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LEADERSHIP IN ACTION | B U I L D I N G Y O U R B U S I N E S S |
JULY/AUGUST 2 0 1 6
Advancing SENIOR
DIRECTORS 3 Ian & Karen Muntelwit and Carole Sellar
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 ®
Hard Work The Key to a Successful Melaleuca Business The Difference Is Discipline It takes discipline to own your own business—deciding what hours to open for business and when to be closed for the day, etc.—especially if you are used to working for a boss who has always told you what time to come in and what time to go home. It’s kind of like when the kids go off to college. It’s a real test to see if they can get themselves out of bed each morning and discipline themselves to do their homework and get to bed on time so they can get adequate rest. Only those with self-discipline will make it. So it is also with Melaleuca. Only those who know where they want to go and discipline themselves to set aside time on a daily basis to work their Melaleuca business will reach their goals. To be sure, there are many distractions. In our world there are literally thousands of ways we can spend our free time. Working our business can always wait “one more day.”
AMESSAGE FROMCEO FRANK VANDERSLOOT
Hard work. It doesn’t sound very appealing. It’s old-fashioned and it surely is not considered romantic. But it is the key to almost every successful business venture. When people ask me, “What is the key to building a successful Melaleuca business?” I know they are looking for some profound statement or magic formula. But the answer is very simple. Clearly, all those who have created the most successful businesses have one thing in common: They are hard workers—very hard workers! And they are persistent! In our business, persistence seems to trump all other noble traits! People who keep going, never give up, and never quit, they always make it to the finish line! The good news about all this is that success can be had by every single person who wants it bad enough! There is no elusive “magic formula” that is attainable by the “fortunate” or the “few” who discover it! Success with Melaleuca appears to be an absolute, sure thing for those who persistently work hard at the Seven Critical Business-Building Activities.
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Setting Goals So what is the solution? How do you discipline yourself to get out and get to work? My counsel is to first write down your goals. Sit down with your spouse and decide where you want to be ten years from now, five years from now, and one year from now. Then develop a plan to get there. Write it down! Make a commitment to yourself as to what you are going to do to make your dreams come true. Remind yourself that this is your life! You are alive right now! You can’t keep waiting until you can find the time. Life is passing you by! This is it! We all hope for a life after this life. We probably don’t know much about what the next life will be like. But we have this one now. Let’s not waste it! Let’s make the absolute most of it that we can. Share your goals, commitments, and plans with someone else. We get more committed when we tell others what we plan to do. And then follow through! If you want to make your life the best that it can be, write down your goals and your personal action plan, and get to work. Don’t procrastinate any further! Call your support team and tell them that you are ready to go to work! Or you could wait until you have more time, but then nothing changes, does it?
The fact that Melaleuca is a “part-time” business makes it even more difficult to stay focused. We get caught up doing things that seem more urgent (or more fun) in the moment. Yet it is clear that only those who are disciplined and stay focused on their goals will reach them. The Main Thing Author Stephen Covey always pointed out that “the main thing is to keep the main thing the main thing.” At Melaleuca, the “main thing” to growing your business is enrolling new customers. No other activity is as rewarding as enrolling new customers and mentoring them to do the same. Fortunately, enrolling new customers is not difficult. Very few people find that they can’t do it. It’s just that they need to find the time or make the time to get out and do it. It’s that self-discipline that seems to be the hard part for most people who see others succeeding but don’t quite get there themselves. Those who build big Melaleuca businesses have the persistence to put themselves on a rigorous regimen of enrolling one customer after another. They spend every free minute adding to their contact list, calling to set appointments, and introducing new customers to their products and to their business opportunity. That’s the “hard work” I’m talking about. Actually, it’s not “hard”—and very few people would actually call it “work.” Once they get into the swing of it, it’s really a lot of fun! But for those who do not have a calendar or a plan of when they are going to work their business, make appointments to do presentations, and enrol new customers this week, the hard work seems to be getting themselves to go out and do it.
Sincerely,
@FLVanderSloot
JULY/AUGUST 2016 | MELALEUCA.COM
CONTENTS L L E A D E R S H I P I N A C T I O N
J U L Y / A U G U S T 2 0 1 6
ADVANCING SENIOR DIRECTORS 3 People are achieving incredible goals as leaders of Melaleuca businesses. In this issue we hear stories from recently advanced Ian & Karen Muntelwit and Carole Sellar.
STORIES:
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The Easy Approach ................................................ 17
Daily Activity, Big Results ................................ 19
Winter Wise With a Well Stocked Medicine Cabinet ............................. 23
Whole Body Benefits With The Peak Performance Pack.................. 25
Celebration ..................................................................... 34
ORDINARY PEOPLE EXTRAORDINARY LIFE
SENIOR VICE PRESIDENT OF SALES DARRIN JOHNSON
DIRECTOR 3 IN 60 DAYS
For North American Executive Directors Dean and Janice Walker and their now eleven children, enhancing lives is a family affair.
Find out how Hayley Harding's approach to team support has
Five Questions to help you design the life you want.
helped Darice Ostrenga advance her business.
