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Building a Championship Advocare Team
It Starts With You Getting Into Action - Your First 72 Hours
1: Get Started2: Planning
(Initial meeting w/ Sponsor)
3: Get Into Action
• Start on Products (Drink a Spark!)
• Get to Advisor ASAP (5 Income Streams Open)
• Define Your Purpose
• Perfect Your Story(Product, Business) – www.PackageYourStory.com
• 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, 1st Mixer Scheduled
Are You a Fast Starter?90% of successful Biz Builders complete items in “Red” in 72 hours
Area Hobbyist ($0 - $250/Mo) Business Builder ($40,000/Yr)Focus “The Products are Great!” “The Products are great, but the business
opportunity is outstanding!”
Business Retail Business Distribution Business
Attitude Speaks softly – worried about what others think – feels they are ‘selling” something
“All In” – speaks with confidence and enthusiasm – just a messenger providing “solutions”
Getting to Advisor
Slow start, builds to Advisor with customer orders over multiple weeks
Gets to Advisor ASAP with a $3,000 Retail order – confident they will sell their order in several weeks
Success School
• Excuses for why they cannot go• Sees this as a “cost” – not an investment in their business success
Signs up for Success School as they start the biz – sees this as a necessary investment in their business• Attends all Success Schools + brings 3-5 new prospects or advisors each time
Getting Started
• Hesitates weeks before introducing prospects to their mentor• Never sets a weekly recurring mixer • 2 on 1 Meetings and 3-Way Calls: 1-2 per week, inconsistent, no momentum built
• Introduces 12 prospects to their mentor within the first 72 hours• Immediately sets a weekly mixer day & time•2 on 1 Meetings & 3-Way calls: 5- 10 a week with their mentor
Prospects Talks to prospects on their own Introduces prospects to their mentor ASAP
Training Spends a lot of time reviewing training materials, videos, webinars – “Let me master AdvoCare before I start”
On the job training – 2:1 Meetings and 3-Way calls with their mentor
Events Does not attend, or always comes alone Attends all events, brings 2-3 new prospects each time
The Business Building Process
Prospecting Recruiting
• Finding Leads - Warm Market, Referrals & Cold Market
• The “Inviting” Formula
Starting Your Advisor
Daily Operations
• Use Sponsor
• Find out “What’s 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 (minimum)
Prospecting
You Have Solutions – Who Do You Know That You Can Help?
Wants to look better, feel better or perform better? Wants to lose weight , get more
energy? Wants good core nutrition for their
family ? Wants to get more out of a workout,
get results faster? Wants a performance edge (plays
sports or competes)? Wants to defy the effects and
appearance of aging? Doesn’t like their current job or boss? Likes their job, but is not getting paid
what they are worth? Or what they need for their family?
Likes their job but it doesn’t fulfill them (e.g., wants something more significant, wants to help people)?
Spends too much time at work – not enough time with their family and friends?
Wants to get out of debt, or wants to start putting money aside for the future (kid’s education, retirement, emergency fund, etc.)?
Could use an extra $500 per month? $1,000 per month? $5,000+ per month for part time work?
Wants to own their own business, and have more control over their career?
Wants to build a “walk away” business – pays them when they are not working (e.g., they have built distribution that pays them even when they are sleeping!)?
Wants to build multiple streams of income
Conversation Starters - Products
• “May I ask – are you currently using any supplements? Great, I do too, and I’ve found some powerful products that make a real difference in my day…”
• “I’ve 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? – I’ve 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?”
• “I’ve been thinking about you… I’ve found something I think you’d appreciate and I’d like to share it…”
Identifying Business Builders
• Key Questions to Identify a Business Need– Do you like what you do?– Are you paid what you are worth?– Do you see yourself doing this forever?
• If they answer “No” to any of these, you have a potential business builder– “I have found a business that I am very excited
about – I’m not sure if it would be right for you, but if you would like to see if this is exactly what you are looking for, I’d love to have you meet with my and my friend ….”
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?”
• “I’ve found a solid way to earn extra money I can apply to my debt; I’m on track to be debt free in 2 years. Can you imagine what it would feel like to not owe anything to anyone?”
