1. Learn to master THE BASIC Learn to master THE BASIC

2. Developing Attitude and Knowledge

3. Program Yourself to Be a Successful UnFranchise ® Business Owner!

4. The Difference Between Success and Failure… The individual who succeeds simply does what the individual who failed did not do or was not willing to do. The individual who succeeds simply does what the individual who failed did not do or was not willing to do.

5. Attitude and Knowledge is Developed. You Are Not Born With It! Attitude and Knowledge = Belief and Confidence Attitude and Knowledge = Belief and Confidence

6. Attitude Precedes Success. Attitude comes before the money. It’s not WHAT you say, it’s HOW you say it! Attitude Precedes Success. Attitude comes before the money. It’s not WHAT you say, it’s HOW you say it! Attitude Precedes Altitude Attitude Precedes Altitude

7. Put Things in Perspective How else are you going to earn six figures or achieve your financial dreams? Put Things in Perspective How else are you going to earn six figures or achieve your financial dreams?

8. Consider Your Options  Franchising  Going Back to School  Network Marketing/MLM  Working More Hours  Getting a Second or Third Job  Investments (stocks, real estate)  Lottery  Franchising  Going Back to School  Network Marketing/MLM  Working More Hours  Getting a Second or Third Job  Investments (stocks, real estate)  Lottery

9. Traditional Business  Investment 5 x Net = $500,000  Leverage: $50k – $100k Down  Mortgage Everything  Mom & Pop: Make a Living $30k – $100k  $100k in Start-Up Cost  Investment 5 x Net = $500,000  Leverage: $50k – $100k Down  Mortgage Everything  Mom & Pop: Make a Living $30k – $100k  $100k in Start-Up Cost To Make $ 100,000/Year

10. TRADITIONAL BUSINESS

11. Traditional Business  Vacation?  Freedom?  Independence?  Married to the Business!  Slave to the Business! EVERYTHING comes out of your pocket!  Vacation?  Freedom?  Independence?  Married to the Business!  Slave to the Business! EVERYTHING comes out of your pocket!

12. PRESTIGE  Million $ Business  Million $ in HEADACHES  Slim Profit, If It’s a Good Year.  N O T IME, N O V ACATION, N O F REEDOM.  Million $ Business  Million $ in HEADACHES  Slim Profit, If It’s a Good Year.  N O T IME, N O V ACATION, N O F REEDOM.

13. M arket A merica’s UnFranchise ® Owner  Million $ Business  10¢ in Headaches  Big Profits – Low Risk  Ongoing Income  Carry Business in Head  Time Flexibility  Freedom  Million $ Business  10¢ in Headaches  Big Profits – Low Risk  Ongoing Income  Carry Business in Head  Time Flexibility  Freedom

14. Temporary Income VS. Residual Income You trade time for dollars You leverage your time Money grows linearly Money grows exponentially Income stops, if you’re disabled Income continues indefinitely You’re not creating true wealth You’re creating true wealth Time is not your ownTotal time freedom You’re just getting by You’re getting ahead When work stops, income stops Income keeps coming in

15. Basic 5 Fundamentals of the Business Basic 5 Fundamentals of the Business 1.Developing Attitude and Knowledge 2.Goals and A Goal Statement 3.Retailing 4.Prospecting, Recruiting and Sponsoring 5.Follow-Up & The ABC Pattern of Building Depth 1.Developing Attitude and Knowledge 2.Goals and A Goal Statement 3.Retailing 4.Prospecting, Recruiting and Sponsoring 5.Follow-Up & The ABC Pattern of Building Depth

16. The Formula for Success TimeTime Q (Quality) = Growth D (Duplication) = VolumeVolume I (Income) Understanding and implementing the Success Formula is the key to Mastering the Basic Five and achieving your income goals!

17. Quality Time  Determined by how effective you are at implementing the Basic Five.  Spending time with “Go Now” Distributors.  Determined by how effective you are at implementing the Basic Five.  Spending time with “Go Now” Distributors. I (Income) TimeTime Q (Quality) = Growth D (Duplication) = VolumeVolume

18. Three Types of Distributors  WAITING - Stays minimally active.  STABLE - On Transfer Buying, plugs into some meetings, occasionally brings up the business or products.  GO NOW - Has goals and a strong desire to achieve them now, is coachable and seeking to master the Basic Five.  WAITING - Stays minimally active.  STABLE - On Transfer Buying, plugs into some meetings, occasionally brings up the business or products.  GO NOW - Has goals and a strong desire to achieve them now, is coachable and seeking to master the Basic Five.

