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| B U I L D I N G Y O U R B U S I N E S S |
THE TRANSFORMING POWER OF PEAK PERFORMANCE
PG. 12 CEO FRANK VANDERSLOOT SETS INDOOR ROWING WORLD RECORD! BUT FRANK’S STORY IS JUST ONE OF THOUSANDS. P. 10
E N H A N C I N G T H E L I V E S O F T H O S E W E T O U C H
You Can Have It If You Want It!
corporate conglomerates like Procter & Gamble, Lever Brothers, and Johnson & Johnson. Actually, we not only make it possible to compete – but to win. It would take an investment of millions of dollars to set up a company to compete with these corporate giants. And even then, success would not be assured. So Melaleuca has made a substantial investment to allow the “little guy” to compete against the big boys – and win! We have developed superior products. We have built the factories. We have built the worldwide network of computer programs. We have established the distribution methodology. We have taken care of the legalities, the taxes, the payroll systems, the regulations, the registrations, the marketing literature, the science, the computer programming, and all of the red tape. We have built the office buildings, the factories, and the distribution centers. And we have partnered with hundreds of thousands of “little guys,” allowing them to use all of the assets listed above as if they were their own and in effect set them up in business to use those hundreds of millions of dollars of assets for free and therefore be set up in business to compete against the corporate mammoths. This endeavor has been very successful indeed! For the first time in the last half a century, the established corporate chains are starting to lose market share to the “little guys.” Tens of thousands of households switch from grocery store brands to Melaleuca every month. And our people prosper! These people prosper because of their own hard work and tenacity. They have worked hard at introducing Melaleuca products to people they know and care about. They prosper because they are loyal to each other, to the concept of enhancing lives, and to taking care of the world we live in. They prosper because they have been willing to step out of their comfort zone into a world of helping others achieve their goals. These are the unfailing universal principles of successful people. These people have always had the potential to implement these principles. They just have never had the opportunity to do so. No one should ever say that success with Melaleuca comes “easy.” I certainly would not say that. Success with Melaleuca takes work – a lot of work! But success with Melaleuca is almost guaranteed to anyone and everyone who is willing to learn how to build a business and who
has the courage and fortitude to follow through month after month, year after year. Everyone who wants it and who is willing to work for it can experience success with Melaleuca. Everyone works at their own pace. I have seen Marketing Executives go from enrollment to Executive Director in just a few months while others have taken 10 years. I tend to celebrate the success of the 10-year consistent climb more than the almost instant success because I value persistence over skill and because those who take longer usually have a more solid business. Some might take 20 or 30 years to become Executive Directors. And when they make it we have a major celebration! Persistence and never giving up even when you fall down or when someone is moving faster than you is a quality that we all should admire. Some people may move faster than you, but their success will only feed your success. If you are a Melaleuca Marketing Executive, you don’t have to wait for a raise or a promotion to get ahead in life. You can give yourself a raise by enrolling a dozen new Preferred Customers. Or you can give yourself a promotion by advancing to the next status. You don’t have to wait for permission to do it. You don’t have to wait to be chosen or for someone else’s approval. You don’t have to wait to be designated or directed. And you don’t have to wait for the government to fix your problem (which wouldn’t work anyway)! You can just go do it! The opportunity is yours! Take it! Don’t let anyone put you down because of your education or because of your lack of experience or because they think someone else is better. With Melaleuca, you and only you are in charge of your future. If you have dreams and goals, get to work and make them happen! The key, of course, is to stop dreaming and get to work. It takes hard, consistent work and sometimes courage. And most of all it takes persistence – week after week, month after month. You have the opportunity and all the tools for success. I am not saying it will be easy. I’m just saying you can have it if you want it.
A MESSAGE FROM CEO FRANK VANDERSLOOT
A lot is being said these days about the fact that the rich are getting richer and the poor are getting poorer. I think pretty much everyone would agree – that’s not a good thing! Nations in various societies have used various methodologies to address this very issue over the past century. Marxism, communism, and various forms of socialism have come up with programs that basically consist of taking assets from the rich and giving them to the poor. This process is called “redistributing the wealth.” This approach has never been successful. It might sound great to those who are poor, but throughout history such endeavors have failed miserably. Taking assets from the rich and giving those assets to the poor has always ended up in disaster – causing those societies who have tried it to spiral into various levels of nationwide poverty. At Melaleuca, we believe we have a better way – in fact a much more successful way – of solving the problem. We are indeed champions of the “little guy.” But we realize that just taking from the haves and giving it to the have-nots will never be successful because it rewards failure and penalizes success. It’s a universal principle that whatever you reward you will get more of, and what you penalize you will get less of. So rewarding failure and penalizing success only gets you more failure and less success. The Soviet Union, East Germany, communist China, and Cuba are economies that tried various forms of socialism and ended up in dismal failures. So we are not advocates of taking from the rich and giving to the poor. But we are advocates of a much better and much more successful endeavor. We believe the answer lies not in redistributing wealth, but in redistributing opportunity. In other words, we know that simply taking assets from the wealthy and giving to the poor will always end in failure, so we simply propose leveling out the playing field by giving the poor a much bigger opportunity. Clearly, in all societies, the wealthy have much more opportunity than the poor. And they capitalize on those opportunities which create more wealth for them. So Melaleuca is engaged in redistributing the opportunity for wealth – making it possible for average Americans and Canadians to compete successfully with
“…Melaleuca is engaged in redistributing the
opportunity for wealth – making it possible for average Americans and Canadians to compete successfully with corporate conglomerates…”
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L L E A D E R S H I P I N A C T I O N CONTENTS
O C T O B E R / NOV EMB E R / DE CMB E R 2 0 1 8
ALL ROADS LEAD TO MELALEUCA!
