SIMPLE STEPS TO SUCCESS Keys to Building Your Melaleuca Business
IT ALL STARTS NOW. Your Melaleuca journey has just begun! Luckily, you’re not left to explore on your own. Your enroller, the person who introduced you to Melaleuca, will arrange a Strategy Session with you to answer questions and help you every step along the way. Together with your support team, success is just over the horizon.
SIMPLE STEPS TO GETTING STARTED
Go online to ph.melaleuca.com/ BusinessCenter/Content/getting- started. Get the training and tips you need to succeed with your Melaleuca business. Today’s top Marketing Executives—who were once new business builders like you—share their stories, why they made the decision to build a Melaleuca business, and how it has changed their lives.
Read the Member Benefits booklet available in the Download and Print Center at ph.melaleuca.com. Set up your online shopping account. When you enrolled as a Melaleuca customer, you were sent an email to the email address you provided. This message contains instructions on how to easily set up your online account and password.
Purchase a Value Pack. Now that you’ve found the best products on the planet, don’t wait any longer to convert your whole home to better, safer, higher-quality products! To help you make this conversion, Melaleuca offers you the opportunity to purchase a Value Pack at a steeply discounted price, saving you over 40 percent off the market price.
Identify your “why.” A strong business starts with a solid sense of purpose. So take some time to identify your “why.” What is your goal with your Melaleuca business? What will achieving that goal do for you and your family? Will it bring financial freedom? Will it give you an opportunity to live life on your own terms? Or will it improve your children’s future? Write down your goal and your “why,” share them with your enroller or mentor, and remind yourself of them frequently as you build your business.
Start your contact list. Write down 100 names—without prejudging how interested you think the individuals may be— to get your contact list started. Then identify the 10 names you think could most readily benefit from Melaleuca’s life-changing wellness products.
Determine your business hours. Write down the days and times you will devote to your Melaleuca business. How many hours are you willing to invest each week? It may be 5 hours, it may be 20 hours; all that matters is that you commit to it.
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Exclusively available for new Members! Value Packs are the easiest and most affordable way to replace the products you use every day with healthier, safer, smarter alternatives. BEGIN WITH A BANG.
During your first two months as a new Member, you can purchase the Value Pack. These limited-time packs feature dozens of Melaleuca’s most popular products at additional savings off the already- discounted Member Pricing. You’ll discover the Melaleuca difference in virtually every area of your home: from nutritional supplements, dental care, and personal care products to safer-for-your-home cleaning and laundry systems. While purchasing a pack is not required, they are the best way to give you the chance to become familiar with a wide range of Melaleuca products. They also help you jump-start your business by giving you firsthand product knowledge. The more you experience the Melaleuca difference in your own home, the easier it is for you to confidently share it with family and friends.
Value Pack Conversion
Non-Member Price: P23,750.00 Member Price: P16,425.00 Member Savings: P6,525.00 New-Member-Only Pack Price: P9,900.00
Please visit ph.melaleuca.com for details on the Value Pack lineup. • Value Pack product assortments are subject to change without notice. • Images are for illustration purposes only. • The Value Pack is only available to new customers within 2 months of enrollment.
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Once you’ve introduced a customer to Melaleuca and helped them set up their account, Melaleuca goes to work for you. Melaleuca provides world-class products, catalogs, and a shopping website. Melaleuca takes your customers’ orders, ships them, and collects sales tax— all at no cost to you. Your repeat income continues as that customer shops month after month.
Repeat income is reliable money that comes in month after month, year after year. With Melaleuca, all you do is give a one-time Melaleuca Overview to a new customer, enroll that customer, and from that point forward you earn a check every single time that customer shops with Melaleuca. REAL REPEAT INCOME
High Reorder Rate It’s well documented that a high percentage of customers who shop with Melaleuca this month will shop again next month. That means as you build your Melaleuca business, your customers will shop month after month. This exceptionally high reorder rate results in true repeat income.
Unique Business Model Melaleuca is the world’s only Consumer Direct Marketing SM company, Melaleuca.com is one of the top 100 e-commerce sites in the world. Consumer Direct Marketing was designed to create and reward customer loyalty. You simply introduce customers to Melaleuca and help them set up their accounts, and they shop directly from Melaleuca online or with the Melaleuca catalog. You don’t have to worry about giving repeat sales presentations. And since anybody can build a successful Melaleuca business, your organization can be full of everyday average customers who refer a customer from time to time. Those referrals continually fuel your repeat income.
There are several key reasons only Melaleuca can provide reliable repeat income…
Member Program
Reasonable Prices Your customers find value at Melaleuca. That brings them back month after month—even in a tough economy. Whether they shop for Affinia ® Shampoo or MelaPower ® Laundry Detergent , they can simply switch stores and find tremendous value every time they shop.
Monthly Shopping
Customers Love Our Products
In exchange for a commitment to shop monthly at Melaleuca, Members get a big discount on Melaleuca products. This member loyalty program rewards ongoing purchases and creates a true repeat income for Marketing Executives.
