Apprentice Program Friday Future Leader Session: Nick Liporace Sponsoring really is the Breakfast of Champions! Last August I was sitting in your chair at LITE14. I was a moderately successful Consultant who had been in business for 18 months and was at my first Conference. I left Lite 14 and embraced two activities that have helped me to sponsor 8 Consultants, earn the trip to Jamaica and promote to Unit Leader. Today, I want to share those activities with you one is a Party activity and the other is the Apprentice Program. While there are rewards you earn by sponsoring, probably one of the most rewarding benefits of sponsoring is the potential impact you can have on that new consultant s life. So I decided that learning how to better pique people s curiosity was the key to me getting started with MY Sponsoring Breakfast of Champions. I really like to keep my Parties fun and interactive by playing a lot of games with my guests. My favorite game to play for Sponsoring is something we learned from another leader in our lineage, Wendy DeCesare, and I find this envelope game really works. Let me explain it, as it might be a little different than the envelope game you use. For this game I take 5 envelopes each numbered 1-5. I have customers ask questions about my business. As they ask, I hand them an envelope but tell them not to open it yet. Some sample questions might be: Do you get paid in candles? or How much does it cost to sell PartyLite? It doesn't really matter which customers have the envelopes but once all the envelopes are handed out, I call out the number on each envelope and have the guest holding it, open it up and read what is inside or describe what they see. Let s take a look at what goes inside: In the first envelope, I put a print-out of an actual paycheck of mine. On the front of the check, I write a bright note detailing what the check
was for I start with an average check, which for me is about two Parties and some online sales. (Which, I have written on the check copy.) I like to point out to guests that these are actual weekly paychecks, not monthly or bi-weekly. This will grab their attention and now you'll really have the crowd for the next few minutes. In the envelope, that I label #2 I put some sort of recognition. This could be an award you received or some other sort of achievement. I use a photograph of me receiving an award for promoting to team builder and the graphic from the CBC congratulating me for achieving bonus. Be creative with what you choose, you just want to show that PartyLite and your leader recognizes your hard work. For example during trip earning time you may want to put a photo of the trip destination. So many of the people we are doing Parties with are under appreciated in their J.O.B. so this may really grab their interest. In envelope #3 I use another copy of a check I have earned. This one however, might be one from a week where I only had online sales and perhaps a monthly bonus. I love telling my Party guests that this check was earned while I was away visiting my grandmother. Because, the company manages my website and lets my customers know about amazing sales. My business is working even when I m unable to go to a Party, because, I am swimming away in Vermont! In envelope number 4, I add a copy of a check from a really busy week where perhaps I had several Parties. Maybe it s holiday time or a great promotion like double host credit, or a week when you just needed to give yourself a raise! It s important to have this variety because everyone is looking for something different with this business. You don't want to scare off someone just looking for occasional extra income by only talking about the weeks where you had four Parties. What we make in a week is often equal to or greater than what retail employees make in two weeks, so I make sure to remind them that we get paid weekly!
In the final envelope #5 I put a picture of me with my region. My photograph shows all of us at a region-wide fundraiser with the American Cancer Society which is very important to me personally and a huge part of my business. This shows the guests the great support network we have in PartyLite. Some consultants may be reluctant about sharing their actual paychecks and that is okay! But, potential sponsors need to see that the money we make is real, so feel free to black out any sensitive details. Sometimes our opportunity can sound too good to be true but we all know there is real money in it, so showing actual checks goes a long way. That s what goes in the envelopes! And the purpose of this approach is to highlight the variety of things that PartyLite has to offer. Every person you sponsor is looking for something different. A lot of people come into this business looking for extra income. Others may join because while they are making a decent income, they are not feeling appreciated or recognized at their current job. Others may be looking for the opportunity to work with others and function as part of team. Whatever their needs might be, chances are that by highlighting some great benefits of our business through a fun Party activity like this, you may awaken their curiosity! When considering the business, many people ask themselves: Can I do it? Is it worth it? Moving on to my next topic: the Apprentice Program. When you combine that envelope activity with the Apprentice program, it helps prospects answer those questions: YES, it s worth it and YES, I can do it. There is probably nothing better than the Apprentice Program to help get a yes, build a new Consultant s confidence, and help them get off to a good strong start with a 3 Party commitment their Grand Opening plus 2 more.