Putting Peak Performace to The Ultimate Test.
Thorsten Kilb General Manager
We introduced the theme of “All Roads Lead to Melaleuca” at the beginning of 2018 and the accuracy of this statement has never been more apparent. Many of you found your road to Melaleuca through a desire for safer products, or products that promote personal wellness, or for the need of additional income to enhance your lives. There are thousands more, just like you, who could benefit from being led to Melaleuca. In September, we had a fantastic opportunity to meet in Berlin with more than 350 attendees that share in this journey. This was a great opportunity to celebrate our new Executive Directors and introduce some exciting new products. Trainings and success stories from European Leaders rounded this awesome conference up with the possibility to share experiences and build cross border relationships in the European market. Whether it was a success story related to a product testimonial or a business opportunity, the message of these stories was clear - all roads lead to Melaleuca. Right on the heels of that great event, I had the tremendous opportunity to attend the International Leadership Conference in Bali, Indonesia. Attendees received world class training from some of the best leaders in Melaleuca; Corporate Director 9 Ed Bestoso, Corporate Directors 8 Monica and Rafael Rojas, and National Directors 9 Brooke and Jason Paulin. In attendance at this amazing, first of its kind event was over 1 000 attendees from Taiwan, Hong Kong, Japan, Australia, New Zealand, Korea, Singapore, Malaysia, and China, as well as some of our own leaders from Europe. Top leaders from around the world gathered in an opportunity to celebrate each other, share success stories, and learn best practices. Powerful stories were shared by Marketing Executives with various backgrounds. They came from different cultures, different religions and different economic situations, but they all had one thing in common - their road led them to Melaleuca. The constant mission of “enhancing the lives of those we touch by helping people reach their goals” has helped them to build businesses that will last a lifetime. And so many others will follow – inspired by successful leaders around the globe. To help others in Europe find their road to Melaleuca, we continually strive to help develop total wellness. There was a lot of focus on environmental wellness with the introduction of the EcoSense 12x product line and four flavours of Mountain Cabin Coffee Capsules produced in 100% biodegradable, aluminum free packaging. Additionally, operational changes were made to reduce the amount of paper and waste produced as we introduced the convenient electronic invoices and electronic SEPA mandates. We also introduced products that help enhance physical wellness, such as the long awaited Koala Pals Children´s Multivitamin Chewables, Vanilla flavoured GC Control and Sei Bella Bright Eyes Multi-Benefit Eye Treatment. Furthermore, the wellness that comes from the Peak Performance Pack was put to the test as we watched Melaleuca CEO Frank VanderSloot set a new world rowing record in the 100 meter row on slides for his age category in a phenomenal 14.4 seconds! Backed by two independent studies, the Freiburg Study and the Sterling Study, the Peak Performance Pack has been proven to enhance lives and deliver wellness. Indeed, the timing to build a Melaleuca business has never been better. A complete portfolio of proven products coupled with a very rewarding compensation plan, make this the right time to fully commit to building your Melaleuca business. As we approach the end of 2018, I encourage you to keep this year’s theme in mind. As you continually align your goals with your activities and live the Melaleuca mission of helping others, you will find those whose roads are leading them to Melaleuca and your life and theirs will continue to be enhanced.
STORIES: ACHIEVEMENT LEADERS ............................. 6 7 CRITICAL BUSINESS-BUILDING ACTIVITIES .. 9 FREE RADICALS AND ANTIOXIDANTS .................................... 14 THE APPROACHMINDSET ..................... 18 RECOGNITION ....................................................... 30
SUCCESS STORY Senior Director 3 Loreta Suminskiene
ALL ROADS LEAD TO MELALEUCA! Melaleuca’s European Conference
BUSINESS TRAINING Stay in Contact
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Melaleuca presents EUROPEAN
The European Achievement Leaders are those businesses with the highest contribution index. The contribution index is the product of the net increase in their Organisational Preferred Customers during the prior 60 days, multiplied by the number of each leader’s personally enrolled Directors, plus their number of personally enroled customers. Membership of this elite group is reviewed bi-monthly. In order to be recognised as a member of this team, leaders must submit a picture to Melaleuca.
Coming Together to Enhance Lives International Leadership Conference:
Olga Apanaviciene & Helena Czerniakowska Executive Directors 3 United Kingdom
Valerija Raupiene & Dainius Raupys Executive Directors 3 Germany
At the International Leadership Conference with more than 1 100 attendees, Melaleuca leaders bonded together in our shared goal of enhancing lives throughout the world. The conference took place in the award- winning 5-star Westin Resort Nusa Dua in beautiful Bali. At the event, Melaleuca Management and U.S. leaders affirmed Melaleuca’s commitment to train, develop, and inspire leadership while creating an environment for celebration and team building. It was a life-changing experience!
Loreta Suminskiene Senior Director 3 United Kingdom
Magdalena Gwoźdź Senior Director 3 United Kingdom
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ADVANCEMENTS SENIOR DIRECTOR 3 NEW
CRITICAL BUSINESS-BUILDING ACTIVITIES
Loreta Suminskiene United Kingdom I am like a magnet, I attract them naturally.