• “You’ve been on my mind…I’m building an alternate income and I’m looking for a few key people I can help do the same. I don’t 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?”
Prospecting for Leads - Ideas
Warm Market – family, friends, co-workers, people you do business with
Referrals from your warm market Acupuncture / Acupressure Beauty Salons Book Stores Chiropractors Coffee / Espresso Stands Amusement Places / Arcades Restaurant Churches / Non Profits Alternative Medicine Dentists / Oral Surgeons Night Clubs / Bars Recreational Equipment Stores Outdoor Adventures Pilates / Yoga Studios, Aerobic Classes Running Stores Physical Therapists Learning Centers
Fitness Centers / Gyms Health & Fitness Program consultants Corporate Wellness Programs Corporate Fitness Centers Trainers Weight Management Services Color & Style Consultants Day Spas Hair Styling Salons Massage Therapy Nail Salons Skin Care / Cosmetologists Tanning Salons Gift Shops, Convenience Stores Specialty Food Stores Sporting Goods Stores Wedding & Bridal Shops Purchased Leads Social Networking sites
Prospecting for Leads - Performance
Who Do You Know? Athletes Coaches Trainers Clubs / Teams (For Profit / Non
Profit) Specialty Athletic Stores
Levels High School College Recreational Semi Pro Pro Olympic
Football Baseball Softball Hockey Golf LaCrosse Raquetball Rugby Soccer Tennis Volleyball Wrestling Cross Country Track Rowing Swimming Gymnastics Skiing Snowboarding Skateboarding Biking / Cycling
Recruiting
How Do You Succeed in Your New Business? Recruiting is the Key
• Advocare is a “Relationship” Business– It is built “person to person” – “In person” is best – over
the phone if not in person
• Success Formula: Your personal relationships
& influence+ 3rd Party Credibility= Business Success
Become a “Professional
Inviter”
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
• “It’s 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
Invite your prospect to take a look at our products and our business – with you and your sponsor
Mixers
2 on 1 Meetings
YOUYOU
How Do You Prepare For Inviting Prospects?
• Develop your natural market list– Brainstorm everyone you know
– don’t 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 or 3 Way Call
• Ask if you might introduce them to your sponsor
How Do You Actually Invite Your Prospects?
• Be enthusiastic. Relax. 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
• 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 and your sponsor
• Don’t try to explain too much – About the products or the business opportunity– You are not “selling” or “telling”
• Be urgent – start inviting your prospects today!
Decide What Outcome You Want From The Meeting
24 Days ChallengeEnrollthemin thenextProgram
Start themon products
Get them to the next eventor training
Set up a 2 on 1BusinessMeeting
What Do You Do In The Meeting or Call?
• Introduce your 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 aboutwhat you have heard?”
Show Them the Pay Plan: $75K/Year“Full Time Income for Part Time Work”
Example – “Ruby” Business
Override: $1,365
Leadership Bonus
Silver: +3% $ 585
Gold: +2% $ 390
3-Star Gold: +2% $ 390
Ruby: +2% $ 390
2 Week Total: $3,120
Monthly Income: $6,240
Annual Income: $74,880
Compensation Plan
1. Override Commissions 7% of Business Volume 3 “active” levels down for your Advisors
2. Leadership Bonus 3% - 19.25% of Entire Business Volume (based on total volume)
Business Volume ~ 50% of Retail
Example
13,000 P/GV 13,000 P/GV 13,000 P/GV
$39,000 Retail Volume Every 2 Weeks
1 2 3
Do you know 3 Business Builders?
Leadership
AdvoCare Leadership
Selection to “Leaders Call”
• Recognition of your leadership potential in AdvoCare by your leader
• Personal desire to learn more & be more
• Your desire to help others achieve this too
Leadership Goals• Growth in your leadership
skills– Understanding critical
AdvoCare leadership skills – and have a growth plan
– Pin level advancement– Winning the Contests– Leadership Room– Selection to advanced
Leadership Training
• Helping build other leaders
Leadership Discussion
• What did I see in AdvoCare?• Leadership Progression• Championship Belief• Characteristics of a Leader
– Some thoughts on taking your business – and your team - to the next level
• Q&A
Leadership Progression
Growth as a leader never stops!
