MELALEUCA - AN OVERVIEW
May 2 0 1 8 LEADERSHIP IN ACTION | B U I L D I N G Y O U R B U S I N E S S |
THE A+ OVERVIEW
BUILDING A MELALEUCA BUSINESSS
WHAT DO I SAY NEXT ?!?
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 ®
Building on Sound Principles
A MESSAGE FROM CEO FRANK VANDERSLOOT
At last month’s Launch, we announced a third study on the unmatched positive impacts of the Peak Performance Pack on dozens of key health markers—further solidifying our position as the world leader in the nutritional marketplace. Tens of thousands of Preferred Members are flocking to Melaleuca each month, and the Marketing Executives who are introducing them to our phenomenal products are reaping rewards like never before. Melaleuca has become the most successful business opportunity for the little guy in America. It is very rewarding to see that we have come as far as we have in such a short period of time. I am very impressed with what our Marketing Executives have accomplished. What is even more rewarding is to see how they have done it. Those who have been the most successful are consistently the ones who have helped others the most. That’s how Melaleuca works: in our business, people are most successful only when they succeed in helping others reach their goals.
Hundreds of thousands of customers place orders month after month just because they love Melaleuca’s unbeatable products. And to those who have begun their own Melaleuca business by sharing our products and our story with others, I thank you for your contribution, and especially thank you for placing your valuable trust in us. Many families are prospering from their Melaleuca businesses—a few even make in excess of $1,000,000 per year—and it occurs to me that the stakes are getting pretty high. It’s crucial that we remind ourselves to continue to stick to the principles that have helped us experience so much success. Our future looks so bright! We want to protect that future and the future of all those who will join us in the coming years. We can do that by continuing on the path we have been on for over 32 years. We must remember to stay product-focused. With so many stories of financial success, it might be easy to forget that our success stems not just from
“In our business, people are most successful only when they succeed in helping others reach their goals.”
2 MAY 2018 | MELALEUCA.COM
Melaleuca’s Compensation Plan, but from the absolute best health-care, personal-care, home-care, and skin-care products available. Please remember to tell people not to quit their jobs when they come to Melaleuca, but to use Melaleuca to supplement their current income. It is tempting to listen to all the success stories and crank out some numbers on our calculators and think that our time might be much better spent working Melaleuca full time. That may very well be the case after your Melaleuca income is two or three times more than what you make at your current job, but we feel it would be unwise to leave your job before that happens. We want everyone to prosper, and we suggest that you be the best employee you can be for your current employer until your Melaleuca business builds to a point far surpassing your current income. We should be honest and upfront in our approach to potential customers. I’ve seen other companies advocate “tricking” people into listening to a presentation. We should make sure we never adopt that culture. Melaleuca has a good reputation, and we will keep that reputation only if we deal with everyone in an honorable way. We should always remember that our friends and family are more important to us than this business will ever be. I’ve heard it taught in other businesses that “if your friends don’t join your business then they’re not really your friends.” I don’t believe that for a second! Make sure that when you present your business opportunity to your friends that they understand that your relationship is not at stake. Someday when they more fully understand the advantages of our products and the potential of our Compensation Plan, they almost surely will want to be involved at least as a customer, but your friendship should never be placed in jeopardy if they decide not to be involved at this time. And remember: the more we grow, the more people get that firsthand experience with our products, and the more positive their experience with us, then the more likely they will be interested in joining us in the future. We should always under-promise and over-deliver. Never tell people it’s easy to build a Melaleuca business, even if you think it is. For some people it is more difficult than for others. We should always tell people it takes hard
work and consistent effort. Without question the reward can be substantial, but it takes dedication and persistence to build any business, and we should be very upfront about that. We have always advocated sharing personal experiences with our products. Product stories should never be embellished. We never have to tell it better than it really is. The truth is always good enough. Don’t spend money traveling to build your business. It’s not necessary—you can have the most success in your own hometown. We also hope that you will join us in our gentle but consistent encouragement of families to get out of debt. We are not advocates of diamond rings, fur coats, snazzy cars, or “keeping up with the Joneses.” We are advocates of taking charge of our lives, of financial freedom, of being totally out of debt, and of peace of mind. We believe we provide a way for every family in Australia and New Zealand to build for themselves a solid financial future—a future free from debt and financial worries; a future that will allow people to reach their full potential regardless of their educational or professional background or current financial status; and a future that will allow families to have the financial means to do what they want, whenever they want. Please help us protect that future by building your business on sound principles.
MAY 2018 | MELALEUCA.COM
M A Y 2 0 1 8
The A+ Overview p.22 Presenting Melaleuca: An Overview during an in-home is kind of a big deal. You’ve got a room full of potential customers you’ve worked so hard to contact and approach. You know Melaleuca can change their lives. Now you just need them to know that too. You have a brief window—how can you reach your audience?
