1. WELCOME TO
RISING STARS
"LIVE"

2. What you can expect Develop skills Gain confidence
Progress…promotion will come with consistent effort
Support and guidance
Begin with the end in mind

3. Today’s Topics Develop Effective Work Habits
Prospecting & General Leads
Bookings Mean Business
Hostess Coaching
Customer Care
Recruiting Basics
Get Your Reps Off to a Fast Start

4. Develop Effective Work Habits

5. Three Obstacles to Success
You can’t ‘find the time’ to work.
You don’t know whom to contact
You don’t know what to say to prospects.

6. Finding Time to Work No one FINDS the time to work
You have to MAKE the time to work
Time Blocking – it’s an easy way to FIND time

7. Time Blocking
Sunday
Monday
Tuesday
Wednesday
Thursday
Friday
Saturday

8. Tools to help you “Make Time”
Monthly Planner
-used to schedule time for business
Open Dates Sheet
-transfer dates from monthly planner
-work when YOU want to work
Daily Planner
-list business and personal to do’s
-keep track of business building contacts you make each day

9. What is a Contact?
Anyone, anywhere that you talk to about your business for growth
You can’t always list your contacts – sometimes you don’t know who they are

10. An easy way to find contacts
Who are your Circles of Influence?

11. Other tracking tools
Critique Your Week – will help you see patterns in your behavior. You’ll see area where you excel and areas you need to improve
Prospect Follow Up Log – helps you track your contacts
Income and Expense log – helps you keep good records
Who do you know list – a good one is like $ in the bank

12. Tips to make the most of your time
Report to work
Plan a power hour
Check your 2 times a day

13. Consistent Activity = Results
The BIG Impact Habit
Consistent Activity = Results

14. Prospecting & Generating Leads

15. The #1 “Big” Impact Habit is…
Make 5 Business Contacts a Day

16. What are the Biggest Obstacles
You don’t know who to contact
You don’t know what to say to prospects

17. Our 3 Services Purchasing product Hosting a party
Exploring the business opportunity
Green Flags – verbal and non verbal signals that show interest in our business

18. Easy way to talk about the 3 services at your shows
Mini Commercial
Easy way to talk about the 3 services at your shows

19. People referred by others
Who are Your Prospects?
People you know
-from your who do you know list
People you will meet
the secret to meeting people is wanting to
People at your parties
-have you missed any green flags
People referred by others
-could come from circles of influence

20. Ways to initiate conversation
“I love your jewelry where did you get it?”
“Have you ever been to a Silpada Party?”
“Here’s my catalog – my name is on the back.”

21. Keeping Track of your Prospects
5 contacts x 7 days a week = 35 contacts
It is essential that you keep track and follow up promptly. Don’t disappoint your prospect.
Answer to this Problem?
Prospect Follow Up Log

22. The most valuable business tool!! THE PHONE!!
Does your phone feel like it weighs 1000 lbs!!
You CAN get comfortable with experience
Make scripts for yourself
Prospecting
Scheduling parties & appointments
Closing the sale
Customer Care
Recruiting
Coaching your Hostess
Coaching new reps
Training for Silpada – Conference Calls

23. Available in Silpada Learning System
21 DAY CHALLENGE
Sunday
Monday
Tuesday
Wednesday
Thursday
Friday
Saturday 1 2 3 4 5
15 Contacts
Give out blank prospect logs.
105 CONTACTS
Available in Silpada Learning System

24. Bookings Mean Business!!

25. You need ENOUGH bookings
Recommendation – 2 home show a week
WHY?
You get good at what you do
You meet lots of prospects
You set a standard for your team
If you work sporadically, you always feel like you are starting over

26. Silpada Home shows are the best place to build your business!
Why?
You have an audience!
You need bookings to achieve your goals
Why 2 bookings?
1st – replaces the show
2nd - builds your business!

27. Booking Ideas Techniques For NEW Recruits
Wear your NEW jewelry everywhere, watch to see who’s eyes light up!
Invite your friends to your own Silpada show
If someone is uncertain, offer to show them a sample
Who do you know list
Set a goal to book 6 parties
Ask for referrals

28. Book 2 shows at every party! Make it your goal
How can YOU encourage bookings?
It’s easy - HAVE FUN!!
Encourage the hostess and guest to try on LOTS of jewelry
Use visuals to illustrate Hostess FREE jewelry rewards
Ask your guests to model the jewelry
Do your mini commercial!
$50 FREE Hostess Bonus

29. More ideas about bookings
Have fun and be positive!
Coach the hostess
Ask everyone to host
Pay attention to the women who LOVE all of the jewelry!
Let the customers know there is a 3 month time frame

30. Is your calendar full? Let’s share some ideas
Booking on the phone
-what words do you use?
Home show bookings
-what ideas do you have?
Booking from referrals
-how do you do this?

