YOUR FIRST STEP TO SUCCESS

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1 ESSENTIAL TRAINING YOUR FIRST STEP TO SUCCESS

2 TABLE OF CONTENTS Welcome to the team SECTION 1 The Essential Training Webinar Mentor call Team call Setting Up Loyalty Rewards Program Order (LRP) How to enroll someone Accountability tracker SECTION 2 Learning the Basics Basic comp plan Setting your goals & 90 day rank advancement roadmap Creating your list How to tell your story How to book a one-on-one Script for a one-on-one & asking for referrals Top two dōterra wholesale kits doterra order form My notes Refer a friend program How to book a class Class script & asking for referrals Preparing your host Launching your business SECTION 3 Support Your Customers You had 10+ sales conversations, now what? How to follow up with those you have enrolled Enrollment tracker How to do a wellness consult Wellness consult script Wellness consult form Next goal SECTION 4 Sharing the Business Opportunity You had 10 wellness consults, now what? Bringing up the business and the script Game plan call Creating your builder list What s Next Appendix

3 Welcome to the team During this four part training we will teach you the basics to hit the ground running, to feel confident talking to people about dōterra and getting started with essential oils. We will teach you step by step how to grow your business and reach the level of success you are striving for. Everything you need IS RIGHT HERE. Section 1: The Essential Training Webinar Section 2: Learning the Basics Section 3: Support Your Customers Section 4: Share the Opportunity In the webinar during section 1, we will explain how you will systematically go through this four part training with your mentor. Now take a deep breath, this isn t a race and can be done at any pace. Consider this your welcome training and human resource training all wrapped into one! Our team is one of support and encouragement. You are in the right place to grow and prosper as a person. Welcome and Good luck on your dōterra journey. Enjoy the Journey 3

4 Mentor Call SECTION 1 What is a mentor call? Many times people are intimidated by getting started with a mentor call and we totally understand that. Here is what we want you to think of when we talk about mentor calls. A designated 30 minute time slot for you to talk to your mentor A time to set goals and create a plan A time to ask any questions you may have This time is about you, your goals and needs. To keep our calls on track we have set up a series of simple questions that you will answer prior to your call. You can either or text your answers each week to your mentor so you have an outline to go over on the call. This helps us to use our time efficiently. During these calls, it is important to find a quiet space, be prepared, and be logged into your back office on your computer. Here are the questions: Weekly Questionnaire: Answer these questions and send them to your Mentor prior to the call. 1. Biggest Win 2. Biggest Challenge 3. Three Highest Priorities for this week 4. Is there anyone you have enrolled that you need place/move 5. Questions you want to go over Your Mentor: Day of the week and time (You will call your mentor) Team Call This is our team call time and location info: Team Facebook Page: Every 1st Sunday of the month 12:00 MT, 14:00 ET, 19:00 UK, 20:00 EU *schedule changes, if any, will be announced on My Essential Biz facebook group Team Business Group: Team VIP Customer Group: Team Website: Team Prospecting Site: 4

5 Setting up Loyalty Rewards Program (LRP) Log into your virtual office at you will need your dōterra member id # and your password. Usually the person who enrolled you has already given you a password - if not - follow the prompts to set one up. Once you are logged in - click on the Create New Loyalty Order. You will be prompted to select your LRP Order Process Date before you shop. Keep in mind that orders processed on or before the 15th of the month, and have at least 125 PV, qualify you for the free product of the month! The dates will be colored according to availability, and if they are before or after the 15th of the month. Don t worry, if the date you want is not available you can choose a different date and click Review and process Today (you ll see that option after you have an order set up). 4 5 Once you have chosen your date - Click Save Date and Shop. Now you can start shopping! Simply add items to your cart. When you are done shopping, click on the cart icon in the top right corner and press Review Loyalty Order. 5

6 6 Review Shipping and Billing Information. 7 Make sure and check this box, For personal consumption, unless you are a business re-selling product. 8 Click Review and Process Today or Save and Process on Selected Date IMPORTANT Orders processed on or before the 15th of the month and have at least 125 PV, qualify for the free product of the month!! In order to qualify for doterra s full compensation plan you must place a 100 PV order or more each month as well as ALWAYS keep your LRP template set at 100 PV or higher. 6

7 How to Enroll Someone 1 Visit your website at 2 Select Enroll New Member 3 Select Country and Language 4 Select Account Type and enter your Member ID # under Referral Information 5 Enter Customer s information in About You section 6 Next choose How Do You Prefer to Get Started, select either the doterra Wholesale Membership fee for $35 OR With a Reduced Price Starter Kit (Membership fee included) 7

8 7 Add Kit or Introductory Enrollment Packet to cart 8 Select View Cart to continue and check out or Continue Shopping to add items to cart 9 Next review order, you can also add items in the Quick Add by Item # or Name box or press Change Starter Kit, to edit your kit. When done, select Proceed to Checkout 10 Select Shipping Options and Continue 11 Great job, you have a new enrollment! The customer will receive an with their member ID #. You have the option to set up their monthly Loyalty Rewards Order (LRP) for the following month by clicking Yes, or you can set up later by clicking Not Now. LRP is optional. 8

9 Accountability Tracker This is an important tool in building your dōterra business. Just like any job we need to hold ourselves accountable and be able to track where we are in our business. We need to know what is working and what is not working. You will see on the next page (accountability tracker) where we set goals for each week and we track our progress to see how we are doing. Your goal isn t to get the highest total possible, your goal is to match your expectations. For instance, if you say you would like to make five new contacts, that is how many you should strive to have by the end of the week. Each person s goals will be different and that is ok. It helps to block off your calendar at the beginning of the week. Start by blocking off the absolute musts, doctors appointments, picking up the kids, Karate practice etc. Then self care, yoga, pilates, walk etc. Then you block off the times you can fit in your dōterra business. Once you have those times blocked off you will be able to write them down in the top right corner. These are some of the areas you will be working on. Personal empowerment means taking care of yourself, a long bath, meditating, yoga, running, really whatever fills your cup. Personal Development is more about reading or listening to books or audio that will help you grow as a person and/or grow in this business. Books Being the Starfish - Neal Anderson You are a Badass - Jen Sincero The Big Leap - Gay Hendricks Go Pro - Eric Worre Get Over Your Damn Self - Romi Neustadt Podcasts & Youtube Videos Emerge Sales Training (podcast) - Tasha Smith Finding Your Why (youtube) - Simon Sinek Company Education is fun, maybe each week you decide to learn more about one oil or product. Also trying to better your knowledge so you can help more people. doterra (youtube) doterra Science (youtube) doterra Empowered Life Series Journaling can be done in the morning or evening. Take five minutes to brain dump everything that is on your mind, don t worry this is a safe place, no one, including you have to go back and read it. A great way to end your journaling, is by writing two sentences or more on what you are grateful for. It is scientifically proven to make you a happier more fulfilled person. 9

10 Date Set Your Intention TIP: Fill this section out every Sunday How many of the following will you do for this week? Referrals Follow Ups Contacts Appointments Goals for week 30 Min. Personal Empowerment* Personal Development** Company Education Gratitude Journal # Referrals How many hours are you committing to doterra? I have blocked these hours: Monday Tuesday Wednesday Thursday Accountability Tracker Friday Saturday Sunday MON TUES WED THURS FRI SAT SUN TOTAL # New Contacts # Follow Ups # Appointments Booked Enrolled One on Ones Classes 10 *Exercise, meditation, etc. **Reading Books, Listening to Motivational Speakers, etc.