Winter - Why It's Not Always the Most Wonderful Time of the Year................................. 29 Getting in Tune................................ 34 Oil of the Month.............................. 39 Recognition...................................... 40
8 WAYS CONVENTION WILL CHANGE YOU Darrin Johnson,
BUILDING A MELALEUCA BUSINESS
WHAT DO I SAY NEXT ?!?
"There is a magic way to build a large, successful
Your goal is to make 20 calls a week to have a healthy, growing business. But what exactly do you say once your contact answers? Don’t worry! With a few suggestions, you've got this!
Senior VP of Sales shares eight time-tested ways,
Melaleuca business! It’s called hard work! Doing the right things! Every day!” PAGE 18
Convention 2018 will change you forever... PAGE 07
4 MAY 2018 | MELALEUCA.COM
VISIT MELALEUCA.COM FOR MORE INFORMATION
T E A M , W H A T D I D W E L E A R N ?
GETTING THE MOST OUT OF THIS ISSUE
Leadership in Action is more than reading material—it’s a training tool for you and your team! After reading this issue, turn education into action. Below you’ll find questions that you can ask yourself or use to engage your team in discussions to help everyone reach their goals.
TOPICS FOR THOUGHT
F R A N K ’ S M E S S A G E : Melaleuca is a principal-based company with a reputation unlike any other business. What is it about Melaleuca's principals that attracted you? What part do Marketing Executive play in maintaining Melaleuca's reputation?
› › MA I N M E S S A G E An Overview is intentionally designed to engage a broad audience. It combines visual with verbal. Strong statistics and facts are balanced with opportunities for stories and emotional reasoning. It is paced to maintain interest. Giving a complete overview is important. Marketing Executives who share a complete Overview have higher customer retention, develop stronger leaders, and enjoy higher residual income! › › P R O D U C T T R A I N I N G A N D W E L L N E S S What new products are you most eager to try yourself? What new product is most likely to change the lives of your customers? Make a plan to contact each one of your customers to tell them about Melaleuca’s newly launched products. › › B U S I N E S S T R A I N I N G A N D M I N D S E T Have you ever thought about the different ways people learn? What tips do you want to try from"The A+ Overview" to reach different learners? "What Do I say Next?!?" on page 26 gives some great tips and sample approaches you can make your own. What's the best approach advice you've received? Is there a suggestion in this article you'd like to try? Becoming an expert at the Seven Critical Activities will benefit your business and your team's achievements. Choose an activity (or activities) to improve on this month. › › E V E N T S Who are the members on your team with a goal to attend the next Road to Senior Director Event. Develop a plan with them to help them achieve this huge milestone.
QUESTION OF THE MONTH
Were you able to present the Overview to at least 3 customers this month?
MAY 2018 | 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.
Bj Vaughan QLD
Yvette & Justin Brewin SA
Carole Sellar SA
Karen & Matthew Buttery VIC
Hayley & Ben Harding SA
Sharlene Lesa NSW
6 MAY 2018 | MELALEUCA.COM
8 Ways Convention Will Change YOU
MAY 2018 | MELALEUCA.COM
US Convention 2018 occupies just three short days this May. That’s not a long stretch of time by itself. But this Convention’s impact will be felt for months, even years, afterward. How do we know? Because here, as with past Conventions, thousands of ordinary people will discover Melaleuca’s unique, rich culture of enhancing lives. Here they’ll find the knowledge, training, and support they need to build businesses to last a lifetime. To feel the energy of Convention, all it takes is to walk through the doors. But to get the most from these three power-packed days in Salt Lake City, Utah—and to walk out ready to fill your own business with that energy—you need to walk in properly prepared.
8 MAY 2018 | MELALEUCA.COM
From Melaleuca Senior Vice President of Sales Darrin Johnson, here are eight time-tested ways Convention 2018 will change you forever.
Darrin Johnson, Senior Vice President of Sales
EVALUATE AND CHANGE YOUR HABITS
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 5 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.
DO THE RIGHT ACTIVITIES
IDENTIFY OR STRENGTHEN YOUR “WHY”
Do you know why you’re building this business? It’s never just about the money. To succeed in this business (and life in general), you need to have a meaningful and sustaining purpose that drives you forward. Convention provides you with a unique opportunity to really define and strengthen your “why.” You’ll learn more about Melaleuca, its products, business plan, and company values, and you’ll get a better sense of what Melaleuca can mean for you and for those you share it with. Understanding that potential and hearing from other Marketing Executives how this business has enhanced their lives will help you further clarify your goals and motivations. The seemingly routine exercise of taking a moment to write down your “why” is a transformational experience. Don’t just write a simple phrase or sentence. Write a paragraph (or more!). Really flesh out the reasons behind why you’re building this business. It’s a powerful exercise that will help focus your actions and make sure you’re truly moving in the direction you desire.
