The Market America Global Meeting, Training and Seminar System provides for the development of a systematic, coordinated, and comprehensive business introduction, training, motivational and support system in every location where there is Market America organizational growth. The program is comprised of various types of meetings, trainings, seminars, conferences and conventions. Utilizing this program enables all Market America UnFranchise® Owners to access the most competent speakers and trainers within Market America and the very best expertise in the industry with respect to building a strong UnFranchise Owner organization using the UnFranchise Business Development System. Implementation of this program allows all Market America UnFranchise Owners to build their business.
The Global Meeting, Training and Seminar System entails:
• One-to-One Meetings
• Home Business Presentations
• UnFranchise Business Presentations
• New UnFranchise Owner Trainings
• Basic 5 Trainings
• Executive Coordinator Certification Trainings
• Corporate-Sponsored Certified Trainers Schools
• WebCenter Certification Trainings
• Corporate-Sponsored Certified WebCenter Trainer Schools
• General Product Trainings
• Local Seminars
• District Conferences
• Regional Conventions
• World Conferences
• International Conventions
• Motives® Trainings
• TLS® Trainings
• ISM Trainings
• Conquer Certified Artist Development Trainings
Although there are many different techniques in building the business, it is generally agreed that there are three absolute key success factors to fast and stable growth: 1) instilling BELIEF in your UnFranchise Owners; 2) providing them with the KNOWLEDGE to follow up and act on their belief; and 3) sustaining continued ENTHUSIASM and a constant influx of new, excited people into the business. Years of experience have proven that meetings, trainings, seminars, and conventions are essential to developing these key factors for personal and organizational growth.
When we bring new people into the UnFranchise business, what are we really trying to accomplish with them? Initially, we talk to them and get them to listen to audios, preview videos outlining the UnFranchise system, our product brokerage concept, the Shopping Annuity®, read the UnFranchise Manual, review the Power Profiles, and read through Market America’s UnFranchise Owner Magazine. In short, we are trying to get them to BELIEVE in what a Market America Independent UnFranchise Business can provide them. We accomplish this by showing the power of the UnFranchise system and the positive effect in changing people’s lives. They will seek out the necessary information, attend trainings and events to acquire the knowledge for strong management skills, and become proactive in seeking the assistance that they need to achieve their desired level of personal success. The critical objective is to get them to take positive actions that will immediately elevate their levels of BELIEF, KNOWLEDGE and ENTHUSIASM, so that any elements of negativity are initially removed.
When prospective UnFranchise Owners see the Market America’s Management Performance Compensation Plan (MPCP), regardless of whether it is a One-to-One Presentation or an UnFranchise Business Presentation, it is only ink on paper, or a PowerPoint presentation. Audio and video materials, the UnFranchise Manual, and the UnFranchise Owner magazine are all very valuable tools for passing along information and firmly establishing a basic level of BELIEF; however, the reality of the UnFranchise system and the strongest motivational element are the UnFranchise Owners themselves and what they are doing. If we are proactive in getting people to attend UnFranchise Business Presentations, Local Seminars, District Conferences, Regional Conventions, or most importantly, the International Convention and the World Conference in the first few weeks or at least within the first months, it gives them an opportunity to be in an environment where they can experience the contagious energy of successful UnFranchise Owners.
Think about it — YOU CAN ACCOMPLISH A WHOLE MONTH’S WORK IN A SINGLE DAY! Simply by being positive and proactive in getting all members of your sales organization to GMTSS events. It has been proven that UnFranchise Owners who attend GMTSS events are those individuals that experience the fastest and most stable growth within their organizations. By attending seminars, conferences, conventions and trainings, and bringing new members of their organizations with them, UnFranchise Owners are able to greatly elevate levels of BELIEF and generate enormous ENTHUSIASM. The result: fast and stable growth. Consequently, by attending Local Seminars, District Conference events, Regional Conventions, and other trainings provided through the GMTSS, you are setting the example for your organization to follow and DUPLICATE. Remember, “WHAT YOU SET INTO MOTION CARRIES INTO MOTION.”
Our business is so INTANGIBLE. We can’t see it or touch it. It is a number of people independently working together to produce an outstanding organization. However, our meetings, trainings, seminars, conferences and conventions are TANGIBLE. You can see the ENTHUSIASM and BELIEF levels of the people that are in attendance at these events. You can see them, speak to them, and touch them, and acquire knowledge from them on how to best succeed at growing your organization. The people in attendance at these events and trainings compose the elements that make our business TANGIBLE. These programs are designed to demonstrate what Market America is about and allow all those who attend to witness what can be accomplished as a Market America UnFranchise® Owner. However, it is imperative that they see it and feel it again and again. These events are the binding that holds our organizations together and allows us to sustain and maintain our business growth.
