Leadership in Action – AUNZ English – 201611-201612

LEADERSHIP IN ACTION | B U I L D I N G Y O U R B U S I N E S S |

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Chart Your Course to SENIOR DIRECTOR

melaleuca.com

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 ®

to appreciate and love each other and even value their differences, because they begin to realise they’re not that different after all. WE ARE ALL CONNECTED How did we get all of these different people? Through somebody who knew somebody, who knew somebody, who knew somebody. I’ve learned the world is smaller than it first appears. We are all connected with each other through people we know. Melaleuca is a business for the little guy. We believe in the little guy! In our day, big corporations are getting bigger. It’s been said that the rich are getting richer and it’s a lot tougher for the little guy to get ahead than it used to be. I don’t believe there is much argument with that. All Roads Lead to Melaleuca!

AMESSAGE FROMCEO FRANK VANDERSLOOT

You can’t be a part of Melaleuca for long without knowing we are on a mission. It’s very evident. We’re on a mission to enhance the lives of those we touch by helping people reach their goals. It’s something we’re passionate about! We have customers and Marketing Executives from all walks of life pursuing that mission with us. I’m always amazed at Melaleuca’s ability to transcend what other organisations might consider boundaries —areas of life like social or economic status, national origin, politics, religion, and education. There are so many differences among our customers. But when you look deep down inside, they’re not all that different. To me, that is one of the neatest things we bring to the table here in our company. We have people from all these different backgrounds who learn

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AMARKETING REVOLUTION This is a time when the little guys need to support each other. Melaleuca provides a way for that to happen. That is why Melaleuca is experiencing a marketing revolution—a revolution that benefits the little guy! That is also why we're experiencing the best growth year in our 31-year history. We’re in a unique position. We don’t depend on brand recognition; we depend on superior products. We actually tell people face to face why our products are better. We aren’t limited to a 30-second commercial; we reach them through their friends, their neighbours—someone who has credibility with them. And the big corporations have no way to beat that! The whole marketplace is ours for the taking, and our Marketing Executives are the army that is letting the world know one phone call at a time. A SINGLE DECISION If you are building a Melaleuca business, the only question you have to answer is this: How much of this business will be yours? What percentage of the marketplace are you going to capture? That’s the only decision left to make. Once you make that decision, then you have a lot of work to do and a lot of lives to enhance.

AN EQUAL OPPORTUNITY Melaleuca is now established as the most successful direct marketing business in North America. In fact, our explosive growth makes Melaleuca the fastest-growing direct-sales company in the U.S. What's more, Melaleuca is also the fastest growing, direct-selling company internationally, which has never happened in the history of direct selling —the same company holding first place in both arenas! We have, in Melaleuca, the best opportunty in the world for people who want to get ahead in life. We are the champions of the underdog. Contrary to the theories of socialism, we don’t redistribute wealth; we do something much more powerful —we redistribute opportunity! Melaleuca will someday be in every household in the United States, Australia and New Zealand, and in other countries as well. We’re on a mission to enhance lives. That is a mission that sends chills up and down my spine every time I think about it! The only thing you need to decide today is how much of the business will be yours. So after you make that decision, get to work and tell your friends.

Sincerely,

@FLVanderSloot

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CONTENTS L L E A D E R S H I P I N A C T I O N

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ADVANCING SENIOR DIRECTORS YVETTE & JUSTIN BREWIN AND IAN & KAREN MUNTELWIT p.11 Our leaders are using a healthy mindset to achieve incredible goals.

STORIES:

SOMUCH ISWAITINGFOR YOUAT SENIORDIRECTOR ............... 17

IS YOURBUSINESS THRIVING OR STAGNANT? ....................................................... 22

SUNSMART SUMMER SKIN ....................... 23

APP-LY YOURSELF, APPS TOCONSIDER ............................................ 27

YOURHOW-TOGUIDE FOR MORE EFFECTIVE PHONECALLS ....... 29

WHATCOULDYOUDO WITH20 EXTRAMINUTES? ...................... 33

THINK YOUR WAY TO SUCCESS

SENIOR VICE PRESIDENT OF SALES DARRIN JOHNSON Stay informed with three

CHART YOUR COURSE TO SENIOR DIRECTOR Upon reaching Senior Director, families just like yours have paid off debt, saved up for retirement, and found the freedom to live life on their own terms.

CELEBRATION ......................................................... 37

Leadership in Action sat down with business builders who are using a healthy mindset to achieve their goals, overcome setbacks, and help their team do the same.

ways you can use the Compensation Plan to achieve your goals.

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EXECUTIVE Melaleuca presents

LEADERSHIP COUNCIL THE EXECUTIVE LEADERSHIP COUNCIL Melaleuca is focused on understanding and helping enhance the lives of our customers. The voice and collective experience of our Executive Leadership Council are integral to the process; the Council guides us to make informed decisions that help positively impact the lives of customers, and the growth of our market.

