Scripts for Lukewarm Market Prospecting & Enrolling For additional copies of these scripts visit:

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Scripts for Lukewarm Market Prospecting & Enrolling For additional copies of these scripts visit: http://lukewarm.

1 Scripts for Lukewarm Market Prospecting & Enrolling For additional copies of these scripts visit: For a YouTube video training on this script visit: Updated October 2018

2 Script for Lukewarm Market Prospecting (Face to Face Conversation): ALWAYS F.O.R.M. your prospect first. F = FAMILY (visiting about their family) O = Occupation (asking about their line of work) R = Recreation (asking what they like to do for fun) M = Message (telling them your message) A few FORM questions that work great are: What do you do for a living? How long? What do you like about it? What do you dislike about it? Then just before you leave, say your MESSAGE: The reason I was asking is because I work for a company that s expanding and it s something that (repeat their likes), but without (repeat their dislikes). I don t know if you have the skills of the kind of person that we re looking for, and I m sure you are totally happy with your current job, but if you want to write down your number I can get you some more information. <THEN BE QUIET & HAVE THEM WRITE DOWN THEIR NUMBER> WHILE THEY ARE WRITING DOWN THEIR NUMBER SAY THIS: Also, write down the best time to call you tomorrow. <LET THEM FINISH WRITING> Ok sounds good. I will text you my number right now so you have it when I call. <TEXT THEM IMMEDIATELY & SAY It was nice meeting you FIRSTNAME, I ll be calling you TIME > IF THEY ASK WHAT IS IT? YOU SAY THIS: I work with an International Marketing Firm that focuses on the upcoming market trends. Right now we are very focused on wellness. But it all depends on the skills that you have. When I call you, I will have to ask you some questions to see which information to direct you to. 2

3 1 st Voic Script (if they don t answer on your 1 st call) **INSTRUCTIONS: You are not talking to a machine, you are talking to a live person who will be listening to this message. Leave the message as though you are talking to a friend, not a stranger. As a rule, give your prospect 3 times to call you back. Voic strategies for all 3 calls are below. Hi PROSPECT S NAME. This is YOUR FIRST NAME. You and I met YESTERDAY/TODAY at PLACE. It was really nice meeting you. I was calling you back to get you the information that you wanted about our company. We re doing some pre-screening interviews right now because it takes a lot of work on our part to establish someone on the team. So if you re serious, give me a call back. I ll get that information to you and we ll see if you have the qualities of the kind of person we re looking for. At that point we ll decide whether or not well be able to work together and where you fit on the team. My phone number is: YOUR NUMBER. Again that s YOUR NUMBER. Have an awesome day and God bless! AFTER LEAVING THE VOIC ABOVE, SEND THIS TEXT: Hi PROSPECTS NAME this is YOUR FIRST NAME. It was nice meeting you yesterday at. I just left you a voic . We are doing some prescreening interviews right now. If you are still serious about it, give me a call or text back. I ll get you the info and we ll see if you have the qualities of the kind of person we are looking for. Have an awesome day and God bless. **NOTE: This is a long text, but it works. Copy paste and use it exactly! IF THEY DON T RETURN YOUR CALL OR TEXT: GO TO PAGE 12 & FOLLOW THE OUTLINE THERE. 3

4 Script For When They Answer Your Call Script Tip! SMILE WHILE YOU RE ON THE PHONE. YOU ARE NOT A SALESPERSON, YOU ARE A BUSINESS DEVELOPER. Hi FIRST NAME how s it going? <WAIT> This is YOUR FIRST NAME. You and I met YESTERDAY/TODAY at PLACE. How did the rest of your day go? When we spoke last I told you that I would get you some information about our company. Do you have a pen and paper handy? Great. To save us both time I need to ask you a few questions to figure out what info to direct you to. Ok so I remember you said you ve been working in for the past (How long?) And what you like about it is and what you dislike about it is. Correct? <WAIT> Is there anything else you like or dislike about your line of work? <LET THEM ANSWER> Ok. And are you thinking of replacing your current income or just supplementing it? <WAIT> Ok. And by the way I m reading a script. I have to ask the same questions to everyone. Thanks for bearing with me. <WAIT> Next are you married & do you have kids? <WAIT> Ok and what level of income are you accustomed to and what kind of income are you looking to generate in the next 12 months? You know PROSPECT S NAME, our company has quite a standard for the people we are looking for. There s a lot of work on our part in establishing somebody with our company and getting them trained and off to a good start. We are looking for people who are team players, self-motivated and dependable. Do you feel you have these qualities? Great, let me tell you about the company I work with. COMPANY TRACK RECORD: 4

