Learn to master THE BASIC Developing Attitude and Knowledge Program Yourself to Be a ® Successful UnFranchise Business Owner! The Difference Between Success and Failure… The individual who succeeds simply does what the individual who failed did not do or was not willing to do. Attitude and Knowledge is Developed. You Are Not Born With It! Attitude and Knowledge = Belief and Confidence Attitude Precedes Altitude Attitude Precedes Success. Attitude comes before the money. It’s not WHAT you say, it’s HOW you say it! Consider Your Options Franchising Going Back to School Network Marketing/MLM Working More Hours Getting a Second or Third Job Investments (stocks, real estate) Lottery Traditional Business To Make $ 100,000/Year Investment 5 x Net = $500,000 Leverage: $50k – $100k Down Mortgage Everything Mom & Pop: Make a Living $30k – $100k $100k in Start-Up Cost TRADITIONAL BUSINESS Traditional Business Vacation? Freedom? Independence? Married to the Business! Slave to the Business! EVERYTHING comes out of your pocket! PRESTIGE Million $ Business Million $ in HEADACHES Slim Profit, If It’s a Good Year. NO TIME, NO VACATION, NO FREEDOM. Market America’s UnFranchise® Owner Million $ Business 10¢ in Headaches Big Profits – Low Risk Ongoing Income Carry Business in Head Time Flexibility Freedom Temporary Income VS. Residual Income You trade time for dollars You leverage your time Money grows linearly Money grows exponentially Income stops, if you’re disabled Income continues indefinitely You’re not creating true wealth You’re creating true wealth Time is not your own Total time freedom You’re just getting by You’re getting ahead When work stops, income stops Income keeps coming in Basic 5 Fundamentals of the Business 1. 2. 3. 4. 5. Developing Attitude and Knowledge Goals and A Goal Statement Retailing Prospecting, Recruiting and Sponsoring Follow-Up & The ABC Pattern of Building Depth The Formula for Success Q (Quality) Time = D (Duplication) Growth = I (Income) Volume Understanding and implementing the Success Formula is the key to Mastering the Basic Five and achieving your income goals! Quality Time Q (Quality) Time D = Growth (Duplication) = I (Income) Volume Determined by how effective you are at implementing the Basic Five. Spending time with “Go Now” Distributors. Three Types of Distributors WAITING - Stays minimally active. STABLE - On Transfer Buying, plugs into some meetings, occasionally brings up the business or products. GO NOW - Has goals and a strong desire to achieve them now, is coachable and seeking to master the Basic Five. Allocating Your Time with Each Type of Distributor WAITING - Communicate with monthly about meetings and new product releases. STABLE - Sell them tickets to the next event. GO NOW - Mentor them, attend events with them and help them get what they want! Growth Q (Quality) Time = D (Duplication) Growth = I (Income) Volume Spend 80% of your time on the results producing activities. Selling the Business Selling the Products Selling Tickets “Education” to Advance our Business - CDs/DVDs/Audios Duplicate Throughout Your Organization Example: (Based on a ten-hour per week commitment.) Type of Activity Description Weekly Time Allotment Administrative Clerical Activities 30 Minutes Support Encouraging your Distributors 90 Minutes Result Producing Activities Selling the Business Selling Products Selling Tickets Duplicate Throughout your Organization 8 Hours Volume Q (Quality) Time = D (Duplication) Growth = I (Income) Volume As a result of successfully implementing the success formula: BV and IBV Income Grow Exponentially! What it Takes to Develop Attitude and Knowledge Use The Training Tools Audios Listen to a minimum of two audios per week Refer to www.unfranchise.com for a suggested list, Downloads What it Takes to Develop Attitude and Knowledge Use The Training Tools Read the Career Manual Keep it Handy Read 