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3 JULY/AUGUST 2016 | MELALEUCA.COM
Love your heart
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Five Questions to Help You Design the Life You Want Reacting to events around us is second nature. In fact, it’s easy to spend our lives in an endless cycle of reaction if we’re not careful. It takes courage and deliberate action to break that cycle—and when you do that, you can actively direct your life to become exactly what you want it to be.
Darrin Johnson, Senior VP of Sales
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Why is this important to you?
Here’s a powerful exercise. Ask yourself this question and write down your answer. Ask the question again. Then ask it again. For example, if your goal is to become a Senior Director or to make $3,000/month with your Melaleuca business, and you ask yourself why this is important, your first answer might be, “So I can quit my job.” Ask it again: Why is quitting your job important to you? “So I can stay home with my kids.” Why is staying at home
At Convention 2016, I spoke about the book I’m currently reading — Living Forward: A Proven Plan to Stop Drifting and Get the Life You Want by
with your kids important to you? “So I can create lifelong memories in the few years I have with them before they move away.” Your “why” becomes more meaningful each time you ask the question. When your “why” is bigger than your fears, you become unstoppable.
Michael Hyatt and Daniel Harkavy. Its message of designing life with the end in mind has helped renew my passion about living a life of intention and purpose. At Melaleuca, our mission is to help you reach your goals. These five questions will help you reach your goals with more consistency and design the life you want to live.
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Your greatest asset is the 24 hours you have in a day. Is your time spent on the specific activities that move you closer to your goal? For many of you, your Melaleuca business either is or COULD BE the vehicle for you to change your life—if you’re truly willing to consistently perform a few critical activities. For those building a Melaleuca business, continually adding to your contact list and making at least 4 calls a day (or 20 calls a week) are the required intentional steps to take. When you do this, your Melaleuca business—and your income—will grow, and you’ll be well on your way to reaching your goal.
Finally, where do you spend your time?
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Is Work/Life Balance a Myth? Gone are the days when you worked eight hours, had eight hours at home, then slept for eight hours. Gallup recently reported device works a total of 70 hours per week. The line between work and home isn’t just blurred—it’s gone. You’re already working on “your time.” Doesn’t some of that time deserve to go to building your business? Will spending an evening at the office or conquering the next level in a video game get you where you want to be in 5, 10, or 20 years? Carve out time to build your business. Be deliberate with your actions. And protect that time and those actions fiercely. Ask yourself this: What are my priorities? If the bulk of your time AND your ACTIONS are devoted to your priorities, then you’re not out of balance at all. Rather, you’re living a life of intention and purpose —giving your full time and talents to the areas of life most important to you. If your goal and your “why” are crystal clear, then do something about it and give it EVERYTHING you’ve got. With intention. With purpose. That is how your life will change. that an employee with a work-issued mobile
The first step in designing the life you want is envisioning the future and setting goals with timelines to get you there. Hope is not a solution. “Someday I might look into…” isn’t going to take you very far.
What is your goal?
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Be honest with yourself here. We all have a gap between where we currently are and where we want to be. Don’t beat yourself up—you’re human. Take a strategic
What changes do you need tomake to reach your goal?
assessment and be honest about what needs to change.
Want ONE SIMPLE STRATEGY that can change everything for you? Get an accountability partner (a coach, a friend, a spouse) who will encourage you and hold you accountable. Share your goal and your “why” with them. Then establish clear expectations about what you are going to do on a daily basis (such as making a specific number of phone calls a day) that will bring you closer to your goal and report back to your accountability partner. No exceptions!
Who is your accountability partner?
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JULY/AUGUST 2016 | MELALEUCA.COM
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
7 JULY/AUGUST 2016 | MELALEUCA.COM
SKIN CRACKING.
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JULY/AUGUST 2016 | MELALEUCA.COM
HardWork or is it?
by Daniel Wood, General Manager
With very few exceptions, our ancestors had little opportunity and few choices in their lives. Whether, in a mine, a paddock, a mill or a boat, the work available to them was nothing short of back-breaking toil. They persisted, they provided and they sacrificed. The result, here and now, is you. In your life of comfort and convenience, your ancestors have delivered to you something very, very special: opportunity, something they never had. Will you take this gift, this opportunity? Will you live a great life, the life that you really want and have been empowered to get by your ancestors? The only thing in your way is a little hard work or by comparison to what would your ancestors did: easy work! You can do it, make it happen. Make your ancestors proud, work hard and give yourself a great life!
all parts of the machine that was the Industrial Revolution. Father and son… husband and wife, all spinners, weavers, overseers or simply “Mill worker“. This work didn’t discriminate, Cyril Wood for example, listed on the 1838 consensus had the profession: “Mill sweeper,” his age at the time: “Nine Years!” My maternal side was similar. Due to a less common name: Langdale, I was able to trace them in more detail and farther back. The Langdales had been residents of Hunslet, a suburb of Leeds (about four miles from where I’m from) since the early 1800s. They lived in Hunslet, an inland dock for the canals which transported wool, cotton, clothes, coal etc. from manufacturing centres in Yorkshire to the coastal ports of Liverpool and Hull where they were exported to the colonies like Australia and New Zealand. The records show that every single generation of Langdales, over 200 years had the same occupation: “Bargeman or “Boatman.” Their entire families lived on boats, in the still icy canal water of North England. Their death certificates show that cholera, consumption (tuberculsis) and infantile mortality were rife, this harsh environment gave them a life expectancy of just forty years of age. This final point was particularly humbling for me, my Grandfather, who married in 1947, was the first Langdale to sign his name, as opposed to an X, on his wedding certificate!
