TRAINING SUCCESS. Rediscover Your. Your path to success starts right here!

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1 TRAINING Rediscover Your SUCCESS Your path to success starts right here!

2 (Global) Give me a lever long enough and a fulcrum on which to place it, and I shall move the world. Archimedes, 220 BC

3 Your Path to Success Consider this workbook your lever to get where you want to go, faster. To guide you and give you everything top leaders do to be successful. But you don t need to read it all at once. You can fast track your results when you focus on these three quick steps. Start today! 1. Start with a one-time positioning order that s best for your earnings 2. Share with your favorite people (open your phone or address book) 3. Success happens when you follow up with a friend (your business partners) Waiora Support: Waiora Training: Get going right now. Today. Call (M-F, or just 9 a.m. 6 talk to p.m. someone E.T) today to share. Even better, talk to two people! Hand them a tool support@waioracommunications.com and ask for a time to follow up. Thousands of people are doing this. You can too. Today. Ready to know more? Turn the page for in-depth instruction on how to Start, Share and see real Success. 1

4 WHAT S INSIDE 3 Start with Success... 3 Business Associate 12 Share with Success Small Events, Big Success Success in Follow Up Successful New Member Start Up Got Questions? Your Tool Kit Strategy for Success

5 1CHAPTER START WITH SUCCESS When he first heard about a new company, formed by the experienced leadership he knew and trusted Mickey Dillon didn t hesitate. Waiora was still in the development stages when I was introduced. It was only an idea but it was an idea whose time had come. I signed up before the company even opened its doors. Now, Waiora is more than an idea it s the means to a new way of life for thousands of people around the world. And getting started is simple or as Mickey likes to say, Just trust your gut and go with it. We all have that gut instinct when we know something is right we just need to listen to our instincts and trust ourselves. The biggest mistake people make is to think they have to know everything before they can get started. The result is paralysis by analysis they don t do anything. Sometimes, success is as simple as just taking action. Mickey Dillon, Double Diamond Mickey explains, Hockey legend Wayne Gretzky said you miss 100 percent of the shots you don t take. Today, you are taking a shot and that is the first and most important step. If Mickey can do it, so can you Steps to Success It all happens, one step at a time. Here s how to get started on the path to success. 1. Become a Waiora Member 7. Make Your Dream Team List 2. Position Yourself for Success 8. Chart Your Course 3. AutoShip = AutoCheck 9. Fill Your Tool Kit 4. Schedule Your Action Plan 10. Start Your Action Plan 5. Visualize Your Success 11. Record Your Real Results 6. Set Your Commitment Level 3

6 1. Become a Waiora Member Membership is easy. For less than $50 you can now: Access Waiora products at wholesale savings Have distribution rights to share with others Earn in the lucrative compensation plan Plus, your Membership includes your very own website (with prospecting protection), letting you tap into the power of the Internet to build your home-based business. An annual renewal fee maintains all of your Membership benefits. 2. Position Yourself for Success How much you earn is based on the one-time positioning order you place with Waiora. This one-time start-up order locks in your earning potential on each new Member you personally enroll, for the lifetime of your Membership. Talk with your upline team member to pick the position that s best for you. The Best Start for You Startup Order Basic (less than $275) (RETAIL, FASTSTART) PaceSetter (less than $700) (RETAIL, FASTSTART, BONUS) Premier (less than $1,500) (RETAIL, FASTSTART, BIGGER BONUS!) (Shipping and Tax added to all Packs) Payout Potential How You Position is How You Get Paid! FastStart + Bonus + Residual = REAL INCOME When you add up ALL the ways you can earn on every new Member, it means REAL income, REAL fast. YOUR NEW MEMBERS! Basic 200 CV PaceSetter 500 CV Premier 1000 CV YOU Basic $50 $75 $200 Basic PaceSetter* Premier PaceSetter $75 $150 $325 Premier $100 $200 $500 YOU EARN UP TO Earnings shown represent multiple income streams on your personally enrolled new Members including FastStart, PaceSetter or Premier Bonus, and Team Commissions. For the purposes of this example, team commissions are estimated at $25 and will vary based on your rank. See the Compensation Plan brochure for details on all income streams. 4

7 3. AutoShip=AutoCheck Continue to earn the max every month when you have AutoShip. With a 200 CV AutoShip, you continue to earn the most on your new Members when they join, plus a payout on everyone they enroll (second level) and even get paid on everyone they enroll (third level for Premiers only). That s the wealth-building principle called LEVERAGE getting paid on something you didn t do. And with AutoShip Saver you get extra savings on our top sellers! Sweet! Your AutoShip means you get your products fast and keep on earning the max with FastStart! FASTSTART: Every time you share Waiora, you earn BIG on your new Member s first order. How big? Collect on the first 200 CV of your Members who join at Basic and PaceSetter and even bigger on new Premiers (first 700 CV)! Your monthly AutoShip order keeps you eligible for this payout. And because we pay FastStart twice a month you re rewarded fast! Your earnings with 100 CV AutoShip Earn on 1 level. You Your earnings with 200 CV AutoShip Earn on up to 3 levels! Level 2 10% Level 3 (Premier Only) 5% Level 1 15% Level 1 25% =$ =$450 Maximize your FastStart with 200 CV AutoShip! $90 $150 AutoShip=AutoCheck! $180 $120 This example assumes each Member has a 200 CV start-up order and its purpose is to illustrate the difference in earning potential between a Member with a 100 CV and a 200 CV AutoShip. This should not be considered a guarantee of any Member s earnings, which may be more or less. See the Compensation Plan brochure for details. 5

