ARBONNE UNIVERSITYLEARN • BUILD • ACHIEVE

ARBONNE UNIVERSITY

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“Sponsoring”BY Donna Weiser

Independent Consultant, Executive National Vice President

Hi, this is Donna Weiser, Independent Consultant, ENVP with Arbonne International and I am delighted to talk to you about sponsoring, which a key ingredient to achieving success in our business!

Sponsoring can be divided into to two categories, equally important in creating a successful business! The fi rst is the mindset of sponsoring, which I’ll discuss briefl y, and then we’ll talk about the nuts and bolts, the mechanics of sponsoring!

Network marketing is a business of attraction one of the universal laws, is the law of attrac-tion. What is it about you that would attract others to want to join your business! Are you pleasant to be around, do you enjoy people, are you the kind of person who others would like be around? Are you relaxed and calm when you meet someone new or are you so scattered and busy that you barely have time to say hello? The question is, do other people want what you have? Even if you are a brand new Consultant, fake it ‘til you make it! When you are out and about, in social settings, in business settings, or just out doing errands, everyone you meet is a potential business builder. They may even be the next Vice President in your Suc-cessLine. So, think about it! When other people meet you, what do they see?

You know, there’s a tremendous amount of personal growth in our business. With Arbonne, you are your own boss and when you wake up in the morning, look in the mirror, you are looking at the boss and if you don’t like the boss, then you’re in trouble! Learn to be the best person you can be, then others will surely want what you have!

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And your self-talk is so important when it comes to sponsoring! As our President, Rita Dav-enport teaches us, “Mind your mind.” In 1992, when I was a new Independent Consultant in Arbonne, I remember very clearly, sitting in a training class in Independent Consultant, ENVP Sandra Tillinghast’s living room! (At that time Sandra was an Independent Consultant, Area Manager) I was in tears, so frustrated. I cried to Sandra “I can’t sponsor anyone ...” and San-dra turned to me “And you won’t if you keep saying you can’t.” That was such a great lesson for me! What is your self-talk?

So, my advice, before we get into the mechanics of sponsoring is to visualize the people you want to sponsor into Arbonne and affi rm your success as a sponsoring star! Make a list of the qualities of the type of person you want to sponsor. I mean it, take out a piece of paper and make a list! Write down the qualities, the characteristics of the kind of person you want to sponsor! What we think about, we bring about! I’d like to read a quote from Napoleon Hills book, Think and Grow Rich, a book that defi nitely should be on your bookshelf! “Our brains become magnetized with the dominating thoughts which we hold in our mind and by means which no man is familiar, these magnets attract to us the forces, the people, the circum-stances of life, which harmonize with the nature of our dominating thoughts!” So, what is your dominating thought? Create an affi rmation that will support your sponsoring success!

When you create your sponsoring affi rmation — write it down 10 times in the morning and 10 times at night! Shad Helmstetter, author of What to say when you talk to yourself and The gift, teaches us to take our affi rmation cards with us wherever we go. An affi rmation is a statement of fact, stated in the present tense! Keep saying it and it will become reality! Remember, it has to be your dominating thought! And be sure to state it in the present tense. I am a sponsoring star, not I will be. My favorite sponsoring affi rmation:

I am a sponsoring magnet, I attract high powered, dynamic, positive, creative and successful people to my Arbonne team!

So now, let’s talk about the mechanics of sponsoring. Most important, who should you spon-sor? Be particular but don’t pre-judge. You have no idea how many people would benefi t from a network marketing company! We have RVPs and NVPs in Arbonne today who are doctors, attorney’s, corporate executives, and Harvard graduates. Would you approach your doctor or attorney? If the answer is no, you have to take a really good look at your beliefs. If you believe in Arbonne and the benefi ts that your Arbonne business can bring, then you can approach and sponsor anyone!

