WELCOME to the LIFE ACADEMY team Your success is a measure of the team’s support & your upline success coach, but most importantly of the commitment you give to yourself. Follow the 7 day Quick Start below! 7 DAY QUICK START As easy as 1, 2, 3 1. Ask 20 people to do you a favour and try out your service 2. Learn how to use customer acquisition script (script overleaf) Speak to at least 20 people who have a BT bill, or who have a house for gas & electricity Ask 30 people if they keep their business options open All you do is pique their interest and pass them to the expert – we do the rest! 3. Create a list of 10 Best & 10 Easiest and 10 Other Order 3-way calling from your line provider and learn how to use it Pique Interest of everyone on your list – don’t prejudge! (script overleaf) Move to pre-recorded message. It’s all been done for you (script overleaf) Edify upline and 3 way them in. We do the rest! (script overleaf) Hold a PBR immediately. Aim: become ETT in one evening! 27 year old RVP Mike Bisutti’s team recruited 800 people in 1 month with PBRs Here’s how: You invite everyone on your list, we present Note: there are PBRs scheduled at Steve & Marcus’ place in Central London every Tuesday and Thursday at 18c Garrick Street, WC2E 9BD nearest tube: Leicester Square. Start – 19:00 sharp KEY to inviting: Sound excited about your new business Invite people: PBR text “I am so excited about my new business! It is so simple, there is a lot of money being made in your area. Are you interested in earning some additional money / income? If there were a way you could get paid every time someone switches on a light, turns up the gas, cooks a meal, makes a phone call, logs on or buys something on the Internet, if there were a way, would you be interested in finding out more? I am having a get together at my place on (Date) where the benefits of the business will be explained. I would like you to be there! Feel free to bring a friend – Shall I expect you? A gentleman/(lady) I am working directly with is going to be there. He knows this business inside out. He is making a lot of money. He is very successful. He has a lot of fun with what he does, and he prides himself on helping other people become successful.” KEY to Event – keep it simple Prepare: Have video, forms, water & snacks, paper & pens available Edify and introduce prospects to expert Listen: The expert will do the presentation. All questions at end. Close: Afterwards, walk up to expert with prospect & tell expert what the prospect liked best about what they heard. Expert will close prospect; you help by encouraging prospect Version 1.1 SYSTEM 1: PROVEN STEPS AND SCRIPTS A. Acquiring Customers (Remember to Sort, not convince) Make list and expect people to say “yes” – that way they often do. Role play with upline first “Do you get a BT bill/gas or electricity bill?” “Can you do me a HUGE favour? [Silence - Wait for reply] I’ve just started a new business, so …… If I could save you money on your utility bills, With the same or better quality of service, at no upfront cost to you, with no long-term commitment whatsoever, Based on our relationship, Would you support my new business and give my service a try, please?" Handling Questions and Objections When someone asks a question, ask them “Great question, if I can get that question answered can you do me a personal favour and try out my service please?” And when answering any questions or objections, please add the following at the end: “but more importantly, can you do me a personal favour and try out my service, please?” REMEMBER: 1. Telephone THE KEY IS TO LEAN ON THE RELATIONSHIP • What are the rates? Great. What are your rates? - you can save up to 30% local, up to 50% national, up to 75% internat. • I'm already using XYZ (telephone company) Great. You're obviously a smart telephone user. Do you get free local calls at weekends? And per second billing? And no initial charge on each call? Well, you do with us…so, can you please … • Send me the rates Sure. Let's fill in this form and ACN will send you the rates and other details. so, can you please… • I'll think about it. Great…. I’m curious, what specifically do you want to think about? All I'm asking is if you can do me a favour & try out my service, ‘cos I want to get my business off to a fast start. Can you do that for me? • Don't want two bills Great. But do you like saving money? And with Direct Debit, you won’t have to spend any additional time paying your reduced bill. Isn’t that great? ……so, can you please… • How does it work? Great. I’ll take down some details, we’ll get you connected, and then you just dial normally and get savings on your calls. So, let me just take down your details… • But I am on … Friends & Family, ‘free’ week-end and evening calling etc. Great – if you really think it is worth it, then you can still use them as well • But I like BT 1. I appreciate that, in fact I did as well until I realised how much they were over-charging everyone. 2. Great, ‘cos you keep your BT line anyway AND you can save money. Isn't that great!? so, can…. 