Betty-jean Vaughan QLD

Zena Fatrouni QLD

Ian & Karen Muntelwit QLD

Karen & Matthew Buttery VIC

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Going for Gold Three ways you can use the Compensation Plan to achieve your financial goals

I n August , we watched some of the best athletes alive represent their countries on the world stage. Everyday men and women who dreamed big and then consistently worked each day to hone their talents and develop new skills. And right now, the stage is set for you to achieve all-new levels of success. Combine Melaleuca’s record-high 96% reorder rate with our highest EVER average Product Points per order, and it’s clear there’s never been a better time to build a Melaleuca business. Here are three basic principles of success that when combined with the Compensation Plan can lead to gold-medal results. Darrin Johnson, Senior VP of Sales

Take Daily Action Whether you’re trying to win a 100-metre sprint or advance your business, the greatest rewards will come from taking daily actions to reach your goal.

You want to be working daily to build your contact list and schedule appointments with intent. Whether you are a new customer or you have been shopping with Melaleuca for years, the key to advancing your business is taking daily action. That’s because Melaleuca’s Compensation Plan is designed to reward people who are actively building their business. When you advance to Director and then to Director 2, Director 3, and above, you earn a one-time, advancement bonus for each advancement. This is true for all Marketing Executives, regardless of when you enrolled.

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That’s not the only reward you can get from building your business.

For new customers, there are additional incentives designed to reward Marketing Executives who build their businesses at a faster pace. The Pacesetter Programme is a bonus you can receive during the first year of your enrollment. The Pacesetter Programme

DOUBLE $20,700

$10,350

When you personally refer and maintain 20 Preferred Customers , the commission you earn on all your personally enrolled customers’ Product Point purchases will increase from 7 to 20 percent! †

Advancement

Pacesetter

Where else can you receive a 185% increase in commissions?† And if you enrol and maintain those 20 Preferred Customers within the first five months of your enrolment, you’ll also get an additional $700 one-time bonus.

When you advance to a higher status during the Pacesetter Programme time frame, you receive DOUBLE your advancement bonus for every advancement.*†

x1 $700

$ 20,700 This means you could earn up to in Pacesetter advancement bonuses!* †

Thanks to Melaleuca’s incredible 96% reorder rate and our record-high average order size, there is phenomenal earning potential that comes from enrolling Preferred Customers. Building your contact list and scheduling appointments can lead to significant income from Melaleuca, especially if you take advantage of the Pacesetter Programme.

*Results not typical. For typical results, please consult the Annual Income Statistics in the Building Your Melaleuca Business booklet. † See the Compensation Plan for complete details and requirements.

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Be a Mentor Athletes might stand on the medal podium alone, but they never get there alone. Coaches, family, friends, teammates, and mentors all play a pivotal role in their success. The same is true for building a business with Melaleuca. Our Compensation Plan is designed to reward those who help others achieve their goals. You advance your business by helping others advance theirs. But that’s not all. You also receive a bonus every time one of your personal enrollees advances . And it’s not a small bonus.

It’s a 100% MATCH on every advancement bonus your personal enrollee earns.†

Enrollee

You

There are amazing dividends to be earned by helping others advance their business! When you help just one personal enrollee advance to Senior Director on Pacesetter time frame, both you and your personal enrollee could earn $20,700 in Pacesetter bonuses! In a way, it’s a little like being on Pacesetter again for you too. Now imagine finding three new business builders who want to GO FAST to Senior Director on Pacesetter time frame. They could each earn $20,700 in advancement bonuses, and you could earn a 100% match for all three of their advancements in Mentoring Bonuses ! This is one of the greatest elements of the Compensation Plan. It’s also where our mission statement really comes alive. Melaleuca generously rewards you for helping others reach their goals. Like the ancient proverb says, “If you want to go fast, go alone. If you want to go far, go together.”

When your personal enrollee advances to Director and earns a

you also earn a

$ 150 ADVANCEMENT BONUS

$ 150 MENTORING BONUS †

If your personal enrollee advances to Director

on Pacesetter time frame and earns a

you will now receive a $ 300 MENTORING BONUS

$ 300 PACESETTER ADVANCEMENT BONUS

(the same total as your enrollee)†

*Results not typical. For typical results, please consult the Annual Income Statistics in the Building Your Melaleuca Business booklet. †See the Compensation Plan for complete details and requirements.

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Create a Strong Team Melaleuca is 100% a team sport. The greatest victories come when you team up and work together to achieve mutual success. 2016 North American Marketing Executives of the Year Bonnie and Jeff Wright and their 2016 Team of the Year are great examples of this. They are serious about changing lives. You can see it in the way they support and mentor one another. They know that when they help others, they are helping themselves. That type of atmosphere in athletics and in life is the best feeling in the world. Nothing compares to being part of a high-performing team, surrounded by people who sacrifice and work for your benefit, and are happier for your success than they are their own. These are the hallmarks of a strong athletic team and a strong Melaleuca team. Just like the other best practices I’ve mentioned, Melaleuca has created a financial incentive to promote and reward strong teams. The Mentoring and the Core Mentoring Bonuses give strong teams the capacity to significantly increase their income. Here’s how the Core Mentoring Bonus works: any team member who is a commission-rate Director 3 or higher can qualify for the Core Mentoring Bonus. They then qualify to receive a 100% match on all one-time advancement bonuses achieved by their personal enrollees customers for that month. † This is in addition to the Mentoring Bonuses you earn on all your personal advancements! So let’s say you’re a commission-rate Senior Director and you help one personal enrollees' customer advance to Director 2 in Pacesetter time frame. Your Personal Enrollee will earn $600 on Mentoring bonus and you would earn a $300 Core Mentoring Bonus. What I love about these bonuses is how they strengthen team bonds and incentivise you to help someone else reach their goals, whether they are your personal customer or not.