5 We are a 26 year old company. We did over $900 million in sales last year. We are currently doing business in 20 countries. Just to name a few, we are in Australia, Japan, Mexico, Canada, and the United States. We have tens of thousands of satisfied clients all over the world and because of their satisfaction; they refer business to us on a monthly basis. We are currently debt free, publicly traded on the New York Stock Exchange, and have been featured in a number of publications. PROSPECTS NAME, are you familiar with Business Week or Forbes Magazine? We have actually been featured in those publications. We were founded by Myron Wentz and the name of our company is USANA. Have you ever heard of us? (if they say yes or no) Great. The next step is to send you a 14 minute YouTube video to make sure you get the information. Would you prefer me to text, so you can watch on your phone or , so you can watch on your computer? <LET THEM ANSWER> Ok can you hold on real quick, I m sending it right now. IF THEY WANT A TEXT, SEND THIS LINK NOW: IF THEY WANT AN , USE TEMPLATE ON PAGE 7. AFTER SENDING THE LINK: Did you get it? <LET THEM ANSWER> Can you click on the link and tell me if it opens up for you? <MAKE SURE THEY OPEN IT NOW> Ok good. Can you tell me, does the video play ok for you? <WAIT> Sounds good. Now just must make sure you take really good notes because this video has the info on how you can (repeat their needs, strengths, and goals). The people speaking on the video have all been with USANA for over 10 years and they are very well qualified to explain how this works. 5

6 Also, I just want to share my 30-second story on why I chose to work with USANA. Prior to USANA I was working as a. I was dissatisfied with. I was introduced to USANA by and what has been the best for me is. I'm so glad I started because now I have a flexible schedule and I am able to control my income. I feel much more stable and that is very liberating. <USE THIS STORY OR CRAFT YOUR OWN. MAKE SURE IT IS SHORT & TO THE POINT!> Script Tip! This is your BUSINESS STORY, do not share your health story yet. You will share your health story AFTER they watch the 15-minute video. At this moment your prospect is focused on USANA as an income stream only. AFTER the video they will be thinking about the health side of USANA. Stick to the scripts! So we re pre-screening a lot of people right now. We re going to be making a decision real soon on who we work with next, so the sooner you can watch this 14 minute YouTube Video the better. Depending on your response will determine whether or not we ll be able to work together and where you d fit on the team. If you re able to watch this right now I can call you in about 15 minutes and we ll see if it s a match and what your next step might be. Does that work for you? <AGREE ON A TIME> Ok talk to you soon. Script Tip! Set an appointment for follow up. If using an online video, it needs to be within 15 minutes to a few hours. If they cannot watch it the same day, schedule the follow up call for the next day at the latest. There is no urgency in 2-3 days or a week. IF THEY DON T ANSWER WHEN YOU CALL THEM BACK: GO TO PAGE 11 OF THIS DOCUMENT & FOLLOW THE OUTLINE THERE. 6

IF THEY WANT AN EMAIL, SEND THIS EXACT EMAIL: Subject Line: Info on USANA Hi FIRSTNAME, It was nice talking with you. Here's the 14 minute video to watch: http://usana.teamdsi.

7 IF THEY WANT AN , SEND THIS EXACT Subject Line: Info on USANA Hi FIRSTNAME, It was nice talking with you. Here's the 14 minute video to watch: Talk to you soon, YOUR NAME *** FIGURE OUT HOW TO ADD A PROFESSIONAL PIC TO YOUR SIGNATURE VERY IMPORTANT FOR FIRST IMPRESSION. *** FOR A QUICK COPY/PASTE TEMPLATE VISIT: 7

