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 others are experiencing. It is very important for new Distributors to hear about and meet others who are succeeding in this business. They soon realize that nearly all these people are neither exceptional, nor unusual. In fact, it becomes obvious that successful Distributors come in all shapes and sizes and from all walks of life. Therefore, they draw the conclusion, “Maybe success will happen for me, too.” In other words, FAITH sets in.

Belief: The third major step on the journey to success is by far the most important one. This step moves the Distributor to the level called “BELIEF.” Nothing major in a Distributor’s business growth can occur until BELIEF is achieved. BELIEF begins when new Distributors experience some form of personal success in their own business. That success could take the form of a product sale, enrolling a new Distributor, or preferably a combination of both. As soon as success happens once, a Distributor can believe it will happen hundreds of times. It is only a matter of consistent effort over a period of time. It is absolutely mandatory that a sponsor assist the Distributor in every way possible in taking the psychological steps from HOPE, to FAITH, to BELIEF. The sooner the better, because the longer the delay between each step, the more likely it becomes that the new Distributor will lose interest and quit before really getting started.

Let’s recap the thought sequence new Distributors go through along their journey to success. They begin (with your help) to develop HOPE that this opportunity is as good as represented, and that they have what it takes to cash in on it. From HOPE new Distributors develop (with your help) FAITH that there is no reason why not, yet every reason why, it should work for them. Finally, as the new Distributor experiences one or more successes, (with your help) BELIEF sets in, and the Distributor’s business begins to grow and develop.

Any step short of BELIEF will prevent real success from taking place. New Distributors will probably be unaware of these milestones. With your continual guidance, their BELIEF will transform into long-term COMMITMENT. That COMMITMENT is the only insurance for their success. It is your responsibility to guide them on this journey as effectively and quickly as possible. Success will not happen as if by magic. You must help to make it happen with the Distributor you have sponsored. Do this and you earn the right to be called a sponsor. Anyone can recruit and leave his/her business to pure chance, but the probability of success is marginal. Successful network marketing business people know the vital importance of being a supportive sponsor. It is your responsibility as a sponsor to train, support, and motivate everyone you sponsor.

MANAGEMENT AND SUPERVISION

Recruit and fail. . . . Sponsor and succeed!

Now let us look more specifically at what we must do after we have sponsored a new Distributor. What are the key ingredients to the “Follow-Up Plan” of an effective sponsor?

Personal Goals: Assist your Distributors in identifying their personal goals. These goals are usually comprised of a combination of needs and desires. Helpful goal-setting questions include:

         What do you want to do?

         Where do you want to go?

         What would you change in your life?

         What do you want to have?

Since no one does anything without good reason(s), the first step in Follow-up is most important. Done properly, it provides your Distributor with clear-cut reasons to pursue this business in the short-term and make it succeed in the long-term.

Be sure to establish how much income your Distributors want to earn from this business and how soon. Determine what they would do with the income. Our Marketing Plan provides built-in milestones on which you can help your Distributors base their time frame for accomplishing their personal growth goals. Help them decide how soon they will become Coordinator, Executive Coordinator, and beyond.

Most people who fail claim lack of planning as a primary reason for failure. Our Marketing Plan is a success plan. Advancing to the various positions in our system guarantees success and appropriate incomes. There is an excellent chance your new Distributors have never devoted enough time to establishing a realistic set of goals. Now is the time to get your Distributors properly prepared for that climb to the top! Proceed no further until you have laid out some initial goals for your Distributors. People do not plan to fail, they simply fail to plan. Refer to the goal-setting section of the Career Manual and help new Distributors write out a Goal Statement. Follow the instructions step by step. NOTE: They must be their goals — not yours. You simply make sure they are specific and recorded.

Business Calendar: Assist your Distributors in setting up a calendar for doing business. When, during each day of each week, will they not be able to build their business? Scheduling may be affected by a full-time job, family time, church activities, etc. What portion of the calendar are they willing to devote to their business? Identify the days designated for working the business, and commit your time to work together during that time.

Show them the business-building calendar you use (you must have one), then help them put their schedule in writing. The basic reason for setting a calendar is to help your Distributors decide whether their business growth will be based on “spare-time effort” (whenever it’s convenient and doesn’t interfere with anything), “consistent part-time effort,” or “concentrated full-time effort.” This helps them develop realistic expectations. Be sure to have them schedule in the monthly business seminar and sell them a ticket.

