BUILDING AN EFFECTIVE ACTION PLAN What does it

BUILDING AN EFFECTIVE ACTION PLAN

What does it take? 紀律 DISCIPLINE

Discipline Definition: Training expected to produce specific character or patterns of behavior. Controlled behavior resulting from training, self control Apply Discipline to your business… What you decide to do next will determine what you do next. Your disciplined actions will produce results. Results creates success.

Paradigm = Set of rules Trend = A critical mass of people adopt a new belief system The signs that signify a trend ü Significant pain or pleasure Financial future, retirement, health a better quality of life. ü People begin to question the unquestionable The 45 year plan, Social Security, Job security ü A search for alternatives Sales, Home based business or a better quality of life What rules are being broken? ü People adopt a new set of rules Anti-Aging medicine vs Traditional Medicine Internet Shopping vs the Mall When a critical mass of people change the rules or take action a new trend begins

Building A Plan of Action • Identify a goal - define it and feel it • Translate your goal to a weekly income and MPCP Pin • • Level Create a time frame Identify the number of hours, per week, you can commit to reach your goal Identify your product focus* Treat the business like an Executive *Product focus determines, in part, your plan of action

Product Focus What products or services will you sell? • • • Health and Nutrition Internet Personal Care Cosmetic Anti-Aging Current Anchor Stores

Health and Nutrition • Most products are purchased then re- purchased monthly. • Can create an ongoing BV stream of 30 or more BV each and every month.

Internet • Web center-generated BV is created when you sell a 3 rd Party Website, and when you earn a monthly hosting fee to a 3 rd Party Website.

Cosmetics • Similar to Personal Care products, determining your customer cycle (the frequency of replacement or new orders between product purchases) will dictate the number of customers necessary to run your business at a profit.

Anti-Aging Products • Similar to the customer sales cycle of Health and Nutrition products, unless your anti-aging products solely include Pentaxyl - which is a three-month sales cycle.

Market America’s Business Building Plan • 10 -15 Hours Per Week • For 2 – 3 Years • Develop One Business Development Center • What are the result producing activities, and how much time a week should I spend doing them?

WHAT DO YOU HAVE TO DO? • REMOVE THINGS THAT MAY IMPEDE PROGRESS THROUGH THE PROCESS • SELL PRODUCTS • SELL THE BUSINESS • SELL TICKETS • EMPHASIS IS ON DO!

Quality Time Through Implementing Results Producing Activities • Develop 10 to 15 Preferred Customers who purchase, on an average, > 30 BV per month in the first 90 days. • Sponsor a minimum of 2 Distributors every 90 days. • Ongoing Education – SELL TICKETS, Listen to CDs/Audios, Watch DVDs/Videos.

Establishing a Foundation ‘Base 10’ Earn > $1500/Monthly after Twelve Months $600 $300 $1, 500 Personal BV 10 PC’s 30 BV Monthly BV 5000 BV 3600 BV 2400 BV 1200 BV 100 BV 300 BV 400 BV 5000 BV 3600 BV 2400 BV 1200 BV $600 $300

Developing One Customer Takes 2 Hours of Focused Work 4 Names/Possibilities 4 Approaches – 15 minutes each 1. 2. 3. 4. Total Time 60 Minutes Do you take vitamins or supplements? What results have you seen since you started taking them? What if you could drink your vitamins and absorb 95% in 5 minutes? When you run out of the bottle you are taking, would you try mine for 60 – 90 days to compare the results? Goal – 2 new customers each week the first 12 weeks or 4 hours each week

Developing One Customer Takes 2 Hours of Focused Work 2 Appointments – 30 minutes each Teach customer benefits of products and how to use them. Show them how to use your web portal. Total Time 60 Minutes 2 Hours Goal – 2 new customers each week the first 12 weeks or 4 hours each week

Every Market America/Market Australia Distributor should service a minimum of 10 Preferred Customers, purchasing > 30 BV in goods and services!