8 My Success Action Plan: Day/Date: Time: 4. Schedule Your Action Plan Arrange for a time (within the next 48 hours, usually by phone) to complete your New Member Action Plan. This can be done with your sponsor, or other upline business partner. When you share what you really want to achieve, they ll partner with you to develop a 30, 60 and 90 day action plan that gets real results. With: My Waiora Income Goals are Month 1: $ Month 3: $ Month 6: $ 5. Visualize Your Success Now s the time to think about what your success with Waiora looks like. Is it Free products Car payment(s) Debt free House payment College fund More family time Vacation getaway Early retirement Quit my job How much extra income would make that a reality? $500 a month, $1,000 a month, $5,000 a month or much more? You can t set your sights on your goal until you know what it is. Visualize what it would feel like to start living your dream. Make a Vision Board and put all the things on it that you want from your Waiora business. Post it where you can see it every day on the fridge, or mirror. The more you think about it, the more you move towards achieving it. My Waiora Commitment Plan: Hour(s) per day/week on the business: Sharing the products and business per week: Enrolling Members per month: 6. Set Your Commitment Level Now, let s talk about what your success list is worth an hour a day, or maybe more? Your Waiora business lets you build a secondary income around your job and family. But, it will only happen if you make the time. Think back over an average week and look for areas where you can find time maybe instead of a TV show, or after the kids have gone to bed. The time you invest in your Waiora business will cost you little and can pay you a lot; so give yourself the time you deserve to make it a success! Signature/Name: 6

9 7. Make Your Dream Team List While most people know about people, you don t need to start out with a list that long. At first, focus on making a list of your Top 20 people. List people you know on a first-name basis, those you d most like to work with. Usually, they are the most motivated, successful and busy people you know. A good place to start? Your mobile phone and address books MORE NAMES HERE Use the Memory Jogger on the following page to help you with your list. SUCCESS TIP For every person you add to your list, each one comes with their own list - the possibilities for your dream team are endless. Start building your dream team chart today! Marcy Littlejohn, Triple Diamond 7

10 Memory Jogger PEOPLE IN YOUR LIFE 8 Relatives Who is your Who is your Who is your Parents Hairdresser Optometrist Neighbor Grandparents Doctor Dry Cleaner Day Care Provider Brothers Attorney Pediatrician Insurance Agent Sisters Mechanic Pharmacist Landscaper Aunts Minister Real Estate Agent Accountant Uncles Mailman Mortgage Broker Personal Trainer Cousins Best Friend Barber Veterinarian Who do you know who is a(n) Golf Pro Attorney Veteran Chiropractor Accountant Architect Naturopath Paramedic/EMT Roofer Physical Therapist Bank Teller Contractor Engineer Nurse Electrician Bartender Receptionist Restaurant Owner/Manager Bank Manager Carpenter Photographer Computer Programmer College Professor Lab Technician Police Officer Podiatrist Company Executive Car Salesperson Salesperson City Commissioner Flight Attendant Pilot Security Guard Business Owner Teacher Politician Network Marketer Social Worker Travel Agent Athlete Financial Planner Journalist Store Owner Graphic Design Artist Florist Who sold you your Who Who House Is on your Christmas/Holiday card list Is from an old job Car/Truck Is ambitious Teaches your children Furniture Is the life of the party Wants more out of life Boat Is considered a leader Is President of the PTA Office Supplies Is known by everyone in town Is friends with the family Computer Was in your wedding party Is health conscious Flooring Do you play cards with Is in a Fraternity/Sorority Air Conditioner Are your college friends Is active in your community Jewelry Is active in your church Installed your phone or cable TV/Sound System Already takes supplements Services your car Window Treatments Is a prominent business owner Are parents of your children s friends

11 8. Chart Your Course Destination? Ruby. The key to the compensation plan is to get to Ruby and teach your new team members to do the same. The more Rubys you have, the more money you earn. YOU Team up with your upline business partner to Chart Your Course to Ruby there are any number of ways to get there, and you can fill in the names as you go. You can do this. Really. Turn the page to find out what Ruby means to your bottom line... REAL ADVICE If the thought of calling some of the people on your list scares you, don t worry. Your upline business partner will be happy to make those first calls together. Barbara Gitomer, 60K Emerald 9

12 REAL ADVICE Tools let you just be yourself. They present the products and opportunity for you so that you can do what really matters - building relationships. Robben West, Single Diamond RUBY MEANS RESIDUALS When you get to Ruby, you begin to see your real earning potential and the power of residual income the ability to build a monthly recurring income. With Waiora, that potential is big as your team grows geometrically, so do your earnings, and Waiora always pays the biggest amounts where you have the most people. That translates into real results. REAL INCOME $807,777 $1,075,974 $553,209 $271,717 $139,219 $2,115 $9,072 $44,952 All earnings shown are real average earnings by level for the three-year period of This is not intended as an income projection or guarantee your results may be more or less depending on many variables including (but not limited to) individual effort and desire to succeed. 9. Fill Your Tool Kit Whether you want to earn $1,000, $5,000 or much more each month, tools get the job done. Tools allow you to be the messenger, not the message. This means you don t have to learn much to start out because the tools tell the story for you. Instead of you spending 20 minutes explaining the product or business, you spend 2 minutes sharing the tool, saving you time and making a compelling presentation every time. It s fast, effective and proven to work. Get with your upline business partner to find out what tools they recommend you fill your toolbox with first. 10. Start Your Action Plan Now that you ve placed your positioning order, and know what you want it s time to put your Action Plan in action! SUCCESS TIP Set up a free account just for your Waiora messages (and add Waiora to your "safe" list) so you get you really need, separate from all your social stuff. Dedi Skipper, 120K Emerald YOUR SUCCESS LIST Let your upline business partner know what you want so they can give you the real support you need. YOUR TIME COMMITMENT You re in business for yourself, but never by yourself. That said, any business takes work. Your upline will make sure your success goals and time commitment are aligned. YO U R DREAM TEAM LIST Earlier, you listed your Top 20 Dream Team people. Now, your upline will review those names with you and they ll have ideas and suggestions for adding even more names to your list of potential partners! 10

