EN
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 enroler, 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
Read the Preferred Customer Benefits booklet located online under Download & Print Centre. Set up your online shopping account. When you enrolled as a new Preferred Customer, Melaleuca sent you an email with your customer number and username. The message contains instructions on how to easily set up your online account and password.
Purchase a Value Pack. Now that you’ve found some of the safest, most effective wellness products on the planet, don’t hesitate to replace the grocery store brands you may have been using before! To help make the conversion, Melaleuca offers new Preferred Customers the opportunity to purchase a Value Pack, saving additionally 30% off the preferred 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 enroler 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.
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SIMPLE STEPS TO SUCCESS 3
Exclusively available for new customers! 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 Preferred Customer, you can purchase the Value Pack. That limited-time pack features most popular Melaleuca products at additional savings compared to the already-discounted Preferred Customer prices. You’ll discover the Melaleuca difference in virtually every area of your home: from nutritional supplements, and personal care products to safer-for-your-home cleaning and laundry systems. While purchasing a pack is not required, this is the best way to give you the chance to become familiar with a wide range of Melaleuca products. The pack also helps 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.
INCREDIBLE SAVINGS
Value Pack price*: £ 188 / € 225 30% Save additionally off Preferred price
* As compared with the Preferred Customer price when purchased individually.
Images may vary. For latest line-up, please visit eu.melaleuca.com.
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SIMPLE STEPS TO SUCCESS 5
EXCEPTIONAL BUSINESS MODEL
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, catalogues, 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.
CONSUMABLE PRODUCTS
HIGH REORDER RATE
REAL REPEAT INCOME 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, enrol that customer, and from that point forward you earn a check every single time that customer shops with Melaleuca.
REASONABLE PRICES
95
LOYALTY SHOPPING REWARDS
Loyalty Shopping Rewards Preferred Customers receive Loyalty Shopping Rewards. This programme drives ongoing shopping like no other. Each month customers earn up to 15% (IE: 20%) of their Products Points back to use towards products. Customers stay and shop, and you earn repeat income.
High Reorder Rate It’s well documented that at least 95 percent 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, and Melaleuca.com is one of the largest online wellness shopping club. 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 eu.melaleuca.com. You don’t have to worry about handling inventory, making a big investment, or giving repeat sales presentations. And since anybody can build a successful Melaleuca business, your organisation can be full of everyday, average customers who refer a customer from time to time. Those referrals continually fuel your repeat income.
EXCEPTIONAL PRODUCTS
LEADERSHIP POINTS
OVER 250 PRODUCTS TO CHOOSE FROM
PRODUCTS TO CHOOSE FROM 250 +
PREFERRED CUSTOMER PROGRAM
If a customer bought only 35 Product Points a month, it would take them over three years to buy every single product in Melaleuca’s product line. That’s because consumers have a huge variety of products – 250+ and growing – to choose from. They can shop this month for products they may not have purchased last month. As a result, customers come back to Melaleuca to shop again and again.
There are several key reasons only Melaleuca can provide reliable repeat income…
Preferred Customer 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, Preferred Customers get a big discount on Melaleuca products, This customer loyalty program rewards ongoing purchases and creates true repeat income for you.
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 residual and recurs every month.
It takes unique products to create ongoing repeat income. The Peak Performance Pack, the Access Bars, Renew Lotion, and Diamond Brite Automatic Dishwasher Detergent are just a few examples of products developed by Melaleuca and our scientific partners – products our customers can’t live without and purchase again and again.
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WHY ARE YOU BUILDING A MELALEUCA BUSINESS?
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!
PLAN ON THE 20 / 20 CLUB.
Commissions
Product Introduction Commission : Earn a 50% commission on your new personal customer’s first 150 Product Points purchased during their first month. Personal Customer Commission : Earn up to 20% of the Product Points that your personal customers order each month after the first month. Organisation Commissions : Earn 7% of the Product Points ordered by customers who were enrolled by someone else in your organisation.