I set my seat to recline, pulled over my blanket, put my headphones on, and searched the inflight entertainment system for a good movie. It’s one of my secret pleasures when going to US Convention: 12 hours of uninterrupted movie watching! My first pick on this occasion? The Oscar winning Revenant starring Leonardo Di Caprio—I couldn’t wait. The movie did what great movies do: transported me into the story. I was back in the 1850s, in North Western America and it was winter. Their lives held precariously in the balance, the protagonist and his associates hunted animals for their skins and fur; while at the same time, competing hunters, native Indians, wolves, and bears hunted them - brutal times. I could feel the cold, the hunger, the fear. These were tough men who truly knew the meaning of hard work. After the film I recalled a presentation I’d heard at University. It was about, “being authentic” and a key point was, “The importance of knowing yourself.” The presenter mentioned that doing a family-tree had been incredibly helpful for him in this regard. I was intrigued so that night – instead of studying —I logged on to ancestry.com and started searching. As much as I tried, I found no members of the nobility, inventors, war heroes, or any other prominent people. On my father’s side, my family were, seemingly,
Yours truly,
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International President’s Club 2017 Discover the Gems of the Riviera Qualification Period: January 1, 2016 - December 31, 2016. For more information about President’s Club 2017 and Business Rules and Calculations, please go to Melaleuca.com and visit the Business Centre.
GEMS OF THE RIVIERA PRESIDENT’S CLUB 2017
Seabourn Odyssey
This is the experience you have been waiting for. Destinations you have always dreamed of. A chance to join other President’s Club winners on a once-in-a- lifetime adventure into one of the most beautiful, celebrated corners of the world. Come with us to the Mediterranean— and explore the timeless beauty of the gems of the Riviera. You will board the Seabourn Odyssey in Barcelona, Spain, and for the next seven days you will enjoy the unmatched style and comfort of a true luxury liner. You will sail up the famed Cote d’Azur and make port in the beautiful cities of Palamos, Sete, and Nice. Then you’ll sail south to Corsica and cast anchor under the towering white cliffs of Bonifacio.You will stop at the historic, charming island of Elba, once ruled by an exiled Napoleon. Then you’ll sail up the Italian coast to stunning Portovenere. Finally, you will sail west to glittering Monaco, where you’ll disembark with your horizons expanded, with the Mediterranean’s unparalleled sights, tastes, and rich culture transforming your vision of what is possible. For seven days you will live in the very lap of luxury and it’s all part of a voyage that will change your life!
Barcelona, Spain
Nice, France
Monte Carlo, Monaco
SENIOR DIRECTOR 3 ADVANCEMENTS NEW
Ian & Karen Multelwit Queensland Life changing results
The decision would prove to be a pivotal moment in the Muntelwit’s lives, setting them on a very different path. “We advanced our business to Director 2 in our first month and received our first cheque for $1,529.41 and realised that this business was real; we could achieve real results” says Karen. "We started to dream again." Fast forward four years and their dreams are a reality. “We are in complete control of our lives! Using our Melaleuca income we have been able to get rid of our debt and start over” say Ian, “The feeling of having choices and freedom to live life on our own terms is amazing! Our residual income has allowed Karen to reduce her work hours to part time and allowed me to quit my nine-to-five job.” There is a new found freedom that comes with having time and money. “In April our nineteen year old daughter, who lives at a distance, called and said that she would love to spend some time together. Two days later I was on a plane and on my way to spend some quality time with her which was only made possible by the time and money provided by our Melaleuca income. This is priceless.” says Karen. So what is the secret to Ian and Karen’s success? The answer according to Ian is twofold “You have to know WHY you are building this business—this is your inspiration to get you through the tough times.” Also, Ian says, “Make a decision to give it your all. I decided a long time ago that Melaleuca is the right business and I am the right person for the job. I chose me, and that is the most important thing. You must choose yourself if you want to succeed.” If accepting the daily grind of nine-to-five just to make ends meet isn’t for you, the next step is simple: make the decision to choose you and to give it your all. A dream life of freedom and possibility awaits you.
A wise man once said “You’ve only got three choices in life: give up, give in or give it all you’ve got.” Facing losing their family home and bankruptcy, Senior Directors 3 Ian and Karen Muntelwit chose not to give in or to give up. They chose the road less travelled and the results have been life-changing. Stuck in the daily grind of nine to five and struggling to make ends meet, Ian and Karen saw Melaleuca as the lifeline they had been looking for. “When we saw the Delivering Wellness Overview we understood the impact Melaleuca could have on our lives. Despite our dire financial situation we decided to enrol with a Home Conversion Pack and ten Membership Kits.” says Ian. The feeling of having choices and freedom to live life on our own terms. ” “
PREFERRED CUSTOMERS IN ORGANISATION: 515
"You have to know WHY you are building this business—this is your inspiration to get you throughthe tough times."