Determining the calendar/schedule will help you decide how much time you can afford to invest in any new Distributors. The more time and effort they commit to, the more time and effort they have a right to expect from you.

Prospect List: Assist your Distributors in developing a useful Prospects List. This is their potential business clientele. This list of names must be committed to writing or it will be virtually useless. The list must include: names, phone numbers, and addresses. Obviously, the first two are essential, or your Distributors can’t do much of anything. Separating the names into local and long-distance categories is necessary, as we deal with each category differently. See the section on long-distance sponsoring techniques, following this section.

Numerous “memory joggers” are to help your Distributors recall names of prospects. Use one or more of these as they speed up the development of a substantial names list. Be sure to emphasize the need for a notepad or mini-cassette recorder to be carried at all times in order to record the names of any prospects you might run across each day. Names pop into people’s minds at the most unexpected times. Being prepared to record and remember them is essential.

A prospects list is an ever-changing and growing business development aid. Without a properly utilized names list, a Distributor is certainly well-prepared to fail in this business.

Business Tools: Advise your Distributors of the availability of literature, audios, and sales aids and how to order them. These are our stock-in-trade. Attempting this business without an adequate supply on hand is certain to slow business growth. This order should take into consideration the Distributors’ own anticipated needs and the needs of those individuals they will sponsor in the near future. In this way, everyone gets off to a fast start. The probability of success is greatly increased by using these sales aids and tools.

Appointments: Assist your Distributors in setting appointments with people from their prospects list to share our products and opportunity. It is a good idea to show them how by actually doing it yourself, in front of them, from your own prospects list. Then have them make several appointments and provide positive reinforcement and constructive criticism after each call. Go with them on their appointments and make the first couple of presentations. Then help them make a few presentations. Never leave committed Distributors on their own until they have made at least two or three sales.

Commitment: Assist your Distributors in understanding the need for making and keeping a one-year commitment to the business. This will help discourage them from quitting or being overly disappointed the first time they encounter an obstacle or challenge. This commitment provides them the time to learn the business and to begin to recoup the rewards, and provides the best chance for long-term success. Anything less than a one-year commitment suggests that your new Distributors may lack the seriousness and resolve to succeed in business for themselves, even with your help. Don’t settle for less than what you know it takes for them to be successful. Your Distributors should include the following considerations in their one-year commitment:

  • Attend all Market America functions in their area (seminars, UnFranchise® Business Presentations, conventions)
  • Support the local Market America Distributor Association
  • Develop a strong product/opportunity presentation
  • Pursue the business plan they have established
  • Never lose sight of their goals
  • Devote at least one year before final evaluation of their Market America business
  • Frequent discussions and meetings with you, or counseling sessions

These are basic and essential factors upon which your Distributors should base their business-building commitment.

Training: Schedule your Distributors for the first New Distributor Training and Basic 5 Training available in their area.

Self-Improvement: Encourage your Distributors to begin a self-improvement program consisting of daily exposure to positive and motivational audios, CDs and/or books you and others have found helpful. As part of your Distributors’ self-improvement program, it is essential that you provide reinforcement for your Distributors’ accomplishments, as they occur. Encourage them to read their Goal Statement twice daily. They should show you their Goal Statement periodically. It should be modified and fine-tuned as they progress.

As you engage in the foregoing steps, you will fulfill the responsibilities of a sponsor. These steps are very basic, yet critical to your overall success, based on your Distributors’ success. This is not designated to do more than scratch the surface of what it takes to be a very successful sponsor (as opposed to a failure as a recruiter). A few additional helpful hints:

  • Be an effective listener
  • Be an effective questioner
  • Sell — Don’t tell
  • Lead by example
  • Often ask yourself if you would be happier with a sponsor who performs as you do

You may believe there are more effective ways then those outlined here. You may be right. However, these methods not only work, but your entire downline organization can duplicate these steps. Time and time again, this method has enabled numerous individuals to gain financial freedom by building a profitable network marketing business.

Remember at all times that with our product line and marketing structure you have an incredible opportunity to build a rewarding personal business by retailing products and establishing a marketing organization through sponsorship. As with any worthwhile opportunity, time, effort, knowledge, and professional responsibility are essential. This responsibility demands that each of us demonstrates, by example, the necessity of follow-up with our retail clients and those we sponsor into the business.

