step by step new associate training
TRANSCRIPT
By Carol Merlo, M.Ed
The Merlo Method…
Step by Step
Associate
Training
YOURFUTURE
Time
Att
enti
on
In the beginning, your Attention is on Why you should
do this. Then you need to learn HOW to DO ITbut over Time your Attention to your
Why will determine your success.
Carol Merlo, M.Ed.
Why is More Important than How
System of Duplication
1 Determine ‘Why’
2 Share
3 Follow Up
5 Train
6 Duplicate
4. Register
YOU! Why are you doing Mannatech?
Who do you want to become?
What do you want to experience?
When do you want to get there?
How do you want to feel?
Reality Check…
What is your Future?
___Thrive and Live the Life of My Dreams
___Just Survive and Work to Live
___Rely on Relatives or Government
If you keep doing what you are doing, you
will keep getting what you are getting!
SUCCESS IS RARELY
CONVENIENT!
If you want to have what you’ve never had, you must do what you’ve
never done.
Write out your
Goals and
Purpose
Your Goal CardBe Measurable
It is…..(day)……(month)….(year)
I/We are…….
Your Goal Card may include…
Family
Home
Health
Income
Charity
Car
Leadership Level
Team
Travel
Church
System of Duplication
1 Determine ‘Why’
2 Share
3 Follow Up
5 Train
6 Duplicate
4. Register
Step One – Get Prepared
1. Form your team – find a buddy to work with who can
tell Mannatech Product Stories and has experience
registering people.
2. Get 3 Way Calling on your Phone
3. Get some Information Packs to Share with others
Make a List
DO NOT prejudge!
The bigger your list – the greater your success
DO NOT decide who gets to hear about this.
DO write down everyone you know.
As soon as you Register, fill out the addresses of your two best friends on info
packs.
1. After 48 hours, call and ask if they received the information pack. Then say:
“I love you too much to mess this up, so I am going to get someone on the line with me who can answer your questions about this.”
2. Then get your buddy on the line with you.
Step Two – Mail 2 Info Packs and
Get your Friends on the Phone
A 3-way call is one of trust. Your friend trusts you and you trust your buddy, so it makes sense that your friend will trust your buddy.
System of Duplication
1 Determine ‘Why’
2 Share
3 Follow Up
5 Train
6 Duplicate
4. Register
Arrange for the Follow-up
Make an appointment for you
and your buddy to show the
products and opportunity to
your friend.
Write it down!
1. Always do your presentations with a sense of urgency. You are saving lives with
this technology and opportunity.
2. Do testimonials first.
3. Go through the products.
4. Bring the forms with you to walk them through the choices.
Step Three – Do the PresentationYou and your Buddy!
The Power of 5
The Fortune is in the Follow-up
If you a talking to a someone who has not built up a high level of trust in you, it may take as
many as 5 conversations before they are ready.
BUT…
If your friend doesn’t look at the information and isn’t interested, then move on to your next
friend. You can’t afford to spend time waiting for one particular friend to be interested.
• Do Not Overwhelm Them with Information ‘DRIP’ on Them.
• Have Them Do Something-Look for People who are Pro-Active.
• Keep the Choices Simple!!!
• Don’t Be An Expert. Be Duplicatable.
• Professionals Sort, Amateurs Sell.
What Every Leader Knows
1. Qualifying Questions“On a Scale of 1 – 10,
how important is this to you?”
2. Call to Action
“Is there any reason why we can’t get yours coming?”
3. Follow Up Appointments
“When is a Good Time to Talk Again?”
Keys to Moving the Conversation Forward
System of Duplication
1 Determine ‘Why’
2 Share
3 Follow Up
5 Train
6 Duplicate
4. Register
1. Regardless of the Pack Choice be sure to say this: “It comes with an auto
order. You can turn it off any time.”
2. Many people will want to get their whole family started so will want 2 Top
Level Packs.
3. Virtually everyone can afford the $1200 for the products when they
understand their value and importance, especially when they know you are
going to work for them harder than they are going to work for themselves to
get their products paid for.
Step Four – Do the Registration
System of Duplication
1 Determine ‘Why’
2 Share
3 Follow Up
5 Train
6 Duplicate
4. Register
Step 5 – Find out who they know . . that needs to know
1. Help your friend make a list of people to contact by asking:
Where do you work?What does your wife do?Who are your parent’s friends?What about your children’s friends parents?
2. Pull out 2 info packs and say, “Let’s get your first two done this week. Let’s address these info packs and then call them in 48 hours and put me on the phone with
them.”
3. Address them and put them in the mail box
Train - Mail 3,2,1
1. Call the day their products arrive in the mail. Unpack the box over the phone.
2. Call 3 days later—Tell me how you are taking the products.
3. Call 2 weeks later—Have them talk about their results. Invite them
to a meeting. Ask, “Who do you know?”
4. Call 1 month later—Add products or adjust their program.
Use a recipe box with 1-31 index cards & month names
Train – Get them with your Mentor
1. Make sure your Upline Leader has their email
address!
2. Invite them to the weekly calls.
3. Help them learn more about the products and
how to share them.
4. Do 3 way calls to help them see the miracle of
Mannatech.
5. Show them the Cornerstone training on
www.mannatech.com/mannatech
community/resources/training.
Leadership Team
New Associate
New Assoc’s Friend
System of Duplication
1 Determine ‘Why’
2 Share
3 Follow Up
5 Train
6 Duplicate
4. Register
Simply by sharing this breakthrough
technology with two people,
who also share it with two,
you earn
$100 cash backeach month
guaranteed!
YOU
$100
$100 $100
$100 $100 $100 $100
Start earning income immediately as you share the gift of wellness!
The more you give to others. . . the more you receive!
Create Teams
Learn to Sort
Formula For Success:
1. Enroll 15 – 20 people.
2. 6 - 8 will Want It.
3. 3 - 4 will Want It Now.
4. Work with the ‘Want It Nows’ & let the
‘Want Its’ grow until they ‘Want It Now’ .
5. Add more ‘Want Its’ as needed until they‘Want It Now’.
Go Where the
Is!
• Want it Nows!
• Want its
• The Forever Maybes
• Customers
Energy
Build YOUR Business Under Others
…Don’t Build THEIR Business
Mary, you already have x people under you.
All you need to do is get 3 more people and you will get $100 every 28 days from Mannatech.
Who do you know that we can call who would be interested in this?
How to Work a Leg…
Work in Depth
Drive It Deep
The Biggest Mistake in Network Marketing is Only Working with the People you Enroll
X
X
X
X
You
X
X
• Do Daily Gratitude List
• Listen to a Testimonial Every Day
• Find Emotional Support.
• Be Teachable
• Focus on Personal Development (Purpose)
• Expect to Give more than you Receive.
• Whatever you Focus on Will Become your Experience.
• Promote the Positive!
Stay In Your ‘Why’
Daily Actions Thank you God, for leading me to someone
who wants my help today. Plan for success Write your top 10 list of to do’s. Have office hours Take time for YOU Do the things you don’t like first!
Attend & Promote Events
…Win Every IncentiveMannatech Community / Meetings
Carol Merlo, M.Ed.
Expecting People to be Different
Waiting until you “Know
How” Doing For, not WithWaiting until the Fear is Gone
Don’t Get Stuck
Yesterday Is Lost In Time.
Tomorrow I Can’t Claim as Mine.
Today I Have;
Each Hour is Free.
To Win or Lose
Is Up to Me!
Become the Leader YOU Wish you Had.