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viernes, 18 de diciembre de 2009

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Plan

Which product do we offer as members of INT? 4LIFE OPPORTUNITY

What does this opportunity consist of?

INT:

World support structure

through:

 Weekly central meetings

 Seminaries

 Universities

 Tools

 Rallies

 Conventions

 Activities

The Company:

 Vision

 Management

 Service

 Technology in our

products

 Compensation program

Line of Sponsorship:

Forming leaders with

knowledge of our

Educational System to

support and model the

system.

Educational System:

 How to do it.

 Gives knowledge to turn

us into marketing

network entrepreneurs.

The

Opportunity

How do we make people aware of the opportunity we offer them?

Through Edification.

What is Edification?

To build or create an image.

What or whom are we going to edify in order to build that image?

 The Company

 The Team (INT)

 The Educational System

 The Line of Sponsorship

What are we building when we edify?

Commitment Credibility

Trust Loyalty

Security Relationships

NETWORK

Edification

Circle of Protection

Why is edification the basis for sponsorship, withholdings and increasing

volume?

Because through edification we create trust, credibility, commitment, security,

loyalty and relationships; all are essential items so that, both, consumers as

well as prospects and members of the organization believe in the company, the

team, the system and the line of sponsorship. This trust, credibility and

security are indispensable for the consumers to make the decision of using the

product, for the prospect to make the decision of doing the business and for the

organization to work as a team, to connect to the system and to be supported by

its line of sponsorship.

________________________________________________________________________________

Solid relationships

through principles and values

DistributorSponsor

Distributor Sponsor

Developing Leadership

Duplicating block for development of Marketing Network

How do we create an organizational culture based on edification?

Modeling edification in all ways with our examples

 Spoken instruction: Should be sincere, with gratitude and reciprocity.

 Non-spoken instruction: Carried out through our acts.

Where and when do we edify?

At all times and everywhere

While prospecting

Inviting during follow-ups

At Home meetings

One on one

At Central meetings

During Planning

At events and activities

When we speak “downline”, “upline” and “crossline”

Strategies for sponsoring, withholdings and increasing volume

First Pillar: Sponsorship

Our job in network marketing is to build a distribution network. This is

constructed by a person; that is why our first step to success in network

marketing is to sponsor persons. A network whose members are effective in

sponsoring people is going to keep an organization in constant growth. The most

successful ones are those whose members are aware that their end goal is to

develop a network made up by three categories: consumer, distributor and network

developer. When the strategies that we develop are aligned to enroll people to

these categories, then we are maximizing the productivity of the network.

In order to be efficient sponsoring people in each one of these three

categories, we have designed strategies to do so. If we observe the Guide of

Success’

“Momentum Cycle” diagram, we can see that in the follow up the prospect can

choose one enroll into the company three different ways, i.e. decide to become a

customer, a distributor or a developer. One of the common errors made by

developers is to give no importance to the first two categories or not to have

the proper strategies to handle the consumer and the distributor efficiently.

What are the three categories of persons that make up a

network?

 Customer (consumer)

 Distributor

 Developer

Strategies for sponsoring customers

What is a customer?

 It is a person who listens to the opportunity plan and becomes

interested in consuming the products.

 A person who likes to consume natural products.

 A person with a health condition who has understood that the product

might be of help.

If a person chooses the customer category, follow these steps (See Appendix I):

 Tell how well you feel since you are using the products. Mention that

your whole family is fascinated with 4Life products and give

testimonials.

 Edify on the unique 4Life technology (Transferceutical, Tri-factor

boosts defenses up to 437 %.)

 Present video and brochures on combination of products (See Appendix

II).

 Show index of products and illnesses and the product catalog.

 Write an order of products for the customer and his family.

 Fill a personal data form for the customer (name, phone number, e-mail

address, products he bought and date) in order to provide information

about our products and any general good health information (See Appendix

III).

