Angela Cawley I am very excited to be here today! Zig Ziglar stated, You can have everything in life that you want if you will just help enough other people get what they want. I first would like to congratulate all of you, new Leaders, in choosing to be here! The time and monetary commitment in itself tells me that you want to LEARN to be a stronger Leader! I hope my talk today can INSPIRE and TEACH you how to grow from being a new Leader to a strong, consistent one while helping you EARN more income while supporting future Leaders on your team! Now, let s get down to business! If you can remember one thing from this talk please remember what my sponsor told me when I promoted to Unit Leader. Do not stop doing what you did to become a Leader! Keep a full calendar and continue to sponsor! You can always control your personal business and your calendar. If you have a strong personal calendar your business will always be successful! We all became Unit Leaders by sponsoring and encouraging our team to sponsor! We have to continue that in order to grow. In order to continue to sponsor we need to have a full and strong calendar, as this is where the majority of our leads come from. I prefer to have 10-12 bookings on my calendar each month to ensure that I am holding six to eight Parties monthly. I believe what we focus on comes to fruition. Most Consultants focus on sales, then bookings and last if at all sponsoring. You always want to offer your best first! We have no problem asking people to spend money when ordering and most of the time, have no trouble asking them to Host a Party. Why, when it comes to sponsoring, do we hesitate? Why do our Consultants hesitate? I want you to close your eyes for one moment now and think of all that PartyLite has brought into your life candles, product, fun, friendship, money in the bank, new car or whatever it has done for you. Now take that all away Sad huh? I wouldn t have the memories of 13 wonderful all-expense paid vacations, my paid off SUV, my daughter s college fund, wonderful friendships and half of the furniture in my house without PartyLite! That is what we are holding back from not offering our opportunity with the Guests and Hosts at our Parties! Now for the fun part be the talent scout at your Parties and teach your Consultants how to be talent scouts! PartyLite 2013, to be used only for PartyLite business Revision 1
To find your leads you have to be looking for them! So let me ask you, what is your goal to find leads at your Parties? To increase sponsoring, I follow these simple steps and encourage my team to do the same. 1. I am always looking for three or more leads to share this business with one of those three should be your Host! Don t prejudge. I always like to share my story with the Consultants on my team. My sponsor didn t actually ask me if I had ever thought about trying something like PartyLite. You see I was prejudged because of my career. Why would a pharmacist want to sell candles? I did! I wanted to have a business to call my own without a boss telling me what to do, when to work and how to do it. Two years into my business, I became the proud Unit Leader of the UNSNUFFABLE Unit! 2. Be a good listener! When your Consultants are going on Party observations with you, are you asking them to listen and identify: who is having fun, looking for a part time job, has a career but is looking for a change, got downsized or has a spouse who has been downsized, is a stay at home mom, has children going to college, loves to decorate, loves candles, HAS A PULSE (okay maybe not the last one but you get my drift ) 3. Drop sponsoring seeds during the presentation and while talking with the Guests! Teach Consultants to add these during the Party and give them the words to say. a. Product seeds like Isn t the Vienna Hurricane gorgeous? What is so fantastic is that you can get it for free in your Kit when you join PartyLite! b. Income seeds like Thanks to PartyLite I was able to go from working as a pharmacist full time to part time after my oldest daughter was born due to the extra income that this business provided me and the wonderful flexibility to still put my family first without having it affect my income. 4. PLAY a sponsoring game! I usually do this during the time we are filling out the door prize slips at Question #2, I say before you answer if you would like more information about earning extra income with PartyLite I would like to play a little game. I love the game 3 minutes to win it! Maybe you know this game. I ve found this is an easy sponsoring activity to do at their Parties. Print out six to eight of your PartyLite paychecks to have on hand you may not use them all. Ask someone in the room to be a time keeper. Start the timer and have them ask questions about your job as the candle lady! Each question will get a paycheck at the end of the time whoever has the most money, wins the prize! Stress that these are weekly checks and we really do make great money in PartyLite! Then direct them back to their door prize slip to answer if they would like more information about what you do! PartyLite 2013, to be used only for PartyLite business Page 2 of 6
5. Talk to people at order entry time Don t be a human calculator! Let them know you think they would be great at what you do and ask if they had ever given it any thought! This is what I teach my Consultants to say: a. Mary, I overheard you say that your oldest daughter is going to college next fall and you were concerned about the cost of tuition. Did you know that a Consultant holding two Parties a week earns an average of $800 - $1,000 per month at PartyLite? Could an extra $1,000 per month help toward paying for tuition? b. Share with them that they can start making money NOW! Say something like We can start you right now! We can order your Kit today for $99 and set up your website right now. We can schedule your launch party within the next seven to 10 days and I will help you get bookings for yourself right away and you will make money as well as earn product that first night! 6. Set a goal to book EACH LEAD This is something I stress to all the Consultants on my team, even the new Consultants! If Consultants can get a Guest to date a Party with them there is more time to work with them before their Party and have the potential to flip them into a launch or Starter Party by the time you hold that Party. a. You might say something like I would love to give you more information about what I do but in the meanwhile why not have a fun Party for yourself! Let s pick a day for you and your friends and family to see our fantastic line! If you decide BEFORE your show that you would want to join us we can order your $99 Kit right then and your Party will be your launch Party! If you aren t sure until the day of your Party, but decide then to join we can order your Kit then too! Either way you will earn money and product the day of your Party and we will get you off to a great start! b. Or Sounds like you aren t sure this is for you or not I understand, I thought the same thing but in the meanwhile how about we book a fun Party! You can earn lots of free candles and accessories and you always have the option to turn that Party into the first Party of your business as a launch Party. We can order you your $99 Kit that night. Either way it is a win-win! c. Not everyone will join PartyLite It might not be a good time for them or they aren t ready. Reassure her that it is okay if they are still interested but not ready to start now. Let them know that you will follow up with them in one to two months, the next season, or when they feel the time would be better and express that you would love to work with them in the future. PartyLite 2013, to be used only for PartyLite business Page 3 of 6
