“Enhancing the Lives of Those We Touch, By Helping People Reach Their Goals”

“Develop Directors & Leaders With a Solid Start In The First 90 Days” Proven Ways to Build Your Contact List & Approaches “Your life today is the result of Your Attitude and the Choices You have made in the past. Your life tomorrow will be the result of Your Attitude and the Choices You make today!” Jim McCune – Corporate Director “Enhancing the Lives of Those We Touch, By Helping People Reach Their Goals” You can make your dreams come true by building this business and following that Mission Statement !

What Is a Contact List? • A contact list is simply that – a list of names of people you intend to contact. • People you know • People you don’t know (yet) • Friends • Family • Acquaintances • Colleagues • Babysitters • Teachers • Neighbors • Community leaders • Etc.

Proven Ways to Build your Contact list Don’t worry about people saying “NO” to you… Worry about them saying “YES” to someone or something else. Understand that lots of folks are like “a deer in the headlights.” Some are wondering what the government is going to do “for them”, the others are wondering what the government is going to do “to them”. Everyone needs a “Plan B” in this economy!

Proven Ways to Build your Contact list • Know their concerns and needs (sick & tired of being sick and tired). Most are in a rut; to work and back. Many are now looking for a ‘Plan B’ in today’s economy. Almost everyone, if shown this business correctly is interested in another source or stream of income. It seems like 401 K's have or are becoming 201K's). Higher Taxes and inflation are coming. • *Ask friends for successful people’s names and numbers: I need your help. I’m looking for...Who do you know? • Trade shows and job fairs, home shows--not as an exhibitor, but exchange and collect business cards.

Proven Ways to Build your Contact list F– Family (Married, kids, grandkids, etc.) O – Occupation (What they do, what do they like about it, dislike about it. I bet you make great money.) R– Recreation (What do they do for recreation, fun, etc.) M– Money/Message (When you go through questions about the first three, you will have an opening to add to your list or set an appointment to share our business with them).

Proven Ways to Build your Contact list • Ask questions to clarify their situation ...it could be something as simple as:"Tell me more about that" or"How does that make you feel?" or • “How would that change your life?”"What would you like to change aboutyour situation?"Open ended questions like these give them the chance to express feelings they don't normally talk about ...and instantly "endear" them to you.(You've quickly become a friend who listens andcares!)

Meetup’s • Meetup.com • Sign up • Search for groups in your local area (by topic) • Why? Because you have something in common • Make a professional profile • Get to know them first • Let them ask you about what you do Facebook – Linkedin --Unlimited potential

F.E.A.R (False Expectations Appearing Real) • Fear of Rejection • Fear of Imposing on someone • Fear of Objections • Fear of What Some Might Think • Fear of the Unknown

Our Doubts……… • “Our doubts are traitors and make us lose the good we oft might win by failing to attempt.”… William Shakespeare You have to force yourself to do the things that you have to do that will move your business forward.

The How – The Why • 1. The “How” 2. The “Why” • What to say Mindset • How to handle Posture resistance Belief

Quick Start Find 8 to 20 people who take a bath, wash their clothes, brush their teeth and want to make an extra $2-10K a month. Then help them invite others to in-home meetings, one on one presentations or online webcast briefings.

Mindset • Mindset: Ask yourself the following • Are they already a consumer? • Do they need our products/Business? • Will they be better off with our products/business? • Are they on someone else’s list?

Posture • Genuine enthusiasm and confidence • Are you mentally prepared to set the appointment? • Have you mastered the right thing to say, and what not to say?

Do Have Posture Give a Compliment Make it Personal Use a Script but don’t sound scripted Don’t Give the presentation Try to explain specifics Beat around the bush Seem needy or desperate Have doubt, if they all knew what you and I know, they would be asking you to join. The Do’s and Don'ts of Approaches Stay away from Product information, let the presentation do that. ‘The one’s you least expect will surprise you!’

Knowing What to Say • Words or Phrases NOT to Say: • Signed up, Got in, Joined, Got Involved with, Home-based Business, Share or Tell • Language You CAN Use: • Partnered with, Started a Business, Work from Home, Help, Show, Look, See • Example: I love what I do, Mary Martha and I have our own business and we get to work from home. When we get together and you see what I’m doing, I think it will make sense to you.

Example of Approaches • Hey John, I’m excited about this new business that my wife and I recently started. We love it because we get to work from home. We’re looking for some people to partner with. Let’s get together tomorrow or Tuesday. I’d like to show you what we are up to! Which would work for you?

