1 keep building your contact list. 2 set appointments. make...
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Keep building
your contact list.
2
Set appointments.
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Make presentations.
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Hold 48-Hour
Follow-Up meetings.
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Celebrate success.
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Always be involved
with Fast Track.
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Lead by example.
Activity O
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Activity Three
Activity Four
Activity Five
Activity Six
Activity Seven
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About the Seven Critical ActivitiesThe principles used in running a business are pretty much the same regardless of
the type of business. First, you must determine the critical activities that drive the
business, and then you must do them consistently. Over the past several years we
have been teaching the Seven Critical Activities that drive a Melaleuca business. As I
travel the world and meet with our Marketing Executives, I am surprised by how many
of those who want to be successful cannot tell me the key activities they are engaged
in. This is a business. We, as business operators, need to know, understand, and
implement those activities that drive our success. We must be hard at it, doing those
things every day. Those who are waiting for some gimmick or secret system to propel
them into motion will never experience the reality of success. Nothing replaces hard
work! Nothing! Of course, we could all work hard doing the wrong thing. That’s why it
is essential that we each understand what those Seven Critical Activities are. Learn
them. Teach them to your people. Implement them daily. There is no secret to how
the Senior and Executive Directors got where they are. They understand those seven
activities and they work at them consistently. There is a magic way to build a large,
successful Melaleuca business! It’s called hard work! Doing the right things! Every day!
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Frank L. VanderSloot CEO of Melaleuca, Inc.
Activity One: Keep building your
contact list.“Your contact list is your
commitment to growth. I heard
one customer call it her
confidence list, which makes
sense. The more names you
have on your list, the more
confidence you’ll have that
you can succeed. If the first
three people on your list say
no, and you have 100 names
on your list, that means
you still have 97
opportunities for success.”
Rick Jongkind,
Executive Director II
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Activity One: Keep building your contact list.
Your contact list is the first step toward a successful Melaleuca business. You should add to it regularly and always keep it with you!
What Is a Contact List?A contact list is simply a list of names of people whom you intend to contact—people you
know, people you don’t know, friends, family, acquaintances, colleagues, babysitters,
teachers, neighbours and community leaders. But at Melaleuca, a contact list is much more.
It is the lifeblood of your business. Your contact list gets you started on monthly
appointments and weekly presentations. Later, as you continue to modify, expand, and
develop your contact list, it will keep your business alive and growing. Every day you should
spend some time calling contacts, following up with current contacts and adding new
contacts to your list. Performing these activities helps build your organisation and keep it
strong year after year.
“Be passionate about your contact list. Create it, add names to it on a daily basis, and keep it with you always. A complete, current and active contact list is central to the success of your business.”
Frank L. VanderSloot
Think of People Who…
Are successful, but discontented.
Love their job, but want more out of life.
Worry about downsizing or redundancy.
Make good money, but have no time
to enjoy it. Own a business that also owns
them. Want a career change, but are finding
it difficult due to educational restraints.
Are entrepreneurial, always looking for
good business ideas. Are health-conscious
or environmentally aware. Have small
children or grandchildren in the home.
Shop frequently at a health food store. Take
vitamins and are interested in improving
their health. Are worried about a health
problem.
Those You Know
Do not make judgments about who will or won’t be interested.
Everyone is a potential customer. Even those who don’t want to
enrol may be able to give you referrals that you can add to your
list. Highlight the people who you think would be most likely to use
Melaleuca products or appreciate what Melaleuca can offer them.
Business Associates and Colleagues
Think of people you know, but perhaps haven’t contacted in a
while. Remember people who used to talk with you more often. List
people you know at work, people your spouse or partner knows, or
people you used to work with at other jobs.
An Entreprenurial Spirit
Who do you know who has been in or is still working a networking
business, party-plan or other home-based business? Who have you
talked with that is always looking for the latest, greatest business
opportunity? Who has told you how much she would like to quit a
job and start her own business?
Personal Groups
Go through your personal lists. To whom do you send Christmas
cards? Do you have access to an alumni list, old school yearbooks,
or membership lists from clubs to which you belong? How
about your PTA group, professional associations, community
organisations like the Ramblers or local sports clubs? Don’t forget
your child’s school. Many teachers would like a way to earn some
extra money!
Let Your Fingers Do the Walking
Use your personal address book to look up other potential
customers like your accountant, doctor, lawyer, banker, chiropractor,
dentist, optician, hairdresser, or anyone else you may have visited or
continue to visit on a regular basis. Look on your bank statements
for names of people you may have paid, including the carpet
cleaner, florist, local shop keeper, housekeeper, insurance agent,
meter reader, estate agent, travel agent, TV repairman, post person,
and waiter/waitress.
Think of People Who…
Have a need or desire to improve their lives. Would benefit from
the Melaleuca opportunity. Want to get out of debt or pay off
credit cards. Are worried about a university or retirement fund.
Want extra income so a spouse doesn’t have to work. Are currently
working two jobs and are tired.
How to BeginThink of people in your immediate “circle of influence.” These are your family members and friends—people who are close to you and will listen to what you say about Melaleuca. Then continue to expand and move outward, reaching more people as you go.
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Name
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Your Initial Contact ListUse the following spaces to write down names to add to your initial contact list. Then look up their phone numbers and keep
them handy to help you make appointments for future presentations. Additional pages can be found at the end of this book.
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Phone Date Contacted Notes Date to follow up
Contact Suggestion List and CategoriesThere are more people in your Circle of Influence than you might think. Use the following list as a way to jog your memory for
more possible contacts.
Friends & Neighbours1. Family
2. Friends
3. Lunch with
4. Neighbours
5. Landlord
Family6. Car Pool
7. Plays with Kids
8. Friend’s Parents
9. Relatives
10. Spouse’s Best Friend
11. Cousins
12. Babysitter
13. In-Laws
School/Teaching14. Teacher
15. Headmaster
16. Guidance Counselor
17. Karate/Ballet
18. Sports Coach
19. Music Teacher
20. Scoutmaster
21. Dance Teacher
22. Librarian
23. Piano Tuner
Work24. Colleagues
25. Boss
26. Secretary
27. Payroll List
28. Pension Plan
29. Personal Manager
30. Copier Man
31. Union members
32. New Employee
33. Operator
34. Accountant
Church & Volunteer35. Preacher
36. Sunday School Teacher
37. Youth Director
38. Church Members
Workers39. Truck Driver
40. Funeral Director
41. Taxi Driver
42. Bus Driver
43. Baker
44. Car Sales
45. Waitress
46. Waiter
47. Chef
48. Cashier
49. Dishwasher
50. Copier Salesman
51. Cosmetic Sales
52. Appliance Repairman
53. Auctioneer
54. Stewardess
55. Travel Agent
56. Antique Dealer
57. Sign Painter
58. Locksmith
59. Train Conducter
60. Game Warden
Professional61. Engineer
62. Estate Agent
63. Lawyer
64. Professor
65. Architect
66. Veterinarian
67. Writer
68. Publisher
69. Social Worker
70. Pilot
71. Printer
72. Surveyor
Sports/Clubs73. The Variety Club
74. Lions Club
75. Rotary
76. Football with
77. Rugby with
78. Tennis with
79. Ski with
80. Golf Pro
81. Play Bridge
82. Pool
83. Jogs
84. Climbs Mountains
85. Hang Glides
Services86. Caterer
87. Delivery Man
88. Barber
89. Beautician
90. Postman
91. Mailman
92. TV Repair
93. Furniture Repair
94. Cable TV
95. Car Mechanic
96. Body Repair
97. Photographer
98. Satellite TV
99. Vacuum Cleaner
100. Phone Installer
101. Pest Control
102. Computer Repair
103. Computer Sales
104. Mobile Phone
Errands/Town105. Parking Attendant
106. Petrol Station
107. Dry Cleaner
108. Flower Shop
109. Notary Public
Money110. Banker
111. Clerk
112. Credit Union
113. Accountant
Medical/Health114. Nurse
115. Dentist
116. Doctor
117. Chiropractor
118. Pharmacist
119. Therapist
120. Health Spa
121. Optician
122. Ambulance Driver
123. Orthodontist
Home/Upkeep124. Painter
125. Roofer
126. Insulator
127. Landscaper
128. Decorator
129. Repair Man
130. Inspector
131. Carpet Fitter
132. Electrician
133. Contractor
134. Carpenter
135. Gardner
136. Upholsterer
137. Cabinet Maker
138. Plumber
Favourite Haunts139. Coffee Shop
140. Shopping Centre
Shopping/Stores141. Supermarket
142. Local Shop
143. Department
144. DIY
145. Car Dealer
146. Electronics
147. Tires
148. Office Supplies
149. Video Store
150. Health Food Shop
Community151. Policeman
152. City Councillor
153. Chamber of Commerce
154. Fireman
155. Volunteer
Situations156. Lost Job
157. Made Redundant
158. Hates Job
Personality Types159. Walking Encyclopedia
160. Most Likable
161. Bookworm
Personal Services162. Keep Fit
163. Tanning Salon
Other164. Military
165. Hotel
166. Tool Hire Shop
167. Animal Trainer
168. Doll Maker
169. Seamstress
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Work It Every DayCarrying your list with you helps you
to take advantage of every moment in
the day. If you have a 10 – 30 minute
commute, pick up your list and make
some calls on your mobile phone.
Follow up on prior conversations, get to
know more about the person for future
reference, or even set an appointment to
talk about Melaleuca. Perhaps you arrive
at a meeting 15 minutes early. Use the
time to follow up on that contact you just
created the day before. Are you waiting
for a child to finish a music lesson? Carry
your list with you and you can make
better use of your time.
Take It with You EverywhereOnce you have created your initial contact list, you have started a productive habit.
It’s crucial that you continue this habit as long as you’re a business owner. Keep your
contact list with you at all times, as you never know when you might meet someone to
add to that list. Add at least one new name to your contact list every day. Get a business
card from a bank clerk when you make your deposit. Ask for the person’s name who
calls you from a telemarketing service. Start up a conversation with the lady next to you
in line at the supermarket.Meeting new people is a daily event for everyone. The smart
business builder realises that many of these people can lead to a growing business.
Keep ExpandingIt’s important to follow up with everyone! Consider the hairdresser whose father is
having health problems. Depending on your talk with that person, she may need a
business opportunity right away to earn some extra money, but she may also be too
wrung out to even think about any such thing. If so, put her on your follow-up list and
contact her sixty days later. Just because someone may not be interested in Melaleuca
at the time you approach her doesn’t mean she won’t be a good customer down the
road. And she may be a great source of referrals for you.
“If you look at a few different categories,
it will make it easier to think about
potential contacts. Who do you know
who will benefit from these products
(has small children, is health-conscious,
takes vitamins, wants to lose weight)?
Who do you know who is entrepreneurial,
wants a new career, or hates their job?
The list becomes a continual, easy-to-do
project.”
Nancy McHugh,
Executive Director IV.
“We have a rule that every day we
must contact a new person and add
them to our list. Contacts will not come
into Melaleuca unless they are given a
product presentation. They deserve to
see this opportunity.”
Diane LaPerle,
Executive Director II.
“A lot of people stop after their initial list
because they haven’t expanded along the
way. It’s critical that you get out and meet
people. Join new clubs and organizations.
Talk to people about what they do. Find
out what they’re interested in. Ask them
for their business card. Jot down a few
notes about what you talked about, and
then call them later. Remind them of your
conversation and let them know you’re
looking for sharp people to work with.
Then ask them: Are you interested
in increasing your income?”
Wayne Crosby,
Executive Director V.
Look for LeadersAs your business begins to grow, you’ll want to find others who are just as capable and
excited about building a business as you are. People who have leadership potential and
good people skills can become great leaders in your organisation.
