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New Advisor Business Training Jon & Trish Reitan Session 1: Meeting & Inviting.

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Presentation on theme: "New Advisor Business Training Jon & Trish Reitan Session 1: Meeting & Inviting."— Presentation transcript:

1 New Advisor Business Training Jon & Trish Reitan Session 1: Meeting & Inviting

2 New Advisors - Business Training Series Session 1: Meeting & Inviting Business Building Process Getting Into Action Being Prepared How to Start a Conversation Role Play: Meet – Sample – Invite Your 2 Minute Story Session 2: The Success System Business Building Process Getting Into Action Who Do You Know? Inviting to the Success System 2 on 1 Meeting & 3 Way Calls Power of the Weekly Mixer Your 2 Minute Story Session 3: Retailing Business Building Process Getting Into Action The 4 Relationships The 24 Day Challenge Your 2 Minute Story Session 4: The Business of AdvoCare Business Building Process Getting Into Action The Business Opportunity Identifying Biz Builders The 3 Questions Discount Schedule, Getting to Advisor The Comp Plan Operating Your Business / Q&A

3 The Business Building Process ProspectingRecruiting Prospecting Kit - Biz Tools, Samples, etc. Finding Leads - Warm Market, Referrals & Cold Market The Inviting Formula Starting Your Advisor Daily Operations Use Sponsor Find out Whats in it for them? Multiple Exposures What did you hear the interests you most? Use Products Get to Advisor Package Story Create List Talk to People – Use the Success System 90 Day Calendar Daily planning calls with your new Advisor Weekly Mixer 5 Meetings per week (min.) Success School!

4 Getting Your New Business Builder Into Action – The First 72 Hours Get StartedPlanGet Into Action Start on Products (Drink a Spark!) Get to Advisor ASAP (5 Income Streams Open) Define Your Purpose Perfect Your Story (Product, Business) – Create Your Natural Market List Talk to People ASAP Invite them to look at the products & business Use the Success System 2 on 1 Meetings, 3-Way Calls Weekly Mixer Sign Up for Success School Success Secret: Start with Step 3! First 72 Hours: Complete 10 3-way calls & 2 Two-On-One meetings, 1 st Mixer Scheduled

5 Being Prepared: Business Tools Impact Magazine (10 for $15) Solutions for your Success DVD (5 for $5) Perf. Elite (10 for $2) 5 Ways to Get Paid 2011 income Disclosure

6 Being Prepared: Your AdvoCare Kit AdvoCare Bag Samples (Spark & Water, Slam) Notebook & Pen (for prospects name & contact info) Customer Profile & Interest Form Day Timer for Appointments Business Materials, Business Opportunity Brochure Product Catalog / Price List Brochures (Spark, 24 Day Challenge, Sports Performance, etc.); Before & After Pictures Product to Sell Retail Receipts & AdvoCare Product Bags, calculator Business Cards

7 Conversation Starters: Products May I ask – are you currently using any supplements? Great, I do too, and Ive found some powerful products that make a real difference in my day… Ive noticed that you really pay attention to your diet… You obviously work out regularly… What do you do to help keep your energy up all through the day? – Ive found something really strong… If you could change some things in your diet and health, what would they be? I saw you reading that diet book. How is it working for you? Ive been thinking about you… Ive found something I think youd appreciate and Id like to share it…

8 Conversation Starters: Business May I ask what business you are in? –During the conversation get below the surface answers: How do you like what you are doing? Are you paid what you are worth? Do you see yourself doing it forever? Have you looked at any ways to earn some extra income? What have you considered? Ive found a solid way to earn extra money I can apply to my debt; Im on track to be debt free in 2 years. Can you imagine what it would feel like to not owe anything to anyone? Youve been on my mind…Im building an alternate income and Im looking for a few key people I can help do the same. I dont know if my plan would interest you or not, but if it does you and I could do something good together. May I share it with you?