19. Allocating Your Time with Each Type of Distributor  WAITING - Communicate with monthly about meetings and new product releases.  STABLE - Sell them tickets to the next event.  GO NOW - Mentor them, attend events with them and help them get what they want!  WAITING - Communicate with monthly about meetings and new product releases.  STABLE - Sell them tickets to the next event.  GO NOW - Mentor them, attend events with them and help them get what they want!

20.  Spend 80% of your time on the results producing activities.  Selling the Business  Selling the Products  Selling Tickets “Education” to Advance our Business - CDs/DVDs/Audios Duplicate Throughout Your Organization  Spend 80% of your time on the results producing activities.  Selling the Business  Selling the Products  Selling Tickets “Education” to Advance our Business - CDs/DVDs/Audios Duplicate Throughout Your Organization Q (Quality) = Growth D (Duplication) =VolumeVolume I (Income) TimeTime Growth

21. Example: (Based on a ten-hour per week commitment.) Example: (Based on a ten-hour per week commitment.) Type of Activity Description Weekly Time Allotment Administrative Support Result Producing Activities Administrative Support Result Producing Activities Clerical Activities Encouraging your Distributors Clerical Activities Encouraging your Distributors Selling the Business Selling Products Selling Tickets Duplicate Throughout your Organization Selling the Business Selling Products Selling Tickets Duplicate Throughout your Organization 30 Minutes 90 Minutes 8 Hours 30 Minutes 90 Minutes 8 Hours

22. VolumeVolume As a result of successfully implementing the success formula: BV and IBV Income Grow Exponentially! BV and IBV Income Grow Exponentially! Q (Quality) = Growth D (Duplication) =VolumeVolume I (Income) TimeTime

24. What it Takes to Develop Attitude and Knowledge Use The Training Tools  Audios  Listen to a minimum of two audios per week  Refer to www.unfranchise.com for a suggested list, Downloads  Audios  Listen to a minimum of two audios per week  Refer to www.unfranchise.com for a suggested list, Downloads

25. What it Takes to Develop Attitude and Knowledge  Read the Career Manual  Keep it Handy  Read 15 Minutes a Day  Read Online Updates  Read the Career Manual  Keep it Handy  Read 15 Minutes a Day  Read Online Updates Use The Training Tools

26. What it Takes to Develop Attitude and Knowledge  Read the PowerLine Magazine  Keep it Handy  Read Cover to Cover  Read the PowerLine Magazine  Keep it Handy  Read Cover to Cover Use The Training Tools

27. What it Takes to Develop Attitude and Knowledge  Read Positive thinking books  Secrets of the millionaire mind  Maximum achievement  Think and Grow Rich  Rich Dad Poor Dad  The Cash flow quadrant  The new professionals  How to win friends and influence people  Read Positive thinking books  Secrets of the millionaire mind  Maximum achievement  Think and Grow Rich  Rich Dad Poor Dad  The Cash flow quadrant  The new professionals  How to win friends and influence people Use The Training Tools

28. What it Takes to Develop Attitude and Knowledge  Required Trainings  New Distributor Trainings (NDT)  Basic Five (B-5)  Executive Coordinator Certification Training (ECCT)  Required Trainings  New Distributor Trainings (NDT)  Basic Five (B-5)  Executive Coordinator Certification Training (ECCT) Attend Events

29. What it Takes to Develop Attitude and Knowledge  Ongoing Education (one per month)  Local Seminar  Regional Convention  World Conference  International Convention  Ongoing Education (one per month)  Local Seminar  Regional Convention  World Conference  International Convention Attend Events

30. What it Takes to Develop Attitude and Knowledge  UBP’s  HBP’s  Product-Related Meetings  UBP’s  HBP’s  Product-Related Meetings WITH GUESTS Attend Business Building Meetings

31. What it Takes to Develop Attitude and Knowledge  Schedule a Weekly Call with Sponsor or Mentor  Utilize Online - Weekly Accountability System or Accountability from the Getting Started Guide  Attend Leadership Corings  Associate with Positive, Successful People  Schedule a Weekly Call with Sponsor or Mentor  Utilize Online - Weekly Accountability System or Accountability from the Getting Started Guide  Attend Leadership Corings  Associate with Positive, Successful People Be Mentored

32. What it Takes to Develop Attitude and Knowledge  Don’t let life get in the way of the business.  Don’t let others live life for you.  Don’t get stuck on the “Dot”.  Don’t let life get in the way of the business.  Don’t let others live life for you.  Don’t get stuck on the “Dot”. Treat It Like A Business NOT A HOBBY!

