Define your Define your dreams and your dreams and your purposepurpose

Define your Define your dreams and your dreams and your purposepurpose

We don’t have to face We don’t have to face failure if we have no failure if we have no yardstick.yardstick.

If we don’t do much, If we don’t do much, nobody- including nobody- including ourselves knows.ourselves knows.

People without goals People without goals drift.drift.

People don’t plan to fail – People don’t plan to fail – They simply fail to plan.They simply fail to plan.

GO BACK THROUGH THE LISTSGO BACK THROUGH THE LISTS

Circle those areas that are most Circle those areas that are most important, when you get 10 things important, when you get 10 things circled – STOPcircled – STOP

3 Months3 Months6 Months6 MonthsYearYearFutureFuture

TIME TO TRANSLATETIME TO TRANSLATE

FIRST AND FOREMOST FIRST AND FOREMOST

Determine monthly Requirements to Determine monthly Requirements to live within your meanslive within your means

Do this by determining your Do this by determining your average monthly outlay and subtract average monthly outlay and subtract from your average monthly incomes from your average monthly incomes ---- ----

EXAMPLESEXAMPLES

A – OKA – OK Budget Budget PersonPerson

Rob Peter Rob Peter Pay PaulPay Paul

Monthly Monthly IncomeIncome

$4,000$4,000 $4,000$4,000 $4,000$4,000

Have to Have to Monthly Monthly OutlayOutlay

$1,000$1,000 $3,900 - $3,900 - $4,100$4,100

$4,500$4,500

Actual Actual Monthly Monthly OutlayOutlay

$2,000$2,000 $3,900 - $3,900 - $4,100$4,100

$5,000$5,000

$ $ RequiredRequired

00 @ @ $100.00$100.00

@ $1,000@ $1,000

Calculating Commission RequiredCalculating Commission Required

A – OKA – OK Budget Budget PersonPerson

Rob Peter Rob Peter Pay PaulPay Paul

Needed Needed $0$0 $0$0 $1000$1000

CushionCushion $0$0 $300$300 $0$01 Non-1 Non-earmarked earmarked commission commission checkcheck

$300$300 $300$300 $300$300

Mo Comm Req Mo Comm Req to cover to cover current current ExpensesExpenses

$300$300 $600$600 $1300$1300

COMMISSION GOAL CHARTItem Mo1 Mo2 Mo3 Mo4 Mo5 Mo6 Mo7 Mo8 Mo9 Mo10 Mo11 Mo12 Total for year Item & Total Amt Needed This Year

Monthly Amt Req to Cover Current Exp. Ie. Needs $300 more/mo

$600 $600 $600 $600 $600 $600 $600 $600 $600 $600 $600 $600 $7,200

Set Amt/Set Date Item Ie. Visa Card $1200 by Mo 7 $300 $300 $300 $300 $1,200

Item 1 & Total Amt Needed

On Time Purchase ie. $24,000 Car by mo 9 - 10% down $600 $600 $600 $600 $400 $400 $400 $3,600

Item 2 & Total Amt Needed

JOB ie. Quit $24,000 yr JOB by mo 10 $1,500 $1,500 $1,500 $1,500 $1,500 $1,500 $2,400 $2,400 $13,800

Item 3 & Total Amt Needed

Personal Item ie. Date w/spouse wkly

$100 $100 $200 $200 $200 $300 $300 $400 $400 $400 $2,600

Item 4 & Total Amt Needed

O ther $0

Taxes $0

Total Commissions Required

$600 $600 $700 $1,000 $2,600 $3,200 $3,200 $3,000 $3,000 $2,900 $3,800 $3,800 $28,400

Increments to Try $0

$600 $600 $700 $1,000 $2,600 $3,200 $3,200 $3,000 $3,000 $2,900 $3,800 $3,800 $28,400

Now we have an idea as to where Now we have an idea as to where we want to go for next yearwe want to go for next year

But wanting and doing are two But wanting and doing are two different thingsdifferent things

Time allocation --- Time allocation ---

GET YOUR CALENDARS OUTGET YOUR CALENDARS OUT

Facing Reality and Fitting your Facing Reality and Fitting your Business into and around your lifeBusiness into and around your life

1.1. How much time per day are you REALLY willing and able How much time per day are you REALLY willing and able to giveto give

2.2. How many blocks of time per week are you REALLY How many blocks of time per week are you REALLY willing and able to givewilling and able to give

3.3. How many Saturdays are you REALLY willing an able to How many Saturdays are you REALLY willing an able to givegive

4.4. Are you going to NATIONAL TRAININGSAre you going to NATIONAL TRAININGS1.1. Leadership – 4 days in February in MiamiLeadership – 4 days in February in Miami2.2. District – 1-2 days (probably in May)District – 1-2 days (probably in May)3.3. Convention – 4 days in August in GreensboroConvention – 4 days in August in Greensboro4.4. Regional – 3 days in October (probably in OC)Regional – 3 days in October (probably in OC)

5.5. Are you CoachableAre you Coachable1.1. Can you follow directionsCan you follow directions2.2. Will you follow directions?Will you follow directions?

