1 National Coach Call Audio Transcription Topic: Success Club: Consistency has its Benefits Host: Sr. Vice President of Global Sales, Jeff Hill Featured Speaker: Hillary Kelly Date: February 4, 2013 Well Coaches, this morning we have one of our Coaches who I consider to be a superstar, and in fact, Hillary Kelly is a Superstar Diamond Coach. For many of you new Coaches, you may not know what that means, but that means that she is a 15 Star Diamond Coach, which is the highest rank we have, and, of course, that s in her primary business centers. She ll have other business centers where she s advancing and developing Coaches in those other business centers as well. Now just listen to some of these numbers about Hillary. She joined Team Beachbody in September of 2009 and she became a Star Diamond Coach about a year later, so she s been in the business for about three and a half years. Since her join date, she s moved up in rank nearly every month in 2010 and She s achieved Elite status every year and has gone she s been the only one to go on the Elite 10 adventure trip every year, and that means she s gone to France, she went to Tahiti last year, and this upcoming Thursday we are going to Buenos Aires and Argentina, so she s got her tango shoes on. She s ready to I don t know if they call it rocking and rolling, but she s ready to tango. She currently serves on our Coach Advisory Board. That means she s one of eight handpicked Coaches that we have a lot of respect for and value their opinion. They help us as we craft decisions as to where we go with the Company. She s made Success Club 10, every month since we started it. That means 37 months and she s obviously a Success Club All Star 10. She s taken advantage of nearly every reward Success Club offers with consistent performance. Last year she was awarded the CEO Award, which is chosen by our very own Carl Daikeler for her contribution to the company which is really a great honor. She is a Superstar and she s a super wife, she s a great mom, she has two boys, she s as humble as they come and she s just a good person and a great Coach, so with all of that, Hillary, we re just absolutely delighted to have you on the call today. Well, thank you, Jeff, and it s awesome for you know, to listen to quite an introduction. You know, it s doing something, you know, I ve been doing something that I love for the past three and a half years and getting the opportunity to help other people along the way see what s possible is really, you know, what drives me every day and, you know, the opportunity that has been given to me through Beachbody has allowed and just opened so much up for myself, including my team and other Coaches. So I am thankful, you know, and blessed to be on the
2 call to be able to speak to the whole Coach network and chat with you of course and my tango shoes are being packed as we speak, so Well, hey listen, you know, it s fun to have you on the call. Just not too long ago obviously in January we were together down in Miami and it was interesting as we sat down, we went to dinner the evening before with a number of Coaches, and, of course, everybody wants to sit at the seat of someone who s accomplished as much as someone like Hillary and ask those questions, what are they doing differently, and I think there was a little bit of surprise as they asked questions to realize, you know what, Hillary goes through the same challenges as everybody else goes through, but we re going to have you talk about Success Club and how you ve used that to drive your business, but you ve achieved it 37 times Hillary, but there was a time when you had never achieved it and it was something brand new for you. You were a brand new Coach. Tell us a little bit about that experience, some of the challenges you had, the commitments you made and how you got started with Success Club. Yeah, it s definitely, you know, for every part of my business it s been, you know, never an easy road. It takes work and it takes consistency and starting, rewinding back to I think it was January of 2010 when Beachbody rolled out Success Club I was three months in as a Coach and really just starting to understand the business and maybe I didn t understand all the terminology and exactly how team cycle bonus worked or what I was exactly doing, but I knew I needed to help people. I did know that. So when Beachbody rolled out this Success Club program three months in as a Coach, you know, it really made sense to me because just like my weight loss journey, you know, when I did ChaLEAN Extreme and I lost 70 pounds it made sense to me, you know, not to look at the fact that I had to lose 70 pounds but to look at the fact that there s this small goal, you know, of 5 points I think and I said to myself in January I think I can do that, which, you know, is at this point we have a Challenge Pack we sell, we get 2 points and we sell Shakeology to a customer or a Coach and we get 1 point, so you do that and you do the math, 2 Challenge Packs and a Shakeology order each month and I m in Success Club. That made sense to me and, you know, maybe I was overwhelmed as a new Coach as I know many Coaches are coming in because there s so much valuable information given to you, but it s a learning curve obviously. Getting started is a learning curve, but also on top of starting to grow your business and creating the momentum in your business by talking to people and setting up yourself as a successful Coach and that takes time. You have to reach out and you have to talk to people every single day and you have to continue to do that, and, you know, my first month I shot for 5 points and I ended up getting 10 that first month, which sort of set the bar for me.