33. GOALS AND A GOAL STATEMENT

34. PEOPLE WITHOUT GOALS DRIFT! People don’t plan to fail. They simply fail to plan! We don’t have to face failure, if we have no yardstick. if we have no yardstick. We don’t have to face failure, if we have no yardstick. if we have no yardstick. If we don’t do much, nobody- including ourselves – knows. If we don’t do much, nobody- including ourselves – knows.

35. Develop A Goal Statement (Business Plan – 5 Steps) 1. What You Want 2. When You Want It 3. What You Will Give Or Overcome 4. Detailed Plan To Get There 5. Write It Out (1 through 4) and Read It Twice A Day 1. What You Want 2. When You Want It 3. What You Will Give Or Overcome 4. Detailed Plan To Get There 5. Write It Out (1 through 4) and Read It Twice A Day

36. Decide What You Want  Define Your Short-Term Goals  Computer, microwave, payoff a credit card  Define Your Short-Term Goals  Computer, microwave, payoff a credit card  Define Your Long-Term Goals  A car, debt-free, free from mandatory work, college education, early retirement  Define Your Long-Term Goals  A car, debt-free, free from mandatory work, college education, early retirement  List Them in Order of Attainability

37.  Determine the income necessary to support your lifestyle and goals.  Determine the number of Business Development Centers (BDC’s) you need for qualifying for commissions to attain the income level.  Determine the Pin Level that reflects your goal.  Determine the income necessary to support your lifestyle and goals.  Determine the number of Business Development Centers (BDC’s) you need for qualifying for commissions to attain the income level.  Determine the Pin Level that reflects your goal. Decide What You Want

38.  Set target dates for achievement.  Measure your progress against the date.  Adjust the date or goal to be in line with reality.  Set target dates for achievement.  Measure your progress against the date.  Adjust the date or goal to be in line with reality. Decide What You Want

39. Write Out Your Goal Statement “By December 31, 2009, I have no credit card debt and am living on the Coast of the Carolinas in a 5000-square foot brick home. I am driving a Porsche, vacationing four months out of the year. My marriage is happier without financial pressure. Susan and I spend more time together and pursue hobbies we both enjoy”. 50-to-100 Words - Read it Twice A Day Example:

40. Goal $ Required for Down Payment Monthly Income Required Accum. Monthly Income # of Income Centers Qualifying Pin Level Date of Achievement Convention /$900 3 Months Debt Reduction $1200/4 Months Down Payment New Home Increase Payment on C.C. $4200/ 6 Months New Mercedes Benz Retire Spouse $300 Done 8/16/03 $300 Done 8/16/03 $300 4 Months Done 10/18/03 $300 4 Months Done 10/18/03 $900 19 Months Done 02/14/05 $900 19 Months Done 02/14/05 $700 6 Months Done 03/21/04 $700 6 Months Done 03/21/04 $1,200 $2,000 $17,000 $300 $600 $1,500 $1,900 $2,800 $5,900 1 Ctr – ¼ Flush 1 Ctr – 1/2 Flush 1 Ctr – 1 Flush 1 Ctr – 1.5 Flush 1 Ctr – 2 Flush 1 Ctr – 4 Flush C C C C EXC. MC. PC. May 17, 2006 May 17, 2006 July 19, 2006 Sept 20, 2006 Oct 18, 2006 May 2, 2007 June 21, 2006 Start Date March, 2006 Start Date March, 2006

41.  Get a 2 foot By 3 Foot foam cored board  Go online to Google images and find pictures of what will motivate you. Things you really want.  Use Magazines, pictures of your kids, Bills, etc.  Create one for you Kids, get them involved.  Get a 2 foot By 3 Foot foam cored board  Go online to Google images and find pictures of what will motivate you. Things you really want.  Use Magazines, pictures of your kids, Bills, etc.  Create one for you Kids, get them involved. CREATE A DREAM BOARD

42. Decide What You are Willing to Give Up or Overcome to Obtain Goals  Emotional Obstacles - timidity, fear of what other people think, fear of public speaking.  Scheduling Obstacles - Recreational, civic & church responsibilities, family, employment.  Financial Obstacles - Training costs, management tools, support materials.  Emotional Obstacles - timidity, fear of what other people think, fear of public speaking.  Scheduling Obstacles - Recreational, civic & church responsibilities, family, employment.  Financial Obstacles - Training costs, management tools, support materials.

