IMPORTANT NOTICE YOR Health Independent Representatives IRs are

- IMPORTANT NOTICE YOR Health Independent Representatives (IRs) are Independent Representatives and are not employees or partners of the Company. As such, IRs are not authorised to make representations on behalf of the company. Any representations made by IRs, including income claims, MUST be accompanied by the YOR Health Income Disclosure Statement (IDS). Any and all income earned are both directly and indirectly influenced by several factors including hard work, dedication, geography, personal skill, and outside factors. There are no guarantees of income or potential income associated with the YOR Health Opportunity. v 5. 3

BUSINESS BASICS TRAINING 6 Simple Steps 1. Why 2. List 3. Invite 4. Present 5. Open 6. System

Step 1: WHY “Nobody cares about what you do until they know why you do it. ” This is the magic dust for your: Invite Presentation Opening Driving Force WHY HOW WHAT The “why” needs to drive emotion, be purposeful and powerful. List your highest values in your booklet to transfer into your “why” story

Step 1: WHY 3 Part Structure 1. Where you were - Discuss universal problems and frustrations 2. What you saw - Edify the company and the opportunity 3. Where you are now - What you will create through this business - What you will create for the team / others Work through your Business Start Up Booklet to get your why on paper Role Play

Step 2: LIST Build a list of at least: - 50 people that would be interested in being a Select Customer - 50 people that would be interested in being an Independent Rep Fast builders will have an initial list of 200+ Use social media, mobile phone contacts and your memory bank. Never, EVER discriminate! Tracking and updated the list is crucial! Remember, 80% of sales happen at the 3 rd to 8 th point of contact.

Step 3: INVITE Role Play Important Points: - Be in a hurry - Less is more - Never present Warm market example: - Greet as usual - I just started working on a new project that I wanted to discuss with you, let's meet up for a coffee to chat about it - Lock down meeting

Step 3: INVITE (EDIFICATION) Using edification for a City Presentation or a meeting with an upline You - Greet - Edify - Lock Down Trust Friend Edify Respect Expert

WHERE IS YOUR ATTENTION? During Invites, Presentations & Opening Change and learning happens at the top, while staying stuck happens at the bottom. Vision Planning Detail Problems Drama How does success look for me? What are my key strategies to success? What are the day to day actions that take me from step to step? What is getting in the way for me? Why can’t I do this?

Step 4: PRESENTATIONS (Meeting Conduct) 1. Dress for success Look the part – first impressions often make or break the deal 2. Pick up the guest where possible Utilise FORMS (Family. Occupation. Recreation. Money / Motivation. School) to gain rapport and edify the upcoming event to prepare mindset correctly 3. Be early Set the tone of a professional event, this gives you time to prepare your guest appropriately 1. 4. Introduce your guests 2. Connect with people of common interest & introduce your guest to the leaders in the room 3. 5. Sit up front 4. Distractions are in the back, in school the kids who sit in the front get the best grades 5. The speaker picks on the people in the front 6. 6. Participate 7. Body language, eye contact, sit forward and take notes 8. 7. Use applications for opening 9. Turn and talk, ask a YES question, keep your guest in the opening pod & let negative guests leave

Step 4: PRESENTATIONS (FLOW) Why – 40% What – 20% How – 40% 1. Build Rapport 4. Products (10 mins) 6. Open 2. Ask Power Questions 5. Business (15 mins) 7. FAST START TRAINING 3. Share 3 Min Why MC* ASK QUESTIONS TO ENGAGE AUDIENCE Create “Me Too”, not “So What” *The MC’s job is to warm up crowd and get them excited. Make sure you prepare them for interaction. Edify the presenters strongly so the guests are attentive.

Step 5: OPENING There are 3 parts to opening: 1) Handling Objections / Concerns 2) SNIOP 3) Follow UP OPENING TIP Ask the prospect which set they would like “If you don't ask, you don't get. ”

Step 5: OPENING HANDLING OBJECTIONS (3 part system) 1. Acknowledge - Be understanding and supportive of their objection - “I feel / felt the same” 2. New Perspective - Offer a new, positive and entrepreneurial perspective 3. Re establish the vision and value - Regardless of response move on and establish the vision and the value we can create!

Step 5: OPENING Role Play Some examples to role play and use the 3 part system: I don’t have time I don’t have money It looks like a pyramid scheme I don’t need supplements I don’t want to sell I don’t have confidence

Step 5: OPENING All concerns come down to the following two: 1. IS THIS REAL? (COMPANY, INDUSTRY, PRODUCTS) LEVERAGE OFF backing and credibility where there is doubt. 2. CAN I DO IT? WILL YOU HELP ME? Show the simplicity of the training and ongoing support system. Dig for problems with questions so we can provide solutions. Offer a new and positively focused perspective on all negatives Highlight values (GAIN) vs no risk (PAIN)

Step 5: OPENING – SNIOP Role Play Most people are caught in the negativity trap and live in fear about EVERYTHING S usceptible to the N egative I nfluence of O ther P eople Comes from… F alse E vidence A ppearing R eal Before buying into someone else’s philosophy, make sure you ask yourself (and them) these three questions: 1. Do they know anything about success in life? 2. Do they know anything about the industry? 3. Do they know anything about our company?

Step 6: THE WEEKLY SYSTEM

Daily Learning “Success is not found in a day, it's developed over a life time” Jim Rohn – Building Your Network Marketing Business Eric Worre – Go Pro Dale Carnegie – How to Win Friends and Influence People Harv Eker – Secrets of the Millionaire Mind

EXTRA COMPLIANCE ✘ DO NOT make health claims regarding disease or cancer ✘ DO NOT make medical or cure claims ✘ DO NOT make false income claims ✘ Just… DO NOT MAKE ANY CLAIMS Always provide an income disclosure statement when discussing income Always make sure all your new customers and reps know about autoship