3 Now does that mean, like Jeff said, does that mean every single one of those 37 months have been easy? No, they haven t. You know, there were months especially in the beginning that it was the 20 th or 25 th of the month and, you know, I wasn t at my goal for the month. I set Success Club 10 as a bar for myself, but I remember plenty of months even still where, you know, I m scrambling because maybe I didn t do the consistent things that I needed to do for my business of sharing and inviting and getting people into my challenge group, so yeah, I mean it s a process that I found if I could set up for myself the fact of being consistent every day, those Success Club points happened easier, and if I was consistently doing those things every day, helping people, setting up my challenge groups and also, you know, working with my team to do the same, it was making it easier. I was leading by that example and people were seeing me doing the business and people were seeing me as an example as a Coach and these things started to create a momentum. And I still have to do the work. I started back in January at zero, January 1 st of 2010 with zero Success Club points and every single month I start at zero just like every other Coach, and I don t make Success Club unless I m out there helping people and inviting people and creating challenge groups and helping people get healthy which is what we as Coaches have to do, right? So let me ask, you just raised a great point that probably is one of those obvious, things, but you started every single month at zero like everybody else does, and so you have to restart, you have to recommit every single month. But you ve also mentioned Challenge Groups. How have Challenge Groups helped you to achieve Success Club? Oh, I would say with 100 percent it has helped me, and since I became a Coach and, you know, in January of 2010 it made sense to me because in some form when I had my weight loss journey, I was challenging myself to that 90 days, so it made sense to me to take customers through our program and help them get success, and naturally, many of those people wanted to become Coaches. They were advocates for what we were doing because like me, they had the same results, so it just made sense to continue to do this every month because every single month I was getting new customers who were eager to do our programs and get results, and also in those challenge groups I was creating Coaches who wanted to create my team and really understood what we were doing as Coaches, and naturally, being Coaches in the challenge groups as well.
4 So as you bring in as you introduce new Coaches to Success Club and to, you know, all of who Beachbody is obviously there are so many things you could talk about, but how do you use Success Club with new Coaches to get them started on the right path to success? Well, it s definitely on the top of my list because like me, I think back to when I became a Coach and how it can be overwhelming because there s not that it s confusing information but there s just so much and you really have to keep it simple. Just like for me it had to be simple for me every single month. I needed a simple goal, and it s the number one thing that I share with Coaches because it s a simple goal they can understand. They re in this business, they made this commitment to being a Coach because they wanted to help people and if they re making Success Club and they re doing their challenge groups and they re inviting people, this is going to happen over time and they re going to continue every single month and create this system. Like for me, three years ago, I ve consistently done these things for three years and it s not, you know, it s not a joke that I m here three years later. I honestly believe because of my commitment to making Success Club. So I know that this is the number one thing that I have to teach my Coaches and I have to teach my Coaches to teach their team to do as well as put this as a priority because it is something that is very simple that they can do right off the bat and make this goal and, you know, three months, six months, nine months, three years later they can have a successful business. When we sat down in Miami, one of the questions that everybody has had on their minds and I know most Coaches have is how do I identify who the serious Coaches are, how do I qualify them, and is it a fair statement that you use Success Club as one of those barometers to say look, if you do if you re serious, this is one of the things that you ll do, and those that don t, you kind of go probably not as a serious. Is that a fair statement or am I overstating that? No, it s absolutely fair because you can get on a call with a brand new Coach and they can say that they re going to do all these fabulous and wonderful things, which we hope that they do, but actions are what speak louder. Our time is very valuable and we want to, as Coaches and as coaching our customers or our team, we need to give our time to the people that are doing the work. This benchmark that we have, which I love now because you can go into your My Business tab in your Coach Office, look at your sponsorships, you know, personally sponsored and your sponsors that drill down and see the Coaches who are earning Success Club getting points during the month and this shows me that Coaches that I can reach out to and say hey, great job, you ve got a couple points to go, let s do this and make it happen by the end of the
5 month. And I can also recognize the people on my team that are doing it and it almost guides me to where I need to put my focus and time to help the people who really are engaging in helping others in the business. So as you built your business with Success Club being a key part of that, did you see an immediate jump forward in your business or was there a little bit of time where you had to be patient before it started to hockey stick or started to when I say hockey stick, started to accelerate. Does that question make sense? Yeah, it makes sense. Yeah, it became, you know, making Success Club 10 that first month, did it make me a million dollars? No. You know, it definitely increased my income that first month and I did generate some income from my business, but that second month, staying in Success Club 5 or 10, my check gradually over time started to increase and looking on to six months, my checks have grown and I think, you know, three years into the business my income has, you know, doubled or tripled. I don t know the exact numbers. I m a horrible numbers person, but I know it s a continued growth and it s a gradual slope and as you compare it to me being in Success Club, I think, you know, the proof is in that pudding, you know? Yeah, so a couple more questions then. Some of the benefits of Success Club, now, you know, the first thing that comes to mind is the company offers these, you know, incredible trips. You know, last year we went to the Bahamas and of course this year we have the Success Club cruise and the cruise is, you know, one of those big things, lots of fun, but what are the, you know, what are the real long- term benefits in your mind of Success Club? Well, I think, you know, the trips are wonderful, you know, and I have to say that when I first started out with Success Club, making the first trip that we did was the Success Club cruise we took. We took a cruise on the Oasis, which was wonderful. I don t think that that was my initial goal with it for sure. I knew that with earning Success Club I was going to obviously grow my business with customers and I was going to grow my business with Coaches, so that to me, making that this past three plus years, what it s done for me, it has created a solid business foundation and a huge team of Coaches as well, a very solid almost, you know, a very well- oiled machine can I say can I put it that way? Does that make sense?
