Outline:
Getting Started and the ACN Mindset
The ACN Compensation Plan
Customer Acquisition
Team Building
Promoting Training Events
Getting Started
The
ACN
Mindset
&
Setup Your
Online Store
Login to your IBO
Back Office and
select “Activate”
Setup Your
Online Essential
Services Customer
Survey
Login to your IBO
Back Office and
select “Activate”
• Time with family
Determine
Your “WHY”
• Pay off some bills
Why Are YOU Doing
This Business?
• Family vacation
• Help with college education for children
• Help parents
• Give more to charity
Getting Started/Mindset
• Make a Decision
• Learning Curve
• Emotional Roller Coaster
• Develop the Right Mental Attitude
• SW/SW/SW/ NEXT!
• Have Long Term Thinking
• Never Quit
Getting Started/Mindset
Characteristics for Success
• Desire
• Work ethic
• Commitment
• Positive attitude
• Enthusiasm and urgency
• Understand sorting
Make a List
1. Warm Market (people you know)
2. Don’t pre-judge
3. Contact everyone ASAP
4. Sort
Remember…
We Sort Not Sell!
Very
Interested
Want to
think
about it
Not
Interested
90% of
Your Time
10% of
Your Time
0% of
Your Time
SW / SW / SW
Some Will / Some Won’t / So What
Mastering the ACN
Compensation Plan
Learn it
IT WILL MOTIVATE YOU
It will show you where to
focus your efforts
1st Major Component
Compensation Plan – Personal Residual Income
You
1-10%
U.S. RESIDENTIAL
ACN High Speed Internet + Voice
Digital Phone Service
High Speed Internet
Flash Wireless
XOOM Energy
XOOM Solar
Security & Automation
Television
U.S. BUSINESS
Digital Phone Service
Flash Wireless
Payment Processing
XOOM Energy
Security & Automation
Television
YOU
1%-10%
Compensation Plan – Personal Residual Income
You
1-10%
YOU
CANADA RESIDENTIAL
ACN High Speed Internet + Voice
Digital Phone Service
High Speed Internet
Telus Wireless
Planet Energy
Security & Automation
Television
CANADA BUSINESS
Digital Phone Service
High Speed Internet
Payment Processing
Security & Automation
1%-10%
Compensation Plan – Personal Residual Income
You
YOU
1-10%
1 - 29 Points
30 - 39 Points
40 - 59 Points
60 + Points
1%
3%
5%
10%
1%-10%
Example
30 Services (totaling 60 points) X $40 X 10% and in this
example you are earning
$120 per month
That’s $1,440 annually in
Personal Residual Income.
The hypothetical used in this presentation are for illustrative purposes only and not meant to imply that they are typical.
Success as an ACN Independent Business Owner is not guaranteed, but rather influenced by an individual’s specific efforts.
Not all Independent Business Owners make a profit and no one can be guaranteed success as an ACN Independent Business
Owner.
