So ladies today it is truly a pleasure to have a special guest with us today Carrie Kavan Carrie has been a jeweler for 81/2 years she recently promote to 4D she has about 160 girls in her downline she is married to Quentin for 71/2 yrs and they have 3 boys Brecken is 4, Sawyer is 2 and Casen is 4 months. After living for ten years in Nebraska They moved to Albuquerque NM and have been there for 15 months. Everyone in this room wants to know how you do it..you are so successful. I know you must get asked that question a lot and in your mind if your like me it like it is hard to answer because there are so many different things I do that work into the equation..so if you are ok with it I would like to ask you very specific questions today. What is one secret or tip you can share with us on how you sponsor year after year? Consistency has always been tapping on my shoulder I have mountain tops and valleys in both life and business just like anyone else, I have never broken any Premier records but I have always known it is important for me to keep my business consistent. One of my sayings is When I am on a mountain top I go go go and when I am in a vally I know know know that there will always be another mountain top! so I keep going! Did you sponsor right away in your business or what was the turning point where you decided to decide to start sharing the marketing plan? I did! From the very beginning my upline and mentors Jen Bartles, Kate Finn and Kathy Allen led by the example of consistently sponsoring. I have always felt like ½ of what I do is home shows and the other ½ is sharing the marketing plan and why do anything half way I have always considered it sharing not sponsoring. I have learned from many of you big wigs to share share share and leave the results to the Lord!) I average about 12 jewelers a year. My goal is to sponsor one new jeweler a month. Do you sponsor from Home Shows, Lifestyle or referrals? Typically, mostly home shows but a little lifestyle and referral. I m a busy girl like all of you so the most efficient use of my time is to sponsor through home shows. I try to be very intentional about getting the one on one on my calendar that night otherwise we all know getting that lady in front of the marketing plan is most likely not going to happen. Since we moved this past year a good portion of this past years new jewelers were from lifestyle sponsoring. Of the 13_ people you have sponsored since last rally how many have been your hostesses 3 were actual hostesses, 5 were customers I met at home shows, and 5 I met through lifestyle (gals from my nail shop, my personal banker, church, other preschool moms etc ) Carrie that is incredible with moving into a brand new area and not knowing anyone you sponsored 5 from just being out and about Tell me more about how you did that: I try to dress like the jewelry lady even when I do not feel like it and I love to strike up conversations. I always ask the so what do you do question. (that is the opening line to
sponsoring) They always ask back. Plus from moving, I just wanted to know more about the area so I would ask questions about that too. Then I felt it important to be proactive and always have an event to invite them to (home show or open house) so that I could get their information to send them an invite. I also knew that we moved (and this can be for you if you just want to boost your business) that I needed to consume myself for a brief time (not let it take over my life) but consume my mind that I HAD to get my business going! I believed in myself I think that s 51% of the battle and the other 49% is hard work. It was scary but a fun challenge starting my business fresh in a new part of the country! My all time favorite saying is life is 10% what happens and 90% how you deal with it so when we moved I knew I had at least a 90% chance of successfully restarting my business! Carrie it is so obvious you work your business everyday out and about with intention. Your love for Premier shines wherever you go...lets move to the homeshow part of your business. We have always heard successful people have a system. I understand that you have a system for sponsoring at your home show. Share that with us. I do and it is a four 4 part sponsoring segment) This is done at the end of my show and I spend 10-15 minutes on it. It s 4 simple steps that needs to be practiced and memorized so I will send the full script to you Shauna and you can put it on your website. Here are the four parts: 1) Your Premier Story 2) BIG MONEY 3) Ticket game or question segment:which is the most important part of the sponsoring talk. 4) $20 Bucks You can read the first two when I send the script to Shauna but the last two are important. So I ll stand up and show you. Before I do, I wanted to share that the one thing I have always been VERY adamant about is that at EVERY show, part of my sponsoring segment during the ticket game or question time is that I tell everyone how much the investment is I have done this since day one because I want to overcome this in advance to anyone who may think the investment is an objection. We are always looking for the catch and at the home show they hear about our amazing hostess plan, how much money you will make as a jeweler and by that time any person in their right mind would be thinking this is too good to be true where s the catch? If I overcome the investment question upfront I know I have a much better chance at sponsoring her. So in a minute I will tell you how I answer that question. So this is the
3) Ticket Game or question segment (most important part of sponsoring talk) (Prep your hostess to ask the first question so that there is not any awkward silence and after you share your story and do big money, your customers will be ready to ask as well!. OK ladies, I am handing out a ticket to everyone just for coming and I have a really great prize that we are just about to draw for. I know that some of you are dying to know some more information about this business so I d like to take the last few minutes to give you the opportunity to ask questions. If you ask a question, you get another ticket for the drawing. The questions are specifically about Premier as a business opportunity. For example, if you or someone you knew were to pursue this opportunity, what is a question you would ask? Ladies, even if you are not interested, just humor me for a few minutes and throw any question out there (then I just start answering questions and no matter what, I make sure someone asks the investment question and this is how I answer it. When I started Premier I invested about $1200 which was a lot of money for me and I almost did not do Premier because of that. I quickly learned that because Premier pays you 50% it is a VERY FAST turnaround on your investment! It took me 2 weeks, my first 4 home shows and my investment was paid in full! I just felt like my first few shows were my orientation and when my orientation was over, I was making a great income. Most ladies do not have $1200 lying around so there are multiple financing options so that you do not have to have that money upfront. First of all it costs you $395 to become a jeweler and that gives you everything you need to start your business except for your jewelry which is optional. The big portion of what I invested was my kit of jewelry that I now own. I think it is important to share that Premier will buy back your jewelry at 90% anytime within