FINDWHAT DRIVES YOU FORWARD
MAY 2018 | MELALEUCA.COM
CREATE A GAME PLAN
The first step to success is to have a clear destination. After all, how do you know if you’re headed in the right direction if you don’t know where you’re going? One of our goals for anyone who attends Convention is to help them identify a clear goal and come up with specific steps for how they will accomplish that goal. You’ll receive training, worksheets, and step-by-step guidance to help you create a unique game plan on your road to success. I strongly encourage you to solidify and commit to the daily habits and processes that will make the most difference in your business. You’ll be amazed what you can accomplish in a few months once you have a focused plan and destination. And remember, you don’t need to wait for Convention to make your next game plan. This is a practice you should do regularly. Your game plan will evolve with your business and your goals.
HOW WILL YOU GET THERE?
Being honored at Convention for achieving your goal has real power for you and for your team. Executive Directors 6 Klinton and Stephanie Keller have been Melaleuca Marketing Executives since September 2016 and had never experienced Convention before Convention 2017. But they could picture themselves walking the stage. “I’m big on visualization,” Klinton says. “I could see us doing that from day one. I could feel the emotions attached to it. I could see our team there with us, even though that didn’t exist yet. I had played that moment over and over in my mind a thousand times.” When they got to walk across the stage for real, the experience was everything they had envisioned—and more. “It was very emotional to go across,” Klinton says. “But when our team members got to walk across the stage—that was way more emotional.” Those moments—and everything else they experienced at Convention 2017—had a big impact on their business. In the three months following Convention, the Kellers advanced three times and saw many others on their team succeed as well. And they’re looking forward to celebrating more of those victories this May.
➤ ENROLLED: SEPT. 2016 ➤ FIRST CONVENTION: MAY 2017 ➤ STATUS AT CONVENTION 2017: EXECUTIVE DIRECTORS ➤ STATUS IN JANUARY 2018: EXECUTIVE DIRECTORS 6 STEPHANIE & KLINTON KELLER EXECUTIVE DIRECTORS 6 NEBRASKA
10 MAY 2018 | MELALEUCA.COM
BUILD A SUPPORT SYSTEM
With thousands of Marketing Executives in attendance, Convention is one of the best relationship-building opportunities you’ll ever get. You’ll meet individuals from around the world who are building a business just like you. You’ll rub shoulders with the very best in the business, and have a chance to hear from leaders you may never meet otherwise. This is a priceless opportunity to create lifelong friendships, learn new approaches and solutions, find an accountability partner, and widen your support system beyond your team, state, or even your region!
CREATE LIFELONG FRIENDSHIPS
Meeting with your support team during Convention can change everything about how you see your potential. When Senior Directors 2 Noal and Jamie Floyd were invited by National Director Christian Crescenzo to attend Convention 2017, they initially didn’t want to go. With Convention only a week and a half away, they were reluctant to change their plans and attend—but now they’re glad they did. At Convention, the Floyds quickly realized Melaleuca was nothing like the MLM industry they knew. “I saw a culture I’d never seen before,” Noal says. “There was no hype. It was pure substance.” Noal and Jamie had the privilege of meeting privately with Melaleuca President McKay Christensen, along with Christian Crescenzo, Senior Director 7 Patrick Capriotti, and National Director 7 Dave Crescenzo. During that brief meeting, McKay assured the Floyds that these men would go to work for them. “We made the decision that night that no matter what, we were building a Melaleuca business,” Noal says. “And McKay was right. Once they knew how serious we were, our support team bent over backward for us. They said, ‘Put us to work,’ and we did!” The Floyds walked into Convention 2017 as Product Advocates. True to their promise, they went to work, and put their support team to work alongside them. In just a matter of months, they had advanced to Senior Directors 2!
JAMIE & NOAL FLOYD SENIOR DIRECTORS 2 KENTUCKY
➤ ENROLLED: APRIL 2017 ➤ FIRST CONVENTION: MAY 2017 ➤ STATUS AT CONVENTION 2017: PRODUCT ADVOCATES ➤ STATUS IN JANUARY 2018: SENIOR DIRECTORS 2
MAY 2018 | MELALEUCA.COM
BECOME A LIFELONG LEARNER
Study after study has found that the most successful individuals are those who are committed to lifelong learning. They’re constantly looking for ways to improve, change, and evolve. And that is what Convention is all about. No matter what your status or how many years you’ve built a business, you’ll never outgrow Convention. You’ll always leave smarter, more efficient, and better prepared to take your business to the next level. Part of the reason Convention workshops are geared towards specific statuses is because we want to ensure you’re getting information that is relevant and effective for your specific needs and experience. Just remember, the real payoff for all this learning is the action you take after Convention. As the philosopher Herbert Spencer said, “The great aim of education is not knowledge but action.”
LOOK FOR WAYS TO IMPROVE
Convention is the perfect place for deciding to go for it—and getting the knowledge, support, and vision to start strong. Senior Director 8 Sydney Arnold had yet to enroll anyone with Melaleuca when she attended Convention 2017. “I went for the experience,” she says. “I wanted to see what this company was all about. I found that everything Melaleuca is involved with is important to me, and that this company is built on solid principles.” It was during Convention that Sydney made the decision to just go for it. She remembers listening to Melaleuca President McKay Christensen. “He talked about getting off the fence,” she says. “That made me realize that if you don’t do it now, when are you ever going to?”