It seems unreasonable to assume that anyone who gets involved with our opportunity does it with the intention to fail. It would appear to be much more likely to assume that all people who join us in this pioneering effort expect to succeed and have their dreams fulfilled. Experience has shown us repeatedly that the key to an individual’s success is most often the leadership provided by both the personal sponsor and the upline sponsorship to which he/she belongs.

Let it never be said of any of us that we made it easy for someone to give up on himself and quit this business due to our lack of personal and professional effort. Together we are destined to win! Let’s get on to the business at hand. Make it one of your primary goals to be the best sponsor you can be.

SEC. 6               Sponsoring at a Distance

Long-distance sponsoring refers primarily to sponsoring Market America Distributors who do not live or work within your local area. These are people you will not be able to physically follow up with on a daily or even weekly basis. Successful long-distance sponsoring can greatly enhance your organization’s productivity.

KEYS TO SPONSORING AT A DISTANCE: Successful long-distance organizations are based primarily on two things:

The Strength of the People You Are Sponsoring: People you sponsor long-distance should be experienced networkers, have well-developed people skills and a large circle of influence, or must be willing to work very hard on their own to learn this business. Why? Because you are not going to be there every day to assist them when needed. They must possess a winning attitude that will allow them to meet the challenge of learning a new business and overcoming problems. Successful long-distance sponsoring is much simpler if you are dealing with people who consider themselves leaders.

“You,” the Sponsor: If you are doing everything in your power to support your new Independent Distributor, then sponsoring at long distances has a better chance of working out for you. You need to be prepared to spend a considerable amount of time on the telephone with the Distributors you have sponsored at a distance and to even travel to visit them once they have gotten started.

STEPS IN SPONSORING AT A DISTANCE

(1)   You call the prospects. Do not attempt to have somebody else make your initial contacts for you. If they are to be your Distributors, then you must make the call. The purpose of the call is to find out if they have any interest in finding out more about Market America.

(2)   Prepare a packet for your new prospect. You should include:

  • A Market America Literature Pack, including a Corporate Brochure with your information filled out on an application and order form
  • Any information you have been able to find regarding local Market America meetings or trainings in their area (per the National Meeting, Training and Seminar System)
  • The “It’s About Success” Video
  • Any other information you believe could enhance a buying decision, such as product information
  • The name of the person in a leadership role that you may have talked with in your efforts to determine the degree of activity in your prospect’s area

(3)   Send the information you have compiled to your prospect. Now call your prospect and advise and schedule him/her into a Market America opportunity meeting.

(4)   Follow up! Stay in constant communication, by phone and by mail. Answer all of his/her questions. Have your upline Executive Coordinator or higher Pin Level get on the phone with them by initiating a three-way call or having your upline Executive Coordinator place a follow-up call.

(5)   Set goals for yourself to visit your new Distributor.

Successful long-distance sponsoring requires patience, diligence, and investment of both time and money. This should be with the understanding that sometimes your greatest intentions and plans end up in defeat. When you consider the profitability of a nationwide network of Market America Distributors in your organization, it will seem like a very wise investment of yourself indeed!

SEC. 7                Becoming a Model Motivator

Motivation is a two-step process offering your Distributors the incentive to achieve, and offering recognition for those achievements. Never pass up an opportunity to recognize a Distributor’s achievement, regardless of how small it may seem. Regardless of your good intentions, motivation for any individual comes from within . . . you cannot force it. The networking opportunity is for those who want it, not necessarily for those who need it. Using proper goal-setting techniques effectively with your organization is the key to motivation. If they really want it, and they think they can get it, they can be motivated to go for it. Specific and detailed information on implementing your own goal-setting program is included in this Manual. Study and use this information yourself, and use it to help the Distributors you sponsor.

SEC. 8                Performance Awards

In the goal-setting sessions with your Independent Distributors, discuss their needs and wants. Listen to what they say and make a list of what you may be able to offer them as incentives. Remember, an incentive should be important to the person you are trying to motivate. An incentive doesn’t have to be expensive in order to be effective, but its cost to you should be paid for by the activity it generates.

Some further tips on performance rewards include:

  • Always present awards at meetings or group functions, so your Distributors gain the added satisfaction of group recognition.
  • Make your incentive programs attainable through reasonable effort. A goal that is unrealistic becomes no goal at all.
  • It is preferable to offer a progression of small incentive programs rather than one big incentive. More people will want to participate and you will be building the habit of success.
  • Awards or acknowledgement of achievements must be timely to be effective. Make presentations as soon as humanly possible after a goal is reached. Nothing is worse than working hard to reach a goal and then feeling that no one cares.
  • Deliver every incentive award, however modest, with an extensive dose of praise.

