Train To Retain with The Areas Best Leaders. Preparing Yourself Tony Patti.

Train To RetainTrain To Retainwithwith The Areas Best LeadersThe Areas Best Leaders

Preparing YourselfPreparing YourselfTony PattiTony Patti

SYSTEMSW. 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 ®UNFRANCHISE ®

BECOME AN BECOME AN UNFRANCHISE UNFRANCHISE ®®

OWNEROWNER

Plan for Your Financial Plan for Your Financial Success with the Market Success with the Market America UnFranchiseAmerica UnFranchise® ®

SystemSystemA Perfected, Standardized A Perfected, Standardized

and Uniform and Uniform System System

that Combines Franchising that Combines Franchising with Direct Sales with Direct Sales

to Facilitate the Duplication to Facilitate the Duplication of Independent of Independent

Business Success.Business Success.

Like A Franchise:Like A Franchise:• A Proven Business PlanA Proven Business Plan

SystemizationSystemization StandardizationStandardization UniformityUniformity

• State-of-the-Art Management SystemsState-of-the-Art Management Systems

• Merchandising and Marketing ToolsMerchandising and Marketing Tools

• Growing VisibilityGrowing Visibility

• Own Multiple BusinessesOwn Multiple Businesses

• TrainingTraining

• A Proven Business PlanA Proven Business Plan SystemizationSystemization StandardizationStandardization UniformityUniformity

• State-of-the-Art Management SystemsState-of-the-Art Management Systems

• Merchandising and Marketing ToolsMerchandising and Marketing Tools

• Growing VisibilityGrowing Visibility

• Own Multiple BusinessesOwn Multiple Businesses

• TrainingTraining

SYSTEMIZATION:ONE WAY OF DOING

THINGS

JUST LIKE A FRANCHISE

ESSENTIAL ESSENTIAL KNOWLEDGEKNOWLEDGE

THE THINGS THAT YOU THE THINGS THAT YOU MUST KNOW AND MUST KNOW AND

WHERE AND HOW TO WHERE AND HOW TO LEARN ITLEARN IT

Code#391Code#391

$5.00 for $5.00 for 1010

Code#786Code#786

$5.00 for $5.00 for 1010

Try products Career Manual Getting Started Guide- A track to becoming a UFO

GoalsPossibility ListAnswer to what is it2 minute commercialNew distributor training and Basic 5NMTSS seminar tickets2nd 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 CALLwithin 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.”

– 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).

• Right Then, set the conditions under which your willing to work with them.

– Reschedule the follow-up and give them a few more days.

– Come up with the names right then.• Use “Building Your List”

memory joggers.

• Give Them An Option:

2) Review Goals- Personal Goals (pg. 4)

• Recommend Dream Board / Visualize Goals.

(continued)

(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.

- 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).

(continued)

2THE TWO MINUTE

COMMERCIAL

APPEALING DESCRIPTIONAPPEALING DESCRIPTION TESTIMONIAL TESTIMONIAL DON’T TRY TO RECRUIT THEM!DON’T TRY TO RECRUIT THEM! POSITIVE POSITIONING POSITIVE POSITIONING SET UP POSITIVE GOSSIP SET UP POSITIVE GOSSIP AUTOMATIC POSSIBILITY AUTOMATIC POSSIBILITY

6) Review Possibility List- 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)

(continued)

ProspectingProspectingBill Izer and Big D WoodsonBill Izer and Big D Woodson

PROSPECTINGPROSPECTINGRECRUITINGRECRUITING

SPONSORINGSPONSORING

WE NEVER WE NEVER STOP DOING STOP DOING

ITIT

Criteria For Business PartnersCriteria For Business PartnersNeed 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 TerminologyChange Your TerminologyMarket America Lingo

Home Based BusinessSponsorUp Line, down lineDistributorOrganizationGet In, Got In, Sign up45 Year PlanResidual IncomeKickoff / 2nd Look

Prospecting Lingo

Work From Home

Business PartnerBusiness AssociateUnfranchise OwnerTeamI Started / I Opened my business Your JOB, OccupationOngoing IncomeBusiness Briefing

ExamplesF.O.R.M Method

3 Things People talk about:1. What is happening.

2. How “rotten” things are. (complain)

3. The way they wish things were. (wish)

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!

Learn To Talk In ThemesLearn To Talk In Themes

Talking in ThemesSimply tell a story about something

you understand

and enjoy talking about.