DIRECTORS IN ORGANISATION: 24
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SENIOR DIRECTOR 3 ADVANCEMENTS NEW
Carole Sellar South Australia There is no such thing as luck
Executive and incredible things started to happen. Carole showed Hayley the importance of making approaches and enrolling and Hayley put it into action, advancing her business to Director the very next month. The following month Carole advanced her business to Director 4 and so began a beautiful trend of Carole helping Hayley to advance her business and then—with much assistance from Hayley’s new customers—Carole herself advancing. Most recently, this provided a heart-warming dual advancement at U.S. Convention in May. In the company of Frank, McKay and thousands of Melaleuca Marketing Executives from around the world Carole advanced to Senior Director 3 and Hayley to Director 7. Carole recounts: “When I heard Hayley had advanced, I was completely overjoyed and filled with a sense of pride!” Did these advancements happen because of luck? Not according to Carole, “The key to [building] a Melaleuca business is personal activity, you can’t ask your team to do something that you’re not prepared to do.” The result: eight personal enrolments for Carole and seven members of her team achieving either Circle of Influence or Expanded Circle of Influence—giving Carole her best growth month ever. Many aspiring Senior Directors think that there has to be more than hard-work to building a successful Melaleuca business, something Carole experiences regularly: “I feel humbled that so many people ask me what my secret is!” to which she responds, “I’m just an everyday person, who used to make a living cleaning houses. I’m not special and I don’t hold any secret.” It’s true, Carole’s success, like all successful Marketing Executives, is down to a very simple formula: enrol customers—as many as possible, duplicate this by helping others make approaches and enrolments and lead by example! Congratulations to Carole on her awesome advancement, there will—no doubt—be many more! Stop wishing for a good luck streak. Save your lotto money. Instead, set a goal to change your life, work hard on that goal every day, and… very soon we’ll be congratulating you on your Senior Director advancement!
Many people use luck as their vehicle to success in life. Some put the same effort into their jobs each day and look forward to the lucky day when they get a promotion. Others habitually play the lotto, Keno or the pokies waiting for lady luck to give them just one big win! In either case, it’s very unlikely that luck will provide any meaningful change to your life. The truth is that luck is something you create, as Thomas Jefferson said, The harder I work the luckier I get. “ ” A great example of this is Senior Director 3 Carole Sellar. At 56 years of age, Carole was making-ends-meet cleaning houses. Many would have considered Carole unlucky but Carole has something far, far more valuable than luck to create her success: a very, very strong work ethic. In her very first month Carole teamed-up with her enroller Senior Director 5 Yvette Brewin. They worked really well together, Yvette helping Carole with approaches and presentations. The outcome: a Director 2 advancement with 15 personal customer enrolments and a $1771.39 cheque. It was the perfect way to start a Melaleuca business and it formed the foundation for everything that followed. On April 14th 2014 Carole enrolled a new customer and a partnership that would enhance two lives was born! Director 7 Hayley Harding joined Carole as a Category 3 Marketing
PREFERRED CUSTOMERS IN ORGANISATION: 547
“The key to [building] a Melaleuca
business is personal activity, you can’t ask your team to do something that you’re not prepared to do.”
DIRECTORS IN ORGANISATION: 23
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DIRECTOR 3 in 60 days
At this year’s Convention, General Manager Daniel Wood, used a snowball metaphor to introduce enhancements to Melaleuca’s New Day Compensation Plan. Making a giant snowball means starting off with tiny ball of snow that fits in your hand. Give this little ball a push, roll it down a hill and momentum builds. The growing snowball gains speed and size as it rolls to the point where it’s unstoppable! Sitting and listening to this explanation was Director 7 Hayley Harding. The message resonated with Hayley so right then and there she made a decision: 2016 would be the year she changed her life: “It was like a light bulb went off inside my head. Until then, I wasn’t giving my Melaleuca business 100%, and I didn’t really think Senior Director was a possibility, but Convention changed everything for me” Hayley recalls. Immediately upon her return home to South Australia she went to work and enrolled six new Preferred Customers. Amongst them was Darice Ostrenga “A friend, Rebecca (Bec) Altus, had recently lost her home in the Adelaide bushfires and I noticed Darice’s name kept popping up on Facebook. She was campaigning with passion and enthusiasm on Bec’s behalf, which made me think, ‘I want her in my Melaleuca business, she’d be great at what I do!’” Over four months Hayley built a relationship with Darice, all the time thinking how she could help her with Melaleuca: “I uncovered a need for Melaleuca’s products and income opportunity and eventually I convinced her to give Melaleuca a try.” Like all great leaders, Hayley wanted Darice to see the value of Melaleuca straight away. They partnered up and Darice enrolled 11 Preferred Customers in her first 30 days, double advanced to Director 2 and received a cheque for $1,142.99. In April Darice enrolled another ten Preferred Customers and started to duplicate her own success: she helped her personal enrollee Eun Jin An double advance to Director 2. This personal activity and duplication enabled Darice to advance to Director 3 in just 60 days and earn a cheque for $3,593.57! With true joy in her voice Hayley recalls, “When I learned that Darice had advanced to Director 3 in 60 days, I was absolutely over the moon!” She then explains what teaming-up means to her as a Melaleuca leader: “When I commit to helping someone, I go all in. I devote myself 100% to their goals, and go above and beyond to make them realise that we’re in this together; and that they are not alone in their successes and failures.”
