1. Train To Retain with The Areas Best Leaders

2. Preparing Yourself Tony Patti

3. SYSTEMS W. EDWARD DEMINGS “Systems under which people work account for 95% of all errors and failure; therefore, the key to excellence is to Perfect The System!”

4. U N F RANCHISE ® BECOME AN UNFRANCHISE ® OWNER

5. Plan for Your Financial Success with the Market America UnFranchise ® System A Perfected, Standardized and Uniform System that Combines Franchising with Direct Sales to Facilitate the Duplication of Independent Business Success.

6. Like A Franchise: A Proven Business Plan A Proven Business Plan Systemization Systemization Standardization Standardization Uniformity Uniformity State-of-the-Art Management Systems State-of-the-Art Management Systems Merchandising and Marketing Tools Merchandising and Marketing Tools Growing Visibility Growing Visibility Own Multiple Businesses Own Multiple Businesses Training Training A Proven Business Plan A Proven Business Plan Systemization Systemization Standardization Standardization Uniformity Uniformity State-of-the-Art Management Systems State-of-the-Art Management Systems Merchandising and Marketing Tools Merchandising and Marketing Tools Growing Visibility Growing Visibility Own Multiple Businesses Own Multiple Businesses Training Training

7. SYSTEMIZATION: ONE WAY OF DOING THINGS JUST LIKE A FRANCHISE

8. ESSENTIAL KNOWLEDGE THE THINGS THAT YOU MUST KNOW AND WHERE AND HOW TO LEARN IT

9. Code#391 $5.00 for 10

10. Code#786

11.  Try products  Career Manual  Getting Started Guide- A track to becoming a UFO  Goals  Possibility List  Answer to what is it  2 minute commercial  New distributor training and Basic 5  NMTSS seminar tickets  2 nd Look  Goals & Detailed Plan  Trial Run & Kickoffs

12. SCHEDULE FOLLOW-UP 7 Days after sign-up –Allow time to receive product order and business support kit. 2 to 3 hours Homework –First step to determining coachability.

13. HOMEWORK: MUST BE COMPLETED BY THE NEW DISTRIBUTOR PRIOR TO THE FOLLOW-UP “Possibility List” (60 to 200 Names & #’s) –List on Page 11 “What Is It?” “Two Minute Commercial” “Goal Statement” –The short version (page 4) Bring Appointment Book Review Getting Started Guide and 10 Steps

14. FOLLOW-UP CALL within 3 days Is Homework Getting Done? – Maximize time at follow-up appointment. Answer Any Questions

15. FOLLOW-UP APPOINTMENT (2 to 3 Hours) 1) Review Possibility List - 60 names or more / nothing less!

16. If list is less than 60 names or no list at all the meeting STOPS! – Don’t Chicken Out – Or Say “All right, we will start with these but get me the rest as soon as you can.”

17. – This was the first test. – Are they going to be coachable? – Are they going to do it the UnFranchise way or their way? – It’s a training process / Blame it on your third party (Another distributor present). Right Then, set the conditions under which your willing to work with them.

18. – Reschedule the follow-up and give them a few more days. – Come up with the names right then. Use “Building Your List” memory joggers. Give Them An Option:

19. 2) Review Goals - Personal Goals (pg. 4) Recommend Dream Board / Visualize Goals. (continued)

20. - Business Goals (pg. 5) Income Goals Time Commitment Action Plan / Detailed (pg. 4) - Break Down: Daily, Weekly, Monthly (pg. 4) 3) Review/Set 90 Day Action Plan (pg. 9) 4) Review Answer To “What Is It?” - Make sure they’re comfortable with their answer.