It has been said, “We are in the business of keeping people in the business until they see the light.” Given that Market America is based upon what the statistically AVERAGE person can ACTUALLY and REALISTICALLY do, and that the AVERAGE person must SEE IT before he/she will BELIEVE IT, this statement could not prove to be truer.
The leaders of our organizations are constantly holding One-to-One meetings, holding UnFranchise Business Presentations, having Home Business Presentations and Product Preview Presentations, conducting trainings and corings for persons of many different organizations, and ultimately are encouraging UnFranchise Owners through discouraging times. It is through their tireless enthusiasm and often selfless efforts that our organizations grow. It is frequently asked about our leaders, “What sustains these leaders’ enthusiasm and provides the motivation for them to continue their efforts?” The answer is simple: “No one is so strong that they never need encouragement and support.” Our leaders provide the needed support through their promotion and attendance of Local Seminars, District Conferences, Regional Conventions, and the corporate-sponsored International Convention and World Conference. It is at these events that Market America’s leaders are able to recharge their own batteries and reaffirm their own levels of belief, strengthen their attitudes, and stimulate their thinking. It is at these events that our leaders are able to renew their sense of purpose and see and feel the fruits of their efforts and labors; and most importantly, if not the most exciting aspect of these events, it is a place where new people are introduced to the BELIEF, KNOWLEDGE and ENTHUSIASM of what being a member of TEAM Market America and their Market America UnFranchise Business will provide for them, if they have the desire and the commitment. To this end, the Market America Global Meeting, Training and Seminar System has been developed.
One of the most effective presentations is a home meeting where you invite a new prospect or lead over to discuss the Market America business. This can be very informal; however, you always want to be as professional as possible when representing Market America. You want to make sure that there are no distractions such as TVs playing, pets running around, children trying to get attention, or telephones ringing. This type of meeting can be for one, two or three people sitting across from each other at the kitchen table. When conducting a meeting across the kitchen table, it is very effective to use a company flip chart of the Marketing Plan, or you can simply draw out the Marketing Plan on a pad of paper. One very effective method of presenting the Marketing Plan is to sit and view a Market America video that explains the Marketing Plan and brief information about SHOP.COM. Watching the video is a terrific method of presenting the Marketing Plan if you are new or are located in an area where senior partner attendance is impossible. You can view the video and pause at points where you think emphasis is needed. Whichever method you choose, it is always advisable that your sponsor, upline Coordinator, or Certified Executive Coordinator be there with you to add support and help you. It adds to your credibility, as well as the basic duplication and management philosophies of Market America, if your sponsor is in attendance. Additionally, your sponsor and/or senior partner representative can assist you in answering any questions, and of course, if you miss any important points, they are there to help fill in information, or lend a hand if you get stuck. When representing the program in a living room setting or a Home Business Presentation, you can use the UnFranchise Business Presentation PowerPoint. It is advisable to set up an attractive product display if available. Simply follow the format as it is provided in Chapter 21, Section 2: “UnFranchise Business Presentation.” The difference in the presentation is that the meeting is more informal, and you may not have multiple speakers.
The sole purpose of this critically important meeting is to provide consistent and accurate information in an exciting and professional environment set up to accomplish two major goals:
• To offer guests or prospects enough information, presented in a professional and enthusiastic manner, for them to make a positive decision to become UnFranchise Owners.
• To introduce prospects and new UnFranchise Owners to other like-minded people. This will help in building credibility and excitement.
An UnFranchise Business Presentation is designed to allow prospects to see the business as presented by an individual more knowledgeable and practiced at making the presentation. Every prospect or UnFranchise Owner who has seen the business through a One-To-One meeting or Home Business Presentation should be taken to an UnFranchise Business Presentation as soon as possible.
New UnFranchise Owner Training is one of the three required trainings that are part of the responsibility of being a Market America UnFranchise® Owner. This training is designed to ensure that the key factors necessary for success are provided to beginning UnFranchise® Owners. These knowledge elements and factors consist of defining and gaining commitment for their new endeavor; being able to share the Market America UnFranchise system with others; possessing an overview of the UnFranchise Business Development System basics, understanding UnFranchise Business rules and regulations, and developing a general foundation on required forms and administration. It is imperative to provide new UnFranchise Owners with the basic and fundamental knowledge that will provide the information necessary for establishing a successful UnFranchise business.
Duplication of certain fundamentals of success is the key to lasting prosperity with Market America. These fundamentals can be reduced to five basics: (1) Attitude and Knowledge; (2) Goals; (3) Retailing; (4) Prospecting, Recruiting and Sponsoring; and (5) Building Depth with the ABC Pattern and Follow-up. The Basic 5 Training is designed to ensure that UnFranchise Owners are knowledgeable of these five fundamentals. The Basic 5 is one of the three required trainings that must be attended as a Market America UnFranchise Owner. The Basic 5 Training and the New UnFranchise Owner Training must be completed prior to attending the Executive Coordinator Certification Training. The most successful UnFranchise Owners attend the Basic 5 Training on a consistent basis. All UnFranchise Owners must attend a Basic 5 and receive from their instructor a completed New UnFranchise Owner Training and Basic 5 Training Completion Certificate (Code 280). Instructors must sign and certify each certificate with their name, the attendee’s name, the location, and the date they gave the training. Without this certificate and the proper information completed, an UnFranchise Owner may not attend an Executive Coordinator Certification Training.