Just like the name Apprentice suggests, it gives the new Consultant the opportunity to walk alongside someone who is already having success in the business, therefore building their confidence right out of the gate. Additionally, they are earning money faster, earning free product to build their display, and statistics show the sooner a Consultant makes money, the longer they stay with their business. So, now that we understand WHAT it is, let s talk about HOW it works. This is what I find works best for me and my team. The first of the three parties is their Grand Opening. I coach the Consultant for this party the same way I would any host so he or she can see how it is done. I usually coach for an $800 Grand Opening Party, because of the profit that will be generated, as well as free products to boost her display - plus typically from higher attendance the new Consultant will get more bookings and make more introductions to her new business. The point of this Party is to get the new sponsor and their circle of supporters excited about the business. During the Party, the new Consultant is watching what I do and learning how the flow of my Parties usually go. The goal of this Party is to begin to get the apprentice comfortable with the product, terminology and business while getting multiple bookings. At the end of the night I help the new Consultant enter orders and close out the Party. All of the sales for this Party go to them. This gets them excited about the income they will be making. So speaking of income, let s talk a little about splitting the profits. At Party # 2 and #3, this is the approach I personally choose to use. I dovetail the Party, which means splitting the profit with the Apprentice. Now, if this is a new concept for you, just talk to your Leader. The benefits of doing this for the Apprentice Program has two functions. First I find it motivates the new Consultant to gain independence. A new Consultant is going to want to be able to do Parties on their own, so they can effectively increase their pay. Second, it pays me for my time as I am unable to schedule my own Parties on those nights.
The second Party is typically a booking from the Grand Opening Party. At this Party I have the new Consultant bring some accessories for the display. During the Party I again do the presentation, but I have the new Consultant assist me. We refer to this as Vanna-ing after Vanna White. The new Consultant is smiling and helpful but most of the work is still on you at this point, but they are just more engaged: handing out folders, helping with games, maybe passing around fragrances. I have them help out with order forms and getting all the paperwork squared away, as well. At the end of the Party I again help them enter orders, but this time we split the profit. Helping them get this good strong start will help you and your future unit big time. At the third Party the new Consultant acts much more independently. They are responsible for the display and presentation. I am there to assist if they need help and generally act as a support. Again, we close the Party together and split the profit. By the close of the third Party most Consultants are ready to step out on their own or fly free, but it s an individualized process, Consultants may need more or less support as time goes on. Attending a regional and unit workshop before getting to Party 3 may be all they need to go on their own. Here are a few pointers that are key for me in working with the Apprentice Program: I ve had a lot of success with presenting the apprentice opportunity with a graphic and by calling it the 3 Party Challenge. I also always stress that you can start using this as a Team Builder knowing that your Leader will help you train new Sponsors. So do not let that stop you from sponsoring. Start building your team now! Another advantage of the apprentice program is it secures all the contacts and connections made by the new Consultant if he or she decides not to stick with her business. With a typical sponsorship all of the new consultants bookings and leads are lost if he or she quits. I have personally interacted with all of the Party guests and have made a connection, and I keep
copies of the order forms, so in the event our new apprentice decides not to stick with PartyLite those leads can still be maintained. Now, I do talk about this program at my Parties, but it is also a tool I use when I approach people one-on-one about PartyLite. It is important to be very strategic about how and when we approach potential sponsors, especially using social media. It is very easy for our message to be lost in over-saturated news feeds, or dismissed as a gimmick when not presented well. Keep an eye on your social media accounts for someone complaining about bills, their job, needing more family time or needing to plan/save/pay for an upcoming expense. Keep an eye out for posts that include mentions of summer camp, prom, college, new car, family trip etc. Also, look for people unhappy with their lack of support, recognition or time at home. Reach out to them via a personal message, or even by making a comment in their post thread about how you and PartyLite, very well may be the answer! Their peers may chime in with how much they love PartyLite, or would have a Party for them. And don t forget about the original social experience the Party! One of the best people to approach is always your Host former or upcoming! Experienced Hosts have already had the experience of working with us and have seen how much potential there is with this business. Before the Party and during the Party you have mentioned the opportunity to join the business. Upon closing say. Have you decided what kind of Party to make tonight? You can get $ in credit either way but if you decide to start your business, you would also earn a paycheck in the same amount! If they decline don't fret, you'll be surprised how many people start asking questions about signing up or asking to join in the weeks after their Parties. This is because we may have caught them off guard but now they've thought about it, we showed interest in THEM!!! Plus their product has arrived and they are quickly falling in love with our company, us their Consultant and the chance to be their own boss!!! It s important to have lots of tools in our tool box so we have a way to approach every different type of future Consultant. Use the Envelope Activity and the Apprentice Program. And don t forget that Sponsoring is the Breakfast of Champions!