Examples of Incentives:             

  • Special personal awards from you
  • Trips to conventions, Market America Corporate Office, etc.
  • Flowers or a fruit basket sent to the Distributor’s home

Examples of Recognition:           

  • A listing in your monthly newsletter
  • Award ceremonies held at your meetings
  • A personal phone call from you
  • Congratulatory letters and telegrams

Be creative with your methods of recognition, have fun with it, and your Distributors will not only enjoy the special attention, but they will also be freshly motivated by the morale-boosting recognition.

SEC. 9                Transfer Buying Program

The Market America UnFranchise® Business Development System and Management Performance Compensation Plan (MPCP) is, without a doubt, the most motivational and powerful program ever created. It maximizes the effects of compounding growth, volume, and income. Because of continued new growth and sales, on top of regenerated sales, you can develop a tremendous and secure ongoing income. Your income does not have to be dependent upon what you produce or develop in new volume this week or month. This business is really quite simple when you think about it. First we retail products. Not only does retailing yield an immediate profit, it generates Business Volume for commissions under the MPCP. Then, we simply duplicate by sponsoring others and teaching them to do the same thing. It’s not what one can sell individually, but what many can sell collectively, that produces the tremendous earning potential in this plan. Not only do you earn on the new production from your time and effort put into the business this month, but what you developed last month, the month before, three months ago, six months ago, even a year ago! This is what is meant by a compounding effect. On a job, you only get paid for the time you put in this month. In a sales position, you only get paid on the sales you made this month from the time you put in this month. But if you work this business in a smart way, you can continue to get paid on the time put in over the past months, on top of what you get paid for your efforts this month. This is because what you developed in previous months continues producing sales and volume this month as well. This is why so much money can be made in this business. So, it is important to work smarter rather than harder. We want to maximize the compounding effect. We want to maximize the repeat sales, as well as new sales of each Distributor on an ongoing basis.

The concept of Transfer Buying accelerates and encourages this process, as well as ensures the Distributor is a product of the product. First of all, Distributors who use their own product will increase their volume dramatically. Secondly, it increases what each Distributor sells. When Distributors use their own products, they not only learn about the products, but they come to believe in them. That makes it natural to tell people about the products. Furthermore, when they have the product in their home, people will ask about it. It’s simply a matter of sharing or “telling the story” — and friends, relatives, acquaintances, neighbors, and co-workers will want to buy. Thirdly, when a Distributor has a small supply of products on hand to sell, it is much easier to take orders and complete a sale. The results are phenomenal. Lastly, the Transfer Buying Program enrollment helps to ensure that the Monthly Accrual Option will be exercised each and every month for qualified Distributors.

THE POWER OF ONGOING INCOME: Transfer Buying is the only smart thing to do. Certainly, if you owned a store, you wouldn’t go out and buy the same type of products at retail prices that you carry in your store — which you get at wholesale! Simply put, that would be foolish. As a Market America Distributor, you literally own your own “Mall Without Walls™.” Look at all of the products carried in your “Mall Without Walls.”

The average individual spends at least $50 to $300 per month on these same kinds of items at higher prices. Simply transfer those dollars to your own business, and it doesn’t cost a thing. By becoming a Market America Household, your family can benefit from the personal use of Market America products, and you get to purchase them at Distributor Cost. In reality, you are “buying from your own business.” That makes good common sense!

When you think about all the money that you and your household spend each year on products and services, and you methodically transfer just a portion of those dollars to purchases from your own business, you are well on your way to saving and earning money. Plus your friends, relatives, and customers will want to do the same: save money, as well as enjoy the convenience of having new products dropped off at their door. What appears to be a relatively small commitment can, in fact, grow into an enormous income.

ENSURING THAT THE MONTHLY ACCRUAL OPTION IS EXERCISED: For qualified Distributors, the Monthly Accrual Option is automatically taken care of by signing up for the Market America Transfer Buying Program. The “Insured Transfer Buying Rider” option for credit card users ensures, automatically, that appropriate monthly amounts are ordered as a Distributor moves to new Pin Levels. The Monthly Accrual Option is extremely important in the MPCP. To participate you have to submit a minimum BV order and a monthly subscription to the UnFranchise® Management System by your assigned qualifying date (Q-date) each month. If you miss it, for whatever reason, the computer will flush your volume, and there is absolutely nothing that can be done about it. A simple way to take the worry out of it and ensure that you always exercise the Monthly Accrual Option is to go on the Market America Transfer Buying Program.