Not only did Convention create that moment, but over the course of three days she gathered the belief, knowledge, and network of support she needed to get started with confidence. With that foundation, Sydney got to work and built a thriving Senior Director 8 business over the next six months. She’s returning to Convention this year with her team. “Convention’s a game changer!” she tells them.
SYDNEY ARNOLD SENIOR DIRECTOR 8 MISSOURI
➤ ENROLLED: MARCH 2017 ➤ FIRST CONVENTION: MAY 2017 ➤ STATUS AT CONVENTION 2017: PRODUCT ADVOCATE ➤ STATUS IN JANUARY 2018: SENIOR DIRECTOR 8
Sydney says, “If you’re serious about changing your life, then go!”
12 MAY 2018 | MELALEUCA.COM
FALL IN LOVE WITH THE PROCESS
This is one of the most important steps for creating a healthy, thriving business—learning to enjoy the work that leads to success. It’s a lot easier to grow your business if you don’t dread approaching others or aren’t nervous about meeting someone
new. However, it’s not uncommon for some new business builders to struggle with the process at first. It’s a
lot like losing weight or getting in shape. Those first few weeks at the gym can be uncomfortable. You’ll probably have sore muscles, and your workouts might leave you feeling worn out rather than energised. But if you keep going, over time you’ll start to notice how good you feel when you work out. While your original goal might have focused on losing a certain amount of weight, you’ll begin to see value in exercise beyond just a number on the scale. When you fall in love with the process of exercise, or the process of a building a business, your mindset shifts. The process becomes part of your lifestyle—something you do naturally and consistently. When you fall in love with the process of enhancing lives, you get excited about sharing Melaleuca with others. It’s easier to reach out and speak up. You’re no longer building a business You’re sharing Melaleuca with others because you genuinely enjoy it, and you see the value Melaleuca has for both your life and theirs. just to see a certain status by your name.
ENJOY THE WORK
MAY 2018 | MELALEUCA.COM
DISCOVER YOUR POWER
A lot of times, when we hear the word “power” we think of strength or control. But there’s another definition of power. The Oxford English Dictionary defines power as “the ability or capacity to do something or act in a particular way.” All too often, we underestimate or forget our own power—our ability to act and to achieve certain goals. That is why Convention and all Melaleuca events are so important. They are designed to help you realise your own power and ability. Nothing compares to sitting in a room filled with thousands of Marketing Executives and listening to their stories of how Melaleuca enhanced their lives. It’s a transformative and revealing experience. Executive Director 4 Sherry Bedinger said of her first Melaleuca Convention, “I walked into Convention and I saw thousands of ordinary people just like me doing extraordinary things. And I thought, ‘If they can do it, then I can do it too.’” You are capable of building a Melaleuca business— you have that power. You might not see it now, but come to Convention and you will.
YES, YOU ARE CAPABLE!
When you’re at Convention, you can see firsthand the impact your efforts will have on many others just like you. Senior Director 8 Jessica Wrabel spent two years as a Melaleuca Preferred Member and Marketing Executive before attending her first Convention. “I took my time,” she says. But when she walked into Convention 2017, all of that changed. “Seeing all the normal, average people building their businesses really lit something in me,” she recalls. “I said, ‘There’s no difference between them and me. They’re just moms and dads building their businesses. I can do what they’re doing.’” At Convention, she got a chance to rub shoulders with some very successful business builders—and quickly realised some things. First, there were no shortcuts. Their success was built on consistently making the right efforts. And second, these people were approachable and more than willing to help and share. “Convention is a constant reminder that it’s not about you,” Jessica observes. “It’s about helping others.” Jessica felt immersed in Melaleuca’s culture for the first time. She soaked up all the knowledge and training she could during Convention. Then she went home and went to work, developing multiple Directors 3 and advancing to Senior Director 8 over the ensuing months. “I didn’t go to Convention for two years,” Jessica says again. “Then I finally went, and it changed my life.”
JESSICAWRABEL SENIOR DIRECTOR 8 FLORIDA
➤ ENROLLED: AUGUST 2015 ➤ FIRST CONVENTION: MAY 2017 ➤ STATUS AT CONVENTION 2017: SENIOR DIRECTOR ➤ STATUS IN JANUARY 2018: SENIOR DIRECTOR 8
14 MAY 2018 | MELALEUCA.COM
RECOMMIT TO YOUR GOALS
When it comes to business (and to your goals), there is no stasis. There’s either growth or atrophy. The problem is that change takes time—and after a while it can be easy to start letting go of little actions here and there. Maybe you get busy, so you make one less call a day. Maybe you fall into the “maintenance” trap, where you stop focusing on your power to progress and start doing the bare minimum to get by. Sometimes these changes are so little you don’t even realise you’re making them. And because you might not see an immediate difference in your business, you can end up frustrated and confused when six months later you’re struggling to maintain your status or income. Coming to Convention every year is crucial because it helps you take inventory of your business and recommit to the critical daily actions that allow you to reach your goals. It serves as an “aha moment” for Marketing Executives at all levels, giving them the knowledge and training they need to move forward.