13 11. Record Your Real Results SIGN UP Your Name: Member #: MyWaiora Website Username: Password: Enroller (name): Home: Cell: Ruby Leader (name): Home: Cell: Emerald Leader (name): Home: Cell: Diamond Leader (name): Home: Cell: POSITIONING ORDER Level: Basic PaceSetter Premier AUTOSHIP TOOLS Qty: CDs DVDs ACTION PLAN Date Scheduled: Success List: Time Commitment: MY REAL RESULTS: My First Check: One Month Income: Three Month Income: Six Month Income: With: Income Goals: Dream Team (# on list): How I Spent It: How It Helped Me: How It Makes a Difference: What I Plan to Do: 11

14 2 SHARE WITH SUCCESS CHAPTER When Marcy Littlejohn heard about Waiora, a business was the last thing she had in mind. My doctor had just shared bad news. I wasn t looking for Waiora, but when it showed up in my life, it was at a time when I needed it. Just days after Marcy s health scare came a call from John Haremza Waiora had discovered a unique mineral, a zeolite that was showing enormous potential in removing toxins and promoting self-healing. Marcy didn t hesitate to order a supply. I had so much going on in my life at the time that I couldn t imagine starting a business. But I knew I had nothing to lose by taking Natural Cellular Defense. Within days of using the product, the health concern that was causing my doctor so much worry was gone. Now, Marcy uses Natural Cellular Defense every single day, along with many of Waiora s health-enhancing products. But her story doesn t end there. Once I knew what I had in my hands, I had to share it. Today, Marcy s passion for sharing the products and the financial opportunity they provide has led to Triple Diamond status with Waiora, a million-dollar business, a lake house retreat, true financial freedom, and the ability to make a difference in the lives of thousands. Best of all, Marcy says, every dime I earn means someone is getting better. Marcy Littlejohn, Triple Diamond If Marcy can do it, so can you Pay it Forward Now that you ve been given the gift of Waiora, it s time to pass it on! Just follow these simple steps to get real results! 1. People You Know 4. Look for the Missing Link 2. Make a Friend 5. Share Stories 3. Listen Closely 6. Let Tools Talk 12

15 SUCCESS TIP You practically can t say the wrong thing to the right person. Just keep it short and remember to show your enthusiasm! Barbara Gitomer, 60K Emerald 1. People You Know Friends, family, colleagues, neighbors, you get the idea. It s always best to start with people you know. They ll want to know what you ve been up to and how they can get real results too! 2. Make a Friend Then, just keep on making more contacts as you go about your day. Go out and build new relationships meet people and make a friend. Two a day is a good goal. Then, make sure to 3. Listen Closely You get two ears (and one mouth) for a reason. Ask questions and listen (really listen) to what people say as they answer and then 4. Look for the Missing Link After you ve listened to what they have to say, look for the missing link between what they have and what they want. That can be a health want, a lifestyle want, a time want. When you find the missing link you can then 5. Share Stories Show your contact how Waiora can get them the real results they ve been looking for. Share your story, or someone else s that you know. When they want to know more, just 6. Let Tools Talk Don t do all the talking yourself. When they ask, what is it or can you tell me more, use videos and audio CDs to fill in the details. Let the tool do the talking so you can focus on your friend! 13

16 Success Is In the Invitation This is not about selling. Not even a little bit. Instead, your role is to INVITE someone to take a look (or listen) to what Waiora can do for them. And since the first impression you make with your contacts is a lasting one, here s how to make that invitation one they want to accept. SUCCESS TIP You have 15 seconds to get someone s attention. Make every one of them count. Practice your opening line and deliver it like you mean it. Mark Skipper, 120K Emerald It s Not Just WHAT You Say But HOW you say it. Research shows that the words you use are only 7 percent of what people hear. The other 93 percent is the meaning you give them. That s your excitement, energy and enthusiasm! Create Interest Always leave em wanting to know more. And that means, don t give it all away at once. Create interest with a great opening line that has your contact asking you for what s next. Make it Must-Have The must-have toy that s sold out. The it phone you can t live without. Move your contact to action by creating a sense of urgency and scarcity (never be needy). Let your contact know you ve got others waiting to review the DVD. Share the Secret for Success Psst. Wanna know the secret to the fastest way to grow your Chava business? Just share Chava. This delicious little piece of heaven is sure to bring smiles wherever you go. And with Chava, all you have to do is ASK! Ask anyone, Do you like chocolate? Share just share a square! Know then find out if they want to know more (Discover the Dark Secret CD). Whether you re throwing a tasting or standing in the grocery line, it s fun and easy to talk about chocolate. Every box is filled with squares to savor and share! And every time someone joins with a box, you earn big. Sweet! 14 To get your piece of this $100 billion dollar business, all you have to do is A.S.K.