11 Basic Compensation Plan SECTION 2 How you will make money right away, is called the Fast Start Bonus. This bonus is paid weekly and you will earn 20% of every enrollment order for the first 60 days. There are other ways to receive income, however this is the one you will be utilizing the most. Rewards Leadership Rewarded for providing team support and collaboration Allows you to create a residual income (Stop trading hours for money) RANKS & AVERAGE INCOME M D EX MANAGER 500PV $100 Month* DIRECTOR 1K $150 Month* EXECUTIVE 2K $200 Month* E P S G PL ELITE 3K $300 Month* PREMIER 5K 2 Executive Legs $600 Month* SILVER 3 Elite Legs $2,125 Month* GOLD 3 Premier Legs $4,667Month* PLATINUM 3 Silver Legs $8,750 Month* 11

12 Setting your Goals We need to know where we are going so we can create a plan to get there. On this worksheet we will walk you through how to reverse engineer your goals. Later on in this training we will use these goals to individualize your business launch. Your mentor will help you use the chart below to set your goals. This will be done during part two of the training. Let s work on your Ultimate Goal, I know this can be scary so I am going to help you break it down some: What is your ultimate expectation and goal with this business, where do you want to be in 3-5 years? How much do you want to be making in 90 days? 90 day financial goal (ie. $500 a month): What rank would that be? (ie. Premier): What do you need to accomplish in 60 days to reach your 90 day goal? 60 day objective (ie. Launch 2nd builder): What rank would you like to be?: What do you need to accomplish in 30 days to reach your 60 day goal? 30 day objective (ie. Launch 1st builder): What rank would you like to be?: 90 Day Rank Advancement Roadmap This is just a suggestion and a basic outline. The desired outcomes will vary from person to person. COMPLETE PER MONTH ELITE PREMIER SILVER # of Enrollments (Average 110pv, include team totals) People on LRP (Average 100pv, include team totals) # of Classes * (Include team totals) Legs (Your Personal Builders) *1 class = Ideally 10 people. 10 one on ones = one class These numbers are calculated with a 50% close rate 12

13 Creating your List Your goal is to write 100 or more names down. You will constantly be adding names to this list as you meet people. Some ways to get started are going through your Facebook, phone, thinking of neighbors, classmates, any service person (nail salon, hair stylist, massage therapist, yoga teacher, etc.) Hang onto your list, you re going to learn what to do with it soon. You can start your list on the lines below, a notebook or in an excel spreadsheet. Start writing down everyone you know, just because their name is on the list doesn t mean you will have to call them. This is just a great way to get your wheels turning. 13

14 How to Tell your Story Let s learn to tell your story powerfully in under 2 minutes. Your story can be one of the most important parts of how you talk to people about essential oils, so let s master it. You want to be able to tell your story quickly and with conviction. There are four important steps to telling a powerful story. Let s break yours down. Steps to telling your story 1. Background history: Who are you? Write down 2-3 things that describe you. What originally brought you to try dōterra? Here are some examples: Mom, wife, accountant, graphic designer. 2. What didn t you like about your life then: What did you not like before dōterra. Here are some examples: Taking medicine everyday, giving your kids medicine, having to leave your kids every day to go to work. 3. How has dōterra become your solution? Has it made you healthier? Given you more time and financial freedom? 4. How do you feel about your future now? Cast a vision people are excited to see. Here are some examples: I know that in the next two years I will be able to leave my job to work from home and be a more present mom. I know that I have a natural alternative to turn to when someone in my house gets sick, that makes me feel empowered. Now that we have the four parts, you will work with your mentor to put this story together and perfect it. 14

15 How to book a one-on-one How to book a one-on-one Option A Hi it s, did I catch you at a bad time? I know I m totally calling out of the blue. I m calling to get your thoughts on something. I am starting my own business selling essential oils, and as part of my learning process and getting started in general, I m trying to set up appointments with people I know so I can get comfortable. You don t have to buy anything, but if you see something you like I would love to help you get it. I am going to go over the most popular essential oils and kits and show you how to use them. My part will take about 30 minutes. Would you be willing to help me out? We can do it over the phone or in person. Which do you think would be better for you? Great, I ve got a crazy week, but I do have or open. Which of those works best with your schedule? If they say that neither of the 2 times work for, you say, Ok, is it the time or the day that doesn t work for you? Then you can suggest 2 more times/days and pick from there. Option B Essential oils come up in random conversations all the time, so what do we do then? It s easy, use the usually script below to transition the conversation. Usually what I do is set up a time to go over your health goals, the company and the most popular essential oils and kits. My part will take about 30 minutes. You don t have to buy anything, but if you see something you like, of course you can order it right away. We can meet in person or talk on the phone. Is that something you would like to do? Great, I ve got a crazy week, but I do have or open. Which of those works best with your schedule? 15

16 Script for a One-on-One Supplies needed for one-on-one meeting (see appendix for supplies list) 10 foundational oils Fractionated Coconut Oil Order Form & Kit handout My Notes Sheet (see page 21) 1 Product Guide (optional) Oil Usage Guide Referral gifts (Roller bottles, a sample or two, keep it simple) Agenda Let me first start off with what we are going to do today. I m going to read from my paper so I don t go on any tangents and waste your time! We are going to: Go over your goals Learn a little about dōterra How to use essential oils, and the most popular kits. My part will take about 30 minutes. You don t have to buy anything, but if you see some thing you like, of course I ll help you order it today. My goal is to empower you and give you safe, natural options for your health. My Story Quickly introduce yourself and tell your story..no longer than 2 minutes max! (I mention that I had no intention of doing the business side of dōterra, but when you find something that works, you naturally start sharing with people because you want to help them so after doing that for a few months I realized, I should probably get paid for this! ) Input I want to make sure and cover what is important to you. What are some health challenges and goals you are dealing with that you would like a natural alternative for? (write down their health goals, you will address these when you go through the top ten) What do you already know about DōTERRA? (Make sure you hear them out, good or bad) Company Story So let me tell you a little bit about dōterra, they are the largest essential oil company in the world. They started because they wanted to empower families to use natural solutions in their everyday life. They know that researching all the natural options out there can be overwhelming and wanted to make it easy for you, so they created a full line of essential oils, cleaning products, skin care, personal care items and more. Now you can find these products all from one source that you can trust. So really they aren t just the largest essential oil company, they are a health and wellness company as well. Essential Oils are very popular now and they are popping up everywhere, including Walmart! Did you know many of the oils you find at the health or grocery store claim to be 100% pure but many add just a small amount of actual essential oil and the rest can be fillers or synthetic? It s such false advertising! Even on Amazon the dōterra oils you can buy, have been found to be altered, then resold. 16

