Business Builder TOP TEN

Transcription

1 Business Builder TOP TEN Congratulations on deciding to start your business! Remember that Arbonne has a simple, system that you can duplicate for success. Use this page as a checklist to help you to start your business and help you to teach and train your team. Order Tools - Set yourself up to WIN Set yourself up to WIN-Personal order to become a product of the product and to Arbonne-ize your home - Business Order demos, sampling fit kits/goldbags, & gifts Tools are a tax write off! Get into ACTIVITY to make-up investment in your first 3-4 months. Schedule your back-to-back Launch Parties Coordinate 2 dates with your sponsor. Plan to hold a 3rd, more impromptu one in your second month. Make personalized follow-up to each individual guest to share your excitement and to remove any pressure this step will make all the difference in turn-out!i.e.: Hi, I m excited to see you 7:00, at my house, come raise a glass to celebrate! Get into ACTIVITY! MOST IMPORTANT STEP! Book 6+ workshops hosted by your friend/family with just 2-5 guests in your first days to help you with your training! Follow our proven Booking Verbiage and practice with your seasoned upline. Pick-up the phone! Please no mass outreach! Plug into our System for Success ( ) & BE COACHABLE! Schedule Dream Team event w/sponsor within 7 Days 100 Person List Write every name that comes to mind on a list (no prejudging --write EVERYONE down for now!). Think neighbors, relatives, friends, co workers, school, people that work with your spouse, your parent s friends, your kids friend s parents, your doctors, your hair stylists, etc. Hint: check your Facebook page and phone s contacts for ideas. Schedule VP upline call with sponsor w/in 3 days of launch presentations Discuss your Why, Goals, and Expectations with your VP and sponsor. Ask any follow up questions you have. Understand how/why to promote to DM Develop your Why & your 60 second story How did you hear about Arbonne? What speaks to you? What is your ultimate goal? Where do you see yourself in 5 years and do you like it? Show your overcoming of objections! At first I thought Arbonne was one ofthose things, but when I hosted a presentation, I found out Arbonne is different. I learned a lot and everyone had FUN. Plug In! Ask your RVP for local meeting or plug in to your Monthly NationMeeting on YouTube. Attend Upline Retreats, Trainings, Car Presentations, DAs Ask to be added to your team Facebook group Become Goal Oriented Establish your goals in writing Income goals with timeline ($500 or $5,000/a month by when?) Sponsoring goals (Sponsoring is the key to growth!) Write down your goals, look at them daily, and say them out-loud studies show they are 80% more likely to be achieved Mind your Mind Your business cannot out grow your mindset. Invest daily! Review team reading list. Start with GO PRO, then Flip Flop CEO Listen to Learn & Burns. Begin with Belief, Attitude,Commitment - Read Eye On Arbonne Success Stories daily Attend events! Get Down to Business Set up your office space follow-up file, calendar, stickers,presentation materials - Find materials at Ask your RVP for the current password. Set your work hours your time for scheduling and follow up. Developa habit of working Arbonne into the nooks-and-crannies of your day, or doing 5-6 things a day!

2 #1, 2 United Nations SUCCESSLINE 100 Person List! 100 Person Contact List Take a few minutes to write down the names of everyone you know and everyone who knows you friends, family, neighbors, friends of friends. Even if you don t think someone will be interested in Arbonne, write his or her name down. You ll be amazed at how many people you know. This is one of the most important steps in creating success with Arbonne. Keep in mind that the people on this list will help you get started. You will continue to add to this list as you conduct Presentations and meet new people. It s exciting to know that the majority of your team is comprised of people you haven t met yet!