ALL ROADS LEAD TO MELALEUCA
Remember: all roads truly do lead to Melaleuca. And nothing else compares. Like many of you, I came from another industry. When I first started out in my professional career, I had no idea I would end up in Idaho. But I’m so glad I did. I’ve seen enough of the corporate world and the marketplace to know this is truly a one-of-a-kind company. We’re offering solutions and opportunities that everyone needs, whether they’re customers or business builders. Where will you be one year from now? Come to Melaleuca US Convention 2018 and discover—as have so many others just like you—how being there can change your course forever.
MAY 2018 | MELALEUCA.COM
Presenting the Overview.
It’s May already, sometimes it feels like life is a movie playing on fast-forward. We’re busy, we’re stressed and this often leads to us not enjoying life. In this state of mind, it’s difficult to do anything well. When we are “In the moment”, focussing on the people around us and feeling personally happy, we achieve much more. But, it’s easier said than done. One area where being “In the moment” is especially important is when you are presenting the overview to new potential customers. As many of you know, we’ve recently introduced a brand new overview and this edition of Leadership in Action is dedicated to helping you feel confident and knowledgeable when presenting it. Before we give you the detail, I want to explain some key concepts which you can put to use straight away. The first thing to remember is that you are the presentation, the booklet or PowerPoint presentation are just tools. Use these tools to keep
yourself on track and to point out important facts or interesting information. Your audience can read the slides in their head quicker than you can read them aloud so reading the slides is the quickest way to send your audience to sleep. Your personality and appearance are far more important than what you say. At Melaleuca we have the power to transform lives. When representing the brand: • You can help the environment, you can give people time to enjoy their lives, you can help people reduce debt and create wealth, and you can help people with some of life’s biggest health challenges – this is important stuff, be enthusiastic, be passionate, be believable; • By representing Melaleuca, you are representing wellness: personal, environmental, physical and financial. It’s important to reflect the brand and look healthy, calm, and be appropriately dressed – be your best self; • Have fun. When I think about all the leading Marketing Executives around the world, they are fun people. Be less focussed on being perfect and be more focussed on enjoying yourself. Possibly the most important concept for you to understand is to be relevant. Prostavan is an excellent product for
healthy prostate function. It would be relevant to a man in his fifties but completely irrelevant to a woman in her twenties! Adapt your message and make it relevant for your audience e.g. sports nutrition to millennials, Ecosense for young families, residual income for baby boomers. If your attention is on your audience and what they want in life; If you are enjoying yourself and reflecting wellness while communicating Melaleuca’s benefits passionately; If you are tailoring your presentation so it is relevant to your audience; you will likely have a very good presentation. The final concept is a very simple one: have fun. No one will join something that looks difficult and unenjoyable so it’s up to you to present Melaleuca in a way that would make YOU want to join. Happy presenting!
Best wishes for 2018, Daniel
By Daniel Wood, GENERAL MANAGER
16 MAY 2018 | MELALEUCA.COM
MAY 2018 | MELALEUCA.COM
THE GO-TO GUIDE
FOR BUILDING A MELALEUCA BUSINESS
Life doesn’t come with an instruction manual.
Luckily, your Melaleuca business does! While starting your Melaleuca business might be uncharted territory for you, it doesn’t need to be overwhelming. As you build your business, some activities are more critical to success than others. Focus your time and energy on what has been proven to work—the Seven Critical Business-Building Activities. “There is no secret to how the Senior and Executive Directors got where they are. They understand [the] seven activities and they work at them consistently. There is a magic way to build a large, successful Melaleuca business! It’s called hard work! Doing the right things! Every day!” Frank L. VanderSloot, Melaleuca CEO
18 MAY 2018 | MELALEUCA.COM
2 SET APPOINTMENTS DAILY The gas pedal of your Melaleuca business is the phone call. Making phone calls and setting appointments is the only way your business will grow. The rate at which your business will grow is in direct proportion to the number of phone calls you make each day. Commit to make 20 calls a week, whether that means making all 20 in one sitting or making four calls a day, Monday through Friday. If you want to step on the gas and go faster, increase your calls. The purpose of the call is simply to set an appointment. Keeping them casual and quick is actually the best way to go. There’s no need to explain Melaleuca—that’s what the Overview is for. Making 20 phone calls a week will result in impressive and consistent growth. Make your calls every week, set appointments, and the enrollments will follow. “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,
1 BUILD YOUR CONTACT LIST DAILY
3 SHARE MELALEUCA: AN OVERVIEW WEEKLY OR BY APPOINTMENT The Melaleuca Overview was developed using research in the field of adult-based learning, coupled with the experience and recommendations of some of Melaleuca’s top business builders. Successful Melaleuca business builders use Melaleuca: An Overview every time they do a presentation because it’s simple and can be easily duplicated. “What Melaleuca: An Overview does is instill belief in a brand-new business builder. They believe they can do it, and because they believe they can, they can. There are a lot of people who love what they see and leave the room saying, ‘Well, I can do that.’” CORPORATE DIRECTOR 3 JOHN DUFNER This is an important and powerful principle. The most successful Melaleuca organizations always present Melaleuca: An Overview the same way every time. Why? Because they know others will follow their examples.