How much How much time would time would you like toyou like to

How much How much time time REALLYREALLY

Stipulations and restrictionsStipulations and restrictions

Daily – MaintenanceDaily – Maintenance

Weekly – Showing & Weekly – Showing & trainingtraining

Monthly – Saturday Monthly – Saturday trainingstrainings

LeadershipLeadership

DistrictDistrict

International International ConventionConvention

RegionalRegional

Are you CoachableAre you Coachable

Can you follow Can you follow directionsdirections

Will you follow Will you follow directionsdirections

MINIMUM FOR GO NOWMINIMUM FOR GO NOW

80 – 20 Rule : 80 – 20 Rule : 80% producing - 20% non producing80% producing - 20% non producing

At least 15 minutes a day adminAt least 15 minutes a day adminTwo 2L a monthTwo 2L a month

One Sat or weekend a monthOne Sat or weekend a monthOne other training / coring a monthOne other training / coring a month

COACHABLECOACHABLE

COMMISSION GOAL CHARTItem

Mo1 Mo2 Mo3 Mo4 Mo5 Mo6 Mo7 Mo8 Mo9 Mo10 Mo11 Mo12Total for year Item & Total Amt Needed This Year

Monthly Amt Req to Cover Current Exp. Ie. Needs $300 more/mo

$0 $0 $300 $300 $600 $600 $600 $600 $600 $600 $600 $600 $5,400

Set Amt/Set Date Item Ie. Visa Card $1200 by Mo 7

$0 $0 $0 $0 $200 $0 $100 $400 $500 $1,200

Item 1 & Total Amt Needed

On Time Purchase ie. $24,000 Car by mo 9 - 10% down

$0 $600 $300 $800 $700 $400 $400 $3,200

Item 2 & Total Amt Needed

JOB ie. Quit $24,000 yr JOB by mo 10

$0 $0 $0 $0 $0 $0 $0 $0 $0

Item 3 & Total Amt Needed

Personal Item ie. Date w/spouse wkly

$0 $0 $300 $0 $0 $100 $100 $100 $100 $0 $700

Item 4 & Total Amt Needed

O ther $0 Taxes $0

Total Commissions Required

$0 $0 $300 $300 $900 $600 $1,200 $1,200 $1,500 $1,500 $1,500 $1,500 $10,500

Increments to Try 1200 24003600 '5000

1200 2400

3600 5000 1200

2400 3600 5000

Full Cycle

Full Cycle

Full Cycle

Full Cycle

$0

$300 $300 $900 $600 $1,200 $1,200 $1,500 $1,500 $1,500 $1,500

WHAT EXACTLY DO YOU HAVE WHAT EXACTLY DO YOU HAVE TO DO TO HIT YOUR GOALSTO DO TO HIT YOUR GOALS

FormulasFormulas 4 to 1 Law of averages4 to 1 Law of averages

Talk to 4 to get 1 to look Talk to 4 to get 1 to look Show 4 to get 1 distributor Show 4 to get 1 distributor

(Talk to 16 people for each average distributor)(Talk to 16 people for each average distributor)

4 distributors to get 1 go now 4 distributors to get 1 go now (Talk to 64 people for each go now)(Talk to 64 people for each go now)

Base 10 - 7 strongBase 10 - 7 strong Volume needed for goal divided by 400 to calculate Volume needed for goal divided by 400 to calculate

number of distributors needednumber of distributors needed LONG TERM CALCULATIONLONG TERM CALCULATION

$ amount by what time $ amount by what time How many centers cycling how oftenHow many centers cycling how often How many go nows to insure resultsHow many go nows to insure results

Law of AVERAGES formulaLaw of AVERAGES formula

# of distributors x 16# of distributors x 16 Divide total by the number of days or Divide total by the number of days or

months to get to goal (suggestion – months to get to goal (suggestion – use 2/3 the actual time you want to use 2/3 the actual time you want to reach your goal by)reach your goal by)