The model prospect can be anyone. Consider the University-educated, corporate-
employed, new mother on maternity leave. She’s concerned about her child’s
environment and is a perfect candidate for safe Melaleuca products. There’s the
corporate employee who breaks free to pursue the dream of his own business—only
to go bankrupt a short time later. There are those who finished University with high
hopes of building a satisfying career, only to realise that corporate life isn’t what they
thought it would be. There’s the retiree, who can’t quite live the lifestyle he/she planned
due to stock market uncertainty. There’s the couple who both have to work to provide
for their family, yet they can never seem to get ahead. They’re all perfect candidates
who are ready to hear about a better opportunity.
How to Find Melaleuca Leaders· Attend events where you are likely to find or be introduced to individuals with
leadership potential.
· Consider seminars that offer methods to improve your finances, your health
and your career.
· Consider joining or starting a business networking group— a collection of business
people who meet weekly or biweekly for breakfast or lunch to share leads.
· Attend business briefings, direct sales events, and generic direct sales trainings.
· Target people who are already working a home-based business, or who are successful
in their daily job but want more.
· Ask friends and colleagues for the name of someone who is a real go-getter.
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Activity Two: Set appointments.
“The purpose of any approach,
whether it is in person or
over the phone, is to
get an appointment to make
a New Horizons presentation
—and that’s all! Melaleuca cannot be
explained in five minutes or
on the run. It’s important to
create curiosity and yet
learn how to steer the
conversation in one direction
only—to confirm the appointment.”
Mark Atha, Corporate Director.
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Activity Two: Set appointments.
Your contact list is the first step toward a successful Melaleuca business. You should add to it regularly and always keep it with you!
Four Parts to the ApproachYour approach can be split up into four distinct parts.
1. Create Urgency
2. Sincerely Compliment
3. Approach
4. Confirm
Create UrgencyYou want your call to last only 1–2 minutes maximum. Any longer and you may get drawn
into making the presentation on the phone. This is a mistake as Melaleuca is best presented
in person, where the potential customer can see the New Horizons booklet and any
products you may want to show him/her. Failing to keep your call brief leads you into the
trap of trying to immediately explain Melaleuca. That’s like trying to describe a song without
music. It’s paramount to create a sense of urgency, make the appointment and end the
conversation. How do you create urgency? By simply letting them know you don’t have
much time, but you would love to explain Melaleuca in person.
Sincerely ComplimentThe second part of setting appointments is to compliment the person. It tells her why
you’ve chosen to talk to her. It helps her feel good about herself and leaves her more open
to what you have to say. When someone notices something special about you, doesn’t it
make you more receptive to them?
Complimenting is also an excellent lead-in for any conversation—if it’s sincere. People will
detect any sort of forced comment. Think back to identify what is special about that person.
If the contact is a referral from someone else, mention what that person said about the
contact.
For example:
Shop Assistant: I noticed how efficient you are at your job the other day
and I’m looking for people like that.
Hairdresser: You know, you’re always so willing to listen and help
people, I just know you’ll be the type of person to succeed.
Friend: I know you really care about what kids are exposed to
these days, and I thought you would want to help other families use safer
products.
Referral: When I asked Bob who he knew with an entrepreneurial spirit—a
people person who strives for something better in life—he mentioned you.
Neighbour: You know, I see how hard you work every day and I know you
really care about providing the best things for your family. Let me tell you
about something that could help.
ApproachAt this point you can insert whatever approach works best for you and the
person with whom you’re speaking. There are many approaches you can
use—here are just a few:
· The family approach
· The product approach
· The straightforward business approach
These approaches are outlined on the next few pages. Use the ones that
work best for you. Remember, the objective is to get the appointment, and
nothing more.
ConfirmThe last part of the conversation is to confirm the appointment.
Give the person two or more options. “I’m free for lunch tomorrow,
or we could get together Thursday or Friday morning for coffee.
Which works best for you? Once you have the appointment, thank the
person, tell him or her you’re looking forward to it and confirm
the date and time once again. Make sure you mark it down in your
calendar. You’ve just succeeded in getting an appointment! Pat yourself
on the back, pick up the phone and do it again.
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Set Specific TimesIt’s crucial to have specific times for when
you will set appointments. If you wait until
you “have time” to make calls, a week can
turn into a month or two, and then the
opportunity has passed. Set time aside every
week. Try, for example, Thursday nights and
Tuesday mornings. Calendar, plan, stick to
your plan, and be consistent.
Ask Yourself…· Will Melaleuca products enhance the health
of others?
· Do I believe in the concept of Consumer
Direct Marketing™?
· Is this an opportunity with no financial risk?
· If they try, can anyone really make money?
If the answer is “yes,” why wouldn’t you
want to tell everyone, including family and
friends?
The “FORM” Method of RelatingMany Melaleuca business leaders
recommend the FORM method of
relating to new contacts. An acronym for
Family, Occupation, Recreation and Money,
this method helps categorise the need level
of your new contact. If you’re really listening,
you’ve most likely picked up on an area of
need with your new contact. Would he like
to get out of debt? That’s a Money contact.
Is he really dying to have that new car or
boat? That’s a Recreation contact. Does he
wish he could afford a University education
for his child? That’s a Family contact. Think
about your contact before you call. Does
she want more time with her family? Does
she work too many hours at the office? Is
she struggling to pay bills? Does she have a
family member with health problems? Is her
car about to quit every time she drives it?
Use this information in helping you set
the appointment.
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A Sample Approach ConversationHelen: Hi Jill. How are you?
Jill: I’m great. And you?
Helen: (create urgency) Just fine. Hey, I just have a minute,
but I wanted to bounce an idea off you. Do you have a
moment?
Jill: Of course.
Helen: (compliment) Well, I’ve started a new
business with an excellent product line, and I’ve always
thought if I was going to be in business I’d like to be
working with you. You’re successful in everything you do
and seem to have a real knack for working with people.
Would you do me a favor?
Jill: What is it?
Helen: (approach) I’m expanding my business in your area
and I’m looking for people to help me with that. I’d love to
meet with you and tell you about it, see what you think.
Jill: Oh. Okay.
Helen: I’ve got this Thursday or Friday open.
Which would work better for you?
Jill: Friday would be better.
Helen: Okay. How about lunch?
Jill: Sounds great.
Helen: (confirm) Great. I’ll see you at
Carmen’s Café about 12:00.
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Some Sample ApproachesFollowing are several sample approaches to help you get started setting appointments. Note that during any
approach, you’ll want to mention the core reason why you are experiencing success with Melaleuca—because
of the exceptional products that promote health and well-being.
The Safer Products ApproachAppeal to the person’s desire for safer, more natural-based
products. “I know you’re always looking for better, safer products
for your family and for the environment. I’ve found a catalogue
that has environmentally safe products you can buy wholesale
from the factory. I’ve tried them all and they work great. We’re
using them around the house all the time now. I feel better using
safer products and I thought you might be interested. Could you
come over tonight or tomorrow so I can tell you about them?”
The Business ApproachAppeal to the person’s desire to start a new business and make
some extra money.“If I could show you a business opportunity
that’s based on excellent products, is something you can run
from your home, doesn’t require you to stock inventory or do
any billing, is no-risk, reputable, and costs just £19/€25 to start,
would you be interested?”
The Business-Builder Approach Appeal to the person’s natural entrepreneurial spirit.
“Hi, Bob. I recently started a side business called Melaleuca.
It doesn’t involve any selling or large investments, and the
products are unlike anything I’ve seen in the stores. My partners
and I are making a nice part-time income and I know you have
the skills to do very well in business. If you are interested in
making an extra few thousand pounds every month, this can
easily make that happen. I would love to get together with you
and one of my partners to show you a brief presentation. Is
Tuesday or Friday at 7:00 p.m. better for you to meet with us?”
The Help ApproachAsk the person for his help with your business.
“When I met you the other day you came across as someone
who was really efficient and organised. I wondered if you could
help me. I’m expanding a catalogue business with great products
in your area and I need some help. It may or may not be of
interest to you right now, but at the very least you may be
able to introduce me to some folks who could help me.”
Results ApproachDescribe the results you’ve had with one of your favourite
products. “You know Jan, I’ve been using this new skin care line
by Nicole Miller and I can’t believe the results I’m getting. My skin
feels great and I swear the wrinkles are fading. We’ve got to get
together so I can show you these products. How about lunch
Thursday? Are you free?”
The Specific Product ApproachTell the person about a particular product that could help
him or her. “I know you’ve had a lot of trouble with arthritis.
I’ve just come across a new, all-natural product called Replenex®
that really helps arthritis. It’s part of an incredible product line
that can improve your health and save you money. Can I show
it to you?”
The Family Approach
Talk to the person about his or her love of family.
“I know you want your family to have the best of everything,
and I remember you saying the other day how expensive your
teenagers were becoming! I can show you a way to earn an extra
£200 - 400 per month, save money on products and services,
and improve your health while working out of your home. It may
not be right for you, and if it’s not, that’s okay, but I really think
you should take a look at it.”
The “I Promise Not to Waste Your Time” ApproachUnderstand the person’s busy schedule by promising to be quick.
“John, I’m involved in a business that sells great products and I’m
very excited about it. I don’t know if this is anything that you’d be
interested in right now. I know you’re very busy, and I promise
I won’t waste your time. Would you sit down with me for 45
minutes so I can show you exactly what I’m doing? You can take
a look at it, and then judge for yourself.”
The Partner ApproachMake the person feel special by offering them a partnership
with you. “Hey, Amanda. You know, I’m looking for a partner in
my business. It’s based on selling some incredible products and
I really need some help to expand in this area. I’m not sure you’d
be interested, but I’ve watched how you are with people and I
know you’d be great with this. I’d like to sit down and show it to
you, and if you’re interested, great, if not, no problem. How about
coffee Wednesday morning?”
The Better Job ApproachOffer a better job opportunity. “You know, you’ve provided us
excellent service. Can I ask you a question? Are you getting paid
what you’re worth here? I have a business opportunity that
involves some fantastic products. I think you would really excel
in it, especially with your customer service skills, and the best
part is you can earn what you are worth. How about we meet for
coffee and I’ll give you all the details?”
The Flexibility ApproachAppeal to the person’s desire for a more flexible schedule.
“You know, I’ve seen how many hours you work a week and
I know you’ve talked about having a more flexible lifestyle.
What if I told you I’m working at home, setting my own hours,
building a business that sells remarkable products and creates
residual income, and I need a partner?”
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How to Handle ResistanceSome of your approaches will go smoothly, but often you’ll experience
a little resistance from your contact. This is not the time to give up or
back down! Experienced business-builders know how to turn a “no” or
“maybe” into a “yes.” It’s all a matter of how you handle it. Be honest—do
not say anything that is misleading or untrue.
Stay Cheerful and PositiveMany people, especially when they first encounter resistance, find
their mood changes immediately upon experiencing it. This is a normal
reaction. After all, most people find it difficult to face rejection or even
the possibility of rejection. However, with practice, you’ll find that you
can stay cheerful and optimistic even while your contact may be feeling
resistant or uncomfortable. Stay open to the person. Put yourself in his
or her place. How would you feel? Most likely you can identify with what
he may be thinking. Remain cheerful. Keep your voice up and positive.
And move into the next step.
Identify with the PersonThe best way to establish trust is to let the person know that you can
identify with her feelings or thoughts. If she feels understood, she is
more likely to be open to what you have to offer. You can use the words
“I can identify with that,” “I feel the same way,” or “I understand.”
Put Them at EaseOnce you’ve identified with your contact, help her feel more comfortable.
The best way to do this is through your tone of voice and the words you
use. Stay casual and comfortable as if you’re having a regular chat with
one of your friends. Your goal is to help this person. If you truly believe
that, it will come across in your conversation.
Make It ConvenientFinally, help counter resistance by making it nearly impossible for
the person to refuse. Do this by offering everything you can to fit
into her schedule. Is there a cafe near her place of work? Maybe she
could meet you on a short break. She has to eat, doesn’t she? Offer to
take her to breakfast or lunch. (Meals spent on business may be tax
deductible.) Perhaps when she drops the kids at school you can talk
to her afterwards in the park or playground. Be creative. People are
busy, but you can make the appointment a welcome break from their
regular routines. Find the easiest way to present the opportunity without
inconveniencing your contact.