LOOK AT THE MULTIPLIER: Paul J. Meyers, the famous Founder of SMI International (Success Motivation Institute), once said to a group of leading sales representatives, “To achieve wealth in business, you must look for the multiplier.” He explained that virtually all super-successful business people found a successful concept or business and then duplicated it. In doing so, they created success and in many cases large fortunes.

Nothing proves this point more than a successful franchise, such as McDonalds, or a network marketing company like Market America. The beauty of Market America is that you don’t have to find a successful concept or business; it has already been created for you. You don’t have to look for the multiplier, you simply look at the multiplier. Once you truly recognize the power of the multiplier and the power of Transfer Buying, nothing will stop you from sharing this opportunity with others. That itself produces the multiplier effect for you. The Transfer Buying formula with the Market America Transfer Buying program can help you lock in $1,500 per week when duplicated in your organization!

Transfer Buying and Customers = Guaranteed Volume = Weekly Checks

Learn this and teach it! There are numerous ways to capitalize on this system. This is a surefire system that helps you have the volume to qualify for checks weekly as you build your organization by using the Transfer Buying Program. Make sure every Distributor in your group becomes a Market America Household. It only makes sense to exclusively work and build with people who will commit to do 50 to 200 Personal Business Volume per month. Otherwise, they really are not committed and are not even using their own products, let alone selling them! If they don’t use them, they won’t sell them.

Transfer Buying: It doesn’t cost you anything more to buy your own quality products than to buy similar products from the store. You, your Distributors and your customers are simply transferring dollars you are already spending at retail stores to products from Market America. How many things in the price list do you already buy monthly? Everyone at least needs SNAP™ at-home-care products, and some nutritional products. Make a checklist. Go down the price list and check off what you need or buy monthly. Place a standing order for these items for 50 BV to 150 BV or higher amount.

Planned Purchases: What items do you need in your house over the next year? Make a list:

  • Every household should have a Pure H2Owater filter
  • Every woman should be using Skintelligence®
  • Everyone needs protection from the elements that can cause cancer and aging, and should have OPC-3®
  • Everyone buys gifts for Valentine’s Day, Birthdays, Anniversaries, Christmas, etc., and should strategically purchase them from his/her own “Mall”

Inventory And Standing Orders: Every Distributor should specialize in one store, at least, and sell out of that store. There is an old saying: “You can’t sell what you don’t have. You can’t sell shoes from an empty shoe store or ties from an empty tie rack.” It only makes sense to get one case of product you are selling per month, so you have the product on hand to sell! Place a standing order. Every month it will be shipped to you like clockwork. Fill out an auto-bank draft or credit card order for the amount of the case of product you want delivered monthly. You get the money back as you sell the product, plus you get your return profit. If everyone in your downline did this what would happen? First, everyone would sell more product, and you could count on the volume! Let’s say the average case is $100. At the end of six months, you could count on an extra 10,000 in Group Business Volume per month above and beyond new growth!

Preferred Customers: Sit down with your Preferred Customers. Sell them the monthly SNAP Pack. Or, make a list of everything they are already buying and get them to order it from Market America rather than the store. Put in a Transfer Buying form. It really doesn’t cost them anything because they are already spending it at the store. If each Distributor in your group had two customers on Transfer Buying what would happen? Again, if you had 100 Distributors at the end of six months, each with two customers on the Transfer Buying Program at an average of 50 Business Volume per customer, it could equal an extra guaranteed 10,000 Group Business Volume per month.

TEACHING TRANSFER BUYING AND PROGRAMMING YOUR ORGANIZATION: There are two simple steps to duplicating this concept in your organization and making it self-perpetuating.

Marketing Plan Presentation: First, when we talk about “Create Business Volume,” the second step in the plan always identifies the ways of creating Business Volume:

  • Personal use
  • Retailing
  • Merchandising
  • Preferred Customers
  • One-to-One Marketing
  • Adding new Distributors within your organization
  • Placement of BV from Distributors upline into Business Development Centers below yours
  • Internet and e-commerce

Briefly explain each one of them. Give illustrations. When talking about Transfer Buying, pull out the Market America Transfer Buying Program and explain the program. Illustrate how it really doesn’t cost anything because they are simply transferring dollars they are already spending at a retail store and they are actually saving money. Give examples. Show that the average person will spend $50 to $300. Secondly, when you talk about the Monthly Accrual Option, explain that if they are on the Transfer Buying Program, this is taken care of anyway.