Senior Director 3, Loreta Suminskiene has worked in the network industry for more than 18 years when her enroler came to her to show some new products that she found. Loreta has not heard about Melaleuca before, she just tried the products and the cleaning line caught her attention immediately. No harsh chemicals, no ammonia only natural ingredients. She also liked the fact that with this company she can bring value to others, showing them how good it is not to be worried about daily spendings anymore. New Senior Director 3, enjoys now more financial freedom, and nowadays has more time for herself. She enjoys expanding her life experience, and learning everyday of something new. She is interested in psychology and expanding her consciousness. Also she spends always 2 hours to expand her knowledge about the products and the company, she studies it to help her team more. She says: “I enjoy using the top products and people just come to me. I am like a magnet, I attract them naturally.” What Loreta loves to do is to teach her team and other people how they can bring value to others. She has very strong feeling towards informing everyone about the exceptional opportunity, showing everyone products and the way to financial freedom.
If you want to achieve your goals with Melaleuca, you need to focus on and repeatedly do these seven activities day after day and week after week.
Build Your Contact List
I want you to notice something about the Seven Critical Activities, the first four in particular. You cannot do Critical Activity 3, Share Overviews, before you do Critical Activity 2 or Critical Activity 1. That’s not how it works. These activities are in this order because that’s the order you’ll need to do them in. Before you can hold a Strategy Session, you need to present Melaleuca: An Overview and enrol a customer. And before you can do that, you’ll need to invite someone you know to your Overview. There’s a reason the first Critical Activity is not Set Appointments. Before you invite someone to your Overview, you should already have a relationship. The first thing to do is add their name to your contact list and begin establishing a relationship. When the time is right, you can invite them to attend a Melaleuca Overview and make a decision about Melaleuca. We are a “warm market” company. The right way to build your business is with people who know you, like you, and trust you. So before you approach someone to set an appointment, take the time to build a genuine relationship with them. As you help them reach their goals, you’ll find that those personal relationships can be just as rewarding – if not more so – as your income from your Melaleuca business.
Share Melaleuca: An Overview
Hold Strategy Sessions
Always Be Involved with Fast Track
TOTAL CUSTOMERS IN ORGANSIATION: 592
Lead by Example
—FRANK VANDERSLOOT CEO OF MELALEUCA
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Early in August, Melaleuca CEO Frank VanderSloot announced that he was going to make a point about the effectiveness of the Peak Performance Pack by attempting to break the world record in the 100-meter row on the Concept 2 indoor rower. The world record for the indoor rower on slides was 15.3 seconds. That record had been established 18 months earlier by Frank Bertina of the Netherlands. ULTIMATE TEST THE PUTTING PEAK PERFORMANCE TO
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radicals through his faithful and consistent use of the Peak Performance Pack. He proved that point on his 70th birthday.
JUST ONE OF THOUSANDS Frank is also eager to point out that one story does not provide definitive proof, in that the story of one person is not a scientific study. But he believes that the thousands of personal stories that already exist about the effectiveness of the Peak Performance Pack will eventually provide irrefutable proof to the world about the indisputable effectiveness of the Peak Performance Pack in slowing down the aging process. He encourages everyone who has a story about the Peak Performance Pack to send it to PeakPerformanceResults@Melaleuca.com. THE REST OF THE STORY While everyone knows about the new world record that Frank set on August 14, what most people don’t know is that on August 13 – one day prior to turning 70 years old, on his last day at 69 years old – while practicing for his row on August 14, Frank also broke the world record in the indoor 100-meter row on slides for 60 to 69-year-olds. On that day, he rowed 100 meters in just 14.3 seconds as a 69-year-old. Then, the next day, he broke the world record for the 70-year-olds. Then, if that weren’t enough, two days later, on August 16, he broke the world record for the one-minute row in that age group when he rowed 356 meters in just 60 seconds. That’s three new world records in four days! Not bad for a
In an incredible burst of strength and speed, Frank set a new world record on his 70th birthday by rowing 100 meters in a blistering 14.4 seconds.
NOT AN ATHLETE What was unique about Frank’s attempting the world record is that he has never been an athlete. Those who hold the world rowing records at all levels and in all events are almost always world-renowned athletes who have been bodybuilding or rowing for most of their adult lives. Many of them work out more than two hours per day, six or seven days per week. Frank has no such schedule. He has a desk job that requires a lot of travel and he works out for just 10 to 20 minutes only two or three times a week. Even so, Frank felt that his use of the Peak Performance Pack for the last four years has given him a substantial edge over even the most avid athletes his age. PUTTING HIS JOB ON THE LINE To up the ante, Frank announced that he was going to go on Facebook Live in front of the entire world in his attempt to break the world record. He also announced that if he failed to set a new world record, he would resign his position as CEO. But if he succeeded, he felt that was proof that he was young enough to work an additional decade as CEO of one of America’s fastest-growing companies. When people challenged Frank that this was simply a
marketing ploy, he enthusiastically agreed. He said that it was time that people learned about the power of the Peak Performance Pack . And he was going to make a point! When asked if he was serious about resigning if he failed, he doubled down and emphatically stated that he was absolutely serious about that promise. SETTING THE RECORD August 14, 2018 was Frank’s 70th birthday. It was the first day that he qualified for the 70 to 79-year-old age group. Thousands tuned in to watch live. (Over 200 000 have now watched that event on Facebook Live.)
He obliterated the previous world record and established a new world record for 70-year- olds at 14.4 seconds – beating the existing record by almost a full second. PEAK PERFORMANCE PASSES THE TEST His point was to prove that the Peak Performance Pack does exactly what it claims to do keep people younger! He claims that the only reason he’s been able to take the record from a famous lifelong rower like Frank Bertina is because Frank VanderSloot has been taking the Peak Performance Pack for the last four years. We know from the Freiburg Study
did indeed make a statement about the effectiveness of the Peak Performance Pack . His success is no coincidence. The Freiburg Study has shown that the Peak Performance Pack substantially reduces free radical activity that is known to cause aging.
week’s work! He attributes all of his success to the Peak Performance Pack but is also quick to acknowledge that his good health is also a blessing from God. By breaking the world record by such a substantial margin, Frank VanderSloot
IT ALL STARTS WITH OLIGO Oligo is the only mineral delivery system that provides minerals to the body in the same form they’re found in plants, by binding them with proteins and fibres. This provides superior mineral absorption. More importantly, it also provides maximum free radical protection. The minerals processed with Oligo technology played an important role in the results of the Freiburg Study.
