terrible in the beginning and had a lot of work to do. I experienced a lot of personal growth and development as I figured things out. But I still reached Director 3 in 90 days with a lot of grit, a lot of determination, and a lot of people saying no . The expectation talk is critical, and it’s all about when they are expected to show up. I tell them, “Come to celebration dinners. We have them once a month, and they’re an hour-and-a-half drive from where I live. I know it’s a pain; we have to get babysitters. But we like to get together once a month to break bread together.” That is an expectation that I set right from the moment that we sit down for our first conversation about the business. We have the dates mapped out for the next four or five months so that there are no excuses and no reasons not to show up. ADVANCE meetings are another expectation. I tell them, “We use these meetings as recruiting tools. They are a really great way for your new or potential business partners to take a deeper look at what
What if I could be like National Director 9 Brooke Paulin and have more than 8,000 customers in my business? What if I could become like Corporate Director 4 Mark Atha and build with Melaleuca for 28 years and have lifetime earnings of over $17 million? What if? That’s when my business turned around. I developed strategies so that my business would become duplicable. I used tools available in the Download & Print Center in the Business Center’s Reports & Tools section on Melaleuca.com. In my first year, I’d present a Melaleuca Overview, and my attendees would say, “Yeah, that sounds great!” I would say, “Awesome! Go home, try the products, fall in love with everything, and then we’ll talk in three, four, or five months.” That’s what I did because I got nervous! But what I do today is immediately assume they are going to want to be a customer. So I say, “What about the business? What if we locked arms together? And look, I don’t expect you to tell me you’re all in after an hour’s worth of conversation, but could we just
to take them to school and to soccer.” “And what is that going to do for them?” “It’s going to allow them to become the little human beings that I want to shape them into.” You’ve got to peel back the layers of their why. Ask the questions and then listen to what they say. I learned from National Director 9 Dave Crescenzo that if you’re talking about helping somebody make $5,000 a month and they’re thinking they need to make $20,000 a month, they’re not going to partner with you. So again, ask them what they’re looking for and listen to what they have to say. Ask them to choose their check. Ask what makes sense to them and where they want to start. This also allows me to know where their fear is because if they say, “Enroling 10 customers kind of intimidates me,” now I know we’ve got to address that fear. After you establish what they’re looking for, you need to make a game plan . I use the “gameplan document” form from the Download & Print Center on Melaleuca’s
IT’S ALL ABOUT DEVELOPING DIRECTORS
PRESENTED BY Courtney Martin National Director
One of the keys to building a successful Melaleuca business has always been to focus on developing Directors. But what does that involve? In her trademark candor and transparency, National Director Courtney Martin shares the revelation she had that changed everything for her business. The first 10 people I shared Melaleuca with – close friends and family – all said no. And it was a really hard thing for me to hear the word no that many times. Then the next 19 people I shared Melaleuca with all said yes ! But business growth was slow. My first year I crawled to Director 5. It wasn’t until I attended Convention that I realized I had been looking at Melaleuca through the wrong lens. I needed to have a mindset shift! Success starts with you and your mindset. You have to determine that you are not going to create Directors; you are going to develop Directors! I had been busy creating Directors but not developing leadership. I loved that Melaleuca was talking about vision and purpose at Convention because in my first year, my only vision was wiping my children’s noses and making an extra $500 a month. But when I heard “Where is your vision? What is your purpose?” I suddenly started to dream about “what if?” What if I could become like Corporate Director 2 Heidi Bartolotta?
Melaleuca is.” We don’t have a boss, and we don’t have an office. We are a volunteer army. Set expectations from the very beginning so they will be met. Have that
grab coffee and have a conversation?” That is what I do with every single person I want to work with.
I create that next conversation and focus on the business. Once I’m having that conversation, I start digging into what their why might be.
I create that next conversation and focus on the business. Once I’m having that conversation, I
website. If they want to replace a six- figure income next year by working two hours a week, that is the moment to explain why that won’t work for them and what will work instead. They must have realistic expectations of the time and effort it will take based on the goals they want to achieve. You need to help them create the Melaleuca story they will share about their business. My story is that I was
realistic conversation with new business builders as you sit down with them to map out their game plan. We do 5:00 a.m. “Rise and Grinds” on our team. Everybody caught the fever of getting up super early in the morning! Although these meetings are optional and I don’t like getting up at 5:00 a.m., I have done so every single day for over six months now. Showing
start digging into what their why might be . Our Senior Vice President of Sales Darrin Johnson is always encouraging us to dig deep into the why . It sounds like this: “Why do you want to make an extra $1,000 a month?” “So that I can stay home with my kids.” “Why do you want to stay home with your kids?” “So that I can raise them. So that I can be the one
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