HKOs
coming up
 Business Cards/Receipt Pad
 Sign In Sheet – name, number, email
 Envelopes/clip board for guest materials
 Tickets to next Local
Preparation
week prior to HKO
- Refreshments – light snacks ,
water/soda, munchies, nothing
elaborate.
- Planners/Distributors
 Timeliness – show up 1 hour before if
setting up
 Corings – practice if needed, dress
rehearsal
 2 Minute Commercial – each person
should have one, be concise.
Presentation
HKO Night
– Intro – (host- 5 minutes)
 Welcome
 Intro of Company
(career manual)
Presentation
HKO Night
– Products – (sponsor/partner –
15 minutes)
 Brief
 Relevant – products/stores
of interest to guests in
attendance
 Testimonials – has impact
Presentation
HKO Night
– Plan – (upline – 45 minutes)
 Flipchart Presentation
 Introductions – go around
room
- Guests-what they do/why
present
- Distributors/UFOs – 2
minute commercial
Presentation
HKO Night
- Close – (wrap up – 10
minutes)
 Decision – nothing to decide
 Something of Interest –
book follow-up, get
questions answered
Communication/Informatiion
Closing
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Feedback – Questions to Guests to find out interest level
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What did you like most about what you saw?
So is this the first time you have seen the presentation?
On a scale of 1-10, one being I’m not really interested and
10 being I want to start now, where would you say you
are?
What would you do with an extra $300-$1500/month?
How would it make you feel?
If you were to start this business right now what amount
of income would help make your life more comfortable?
How would it make you feel to be able to work when you
wanted from your home?
What would you do with your extra time if you could
generate that type of income part time?
Communication/Informatiion
Closing
– Product Interest – brochures, mall talks,
information
 Sell Product
– Business Interest – materials packet,
NMTSS, 2nd look, HKO, Locals info
 Sell Tickets
– Thank You – always thank for coming
 Card/Note – added gesture after
kickoff
You
You
You
You
You
You
You
You
You
You
You
You
You
You
You
You
ABC METHOD OF DUPLICATION AND BUILDING
SPONSOR
DEPTH
YOU
YOU
A1
B1
M1
C1
A2
M2
B2
YOU
A1
B1
C1
A2
B2
C2
C2
A3
M3
A3
B3
B3
C3
A4
M4
B4
C4
C3
WORK ON
BOTTOM LEVEL
A4
B4
C4
Follow-Up System
Supplies Needed:
 Index cards: Yellow, Green, Blue, Pink
(or Orange.) Preferably 4 x 6
 Index card tabs; with every month of
the year, and at least 3 sets of 1 to
31.
 Index card Box
Follow-Up System
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Yellow is for Customers ( like vitamins
make you pee Yellow)
Green is for prospects (want to make
money)
Blue is for Distributor ( now making
money)
Pink or Orange (Executive
Coordinator)
Follow-Up System
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Should look similar to this
Name
Address
Email
Contact #s
F – (family)
O- (occupation)
R- (recreation)
M- (money)
9/5 Interview/overview, product
sold
9/6 Follow-up
9/7 2nd Look meeting, sold ticket
BACK Side >>>>
9/11 Attended training