17 dōterra has raised the bar in the industry when it comes to quality, there are no fillers, no artificial ingredients, no dilution. They go through multiple levels of testing, to ensure purity and potency. Want to check out these test results? Simply enter the batch number from the bottom of your bottle into the sourcetoyou.com site and view the test results of that oil and a highlight about what that oil is used for. doterra s plants are grown in their native habitat, this is something that is unique to doterra. Their oils are sourced from over 40 different countries. Sourcing their plants where they grow best ensures you will get the highest quality essential oil to use on you and your family. This also allows doterra to give back and make a difference in the world. Many of the countries they source from are impoverished and by doterra working with these farmers, they are able to increase the number of jobs to help sustain these amazing communities. Because of our great relationship with our farmers, 84% of doterras essential oils are exclusive to us. This means 84% of our growers will only distill for us! So we get the same high quality and result from an oil time and time again. doterra s nonprofit organization, The Healing Hands Foundation, helps with many projects like building schools, health clinics, job training facilities and providing water systems. When you use their essential oils you are not only helping your own family, you are also helping families around the world. When you see the dōterra label, you can be assured that you ll get the highest health benefits from the essential oils. And if you don t like it and return it within 30 days, you will get 100% product credit to try something else or 90% returned back to your account. So now let s learn how to use these incredible oils. How to use Essential Oils Now there s a few different ways to use the essential oils. The oils are HIGHLY concentrated, so always remember that less is more. 1 drop of peppermint is equal to cups of peppermint tea and the oils are 50-70x more powerful than herbs. Aromatically: You can simply smell the essential oil out of the bottle or use a diffuser. Aromatically, essential oils can affect our mood and help to cleanse the air. Topically: Apply the essential oil to the area of need, pressure points or the bottom of your feet. For sensitive skin dilute with a fractionated coconut oil or lotion. Be careful when wearing citrus oils, they are photosensitive and can cause you to burn if you wear them in the sun (ie. in a body lotion). Internally: Many of dōterra s essential oils can be used internally, simply check the label for Supplement Facts. You can ingest them by adding them to water or a veggie cap. If you are using in water, use glass or stainless steel, not plastic, the citrus oils can break down plastics, this is great because when used internally the oils do the same thing for our bodies. Did you know that it can take your body up to 5 years to break down and eliminate synthetics, like plastics and medications? By drinking citrus essential oils you can help to pull out the toxins and cleanse the body. 17

18 Put 1 drop of wild orange and one drop of peppermint in your hand, rub them together, and cover your nose, now gently inhale. This is an example of aromatic use. Now add the carrier oil and rub it on the back of your neck. This is an example of topical use. These two oils together are what we call the focus blend. They will also wake you up and put you in a good mood! Now let s dive into the top ten essential oils. If you have these ten oils, you have an oil to try for everything that may pop up, colds, headaches, ear aches, aches and pains and so much more. You can always expand and try more of doterra s amazing oils and products. Let s get started. (The most important thing here is that you are linking the oils back to their health goals, so check your notes. If an oil matches their health goal, keep it short, 1 sentence. If it doesn t match any of their goals give them 2-3 sentences to put value in the oil.) Lemon: Cleansing to body add a drop to water, good for cleaning, poo-poouri spray Lavender: Calming to skin and mind, great for burns, bites, sleep, stress and anxiety Peppermint: Cooling and invigorating, fevers, headaches, cramps, stomach ache, nausea Melaleuca: Great for skin and scalp health, deter lice, nail health Oregano: Natural Antibiotic, immune support, great for eliminating warts or skin tags Frankincense: #1 oil, headaches, migraines, pain, fine lines and wrinkles, focus, anxiety Deep Blue: Aches and pains, growing pains, headaches, sore muscles and joints Breathe: Snoring, respiratory support, asthma, allergies, anxiety, restful sleep DigestZen: Everything upset stomach, diarrhea, vomiting, constipation and reflux On Guard: Supports the Immune system & fights daily germs, great in diffuser to cleanse air So now I want to tell you how to get these amazing essential oils in your home. Let me tell you about the two most popular kits. These oils replace everything in your medicine cabinet and will become your tool kit for your family s health. The first kit is the Home Essentials Kit and it comes with all the 10 oils we covered today in a 15 ml bottle size or about 250 drops or servings, this kit also comes with a petal diffuser. This is $275. The other kit is the Family Essentials Kit. That comes with the 10 oils we talked about today in 5 ML bottles or about 85 drops or servings. You also get peppermint and On-Guard beadlets, which you can take like a pill. This does not come with a diffuser. This one is only $150. So the Home Essentials Kit, that s 3x the oils, and the diffuser for only $125 more, which makes it a great deal. Brand Yourself I know that starting something new can be overwhelming, so that s what I m here for! With your oils comes me and my guidance. We will make a plan when your oils arrive on how to use them to reach your health goals. Where you buy your oils from is JUST AS important as WHO YOU buy them from, because you will NEED to be taught how to use them, have someone available to answer your questions and guide you through this. You will get that care and attention when you start with me. You will then be a customer with doterra and have what we call a wholesale account, similar to Costco. And just like Costco you can enjoy buying the products at wholesale pricing without actually working at Costco! There is no obligation to ever purchase again or sell. 18

19 If you decide now or down the road that you d like to help others and get paid for it, just like I m doing, I d be happy to tell you more. Now here are the two kits and the order form. On the order form, you re first going to select which kit you prefer. Not sure? I m happy to answer any questions. Whether or not you know which kit you want, you can start by going down the order form and fill out all of the additional information. Don t worry I will shred this as soon as I am done putting your order in. (Then hand them the order form and kits handout.) Closing So which kit do you prefer? Give them time to answer. Hopefully they answer Home Essentials Kit and say yes, direct them how to fill out the enrollment form. Ok Great, do you want to get it? Their Response: I would love to get the home essentials kit, but it s out of my price range. Your Response: I totally understand, the Family Essentials Kit is an amazing option. It comes with all the same oils, just smaller bottles so you can reorder the ones you use the most! Do you want to get it? Hopefully they answer yes and your direct them how to fill out the form Their Response: That is still more than I am comfortable spending. Your Response: I want to show you the intro kit. This is a great way to get started. It comes with 5ml of lemon, lavender and peppermint which are the most versatile oils. This kit is just over $30 with shipping and tax. Do you want to get it? Hopefully they answer yes and you direct them how to fill out the form, you will put this order in for them as retail. Asking for Referrals (see page 22 for Refer a Friend Program Page) Now that you have wrapped up the sale (whether or not they purchased) a great next step is asking for referrals. Your order will come on. Before we finish up, how did you like the presentation? Here is where you can really help me out. I try only to meet with people I have been recommended to or I know personally. It would be very helpful if you were to do is jot down 5 people you know that would be nice enough to meet with me. They don t have to be people you think for sure will buy, just anyone who is nice, and cares about their health. (In person) For every 5 people you give me, I will give you a for free. Here is a pen and my notebook, I really appreciate your help. Feel free to use your phone to help you, I am going to step away for a minute. I will be right back. (Over the phone or zoom) For every 5 people you give me, I will give you a for free. The easiest thing to do is to share the contacts via text. And if you send them over today I will get that in the mail right away. I really appreciate your help. 19