Instead of selling one-time- purchase items like jewelry or appliances, Melaleuca sells consumable wellness products, like bars, shakes, and personal care products that customers use and replace every month. As a result, your income from their ongoing purchases is repeat and recurs every month.
It takes unique products to create ongoing repeat income. The Access® Bar and Vitality Pack™ powered by Oligo™ are just a few examples of products developed by Melaleuca and our scientific partners-products our customers love.
*Please check ph.melaleuca.com for product availability.
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The Melaleuca Compensation Plan is designed to simplify the way you earn repeat income. As you build your Melaleuca business, the following commissions and bonuses will be available. A MARKETING REVOLUTION!
WHY ARE YOU BUILDING A MELALEUCA BUSINESS?
PLAN ON THE 20 / 20 CLUB
Commissions
Product Introduction Commission: When you personally enroll a Customer, you will receive 25X of Product Points on orders your Customers place during their first month. Personal Customer Commission: Beginning with a Customer’s second month, you will receive a commission up to 10X on the first 150 Product Points purchased by all Customers you personally enrolled. Active Customers Enrolled by You Potential Commission 1-7 3.5X 8-19 7X 20+ 10X Organization Commissions: After you have enrolled your first Customer, you will receive 3.5X of the first 150 Product Points purchased by each Customer enrolled by others in your organization.
1. WHAT IS YOUR GOAL?
STATUS GOAL BY (SET A FUTURE DATE):
Melaleuca’s 20/20 Club should be one of your first goals. Why? It’s simple. When you personally enroll 20 Customers in your first 90 days, you begin earning the 10X Personal Customer Commission on all of their product purchases. And by the time you have 20 personal customers, you will have already advanced to Director 2 or even Director 3 if you helped just one of your personal customers also reach Director. Plus, you’ll have done it all on Pacesetter time frame, which means your advancement bonuses will be DOUBLED! That’s P18,000 when you reach Director 3! Need a plan? Try this! Month 1 : Personally enroll 10 new customers. Month 2 : Personally enroll 5 new customers and help one of your personal customers reach Director. Month 3 : Repeat what you did in month 2. When you do this in your first 90 days, your business will be unstoppable and you’ll be well on your way to Senior Director!
WHAT I NEED TO ACCOMPLISH MY GOAL:
2. WHY IS YOUR GOAL IMPORTANT TO YOU?
Directors
Bonuses
Enrollments
Overviews
You receive bonuses whenever: You advance your business.
A
Appointments
Each time you advance to a new Status of Director or above, you will receive a one-time Advancement Bonus.
Calls/approaches
3. HOW WILL YOU GET THERE? WHAT DAILY ACTIONS WILL YOU DO TO REACH YOUR GOAL?
Number of days to achieve my goal
B
Others in your organization advance. The Mentoring Bonus is paid each time a personal customer, someone you’ve personally enrolled, advances to a new Status of Director or above. Plus earn other bonuses. Earn Critical Activity Bonus starting at Director 3 when you consistently do the 7 Critical Business Building Activities. As your business grows you can earn more bonuses.
MY NUMBER OF DAILY CALLS/APPROACHES:
C
MY ACCOUNTABILITY PARTNER:
See Melaleuca’s Compensation Plan for details, available at the Business Center on ph.melaleuca.com
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PACESETTER BONUSES— 2X PAYOUTS FOR SPEED.
As you enroll more customers and help some of them do the same, your business grows. When you grow a little faster, the bonuses double!
Time Frame (Months After Enrollment)
Pacesetter 2x Bonus P6,000 P12,000 P18,000 P24,000 P30,000 P36,000 P42,000 P48,000 P60,000 P120,000 P396,000
Advancement Bonus
Status
P3,000
2
Director
P6,000
3
Director 2
P9,000
4
Director 3
P12,000
6
Director 4
P15,000
7
Director 5
P18,000
8
Director 6
P21,000
9
Director 7
P24,000
10
Director 8
P30,000
11
Director 9
P60,000
12
Senior Director
P198,000
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YOUR CRITICAL BUSINESS- BUILDING ACTIVITIES.
As you enroll new customers, some activities are more critical to success than others. Focus your time and energy on what has been proven to work. 1
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
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 that you’re friends with on social media to your contact list. But what about all the suggested contacts? Facebook, Instagram, WhatsApp, Viber, and many other social programs 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.
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.
The goal isn’t to approach over social media, but to simply begin building a relationship. When you first meet or reconnect with someone, the focus should be on them and their lives. Ask about their family, 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. Your purpose is to assist them. Set a goal to add names to your contact list each day.
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WHO DO YOU KNOW WHO ...?