A contact list is simply a list of everyone you know—family, friends, neighbors, coworkers, people you do business with, social media contacts, and more. This is a “living” document that evolves from day to day as you add new names, contact them, and make notes for following up. “It’s a list of people whose lives you can change,” says Executive Director 6 Stacy Fiske. When you switch your mindset from “Who can I tell about Melaleuca?” to “Who deserves a chance to change their lives?” making your contact list becomes so much easier. At Melaleuca, you don’t have product inventory to worry about. But it helps to think of your contact list as your inventory. If your inventory runs out, you won’t be in business very long. Building a contact list is not a one-time event for new enrollees. A robust, expanding contact list is the first step to a robust, expanding business. Make it a goal to add one name to your contact list every single day. Given time, it may grow to several hundreds, if not thousands, of names. “Add at least five names to your contact list every single day. Don’t just stop with their names. You should write down as much information about that person as you can so you know howMelaleuca can help them and how you can approach them.” NATIONAL DIRECTOR 4 YVETTE ZONA
Getting Started is your online resource to help you and your organization learn and implement the Seven Critical Business-Building Activities and maximize your efforts!
>> Audio trainings >> Video trainings >> Worksheets >> Articles >> Success stories
someone else will.” CORPORATE DIRECTOR 3 MARK ATHA
Access Getting Started in the Business Centre
MAY 2018 | MELALEUCA.COM
4 HOLD STRATEGY SESSIONS
5 CELEBRATE SUCCESS MONTHLY
6 PARTICIPATE IN FAST TRACK
WITHIN 48 HOURS AFTER ENROLLMENT
“Celebration builds a person’s confidence and fires them up to go out and exceed their own expectations.” NATIONAL DIRECTOR JEN SEBBAS Nothing feels like being acknowledged for a job well done. Make celebrating success a regular part of your team culture. Brag about your team members in your Melaleuca Regional Facebook group. Talk about each member’s successes on group calls or group texts. Send a card or meet for lunch for one-on-one recognition. Melaleuca also encourages monthly Leadership Celebration events. These reward individual accomplishments and also pave the way for continued growth with your whole team. Holding an event each month builds strong connections, focuses activity, and inspires your team to stretch to new heights. Find events in your area at Melaleuca.com/BusinessCenter under News &Meetings. If you’d like to host an event, talk to your Regional Sales Specialist. “Celebrating with your team validates that they’re doing the right activities and that their efforts are noticed. That makes themwant to do it again and it pushes everybody else to say, ‘I can do that too!’” NATIONAL DIRECTOR JEN SEBBAS
Melaleuca is a relationship business and it’s critical to nurture your relationship with an enrollee by holding a Strategy Session within 48 hours after enrollment. In a Strategy Session, you follow up with your new customer to answer questions, determine the next steps, and schedule action for new customers and new business builders. Strategy Sessions are best done in person or on the phone. “Strategy Sessions are the key to a growing, thriving business. They shownew enrollees the proof that this works and that the team will be there for them—that we’ve got a plan for their success.” 2017MARKETING EXECUTIVEOF THE YEAR EXECUTIVE DIRECTOR 9 KRISTAWINEINGER This Critical Activity is proven to create quality enrollments and sustained growth. Businesses that consistently hold Strategy Sessions have higher average commissions, higher average growth rate, and lower attrition. Your enroller and Regional Sales Specialist can help you establish what you should cover in a Strategy Session. Check out the Getting Started section of Melaleuca.com’s Business Center for even more easy-to-use resources.
Fast Track is a fun, results- driven program designed to help your business grow by focusing on correct business activities. During a series of meetings lasting about four weeks, Fast Track members work together as a team to set goals, create action plans, implement those plans, report results, and celebrate success. They share a competitive spirit as they race toward their goals and report back each week. Fast Track is a fantastic way to learn while celebrating accomplishments and having fun. Most of all, Fast Track followed by effective business-building activities creates real business growth. To learn more about participating in a Fast Track or hosting one for your team, talk to your Regional Sales Specialist. “Fast Track is important because it enables you to teach the skills that get results in your business. Our form of Fast Track is a 90-day blitz. We try to do two or three of those per year. It’s also a great way to recognise participants for their results.”