Post-Presentation Follow-Up: In the follow-up after the meeting, take out the Market America Transfer Buying Program Form and go over it. Have them review the Transfer Buying selection chart, step by step, and show them how easy it is and how they will end up saving money. When they sign the Distributor Agreement and place their first order, encourage them to sign up for the Market America Transfer Buying Program immediately.

SEC. 10              Market America Voice Mail System

THE FACTS ARE THAT VOICE MAIL IS THE SOLUTION! Today communication has become the critical link to efficiency and new business. The serious businessperson must utilize effective communication tools to maximize strengths and overcome limitations. Controlling your communication means controlling your time, so you can build your business. Voice mail is the solution to your communication needs.

  • Fact: Only one out of four business calls is completed on the first attempt.

Solution: With voice mail, you get through to the person on the first call every time. The system can answer multiple calls simultaneously so you will never receive a busy signal. Each call is documented, so you know exactly what day and time the message was received.

  • Fact: 55 percent of all telephone calls don’t result in or consist of two-way conversations.

Solution: Send a message at your convenience. The receiver can hear it at his/her convenience and telephone a response to you without even trying to find you. The call is recorded in the caller’s voice, so the urgency and accuracy of the message is never lost. With the push of a button, you can reply to other users on the network. Also, a message can be transferred to another person, who will hear the message as it was recorded.

  • Fact: 67 percent of all telephone calls are less important than the work they interrupt.

Solution: If you are working on your priorities, only new business or a priority-related call would justify interrupting your work. Voice mail is a valuable service to provide detailed, confidential, and easily accessible messaging 24 hours a day. Immediate alert by a pager allows you to keep track of your incoming voice mail. Then, you can schedule return calls to fit your own priorities.

  • Fact: 50 percent of each call is spent in discussions not related to business.

Solution: Voice mail gives you control over the number one time-waster — the random phone call and its time-consuming idle chatter. You can send important messages that can impact a person’s business: messages about recent successes, sales strategies, product information, inventory, and the latest “tips” from the top. Messages to keep them trained and motivated.

  • Fact: 93 percent of business executives want to manage their time more effectively.

Solution: A message can be sent to an entire group with a single phone call. When set up on a list in the system, you can broadcast a message which will automatically be distributed to each party on the list. Different lists for distribution can easily be set up by each user.

Voice mail is a business tool that will enable you to build your business through a simple and effective communications program. Voice messages can be sent and received using any touch-tone telephone from anywhere in the world, 24 hours a day, 7 days a week. Industry research has shown that over 70 percent of all telephone calls are not completed on the first attempt, and over 50 percent of all calls only require one-way information to be sent. An effective voice mail program will save you time and money, increase your productivity, and improve your organization’s performance.

USE MARKET AMERICA VOICE MAIL TO BUILD YOUR BUSINESS

  • Deliver timely information throughout your network
  • Get quick and accurate responses from other Distributors
  • Make motivational messages for your downline
  • Announce the time and locations of upcoming meetings
  • Broadcast information about new and exciting products

MARKET AMERICA’S VOICE MAIL VOICE MESSAGING SERVICE

  • Receive important information from the corporate office
  • Establish a toll-free 800 business number
  • Receive and pick up messages 24 hours a day, 7 days a week
  • Receive detailed messages, stamped with the time and date
  • Send one message to several people, simultaneously
  • Transfer actual messages to other individuals or groups
  • Be paged whenever you receive a voice message

Discuss this service with your upline Certified Executive Coordinator and incorporate the Voice Mail System into your business.