your first year if you decide it is not for you. To many ladies, that makes it seem risk-free. Last of all, the tax benefits for owning your own business and wearing the product you sell are incredible! Some ladies start home based business for tax purposes alone it is a major perk in owning your own business! I encourage you not to think of it as $1200 but to think of 4 ladies that will have a show for you to kick off your business. That will ensure you off to a great start which will lead to paying off your investment right away. When I finally made my decision to join Premier, it was because I just kept going back to the fact that they paid you 50%...After researching all the information, I felt I really had nothing to lose! What a way to make some amazing income! When you are done with the ticket game say Thanks ladies, those were great questions. Here is a handout you can have or pass on to a friend. On the one side are fashion tips and on the other it shows the earnings of my last 5 home shows. I will also offer you additional information at checkout that you are welcome to take home. Nobody ever comes to a home show thinking they are going to leave with the possibility of owning their own business.. I am passionate about sharing Premier with others simply because it works. Premier offers a VERY financially sound business opportunity. We are not one of these big recruiting companies we do not want to bring everyone in. I simply share the information and if you feel that it can meet a need for you, then I will train you into your own business and be your personal cheerleader! I would love to buy you a cup of coffee or even spend some time with you over the phone to go over our actual marketing plan. AND this part is optional and you may have a different incentive that you use I got this idea from other jewelers 4) $20 bucks! I am the nicest jewelry lady you know because if you set up a time with me tonight to hear the opportunity anytime within the next week, I am going to give you $20 off of your order tonight!!! So, here is your handout and your $20 (play money). Hand this to me at checkout to redeem your $20 and schedule our get together!
Once again I recommend practice and memorize There is a purpose behind every word and how I say it. If you nail your sponsoring talk, they will want more information. You will be able to figure out who is interested and even if they are not interested for themselves they will be intrigued and they ll start thinking about women who would be interested. Referrals are a potential bonus for your business. You have to earn them and who doesn t want a bonus on pay day? Carrie you are so sharp, I just love how you create a HIGH level of interest at your show. What type of questions or conversations do you have next with the guest at your show, I am usually sitting at checkout.or maybe around the jewelry table: I m beginning to sound like a broken record but I just start with asking so, what do you do? (anyone, no matter how shy they are can ask that question) Then, you have to be able to listen to the needs of others they will tell you WHY they need Premier before they even realize they are interested - single moms, stay at home moms, people with financial struggles or ladies who need a social outlet Not all ladies start Premier for money. I just have conversations and think about the reason it will benefit them (not me) then I share that reason with them. It s pretty simple I think we make it too difficult) I also use lines like Oh my goodness! You are a natural born jewelry lady! Or You had some great questions about the business opportunity you and I need to meet so you can hear more about it. Or I can tell you are very successful at what you do. With your business knowledge and that built in drive I can tell you have, you would be very successful at owning your own jewelry business like I do So what information do they leave with after the show.. They pretty much know it all or as much as I can possibly tell them that night. I cover all the big info during my show and sponsoring talk. If I feel her level of interest is high, I share the actual marketing plan with her right there at check out or if I am too busy I ask her if it would be at all possible for her to stick around and I ll go through more info after the show. (if she can t, I try to meet with her within 48 hours or within the week for her to redeem her $20 certificate) One a BIG thing I do up front at the show is to ask her if she was to do this, how would she pay for it? I want to set her up for success and I do not want her to think for one second that the investment would be the reason she does not do Premier. She physically leaves with the marketing plan and the handout that I explained during my sponsoring talk. Shauna, mostly I am very generous with the information at my shows because that is the most efficient use of my time and I know there are ladies sitting at every show that need Premier.
So What happens when you meet with them in person When we meet my intentions are to cover a few last minute questions and then to sign her contracts. She already knows most if not all the info I would share at a marketing plan presentation as well as how she will pay for her investment. If she is not 100% in her decision after we meet but still pretty excited by the end of our time together I will say something like this, Brenda, I can tell you want to do this. Since we are both here lets go ahead and fill out your paperwork. You can go home and re-affirm it with your husband and pray about it over night and I will wait until you give me the A-OK to send it into Premier. Again, I break NO records but I looked over my calendar and saw that I only did 16 one-on-ones this past year and I sponsored 13 which means I sponsor 80% or 4 out of 5 ladies that I physically meet with. Researching these stats made me realize that the success of my sponsoring IS a direct result of the amount of information I share at my home shows. Everyone in this room wants to know how you do it..you are so successful.
I know you must get asked that question a lot and in your mind if your like me it like it is hard to answer because there are so many different things I do that work into the equation..so if you are ok with it I would like to ask you very specific questions today. What is one secret or tip you can share with us on how you sponsor year after year? Did you sponsor right away in your business or what was the turning point where you decided to decide to start sharing the marketing plan? Do you sponsor from Home Shows, Lifestyle or referrals? Of the 13_ people you have sponsored since last rally how many have been your hostesses Carrie that is incredible with moving into a brand new area and not knowing anyone you sponsored 5 from just being out and about Tell me more about how you did that: Carrie it is so obvious you work your business everyday out and about with intention. Your love for Premier shines wherever you go...lets move to the homeshow part of your business. We have always heard successful people have a system. I understand that you have a system for sponsoring at your home show. Share that with us. Carrie you are so sharp, I just love how you create a HIGH level of interest at your show. What type of questions or conversations do you have next with the guest at your show, So what information do they leave with after the show.. So What happens when you meet with them in person