The Executive Coordinator Certification Training may ONLY be conducted by a Market America Certified Trainer. The Executive Coordinator Certification Training (ECCT) is one of the three required trainings that each Market America UnFranchise Owner must attend. All participants must have attended a New UnFranchise Owner Training and a Basic 5 Training prior to taking the ECCT and present the proper certificate (the New UnFranchise Owner Training and Basic 5 Training Certificate [Code 280]) to gain admittance.
The Certified Trainer will conduct the Executive Coordinator Certification Training covering, at a minimum, the following topics:
• Overview/Introduction to Market America
• The Marketing Plan and Management Performance Compensation Plan
• Legal Affairs and Administration
• Policies, Procedures, Rules and Regulations
• The Global Meeting, Training and Seminar System
• Online Reports and Management
Certified Trainer Schools are corporate-sponsored and corporate-operated training programs conducted one to three times per year. These Certified Trainer Schools are conducted to teach qualified UnFranchise Owners how to teach other UnFranchise Owners the key administrative elements necessary for successful participation in the Management Performance Compensation Plan. Market America’s Certified Trainers are an elite group of UnFranchise Owners, not only because of the breadth of knowledge and success that they have experienced as UnFranchise Owners, but also because they have accepted the challenge of being leaders among all of Market America’s UnFranchise Owner force. They are examples for every UnFranchise Owner to duplicate, and because of this they are held to a higher standard of performance within the UnFranchise system. Certified Trainers are the only approved trainers permitted to conduct the Executive Coordinator Certification Training, a mandatory requirement for all Executive Coordinators.
The Certified Trainer School addresses UnFranchise Manual topics in-depth so that proper training of UnFranchise Owners can be conducted by the Certified Trainer administering the Executive Coordinator Certification Training. The course of instruction addresses, but is not limited to, the following:
• Code of Ethics
• Market America Partnership For Success (MAPS)
• Policies, Procedures, Rules and Regulations
• The Management Performance Compensation Plan
• The Global Meeting, Training and Seminar System
• The UnFranchise Business Account and the UnFranchise Management System
• Illegal Direct Selling and Network Marketing Programs
• Legal Affairs and Administration
• International Expansion
General Product Trainings are designed to enhance UnFranchise Owner knowledge of products that were covered at the Corporate Product Symposium. This training should help your confidence in retailing products by providing you the information to be more knowledgeable about the products you are selling. Field Product Specialists are the only approved trainers permitted to conduct the General Product Trainings. Trainers must also attend a Corporate Product Symposium once every two years and be a Category 1 Speakers Bureau member.
A Local Seminar is a more in-depth Basic 5 presentation that lasts a minimum of six hours and features a Guest Speaker who is an approved Speakers Bureau Category II member. Only approved Speakers Bureau Category II members can be featured speakers at a Local Seminar and receive an honorarium and/or paid expenses. At Local Seminars, UnFranchise Owners and UnFranchise® Owners are taught additional sales techniques and organizational-building techniques from some of the invited Guest UnFranchise Owners in the respective area. Product information can be included in this event as well as informational segments devoted to the various stores. This event also recognizes area UnFranchise Owners who have achieved new UnFranchise Levels and Master UFO qualification or requalification, Convert Spending Into Earning Achiever qualification or requalification, or have achieved outstanding retailing or recruiting accomplishments or other related success. Local Seminars are held approximately every two to three months in local areas of their respective Districts and Regionals.
A District Conference consists of a minimum of two Local Seminar areas. District agendas shall consist of at least eight hours of training time and 30 minutes of recognition. A District Conference has one featured speaker. Any additional speaker needs to be approved by the Regional Director. Training topics should be relevant to the UnFranchise Business system. Topics can cover, but are not limited to, such areas as: Recruiting and Retailing, Ticket Selling, the Shopping Annuity, The Master UFO program, the 90-Day Action Plan, UnFranchise Business responsibilities, and the ABC Pattern. Guest Speakers should be selected from UnFranchise Levels of Director and above. Only approved Speaker’s Bureau Category II members can be featured speakers at a District Conference and receive an honorarium and/or paid expenses. This event also recognizes UnFranchise Owners in the District who have achieved new UnFranchise Levels, Master UFO qualification or requalification, Convert Spending Into Earning Achiever qualification or requalification, outstanding retailing or recruiting accomplishments or other related successes.