3. Who do you know in BT personally? Well now you can have your own personal account rep - Me! 2. Gas and Electricity – for reps who have upgraded Remember to add: “but more importantly, can you do me a personal favour and try out my service, please?” What are your rates? What are your rates? (see rate sheet to check which monopoly they are using) I have just changed my supplier. Great, if it’s less than 7 days you can still cancel. Who have you changed to? How much do they charge? If we are the same or less expensive, will you do me a favour? We have just moved house. Great, we can save you money on your new bills. We’ll get back to you. SYSTEM 1: PROVEN STEPS AND SCRIPTS (cont.) B. Building your team (Let in, not get it) Learn and understand the ‘Piquing Interest Script’. Follow the steps. Remember to EDIFY the expert!! STEP 1 – PIQUE INTEREST “Do you keep your business options open?” (or) “Are you interested in earning some additional money / income?” (or) “I know you’re busy. However, if the money were right and it would fit into your extremely busy schedule, would you be open to hearing about a business idea right now?" (followed by either) “If there were a way you could get paid every time someone switches on a light, turns up the gas, cooks a meal, makes a phone call, logs on or buys something on the Internet, if there were a way, would you be interested in finding out more?” (or - for professional or business people) “I have diversified into the deregulation of Power, Telecommunications and expansion of E-commerce. I am working with some very talented people who are in major expansion mode right now and (if you are interested in an additional stream of income) I would like to introduce them to you.” IF ANYONE SAYS “NO” AT ANY STAGE, ASK THEM TO DO YOU A FAVOUR, TRY OUT THE SERVICE IF A CUSTOMER! AND BECOME STEP 2 – EXPOSE TO INFORMATION “(First), I’m going to provide you with an overview of the business – do you have a few minutes right now?” “I would like you to listen to a short recording. The gentleman can get a lot of information into just 3-4 minutes. Let me connect you.” 020 8387 8878, Option 1 (or Irish accent: Option 2) After the call: “What did you find most interesting about what you just heard?” [prospect replies] “What else?” STEP 3 – PASS TO EXPERT (see Passing to Expert.doc for more info) A. EDIFY YOUR UPLINE AS AN EXPERT Your ability to make money in this business is in direct correlation with how well you edify an expert: "I am working directly with a gentleman/(lady) who knows this business inside out. He is making a lot of money. He is very successful. He has a lot of fun with what he does, and He prides himself on helping other people become successful. He’s asked me to introduce to him anyone I have a lot of respect for & who likes the concept of our business He is very busy. Let me see if I can catch him for a couple of minutes." (or - if you don’t have 3-way calling) “Please give him a call. His number is …… ….. ….. He should be there right now.” B. 3-WAY IN THE EXPERT Marcus de Maria 020 7379 4383; m: 07985 277 950; Steve Oxlade 020 7379 4383; m: 07956 266 046 John Macdougall 020 8347 7771; m: 07970 288 383; Florence Pettet 01923 285 773; m: 07971 009 871 STEP 4 – MOVE TO PRESENTATION (Expert does this) Detailed UK Conference Call - 020 8387 8878, Option 5 (24 hours a day – 20 mins) Short International Conference Call - 020 8387 8878, Option 3 (24 hours a day – 10 mins) Detailed International Conference Call - 020 8387 8878, Option 4 (24 hours a day – 21 mins) BOM Wednesdays – Holiday Inn, Welbeck Street, off Oxford Street. Bond Street tube, 7:30pm – 9:00pm BOM Sundays – The New Connaught Rooms, 65 Great Queen Street. Holborn tube, 11am – 2:30pm 30 DAY BUSINESS PLAN – TO SOLID ETT (72 hours after joining) Preparation: To the 30 people on your list (7 Day Quick Start), add people who are busiest, most successful, most influential, & who you have the most respect for. Now add everyone else = 100. 1. Why are you doing ACN (What are your dreams) & why will you succeed in ACN? _______ _________________________________________________________________________ 2. How much time WILL YOU COMMIT to your business a week? Be consistent _______ 3. 30 day Goal. Pique 5 people daily & acquire 1st 10 customers within 3 days _______ 4. Learn & understand customer / recruiting scripts. Approach with business 1st _______ 5. What is your ETT date? This is where CABS really start _______ st 6. When in the next 48 hours can you hold your 1 PBR? You invite, we present _______ 7. Date of your 1st International training convention? _______ I am committed to myself and my business I am committed to attending Training Events over the next 90 days. I will review my reasons WHY and take action daily! I will demand the best from myself and my upline ETTs! SOLID ETT WITHIN 30 DAYS YOU ETT TT 10 customers TT 10 customers 25 customers TT 10 customers TT TT 10 customers 10 customers NAME_____________________________ SIGNATURE___________________DATE__/__/20__ IMMEDIATE STEPS and INFORMATION Team website: www.life-academy.com Upgrade to gas and electricity. Order 3-way calling from BT & Learn to use: Press R to dial 2nd number. Press R,3 to bring all 3 parties together. Press R,7 to disconnect last party Visit your team’s website: www.life-academy.com. Read all Priority 1 documents Ask your Upline for Customer forms and Rep Agreement Forms; Training CD and tapes Get your PIN number to access the Rep Website from the Voicemail system: 020 7744 0096 ACN Rep Services telephone number – 020 7949 0102; Fax number – 020 7744 0097 ACN Customer Services number – 0800 3316 007 Customer reports, documents, info etc: www.acninc.com. Click on MYACN link and enter pin Join UNI Leadership Call – 001 212 796 1701 [pin 4214#] every Mon. 21:00 (UK time) Website details. When people insist on web-sites, show them: www.acnenergy.com – for people who are new to MLM, ACN’s wholly owned energy site www.aquila.com – ACN’s global partner - one of the largest energy companies in the world www.acnmall.com/discounts - set up your own Internet shopping site www.acninc.com – for experienced network marketers only. Read the stories, web-site etc.