15 Minutes a Day Read Online Updates What it Takes to Develop Attitude and Knowledge Use The Training Tools Read the PowerLine Magazine Keep it Handy Read Cover to Cover What it Takes to Develop Attitude and Knowledge Use The Training Tools Read Positive thinking books Secrets of the millionaire mind Maximum achievement Think and Grow Rich Rich Dad Poor Dad The Cash flow quadrant The new professionals How to win friends and influence people What it Takes to Develop Attitude and Knowledge Attend Events Required Trainings New Distributor Trainings (NDT) Basic Five (B-5) Executive Coordinator Certification Training (ECCT) What it Takes to Develop Attitude and Knowledge Attend Events Ongoing Education (one per month) Local Seminar Regional Convention World Conference International Convention What it Takes to Develop Attitude and Knowledge Attend Business Building Meetings WITH GUESTS UBP’s HBP’s Product-Related Meetings What it Takes to Develop Attitude and Knowledge Be Mentored Schedule a Weekly Call with Sponsor or Mentor Utilize Online - Weekly Accountability System or Accountability from the Getting Started Guide Attend Leadership Corings Associate with Positive, Successful People What it Takes to Develop Attitude and Knowledge Treat It Like A Business NOT A HOBBY! Don’t let life get in the way of the business. Don’t let others live life for you. Don’t get stuck on the “Dot”. GOALS AND A GOAL STATEMENT People don’t plan to fail. They simply fail to plan! We don’t have to face failure, if we have no yardstick. If we don’t do much, nobody- including ourselves – knows. PEOPLE WITHOUT GOALS DRIFT! Develop A Goal Statement (Business Plan – 5 Steps) 1. 2. 3. 4. 5. What You Want When You Want It What You Will Give Or Overcome Detailed Plan To Get There Write It Out (1 through 4) and Read It Twice A Day Decide What You Want Define Your Short-Term Goals Computer, microwave, payoff a credit card Define Your Long-Term Goals A car, debt-free, free from mandatory work, college education, early retirement List Them in Order of Attainability Decide What You Want Determine the income necessary to support your lifestyle and goals. Determine the number of Business Development Centers (BDC’s) you need for qualifying for commissions to attain the income level. Determine the Pin Level that reflects your goal. Decide What You Want Set target dates for achievement. Measure your progress against the date. Adjust the date or goal to be in line with reality. Write Out Your Goal Statement 50-to-100 Words - Read it Twice A Day Example: “By December 31, 2009, I have no credit card debt and am living on the Coast of the Carolinas in a 5000-square foot brick home. I am driving a Porsche, vacationing four months out of the year. My marriage is happier without financial pressure. Susan and I spend more time together and pursue hobbies we both enjoy”. Start Date $ Required March, 2006 for Down Payment Goal Monthly Income Required Accum. Monthly Income Convention /$900 3 Months $300 Done 8/16/03 $300 1 Ctr – ¼ Flush C May 17, 2006 Debt Reduction $1200/4 Months $300 4 Months $600 1 Ctr – 1/2 Flush C June 21, 2006 Down Payment New Home $900 $1,500 1 Ctr – 1 Flush EXC. July 19, 2006 $1,900 1 Ctr – 1.5 Flush EXC. $1,200 $2,800 1 Ctr – 2 Flush MC. Oct 18, 2006 $2,000 $5,900 1 Ctr – 4 Flush PC. May 2, 2007 Increase Payment on C.C. $4200/ 6 Months New Mercedes Benz Retire Spouse Done 10/18/03 $17,000 19 Months Done 02/14/05 # of Income Centers Pin Level Qualifying Date of Achievement $700 6 Months Done 03/21/04 Sept 20, 2006 CREATE A DREAM BOARD Get a 2 foot By 3 Foot foam cored board Go online to Google images and find pictures of what will motivate you. Things you really want. Use Magazines, pictures of your kids, Bills, etc. Create one for you Kids, get them involved. Decide What You are Willing to Give Up or Overcome to Obtain Goals Emotional Obstacles - timidity, fear