Be ReadySometimes you can encounter resistance immediately. For example,
you’re talking with someone and you say something about wanting to
fill them in on a new business opportunity. “What’s that?” they ask. Now
you have to be careful not to get into the question/answer spiral. Try this:
“It’s Melaleuca. Have you heard of it yet? ”If they answer no, say, “That’s
what I want to show you. Here’s when I have some time. What works
best for you?”If they have heard of Melaleuca, say, “Great. I thought you
might have run across it before. Let’s get together so I can show you
what it’s all about.” Practice with your enroller, your friends, and others
in your organisation. The more you do it, the better you’ll get. And if
you still can’t get the yes you want, ask for referrals. A call is seldom
worthless if you follow the right steps.
Sample Conversations for Handling ResistanceEmily: I’m sorry, but I really don’t have time.
Kate: I can identify with that. It seems we hardly
have time to sit down to dinner anymore, doesn’t
it? I know you’re really busy with the children,
your job, and everything else. How about we
just get together for coffee? I’ll give you a quick
rundown, and you be the judge. If it makes sense,
great, but if not, that’s okay too.
John: Oh, one of those things. I don’t really want
to get into that.
Peter: You know, I felt the same way at first.
Really, I did. I was very sceptical. This is
definitely not one of those things. But my friend
who showed me these products hung in there
with me and I’m really glad he did. Tell you what.
Give me just 30 minutes of your time, and you tell
me what you think. If you’re still sceptical about it,
that’s no problem.
More Hints on Handling ResistanceResistance typically takes one of the following forms:
· Is this one of those network or MLM deals?
· I don’t have time.
· I’m sorry, but I’m really busy.
You can head off these comments by using one of the following
responses:
· I understand how you feel.
· I felt the same way, but I found that…
· I thought so too.
· Well, I don’t know about that… All I know is that this has really helped me
· Just give me 30 minutes.
· I promise I won’t waste your time.
· You be the judge.
· If it’s not for you, that’s great too.
If you run into a situation in which the person wants you to explain
Melaleuca over the phone, try one of these responses—and remember
next time to create more urgency in your conversation to avoid getting
into this trap!
· It’s a visual presentation—I really can’t do it justice over the phone.
· I promise I won’t waste your time—how about I buy you lunch?
· Just let me show you and then you can judge.
· It will take more time than what I have to explain over the phone—how
about coffee tomorrow morning?
· Just take a look and see what you think. If it’s not for you, you may be
able to refer me to someone else who would be interested.
Feel, Felt, FoundThis method is a tried-and-tested way to help deter
resistance. Use these three words to help move
the conversation in a more positive direction.
Feel: I understand how you feel.
Felt: I felt that way at one time too.
Found: But I have found that Melaleuca has been
a real blessing to me and my family because…
“No” doesn’t always mean “no.” It often just
means “I don’t have enough information yet.”
“The first appointment you need to set each week
is your own—when you set aside your own time
to make appointments. Making an appointment
each day works like apples, it keeps your business
growing and healthy.”
Terry and Marty Johnson,
Executive Directors IV.
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Team Up and Move FasterYour first team member is your enroller.
Team up with him/her and learn the ropes.
Enlist his/her help in making appointments in
your 48-Hour Follow-Up meeting. Make your
phone calls together and listen to how he/she
handles various situations. Watch him/her
make a few in-home presentations. Ask him/
her questions. As you go, you will meet other
business builders who may also be of help to
you. To learn more quickly and experience
a higher level of success, stay open to what
these people have to tell you and duplicate
their actions. You can try to reinvent the
process, but why waste your energy?
Your business will benefit from the
experience of others.
Activity Two Review1. The only purpose of an approach is to get
an appointment.
2. Keep the conversation under two minutes.
3. Try using the FORM method of
contact-relating (Family, Occupation,
Recreation, Money) for those contacts you
don’t know as well.
4. Use the approach that works best for you
and your contact’s needs.
5. When dealing with resistance, use the feel,
felt, and found method to turn the
conversation around.
6. If you experience resistance, remember to
stay cheerful and positive, identify with the
person, put her at ease, and make the
appointment convenient.
7. It’s best to team up with your enroller (or
other business mentor) to learn how to
make approaches.
“The Delivering Wellness
presentation was designed
by Marketing Executives
with many years of
experience. There is no
need to reinvent the wheel.
Do a complete Delivering
Wellness presentation
every time and you will
duplicate success in
your organisation.”
Ed Bestoso,
Corporate Director V.
Activity Three: Make presentations.
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Activity Three: Make presentations.
It all comes down to this. Effective presentations introduce your customers to Melaleuca’s excellent products and services. This is where good, loyal customers are born.
Why the Delivering Wellness Presentation?Melaleuca leaders use the Delivering Wellness Presentation every time they do a
presentation. There are several reasons for this:
It is effective and can be duplicated. Once you learn it, you can do it over and
over and experience repeated success.
Others can copy your actions. All of your enrollees who want to build a
business can do the same Delivering Wellness presentation.
It’s proven successful. Melaleuca’s top business builders put this presentation
together based on years of experience.
Melaleuca makes it easy to use. You can use the small booklet form or you
can order the larger, flipchart version.
It’s visual. People tend to learn faster and have better recall when they have
visual cues.
It’s simple. Anyone can understand the presentation using this format.
You can try to develop your own presentation, but experts who have been
there say that everyone eventually comes back to Delivering Wellness.
It’s proven successful!
Before the actual presentation, review the following activities to ensure
attendance, prepare the atmosphere, and prepare yourself.
1. Set up where and when
2. Learn about your prospects
3. Confirm attendance
Where & When
You would typically meet at your home, the prospect’s home, or some neutral
location like a coffee shop, park, or other quiet place that will allow you to talk.
If you’re doing an in-home, pick a date and time that you feel will be open to
most prospects. As your business grows, you will want your enrollees to host
the presentations in their homes as you help them to grow their businesses.
Learn about Your Prospects
During your appointment and prior to any conversation with your prospect,
try to learn as much as you can about them. Ask questions about the following
topics:
· Has he ever tried a home-based business before?
· What does she do for a living?
· Does he like his current job?
· Is she satisfied with her income level?
· Does he have a spouse?
· Does she have children?
· What does he like to do for recreation?
· Would £350/€440 a month help her in a significant way?
· Does more time with his family mean anything to him?
· Does she have any money worries?
Use the answers you get from these questions to show each prospect how a
Melaleuca business can help him get what he really wants in life.
Confirm Attendance
The day before the presentation, call your prospects to confirm the time. You’re
actually confirming their attendance, but you don’t present it that way, as you
don’t want to plant any seed of doubt or give them any chance to change their
minds. Simply say, “Bob, we said 10:30 for tomorrow’s presentation, right?
[Answer given.] Great. I’ll see you then!” It’s a simple, fast way to ensure your
prospect will be there.
Preparing for the Presentation
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The Quality Enrolment A quality enrolment is one in which the
customer enrols and places an order for at
least four consecutive months. He or she
experiences a presentation that delivers a
thorough understanding of the company, its
products, and the business opportunity.
Explain what being a Preferred Customer
means and set a date for the 48-Hour
Follow-Up. You’ll have happier customers
who will be more likely to stay with you for
the long-term.
In-Homes Leverage Your Time
The in-home presentation is the preferred
method of presenting Melaleuca—particularly
because it helps you leverage your time.
Rather than take 10 presentations to make
10 enrolments, you can present to and enrol
up to 10 people at one in-home presentation.
A good in-home usually needs between
2–10 people. Invite your own prospects and
invite your team members to bring their
prospective customers as well. Invite some of
those people who weren’t quite ready to
commit before, but might be willing to drop
by and listen to a group presentation. All
in all, it’s better to over-invite. If a few of
your new contacts fail to show up, you are
prepared with extra people, and you’ll still
have a successful presentation with vibrant
group energy.
Suggestions for Using Products in Your
Presentation
Have a few Sun Valley™ Candles burning in
the presentation room. Mix up some Attain™
for drinks. Lay out some Access™ and
FiberWise™ Bars for snacks. Have the Liquid
Hand Soap at your kitchen and bathroom
sinks. Leave a bottle of Lemon Brite™ or
Diamond Brite™ near the kitchen sink.
Activity Three
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How to Share a Product ExperienceWhen telling others about your favourite
Melaleuca product, organise your story into
the following three points:
1. Use the brand name of the product—
be sure you know the correct name of
the product and refer to it the same way
every time. For example, use “The Gold
Bar®” rather than “the bar soap.”
2. Your experience—provide a
sincere story of your experience with
the product and Melaleuca.
3. Why it works—review your Melaleuca
Country Catalogue so you know about the
key benefits of each product. For example,
“The Gold Bar feels so good on your skin
because it is a French-milled luxury bar
that contains Melaleuca Oil and other key
moisturisers.”
Follow the Presentation OutlineFollowing is a simple outline that you can use for any presentation,
either in-home or otherwise.
Start on time—this is a business and you want to set a professional tone.
Introduce hosts if needed
· If you have team members present, introduce them.
· “I’m excited to introduce my good friend and business partner…”
Share your experience
· Share your Melaleuca experience and touch on your goals with Melaleuca.
Delivering Wellness
· Follow Delivering Wellness—just the facts.
· Just tell the story—don’t try to sell people.
· Talk to everyone as if you are good friends with them.
· Give a simple introduction of the Compensation Plan—stick to things like the great
products, exciting business plan, free car, etc.
· Show them the commissions available if they get to Director right away.
· Reserve questions for after the presentation.
· Keep it to 45 minutes or less—don’t go too long!
The Three Category Close
· Ask each person to determine which category best describes him or her.
Follow-Up
· Set appointments for your 48-Hour Follow-Up meetings.
· Make sure you have your planner so you can set dates and times.
· Give category 3 customers their homework assignments to do before the day of your
follow-up (see page 29 in this book for more information).
· Have 8–10 Business Kits on hand to give to new customers.
Close and Commitment
No matter how great a presentation you give, it will all be for nothing if you fail to enrol a
customer. Following are several suggestions for completing a presentation in such a way
that your guests will feel comfortable and excited to become Melaleuca customers.
Gain Commitment by Asking the Customer to Choose a Category
You’ve done a great presentation. It makes perfect sense to be a Preferred Customer.
As you come to the close of the Delivering Wellness presentation, introduce and explain
the three categories of participation. Phrase your question in this manner: “These three
categories describe how Melaleuca can enhance your life in varying ways. Which one
best fits you?”
Complete the Agreement Forms Filling out forms can seem overwhelming at first to your new customers. That’s why it’s
very important that you help them through it. After you’ve handed out the Preferred
Customer and Marketing Executive agreement forms. Explain what the form means,
point out the main areas of interest, and help each customer feel comfortable about
signing. As you go around filling out forms, go to your category 3s first, as their
enthusiasm and commitment will help encourage others to follow suit. Don’t forget to
review the Backup Order. Explain that it helps to secure their Preferred Customer status
and ensure that your enrollee’s commission cheque arrives every month. “Melaleuca
allows you to pre-select products that you like. In the event you forget to place an order
one month, this backup order will kick in to ensure you continue to enjoy the benefits
of being a Preferred Customer and that your commission cheque will continue to arrive
uninterrupted.”
Set Up Your Follow-UpAs you finish enrolments, have your calendar ready so you can schedule 48-Hour
Follow-Ups for each new enrolee. Let each person know that you are going to be there
to help, whether he or she is interested in the business opportunity or just wants to
enjoy the products.
Give Homework AssignmentsGive your new enrollees a “take-home” package (the Business Kit) to review. Have them
listen to the Getting Started CD, read the Introduction to Melaleuca booklet, and begin
their contact lists.