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ARBONNE UNIVERSITY

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Start with your list of 100 names. Remember, don’t pre-judge! Here’s a good frame of refer-ence: (a) People you know and would like to work with — that’s one of the gifts of our in-dustry — to pick and choose your “dream team” is defi nitely a benefi t! (b) People who will be great at our business — remember I told you to make a list, identify the characteristics and qualities of the perfect business partner (c) People who don’t need our business but want it. There are many successful busi-ness people, men and woman who are fi nancially comfortable and would absolutely love the opportunity to have their own home based business, whether it’s a stay at home mom, whose had the good fortune to be supported by a spouse or man or woman who has a successful career but has an entrepreneurial spirit and would like the opportunity to have a home busi-ness for the tax benefi ts and residual income for their retirement, the list is endless when you think about the people who would benefi t from a network marketing business! It’s important to remember that until you point out the benefi ts and how Arbonne can fi t into someone’s life, they’ll never think about it as an option.

Who else can you sponsor? Your Clients! For those of you who have built a successful retail business with Arbonne, don’t miss the opportunity to introduce Arbonne’s business to your Clients! They are already in love with our products, and again, until you point out the benefi ts of Arbonne’s phenomenal business, they don’t know it’s an option! Perhaps it will be a fi t for them, perhaps not. It’s not your job to decide if it’s a fi t for them. You present the information and then they can decide. I’ll remind you that we are in the sorting business, not the convinc-ing business! If you have to convince someone to join Arbonne, you’ll probably have to con-vince them to stay in Arbonne!

The next group is the bump into’s. Wherever you go, anyone you meet is a potential future NVP! All you have to do is smile and say, “You would be fabulous at my business. Have you heard of Arbonne! It may be a fi t for you or it may not, but it would be a shame for you to miss the opportunity to take a look? Do you have half an hour to meet me for a cup of coffee? I have a brief Presentation that explains all about my business, a business by the way that al-lows me to wake up in the morning when I’m fi nished sleeping!”Another group are referrals. Another great opportunity when it comes to sponsoring — refer-rals from friends, Clients, even people who you have presented the business to and they said “no,” ask them for referrals too! You don’t ask, you don’t get!

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Let’s talk about a sponsoring packet, also called a curiosity packet. If you are doing the “RE-sults Approach” Presentation you’ll probably give the sponsoring packet to someone after you’ve done your “One-on-One” Presentation. If you’re doing a “Group” Presentation, busi-ness launch or class, have your sponsoring packets prepared in advance, to give to your prospects prior to your next meeting with them, and of course, if your goal is to sponsor someone long distance, you can send them a sponsoring packet and after they’ve reviewed it, you can direct them to the Arbonne “Opportunity” Flash Presentation. By the way, a little tip is to watch the “Opportunity” Flash Presentation simultaneously with your prospect, it’s worth a long distance call for you to be on the phone, at your computer watching the “Opportunity” Flash Presentation while your prospect is watching it. This assures that they will watch it and when it’s over, it’s a perfect time for questions and answers! This is your priority, not your prospects. The reason you want to watch the “Opportunity” Flash Presentation simultane-ously with your prospect is the same reason we tell you that if you want a guest to show up at a meeting, they need to be in your passenger seat!

You can order Arbonne’s business builder folder, which is very professional, from The Place, just go to the in the Consultant business tools section under Business Aids. The Arbonne business folder will hold all of the information you’ll want to include in your sponsoring packet. So, to include in your Sponsoring packet: A current Arbonne Product Catalogue, the “Arbon-neNow, Now’s the time to be a part of Arbonne Prospecting CD” featuring Robert Kiosaki, entrepreneur and best selling author of the Rich Dad, Poor Dad series. In this CD, Kiosaki dis-cusses the benefi ts of the network marketing industry. There are also some great testimonials and success stories from some of Arbonne’s top leaders! This CD is a must in all sponsoring packs. I believe it is our most powerful sponsoring tool!

You’ll also want to include an ArbonneNOW Company brochure. Be sure to include a few Eye on Arbonne articles. You can fi nd all of the Eye on Arbonne VP stories divided into categories based on their prior career at www.arbonne.com , click on the Success Stories on the home page. Go to the scroll down bar that says “New VPs” and you will see all of the categories!