Overriding
Residual
Income
Compensation Plan – Overriding Residual Income
You
Level 1
Level 2
Level 3
Level 4
Level 5
Level 6
Level 7
1-10%
¼%
¼%
¼%
½%
3%
5%
8%
20
60 Personal
Customer Points
20
20
You need 60 Personal Customer Points to be
QUALIFIED to receive residual income through all
SEVEN levels
U.S. Services
RESIDENTIAL
BUSINESS
ACN High Speed Internet + Voice
Digital Phone Service
Digital Phone Service
Flash Wireless
High Speed Internet
Payment Processing
Flash Wireless
XOOM Energy
XOOM Energy
Security & Automation
XOOM Solar
Television
Security & Automation
Television
Canada Services
RESIDENTIAL
BUSINESS
ACN High Speed Internet + Voice
Digital Phone Service
Digital Phone Service
High Speed Internet
High Speed Internet
Payment Processing
Telus Wireless
Security & Automation
Planet Energy
Security & Automation
Television
2nd Major Component
Customer
Acquisition
Bonuses
Compensation
Plan
Customer Acquisition Bonuses – CABs
Paid Weekly
New Customers Acquired in the First 60 Days
COMPENSATION PLAN
TT
ETT
ETL
TC
RD
Team Trainer (TT)
RVP
SVP
COMPENSATION PLAN
TT
ETT
ETL
TC
RD
RVP
Executive Team Trainer (ETT)
SVP
COMPENSATION PLAN
TT
ETT
ETL
TC
RD
RVP
Executive Team Leader (ETL)
SVP
COMPENSATION PLAN
TT
ETT
ETL
TC
RD
Team Coordinator (TC)
RVP
SVP
COMPENSATION PLAN
TT
ETT
ETL
TC
RD
Regional Director (RD)
RVP
SVP
COMPENSATION PLAN
TT
ETT
ETL
TC
RD
RVP
Regional Vice President (RVP)
SVP
COMPENSATION PLAN
TT
ETT
ETL
TC
RD
RVP
Senior Vice President (SVP)
SVP
COMPENSATION PLAN
TT
ETT
ETL
TC
RD
RVP
1.
Your Business is Growing
2.
You Get Paid More
SVP
COMPENSATION PLAN
TT
ETT
ETL
TC
RD
RVP
This is Your Business Plan
SVP
COMPENSATION PLAN
TT
ETT
ETL
TC
Team Trainer (TT) – Team Coordinator (TC)
COMPENSATION PLAN
TT
ETT
ETL
Don’t Make Your Minimums
Your Maximums
TC
COMPENSATION PLAN
TT
ETT
ETL
TC
A healthy business is more
important than doing the bare
minimums just to earn the next
promotion or status!
COMPENSATION PLAN
TT
TT
ETT
ETL
TC
COMPENSATION PLAN
QTT
ETT
ETL
TC
To become a Qualified Team Trainer you must have a
minimum of 7 Customer Points and at least 4 Services. At
least two of those Service must be outside of your
household.
COMPENSATION PLAN
QTT
ETT
ETL
TC
To become a Executive Team Trainer you must have a
minimum of 10 Customer Points and at least 4 Services* and
have a 25 Total Points in your Team (Personal and Downline).
*At least two of those Services must be outside of your household.
COMPENSATION PLAN
QTT
ETT
ETL
TC
To become a Executive Team Leader you must have a
minimum of 15 Customer Points and at least 5 Services* and
have a 75 Total Points in your Team (Personal and Downline).
*At least two of those Services must be outside of your household.
COMPENSATION PLAN
QTT
ETT
ETL
TC
To become a Team Coordinator you must have 600 Customer
Points in your Team (Personal and Downline).
Effective November 1, 2015, there is a maximum of 200 Customer Points
per leg.
At least two of those Services must be outside of your household.
COMPENSATION PLAN
QTT
ETT
ETL
TC
Customer Acquisition Bonuses
– CABs are paid when new TTs
become Qualified within their
first 60 days.
COMPENSATION PLAN
QTT
ETT
Open Line CABs
Bonuses you earn when IBOs in
your organization, who are not
under an IBO that has reached the
same earned position (or higher)
that you have reached, acquire
customers to become qualified
within 60 days of their start date.
ETL
TC
Generational CABs
Bonuses you earn when IBOs in
your organization, who are under
an IBO that has reached the same
earned position (or higher) that
you have reached acquire
customers to become qualified
within 60 days of their start date.
COMPENSATION PLAN
QTT
QTT up to $400
ETL
TC
QTT $30
QTT $100
QTT $300
QTT $30
QTT $100
QTT $300
ETT $0
ETT $70
ETT $270
ETL $0
ETL $200
ETT
COMPENSATION PLAN
QTT
ETT
ETL
TC
RD
RVP
SVP
Increased Residual Income Beyond the 7 Levels
Increased Customer Acquisition Bonuses – CABs
All-Expense Paid Global Retreat
The key to long-term residual income
comes down to one thing:
customer acquisition.