Memory Jogger
FAMILY, FRIENDS & NEIGHBORS 1. Parents, siblings, etc. 2. Friends 3. Cousins, uncles, aunts 4. Neighbors 5. Car pool 6. Child’s friends’ parents 7. Friends’ parents 8. Spouse’s best friend 9. Babysitters 10. In-laws 11. High school friends 12. College roommates
WORKERS 29. Real estate agents 30. Cab drivers 31. Musicians 32. Bakers 33. Car salespeople 34. Hostesses/hosts 35. Servers 36. Chefs 37. Cashiers 38. Freelancers 39. Human resource employees 40. Department store salespeople 41. Appliance repairmen 42. Flight attendants 43. Travel agents 44. BPO employees
PROFESSIONAL 61. Work colleagues 62. Administrative assistants 63. Union members 64. Engineers
MEDICAL/HEALTH 92. Nurses
93. Dentists 94. Doctors
95. Chiropractors 96. Pharmacists 97. Therapists 98. Health Spas 99. Opticians 100. Orthodontists
65. Realtors 66. Lawyers
67. Professors 68. Architects 69. Veterinarians 70. Writers 71. Managers 72. Social workers 73. IT professionals 74. Surveyors 75. Bank tellers 76. Accountants
It’s estimated that the average person has met ten thousand people by the time they reach middle age. Chances are you know more people than you think. Using the memory jogger on the next page, make a list of people you associate with in various settings and who have various interests. They don’t have to be close friends. Some may be acquaintances or people you only know by sight. It’s okay to include them now and get to know them over time. Just try not to repeat
any names. And remember, you’re just making a list of people you know, so resist the urge to prejudge or leave anyone off. Hopefully these ideas get you thinking of all the people you know and interact with on a daily basis. These people are your contact list. Make a goal to add names to your contact list every day.
COMMUNITY 101. Police officers 102. Chamber of commerce 103. Firefighters 104. Alumni association workers SPORTS/CLUBS 105. Kiwanis club 106. Lions club 107. Rotarians 108. Bowling team 109. Zumba Club 110. Tennis partners 111. Business club 112. Golf pros 113. Fraternal club 114. Swim teammates 115. Jogging partners 116. Scrapbooking friends 117. Cycling group 118. Weightlifting partners 119. Fitness instructors
likes coffee
work
SCHOOL/ EXTRACURRICULAR ACTIVITIES
45. Painters 46. Roofers 47. Landscapers
SERVICES 77. Caterers 78. Couriers 79. Barbers 80. Hairstylists 81. Postal workers 82. Repairmen 83. Cable TV installers 84. Auto mechanics 85. Auto body repairmen 86. Photographers 87. Satellite TV installers 88. Salespeople 89. Event organizers
13. Teachers 14. Principal 15. Guidance counselors 16. Coaches 17. Music teachers 18. Dance teachers 19. Tutors SHOPPING/STORES 20. Grocery 21. Convenience 22. Department 23. Hardware 24. Auto supply 25. Electronics 26. Tires 27. Office supplies 28. Health food shop
gym
48. Decorators 49. Inspectors 50. Insurance agents 51. Electricians 52. Contractors 53. Carpenters 54. Upholsterers 55. Cabinet makers 56. Plumbers CHURCH & VOLUNTEER 57. Minister 58. Sunday school teacher 59. Youth director 60. Church members
is looking for an extra source of income
likes to work out
has young kids
90. Dry cleaners 91. Flower shop employees
sports
is trying to improve their health and fitness
owner or employees
has children at your child’s school or on the same athletic team
CONTACT SUGGESTION LIST AND CATEGORIES There are more people in your circle of influence than you might think. Use the list above to jog your memory for more possible contacts.