This will give you the exact # of This will give you the exact # of approaches you need to be making approaches you need to be making to reach your goal ON YOUR OWN – to reach your goal ON YOUR OWN – NOT COUNTING THE TEAM NOT COUNTING THE TEAM

BASE 10-7 STRONG FORMULABASE 10-7 STRONG FORMULA

Determine how much BV per month, Determine how much BV per month, per organization you need to reach per organization you need to reach your goalyour goal

The BV per organization divided by 400 The BV per organization divided by 400 gives you the number of distributors gives you the number of distributors needed doing base 10 – 7 strongneeded doing base 10 – 7 strong

Use Law of averages to compute how Use Law of averages to compute how many people you need to approach many people you need to approach (note if there are existing base 10-7 (note if there are existing base 10-7 strong players – subtract from goal)strong players – subtract from goal)

LONG TERM – SET AMOUNT LONG TERM – SET AMOUNT FORMULAFORMULA

Example – by the end of two years I want a Example – by the end of two years I want a solid $50,000 a year ongoing residualsolid $50,000 a year ongoing residual $60,000 a year divided by 12 months = 5,000 a $60,000 a year divided by 12 months = 5,000 a

month.month. $5,000 a month divided by $1500 (cycle) = 3-4 $5,000 a month divided by $1500 (cycle) = 3-4

cycles a month. Need at least one business cycles a month. Need at least one business cycling weeklycycling weekly

4 go nows an organization to secure a “LEG”4 go nows an organization to secure a “LEG” Use law of averagesUse law of averages

Talk to 64 per go now x 4 x 2 legs = 512 people Talk to 64 per go now x 4 x 2 legs = 512 people 512 divided by (2/3 of 2 years) 16 months = 512/16 = 512 divided by (2/3 of 2 years) 16 months = 512/16 =

32 people a month = 1 person a day 32 people a month = 1 person a day

FINAL CALCULATIONSFINAL CALCULATIONS

1.1. If we want a new distributor to cut their If we want a new distributor to cut their first check in the 3first check in the 3rdrd month, they need 2 month, they need 2 people sponsored in 2 ½ monthspeople sponsored in 2 ½ months

2.2. REMEMBER 2/3 of the time – so let’s say REMEMBER 2/3 of the time – so let’s say in 1 ½ monthsin 1 ½ months

3.3. 2 distributors x 16 people to talk to = 32 2 distributors x 16 people to talk to = 32 people in 1 ½ months = 32 people in people in 1 ½ months = 32 people in about 45 daysabout 45 days

4.4. SURPRISE! Talk to an average of 1 new SURPRISE! Talk to an average of 1 new person a day and you will hit your goalperson a day and you will hit your goal

GOAL STATEMENT FORMATGOAL STATEMENT FORMAT

It is March 15, 2005 and I am a Coordinator because I have It is March 15, 2005 and I am a Coordinator because I have personally sponsored two distributors and I have personally sponsored two distributors and I have successfully generated 1200 bv’s up the left and right of my successfully generated 1200 bv’s up the left and right of my organization and received my first $300 commission checkorganization and received my first $300 commission check

It is May 15, 2005 and I am no longer robbing peter to pay It is May 15, 2005 and I am no longer robbing peter to pay paul because I am living within my meanspaul because I am living within my means

It is May 15, 2005 and I am an Executive Coordinator and have It is May 15, 2005 and I am an Executive Coordinator and have earned $1500 in commissions with my Market America earned $1500 in commissions with my Market America UnFranchiseUnFranchise

It is August 1, 2005 and I am scheduling my monthly private It is August 1, 2005 and I am scheduling my monthly private date with my husband and doing so every single first of the date with my husband and doing so every single first of the monthmonth

It is October 15, 2005 and I am putting my down payment on It is October 15, 2005 and I am putting my down payment on my brand new silver seabring convertiblemy brand new silver seabring convertible

It is December 15, 2005 and I have paid my Visa bill in full and It is December 15, 2005 and I have paid my Visa bill in full and always to be paid in full by the end of every month or not to always to be paid in full by the end of every month or not to be used be used

MEASUREMEASURE

MONITORMONITOR

ADJUSTADJUST

CONTROLCONTROL

NOW WE KNOW WHAT WE NOW WE KNOW WHAT WE NEED TO DONEED TO DO

WHERE DO WHERE DO WE GET ALL WE GET ALL THE NAMES?THE NAMES?