17 Get the Conversation Started Opening lines that open the door At Church If I came across a health discovery that could change the lives of millions, would you want me to share it with you? On Errands Do you know anyone in this economy who d like to make more money? Anywhere Do you like chocolate? In the Health Food Store Hey, did you see that new study on zeolites? I keep hearing how taking the toxins out gives you tons of energy and makes you feel younger. Often, others open the door for you! The Sniffling Coworker I cannot seem to shake this bug. You need a new line of defense. Try taking out the toxins, it makes a world of difference. The Gym Partner What are those drops you re taking? These little drops pack a big health punch. I never leave home without them. The Neighbor Another vacation? I know! This trip is being paid for with the earnings from my side-business. The best part is I get paid to eat chocolate! The Lunch Buddy What kind of chocolate are you eating? The VITAL kind. It s dark, decadent and tastes so good. And it s packed with antioxidants so it s good for you. The Colleague Can you believe we re not getting a bonus this year? I have a Plan B that s already paying me a bonus every month. It s like recession-insurance. At PTA How do you find time to volunteer for all the activities? Actually, I have my own business that I can do around my schedule. It s only part-time but already it s starting to look like full-time income. And now I have an opening for new partners! 15

18 Keep the Conversation Going What to say when someone says What Do You Do? I work with a company that created the most delicious dark chocolate so good for you it s being called VITAL! or I m in the business of premium chocolate. Do you like chocolate? How Are You? Well, you know how they say everything in life is better with chocolate? It s true! Now I feel great thanks to a chocolate so healthy it s being called vital! or Couldn t be better. I know the economy is hurting a lot of people right now, but I m thankful to be in a business that pays me a lot for a little of my time. What Have You Been Up To? Well, you know how I was looking for a way to have my own business/ work from home/ get healthier/ help others? Well, I finally found it! or My goal this year was to finally get healthy. I found it, and now I get paid to eat chocolate! Then just Ask, Would you like to know more? And let tools do the talking for you! 16

19 Prospect like a Pro We asked some of the top enrollers for their winning tips and techniques. Here s how they share with success time and again! Be Yourself You don t have to be a college graduate, thin or beautiful to do this. Just be yourself. That is inspiring to others. June Loper, 60K Emerald Keep it Conversational Like, You know, ever since I can remember, you ve been telling me how you d like to quit your job and stay home with the kids. Were you serious about that or just kidding? Well, I recently came across something that could make that happen. Do you want to take a look? Dean Nunneley, Single Diamond Get Rapid Results Start off with small talk then ask, Hey Tom, are you in front of your computer right now? I ve got something I HAVE to show you! If they say Yes then bring them to view the presentation online. If they answer No or What is it? then say, I can t explain it, when can you get in front of your computer? Set the appointment for the call back and then get them online. Korey Johnson, Double Diamond No Scripts Necessary You don t have to use scripts to be successful. Just share what you re excited about and what the benefit is. Be sincere, excited and enthusiastic about your real results. Jason Groode, Diamond Prospect in Pairs If you re planning to go out and make a day of it, bring a friend with you. It s more fun and more effective. Show what you re doing is fun and people will naturally be more attracted to what you have to offer. Kathleen Deoul, Diamond 17

20 3 SMALL EVENTS, BIG SUCCESS CHAPTER Following a divorce, Renee Chittick became a single mom raising two daughters. Providing for their needs and setting an example of a strong, empowered woman was her top priority. And network marketing was the vehicle to take her to financial independence. A former high school teacher, Renee found network marketing to be a perfect fit. Working in network marketing gave me a flexible schedule to be there for my daughters, the means to pay for their college educations and to create once-in-a-lifetime experiences for them growing up. Now, Renee is ready to pass on the knowledge she s learned to others. I m still teaching it s just not high-school English anymore. Now, I want to use my knowledge to guide others in how to live life around their families. Central to Renee s success has been the use of private, small group presentations. It s an approach her team has adopted with proven results. Says Renee, It provides a perfect setting for new Members to launch their Waiora business, and for upline business partners, it opens the door to a new group of potential prospects they wouldn t otherwise meet. Renee Chittick, Diamond From small events to big business results, Renee is ready to launch Waiora to new levels. If Renee can do it, so can you It s Your Event Pick Your Plan Fill your calendar with Waiora events and soon, you ll fill your bank account, too. Throwing a Waiora event is easy and fun to do. Use it as a launching pad for your business with a professional presentation or keep it friendly with a Chava tasting. With all the support you need just a call or click away, its fun and easy! 1. Business Presentation 2. Tasting Event If you haven t done home events before, don t worry! Our Members have been successfully launching their businesses through events for years. And now we ve turned that know-how into a go-to guide called Tasting Success. This in-depth booklet is friendly and fun to follow along - and you can find it FREE to view online in your Waiora back office! 18

21 1. Business Presentation Launch your Waiora business when you host a private, small group presentation. Kick start your business when you invite friends, colleagues and neighbors to see why Waiora is the next big thing and how they can be a part of it! Then, keep the momentum going by helping your new Members do the same! Invitation Script Hi Sarah, are you free next Wednesday evening? I m getting some friends and business associates together to take a look at an exciting new company that s rapidly growing in our area. It s expanding fast with a game-changer product and there s a big opportunity for those who participate. There aren t many places available and you were one of the first that came to mind. It ll take about an hour and then you ll know if it s right for you. 2. Tasting Event With 9 out of 10 people loving chocolate, you can show your friends, family, neighbors and colleagues how they can savor the sweet taste of success at a Chava Tasting. They get free chocolate, and you get paid on every sale. Sweet! Invitation Script Hi Vicki, how s your schedule on Thursday? I m throwing a small get-together and I d love if you could make it. We ll be tasting a brand new chocolate that s packed with antioxidants and tastes amazing! I only have a few seats available and you know the only thing better than chocolate is a friend with chocolate so I thought of you. Are you free for about an hour that night? With 9 out 10 people loving chocolate (and the 10th person, well we can t all be perfect) one of the best ways to share Chava is at a Tasting! 19