Hayley Harding, Director 7 Darice Ostrenga, Director 3
To develop a new Director 3 in 60 days, it’s important to keep things simple. Hayley reflects on how she applied the New Day Compensation Plan strategically to motivate Darice “Rather than overload her with jargon and detail from the Compensation Plan right off the bat, I decided to keep her focused on what mattered: approaching and enrolling Preferred Customers. As time went on, I began drip-feeding her information to motivate her.” It really is that simple in the early days, approach and enrol … approach and enrol. This way, the commissions and bonuses take care of themselves and you create a story which will help you duplicate your own success. Hayley’s and Darice’s success stories are like the snowball: a little push, a lot of hard work and two lives have been enhanced— potentially forever.
“When I commit to helping someone, I go all in. I devote myself 100% to their goals, and go above and beyond to make them realise that we’re in this together; and that they are not alone in their successes and failures.” Hayley Harding
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CONGRATULATIONS TO THOSE HEADING TO FIJI FAST TRACK AUGUST 2016
Join us in celebrating the winners of the Fiji Fast Track competition. These Marketing Executives have qualified for an expenses paid trip to Fiji, staying at the Sofitel, 11-15 August 2016.
Ian & Karen Muntelwit, QLD, Senior Director 3
Carole Sellar, SA Senior Director 3
Cyreen & Colin Davidow, WA Directors 8
Alexis Shuttlewood, QLD Director 7
Hayley & Ben Harding, SA Director 7
Tanya Wieden & Dean Bennett, QLD Directors 7
Carolyn Jennings, VIC Director 4
Betty & Louie Bouras, SA, Director 3
Kerri-ann Richardson, NSW Director 3
Darice Ostrenga & Shannon O'Riley, SA Directors 3
These Marketing Executives have earnt a $200 Prize
These Marketing Executives have earnt $100 Loyalty Shopping Dollars
Jude Scott, NZ, SD9 Robyn Boyle & Bohden Wharton, QLD, D9 Kirsty & Randall Bonner, SA, D7 Elise & John Berenger, WA, D4 Rebecca Lang, QLD, D4 Sandy & Bryan Paull, QLD, D3 Andrew & Letitia Matsen, QLD, D3, Wendy Steindl, QLD, D3
Rheanna & Ernie Nagy, QLD, D3 Robert Veljanoski & Grace De Vries, NSW, D2 Sue Stringer & Peter Roberts, QLD, D2 Rachael Jobson & Melanie Butler, QLD, D2 Maxine & Carl Van Den Berg, NZ , D2 Karli McColl Jones, VIC, PA3
Grant & Alison Thorpe, QLD, SD4 Kathryn & Shane Cross, QLD, D4 Lauren Ash & Daniel Probst, VIC D4
Anne Greeff, NZ, D Samantha Taylor, SA, D
Robert & Elloise Dunne, QLD, D Patricia & AndrewWatson, VIC, PA3
Suzanne Barnes, ACT, D3 Deborah Bartlett, WA, D2
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It all starts with a phone call.
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Want to speed the growth of your organisation? Double your phone calls. Phone calls lead to appointments. Phone calls are the simple fuel that powers your business.
FOCUS ON THEIR GOALS, NOT YOURS
3 WAYS SHARING MELALEUCA CAN BE SIMPLE AND FUN FOR EVERYONE INVOLVED EASY APPROACH
A good approach will focus on how the individual you are approaching can benefit from Melaleuca. This means you need to understand the current needs and goals of the potential customer you are approaching. Adjusting your focus from your goals to the goals of your potential customer or business partner can make all the difference. A year ago, Director 2Katie Foret turned downMolly’s invitation to become a Melaleuca Preferred Customer. So when Molly approached Katie a second time, she adjusted her approach and made it all about Katie’s goals. “I decided to give her a call and make it more about her,” Molly says. “I said, ‘Katie, you have got five kids, you own a business, and your husband works full time. I know I can help you reach whatever goal you want. Whether it’s financial or it’s health needs for your kids, I just want you to know that I can help you do that.” Katie agreed to meet with Molly and is now building a Melaleuca business of her own. Another example of this is North American Director Heidi Crouch. Heidi was a Melaleuca customer who had referred customers to Molly in the past. So when Molly approached Heidi about possibly building a business, she focused on what Heidi wanted to do. “I told her I was looking to help others reach their goals,” Molly recalls. “And I wanted to know if she was ready to commit to a goal and let me help her reach that goal.” Heidi said yes and made the goal to reach Director. Together the two of them made a plan to make this happen. “It has to be about their goals, not the goals you want them to have,” Molly says. “Heidi’s goal was to reach Director, so that’s what I helped her do.”
You love Melaleuca products and you know your friends and family could benefit from learning more—but you’re not sure how to approach them. What should you say? What should you do?
How do you overcome concerns? North American Executive Director 2 Molly Koenig shares her advice for making approaches easy, fun, and stress-free for everyone involved.