43. Develop a detailed plan of what you must do each year, each month, each week, and each day to achieve the goal! The detailed plan brings your thoughts, your ideas, and your goals in line with reality! in line with reality! The detailed plan brings your thoughts, your ideas, and your goals in line with reality! in line with reality! The detailed plan provides you with a staircase or ladder to your goals and dreams! your goals and dreams! The detailed plan provides you with a staircase or ladder to your goals and dreams! your goals and dreams!

44. Daily Steps Ensure Meeting the Weekly Goal  Cultivate two possibilities  Call one prospect to expose the business or product  Read goal statement twice a day  Listen to an audio tape  Read Career Manual fifteen minutes  Use Market America products daily  Cultivate two possibilities  Call one prospect to expose the business or product  Read goal statement twice a day  Listen to an audio tape  Read Career Manual fifteen minutes  Use Market America products daily Everyday Steps

45. Weekly Steps Ensure Meeting the Monthly Goal  Approach 3-5 individuals to expose the products and/or business.  Show the Plan to at least one prospect of your own.  Direct and attend or conduct ABC/Trail Run Meeting.  Approach 3-5 individuals to expose the products and/or business.  Show the Plan to at least one prospect of your own.  Direct and attend or conduct ABC/Trail Run Meeting. Each Week’s Steps

46.  Conduct a follow up with a prospect to whom you Showed the Plan.  Schedule next event (sell ticket to next upcoming NMTSS event)  Provide more information  Schedule appointment to get leads/ABC Pattern  Establish their UnFranchise ® Business  Conduct a follow up with a prospect to whom you Showed the Plan.  Schedule next event (sell ticket to next upcoming NMTSS event)  Provide more information  Schedule appointment to get leads/ABC Pattern  Establish their UnFranchise ® Business Weekly Steps Ensure Meeting the Monthly Goal Each Week’s Steps

47.  Attend one business-building meeting  Secure and register one new customer  Submit online-weekly accountability  Attend one business-building meeting  Secure and register one new customer  Submit online-weekly accountability Weekly Steps Ensure Meeting the Monthly Goal Each Week’s Steps

48.  Sponsor 1 New Distributor  Show The Plan to 4 People  Service Your Preferred Customers  Advance ABC Pattern/Two Legs  Attend Monthly NMTSS Event  Purchase and Sell Three or More Tickets to Each Event  Sponsor 1 New Distributor  Show The Plan to 4 People  Service Your Preferred Customers  Advance ABC Pattern/Two Legs  Attend Monthly NMTSS Event  Purchase and Sell Three or More Tickets to Each Event Weekly Steps Ensure Meeting the Monthly Goal Each Month’s Steps

49. By Achieving The Monthly Goal Every Month - You Automatically Achieve The Annual Goal $187,000 to $561,000 2 to 4 Legs Succeed ANNUAL GOAL 1 1 2 2 3 3 4 4 5 5 6 6 7 7 8 8 10 9 9 11 12 Each Month’s Steps Sponsor 1 Service 10 Customers 3 Levels on ABC/2 Legs Monthly Seminar Month Step = Weekly Step x 4 Weekly Step = Daily Step x 7

50. Activities That Can Be Measured  Tickets  3 way calling  Possibilities List  Answer to “What is it?”  Two-Minute Commercial  Tickets  3 way calling  Possibilities List  Answer to “What is it?”  Two-Minute Commercial

51. Activities to Measure  Showing the Plan  Written Goal Statement  Top Ten List  Possibility List  NMTSS Attendance  Showing the Plan  Written Goal Statement  Top Ten List  Possibility List  NMTSS Attendance

52. Measure, Monitor, Adjust, and Control  Adjust your plan of action and/or goal accordingly…  The original, hourly, commitment of 15 hours per week is unattainable.  Therefore, I will have to adjust my weekly time commitment to 10 hours – extending my plan of action 6 months to reach $1500 per week in income.  Adjust your plan of action and/or goal accordingly…  The original, hourly, commitment of 15 hours per week is unattainable.  Therefore, I will have to adjust my weekly time commitment to 10 hours – extending my plan of action 6 months to reach $1500 per week in income.