20 Top 2 doterra Wholesale Kits (each kit gives you wholesale pricing for a year) Home Essentials Kit $275 SAVE $ PV The top 10 oils (15ml 250 drops/servings each) & Petal Diffuser that goes 1,2 or 4 hours OnGuard Breathe DigestZen DeepBlue (5ml) Peppermint Lemon Lavender Melaleuca Frankincense Oregano Family Essentials Kit & Beadlets $150 SAVE $ PV The top 10 oils (5ml 85 drops/servings each) OnGuard Breathe DigestZen DeepBlue (5ml) Peppermint Lemon Lavender Melaleuca Frankincense Oregano 20

21 doterra ORDER FORM Home Essentials Kit - $275 Ten 15ml Bottles & Diffuser Family Essentials Kit - $150 Ten 5ml Bottles & Beadlets Other Kit (If creating your own kit add $35) doterra ORDER FORM Home Essentials Kit - $275 Ten 15ml Bottles & Diffuser Family Essentials Kit - $150 Ten 5ml Bottles & Beadlets Other Kit (If creating your own kit add $35) Name Name Address Address City, State, Zip City, State, Zip Birthdate Phone Number Birthdate Phone Number Name as appears on Credit Card Name as appears on Credit Card Credit Card # Credit Card # Expiration Date CVV Code Expiration Date CVV Code Billing Same As Shipping? Check box if you are outside the city limits thank you Billing Same As Shipping? Check box if you are outside the city limits thank you 21

22 My Notes Other products I want Notes: 22 Lifelong Vitality Petal Diffuser Veggie Caps Fractionated Coconut Oil

23 EARN FREE ESSENTIAL OILS & GIFTS Refer a friend FREE How do you earn the freebies? For every person you refer that books an appointment with me you get to fill in a square. Complete each row and gain the prize for that row. Start from the top and work your way down. What do you say to your friend or family? Share your experience with the oils and with the educator. Tell them what they have done for you and how it s help support your journey of using doterra essential oils. Typically what the educator would do is book a 30 min appointment, uncover their health needs, teach them how to use the oils and go over the top 10 oils. They do not have to purchase anything but if they see something they want I can help them get it. How to connect your friends to me? Connect your friend with me either in a three way text message, facebook message or . I will then take care of booking and of the appointment itself. Then you can fill in the square. Qualifications 1 You have 6 months from your kit purchase date to take advantage of this program. Refer your friends, then write their name and the date of their appointment with me in the boxes below. The more boxes you fill up, the more gifts you receive. Receive a gift when you complete a row. Start at the top row and work your way down. start here Gifts 2 3 Row 1 (Essential Oil Accessory) Row 2 (Veggie Caps & Key Chain) Row 3 (doterra Travel Kit) Row 4 (Essential Oil Diffuser)

24 How to Book a Class Who to ask to host for you: Friends, family, co-workers, neighbors Option A Hi it s, did I catch you at a bad time? I know I m totally calling out of the blue. I m calling to get your thoughts on something. I am starting my own business selling essential oils, and as part of my learning process and getting started in general, I m trying to set up my first events. I m looking for friends to have 5-10 people over so I can practice, I have free gifts in it for you. You and your friends don t have to buy anything, but if you see something you like I would love to help you get it. I am going to go over the most popular essential oils and show you how to use them. My part will take about 40 minutes. Would you be willing to help me out? Great, I m trying to book these events in the next two weeks. We can do or. Which works better for your schedule? That was easy, so how the heck are you? Option B How do you book a class when you are already in a conversation about essential oils? Simple, just follow the script below. The next thing I want to chat about is whether or not you would want to host an event. I will run it by you and then you will be able to decide. Either way is ok with me. I just want to make sure you have the option. One of my friends hosted an event, she had five people show up and just for having some of her friends over and giving them an opportunity to learn about dōterra, she got a ton a free gifts. Pretty cool, right? Here is how it will work. We will set a date. I will give you sample text of what you can send to your friends, it will be fun! If they buy, great, if not, no biggie. My part will take minutes. If it takes longer it is because we are having a good time and helping people decide. What do you think? (If they are not local, you can offer to do an online class) Next Steps Once they say yes, give them two dates and times as options. After they choose the date that works for them you can help by creating an invite (Facebook events, Evite, etc.). Example of what to say when inviting to a party Hi! Not sure if you have gotten into this whole essential oil craze, or know anything about them, but I just learned that they can help with WAY more than I realized, like colds, flus, wrinkles, stress, pain.so I got some and decided to have some friends over to learn more with me! You don t have to buy anything but if you see something you like you can get it. I thought you might want this info! I have it set up for, Do you already have plans for that day? The actual class portion takes about 40 minutes and we can hang out after. 24

25 Class Script Supplies needed for Class (see appendix for supplies list) My Notes Sheet (Page 21) Pens (I keep a baggie of 20) Raffle Sheets Envelopes with dates for classes (include host checklist, tic-tac-toe board inside) Hostess gifts Raffle Prize (anything you have extra off or some samples) Referral gifts (1 or 2 oils with my card) Order Form & Kits Handout 1 Product Guide to put out on the table Oil Usage Guide 10 foundational oils (the ones in the kits) Fractionated Coconut Oil & Veggie Caps Diffuser (to diffuse during class) Wild Orange Hand out My Notes Sheet, pens and raffle tickets as they arrive so they can fill out their raffle ticket right away. Agenda Let me first start off with what we are going to do today. I m going to read from my paper so I don t go on any tangents and waste your time! Thank you all so much for coming here today and thank you for hosting and welcoming us all into your home! Today we are going to: Go over your goals Learn a little about dōterra How to use essential oils, and the most popular kits. My part will take about 30 minutes. You don t have to buy anything, but if you see something you like, of course I ll help you order it today. My goal is to empower you and give you safe, natural options for your health. My Story Quickly introduce yourself and tell your story..no longer than 2 minutes max! (I mention that I had no intention of doing the business side of dōterra, but when you find something that works, you naturally start sharing with people because you want to help them so after doing that for a few months I realized, I should probably get paid for this!.) Input I want to make sure and cover what is important to you. What are some health challenges and goals you are dealing with that you would like a natural alternative for? (write down their health goals, you will address these when you go through the top ten) What do you already know about DōTERRA? (Make sure you hear them out, good or bad) Company Story So let me tell you a little bit about dōterra, they are the largest essential oil company in the world. They started because they wanted to empower families to use natural solutions in their everyday life. They know that researching all the natural options out there can be overwhelming and wanted to make it easy for you, so they created a full line of essential oils, cleaning products, skin care, personal care items and more. Now you can find these products all from one source that you can trust. So really they aren t just the largest essential oil company, they are a health and wellness company as well. 25