Prospecting Questions • One of the simplest things to do with relatives and close friends is use this: ___________ I need you help. Bill and I are just getting started in a new business and I need some practice before I really get started. Could we come over tomorrow evening or Tuesday and practice my presentation on you? Great, I always value your opinion and I know you will give me an honest evaluation. • Or just pop in on your friends and relatives and show them your business. • If they ask, What is it? It’s kinda like a catalog company. It’s a business you can start for less than $30. There is no selling, no stocking or inventory, no picking up or delivering, and no risk whatsoever! People all over the country are making $2,000 to $10,000 a month and more with them. Just take a look and if you want to do it fine, if not, that will be ok too. ________, I guarantee I won’t waste your time.”

Prospecting Questions - In-Home • ____________ I just have a minute but I wanted to ask you a favor. ___________I need your help. Bill and I just started a new business that we are really excited about and we need some people to practice on. You may or may not be interested yourself but we are having a few people over Tuesday and Thursday evenings and we wanted to invite you and Ralph over to take a look at it. You might be able to help me with some other people and I would like to get your opinion because I value it so much. Could you come Tuesday or Thursday? • Or ___________, would you be interested in developing another stream or source of income? Great, come on over tomorrow evening at 7:00 and we’ll talk about it.

Prospecting Questions • Listen to them! Find a why, ask questions and listen. Then you might use this qualifying question: If I could honestly and I mean honestly show you… • - how to pay all of your monthly bills without using your primary income….. • something that made complete sense and you didn’t have to sell anything, and it wasn’t Amway or one of those MLM deals….. • - how to stay home with your children……….. • - how to have more time with your family…… • - how to have more energy and feel better….. • how to develop a “Plan B” in today’s economy.... • how to ‘Bridge The Gap’ between closings, sales, etc. • …would you give me 30 minutes of your time to show you how to do that? • Great! Which would be better for you, _____ or _____? or

Realtor or Mortgage Professionals Approach • “Hi ___, My name is ________. Is __________You don't know me, but I am looking at your business card.” •“___, I’m looking to team up with a few Real Estate Professionals who would be open to looking at an additional stream of income that would help “Bridge The Gap” between Closings. I like to set a time to run it by you, would Tues. or Wed. be better for you? (If they say tell me about it), just say, “that’s why I want to get together, which would work better for you, Tues or Wed.? If you get more resistance, use: “____, you and I both know that property values in some parts of the country are down 50% and people can have a credit score of 700 and still can’t get a loan.” What I want to show is the perfect answer for you. Let’s get together, would lunch Tues. or Wed. work better? I guarantee I won’t waste your time.”

Handling Resistance • The four most common objections: • 1. Too Busy 2. Don’t like to sell. 3. Tried other things before and didn’t do any good. 4. Is it one of those MLM pyramid things? • Acknowledge their objection: don’t argue just use the Feel – Felt – Found method: • Use: Feel- let them know you understand how they feel and Assure them that you and others felt the same way and then Ask them to take a look to see what you and/or others found

Handling Resistence • I’m too busy: I know you are, that’s one of the reasons I thought of you. This might make sense to you. A lot of people I have talked to have felt the same way but here’s what we’ve found when we team up with people and help them leverage their time. • No big deal to me, why don’t we sit down, I’ll tell you how this works and if you think you are (too busy, have to sell, one of those things you have tried before, one of those MLM /pyramid deals), then don’t do it. Fair enough? But I’m excited and would love to share it with you anyway because, who knows, you might think of someone you know who would be perfect for me to talk to. • Let them know it’s OK to say No After they see the information

Handling Resistance The best way to handle resistance is to simply say: I understand, I thought so too. Just give me 30 minutes. I promise I won't waste your time. You be the judge. If they push for immediate information, just say: It's a visual presentation. I promise I won't waste your time. Just take a look and you be the judge. As a last resort, use the following: I'm not asking you to get involved. Just take a look. You be the judge. You may be able to help me with some other people and I'd like to get your opinion.

Handling Objections • There are just two basic reasons that someone doesn’t start with you after you present to them. • Fear (Of failing) is the main reason. • Ego (Their ego is bigger than their bank account) • Here are main objections you may get (all of which can be taken away throughout the presentation): • Afraid of what their friends will think. (they won’t pay your bills) • I’m not a sales person. (will never have to sell – not distributors) • I don’t have time. (we all have one hundred and sixty eight hrs. each week just takes twenty+ a week for financial freedom) • I don’t have the money. (only cost twenty nine to start!) • I need to talk to my spouse. (to just switch stores?) • I don’t think I can do thirty five points. (already spending sixty to one hundred and sixty a mo.)