3 #1, 2 United Nations SUCCESSLINE Person Contact List Memory Joggers Jog your memory with the following list of people you come in contact with every day. Remember, all these people know others who may also be interested. Accountant Aerobics Instructor Aesthetician Ambulance Driver Antique Dealer Appraiser Architect Attorney Auctioneer Auditor Aunts Babysitter Baker Banker Banquet Coordinator Barber Bartender Beautician Bingo Caller Bookkeeper Boss Bridesmaids Brother-in-law Bus Driver Butcher Carpenter Carpet Cleaner Caterer Chamber of Commerce Chat Buddies Children s Friends Parents Chiropractor Church Directories Club Members Coach Cousins Co-workers Deli Staff Dentist Dietician Electrician Engineer Engraver Exterminator Financial Planner Flight Attendant Florist Fraternity Friends Funeral Director Gardener Golf Course Staff Grandparents Grocery Store Clerks Groomsmen Gym Members Hairstylist Hospital Staff Hotel Staff Housekeeper Insurance Agent Interior Decorator Kennel Staff Library Staff Limousine Driver Military Friends Movie Rental Store Staff Nail Technician Neighbors Nightclub Staff Notary Nurse Nursing Home Staff Nutritionist Office Cleaner Optometrist Painter Parents Pen Pal Personal Trainer Pharmacist Photographer Physical Therapist Physician, Dermatologist Physician, Family Physician, OB/GYN Piano Instructor Plumber Police Officer Postal Carrier Psychologist Psychotherapist Publisher Real Estate Agent Recruiter Recycling Center Staff Reporter Resort Staff School College, Friends and Staff School High School, Friends and Staff School Night, Friends and Staff Seamstress/Tailor Security Guard Sightseeing Tour Staff Sister-in-law Sorority Friends Tanning Salon Staff Teacher Team Parents Theater Goers Uncles Veterinarian Volunteer Group Wedding Coordinator

4 #1, 2 United Nations SUCCESSLINE 20 Reach Outs 1. Write down your dream team, names of people you think will be great at this business as well as other people you want to reach out to, at least a list of 20 - certainly reach out to more if you would like! Think SUCCESSFUL people, not people who always seem to struggle. Not necessarily people who need Arbonne, but people Arbonne needs! 2. Contact them by CALLING THEM (they need to hear your voice). Texts/ s have proven less effective. Leave the below language in a voice mail if they don't pick-up and text to let them know you left a VM for them in a casual, "cool girl" way. If you don't have their number, leave message on Facebook Messenger Voice Memo app so they hear your voice. 3. Write your version of this script, with each person s name write 2 compliments. (If I...Will You, is a proven technique from the book Go Pro by Eric Worre, which is a recommended read). Vox or call your sponsor to practice or with individual questions. Hi Liz, Do you have a minute? Great! I m starting my own business with Arbonne and I m so excited because (Your WHY in a sentence...my husband and I were sick of living paycheck to paycheck...i wanted more financial choices for my family... I was really impressed by the product ethics and results, and shocked to find the business model is really SMART and could make a huge difference for my future, etc). [Break the ice & be vulnerable/important]... I m nervous to talk with you because I value our friendship, but I m also really excited to share this with you. I thought of sharing the opportunity right away with you because I believe you would be so great at this! You are (speak from your heart & compliment them) and (hard working and have an amazing personality, great with people and naturally into health and wellness, already so successful and business savvy, etc). If I sent you a Discover Arbonne call, WOULD YOU listen to it? [STOP TALKING] Great! I'll call you tomorrow, can't wait to learn what you think! (set an appointment for a specific time What time will you for sure have a chance to listen? Okay, great I will call you 3pm on Sunday) follow up is important! or We have live virtual Discover Arbonne s in the evening after work/or after kids are in bed, that you can literally cozy-up in your PJs and take a peek at why so many professionals are jumping into Arbonne. It totally may, or may not be a fit, and that s 100% okay! If I sent you a link for next or (date/time) would you jump-on? (Ask me for dates so you are prepared!).

5 #1, 2 United Nations SUCCESSLINE If they say yes to a recorded call, schedule follow up call to be within 24 hours if possible, or whenever they agreed that they would for sure be able to listen. If they say yes to an event, confirm with them a place to meet. If they say no, move on to Booking Your First Group Presentations below and ask them to host for you. This is GREAT recording on how to follow up when someone listens or comes to an event! NOTE: This is where you will start with the people you are NOT asking to look at the business, or you could use this verbiage to get people who are say not to looking at the business. Booking Your First Classes/Parties/Group Presentations 8 TO BE GREAT 10 TO WIN 12 TO EXCEL OPENING: Hi, this is calling. (pause to let them respond) ASKING PERMISSION Do you have a quick minute? OR Do you have a few minutes? OR Is this a good time for you? REASON The reason I m calling, I have to tell you, I m super excited, I started a business and I wanted to ask for your help! I found a way to (insert a quick WHY you are doing this business, i.e. financial freedom, income and choices). I m in my training month and I have been challenged to get 6-10 get togethers on my calendar in the first 30 days and when I was racking my brain as to who might be willing to help me out, I thought of you. It s so simple and fun and I do ALL the work. I m also going to be able to give you up to a great discount and shower you with gifts just for hosting. We keep it low-key and it s all about getting together for a fun night of wellness and relaxation. What do you think, do you think you can help me out?? When they say yes, say, thank you so much, it means the world to me, then you should schedule the date immediately, say, would your prefer a weekday or a weekend? A common response is that they will check with their friends and get back to you. You can avoid this by saying something like... I totally understand.

