Chapter 4: Establishing Your UnFranchise Business

 

By now, you have implemented the Basic 5 and have experienced or realized how powerful Market America’s UnFranchise® Business Development System can be. You have decided to treat this as a business (not a program, deal, hobby or scheme) and are looking for additional insights and strategies that will enable you to create fast, stable and controlled growth. This section will provide you with valuable information for creating an unlimited income potential.

SEC. 1                Prerequisiites

Prior to implementing the strategies and the techniques provided in this section, there are certain fundamentals that you must practice or implement in order to achieve your desired results. Remember, the key to success in duplication is that people will do what you do, not what you say to do! Therefore, it is important to lead by example.

Market America’s UnFranchise® Business Development System is a viable, credible, legal and legitimate business based upon what has already been proven an individual can actually and realistically accomplish working eight to 15 hours per week over a two- to three-year period. It is not a program, deal, hobby or scheme. The sooner your mindset and belief patterns treat it as a business, the sooner you will be on your way to earning an ongoing professional income. Following these guidelines will be one of the key success factors in establishing your business. It all begins with the Sign-Up Appointment, because what you set in motion carries in motion. Although you have established your UnFranchise business, please pay close attention to the following information to determine if you are set up correctly. If necessary, take the time to make the appropriate adjustments and duplicate these systems and principles with the people you bring into your organization.

Believe it or not, the very first training you are participating in or conducting is the actual sign-up. Again, adults learn by doing. So whatever you do during the sign-up will be duplicated and set in motion. It is critically important to set the correct principles, fundamentals, and systems in motion right from the start. The Sign-Up Appointment should last two- to three hours. It will involve addressing commitment, prerequisites, completion of the application, the initial Product Order Form, the Transfer Buying Form, completion of some simple administrative functions, as well as scheduling a follow-up appointment, which will also last two- to three hours. 

(A)   Let’s start with commitment. When we sit down with new Distributors to complete the forms necessary to establish their UnFranchise business, we need to identify what will be required of them to deserve your time in assisting them in building their UnFranchise business. At a minimum, they must commit to the 12-month proven business plan provided in the Getting Started Guide & Action Plan for Success. They must commit eight to 15 QUALITY hours per week to this business. That is eight to 15 quality hours performing basic and fundamental activities. They also must be willing to commit $500 to $1,500 in reasonable expenses for their business. Remember, this is a business. It’s a viable, credible, legitimate, legal business. It’s not a club, not a program, not a deal. This is a business. In addition, new Distributors must be willing to attend an out-of-state training, if necessary. They must be coachable, and they must purchase a ticket or tickets to the next scheduled National Meeting, Training and Seminar System (NMTSS) event, because that’s where we start to instill belief that what we desire from this business is truly possible and attainable.

It is natural for everyone to look for a shortcut to success. Unfortunately, there isn’t one. Remember, this is the Two- to Three-Year Plan. You must strive to master the Basic 5 fundamentals and teach other people to do the same thing. One way to work smart and leverage time is to attend our annual International Convention and World Conference. Spaced six months apart, these two events provide an opportunity for thousands of successful UnFranchise Owners and Independent Distributors to come together with the Corporate Team. The events allow everyone access to expert speakers and trainers. Not only do the masters teach how to build the business, but they also unleash powerful business-building strategies, new promotions, and exciting new product and Internet releases. Attending these events is the single most important thing you can do for your business. Getting new qualified prospects there is the second most important task you can do to leverage the event. The events do the work for you. You will actually accomplish six months of learning and business development in a single weekend. You would have to travel to numerous meetings to be exposed to such powerful speakers, the Corporate Team, the top money earners and their success stories, the experts, and the quality and quantity of structural information on building a successful business. Furthermore, the events put you on top of all the new developments, techniques, tools, products and strategies. It is difficult to express what one experiences at these conferences because they are so powerful. One develops more insight, realizations, belief and confidence because of the first-hand knowledge and exposure received than one would experience otherwise. As a result, people leave confident and inspired. They learn exactly what to do, how to do it, and that they can do it. Making the commitment to attend these events by purchasing tickets in advance is important. Often such events are sold out, so purchasing tickets in advance is a necessity. You don’t want to wait until the last moment. The shortcut to success is to get at least two to four people in each of your legs there. By getting them there, you accomplish more in their development than you could by working with them for a year or more. They see the light! They learn so much, make so many friends, are so inspired and motivated, and have so much confidence that they are empowered to build the business. In fact, they are probably so committed that they are going to build it with you or without you. This transforms you into a hopeless success, because you see the light and are committed to building a successful UnFranchise — you automatically become successful. The key is getting your own tickets and having additional ones to sell to new people. Remember, you can’t sell a ticket you don’t have. Undoubtedly, it is the best use of your time. Remember this: you cannot teach what you do not know, and you cannot lead where you will not go. So, if you want to be a success, get your tickets to the next International Convention or World Conference and get two to four new people in each leg there by purchasing tickets. It is the shortcut to success if there ever were one. Purchase your World Conference or International Convention tickets today from your sponsor or managing Certified Executive Coordinator, or by calling the company (800.232.8590). Finally, with respect to commitment, the person must be willing to start the business NOW, as you do not want your timing to be dependent on someone else’s timing.