IT WAS TIME THAT PEOPLE LEARNED ABOUT THE POWER OF THE PEAK PERFORMANCE PACK. AND HE WAS GOING TO MAKE A POINT!
That afternoon, Frank went down to the employee gym at Melaleuca headquarters and strapped himself into a Concept 2 rower. Then, in front of the entire world, he put the Peak Performance Pack to the test.
that the Peak Performance Pack reduces free radicals. We know that aging causes us to lose muscle mass. Frank believes that he has been able to retain his arm, leg, and back strength by slowing down the impact of free
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While the potential dangers of free radicals are well known, you may be surprised at the most common free radical sources and the best ways to combat them. FREE RADICALS and ANTIOXIDANTS: the precarious balance
NOT ALL ANTIOXIDANTS ARE THE SAME. The answer to free radical imbalance? Antoxidants! In the 21st century, people need far more antioxidants than their ancestors to offset the free radical assault. But not all antioxidants are the same. “For example, the role of vitamin C is to stop the chain reaction before it starts,” Dr. Blumberg says. “It captures the free radical and neutralises it. Vitamin E is a chain-breaking antioxidant. Wherever it is sitting in a membrane, it breaks the chain reaction.” And while different antioxidants work in different ways and
FREE RADICAL SOURCES More than ever, our bodies are subjected to a barrage of free radicals. Some of the sources are external, while others are internal. Here are some of the biggest contributors to free radical imbalance. Exogenous free radicals (fromoutside the body): • Smoking • Alcohol • Preservatives and chemicals in foods • Overeating • Herbicides and pesticides • Prescription drugs • Pollution • Radiation and sunburn • Trans-fats and hydrogenated fats • Heavymetals such asmercury, aluminum and lead Endogenous free radicals (from inside the body): • Chronic inflammation
“The oxidative burden is much, much higher than it was 200 years ago. It’s a fact of modern life.”
different parts of the body, they are all important. “Just like a country needs a military system, the human body needs defense workers at all levels – lieutenants, corporals, generals, staff sergeants – in the form of antioxidants.” And while antioxidant vitamins are critical to fighting free radical damage, the heavy artillery in the war against free radicals comes from our own body – antioxidant enzymes. Unlike antioxidant vitamins, which can ony stop a single free radical chain reaction before they are “used up,” antioxidant enzymes in the body are chemically self- renewing, allowing them to fight antioxidants indefinitely. Consider the following analogy: if the free radical activity in your body is like a heavy blizzard, antioxidant vitamins you consume through your diet are like people with snow shovels clearing the walks in a neighborhood. Antioxidant enzymes are like an army of large, powerful snowplows that can remove huge swaths of snow. IT’S ALL ABOUT THE MIX. When it comes to antioxidants, the body needs a broad- spectrum for maximum protection. It needs a mix of vitamins and minerals, such as vitamins A, C, E, and beta-carotene, as well as flavonoids and polyphenols to neutralise the free radical attacks and allow the body to create its own defense systems. “We can’t rely on a few blockbuster foods to do the job,” says Blumberg. “Each type [of antioxidant] works in different tissues of the body, in different parts of cells. Some are good at quenching some free radicals; some are better at quenching others. When you have appropriate amounts of different antioxidants, you’re doing what you can to protect yourself.” Polyphenolic compounds, like those found in certain grape seeds and skins, act as catalysts that trigger increased production of the body’s own antioxidant enzymes, providing a critical defense against free radicals.
Slice an apple, and it will soon start to turn brown. Leave meat out too long and it becomes rancid. Cut your skin, and it becomes raw and inflamed. All of these instances are examples of a natural process called oxidation. In other words, they are the result of free radical activity.
FREE RADICAL IMBALANCE But the free radical problem extends beyond a single damaged cell. As Dr. Blumberg explains, “One free radical can set off a whole chain reaction. When a free radical oxidises a fatty acid, it changes that fatty acid into a free radical, which then damages another fatty acid. It’s a very rapid chain reaction.”
• Lack of sleep • Physical stress • Emotional stress
These chain reactions can overwhelm the body’s natural defense mechanisms, and over time, those little radicals can add up to big problems.
ANTIOXIDANTS: A NATURAL SOLUTION While all living cells – including those
in your body – are subject to free radicals, you are not defenseless.
Antioxidants are the natural enemy of free radicals, and thousands of different antioxidants are created in your body as well as consumed with the food and supplements you eat. The real problem comes when there is an imbalance: when more – trillions more – free radicals are generated than the body can neutralise.
WHERE ARE THE FREE RADICALS COMING FROM?
Free radicals are the natural byproduct of being alive. You can think of them like the exhaust that is produced by your car. Your body is very efficient at neutralising these free radicals. It’s when we add substantially more to
your system that they really become a problem. So where do they come from? Unfortunately, the answer is almost everywhere . While smoking is the single biggest way to pump free radicals into your system, the very environment we live is a big contributor. As Dr. Blumberg states, free radical- producing toxins are “ubiquitous in the environment.” He continues, “The oxidative burden [on the body] is much, much higher than it was 200 years ago. It’s a fact of modern life, so we have to take that into consideration.”