Help the Customer Place an OrderUsing the catalogue or product price list, go through and help your new enrolee pick out
the first products he or she would like to try. At this point it’s best to get on the phone,
call the company, and help your enrolee place an order right away. You can show her
how easy it is, and speed up the process of her product experience.
Activity Three
Setup and ToolsFor in-home presentations, set up the room
and your home to create an atmosphere
conducive to success. Following are the items
you’ll need. All of these are available from
Melaleuca.
· The Delivering Wellness booklet
· The Delivering Wellness flip chart
(for larger in-home presentations)
· Several copies of the most current
Melaleuca Country Catalogue and
Leadership in Action magazine
· Several Business Kits that you’ll sell to
new enrolees
· Sample products—bring along a few to
share with your prospect during 1 to 1s
and 2 to 1s, and set up several throughout
your home during in-homes
· A Value Pack (particularly for in-homes)—
displayed on a table where prospects can
review it; make sure the product setup is
attractive and professional-looking
· A current copy of your business report
· Order forms and “Switch & Save” sheet
· Clipboards, paper, and pens
· Several chairs placed in a semi-circle (if
five or fewer attend, you can sit around the
kitchen table)
· Your calendar or day planner
Eliminate all distractions. Make sure that pets
are in the other room, that children have
someone watching over them, the TV is off,
all mobile phones are off, the regular phone
is unplugged (or ringer off), etc. Distractions
can interrupt your presentation and destroy
the enthusiasm you work hard to create.
Finally, dress for success. You are presenting
a business opportunity and you want to
appear professional and capable.
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Completing the Agreement Forms OrderingBe sure you have more than enough Agreement Forms for the following month’s
business—plus extras. If you run out, you can order more from Melaleuca or download
Agreement Forms from Melaleuca.com.
Carry Them with YouAlways have the Delivering Wellness booklet and your agreement forms handy to
use for an unexpected enrolling opportunity. Keep extras in your car, briefcase,
and/or handbag.
Customer Agreement FormAddressTell your new enrolee: “On this form, you’re indicating the address where you want your
monthly order shipped.
Customer Payment Information“We black out your payment information on everything but the original form that
goes to the company. We use your bank account information to deposit monthly
commissions as a ‘Thank You’ for reffering new customers.”
Handling Payment Information“When you call in, you are asked for your ID number. Then you’ll place an order at the
Preferred Customer discount of 30–40%. The operator will review the products you
ordered, the quantity, and the cost, and then you will hear (what you never hear at
supermarkets) how many Product Points you have. Product Points are used to calculate
Advantage Pounds and commissions. Each month, 10%/14% of the total Product Points
will be deposited into your Advantage Account to be used later for free products.
“Will it be more convenient to bill your credit card or your bank? If you want it billed to
your bank, you can set up a direct debit. Melaleuca bills the bank directly, and you’ll see
the charge on your monthly statement. Most people use both so they can choose which
is best for them each month.”
Backup Order“We have a great programme that assures that you’ll never lose your Preferred
Customer status. It’s the Backup Order and it ensures that your commission cheque
arrives every month. You can pre-select products you like, and place them on file at
Melaleuca. If you forget to place an order, this backup order will ensure you continue to
enjoy your Preferred Customer benefits and receive your commission cheque.”
Enroler & Marketing Executive BlanksSay, “I will fill this in later. It shows who enroled you, which in our case would be me.
Later I’ll fill in the Marketing Executive. This indicates who earns a commission when
you buy products.”
SignatureHave the new enrolee sign the form, then move on to the Marketing
Executive Agreement.
Marketing Executive AgreementCheck off the appropriate level of participation (category level) on the Marketing
Executive Agreement and ask, “Where would you like your commission cheques to
be sent?”
AddressFill in the address and other information. If this is the same as the
Customer Agreement form, offer to fill this part in later for each enrolee.
Business KitsIf you’re giving your new enrolee a Business Kit, write in the number of that kit on
the form that they received a pre purchase kit on the method of payment line.
Value PacksCross off the Value Pack section. Call this in to the operator as an order.
After Determining the Enrollee’s CategoryAfter you’ve determined the enrolee’s level of interest, have him or her sign the
Marketing Executive Agreement form (either in person or via Fax/email).
Double CheckCheck both forms to see that they are complete and that the carbons are readable.
Select Marketing ExecutiveTalk to your enroler before selecting the Marketing Executive to go on the paperwork.
Send In Your Paperwork On TimeMelaleuca must receive the paperwork before the end of the month, by fax or mail.
It’s a good idea to verify the receipt. Send in your paperwork as early as possible so
that customers can qualify for Advantage Pounds when they place their orders.
Activity Three
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Activity Three Review1. Follow the Delivering Wellness presentation
for the most successful experience.
2. In-homes are the best type of
presentation to leverage your time
and build quickly.
3. Before a presentation, set up where and
when, learn about your prospects, and
confirm the time and location with
each one.
4. Make sure you have all the tools
you need for a presentation, including the
Delivering Wellness booklet and/or flip
chart, enrolment forms, Business Kits,
and products.
5. Remember the six parts to a successful
presentation: your experience, the
company, the products, the business
opportunity, the Three Category Close,
and follow-up.
6. Help your new enrolees fill out the
agreement forms and place their first
order immediately after the presentation.
7. When dealing with resistance, remember
feel, felt, found.
Various Presentation MethodsIn-Home At the in-home presentation, you have the opportunity to talk and meet
with each prospective customer. When you present in person, you create relationships,
establish trust, and serve as an example of excitement and leadership. In-homes give
new enrolees the chance to watch and learn from your methods of presenting—your
body language, tone of voice, presence and procedures and close. By watching, they can
duplicate your actions in the future when they begin their own in-homes.
One-on-One These presentations are best for those times when you have the perfect
opportunity right in front of you and can’t afford to wait. For example, suppose you meet
someone on the airplane who has all the signs of being a perfect Melaleuca leader. This
is a good time to pull out your Delivering Wellness booklet and proceed, as waiting for
later could prove more difficult, especially if you find he lives across the nation from you.
Two-on-One or More This presentation is perfect for helping a new business builder
to do an enrolment. Perhaps she’s just new and needs to build her confidence. You can
help her by doing the presentation with her. She gets a chance to learn from you in a
small, nonthreatening atmosphere. You can get the commitment for her, and by the
time you’ve helped her enrol several people, she’s excited and ready to try it on her own.
Three-Way Calls Three-way calls are great to help your new enrolee to experience
early success. This method is useful when you don’t live near your enrolee or the new
prospect and to wait for future travel arrangements would not be wise. It’s best to send
a Delivering Wellness booklet to the prospect first, so they can follow along, and then
you conduct the presentation on the phone with your new enrollee the same as you
would in person.
Group Conference Calls A new Marketing Executive can participate in a presentation
by listening to an experienced Executive Director conduct one over a conference call.
You can arrange the time and call in with your prospects, listen to the presentation and
follow up afterwards to answer questions and attain commitments. This may help the
person who’s just getting started in the business or someone needing assistance
with presentations.
Online Presentations This method presents Melaleuca through an online Delivering
Wellness presentation. Your prospect can see Delivering Wellness as they listen live to
you on the phone. For very remote prospects, this is often a helpful alternative.
“Melaleuca is a relationship
business. You build relationships
when you follow up. In follow-up meetings,
you learn more about the business builder,
and they learn more about you. They
get a sense of your commitment
and passion. This causes them to
want to be the same.”
Jeff Miller,
Corporate Director.
Activity Four: Hold 48-hour Follow-Up meetings.
32 33
Activity Four: Hold 48-hour Follow-Up meetings.
Follow-up helps make customers loyal and Marketing Executives successful. The fortune is in the follow-up.
Follow-Up—What Is It?There are two basic types of Follow-Up meetings:
1. Customer Follow-Up
2. Business-Builder 48-Hour Follow-Up
The Customer Follow-Up is for those new enrollees who have selected
either a Category 1 or 2 level of interest. It introduces them to the Melaleuca
products, explains the ordering process, and helps ensure that they will remain
happy customers for years to come.
The 48-Hour Follow-Up is a meeting scheduled within 48 hours of enrolment to
help Category 3 or even category 2 Marketing Executives begin building their
business. The 48-Hour Follow-Up is more involved than a Customer Follow-Up as it
gets the new enrollee moving toward building a successful Melaleuca business. In
a follow-up meeting, the enroller introduces the new business builder to Melaleuca
by answering questions, explaining the ordering process, teaching about the
products, and often helping the new enrollee to place an order.
During your follow-up meeting, help build your new enrollee’s contact list, do some
role-playing, set appointments, and schedule a date for his first in-home. Teach
him the basics of the Seven Critical Activities, help him learn the ropes, and build
his confidence and success. Set a date for achievement of the Director level, and
work side-by-side with him to get there. Once that happens, he has learned how to
run the business and can turn around and teach others the same skills.
If your new enrollee has chosen Category 1 or 2, follow-up with them in
person or on the phone each month for at least four consecutive months.
During the follow-up, you’ll want to establish a relationship that will ensure
the customer’s satisfaction and commitment to Melaleuca. If she mentions an
interest in the business, change your focus to help her do that.
Month 1
• Call your customer when they receive products.
• Talk to them about their membership benefits.
• Have them write their ID number on their membership card.
• Share a product experience.
• Remind them about the advantage pounds/euros programme.
Month 2
• Call to ask how they enjoyed the products.
• Share a product experience.
• Ask them for a product experience.
• Offer to help them place 2nd order.
• When products arrive talk to them about “switching stores”
• Help them see how easy it is to shop every month.
Month 3
• Call and share a product experience.
• Ask them for a product experience.
• Offer to help place order.
• Invite them to a customer event or launch.
Month 4
• Call and share a product experience.
• Ask them for a product experience.
• Ask them if they have anyone they know that would benefit from these
products.
Customer Follow-Up Checklist
The Objective Is:1. Train and help develop a new leader.
2. Create a relationship.
3. Answer questions.
4. Develop an action plan.
5. Begin teaching the fundamentals.
6. Set an example that can be duplicated.
“We advanced so rapidly in our first
year that many of our customers were
neglected. We now focus on giving the
customer as much validation as possible.
As motivational speaker Jim Rohn says,
‘One customer well followed-up on can
lead you to a fortune. The fortune is in
the follow-up.’”
Jacque and Rick Simmons,
Executive Directors IV.
Activity ThreeA
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Answer product questions. Answer any product questions. Business questions
can be answered later. This is also the time to help the enrollee switch stores.
Recommit to a category. Go through the three categories once again,
explaining each in detail, and reconfirm the enrollee’s choice.
Explain the monthly Product Point order. Share with them that they only
need to order a minimum of 35 Product Points each month.
Review Preferred Customer Programme (and Backup Order). Clearly
explain the benefits of being a Preferred Customer. Show the new enrollee all
the services now available to him, emphasise the product discount, and the 100%
guarantee. Take some time to explain the Backup Order, and be sure to mention
the advantages—the new enrollee will never miss a commission cheque and will
never have to worry about his Preferred Customer status, even if he does
happen to forget to order one month. Finally, explain Advantage Pounds/Euro’s,
and remind the enrollee that to receive these, he must order by the 15th of
each month.
Order a Value Pack. This is a good time to explain the benefits of ordering
a Value Pack. It’s the best way to try a large selection of products, to develop
convincing product stories, and to convert her home as quickly as possible.
Discuss enrolee’s “why.” Review the written “why” that your enrollee
has created. Spend some time talking with him/her about it, and help him/her
ensure that this item is as motivating as possible. Ask him/her questions such as,
“Where do you want to be a year from now? Five years from now? Why is that
important? What will that allow you to do that is not possible right now?” The
more emotional ties to his goals, the more he’ll be likely to achieve them.