21. - Fine tune it if necessary. - Get them to practice it so it becomes second nature. Call them and get them to repeat it to you. 5) Review “Two-Minute Commercial” - Make sure it tells their story. - Appealing description of the business (Why Market America is their solution). (continued)

22. 2 THE TWO MINUTE COMMERCIAL APPEALING DESCRIPTION TESTIMONIAL APPEALING DESCRIPTION TESTIMONIAL DON’T TRY TO RECRUIT THEM! POSITIVE POSITIONING SET UP POSITIVE GOSSIP AUTOMATIC POSSIBILITY DON’T TRY TO RECRUIT THEM! POSITIVE POSITIONING SET UP POSITIVE GOSSIP AUTOMATIC POSSIBILITY

23. 6) Review Possibility List - Pick top 10 list (Chicken List) - Complete short bio on each possibility - Decide approach based on bio - Review monthly tracking system (Explain) - Open appointment book and schedule time to complete approach (Set Appointments) (continued)

24. Prospecting Bill Izer and Big D Woodson

25. PROSPECTING RECRUITING SPONSORING WE NEVER STOP DOING IT

26. Criteria For Business Partners Need to be a winner High Integrity Had It, Lost It Powerful Why Teacher / Trainer Mentality Very Successful but unfulfilled Business Owner / Entrepreneur Desperate to change what they are doing

27. Change Your Terminology Market America Lingo Home Based Business Sponsor Up Line, down line Distributor Organization Get In, Got In, Sign up 45 Year Plan Residual Income Kickoff / 2 nd Look Prospecting Lingo Work From Home Business Partner Business Associate Unfranchise Owner Team I Started / I Opened my business Your JOB, Occupation Ongoing Income Business Briefing

28. Examples F.O.R.M Method 3 Things People talk about: 1.What is happening. 2.How “rotten” things are. (complain) 3.The way they wish things were. (wish) Can’t say the wrong thing to the right person Can’t say the right thing to the wrong person So, When in doubt blurt it out!

29. Learn To Talk In Themes Talking in Themes Simply tell a story about something you understand and enjoy talking about. The people you talk to are The doorway to lead you to the right people. Talking in Themes Simply tell a story about something you understand and enjoy talking about. The people you talk to are The doorway to lead you to the right people.

30. Learn To Talk In Themes Examples of Themes One-to-One Marketing Mass Customization Product Brokerage – Mall Without Walls ™ Internet Marketing & E-Commerce – Portal Anti-Aging and Wellness 2 – 3 Year Plan vs. The 45 Year Plan Plan B Examples of Themes One-to-One Marketing Mass Customization Product Brokerage – Mall Without Walls ™ Internet Marketing & E-Commerce – Portal Anti-Aging and Wellness 2 – 3 Year Plan vs. The 45 Year Plan Plan B

31. Learn To Talk In Themes One to One Marketing Market America is a: F Product brokerage F Internet marketing company. We set up UnFranchises which: F Incorporate all of the advantages of a franchise F Eliminate the weaknesses. F We do something called one-to-one marketing One to One Marketing Market America is a: F Product brokerage F Internet marketing company. We set up UnFranchises which: F Incorporate all of the advantages of a franchise F Eliminate the weaknesses. F We do something called one-to-one marketing

32. Learn To Talk In Themes One to One Marketing F We find out what people want, source it, and provide it to them F Develop relationships with customers F Surveys – 50,000 people want widget A F We know there is enough people who want it in order to source it – we know exactly what they want, so we can go and get it and give it to them One to One Marketing F We find out what people want, source it, and provide it to them F Develop relationships with customers F Surveys – 50,000 people want widget A F We know there is enough people who want it in order to source it – we know exactly what they want, so we can go and get it and give it to them

33. Learn To Talk In Themes One to One Marketing F We build share of customer, rather than market share. It is easier to get an existing customer to buy a new product than it is to find a new customer F “People hate to be sold, but they love to buy.” We teach people how to make money doing this. Does it sound like something you would like to learn more about? One to One Marketing F We build share of customer, rather than market share. It is easier to get an existing customer to buy a new product than it is to find a new customer F “People hate to be sold, but they love to buy.” We teach people how to make money doing this. Does it sound like something you would like to learn more about?

34. Overcoming Objections !!!! Role Play

35. 3 Types of Approaches Evaluation / Referral Direct

36. 1 st Appointment Interview/Overview Bill Izer

37. Interview / Overview Pre Qualifying

38. Showing the Plan Bill Izer

39. If you want something that you have never had, You have to do something that you have never done!!! Let’s Show the Plan!

