Leigh Kirk & Megan Proctor Good morning to the future of PartyLite! YOU! You are going to take our company and your business to the next level when you leave LITE14! You will be the one to inspire and teach others how to have a successful PartyLite business. You will be qualified to when you get home but will you? Question what makes someone else qualified to lead others? I believe that it comes from experience, knowledge, passion, belief, commitment and vision. Our first responsibility when we bring others into our business is to show/influence them how to be successful. How can we do that if we are not experiencing success in our own personal business? We are here today to give you some ideas on how to create a strong enough personal business so that you can build a strong team and influence a strong personal business for them so they can teach others...i think you get the idea! If you want to be a great Leader in PartyLite then you have to want to be a great Consultant first. You need to master the basics of this business booking Parties, sponsoring, influencing Brite Start success. Once you master those you will be on your way to becoming a Leader, earning more income, feeling very successful and setting your sights to the TOP RVP! Why would you not want to take your business to the top? you just invested pretty heavily into yourself by being here and we want that investment to pay off BIG TIME! So let s take a quick look at what I talked about on qualifications to lead and inspire others Experience you are getting that every day! You will gain more when you go home and apply what you learn and take action! Knowledge you are getting that here of course, also at your Regional trainings, and Conference Calls. Do you take advantage of every opportunity to get more knowledge? Passion VERY important! People will see your passion before they know your knowledge. I would rather have ignorance on fire than knowledge on ice. Don t hold back! Belief in yourself, your products, your opportunity! I can t give that to you you are the only one to have true belief. I believe in you your Leader believes in you but that won t do any good until you believe in yourself and that this opportunity is for you! PartyLite 2013, to be used only for PartyLite business Revision 1
Commitment Discipline is commitment! You must be committed to do the WORK and have the discipline to make sure it gets done. I can t plan your day you can and you can make your PartyLite business a priority alongside your other commitments. Take your business up a notch shoot for at least six to eight LIVE Parties each and every month! Vision You need to want it so bad it hurts and you need to be able to visualize your success! BURNING desire is what our business is all about burn baby burn! Why would you have the vision to take your business further? It will open so many doors that you haven t even imagined yet! Much like the goal Megan has to share with all of you at LITE14! So let me introduce you to someone who has earned six PartyLite trips, who has consistently sponsored since her very first Party, and someone who averages three new bookings from every Party she holds. It is my pleasure to introduce to you, from our $ellabration Region, Unit Leader of the Dream Makers Unit Megan Proctor! Leigh: You ve been successful from day one! You promoted to Unit Leader in your first two months in the business! Why was this your goal? Megan: During my new Consultant orientation my Leader at the time said to me, Would you like to be a Consultant or a Leader? You are going to do the exact same things as a Consultant that you do as a Leader you are just going to make more money as a Leader. Of course I said I would choose to be a Leader! Who doesn t want more money! For me PartyLite was a NEED not a WANT! We weren t sure how we were going to make all our payments; mortgage, car, credit cards, student loans and diapers for our seven- month-old twin girls. You all know what I m talking about! I needed to make as much money as soon as humanly possible! I was in for leadership! Leigh: So what did you do to reach your goal as quickly as you did? Megan: I did what my Leader told me to do! Seriously, if she said jump, I would say how high?! I respected her. She had obviously been very successful in her business and I wanted what she had! The first thing she asked me to do was to book six Parties that were to be held in the first two weeks of my business. I thought, six Parties in two weeks? I can t do that! But I didn t know it wasn t possible, so I did it! Amazing what goals can do. So, I booked my first seven Parties to be held in my first two weeks of business. I attribute much of my success to holding those first seven Parties so quickly. And if asking me to book and hold six Parties in my first two weeks wasn t bad enough listen to this! The next thing she asked of me was to put 21 Parties on my calendar to be held in the next eight weeks. I thought, Lady, you have got to be joking! That s impossible! But, I did it! And I kept doing it! For years I kept 21 Parties on the PartyLite 2013, to be used only for PartyLite business Page 2 of 8