26 Essential Oils are very popular now and they are popping up everywhere, including Walmart! Did you know many of the oils you find at the health or grocery store claim to be 100% pure but many add just a small amount of actual essential oil and the rest can be fillers or synthetic? It s such false advertising! Even on Amazon the dōterra oils you can buy, have been found to be altered, then resold. dōterra has raised the bar in the industry when it comes to quality, there are no fillers, no artificial ingredients, no dilution. They go through multiple levels of testing, to ensure purity and potency. Want to check out these test results? Simply enter the batch number from the bottom of your bottle into the sourcetoyou.com site and view the test results of that oil and a highlight about what that oil is used for. doterra s plants are grown in their native habitat, this is something that is unique to doterra. Their oils are sourced from over 40 different countries. Sourcing their plants where they grow best ensures you will get the highest quality essential oil to use on you and your family. This also allows doterra to give back and make a difference in the world. Many of the countries they source from are impoverished and by doterra working with these farmers, they are able to increase the number of jobs to help sustain these amazing communities. Because of our great relationship with our farmers, 84% of doterras essential oils are exclusive to us. This means 84% of our growers will only distill for us! So we get the same high quality and result from an oil time and time again. doterra s nonprofit organization, The Healing Hands Foundation, helps with many projects like building schools, health clinics, job training facilities and providing water systems. When you use their essential oils you are not only helping your own family, you are also helping families around the world. When you see the dōterra label, you can be assured that you ll get the highest health benefits from the essential oils. And if you don t like it and return it within 30 days, you will get 100% product credit to try something else or 90% returned back to your account. So now let s learn how to use these incredible oils. How to use Essential Oils Now there s a few different ways to use the essential oils. The oils are HIGHLY concentrated, so always remember that less is more. 1 drop of peppermint is equal to cups of peppermint tea and the oils are 50-70x more powerful than herbs. Aromatically: You can simply smell the essential oil out of the bottle or use a diffuser. Aromatically, essential oils can affect our mood and help to cleanse the air. Topically: Apply the essential oil to the area of need, pressure points or the bottom of your feet. For sensitive skin dilute with a fractionated coconut oil or lotion. Be careful when wearing citrus oils, they are photosensitive and can cause you to burn if you wear them in the sun (ie. in a body lotion). Internally: Many of dōterra s essential oils can be used internally, simply check the label for Supplement Facts. You can ingest them by adding them to water or a veggie cap. If you are using in 26

27 water, use glass or stainless steel, not plastic, the citrus oils can break down plastics, this is great because when used internally the oils do the same thing for our bodies. Did you know that it can take your body up to 5 years to break down and eliminate synthetics, like plastics and medications? By drinking citrus essential oils you can help to pull out the toxins and cleanse the body. Put 1 drop of wild orange and one drop of peppermint in your hand, rub them together, and cover your nose, now gently inhale. This is an example of aromatic use. Now add the carrier oil and rub it on the back of your neck. This is an example of topical use. These two oils together are what we call the focus blend. They will also wake you up and put you in a good mood! Now let s dive into the top ten essential oils. If you have these ten oils, you have an oil to try for everything that may pop up, colds, headaches, ear aches, aches and pains and so much more. You can always expand and try more of doterra s amazing oils and products. Let s get started. (The most important thing here is that you are linking the oils back to their health goals, so check your notes. If an oil matches their health goal, keep it short, 1 sentence. If it doesn t match any of their goals give them 2-3 sentences to put value in the oil.) Lemon: Cleansing to body add a drop to water, good for cleaning, poo-poouri spray Lavender: Calming to skin and mind, great for burns, bites, sleep, stress and anxiety Peppermint: Cooling and invigorating, fevers, headaches, cramps, stomach ache, nausea Melaleuca: Great for skin and scalp health, deter lice, nail health Oregano: Natural Antibiotic, immune support, great for eliminating warts or skin tags Frankincense: #1 oil, headaches, migraines, pain, fine lines and wrinkles, focus, anxiety Deep Blue: Aches and pains, growing pains, headaches, sore muscles and joints Breathe: Snoring, respiratory support, asthma, allergies, anxiety, restful sleep DigestZen: Everything upset stomach, diarrhea, vomiting, constipation and reflux On Guard: Supports the Immune system & fights daily germs, great in diffuser to cleanse air Hosting: I want to pause here to thank (insert host name) for having me over today to meet all of you. (hold up tic tac toe board). (host) has already earned a free gift just for having everyone over today. She is on her way to earning more gifts. There are two ways that you can help them earn more free gifts. The first is by getting started with some essential oils today, in just a moment I will tell you how you can do that. The second way you can help is by playing the envelope game. I have 4 envelopes up here with available dates and inside has the name of one of these prizes that you will leave with today just for scheduling to have your own class. This is the first of many free gifts you will get for hosting! Have them out on the table or in a box so they can see what you are offering; for example: rollerballs, linen sprays, and the oil key chain). I would like to have an event with each and every one of you. I am going to pass these envelopes around. Simply write your name and phone number on the envelope with the date that works for you. Hold up your envelope once you have written your name and phone number and I will bring your gift right over! Once 2 or more of you have booked classes (host) will get another free gift!!! (hold up envelope with her name on it). 27

28 So now I want to tell you how to get these amazing essential oils in your home. Let me tell you about the two most popular kits. These oils replace everything in your medicine cabinet and will become your tool kit for your family s health. The first kit is the Home Essentials Kit and it comes with all the 10 oils we covered today in a 15 ml bottle size or about 250 drops or servings, this kit also comes with a petal diffuser. This is $275. The other kit is the Family Essentials Kit. That comes with the 10 oils we talked about today in 5 ML bottles or about 85 drops or servings. You also get peppermint and On-Guard beadlets, which you can take like a pill. This does not come with a diffuser. This one is only $150. So the Home Essentials Kit, that s 3x the oils, and the diffuser for only $125 more, which makes it a great deal. Brand Yourself I know that starting something new can be overwhelming, so that s what I m here for! With your oils comes me and my guidance. We will make a plan when your oils arrive on how to use them to reach your health goals. Where you buy your oils from is JUST AS important as WHO YOU buy them from, because you will NEED to be taught how to use them, have someone available to answer your questions and guide you through this. You will get that care and attention when you start with me. You will then be a customer with doterra and have what we call a wholesale account, similar to Costco. And just like Costco you can enjoy buying the products at wholesale pricing without actual working at Costco! If you decide now or down the road helping others and getting paid for it, just like I m doing, is something you want to find out more about, then I m happy to tell you more about doing doterra as a business. There is no obligation to every purchase again or sell the products. Now here is the two kits and the order form. On the order form, you re first going to select which kit you prefer. Not sure? I m happy to answer any questions. Whether or not you know which kit you want, you can start by going down the order form and fill out all of the additional information. Don t worry I will shred this as soon as I am done putting your order in. Then hand them the order form and kits handout. Closing So which kit do you prefer? Give them time to answer. Hopefully they answer Home Essentials Kit and say yes, direct them how to fill out the enrollment form. Ok Great, do you want to get it? Their Response: I would love to get the home essentials kit, but it s out of my price range. Your Response: I totally understand, the Family Essentials Kit is an amazing option. It comes with all the same oils, just smaller bottles so you can reorder the ones you use the most! Do you want to get it? Hopefully they answer yes and your direct them how to fill out the form Their Response: That is still more than I am comfortable spending. 28