Discipline and Hard Work Pay Off There are no shortcuts to becoming an elite athlete. The same is true for building a successful Melaleuca business. It takes hard work and discipline. Our Compensation Plan is designed to richly reward those who take daily action to enrol new Preferred Customers, mentor and develop new leaders, and work together to build a strong team. In addition to the bonuses we’ve mentioned below, building a Melaleuca business gives you the chance to create significant residual income. Residual income is money you can earn month after month—thanks to the repeat purchases of customers in your organisation and your monthly efforts. Thanks to Melaleuca’s 96% month-to-month reorder rate and its Compensation Plan, this is money you can rely on. Understanding the earning potential of the Compensation Plan can greatly reward you and your business builders. When customers truly understand the Compensation Plan and the potential rewards associated with building a Melaleuca business, they can’t help but share Melaleuca with those they know.

NOVEMBER 2016 BUSINESS INCENTIVES

Senior Director : Real income enhancing lives DOUBLE PACESETTER EARN $90–100K IN YOUR FIRST YEAR WITH

MENTORING BONUS DEVELOP A PACESETTER SENIOR DIRECTOR

EARN AN ADDITIONAL

$10,000

Go to the Business Centre at melaleuca.com to get the details.

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Our winning strategy: life changing residual income and a new car, it’s available to all of you!

by Daniel Wood, General Manager

it with the Pacesetter Programme. This resulted in a strategy which we firmly believe will double the size of our business in Australia and New Zealand in two years. Beyond that, we think it could even grow the direct sales industry in this market. Why? It can be distilled down into one simple, compelling goal that almost all Australians and Kiwis want: “Life changing residual income and a free car within 12 months.” Whether it’s to pay off your mortgage or other debts, work your own hours on your own terms or simply be, financially free; getting to Senior Director will enable you to do exactly that, and you’ll also have Melaleuca paying for your new car—sounds good, doesn’t it? Ideas, thoughts, dreams and visions are only the starting point. Almost everyone can think of a better life but seeing your goal through to success is a completely different matter. Making dreams real starts with sharing your goals with

capabilities of this business and decided that doubling the business in two years would be both achievable and rewarding. Doing this would mean that we would need to have 44 Senior Directors advancements in the same timeframe! Then came the question of how; the answer was right under my nose —I just didn’t realise it. When I meet new Marketing Executives for the first time, they nearly all say the same thing: “I’m your next Senior Director”. When you think about it, this makes total sense. The Delivering Wellness Overview states: “Senior Director average annual income A$79,677/NZ$85,806”. It’s also the status where you get a free car! It even sounds really good— ‘Senior Director’ it’s like being a Melaleuca Black-belt or something! We spoke about all things Senior Director with a very knowledgeable group: our current Senior and Executive Directors at our recent Standing Senior Director Leadership Council in Byron Bay. Together, we developed our thoughts and combined

I am a big fan of Napoleon Hill’s book: “Think and Grow Rich.” I don’t have aspirations of being super wealthy but having a nice home, educating my kids and being able to travel would give me a happy, satisfied life; Hill calls this, “Your major definite purpose.” He suggests that it’s all you need to grow rich, providing you have a plan to achieve it and that you work your plan until you get there. It’s simple but seemingly not easy. Most people dream about having a better life yet few actually achieve their dreams. I think this is because very few people create a plan and fewer still put their plan into action. Napoleon Hill understood this. I didn’t pick it up the first time I read it, but a common theme throughout the book is to place action above perfection. He talks about starting where you are, not creating the perfect plan, not spending too much time researching… rather, he thinks you should just get to work on achieving your dreams. This was a revelation for me. When it sank in, I stopped looking outside of Melaleuca and started creating a plan for Melaleuca. I can get everything I need in life through Melaleuca, providing I focus on Hill’s other key piece of advice: “Make enough people wealthy and you’ll become wealthy yourself”. When I turned my attention to these things, my plan almost wrote itself. Working with my team, we looked at what would be a really meaningful but also realistic goal. Between 1990 and 1992 Frank and his team in the U.S. achieved 700% growth—incredible! We know the growth

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Will you advance your business to Senior Director and beyond? All it takes is 12 months of consistent hard work and in return you’ll get to live your dream life… for the rest of your life. Go ahead, get started, you can do it!

on the Double Pacesetter Incentive and shared the Senior Director strategy (real life changing income and a car) enrolled hundreds and hundreds and hundreds of new customers! It was the best month for new Directors and advancements in years, if not ever. Amazingly, it’s only just begun! If you want to change your life, earn a six-figure income and qualify for a free car over the next 12 months, take a leaf from Napoleon Hill: Keep it simple. Don’t look too hard for a plan, often the opportunities right in front of you are the best! Don’t make the same mistakes as unsuccessful people: giving up before you have given yourself a chance to succeed—keep working until you turn your dreams into reality.

friends, family and everyone you meet through Melaleuca. I think that not sharing goals shows a lack of commitment to the goal—subconsciously, you are probably protecting yourself from failure but in reality I think you are holding yourself back from success. To demonstrate my commitment to doubling Melaleuca Australia and New Zealand and our current senior leadership group; and to show there is absolutely no backing out, I sent the above email to Melaleuca’s CEO, Frank VanderSloot. These are exciting times for our market. October was probably the very best month in our history! Those of you who focussed