of what other people think, fear of public speaking. Scheduling Obstacles - Recreational, civic & church responsibilities, family, employment. Financial Obstacles - Training costs, management tools, support materials. Develop a detailed plan of what you must do each year, each month, each week, and each day to achieve the goal! The detailed plan brings your thoughts, your ideas, and your goals in line with reality! The detailed plan provides you with a staircase or ladder to your goals and dreams! Daily Steps Ensure Meeting the Weekly Goal Everyday Steps Cultivate two possibilities Call one prospect to expose the business or product Read goal statement twice a day Listen to an audio tape Read Career Manual fifteen minutes Use Market America products daily Weekly Steps Ensure Meeting the Monthly Goal Each Week’s Steps Approach 3-5 individuals to expose the products and/or business. Show the Plan to at least one prospect of your own. Direct and attend or conduct ABC/Trail Run Meeting. Weekly Steps Ensure Meeting the Monthly Goal Each Week’s Steps Conduct a follow up with a prospect to whom you Showed the Plan. Schedule next event (sell ticket to next upcoming NMTSS event) Provide more information Schedule appointment to get leads/ABC Pattern Establish their UnFranchise® Business Weekly Steps Ensure Meeting the Monthly Goal Each Week’s Steps Attend one business-building meeting Secure and register one new customer Submit online-weekly accountability Weekly Steps Ensure Meeting the Monthly Goal Each Month’s Steps Sponsor 1 New Distributor Show The Plan to 4 People Service Your Preferred Customers Advance ABC Pattern/Two Legs Attend Monthly NMTSS Event Purchase and Sell Three or More Tickets to Each Event By Achieving The Monthly Goal Every Month - You Automatically Achieve The Annual Goal ANNUAL GOAL $187,000 to $561,000 2 to 4 Legs Succeed 11 9 7 5 8 6 4 2 1 3 Month Step = Weekly Step x 4 Weekly Step = Daily Step x 7 12 10 Each Month’s Steps Sponsor 1 Service 10 Customers 3 Levels on ABC/2 Legs Monthly Seminar Activities That Can Be Measured Tickets 3 way calling Possibilities List Answer to “What is it?” Two-Minute Commercial Activities to Measure Showing the Plan Written Goal Statement Top Ten List Possibility List NMTSS Attendance Measure, Monitor, Adjust, and Control Adjust your plan of action and/or goal accordingly… The original, hourly, commitment of 15 hours per week is unattainable. Therefore, I will have to adjust my weekly time commitment to 10 hours – extending my plan of action 6 months to reach $1500 per week in income. Result Producing Activities Spend your time on result producing activities • Selling Products • Selling the Business • Selling the Events 80% of your time on Result Producing Activities 20% of your time on Managing your Organization Be Persistent, Be Committed, Be Consistent Make it a Priority Make it Duplicatable RETAILING Retailing is… selling directly to the end consumer in some quantity, at a retail price. What Does Retailing Mean To The UnFranchise® Owner Opportunity and Profit Replaces Start-Up Costs Covers Monthly Overhead Generates Business Volume Identifies New Prospects Builds Belief How Do We Retail Products? Develop a Customer List: List everyone you come in contact with and good background information. (friends, relatives, acquaintances, business associates, etc.) List everyone you buy products and services from. (Pampered Chef, Tupperware, Mary Kay…include friends from other direct sales companies.) Remember… Retail to Recruit! Keys of Retailing “Re-Telling” Be a Product of the Product Develop a Possibility List for Potential Customers for Each Product Line (background info) Tell Your Story (stories sell product) Collect Testimonials (use third party - match the testimonial to the person or get on the phone with them) Always provide a brochure Base 10, Seven Strong The key to the growth and stability of your organization! Base 10, Seven Strong Base 10 is based on each distributor purchasing a minimum of 400 BV a month. 