goes to the same grocery store, hair salon, bank, or other places you visit regularly
social networks
wedding
came (or will come) to your wedding
is hoping to retire soon
was in your graduating class
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CRITICAL BUSINESS- BUILDING ACTIVITIES
SAMPLE APPROACHES
2
“I’m a Marketing Executive here for The Wellness Company and we specialize in helping people get out of debt by substantially increasing their monthly income with five to ten hours of effort a week. I love what I do. I’d love to tell you about it sometime.” —NATIONAL DIRECTOR 9 BROOKE PAULIN “I’ve partnered with an international wellness company, and I’m not sure if you’d open to hearing about it, but I think it would be a great complement to what you’re already doing. Would you be open to hearing some information about it?” —EXECUTIVE DIRECTOR 9 COREY KELLER “I have partnered with the largest online wellness shopping club in North America, and we manufacture an entire line of products addressing today’s health needs such as metabolic health, heart health, weight loss, and more. We’ll have to get together so I can share more.” —EXECUTIVE DIRECTOR 9 STACY BODNAR Health-Focused Approaches “I don’t know if you know, but I’ve partnered with a company that specializes in helping people get the chemical irritants out of their homes. I think our company could really help your whole family. Would you be open to sitting down with me and having me share the benefits of our products? What might be a good time to connect for about an hour? I can come to your house or you can come on over to mine.” —CORPORATE DIRECTOR 4 MICHELLE SMITH “I understand that most days, we’re just busy with our day-to-day lives and working schedule, but if the pandemic has taught us anything, it’s that our health should always come first. I’ve partnered with an online shopping club from North America, and we have a range of products that focuses on enhancing our physical and personal wellness. I would love to share more about products that I think you’d particularly find beneficial and have you take a look around our store.” —EXECUTIVE DIRECTOR 3 ANGEL CHAN CSL
Corporate Director 4 Mark Atha says that before he makes appointment-setting calls, he does a quick exercise to get into the right mindset. “Before I make a call, I remind myself that this person is already some other company’s customer, so I’m really not imposing on them or asking them to buy something they don’t currently buy elsewhere. In other words, they really need Melaleuca products and, in many cases, a Melaleuca business as well. In fact, they’ll be healthier with our products and better off financially should they build a business. Then I tell myself that if I don’t talk to them first, someone else will.” Your purpose is simply to set an appointment— nothing more and nothing less. Keep your call quick and casual: “Hey, can I have 45 minutes of your time so I can show you what I’m doing? Do you have time tomorrow at lunch or would Thursday night be better?” When you make an invitation, you’ve just aroused their curiosity, but you don’t want to get stuck trying to explain everything about Melaleuca over the phone. So instead, immediately shift the focus over to when they can meet: “I don’t have time to talk about it right now, but I’ll tell you all about it when we get together. What time will work for you?” Becoming a pro at setting appointments takes practice, but you don’t have to practice alone. You can get the tips and coaching you need by teaming up with your enroller and your support team. And check out ph.melaleuca.com/ BusinessCenter/Content/getting-started for specific training on making approaches.
General Approaches “You mentioned that you are looking for a part time job. I don’t know if I’ve told you before, I work from home for an international eco-friendly company with a team of ladies just like you, who want to earn extra income and have more time with their kids. So I thought of you! I would love to share more with you! I don’t know if it will be for you or not but I promise I won’t waste your time. Let’s meet up tomorrow night or Saturday afternoon. Which one works better for you?” —EXECUTIVE DIRECTOR 2 JOANNE KHOO “Have you heard of Melaleuca.com? No? It’s a fabulous online shopping club that offers exclusive wellness products shipped to your door at huge savings. I’ve been a member for years and wouldn’t live without it! Only members can refer members, so why don’t we
grab a coffee and I’ll show it to you.” —EXECUTIVE DIRECTOR 4 SANDI SULLIVAN
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SHARE MELALEUCA: AN OVERVIEW CRITICAL BUSINESS-BUILDING ACTIVITIES 3
Successful Melaleuca business builders use Melaleuca: An Overview because it’s simple and can be easily duplicated.
“What Melaleuca: An Overview does is instill belief in a brand-new business builder. They believe they can do it, and because they believe they can, they can. There are a lot of people who love what they see and leave the room saying, ‘Well, I can do that.’” — John Dufner, Corporate Director 3 So do what you would like your new Marketing Executives to do. This is an important and powerful principle. The most successful Melaleuca organizations always present Melaleuca: An Overview the same way every time. Why? Because they know others will follow their examples. Start by Teaming Up When you first begin building your Melaleuca business, giving Overviews will be a somewhat unfamiliar experience. That’s perfectly all right. Your enroller and members of your support team will be there to help and to give Overviews for you until you’re ready. We strongly recommend that you begin by watching them give Overviews to your customers. Once you see them do it a few times, you’ll become more comfortable with the process and can take over as the presenter—usually about the time you advance to Director 3. Remember, what you do duplicates. If you use only a portion of the Melaleuca Overview or your own version of it, your team will not be able to duplicate it.
Share the Complete Melaleuca: An Overview Presentation
Regardless of whether you anticipate that your customer will become a business builder, share the business portion of Melaleuca: An Overview in every presentation. Often, the only reason some individuals don’t build a Melaleuca business is because they don’t know the opportunity exists. Just as the business is important to share, every other element of Melaleuca: An Overview serves a purpose for your prospective customers. A Format for Every Situation Melaleuca: An Overview is available in the following media formats, giving you the option to choose what will work best for you and your audience:
• Have they ever tried a home-based business before? • Are they married? • Do they have children? • What do they do for fun? • Would P25,000 per month help them in a significant way? • Does more time with their family mean anything to them? • Are they concerned about their finances?
• The online version can be found at ph.melaleuca.com/BusinessCenter.
• Do a webcast or webinar using Zoom or a similar service to share the Overview with contacts all across the country.
Know Your Audience As you begin your presentation, try to learn as much as you can about your audience. Ask questions about the following topics: • What do they do for a living? • Do they like their current job? • Are they satisfied with their income?
Use the answers you get from these questions to show each new customer how a Melaleuca business can help them achieve what they really want in life. Confirm Attendance The day before the Melaleuca: An Overview presentation, call those you have invited to confirm the time and location. You’re actually confirming their attendance, so call to confirm—not question—attendance.