Develop One New Distributor Takes 20 Hours of Focused Work 16 Possibilities 16 - Approaches - 15 Minutes Each 16 - Follow Ups - 15 Minutes Each 4 - Show the Plans - 2 Hours Each 2 - Second Looks/Follow Up - 2 Hours Each Total Time 4 Hours 8 Hours 4 Hours 20 Hours

Sponsoring Goal Identify a key GO NOW Person to focus on in each sales team. • • Great Attitude Coachable Master the Basic 5 Getting Started Guide at Minimum • Ensures Tools • Base 10, Seven Strong • Accountability through Daily, Weekly, and Monthly basis

Sponsoring Goal • GO NOW should have lofty goals of Professional Coordinator or Above within twelve months. • By working with individuals that have the same goals…everyone will achieve their goals more quickly.

Sponsoring Goal If your goal is Professional Coordinator in one year…how many hours a week must you focus on distributor development? You need 8 Personally Sponsored Distributors… 4 people in each sales team. Total average time to develop one new Distributor is 20 hours. 8 distributors x 20 hours = 160 hours

Sponsoring Goal If you wish to reach your goal in 12 months, then subtract 3 months. Subtracting 3 months from original goal allows for the ABC Pattern to duplicate the last 3 months. For example, if your goal was 12 months, your new business building goal time is 9 months. 160 hours divided by 9 months = 17. 7 hours per month Divide 17. 7 hours by 4 weeks = 4. 5 hours a week you must focus on distributor development.

Ongoing Education Through the NMTSS Attend a minimum of 8 NMTSS Events Per year Local Seminar - 8 Hours - 4 x District Seminar - 12 Hours - 1 x Regional Convention - 16 hours – 1 x International Convention - 24 hours – 1 x Leadership School - 24 hours – 1 x Total Time 32 Hours 16 Hours 24 Hours 108 Hours ÷ 32 Weeks = 3. 5 HOURS

Be a Promoter Definition – one, who alone or with others, actively participates in the formation of a business or venture. One of the components of forming your business is promoting seminars.

Be a Promoter Promoting Seminars: • Edifying the Speaker • Explain the Benefits For: • A Qualified Prospect • A New Distributor

Be a Promoter Example: Our next seminar (not Super Saturday or Rally) features (name of guest speaker), a very successful Un. Franchise Owner. This will be an outstanding training because this person has a successful background in (education, business, management), and he or she will be training how to apply some techniques and business building components so you will have the education to successfully build an Un. Franchise® Business.

Think About It! You work so hard to convince them, to train them, and to get them to believe…… You can accomplish ALL this by selling them a ticket and getting them to a seminar.

Ongoing Basic Education First Year First 90 Days TOTAL TIME New Distributor Training – 4 hours Basic 5 Training – 4 hours Executive Coordinator Training – 8 hours Throughout the Year Every 3 months attend a minimum of a NDT, B 5, ECCT or Specialty Training on Motives, Internet or Product – 4 hours Attend a B 5, NDT and ECCT in the first 90 days then one training per quarter Accrue 1 Hour per Week 16 hours 32 Hours

Administration Activities Total Time Inventory – 10 10 minutes Order Process – 15 15 minutes Required Forms – 15 15 minutes News and Announcements – 5 5 minutes Preferred Customer Entry - 15 15 minutes 1 Hour Accrue 1 Hour per Week

Support Activities • Outside Reading • Outside Audio Training • Corings/Trainings • ABC Pattern/Trial Run

Weekly Time Sheet Customer Development 4 Hours Distributor Development 4. 5 Hours NMTSS Education Basic Education Administration Activities Support Activities 3. 5 Hours Accrued 1 Hour 15 Hours Note: Support activities can integrate, on occasion, with customer and distributor development

Week 13 or When the Preferred Customer Goal is Reached, A Transfer of Time Takes Place Customer Development Preferred Customer Support - Portal Parties - Surveys Distributor Development - ABC/Follow Up NMTSS Education Basic Education Administration Support Activities Total Time. 5 hour 1. 5 hours 6. 5 hours 4 Hours Accrued 1 Hour 15 Hours