The people you talk to areThe doorway to lead you to the right people.

Talking in ThemesSimply tell a story about something

you understand

and enjoy talking about.

The people you talk to areThe doorway to lead you to the right people.

Learn To Talk In ThemesLearn To Talk In ThemesExamples 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

Examples of ThemesOne-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 ThemesLearn To Talk In ThemesOne 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

One to One MarketingMarket 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


We find out what people want, source it, and provide it to them

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

One to One Marketing We find out what people want, source it,

and provide it to them

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


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

“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?

One to One Marketing 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

“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?

OvercomingOvercoming

Objections !!!!Role Play

3 Types of Approaches3 Types of Approaches

Evaluation / ReferralEvaluation / Referral

Direct

11stst Appointment AppointmentInterview/OverviewInterview/Overview

Bill IzerBill Izer

Interview / OverviewInterview / Overview

Pre Qualifying

Showing the PlanShowing the PlanBill IzerBill Izer

If you want something that you If you want something that you have never had, You have to do have never had, You have to do something that you have never something that you have never

done!!!done!!!

Let’s Show the Plan!

Selling TicketsSelling TicketsStan the manStan the man

Trial RunTrial RunBeing CoachableBeing Coachable

Tony PattiTony Patti

Why Is It Important To Do Why Is It Important To Do

3-Way Calls?3-Way Calls? Part of the system/10 Steps to systemized Part of the system/10 Steps to systemized

effective duplication!effective duplication! Teaching new distributors what to say to Teaching new distributors what to say to

generate interest.generate interest. Teach them what not to say!Teach them what not to say!– Most new distributors get diarrhea of the Most new distributors get diarrhea of the

mouth.mouth.

Purpose Of The 3-Way Purpose Of The 3-Way CallCall

To Book the appointment.To Book the appointment.

Not the time to explain your business.Not the time to explain your business.

Not the time to answer their questions.Not the time to answer their questions.

* If the new * If the new distributor works distributor works alone, as a rule of alone, as a rule of thumb, they are out thumb, they are out of the business after of the business after 3 No’s.3 No’s.

Your Also Assuming That….Your Also Assuming That….

TheyThey are completely prepared to are completely prepared to prospect and show the plan.prospect and show the plan.

They know how to answer all They know how to answer all questions about:questions about:– The CompanyThe Company– The MPCPThe MPCP– The ProductsThe Products

(continued)(continued)

They are invulnerable to rejection.They are invulnerable to rejection. They know how to handle objections.They know how to handle objections. They need no support.They need no support. Their belief level is already where it Their belief level is already where it

needs to be.needs to be.

If You Don’t Let Distributors Work If You Don’t Let Distributors Work Alone, You Will Be Creating Alone, You Will Be Creating Important Benefits...Important Benefits...

Team spirit grows (We all need support)Team spirit grows (We all need support) Fear is reduced (Hold hands when Fear is reduced (Hold hands when

crossing the street)crossing the street) Prospects see that they won’t have to Prospects see that they won’t have to

work alonework alone Duplication is faster and more accurateDuplication is faster and more accurate– It’s convenient. You can leverage your time It’s convenient. You can leverage your time

and schedule appointments with 3 or 4 and schedule appointments with 3 or 4 distributors without anyone leaving their distributors without anyone leaving their home.home.

Rejection is deflected (New distributors Rejection is deflected (New distributors see that leaders hear the word “no”).see that leaders hear the word “no”).

Preserves their good attitude.Preserves their good attitude. Teaching new distributors how to listen Teaching new distributors how to listen

and pre-qualify their prospects / take and pre-qualify their prospects / take notes.notes.


10 Tips For Telephone 10 Tips For Telephone ProspectingProspecting

1) Don’t be embarrassed or ashamed about 1) Don’t be embarrassed or ashamed about telephone telephone prospecting. prospecting.

2) Limit your time on the phone.2) Limit your time on the phone.

3) Make sure you won’t be interrupted.3) Make sure you won’t be interrupted.

4) Use the prospects name frequently to 4) Use the prospects name frequently to build rapport. build rapport.

5) Subtly, try to get the prospect to agree 5) Subtly, try to get the prospect to agree with you. with you.

6) Keep a mirror in front of you to remind 6) Keep a mirror in front of you to remind yourself to smile.yourself to smile.

7) Know how to handle objections.7) Know how to handle objections.