53. Result Producing Activities Spend your time on result producing activities Selling Products Selling Products Selling the Business Selling the Business Selling the Events Selling the Events 80% of your time on Result Producing Activities 20% of your time on Managing your Organization Be Persistent, Be Committed, Be Consistent Make it a Priority Make it Duplicatable

54. RETAILING

55. selling directly to the end consumer in some quantity, at a retail price. selling directly to the end consumer in some quantity, at a retail price. Retailing is…

56. What Does Retailing Mean To The UnFranchise ® Owner  Opportunity and Profit  Replaces Start-Up Costs  Covers Monthly Overhead  Generates Business Volume  Identifies New Prospects  Builds Belief  Opportunity and Profit  Replaces Start-Up Costs  Covers Monthly Overhead  Generates Business Volume  Identifies New Prospects  Builds Belief

57. How Do We Retail Products?  List everyone you come in contact with and good background information. (friends, relatives, acquaintances, business associates, etc.)  List everyone you buy products and services from. (Pampered Chef, Tupperware, Mary Kay…include friends from other direct sales companies.)  List everyone you come in contact with and good background information. (friends, relatives, acquaintances, business associates, etc.)  List everyone you buy products and services from. (Pampered Chef, Tupperware, Mary Kay…include friends from other direct sales companies.) Develop a Customer List:

58. Remember… Retail to Recruit!

59. Keys of Retailing “Re-Telling”  Be a Product of the Product  Develop a Possibility List for Potential Customers for Each Product Line (background info)  Tell Your Story (stories sell product)  Collect Testimonials (use third party - match the testimonial to the person or get on the phone with them)  Always provide a brochure  Be a Product of the Product  Develop a Possibility List for Potential Customers for Each Product Line (background info)  Tell Your Story (stories sell product)  Collect Testimonials (use third party - match the testimonial to the person or get on the phone with them)  Always provide a brochure

60. Base 10, Seven Strong The key to the growth and stability of your organization! The key to the growth and stability of your organization!

61. Base 10, Seven Strong Base 10 is based on each distributor purchasing a minimum of 400 BV a month.  100 BV – Personal Use  300 BV – Retail Sales to 10 Preferred Customers, each purchasing a Minimum of 30 BV a Month Base 10 is based on each distributor purchasing a minimum of 400 BV a month.  100 BV – Personal Use  300 BV – Retail Sales to 10 Preferred Customers, each purchasing a Minimum of 30 BV a Month

62. Seven Strong is based on partnering with others who will do the same.  You partner with 2 distributors who duplicate Base 10  You assist your partners in finding 2 distributors who duplicate Base 10 Seven Strong is based on partnering with others who will do the same.  You partner with 2 distributors who duplicate Base 10  You assist your partners in finding 2 distributors who duplicate Base 10 Base 10, Seven Strong

63. YOU 100 PBV Personally purchase and use > 100 BV in product – monthly - after one month. Complete the Home Shopping List! Establishing a Foundation ‘Base 10’

64. Establish a repeat customer base of ≥ 10 purchasing ≥ 30 BV monthly. C = customers purchasing > 30 BV worth of product/month. Establishing a Foundation ‘Base 10’

65. Activate by personally sponsoring one qualified distributor in your left and right organization. Each distributor implementing ‘Base 10’. Establishing a Foundation ‘Base 10’

66. Earn > $300/Monthly - After Six Months 1200BV1200BV 1200 BV ‘Base 10’ - Seven Strong Establishing a Foundation ‘Base 10’

67. Earn > $600/Monthly - After Eight Months 1200 BV 2400 BV $300 $300 Establishing a Foundation ‘Base 10’

68. Earn > $1500/Monthly - After Twelve Months 5000 BV 3600 BV 2400 BV 1200 BV 5000 BV 3600 BV 2400 BV 1200 BV $600 $600 5000 BV 3600 BV 2400 BV 1200 BV 5000 BV 3600 BV 2400 BV 1200 BV $300$300 $300 $300 Establishing a Foundation ‘Base 10’