(B)   Let’s discuss prerequisites. There are basic materials needed to sponsor a new Independent Distributor into your organization and to get the individual started right — quickly! When we get ready to bring a new Distributor into this business, we are going to take care of the housekeeping activities first. Remember the three types of activities performed in any business? Housekeeping activities, support activities and result-producing activities. We want to eliminate as many housekeeping activities as possible in the beginning in order to eliminate the things that may impede progress while building the business. As a prerequisite and to assist individuals in establishing their Market America distributorship, you will need two start-up folders: one for the new Distributor to complete under your supervision, and one to be left with the new Distributor to duplicate and assemble. It is imperative that new Distributors fill out the contents of this folder under your supervision because you are going to show them that these forms are not difficult. You are going to SUPERVISE. You should NOT fill them out for them. Remember, this is their first on-the-job training. Take note: all of the forms mentioned can also be found and executed online through your UnFranchise® Business Account.

At a minimum, the start-up folder should contain: a Getting Started Guide & Action Plan for Success, a blank application, a blank Product Order Form, and a blank Transfer Buying Form. In addition, the folder must contain a blank Executive Coordinator Qualification and Application (Form 1001), a blank Executive Coordinator Acknowledgement and Agreement (Form 925), a blank Annual Renewal (Form 1052), and a blank three- to four-year calendar. You can get a blank three- to four-year calendar in any of the daytime appointment books, and you should have a Xerox copy in that folder in order to show new Independent Distributors how to figure out their Qualification Date (Q-date) and their quarter-beginning and quarter-ending dates for the quarterly sales reports. There should be in each folder four to eight blank Distributor Sales Reports (Form 1000s), and any tax forms, if applicable. Other items for inclusion in each folder that are highly recommended are: a Home Shopping List, an ma® Catalog, and/or specific product brochures.

As discussed earlier, it is imperative that we reduce the amount of time that we spend on “Housekeeping Activities” in order to maximize the amount of time we can allot to the “Result-Producing Activities.” We can significantly increase the amount of time available for focusing on selling products and selling the UnFranchise Business Development System by addressing much of the required administrative documentation during the Sign-up Appointment. By addressing much of the administrative requirements during the Sign-Up Appointment we can effectively reduce the “Housekeeping Activities” to five required submittals per year: that is four quarterly Distributor Sales Reports (Form 1000) and an Annual Renewal (Form 1052). The following process should be duplicated in-depth throughout your sales and distribution organization so that your entire organization is devoting 80 percent of its available time to activities that create and regenerate Business Volume. This process is as follows, and the completion and submittal of required documentation applies whether doing it using paper forms or doing it online on your UnFranchise Business Account:

Step 1:       Submit the Subscription Fee with the Independent Distributor Application & Agreement, if the new Distributor wants to participate in receiving commissions from building and managing two organizations.

Step 2:       Qualify the Business Development Center (BDC-001) with the initial product order so any organizational volume that is created prior to the new Distributor sponsoring anyone is accrued towards meeting payout criteria.

Step 3:       Enroll the new Distributor in the Transfer Buying Program with a standing monthly order of > 50 BV so that s/he will automatically satisfy the quarterly PBV portion of the minimum activity requirements, and also with a monthly subscription to the UnFranchise Management System so that he/she exercises the Monthly Accrual Option.

Step 4:       Complete and submit the new Distributor’s Executive Coordinator Qualification and Application (Form 1001) by certifying that: (1) s/he will attend a Certified Executive Coordinator Training within 28 days of qualifying as an Executive Coordinator, and (2) s/he is taking responsibility for ensuring that 70 percent of the product purchased is moved to ultimate end consumers/users.

Step 5:       Complete and submit the new Distributor’s Executive Coordinator Acknowledgement and Agreement (Form 925) ensuring that s/he understands there are bona fide supervisory, management, and training functions required in order to continue receiving commissions.

Step 6:       Enroll the new Distributor in Market America’s Voice Mail System by going to the PatLive® sign-up process through your UnFranchise Business Account.

You can also access, satisfy, and execute all of these forms mentioned through your UnFranchise Business Account. Your Rep. ID number and temporary password can be located on the bottom of the invoice found in your subscription kit or it will be emailed to you. This Rep. ID number and password are automatically generated by Market America and are necessary to access your UnFranchise Business Account (take note: your Rep. ID number and password are different from your Distributor ID number, and should not be given out to anyone). The UnFranchise Business Account website is exclusively for Market America Independent Distributors. This site provides a complete package of Internet-related services designed to assist Distributors in building a successful UnFranchise Business and save valuable time. Some of the functions and services include online forms, real-time ordering capability, online Career Manual, and order tracking services. In addition, important news and announcements are posted on your UnFranchise Business Account.

By completing this process and duplicating it in-depth, you and all Independent Distributors will be left with only five administrative requirements per year that must be met: four quarterly Sales Reports and one Annual Renewal. Not much paperwork for a business that can generate in excess of $2100 per week! Now you and your organization are free to focus on activities that produce INCOME – selling products and selling the business!

SEC. 2                Prospecting

Market America is a unique and dynamic sales organization that is marketing some of the most exciting market-driven products ever developed. Additionally, Market America offers a wide selection of products in tremendous demand by the general buying public. However, in order to sell, you need to find a client. This is called the Art of Prospecting.