Submit a picture for Leadership in Action. This will help motivate and
solidify your enrollee’s goals. Show him/her the portion of the magazine where
business builders are recognised, and help him/her visualise his/her name and
picture in those slots, then make sure he/she either has or is preparing a picture
for this purpose.
Review Pacesetter Programme and Compensation Plan. Help the enrollee
understand that there are significant bonuses available if they move quickly in
their advancement. Explain the bonuses available at each level of advancement in
both the Pacesetter and regular compensation plans.
In the 48-hour Follow-Up…
Activity Four
“I think growth starts with a resolution
to treat your Melaleuca business like a
business. That doesn’t mean you have
to work full-time, but in the time you do
spend in Melaleuca, you need to treat it as
seriously as you would treat your job or
your own business.”
Alan Pariser,
Corporate Director V.
“A proper 48-Hour Follow-Up is one of the
keys to growing a successful business. It
is the one key that develops duplication,
leadership, and growth the most.”
Russ Paley,
Corporate Director.
Those Who Order a Value Pack…· Have organisational growth 7 times larger.
· On average, order more than 50 Product
Points per month.
· 50% are more likely to remain loyal
customers.
· Are better situated to convince others to
do the same.
· Qualify for Pacesetter and have the
opportunity to earn an extra
£2,500/€3,500 in bonuses over and
above one-time bonuses as they advance
to Senior Director.
· Of all those who achieve Director, 19 out of
20 bought a Value Pack.
Activity Four
Revisit goals. Ask your enrollee to determine his/her goals for the future.
How much money does he/she want to earn? What status does he/she want to
achieve? Write these down for one month, two months, three months, one year,
two year, and five year time periods. (Review the Pacesetter chart on page 24 of
the Introduction to Melaleuca booklet.)
Business hours. Determine the hours your new enrollee wants to spend working
his/her Melaleuca business. Make this as specific as possible. Have the enrolee get
out his/her calendar and choose particular days of the week. This will not only help
him/her to follow through on his/her commitment, but will help you to “match
his/her energy” with your efforts.
Contact list. Review the enrollee’s contact list. Be sure he/she has at least 100
names. If not, help him/her to jog his/her memory to finish the list. (Use the hints
and suggestions in this booklet, page 7.)
Create an action plan. Create a calendar for three months, and set a goal
for number of personal enrolments for each month. Coordinate times to work
together for training and practice. Schedule three to four possible dates for
upcoming in-home presentations. Set a deadline for achieving Director status.
Explain to your new enrollee that he/she has one chance to create his/her story,
and then he/she will tell it to others in his/her group over and over and over again.
How will he/she feel if he is able to tell others that he/she achieved Director in two
weeks? In one week? What will others think when they hear his/her story?
Practice approaches, set appointments. Assist your enrollee in setting
the first few appointments. First, role-play with him/her. Pretend to call him/her
for an appointment and show him/her how to handle the call. Once you have
practiced a few times, help him/her to make some three-way calls and set up
appointments. Follow up by showing how to record these appointments in a
calendar, emphasising the importance of daily follow-up.
Order extra Business Kits. If your enrollee is going to reach Director in a
month or less, he/she will want to have extra Business Kits to give his/her new
enrollees, as a new customer should receive a Business Kit immediately after
the presentation. Encourage the enrollee to order the kits for the upcoming
appointments. (To reach Director, order 8–10 extra kits.)
Explain Fast Track and suggest future meetings to attend. Explain the
benefits of Fast Track meetings and other bigger training events held either locally
or sponsored by the company. Get a commitment from your new enrollee to
attend a Fast Track and at least one other leadership meeting.
Review everything. Review everything you’ve covered so far and ask
for questions. Remind the enrollee that Melaleuca provides many support
materials to help him/her succeed, and that you are always available to answer
questions, practice, train or support.
Marketing Executives can learn from
successful Melaleuca leaders by
subscribing to the B.E.S.T. series. This
12-month subscription is available
on CD. You’ll receive a new one each
month, narrated by one of Melaleuca’s
top Marketing Executives and covering
various aspects of building your
business. It’s a great way to learn from
the best.
“Order a Value Pack. Order ten Business
Kits, because that indicates that you
want to get to Director as soon as pos-
sible. If you do that, you can get people
to duplicate those activities easily. That’s
the foundation of a Melaleuca business.”
Jeff Miller,
Corporate Director.
Act
ivity
Fou
r
“The 48-Hour Follow-Up meeting is critical to capitalising on
the enrollee’s enthusiasm after the presentation. If you don’t
get back with her, she’ll forget what she has in front of her.
She’ll drop from a category 4 to a 1. By being consistent with
our enrolling and doing follow-up as quickly as we can, we’ve
really strengthened our business.”
Mike & Kelly Nelson,
Executive Directors.
“After enrolling a new customer and helping them place their
first order, a 48-Hour Follow-Up is the most important activity.
It gives the customer clear direction by providing a road map of
expectations and goals. It also allows questions and concerns to
be dealt with in a timely manner.”
Greg Lagana,
Corporate Director.
36 37
Activity Four Review1. Follow up with every single enrollee, no
matter his or her category level.
2. For those in Categories 1–2, use
the Customer Follow-Up; for those
in Categories 3 or even 2, use the
Business-Builder 48-Hour Follow-Up.
3. Use the 48-Hour Follow-Up brochure
and the checklist in this guidebook to be
sure you don’t forget anything.
For Customers4. Continue to follow up with customers
for four months, and every few months
thereafter to ensure satisfaction and
keep the door open to a business
opportunity.
5. Explain the Backup Order, Advantage
Programme, and the benefits of being a
Preferred Customer.
For Business Builders6. Help your business builder to purchase
a Value Pack to quickly experience
more products and create eligibility for
future bonuses.
7. Help your business builder get off to a
fast start by setting appointments and
doing presentations.
Act
ivity
Fou
r
38 39
Activity Five: Celebrate success.
“Great leaders make people feel
bigger than they are. Followers
then begin to think, act and
produce bigger results than
they ever thought possible.
It’s all about building confidence.
If you want people to produce,
you need to reward production.
Recognition and celebrating
success separate the caring
leader from the uncaring leader.
They determine if your team is
going to get excited and follow
you, or watch you walk
away alone.”
Bruce Newby,
Corporate Director
40 41
Activity Five: Celebrate success.
Celebrating success is really a way to inspire people to set goals and achieve more than they ever thought possible.
Celebration: Is It Really That Important?The mission of Melaleuca is to help people reach their goals. To inspire and motivate
people to that end, you must celebrate their accomplishments. Melaleuca thrives on
celebration! From the smallest of achievements to the largest ones, from enrolling
one customer to achieving Corporate Director, the oxygen that keeps the fire burning
is the celebration, the reward and the recognition. Leaders need to feel good about
what they’re doing. When that happens, motivation increases, excitement grows, and
abilities expand. In addition, celebration encourages repetition and helps establish
good business-building habits. Following are several reasons why celebration is crucial
to the success of your Melaleuca business.
Celebration Causes DuplicationWhat gets celebrated will get duplicated! Most new enrollees come into the company
with a high level of enthusiasm. Celebrating successes along the way helps sustain and
refuel that level of energy.
Rewards Are Proven MotivatorsA pat on the back, the high five, and the note saying, “Job well done,” all create positive
reinforcement. Oftentimes, when someone else notices what we’ve done, we’re more
likely to keep striving and pushing harder than ever. Rewards—whether material,
emotional, or spiritual—are what make all the hard work worthwhile.
Sharing Success Builds Team LoyaltyAs a business builder, your goal is to form a dream team of leaders. A big part of that
process is celebrating the success of your team. Through these celebrations, you
experience a strengthening of relationships, you feed off one another’s energy and
you create a synergy that helps each of you work more effectively together than you
would alone.
When performance is measured, performance
improves. When performance is measured
and reported, the rate of performance
accelerates. When performance is measured,
reported, and rewarded, performance is
optimised.
Celebration Creates Repetition
When people are rewarded for success, they tend to repeat the actions
that lead them to that success. This is especially important in building a
strong Melaleuca business. When you take time to reward and recognise
the right types of activities, your team will be more likely to repeat these
activities, creating greater success. Rewards endorse the specific actions,
behaviours, and values that you are striving to teach.
Celebration Encourages Goal-Setting and Measurement
If you want to celebrate achievement, you must be able to measure
a person’s accomplishments to reward them accordingly. That’s why
goal-setting is so important. When you set goals, you create instant
measuring devices for celebration. Reach one of your goals, and it’s time
to celebrate. Melaleuca helps you by creating status goals.
In Melaleuca, Relationships Count
Melaleuca is a relationship business. By meeting new people, discovering
their goals and helping them reach those goals, you experience success
yourself. Listen to your customers in your organisation. Find out their
strengths and weaknesses. Discover their dreams and goals. Sit down
with them and show them the path to achieving those goals, then
celebrate with them along the way.
Measurement Is Key to Celebration
By creating definite measurements for success, you have an “excuse”
to celebrate each time one of those measurements is reached. Without
some sort of measure, celebration would seem trivial and meaningless.
Here are some measurable activities you can celebrate:
1. Achieving individual business goals.
2. Gaining personal enrolments, achieving advancements and
demonstrating leadership.
3. Accomplishing goals in a Fast Track or other group-oriented
activity.
Activity FiveA
ctiv
ity F
ive
“Celebrating helps create a team connection,
and I think team connections are very
important to keep positive attitudes strong
and to let others in the organisation know
they are important. Marketing Executives
who are recognised end up moving
mountains as they build their businesses.”
Carolyn Zimmerman,
Executive Director.
“It was not the recognition for ourselves
that we wanted. We wanted to recognise our
organisation. We wanted others to be able to
say, ‘If they can do it, I can do it, too.’”
Bruce & Kirstin Newby,
Corporate Director.
“I look for every way possible to celebrate
the success of those in my organisation. It is
some of the most valuable time I can spend
with my team.”
Jim McCune,
Corporate Director.
42 43
Act
ivity
Fiv
e
Celebrate This! What you celebrate is ultimately up to you. Certainly the two most obvious events are
personal enrolments and developing Directors. However, you can celebrate whenever you
feel it’s appropriate, or whenever the opportunity arises for those in your organisation.
For some people, simply setting an appointment is cause for celebration, while for others
it’s best to reserve the cake and ice cream until they reach Director level. Set small goals
on the way to your larger goals, and when you achieve those goals, celebrate. Sometimes
determining just how you will celebrate can help motivate you even further. You can do
the same for your enrollees. Help them set goals, and then plan how you will celebrate.
Often the thought of that reward can prove a more powerful motivator than the actual
goal itself.
Award Ideas· Recognition in meetings or
Fast Tracks
· Blue, red, and white ribbons
· A flag or sticker for their car
· Cards
· Printed certificates
· Gift certificates
· Buttons and pins
· Melaleuca logo merchandise
· Office equipment
· Trophies
· Business-building tools such
as CDs and videos
· Balloons
· Flowers
· Free enrolment into the next
FastTrack
· A lunch date
· A dinner in their honour
· An exclusive reception for all
those who reach a certain level
· A special meeting with your
support team or an Executive
Director
· A Delivering Wellness flip chart
· A Value Pack
Event Idea’s for Recognition
Enrolling a new Preferred Customer
Selling a Value Pack
Circle of Influence (COI)
Expanded Circle of Influence
Achieving Director status
Advancing in the Director ranks
Paying off all credit cards
Paying all non-mortgage consumer debts
Paying off all debts, including mortgage
Phone call, card, certificate, or prize at Fast Track
Phone call, card, movie tickets, or front seat at
Fast Track
COI pin, certificate, ribbon, card, and/or free product,
or extra points at Fast Track
ECOI pin, Melaleuca merchandise, gift certificate, or
ribbon at Fast Track
Director pin, gift certificate for lunch, flowers,
applause at Fast Track
Director pin, dinner out with you, trophy at
Fast Track
The First Step Financial Freedom Award
The Financial Freedom Award
Total Financial Freedom Award
No matter how you celebrate, your attitude is what will make or break the
experience for your enrollee. The important thing is to be sincere and genuine.