9 Meet – Sample - Invite Roleplay & Panel Q&A

10 The Essentials: Your 2 Minute Story Story Elements Where I WAS What I SAW What HAPPENED Where I am GOING End with an inviting question Invite them to the next Event Success Tips Talk Results (product, biz) Talk MONEY! Talk about your lineage of success Relate back to W.I.F.M

11 New Advisor Business Training Jon & Trish Reitan Session 2: The Success System

12 New Advisors - Business Training Series Session 1: Meeting & Inviting Business Building Process Getting Into Action Being Prepared How to Start a Conversation Role Play: Meet – Sample – Invite Your 2 Minute Story Session 2: The Success System Business Building Process Getting Into Action Who Do You Know? Inviting to the Success System 2 on 1 Meeting & 3 Way Calls Power of the Weekly Mixer Your 2 Minute Story Session 3: Retailing Business Building Process Getting Into Action The 4 Relationships The 24 Day Challenge Your 2 Minute Story Session 4: The Business of AdvoCare Business Building Process Getting Into Action The Business Opportunity Identifying Biz Builders The 3 Questions Discount Schedule, Getting to Advisor The Comp Plan Operating Your Business / Q&A

13 The Business Building Process ProspectingRecruiting Prospecting Kit - Biz Tools, Samples, etc. Finding Leads - Warm Market, Referrals & Cold Market The Inviting Formula Starting Your Advisor Daily Operations Use Sponsor Find out Whats in it for them? Multiple Exposures What did you hear the interests you most? Use Products Get to Advisor Package Story Create List Talk to People – Use the Success System 90 Day Calendar Daily planning calls with your new Advisor Weekly Mixer 5 Meetings per week (min.) Success School!

14 Getting Your New Business Builder Into Action – The First 72 Hours Get StartedPlanGet Into Action Start on Products (Drink a Spark!) Get to Advisor ASAP (5 Income Streams Open) Define Your Purpose Perfect Your Story (Product, Business) – Create Your Natural Market List Talk to People ASAP Invite them to look at the products & business Use the Success System 2 on 1 Meetings, 3-Way Calls Weekly Mixer Sign Up for Success School Success Secret: Start with Step 3! First 72 Hours: Complete 10 3-way calls & 2 Two-On-One meetings, 1 st Mixer Scheduled

15 Potential Distribution Partners Referrals from your warm market Fitness Centers / Gyms, Trainers Health & Fitness Program consultants Corporate Wellness Programs Weight Management Services Color & Style Consultants Day Spas. Beauty Salons Hair, Nail or Tanning Salons Massage Therapy, Acupuncture Skin Care / Cosmetologists Gift Shops, Convenience Stores Specialty Food Stores Sporting Goods Stores Wedding & Bridal Shops Social Networking sites Chiropractors, Physical Therapists Coffee / Espresso Stands Amusement Places / Arcades Restaurant Churches / Non Profits Alternative Medicine Dentists / Oral Surgeons Recreational Equipment Stores Outdoor Adventures Pilates or Yoga Studios Aerobic Classes Running Stores Learning Centers Who Do You Know? Wants to look better, feel better or perform better? Lose weight, more energy Good core nutrition for their family Better workouts, get results faster Wants a performance edge (plays sports or competes) Defy effects & appearance of aging Doesnt like their current job or boss? Not getting paid what they are worth? Or what their family needs? Wants something more significant, wants to help people) Spends too much time at work – not enough with their family and friends? Wants to get out of debt, - or put $s aside for the future (kids education, retirement, emergency fund, etc.)? Could use an extra $500 – 1,000 - $5,000 per month for part time work? Wants to own their own business? Have more control over their career? Wants to build a walk away business – pays them when they are not working? Residual Income model Wants to build multiple streams of income? Characteristics of Success Identifiable disgust with current life circumstances. Burning desire to overcome those circumstances. A teachable spirit & willing to work. A strong work ethic. A financial motive. A sense of urgency to act now. Some history of success in current or previous ventures. Character and Integrity. Who Do You Know?

16 Recruiting Success Tips Invite them to look at our products and our business Use the proven Success System –Use your Sponsor - experience, third party credibility –2 on 1 meetings, 3 Way Calls –Start with the end in mind – what do you want to achieve in the meeting –Present the Pay Plan Its all about them –Find out what they are looking for – and how your solutions can help them –Always ask what they saw that interested them, and what they want to do next Create multiple layers of conviction –Rarely will a prospect become and Advisor in the first meeting –Always have a next event or meeting to invite them to

17 How Do You Prepare For Inviting Prospects? Develop your natural market list –Brainstorm everyone you know – dont prejudge Prioritize – who are your Top 10? –Could benefit from the products? –Business opportunity? –Introducers? Perfect your Personal Story Practice how you will invite them to a 2 on 1 Meeting, 3 Way Call or a Mixer Ask if you might introduce them to your business partner

18 How Do You Actually Invite Your Prospects? Drink Spark - Be enthusiastic - Be confident! –You have the best products and an unmatched business opportunity! Know your Objective! –Schedule a face to face meeting or 3-Way Call – or invite to a mixer Be courteous –Is this a good time to talk? –Get the listeners permission to present the information you want to share –Set the appointment with you & your biz partner Dont try to explain too much – create curiosity! –About the products or the business opportunity –You are not selling or telling Be urgent – start inviting your prospects today!

