Customer Sources 1.Yourself 2.Prospects who do not get involved with the opportunity 3.Everyone Else – Warm Market

IBOs Who Are Successful Acquiring Warm Market Energy Customers… 1. Use the correct approach 2. Understand the reasons why someone should be a customer 3. Get beyond something that they feel may be an issue 4. Believe they can acquire energy customers

Why is it Important That You Acquire A Lot of Energy Customers? 1. Your belief in the ACN Opportunity 2. Set an example (If you acquire a lot of customers, your Team will acquire a lot of customers)

The Effects of a TEAM who is Excellent at Acquiring Customers 1. You will Earn a Higher Residual income 2. Your Team will Earn a Higher Residual Income 3. Loyalty and Longevity of Your Team 4. IBOs that get a lot of customers are always better recruiters because of belief

Attitude is Everything You must be Excited about the Opportunity You must Believe in what you’re doing Use and Teach the Correct Approach Focus on Long Term Don’t get emotional - Think like BIG BUSINESS DOES – SW SW SW Next Sort – Don’t Sell

Energy Industry - Advantages to YOU! 1. Allows you to participate in an area of business never before possible – Modern Day GOLD RUSH 2. Allows you to earn money residually on Energy Bills people already use 3. It’s simple - We are not asking anyone to do anything different than what they are already doing

Exercise Choice Improved Customer Service More Creative Pricing and Plans to Choose from Goal – to save Customer’s Money Long Term Energy Industry - Advantages to Customers!

Is an Energy Supplier Offers Gas, Electricity & Renewable Energy Residential and Commercial Customers in Deregulated Markets Provides Value and a Plan that Fits the Customer’s Needs Offers Guaranteed Savings 1 st 30 Days – Variable Introductory Rate

Customer Experiences No Changes Simple Online Order Process Monthly Bill is Provided by Local Utility Customer Service is Provided by Local Utility* The Distribution, Delivery & Maintenance of Energy is Provided by Local Utility XOOM Simply Supplies the Energy * In Most Markets It’s Simple

Challenge Creates Opportunity Any Business Worth Doing is Challenging Challenge Creates Opportunity

Do your Homework – The more you actually understand, the more success you will have If you get confused, so will your prospect Learn about the market that you are in Learn how the Energy Business actually works Variable vs. Fixed Pricing XOOM – Introductory Rate (Variable Plan) What is the Difference/Value between XOOM and your Utility Common Q & A Learn the Online Order Process Set Appropriate Customer Expectations – DON’T OVER PROMOTE May require an Online Credit Verification (Credit Validation Process)

Customers – 3 Categories 10% 80% 10% Sort, Don’t Sell

Understand Most Consumers Buy Emotionally, not Logically Are not Technical Don’t understand their Energy Bill Savings is NOT the most motivating factor Would rather do business with someone they like & trust over saving money Feel great about supporting a cause

Why Use the Correct Customer Acquisition Approach? 1. It works the majority of the time with the majority of people 2. Easy to Duplicate

Customer Acquisition Approach 1. Make your List 2. Use the Script 3. Sort - RED / GREEN / BROWN a.Red Apples - Sign them up b.Green Apples - Answer Question – Go back to the Script c.Brown Apples – Move on

Script – Key Words 1. Favor 2. Help 3. Try (Urgency & Enthusiasm = SUCCESS)

“Can you do me a Huge Personal Favor?” (Wait for Response!) Customer Acquisition Script

I am about to qualify for a promotion with the company that I represent and all that I need is to get a few more customers right away! Customer Acquisition Script

If I can offer you a service: That you are already using Has no upfront cost No commitment whatsoever And a guaranteed savings your first month

Can you do me a huge personal favor, help me out and give the service a try? (Wait for Response!) Customer Acquisition Script

How to Handle Green Apples Answer the question Ask for the favor

Commonly Asked Questions Q. What Service or Services are you offering?

A. Gas and Electricity Service Commonly Asked Questions

Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor

Q. Am I going to save money after the first month? Commonly Asked Questions

A. With XOOM, the Utility and all Energy companies offering variable plans, prices change from month to month. Some months XOOM may be higher and some months they may be lower. XOOM’s goal is to save you money over the long term. If you are unhappy for any reason, you can always switch back to your utility. Commonly Asked Questions

Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor

Q. Why should I try your service... I don’t think the pricing is worth changing? Commonly Asked Questions

A: Like MOST services, the Energy Business is very competitive. One of the most important reasons to try XOOM is to exercise CHOICE! Trying another company promotes competition and when companies compete for your business, it benefits customers in two ways: 1.Customer Service Improves 2.More Value for the Customer Commonly Asked Questions

Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor

Q. Who is XOOM? Commonly Asked Questions

A: XOOM is an energy supplier who offers natural gas, electricity and renewable energy to residential and business customers in deregulated energy markets. Commonly Asked Questions

Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor

Q. What is an Energy Supplier? Commonly Asked Questions

A: An energy supplier is a company that acquires its electricity, renewable energy or natural gas supplies from the wholesale market and sells it to residential and business customers. Commonly Asked Questions

Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor

Q. What is the difference between my Utility and XOOM? Commonly Asked Questions

A: The utility still operates the local distribution, wires and pipes which carry electricity and natural gas to homes and businesses. An energy supplier simply purchases and supplies energy, which is then delivered to your home or business by your local utility. Commonly Asked Questions

Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor

Q. Ok, what do I have to do to try the service? Commonly Asked Questions

A: Complete a simple online order process, and I will help walk you through it. Commonly Asked Questions

Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor

Q. I’m happy with my current provider. Commonly Asked Questions

A: I promise you that you will be just as HAPPY with XOOM Energy and if for any reason you are not, you can leave XOOM at anytime. Commonly Asked Questions

Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor

Q. What if my power goes out? Is my Service ever at risk with XOOM? Commonly Asked Questions

A. There is no risk with XOOM Energy because the local utility actually services and maintains your gas and electricity. If you have any issues such as an emergency or service outage you call your local utility as you would normally do. Commonly Asked Questions

Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor

Q. What is the difference between Fixed and Variable Pricing? Commonly Asked Questions

A: A fixed rate plan provides you with stability and peace of mind. Utility rates are variable rates that can change periodically. A fixed rate product may be higher or lower than utility rates, but, unlike variable rates offered by the utility, a fixed rate product will not change during the life of your contract. You are protected against unexpected and costly price increases and have greater control over the cost of your energy. Commonly Asked Questions

A: A variable rate plan allows you to purchase energy at market- based prices that change from month to month. While a variable rate is subject to monthly price increases or decreases, it may help you realize the lowest possible cost in the market. However, it also exposes you to possible price increases, and, unlike a fixed rate, a variable rate does not protect you against price volatility. This variable rate may be higher or lower than the utility rate. Commonly Asked Questions

Can you do me a huge personal favor, help me out and give the service a try? Ask for the Favor