How do you accomplish that? Observe. If you reward your new enrollee, Bob—who is
a major sports fan—with tickets to the local symphony, he may appear grateful, but
will probably wonder about your sincerity.
How you celebrate should be wholly determined by who it is you’re celebrating. It
takes only a few minutes to figure out what people like, what parts of the business
they may struggle with, and where they need encouragement. Once you’ve done
that, celebrate with them in a serious manner. Tell them just what they did that was
successful. Be specific. Tell others about the hard work you’ve witnessed. Let them
know that you noticed their efforts. Your words and encouragement will likely mean
more than any reward you can come up with. Attach a suitable reward on top of that
and you’ll create a moment in that person’s life they will treasure for a long time.
Get On the Phone!David: Jo, I just wanted to tell you how great you did at your presentation the
other night.
Jo: Oh, thank you. Well, I was a little nervous.
David: I could tell you were at first, but you know, your enthusiasm for the
products and the company just came bubbling out of you. As soon as you
got going, you really had their attention. You spoke about The Vitality
Pack™ like a pro. And your story about your first enrolment was really
personal and inspiring. And hey, you got three enrolments out of it! That’s
great! You’re on your way. A couple more of these and you’ll be doing
them without even thinking about it.
Jo: Well thank you! I was pretty excited.
David: You should be. Just give yourself time, Jo. You’ve got the enthusiasm to
do this, believe me. You’re going to get there. Anyway, I just wanted to call
and thank you for your determination and effort. You let me know if
there’s anything more I can help you with.
Make Your Celebration Effective
The More People, the BetterOne-on-one celebration can make a
big impact. One-with-many celebration
makes an even bigger impact.
Melaleuca sponsors meetings and
Fast Tracks to not only train and set
examples, but also to encourage public
recognition and celebration. Leaders
who organise a meeting with a lot of
people create an atmosphere perfect
for public celebration. Applause,
front-of-the-room recognition, and
group energy all create a powerful
experience that produces lasting
motivation and encouragement.
Activity Five
44 45
Act
ivity
Fiv
e Activity Five
Try These Ideas
Ways to Celebrate
Call
Send a card or note
Have dinner out
Director’s dinners
Meeting recognition
Send flowers
Large celebrations
How to Celebrate
· Call the enrollers in your business. Let them know that you care, that you notice what they are
doing. Simply say “congratulations” or “thank you.”
· If you don’t reach them on the phone, leave a message congratulating them.
· Thank your customers for remembering to place their order. Share a product story with them.
· Call to congratulate an enrollee on an advancement.
· Send a nice card to those who have advanced.
· Send a card to new customers thanking them for joining your team.
· Send a card encouraging new business builders to reach their goals.
· Write a quick email to build someone up—let them know how hard they’ve worked.
· Send the email to your entire organisation—ask others to reply to the celebrated person.
· Take your new Director out for dinner to their favourite place.
· Invite everyone in your organisation who has achieved Director status out to dinner. Rent out
a banquet room, cater some food, put together plaques and award certificates, and enjoy the
evening.
· At every meeting, take a few moments at the beginning to recognise achievement.
Say something, have the person stand up, let others applaud, hand out small prizes, and give
time for public recognition and encouragement.
· Send a nice bouquet when they turn Director or Senior Director.
· Send something small during the holiday season.
· Have a Barbeque with activities for all the family.
· Take everyone to a theme park.
· Spend a day at the races.
Ways to Celebrate
Fast Tracks
Open house
Meeting after the meeting
Conference calls
Leadership retreat
Immediate goodies
Traveling trophies
How to Celebrate
· Give Melaleuca products, other small gifts.
· Invite people up in front of the room so all members can recognise and see them.
· Create an atmosphere of celebration and goodwill for all members present.
· See more in the Activity Six summary.
· Conduct an hour of training followed by a potluck.
· Honour business builders, recognise success.
· Let everyone share what’s working and what’s not.
· After a business meeting, meet at a favourite restaurant or café.
· Talk over what went on in the meeting.
· Create energy and synergy.
· Once or twice a month, arrange a conference call.
· Ask someone to conduct it that can give experienced training.
· Use the first 10 minutes to recognise achievement by all who are on the call.
· Set up a retreat in a removed location.
· Take your top leaders.
· Participate in team-building activities.
· Listen to CDs, watch DVDs.
· Take time to relax and socialise in a peaceful atmosphere.
· Plan, set goals, strategise.
· When something great happens, break out the Access and Attain bars.
· Make a run for doughnuts.
· Order pizza.
· Create a traveling trophy that’s awarded to a selected individual (or couple) each month.
· Define the criteria and involve your leadership team in determining the winner.
(continued on next page)
46 47
Act
ivity
Fiv
e
Try These Ideas
Ways to Celebrate
Make a fool of yourself
Take pictures
Gift certificates
Balloons
Group outings
Give tickets
Give Melaleuca products
Hold contests
How to Celebrate
· When a goal is achieved, dance the Macarena, shout from the roof tops,
eat spaghetti with no hands, sing a song, dress in mistmatched clothes.
· Take a picture of your new enrollee being congratulated by you or another leader.
· Frame it and give it to the person.
· Give a gift certificate to a favourite restaurant, store, the movies, theme park, or for a massage.
· Send a collection of balloons to the person’s place of work or home.
· Give balloons as a prize at meetings.
· Go to a football game, a theatre show, a concert.
· Give tickets to games, concerts, shows.
· Give products.
· Give merchandise.
· Give business-building tools.
· Give product brochures or information packets.
· Give the Delivering Wellness flip chart.
· Announce a contest to win a trip to the annual Melaleuca convention.
· Let everyone know the criteria.
· Award the trip at an evening meeting or dinner.
Activity Five Review1. Celebration is critical to business success.
2. Reward the actions you want duplicated.
3. Recognition together with a fitting reward creates lasting motivation.
4. Celebrate measurable activities, like setting appointments, enrolments, advancements,
and reaching specific goals.
5. Give your Marketing Executives public recognition at Melaleuca meetings and Fast Tracks.
6. Be sincere!
Activity Six: Always be involved
with Fast Track.“There is no doubt that Fast
Track has been the key part
of our growth. The great thing
about Fast Track is that it is
the most empowering critical
activity. In Fast Track, you can
utilise all seven critical
activities. It’s the way to train
new leaders coming up. It’s
creating ‘turbo-energy’ in our
organisation, spreading
out to various cities, and
boosting our growth.”
Charleen and Mark Tajiri,
Executive Directors IV.
48 49
Activity Six: Always be involved with Fast Track.
Fast Track is a self-perpetuating system for growing your business. Always be involved in Fast Track.
What Is a Fast Track? A Melaleuca Fast Track is a results-driven programme designed to help your organisation
grow. A series of meetings lasting between four and six weeks, the Fast Track helps
participants set goals, create action plans, implement those plans, report results and
celebrate success. Team leaders provide motivation, support and training and facilitators
organise the schedule and recognition awards.
Five essential activities make up the core of every Fast Track event.1. Assessthebusinessandsetgoals.Fast Track participants determine
where they would like to be by the end of the Fast Track period. Specific
goals include number of enrolments, status level achieved, number of Value Packs
sold, number of appointments set and in-home presentations completed.
2.Createanactionplan. Each participant—with the help of the team leader—creates
a detailed action plan for how he is going to achieve his goals. Using a calendar,
he determines what day and time he is going to set appointments, hold an in-home
presentation, report to his team leader and more. Only by creating this very detailed
plan do goals become tangible.
3.Implementtheplan.After the Fast Track meeting, the participant follows through
on his action plan, tallying his results and reporting to his team leader on schedule.
4.Reportandcelebratesuccess. Each week, team leaders report results for their
teams. Those activities that meet the criteria for success are recognised.
5.Trainanddevelopleaders.Take 10–15 minutes of each Fast Track meeting to
conduct training on the Seven Critical Activities. You may want to have everyone
bring their Seven Critical Business-Building Activities booklet and use some of the
exercises or examples inside. When conducting your training, remember to briefly
explain, demonstrate, practice and evaluate.
AFastTrack…
Is a proven way to grow your business.
Is a fun, action-packed series of meetings
that focus on correct business activities.
Is time for business builders to get
together in teams, learn productive
activities, practice skills, and set goals.
Is a chance for everyone to work toward
goals with the support of team members
and the facilitator. Is an opportunity to learn
while celebrating accomplishments and
having fun. Creates real business growth
followed by effective business-building
activities.
Why Should I Schedule or Attend Fast Tracks?
Activity SixA
ctiv
ity S
ix
Reason
Creates commitment
and excitement
Increases personal
enrolments
Increases product
understanding
and belief
Creates more Directors
Develops solid
relationships
Provides opportunity
for celebration
Results
Team growth and
goal achievement
Business growth
Higher Product Point
orders and increased
commissions
Ongoing organisational
growth and leadership
Business stability
and retention
Business energy
and growth
Why
People working together and supporting one another
achieve more success than any one person working alone.
Through Fast Track trainings, role-playing, team motivation,
and mentoring, participants learn critical business activities
that help increase their ability to gain enrolments.
Fast Tracks are the perfect venue for sharing product stories
and introducing new products; participants increase their
own orders and gather more information to teach others the
value of Melaleuca products.
Fast Tracks help participants set goals and create specific
plans for achieving them; these plans, along with the
accountability produced by the team atmosphere, create
better results.
Fast Tracks help people share accomplishments, frustrations,
learning experiences, and fun times—relationships form that
can help the business survive both prosperous and difficult
periods.
Fast Track meetings are perfect opportunities for recognition
and celebration; participants experience rewards directly
related to their efforts.
“I always encourage leaders to be sure they’re setting a good example. You can put on the best Fast Track in the world, but if you’re not
setting the example, it’s not going to go anywhere. Make sure you’re doing all seven critical activities. Let them know that you’re
enrolling, you’re doing in-homes, you’re selling Value Packs, you’re creating results. Motivate others by what you do yourself.”
Jim McCune,
Corporate Director.
Time The Fast Track is designed to run four to six consecutive weeks (at your option) and
should be scheduled on the same day, at the same time each week (always start on time).
Consistency is vital to success.
Who Include committed Marketing Executives who work closely with one another in their
businesses; e.g., your personal enrollees and their enrollees.
Teams Teams usually consist of 8–10 members. There is no limit to the number of teams,
as long as you can manage the group size.
Leaders As a general guideline, leaders should be Director II or above, as they need
to have experience at personally enrolling customers and developing Directors. These
leaders should also be organised, accountable, and willing to put in extra energy and
effort to keep the team focused on goals.
Fees You may need to charge a fee for participation. This money helps provide
recognition prizes and offsets any other related costs. These fees should not exceed
£20/€25 per business and should be used for prizes.
Product Experiences You should start every meeting with a product experience.
Goals Goals should be set the first week and revised or added to each following week.
Action Plans After participants set goals, they should put an action plan into place to
help reach those goals.
Celebration Personal accountability and reporting happen on a weekly basis. The
facilitator establishes a recognition system and rewards everyone’s accomplishments.
Celebration of success is a key part of each weekly meeting.
Participation Once the last week is concluded, participants should be
encouraged to attend the next Fast Track.
The Basics of a Successful Fast Track
Act
ivity
Six
Where Should I Have the Fast Track?Hold your Fast Track anywhere that
is conducive to group interaction. For
smaller Fast Tracks, the home is the best
place. For medium or large Fast Tracks,
use a small conference room or meeting
room. Melaleuca does not recommend
that you spend a lot of money on the
meeting location itself. The focus of
the Fast Track should be on the critical
activities to grow your business, not on
the room décor.
“Fast Track is the best way to recharge
your batteries—the more energy you
have the faster you grow.”
Wayne Crosby,
Executive Director V.