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 enrol 20 customers in your first 90 days, you begin earning the 20% 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 £/€ 1 000 when you reach Director 3! Need a plan? Try this! Month 1: Personally enrol 10 new customers. Month 2: Personally enrol 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!
Bonuses
A
You receive bonuses whenever: You advance your business.
WHAT I NEED TO ACCOMPLISH MY GOAL:
2. WHY IS YOUR GOAL IMPORTANT TO YOU?
Directors
Each time you advance to a new status of Director or above, you will receive a one-time Advancement Bonus. Others in your organisation 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. As your business grows, you can earn more bonuses. Director 3 and above can qualify for the Critical Activity Bonus. Senior Directors and above earn Financial Wellness Bonus ranging from £/€ 600 to £/€ 1 100 per month.
Enrolments
Overviews
B
Appointments
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
C
MY NUMBER OF DAILY CALLS/APPROACHES:
MY ACCOUNTABILITY PARTNER:
See Melaleuca’s Compensation Plan for details: eu.melaleuca.com
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PACESETTER BONUSES – 2X PAYOUTS FOR SPEED.
As you enrol more customers and help some of them do the same, your business grows. When you grow a little faster, the bonuses double!
ADVANCEMENT BONUS
TIME FRAME (MONTHS)
ON PACESETTER 2X BONUS
STATUS
£/€ 200
Director
£/€ 100
1–2
£/€ 400
Director 2
£/€ 200
3
£/€ 1 000
Director 3
£/€ 500
4
£/€ 1 000
Director 4
£/€ 500
5
£/€ 1 000
Director 5
£/€ 500
6
£/€ 1 200
Director 6
£/€ 600
7
£/€ 1 400
Director 7
£/€ 700
8
£/€ 1 600
Director 8
£/€ 800
9
£/€ 2 000
Director 9
£/€ 1 000
10
£/€ 4 000
Senior Director
£/€ 2 000
11–12
£/€ 13 800
£/€ 6 900
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SIMPLE STEPS TO SUCCESS 11
YOUR CRITICAL BUSINESS- BUILDING ACTIVITIES.
As you enrol 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 its 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 enrol 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, LinkedIn, Twitter, 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 favourite 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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SIMPLE STEPS TO SUCCESS 13
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. Truck drivers 30. Cab drivers 31. Bus drivers 32. Bakers 33. Car salespeople 34. Hostesses/hosts 35. Servers 36. Chefs 37. Cashiers
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. Publishers 72. Social workers 73. Printers 74. Surveyors 75. Bank tellers 76. Accountants
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.
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
38. Dishwashers 39. Office supply salespeople 40. Department store salespeople 41. Appliance repairmen 42. Flight attendants 43. Travel agents 44. Locksmiths
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. Hunting partners 110. Tennis partners 111. Ski lift riders 112. Golf pros 113. Bridge 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 48. Decorators 49. Inspectors 50. Carpet layers
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. Parking attendants
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
is looking for an extra source of income
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
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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SAMPLE APPROACHES
CRITICAL BUSINESS- BUILDING ACTIVITIES
Focused on Peak Performance “Once I’ve gotten to know them, I’ll ask, ‘What supplements do you use that complement your nutrition?’ or ‘What supplements do you use to increase your strength in the gym?’ They might say, ‘Well, I don’t really take any’ or ‘I’m not seeing much results from the ones I’m taking.’ Then I can say, ‘Well, I’d love to show you what can help you see better results. I’d like to show you the science behind some really good nutritionals that can improve your fitness level in the gym’ or ‘aid in your ability to lose weight.” – BROOKE PAULIN NATIONAL DIRECTOR 9 After taking the Peak Performance Pack 90-day challenge and getting the results back on your own blood work: “Deanne, I am so excited! I just had some lab work done. My numbers have really improved in the last 90 days, and I have more energy. I would really love to share my results with you and tell you a little bit about what I am doing to improve my health as well as share some of the science behind it. Could we meet for lunch this week?” – JENNIFER BECKER EXECUTIVE DIRECTOR 2 Health-Focused Approaches “I don’t know if you know, but I’ve partnered with a company that specialises in helping people get the harsh chemicals 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.” – MICHELLE SMITH CORPORATE DIRECTOR 4 “I have partnered with one of the largest online wellness shopping clubs and we manufacture an entire line of products addressing today’s health needs such as metabolic health, heart health, weight management, and more. We’ll have to get together so I can share more.” – STACY BODNAR EXECUTIVE DIRECTOR 9
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Corporate Director 3 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?”
