All trademarks are the property of their respective owners.

Prospecting and Inviting Made SimplePassion Driven ProspectingJeanne ToovellSenior Master Coordinator

Passion Driven Prospecting

“Anyone can dabble, but once you’ve made that commitment, your blood has that particular thing in it, and

it’s very hard for people to stop you.”~ Bill Cosby

Age Old Question: Where Do I Find the PEOPLE!

Where Are You Now?

• Like to prospect• Uncomfortable with it… but do

it anyway• Don’t like prospecting at ALL

• Anything worth doing… is worth doing poorly… until you get good at it

Build Your Warm Market List

• The fundamentals are the same whether this is your first global convention or your 45th

• Make a list of those people closest to you—your friends, relatives, co-workers, everyone you know—without qualification

Warm Market First

All things being equal, people want to do business with their friends… and even if things are not so equal, most people STILL want to do business with their friends

Sell, Share, promote from your HEART

• Belief leads to Passion• Passion leads to enthusiasm, • Enthusiasm leads to FOCUS• Find the PRODUCT that EXCITES YOU

Belief Passion Enthusiasm FOCUS

It is a an outgrowth of your natural enthusiasm for the product, that will help you find the recruits you are looking for

Sponsoring

Even so… the easiest product that helped me become a director was…

CINCH®!TRANSFORMATION they can see

Laura EvansSenior Vice PresidentSales and Field Development

* Results not typical. In a preliminary clinical study of the Cinch® Inch Loss Plan, participants on average lost 15.4 pounds in 12 weeks.

If you truly love and use these products, the right prospecting “script” will come to you… like recommending a good movie or restaurant

What to Say

Warm Market Script Based on CINCH®

Hey, Irene… how are you? Just have a few minutes. What's newwith you?

The reason I am calling you, I am SO excited. I know, you know, I have been struggling with my weight. Well, I have been using a weight management program called CINCH... love the name—Cinch is designed to help you to help you lose the fat you don’t want and retain the lean muscle mass you want to keep. And I just can't believe it! I have lost___ pounds, and ___dress sizes.*

I just know I could help others do the same, if they have an interest in losing weight and feeling good. We just have to get together, so I can show you more.

Maybe you can even help me out—maybe you may know someone who wants to lose 10 pounds? Can we get together on____ at ____ or on_____ at_____? (give choices)

*Be sure to cover that in the preliminary clinical study, participants on the Cinch Inch Loss Plan lost 15.4 pounds in 12 weeks.

Put those MAGIC CINCH GLASSES ON!

Transformation

It’s not just weight loss—it is a healthier lifestyle,giving people a place of community.

“JOIN ME”

With the warm market, it doesn’t matter where you are—weight loss, no weight loss,

or just staying healthy and looking good.

Join me in the SLIM Program—for a healthier and slimmer YOU by fall,

Sold 6 Transformation Kits at ONE event

SLI

M

hakleeongslandoms

Anne Marie HornDirector

AfterBefore

Cinch Transformation

* Results not typical. In a preliminary clinical study of the Cinch® Inch Loss Plan, participants on average lost 15.4 pounds in 12 weeks.

Passionate Prospecting…

Trust if you share with enough people on your warm list…

• Look through your magic Cinch® glasses

• Share YOUR story, the WHOLE story

• Ask the question—Do they know anyone who wants to lose 10-15 pounds?

…you will find the people to JOIN YOU on your journey in Shaklee.

ENJOY your passionate prospecting

TO YOUR TRANSFORMATION—Physically, emotionally, and financially!

18

Prospecting and Inviting Made SimpleLinda CauseyLifetime Master Coordinator

Mission Brochure

Some Possible Openers to Set Up the Appointment• “I have just returned from my company’s global conference and was introduced to an idea I would

like to share with you.”

• “I am starting a new program in my business and I am gathering opinions of people I respect, so of course you came to mind.”

• “I am considering starting a new business with the #1 National Nutrition company in the U.S., but before I do, I wanted to get some feedback from people I respect.”

• “I think I have found a way to be able to be a stay-at-home mom so I can be a better support system for the kids and our family. But before I make any definite moves, I am asking opinions of people I respect.”

• And to EACH person you will say, “I have a copy of a short booklet which I would appreciate your reading as I would love to get your opinion. There are only 22 pages, 11 of which have pictures and 11 of which have words. It will take you about 10 minutes to read it.”

How to Set the Appointment• If giving them a hard copy, you might say. “Would it be possible for me to meet with you again in

2 days as I would very much appreciate your feedback?”

• Or better yet, make an appointment that allows time for them to read it while you wait. Then start the process when you know whether they want to sponsor and try some products, want to consider the business, or are just impressed with Shaklee but nothing speaks to them and you part as friends.

• If sending this on email on Saturday or Monday, you might say, “Today is Friday. Would it be possible for me to call you on Saturday or Monday to get your feedback?”