40. Selling Tickets Stan the man

41. Trial Run Being Coachable Tony Patti

42. Why Is It Important To Do 3-Way Calls? Part of the system/10 Steps to systemized effective duplication! Part of the system/10 Steps to systemized effective duplication! Teaching new distributors what to say to generate interest. Teaching new distributors what to say to generate interest. Teach them what not to say! Teach them what not to say! –Most new distributors get diarrhea of the mouth.

43. Purpose Of The 3-Way Call To Book the appointment. To Book the appointment. Not the time to explain your business. Not the time to explain your business. Not the time to answer their questions. Not the time to answer their questions.

44. * If the new distributor works alone, as a rule of thumb, they are out of the business after 3 No’s.

45. Your Also Assuming That…. They are completely prepared to prospect and show the plan. They are completely prepared to prospect and show the plan. They know how to answer all questions about: They know how to answer all questions about: –The Company –The MPCP –The Products

46. (continued) They are invulnerable to rejection. They are invulnerable to rejection. They know how to handle objections. They know how to handle objections. They need no support. They need no support. Their belief level is already where it needs to be. Their belief level is already where it needs to be.

47. If You Don’t Let Distributors Work Alone, You Will Be Creating Important Benefits... Team spirit grows (We all need support) Team spirit grows (We all need support) Fear is reduced (Hold hands when crossing the street) Fear is reduced (Hold hands when crossing the street) Prospects see that they won’t have to work alone Prospects see that they won’t have to work alone Duplication is faster and more accurate Duplication is faster and more accurate –It’s convenient. You can leverage your time and schedule appointments with 3 or 4 distributors without anyone leaving their home.

48. Rejection is deflected (New distributors see that leaders hear the word “no”). Rejection is deflected (New distributors see that leaders hear the word “no”). Preserves their good attitude. Preserves their good attitude. Teaching new distributors how to listen and pre-qualify their prospects / take notes. Teaching new distributors how to listen and pre-qualify their prospects / take notes. (continued)

49. 10 Tips For Telephone Prospecting 1) Don’t be embarrassed or ashamed about telephone prospecting. 2) Limit your time on the phone. 3) Make sure you won’t be interrupted. 4) Use the prospects name frequently to build rapport. 5) Subtly, try to get the prospect to agree with you.

50. 6) Keep a mirror in front of you to remind yourself to smile. 7) Know how to handle objections. 8) Avoid talking to much. 9) Don’t ask your prospect to call you back. 10) Remember your objective. (continued)

51. Building Your Unfranchise through (HKO) Home Kick-offs Stan Hunkovic Jr. and Caressa Flannery

52. HKO – 5 Parts to Success! Invitation Invitation Confirmation Confirmation Preparation Preparation Presentation Presentation Communication & Information Communication & Information

53. Invitation 1 month to 2 weeks out –Names List – go through and over invite Ex. To get 5 invite 20, for 10 invite 40 and so on. Ex. To get 5 invite 20, for 10 invite 40 and so on. –Invite Call – script if necessary, put on calendar, someone will confirm

54. Invitation 1 month to 2 weeks out Script – Hi Dan, What are you doing next Tuesday? Great, listen. I just got involved in an exciting new business and thought of you. I’m having a new business kickoff at my home and I really could use your HELP. I’d like you to come and EVALUATE the business for me. Now, it may or may not be of interest to you, but I know you will be able to lead me to the right people. Will you be able to make it? Great, put the date on your calendar right now and one of my business partners will confirm with you a few days before. I’ll see you there, right? Great I knew I could count on you.

55. Invitation 1 month to 2 weeks out - Voicemail – Announce through system – open to distributors – get RSVPs  Adds excitement, credibility, shows team support -Combinations/Cross Pollination – work both sides of org. to be efficient in time leveraging.