THE EFFECTS OF OXIDATION Free radicals can have any number of effects on the cells they strike. Sometimes, like when you cut your skin, the oxidation process kills the cells and they are replaced over time by fresh, new cells. As a result, your cut heals. But there is a downside. The cells don’t always die as a result of free radicals. Sometimes, they are just damaged. As Jeffrey Blumberg, PhD, professor of nutrition at Tufts University in Boston, explained to WebMD, “If free radicals simply killed a cell, it wouldn’t be so bad… the body could just regenerate another one,” he says. “The problem is, free radicals often injure the cell, damaging the DNA.
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THE PEAK PERFORMANCE PACK - designed to fight FREE RADICALS The Peak Performance Pack was created specifically to help lower the amount of free radicals inside our bodies. It reduces free radical activity just one hour after taking the supplements. The longer it is used, the lower free radical levels drop. If you could reduce free radicals, you could not only extend life, you could increase the quality of life - giving you the vitality to enjoy those extra years and make the most of them. What makes the Peak Performance Pack so unique and effective? Only the Peak Performance Pack combines six patented or proprietary supplements that target free radicals and provide optimal nutrition to every major system of the body. Your best defense against free radicals While all living cells are subject to free radicals, you are not defenseless. Antioxidants are nature’s antidote for free radicals, they are what stops the damaging domino effect in the body. Whether it’s by providing powerful antioxidants that directly protect against free radicals or by helping to build your body’s natural defenses, every supplement in the Peak Performance Pack supports your body to maintain your well-being and reduces free radical damage. Combined with a healthy diet and exercise, there’s no better way to add years to your life and life to your years .
OLIGO The only mineral-delivery technology formulated "Just Like Nature". Proven by science to provide superior mineral absorption and maximum antioxidant protection.
Peak Performance is powered by Oligo
Learn more about the exclusive Oligo technology and become an expert. Simply visit our video library on eu.melaleuca.com and watch the Oligo video. Tip: Share it during a meeting and highlight all Melaleuca products powered by the Oligo technology.
The human body was meant to get minerals from plants, where they are bound to proteins and fibers that help keep the minerals soluble during digestion. Our studies show that most of our competitors process minerals in a way that inhibits absorption and greatly increases free radical activity — nullifying the effects of antioxidants. Melaleuca’s Oligo technology processes minerals in a patented way that makes them far more absorbable and drastically minimises free radical activity.*
PROTEINS & FIBRES
Oligo binds proteins and fibers to minerals (just like fruits and vegetables) to help you more easily absorb and benefit from critical nutrients.
Melaleuca nutritional supplements are the only supplements in the world powered by patented Oligo mineral delivery technology.*
* UK patent no. 2307460
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“It’s really an exciting time to have a Melaleuca business! When I first started with Melaleuca, the company was making $200 million a year in sales and I thought that was remarkable. Now I see us at $2 billion and I share
2018 CONVENTION FROM
MINDSET THE APPROACH By Corporate Director 3 Mark Atha
Frank’s vision of having our products in every home. With scientific evidence like the recent independent lung study findings, why wouldn’t we have products in every home? I’m going to give you a variety of ideas for approaches and some words and phrases you can work into your own way of telling everyone out there about Melaleuca.” The following is Mark’s training, presented in his own words. BEGINWITH BELIEF If I knew where a treasure was buried and knew I couldn’t dig it up alone, I’d invite others to help me – people I know and trust, people I love and want to share the wealth with. For us, that treasure is all the benefits that Melaleuca brings people – and we have the treasure map! Myrna and I built our business on referrals. We have seven personally enrolled Executive Directors and 10 personally enrolled Senior Directors, and of those 17 business partners, 11 are folks we were introduced to because we asked someone for a referral. Start with 50 names on your contact list. Those 50 people will each know 50 people, and those 50 names can become 2 500 people you could talk to with a simple introduction from somebody you know. I can guarantee you that not every single person you know will partner with you, but I can also guarantee that everyone you know knows someone who will. Every no can lead to a yes when we make our contact feel comfortable in giving us a referral, so I’ll say BUILD WITH REFERRALS: IT’S NOT JUST WHO YOU KNOW, IT’S WHO THEY KNOW
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“Rock solid belief is the one single thing you can instill in your team that will help themmore than anything else in achieving success.”
TECHNIQUES THAT WORK TIME, TIME WHY This means you first establish a time to meet and then you tell themwhy you’re meeting. I call this my furniture-moving approach because if I called and asked you to help me move a grand piano you’d say no , but if I called and asked if you were free to get coffee on Saturday you’d say yes . Then I would say I had an exciting idea I wanted to bounce off you. DIRECT QUESTION “Are you shopping at Melaleuca.com yet?” It’s such an easy question to ask and if their answer is no you can naturally segue into setting an appointment. You may say, “It’s like Amazon but with much better customer service and better products that are focused on wellness. I’ve got to show you this!” OFFER HELP OR LEAD WITH A NEED “Are you still working full time or have you found a way to be home with the kids yet?” If they say no , then you can tell them you’re calling to help themwith that. WORK YOUR STORY INTO IT When you share your own story, it’s authentic. Then when you say, “Here is the type of person I’m looking to partner with and here’s why I thought of you,” it not only helps them see themselves in your story, it also compliments them so they’re more willing to listen. MAKE TEXTING WORK FOR YOU To initiate contact, text them something brief like, “Hey, what’s up?” If they reply right back, ask if they have two minutes. If they say yes , then call them. I have found that 99 percent of the time, they’ll answer their phone. Do it this way because if you text to ask if they have a fewminutes right now to run something by them, they usually text back to talk to them later. BYPASS THE NO FEEL, FELT, FOUND If they voice an objection, respond with, “I understand, I felt that way too. But I found...” and then tell them how the business worked out for you . THE ACKNOWLEDGEMENT Agree with their objection. (“I understand. Most people are really busy.”) Then say something like, “I’ll show you howMelaleuca works and if you still feel like that then don’t do it, okay?” If you knew one hundred percent for sure that you would be at Convention 2019 walking across the stage at the status you envision getting to, how fast would you get started in achieving that status? What’s stopping you? Let’s just do it.