Yours truly,

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SENIOR DIRECTOR 7 ADVANCEMENTS NEW

Yvette & Justin Brewin South Australia Focus and guidance

This reminded me of just how unique and real an opportunity I have and that I can offer this same opportunity to others. Add to this a guaranteed $90–$100K, plus a car, how could I NOT talk to people about changing their lives! I felt a real obligation to get out there and show others that it is possible,” said Yvette. Armed with Melaleuca’s most lucrative incentive, Yvette set about changing lives—one family at a time. “Usually, I focused heavily on products when approaching prospective customers. But with this once in a lifetime incentive on offer, I shifted my mindset to focus on how I could help families financially.” Explaining her approach Yvette said, “It was so easy to approach people by asking how they could benefit from $90-$100K plus a brand new car. The reality is, so many people are struggling financially, many just keeping their heads above water. When I showed them the lifestyle they could have, and really got them dreaming instead of just surviving, I saw great results.” With an influx of new business builders, Yvette’s next step was simple—get them to Pacesetter Director as soon as possible. However as Yvette explains, the road to success wasn’t without its challenges. “Each of my new builders are leading very busy lifestyles of full-time work, running a house hold, kids and their extra activities. So it was very easy for them to make excuses about having no time to make phone calls, or attend in-home presentations.” However, these obstacles did nothing to put a stop to her mission of helping others “When I team up with someone, I make a commitment, of what I promised to become a reality. I also take the time to really uncover why they are giving Melaleuca a go. I try to connect with them on a personal level, this way, when they begin to let their fear of the unknown sabotage their first attempts to change their lives, I am able to be the strong voice of reason. I keep them focused on the bigger picture, and hold their hand every step of the way until they achieve success.” Although she claims to have no ‘secret ingredient’ to her success, Yvette’s passion for helping others is evident, and the ability to help them through the toughest of challenges, is no doubt a key contributing factor. Always humble, Yvette bushes this comment aside claiming, “Everyone has hurdles to overcome but it's the support that you get to overcome those hurdles that makes all the difference. With my team, I make sure I run alongside them, pick them up when they fall, and help them jump those hurdles one at a time.” With her sights set firmly on helping two families achieve Senior Director within the next 12 months, the Leadership in Action follows her progress with great anticipation as she inches closer and closer towards Executive Director.

Advancing her business twice this year and knocking on the door of Senior Director 8, brand new Senior Director 7 Yvette Brewin is often asked—so what’s your secret? “There’s definitely no secret!” laughs Yvette, “I face the same challenges and follow the same critical business building activities as every other Melaleuca Marketing Executive. But I suppose it is my mindset, I simply work hard, follow the plan and take advantage of the monthly incentives wherever I can!” Recently attending Melaleuca’s September Launch, Yvette explains just how she took advantage of the business incentives announced. “Every year I get excited to see the new products that are launched. But I was completely unprepared for just what came next—an offer of DOUBLE Pacesetter? Surely that’s a typo? To quadruple the bonuses a new business builder can earn for simply working to a timeline—no additional work — just seemed ridiculous.” Picking her chin up off the floor, Yvette set about taking this thread, and weaving it into gold “When I took stock of my current Senior Director lifestyle: – A brand new house on our dream ten acre block, – A brand new car, – Can take holidays whenever I want, – Freedom to never miss a moment of my children’s lives.

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SENIOR DIRECTOR 4 ADVANCEMENTS NEW

Ian & Karen Multelwit Queensland Enhancing lives one day at a time

Armed with this epiphany and the most lucrative Melaleuca incentive of all time—Double Pacesetter to Senior Director—Ian along with his wife Karen reassessed their business. “We knew that in order to achieve our goal, we would need to make some changes” explained Karen. “So we started at the beginning—by digging deep to reveal exactly why we are building this business, then inviting our leaders to do the same. Helping our Leaders voice exactly why they want to change their lives not only helped them re-focus, it helped us keep a finger on the pulse as to how to keep them motivated through the tough times.” Ian adds that through these deep and meaningful conversations, he challenged many of their leaders to take stock of their current situation “I looked at some of my Directors, Directors 2s and Directors 3s and said—‘is this really it for you? Is this the life that you are content with? Do you really want to look back 12 months from now and still be stuck in the same position as you are in now?’ By helping them see what Senior Director would really mean to them, I found that I was able to help re-ignite their ambition.” The next step as Ian explains, was to get back to basics “Too many of our leaders were looking too far to the future. Sure, it’s important to begin with the end in mind, but not by telling yourself that the goal is too big to be achievable before you even start! Instead, I had my leaders approach their goals one day at a time.” In his mission to help his leaders move forward, Ian created urgency, focusing on Critical Activities 1 & 2. “I would ask them the question— ‘how many people are you going to call within the next 24 hours? How many appointments are you going to book?’ Once they established their own goal, I held them accountable to it, asking them to call me back at the end of the 24 hours to report and reassess. Based on their response we would set the next 24 hour goal. By asking them to just focus on the next five people they are going to speak to, I saw a huge shift in our organisation.” Indeed, Ian and Karen experienced a ground-breaking month of growth as a result of this 24 hour tactic. By helping their leaders to reconnect with their ' why' , and re-focus their efforts on daily activity, their mission of helping others achieve Senior Director will come true—one day at a time. “ By asking them to just focus on the next five people they are going to speak to, I saw a huge shift in our organisation. ”