8) Avoid talking to much.8) Avoid talking to much.

9) Don’t ask your prospect to call you back.9) Don’t ask your prospect to call you back.

10) Remember your objective.10) Remember your objective.


Building Your UnfranchiseBuilding Your Unfranchisethrough (HKO) through (HKO) Home Kick-offsHome Kick-offs

Stan Hunkovic Jr. and Caressa FlanneryStan Hunkovic Jr. and Caressa Flannery

HKO – 5 Parts to HKO – 5 Parts to Success!Success! InvitationInvitation ConfirmationConfirmation PreparationPreparation PresentationPresentation Communication & InformationCommunication & Information

InvitationInvitation 1 month to 2 weeks out1 month to 2 weeks out

– Names ListNames List – go through and over – go through and over inviteinvite

Ex. To get 5 invite 20, for 10 Ex. To get 5 invite 20, for 10 invite 40 and so on.invite 40 and so on.

– Invite CallInvite Call – script if necessary, put – script if necessary, put on calendar, someone will confirmon calendar, someone will confirm


Script –Script –Hi Dan, What are you doing next Tuesday? Great, Hi Dan, What are you doing next Tuesday? Great,

listen. I just got involved in an exciting new listen. I just got involved in an exciting new business and thought of you. I’m having a business and thought of you. I’m having a new new business kickoffbusiness kickoff at my home and I really could at my home and I really could use your use your HELPHELP. I’d like you to come and . I’d like you to come and EVALUATE EVALUATE the business for me. Now, it may or the business for me. Now, it may or may not be of interest to you, but I know you will 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 lead me to the right people. Will you be able to make it? Great, be able to make it? Great, put the date on your put the date on your calendarcalendar right now and one of my right now and one of my business business partners will confirmpartners will confirm with you a few days before. with you a few days before. I’ll see you there, right? I’ll see you there, right? Great I knew I could Great I knew I could count on you.count on you.


- - VoicemailVoicemail – Announce through – Announce through system – open to distributors – get system – open to distributors – get RSVPsRSVPs

Adds excitement, credibility, shows Adds excitement, credibility, shows team supportteam support

-- Combinations/Cross PollinationCombinations/Cross Pollination – – work both sides of org. to be work both sides of org. to be efficient in time leveraging.efficient in time leveraging.

ConfirmationConfirmation 1 week to 2-3 Days Before1 week to 2-3 Days Before

Postcard/Email Note – If yes to Postcard/Email Note – If yes to invite from call, send reminder. invite from call, send reminder.

Partner Call – 2/3 days before Partner Call – 2/3 days before sponsor/partner/upline calls sponsor/partner/upline calls attendees. Puts professional spin attendees. Puts professional spin on importance of showing up.on importance of showing up.

PreparationPreparation week prior to HKOweek prior to HKO

-- Parts – assign intro, product and presenter – Parts – assign intro, product and presenter – practice parts practice parts

-- Tools – Tools – Big flipchartBig flipchart Product DisplayProduct Display Product Literature – mall talks, specific Product Literature – mall talks, specific

brochures, health surveysbrochures, health surveys Company Literature – financial report, Company Literature – financial report,

tapes/cd/dvd, 1 to 1, HOB, Wall Street tapes/cd/dvd, 1 to 1, HOB, Wall Street TranscriptTranscript

NMTSS Training Schedule, 2nd looks, HKOs NMTSS Training Schedule, 2nd looks, HKOs coming upcoming up

Business Cards/Receipt PadBusiness Cards/Receipt Pad Sign In Sheet – name, number, emailSign In Sheet – name, number, email Envelopes/clip board for guest materialsEnvelopes/clip board for guest materials Tickets to next LocalTickets to next Local

PreparationPreparation week prior to HKOweek prior to HKO

-- Refreshments – light snacks , Refreshments – light snacks , water/soda, munchies, nothing water/soda, munchies, nothing elaborate.elaborate.

-- Planners/DistributorsPlanners/Distributors Timeliness – show up 1 hour Timeliness – show up 1 hour

before if setting upbefore if setting up Corings – practice if needed, Corings – practice if needed,

dress rehearsaldress rehearsal 2 Minute Commercial – each 2 Minute Commercial – each

person should have one, be person should have one, be concise.concise.