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MAKE IT FUN
When you know your guests are going to have a good time, it makes it easier for you to invite them and more appealing for your potential customers. “That’s always my goal: when guests walk away they should be glad they came,” Molly says. “Whether they become a customer or not, my job is to make sure they learn something. They should feel like they’re a better, more informed consumer. If you focus on just sharing what you know while making sure they have an enjoyable time, it’s more fun for all of you. And it takes the pressure off when you approach somebody, because you know they will have a good time.” So how does Molly make it fun? It depends on the individuals she’s working with. When Molly approached North American Director 3 Nicole Allison, she focused on developing beauty from the inside out and teaming up to create a night out for women. “Nicole owns a handmade jewellery line,” Molly says. “So when I called her, I asked if she wanted to join forces to create an event for women that would help them feel and look great from the inside out. She said, ‘Absolutely.’ If I would have made my approach really business-driven, I think she would have shied away.” When working with North American Director 4 Kristen Condon, whose passion is fitness, the two women created a boot camp where men and women worked out and then talked about nutrition, meal plans, and how Melaleuca could help them with their fitness goals. “You keep it fun by knowing who you’re working with and what fun means to them,” Molly says. “Working out might not be fun to everybody, but Kristen’s passion is fitness, so that was so much fun for her. For Nicole, it was jewelry and fashion and inspiring others to look good from the inside out.”
TAKE THE PRESSURE OFF
Most folks are a lot more interested in hearing what you have to say if they know you’re not going to pressure them into buying something. That’s why Molly trains all her business builders to close their approaches by letting potential customers know it’s okay to say “no.” “It’s okay if it’s not for everyone,” Molly says. “When you invite someone, tell them, ‘You’re free to leave your wallet at home. You’re going to get some amazing information, but it’s okay if this isn’t the store for you. You’re still going to walk away thankful you listened.” The same is true when talking to customers about building the business. When Molly approached Director Keri Lister, she could tell Keri was nervous that saying “yes” meant she was making a long-term commitment. So Molly kept the focus on Keri hosting one in-home and then going from there. “Keri was worried she didn’t have the time to build a Melaleuca business,’ Molly says. “I told her, ‘Let’s just plan one in-home. Pick the night that works for you and your family, and let’s see if it’s fun. If it’s not, that’s okay, we don’t have to continue. But if it is, then we can map out a plan.” Keri had six guests come to her in-home and five enrolled as customers. Three of those customers also wanted to partner with Keri to build a business. By taking the pressure off and keeping the focus light and fun, Molly helped Keri overcome her concerns and also gained a new business partner.
PRACTICE MAKES PERFECT If you want to get better at making approaches, the first step is practice. Make a goal to do at least one approach every day. Remember, it’s okay if you mess up or someone says “no.” No doesn’t mean never. Several of Molly’s new business partners are individuals who had previously told her “no.” The key is to keep the conversation positive and accepting. You never know when someone’s circumstances will change. If you’ve maintained the relationship, then you’ll feel comfortable approaching them again.
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DAILY ACTIVITY BIG RESULTS W e are half the way into 2016, and we can tell it’s going to be a stellar year. Melaleuca kicked off the year with the biggest growth month in our 30-year history —over 130,000 new customers worldwide enrolled in January 2016. The numbers keep pointing up. Products are flying off the shelves and retention rates are on the rise. This kind of growth isn’t lucky happenstance, it comes from Marketing Executives just like you! The excitement and vigor are catching on like wildfire, and dedicated Marketing Executives are experiencing some of the fastest growth ever.
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Executive Director Danie Branch 8 PERSONAL ENROLMENTS in January 4 PERSONAL ENROLMENTS in February Danie has experienced consistent growth and success since choosing to build a Melaleuca business in 2009. She has always focused on personal activity and leading by example. Just a few weeks ago, she was at the Leadership Celebration in Calgary and had three Directors approach her and ask her how she got to Executive. Danie told them, there wasn’t any secret to her success. “I told them ‘I do the same thing you do, I just do more of it,’” Danie says. “I just said, ‘You guys get told no. I get told no more.’” It’s easy to see that Danie is driven. She expects great things from her team, but she expects just as much or even more from herself. “My goal every month is at least Circle of Influence,” Danie says. “My team will see me doing the same things they do. If I don’t do the activity, how are they going to follow me? I lead by example.” Danie doesn’t procrastinate either. Momentum is critical to a thriving business. Once the effort is exerted to get it started, the momentum works for itself. Danie starts each morning with five to ten calls. She and her team always participate in Fast Track when they can, setting aside Monday night for Fast Track activities, and they focus their time on in-homes. “There’s no secret,” Danie says. “You just pick up that 500-pound phone.”