Prospecting is the ability to generate business by finding new clients. It is an essential process that will have a direct and proportionate effect on your success within Market America. Utilizing the following skills and perfecting these techniques will enable you to maximize your earning potential as a Market America Independent Distributor through the Market America Marketing Plan.

It is often said that sales and marketing is a process of numbers and the more doors the salesperson “knocks upon” (either in person, on the telephone, or via mail), the more prospects the salesperson will have to develop his/her business.

Who are you going to tell about Market America’s products and/or opportunity? From where should your first group of prospects come? Before you consider any other form of lead-generation, start with your own sphere of influence and build your Prospects List (possibility list).

POSSIBILITY LIST: You are now going to create your Market America prospects list. In composing this important list, follow these
simple steps:

  • Write down the names of as many prospects you know. Do not prejudge anybody at this point. It makes no difference where they live. Be sure to include people with whom you have done business and with whom you have been spending money. Another tip to follow is to think about people with good communications skills who are currently successful and well-connected within their community. (With the memory jogger, use the “Name List” at the end of this section and be sure to include phone numbers and addresses.)
  • Next, organize your prospects list into two categories: people who may be interested in purchasing Market America products as buyers only; and people who might be interested in taking advantage of the financial opportunity available with Market America.
  • Now underline the ten best candidates in each category, and begin setting appointments. Most new Distributors find it helpful to ask their sponsor and upline Executive Coordinator for assistance and training on how to approach the people on their prospects list.

WHO DO YOU KNOW?              

As long as you know people, you know people with a need to get started. Ask yourself, “Who do I know that . . .”

  • I respect?
  • Shows genuine concern for other people?
  • Is active in their church?
  • Does personal counseling, such as church leaders, doctors, lawyers, etc.?
  • Is a professional?
  • Is in clubs and various group organizations or active in civic affairs?
  • Is in a teaching position in a school or business?
  • Deals with the public, such as policemen, firemen, postmen, or city officials?
  • Is in a management, supervisory, consulting, or training capacity?
  • Is looking for more out of life?
  • Is ambitious, aggressive, and “on the go”?
  • Is considered a leader?
  • Has children just starting junior high, high school, or college?
  • Has children with special talents that should be developed?
  • Wants to set a good example for their children to follow?
  • Owns their own business?
  • Holds very responsible positions that are causing stress and pressure on them?
  • Wants to have freedom?
  • Is considering a new profession or changing jobs, or recently changed jobs?
  • Is unable to advance in their job?
  • Has talents but is held back?
  • Just started selling, or is an experienced direct salesperson?
  • Relies on ideas for his livelihood: authors, designers, promoters, advertisers?
  • Has never been able to get started or has failed in business, but still has strong desires?
  • Is going to college, business school, trade school, etc., or just graduated?
  • Was recently married and “just starting out”?

Help others develop their talents, become successful and realize their dreams! It is a natural human trait. When you have sincerely sold yourself on this great business, it is psychologically impossible to keep a “good thing” to yourself. Everyone has the compulsion to “spread the good word.”

RECOMMENDATIONS: The most common and successful method in the world for generating new business is the Recommendation Method. If you are doing your job correctly by building, servicing, and satisfying your clients, you are in a position to receive more qualified leads than you could ever handle.

After you have exhausted your personal Prospects List, your long-term success will depend to a large degree upon how well you are able to develop new spheres of influence. New spheres of influence must be earned. You must take the right steps if you are to develop a relationship with your clients that is based on trust. Then, and only then, will your clients feel good about exposing you and your company to their friends and associates. Recommendations or leads are, unquestionably, the lifeblood of your business and are the best source of prospective new clients. The importance of referrals cannot be over-emphasized. The Market America Distributor who contacts a prospect on a recommendation basis generally has more pre-established rapport and credibility.

For the Independent Distributor skilled at “follow-up” and client service, recommendations are there for the asking. Whether you are talking to a prospect, client, or complete stranger, you should always ask for at least six recommendations of people who might appreciate our products. If the person you are asking can’t think of any, help him/her by asking all the “who do I know” questions in the back of this section. Suggest that your customers get out their Rolodex file and page through it to check for names. It only takes a couple of minutes, and satisfied clients are glad to help.

Keep your notepad and pen handy for recording the names and phone numbers. These six people will be prospective Distributors for the individuals you are talking to. Let them know that, as their sponsor, you will help them follow up with these referrals. Don’t do it for them, but help them, teach them, and go with them to make the initial presentation. Teach them to do it for themselves.

“You can give a man a fish to eat today, or you can teach him to fish to feed himself for the rest of his life.”

ADVERTISING: Advertising is a form of lead-generation. It is perhaps the riskiest and most costly form of lead-generation in this type of business. Attempts to educate the public on Market America product lines through conventional advertising methods are very expensive and have proven ineffective. Television, radio, magazine and direct mail have shown marginal results when compared to the time and monetary expenditures involved. It is recommended that you leave such advertising to the company.