NATIONAL DIRECTOR 7 DAVE CRESCENZO
20 MAY 2018 | MELALEUCA.COM
7 LEAD BY EXAMPLE DAILY
No matter where your business is at now, the Seven Critical Business-Building Activities are essential for any Melaleuca business to grow and thrive! Learn more from these resources. >> Check out the video and audio trainings at the Business Centre >Reports & Tools >Getting Started >> Study the booklet Simple Steps to Success: Keys to Building Your Melaleuca Business found in your Business Builders Bundle or it can be purchased by adding item #9947 to your order >> Call your Regional Sales Specialist “We can all have the same results when we do the same activities,” says Executive Director 6 Stacy Fiske. It’s easy to compare yourself to other leaders and wonder if you have what it takes. But Stacy knows that if you’re going to compare anything at all, compare activities and effort. “When you look at other leaders, don’t look at their backgrounds, where they are from, what their jobs were. Look at them for the activities they do.” Whether you’re a Product Advocate who enrolled yesterday or a Corporate Director with decades of experience, these activities are your instruction manual on how to build your business successfully.
“Be the leader people want to follow. Have a compelling vision. Be accountable—your decisions affect others. Your team will follow and it starts to duplicate. Be consistent so they’ll follow. ” EXECUTIVE DIRECTOR 6 STACY BODNAR Melaleuca business leaders lead by example because they know their actions are often duplicated by those in their organizations. Your first two months as a Melaleuca Marketing Executive are critical. You get only one chance to create the beginning of your story—make it as great as you can! Later, when you’re referring new customers and trying to encourage them to build quickly, they’ll want to know how you did it. You’ll be telling your “getting started” story over and over again, so it’s important to set your sights on reaching Director in your first month and Director 3 in 90 days. If that opportunity has already passed, remember, late starters can have their own kind of “getting started” story. It’s never too late. Set the standard for your team by converting your home to Melaleuca products and services, attending Convention and all other Melaleuca meetings, and by building your business with the Seven Critical Activities.
MAY 2018 | MELALEUCA.COM
THE A+ OVERVIEW
While it’s true that nobody attends an Overview with the expectation of enduring a professorial lecture, most folks are open to learning something new, especially if it is something that can benefit them and their family. In that regard, your attendees have come to learn. Likewise, your role is to teach: to introduce new concepts, answer questions, and to resolve concerns. Of course, not everybody learns the same way. So the better you can understand your audience, the more effective your Overviews can become. Humans are multisensory creatures with the unique capacity to think critically and feel emotion. New research shows that engaging as many senses as possible when teaching increases the amount of information students retain. It’s a progressive way of teaching when you consider that most formal education happens through lectures, even though only about 30% of the population are classified as auditory learners. approach. You know Melaleuca can change their lives. Now you just need them to know that too. You have a brief window—how can you reach your audience? Presenting Melaleuca: An Overview during an in-home is kind of a big deal. You’ve got a room full of potential customers you’ve worked so hard to contact and
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Tips & Hints Discover exclusive Tips & Hints for your Melaleuca: An Overview presentation.
Download PDF: Business Centre » Reports & Tools » Reference Library » Download & Print Centre
22 MAY 2018 | MELALEUCA.COM
Melaleuca: An Overview is intentionally designed to engage a broad audience. It combines visual with verbal. Strong statistics and facts are balanced with opportunities for stories and emotional reasoning. It is paced to maintain interest. Giving a complete overview is important. Marketing Executives who share a complete Overview have higher customer retention, develop stronger leaders, and enjoy higher residual income! If you rush through certain slides, you run the risk of cutting out something that will connect with those who learn differently than you do. You can help bring Melaleuca to life for your students—um, audience—by understanding different learning styles and how to teach to them. No one expects you to know how potential customers in your audience learn, and you certainly don’t need that knowledge to present an effective Overview. The good news is, you probably know many of those you’ll be sharing an Overview with extremely well. That’s a huge advantage! If you are going in blind, the strategies listed in this article can give you some ideas you might find helpful to use during your next Overview.
9 TIPS FOR REACHING YOUR AUDIENCE
Global learners latch onto the big picture first, then see how smaller details support it. As you make your way through Melaleuca: An Overview , frequently refer back to Melaleuca’s mission to enhance lives and how different elements of the presentation—specific products, better health, residual income, and time freedom—all support the big picture.
Visual learners learn best through observation and visual aids like graphs and charts.
HOW TO APPEAL to them Use language to help them paint a picture in their minds. When talking about EcoSense ® products, you could bring up the brightly coloured warning labels on competitor cleaning products. Ask them what colour of car they would buy with the Car Bonus.
HOW TO APPEAL to them
Experiential learners acquire knowledge through experience.
Auditory learners understand and retain information they hear.
HOW TO APPEAL to them They learn best by doing, but they learn through indirect experience too. Share product stories. Show how simple it is to order products at Melaleuca.com. Invite them to participate in product demonstrations.
HOW TO APPEAL to them Verbalise important concepts—even those presented in writing. Read through the information presented on a chart or images. Repeat key phrases several times throughout your presentation. Physical learners like to touch and manipulate objects while they learn. Provide pens and paper for notetaking and doodling. Have tangible forms, brochures, and products on hand rather than just digital copies. Invite them to participate in product demonstrations. HOW TO APPEAL to them HOW TO APPEAL to them... Facts, figures, charts, and numbers will support their reasoning processes. Show your business report. Explain why Melaleuca’s reorder rate is significant. Shine a light on Melaleuca’s patents and research findings. Sequential learners like to understand small details first, then order them into a large, overarching concept. Melaleuca: An Overview is organised in a sequential manner. After several slides, take time to reiterate important concepts and how they build upon each other. HOW TO APPEAL to them Logical learners analyse and think critically about new information.