Proven Ways to Build your Contact list • Meet people from Networking Marketing , Party Plan or Direct Sales Companies. Keep them on your list and ask for permission to stay in touch on a regular basis. • Reverse recruit on direct sales ads, wrong numbers and tele-marketing calls. • What you are afraid to do is a clear indicator of the next thing you need to do.

Look for those with Networking Experience The Challenge:Getting Them To Listen • Emotional Product Attachment • People Loyalty • Guilt: Lack of Success • Refuse to look at the Facts • Financially Challenged • Burned Out • Lost a Lot of Money • NFL: The Think They Have No Friends Left

APPROACHING EXPERIENCED NETWORKERS Ask Questions • “How is your Networking Business going?” • “What was it you were trying to accomplish when you got involved?” • “Are you where you thought you would be today when you first started?” • Let them know it didn’t work out for you or someone you know – Feel, Felt, Found Method • “I Found Something that makes total Sense” • “I am not asking you to get involved” • Just be open to listening? • I love to get your opinion

It all comes down to Your Belief • Whether you believe you can or you believe you can’t, you are right. • Belief in the Products—Use all that you can as often as you can and reorder. • Belief in the Company—Launches, Conventions, Website, Visit Knoxville or Idaho Falls, etc. • Belief in Yourself—Have to work harder on yourself than on other people. Books, CD’s, trainings • Belief in Other People—People are Great everywhere and they all need Melaleuca!

5 Hour a Week Plan • This is a great plan for stay-at-home-Moms the first 3 months to reach the 20/20 club. • 1 Hour – Set a min. of 4 appointments to present via one on ones, in-home or luncheon or webcasts. Normally 1 of the 4 will reschedule or back out. • 3 Hours to present to those 3 appointments and you will probably enroll at least 2 of those. 2 a week – 8 for the month. (get to the 20/20 club asap). • 1 Hour - Following up with enrollments, listening to training CD’s, reading LIA articles, reading positive books, reading “Legacy of Wellness”

15 Hour a Week Plan • This is a great plan for Category II’s the first 2 months to reach the 20/20 club. Always start early in the week. • 3 Hours – Set a min. of 8 appointments for the week. Normally 2 of the 8 will reschedule of back out. • 6 Hours to present via one on ones, or multiply your efforts with in-homes, luncheon or webcasts to those 6 appointments and you will probably enroll at least 3 - 4 of those. 3 - 4 a week – 12 for the month. (get to the 20/20 club asap). • 6 Hours following up with those enrollments with your enroller and getting the category 2’s and 3’s started. Listen to trainings on MyMelaleucaandCD’s, and reading.

20+ Hour a Week Plan • This is a great plan for Category III’s the first 2 months to reach the 20/20 club and get to Director III. Start early in the week. • 3 Hours – Set a min. of 8 appointments for the week. Normally 2 of the 8 will reschedule of back out. • 6 Hours to present via one on ones, or multiply your efforts with in-homes, luncheon or webcasts to those 6 appointments and you will probably enroll at least 3 - 4 of those. 3 - 4 a week – 12 for the month. (get to the 20/20 club asap). • 10 Hours following up with those enrollments with your enroller and getting the category 2’s and 3’s started and trained. Listen to trainings on MyMelaleucaandCD’s, and reading.

Schedule Daily Action! • Add at least one individual to your list daily • Make at least one call for an appointment each day. • If you make at least one call a day six days a week X 50 weeks equals 300 calls which should lead to 150 appointments and 75 enrollments. • The average Executive Director has about 60 enrollments.