Daily Summary • Call 2 Potential Customers • Call 2 Prospects Using Evaluation Approach • Add 2 Names to Possibility List • Read Career Manual for 15 Minutes • Read Goal Statement - Twice

Weekly Summary • Secure 1 Repeat Customer • Secure 2 New Customers • Show the Plan 2 Times • Initiate and Direct Two ABC Meetings or Home Kickoffs • Attend 1 Second Look • Listen to 2 Educational Tapes • Weekly Accountability Conference Call

Monthly Summary • Sponsor 1 New Distributor • Show the Plan to 8 People • Service Your Preferred Customers • Advance ABC Pattern / Two Legs • Attend Monthly NMTSS Event • Purchase and Sell 3 or More Tickets to Each Event

Quarterly Summary • Attend three NMTSS Events (Local, District, Regional or Corporate Trainings) • Complete and Submit Form 1000 • Measure, monitor and adjust your efforts to your plan of action • Basic 5 Diagnostic

Objections If someone say’s No…. . Say - I appreciate your decision. Ask – What is the single most reason you say no? Ask for referrals. Ask - May I call you in 90 days to let you know how I’m doing? Put follow-up call in planner with objection to refresh your memory.

Detailed Plan Summary Administrative Activities 1 Hour (Preferred Customers/Form 1000) Support Activities (Two nights per week, ABC/Trial Run/Follow-Up) NMTSS Education (Total training time divided by 52 weeks) Basic Education 4 Hours 3. 5 Hours 1 Hour (Total training time divided by 52 weeks) Total Average Hours per Week = ________

Detailed Plan Summary • Time Savers Product Previews • Distributor Closing Ratio • • Ask Yourself Do you have 10 Preferred Customers? • How is your Personal Sponsorship? • Are your Personally Sponsored going to trainings? • Are your Personally Sponsored duplicating your efforts? •

Three Stories to Master • Your Own Story • 2 Minute Commercial • The Company Story • Lead the Parade • Your Business Partners • The Profiles of Success • You have a Story • Tell Your Story – Tell it Often

Two Minute Commercial Your reason why you chose the Un. Franchise… “I was sick and tired of living month to month on a salary that never seems to grow. I began to think of where I will be just five years from now. It was scary. I realized that I am not saving enough money to retire comfortably. I needed and wanted a plan to Improve my financial position. ” • Then • I found the Un. Franchise. Share your answer to “What is it? ”

Market America What is it? Market America is a Product Brokerage & Internet Marketing Company that specializes in One- to-One Marketing and Mass Customization.

One- to- One Marketing We ask our customers what they want, and we "source" the best products in that category for them. We do this through internet-based surveying and data-mining.

Mass Customization We customize products and services based on customer’s needs and desires. We find the best products currently available today, and we improve them. In addition to our Market America product lines, we offer access to 1000 plus major manufactures for an internet-based shopping experience!

Close them into An Appointment - “We teach people how to make money doing this. ” - “Does this sound like something you would like to learn more about? ”

Evaluation Technique YOU MUST KNOW IT AND USE IT TO WORK THE ABC PATTERN!

Evaluation Technique Maybe you could help me out. I met some people who are bringing a new business concept into the area, and I have the opportunity to work with two people to manage its expansion.

Evaluation Technique You may or may not be interested, but I’d like you to evaluate it. You may know the right people. If you lead me to the right people, we can work out something that would be mutually profitable.

Book the appointment n SHUT UP! n Get off the phone.

Direct Approach n n n n SMILE! Mind set is always make a friend and establish rapport. Hi, I’m Paul Carlotta! You are? Where are you from? What do you do? Do you have a card? Use FORM Method Family Occupation Recreation Money (After meeting make notes on the back of their card)

Market America What do you for a living? I partnered with a company that does market research to identify what people want…and secures the distribution rights for those products and services. I put together a team of individuals to distribute these products.

To Do List • Prioritize each day before going to bed. • A way to monitor what you get done. • You must schedule it to get it done. • Add 4 – 8 possibilities, from your list, to call the following day to use the evaluation approach on.