calendar over every eight week period. What I ve found is that promoting to Unit Leader and building a successful team is a numbers game. You have to meet a lot of people. And you have to keep meeting people. You never arrive as a Leader. You should always be sharing and growing and looking for your next new Consultant. Leigh: What does a successful Party look like to you? Megan: I use a strategy called 10-3-3. I want my Host to have 10 orders, 3 bookings, and I make it my goal to find 3 Consultant leads at every Party or event. Leigh: How do you achieve this 10-3-3 strategy? Megan: I use a Host coaching tool called Host Tic-Tac-Toe. I m sure many of you are familiar with it. During every Host coaching communication with my Host, I refer to the Tic-Tac-Toe. One of the squares on my Tic-Tac-Toe is for my Host to have four or more outside orders before I arrive at the Party. I have found my average attendance to be six to eight people at the Party. If my Host will collect four outside orders that typically means we will have 10 orders for the Party. I have found 10 orders usually means a $500 Party! And we all know Happy Hosts have $500 Parties! Leigh: Now that we know what the 10 means. What does the second number in your strategy stand for? Megan: 3 Bookings Leigh: And you are averaging 3 new bookings at every Party! How do you achieve this? Megan: Again I use the Host Tic-Tac-Toe. One of the squares on my Tic-Tac- Toe is for the Host to have an outside booking before the Party starts. During my pre-party communications with my Host I reference the square on her Tic- Tac-Toe that encourages her to solidify a booking before the Party. Therefore, I usually walk into my Party with a Party already booked. Leigh: And then what are you doing at the Party to attain the other two bookings? Megan: I use the booking bags and a friendship candle. It is very simple. I use three gift bags and inside I put the Host packet and a small gift of some sort; just any kind of small candle holder or bundle of candles I have on hand. Then I make a really big deal of the bags throughout the Party. PartyLite 2013, to be used only for PartyLite business Page 3 of 8
For the friendship candle, I am sure to share with everyone that when Suzie has three friends that book a Party she will receive a friendship candle from me at the third Party. I also say, Every time Suzie burns her friendship candle she will think about her three friends that helped her to earn it. A lot of the time I have a previous Host in attendance who is earning her friendship candle and I present it to her right there at the Party and make a really big show of it. I just use whatever 3-Wick Jar I have on hand. You can pick them up on the outlet most of the time for $10-$15. Leigh: What do you do if you don t achieve your goal of three bookings at the Party? Megan: I go home and get on the phone. I make customer service calls and fall back on my maybe later list. Leigh: I haven t heard about a maybe later list. Can you tell us about this? Megan: Sure. We all know we have those people who respond maybe later when we ask them about booking a Party. When they say this I ask if it is okay for me to put them on my maybe later list. Of course they ask what that means and I explain. It s just a list I keep of people who want to have a Party but now just isn t a good time. When I have an opening on my calendar I will give you a call and see if that date is a better time. And I promise to only call you three times and then I will remove you from my list so I m not bothering you later. Leigh: How do you feel this works for you? Megan: What I ve found is if they really mean maybe later they will agree to going on the list. If they were only saying maybe later because they couldn t handle telling you no then they will say, no that s okay. I will contact you. However, I would say nine out of 10 people want to be added to the list. I have found that when people tell you maybe later they really mean maybe later. And what happens too often is we never call them back. I ve been guilty of it. They really meant that they would like to have a Party later but they were never contacted again. The maybe later list helps me to keep better track of those call backs, as I like to call them. Leigh: Another great idea! Okay, so we know about the 10 3, what about the last 3 in your formula? What does that last 3 stand for? Megan: 3 Consultant leads. We all know our Host is our first lead right? Because any Host can choose to make her Party her Starter Party. Then I want to find two more people who will purchase a Kit that night or take home the information. Sometimes that is for the Guest and sometimes that is for PartyLite 2013, to be used only for PartyLite business Page 4 of 8
someone the Guest knows. When I ask each Guest if they would like the information about the business I say, We are looking for new Consultants in this area. Do you know anyone who is looking for an extra $300 or $400 a month? If you keep the question generic I ve found that they are more willing to take the information. Most of the time it is for themselves, they were just too proud to admit they might be interested. And sometimes it is for someone they know. The key is to follow up within 24 hours. At that time, you can answer any questions they might have or you can find out who they plan to give the information to. Leigh: I heard you use the words Host coaching communication. Obviously you must have great communication skills as you have been successful all these years. I grew up in a time when the phone was the only way. But in today s world it is not the way. Today there are a lot of ways to communicate. How do you set up effective