7. DON T FORGET THE HOST!!!! Start by asking the Guests during the door prize slip time If Mandy, our Host, decided to become a wick chick like myself, would you have a Party to help her? Ask them to note this on their door prize slip! Then when you are sitting down with the Host, show her what she would have earned tonight if she was the Consultant - Tell her how many bookings she has already! This conversation might go like this Mandy! You had a $700 Party tonight with three bookings! That is amazing! Do you know that if you were the Consultant for this Party, you would have earned $175 in income! Did it look hard doing what I did tonight? Not bad for two to three hours of work. If she hesitates about giving it a try you might want to say something like I understand you are a little unsure and nervous about trying PartyLite. I was too. Let me ask you a question. Will you be attending the three bookings from your Party? (she will of course answer yes! ) and do you plan on buying something from their Parties (yes again!) Well, you are going to be there anyway why not make the money there rather than spend it! If you don t like it after those three Parties you can always stop, keep the product and the money and know that you at least gave it a try! What do you think? b. If your Host decides to take advantage of the $99 Kit and join that night while her Guests are still there let them know! You might say I am sooo excited to announce that Janet will be starting PartyLite! Isn t that great! I want to thank each and every one of you for being here tonight to support her launch Party. The best way to support her is hosting a Party to help her get off to a great start! If you haven t hosted a Party before or thought about having one you will help Janet by allowing her to practice her new skills on you and your friends AND in return, she will give you a fun shopping spree afterwards! Isn t that great! If her Guests have gone - I would sit down with her and explain the best way to start is by purchasing the $99 Kit and show her how much money she would be making on her Party tonight. She would get that investment back AND more plus all the free product a regular Host would earn. I would help her order the Kit and set up a time to talk and set up her website and show her the Business Center. Moving on, there are other places to find leads besides our Parties. That is EVERYWHERE else! And take Consultants with you to show them how to keep PartyLite 2013, to be used only for PartyLite business Page 4 of 6
their listening ears with them at all times! This might be in Target shopping when the cashier is complaining about not getting enough hours or at TGIF having dinner and have the most friendly, pleasant waitress as a server. Show Consultants how to give compliments as well as information! Make sure to come prepared with something with PartyLite on it business card, Customer Brochure, Sponsoring Brochure or catalog. Model for Consultants how to let someone know that you are hiring and think they would be great at what you do and how to give them the information and ask for their phone number. Ask if they could look at the information or your website in the next day and set up a time to call in the next 24-48 hours and see what they think. So whether you meet someone out and about or at a Party, the key to this working is of course FOLLOW UP and this is where our job as Leaders comes in! You need to make a point to ask to check back with them within a day or two to see if they have any questions! Make sure they leave with some information about the opportunity to look at, whether it is your website or the Join the Party Brochure! Don t wait! The longer you wait, the longer the time between their excitement at the Party and life getting in the way. If you call them soon after the Party, or when you meet them out and about, they will be still thinking about it, especially if you have a Party booked with them on your calendar. Make sure you compliment them with each Host coaching call: Cindy thank you for getting back your Guest list to me within five days! With the 30 people on it you are sure to have a great attendance! Plus, you already had invited Guests through your Facebook event. You are so organized and efficient! That is a great aspect in our business! You would be so great with this! or So excited to hear that you already have $150 in outside orders for your Party. I checked your math and your totals are perfect! You are already doing my job for me! I think you would be awesome doing what I do! LEARN what PartyLite has to offer our new Consultants for Brite Start and what we can earn with our wonderful BIZBUCK$ program. Make sure your team understands both so that they can be excited about what they can offer their potential new Consultants! Let s INSPIRE our team members to share the opportunity at their Parties! Let them know that they are not alone in this process, you are only a phone call away and suggest three way calls and coming to Unit workshops for Guests so that they can see it is a TEAM that they would be joining and would not be alone. TEACH your team the words to say when she is at her Parties and encourage her to watch what you do at yours! I am never better at my Parties as when a new Consultant or team member comes with me! I know I am being watched!!! Show your Consultants that by sharing this opportunity, they will EARN extra income while growing a team of their own! They could be a Team Builder in no PartyLite 2013, to be used only for PartyLite business Page 5 of 6
time and have an extra $200 PPC in their hands plus the extra income from BIZBUCK$! So let s get a plan in place so we can sponsor two or more each month and train our new Consultants to do the same! Thank you again for allowing me to share my passion for sponsoring and I hope it helps you fill your Unit and future teams with excited new Consultants and future Leaders!!! PartyLite 2013, to be used only for PartyLite business Page 6 of 6