6 Sure, absolutely. And, you know, it s no joke that it really has come from that consistent goal every single month and I still wake up every day and I know it s February what today? February 4 th. February 4 th. So I know my goal usually every single month and I ll share it with the Coaches on the call is usually to try and get Success Club 5 by the 5 th or the 10 th of the month, so this way I m not at the end of the month scrambling because I ve done that in the past and I hate that feeling of scrambling to make Success Club, but it can be done, but I love to get it in there and make sure that I m sharing everyday so I can make that happen every single month and work toward the middle of the month to March. Yeah, that s so smart to look ahead. I mean once you ve made that commitment because, for example, this month you are going to be out of pocket for about eight or nine days as you re in Argentina and we haven t opened business in Argentina yet so it may be hard to get Success Club points from there, right? I ll do it. You ll do it. I love it. You re going to open it up singlehandedly. I love that. You know, just going back to this other point about the well- oiled machine and growing, you know, as a company we do tend to put a lot of focus on these trips but, you know, we may even be a little misguided than that because the real benefit as you just pointed out is the benefit that comes in building this well- oiled machine, a large organization, improving a lot of lives. You know, if you do that right, and I know you ve done this, you can take your family on a lot of trips and a lot of other people on trips with the residual income that you re building because of that consistent focus.
7 Yeah, absolutely. It s been, you know, those trips are wonderful and I tell my Coaches, you know, there are Coaches who are working towards a cruise this year and their real focus is it s a wonderful thing to have that motivation, but the real focus and the benefits to making Success Club for the rest of the year, for nine months this year is the fact that you re going to have that steady paycheck every week and you re going to know that every single week and every single month if you re doing Success Club and you re doing the things consistently that that check is going to grow every single month and you re going to look back in a year and go holy cow, wow, look what I ve done. Look what I ve done just by making Success Club. Cool. One is anything we ve missed that you d want to say to the Coaches, to these new Coaches that this may be just kind of a matter of first impression to them, they haven t heard a lot about this that you d want to say to them? Then I want to ask you just a little bit about what your dream is for Well, you know, the biggest thing I think I could say to every single Coach on here is that, you know, we all have the same goal, but the only way that you re going be successful is to hit Success Club every month and it s by being consistent, opening your business every day and not letting those excuses or those naysayers stop you. You know, there are people out there who need what we do and want what we have, and if you get out there and you do the basic things that you re supposed to do, that I do still in my business every day, there is no reason that you won t have the success that you desire with this business as well. Yeah, keeping it simple. Awesome, Hillary. Great information. As you know, our theme for 2013 is dream big, okay? So with that in mind, as you look at this 2013, you ve already accomplished a lot of things in your really relatively short career with Team Beachbody, but as you look at 2013 and you kind of let your mind dream a little bit, you know, what do you see in the you know, what are you thinking about, what are you dreaming about that s going to drive your performance to a different level? Well, my I set my 10 goals and I actually I ve shared them, you know, with my team, I ve shared them on Instagram and social media so I can have the accountability to myself. My goal this year of course is for me to continue to make Success Club. I will always have that as my priority, but it s also to help double the amount of Coaches that are making Success Club and to
8 help my team to see that and also to create 5 to 10 Elite Coaches and see some of my Coaches on that Elite list and also maybe in Italy next year as well.