Advertising in our kind of business is usually targeted for the purpose of sponsoring new Distributors. This type of advertising is normally done in the classified section of newspapers, and the results vary greatly, depending on how the advertisement is worded and the way it is handled. For those who choose to advertise as a form of lead:

  • Develop a clear understanding of Market America’s Policies and Procedures pertaining to advertising, if you are using any ad copy other than the approved Market America ads available through the UnFranchise® Management System. All advertisements must be approved by the company.
  • The advertisement should be placed in the “Sales Help Wanted” or “Business Opportunity” section, whenever available. Your advertisement should be as specific as possible. You will have fewer calls than with a “blind” advertisement, but the applicants will be much more qualified. The contents of your advertisement should reveal:
  • The product industry you are involved in
  • Type of distribution (network, wholesale, retail, direct sales, etc.)
  • How earnings are generated (commission, bonuses, etc.)
  • Investment required for overhead expenses
  • Phone number or address if they are to write for information
  • Your name for credibility

Long-Term Contracts: Don’t commit to long-term contracts with your advertisement. Three or four days will be plenty of time to see how well your advertisement attracts responses. Start your advertisement on Sunday if the publication of your choice runs on Sunday.

Handling The Advertisement: Don’t be shocked when the telephone rings - that is why you placed the advertisement. The phone must be answered professionally. If you don’t have a secretary to screen your calls, engage the help of a professional answering service. When returning the prospect’s call, the goal is to qualify the prospect and to set an appointment, not to explain or attempt to sell anything over the telephone.

The more information you give over the telephone, the less likely you are to be able to set up an appointment. Only give enough information to interest them without misleading them in any way. It is very easy for someone to prejudge our product and opportunity over the phone without ever having the opportunity to evaluate it properly. Maintain your position of strength. Remember, they called you. You are the one doing the interview! Whoever is asking the questions is winning.

The following list of qualifying questions should be asked:

  • What is their name?
  • Where do they live (city, not address)?
  • How long? If a short time, where did they live before?
  • What type of business are they currently in?
  • What are they looking for? Ask them why they responded to your ad. (LISTEN CLOSELY)

In 45 seconds or less, capsulize your business and explain it would be unfair to them and to you to attempt to explain an opportunity of this magnitude over the telephone. Set up a time in a professional environment for an initial meeting.

Before you decide to put your time and energy into this form of lead-generation, review these procedures. Classified advertising means you have strangers calling strangers. For this to ever culminate in profits for you, many things must happen right, and you must have mastered the art of telephone techniques. The correct steps must be taken and friendships must be developed. Use professional conduct and utilize your time wisely.

TRADESHOW TIPS: The major mistake many Distributors make when operating a booth at tradeshows, home shows, business fairs, mall displays, etc., is to attempt to fully explain and sell the products from the booth.

The primary purpose of operating a booth at any of these locations is to promote initial interest in the product and credibility for your business in order to generate leads (prospects). Later, in a controlled environment where you can make an organized and professional presentation, tell your prospects the Market America story. You will only have one opportunity to bring each prospect to the highest level of excitement over our product(s). The failure to develop a high level of enthusiasm and excitement at this initial meeting will result in a low interest level.

Our products are unusual in that they can actually be sold from the booth, if the conditions are right. Whether you are dealing with thousands of people walking by each hour, or only a few, your procedure should be the same.

  • Point out a few highlights of the respective store and see if they show any real interest in any of these benefits. Adjust this presentation accordingly when you are displaying other Market America products.
  • Always mention you are looking for new Distributors interested in generating additional income each week by servicing new clients.
  • If either the product or the opportunity grabs their attention, now is the time to stop talking! Do not give them all of the details while standing in the middle of your booth. The odds are they will not make a buying decision right there. Instead, if you have help in the booth, see if they have time for a cup of coffee in the break area, or set up an appointment for after the show. Always obtain the name, telephone number, and home address of the prospects, and make personal notes on the card on their specific wants and needs. Classify these as Hot, Warm, or Cold.
  • The best appointment would be for you to pick them up for a professional Market America UnFranchise® Business Presentation.

Regard your booth as a temporary place of business:

  • Follow the rules set forth by the home show or fair sponsor and the facility in which your booth is located.
  • Follow Market America’s company policies and procedures.
  • Specifically, follow the new advertising policy using corporate-produced advertisement slicks. You may input your name, booth number, temporary location information, and date.
  • Additional suggestions for your booth: purchase a Market America banner to easily identify your company; show the product as it should be shown, by constructing or buying a portable mantel and by using available Market America sales tools.

COLD CONTACTS: Cold contacts are an excellent method for generating sales. This method works best for salespeople who have unquestionable belief in themselves and in what they have to offer. They are on a mission for success and pay no regard to rejection or what others might say about them.

These salespeople generally believe in the “3-foot rule” (they talk to anybody within three feet of themselves). You see, they don’t consider these “cold contacts” at all; rather, they have learned the art of meeting people and making friends. Arrange to meet within 24 to 48 hours for a one-to-one presentation. When you accumulate so many leads that the One-to-One procedure is physically impossible, set up a small business seminar.

As your self-confidence and self-image improves, and your belief in what you are doing becomes stronger, you will become bolder in your approach to people you don’t know. In talking with people you do not know, follow the FORM METHOD:

F       Talk about their Family

O      Talk about their Occupation

R       Talk about what they do for Recreation

M      Finally, talk about MONEY

It is helpful to understand that anyone you speak with will generally only talk about three things:

  • What is currently happening, or “small talk.”
  • How terribly things are going, or complaining.
  • The way they wish things could be, or “wishful thinking.”

If they talk about what is happening for more than two minutes, they usually end up complaining or wishing. Quite naturally, this gives you the opportunity to bring up the Market America business opportunity.