19 What Do You Do In The Meeting or Call? Introduce your biz partner (sponsor) Establish their expertise –They have helped many people with their fitness and financial goals Let your sponsor guide the meeting –Fitness, financial goals, life goals –This is on the job training What interests you most about what you have heard?

20 Panel: Power of the Weekly Mixer Mixers: Purpose & Objectives, Why Weekly? Timing Why weekly? Best day & time Inviting & Following Up w/ Guests Before the Mixer Setting up Spark 24 Day Challenge product display Interest / Contact Forms Biz and product brochures Before the Presentation Spark Connecting: F.O.R.M Identifying Customer Needs Presentation Intro & 4 Ways to Engage Products & Biz; Stories Talk Money Cast Vision- paint the picture of the preferred future Close, Invite to the next event After the Mixer What interested you most? Ask, dont Tell Following up with guests – get started on products or schedule a business meeting Setting UpThe Mixer

21 The Essentials: Your 2 Minute Story Story Elements Where I WAS What I SAW What HAPPENED Where I am GOING End with an inviting question Invite them to the next Event Success Tips Talk Results (product, biz) Talk MONEY! Talk about your lineage of success Relate back to W.I.F.M

22 New Advisor Business Training Jon & Trish Reitan Session 3: Retailing

23 New Advisors - Business Training Series Session 1: Meeting & Inviting Business Building Process Getting Into Action Being Prepared How to Start a Conversation Role Play: Meet – Sample – Invite Your 2 Minute Story Session 2: The Success System Business Building Process Getting Into Action Who Do You Know? Inviting to the Success System 2 on 1 Meeting & 3 Way Calls Power of the Weekly Mixer Your 2 Minute Story Session 3: Retailing Business Building Process Getting Into Action The 4 Relationships The 24 Day Challenge Your 2 Minute Story Session 4: The Business of AdvoCare Business Building Process Getting Into Action The Business Opportunity Identifying Biz Builders The 3 Questions Discount Schedule, Getting to Advisor The Comp Plan Operating Your Business / Q&A

24 The Business Building Process ProspectingRecruiting Prospecting Kit - Biz Tools, Samples, etc. Finding Leads - Warm Market, Referrals & Cold Market The Inviting Formula Starting Your Advisor Daily Operations Use Sponsor Find out Whats in it for them? Multiple Exposures What did you hear the interests you most? Use Products Get to Advisor Package Story Create List Talk to People – Use the Success System 90 Day Calendar Daily planning calls with your new Advisor Weekly Mixer 5 Meetings per week (min.) Success School!

25 Getting Your New Business Builder Into Action – The First 72 Hours Get StartedPlanGet Into Action Start on Products (Drink a Spark!) Get to Advisor ASAP (5 Income Streams Open) Define Your Purpose Perfect Your Story (Product, Business) – Create Your Natural Market List Talk to People ASAP Invite them to look at the products & business Use the Success System 2 on 1 Meetings, 3-Way Calls Weekly Mixer Sign Up for Success School Success Secret: Start with Step 3! First 72 Hours: Complete 10 3-way calls & 2 Two-On-One meetings, 1 st Mixer Scheduled

26 How Can AdvoCare Best Support You? The 4 Relationships Build a Lasting Business Entrepreneur – CEO of your own biz Full time income – only part time hours Residual income opportunity Part Time Business Advantages of a Wholesale Customer But AdvoCare pays you $s for Referrals! Wholesale Customer 20% or more savings on all orders! Personal website – easy ordering & shipping right to your doorstep! Retail Customer Energy – Weight Management – Wellness Personalized solutions for your needs Personalized coaching to get you results!