‘Quiet desperation’ were the words newly advancing Senior Director 4 Ian Muntelwit used to describe the mindset of the people that he wants to help. “Every single day, I see husbands and fathers like myself stuck in a never-ending routine; get up, go to work, come home. Get up, go to work, come home. This monotony sees them lose touch with their families, their hopes, their dreams,” says Ian. “I know this, because I used to be one of them. Just putting one foot in front of the other with no deviation and never getting ahead. It really weighed heavily on my shoulders.” Sharing these thoughts with the Standing Senior Leadership Council in Byron Bay last month, the group of Senior and Executive Directors listened raptly to Ian as he laid bare one his biggest fears—never reaching his full potential. “I have a fear of dying with the music still in me” says Ian. “I started building this business because I wanted to transform my life, and I have done that. I’m living the lifestyle of time-freedom and choice of a Senior Director that I’ve always dreamed about! So when I see others locked into that bubble of quiet desperation, I have this burning desire to help them break the cycle and finally breathe and live again! I can’t be content until I’ve achieved this.”

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CHART YOUR COURSE TO SENIOR DIRECTOR

Over the years, Melaleuca has seen thousands of families change their lives. Families just like yours have paid off debt, saved up for retirement, and found the freedom to live life on their own terms. Every month, the Leadership in Action magazine features stories of families who are finding success referring others to Melaleuca. Chances are, the person who shared Melaleuca with you has a similar story. H ave you ever thought about how your life could change if you built a Melaleuca business? Whether you’re a new customer or you’ve been shopping with Melaleuca for years, there has never been a better Setting Your Sights on Senior Director Reaching Senior Director is one of the major milestones in any Melaleuca business. Even though you build your Melaleuca business part-time, you still have the opportunity to earn an income commensurate with many full-time jobs. The combined average income of all ranks of Senior Directors in Melaleuca is $83,000!* time to start sharing Melaleuca with others. Over the last ten months, Melaleuca has seen record growth and re-order rates. Meaning more customers are coming to shop with Melaleuca and then returning to shop with us month after month. And it’s no surprise. No other company offers affordable, high-quality, safer-for-your-home products that can rival the clinically tested, patented, and nature-based solutions found at Melaleuca. But what does it take to reach Senior Director? Leadership in Action spoke with some of Melaleuca’s North American Senior and Executive Directors for advice on this very topic.

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SUPPLEMENTING INCOME WITH SERIOUS EARNING POWER

Building a Melaleuca business is a great way to earn a little extra income. Even though you build your Melaleuca business part-time, you can still earn a full-time income. The combined average income of all ranks of Senior Directors in Melaleuca is $79,677!† Check out how that income compares to other median incomes in Australia according to Payscale.com.

$ 102,000 *

Physician

$ 98,000 *

IT Manager

$ 88,500 *

Senior Director – Senior Director 9 Corporate Lawyer

$ 79,677

$ 79,000 *

Management Accountant

$ 68,000 *

Police Ocer

$ 62,000 *

Electrician

$ 55,000 *

Registered Nurse

$ 51,000 *

Daycare Teacher

$ 43,000 * $ 40,000 *

Accounts Clerk

Dental Technician

*Approximate average incomes sourced from payscale.com October 2016. † Results vary. For typical results, please consult the Annual Income Statistics in the Building Your Melaleuca Business booklet. Average Senior Director income in Australian dollars.

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W hen North American Senior Director 9 Emily Smith first started shopping with Melaleuca, she had no interest in building a business. She just loved Melaleuca products and wanted to be able to purchase them for her family.

Develop an accountability system.

children the opportunities they need to succeed.” When customers understand the value in what they are doing, it’s easier for them to stay consistent and keep building their business even on days when they might not feel like it.

Whether it’s a text, a phone call, or a post on a private team page in social media, create a system for following up with your business partners. Are they setting appointments each day? Do have they have any questions or concerns? Regular accountability keeps you motivated and focused on their goals. It allows you to provide training and course correction when necessary. You should also account for your business activity, both to model good business practices and to make sure you’re staying on track with your personal growth. The idea of building a business can be intimidating. Let your business builder know that all they need to worry about right now is inviting others to learn more. Make yourself available either in person or via webcast to do the Delivering Wellness Overview. Celebrate success, even the small ones. Part of keeping Marketing Executives engaged and moving forward is celebrating the small wins. Don’t wait for an advancement to acknowledge success, try to find something positive to celebrate each week. Are they consistently making five phone calls a day? Did they enrol a new customer? Did they have an especially busy/hard week but they kept working anyway? Did they have an approach they were nervous about but they still made the call? Look for opportunities to celebrate and encourage your team every step of the way. Encourage them to advance in Pacesetter timeframe. By advancing in Pacesetter timeframe, your new business builder can earn up to US$13,600 in Pacesetter bonuses! What’s more, you can earn a Mentoring Bonus for the same amount! This is a unique opportunity that is only available to new business builders and their mentors. Make sure your new business partner understands what Pacesetter entails and help them set goals to stay on track. Remove the pressure of giving Overviews.