“I have the most fun when I’mdoing the Critical Activities. It’s always so exciting to share Melaleuca with new people. I ask new business builders, ‘Who are youmost excited to share this with? Doesn’t this information have value? Aren’t you glad someone shared it with you?” North American Executive Director 6 BonnieWright
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Executive Directors 4 Shelby &AJ Ford 8 PERSONAL ENROLMENTS in January 3 PERSONAL ENROLMENTS in February When asked what she and her husband AJ are doing differently to have seen so much growth lately, Shelby struggles to put her finger on it. They’re doing what they’ve always done—make connections, schedule appointments, and share the Melaleuca Overview—but she realises that they are doing more of those things. “It’s about numbers. The more people we show, the more we enrol,” she says. Shelby has also noticed that she and AJ have been more intentional in their activities—and Shelby’s Melaleuca day planner has come in handy for that. She wrote down how many enrolments she wants to have by the end of the year and broke down what it would take to get those enrolments— how many new names she would need to add to her contact list, how many phones calls and approaches, and finally how many presentations she would have to do to get the number of enrolments she wants. She made a handwritten list in her planner for the enrolments, and when a new customer enrols, she writes the name on her list. Seeing her list of names getting bigger and the empty slots getting smaller has really lit a fire under Shelby and AJ’s business. Along with that list, Shelby uses her planner to make sure their calendar is full of in-homes and one-on-one presentations. Because Shelby prefers to talk to people face to face, she doesn’t focus on making a certain number of phone calls each day or week. Instead, she focuses on the result of those approaches. “I set a goal for a certain number of appointments a week—four a week or five a week, whatever that number may be—and that’s what I work for.” Shelby truly believes anyone can experience the kind of growth she has seen lately. “Just keep it simple,” she says. “Develop an ongoing contact list. Nail down a couple of approaches you’re comfortable with. Feel good about what you’re saying. Get 20 customers, and as soon as possible, find someone to team up with.”
Executive Directors 9 RobinWaugh-Castle andGeorge Castle 9 PERSONAL ENROLMENTS in January 10 PERSONAL ENROLMENTS in February “The key to our growth has been to get really serious about making appointments,” Robin says. “We got more aggressive and took out our contact list to see what we could do, and then do. it on purpose.” Between January and February, Robin and George had 19 enrolments: three came from what they call “walking and talking” and just striking up conversations with people they meet, two came via social media, two were company referrals, one is their new tennis coach, two came from their association with Business Networking International, six were former customers or Marketing Executives who reenrolled, and three were young adults who showed up on their doorstep selling things. The first young man was in nursing school, so he was going door-to-door to wash cars to raise money. Three days later, George and Robin were about to give an Overview when their doorbell rang and they opened their door to find a young man and young woman selling guitar lessons. George invited them in to see the Overview. They enrolled on the spot and haven’t peddled guitar lessons since. “Reenrolling former customers was not happenstance,” Robin says. She and George know that timing is everything, and they make an effort to stay in touch when those in their organisation go a different way for a while. When the timing is right, Robin and George can give them the support they need to jump back in. “We’re just working harder than we did the year before,” George says, “and that’s where the results are coming from. If you’re doing the work, even if you don’t get the results right now, your time will come.”
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MELALEUCA’S SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES
BUILD YOUR CONTACT LIST
SET APPOINTMENTS
PRESENT MELALEUCA: AN OVERVIEW
STRATEGY SESSION
21 JULY/AUGUST 2016 | MELALEUCA.COM
Executive Director 7 Gina Neef 6 PERSONAL ENROLMENTS in January 5 PERSONAL ENROLMENTS in February When you ask Gina what she’s been doing to see such great results, her answer is simple. “I’ve been working harder!” she says. “It’s pretty clean and simple. I’ve been working more hours. Adding more names to my contact list. Having more focus. Working a little harder and a littler smarter.” In her 13 years building a Melaleuca business, Gina has never had a month without an enrolment. As a single mum who has put part-time hours into her business, Gina knows just how important it is to work smart and focus on the activities that bring results—building her contact list, making four to five phone calls a day, and scheduling multiple appointments each week. She’s also seen how accountability can play a big role for her team. “I text a group of about seven people every single evening what I’ve done—how many new calls I’ve made, how many appointments I’ve made—and that helps because I don’t want to text my team and tell them I haven’t done anything that day.” Gina has included a couple of new Marketing Executives in the group texts. “I think it gave them a real good explanation of why some of us are where we are—seeing that it does take work. It helps me lead by example and show what it takes to climb through the statuses in the form of daily activities.”
Executive Director 6 BonnieWright 13 PERSONAL ENROLMENTS in January 5 PERSONAL ENROLMENTS in February Leadership and example go hand in hand for Bonnie. “The speed of the leader determines the speed of the pack,” she says. “Your team can tell whether you’re working or not. If you’re struggling with your team’s attitude on personal activity, remember that it’s a reflection of you.” Bonnie knows everyone has their ups and downs, but she says the only thing flat about a flat spot is usually the leader’s attitude. “They probably got into management mode,” she says. “They stopped doing that essential activity—enrolling customers.” Whenever Bonnie needs a boost of momentum, she hits a mental reset button and challenges herself to “re-advance” to Director and personally enrol eight new customers. She has made it a priority make business building fun. “If it’s not fun, why would anyone do it?“ she asks. “I have the most fun when I’m doing the Critcial Activities. It’s always so exciting to share Melaleuca with new people.” Bonnie knows how to make sure that excitement spreads. “I ask new business builders, ‘Who are you most excited to share this with? Doesn’t this information have value? Aren’t you glad someone shared it with you?’” She sees new business builders light up when she asks these questions, and they have a whole new energy to their approaches. For Marketing Executives who are ready to climb out of a flat spot and usher in a new season of growth, Bonnie has some advice: “You have to work on you. Are you someone you would want to follow?”