Also, the Independent Consultant Compensation Summary (ICCS) and the SuccessPlan sum-mary can both be found under the “Be your own boss” section of Arbonne’s web site under Company Information. Don’t forget the application, signed by you and highlighted where they should sign; Product overview and order form.

Be sure to have your stickers on everything you give to anyone, and of course, your business card in the little slot on the pocket of the folder! If you are going to include a sample packet with your sponsoring packet, be sure to print out an instruction card from the REsults Page of Arbonne’s web site.

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Remember to be a chameleon. Who is your target? If your targeting a stay-at-home mom, you will want to write a hand written note and include that in your sponsoring packet. If you pros-pect is a corporate executive or professional, you will want your sponsoring packet to be more professional.

The next question is where to meet. I suggest meeting in a neutral location, a café or coffee house. Best not to meet at your home or your prospect’s home.

The next step is the interview. Your sponsoring interview is a fact fi nding mission, giving you an opportunity to discover how Arbonne can be a benefi t to your prospect. Depending on your time or your prospects time, you can conduct your interview prior to your presentation or at your second appointment, when you and your prospect meet after they have sampled the Nu-triMinCTM RE9 products. If you have met a potential Consultant at a business launch or class, then give them a sponsoring pack and schedule an appointment where you will conduct your sponsoring interview!

Important: Don’t meet with your prospects if they haven’t reviewed the information in your sponsoring packet. If they have not listened to the ArbonneNOW CD and read other Arbonne information then you will end the whole time “telling” them about Arbonne, instead of asking questions about their needs. Your goal is for your prospects to realize how Arbonne will be great fi t for them!

So your fi rst question is: “What was it about the information that I shared with you, that in-trigued you enough join me today to discuss Arbonne’s opportunity?” After you’ve asked that question, the next step is to listen. Listen, listen, listen. Your job is to match their needs with Arbonne. You can’t do that unless you listen carefully to what their needs are! Remember, we have two ears and one mouth for a reason, we listen twice as much as we talk.

Next, tell them what you are going to do. “Steve and Mary, I’m going to ask you a few ques-tions so I can have the right information to help you make an informed decision. Then I’ll share with you how we are compensated and what you can expect if you want to create a success-ful home-based business. And fi nally, I’ll give you the opportunity to ask me any questions that you might have.”

This is important, because when you set up the parameters of the interview and let your pros-pect know that there will be time after you’ve asked some questions, you take control of the interview.

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So what are some questions? You can also fi nd some great questions in the StartNOW Work-book. Here are a few that I like:

1. If you could design the perfect career, what would that look like?2. Name fi ve character strengths that will help you succeed!3. Have you ever thought about owning your own business, being your own boss? 4. What have you always wanted to do but never had the money or time to do it? 5. Where do you see yourself fi ve years from now?6. What would you like to accomplish if you had your own business?7. How much money would you like to make to meet your needs?8. How many hours can you devote to your Arbonne business?9. So there are no unforeseen obstacles, are there any challenges that you can identify in starting a business like Arbonne?

After you asked the questions, it’s time to move on to the action plan. Use the SuccessPlan Summary to help them strategize and set their goals! If their goal is to get to NVP as quickly as possible, then your job is to help them fi nd their four business builders, get them to DM immediately and help others on their team do the same! Use the StartNOW Workbook and the StartNOW New Consultant Manual as tools to help your new Consultant get their business off to a great start!

When your sponsoring interview is over, ask your prospect, on a scale from 1 to 10, where do they stand? One, it sounds like a great opportunity but it’s just not for you or 10, they can’t wait to sign the application and become your business partner?

So I would like to wrap up this training by reminding you to have fun with this process. Spon-soring is a key ingredient in creating a successful Arbonne business but if you don’t have fun with it and make it seem hard and challenging, then no one will want to join you. Remember, you are a sponsoring magnet; you attract high powered, dynamic, positive, creative and suc-cessful people to your team. With that affi rmation, you are sure to succeed. Best of luck to you on your Arbonne sponsoring journey.