General Approaches “Hey, John, I’m excited about a new business that my wife and I recently started. We love it because we get to work from home. We’re looking for some people to partner with, and I’d love to show you what we’re doing
to see if it might make sense for you.” – MARK ATHA CORPORATE DIRECTOR 3
“Have you heard of eu.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 customer for years and wouldn’t live without it! Only customers can refer customers, so why don’t we grab a coffee and I’ll show it to you.” – SANDI SULLIVAN EXECUTIVE DIRECTOR 4
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 enroler and your support team. And check out eu.melaleuca.com/ GettingStarted for specific training on making approaches.
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SHARE MELALEUCA: AN OVERVIEW CRITICAL BUSINESS-BUILDING ACTIVITIES 3
“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 organisations 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 enroler and customers 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. Successful Melaleuca business builders use Melaleuca: An Overview because it’s simple and can be easily duplicated.
Share the complete Melaleuca: An Overview presentation
• Have they ever tried a home-based business before? • Are they married? • Do they have children? • What do they do for fun? • Would £/€ 500 per month help them in a significant way? • Does more time with their family mean anything to them? • Are they concerned about their finances?
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: • The online version can be found at eu.melaleuca.com. • The booklet is available to purchase and is perfect for one-on-ones, and you should always keep it on hand as a backup.
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 enrolee 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: Preferred Customer, supplemental income, or significant income.
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During the Melaleuca: An Overview presentation, you will discuss how some customers choose to be Preferred Customers while others choose to take advantage of our unique business opportunity – in addition to purchasing our products. Determining which category your new enrolee belongs in will also determine your next step.
PREFERRED CUSTOMER Shop and save: 30% to 50% discount
SUPPLEMENTAL INCOME
SIGNIFICANT INCOME
Earn a few hundred to a few thousand pounds/euro per month
Earn several thousand pounds/euro per month
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. • So during the Strategy Session, you’ll want to share the importance of getting started with Value Pack.
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 enrolee 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 (Preferred Customer), you’ll want to: • Help them place their first order and answer any questions they may have. • After two weeks, follow up with them. What questions do they have? Which product is their favourite so far?
Go through the Melaleuca Country catalogue or product price list and help your new customer pick out the first products they would like to try. Call Melaleuca at UK 0800 032 0562*/ IE 1800558 502* or go to eu.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 is to have a Value Pack on hand at the time of enrolment so your new customer can take advantage of the additional 30% 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 enrolments and sustained growth. Businesses that consistently hold Strategy Sessions have higher average commissions, higher average growth rates, and lower attrition.
*Freephone number for landline users. For calls from mobile phones or abroad, costs may accur.
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SIMPLE STEPS TO SUCCESS 21
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 enrolee 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 enrolee 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. Leverage the power of pacesetter Commit them to the Pacesetter Programme. Pacesetter is a set time frame with incentives and deadlines for performance. A goal without a deadline is only a wish. Help them see that if they stay on Pacesetter schedule, they can earn double the one-time Advancement Bonuses. 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 enrolee 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 enrolee personally refers 20 customers and helps two others get to Director by doing the same, your enrolee will likely be a Director 3 in the first 90 days. That’s the right way to get started!
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 enrolee 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 enrolee 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 enrolee 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 enrolee 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.
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5
3
EU CONFERENCE Nothing fuels
JANUARY LAUNCH Start the year off on a high note, with an engaging video presentation. It’s the perfect venue to invite a friend and share the benefits of Melaleuca. And you won’t have to travel far. With several locations, it’s easy to find a January Launch near you.