69. Earn > $2100/Weekly - After Twenty Four Months 5000 BV 3600 BV 2400 BV 1200 BV 5000 BV 3600 BV 2400 BV 1200 BV $1500 $1500 5000 BV 3600 BV 2400 BV 1200 BV 5000 BV 3600 BV 2400 BV 1200 BV $600$600 $600 $600 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 $300 $300$300$300$300$300$300$300 $300$300 $300 $300 $300 $300 $300$300 Establishing a Foundation ‘Base 10’

70. Base 10 Establishing The Foundation

71. Here’s what could happen in an organization with minimum focus on Retailing... YOU Left Right = $600 /month (BV) Each UnFranchise Owner does minimum 50 BV per month requirement 50 x 50 BV =2500 BV 50 x 50 BV =2500 BV

72. YOU Here’s what could happen when an organization focuses on retailing... LeftRight Same group – different philosophy regarding the power of retailing. Each UnFranchise Owner has 10 customers using/purchasing 30 BV, and the UnFranchise Owner uses/purchases 100 BV = 400 BV/month 50 x 400 BV =20,000 BV 50 x 400 BV =20,000 BV

73. YOU Here’s what could happen... Left Right 50 x 400 BV =20,000 BV 50 x 400 BV =20,000 BV

74. Simple ways to Retail More… Web Portal overviews  Send out invite a friend request.  Tell everyone that you know to visit your online shopping business  Go to their home on an off night and show the portal just like you were going to show the plan. Teach how to Find, Navigate, & Shop  Send them reminders and promo flyers for deals if they purchase a certain amount of product. Duplicate into your team

75.  Build Share of Customer through add- on products.  Take time to teach every customer about how to find, navigate, and shop the web portal.  Build Share of Customer through add- on products.  Take time to teach every customer about how to find, navigate, and shop the web portal.  Drive traffic to your web portal.  Tell everyone you know to visit your online business  Drive traffic to your web portal.  Tell everyone you know to visit your online business POST SALE ACTIVITIES

76. Simple ways to Retail More… Wellness 101  Send out invite as taught on the site www.gonowresource.com www.gonowresource.com  Book way in advance and invite other teams.  Print off documents make sure there is a copy for everyone and hold a coring on it ahead of time. Duplicate into your team

77. The Psychology Of Selling… We are all salespeople.  We sold our current employer on ourselves.  We sold our spouse/friend on benefits of maintaining that relationship.  We sold our children our values and the behaviors we expect.  We continually sell our opinions and beliefs. We are all salespeople.  We sold our current employer on ourselves.  We sold our spouse/friend on benefits of maintaining that relationship.  We sold our children our values and the behaviors we expect.  We continually sell our opinions and beliefs. Making The Sale

78. The sales person must:  Have enthusiasm about product or service  Have Self-Esteem.  Build Relationships and Develop Rapport.  Develop a Follow Up System to Continue the Relationship. The sales person must:  Have enthusiasm about product or service  Have Self-Esteem.  Build Relationships and Develop Rapport.  Develop a Follow Up System to Continue the Relationship. The Psychology Of Selling… Making The Sale

79. Preparing To Retail  Choose a product line to specialize in.  Become a product of the product.  Purchase marketing materials.  Attend the product training and seminars.  Choose a product line to specialize in.  Become a product of the product.  Purchase marketing materials.  Attend the product training and seminars.

80.  Dress with respect.  Be mindful of mannerisms.  Avoid being abrupt.  Build rapport: Ask questions and listen!  Dress with respect.  Be mindful of mannerisms.  Avoid being abrupt.  Build rapport: Ask questions and listen! M EET

81. POST SALE ACTIVITIES  Register as a Preferred Customer  Establish a Follow Up System  Day 1 - To thank for patronage and inquire about whether they had begun to use  Day 3 – To be sure product is being used properly  Day 7 – Share testimonial  Day 14 – Share testimonial and offer complimentary products  Day 21 – Take reorder and get referrals  Register as a Preferred Customer  Establish a Follow Up System  Day 1 - To thank for patronage and inquire about whether they had begun to use  Day 3 – To be sure product is being used properly  Day 7 – Share testimonial  Day 14 – Share testimonial and offer complimentary products  Day 21 – Take reorder and get referrals