These examples give you a sneak peek into the goals, habits, and attitudes behind five very different Marketing Executives. While their approaches and preferences vary, there is a constant refrain found in their success stories: daily activities make all the difference.
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Results vary. Articles feature US and Canadian Marketing Executives.
ALWAYS BE INVOLVED WITH FAST TRACK
LEAD BY EXAMPLE
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JULY/AUGUST 2016 | MELALEUCA.COM
HELPFUL HINTS for COLD and FLU SEASON
A DAILY HABIT FOR HEALTH Multivitamins help bridge nutritional gaps while supporting overall health. Take the Peak Performance Pack each morning and night to maintain a healthy lifestyle.
CHECK YOUR DATES This is the perfect time to check expiration dates and restock items that have expired.
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SOOTHE YOUR SKIN No season is harder on your skin—especially your hands—than winter. Keep your skin as healthy and soft as spring with Melaleuca’s proven formulas.
23 JULY/AUGUST 2016 | MELALEUCA.COM
*Not Sold in AU/NZ
Be winter wise with a well-stocked medicine cabinet.
Winter is the season of sniffles, coats and coughs, rainy weather and dry hands. It’s the one time of the year your medicine cabinet really gets a workout. To make sure everyone in your family finds just what they need to help them feel better, we’ve put together this handy guide of Melaleuca must-have products to keep relief on hand all season long—and they’re all available at Melaleuca.com.
Sol-U-Guard Botanical™ Hand Wash Using the natural cleansing power of the herb thyme and citric acid, Sol-U-Guard Botanical Hand Wash washes away dirt and bacteria while glycerin, aloe, and vitamin E keep hands soft. PURE™ Blue Heat—Soothing Blend A powerfully penetrating and soothing combination of wintergreen, peppermint, camphor, German chamomile blue, and osmanthus absolute—perfect for massaging in after a hard winter’s day. (Use with carrier oil for massage.) PURE™ Armor—Protective Blend A proprietary essential oil blend of cinnamon, clove, eucalyptus, lemon and rosemary to help freshen, cleanse, and purify . Clear Defense® Clean hands are one of the best ways to prevent the spread of germs. Clear Defense kills 99.99% of germs no matter where you are—no sink required.
Peak Performance Pack Getting proper nutrition every day is essential to helping your body perform at its peak all winter long. PURE™ Vapor—Respiratory Blend A proprietary essential oil blend of of eucalyptus, peppermint, cypress, may chang, myrtle, bay, and elemi to help soothe and support respiratory comfort. Activate Immune Complex® Activate Immune Complex has an all-natural blend of ingredients to help boost your immunity. May help relieve and ease symptoms and reduce the severity and duration of mild upper respiratory tract infections such as the common cold. Renew Intensive Skin Therapy™ Winter conditions can dry your skin further. Renew Lotion can help restore your confidence. Smoother, softer skin doesn’t just feel healthier, it looks healthier.
JULY
JULY
AUGUST
A SOOTHING SET for HYDRATED SKIN Save up to $14.95 with the Skin Hydration Duo, containing Renew Lotion 591mL and Renew Body Wash this July.†
A POWERFUL BOOST for IMMUNE DEFENSE Save up to $17.50 when you purchase the Cold Relief Pack, containing on Activate Immune Complex™ in July.†
AN ESSENTIAL PACK of PURE RELIEF When you purchase the PURE Diffuser paired with your choice of one PURE Essential Oil Blend, from Peace, Armor or Blue Heat save up to $10.20. Online only this August.†
† See your monthly order insert featuring July Specials or August Specials for full details and more great value offers.
Designed for those who want to take control of their own well-being, Peak Performance Total Health builds on the research-backed formulas in the Peak Performance Pack and adds specialised supplements that specifically target and help maintain the normal healthy function of your cardiovascular system, brain and memory, vision, and bone and joint health. It’s unrivaled, full-body nutritional support for those who expect the very best from themselves and the supplements they take. Peak Performance Total Health is the most comprehensive nutrition pack we’ve ever created. From head to toe, if offers profound benefits you can’t find anywhere else. Benefits for every bit of the body.
Vitality Multivitamin &Mineral™
The vitamins and minerals you need every day in amounts that optimise health and are powered by Oligo ™ for superior absorption and minimal free radical generation. CellWise™ A broad-spectrum antioxidant that helps safeguard against free radical damage throughout the body for the maintenance of good health.
ProvexCV® Assists in the maintenance
of peripheral circulation. May assist in maintaining peripheral circulation and promoting general health.
Florify® Delivers 10 billion colonies of flora from seven diverse strains to help build and maintain a healthy digestive system while boosting the absorption of nutrients and helping support immunity. Recover AI™ A proprietary blend of natural ingredients promotes normal inflammatory response to offer soothing relief and natural support for healthy joint and muscle function.
PEAK PERFORMANCE TOTAL HEALTH
OPTIMISED FOR FULL-BODY HEALTH
WOMEN’S DIETARY SUPPLEMENT
25 JULY/AUGUST 2016 | MELALEUCA.COM
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