ROAD TO SENIOR DIRECTOR Once a year qualified D4 and above gather for three days of world-class business training, inspiration, and fun. They’re joined by members of Melaleuca’s management team, and select business builders.
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Commit to scheduled times and ways to communicate
momentum for your team and business like EU Conference. A full day is packed with hands-on business training, new-product announcements, powerful speakers, and up-close moments with Melaleuca’s most successful leaders. Leave prepared to advance your business to the next level.
“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 centre!” – Darrin Johnson, Senior Vice President Of Sales
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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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 enroling 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 fig- ure 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 recognised 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.
Visit the Recognition Centre at eu.melaleuca.com for more information.
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A Melaleuca Fast Track is a results-driven programme designed to help your organisation grow. A series of meetings lasting four weeks, Fast Track helps partici- pants set goals, create action plans, implement those plans, report results, and celebrate success. Team leaders provide motivation, support, and training, and facilitators organise 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). Fast Track can be organised as an individual competition or a team contest. Leaders: As a general guideline, in the team competition 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 organised, accountable, and willing to put in extra energy and effort to keep the team focused on goals. Individual Fast Track: every leader can participate in the competition by just qualifying to the requirements, working with his team to advance and help others reach their goals. Teams: Teams usually consist of 4-6 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 £/€ 20 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 organisation. No one works harder than these leaders.” – Executive Chairman Frank L. VanderSloot
FIVE ESSENTIAL ACTIVITIES MAKE UP THE CORE OF EVERY FAST TRACK EVENT
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 enroling 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.
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 enrolments, 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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SIMPLE STEPS TO SUCCESS 27
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LEAD BY EXAMPLE
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 What would you think if the CEO of Ford Motor Company drove a Toyota? If your favourite 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. Learn everything you can about them, gain your own product experiences, and get in the habit of consistently sharing product information with others. The people in your organisation will follow your example and convert their own homes, spreading a powerful belief in the products and building a strong business foundation.
Melaleuca business leaders lead by example because they know their actions are usually duplicated by those in their organisations. Are they professional, product-centered, and positive? If so, others will duplicate their actions. Are they disorganised, 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 Launch Events 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.
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 organisation, 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. eu.melaleuca.com.
Reach us Monday–Friday, 8:00 - 13:00 UK 0800 032 0562* IE 1800 558 502* 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
*Freephone number for landline users. For calls from mobile phones or abroad, costs may accur.
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SIMPLE STEPS TO SUCCESS 29
APPENDIX
APPENDIX
FREQUENTLY ASKED QUESTIONS Melaleuca’s Business Development department has compiled answers to the questions most frequently asked by customers. Talk to your enroler or call Business Development at UK 0800 032 0562*/IE 1800 558 502* for answers to other questions you may have.
Monthly Business Reports For what time period are commission and bonus checks 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 check 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 organisation. This is an extremely valuable document for building and reviewing business activity.
Building your organisation How do I place new personal customers in my organisation? You are allowed to “manage” five customers or Marketing Executives on your first generation. You can place customers in those positions or in the organisations of customers in your organisation. We do not tell you how to structure your organisation; we recommend discussing all business-building strategies with your enroler and support team. Who is my Marketing Executive? The first person in your support team. Your Marketing Executive and your enroler are your primary resources in building your business.
May I move someone within my organisation? Melaleuca discourages organisation changes. Melaleuca will review organisation change requests with written consent of all seven support team customers above the customer or Marketing Executive who would like to be moved. An Organisation Change Form with original signatures is required. Both the person being moved and the enroler need to sign the form. There is a fee of £ 20/€ 28 for the original move and £ 7/€ 10 for any related moves. An Organisation Change Form must be completed for each person being moved. To have changes done for £ 7/€ 10, all related forms must arrive together. We suggest you work closely with your enroler and/or support team when undertaking this type of request for change. (See Statement of Policies, #19, “Transfer from Original Organisation.”)