Senior Director 9 Emily Smith Developing Leadership and Mentoring New Business Builders

She referred a few friends to Melaleuca here and there, but she didn’t get serious about building her business until she unexpectedly lost her job. Thanks to Melaleuca, Emily was able to replace (and exceed!) her lost income, while also giving her family new opportunities. “Building a Melaleuca business gives us choices,” Emily says. “We have four really active kids and thanks to Melaleuca, we have options for their education, we have options for family holidays, and this means the world to me.” Last month, Emily advanced to Senior Director 9 and earned her biggest cheque so far: US$16,978.14! Since enrolling with Melaleuca less than two years ago, the Smiths have earned over US$115,000. One key to Emily’s success is how she mentors new business builders. Here is her advice for helping new customers build a Melaleuca business. Identify your customer’s “why.” Here at Melaleuca, we talk about the “why” or the motivation underlying someone’s decision to build a business. This is more than a simple, “I want to earn some extra money.” This is a compelling reason, something they care deeply about. For example, “I want to be able to give my

Emphasise the power of five daily phone calls. Once your business builder has made their Contact List, it’s time for them to start picking up the phone and inviting others to learn more about Melaleuca. After decades of research, Melaleuca has found that one of the best ways to ensure your business moves forward is to take a few minutes each day to invite five friends to learn more about Melaleuca. It’s relatively simple action, but done consistently it yields amazing results. Train your customers to look for opportunities to help. Some individuals think you need to be a professional salesman to succeed at Melaleuca. That’s not true. You don’t need to sell anything; you just need share what you know with others. Chances are you already do this naturally when you find a product you love. Now you’re just doing it with more intention. You’re looking for and identifying ways Melaleuca can help others. This mindfulness helps you stay consistent in adding names to your Contact List, and it takes the pressure off when you pick up the phone to set an appointment.

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Senior Director 5 Lynda Sohal The Power of Momentum

F or North American Senior Director 5 Lynda Sohal, her Melaleuca business came with a countdown clock. In just four years, she would qualify for early retirement from her law enforcement career. But first she needed to get her finances in order. “Working in law enforcement is a very stressful job,” Lynda says. “For my own sanity, I need to retire in four years. I need to go while I still have my health. Before Melaleuca, I couldn’t afford to retire because I had a big, beautiful house and a matching big, beautiful mortgage. And that was not going to go away in four years so I could retire. So I was looking for a Plan B.” She turned to her longtime friends North American National Directors Frank and Maria Mosca for advice. They told her about Melaleuca and got her started building a business that could change her future. Despite working 12-hour shifts and spending her days off in court, Lynda was able to aggressively build her business and earn over US$34,000 in just 119 days. Her secret: the power of momentum. “Their advice to me from the beginning was be coachable and hit the ground running hard and fast,” Lynda says. Accelerated Growth with the In-Home Presentation Lynda did two in-home presentations in her first month with Melaleuca, enrolling sixteen customers, and finding four business builders to partner up with. “Maria and I coached those Marketing Executives to do the same thing: hit the ground running hard and fast,” Lynda says. “They all booked two to three in-homes in their first month. From each of those in-homes, my new partners each found new business builders to work with. From there, we just duplicated the same process. It was the power of in-homes and it was the power of duplicating exactly what I was doing. It was also multiple in-home presentations in the first month. I’m a shift worker, and in-home presentations are the greatest return for my time investment. You get a room full of 8, 10, or 12 potential customers hearing the message all at once, and then you get multiple enrolments.”

Make Sure to Over-Invite Lynda coaches all her new business builders to make sure they over-invite when planning for an in-home. “I coach everybody on my team that if you want 8–10 customers, you need to have about 15 guests,” Lynda says. “About one-third of those you invite will say ‘yes.’ Then you’re still going to have last minute cancellations on that day. So if we want 8–10 customers, you need to call about 45 people.” Invite Guests over the Phone or in Person When inviting friends to attend an in-home presentation, it’s critical you do it either in-person or over the phone. You can use email or Facebook invites to follow up, but only after the initial phone call or face-to-face meeting. “We live in such an electronic society that we rarely call each other anymore,” Lynda says. “When you call and invite guests, they hear the excitement in your voice. It makes the invite feel more genuine because and it says ‘you are worthy of a phone call.’ Your guests will feel they are important because you took the time to call and invite them.” When inviting guests, make sure to identify a need or reason you think Melaleuca will benefit them. “Make it very personal,” Lynda says. “For example, ‘I thought of you because I know you have young kids. And I recently detoxified my home of harsh chemicals, and I’ve noticed a big difference in my child’s allergies.’ Or, ‘I thought of you because you workout a lot, and I’ve shaved two and a half minutes off of my 10K run using the Access Bars.’ When you give a specific need or reason, it comes across more genuine.”