22 PLANNING SET THE DATE Pick a date mid-week is usually best and plan no more than two weeks out to create a sense of urgency. SEND INVITATIONS Go through your address book and list. Invite friends, neighbors and coworkers by phone (and follow up with an confirmation). Invite twice as many people as usually only half can make it. LINE UP SPEAKERS Have your team or upline there to share their stories. It adds energy and excitement! ORDER EXTRA CHAVA FOR TASTING TREATS Plan for at least one Chava square each and even more when your tasting has a theme that adds vitality to your food and drinks. SETTING UP ATMOSPHERE Set a relaxed tone by having music playing softly in the background. Have stick-on name tags ready so everyone knows everyone s name. Keep pets and children out of sight with activities that won t crash the party. And, remember to have fun! APPETIZERS Keep the snacks simple (if at all) so that future hosts don t think it s expected. It s likely that your guests will have already eaten and they re ready to move on to the Chava course. So serve it up and savor the sweet taste of success! FILL YOUR TOOLKIT Have extra tools on hand for viewing during the event and to take home for later. 20

23 HOSTING 101 YOUR GUESTS ARRIVE Get everyone their name tags, drinks and socialize for the first 15 minutes or so as everyone arrives. GETTING THE PRESENTATION STARTED Have everyone take a seat in the room where the presentation will take place. As the host, start by welcoming everyone, introducing yourself and sharing your Waiora story Let everyone know how long the presentation is, and that any questions will be answered afterwards Ask your speakers to share their Waiora experiences, calling them by name if they don t volunteer Then start with your talking points or sit back if you have an upline team member doing the talking for you. Simple Checklist Chava Name tags (optional) Background music Snacks & drinks (optional) Pets & children out of sight WRAPPING UP Pop the question - who s ready to get started right now! Have a computer ready for sign ups or applications to take home. Be prepared to answer any questions it s better to have an upline Emerald or Diamond available by phone to explain everything. Thank everyone for coming! GIVE A GIFT! Have care packages ready for everyone as they depart. This should include a CD that lets then know more, and a Chava to go! Also ask around to learn who wants to host their own events to grow their business. SUCCESS TIP Refer to the official Price List during your close. It s a simple way to show the savings that come as a Member. After all, no one wants to pay retail. Missy Anderson, Emerald AFTER THE EVENT FOLLOWING UP Call to follow up with each of your guests within 2 3 days after the event, answer any questions and share any additional tools to bring them to a decision. YOUR NEXT EVENT Plan to have at least one event a month either at your home or at your new Members home the ideal timeframe is once every two weeks. Invite your team as it grows and the team spirit will just grow along with it. 21

24 4 SUCCESS IN FOLLOW UP CHAPTER Born with an entrepreneurial streak, Dean Nunneley always planned on doing something on his own. He started his own construction company, and over a 25 year span, designed and built hundreds of custom homes. He also discovered his freedom wasn t so free. I m willing to bet most people who own their own business aren t free in any sense of the word. Any upside comes with a risk of making nothing or even losing everything. With a housing sector that went from boom to bust, losing everything happened to a lot of people. But thankfully Dean is coming out on top. I recognized early on that I needed a safety net, something where I could earn a lot, create residual income and do it by taking advantage of small increments of time. The only business model that met that criteria was network marketing. Today, Dean earns a six-figure income with Waiora, built entirely on a part-time basis. So what s the secret to his success? It s about follow up, plain and simple. When I meet someone I ask questions and listen to what they have to say. If now isn t the right time for them, I just ask when I can get back in touch with them, and file that away to call then. And you d be amazed how many people remember you and are ready when you follow up at the time that s right for them. Dean Nunneley, Single Diamond Hmmm, working today with people who are ready right now, and following up tomorrow with people who aren t ready yet? That s the business-building approach Dean used to go from part-time effort to full-time earning! If Dean can do it, so can you You ve Got People! You re in business for yourself, but not by yourself. Your Membership comes with a whole team of business partners committed to your success. You ve got people! Put your team to work for you and use your upline business partners when following up, particularly in the use of the three-way phone call. The essential steps for success in follow up are: 1. Timing Counts 2. Think Positive 3. Pop the Question 4. Dial a Friend 5. Who Do You Know? 6. Keep in Touch 22

25 1. Timing Counts Really. It does. Can you remember what you did on Monday, or even, two weeks ago? When you share a video or audio with a contact, you have to catch them while it s still fresh in their mind. Follow up the same day where possible or no later than the following day. 2. Think Positive Be an optimist, and assume the best. Ask what they liked about the DVD. Or, can they see how Waiora is positioned to be the next big thing? Always approach your follow up with a confident outcome in mind. 3. Pop the Question Sometimes, you just have to ask! Are you ready to get started? Is there anything else you need to know before you get started? Some people are ready right now, so don t hold them back! SUCCESS TIP Ask for a specific time to follow up. Are you free after dinner tonight, say 8 p.m.? Make it top of mind for your prospect so they will watch or listen to the presentation before you call. Elaine Grossaint, Emerald 4. Dial a Friend When your prospects want to know more, dial up your business partner, who can answer all their questions on a three-way call. See how to make the most of them on the next page! 5. Who Do You Know? If someone s not ready, that s ok. Use that moment to ask for referrals. Add to your list by asking, Do you know anyone who is an entrepreneur/ owns their own business/ is successful? 6. Keep in Touch Sometimes no just means not now. Always ask if you can keep in touch with your contact and keep them updated on your progress. You never know when their time will be right! SUCCESS TIP Ask, on a scale of 1 to 10, where do you see your interest level? (If 6 or over, tell them) Hold on, I have a friend that you need to hear from... I ll be right back. (If under 5) (chuckle) Well, I thought you d be higher. It s not for everyone. Who do you know in this economy who might be interested? Korey Johnson, Double Diamond 23