Learn Master Replicate EmpowerRole • Student • Expert • Teacher • Mentor
Retail • Product benefits, sales, follow up, on the job training w/ sponsor
• Products & Offers, marketing (24 Days to Fit)
• Product & offer trainings, calls, webinars
• Develop new offers / bundles; new marketing approaches
Business • Retailing, Recruiting fundamentals
• Retail & Business• Compensation Plan
• Training new Advisors – retail, recruit, sponsor
• Coaching, leading leaders
Connecting
• Warm market, your Story + 3 others, “introduce”
• Prospecting, starting conversations, Professional Inviter
• Success System Training – simple, replicate
• Applying best practices
Events • Run your Retail & Biz Mixers
• Large Mixers• Speak on Stage
• Large Group events• Diamond trainings• Company Calls
• All + Company Bonus Calls, Training Calls, Success School
Focus • Retail customers, • Front line Advisors
• Retail Customers• Front Line Advisors• Downline Advisors
• Retail Customers• Front Line Advisors• Downline Advisors• Cross Line Support
• Retail Customers• Front Line Advisors• Downline Advisors• Crossline Support• Cross Company
Championship Belief
• The Size of your Belief determines the Size of Your Success
…In the Products…In the Plan…In the Company…In the System
All about Fundamentals
Championship Leaders:Success Characteristics
• Paint a Vision– For yourself & your family – for your team – for AdvoCare– Develop a strong purpose and reason for building AdvoCare– Get good at sharing your vision – practice it!– Help others find their vision
• Always act with Honor and Integrity– Without these you cannot lead– Your team will always know they can count on you
• Be “Customer Focused”– It’s all about them! Listen to what they need – be a solution provider– Apply this to your customers– Apply this to your team members – your team is your most important
asset
• Be Action Oriented– Bias toward action– YOU must be self motivated – you are the CEO of your own business– Do the uncomfortable till it becomes comfortable
• Take a Long Term Perspective– Always think like you are building a $10M per year business– Be willing to invest 3-5 years of part time effort– Treat this like a business – get paid like a business– To go faster - keep it simple; don’t “re-invent the wheel”. focus on
replication
• Be Consistent & Persistent– Consistency of effort every day will ALWAYS beat a large burst of activity– Build and maintain momentum – this is KEY to your business & your team– If your vision is strong enough – you will persist without exception
• If you knew without doubt that you would achieve Diamond – 4 years, 6 years, 8 years – would you persist no matter what?
• Become a “Professional Inviter”– Talk to everyone– Become a good story teller (facts tell, stories “sell”)– Always have “the next event” to invite them to– Set an appointment – leave nothing to chance– Speak calmly – but with STRENGTH
Championship Leaders:Success Characteristics
Championship Leaders:Success Characteristics
• Build a Cross Line Support Team– Source of ideas; they will be your strength– Every time you help out a cross line organization – it will come back to
you ten fold
• Become a “Continuous Learner”– Download positive things into yourself – Read everything you can about leadership– Find 30 minutes a day – in 1 year you will be an expert
• Expect Challenges– They will be hard– Need a strong purpose & reason to carry you through– Learn from them – and teach others
• Model the Championship Characteristics– Vision, Integrity, Honor, Sense of Team, Commitment to Others– Winning the Contests (Achieving Business Growth Results)– Handling challenges / adversity
Finding Emerging Leaders
Read the signs – people will tell you – sometimes through their words – but ALWAYS through their actions
• Level of Belief?– Are they “All In” – or are they still holding back?
• Teachable?– Are they following the Success System? Mastering the fundamentals
(prospecting, “getting into action”, holding mixers, compensation plan)?– Are they willing to do the uncomfortable?– Are they starting to teach others in their organization?
• Self motivated, action oriented?– Are they calling you – or are you always calling them?– Are they putting their leader to work (e.g., 5 + appointments or
calls/week)– Are they doing mixers or events (e.g., plugging into others events, but
also doing at least 1 of their own per week)?– If their leader didn’t call them, would they show up to events – AND bring
new guests?When you find a new leader – pour your experience & leadership into
them!