6 #1, 2 United Nations SUCCESSLINE What if we picked a date that works for your calendar and my calendar and we can just send out the invites and see who can come. Just like a wedding, some will be able to come and some won t but if we asked all our aunts what day worked for them when planning our wedding.we d probably get 10 different answers. I love with Arbonne that we don t require a certain number of people to be there!! How does penciling in a date and I ll start working on the invite and we ll just see how many can come! Most of the time, this date sticks! FALLBACK POSITION If they say that aren t interested in helping you out by hosting then respond with That s no problem, I completely understand. I would just love for you to check out what I m doing. I m having a few friends over to celebrate the launch of my business on (Insert dates here). Would you come raise a glass with us? Great, which date works better for you? It s often a good idea to host 2 of these parties so that you can give your guests an option for which one to attend. People are busy! If they are not able to attend your party... That s okay, I understand. I ll let you know about the next one. Why don t we get together for a cup of coffee and I can get you a sample of these amazing products, a little treat on me. I would love to get your opinion. You will love them. You can then meet with this person for a 1x1 appointment. CLOSE Thanks so much,! I can t wait for you to. You re going to love it! WHAT DO YOU SAY IF YOU REACH VOICE MAIL??? Leave a message, but don t give everything away! It s best to get them curious! Example: Hi, Emily, it s calling. I have some exciting news for you! Give me a call when you get a minute!!!! Can t wait to talk to you. Bye! After waiting a day or two, it s perfectly fine to try to reach this person again. Never take it personally if they haven t called you back right away. Everyone is busy!

7 #4 United Nations SUCCESSLINE WRITE your I Story! Work with your upline to develop a compelling I Story of WHY you are doing this business. You will share this at your group presentations and as you share with others why you are starting an Arbonne business. Continue to refine this to make it compelling and relatable. TIPS on the How-to Eye On Arbonne Story or I Story This is one of the most important parts of your presentation. This is where you weave the benefits of this business throughout your story. Make sure to include your upline s story too. It s important to write this out and practice it out loud to hear yourself saying it & stream lining it. You ll rewrite it a few times & that s okay. Tell your story by answering these questions add to your script! 1. A LITTLE about you, just the basics How you were first introduced to Arbonne 3. What you thought when you were first introduced 4. What made you seriously consider the business 5. What were your hesitations and fears & your turning point 6. How have you already benefited from your business ie: what Arbonne has done for you so far? 7. Where are you ultimately going with your business/your goals and what you see Arbonne doing for you in the future? (i.e. quit job, bring husband home, helping others, Mercedes Benz, dream home, out of debt, save for retirement, etc.) Show guests how Arbonne = THEIR DREAMS INTO REALITY Let people know you are currently expanding your team and looking for people you can teach and train to do what you do. Remember to talk about: earned trips, tax advantages, bonuses, 35% discount, friends, time EXAMPLE STORY ENVP Tracy Gatchel My name is Tracey Gatchel and I am an independent consultant with Arbonne. I have had the good fortune to have been with Arbonne for 9 years which may surprise you if you are just hearing about this company tonight. I was introduced to Arbonne by a friend, Elizabeth who really wanted me to try these products. I was spending a fortune on skin care products because I have very sensitive skin, never staying loyal to anything. I was amazed when I saw the results I got with these products and signed up and got it all to get the best discount. I NEVER, believed I would be doing this as a business or doing group presentations like this! I have a corporate Banking background and thought no one made money marketing products. However, I also have a family and wanted more flexibility and control over when and where I worked so I could spend time with them. I became intrigued as I watched my friend building her business and adding back some of the fun things we had cut from our budget. I was concerned I didn t have enough time or know enough people to make my business work, but I realized that was normal and if I didn t give it a try I would never have enough time or know anyone, what a great opportunity to meet people. Working part time I gradually built my business one client at a time and made enough money to cover our grocery bills each month, as my business grew I could pay the mortgage and the grocery bills with my Arbonne commission and then pretty soon I my commission equaled that of my previous Corporate job and as an added bonus I was not paying a car payment as Arbonne paid for my new Mercedes.