31. Open Dates Sheet How do you use it? Blank Calendar Add incentives?
Day Date Name Phone
____________ __________________
____________ ___________________
* Book on a “Star Date” and get an extra gift! *

32. YES !! Get the date!
It is not a booking without a date! Get the date on the calendar, and follow up with an or phone call to confirm it!
CONFIRM EVERY DATE WITHIN 48 HOURS of booking the date!

33. Maybe MEANS TELL ME MORE! Talk about how easy it is to host
3 appetizers
1 ½ to 2 hours
Offer to send invitations – Party Manager!
Website for customers to view product
All guests invited to bring a friend
PUT THEM ON YOUR PROSPECT FOLLOW UP LOG

34. No doesn’t mean Never Don’t give up if someone says no
They are not saying No to you, just to the idea of having a party
Don’t take it personal, just say:
-“If you change your mind, let me know”
-Can I call you in a few months, you really seem to like the jewels.
-No problem, it is my job to ask, so I ask!

35. Hostess Coaching
Sue Kahler

36. The most important part of a Silpada party happens BEFORE THE EVENT!!
Why Hostess Coach?
The most important part of a Silpada party happens BEFORE THE EVENT!!
Build excitement
Give information
Increase attendance
Cement relationship
Reps, referrals and repeat hostesses

37. When to Hostess Coach The minute you book the party!
Give Hostess Packet
Agree on party date, time, location
Gather as much contact information as possible
Review Your Time to Shine brochure
Explain Party Manager
Pam remind them that you will your sheet if they give you their .

38. Hostess Packet Your Time to Shine brochure F.R.A.N.K. Flyer
Silpada catalogs
5 Customer Order Forms
Imagine Recruiting teaser
My Story
Agreement & Application
W-9 Form
Career & Comp Plan

39. Party Manager Sends email to hostess to confirm date of party
Allows you to personalize the s that go out
Gives the hostess a link to enter guest information online
Creates a mailing label with Silpada Logo on it!
Generates a reminder call list for you!
Links the guest information back to the order entry process!
Trackable $50 Hostess Bonus

40. Coach for 10-5-1 every time you call!
“Success Formula”
10 - Buying guests
5 - Outside orders
1 - Pre-arranged booking before her party
Coach for every time you call!
Hostess Coaching is designed to build a big party! The more jewelry we sell, the more free jewelry our hostess gets!
We are put on this earth to get that hostess $300 or more in free jewelry! Oh and guess what? The more she gets, the more money we earn!
Coaching our hostess to make a big Wish List, to make a big guest list, to send an link to the website, to show the catalog around and get outside orders, to let us make reminder calls…that’s when the money is made!

41. Business Partner? Sprinkle business opportunity messages
Ask her if she’s ever thought of having her own business?
Why would Silpada be good for her?
Most Silpada Reps were Hostesses first!

42. Party Timeline Each date is an opportunity to connect with your hostess!
Use Hostess Coaching Tracker
D.A.T.E: Confirm party details
3-4 weeks out: Get guest list
2 weeks out: Invites mailed to arrive
1 week out: Keep her excited, finalize details and directions.
Day before: Reminder Calls

43. Reminder Calls the day before the show
Boosts attendance
Allows them to give you an order before the show if they can’t go
Possible future hostess prospect
Builds excitement for jewelry
Remind to Bring a Friend
Yes’s, Maybe’s and the People that didn’t RSVP
Reminder Calls are Courtesy Calls!

44. Party Time! Arrive early & get set up
Ask if she’s considering becoming a rep
Use Hostess to stir up excitement
Use Former Hostess’ testimonials
Target Next Hostess by asking likely candidate to model different looks.
Make sure hostess knows you earned as much in CASH as she earned in Free Jewelry!
Arrive early and assess Traffic flow, hostess mental status, husband & kids plan, ask if she’s considering the business opportunity.