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THE FUN PART: SETTING UP ACCOUNTS CRITICAL BUSINESS-BUILDING ACTIVITIES
IT’S ALL ABOUT TIMING When should you schedule the Strategy Session? As soon as you can. The longest you should wait is 48 hours after the Melaleuca Overview, especially when your new enrollee told you they’re excited about Melaleuca and want to build a business. A timely Strategy Session is the perfect way to take advantage of that excitement and convert it into action.
After sharing Melaleuca: An Overview , your potential customer will be wondering what to do next. This is when you ask which type of customer they’d like to be.
Gain Commitment by Asking the Customer to Choose a Category As you come to the close of the Melaleuca: An Overview presentation, introduce and explain the three categories of participation and ask your attendees which category they fit into: Member, supplemental income, or significant income.
4
STRATEGY SESSION
During the Melaleuca: An Overview presentation, you will discuss how some customers choose to be a Member while others choose to take advantage of our unique business opportunity—in addition to purchasing our products. Determining which category your new enrollee belongs in will also determine your next step.
MEMBER
SUPPLEMENTAL INCOME Earn a few thousand
SIGNIFICANT INCOME Earn hundreds of thousands of Pesos per month
Shop and save: 30% to 50% discount
A Strategy Session is when you follow up with your new customer to answer questions, determine the next steps, and schedule action. The decisions your new enrollee makes will determine your next steps. At the end of your Overview, be sure to schedule a Strategy Session within 48 hours if at all possible. During the Strategy Session, if they chose Category 1 (Member), you’ll want to: • Help them place their first order if it wasn’t done at the time of enrollment and answer any questions they may have. • After two weeks, follow up with them. What questions do they have? Which product is their favorite so far? If they tell you they want to earn supplemental or significant income and are willing to commit to working five or more hours each week, they belong in Category 2 or Category 3. • During the Strategy Session, you’ll want to share the importance of getting started with a Value Pack.
Pesos or several thousand Pesos per month
Going through the Melaleuca catalog or product store, help your new customer pick out the first products they would like to try. Call Melaleuca at +63 (2) 8537 9001, 1 800 10 537 9001 (Smart) 1 800 8 537 9001 (Globe) or go to ph.melaleuca.com to help them start shopping right away. You can show them how easy it is and speed up the process of their shopping experience. Another best practice at Melaleuca is to have a Value Pack on hand at the time of enrollment so your new customer can take advantage of the additional 40%+ savings. HELP YOUR CUSTOMER START SHOPPING
One of the best activities guaranteed to bring results is holding a Strategy Session within 48 hours. This activity is proven to create quality enrollments and sustained growth. Businesses that consistently hold Strategy Sessions have higher average commissions, higher average growth rates, and lower attrition.
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CRITICAL BUSINESS-BUILDING ACTIVITIES
GET PLUGGED IN. Attending all company meetings and events is key to your success. You’ll meet other team members, set goals, and schedule action.
When a Category 2 or 3 enrollee agrees to work five or more hours each week, and to have their contact list ready, that’s a clear indication that they are willing to put forth the effort to build a Melaleuca business. To get these folks off to the right start, follow these simple steps for your Strategy Session: 1 4
Help Them Identify Their “Why” Help your new enrollee reconnect with why they are building a Melaleuca business. As with any new endeavor, when they remain focused on the end outcome, they can step outside their comfort zone and see past temporary challenges. Perhaps they want to get out of debt, be home with their children, prepare for retirement, or improve their quality of life. You may ask them, “What amount of monthly income would allow you to reach this goal?” That way, they are clear about their end goal.
Schedule Action The next step is to create your calendar for the first few weeks. Identify the days and times when you will team up to hold Melaleuca Overviews. Schedule time for follow-up. Schedule the dates and times of Melaleuca meetings and leadership celebrations. Let’s say your enrollee has a goal to personally refer 10 customers in the first two weeks. That means you’ll set five to six Overview times. Once those Overviews are on the calendar, your enrollee can approach more confidently: “On Thursday, I’m having an Overview at 1 p.m. Why don’t we get together then?” If the Overviews are on the calendar, your enrollee is more likely to get to work quickly on inviting people to attend. Set Appointments Practice approaches and setting appointments. Some people have never set an appointment. They need coaching. They need you to demonstrate how to set an appointment. Remember EDPE. E stands for explain, D for demonstrate, P for practice, and E for evaluate. Be sure to use all four tools when helping others make appointments. Imagine how encouraged your new enrollee will be if they leave the Strategy Session with three or four appointments scheduled. They will have confidence they can build the business and will look forward to the scheduled Overviews. Without Overviews scheduled, they may not follow through once other pressing priorities in life arise.