When you bring up the Market America business opportunity, the most important question you should be prepared for is, “What is it?” Knowing this in advance, you can prepare your answer before you are asked the question. You need to develop and practice a two-minute answer to those questions. This is your personal “two-minute commercial.” It should end with a closing statement and question such as, “I have another appointment right now, so may I have your name and number, and I’ll call you about this later?” Refer to examples of a “two-minute commercial” and the answer to “What is it” in the corresponding sections of this manual.

It is extremely important that you develop your own personalized two-minute commercial and answer to “What is it?” before you begin approaching people. Ask your sponsor or upline Executive Coordinator for assistance and advice, if necessary. Be sure to write your comment down and keep it handy when talking to people.

TELEPHONE PROSPECTING: The telephone is an important tool for prospecting, as it enables you to make more contacts in a short period of time. However, it can’t replace cold calling, so be careful not to allow it to become a crutch. The telephone makes it easier to keep in touch with existing clients and set appointments with new prospects as well.

There are several important factors involved in using the telephone:

Attitude — A positive mental attitude is essential to successful telephone prospecting. Be enthusiastic, confident, and have knowledge of your products and business. Above all, be honest!

Preparation — Make a prospect list of names and phone numbers starting with people you already know. This should include friends, relatives, neighbors, co-workers, etc. Draw from your “who do you know” list or “possibility list.”

Review — Know the company policies and procedures regarding telephone solicitations.

Before you begin to call, see that your working area is clear and organized. Necessary items are a calendar for appointments, pad, pencil, call sheet and selected company literature.

DIRECT MAIL PROSPECTING: Using Direct Mail as a prospecting technique can produce fantastic results. You may increase your results by following up on each prospect with a phone call. Include in the package a selection of Market America approved literature, approved introductory letter, your name, address and telephone number. This is vital information. If prospects can’t contact you to ask questions and obtain support, they may be lost clients.

APPOINTMENT MAKING: The purpose of setting an appointment is to mutually agree on a time and place to professionally:

  • Introduce and perform a product demonstration.
  • Present the Market America Management Performance Compensation Plan.

By setting up an appointment, you will be able to take the necessary time, without interruption, to make your presentation. By setting an appointment in advance, you save time and establish a professional atmosphere in the home, office, or hotel meeting room.

Do not simply tell prospects you wish to see them, then wait for them to invite you over. It just isn’t going to happen and you may quickly become disappointed. Always assume the appointment will be made. Request to stop by and visit prospects, offer them a choice of two different times, thank them, and get off the phone!

If you are doing a presentation to sell the product(s), consider the following when setting an appointment: set a time you and your prospect agree upon, insist on a time when a husband and wife can both be involved in your presentation; make sure the time you set will give you at least one hour without interruption.

If your purpose is to sponsor a new Independent Distributor, follow the same procedure. For even better results, try scheduling your prospects into an UnFranchise® Business Presentation meeting. Make sure you offer to pick them up and drive them to the opportunity presentation. A simple rule is that 100 percent of the people you bring to the meeting show up!

Where is the best place for the presentation? (in order of preference):

For Retail Clients Only:

  • Their home or office
  • Your home or office
  • Any other suitable environment where you will have no distractions

For Clients and Potential Distributors:

  • Professional UnFranchise Business Presentation conducted at a hotel or meeting room; this environment is most effective
  • Your home or office
  • Their home (if free of interruptions), but not in their office

Whenever possible you should control where the meeting will take place.

SEC. 3                The Art of Closing

There are those who think they can . . . there are those who think they can’t . . . they are both right!

Closing the sale is the greatest achievement award a salesperson can reach. There is only one objection a client can give you that will cost you a sale, and you will probably never hear it in your lifetime. The objection is a firm “No.” When you ask your client to get started, he/she will give you a “so-called objection” such as “I want to think it over, I can’t afford it at this time, I want to check out the credibility of the business, I never make spontaneous decisions,” etc. Potential clients will seldom give you a firm “No.” These so-called objections must be viewed as excuses or a request for more information. Dealt with accordingly, they can ultimately be turned into positive “buy” signals.

Most objections result from a boring, uninformative presentation where the clients did not receive all of the answers to their questions. The objection is merely a request for more information, a loud “cry” saying, “Please convince me, make a decision for me!” To answer your clients’ request, make them feel important, and allow them to voice their opinion — doing this without looking like you believe they are unintelligent is truly an art you must master to close a sale.

PROBING: ASKING QUESTIONS: Purpose: to “guide” and “control” the flow of the presentation. Remember, if you are talking and the client is asking you questions, you are not in control. Gain control and direct the conversation.

The Open Probe: This method encourages clients to reveal their needs freely while you control the presentation. You will find that by encouraging people to talk about themselves while you listen, you will find all kinds of “needs” that you can later utilize to close
the sale.

Examples:

  • Have you ever heard of antioxidants, and how they prevent heart attacks and slow down the aging process?
  • Are you or anyone in your family involved in sports or fitness? Go on to tell the TLS® Thermochrome story.
  • What other means of income do you have besides your current job, profession or occupation?

The Closed Probe: Because not all clients will readily converse or reveal their needs, a different type of question must be asked when using the closed probe. This is a question that limits the client’s response to yes, no, or other. Closed probes are best used in a series or in conjunction with open-probe questions.