Learn How to Show The Plan! • Pad and Paper • 3 -Part DVD • Flip Chart • Big Flip Chart • Web Portal • CD Presentation

ONE ON ONES And/or TWO ON ONES • One to One Presentation Book (Flip Chart) • The Three Part DVD - Code #1760 • Over the Web Portal

Credibility Enhancing Tools • Profiles of Success (Code #1905 - $29. 95) • Annual Report (Code #1708 - Pack of 10 for $15) • One to One Reprints (Code #1 TO 1 - Pack of 25 for $20) • Mall Talk Catalog • Book Reference • Anti-Aging Revolution – Drs. Goldman and Klatz • Hardness Factor – Dr. Steven Lamm

Credibility Enhancing Tools Cash-Building Tools: • Make your Move CD (Code #1769 - pack of 10 -$20) • Wake Up! CD (Code #1768 - pack of 10 - $20) • 3 -Part DVD (Code #1760) • Cash in on Wellness • The System • It’s Time For A Change

DON’T WORRY ABOUT BEING PERFECT! • They’ve never seen it before. • They don’t know when you make a mistake or forget something. • No one understands it the 1 st time anyway. • Confusion is good! Get them to a 2 nd Look. Take them to your leader.

45 YR PLAN VS. 2 -3 YR PLAN • WHY IS IT CRITICAL? • CLOSE IN THE BEGINNING - Why show it, if they do not qualify? • ASSUMPTIVE CLOSE AT THE END They already decided in the beginning!! NOW TRY IT L

Need More Un. Franchise Owners? ? ? Ask the right questions Who do you know that’s made it to the top 5%? Who do you know that’s tried a small business, franchising, real estate or a MLM to get to the top 5%?

The Referral One referral is worth one hundred cold calls or twenty-five sales presentations… if you know who you are looking for.

Know Who You're Looking For… • • • Teachable, coachable, motivated Be willing to dig deep to find a winner If you let a new person work their list on their own, they are going to recruit down Spend most of time with winners (80/20 Rule) Watch for status changes

Know Who You're Looking For… • • Well-Connected Communication Skills Wants More Money or Free Time Can Afford to do the Business

Setting Up the Follow-Up Appointment Ask an Open-Ended Question “What did you like most? ” “What would you do with an extra $1000 per week? ”

Follow-Up Appointment Explain How the Trial Run Works • Get some people to evaluate it. • We will show it with you. • Test market the product.

Trial Run Advantages • The “Trial Run” leads you to people who will look at the product and business. • The prospect makes the decision by experiencing the business. • The prospect learns the business and is duplicating the results producing activities.

3 WAY CALLING n When? n Third party validation n Promoting the three way call n Length of a three way call n Objective: Book the next appointment

Type of Meeting A • One on One • Two on One • Kitchen Table • Home Kickoff JACK’S HOUSE • Second Look

Meeting after the Meeting SPONSOR 1. Book Follow-Up 2. Provide More Info YOU 3. Use Products A A 4. Bring to 2 nd Look 5. Sell Ticket

Type of Meeting A GUEST 1 • One on One JACK’S HOUSE • Two on One • Kitchen Table • Home Kickoff • Second Look GUEST 2 GUEST 3 B GUEST 4 SUE’S HOUSE GUEST 5 GUEST 6 SUE

Type of Meeting B • One on One • Two on One • Kitchen Table • Home Kickoff SUE’S HOUSE • Second Look YOU SUE JACK

B GUEST 1 SUE’S HOUSE GUEST 2 GUEST 3 C GUEST 4 MATT’S HOUSE GUEST 5 GUEST 6 MATT

C MATT’S HOUSE YOU SUE JACK MATT

C GUEST 1 MATT’S HOUSE GUEST 2 GUEST 3 A 1 GUEST 4 JOE’S HOUSE GUEST 5 GUEST 6 JOE

A 1 GUEST 1 JOE’S HOUSE GUEST 2 GUEST 3 GUEST 4 GUEST 5 GUEST 6

Here’s what works • Being accessible to your team • Team Building • Loyalty • Developing a long term attitude • STAY THE COURSE! • Never Give Up…………………