27 LOSE BODY FAT GAIN ENERGY IMPROVE YOUR HEALTH! GROUP SUPPORT AND GUIDANCE Amazing Results in Just 24 Days!

28 The Essentials: Your 2 Minute Story Story Elements Where I WAS What I SAW What HAPPENED Where I am GOING End with an inviting question Invite them to the next Event Success Tips Talk Results (product, biz) Talk MONEY! Talk about your lineage of success Relate back to W.I.F.M

29 New Advisor Business Training Jon & Trish Reitan Session 4: The Business of AdvoCare

30 New Advisors - Business Training Series Session 1: Meeting & Inviting Business Building Process Getting Into Action Being Prepared How to Start a Conversation Role Play: Meet – Sample – Invite Your 2 Minute Story Session 2: The Success System Business Building Process Getting Into Action Who Do You Know? Inviting to the Success System 2 on 1 Meeting & 3 Way Calls Power of the Weekly Mixer Your 2 Minute Story Session 3: Retailing Business Building Process Getting Into Action The 4 Relationships The 24 Day Challenge Your 2 Minute Story Session 4: The Business of AdvoCare Business Building Process Getting Into Action The Business Opportunity Identifying Biz Builders The 3 Questions Discount Schedule, Getting to Advisor The Comp Plan Operating Your Business / Q&A

31 The Business Building Process ProspectingRecruiting Prospecting Kit - Biz Tools, Samples, etc. Finding Leads - Warm Market, Referrals & Cold Market The Inviting Formula Starting Your Advisor Daily Operations Use Sponsor Find out Whats in it for them? Multiple Exposures What did you hear the interests you most? Use Products Get to Advisor Package Story Create List Talk to People – Use the Success System 90 Day Calendar Daily planning calls with your new Advisor Weekly Mixer 5 Meetings per week (min.) Success School!

32 Getting Your New Business Builder Into Action – The First 72 Hours Get StartedPlanGet Into Action Start on Products (Drink a Spark!) Get to Advisor ASAP (5 Income Streams Open) Define Your Purpose Perfect Your Story (Product, Business) – Create Your Natural Market List Talk to People ASAP Invite them to look at the products & business Use the Success System 2 on 1 Meetings, 3-Way Calls Weekly Mixer Sign Up for Success School Success Secret: Start with Step 3! First 72 Hours: Complete 10 3-way calls & 2 Two-On-One meetings, 1 st Mixer Scheduled

33 Industry Wellness – the next Trillion $ Industry Fueled by the affluent Baby Boomers & Gen X - looking for energy, weight mgmt & anti aging Company Products Business Model Investment Opportunity 19 years in business; high annual growth rate Positioning – highest quality & safety Differentiated – only purchased through you Consumable – reorders occur every 2 weeks Prominent non paid endorsers Leverage multiple streams of income; residual The more sales – the higher the compensation % Team effort - Proven leaders help you succeed Low initial investment - $2,100 for a debt free biz No risk – 100% satisfaction guarantee Limitless upside potential Finding Biz Prospects Do you like what you do? Paid what you are worth? See yourself doing this forever? AdvoCare As A Business Opportunity

34 Identifying Business Builders The 3 Questions Do you like what you do? Are you paid what you are worth? Do you see yourself doing it forever? If you get a No to any of the 3 questions invite them to the Success System

35 Retail ValueOrder Discount Your Investment ProfitBenefits $3,00030%*$2,100$900 Maximum 40% Discount ongoing Enables all 5 Income Streams Your new virtual business is now open $1,50030%$1,050$450 $50025%$375$125 $0 - $49920%Varies ExamplePay Period 1 Pay Period 2 Pay Period 3 Pay Period 4 Getting to Advisor 1$3,000A Accumulate $3,000 in Retail volume to get to Advisor 2$1500 A Have 1 – 3 pay periods to meet $3,000 Retail 3$1,000 A Minimum of $500 in any 1 pay period 4500 $2,000 3 Rolling pay periods (1-3, 2-5,etc.) 51,000$400$1600Not A Getting to Advisor ($3,000 of Retail) The Discount Schedule (with your AdvoCare membership) Personal / Group Volume Override %Retail Sales Compliance Eligible for Leadership Bonus, etc. $0 - $4990%N/A No $500 - $7495%5 Retail SalesNo $750 - $9996%5 Retail SalesNo $1000 or more7%5 Retail SalesYes Generating Override Commissions (Paid 3 Active levels down in your organization)