PresentationPresentationHKO NightHKO Night

– Intro – (host- 5 minutes)Intro – (host- 5 minutes) WelcomeWelcome Intro of Company Intro of Company

(career manual)(career manual)

PresentationPresentationHKO NightHKO Night

– Products – (sponsor/partner Products – (sponsor/partner – 15 minutes)– 15 minutes) BriefBrief Relevant – products/stores Relevant – products/stores

of interest to guests in of interest to guests in attendanceattendance

Testimonials – has impactTestimonials – has impact

PresentationPresentation HKO NightHKO Night

– Plan – (upline – 45 minutes)Plan – (upline – 45 minutes) Flipchart PresentationFlipchart Presentation Introductions – go around Introductions – go around

room room -- Guests-what Guests-what they do/why presentthey do/why present--Distributors/UFOs – 2 Distributors/UFOs – 2 minute commercialminute commercial

PresentationPresentation HKO NightHKO Night

-- Close – (wrap up – 10 Close – (wrap up – 10 minutes)minutes)

Decision – nothing to Decision – nothing to decidedecide

Something of Interest – Something of Interest – book follow-up, get book follow-up, get questions answeredquestions answered

- Feedback – Questions to Guests to find out interest Feedback – Questions to Guests to find out interest levellevel

- What did you like most about what you saw?What did you like most about what you saw?- So is this the first time you have seen the presentation?So is this the first time you have seen the presentation?- On a scale of 1-10, one being I’m not really interested 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 and 10 being I want to start now, where would you say you are?you are?

- What would you do with an extra $300-$1500/month? What would you do with an extra $300-$1500/month? How would it make you feel?How would it make you feel?

- If you were to start this business right now what amount If you were to start this business right now what amount of income would help make your life more comfortable?of income would help make your life more comfortable?

- How would it make you feel to be able to work when you How would it make you feel to be able to work when you wanted from your home?wanted from your home?

- What would you do with your extra time if you could What would you do with your extra time if you could generate that type of income part time? generate that type of income part time?

Communication/Communication/

InformatiionInformatiion ClosingClosing

– Product Interest – brochures, mall Product Interest – brochures, mall talks, informationtalks, information Sell ProductSell Product

– Business Interest – materials packet, Business Interest – materials packet, NMTSS, 2nd look, HKO, Locals infoNMTSS, 2nd look, HKO, Locals info Sell TicketsSell Tickets

– Thank You – always thank for comingThank You – always thank for coming Card/Note – added gesture after Card/Note – added gesture after

kickoffkickoff

Communication/Communication/

InformatiionInformatiion ClosingClosing

You

You You

You You You You

You You You You You You You You

You

M1M1

M2M2

M3M3

M4M4

ABC METHOD OF DUPLICATION AND BUILDING ABC METHOD OF DUPLICATION AND BUILDING DEPTHDEPTH

YOUYOUA1

B1

C1

A2

B2

C2

A3

B3

C3

A4

B4

C4

A1

B1

C1

A2

B2

C2

A3

B3

C3

A4

B4

C4

SPONSORSPONSOR

YOUYOU

YOUYOU

WORK ON WORK ON BOTTOM LEVELBOTTOM LEVEL

Follow-Up SystemFollow-Up System

Supplies Needed:Supplies Needed: Index cards: Yellow, Green, Blue, Index cards: Yellow, Green, Blue,

Pink (or Orange.) Preferably 4 x 6Pink (or Orange.) Preferably 4 x 6 Index card tabs; with every month Index card tabs; with every month

of the year, and at least 3 sets of of the year, and at least 3 sets of 1 to 31. 1 to 31.

Index card Box Index card Box


Yellow is for Customers ( like Yellow is for Customers ( like vitamins make you pee Yellow)vitamins make you pee Yellow)

Green is for prospects (want to Green is for prospects (want to make money)make money)

Blue is for Distributor ( now Blue is for Distributor ( now making money)making money)

Pink or Orange (Executive Pink or Orange (Executive Coordinator) Coordinator)


Should look similar to thisShould look similar to thisNameAddressEmail

Contact #s

F – (family)

O- (occupation)

R- (recreation)

M- (money)

BACK Side >>>>

9/5 Interview/overview, product sold

9/6 Follow-up

9/7 2nd Look meeting, sold ticket

9/11 Attended training

Train To Retain with The Areas Best Leaders. Preparing Yourself Tony Patti.

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Transcript of Train To Retain with The Areas Best Leaders. Preparing Yourself Tony Patti.