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