26 REAL ADVICE The three-way phone call is as much for you as it is your new prospect. Its on-the-job training that lets you earn as you learn. John Haremza, Blue Diamond Making the Most of Three-Way Phone Calls It doesn t matter if you re a novice or a seasoned networker; everyone who s anyone uses three-way phone calls. That s because when a successful business partner comes on the line your prospect sits up, listens and let s you know if it s right for them. Here s how Use for Your First Follow Ups If you re new to networking or following up, you might want to have your upline business partner on the phone with you for those first calls. Then, After the First Calls Once you know how they work, then you can do the initial follow up and bring your upline business partner on the line when your prospect has an interest and has questions. Give a Heads Up Where possible, give your upline business partner a heads up that you might be calling on them so they can be ready to answer. And give them a short, simple overview on your prospect (who they are, what they liked) so they can answer their questions. Talk Up your Partner Before you bring your business partner on the line, introduce them as someone your contact will want to hear from. Talk them up as an expert or business leader. Just ask your upline how they like to be introduced. Listen and Learn Once you ve made the introductions, just sit back on the call and listen. Pay attention to how your upline business partner finds out what your prospect really wants and what questions they need answered, both spoken and unspoken. Decision Time The goal of any follow up is to get a decision. Many times that will be a yes. Others, it will be a no. Respect whatever is best for your prospect, and many more doors will open through new Members and referrals. 24

27 Stalled? Here s How to Get Things Moving! If you ve gone through all the steps, and your prospect is just not quite ready to start, you can get things moving again by asking if they d like to take the business for a risk-free test-drive! Here s how the Evaluation Pack system is a win-win for everyone! YOU: Get a new Member on your team WITHOUT activating the Compensation Plan, so you can still earn big when they re ready to position! Share Chava from your personal inventory, earning instant cash in your pocket, and showing how easy this business really is! Work side-by-side with your new Member and s how how much support is available to help them achieve success! YOUR PROSPECTS: Savor the finest, healthiest, most decadent chocolate in the world and see how everyone LOVES it! Awaken their senses to getting a piece of the global $100 billion dollar chocolate business risk-free! Check out the business tools, professional Member Kit, and FREE website, discovering this is a turn-key business that ANYONE can do! Chava Circle of Success A.S.K. 1 ASK SHARE KNOW Member Start Action plan starts with their list of names and goals. 4 Circle of Success Evaluation Pack Lets them determine their interest level in 2 products and business. 3 Follow Up Review PaceSetter and Premier positioning and ask them to get started. Turn the page to see how to jumpstart your business today! 25

28 Chava Circle of Success 1. A.S.K. [Ask Share Know] ASK SHARE KNOW Do you like chocolate? 9 out of 10 will say yes! A square of Chava and the health benefits. Ask if they would like to know more, then share a tool or invite to an event. 2. EVALUATION PACK Share the Evaluation Pack in person at a Tasting or by Phone on a 3-way call. This lets them determine their interest level in the products and business. The 30-ct Chava and Tools come from you, the Member Kit ships from the company. This means you ll get paid on their positioning order when they re ready to get started. 3. FOLLOW UP Day 1: Day 2: Day 3: Touch base the next day and ask a few friendly questions to build the business relationship. No contact (unless they call you) so they have time to savor their new opportunity. Call with your upline to review their interest level, and present the positioning options for Premier and PaceSetter. Then ask them to get started. 4. MEMBER START Then get your new Member started at the level that s best for them, and show them how to do what you just did. Their action plan starts with their list of names and goals. You ll find all the Circle of Success forms available to download or print from your Waiora back office, under the Training tab. 26

29 5 SUCCESSFUL NEW MEMBER START UP CHAPTER Like many people, Kathleen Deoul didn t start out in network marketing. As the former owner of her own multi-million dollar company, she was on top of the corporate world and didn t look favorably on the profession. My only experiences up to that point were of pushy sales people and high-pressure sales tactics, and I wanted nothing to do with that, says Kathleen. Enter a health challenge and a friend who cared enough to offer a natural health solution. It was an eye-opening experience. I realized that network marketing gave a voice to high-quality products that otherwise were silenced on store shelves. But that wasn t the only benefit for Kathleen. I started making money; almost without trying just because I was sharing the gift I had been given. That s when I knew I had to look at this as a business. Kathleen Deoul, Diamond Today, Kathleen says she could never go back to Corporate America, nor would I want to! Network marketing is the purest form of free enterprise, where regardless of age, health, race, gender or education, there are limitless possibilities. Moreover, Kathleen shares that success is not an accident. It is a committed decision. As you share Waiora, follow the steps that will make success a reality for your team (and you). If Kathleen can do it, so can you Steps to a Successful Start Congratulations the Success System has now come full circle! Review these steps to get your new Member on their path to success. 1. Position for Success 2. How to Join 3. Place in your Team 4. AutoShip 5. Chart their Course 6. Who Can We Call? 7. Welcome to the Team 8. Staying Connected 27

30 The Circle of Success The Success System has come full circle. You got Started, Shared with others and were Successful in your follow up now you have a new team Member ready to do the same! Your new Member will go through Chapter 1 (Start) just like you did, but here are some extra success tips for you to follow 1. Position for Success Follow the path for the one-time positioning order outlined in Chapter 1 to get your new Member started at the level that s best for them. 2. How to Join The fastest way to get your new Member registered is online through your personalized website, which links you permanently as the enroller. Or, you can call Waiora Support at (M-F, 9 a.m. 6 p.m. ET) to do it over the phone. Be ready with all the details! SUCCESS TIP Always remember that the start up order is not about you, it s about what s best for your new Member and where they are in their life. Robben West, Single Diamond 3. Place in your Team One of the best parts of the Waiora plan is that you can adjust your course as you chart it! In Chapter 1, you have a chart to fill in to get you to Ruby. With Waiora s unique placement feature, you can move a new Member (details in Policies & Procedures) where you need so you can stay right on course! REAL ADVICE Be upbeat and excited for your new Member as you gather the information. Ask what address should Waiora send your checks to? 28