8 Closing Questions After They Watch the 1 st Video **INSTRUCTIONS: You are calling them back immediately after they watched the 1 st video. Make sure you share your 30-second health story before going into the closing questions and stick to the scripts for best results! START BY SAYING THIS: Hi PROSPECT S NAME before I ask you the questions about the video, I just want to share my 30 second health story with you. Prior to USANA my health was and I was dealing with. Although, USANA is not a cure, the products did help my immune system tremendously. Today I feel and I have noticed. <USE THIS STORY OR CRAFT YOUR OWN. WRITE IT DOWN. MAKE SURE IT S IMPACTFUL, SHORT, & DO NOT MAKE HEALTH CLAIMS> 1. So what did you like about what you saw in the video? <TAKE NOTES> 2. Tell me more about that <TAKE NOTES> 3. Anything else you liked? <TAKE NOTES> 4. What are 3 Areas of your Health that you would like to improve? <TAKE NOTES> 5. On a scale of 1-10, with 1 through 5 meaning you d like to try the products as a client only and 6 through 10 meaning you d like to try the products, make money as an associate, and also save on your taxes, where are you? <TAKE NOTES> *If answer is 1 5, go to page 11 of the Team DSI Super Scripts and immediately read The Next Step Script. The link is here: (Page 11) *If answer is 6 10, ask the following questions: 1. Hypothetically, based on what you have just seen, if you were to get started with USANA on a part-time basis, approximately how much money would you need to earn per month to make this worth your time? <TAKE NOTES> 8

9 2. Approximately how many hours could you commit each week to develop that kind of monthly income? <TAKE NOTES> 3. How many months would you faithfully work those hours each week in order to develop that kind of monthly income? <TAKE NOTES> 4. If I could show you how to develop an income of $ per month, working hours per week, over the course of months, would you be ready to get started? <CONTINUE IMMEDIATELY TO PAGE 11 of the Team DSI Super Scripts found here: & READ THE NEXT STEP SCRIPT to finish the process> 9

10 The Next Step Script *** YOU NEED THE TEAM DSI SUPER SCRIPTS to finish the process from here. If you don t already have them, visit this link: go to PAGE 11 and look for the script entitled: The Next Step Script to finish the process with your prospect. 10

11 If They Don t Answer Your Follow Up Call After Video 1 or 2 JUST HANG UP. DO NOT LEAVE A VOIC . INSTEAD JUST TEXT THEM THIS: Hi FIRSTNAME I just called you back. Then minutes later, call them back once more: **INSTRUCTIONS: Leave the message as though you are talking to a friend, not a stranger. You are talking to a live person who will be listening to this message. SAY THIS ON THE VOIC Hey <PROSPECT S NAME> this is <YOUR NAME>. I hope everything is ok. We were scheduled to talk at <TIME OF APPT>. I know that you re definitely not the kind of person who wouldn t follow through on a commitment you made to make an appointment. I know something must have happened, so why don t you go ahead and give me a call back, I just want to make sure that you re okay and everything is fine. My phone number is < >. Again, that s < >. Hey listen on this appointment we had don t worry about it. If it doesn t work, that s absolutely fine. I just want to know you re alright. <THEN HANG UP> SEND THIS TEXT IMMEDIATELY AFTER LEAVING THE VOIC Hi PROSPECTS NAME I hope everything is ok. I know you re definitely not the type of person who wouldn t keep your commitment for a follow up call. I know something must have happened. Please let me know you re alright IF THEY DON T RETURN YOUR CALL OR TEXT: GO TO PAGE 12 & FOLLOW THE OUTLINE THERE. 11

12 Call them again the next day (Day 2) *Do not leave a voic or a text on the 2nd call. If they don t answer, do not text or leave anything. You will leave the final voic and text on the 3rd day using the script below. Final Voic Script To Leave on Day 3 **INSTRUCTIONS: You are not talking to a machine, you are talking to a live person who will be listening to this message. Leave the message as though you are talking to a friend, not a stranger. As a rule, give your prospect 3 times to call you back. The voic script below is their last chance. Hi <PROSPECT S NAME>. (like where are you?? ) This is <YOUR NAME>. I ve been trying to get ahold of you and this is the third time that I have called. This is the last time that I will be calling you to get you the info that you wanted about working with our company. We will be making our decision in the next 48 hours so if you re serious give me a call and I ll get that information to you and we ll see if you have the qualities of the kind of person that we re looking for. If you re just curious no need to return the phone call. Again my name is and my phone number is. Again, that s YOUR PHONE NUMBER. Have an awesome day and God bless AFTER LEAVING THE VOIC ABOVE, SEND THIS TEXT: Hi PROSPECTS NAME I ve been trying to get ahold of you and this is the third time that I have called. This is the last time that I will be calling to get you the information that you requested about working with our company. If you are still serious about it give me a call. We will be making our decision in the next 48 hours. 12

5- STEP BEACHBODY CHALLENGE GROUP INVITATION PROCESS

5- STEP BEACHBODY CHALLENGE GROUP INVITATION PROCESS The following examples for the invitation process are designed so you can easily personalize them for your prospect without much effort. It s more than