Examples:                 

  • Are you interested in saving money on all of your household purchases?
  • Do you take food supplements or vitamins?
  • Are you looking for ways to increase or diversify your income?

Each of these questions calls for a simple answer, yet each one reveals areas for you to elaborate on. Make a list of open and closed questions that are effective for you.

Sometimes it is effective for a salesperson to combine open and closed questions.         

  • Do you ever worry about the effect of pollution or smoke on your health? (open) Have you ever heard of antioxidants? (closed)
  • Do you earn as much income as you feel you are worth? (closed) If I can change that, you would be interested, wouldn’t you? (closed)

CLOSING: All selling skills you have learned so far are important. But until you know how to “close” the sale you will not be successful. Before we explain closing techniques here are a few “hints” to remember:

  • Always ask for an order or commitment
  • Look for buying signals
  • When you ask a closing question — Be quiet! (until the client responds)
  • Practice several different “types” of closes
  • Always be confident and enthusiastic when you close — assume they are “smart” enough to buy — don’t look “iffy” or “hungry.” Don’t show a lack of confidence.
  • Obtain a copy of “The Final Touch” by Jerry Siciliano

Earlier we mentioned that questions control the sales presentation. Whether or not you are successful as a salesperson largely depends on how effective you become in controlling the flow of the conversation by asking questions, and then using the answers to your benefit. What is a proper closing question? J. Douglas Edward, the “Master of Closing,” stated that a proper closing question “confirms” the fact that the client has already bought (psychologically).

Never leave yourself “hanging” with a question. You must assume the affirmative. For example:

“Do you think you’d be interested?” is not a closing question. It confirms nothing on the part of the prospect.

“Are you more interested in earning from a single BDC or through the Master UnFranchise® Owner Program?” This is an excellent close because it assumes the sale is made (using the “alternative choice” method of closing).

“Do you believe a single BDC earning $1,500 per week would be enough, or do you prefer to earn through the Master UnFranchise Owner Program?” is even more pointed.

In order to prepare clients for the close, go back through the benefits you have outlined and secure their agreement by asking questions that lead to the final close of your choice.

Examples:

“You can see how this program can save you a substantial amount on your next purchase, can’t you?”

“You mentioned you were tired of ‘robbing Peter to pay Paul.’ This sure could solve that problem, couldn’t it?”

This kind of format is called “tie down” questioning. By using frequent contractions, you can get the client to agree with you on many points leading to an assumed close. (It doesn’t hurt to nod your heard affirmatively while asking these type of questions and waiting for
the answer).

THE FIVE-STEP METHOD FOR HANDLING OBJECTIONS: Believe it or not, most people do not automatically say “Yes” the first time you ask them to buy. It is almost a certainty that even when people love your product, price, and personality, they are going to ask a question or toss out an objection such as, “We need to think it over” or “We can’t afford it right now,” rather than immediately buying your product. It is a natural response, and one you should expect most of the time. People are simply hesitant to make a decision. You need to help them overcome this reluctance.

People are psychologically opposed to being sold anything. As intelligent people, they like to think they are making the decision by themselves, when they want, and without your help. The old adage, “People hate to be sold, but love to buy,” is very true. A subconscious play is being performed, where their script reads, “You can’t sell me,” and your script reads, “Yes I can!” This creates a subconscious match-up which you cannot win . . . unless you allow them to think they have won.

By clearing out this mental process for a moment, you can close with a very high percentage of all qualified prospects you encounter. We do this with the following technique:

  • Agree with the objection. (SWEEP THEM OFF THEIR FEET — VERBALLY!)
  • Expand the objection; make it even bigger than they imagined.
  • Storyline the objection.
  • Close the objection with a positive and irrefutable statement, followed by an affirmative question and tie down.
  • Ask them to buy (assumed close), with a handshake upon agreement.

Agreeing: By agreeing with the objection you make your clients feel important. You make them feel as though they have made an intelligent statement. You make them feel as if they have “won.” Don’t ever tell clients they are wrong, and do not argue their point. Agree with them first!

They may be expecting you to try to keep selling, or they may be expecting you to argue, but they will never expect you to agree with any reason why they should not buy. When you agree with their objection, they feel as though you understand their position; this will momentarily clear that subconscious script in their mind, and you now direct an easy path to close.

  • I agree, you should think it over.
  • I can understand why you might feel that you don’t need any other product(s) right now.
  • I didn’t think I could afford it either, when I first saw this program.

Expanding: By expanding the objection, you give them even more to think about than they intended. The objection was simply a programmed response to a salesperson, not a real objection. Our system doesn’t require any long-term debate or research. If they want it, they’ll buy it . . . if you don’t “blow it” by making them feel pressured. It is important not to make them feel you are forcing the decision. It is much smarter and more effective to let them make the decision with your help. Too many salespeople attempt to close, then hear the same objection again because they did not handle it properly the first time. If you can cover the objection entirely, neutralize it, and eliminate it, the client will not be able to use the same objection again. Once you eliminate all objections, the sale is made.

Now they have even more to think about than what they started with. You have thrown them a curve, and they need your help in understanding why you would be so foolish to agree with their objection and present them with additional reasons not to buy. You told them why they should not buy, and cleared their mind of the thought, “He’s trying to sell us.” You have now prepared them to listen to you. Only now will they open their minds and really listen.