56. Confirmation 1 week to 2-3 Days Before Postcard/Email Note – If yes to invite from call, send reminder. Postcard/Email Note – If yes to invite from call, send reminder. Partner Call – 2/3 days before sponsor/partner/upline calls attendees. Puts professional spin on importance of showing up. Partner Call – 2/3 days before sponsor/partner/upline calls attendees. Puts professional spin on importance of showing up.

57. Preparation week prior to HKO -Parts – assign intro, product and presenter – practice parts -Tools –  Big flipchart  Product Display  Product Literature – mall talks, specific brochures, health surveys  Company Literature – financial report, tapes/cd/dvd, 1 to 1, HOB, Wall Street Transcript  NMTSS Training Schedule, 2nd looks, HKOs coming up  Business Cards/Receipt Pad  Sign In Sheet – name, number, email  Envelopes/clip board for guest materials  Tickets to next Local

58. Preparation week prior to HKO -Refreshments – light snacks, water/soda, munchies, nothing elaborate. -Planners/Distributors  Timeliness – show up 1 hour before if setting up  Corings – practice if needed, dress rehearsal  2 Minute Commercial – each person should have one, be concise.

59. Presentation HKO Night –Intro – (host- 5 minutes) Welcome Welcome Intro of Company (career manual) Intro of Company (career manual)

60. Presentation HKO Night –Products – (sponsor/partner – 15 minutes) Brief Brief Relevant – products/stores of interest to guests in attendance Relevant – products/stores of interest to guests in attendance Testimonials – has impact Testimonials – has impact

61. Presentation HKO Night –Plan – (upline – 45 minutes) Flipchart Presentation Flipchart Presentation Introductions – go around room Introductions – go around room -Guests-what they do/why present -Distributors/UFOs – 2 minute commercial

62. Presentation HKO Night -Close – (wrap up – 10 minutes) Decision – nothing to decide Decision – nothing to decide Something of Interest – book follow-up, get questions answered Something of Interest – book follow-up, get questions answered

63. -Feedback – Questions to Guests to find out interest level - What did you like most about what you saw? - So is this the first time you have seen the presentation? - On a scale of 1-10, one being I’m not really interested and 10 being I want to start now, where would you say you are? - What would you do with an extra $300-$1500/month? How would it make you feel? - If you were to start this business right now what amount of income would help make your life more comfortable? - How would it make you feel to be able to work when you wanted from your home? - What would you do with your extra time if you could generate that type of income part time? Communication/Informatiion Closing

64. –Product Interest – brochures, mall talks, information Sell Product Sell Product –Business Interest – materials packet, NMTSS, 2nd look, HKO, Locals info Sell Tickets Sell Tickets –Thank You – always thank for coming Card/Note – added gesture after kickoff Card/Note – added gesture after kickoff Communication/Informatiion Closing

65. You

67. M1 M2 M3 M4 ABC METHOD OF DUPLICATION AND BUILDING DEPTH YOU A1 B1 C1 A2 B2 C2 A3 B3 C3 A4 B4 C4 A1 B1 C1 A2 B2 C2 A3 B3 C3 A4 B4 C4 SPONSOR YOU YOU WORK ON BOTTOM LEVEL

68. Follow-Up System Supplies Needed:  Index cards: Yellow, Green, Blue, Pink (or Orange.) Preferably 4 x 6  Index card tabs; with every month of the year, and at least 3 sets of 1 to 31.  Index card tabs; with every month of the year, and at least 3 sets of 1 to 31.  Index card Box  Index card Box

69. Follow-Up System Yellow is for Customers ( like vitamins make you pee Yellow) Yellow is for Customers ( like vitamins make you pee Yellow) Green is for prospects (want to make money) Green is for prospects (want to make money) Blue is for Distributor ( now making money) Blue is for Distributor ( now making money) Pink or Orange (Executive Coordinator) Pink or Orange (Executive Coordinator)

70. Follow-Up System Should look similar to this Should look similar to this Name Address Email Contact #s F – (family) O- (occupation) R- (recreation) M- (money) BACK Side >>>> 9/5 Interview/overview, product sold 9/6 Follow-up 9/7 2 nd Look meeting, sold ticket 9/11 Attended training