8 #4 United Nations SUCCESSLINE leveraging, additional stream of income, Eye on Arbonne of upline. Once you have this typed out and printed, add it to your show presentation script and your natural conversation when you re at one on ones...but remember after you give your intro, let your guest do the most talking. 60 Second Story In answer to what do you do? 1. 2 sentence background I used to be a CPA. I worked in financial accounting. 2. BUT A realization you had about your current situation. But, I realized that even if I worked harder, I wouldn t be able to live a lifestyle that I wanted if kept down that stressful path. 3. Then I found Arbonne. Which is a network marketing company and honestly I never, ever thought I would do. But once I looked into, I discovered I was uneducated about what I thought it was and I decided to jump in! 4. Results or hope for the future- What it s given me is my life back. Time and financial freedom! I get to make choices with how I spend my time and I am excited about where it s going! What do you do? 5. Note this is NOT your WHY just your 60 second story. "I used to be a psychologist. I taught at a University and had a private practice. But I realized that even if I worked more, I wouldn't be able to live a life that we designed if I kept going down that stressful path. Then I found Arbonne, a network marketing company and honestly I never ever thought it would be a fit for me. But, once I looked into it and did my research, I knew I had to jump in! It's given us our time back, and we have financial independence. I get to make choices with how I spend my time, and I am excited about where Arbonne is going!" "Before Arbonne I was blessed to be a stay at home mom but life hit us hard when our kids were 8 and 10. My husband had a massive heart attack at the age of 37 and after his life saving triple by-pass we knew our lives had to change. Thankfully I found Arbonne. I knew from the moment I met my sponsor this was something we needed to really get behind. Its truly given my husband his life back as he was able to retire from corporate america this year. We are both now stay at home parents pursing our dreams and passions together while keeping our kids as our #1 focus. "

9 #6,7,8 United Nations SUCCESSLINE My Whys or Reasons for Building an Arbonne Business Be specific to what changes you seek for yourself, your family, health, time, finances, life etc. Also be specific about how these changes will help your life, family and health once you get it My Goals (use team sheet monthly and send to your RVP so they can help you!) I would like my Arbonne paycheck to be $ by. I would like to be a District Manager by. I would like to be an Area Manager & be able to will my business by. I would like to be a Regional Vice President & earn my Mercedes by. I would like to be a National Vice President by. My short term goal is. My long term goal is. I will devote hours per week to growing my Arbonne business in order to reach my goals. PLUGGING IN--Refer to United Nations website for full calendar and check s, and our team Facebook page for any updates. GTC is usually in the Spring time. Check with your RVP for Nation meetings dates. GTC, Nation meeting and upline retreats are considered mandatory!

10 #6,7,8 United Nations SUCCESSLINE DISTRICT MANAGER, (DM) 1st Level of Management To get into qualification for DM: $2,500 QV in one month. (A healthy start: $2500+). This amount rolls over into 2nd month if you do not finish in one month. The amount that rolls over counts towards the total $6,000 needed to promote in 2 months or $7,500 needed to promote in 3 months. To finish out or promote to District Manager: $6,000 GRV over 1-2 months or $7500 over 3 months. *Minimum $2,500 RV in last month of qualification period. *Minimum $1000 PRV "accumulated" in qualification period. GET HERE FAST! BIG PAY RAISE!!! WORK TOWARDS $10,000 or FIRST STEP AREA MANAGER!!!! DM BONUS ~ $200: Once you become a paid as title, District Manager, you will qualify for a DM Bonus of $200 EVERY month. It is money sitting on the table for you to earn. Earn this every month and teach your team to do the same. You will be in your car in no time if you do this with a team. The $200 is earned by doing $5,000 Central District RV and a minimum of 5 new PC/CNS with $150+ in start month. Matters of the Mind o o o o How to Handle Rejection: o Don t take it personally! Detach from the outcome! o You have to detach your emotions from the outcome. o Focus on the activity you are doing and know that when your activity level is high enough and consistent enough, you will promote to the next level. o You are planting seeds and not all of them will be harvested now. Manage your expectations: o Give yourself time to build a strong foundation and master the business. o You are not trading hours for dollars; you are building a team and a network that will pay you and your family residual income for years to come! o Make sure your goals match the amount of time and effort you are willing to put into this business. Don t compare yourself with others: o Building this business is a process and a journey. o Everyone s journey will look different because everyone has a different set of circumstances and skills. o Enjoy the journey and don t worry about the speed at which other people are promoting. You ll get there if you just keep working consistently! Be coachable: o This is a turnkey, duplicable system you plug into. o Learn the system that your upline teaches and follow it.