IBOs can jumpstart their business by
becoming their own customers.
Your Services Can Be Free!
When you refer 5 people who sign up for the same service,
you can receive your same service free and feed a child in need!
Refer 5 ACN High Speed Internet + Voice Customers, 5 ACN Digital
Phone Service Customers or a combination of both and your same
service can be FREE!
Refer 5 ACN Local and Long Distance Customers and your
Local and Long Distance Service can be FREE!
Refer 5 of each or a combination of Flash Customers and your Flash
Service can be FREE!
Available for both Customers and IBOs
Your Services Can Be Free!
When you refer 5 people who sign up for the same service,
you can receive your same service free and feed a child in need!
Refer 5 ACN High Speed Internet + Voice Customers, 5 ACN Digital
Phone Service Customers or a combination of both and your same
service can be FREE!
Refer 5 ACN Local and Long Distance Customers, 5 ACN Local and Long
Distance Bundled with High Speed Internet Customers or a combination
of both and your Local and Long Distance Service can be FREE!
Available for both Customers and IBOs
Acquire 10 residential XOOM Energy Gas Customers and
your residential XOOM Energy Gas service can be FREE!
Acquire 10 residential XOOM Energy Electric Customers and
your residential XOOM Energy Electric service can be FREE!
Simply acquire 10 customers of the same qualifying service,
in addition to yourself, and your residential same service can be free.
Open to All Canadian
IBOs in Ontario
Acquire 15 NEW residential Planet Energy
Electricity and or Gas customers in Ontario and
your residential Planet Energy Electricity service
can be FREE!
Simply acquire 15 Electricity and/or Gas customers, in addition to
yourself and your residential Electricity service can be free.
Utilize
Warm Market
•
Those Who You Do Business With
•
“If you pay them $$$, they should be your customer”
•
Those Who Support Charities
•
Make A List - Memory Jogger
Customer Sources
1. Yourself
2. Prospects Who Do Not Become IBOs
3. Referrals and Everyone Else - Warm Market
APPROACH
Online
Essential
Services
Survey
Available To
All IBOs!
Online Essential Services Survey Link – Simple To Use
1. IBOs provided with personalized survey link
Mirrors your Storefront & DWS sites
YOURNAME.Services4U.com
2. Survey Link - Can be sent via email or text to potential customer
3. Online Survey - Web Responsive - Smartphone or Tablet
4. Simple to Complete
5. Starts With Short Intro Video - Promotes Value of Survey
Personalized Online Survey – Advantages
• Saves Time
• More Efficient for Customers & IBOs
• Easy Access of All Survey Results in your Email so IBOs Can
Keep Track Of
• Creates Confidence for New IBOs
APPROACH
Creating a Better Tomorrow
By Helping End Childhood Hunger Right Here at Home
Our Contribution Comes
FROM ACQUIRING CUSTOMERS
When someone becomes a customer of an ACN Service,
a child gets fed. And when customers pay their bills for select*
ACN services each month, another child gets fed.
* Select services include ACN Digital Phone Service, ACN Local/Long Distance, ACN High Speed Internet and Flash Wireless (U.S. only)
This is a
POWERFUL PROGRAM
Supporting a great cause
Help you acquire more customers
By appealing to people’s nobler motives
More Consumers….
Buy emotionally, not logically
Feel great about supporting a cause
Can You Do Me a
HUGE FAVOR?
IBOs feel better about ASKING for a favor when it’s about
helping someone else
It gives customers a worthwhile reason to make a change
Script – Key Words
1.Favor
2.Help
3.Try
Urgency & Enthusiasm = SUCCESS
Can You Do Me a Huge Favor?
I’m working with a company that offers services most people use every day, like
your home phone, wireless phone and your gas & electricity. However, when you
use one of our services, you’re helping feed children in need right here at home.
Very simply, when you become one of my customers, a child gets fed. And when
you pay your select ACN bills each month, another child gets fed for as long as you
remain a customer.
