© Stephen Bourne 2011
90 Day Plan v2 2-2011
SPONSORING … what NORMALLY happens?
We all use, in our own way, a
4-Part Sponsoring System:
© Stephen Bourne 2011
90 Day Plan v2 2-2011
What happens NEXT
is the difference
between sponsoring
an ACTIVE or an
INACTIVE new
distributor
© Stephen Bourne 2011
90 Day Plan v2 2-2011
And it’s all down to
OUR
ATTITUDE
© Stephen Bourne 2011
90 Day Plan v2 2-2011
 Those of you who have a Leader’s attitude will know
how important it is to get your new distributor started as
soon as possible – and you will be very proactive in
both your attitude and your approach to achieving this
 Those of you who do not (YET!) have a Leader’s
attitude will see the signing up of the new distributor as
the most important part of the exercise – and, because of
your inexperience, you may be unsure of how to
efficiently take the necessary actions to get the new
distributor started
This is something you can learn …
if you want to!
© Stephen Bourne 2011
90 Day Plan v2 2-2011
What’s the
difference?
© Stephen Bourne 2011
90 Day Plan v2 2-2011
 Will have spare Sample Kits so new
distributors do not have to wait for a delivery
 Will go through what to do next by …
 Talking about commitment
 Talking about having targets
 Showing new distributors how to make
lists of contacts
 Showing them where to look for online
support sites that are available to the
team
 … plus anything else they feel
necessary to get their new team members
started correctly
© Stephen Bourne 2011
90 Day Plan v2 2-2011
 Tell the new distributor to order
a Sample Kit
This group includes
new people
shy people
people who lack
confidence
people who know
nothing but think
they know it all
people who are
unteachable
© Stephen Bourne 2011
 Tell the new distributor that
when the Sample Kit arrives to
go through it
 Tell them to look at the
catalogues
 Tell them to arrange for a
training session with their upline
This action is not inspiring and shows
lack of experience … but don’t worry,
help is on its way!
90 Day Plan v2 2-2011
What is needed is a simple, uncomplicated system that
allows `OTHERS’ to become `LEADERS’ immediately
When new distributors joins FM Group
their excitement level is very high –
that’s why they joined!
Each and every day after that, the
excitement level drops and the urgency
to get started diminishes until they
become inactive … and never start!
Unless they see that their decision to
join FM was the right one by seeing …
FAST RESULTS!
© Stephen Bourne 2011
90 Day Plan v2 2-2011
EXCITEMENT LEVEL
100%
80%
Still excited … but no
activity as Sample Kit
arrives tomorrow
60%
Sample Kit arrives – looking
through and sampling – but
no selling activity
40%
Arranged for training next week.
Still excited … but still no activity
20%
Beginning to have doubts re
time, ability, etc
0%
0
© Stephen Bourne 2011
1
2
3
DAYS
4
5
90 Day Plan v2 2-2011
Ends up as a great big
on your genealogy!
© Stephen Bourne 2011
90 Day Plan v2 2-2011
So let’s get their
business started …
THE MOMENT THEY
SIGN UP!
© Stephen Bourne 2011
90 Day Plan v2 2-2011
90 DAY PLAN
The 1st step on
the ladder of
success
© Stephen Bourne 2011
90 Day Plan v2 2-2011
What is a 90 Day Plan?
 It sets out an initial plan for where you
want to be 3 months from NOW
 NOW can be any time you want
 You can do 90 Day Plans every month if
you believe your last one needs changing
© Stephen Bourne 2011
90 Day Plan v2 2-2011
What is a 90 Day Plan?
 It is a simple SHORT TERM goal-setting
programme to help you stay focussed on
 what you want, and
 what you are prepared to do to
achieve it
 Everyone should have a 90-day plan
 You should also be aware of the 90-day plan
of all of those you have sponsored
© Stephen Bourne 2011
90 Day Plan v2 2-2011
How Does it Work?
1. They complete the FM Application Form
2. They select their Sample Kit
3. They complete their 90 Day Plan
Make sure the new distributor PERSONALLY
fills in the Application Form and 90 Day Plan –
it is psychologically part of their commitment to
their new business and to their 90 Day Plan
© Stephen Bourne 2011
90 Day Plan v2 2-2011
Stephen Bourne
1/8/2010
200
50
10
2.5
1.8
13
9
You do not have to be too exact this is just a guide
© Stephen Bourne 2011
90 Day Plan v2 2-2011
© Stephen Bourne 2011
90 Day Plan v2 2-2011
How do you want to start your new FM business?