29 Your Response: I want to show you the intro kit. This is a great way to get started. It comes with 5ml of lemon, lavender and peppermint which are the most versatile oils. This kit is just over $30 with shipping and tax. Do you want to get it? Hopefully they answer yes and you direct them how to fill out the form, you will put this order in for them as retail. Asking for Referrals (see page 22 for Refer a Friend Program Page) Now that you have wrapped up the sale (whether or not they purchased) a great next step is asking for referrals. Your order will come on. Before we finish up, how did you like the presentation? Here is where you can really help me out. I try only to meet with people I have been recommended to or I know personally. It would be very helpful if you were to do is jot down 5 people you know that would be nice enough to meet with me. They don t have to be people you think for sure will buy, just anyone who is nice, and cares about their health. (In person) For every 5 people you give me, I will give you a for free. Here is a pen and my notebook, I really appreciate your help. Feel free to use your phone to help you, I am going to step away for a minute. I will be right back. (Over the phone or zoom) For every 5 people you give me, I will give you a for free. The easiest thing to do is to share the contacts via text. And if you send them over today I will get that in the mail right away. I really appreciate your help. 29

30 Preparing Your Host The most important part of having a successful event is preparing your host. We have made that easy for you by putting together a file that you can print out and go over with your host. I recommend meeting in person or over the phone prior to the event. Host Checklist Create a guest list Start with 25 people you plan to invite (this might seem like a lot, but usually half can t make it, goal is 5-10 people) start contacting them a few weeks prior to the event. Invite guests In person or over phone are best options. If you do create a digital invite (facebook, Evite) please add me to this invite. Here is a sample of what to say. Hi! Not sure if you have gotten into this whole essential oil craze, or know anything about them, but I just learned that they can help with WAY more than I realized, like colds, flus, wrinkles, stress, pain.so I got some and decided to have some friends over to learn more with me! You don t have to buy anything but if you see something you like you can get it. I thought you might want this info! I have it set up for, Do you already have plans for that day? The actual class portion takes about 40 minutes and we can hang out after. Call all guests two days prior Can t wait to see you this (day) at (insert time), it s going to be a lot of fun! The class will start promptly, and there will be a present for every one who arrives on time, bring a friend new to doterra & receive a free oil! It is important to assume they are coming, do not call and ask, Can I count on you or I hope you are coming. This allows for people to find an excuse to cancel. If you sound confident and remind them that you are introducing them to something that has been a game-changer in many households, they will likely not want to miss out! Text 2-3 hours before event Can t wait to see you at (time), I have a surprise for you! Don t forget, the class will start promptly. Give everyone a suprise! We will work together on this. Here are a few ideas. Sample of oil for everyone, a free Living Magazine, fun oil infused recipe you have never made (peppermint infused brownies are always a hit!). Provide a light snack If you choose to serve alcohol it is highly recommended that you limit alcohol intake during the class or serve at the end of class. It allows for a more efficient class time (35-45 minutes), less interruptions and it opens up plenty of time for socializing after. 30

31 Launching your Business Everyone is different with the speed they choose to grow their business, however the steps are the same, meet with your first 10 people. You can do either classes or one-on-ones or a mix of both. Here is a great place for you to track the first 10 people you meet with. Your mentor will guide you through this. If you are tech savvy and would like to use the Google drive link below, feel free. List of people to contact for one-one-ones/classes Sales Tracker: Track the success of your interactions below. If you are tech savvy and would like to use the Google drive link above, feel free. Name Date Class or 1:1 Sale Yes or No Amount Next Appointment for section 3 31

32 Support your Customers SECTION 3 Second Appointment You had 10+ Sales Conversations, Now What? Let s look at your results from your conversations. How many people did you meet with? How many enrollments so far? What was your average sale? Strengths and Weaknesses What do you feel were your strengths and weaknesses, and what would you like to focus on today? Strengths: Weaknesses: Focus: How to follow up with those you have enrolled It is really important when you enroll someone, that you stay organized and fully support them through this journey. This will lead to increased customer retention, eventually leading to increased income. On the next page you will find an Enrollment Tracker. This tracker can be used to stay organized and ensure you don t miss any steps with any of your enrollments. 32

33 ENROLLMENT TRACKER NAME DATE ENROLLED ID # WELCOME WELLNESS CONSULT LRP DATE BUSINESS CONVO ASK TO HOST OR REFERRAL ADD TO SUPPORT GROUP MOVED (14 DAYS) NOTES 33

34 How to do a Wellness Consult Wellness Consult Form Now that you have enrolled your first people you need to learn how to do a wellness consult with them. Below you will find the wellness consult form. You will use this when going through the wellness consult. This is a great place for your new enrollment to take notes and stay organized. Bonus Tip: It is recommended you don t use the term Wellness Consult with your new enrollment...after all before you were doing this business did you know what a Wellness Consult was? Instead of trying to name it something, simply explain to your enrollment what you will be doing in this meeting, see below script for a great example. Booking Wellness Consult Script This should preferably be set up at the time of enrollment, or if that does not happen and you are calling to book the appointment, use this when they answer, Did I catch you at a bad time? People automatically answer no, so that is why we word it that way. Now that you ordered/have your first order in we need to set up a time to quickly go through your health challenges and how to use your essential oils as well as how you can order on your own and how you can get the best discounts when you do order. My part will take about 30 minutes. How does that sound? We can do it over the phone or in person. Which do you think would be better for you? Great, I typically do appointments like this per week. We can do or. Which works better for your schedule? 34

35 Wellness Consult Script Supplies needed for Wellness Consult Pen Oil Usage Guide Computer (if possible to go over account) Agenda I m going to be reading off my script to make sure I don t go on any tangents. Today we are going to review your goals, make a list of products you have and may want in the future, then I ll show you how to order so you can save the most money. A lot of people make mistakes here and I don t want you to miss out. Then I ll explain how the business side works, because most people want to know, even just out of curiosity. My part will take about 30 minutes. Is there anything else you would like to go over today? Hand out the Wellness Consult form. Learn about their goals I think I remember some of your goals, but I don t want to miss anything. Can you remind me of your health goals just so we are on the same page? Have them write these down on their Wellness Consult form and allow them to elaborate now that they like and trust you. If your customers are having trouble with their health and wellness goals now its time to jog their memory, let them know some of the amazing things dōterra has. Pick 2-3 that you think the person might be interested in. A lot of my customers have... Do any of these apply to you as well? Weight loss goals Want natural cleaning products All natural skin care and/personal care Help with sleep Gut cleanse Energy Issues Aches & Pains Ok, let s jot those down and I can help you with what oils you would use for them. Their Health Goals Let me grab my oil usage guide, I don t want to forget anything that will really help you. We are going to make a list that you will be able to keep this for reference and add to it over time. To help you feel empowered, I want to show you how you can look up each ailment that comes up and find solutions quickly, as well as take some notes on the most common challenges in your home. You may want to get a resource guide like this guide book or app to help you as stuff comes up. Go ahead and write your health goals on this wellness consult form. Go through their health goals, what products they have and what they might want in the future and explain all the products that meet their goals/wants. 35