Focus on the Products At her in-home presentations, Lynda spends a lot of time on the products. She sometimes hands out paper for guests to take notes on different products, and has them sample some of her favourites. “We sample the Access Bar , the Omega-3 Twist, Sustain Sport , and I pass around a Renew lotion for everyone to try as well,” Lynda says. As a result of her product-focused presentations, Lynda has a lot of new customers purchase a Home Conversion or Value Pack . It’s one of the things that helped her reach Senior Director so quickly. When introducing the Home Conversion Pack to new customers, Lynda likes to emphasise the significant savings these packs offer. “I tell guests, ‘Melaleuca wants our brand new customers to be exposed to as many products as possible at the best possible price, so they’ve come up with a really awesome Home Conversion Pack that lets you convert your home to Melaleuca products,’” Lynda says. She explains how the Home Conversion Pack is deeply discounted (30% off!), plus it includes the Peak Performance Pack . She emphasises that this is because Melaleuca wants everyone to try the Peak Performance Pack . “I tell them, we want everyone on the vitamins, because you’re going to notice a huge difference in your health,” Lynda says. In just three months, Lynda had advanced to Senior Director. In seven months, she’d advanced to Senior Director 5. Just one year after enrolling, Lynda has paid off all her consumer debt and is now funneling all her Melaleuca income into paying off her mortgage so she can retire in four years mortgage and debt free! “Melaleuca has given me a bright future,” Lynda says. “I have my forever plan that’s going to give me the freedom to live debt free. And I know that I have a very sustainable income from Melaleuca.”

† Results vary. For typical results, please consult the Annual Income Statistics in the Building Your Melaleuca Business booklet.

NOVEMBER/DECEMBER 2016 | MELALEUCA.COM

rewards waiting for you

BIGGER ADVANCEMENT BONUSES Every new status comes with new bonuses. Upon achieving Senior Director status, you’ll receive a $3,000 or $6,000 ADVANCEMENT BONUS on top of your monthly commissions. If you are taking advantage of the Pacesetter Programme, every advancement bonus from the ranks of Director to Senior Director 9 is doubled, so you can earn up to $20,700 just by reaching Senior Director within your first 12 months of enrolling. As a Senior Director, you now qualify for a monthly $750 LEADERSHIP GROWTH BONUS!

MORE MENTORING BONUSES

GETANEW CARONUS Wake up and smell the leather! As a Senior Director you get to upgrade to a new car—on us! Senior Directors will qualify for a monthly $800 CAR BONUS for the new vehicle of your choice, so if you’re closing in on Senior Director status, it’s time to go car shopping.

You can qualify to earn the Mentoring Bonus when your personal enrollees advance from one Status to the next. You will earn an amount equal to the Advancement or Pacesetter Bonus paid to your advancing personal Directors through the Status of Senior Director. You will also be paid a set amount ranging from $2,200 to $5,000 for advancing personal Senior Directors 2 through the Status of Executive Director.

While every advancement marks exciting growth for business builders, there’s just something about that Senior Director milestone. It opens a whole new world of earning potential and leadership opportunities to help you reach your goals faster and live the life you truly want sooner.

17 NOVEMBER/DECEMBER 2016 | MELALEUCA.COM

at Senior Director

SETYOUR GOAL FOR SENIOR DIRECTOR

To reach Senior Director, you need to develop five Directors and have 20 active personally enrolled customers. † The benefits of reaching Senior Director status are compelling enough for any business builder. The income at this level does more than help with the bills every month, it can help you design the life you truly want to live. More than that, you’re enhancing others’ lives. With every new customer you enrol, every new business builder you team up with, and every advancement you achieve, you are helping others design the lives they truly want to live as well.

BIGGEREARNINGS Your status grows as your organisation grows, so naturally your commission cheques will get bigger. At Senior Director, your potential organisation commission jumps up to $3,600 a month and continues to grow as you advance. * Now that can be some serious RESIDUAL INCOME.

CELEBRATION Celebrate the Senior Director milestone with an all expenses paid trip to STANDING SENIOR LEADERSHIP COUNCIL . Celebrate in style at this two day retreat filled with world-class training, and dedicated time with the Management Team. There’s nothing like the training you’ll receive and the fun memories you’ll make at Standing Senior Leadership Council.

FIVE LIFELONG FRIENDS The five Directors you have enrolled and developed to get to Senior Director will be your closest business partners and often become your closest friends. Growing together, sharing your successes together, and forming PRICELESS FRIENDSHIPS are likely the best bonuses of all.

NOVEMBER/DECEMBER 2016 | MELALEUCA.COM

THINKYOUR WAY TOSUCCESS: If you’re like most business builders, you know the power of positive thinking. You’ve probably read a study or two on the power of the mind to help you achieve your goals. What you’re wondering is how to apply all this advice to your Melaleuca business. So Leadership in Action sat down with two business builders who are using a healthy mindset to achieve their goals, overcome setbacks, and help their team do the same. The Role of Mindset in Building Your Business

19 NOVEMBER/DECEMBER 2016 | MELALEUCA.COM

Keep Your Head in the Game North American Executive Director 6 Val Heard Every business builder has days when they don’t feel like building their business. That’s normal. The key is what you do on days like this. Executive Director 6 Val Heard has some excellent advice on how the right mindset leads to action and success. “I treat my business like a job,” Val says. “If I had a job, I’d have to go to my job or I’d be fired. But it’s about more than just a job. This is about the rest of my life. It’s my financial future and the legacy I leave to my children. It’s about my team and the commitments I’ve made to them too.” Val’s mindset is a key factor to her success. She understands her business is about more than how she feels on any given day. If she finds her motivation waning, she takes a minute to review her “why” and reflect on all the good her business does for her family. How it’s helping her kids learn about working for and reaching goals, and the importance of helping others and fulfilling commitments. Her focus on her long-term goals and her understanding that Melaleuca is a business and not just hobby are how she stays active each day. “Don’t set aside your business for any amount of time, even a day,” Val says. “Stay consistent and treat it like a job.” Val is also quick to point out that consistency doesn’t mean your business consumes your life. The beauty of a Melaleuca business is that you can build it around your life.