2
Leverage the Power of Pacesetter Make sure your new member watches the Foundations video within their first 2 months with Melaleuca to qualify for Pacesetter bonus. Access the Foundations video at ph.melaleuca. com/BusinessCenter/Home Identify the Contacts to Approach First Review their contact list and identify the key people with whom they will team up. This is the time for you to set clear expectations for the first step in their Melaleuca business. One clear expectation is to personally refer 20 customers in their first few months. Another is to identify two of those customers to team up with and build a business. Remember—the expectations set will be the expectations met. As you review the contact list, ask them, “Who are the people on this list who are most likely to team up with you and build a business? Who needs a plan B or a little extra income? Who is hardworking?” Questions like these will help them evaluate key members of their team who may want to build a business. Once you have identified two or three people, discuss how you might team up to approach them and do an Overview with each as soon as possible. If your new enrollee has others working alongside them, they are more apt to be successful. In any worthy goal, teaming up is a key to success. If your new enrollee personally refers 20 customers and helps two others get to Director by doing the same, your enrollee will likely be a Director 3 in the first 90 days. That’s the right way to get started!
5
3
6
Commit to Scheduled Times and Ways to Communicate
“Melaleuca events are powerful, emotive, and life changing. They’re the perfect place for you to learn, celebrate accomplishments, and make memories with leaders and like-minded Marketing Executives! You deserve to be there front and center!” —Darrin Johnson, Senior Vice President of Sales
In addition to your own team meetings, Melaleuca publishes other meetings and events happening in your area and around the country on our website. Go To ph.melaleuca.com for our calendar of events.
Establish clear times to communicate and report back. You will likely be talking on the phone several times a day as you begin. In the Strategy Session, you can talk about the best times and method for touching base.
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5
CELEBRATE SUCCESS
Celebrating success is a way to inspire people to set goals and achieve more than they ever thought possible. The mission of Melaleuca is to help people reach their goals. To inspire and motivate people to that end, you must celebrate their accomplishments. Melaleuca thrives on celebration! From the smallest of achievements to the largest ones, from enrolling one customer to achieving Corporate Director, leaders need to feel good about what they’re doing. When that happens, motivation increases, excitement grows, and abilities expand.
Make Your Celebration Effective How you celebrate should be wholly determined by who it is you’re celebrating. It takes only a few minutes to figure out what people like, what parts of the business they may struggle with, and where they need encouragement. Once you’ve done that, celebrate with them in a serious manner. Tell them what they did that was successful. Be specific. Tell others about the hard work you’ve witnessed. Let them know that you noticed their efforts. Your words and encouragement will likely mean more than any reward you can come up with. Attach a suitable reward on top of that and you’ll create a moment in that person’s life they will treasure for a long time.
Recognition Is a Proven Motivator We all love to be recognized for our accomplishments. Whether it’s a pat on the back, a high five, or a note saying “Job well done,” all forms of recognition create positive reinforcement. Often, when someone else notices what we’ve done, we’re more likely to keep striving and pushing harder than ever. Rewards—whether material or emotional—promote hope and belief, and make all the hard work worthwhile. Sharing Success Builds Team Loyalty As a business builder, your goal is to build a cohesive team. A big part of that process is celebrating your team’s success. Through celebration, you experience a strengthening of relationships, you feed off one another’s energy, and you create a synergy that helps each of you work more effectively together than you would alone.
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ALWAYS BE INVOLVED WITH FAST TRACK
A Melaleuca Fast Track is a results-driven program designed to help your organization grow. Fast Track helps participants set goals, create action plans, implement those plans, report results, and celebrate success. Team leaders provide motivation, support, and training, and facilitators organize the schedule and the recognition awards.
THE BASICS OF A SUCCESSFUL FAST TRACK
Time: The Fast Track is designed to run during the calendar month and should be scheduled on the same day and at the same time each week (always start on time). Consistency is vital to success. Who : Include committed Marketing Executives who work closely with one another in their businesses (e.g. your personally enrolled customers). Leaders: As a general guideline, team leaders should be Directors 3 or above, as they need to have experience at personally enrolling customers and developing Directors. These leaders should also be organized, accountable, and willing to put in extra energy and effort to keep the team focused on goals. Teams: Teams usually consist of 8–10 members. There is no limit to the number of teams, as long as you can manage the group size. Product Experiences: You should start every meeting with a positive product experience. Goals: Goals should be set the first week and revised or added to each of the following weeks. Action Plans: After participants set goals, they should put an action plan into place to help reach those goals. Celebration: Personal accountability and reporting happen on a weekly basis. The facilitator establishes a recognition system and rewards everyone’s accomplishments. Celebration of success is a key part of each weekly meeting. Participation: Once the last week is concluded, participants should be encouraged to attend the next Fast Track. Fees: You may need to charge a fee for participation. This money helps provide recognition prizes and offsets any other related costs. These fees should not exceed P500 per business.