36 Healthy Lifestyle Plan Now that we have mapped out your health goals and what products will help you lets take a moment to create a simple, easy daily plan for you to follow. Here is where you will fill out the chart and make sure they know what products they are using and when during the day, it is important to keep this simple and not overwhelming. Wish List Use section 3 on the wellness consult form to create their wish list. You are going to point out anything they don t have that came up in sections one and two. Then help them create a list of anything they will be using a lot of and need refills on. Now we are going to make your wishlist. This is a great place to keep track of products you will use frequently, I never want you to run out of something that is helping you and your family. We will also add items to this list that you might want to try in the future. This list will be a great place to come back to when it s time to order. Teach how to order Now that we have your wish list all mapped out let me explain the best way to order, in order to do that let s sign into your website. This is when you will show them how to login to their website, and any basic info about their website that you would like to share. There are two ways that you can order, creating a one time order or creating a Loyalty Rewards Order. You will definitely want to use the loyalty rewards program, because you will get money back on your orders, all of your shipping reimbursed to you, AND you will be able to get certain items BELOW wholesale pricing using these points. I get free oils all the time! It s an amazing program and you can edit your order, or cancel at any time. So that means you can get different products each month, you can even change the date they come. A lot of my customers have shared with me that they looked at where they were buying all of their skincare, haircare and cleaning products and decided to shift where they were spending it and just put it into a loyalty rewards order, so they would benefit MORE from it. Basically, they weren t spending anymore money than they normally would, they needed those things and they figured they might as well get a better deal, free products and money back on your orders to use for FREE products. Not to mention- they are better for your health! Lets look at your wish list and see some of the items you circled that you wanted or what was recommended for you that you don t have or might need a refill on soon. What were some of the items you listed? (wait for them to respond) Ok, I m going to walk you through how to place a Loyalty rewards order for that item because I want to make sure understand how it works, it can be confusing at first. When possible actually set up their LRP on their website with them. 36

37 Also, many people add the Lifelong Vitality Supplements to their first LRP order because they have a 30 day money back guarantee and they provide more energy, better gut and skin health, less inflammation and are giving you the whole food vitamins and nutrients that you need as a foundation of health and preventive care. Would you like to try them out to see why they are the #1 seller for dōterra? It s totally worth it to try, especially since you get your money back if you don t see any positive results! So, how does that order feel? Here is where you can help them adjust their order till they are comfortable. Make sure you save it, and select this is for personal consumption so they are taxed on the wholesale rather than the retail price. Now that you have your oils, you are going to find that a lot of your friends and family will start coming to you with questions and curiosity, they may even want you to order them a few things. If you would like to learn how to set up appointments to educate people about the oils just as I have done with you and even get your products paid for, we can set up a time to chat more about that. Would that be something you would like? Wait for their response, and follow along below depending on their answer If they say YES: Stay on this page and continue with option A and read the Exploring the Business script below If they SAY NO: Turn to the next page and continue with option B. I totally get it, I just ask that you connect them with me, and I can make sure they get all of their questions answered and help them just as I have helped you. There are a couple ways to connect us so let me share them with you. Skip to option B, promoting hosting an event. Option A: Exploring the Business Have you ever thought about running your own business? [If yes] Ok great, why is that so important to you? [Yes or no] Here is how it works. You go around having conversations just like the one I had, which was pretty simple right? I can show you how. You will earn commissions on each sale, and as your customers, repeat orders, and team members grow, you will earn additional bonuses. What a lot of people love about it is the flexibility and after a while, the residual income. Is this something you would like to learn more about? [If yes] Ok great, let s set up a time to talk more about this. We can sit down for about 30 minutes and talk more about you and your goals, what it takes to do this business, how our compensation plan words and how to get started. It will only take about 30 minutes. I have and available, which works best for you? [If no] Ok, no problem. The door is always open should you change your mind. Go to next page and go through option B.; 37

38 Option B: Promote hosting an event I ask everyone this because most people want FREE stuff. I will run it by you and then you will be able to decide. Either way is ok with me. I just want to make sure you have the option. One of my friends hosted an event, she had five people come over and just for having some of her friends over and giving them an opportunity to learn about dōterra she got a ton of free products! Here is how it will work. We will set a date. I will give you sample text of what you can send to invite your friends. It will be fun! If they buy, great, if not, no biggie. My part will take minutes. If it takes longer it is because we are having a good time and helping people decide. What do you think? Great! I am going to help you. The first thing is to set up a time. I am available on or which works best for you? Now that we have a date I will help you create and invitation and get you the information about exactly how to invite your friends and family. Asking for Referrals (see page 22 for Refer a Friend Program Page) Now that you have wrapped up the sale (whether or not they purchased) a great next step is asking for referrals. Your order will come on. Before we finish up, how did you like the presentation? Here is where you can really help me out. I try only to meet with people I have been recommended to or I know personally. It would be very helpful if you were to do is jot down 5 people you know that would be nice enough to meet with me. They don t have to be people you think for sure will buy, just anyone who is nice, and cares about their health. (In person) For every 5 people you give me, I will give you a for free. Here is a pen and my notebook, I really appreciate your help. Feel free to use your phone to help you, I am going to step away for a minute. I will be right back. (Over the phone or zoom) For every 5 people you give me, I will give you a for free. The easiest thing to do is to share the contacts via text. And if you send them over today I will get that in the mail right away. I really appreciate your help. 38

39 Wellness Consult Form Oil Usage Guide Login to Member # Password Customer Service Write down your health priorities and find solutions. TOP HEALTH PRIORITIES PRODUCTS I HAVE HOW TO USE PRODUCTS I WANT 2 Create your healthy lifestyle plan. Take the solutions you created above and put them into your daily plan. MORNING AFTERNOON EVENING 3 My Wishlist PRODUCTS I WILL USE FREQUENTLY PRODUCTS I WANT 39

40 Next Goal List of people to contact for Wellness Consults List of people to contact to continue booking one-one-ones/classes Next Appointment for section 4 40

41 Sharing the Business Opportunity SECTION 4 Third Appointment You had 10 Wellness Consults, Now What? Let s look at your results from your Wellness Consults. How many enrollments so far: How many have you completed Wellness Consults with: How many got on LRP (Loyalty Rewards Program:) Strengths and Weaknesses What do you feel were your strengths and weaknesses, and what would you like to focus on today? Strengths: Weaknesses: Focus: Business Conversation Steps to follow: 1. Use the script to contact them and set up a time to discuss the business 2. At meeting, use the script to explain the business 3. If they want to know more you have two options a) Set up a game plan call with them, you and your mentor. b) Launch them into the essential training program 41

42 Bringing up the Business Scripts Option A This option is best used at the end of a Wellness Consults or sales conversation The last thing to review today will be the business side of dōterra. Have you ever thought about running your own business? [If yes] Ok great, why is that so important to you? [Yes or no] Here is how it works. You go around having conversations just like the one I had, which was pretty simple right? I can show you how. You will earn commissions on each sale, and as your customers, repeat orders, and team members grow, you will earn additional bonuses. What a lot of people love about it, is the flexibility and after a while, the residual income. Is this something you would like to learn more about? [If yes] Ok great, we actually have something called Essential Training, This is a training we have that introduces you to the basics of the business so you can decide if this is something you want to learn more about. [If no] Ok, no problem. The door is always open should you change your mind. Option B This script is best used for customer calls. Call your customers simply to give them love. Check in on how they are doing. It helps to call to let them know about something that is going on like a special or a class you have coming up. Sometimes I even call about a diffuser I saw on sale somewhere or a new product dōterra has. Just let them know you are thinking of them and are there to support them. At the end of the conversation simply add in this statement: I ask everyone because I don t want to make any assumptions, would you like to also learn about how to earn money, or how to earn free products by hosting a little get together? If they say yes to either give them two dates and book the meeting to discuss the business or the event right away. 42