 Ask if it is possible to counsel on good health, welfare and prevention

at home with the family, friends and neighbors.

 Give an invitation to next good health fair.

 Ask for references.

 Contact on monthly basis to say hello and to see how he/she is getting

along with the products and to see if he needs to re-order any.

Strategies for sponsoring a distributor

What is a distributor?

 It’s a person who understands the potential in the opportunity in terms

of product sales and distribution.

 A person that by own nature likes direct sales and is a professional in

that area.

 A person who is interested in obtaining maximum profits from the

incentive plan for bonuses.

If the person chooses the distributor (network marketer) category, follow these

steps: (See Appendix I)

 Fill out the contract and support order forms.

 Explain the benefits of admission to distributors.

1. Profits for difference between distributor and consumer prices.

2. Obtains 25% profits of sales that surpass 100 points.

3. Free products when buying in mass quantities (the box).

 Recommend buying a small inventory of major sales products in order to

have products at hand for his customers.

 Show how to promote sales of products in combinations (See Appendix II).

 Show how to order products.

 Recommend tools that are going to help sell products.

o Index for products and illnesses.

o Information on product combinations and health discovery.

o Testimonial and good health video.

o PDR – Physicians’ book where our products are indicated.

o Product catalog.

 Ask if it is possible to give a guidance session on good health,

welfare and prevention at home with friends and neighbors.

 Make an invitation to the good health fair and to conferences about the

products for further learning.

 Ask for referred persons.

Strategies for sponsoring developers

What is a developer?

 It’s a person who wishes to become a professional in the network

marketing industry.

 A person that combines perfection with the benefits of the three

categories: customers, distributors and developers.

o A good consumer of the products, becomes the best promoter and,

in turn, gets, at least, 5 customers to repeat monthly (see

5x5x5=Freedom).

o Becomes the best distributor in the world, maximizing the

incentive plan.

o Understands the importance of preparing to become a leader or

mentor for others; furthermore, understands the responsibility of

transferring the information of the system to those that make up

the team.

If the person chooses to be a developer:

Our goal is that the persons, who chose the network developer category, learn,

as soon as possible, the essentials and basic steps to make his distribution

network start growing. In order to accomplish this, as sponsors, we must guide

and model during the process. One of the main mistakes of sponsors is to give

too much information in the beginning. A good sponsor knows how to distribute

the information to give the new partner enough time to assimilate it.

Modeling is the best way to instruct the new distributor and we must be aware

that all we do is aimed to his duplication. For this reason, it is of vital

importance that the sponsor be very careful with what he models because good

habits that lead to good results duplicate as well as bad habits that lead to

failure. This is why you should not commit yourself to modeling things that are

not in the system because it can result in a non-duplicating organization.

The first 90 days are crucial for a new partner. So, make sure to take him

through the correct process guiding him to learn the strategies that will lead

him to success. Focus our strategies on the three pillars: Sponsorship,

Withholdings and Increasing Volume. When we model these strategies properly, we

lead the new member to having a highly productive network. Learn these steps

well, then teach them (See Appendix I):

1. Make a good follow up of the new distributor.

 Fill out the contract and the back up order.

 Present the Diamond Kit as a first option for admission and explain

the benefits (See Appendix IV).

 Create confidence.

Transfer the vision; keep him motivated and enthusiastic. How can we

do this? The same day you write out the contract is the ideal

moment to boost this. Say that his decision to become a network

developer is one of the most important made in his life; that

through this opportunity, he will be able to make his dreams come

true and that it will help others do the same. It is important that

you give him the complete picture of what his future is going to be

like based on this decision. You have to become a prophet of the

new developer’s future. Tell him that you will be there to help and

support him.

 Edify your sponsorship line to make him feel that beyond you there

is a team of people behind him. This will give confidence to the

new prospect. Immediately, call one of your “upline” leaders to

welcome him to the team and congratulate him on his decision and to

acquaint themselves and know that the upline is there for help as

well.