Whom do I put down as “Enroler” on the Customer Membership Agreement?
Enroling a Preferred Customer How do I enrol a new customer? Use Melaleuca’s Online Enrolment tools located in the Business Centre portion of eu.melaleuca.com. Fill out the Customer Membership Agreement completely, including correct numbers, shipping and mailing addresses, and phone numbers. Include account information and the required signatures. Call the toll-free enrolment line (UK 0800 032 0562*/IE 1800 558 502*), then mail, the completed paperwork to Melaleuca. You can also enrol customers online at eu.melaleuca.com. Is it possible for someone else to be set up on my credit card or checking account as a Preferred Customer? No. Each customer or Marketing Executive must have an account of which they are the owner and from which they are authorized to withdraw funds. Using your own checking account, savings account, or credit card to enrol someone may be cause for termination. If I do not have a credit card, checking account, or savings account, can I enrol as a Preferred Customer? No. A credit card, checking account, or savings account is necessary. I want my new customers to receive the Preferred Customer discount. Can they shop if their paperwork has not yet been received by Melaleuca? They can place an order with a credit card or a checking account before their paperwork is received. We give all customers the Preferred Customer price on their first order. After that, we need to receive the paperwork for the Preferred Customer discount to continue and for them to use a checking account. Do I need to pay a Customer Membership Fee? Yes. The Membership Fee is the key that unlocks your Melaleuca Membership and enables you to save 30%–50% off retail price and enjoy many other benefits of membership.
What happens to the structure of my organisation if a customer is not active?
When can I view my Monthly Business Report? Monthly Business Reports are available to view online at eu.melaleuca.com on the 12th 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.
The enroler must be the person who introduced the new customer to Melaleuca and helped them 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 a minimum of 29 Product Points. If a customer goes inactive for two consecutive months, they automatically lose their position in the organisation. (See Statement of Policies online, #39, “Roll-Up Policy.”) A Marketing Executive in my organisation has not personally produced the required Product Points for the past two months. Is there any way to keep him from losing his marketing organisation? Two months without producing their Product Point minimum means automatic loss of their marketing organisation. What will happen to a customer who was inactive for two consecutive months and places an order for 35 Product Points in the third month? Because they purchased in the third month, they will reactivate back into the original organisation in the first available position under their original enroler. How can I change my electronic checking account information? Fill out and sign a new Customer Membership Agreement form, Section 2, and send it in with a new voided check. Someone in my organisation discontinued their Preferred Membership. Can they still purchase products? They can still purchase directly from the company as a Regular Customer and have their products delivered to them. Regular Customers pay the regular price instead of the 30%–50% discounted Preferred Customer price. Regular Customers will not maintain an organisational spot in your marketing organisation unless they produce the minimum Product Point requirement. Is my Melaleuca business inheritable? Yes, you can will your business (see Policy #17). These transfers must be approved by Melaleuca.
Changes in your business How do I change my Preferred Customer information on my Customer Membership Agreement form?
Simply call Customer Service at UK 0800 032 0562*/IE 1800 558 502*. Some items do require the submission of a new Customer Membership Agreement form. A Call Centre Agent can give you more details at the time of your call. Can I “move” a new personal enrolee? Yes. An enroler can move a personal enrolee to a different position within the month of enrolment by going online to eu.melaleuca.com and clicking on the New Enrolee Change (NEC) tool. This online tool will allow enrolers to move a customer during the customer’s month of enrolment. An enroler can also move a personal enrolee within their business organisation up to two months following the month of enrolment by using the New Enrolee Change online tool. In the two months following the month of enrolment, a customer may be moved two times. Every business or customer below the customer or Marketing Executive being moved will follow the enrolee. The requested move is limited to 20 customers. There is an £ 7/€ 10 fee for each customer or Marketing Executive moved in the organisation.
*Freephone number for landline users. For calls from mobile phones or abroad, costs may accur.
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SIMPLE STEPS TO SUCCESS 31
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