36 Generating Override Commissions (based on Override + Star Legs) Leadership BonusOverrideStar Legs~ Pay Period Retail Volume Bonus %Total Bonus on All Distribution Average Income (2011) Silver$100N/A~$3K+3%3%$12,552 Gold$500N/A~$15K+2%5%$39,518 3-Star Gold$5003~ $15K+2%7%$43,215 Ruby$1,0003~$30K+2%9%$81,382 6-Star Ruby$1,0006~$30K+2%11%$98,213 Emerald$2,0006~$60K+2%13%$186,857 9-Star Emerald$2,0009~$60K+2%15%$266,426 Diamond$4,00012~$120K+4%19%$649,082 Platinum$8,00018~$240K+0.25%19.25%$1,580,470* Double Diamond $12,00024~$360K+0.25%19.50$TBD Note: A Star Leg is any leg of business (one of your front line advisors) that generates $100 or more in override * Included average of Platinum and Double Diamond

37 The AdvoCare Pay Plan: $77K/Year Full Time Income for Part Time Work Example – Ruby Business Override:$1,400 (7% x $20,000) Leadership Bonus Silver: +3%$ 600 (3% x $20,000) Gold: +2%$ 400 (2% x $20,000) 3-Star Gold: +2%$ 400 (2% x $20,000) Ruby:+2%$ 400 (2% x $20,000) 2 Week Total:$3,200 Monthly Income:$6,400 Annual Income: $76,800 Compensation Plan 1. Override Commissions 7% of Business Volume 3 active levels down for your Advisors 2. Leadership Bonus 3% % of Entire Business Volume (based on total volume) Business Volume = 50% of Retail Volume Example 13,000 P/GV ~$40,000 Retail Volume Every 2 Weeks Assume each Advisor does $1K P/GV in a Pay Period Retail Volume: $40,000 Business Volume: $20,000

38 The AdvoCare Pay Plan: $77K/Year Full Time Income for Part Time Work Example – Ruby Business (Assume $40K Retail Sales Every Pay Period) Override:$1,400 (7% x $20,000) Leadership Bonus Silver: +3%$ 600 (3% x $20,000) Gold: +2%$ 400 (2% x $20,000) 3-Star: +2%$ 400 (2% x $20,000) Ruby:+2%$ 400 (2% x $20,000) 2 Week Total:$3,200 Monthly Income:$6,400 Annual Income:$76,800 Compensation Plan 1.Override Commissions 7% of Business Volume for 3 active levels down for your Advisors 2. Leadership Bonus 3% % of Entire Business Volume Business Volume = 50% of Retail Volume

39 How Do You Earn Silver? Basic Advisor Requirements to Receive a Leadership Bonus Advisor in good standing 5 retail sales per pay period (Retail Sales Compliance $1,000 of Personal / Group Volume per pay period –Your personal orders from AdvoCare –Orders from your customers made directly to Advocare under your Member ID (web sales or through Customer Service) –Volume from new advisors signing up under you (e.g., they place their $3,000 order) Silver = $100 in Override Commission from your Down Line Advisors You make Override Commission on what is being sold by your downline Advisors – through 3 active levels down If you have $1,000 of P/GV (Personal / Group Volume) in a pay period, you qualify for the maximum 7% Commission on your downline business volume If your downline Advisors sell $3,000 in Retail Volume in a pay period, that generates ~ $100 in Override – You are at Silver! Calculation $3,000 Retail = $1,500 Business Volume (BV) $1,500 BV x 7% Override Commission = $105 To earn your Silver Pin you must earn the Silver Leadership two pay periods in a row

40 Building Your Business Panel Q&A Pay Periods – the Must Dos $1K PGV, Retail Sales Compliance, etc. Working – and Closing - the Pay Period Key Reports (Complete Downline, Advisor Pre Qual, etc.) Daily / Weekly Method of Operations & Targets Sampling, New Prospects - & them Meeting Sponsor, Mixers, Product Sales Common Rookie Mistakes Purpose & Vision, Packaging Your Story, Speaking – not Listening, Lead w/ Product – Not Biz, not using your sponsor / 3 rd Party Credibility, Speaking without strength or enthusiasm, not generating consistent momentum, etc. Major Events / Success School Hows Your Timing?


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