82. Follow Up Follow UpAnd The ABC Pattern The ABC Pattern of Building Depth of Building Depth Follow Up Follow UpAnd The ABC Pattern The ABC Pattern of Building Depth of Building Depth

83. THE ABC PATTERN GIVES YOU… OVER YOUR: SUCCESSGROWTHPROGRESSTIMING IT TAKES THE CHANCE OUT OF IT! THE ABC PATTERN GIVES YOU… OVER YOUR: SUCCESSGROWTHPROGRESSTIMING IT TAKES THE CHANCE OUT OF IT! CONTROLCONTROL

84.  You don’t Show the Plan…Therefore, no ABC Pattern.  Wait for a UBP (dependent).  Not Plugging them into a B5, NDT, or specialized training.  Working with the wrong people.  People need to move from house to house, rather than going to the same house.  You don’t Show the Plan…Therefore, no ABC Pattern.  Wait for a UBP (dependent).  Not Plugging them into a B5, NDT, or specialized training.  Working with the wrong people.  People need to move from house to house, rather than going to the same house. Stumbling Blocks

85.  Getting people to sign up (there are no people in the kit).  Don’t have the necessary information.  Not using the Getting Started Guide.  No follow up, lack of scheduling/planning (lack of discipline).  Don’t teach the Evaluation Approach.  Getting people to sign up (there are no people in the kit).  Don’t have the necessary information.  Not using the Getting Started Guide.  No follow up, lack of scheduling/planning (lack of discipline).  Don’t teach the Evaluation Approach. Stumbling Blocks

86. LIGHT THE FIRE IN THE BASEMENT… NOT THE ATTIC! LIGHT THE FIRE IN THE BASEMENT… NOT THE ATTIC! DUPLICATION COMES FROM THE BOTTOM UP…NOT THE TOP DOWN! DUPLICATION COMES FROM THE BOTTOM UP…NOT THE TOP DOWN! Information gets filtered, diluted, and distorted by passing it through the line of sponsorship. FILTRATION DILUTION DISTORTION FILTRATION DILUTION DISTORTION PASS-THE-STORY-DOWN-THE-LINE EXAMPLE

87. ABC Pattern  The more structure.  The more consistent.  The more everyone does it the same.  The more leaders singing the same song.  The more structure.  The more consistent.  The more everyone does it the same.  The more leaders singing the same song.

88.  The more automatic it is…  The less confusion it is…  The less resistance there is…  The more duplication is created…  THE EASIER IT IS!  The more automatic it is…  The less confusion it is…  The less resistance there is…  The more duplication is created…  THE EASIER IT IS! ABC Pattern

89. Control Duplication  The ABC Pattern  UnFranchise ® Tools (Tapes, CDs, DVDs, etc.)  Corings  Tickets to the upcoming NMTSS event  Working at the bottom of the organization  The ABC Pattern  UnFranchise ® Tools (Tapes, CDs, DVDs, etc.)  Corings  Tickets to the upcoming NMTSS event  Working at the bottom of the organization

90. JACK’S HOUSE JACK’S HOUSE AA One on One Two on One Kitchen Table HBP UBP One on One Two on One Kitchen Table HBP UBP TYPE OF MEETING

91. STARTSTART A A YOUYOU A A SPONSORSPONSOR 1. Book Follow-up 2. Provide More Information 3. Use Products 4. Bring to UBP 5. Sell Ticket 1. Book Follow-up 2. Provide More Information 3. Use Products 4. Bring to UBP 5. Sell Ticket MEETING AFTER THE MEETING

92. JACK’S HOUSE GUEST 1 GUEST 2 GUEST 3 GUEST 4 GUEST 5 GUEST 6 GUEST 1 GUEST 1 GUEST 2 GUEST 2 GUEST 3 GUEST 3 GUEST 4 GUEST 4 GUEST 5 GUEST 5 GUEST 6SUE GUEST 6SUE SUE’S HOUSE A B One on One Two on One Kitchen Table HBP UBP One on One Two on One Kitchen Table HBP UBP TYPE OF MEETING