So here is the favor…
If I can offer you a service that you are already
using, could you do me a huge favor, help me
out and become one of my customers?
Customer - 3 Categories
10%
80%
Sort, Don’t Sell
10%
How to Handle Red Apples
Sign Up
How to Handle Green Apples
Answer the Question
Ask for the Favor
How to Handle Brown Apples
Move On
Master an Approach
Free Approach
Charity Approach
•
Simple but Effective
•
Become My Customer…
•
Be Excited / Qualify Them
•
Pay Your Select Bills…
•
Book an Appointment
•
A CHILD GETS FED!
Your
WARM MARKET
•
5 Minutes
•
Use Scripts
•
Process is Key
•
Fill it Out Using Your Why Analysis
•
Follow Up Next Day With Results
Script
•
Huge Favor to Ask You
•
Share Your Why
•
Need Your Help!
•
Took a Position…
•
Promotion
•
Fill Out Survey
•
Help Feed Children in Need
•
At End…
If I Can Find You Value…
Magic Key
End Values
Mean Values
End Values
• Time
• Helping Parents
• Freedom
• Helping Kids
• Giving to Charity
• College Fund
Mean Values
• Million Dollar Homes
• Expensive Cars, Boats, etc.
• Material Possessions
End Values
The things that are the most important and
control our lives and decisions.
Mean Values
Things we contrive in our
mind as being important.
Team
Remember…
We Sort Not Sell!
Very
Interested
Want to
think
about it
Not
Interested
10%
80%
10%
How to
Build Your Team
1. Pique Interest
2. Invite to a Presentation
3. Present the ACN Business
4. Acquire Customers
Know Your Role
NEW IBOs
1. Pique Interest
2. Invite to a Presentation
3. Present the ACN Business
4. Acquire Customers
New Independent Business Owners:
Pique Interest and Invite
Know Your Role
EXPERIENCED IBOs
1. Pique Interest
2. Invite to a Presentation
3. Present the ACN Business
4. Acquire Customers
Experienced Independent Business Owners:
Present and Acquire
Invite Prospect to a Presentation
TYPES OF PRESENTATIONS:
1. One on One/Two on One Presentations
2. In Home/PBR Presentation
3. BOM/Weekly Presentation
Invite Prospect to a Presentation
TYPES OF PRESENTATIONS:
1. One on One/Two on One Presentations
• Anywhere, Any time, Any place
• You, Prospect and Presenter
2. In Home/PBR Presentation
3. BOM/Weekly Presentation
Invite Prospect to a Presentation
TYPES OF PRESENTATIONS:
1. One on One/Two on One Presentations
2. In Home/PBR Presentation
• Also called PBRs or Private Business Receptions
• Most effective way to present the ACN Business
3. BOM/Weekly Presentation
Invite Prospect to a Presentation
SCHEDULE YOUR FIRST PBR/ IN
HOME PRESENTATION RIGHT AWAY
1. Pick a presentation date/time that works both for
you and the presenter
2. Start piquing and inviting
The Basics…
• Create a growing contact list/memory jogger
• Don’t prejudge
• Learn inviting scripts
• Practice, practice, practice
• Invite (have someone listen to you)
SW/SW/SW…Next
Tips
• Urgency and Excitement
• Fact Tell…Stories Sell
• Be a great listener — speak less
• Ask questions — find out their why
• Be focused
• Have excellent posture, vision and conviction
Edification
You
TRUST
RESPECT
Prospect
RESPECT
Expert
SAMPLE INVITING SCRIPTS
Piquing Interest Examples
1. Are you looking at something outside of what you are currently doing?
2. Do you look at other ways of making money?
3. Are you open to diversifying your income?
4. Can I get your opinion about something?
Yes
Questions
No
INVITE TO AN IN HOME PRESENTATION
Example 1
“I just saw something I’m very interested in. It may or
may not be for you, however I’m having a few of my
closest friends over to take a look at it. We’re getting
together at (Time/Location). Would you do me a favor
and stop by?”