11 #6,7,8 United Nations SUCCESSLINE o o o o Focus on personal growth and development o Focus on team building and consistency o Listen to your upline o Never give up! Know what you are paid to do: o You are paid to hear the word no; the more you hear it, the closer you are to driving your Mercedes! o You are paid to persevere! Change the way you think: o Employee thinking: I work hard today and get paid for this hard work in 2 weeks. o Entrepreneur thinking: I work hard today for the BIG payoff in a few years. Complete Belief, Attitude, and Commitment by Cecilia Stoll Reading Suggestions GO PRO -7 Steps to Becoming A Network Marketing Professional- Eric Worre- Read this ASAP! The Flip Flop CEO- Lory Muirhead, Whitney Robers and Janine Finney You Are A Badass: How to Stop Doubting Your Greatness and Start Living An Awesome Life- Jen Sincero Dare To Dream And Work To Win- Dr. Tom Barrett The Gift- Dr. Shad Helmstedder The Go-Giver: A Little Story about a Powerful Business Idea- Bob Burg and John Mann The Carpenter-Jon Gordon The Leader Who Had No Title- Robin Sharma Today Matters- John Maxwell The Wellness Revolution- Paul Zane Pilzer Make Yours A Winning Team- John Maxwell The Other 90%- Robert K. Cooper The Business of The 21st Century- Robert Kiyosaki

12 Successline - 4 Steps to Keeping Momentum Once you ve completed the Start Now Top 10 review these 4 steps to ensure you keep momentum in your business! 1 3 Fortune is in the follow up Follow up is so important in Arbonne! You want to follow up with everyone you meet in a timely manner. Business prospects within 24 hours. Preferred Clients and clients- 1 week, 3 weeks, 3 months Envelope game hostesses or other hostesses- 24 hours Keep things simple it should look easy and we need to keep it that way. Keep Adding to your Prospect List You meet a lot of people as you work your business. Keep adding to your prospect list. At any given time, you want to be talking to several people about starting their business (10 or more!). Sometimes it takes several touches before they move forward. Re-read Go Pro by Eric Worre for great verbiage on follow up with prospects 2 4 Revolving 10+ is your gut check. $2,500 minimum building block Keep 10 or more income producing activities within 30 days on your calendar at all times! When one happens, be sure to schedule another. Listen to ENVP Mary Wright s training on the revolving 10. Go to and choose wright-training-call-revolving-10-and-keepingmomentum Always commit to hitting $2,500 as a bare minimum in volume. Work to get to $5,000 and your DM bonus. Teach this to your team and your business will grow exponentially! Sponsor at least 5 new $150+ PCs or consultants each month Keep your next goal in front of you Coach your hosts/hostesses Fill out your goal sheet monthly and send it to your VP so they know how to help you Ask for help when needed! Work to sharpen your skills in booking, hostess coaching, talking about the business, closing your group presentations and getting new business builders started. Role playing helps a TON! Schedule some time with your VP to role play these crucial skills and see your confidence soar! Keep Minding your Mind Your business cannot out grow your mindset. Invest in yourself daily Review team reading list. Review Lori Lucero s SoundCloud for additional trainings. Read Eye On Arbonne Success Stories daily Attend events, listen to all THRIVE calls! Nation meetings, GTC and upline retreats are mandatory Be tenacious! Keep your WHY in front of you! It WILL BE WORTH IT!!!