93. B A B YOU A SPONSOR STARTSTART 1. Book Follow-up 2. Provide More Information 3. Use Products 4. Bring to UBP 5. Sell Ticket 1. Book Follow-up 2. Provide More Information 3. Use Products 4. Bring to UBP 5. Sell Ticket MEETING AFTER THE MEETING

94. SUE’S HOUSE B YOU SUE JACK 1. Book Follow-up 2. Provide More Information 3. Use Products 4. Bring to UBP 5. Sell Ticket 1. Book Follow-up 2. Provide More Information 3. Use Products 4. Bring to UBP 5. Sell Ticket MEETING AFTER THE MEETING

95. C C YOU SPONSOR B B A A STARTSTART

96. SUE’S HOUSE GUEST 1 GUEST 2 GUEST 3 GUEST 4 GUEST 5 GUEST 6 GUEST 1 GUEST 2 GUEST 3 GUEST 4 GUEST 5 GUEST 6MATT MATT’S HOUSE B C

97. MATT’S HOUSE C YOU SUE JACK MATT

98. C A1 B1 C A1 B1 C1 YOU SPONSOR B B A A STARTSTART

99. MATT’S HOUSE GUEST 1 GUEST 2 GUEST 3 GUEST 4 GUEST 5 GUEST 6 GUEST 1 GUEST 2 GUEST 3 GUEST 4 GUEST 5 GUEST 6JOE JOE’S HOUSE C A1

100. GUEST 1 GUEST 2 GUEST 3 GUEST 4 GUEST 5 GUEST 6 A1 JOE’S HOUSE

101. 12 months = $1,500 6 months = $1,500 3 months = $1,500 2 months = $1,500 1 month = $1,500 2 weeks = $1,500 1 week = $1,500 25 months = $10,500 12 months = $1,500 6 months = $1,500 3 months = $1,500 2 months = $1,500 1 month = $1,500 2 weeks = $1,500 1 week = $1,500 25 months = $10,500 25 months to earn… $78,000-$109,000 of Yearly, Ongoing Income! 25 months to earn… $78,000-$109,000 of Yearly, Ongoing Income! 2-3 YEAR PLAN vs. 45 YEAR PLAN

102. The ABC Pattern 1.Remember, it never unfolds perfectly. 2.It will only duplicate through “GO NOWS”, who are seeking to master the B5. 3.Teach everyone to practice the rules of follow up. 4.After each meeting, schedule another meeting [kitchen table, home meeting] to invite their prospects to. 5.Make sure the people you are holding the meeting for, GO WITH YOU. 1.Remember, it never unfolds perfectly. 2.It will only duplicate through “GO NOWS”, who are seeking to master the B5. 3.Teach everyone to practice the rules of follow up. 4.After each meeting, schedule another meeting [kitchen table, home meeting] to invite their prospects to. 5.Make sure the people you are holding the meeting for, GO WITH YOU.

103. ABC PATTERN SUMMARY 1.) BOOK MEETING FROM A TO B TO C 2.) WORK AT BOTTOM - DUPLICATION - LIGHT A FIRE AT THE BOTTOM. SOMEONE TAKES OVER SHOWING THE PLAN EVERY 3 LEVELS. 3.) DUPLICATE FORM BOTTOM TO TOP. 4.) 2 TO 3 NIGHTS PER WEEK. 5.) 25 TO 30 MEETING GOING ON PER WEEK RATHER THAN JUST HOLDING HOTEL MEETINGS. 6.) EVERYONE DOING 1 TO 1 OR 2 ON 1 OR 3 ON 1. 7.) PEOPLE DO WHAT YOU DO - NOT WHAT YOU SAY TO DO. 1.) BOOK MEETING FROM A TO B TO C 2.) WORK AT BOTTOM - DUPLICATION - LIGHT A FIRE AT THE BOTTOM. SOMEONE TAKES OVER SHOWING THE PLAN EVERY 3 LEVELS. 3.) DUPLICATE FORM BOTTOM TO TOP. 4.) 2 TO 3 NIGHTS PER WEEK. 5.) 25 TO 30 MEETING GOING ON PER WEEK RATHER THAN JUST HOLDING HOTEL MEETINGS. 6.) EVERYONE DOING 1 TO 1 OR 2 ON 1 OR 3 ON 1. 7.) PEOPLE DO WHAT YOU DO - NOT WHAT YOU SAY TO DO.

104. THE BASIC