Follow-Up Mission Statement Questions—What We’re About

1. What impressed you the most about what you read?

2. Were there any areas of interest mentioned that resonate with you? (i.e.—the environment, sports nutrition, maintaining good health, lifestyle)

3. Did you see any possibilities for yourself in what you read?

Most/Many Interest Chart

• Give this to EVERYONEwhether they say they are interested or not

• Help assess interest• See page 22 of your Global

Conference Workbook for a copy

Follow-Up for Prospects Interested in ProductsGive them what they want as indicated by the Interest Indicator

Follow-Up for Someone Interested in the Business

“And the day came when the risk to remain tight in a bud was more painful

than the risk it took to blossom.”~Source Unknown

27

It’s Called PracticeBo ShortSenior Master Coordinator in qualification

Prospecting and Inviting Made Simple

Friends and Family

Hey Bob, this is Bo.

I have a business project I am putting together and it looks like we can make some money together.

I want to sit down and run some numbers by you.

If you like what you see, we’ll talk further.

If not, no big deal.

Third-Party CallFred—this is Bo Short.

You don’t know me, but we have a mutual friend, Joe Jones. Joe and I are working on a business project and he made me promise to call you.

I don’t know you, so I can’t promise anything, but if you are open to the idea of making some extra money, why don’t the three of us get together and I‘ll run some numbers by you.

If you have interest, we’ll talk further. If not, no big deal.

Secret to Contacting is Learning Responses

What is it exactly?

It’s a new marketing program launched by the Shaklee Corporation—have you ever heard of it?

Oh, that’s the easy part. When we get together, I’ll run through all the information and leave you some products and literature. If you have some interest, we’ll talk further. If not, no big deal.

Have you ever heard of Roger Barnett? He was founder and CEO of Beauty.com. In 2004 he bought our brand. Have you ever heard of the Shaklee Corporation? Did you hear what they did in Oct 2010?

What is it?

No, what’sthat all about?

How to Meet New PeopleBo: Excuse me, can you help me? My name is Bo Short. Are you from (name the town)?Joe: YesBo: Fantastic, maybe you can help me out. I am in the process of expanding a business in the area and I’m looking for a go-getter type—someone that would not be opposed to making an extra 2 to 3 thousand dollars a month.* Do you know anyone like that? (During the last question, I have reached into my pocket and taken out a business card.)

Another powerful question is:Could I ask you a shot in the dark question?

* Remember to provide average earnings by rank prior to sign-up.

You Will Now Hear One of Several AnswersNo

I might be interested, depends on what it is.

Yes, I know someone.

No thanks,I am not interested.

How YOU Answer Each OneNo

I might be interested, depends on what it is.

Yes, I know someone.

No thanks,I am not interested.

Great, thanks for your time.

I am in a hurry right now, but write your name and number on the back of my card and I will call you when I get a chance.

I am in a hurry right now, but write their name and number on the back of my card and I will call them when I get a chance. By the way, who can I say referred them?

That’s okay. I wasn't talking about you, do you know anyone like that? BE KIND AND MAINTAIN POSTURE.

What to Say When You Call Back

Mary, this is Bo Short, you may not remember me, but we met a few days ago (tell them where) and I was telling you about a business I was in the process of expanding and you asked me to give you a call. I am in a hurry right now, but I wanted to make sure I got back with you. I was checking my calendar and I have some time available Wednesday or Thursday. Whatʼs best?

What is it?

Call them back in 3 days.

Mary says:

Use the Same Answers as Before

What is it exactly?

It’s a new marketing program launched by the Shaklee Corporation—have you ever heard of it?

Oh, that’s the easy part. When we get together, I’ll run through all the information and leave you some products and literature. If you have some interest, we’ll talk further. If not, no big deal.

Have you ever heard of Roger Barnett? He was founder and CEO of Beauty.com. In 2004 he bought our brand. Have you ever heard of the Shaklee Corporation? Did you hear what they did in Oct 2010?

What is it?

No, what’sthat all about?

How to Close the Conversation

If she does not respond or asks more questions,

be kind and polite.

Mary, let me ask you a question: What kind of marketing experience do you have?

Well, that’s not a prerequisite, but when we get together, Iʼll give you the details. Whatʼsbest— Wednesday or Thursday?

Mary, as I said, I am in a hurry. This may not work out right now, but Iʼll hold on to your card and give you a buzz if things change.

If Mary continues to press you for more

information:

Regardless of the answer:

Annual average U.S. income by rankFigures based on 2011 earnings*

*Average annual income for each rank is calculated monthly based on information reported on Form 1099-MISC for all U.S. Business Leaders who achieved the rank that month. The sum of these monthly averages is the figure reported above. Results will vary with effort. Shaklee Corporation does not guarantee that any particular income level will be achieved.

Director Senior Director

Coordinator SeniorCoordinator

ExecutiveCoordinator

SeniorExecutive

Coordinator

Key Coordinator

Senior Key

Coordinator

Master Coordinator

Presidential Master

Coordinator

$10,

002*

$21,

567*

$34,

773*

$92,

806*

$202

,951

*

$12,

714*

$65,

019*

$121

,292

*

$51,

168*

$597

,671

*

SeniorMaster

Coordinator

$294

,814

*

Real people making real money