31 4. AutoShip Now, Not Later AutoShip means your new Members are set up to earn the max, every month. Don t wait to get their next order in the system. Do this at the point of sign up. Make sure to let your new Members know they can change the product selection at any time. REAL ADVICE You ll only ever be as successful as your team members are. Dedi Skipper, 120K Emerald 5. Chart their Course Set a date and time (within 48 hours of sign up) to regroup and help them chart their course to Ruby and beyond. This Action Plan will also review your new Members: Success List and their income goals Time Commitment how much daily, weekly Dream Team List the Top 20 people they would like to work with 6. Who Can We Call? There s nothing more exciting than quick success and no better time for it than when your new Member is excited which is right now! Ask them, Who can we call right now to share this with? and they may have a few names. This gives them early success, immediate income for anyone who enrolls and gets them off to a fast start. 7. Welcome to the Team Now that your new Member is on the team, let them see what they re a part of! Call your upline business partners and make introductions! Throw a get-together if you have team members in the area. Show your team spirit! 8. Staying Connected Work with your new Members to plug them into the system of support available. Dial them into the National Conference Call via a three-way call. Bring them on the weekly training calls. If there is an event or Waiora tasting happening in your area, offer to carpool. Regular contact, especially in the first weeks, is essential to their success. SUCCESS TIP As your new members training manual will be arriving with their Member kit in their first order, review the first chapter (Start with Success) with them ahead of time so they can start right away! Dean Nunneley, Single Diamond 29

32 6 GOT QUESTIONS? CHAPTER As a child growing up with severe dyslexia, John barely got through high school, then got the best job he thought he would ever have as a maintenance man at a potato chip factory. When he was promoted to manager, John s salary got up to $22,000 a year. Times were hard. John struggled to support a young family, living in an old 1969 Garland Trailer with a broken-down furnace that didn t keep Minnesotan winters out. When he learned about network marketing, the prospect of owning his own business and earning leveraged income sparked a fire in him and he got started. He bought product that at the time he couldn t afford. Then he faced a skeptical spouse, a disbelieving family and mocking coworkers. Every objection you can imagine, I heard it. This won t work. No one makes money at this. It s a pyramid deal. You re crazy to try something like this. We don t have the money right now. As my self-confidence grew, I came up with answers to all those objections. Of course my favorite was when I was leaving my potato chip factory job to go full-time in network marketing. One of my coworkers said that I was out of my mind, it wouldn t work. I turned to him and said that the worst thing that could happen is that I have to come back and have a job like you. I ve never looked back since. John Haremza, Blue Diamond Today, John is Waiora s only Blue Diamond, and he spends his time enjoying spectacular trips, indulging in some of the best fishing on the continent and taking in water views from his brand-new lake house. Best of all, with a monthly check exceeding $100,000 he now makes five times his old annual salary every month! If John can do it, so can you When People Object If an objection comes up, it s usually either when you re inviting them to review a tool or when you re following up. Listen carefully (never interrupt) to what they re saying. It could be they have a genuine misunderstanding that you can clarify with an answer. Or it could be that they re just trying to say no and looking for a way to let you down gently. So be persistent but don t pester get an answer and move on. There are usually three main objections and we ll cover how to handle each of them 1. Not Network Marketing 2. No Money 3. No Time 30

33 ASK ON A SCALE OF 1 TO 10, WHERE WOULD YOU SAY YOU ARE? Have these techniques ready and you ll be better prepared to handle whatever objection may come up. Answer their questions and ask again. If they are still not a 10, they re not ready ask for referrals. ANSWER A QUESTION WITH A QUESTION This confirms your understanding of what they are saying and lets them know you are listening to their concern. FEEL, FELT, FOUND Once you have clarified their objection by asking a question, then use the Feel, Felt, Found technique to handle it. I know how you feel, I felt the same way, but here is what I found. 1. Not Network Marketing Is this a pyramid? What s a pyramid? (in most cases they will infer something improper). Do you mean where the person at the top makes all the money and the many at the bottom only make a little? No, but I used to work for one it s called a corporation! These things never work. I know how you feel. I felt the same way I thought that network marketing was a business where you make no money and lose your friends. What I found out is that word-of-mouth marketing is the most effective business model in the world. Instead of paying for advertising on TV, that money is paid to real people with real results up to 50 cents on every dollar. 2. No Money I can t afford this right now. I know how you feel, I felt the same way but I found out I couldn t afford not to do it for my health. Natural Cellular Defense is under $1.50 a day, much less than a cup of coffee! It costs too much money. I know how you feel. I felt the same way I thought it would cost me money. But I found that most people can earn back their initial investment in the first month alone, and some earn twice or three times that. If I could show you how to do that, would you find the money? 3. No Time I don t have time right now. How much would you need to earn, to make it worth your time? I d need an extra $2,000 a month and I d have only a few hours to do it. I know how you feel, I felt the same way when I first heard about it. What I found was the leverage that network marketing brings means you can earn a lot with very little time. I can show you how to make $2,000 a month by giving just a few hours a week to your business. Can you make time for that? PRO TIP For more on how to overcome objections, listen to the Got Questions? CD available at Sound Concepts. 31