43 Business Opportunity Script Agenda I am going to start our conversation today by letting you know what we will be going over. Today we will, Learn about you and your goals What it takes to do this business How our compensation plan works How to get started What are the next steps My part will take about 30 minutes, is there anything you want to make sure we go over today? Learn About Them Let s start by learning more about you and your goals. I am going to ask you some questions so we have a better idea of how dōterra would fit into your life. 1. What are your income goals with dōterra? For instance, would you like to get your essential oils for free each month, cover the mortgage, or maybe even replace your current income? 2. This business is all about working with people, building relationships and connections with people. What are your strengths in this area? 3. What do you feel some of your challenges may be? 4. Why don t you tell me about your average week and your schedule so we can see where dōterra could fit in. How This Business Works This business is different than what most of us are used to. We are used to trading our time for money. For instance, in order to get paid, we have to show up to work, clock in and then clock out when we are done. With dōterra, it is a little different because you will be building a residual income. In the beginning, you will do a lot of work that you do not necessarily get paid for, however, in the end you will get paid for a lot of work that you do not do. You will get paid for the work of the people on your team. This is one of the ways our income becomes residual. To give you a simple explanation of what we do, basically, we set up conversations. These conversations can either be in person or over the phone. They can either be with one to two people or events usually with 5-10 people. You will set up these conversation to teach people about dōterra, connect with and support your customers and help train and develop your future builders by utilizing our teams training programs. Compensation You will get paid for the outcome of these conversations. You will make 20% off everything anyone buys from you in their first 60 days. This is your short term, also known as fast start income. Over time, as your team grows, you will grow your long term income. This long term income is known as unilevel. This is done by helping people get on an LRP (Loyalty Rewards Program), building a team and hitting bonuses. You will make a percentage of everything anyone on your team buys for the rest of your life (this includes customers and builders) that s pretty cool right? Don t worry, as we keep moving forward, we will go into more detail about this. I just want you to understand the basics of how getting paid works. 43

44 How to Start If they have not enrolled yet, here is where you will talk to them about getting an enrollment kit. If they are already enrolled, this is where you will talk to them about getting on LRP and the importance of staying on a 100 PV LRP every month. So, how do you get started? The first step is simple. Become a product of the product. Basically why would someone want to build this business and not want to use these amazing products for themselves and their families? So you become a product of the product and a walking advertisements, that peaks the interest of those around you to want to learn more. The only requirement dōterra has for you to qualify to earn commissions, is to place a 100 PV loyalty rewards order every month. This is simple to do when you are buying your oils and products for you and your family to use, as well as keeping stock of the ones you need for your business. Other than the cost of your essential oils (which are actually a tax write off for you) we have narrowed it down to very little necessary supplies. Don t worry, I have this all written down for you. But this investment can be as low as $20 to start. Not bad right? Here is the fun part: When you join our team you get access to our amazing, unique training program called The Essential Training. This training is a four-part series that walks you through how to book sales conversations, talk to people about essential oils, support your customers and launch new builders. It is all laid out for you and ready for you to dive in, and you don t have to worry about figuring out how to do this business alone. You have an army of support behind you. Would you like to get set up with the Essential Training so you can see more in depth what doing this business entails? If they seem hesitant to get started right away with the training off a game plan meeting with them, your mentor and you. Here is an example of what to say: I know starting this business can be intimidating, when I first started I hopped on the phone with my mentor and the person above her. They helped to answer all of my questions and made me feel confident in my next step, is that something you would like to set up? Next Step So our next step is to get you started with the Essential Training right away. I am going to send you a recording of the first part of the training as well as the manual. I recommend that you print out this manual to have handy. As your mentor I will walk you through the four parts of this training and support you through your business launch and beyond. I promise to never be a pushy leader, and support you whatever your time commitment may be. We will focus only on you reaching your goals. Are they hesitant? Set up a Game Plan Call. Are they Ready to Rock and Roll? Dive right into The Essential Training with them. 44

45 An Introduction Call - Setting up a Game Plan Have you been talking to someone about the business but they still want more information? They still aren t sure if this is right for them? Setting up an introduction call with them and your mentor is the perfect way to get to know them better and find out if this is the right fit for them. This is a 3-way phone call between your potential builder, your mentor and you. What you will do is, simply just coordinate the phone call, your mentor does all the talking! Your job is to get everyone on the phone together, introduce your mentor to your potential builder, edify your mentor, and your mentor will take it from there! What does edify your mentor mean? You are going to present your mentor as the expert, in the best way you can. You compliment them and list all of their strengths. It is important you practice this with your mentor so you are ready to introduce them. The hardest part for you will be to remain quiet. You may want to mute your phone to help with this. Let your mentor do all the talking with your potential builder. At the end of this call, your mentor will jump off and you will remain on to schedule a follow up call with just you and your potential builder to review what was discussed and see where your potential builder is. Let s Practice List 3 strengths of your mentor to include when you edify and introduce them on these call, you and your mentor will make this list now during this training Creating Your Builder List Go back to your list of 100 and use the 7 leader qualities to grade the people on your list. Write the top 5 people down below. Now work with your mentor on setting up a game plan call with them or creating a strategy about how to talk with them about the business Leader Qualities Here are some qualities you can look for in people that you know or meet. These have been shown to be qualities in the majority of the top leaders. They are not necessities but a good guideline. 1. Females ages Into natural health 3. Have a supportive partner 4. Have the need for money 5. Entrepreneur spirit/driven 6. Influential 7. Willing to grow and develop 45

46 What s Next? So whats next? Set your next appointment up with your mentor, as soon as possible. To do this, please text your mentor with 3 dates and times that you have available in the next week. You should be sure to be available for 2 hours total. You will need to show up to this appointment with this manual and a pen and some paper. Be ready to learn and grow. Section 2: Let s get you started. In the second part of this training you will be: Setting goals Setting expectations Learning how to set up appointments Learning how to talk to people about essential oils Section 3: Review and perfect. We will be looking back at your first 10 interactions and troubleshoot as well as perfect. You will be learning how to support the people you have enrolled in this section. Section 4: How do you talk about the business opportunity? Let s learn how to talk to people without spamming them or making them feel uncomfortable. Instead let s learn how to get people excited. This will help you launch your first 3-4 builders and jumpstart your success. Our ultimate vision for you by the time you complete this four part training is to be the rank of elite, with 3-4 new builders of your own going through this training. You will be well on your way to success. Next Appointment to review Section 2 I hope you enjoy this amazing road, good luck and enjoy the journey. 46

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