True Category 2’s & 3’s • Who really want to be Senior or Executive Directors - Three Keys: • 1. Purchase a Career / Value/ Pacesetter Pack (10 Kits and bonus material) • 2. Start Making Their List and Learning How to Make Appointments • 3. Schedule Immediate Action (One on Ones, In-homes & Webcast Briefings)

Place Your Cat. 3 Business Builders on Your 1st & 2nd YOU Customers Family & Friends Cat. 3 Business Builder Cat. 3 Business Builder Cat. 3 Business Builder Possible Support Builder

Your 5 x 7 Organizational Potential

Your Gens. Their Gens. X When you place a Marketing Executive on your 1st genera-tion you earn commissions on their 1st six generations as their 6th is your 7th)

Your Gens. X Their Gens. When you place a Marketing Executive on your 2nd generation you only earn commissions on their 1st five generations. As their 5th is now your 7th)

Senior or Exec. DIRECTOR in 12 Months No. of hours per week 10-20 20+ No. of new customers put in by you (not all personals) 8 20 1 every 2 months 1 every month No. of personal Directors No. of group meetings per wk. (In-homes of 3+ people in group) 2X3 = 6 5X3 = 15 No. of 1 on 1’s or 2 on 1’s per wk. 6 15 Total people presented (assuming 2/3 enrolled) 6+6 = 12 12@2/3=8 15+15 = 30@2/3=20 Goals 12 MONTHS Exec. 12 MONTHS ACTIVITY LEVEL

Consistency • How Consistent are You? • I can't begin to tell you how many people struggle in this business because of inconsistency. They get fired up after an event and work like crazy for two weeks. Then the remote control starts to beckon to them... • They go missing for a couple months. Then they get to another event and get fired up again. They try to make up for the lost time with extra hours. Then they drop off again. • What they don't realize is that each time they go MIA, it kills the momentum in their team. So you can't really catch up those hours. • You will always get passed by others who may not have manic bursts of high activity, but work consistently 10 to 15 hours a weeks.

Success The first step to Success is taken when you refuse to be a captive of the environment in which you now find yourself. It’s not your present circumstances that count, but the circumstances you make up your mind to achieve. The only limit on your accomplishments and income is You!

Four Basic Emotions That Cause People To Act • Each, or a combination of several, can trigger the most incredible activity. The day that you allow these emotions to fuel your desire is the day you'll turn your business and life around. • Disgust! • Call it what you will,the "I've had it" day, the "never again" day, the "enough's enough” day. Whatever you call it, it's powerful! There is nothing as life-changing as gut-wrenching disgust!

Four Basic Emotions That Cause People To Act • Decision! • Most of us need to be pushed to the wall to make decisions. And once we reach this point, we have to deal with the conflicting emotions that come with making them. We have reached a fork in the road. • Whatever you do, don't camp at the fork in the road. Decide. It's far better to make a wrong decision than to not make one at all.

Four Basic Emotions That Cause People To Act • Desire • How does one gain desire? I don't think I can answer this directly because there are many ways. But I do know two things about desire: a. It comes from the inside not the outside.b. It can be triggered by outside forces. • Almost anything can trigger desire. It's a matter of timing as much as preparation. It might be a speech, a training, a CD. It might be a memorable sermon.

4. RESOLVE Resolve says, "I will." These two words are among the most potent in the English language. I WILL. In other words, when someone resolves to "do or die," nothing can stop him or her. Failure is not an option! Ask yourself, "How long am I going to work to make my dreams come true?" I suggest you answer, "As long as it takes.” That the key to goal setting anyway. Being willing to do whatever it takes for however long to get whatever it is you want. That has always been my answer. Four Basic Emotions That Cause People To Act

Intention vs. Action There is a difference between intention and action. Those who only intend to commit may find excuses at every turn. Those who truly commit face their challenges squarely and say to themselves, “Yes, that would be a very good reason to delay, but I made a commitment and so I will do what I have committed to do.”

Senior, Executive & Corporate Directors All of the Senior, Executive and Corporate Directors have all the hassles, obstacles and disappointing frustrations that everyone else has, yet they continue to persist, get the job done and in many cases make what they do look easy. Successful people are those who are willing to do what unsuccessful people are not willing to do. So what are You willing to do?

It’s Your Choice • All things are hard before they’re easy. • Great achievers all practice continually. • We become good at things through practice, so never, never resent the practice. We’re in it for the long haul! • When you’re a little down from rejections and setbacks just put them in the “Practice Room” and say, “HEY, IT’S All PRACTICE UNTIL I REACH MY GOAL” Mindset makes the difference.

“Your life today is the result of Your Attitude and the Choices You have made in the past. Your life tomorrow will be the result of Your Attitude and the Choices You make today!” Jim McCune – Corporate Director “The things you do today that you don't have to do will determine what you will have and what you will be when you are no longer able to do anything about it!"

“Enhancing the Lives of Those We Touch, By Helping People Reach Their Goals”