34 7 YOUR TOOL KIT CHAPTER John Haremza remembers his start in the industry well. It was all about who could get the most tools out there. If it moved, I handed out a tool. If it didn t move, I kicked it, and then if it moved I handed out a tool! Other Member Leadership Council (MLC) members agree. You can either spend 20 minutes trying to explain the program to one person, or two minutes handing out a tool that explains it to 10 people. Which one makes more sense? says Renee Chittick. For anyone concerned about the extra cost, Marcy Littlejohn explains the small cost of tools is more than repaid by the time you save and extra enrollments you get and the more enrollments you get, the more money you make. Korey Johnson agrees tools are central to your ability to duplicate your efforts throughout your team without duplication you won t have the permanent, residual income this business can give. If all the top leaders use tools, then so should you. Whatever the job, there s a tool that can help. And best of all, with your Waiora Membership, you get a whole set of Tools, cost-free! Then, upgrade to Fee-based tools for even greater results! 1. Free Tools! 2. Fee Tools (they re worth it!) Let s face it you re busy. It s hard to fit everything into your day. And since you re used to doing everything yourself, you might think you can do Waiora all on your own too. And you can. But, here s the thing. You can save yourself time, and cross things off your list (instead of adding them) if you use tools. They work (really) and because they answer questions for people and give out more information as its needed, tools just make your life easier. Try them for yourself. You ll see. 32

35 Free Tools Conference Calls Dial in for a perfect presentation, live every Monday night at 9:30 p.m. ET. And bring a friend! Training Call Wake up with Waiora every weekday morning at 10 a.m. ET with training tips that succeed. Sizzle Calls This recorded call is available 24/7 and lets you know your contact s interest level in just 3 minutes! Ask your upline leader where to dial. Websites real results from real people on testimonial websites, training results from your business partners and much more! Ask your upline leader for where to go online. Connect with the Conference and Training Calls at pass code #. SUCCESS TIP Your upline business partners are the most effective tool you ve got. Use them. Barbara Gitomer, 60K Emerald Fee Tools (They re Worth It) CDs and Brochures. Answer all the questions your prospect might have about the products check the full listing in your Waiora store and at waioratools.com. Audios: Discover the Dark Secret CD featuring Master Biochemist, Rik Deitsch talking about the fusion of Natural Cellular Defense with dark chocolate to create vital chocolate. And with the Perfect Product CD, John Haremza shows why Chava is the perfect opportunity! SUCCESS TIP Find all DVDs and CDs through Sound Concepts at or call at (M-F, 7:30 a.m. 6 p.m. MT). 33

36 8 STRATEGY FOR SUCCESS CHAPTER It didn t take Korey Johnson long to realize that punching a time clock and living from paycheck to paycheck was no way to live. At only 21 years old, this electrician saw the light. I came across a home-based business and knew this could be it a way to give my family the time and financial freedom they deserved. Today, Korey and Renae Johnson live in the house of their dreams, have filled their garage with luxury cars and take frequent vacations to exotic locations with their four beautiful children. But for Korey, it all comes down to one thing. Making the choice to do something instead of nothing. All of our decisions, even the seeming little ones, can have a big impact. After making the choice to join Waiora, Korey went on to achieve the rank of Diamond in his first 89 days and over the past five plus years, he and his team has earned a combined 40 plus million dollars. Korey Johnson, Double Diamond We have so many team members seeing real results in their lives. Success looks differently to each person for some it s an extra $500 a month to make a real difference, for others it s going for $50,000 a month. No matter what your goals, the keys to achieving them are the same. If Korey can do it, so can you Strategy for Success Successful leaders follow these simple strategies to get the results they want. 1. Speed 2. Race for Ruby 3. Building Relationships 4. Consistency 5. Think Big Business 6. Get to Convention 34

37 1. Speed The faster you go, the more momentum you make. And people will follow your pace, so set yourself up for speed. The first 30, 60, 90 days are the most important. Plan to share the products and business with 5 people a day in your first month and then making two new contacts a day every day after that. 2. Race for Ruby Every time someone joins your team, your top priority is to get them to Ruby and teach them how to do the same with their team. Why? When they get to Ruby, they start to get residual income and see real long-term results. Ruby is the foundation on which your business is built. 3. Building Relationships Network marketing is called relationship marketing for a reason. And the day your prospect becomes a Member with Waiora adds a whole new dimension to the relationship. And the best way to build it? Treat your team like family Call and catch up (at least once a week) SUCCESS TIP Make it a team effort. Organize a prospecting blitz with a Give the Gift of Waiora day. Support each other and celebrate everyone s results! Kathleen Deoul, Diamond Meet up (once a month if your location allows) Celebrate their every success! And most importantly, support your team and make it fun! 35

38 4. Consistency It s like the late, great Jim Rohn said - it s easier to eat an apple a day than to eat seven on Sunday. And, it s better for you. SUCCESS TIP This isn t hard to do, you just have to keep at it and you will be successful. Consistency is the key. June Loper, 60K Emerald 5. Think Big Business If you want big returns, then you have to think of this as a business. Your business. All yours! And the best part is that you can make your own hours, and take time off without having to ask anyone! Making your business into a big business means committing to your success, every day (even if its only a few minutes every day). Give yourself your best effort. REAL ADVICE As a general rule of thumb, when your earnings exceed $10,000 a year, it s a good idea to incorporate as a business. Talk with your tax professional about the benefits. Brian C. Calvarese, C.P.A. 6. Get to Convention In a survey, 99 out of 100 conference attendees would recommend it. Why? Simply put seeing is believing. Over the course of three days you see what others have done and how you can do it, too. Leaders who bring their teams report growth of up to percent within a month. You ll see advanced training by top leaders, corporate presentations and in-depth training workshops. And then there s what you can t see the camaraderie, sense of purpose and fun that infuses the entire event. You have to be there to believe it. 36

39 Although no one can go back and make a brand new start, anyone can start from now and make a brand new ending. Carl Bard REAL SUPPORT Waiora Support: (M-F, 9 a.m.-6 p.m. ET) support@waioracommunications.com Sound Concepts: Tools (M-F, 7:30 a.m.-6 p.m. MT)

40 2010 Waiora Waiora