“Fast Track helps you stay focused week after week. If you ask our leaders about the ‘secret’ to their success, many will tell you that the answer is Fast Track—not only for themselves, but for their entire organization. No one works harder than these leaders.” —Melaleuca Executive Chairman Frank L. VanderSloot
FIVE ESSENTIAL ACTIVITIES MAKE UP THE CORE OF EVERY FAST TRACK EVENT
1. Assess the business and set goals. Fast Track participants determine where they would like to be by the end of the Fast Track period. Specific goals include number of enrollments,
3. Implement the plan. After the Fast Track meeting, the participants follow through on their action plan, tallying their results and reporting to their team leader on schedule. 4. Report and celebrate success. Meeting together as a team each day to report, celebrate, and plan can drastically impact business results. Most often, the results involve enrolling customers and developing new Directors. 5. Train and develop leaders. Take 10–15 minutes of each Fast Track meeting to conduct training on the Seven Critical Business-Building Activities. When conducting your training, remember to briefly explain, demonstrate, practice, and evaluate.
status achieved, number of Value Packs sold, number of appointments set, and in-home presentations.
2. Create an action plan. Each participant—with the help of the team leader—creates a detailed action plan for how they are going to achieve their goals. Using a calendar, they determine what days and times they are going to set appointments, share Melaleuca: An Overview , report to their team leader, and more.
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LEAD BY EXAMPLE
Melaleuca business leaders lead by example because they know their actions are usually duplicated by those in their organizations. Are they professional, product-centered, and positive? If so, others will duplicate their actions. Are they disorganized, demanding, and late to meetings? If so, others will observe and duplicate those actions as well. As a Melaleuca leader, you should set the example by attending Convention and all other Melaleuca meetings. Not only do these meetings offer you inspiration, ideas, and the training you need to grow your Melaleuca business, but they also give you the opportunity to develop a reputation as a supportive, involved Melaleuca leader whom others will want to emulate. Your first two months as a Melaleuca Marketing Executive are critical. You get only one chance to create the beginning of your story—so make it as great as you can! Later, when you’re referring new customers and trying to encourage them to build quickly, they’ll want to know how you did it.
You’ll be telling your “getting started” story over and over again, so it’s important to set your sights on reaching Director in your first month and Director 3 in 90 days. Convert Your Home to Melaleuca Products and Services What would you think if the CEO of Ford Motor Company drove a Toyota? If your favorite Mexican restaurant cook chose Taco Bell for lunch? Wouldn’t you have a difficult time purchasing the products they represent? After joining Melaleuca, immediately convert your home to Melaleuca products and services. Learn everything you can about them, gain your own product experiences, and get in the habit of consistently sharing product and service information with others. The people in your organization will follow your example and convert their own homes, spreading a powerful belief in the products and the services and building a strong business foundation.
According to actor Will Rogers, “People’s minds are changed through observation and not through argument.” As you go forward in all your Melaleuca activities, remember that your team members are watching you. Set a good example!
How Do You Convert Your Own Home? It’s Simple.
MELALEUCA: TEAMING UP LIKE NO OTHER COMPANY Nobody succeeds alone. That’s why—in addition to your support team—Melaleuca provides you with a dedicated Business Development team to answer all your specific questions. But we don’t stop there. As you lead your organization, especially in the beginning, you’ll need personal guidance and professional development. So to help you advance your business, we have a highly trained group of leadership coaches who are excited about getting to know and serve you. Discover how you can begin earning commissions and bonuses by referring others to shop at Melaleuca. It’s simple, fun, and lucrative! See A Marketing Revolution! The Melaleuca Compensation Plan for complete details.
Reach us Monday–Friday, 9:00 a.m. to 6:00 p.m. +63 (2) 8537 9001 Toll Free 1 800 10 537 9001 (Smart) 1 800 8 537 9001 (Globe) paperwork you submitted or understanding how to read your Business Report, we’re here when you need us! Whenever you have a specific business-related question— whether it’s a question on
YOUR SUPPORT TEAM
Dispose of all the products you currently use.
Replace those products with Melaleuca products, and let others know you only use safe and effective products in your home now.
YOU
BUSINESS DEVELOPMENT TEAM
COACHING & LEADER
DEVELOPMENT TEAM / SALES TEAM
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APPENDIX
APPENDIX
FREQUENTLY ASKED QUESTIONS Melaleuca’s Business Development Department has compiled answers to the questions most frequently asked by customers. Talk to your enroller or call Business Development
What happens to the structure of my organization if a customer is not active?
in the organizations of customers in your organization. We do not tell you how to structure your organization; we recommend discussing all business-building strategies with your Enroller and support team. Who is my immediate support Marketing Executive? The first person in your support team. Your Marketing Executive and your enroller are your primary resources in building your business. Whom do I put down as “Enroller” on the Customer Membership Agreement? The Enroller must be the person who introduced the new customer to Melaleuca and helped him/her become a customer or who played an active role in the presentation of Melaleuca products or business opportunity to the new customer. May I have an interest in more than one Melaleuca business? No. You may only have ownership or ownership affiliation in one independent Melaleuca business.