On the other hand, fear can be a great motivator. Think of what your future may be if you don’t do this business. To me, that’s a lot scarier than having to learn the new skill set of setting appointments! BUILD MENTAL MOTIVATORS I love that our team does Power Hours on Tuesday and Saturday, but I encourage a daily habit of making phone calls. Why? Because I don’t want my team to slip into the thought pattern that getting through Tuesday means you don’t have to make calls until Saturday. What if you got into the daily habit of saying, “I’m going to make enough calls and talk to enough people each day that I set at least one appointment.” If you cultivate a daily habit like that it will eventually seem like an easy thing to do and you will be a lot less likely to procrastinate about it. THERE ARE THREE Ps IN SUCCESS In making approaches and setting appointments, three things contribute to the right mindset. POSTURE Posture is confident enthusiasm, not the result of hype. People pick up on your energy or the lack of it in your voice, and your energy is affected by where you make your calls and your physical posture when you make them. I tend to be the type of person who walks around a lot, so I’m like that when I’m on the phone. I’d rather not sit, so I’ll walk around the backyard or around the office. Because I stand up and walk, I’m breathing deeply, I’m enthusiastic, and it comes across. Everyone is different – some of you call from the quietest place you can find in the house and it’s often the bathroom! Wherever you choose to make your calls, make sure you are energized and upbeat when you do. PREPAREDNESS Don’t just grab your contact list and your phone and dial numbers. Start with you . Have your schedule handy, as well as the schedule of anyone helping you with the Melaleuca Overview. Next, consider the person you’re calling and decide how they would best be introduced to Melaleuca. For example, if you’re calling a stay-at-home momwith little children, consider getting a few other moms together at her home on a Thursday morning while the kids are at school. Our team sometimes elects to do “business luncheons,” where they present the Overview to business people during lunch. Executive Director 5 Charles Stuetzel built his business on business luncheons! PARAPHRASE When I enrolled inMelaleuca I wrote down all the approaches of successful business builders and handed themout tomy team; instead of helping them it paralyzed them, so I decided to help themparaphrase instead. Here are some ideas I share with new builders:
WORDS THAT WORK
something like, “Hey, if it’s not for you, you might think of someone who would be perfect for me to talk to and I’d just appreciate any help I can get.” A no doesn’t have to stop with that one name on your list.
Resistance isn’t an objection it’s what you may get when you’re trying to book an appointment. Here are some words to help you avoid it. Instead of “home-based business” say “work from home” because people want to work from home. Instead of offering an “opportunity” say you “partner” or “team up” with others to help them.
REMOVE YOUR MENTAL ROADBLOCKS
In creating a positive mindset of approaching people, all business builders need to get over a few things.
TREPIDATION STOPS YOU BEFORE YOU START Trepidation is defined as “an anxious apprehension about something that may happen.” I love that word may – it’s the word I underlined in the definition. With success comes belief, and belief overrules trepidation, so it’s all about initiating a success cycle. With brand-new business builders we really need to help them get wins under their belt. With a few wins they have less trepidation, success leads to more action, more action leads to more success, and we can create momentumwith that. PROCRASTINATION DELAYS SUCCESS We tend to procrastinateon thingswedon’t like. Sometimeswe’ve just got to make the leapandbuildourwings aswefly.Whatever you think you’re theworst at doing, dive right into it. After all, this isn’t abusinesswhere youcanmake life-threateningmistakes. FEAR IS BEHIND INACTION We’ve all heard the old acronym for fear: False Expectations Appearing Real. The word “appearing” is the key word. Many of our fears aren’t real; they just appear real to us. I am fully convinced that with belief and confidence we could go out and enroll all of America in the next month. If we’re only separated by six degrees from everyone on the planet, we already have enough builders to enroll every household possible in the world in the next fewmonths. Get a calculator and do the math! If we had 10,000 people and charged themwith telling a few people each day, it wouldn’t take long to get to seven billion – so why don’t we? What is holding us back? Fear is a prison! The day you identify the fear holding you back is the day you get out of your prison.
Instead of asking to “tell” them about Melaleuca – because then they want
you to tell them right then on the phonewuse words
like “show” and “see” instead. I’ll say, “I want to show you something” or “I want you to see this” because if I’m on the phone I can’t show them something they need to see, right? It gives me an opportunity to book a time to meet with them.
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ONE DONUT LEADS TO ANOTHER.
BERLIN EUROPEAN CONFERENCE
The very first European Conference was not just the first of its kind but also one of a kind. Nearly more than 350 customers, business builders and guests from Germany, Lithuania, Poland and the UK came to the capital of Germany Berlin, to get informed about the latest news, to get recognised, to receive training and to be introduced to new products. The atmosphere was convivial, festive and exhilarating, also thanks to Polish Sales Manager Magdalena Uss leading through the event. When General Manager Thorsten Kilb introduced the Ship-To project, where customers from Lithuania, Latvia, Estonia, Hungary, and Spain will be able to purchase Melaleuca products frommidOctober onwards, the audiencewas cheering. Because this means, the number of customers rises from the current 212 Million residents to almost 275 Million potential customers, which means an increase of almost 30% and products can now be sent to almost 50% of the current EU 28 countries. Thorsten also put emphasis on Melaleuca´s printed Marketing materials and reminded of the website eu.melaleuca.info.