13 Consultant Name: Month: Team goals for the month: Good: Great: Awesome: $ $ $ Personal goals for the month: Personal Volume Goal: $ Sponsoring Goal: ($150+ PCs or C): Conference Calls: Personal Development Book: Who will I help do 1 st step for DM? Who am I inviting to National Meetings, Opportunity Meetings, and other Events? Total # of parties ($500) to reach my goal: Parties Scheduled: Date: Volume Goal: Additional Activity: Business Launches/One-on-Ones/Opportunity Presentations/Sample Packs The reason most people never reach their goals is that they don't define them, or ever seriously consider them as believable or achievable. Winners can tell you where they are going, what they plan to do along the way, and who will be sharing the adventure with them. Dennis Waitley MAP OUT YOUR TEAM (these are the legs of your business): High Low YOU BB1 BB2 BB3 BB4 BB5 BB6 BB7 BB8 BB9 TOTAL

14 30 Day Launch Results Hostess Volume Guests Preferred Clients Bookings 15% profit 35% profit Deb $ $110 $0 Deb $ $0 $35 Deb $ $0 $9.80 Deb $ $22.50 $35.50 Mom $ Mary Lou $ $27.50 $19.60 Julie $ Biz Builder! $47.78 $87.50 Tina $ $78.05* $0 Traci $ $41.80 $ Tami $ $30.70 $49.53 Andrea $ $127.20* $0 TOTALS $4, guests 13 Pref Clients biz builder $ $ Will Book Next Trip *$50 RSVP Bonus 4% $90.03 Month end volume: $4,764.50, TOTAL Commission: $

15 #1 ~ Launching Activity Personal activity is as simple as *Remember, the number of people you talk to and sponsor = growth of your business! Who is ready? You can have several - have one ready to jump in the game, direct to you and help your team find their team too. Use Earn and Learns/Facebook groups/ /coaching to start groups. Who are you teaching to do 1st step District this month? Who are you teaching how to finish District this month? #2 ~ Building 2 Group Presentations a week Personal & New Team Members ($500 x 8= $4000) 2 One-on-Ones/Personal Appointments (skin care, fit essentials, make-up) if you close 1 / 2 of those ($323 x 4 = $1,292) 2 Business Partner Asks ~ who are you planting seeds with ~ 3 way conversations with upline 2-2 Sample packs a week (I do Re9 and fit kits!) - if you close just 4 a month ($323 x 4 = $1,292) #3 ~ Follow Up *** Add this up and your personal volume = $6584 per month!!! You reached out to 40 people through classes, 8 people through one on ones, 8 people about this business and 8 people through sample packs. 3 days Follow up 3 days after the get together. Follow up to say thank you and answer questions book a get together on open calendar dates tell them what s in it for them!/ referrals who do they know... play a headhunter looking for VP s! If they took a curiosity packet, ask if they ve read it over. 3 weeks Follow up 3 weeks after the get together. Enjoying their products?/ answer questions... product, hosting, business? Come take a peek and meet the team. 3 months This is reorder time! What are they running low on? Share excitement about any new products out! Drip the business in a cool I love my life way! The $ FORTUNE $ is in the Follow Up! Pick up the phone and connect with people. It s not the end of a group presentation, it s the begin ning of a relationship! These are friendly follow up calls. Work these into your schedule with a Power 1 / 2 Hour of daily follow up activity. Get yourself a kitchen timer for a dollar and work your Power 1 / 2 Hour daily! Make as many follow up calls as you can in that 1 / 2 hour and then move on with your activity to fill your calendar. Keep these calls fun, light and simply build the relationship. Smile at yourself in the mirror on your desk while making the call people will hear your smile through the phone! Speak with the 3 E s Energy, Excitement and Enthusiasm! Remember people join your business when they know you, like you, trust you! Relax, Enjoy and have FUN!!!