Now you can prepare them for the close with a “story.” The story will be one that restates many of the benefits of the presentation and should lead you into the close you have selected to use.

Storyline the Objection: “You see folks, throughout the ages people have wanted good health and nutrition. Unfortunately, people like you and me, the people that need that kind of edge the most, typically never get around to taking care of ourselves. We’re too busy taking care of everyone else, right? So when we do buy health and nutrition items, it becomes even more important to do so at the lowest possible prices.”

Positive Statement — Affirmative Tie Down: “As you mentioned earlier, you do occasionally buy health and nutrition items, and getting the best price was important to you. If you can have the items at a lower cost than what you would normally pay, you would like that, wouldn’t you?”

Close: This can be as simple as a handshake upon the agreement to the final question in step four. If you are not sure if they are ready for a handshake, ask a question like, “What would prevent you from getting started now?” Or ask them which product line they would like to start with.

“Great!” (Handshake on their affirmation). “Do you think one $1,500 income center would be enough, or do you prefer the Master UnFranchise® Owner Program? Okay, why don’t you look through this catalog to see what products you might want to order while I fill out the paperwork. . . .”

To close a sale without following these rules on how to professionally close is as unwise as putting on your clothes without buttoning them up. All you will have is a mess. Use this technique and you will find that the majority of your clients will close the sales for themselves, simply because they like an explainer better than they do a salesperson.

One final note: now that you have sponsored these people, you have entered the management ranks. You need to set up a follow-up appointment to get their prospects list started, and start managing (teaching) them the skills necessary for success in our business. Invite them to a training seminar, retain their goals in your mind, and start helping them achieve their goals.

SEC. 4                Starting New Distributors

Nothing is more important than for a sponsor to direct a new Independent Distributor properly into our business. First and foremost, you should represent the company as a professional, and not exaggerate the Market America business opportunity. Second, you should review our philosophy and identify what the new Distributor can expect from Market America, and what Market America expects from its Distributors.

Sponsoring a new Distributor will take two-to-four hours. The time you spend in the beginning will save you an extraordinary amount of time down the road. In addition, your new Distributor will duplicate your efforts.

SIGN-UP APPOINTMENT (Signing the Contract; refer to the Getting Started Guide & Action Plan For Success)

Defining The Costs: All new Distributors need to understand the cost of getting into our business. To create one Business Development Center will cost nothing, but to participate in the MPCP will cost them the subscription fee, and they may choose to spend less than $500.00 in BV, overhead, and supplies. Understand that there is a potential for additional costs based on miscellaneous office supplies, business cards, and additional start-up costs.

Complete The Distribution Application And Order Form Together: Be sure to review the price list and how to read it. Explain all the options on the application and order forms.

Identify The Store Of Choice And Use The Product: Most new Independent Distributors enter our business already having experienced their product(s) of choice. If not, stop and discuss products and get the prospect to try the products. In the worst-case scenario, the new Distributor should order a “Mall Without Walls® Sample Kit” to experience a cross-section of products. Failure for a new Distributor to experience and enjoy one of our products or services is almost a certain set-up for failure as a Market America Distributor.

The selection of a store will lead to products and services to be shared with the new Distributors. The store selection promotes add-on sales of products to their eventual customer base. It also stimulates a wider range of Distributor product knowledge, resulting in increased sales and profits.

Sell Tickets To Training Seminar: This is the perfect opportunity to sell a ticket to an area Basic 5 Training. It is the sponsor’s responsibility to know what training meetings are available in the area. In the worst-case scenario the sponsor must take responsibility to train them.

Book A Follow-Up Meeting With Sponsor: This follow-up meeting consists of meeting with one or two interested prospects who will listen to our Business Development plan. You would like to have present at least two Distributors for our new Distributor so that he/she may activate his/her 001 Business Development Center. (Note: Each Business Development Center must have two personally sponsored Distributors in order to be activated and to qualify for commission).

Give A New Distributor An Assignment: Have the new Distributor read the Career Manual, listen to audios and read through the product brochures.

Book Additional Follow-Up Meetings With Sponsor: This is to meet with additional Market America Distributor prospects.

Attend Area Training Seminar: Your new Distributor has already purchased the ticket, but you must be with him/her when he/she attends the training (duplication).

Set Up A 3-Month Review Meeting With Your Distributor: This meeting is to review the first 90 days of business: ensure that their Form 1000 has been submitted; ensure that the Market America Transfer Buying Program has been put into effect; and discuss the requirements for exercising the Monthly Accrual Option. Also at this time, review their Goal Statement and Business Plan and make any necessary adjustments.

STARTING TIPS FOR A NEW DISTRIBUTOR

Prospect List: Develop a list of people (at least 60) who would be interested in the product or opportunity. Contact your upline Executive Coordinator or sponsor and discuss your prospect list. Learn some simple approaches. Develop your answer to “what is it?” and your “two-minute commercial.”