Guidelines for Host or Facilitator1. When you host, there are certain roles you must assume.
· Lead the group by energy and example
· Send out reminders of the meetings, and send follow-up emails after the
meeting reminding people of their goals
· Be prepared to conduct training
· Come each week with new ideas and lots of enthusiasm to share
· Have a positive, fun, and exciting attitude
2. Make Fast Track a results-based, meaningful experience.
3. It takes time to work out a Fast Track format that is right for your group;
don’t expect it to be perfect on your first try.
Guidelines for Conducting Meetings1. Be on time
· Award points for being on time or hold on-time prize drawings
2. Attend all meetings
· Every meeting is essential for full benefits
· Each person who attends all meetings may receive extra bonus points
3. Keep all commitments
· During the Fast Track, you’ll be asked to make commitments such as calling
your group leader at a certain time each week and completing the goals you
have set for yourself
4. Be courteous
· Everyone should be courteous to whoever has the floor
· No side talking or interrupting
· Be constructive in your comments; don’t take the team off task
5. Report all totals accurately and before the deadline
· Helps things run smoothly
· All totals for the week must be called in by a prearranged deadline
to the team leader
Activity Six
50 51
Week One
Welcome and Expectation Take a few minutes to welcome your participants. Explain
that Fast Track is an action programme designed to help organisations grow by enrolling
customers and developing Directors. Conclude the welcome with product experiences
and announcements.
Training and Role-Play Activities Training should be concise (10–15 minutes) and
activity-based. Role-playing can be very helpful to participants. Remember to explain,
demonstrate, practice, and evaluate.
Weekly Goal Setting and Call to Action Marketing Executives involved with the
Fast Track must set weekly goals. Help them assess their current business status and
determine where they would like to be and what they would like to accomplish. Once a
goal is set, help them set up action plans made up of specific activities they will need to
perform to reach their goals.
Implementation Define specific times, places, and activities for the next week that will
help participants complete their action plans. Each team leader should be responsible for
assisting and mentoring their teams throughout the week.
Report By setting goals and being accountable to those goals, participants will be able to
focus on specific activities that will help their organisations grow.
Challenge Each weekly Fast Track meeting should end with a challenge that is specific
to the next week. Break down the goal into accomplishable steps so the participants know
exactly what they need to do during the next week to grow their businesses.
Sample Weekly Format
Act
ivity
Six
The Fast Track ProcessAssess Business/Set Goals
· Where am I today in my Melaleuca
business?
· What areas in my business need
improvement?
· What is my next most immediate goal?
· What part of that will I achieve during
this Fast Track?
· Who will I work with to achieve these
goals?
Create an Action Plan
· How many calls do I need to make?
· How many presentations do I need
to do?
· How many in-homes will I plan?
· Who will I work with?
Implement
· Team captains calendar the week.
· Compare schedules and book times.
· Plan an in-home.
· Help each member set appointments.
· Plan times to talk and follow up daily.
Report and Celebrate
· Let people know exactly what activities
will be rewarded.
· Hold people accountable and keep track
of results.
· Make sure everyone reports on time.
· Reward as many people as possible.
· Make it fun.
Subsequent WeeksCelebration: At the beginning of each Fast Track meeting,
spend time recognising individual participants and teams for
their accomplishments.
Training and Role-Play Activities: Conduct another training
and/or role-playing exercise. Be careful to keep it under 15
minutes.
Weekly Goal Setting and Call to Action: Follow the
same plan as the first week in goal setting and action plans.
Have every participant go over his or her goals and make
adjustments as needed.
Challenge: Challenge every team with goals for the next week.
Concluding WeekCelebration: You are now prepared for the best and most
important part of Fast Track. Using the data that you have
compiled, recognise the individual and team accomplishments.
Make this exciting, filled with applause and recognition for a job
well done!
Activity Six
52 53
Training: Conduct the typical training session, perhaps
tailoring this training to answer any final questions.
Invitation: At the conclusion of your Fast Track, be sure
to extend an invitation for the next Fast Track. If you have
prepared prizes for the next Fast Track, announce those prizes.
Review the accomplishments that were made during this
Fast Track (such as number of new Directors, total number
of enrollees, etc.). Make sure any new enrollees who are
committed to becoming a Director are invited to participate in
the next Fast Track.
“Fast Track has done amazing things for our business. Every
week we take an evening and have people come to our home
and form teams. We do a presentation, make phone calls, and
do a mini Fast Track. Fast Track helps us grow our business.”
Trixie & Rod Overcashier,
Executive Directors III.
Following are several role-playing suggestions for you to try in your Fast Track.
Contact List
· Give your team three minutes to write down all the people they know who have the
letter “J” in their name, all the people they know in the computer field, or use the
Contact Suggestion List provided on page 7 of this booklet.
· Break the contact list into categories. For example: past, present, and future
contacts; A (really interested), B (might be interested), and C (customers only)
contacts; or come up with your own system to organise your list.
Setting Appointments
· Have team members write down a profile of someone on their contact list. Does
she need more time with family? Does he work too many hours a week? Are they
struggling to pay bills? See how much information each member can recall.
· Hold a phone party.
Presentations
· Break up into groups and have each participant present two or three pages from
the Delivering Wellness presentation. The other members of the group give kind
but honest feedback on the style, tone of voice, pacing, and body language of
the presenter.
Role-Playing and Getting Results
Act
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Six
Enrolments
· An enrolment counts only if 1) all the paperwork is completed,
2) the enrolment has been called into Melaleuca, and 3) an order is placed.
· You must bring the complete paperwork to the meeting and show your
team leader in order to receive points.
Personal Directors
· Every time a team member personally enrols and develops a Director,
he or she would receive additional points.
Team Enrolments
· If all team members enrol at least one Preferred Customer in any given
week, each person may receive bonus points.
Fast Track Enrolment
· Points may be given if a new enrollee (in the Marketing Executive’s
organisation) enrols in an upcoming Fast Track.
Value Pack
· Points are given whenever a Value Pack is ordered by a new enrolee.
The order must have been placed with Melaleuca.
· The person who receives these points is the same person who would
receive the £30/€40 bonus (either the enroller or the assist).
Order Early
· Bonus points may be given if the business builder orders before the
15th of the month.
54 55
Regularly Scheduled Fast TracksMany successful Marketing Executives conduct regularly scheduled Fast Tracks every
week. For example, the Fast Track is scheduled every Friday at 7:00 pm at the same
location. The advantages are:
· No need to make numerous calls to invite—once you have these running, the word
gets out
· No need to shuffle everyone’s schedule to fit—everyone knows to keep Friday
nights open
· No need to plan weeks in advance for time and location—you know where and when
it’s happening every week
· The Fast Track remains an open invitation for anyone who might be interested in
Melaleuca and can help get some prospects over the edge
· This plan also works for regularly scheduled Delivering Wellness presentations
Tips for Phone Parties at Fast Track· Select a night or time when phone
calling will be most productive.
· Break your teams into groups of
4–10 people, each with a phone.
· Choose one person to make the first
call, then pass the phone around the
table so each person has a turn.
· Briefly celebrate each appointment
set.
· Remember to coach one another on
ways to overcome those concerns.
· Keep the environment fun and full
of support.
· Track the results using a tally sheet.
Activity Six
Guidelines for Earning and Awarding Points
Track Results and Recognise AchievementsUse a points system during the course of the
Fast Track to track results and identify those
who should be recognised. You will need to
set point values for productive activities that
can be accurately measured. The following are
suggested activities that could earn points:
· Actual enrolments
· Extra points for Circle of Influence
(4–7 enrolments) and Expanded Circle of
Influence (8 or more enrolments)
· Value Pack purchases
· All team members enroling
· Goal setting with mentor
· Attendance
· Participation
· Others as you deem appropriate
“One of the best things we have
ever done to dynamically grow our
business is begin conducting Fast Tracks!
The weekly accountability, goal settings
and reporting back give everyone a
reason to move their business ahead
on a daily basis with urgency. As they
team up, they feel empowered to move
to heights they never thought possible.
One of our personals grew her business
78 customers last Fast Track by teaming
up with her 7 personal enrolees on her
team! She hit Director V, which has
greatly motivated the rest of her team
mates—and Senior Director is only a
month away! We love Fast Track!”
Steve Peters, Executive Director VIII.
Act
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Activity Six Review1. The five parts of a successful Fast
Track include: assess the business
and set goals, create an action
plan, implement the plan, report and
celebrate success, and train and
develop leaders.
2. All business builders should attend
Fast Tracks to create measurable
results such as status achievements,
enrolments, presentations, and
developing directors.
3. Select team leaders who have
experience and enthusiasm.
4. Collect fees only to pay for prizes and
recognition.
5. When hosting a Fast Track, be on
time, look professional, and set a
good example.
6. Every Fast Track meeting should
include brief training on the Seven
Critical Activities.
7. Set guidelines for awarding points—
make each goal something you can
measure.
8. At the end of the Fast Track, celebrate
a job well done!
Activity Seven: Lead by example.
“When I was young and free and my
imagination had no limits, I dreamed of
changing the world. As I grew older and
wiser I discovered the world would not
change, so I shortened my sights somewhat
and decided to change only my
country. But it too seemed immovable.
As I grew into my twilight years, in one last
desperate attempt, I settled for changing only
my family, those closest to me, but alas,
they would have none of it. And now
as I lie here on my deathbed, I suddenly
realise: If I had only changed myself first,
then by example I might have changed
my family. From their inspiration and
encouragement, I would then have been
able to better my country and, who knows,
I may have even changed the world.”
Written on the tomb of an Anglican
Bishop in the crypts of Westminster Abbey
59
Activity Seven: Lead by example.
A strong Melaleuca business leader leads by example because
she knows that her actions are usually duplicated by those in her
organisation. Is she professional, product-centered, and positive? If so,
others will duplicate her actions. Is she disorganised, demanding and
late to meetings? If so, others will observe and duplicate these actions
as well. Think of someone in your life who has been a great leader. If
they were a great leader, they probably led by example. Typically, when
we see someone that displays all the characteristics we would like to
have, we are highly motivated to copy that person and thereby learn
those skills ourselves. According to actor Will Rogers, “People’s minds
are changed through observation and not through argument.” As you
go forward in all your Melaleuca activities, remember—your people
are watching you. Set a good example! Your first two months as a
Melaleuca Marketing Executive are critical. You get only one chance
to create your story—make it as great as you can! Later, when you’re
enrolling new customers and trying to encourage them to build quickly,
they’ll want to know how you did it. You’ll be telling your “getting
started” story over and over again, so it’s important to set your sights
on reaching Director in your first month, and Director II in your second
month.
What would you think if the CEO of Ford drove a Vauxhall?
If your favourite Grill restaurant cook chose McDonalds for lunch?
Wouldn’t you have a difficult time purchasing anything from these
people? When you join Melaleuca, convert your home to Melaleuca
products immediately. Use them in your home, learn everything you
can about them and share your experiences with others. Get in the
habit of consistently talking or sharing product information. The
people in your organisation will see your example and convert their
own homes, spreading a powerful belief in the products that will
serve as a strong foundation for your business. How do you convert
your own home? It’s simple. Take all the products you currently
use that are replaced by Melaleuca products and then throw them
away, or give them away and tell the recipient, “I only use safe and
effective products in my home now.”
Purchase the Value Pack and Extra Business Kits
When you enrol, purchase a Value Pack so you can convert your
home as quickly as possible and gain eligibility for extra bonuses.
Next, purchase 8–10 Business Kits so you will have them to give
when you enrol your first 8–10 people—that way they leave with the
information in hand. These actions will get you off to a fast start and
serve as a good example for up-and-coming business builders. As a
result, they will build their business the same way.
Show Your Commitment
Spend significant time following up with your new enrollees and
prospects. Make telephone calls, send emails, write notes, stop
by to visit. The more involved you are with the people in your
organisation, the more motivated and encouraged they will feel.