“I treat my business like a job. If I had a job, I’d have to go to my job or I’d be fired. But it’s about more than just a job. This is about the rest of my life. It’s my financial future and the legacy I leave to my children.”

When you have a healthy mindset, you don’t let small setbacks weigh you down or slow your progress towards your goal. It’s okay if some days your calls don’t result in an appointment. The key is that you took action toward your goal. You gave people the opportunity to improve their lives. That movement forward is a win. And like a drop in a bucket, all those daily actions are moving you closer to your goal. Sometimes you’re laying the groundwork for future success. “North American Director 4 Jeff Havel is a great example of this,” Val says. “We were talking a couple months ago about how his cheque that month wasn’t going to show all of the work he’d done, but he’d set himself up to advance the next month. And he did. He went from Director 2 to Director 4.” Continued on next page »

She recommends breaking down your goals into smaller actions, like your five daily phone calls. “Those five phone calls a day can change the face of your business in a short amount of time,” Val says. And when you go to pick up the phone, remember that you’re not trying to sell someone a product. You’re offering them a solution that you’ve seen work in your own life and in the lives of those around you. “If I have someone who’s really struggling with picking up the phone, and it weighs way more than they could ever pick up, then we talk about their belief in the products,” Val says. “I ask them, ‘Do you believe in the products? Do you believe that every single person on your list needs what Melaleuca has?’ And of course they say ‘yes.’ When we help people switch their mindset to helping others, then the phone doesn’t weigh as much as they once thought it did.”

Take Daily Action Val knows that with the right mindset and daily action, you can see amazing growth in your Melaleuca business.

NOVEMBER/DECEMBER 2016 | MELALEUCA.COM

The Terms of Engagement North American Executive Director 2 Michelle Simon

It’s a great point to remember—your success depends on you. You have the ultimate power to make your business succeed. You get to choose your actions in every situation, including your response to setbacks or difficulties. No other person or situation can take that control from you. You always get to choose. Don’t Be Afraid to Ask for a Do-Over Sometimes those choices include trying again when you don’t get things right the first time. Michelle tells people to demand the do-over. “If you called someone and messed up, give it a couple months, and then call and demand a do-over,” Michelle says. “I’ve done it. When I first left the hospital, I sat down with a colleague and I was so excited to talk to her about Melaleuca. She politely listened, and at the very end she just said to me, ‘Oh Michelle, this is so beneath you.’” “It was the very first time anybody had said anything like this to me. This was a very important person in my life, and I froze. I didn’t come back with anything. I didn’t thank her. I just said, ‘Oh.’ And I bawled when I got into the car.” But that’s not where the story ends. When Michelle reached Senior Director, she called that same friend back up. She demanded a do-over. “I went to her and I said, ‘I want to talk to you about Melaleuca again. I know you think this is beneath me, but I just want to let you know that I paid off my student loans.’ And she looked at me and said, ‘What did you just say?’ And I said, ‘I demand a do-over. I want to answer your questions.’ She enrolled as a Preferred Customer and she’s shopped ever since.”

Strengthening Your Own Mental Game

As a psychologist, Executive Director 2 Michelle Simon knows the mind has great power. That’s why she does two trainings every month, one on Melaleuca products and one on mindset. Part of these trainings is focusing on the language business builders use, both with customers and with themselves. “We re-term things a lot,” Michelle says. “For example, I train my team to never use the phrase, ‘If you forget to order.’ If that comes out of anyone’s mouth, I will physically tackle them. What kind of seeds do you want to plant from the very beginning in your customers’ brains? Do you want to use the word ‘forget?’ No. Instead, I train my team to talk about shopping and how you can create a customised cart, a backup select cart, for those times when you choose not to shop.” Small changes in the language you use can make a big difference, both in your customers’ perception and in your own. That’s why Michelle focuses so much on positive and inclusive language and the power people have to create the business they want. “When it comes to building a business, I tell people, we are the planters,” Michelle says. “We get to plant any seeds we want. We choose the seeds! I don’t care if it’s a customer or a business builder—you get to choose. We get to plant our seeds and grow our garden. Weeds do pop up, don’t get me wrong—but then you need to decide if they are going to overcome your garden or if you’re going to pick them, bless them, and release them.”

Here are three ways you can start improving your mindset and work towards building a business that is healthy inside and out.

1. Plan to be proactive. Set aside a few minutes each morning to review

your day, identify any possible setbacks, and make a plan for how you can overcome them.

2. Focus on actions, not outcomes. Measure your success by your

consistent daily effort, not the reactions others have to those efforts. Did you make your five daily phone calls? If so, then count today as a win. 3. Look for the wins. Dwelling on the negative never helped anyone improve. Instead, look for the wins, and remember that you’re in control of your success. Even when you have a setback, you get to choose how you react. “I train my team to never use the phrase, ‘If you forget to order.’ If that comes out of anyone’s mouth, I will physically tackle them. What kind of seeds do you want to plant from the very beginning in your customers’ brains? Do you want to use the word ‘forget?’ No.”

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