Another highlight was the introduction of the new Koala Pals Children’s Multivitamin Chewables and the new GC Control French Vanilla blood sugar and weight management shake as well as the new PURE Carrot Seed and PURE Juniper Berry World Tour oils. And at this event not only new products were introduced, but also new members of the Melaleuca Executive Team. Europe Marketing Manager Maximilian Hartmann and Sales Development Specialist Thomas Loskant were performing their debut on a Melaleuca stage. After success stories from Katarzyna & Marek Dziura from Poland and Loreta Suminiskiene from the United Kingdom and a product testimonial from Monika Wagner from Germany, the audience was invited to a coffee break to try the exclusive Mountain Cabin Premium Coffee Uganda , which is available while supplies last. After the recognition and success stories of Olga Apanaviciene, Helena Czerniakowska from United Kingdom, and Valerija Raupiene from Germany, the winners of the iPad promotion were given their prizes and additionally a Melaleuca branded iPad cover. The event closed with Sales Manager Poland Magdalena Uss presenting the Lung Study and encouraging everyone to use it as a tool to advertise the EcoSense products.
NEW FRENCH VANILLA
With GC Control, feel more in control.
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G EAR UP FOR THE ADVENTURE OF A LIFETIME – WITH FRANK AND BELINDA AS YOUR TOUR GUIDES! You’re about to set off on an African safari like few will ever experience. Immerse yourself in the majesty of the African savanna – endless rolling grasslands, proud acacia groves, and an astonishing diversity of wildlife. Enjoy day after day packed with thrilling adventures, spectacular vistas, exotic foods, and fun at every step. Your vision of what’s possible will change forever, and you’ll forge powerful relationships that will last a lifetime.
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STAY IN CONTACT Why you can’t afford to lose touch with your contact list.
Building and maintaining a healthy contact list is more than the essential first step to setting appointments. It’s the lifeblood of your Melaleuca business.
HOW DO I BUILD A CONTACT LIST? First, you write down everyone you know. And we mean everyone. Think about the people you see when you go about your daily routine. Who are your friends on Facebook? Who do you talk to at the gym? Don’t leave someone off just because you think they won’t be interested. Avoid the temptation to prejudge. Use the memory jogger on the following pages to help you. Social media is an excellent source to help you build your contact list. Hopefully you’ve already added all the people you’re friends with on social media to your contact list. But what about all the suggested contacts? Facebook, LinkedIn, Twitter, and many other social programs also provide suggested contacts. These are often people you already know or people with whom you share a common connection. Use these resources to reach out and get to know someone new or reconnect with an old acquaintance. The goal isn’t to approach over social media, simply to begin building a relationship. When you first meet or reconnect with someone, the focus should be on them and their lives. Ask about their families, what they do for work, their hobbies, and what goals they are trying to achieve. As you follow up and learn more about their lives, you will learn how Melaleuca’s products and business opportunity can help meet their needs. Set a goal to add names to your contact list each day.
WHAT IS A CONTACT LIST? At it’s most basic, a contact list is simply a list of people you know. You don’t need to be highly successful or wildly popular to have a contact list. Between your friends, family, neighbors, classmates, business associates, and the people you interact with on a daily basis, chances are you could quickly list at least 100 people. WHY DO I NEED A CONTACT LIST? Think of your Melaleuca business as a vehicle you’re trying to drive from point A to point B. But before you can even get out of the driveway, you first have to fill your vehicle with fuel. Your contact list is the fuel you use to power your business. As you enroll customers from your contact list and earn commissions from their purchases, you move your business forward. Then you have to refill your tank with new contacts and potential customers, otherwise your business will come to a standstill. There’s a reason Melaleuca encourages you to build a contact list, rather than just approaching random people on the street. People do business with and refer friends to people they know, like, and trust. It’s natural for you to tell a friend about a great new restaurant or a laundry detergent that saved your favorite shirt. We trust our friends’ opinions. We know they understand our needs and goals. Your warm market (or the people you know) is like premium fuel for your business. They are always going to be more receptive to hearing about Melaleuca, simply because they know you and value your opinion.
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Executive Director 3 - Senior Director 3 Advancements
To achieve Executive Director 2 status, a Marketing Executive must develop at least 10 personally enrolled Directors and have at least 70 000 organisation Product Points in volume. These leaders often set the pace for hundreds of other businesses, and each Executive Director advancement is the result of helping dozens of others reach their goals. Um den Executive Director 2 Status zu erreichen muss ein Marketing Executive mindestens 10 persönliche Directors entwickeln und mindestens 70 000 Produktpunkte in der Organisation haben. Diese Führungskräfte bestimmen oft das Tempo für hunderte weitere Organisationen und jeder Executive Director Aufstieg ist das Ergebnis davon, dass sie Dutzenden dabei geholfen haben ihre Ziele zu erreichen. Om de Executive Director 2 status te bereiken, moet een Marketing Executive ten minste 10 persoonlijk ingeschreven Directors ontwikkelen en een volume van ten minste 70 000 productpunten in de organisatie hebben. Deze leiders bepalen vaak het tempo voor honderden andere organisaties, en elke doorgroei naar Executive Director is het resultaat van het helpen van tientallen anderen om hun doelen te bereiken. Aby uzyskać status Executive Director 2, osoba o statusie Marketing Executive musi pozyskać co najmniej 10 osobiście zapisanych o statusie Director, a także mieć łącznie co najmniej 70 000 Punktów Produktowych w ramach organizacji. Liderzy często nadają tempa setkom innych biznesów, a awans każdej osoby o statusie Executive Director jest wynikiem pomocy dziesiątek innych osób realizujących swoje cele.