ProspectingRecruiting

Sponsoring

No Recruiting No Recruiting

No SponsoringNo Sponsoring

No Customer DevelopmentNo Customer Development

Without a . . .Without a . . .

NAMES LISTNAMES LIST

CHALLENGES WITH NAMES LISTSCHALLENGES WITH NAMES LISTS

Names lists and contacts seem to be Names lists and contacts seem to be kept on many sheets of paper. Even kept on many sheets of paper. Even when on ONE sheet, there seems to when on ONE sheet, there seems to be delays and difficulties getting to be delays and difficulties getting to the name and number needed or the name and number needed or

wanted at a particular time, wanted at a particular time, especially as a possibility moves into especially as a possibility moves into

a customer or a recruit.a customer or a recruit.

OBJECTIVEOBJECTIVE

1.1. Get names into one placeGet names into one place2.2. Determine a fast, easy way to keep Determine a fast, easy way to keep

track of names and statustrack of names and status3.3. Keep portable so that it is easy to Keep portable so that it is easy to

update on the spotupdate on the spot4.4. Keep action required handyKeep action required handy5.5. Complement company terms and Complement company terms and

applications – possibilities, applications – possibilities, prospecting, recruiting and prospecting, recruiting and sponsoringsponsoring

SOLUTIONSOLUTIONNOTE: IF YOU HAVE A SYSTEM THAT WORKS – KEEP IT, THIS IS JUST NOTE: IF YOU HAVE A SYSTEM THAT WORKS – KEEP IT, THIS IS JUST

ANOTHER SUGGESTION BASED ON THE CHALLENGES SEEN)ANOTHER SUGGESTION BASED ON THE CHALLENGES SEEN)

Single book Single book (3 ring binder divided into 4 sections with POCKET dividers)(3 ring binder divided into 4 sections with POCKET dividers)

Categories of tabs same as JR’s definitions Categories of tabs same as JR’s definitions (quoted from prospecting and recruiting workbook)(quoted from prospecting and recruiting workbook)

BOOK LAYOUTBOOK LAYOUT1. Front – Calendar1. Front – Calendar2.2. What is it, two minute commercialWhat is it, two minute commercial3. SECTION 1 – SPONSORING3. SECTION 1 – SPONSORING4. SECTION 2 – CUSTOMERS4. SECTION 2 – CUSTOMERS5. SECTION 3 – RECRUITING5. SECTION 3 – RECRUITING6. SECTION 4 – PROSPECTING6. SECTION 4 – PROSPECTING7. Back – Blank copies of forms you use7. Back – Blank copies of forms you use

START WITH POSSIBILITIESSTART WITH POSSIBILITIES

Section 4: Prospecting (possibilities)Section 4: Prospecting (possibilities)

Definition – the process of developing Definition – the process of developing and creating possibilities. The and creating possibilities. The process of adding names to the process of adding names to the possibility list. JR refers to this as possibility list. JR refers to this as filling the bean jar or funnel.filling the bean jar or funnel.

MOST IMPORTANT – NO PREJUDGINGMOST IMPORTANT – NO PREJUDGING

Names List Work SheetNames beginning with:

Date entered

Name Phone / Address Trait Products Rank

NEVER RUN OUT OF NAMESNEVER RUN OUT OF NAMES

Day 1: List everyone you know from your Day 1: List everyone you know from your present life and from your pastpresent life and from your past

Day 2: Write the trait that first comes to Day 2: Write the trait that first comes to mind. Can be positive or negative.mind. Can be positive or negative.

Day 3: Read the product section of the Day 3: Read the product section of the manual completely.manual completely.

Day 4: Read your list and write the Day 4: Read your list and write the product(s) that come to mind immediately.product(s) that come to mind immediately.

Day 5: Rank each person – B1-B10 and P1-Day 5: Rank each person – B1-B10 and P1-P10P10Make an appointment with your sponsor or Make an appointment with your sponsor or uplineupline

Review the Names ListReview the Names List

Top 10 Business and Product prospectsTop 10 Business and Product prospects

Profile and review them with your mentorProfile and review them with your mentor

While you are working on that also pull your Bottom While you are working on that also pull your Bottom 10 DUDS – you know the ones you just don’t 10 DUDS – you know the ones you just don’t want them in your business, but you don’t even want them in your business, but you don’t even want them as customers!want them as customers!

WHY?????WHY?????

To Practice To Practice on them on them

of course!of course!