Abstract learners think in terms of relationships and patterns.
HOW TO APPEAL to them They intuitively apply an abstract concept to their situation. They tend to think big and imagine the possibilities. Ask rhetorical questions that will tap into their imagination. Concrete learners learn best through specific examples and what they personally experience. Back up each point you make with a story or example. Your own story will be more impactful than the story of someone they do not know. Like the physical learner and experiential learner, hands-on experience is important to the concrete learner. HOW TO APPEAL to them
LESSONS FROM THE CLASSROOM...
MAY 2018 | MELALEUCA.COM
New research shows that engaging as many senses as possible when teaching increases the amount of information RETAINED.
Lessons from the Classroom Thanks to 17 years as a professional educator in New Jersey, Senior Director 6 Tom Braddock knows how to reach even the toughest audience. He’s taken his lessons from the classroom and applied them to presenting Melaleuca: An Overview.
Verginia and Tom Braddock SENIOR DIRECTORS 6
“ Melaleuca: An Overview lays the groundwork for connecting with any kind of audience,” Tom says. “The numbers and mathematics in the Overview engage logical thinking. Sharing stories and how Melaleuca impacts others’ lives brings in the emotion. That’s what weighs on people’s heartstrings. Some slides are really good for pausing for a teachable moment. Everything is presented in digestible bites.” No matter who your audience is, Tom has found that you can reach them with stories. “Stories connect. They always work in the classroom. Sharing a personal story opens up the door to your life and others see you as a real person. When you share your story in an Overview, someone might say, ‘Wow, I want the same thing to happen to me.’” The adult attention span is about seven minutes. The Overview is paced to continually engage audience members, but if it feels like you’re losing someone, Tom recommends stopping right then and sharing a story. “If you feel like the energy in the room is a little low, stop and share a story. It’s a very effective way to raise engagement.”
Tom says that curiosity is the appetite of the mind. “If you reveal everything up front, people begin to make assumptions. It has always worked better for me to keep them guessing. Going through the presentation will satisfy that appetite little by little. Reveal less and allow them to experience more.” Above all, Tom encourages you to be yourself! “One of my mentors says that you can’t teach them until you reach them. It’s the same here. Tap into their “why.” They are not buying the company, they are buying into the person who is sharing this with them.”
“Melaleuca: An Overview lays
the groundwork for connecting with any kind of audience.” —Senior Director 6 Tom Braddock
24 MAY 2018 | MELALEUCA.COM
IF MOTHER NATURE ISN'T HAPPY, NOBODY IS HAPPY.
When people don’t care for the planet, she rages with a vengeance. Our mission is to help you safely and powerfully clean your home, your dishes, and your laundry without harsh chemicals. So we created products that are safer for your home and the environment—helping keep Mother Nature calm and happy.
Stay on nature’s good side.
MARCH 2018 | MELALEUCA.COM
WHAT DO I SAY NEXT?!?
Your goal is to make 20 calls a week to have a healthy, growing business. But what exactly do you say once your contact answers? Don’t worry! With a few suggestions, you've got this!
Get straight to the point. “Hi, Rosa! I’m calling because…” Your contacts will feel misled if you engage in small talk for several minutes and then change the purpose of your call. Don’t read from a script. If you’re a newer builder and you’re unsure of what to say, use a bulleted list as a cheat sheet. You’ll say everything you need to without sounding scripted. Let your contacts know that you’ve got something that you think will HELP THEM. Everyone likes to be helped and no one likes to be gotten. Confirm appointments with a statement, not a question. “Are we still good for tomorrow?” gives them the option to cancel! Instead, say, “I’m so excited for tomorrow. See you at 7!” If someone else will be giving the Overview, have their schedule in front of you so you know the appointment you set with your contact will work. Give to receive. That’s the philosophy of Executive Director 6 Ruby Mariscales. “When I look at my contact list," she says, "I am always asking myself, ‘How am I going to help this person or get to know her better? Can I drive her son to the next sleepover?’ It’s easier to ask for the appointment once you’ve been able to give to them. Give to receive.” SMILE —it comes through in your voice.
“Good approaches start with a good contact list,” says National Director Jill Parker. Don’t
just write down names—build relationships with each contact. Write down a need they have that
Melaleuca can help with.
Remember the purpose of the call. You are an appointment setter. Does the receptionist at your doctor’s office give you medical advice? No way. Just set an appointment.
“Use words that send a visual message,” says Corporate Director 3 Mark Atha. Words like see , show , and look
subconsciously prepare your contact for the Melaleuca: The Overview experience. This isn’t something you do you over the phone or while waiting to pick up your kids from school.
Your tone matters as much as your words. Be enthusiastic. Be confident. Be authentic.
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