45. After the Party D.A.T.E. calls for all those bookings you got!
Ask Hostess if she can get any more orders
Explain how her own order benefits her show
Invite her again to join your team
Let Hostess know when order ships
Monitor and inform backorders

46. Thank Your Hostess! Always send a Thank You note
Make your hostess your business partner… Ask for referrals. Reward her!
Invite her to be a repeat Hostess
Take care of your hostess forever and she
will take care of you!

47. Customer Care

48. Why make Customer Care calls?
Let’s them know you appreciate their business
Make sure your customer is satisfied with her purchases
Increase your credibility as a service-oriented professional
Increase Customer confidence and loyalty
Keeps you informed about changes and new needs in their lives

49. What Benefits will you Experience?
Jewelry orders
Increased Bookings
More Recruit Leads
Relationships that will nourish your business for years to come

50. When Should you Call? D.A.T.E. Guests Who Attended
Anyone who placed outside orders
After jewelry has been delivered
To suggest pieces to go with the “Look” your customer has ordered
With each new product release

51. What Should You Say?
Identify yourself and refer to something that happened or was said at the show
Make notes in order margins to refresh your memory about this customer’s needs
Have a goal and get to the point
Be yourself!

52. “People will forget what you said and what you did, but not how you made them feel.” -Eleanor Roosevelt

53. CHALLENGE: Schedule a D.A.T.E. time within 24 hours after every show!
Develop a system for tracking results!
Go through past customer receipts and place service calls!

54. Recruiting Basics

55. The Business Opportunity is your ‘most important product’
Offer it with PRIDE!

56. Be a successful recruiter
Recruiting is done with both head and heart
Recruiting is done with a sincere desire to help others realize their dreams
Don’t assume you know what people need

57. Benefits of Recruiting
Fun
Friendships
Recognition
Financial Reward
Everyone deserves the opportunity to be a Silpada Rep!

58. Three Steps to Recruiting
Inform people about the business opportunity
Invite them to find out more
Interview people who are interested

59. Green Flags for recruiting
“How often do you do shows?”
Women who can’t leave the table!
“Is all of this jewelry yours?!”
“How did you get into this business?”
“I could never sell anything”

60. Business Opportunity Packet Content
Silpada Application-Agreement
Sign Up Kit program, flyer & order form
Fast Start Jewelry flyer
Independent Rep Info Form
Recruiting Teaser
Catalog and LOOK BOOK!
Cover letter with your WHY story

61. Ways to Inform Be excited about what you do Tell you “Why Story”
Watch and listen for “Green Flags”
Sprinkle message throughout the show
Display “table talkers”
Point out the YES box on the order form

62. Ways to Invite
Make the imagine brochure and business opportunity packet available at your parties
Ask guest if they are interested in finding out more about what you do
Ask them to ‘take a look’ at the information
Your hostess is one of your best prospects

63. Ways to Interview Set a time to meet for coffee
Set a time to talk on the phone
Invite her to go to a show with you
Use the Get Informed Sheet in the SLS

64. Decision Time I’m curious, what’s holding you back?
I felt the same way but you’ve got nothing to lose by trying!
‘I have to think about it’
‘It looks like fun but I’m too busy’

65. The fortune is in the follow up
2% close on the first exposure
3% close on the second exposure
5% close on the third exposure
10% close on the fourth exposure
80% close on the fifth exposure!!!

66. Getting Reps Off to a FAST START

67. Review First Steps to Stardom Immediately Why is she starting a Silpada Business?
Product?
People?
Purpose?
Personal Growth?
Profit potential?
What is her “Why”?

68. What are her Goals? Income # Parties Fast Start Free Jewelry
How many shows would she like to do a month?

69. Scheduling her first 30 days
Party nights
Office/phone hours
Coaching calls
Introduce critique your week
Team meetings & Events

70. Become a Great Coach Model success Create urgency and commitment
Build your relationship based on her goals, not yours!
Teach her to use time-effectiveness tools
Set Expectations

71. Great Coach Continued…
Stay in Touch.
Encourage shadowing and 3-way calling
Watch her Fast Start dates
Recognize her accomplishments
Offer weekly challenges!
Keep her motivated through the good and the bad!

72. Maintain YOUR personal business
Book Parties
Hostess Coach
Follow Recruiting Basics
Set Goals
80% Personal/20% Group

73. CHALLENGE:
Now that you have a Rep, you need your sponsor more than ever.
USE HER!

74. “Success is not an Event! It’s a Process – and Choices are the Tools!”