A customer is “inactive” if they did not purchase an order of at least P2400. If a customers goes inactive for two consecutive months, they automatically lose their position in the organization. (See Statement of Policies online, #39, “Roll-Up Policy.”) A Marketing Executive in my organization has not personally shopped for the minimum amount for the past two months. Is there any way to keep him from losing his marketing organization? Two months without meeting the required minimum purchase amount means automatic loss of their marketing organization. What will happen to a customer who was inactive for two consecutive months and places an order for at least P2,400 in the third month? Because they purchased in the third month, they will reactivate back into the original organization in the first available position under their original Enroller. Someone in my organization discontinued their Membership. Can they still purchase products? They can still purchase directly from the company as a Non-member and have their products delivered to them. Non-member pay the Non-member price instead of the 30%–50% discounted Member price. Non-member will not maintain an organizational spot in your marketing organization unless they shop for the minimum amount required to be active. Is my Melaleuca business inheritable? Yes, you can will your business (see Policy #17). These transfers must be approved by Melaleuca. Monthly Business Reports For what time period are commission and bonus payment paid? Commissions and bonuses are calculated on product sales from the first through the last day of each calendar month. Who receives a Monthly Business Report? All Marketing Executives who have submitted an Independent Marketing Executive Agreement and have earned a commission and bonus payment pursuant to A Marketing Revolution! The Melaleuca Compensation Plan will receive a Monthly Business Report Summary and access to a complete online report that details the activity within their organization. This is an extremely valuable document for building and reviewing business activity. When can I view my Monthly Business Report? Monthly Business Reports are available to view online at ph.melaleuca.com on the 15th of each month. Will I receive a Monthly Business Report every month? If you do not earn a commission in a given month, you will not receive a report.
at +63 (2) 8537 9001 for answers to other questions you may have. Enrolling a Member How do I enroll a new customer? Fill out the Customer Membership Agreement completely, including correct numbers, shipping and mailing addresses, and phone numbers. Include account information and the required signatures, then upload the completed paperwork in your Melaleuca Business Center Document Upload. You can also enroll customers online at ph.melaleuca.com. What is the best way to confirm my customer’s paperwork has been received? All stages of your new customer’s enrolment can be viewed by visiting the Business Centre and clicking on ‘Enrollments> Follow- Up Center’. Additional information such as membership status and orders placed can be viewed here. You may also call Customer Service at +63 (2) 8537 9001, or our toll-free numbers 1 800 10 537 9001 (Smart) / 1 800 8 537 9001 (Globe) to confirm that the paperwork has been received and processed.
Changes in Your Business How do I change my Member information on my Customer Membership Agreement form?
Simply call Business Development at +63 (2) 8537 9001. Some items do require the submission of a new Customer Membership Agreement form. A Business Development Specialist can give you more details at the time of your call. Can I “move” a new personal enrollee? Yes. An enroller can move a personal enrollee to a different position within the month of enrollment by going online to ph.melaleuca.com and clicking on the New Enrollee Change (NEC) tool. This online tool will allow enrollers to move a customer during the customer’s month of enrollment. An Enroller can also move a personal enrollee within his/her business organization up to two months following the month of enrollment by accomplishing the New Enrollee Change (NEC) form available in the Download and Print Center and submitting the same to Business Development. After the month of enrollment, customers can only be moved one time. Each business or customer below the customer or Marketing Executive being moved will follow the enrollee. The requested move is limited to 20 customers. There is a P400 fee for each customer or Marketing Executive moved in the organization. May I move someone within my organization? Melaleuca discourages organization changes. Melaleuca will review organization change requests with written consent of all seven support team customers above the customer or Marketing Executive who would like to be moved. An Organization Change Form with original signatures is required. Both the person being moved and the Enroller need to sign the form. There is a fee of P1750 for the original move and P600 for any related moves. An Organization Change Form must be completed for each person being moved. To have changes done for P1750, all related forms must arrive together. We suggest you work closely with your enroller and/or support team when undertaking this type of request for change. (See Statement of Policies, #19, “Transfer from Original Organization.”)
Is it possible for someone else to be set up on my credit/debit card as a Member?
No. Each customer or Marketing Executive must have an account of which he or she is the owner and is authorized to withdraw funds. Using your own credit/debit card to enroll someone may be cause for termination. If I do not have a credit/debit card, can I enroll as a Member? Yes. You may enroll as a Member without the need for a credit/debit card by availing of Prepaid Enrollment option. This is only available via paperwork enrollment. I want my new customers to receive the Member discount. Can they shop if their paperwork has not yet been received by Melaleuca? They can place an order with a credit/debit card before their paperwork is received. We give all customers the Member price on their first order. Do I need to pay a Membership Fee? Yes. The Membership Fee is the key that unlocks your Melaleuca Membership and enables you to save 30%–50% off the non-member price and enjoy many other benefits of membership. Building Your Organization How do I place new Personal Customers in my organization? You are allowed to “manage” five customers or Marketing Executives on your first generation. You can place customers in those positions or
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