Olga Apanaviciene & Helena Czerniakowska United Kingdom
Valerija Raupiene & Dainius Raupys Germany
CELEBRATION Melaleuca presents
To achieve Executive Director status, a Marketing Executive must develop at least 10 personally enrolled Directors and have at least 60 000 organisation Product Points in volume. These leaders often set the pace for hundreds of other businesses, and each Executive Director advancement is the result of helping dozens of others reach their goals. Um den Executive Director Status zu erreichen muss ein Marketing Executive mindestens 10 persönliche Directors entwickeln und mindestens 60 000 Produktpunkte in der Organisation haben. Diese Führungskräfte bestimmen oft das Tempo für hunderte weitere Organisationen und jeder Executive Director Aufstieg ist das Ergebnis davon, dass sie Dutzenden dabei geholfen haben ihre Ziele zu erreichen. Om de Executive Director status te bereiken, moet een Marketing Executive ten minste 10 persoonlijk ingeschreven Directors ontwikkelen en een volume van ten minste 60 000 productpunten in de organisatie hebben. Deze leiders bepalen vaak het tempo voor honderden andere organisaties, en elke doorgroei naar Executive Director is het resultaat van het helpen van tientallen anderen om hun doelen te bereiken. Aby uzyskać status Executive Director, osoba o statusie Marketing Executive musi pozyskać co najmniej 10 osobiście zapisanych o statusie Director, a także mieć łącznie co najmniej 60 000 Punktów Produktowych w ramach organizacji. Liderzy często nadają tempa setkom innych biznesów, a awans każdej osoby o statusie Executive Director jest wynikiem pomocy dziesiątek innych osób realizujących swoje cele.
RECOGNISING YOUR SUCCESS • ANERKENNUNG IHRES ERFOLGS ERKENNING VAN UW SUCCES • DOCENIAMY TWOJE SUKCESY
Valerija Raupiene & Dainius Raupys Germany
IN THE PAGES THAT FOLLOW, you‘ll see the faces of advancing Executive Directors, Senior Directors and Directors. Every advancementis an enormous achievement, and we applaud and congratulate each advancing leader. Advance your business today so that you too can be featured in these pages in the months ahead. Also, remember to provide Melaleuca with a portrait photo.
Senior Director 3 Marketing Executives enjoy all the benefits of being a Senior Director, but have distinguished themselves by having six active personally enrolled Directors, and 25 000 monthly Organisation Product Points. Senior Director 3 Marketing Executives genießen alle Vorzüge eines Senior Directors, zeichnen sich aber dadurch aus, dass sie sechs aktive Directors persönlich eingeschrieben und monatlich 25 000 Produktpunkte in ihrer Organisation haben. Senior Director 3 Marketing Executives genieten alle voordelen van een Senior Director, maar hebben zich onderscheiden omdat ze acht actieve, persoonlijk geworven Directors en een maandelijks Organisatievolume van 25 000 productpunten hebben. Osoby o statusie Senior Director 3 Marketing Executive korzystają z wszystkich korzyści przypisanych statusowi Senior Director, ale wyróżniają się sześcioma aktywnymi osobiście zapisanymi osobami o statusie Director i mają 25 000 Punktów Produktowych w ramach organizacji miesięcznie.
AUF DEN FOLGENDEN SEITEN stellen wir Ihnen Executive Directors, Senior Directors und Directors vor, die aufsteigen. Jeder Aufstieg ist eine enorme Leistung. Ihnen allen gelten unser Applaus und unsere Glückwünsche! Steigen Sie mit Ihrem Geschäft auf, damit wir Sie demnächst auf diesen Seiten vorstellen können. Denken Sie dabei bitte daran, Melaleuca ein Porträtfoto von sich zu schicken.
OP DE PAGINA‘S DIE VOLGEN ziet u de gezichten van de promoverende Executive Directors, Senior Directors en Directors. Elke promotie is een enorme prestatie en we applaudiseren voor elke leider die zich verder ontwikkelt en feliciteren hem of haar. Breid uw bedrijf vandaag nog uit, zodat u ook op deze pagina‘s komt te staan in de komende maanden. Vergeet ook niet om Melaleuca een foto van uzelf te sturen.
NA KOLEJNYCH STRONACH zobaczysz zdjęcia awansujących osób o statusach Executive Director, Senior Director i Director. Każdy awans jest ogromnym osiągnięciem, który pochwalamy i którego gratulujemy awansującym liderom. Zadbaj już dzisiaj o rozwój swojego biznesu, a Twoja twarz również zostanie umieszczona na tych stronach w kolejnych miesiącach. Pamiętaj również o dostarczeniu firmie Melaleuca zdjęcia portretowego.
Loreta Suminskiene United Kingdom
* These hard-working Marketing Executives have advanced rapidly and are recognised for each status they achieved. * DiesehartarbeitendenMarketingExecutivessindschnellaufgestiegenundwerdenbei jedemStatus-Aufstiegvorgestellt. * Deze hardwerkende Marketing Executives zijn snel opgeklommen en zijn erkend bij elke status die ze bereikten. * Te pracowite osoby o statusie Marketing Executive szybko awansowały, a ich awans i osiągnięty przez nie status są odpowiednio doceniane.
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