16 Hostess C oaching Why? To increase her excitement about Arbonne and share that with her friends. Tell hostess I ll teach you how to have a great class and show you how simple this business is! She gets to choose a product from the free gift list for getting at least 2-4 friends together (I buy this for the hostess because we sign everyone up wholesale) and the hostess gets a Sea Salt Scrub, Primer or a box of Fizzies I let her choose! To get 2-4 guests there, you ll want to invite at least people. Have the hostess personally invite her friends over to her house. Tell her you will be sending out an invite as a reminder but people respond best to a personal call. (A very important step for the hostess!) Coach your hostess to be excited when she invites her guests. She can say: I ve found these incredible anti-aging products from Switzerland and you ve got to come over and try them! Put this date on your calendar I don t want you to miss out. Can you make it? (It helps if the hostess is excited about Arbonne. If she s not using the skin care yet, give her samples in a little basket to try before her class. She ll be hooked on Arbonne and give a great testimony. Tell your hostess you ll call her 2-3 days before her class to see who s coming. Tell her you will give each guest a quick reminder call a night or two before the class. Pre-Profiling - The Quick Reminder Call Call each guest who is planning to attend one or two nights before the presentation. Introduce yourself say Hi I m, and I ll be doing Jane s Arbonne class on Tuesday night. Do you have a quick minute? I d like to ask you just one question?... If you could change one thing about your skin, what would you change? Once she tells you, respond with a reason they ll be glad to attend. For example, if she says I have wrinkles. Say, Great! You ll want to come to Jane s so you can hear how to reduce wrinkles by 68%. Say I am looking forward to meeting you and we ll hold your spot. Arbonne classes are very small and we always have a lot of fun! If you bring a guest, I have a free gift for you. If they are not planning to attend, try to schedule a time to meet with them one on one or suggest they get their friends together for a class. Keep your conversation short. Simply build rapport, interest and be friendly. Pre-profiling improves sales and attendance dramatically!!! It is a crucial step in your business!!!!

17 MATTERS OF THE MIND Watch your thoughts; they become words. Watch your words; they become actions. Watch your actions; they become habits. Watch your habits; they become character. Watch your character; it becomes your destiny. Prepare: Focus on the Activity Not the Outcome ~ consistent activity is the key to promoting to the next level. What are you reading? You are the average of the five people you spend the most time with, including yourself. Jim Rohn Reading good books is one way to surround yourself with the great. Your business will not outgrow you. You are planting seeds and not all of them will be harvested now. Life is all about timing... the unreachable becomes reachable, the unavailable become available, the unattainable... attainable. Have the patience, wait it out It's all about timing. Manage your expectations: Give yourself time to build a strong foundation and master the business ~ If you don't know where you are going, you'll end up someplace else. Prioritize your goals and evaluate the data ~ the Average person does not like to be held accountable, consider that is why they are average. Make sure your goals match the amount of time and effort you are willing to put into this business. Building this business is a process and a journey ~ It is good to have an end to journey towards, but it is the journey that matters in the end. Be coachable: This is a turnkey, duplicable system you plug into. Learn the system group presentations, individual appointments, business asks and samples. Plug in ~ Arbonne.com, your Team Calls, Events GTC and Team Retreats. Serve Listen ~ people will be open to you when you listen ~ look for a need, a way to offer, a way to give the gift of Arbonne! Those who have had success have heard more no s. No may mean not right now the more you hear it, the closer you are to driving your Mercedes! You are paid to persevere! "It's not so important who starts the game but who finishes it." John Wooden Change the way you think: Employee thinking: I work hard today and get paid for this hard work in 2 weeks. Entrepreneur thinking: I work hard today for the BIG payoff in a few years. Build Your Belief Understand our industry, Use Arbonne s Products and learn about our company commitments, Work on being your best! SPECIAL EDITION: Basic Consultant Training Belief in Arbonne CEO Kay Napier with ENVPs Cecilia Stoll, Deanna Herrin, Neta Irwin, Dana Collins and Donna Johnson - Listen Online - View Script SEE YOU AT THE TOP!!!