SEC. 11              UnFranchise Management System

THE UnFranchise® MANAGEMENT SYSTEM (UFMS) IS AN IMPORTANT STEP IN YOUR CAREER TO BECOMING A PROFESSIONAL! The UFMS can make a tremendous difference in your ability to manage your business and continue growing. You will also want to encourage your downline Distributors to subscribe to the UFMS, not only to help maintain accrual of Group Business Volume from month-to-month, but also so they are not totally reliant on you and so they can better manage their own business. Service and privileges in the UnFranchise Management System include:

DISTRIBUTOR REPORTS: It’s like being at the corporate headquarters in Greensboro, North Carolina! From your home computer you can tie into Market America’s computer system. With your PC and modem, you can access our system over the telephone line. Access your sales volume 24 hours a day for Detailed Sales Reports of your sales organization. Genealogy reports are available, providing names, addresses and phone numbers. They indicate personally sponsored Distributors, Distributors on Transfer Buying, Distributors who are active in your sales organization, and what level of achievement they hold. The UFMS also includes Sales Volume Purge Reports–reports of sales volume that are in danger of purging due to lack of business order activity. You can print these reports for yourself or for your sales organization. You will be able to determine where to place new Distributors and extra Business Volume (BV). Once you are on the UnFranchise Management System it will be hard to understand how you ever lived without it.

POWERLINE VOICE LINK: This allows you to call Market America’s computer from any touch-tone telephone in the world. Access important weekly sales volume information on all of your personal Business Development Centers (BDCs) by using your PIN number. Check your sales volume activity daily, even while you are on the road! This is a great feature for Distributors who have not yet purchased a personal computer.

QUARTERLY AUDIOS: This is a support service of audios and CDs released by the CEO and Advisory Board giving you all the latest inside information and powerful business-building tips. Get it straight from the top! New developments, strategic plans, new product releases, promotions, success stories, and building techniques that are working in the field are topics covered in the tapes. These audios and CDs are sent out automatically.

CAMERA-READY ART PACKAGE: Included in this package are corporate-approved camera-ready Market America logos designated exclusively for use by independent Distributors in their advertising and promotions. You will also receive a series of approved product and opportunity ads for use in building your business. Additional ads will be sent to you as developed and will be included with your quarterly audios.

COMMERCIAL QUOTE ASSISTANCE: When you need special pricing or information for commercial accounts, Market America will assist you. This service includes the calculation of special reduced prices with reduced BV for large-quantity commercial orders that exceed $2,500. It also provides for the special placement and staggering of BV so that you get the full benefit of the volume in the Marketing Plan.

TOLL-FREE ORDERING: You may call toll-free from anywhere in the United States and Canada when placing credit card orders only. Available during business hours of 9:00 a.m. to 5:00 p.m., ET.

24-HOUR ORDERING BY FAX: Order seven days a week, 24 hours a day, and enjoy the convenience of placing orders by fax.

SEC. 12              Value of Maintaining a Good Inventory

In order to build a strong customer-service business, you must maintain an established inventory. This is the first step in providing good service to your customers. By planning ahead, you’ll be able to fulfill your customers’ needs. A well-rounded inventory will also aid you in reaching higher sales goals, motivate you to seek new customers, increase customer satisfaction, and reduce business costs.

A Distributor who is seriously interested in developing an organization and developing a solid customer-based business should consider at least the business-builder inventory of 1,000 BV. This would give a new Distributor:

  • Enough product to use personally and gain belief in the products
  • Some product to use for displays or samples to introduce people to the product line
  • Products to supply some of his/her initial customers immediately
  • Products to help a few new Distributors to get started

Although there is no required purchase to become a Market America Distributor, it only makes sense to build a small inventory. It’s simply a law of supply and demand. There is an old saying, “You can’t sell shoes from an empty shoe store or ties from an empty tie rack.” It is just common sense that you can’t keep customers waiting on orders. From the time a customer places an order with you to the time he/she receives it — you place the order, mail it in, it is processed and shipped, it is at your doorstep, and you deliver it to the customer — nine to 17 days have passed. You must have product on hand or a small “floating” inventory. As customers order out of your inventory, place an order with the company to replace the sold inventory. This allows enough lead time for product to be delivered before you run out.

Distributors who wish to reach their goals through a solid customer base and successful Distributor organization must maintain an inventory based on the size of the business. The amount of inventory needed varies from Distributor to Distributor. You can order daily if necessary. A person who retails through shows requires at least a few of each item. A Distributor who sponsors or expects to sponsor heavily requires more than one person only interested in a small retail business. A good guideline to follow is to maintain one and one-half to two times your monthly purchase volume. If you are moving $1,000 per month, a good inventory might be $1,500 or $2,000.

Whatever you decide, keep in mind that you’re in business to earn a profit, not to spend money, while gathering information from your customer. The more times you visit your customer to deliver and complete a sale, the less you profit. The less product you have on hand to show, the less your sale will be, and in turn, the less your profit will be.

 

Last Modified :09/16/2014 5:20:51 PM EDT