100 BV – Personal Use 300 BV – Retail Sales to 10 Preferred Customers, each purchasing a Minimum of 30 BV a Month Base 10, Seven Strong Seven Strong is based on partnering with others who will do the same. You partner with 2 distributors who duplicate Base 10 You assist your partners in finding 2 distributors who duplicate Base 10 Establishing a Foundation ‘Base 10’ Personally purchase and use > 100 BV in product – monthly - after one month. YOU 100 PBV Complete the Home Shopping List! Establishing a Foundation ‘Base 10’ Establish a repeat customer base of ≥ 10 purchasing ≥ 30 BV monthly. C = customers purchasing > 30 BV worth of product/month. Establishing a Foundation ‘Base 10’ Activate by personally sponsoring one qualified distributor in your left and right organization. Each distributor implementing ‘Base 10’. Establishing a Foundation ‘Base 10’ Earn > $300/Monthly - After Six Months 1200BV 1200 BV ‘Base 10’ - Seven Strong Establishing a Foundation ‘Base 10’ Earn > $600/Monthly - After Eight Months 2400 BV 1200 BV $300 2400 BV 1200 BV $300 Establishing a Foundation ‘Base 10’ Earn > $1500/Monthly - After Twelve Months 5000 BV 3600 BV 2400 BV 1200 BV 5000 BV 3600 BV 2400 BV 1200 BV $600 $300 $600 $300 $300 $300 Establishing a Foundation ‘Base 10’ Earn > $2100/Weekly - After Twenty Four Months 5000 BV 3600 BV 2400 BV 1200 BV 5000 BV 3600 BV 2400 BV 1200 BV $1500 $1500 $600 $300 3 3 3 $300 $300 3 3 3 $600 $600 $300 3 3 $300 3 3 3 $300 3 $300 3 3 $300 3 3 3 $300 3 $600 $300 3 3 $300 3 3 3 $300 $300 3 3 $300 3 3 $300 3 3 3 $300 3 3 Base 10 Establishing The Foundation Here’s what could happen in an organization with minimum focus on Retailing... = $600 /month (BV) YOU Right Left 50 x 50 BV 50 x 50 BV =2500 BV =2500 BV Each UnFranchise Owner does minimum 50 BV per month requirement Here’s what could happen when an organization focuses on retailing... Left YOU Right 50 x 400 BV 50 x 400 BV =20,000 BV =20,000 BV Same group – different philosophy regarding the power of retailing. Each UnFranchise Owner has 10 customers using/purchasing 30 BV, and the UnFranchise Owner uses/purchases 100 BV = 400 BV/month Here’s what could happen... YOU Left Right 50 x 400 BV 50 x 400 BV =20,000 BV =20,000 BV Simple ways to Retail More… Duplicate into your team Web Portal overviews Send out invite a friend request. Tell everyone that you know to visit your online shopping business Go to their home on an off night and show the portal just like you were going to show the plan. Teach how to Find, Navigate, & Shop Send them reminders and promo flyers for deals if they purchase a certain amount of product. POST SALE ACTIVITIES Build Share of Customer through addon products. Take time to teach every customer about how to find, navigate, and shop the web portal. Drive traffic to your web portal. Tell everyone you know to visit your online business Simple ways to Retail More… Duplicate into your team Wellness 101 Send out invite as taught on the site www.gonowresource.com Book way in advance and invite other teams. Print off documents make sure there is a copy for everyone and hold a coring on it ahead of time. The Psychology Of Selling… Making The Sale We are all salespeople. We sold our current employer on ourselves. We sold our spouse/friend on benefits of maintaining that relationship. We sold our children our values and the behaviors we expect. We continually sell our opinions and beliefs. The Psychology Of Selling… Making The Sale The sales person must: Have enthusiasm about product or service Have Self-Esteem. Build Relationships and Develop Rapport. Develop a Follow Up System to Continue the Relationship. Preparing To Retail Choose a product line to specialize in. Become a product of the product. Purchase marketing materials. Attend