18 FOLLOW UP VERBIAGE AND GUIDELINES- Preferred Clients and Clients 1. What I say after I wrap up someone's order "Here's what to expect from me. I'm going to call you in about a week to make sure your products arrived safely. Then I will call you in 3 weeks to see how your skin is doing...we have a 45 day exchange policy so I want to be sure to touch base with you before the end of the 45 days, that way if we need to tweak anything we can. Then I will call you in 3 months...that is when you will want to reorder so you don't run out of any of your products, so I'll make sure you have your ID, know how to find our website and so you can ask questions...does all of that sound ok?" 2. What I say when I do the 1 week call (I normally do this about a week after they order) If they answer - just tell them who you are and ask them if their Arbonne order arrived safely. If they say yes, ask them if they have questions for you, and then listen to them because what you need to say next will depend on what they say to you. The magic of this business is in your ability to listen and just be with them in the conversation, not worried about what to say next...when you listen you will know exactly what to say. At the end remind them that you will call in about 3 weeks. What I say in a message - "This is Lori Lucero, with Arbonne, and I'm checking to make sure your order arrived, that all of the pumps are working, and that you know when and how to use the products. If you have any questions please don't hesitate calling me, I'm more than happy to help you in any way that I can. If I don't hear back from you I'm going to assume that everything is great, and I'll be calling you to check on your skin in about 3 weeks...but again, please call me if you have any questions or concerns. Thank you and have a great day!" 3. What I say when I do the 3 week call (NOTE NUTRITION SHOULD NEED TO BE RE- ORDERED AROUND 3 WEEKS) - this is what I would leave in a message. If they answer, say the first sentence and then zip it and let them talk :). After you listen to what they have to say, you can weave in the rest as appropriate. If nutrition, change verbiage accordingly. "This is Lori Lucero, with Arbonne, and I'm checking to see how your skin is doing. I want to make sure you have products that are the perfect fit for you, so if anything isn't quite right, please call me. We have a 45 day exchange policy and I want to make sure we get your products dialed in so they are just right for you before the end of that 45 day period. If you have any questions please call me, I'm more than happy to help you in any way that I can. If I don't hear back from you I'm going to assume that everything is great, and I'm going to leave you alone until you are getting close to the time you'll want to reorder so you don't run out of the products you love, so in about 3 months...but again, please call me if you have any questions or concerns. Thank you and have a great day!"

19 4. What I say when I do the 3 month call If they answer - "This is Lori Lucero, with Arbonne, do you have just a minute? You've had your products for about 3 months, and in the next few weeks you are going to start running low, so I want to make sure you know how to place reorders online...do you feel confident doing that?" Then listen and weave in what is below as it is appropriate. If I leave a message - "This is Lori Lucero, with Arbonne, I'm checking in to see how your skin is, and I want to make sure you know how to reorder, as your products are going to start running low in the next few weeks and I want you to have full bottles on hand so you don't run out...because that would be bad :). I'm going to your ID and our website to you, just to make sure you have it and can place your reorder online, or, if you would prefer that I place your reorder for you, let me know because I'm more than happy to do so. I don't hear back from you I'm going to assume that everything is great and you totally know what you are doing, but if you need me, I'm a phone call away. Thank you and have a great day!"

20 FOLLOW UP VERBIAGE Potential Business Builders You want to follow up with prospects within 24 hours of the exposure. Then, work to educate them and set up another exposure or walk them through the Start Now top 4 steps is they are ready to learn how to start. Refer to Go Pro by Eric Worre chapters 7 and 8 for great follow up tips! Work with urgency and patience! Try to get your touches all in one week to move someone to start the business. Our job- educate and help them understand! 1. What I say to follow up after they attend an event I would likely be there with them and say something like It s exciting isn t it? or Can you see the enormous need for Arbonne s products? then onto Based on what you ve seen today, does this look like something you could see yourself doing IF you had the proper coaching, training and support? If they say no I totally respect that, Mary. This business is obviously not for everyone. I do appreciate your honesty! Now that you better understand what I do, who comes to mind that you think might be open to taking a look? or I totally respect that. This business is not for everyone and I appreciate your honesty. I would love to practice my presentation and share with some more people. If I gave you a free product, would you be willing to host a small get together for me? if No, then That is okay. Most people even if they aren t interested in the business or hosting, usually love our products. Would you be willing to test out products and give me your honest opinion? When they say yes (btw EXPECT YES!)- Fantastic. Excited to hear that. Would it be okay if I shared the next few steps of how to get started? Go through the Start Now Top 4 high-level.answer questions. Book their launches and get their start order in! If they say maybe- On a scale of (you can use 1-3 or 1-10) with 10/3 being you are ready to start and 1 being you have no interest, were are you at? then So what would have to happen in order for you to be a 10/3 and join our dynamic team this is where you know what info they need or what next step/exposure is needed! 2. What I say to follow up after they attend a virtual Discover Arbonne Same verbiage as above! 3. What I say to follow up after they listen to a Discover Arbonne call/recording Same verbiage as above! Be sure you are firm when you schedule a follow up for them listening!