Market America has divided North America into seven regions. Once each year, Regional Directors will plan, organize, promote, and finally stage a two- to three-day event. Each District Coordinator and Local Coordinator from the respective region should vigorously promote the Regional Convention so that attendance will be at a premium level. Advanced training in marketing techniques, in-depth product knowledge, organizational-building strategies, and relevant growth methods are provided by top field and corporate leadership. These elaborately orchestrated events are powerful, extremely motivating, highly professional, and educational experiences. Participation by Locals and Districts in promoting attendance can serve as a catalyst for establishing a renewed sense of pride in their respective areas and elevate all UnFranchise Owners’ levels of BELIEF and KNOWLEDGE. Regional Conventions should be a time of planning for growth in the respective area. Regional Directors, District Coordinators, Local Coordinators, and UnFranchise Business Presentation Coordinators should use this opportunity to set goals for area growth during the next year, and a definitive plan should be drawn for these goals to be achieved. Only Executive Sales Team members and corporate officers can be featured speakers at a Regional Convention. This event also recognizes UnFranchise Owners in the District who have achieved new UnFranchise Levels, Master UFO qualification or requalification, Convert Spending Into Earning Achiever qualification or requalification, outstanding retailing or recruiting accomplishments or other related successes.
The Market America corporate-sponsored World Conference is conducted once a year. This conference is designed for advanced training in necessary management and leadership skills specifically relating to the UnFranchise Business Development System. The World Conference is also designed to educate, motivate and offer recognition to those UnFranchise Owners who have worked hard and have achieved a level of excellence during the past six months. Recognition is also given to those individual UnFranchise Owners who have met the Chairman’s Challenge (the criteria is determined by Chairman and CEO of Market America, JR Ridinger). New products, technology, and business support programs are introduced during the World Conference and International Convention.
The Market America corporate-sponsored International Convention is the annual celebration and learning experience for ALL Market America UnFranchise Owners. The International Convention is designed to educate, motivate and offer recognition to those UnFranchise Owners who have worked hard and have achieved a level of excellence during the past year. Recognition is also given to those individual UnFranchise Owners who have met the Chairman’s Challenge (the criteria is determined by Chairman and CEO of Market America, JR Ridinger). Awards and accolades — are given to those that best represent the spirit and commitment of Team Market America. It is also the time when new products, technology and new business support programs are introduced. The corporate-sponsored International Convention is the gala event of the year for all UnFranchise Owners.
Market America wants to provide every person who is committed to achieving a level of success utilizing the Management Performance Compensation Plan the tools that he/she needs to succeed. Business support materials are available in English, Chinese and Spanish. Translation services for corporate-sponsored events, when available, will be provided via radio transmission and at a nominal price to those needing these translation services. Prior to the event, the Events Director will announce if translation services will be available for the upcoming corporate-sponsored event and the cost per person to utilize this service. If translation services are requested for individually sponsored events (Local Seminars, District Conference events, and Regional Conventions), then it is the responsibility of the leaders, either the Local Coordinator, District Coordinator or Regional Director, of the respective area to seek out and contract those services on an individual basis.
The business objective is to build your UnFranchise® sales organization by sharing the benefits of Market America’s products and the benefits of the business opportunity. It is therefore vitally important that one conduct all meetings as professionally as possible in order to accomplish these objectives.
It is the little “professional” details that make a tremendous difference in realizing success. It is the fine points of how the meeting is conducted that translate into how successfully we sell products, sponsor new UnFranchise Owners and build the business. For detailed, comprehensive information on setting up and running a professional GMTSS meeting/training, please see Chapter 21. This information includes details on setting up meeting rooms, using effective product displays, utilizing guest speakers, etc., that will make running your events smooth and easy.
The North American continent has been divided into seven regions. The following is the regional breakdown:
Northeast Region: Connecticut, Maine, Massachusetts, New Hampshire, New York, Rhode Island and Vermont.
Mideast Region: Delaware, District of Columbia, Kentucky, Maryland, New Jersey, Ohio, Pennsylvania, Virginia and West Virginia.
Southeast Region: Alabama, Florida, Georgia, Mississippi, North Carolina, South Carolina, Tennessee, Bahamas, Puerto Rico and the U.S. Virgin Islands.
Northern Region: Illinois, Indiana, Iowa, Michigan, Minnesota, Nebraska, North Dakota, South Dakota and Wisconsin.
Southern Region: Arizona, Arkansas, Colorado, Kansas, Louisiana, Missouri, New Mexico, Oklahoma, Texas and Utah.
Western Region: Alaska, California, Hawaii, Idaho, Montana, Nevada, Oregon, Washington, Wyoming and Guam.
Canadian Region: Alberta, British Columbia, Manitoba, New Brunswick, New Foundland, Nova Scotia, Ontario and Saskatchewan.