the product training and seminars. MEET Dress with respect. Be mindful of mannerisms. Avoid being abrupt. Build rapport: Ask questions and listen! POST SALE ACTIVITIES Register as a Preferred Customer Establish a Follow Up System Day 1 - To thank for patronage and inquire about whether they had begun to use Day 3 – To be sure product is being used properly Day 7 – Share testimonial Day 14 – Share testimonial and offer complimentary products Day 21 – Take reorder and get referrals Follow Up And The ABC Pattern of Building Depth THE ABC PATTERN GIVES YOU… CONTROL OVER YOUR: SUCCESS GROWTH PROGRESS TIMING IT TAKES THE CHANCE OUT OF IT! Stumbling Blocks You don’t Show the Plan…Therefore, no ABC Pattern. Wait for a UBP (dependent). Not Plugging them into a B5, NDT, or specialized training. Working with the wrong people. People need to move from house to house, rather than going to the same house. Stumbling Blocks Getting people to sign up (there are no people in the kit). Don’t have the necessary information. Not using the Getting Started Guide. No follow up, lack of scheduling/planning (lack of discipline). Don’t teach the Evaluation Approach. DUPLICATION COMES FROM THE BOTTOM UP…NOT THE TOP DOWN! Information gets filtered, diluted, and distorted by passing it through the line of sponsorship. PASS-THE-STORY-DOWN-THE-LINE EXAMPLE FILTRATION DILUTION DISTORTION LIGHT THE FIRE IN THE BASEMENT… NOT THE ATTIC! ABC Pattern The more structure. The more consistent. The more everyone does it the same. The more leaders singing the same song. ABC Pattern The more automatic it is… The less confusion it is… The less resistance there is… The more duplication is created… THE EASIER IT IS! Control Duplication The ABC Pattern UnFranchise® Tools (Tapes, CDs, DVDs, etc.) Corings Tickets to the upcoming NMTSS event Working at the bottom of the organization TYPE OF MEETING A • One on One • Two on One • Kitchen Table • HBP JACK’S HOUSE • UBP START MEETING AFTER THE MEETING 1. Book Follow-up SPONSOR 2. Provide More Information YOU 3. Use Products A A 4. Bring to UBP 5. Sell Ticket TYPE OF MEETING • One on One A GUEST 1 JACK’S HOUSE • Two on One • Kitchen Table • HBP • UBP GUEST 2 GUEST 3 B GUEST 4 SUE’S HOUSE GUEST 5 GUEST 6 SUE START MEETING AFTER THE MEETING SPONSOR 1. Book Follow-up 2. Provide More Information YOU A 3. Use Products A 4. Bring to UBP B B 5. Sell Ticket B MEETING AFTER THE MEETING 1. Book Follow-up SUE’S HOUSE 2. Provide More Information 3. Use Products 4. Bring to UBP 5. Sell Ticket YOU JACK SUE START SPONSOR YOU A B C A B C B GUEST 1 SUE’S HOUSE GUEST 2 GUEST 3 C GUEST 4 MATT’S HOUSE GUEST 5 GUEST 6 MATT C MATT’S HOUSE YOU JACK SUE MATT START SPONSOR YOU A B C A1 B1 C1 A B C A1 B1 C1 C GUEST 1 MATT’S HOUSE GUEST 2 GUEST 3 A1 GUEST 4 JOE’S HOUSE GUEST 5 GUEST 6 JOE A1 GUEST 1 JOE’S HOUSE GUEST 2 GUEST 3 GUEST 4 GUEST 5 GUEST 6 2-3 YEAR PLAN vs. 45 YEAR PLAN 12 months = $1,500 6 months = $1,500 3 months = $1,500 25 months to earn… 2 months = $1,500 $78,000-$109,000 of Yearly, Ongoing Income! 1 month = $1,500 2 weeks = $1,500 1 week = $1,500 25 months = $10,500 The ABC Pattern 1. Remember, it never unfolds perfectly. 2. It will only duplicate through “GO NOWS”, who are seeking to master the B5. 3. Teach everyone to practice the rules of follow up. 4. After each meeting, schedule another meeting [kitchen table, home meeting] to invite their prospects to. 5. Make sure the people you are holding the meeting for, GO WITH YOU. ABC PATTERN SUMMARY 1.) BOOK MEETING FROM A TO B TO C 2.) WORK AT BOTTOM - DUPLICATION - LIGHT A FIRE AT THE BOTTOM. SOMEONE TAKES OVER SHOWING THE PLAN EVERY 3 LEVELS. 3.) DUPLICATE FORM BOTTOM TO TOP. 4.) 2 TO 3 NIGHTS PER WEEK. 5.) 25 TO 30 MEETING GOING ON PER WEEK RATHER THAN JUST HOLDING HOTEL MEETINGS. 6.) EVERYONE DOING 1 TO 1 OR 2 ON 1 OR 3 ON 1. 7.) PEOPLE DO WHAT YOU DO - NOT WHAT YOU SAY TO DO. THE BASIC