communication with your Customers and Hosts? Megan: I feel strongly that you must communicate with people the way they want to be communicated with. I ask each person to write at the top of the door prize slip phone, email or text so that I know how to follow up with them. I have found that if you communicate with people the way they ask to be communicated with you will have much better results. When you have established an initial relationship with your Host or Customer you can use punctuation and smiley faces in your texts and emails for your Host or Customer, to hear your personality shining through. Here s an example of what a Host coach text might look like. And the slide shows what a text might look like: Hey Carol!!! So excited about your Party Thursday!!!!! Making reminder calls makes all the difference in the world when it comes to a successful Party and you get to mark off another square on your Tic-Tac-Toe!! It is going to be so much fun!!!!! Will you text me with a head count Wed. night? Thanks Carol!!! See you Thurs 5:30!! Yay!!!! As long as they are responding to your texts and emails the communication is effective. If you aren t getting a response after a couple of tries you still need to pick up the phone. Leigh: What a great idea! Is there anything else you do to help with communication between you and your Customers or Hosts? Megan: I want to make sure they also have my information. So I do two things to ensure this. First, at the beginning of the Party I ask each person to get out their phone as I have a quick game to play. The winner gets five bonus tickets into our candlelight dinner drawing. After everyone has their phone out I explain that I am going to say my phone number and the first person to ring my phone gets five bonus tickets! Then I turn to my Host and joke with her that PartyLite 2013, to be used only for PartyLite business Page 5 of 8
she isn t allowed to cheat because I know I m on her speed dial. Then we play and after the laughter dies down I say, Okay, okay, now that you all have my number I want you to save it as Megan PartyLite or PartyLite Megan or Candle Lady or however you are going to remember it. Your order will be shipped directly to you and I want you to have my number in case you have any questions when your order arrives. I also give really nice referral gifts. So if you are out and about and someone asks for PartyLite, candles or melts you ll have my number. Leigh: You said you do two things to ensure they have your information. What is the second way? Megan: I put a label on each Customer s receipt with my contact information. The label says, Thank you for your order! For questions or to re-order call/text Megan at 555-1234-5678. Then in smaller font at the bottom of the label it says Shop 24/7 at www.partylite.biz/meganproctor. Leigh: You ve also had great results hosting Parties of your own. What do you do leading up to the Party that gives you such great results? Megan: This is actually what helped me to promote out in 60 days. Here is what I do. Once I set the date for my Party I create a Guest list. My Guest list only has 20 people on it typically. I personally contact each person on my list. Whether you have to leave a voicemail, send a text, email or Facebook message you must use the words, I am only allowed to invite 10 people. I really want you to be one of my 10. If you can t attend I totally understand but I really, really hope you can! It s going to be so exciting!!! It s Aug. 2 at 6 p.m. Are you available? Once you ve confirmed they are available let them know that they are allowed to bring one friend, but only one. Leigh: Why only one friend? Megan: You want to make this Party or event as I usually refer to them a really big deal! It s exclusive. It isn t an event I put out on Facebook and invite all 1,300 of my friends. You want to make them feel special. Leigh: What is a typical result of holding your own Party? Megan: On average I have 16-20 in attendance. Of those who attend I typically have an average of six bookings and at least one Consultant lead. Leigh: How often do you do this? Megan: I do this once a year but I have done it more than once a year if I am in a push month. PartyLite 2013, to be used only for PartyLite business Page 6 of 8
Leigh: So just to recap, what do you feel it takes to make more money with PartyLite? Megan: Number one, if you want more you will have to push yourself! 21 Parties in eight weeks worked for me, maybe you would want to stretch and try it. Number, two schedule your work time. Just as you would put a Party on your calendar you must schedule the time when you will be making calls, sending texts and emails to offer Customer service and to Host coach. Number three, stop saying Someday! Someday is not a day of the week. There will never be the perfect time to reach your goals but I m guessing right now is good enough. If you are serious about wanting to grow your business you will get serious and you will just do it! Leigh: Wow! Thank you, Megan for all your great ideas and such a can do attitude. As you decide the path your business is going to take when you get home I want to leave you with a quote that will hopefully make you stop saying I m going to try try is a lie. You either do it or you don t. Go do it and make your future Brite! PartyLite 2013, to be used only for PartyLite business Page 7 of 8
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