Business Tools: If you really want to grow fast, it is recommended that you purchase some tools, including:

  • Two Pre-paid Subscription Kits
  • Opportunity Flip Chart Presentation
  • 10 to 20 corporate brochures
  • Several training CDs or audios
  • Extra tickets to the next training seminar to sell to your new Distributors
  • Five to 25 promotional videos
  • Five Opportunity Videos

Products and Retailing: You can take orders, but you will find that it is easier to test-market the products, and start out with $200 to $600 worth of products. As you sell products to your customers or Distributors, you simply reorder. Also, this enables you to qualify your Business Development Center(s). You then only have to turn in $200 worth of retail receipts prior to qualifying for a Coordinator check, or within your first quarter, whichever comes first. Retailing is simple, using the company test-market trial-size program. Give out samples or sell trial sizes, and people will place orders. Refer to the section in the Career Manual on product information and retailing tips.

Recruiting:

Invitations: Invite at least two people to come with you to a meeting. Don’t just invite them — bring them. Pick them up and bring them to the meeting. Then teach them to do the same. Contact your upline for the location of the next meeting to which you can bring your new prospects.

Three-way Calling: Get a phone that has three-way calling capabilities. It is very inexpensive. Get your prospect and sponsor or upline Executive Coordinator on the telephone, introduce the prospect to your sponsor, and let your sponsor explain the business and invite him/her to a meeting.

Two-on-one Meetings: Set up an appointment for you and your sponsor or Executive Coordinator to visit a prospect. Two-on-one presentations over coffee are very effective.

Video Sponsoring: Get at least five videos. Tell prospects that you want them to review a phenomenal marketing concept. You want to drop off the “It’s About Success” video, but need to get it back within 48 hours, because you have five other people waiting to see it. Get them to commit to watching it within 48 hours. Take it back (important). When you pick up the video, ask them what they liked most about it. They will ask questions, but do not attempt to answer them. Tell them you would like to introduce them to the key people in the area who can better answer their questions. Offer to pick them up and bring them to a meeting. If that is not possible, try to get your sponsor or Executive Coordinator on the phone to talk with them on the spot.

One-to-one Presentations with the Flip Chart Presentation: Learn the business presentation by practicing the Flip Chart Presentation on relatives and friends first. Tell them you are practicing; you might end up sponsoring or selling them product by accident. Listen to the audios that come with the Flip Chart several times. Then go out and do One-to-Ones just by going through the Flip Chart. Show them some products, and if possible, play the “It’s About Success” video. Ask them if they want to buy product(s) or come to a meeting. Bring them to a meeting and allow them to invite two people to bring with them.

Weekly Meetings: After you’ve mastered the above, book a weekly meeting in your home, office, or one of your Distributor’s homes. Allow everyone to bring people. But make sure you set the example by having two prospects there yourself. Be sure to have literature on hand to pass out and product to sell. In the beginning your upline can do the presentation, until you feel comfortable doing it yourself. Be sure to give your upline a proper introduction. Ask your upline the correct way to introduce them.

Follow-up: Never present the plan or products without booking a Follow-up appointment or meeting. This is essential. Simply pull out your appointment book and give them a choice of two dates and times to get back together, or bring them to a meeting. Do not leave it to calling them back or waiting for them to call.

Rallies and Training Seminars: Make a commitment to be at the next rally and seminar to learn more about the products, retailing, sponsoring and building the business. Buy your ticket NOW! Get extra tickets to sell to your prospects. This is the surest way of duplicating yourself and building belief, knowledge, and enthusiasm in your sales organization.

Duplication: Simply teach others to do the same thing.

SEC. 5                Professional Sponsoring

This training section is designed to introduce you to the basic skills that add up to SUCCESS in our business. Professional Sponsoring, Lead Generation, Advertising Rules and Techniques, and Professional Closing Skills are all covered in this section. To begin, let’s examine the basic differences between “recruiting” and “sponsoring” people into network marketing.

The underlying goal is to establish sales, training, growth and development necessary for newly involved individuals in our business to achieve the success they seek. As the person responsible for involving another individual, you must understand your responsibility, accept it, and do those things essential to ensure your success and the success of your new Distributor. In short, let’s determine what must be done to give a new Distributor the best chance to succeed, rather than fail.

To set the stage, let’s assume we have just recruited someone as an Independent Distributor. In other words, the required company paperwork has been completed and sent to the home office. Additionally, the Distributor may have elected to purchase some products for display and resale. It should be a new Distributor’s priority to become familiar with the product line and literature. It is important for the new Distributor to show the products to as many people as possible in order to develop customers. Many Distributors find it helpful to have some samples to show and give to potential customers.

Before exploring the responsibilities of a sponsor, it is essential that we understand the mental steps the new Distributor must take on the journey to success. For some, this will be a short and rapid trip. For many, the trip will take longer and demand a greater amount of endurance and personal development. The best news is that those who persevere and journey, step-by-step, to the success and monetary rewards they desire will be the ones who grow to become champions. Your challenge as a sponsor is to assist the new Distributor in taking those steps, and to do so as quickly as possible.

THREE KEY FACTORS

Hope: Literally everyone, after seeing a correct and professional presentation of our business opportunity, will experience “HOPE.” There is HOPE that what they have just seen and heard is really true. More importantly, new Distributors HOPE that this business venture can become a reality for them. The strength of their HOPE is based mainly on the strength of your presentation. Yet, left only with HOPE, a new Distributor will surely fail.

Faith: If success for the Distributor is to occur, the second step, the step of “FAITH,” must be accomplished. FAITH takes place when new Distributors actually see evidence of the success you and ot