 Edify the sponsorship line and introduce some “upline” leaders to

make him feel he is supported by the whole team.

2. Connect him to the system

 Edify the educational system to connect him to it.

It is important that he feels that beyond you there is a whole

methodology to instruct him on how work in this business at a

professional level. Tell him you are going to model this system

for him through your example.

 Hand him the Success Guideline with the 4 CDs. Explain that this is

going to be our instruction manual for the system and a consultation

guide for learning the proper strategies that will allow obtaining

results. Tell him to study the Chapter on the “Momentum Cycle” and

to listen to CD 1 (The Nature of the Business) and to CD2 (How to

Have a Successful Home Meeting).

 Move on to a Central Meeting. Explain that this meeting is

important for becoming a Network Developer; that it is the place

where all partners meet for training in the system and to take

guests to see the opportunity.

 Give him the ticket to the next event and move him.

3. Teach him how to move people:

 Make a list of prospects.

 Choose the best 10 of the list to call for conferences with the

sponsor’s support and invite them to the presentation of the

opportunity.

 Show the new partner how to move people to the presentation.

Something I have observed through years is that most new partners

lose a great deal of their hot market for not knowing good

techniques to approach the people on their lists. Generally, the

new distributor approaches this market directly when offering a

business opportunity or a health product. This practice of

approaching your prospect directly harms the new distributor when

attempting to move people to a presentation because he lacks

credibility, fluency or the knowledge to talk with property on the

subject. In order to make the approach correctly and not wear out

our fast-growing market, it is important to use the techniques on

how to approach this market.

Techniques for approaching a hot marked:

 Questions of awareness:

Example:

I am going to ask you a question; does your actual income

allow you to fulfill your financial engagements and those

of your family? Would you like to be debt-free in a period

of 2 to 5 years? Have you ever thought of retiring from

your job without having to serve all the years demanded by

all retirement plans?

 Edify

Well, know something? Just like you, I did not know how to

obtain this but I met a person who belongs to a team of

international businessmen dedicated to train people on how

to improve family finances in times of crises.

I am very grateful because I am being taught and I would

like that you learn also. This person is going to be at my

house giving counsel on Friday at 7:00 p.m. Would you care

to come so you can meet him?

4. Having a successful home meeting (read about this topic in the Success

Guideline and listen to CD 2).

 Responsibilities of a host (new member):

o To be motivated and enthusiastic with the presentation and

with what is happening with the opportunity.

o Edify the lecturer with words and actions.

o Give a minimum of 5 plans a week.

 Responsibilities of the lecturer (sponsor):

o Formal business outfit.

o Be on time.

o Have board on tripod.

o Keep a small stock of products.

o Give a plan based on the model.

o Keep attendance list.

o Approach guests and ask questions in order to have a mark

of reference.

Example:

Of what you saw, what called your attention the most?

Have you thought of a dream you would like to make true?

 Determine if they require more information for latter hand

out of follow up kits and to formalize appointment on the

agenda.

Would you like to take all the information given here with

you for evaluation?

(The goal is to schedule more meetings with the attendees).

 After the meeting, fill out a form for meeting results (See

Appendix V).

Second Pillar: Withholdings

It is divided into three important areas:

1. Connecting people to the Educational System.

 Activities of the system

 Tools of the system

2. Edification.

 Company

 INT

 Educational System

 Line of sponsorship

3. Strengthen the relationship.

 Focus on feelings

 Treat them as members of a big family

 Lift their morale.

 Show interest in what they are, not in what you can get

from them.

 Strengthen the relationship through values.

 Create confidence through integrity and honesty.

 Give a sense of assurance and credibility through

edification.

Third Pillar: Volume

1. Become the best consumer of your own products.

2. Become the best promoter.

3. Keep a stock for home meetings.

4. Give people the opportunity to join with the Diamond kit.

 Explain benefits (See Appendix IV).

5. Have brochures and tools for products.