They will see you as highly involved with a strong commitment to
them and to the company, and, best of all, they will learn from your
actions and do the same for the customers in their organisations.
Convert Your Home to Melaleuca Products
“Converting your home to Melaleuca
products with a Value Pack is the fastest
and most effective way to fully experience
the best of our product line. When our Value
Pack arrived, we took the products out of the
box and started using all of them right away.
We loved them the very first day and we
knew we had products that we could share
with everyone.”
Laraine Agren,
Executive Director IX.
“We teach people to convert their homes
to Melaleuca products. We show them what
supermarket brands are doing to people
and the environment. I feel compelled to
help others discover the safety of Melaleuca
products. Teaching people to convert their
homes to Melaleuca products is a powerful
tool for building your business.”
Brian Chandler,
Executive Director VII.
“Converting our home to all of Melaleuca’s
products made a tremendous difference
for our family. We started out with a Value
Pack and immediately fell in love with the
products; we no longer have terrible allergies!
As a mum, I love that these products create
a safe home environment for my kids. As
a chiropractor, I love having safe, natural
products that I can share confidently with
others.”
Alison Wright,
Executive Director III.
Give your customers and business builders a good example to follow and you’ll find that your customers will build a business the same way you do.
Activity Seven
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Activity SevenA
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If you don’t get results in your business, not much else matters. Good leaders are
those who are focused on delivering results. They continuously drive results in
their organisation.
The Ability and Tenacity to Produce Results
Leaders aren’t prone to excuses. No matter the situation, they somehow seem
to achieve results month after month, year after year. Committed and hard
working, they don’t let outside influences determine their fate. They know that
with some extra effort and positive action, they can make it happen.
Responsibility
Leaders are willing to take on the responsibility and go the extra mile to get the
job done because they feel a strong responsibility to themselves and to others in
their organisation. When everyone else has given up, the strong leader goes that
one extra step to create success.
A Drive for Excellence
Leaders have an inner motivation for excellence. Something inside drives them
to continually improve. As a result, their presentations sparkle, they achieve
more and more enrolments, and they create secure relationships with others in
their businesses.
Goal Oriented
Most achievers have a clear idea of what they want out of life, and they take the
shortest route to go after it. That means setting clear goals and developing
a step-by-step action plan to achieve those goals. Write down your goals,
even the smallest of them, and continue to revisit and revise every month, every
week, every day. You’ll be much more likely to stay on track as your business
grows.
Hard Working
Successful people enjoy their work. They work with a total involvement that
seems to shut out everything else. There is no such thing as easy money.
Success takes hard work and people who are willing to do it.
Caring
Melaleuca leaders have a true and sincere concern for the others in their
organisations. Through helping others succeed, their businesses will prosper.
Have you noticed that most successful people are friendly and people-oriented?
This endears them to others and enables them to lead others to accomplish
the task. Melaleuca reminds Marketing Executives, “Sometimes in the daily
challenges that life gives us, we miss what is really important. Are you taking
the time to recognise the people who are working hard in your organisation?
Perhaps if your business isn’t moving quite like you would like it to, this will
provide some much needed nourishment.”
Drive Results Attend All Melaleuca Meetings
“You have two choices: you can either
forge ahead and make further changes
in the way you do business, or you can
maintain the status quo. Be advised that
the key to continued success is never to
stand still. If you choose to bask in the
warmth of sunny accolades and continue
doing business the same way you always
have, the parade will pass you by, and you
will soon find your business arriving
at the sunset of its growth.”Scott Clark,
Author
“Every day we ask ourselves two questions:
Who’s coming into our business and who’s
going to Director? If we don’t like the
answer, we change our daily activities to
accomplish the results we’re after.”
Tommy Pisano,
Executive Director IX.
As a Melaleuca leader, it’s important to attend and support all Melaleuca
meetings. Not only do they offer you inspiration, ideas and the training you need
to grow your business, they give you the opportunity to develop a
reputation as a supportive, involved Melaleuca leader whom others will
want to emulate.
“Attend all Melaleuca meetings,” says President and CEO Frank L. VanderSloot.
“Even if you have heard it all before, your presence adds to everyone else’s
experience. Our culture needs to be one where, if there is a Melaleuca meeting
in our area, people can count on our support.” What meetings are available to
you? Check your latest issue of Leadership in Action for dates and locations.
Melaleuca leads the meetings listed below, but you don’t have to stop there.
Organisations are always creating their own meetings, led by experienced
Melaleuca Marketing Executives and attended by business builders all over the
area. If you find you need more meetings, by all means, create one yourself!
Convention: Held annually, the Melaleuca Convention helps train Marketing
Executives how to grow their business. Inspirational speakers, new products, and
classes all contribute to this learning atmosphere.
Launches: Semi annual business launches introduce new products, promote
specials, and update leaders on the sales and marketing plans for Melaleuca.
Executive Director Presentations: Executive Directors frequently travel
to meetings around the country. They may conduct training, demonstrate
a presentation, or help others present. These meetings are valuable to all
Marketing Executives because of the opportunity for sharing knowledge,
techniques, and ideas.
Workshops and Trainings: Held by experienced Melaleuca leaders and
members of management, these trainings are invaluable in the information and
knowledge that is shared and practiced.
Monthly Company-Sponsored Conference Calls: These calls announce the
promotion of the month, provide inspiration, and keep listeners informed of the
latest developments.
Fast Tracks: A high-energy schedule of six consecutive meetings, the Fast Track
is a results-oriented programme that helps business builders achieve their goals.
Marketing Executives who are serious about their goals should consistently
enrol in Fast Tracks.
General Meetings: If you know about a Melaleuca presentation or other
meeting occurring in your area, attend! It’s a great way to show your support,
build your reputation, share with other business builders and gather new ideas.
Your Role at a MeetingRemember, what you do gets duplicated and
others are watching you at meetings.
So be sure to:
· Set a good example!
· Sit in the front row.
· Be on time.
· Pay attention.
· Help make the product display attractive.
· Welcome new people.
· Introduce yourself.
· Tell a product experience.
· Clap, cheer, participate.
· Celebrate those who’ve experienced recent
accomplishments.
· Show appreciation and support.
· Avoid negative comments.
“Melaleuca events teach, inspire, and allow
you and your team to see the big picture.
If you do not attend, your team will not
attend, and your whole organisation
will lose momentum.”
Wayne Crosby,
Executive Director V.
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Melaleuca thrives on positive attitudes and passionate energy. According to
leadership author John C. Maxwell, “People catch our attitudes just like they
catch our colds—by getting close to us. It’s important that I possess a great
attitude, not only for my own success, but also for the benefit of others.”
Charles Swindoll said, “Attitude… is more important than facts. It is more
important than the past, than education, than money, than circumstances, than
failures, than successes, than what other people think or say or do. It is more
important than appearance, giftedness, or skill. It will make or break a company,
a church or a home. The remarkable thing is that we have a choice every day
regarding the attitude we will embrace for that day. We cannot change our past.
Nor can we change the fact that people will act in a certain way. The only thing
that we can do is play on the one string we have, and that is our attitude. I am
convinced that life is 10 percent what happens to me and 90 percent how I react
to it.” Think of those people you truly admire. Most likely, they have one thing in
common: their attitude toward life, work, and family. Those attitudes determine
the passion and energy levels they put into their daily activities. As you proceed
with your Melaleuca business, remember to follow these tips:
· Remember your “why” and keep it clear in your mind as a constant source of
inspiration and motivation.
· Keep all conversations positive and supportive.
· Surround yourself with others who have positive attitudes.
· Announce your meetings and keep them open for new visitors (even those who
are not part of your organisation).
· Help others to be successful, even if they’re not in your organisation.
· Always speak positively of your team members, the company, its programmes,
other Marketing Executives, leaders, and management—by doing so, you’ll
create an overall perception and feeling about Melaleuca that is positive and
beneficial.
· Don’t waste time on negative thinking!
Cultivate a Positive Attitude
“Once your mind is set into a particular
attitude, you have very little ongoing
conscious control over the signals your
body sends out. Your body has a mind of
its own, and it will play out the patterns
of behaviour associated with whatever
attitude you find yourself experiencing.”
Nicholas Boothman, Author
“Your life today is a result of your attitude
and choices. Your life tomorrow will be
the result of your attitude and the choices
you make today. Choose success. Start
today. The things you do today that you
don’t have to do will determine what you
have and what you will be when you are no
longer able to do anything about it.”
Jim McCune,
Corporate Director.
Author John Maxwell calls integrity “the most important ingredient of
leadership. When I have integrity, my words and deeds match up. I am who
I am, no matter where I am or who I am with.” Integrity is critical to your business
success because Melaleuca is largely based on relationships. Dishonesty,
exaggerations, gossip, poor follow-up, egotism, and duplicity are quickly
recognised and communicated from person to person in an organisation.
Nothing could be more detrimental to your success!
A person with integrity is a whole person—one whose actions match
up with her system of values. This helps a leader to earn the trust of those
who follow.
Consider the following scenario: John does a good job of setting up
appointments for 48-hour Follow-Ups with his new enrollees, but he’s
frequently a day or two behind. In an effort to motivate enrollees, he sometimes
exaggerates his own accomplishments or the results of others on his team.
When talking with his most successful enrollees, he often complains about the
poor job that others are doing. At meetings, these biases are often evident as
he repeatedly favours the efforts made by certain individuals, and focuses too
much on where his team needs improvement.
Imagine another scenario: Laura tells her enrollees to always be
positive. At the next meeting, they witness her circling the room, smiling,
encouraging people, showing interest in them. Even after a long day, they see
her cheering and participating at an evening Fast Track. They get the sound
impression that attitude is important, and they work at developing those same
skills in themselves.
Integrity builds trust and helps people feel confident in your words and deeds.
The more integrity you have, the more you can influence others. “Leaders must
live by higher standards than their followers,” says John Maxwell. In Melaleuca,
there are no shortcuts. We cannot expect any more from others than we are
willing to do ourselves.
Am I True to Myself?by Edgar Guest
I have to live with myself, and so I want to be
fit for myself to know, I want to be able, as
days go by, always to look myself straight in
the eye; I don’t want to stand, with the
setting sun, and hate myself for things I have
done. I don’t want to keep on a closet shelf.
A lot of secrets about myself… I want to go
out with my head erect, I want to deserve all
men’s respect… I can never hide myself from
me; I see what others may never see; I know
what others may never know; I can never fool
myself, and so, whatever happens, I want to
be self-respecting and conscience free.
Integrity with Melaleuca· Adopt a mission of helping enhance the lives
around you.
· Be honest in your communications with
everyone.
· Represent the company honestly and fairly.
· Report your achievements accurately.
· Follow through on your responsibilities and
commitments.
Lead with Integrity
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Activity SevenA
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Your Initial Contact List
Activity Seven Review1. The best thing you can do for your
organisation is to lead by example.
2. When starting your business, convert your
home to Melaleuca products, achieve Director
status, purchase a Value Pack along with
extra Business Kits and always communicate.
3. Attend all Melaleuca meetings to
learn and offer support.
4. Always work to drive results, including
assuming responsibility, a drive for
excellence, the ability to produce results, and
showing a concern for others.
5. Make the choice to have a positive attitude.
6. Lead with integrity—make your actions match
your words.
7. Take advantage of Melaleuca’s
business-building tools.
Use the following spaces to write down names to add to your initial contact list.
Then look up their phone numbers and keep them handy to help you make appointments for future.
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Activity SevenActivity Seven
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Use the following spaces to write down names to add to your initial contact list.
Then look up their phone numbers and keep them handy to help you make appointments for future.
“Don’t expect to just stumble onto success. Go in search of your goals, overcome limitations, and choose
to focus the use of your time on effective activities. In building a Melaleuca business, there are specifically
Seven Critical Activities that will lead to success. I guarantee that if you do them, you won’t look back
with regret.”
Frank L. VanderSloot