© Stephen Bourne 2011
90 Day Plan v2 2-2011
3
2
1
© Stephen Bourne 2011
90 Day Plan v2 2-2011
Stephen Bourne
1/8/2010
© Stephen Bourne 2011
90 Day Plan v2 2-2011
3, 4 or 5
2
2
© Stephen Bourne 2011
90 Day Plan v2 2-2011
© Stephen Bourne 2011
90 Day Plan v2 2-2011
Contacts
If they struggle completing the sheet, wait until they have at
least 8-10 names and telephone numbers on it and say,
“That’s great. What I would like to suggest is that we start
building your business right now – you can always add
names to this list later
I know you do not know what to say to them yet, so I would
like to suggest that I talk to them on your behalf
Is that alright with you – letting me do the work for you?”
If they agree, there are 2 methods
© Stephen Bourne 2011
90 Day Plan v2 2-2011
Contacts
1. When you are actually sitting with the new
distributor
The new distributor will make contact with the
prospect and then hand you the phone
2. When you are on the phone/Skype signing up the
new distributor
If you are not actually sitting with the new distributor, you
will need to do the same by using 3-Way Calling as the
new distributor will not be able to hand their phone over to
you
© Stephen Bourne 2011
90 Day Plan v2 2-2011
Contacts
1. When you are actually sitting with the new
distributor
Get them to dial the number and when the prospect
answers get them to say,
“Hi Carol [prospect’s name] it’s John [new distributor’s
name] – how are you?
Carol, do you have a minute? Good. Look Carol, I have
come across something very exciting which I think you will
be extremely interested in and I have my business partner
Stephen [sponsor/upline] here with me who can tell you
more.”
They then hand the phone over to you
© Stephen Bourne 2011
90 Day Plan v2 2-2011
What Do YOU Say?
“Hello Carol, it’s nice to talk to you.
John has joined an exciting and fun business and
said that this would be something that you would
definitely be very interested in, too.
Carol, do you have access to the Internet?
© Stephen Bourne 2011
90 Day Plan v2 2-2011
What Do YOU Say?
If “Yes”:
“Great, can I have your email address and we will send
you a link to John’s new website.
Carol, when could you visit this site? Tomorrow? The day
after?
OK, we will phone you on [agree day] … is [time] alright
for you?
Great, we look forward to speaking to you then. Bye”
© Stephen Bourne 2011
90 Day Plan v2 2-2011
What Do YOU Say?
If they do NOT have access to the internet:
“That’s OK. We will send you an Information Pack in the
post – could you give me your address please?”
Thank you. We will put something in the post to you
tomorrow – would it be alright to phone you on [agree a
day] … is [time] alright for you?
Great, we look forward to speaking to you then. Bye”
© Stephen Bourne 2011
90 Day Plan v2 2-2011
What Do You Do Next?
When you have contacted as many people as you can on
their `Contact List’, get your new distributor to register for
one of the following marketing websites:
www.fmforperfume.com
this is a replicating marketing site which your new
distributor can send prospects to; it is personalized to
them and their prospects can sign up there.
There is a yearly cost involved. Order one by going to
www.fmforperfume.com and clicking on `buy a website’.
© Stephen Bourne 2011
90 Day Plan v2 2-2011
What Do You Do Next?
www.fragrances.fm
Similar to fmforperfume but this one is free.
Order one by clicking on `Already an FM Distributor’ at the
bottom of the page and filling in the details
© Stephen Bourne 2011
90 Day Plan v2 2-2011
What Do You Do Next?
Once your new distributor has registered with one of the
websites, get them to send the following email:
Hi [prospect’s name]
As promised, here is the link to my new website:
[website]
You may have some questions for me when I call you
on [give day and time] so write them down and
[sponsor/upline] and I will answer them for you when
we speak.
Regards
[new distributor’s name]
© Stephen Bourne 2011
90 Day Plan v2 2-2011
What Do YOU Say?
FOLLOW UP CALL
“Hello Carol, it’s Stephen and John, is it ok to talk now?
Great! Did you have a look at the website (or Information
Pack)?”
[If, `Yes’], “Do you have any questions?”
[If, `Yes’, answer all of their questions. When you have
answered ALL of their questions, say … ]
“CAROL, WHAT WOULD YOU LIKE TO
DO NOW?”
© Stephen Bourne 2011
90 Day Plan v2 2-2011
What Do You Do Next?
If they want to join
… sign them up
If they want time to think about it
… arrange to call them at a later date
If they do not want to join
… try to get them as a customer
© Stephen Bourne 2011
90 Day Plan v2 2-2011
© Stephen Bourne 2011
90 Day Plan v2 2-2011
The 90 Day Plan shows people:
1. How simple it is to start
the business with proper
support and training, and
2. How quickly they can start
getting results
© Stephen Bourne 2011
90 Day Plan v2 2-2011
NEWSFLASH
So good have the results been, a leaflet
version of the 90 Day Plan is now
available from the UK office
© Stephen Bourne 2011
90 Day Plan v2 2-2011
• This PowerPoint presentation
• The downloadable version of the
90 Day Plan
• Instructions On How To Use It
• First Call Script
are all available to download from
www.simply-thebest.biz
© Stephen Bourne 2011
90 Day Plan v2 2-2011