Yes
Questions
No
If They Ask Questions
“I was just introduced to it myself so I’d rather not try to
explain it.You really need to see this in the same way I
did. Based on our relationship, would you do me a favor
and stop by to take a look?”
(Enthusiasm + Urgency = Great Results)
Charity Sample Script
“I just saw something I’m really excited about and I thought of
you. Not only can you earn extra money, but you are also helping
feed children in need. Trust me, knowing you the way that I do,
I’m sure you are going to want to hear about this! I’m having a few
of my closest friends over tonight to take a look at it. We’re getting
together at (Time/Location). Can I count on your support?
Yes
Questions
No
If They Ask Questions
“I was just introduced to it myself so I’d rather not try to
explain it. I can tell you this, it’s a unique business
opportunity for us and one that also helps feed hungry
children. You really need to see this the way I did. Based
on our relationship, would you do me a huge favor and
stop by to take a look?”
(Enthusiasm + Urgency = Great Results)
Remember…
• As a new IBO, you should only be piquing and inviting
• Do not get into a question/answer session or try explaining anything
• Let the presentation/experienced IBO present for you
• Enthusiasm & Urgency = Great Results!
• Look for the red apples: Sort — don’t sell!
• Confirm all invited guests prior to the presentation
Who Do You Know?
• Customer referrals can become IBOs
• Prospects who say no can refer IBOs
• Customers can become IBOs
• Ask for people’s help — Who do you know?
PBR/In Home Presentation Checklist
DVD Ready & Tested
Simple Snacks
Phones Off Hook
No Alcohol
Kids in Bed/Babysitter
Cool Room Temperature
Animals Outside
Upbeat Music (Before and After)
Documents on Table
Sign In Sheet
1-10 Overview Sheet, IBO
Agreements, Training Flyers, Pen
on Clipboard
MORE IMPORTANT…
Personal Customer Survey Link
HAVE FUN!
Role of the Host / Team Etiquette
•
•
•
•
•
•
•
•
•
•
Dress appropriately
Arrive early — before guests
Start on time — end on time
Welcome guests: Turn off cell phones, hold all questions until the end
Introduce guests to all other IBOs
Keep the mood upbeat and positive
Do NOT apologize for “no shows”
Edify the speaker
Sit through the presentation! Take notes!
Don’t interrupt the speaker
SORT GUESTS AFTER PRESENTATION
Sorting After Presentation
Are You Ready To Get Started?
YES
QUESTIONS
NO
Sign up as an IBO
Promote Training!
Thank Them!
Pencil In Home
Meeting Date
Promote Training!
Sign Up As A Customer
Promote Saturday
Training
Promote Training!
Get A Referral!
DVD
DVD
After the Presentation
How to answer most questions:
That’s a great question, idea, etc…
All that will be covered in the training.
Get your prospects involved in training.
Your success depends on it!
PROMOTING TRAINING EVENTS
WHAT are the Training Events?
Everything is a Training Event!
•
Conference calls
•
3-way calls, 2-on-1 meetings, PBRs
•
Weekly BOMs, Regional Trainings
•
Leadership Trainings
•
Product Trainings
•
INTERNATIONAL TRAINING EVENTS
PROMOTING TRAINING EVENTS
WHY Promote Training Events?
“The TRAINING EVENTS will do for
you, what you alone cannot do for
yourself.” — Co-Founder Tony
Cupisz
PROMOTING TRAINING EVENTS
WHY Promote Training Events?
Training Events help you build your
team more effectively than working
alone!
PROMOTING TRAINING EVENTS
WHY Promote Training Events?
Training Events Build:
Belief
Excitement
Action
Results
PROMOTING TRAINING EVENTS
HOW to Promote
•
Training Event highlight videos
•
Edification of speakers / trainers
•
Remind them of their WHY
•
Testimonials (tell stories, value)
•
FOL - Fear of Loss
•
Be NON-NEGOTIABLE