BALANCED AND FULL
Sharing Melaleuca just makes sense. That’s why you’re a Marketing Executive, after all. You know how sensible it is for customers to switch stores. You know the products are life-changing. And you know the potential for reliable residual income is a real part of enhancing lives and helping people reach their goals. Sharing products you love with friends and family is as easy as recommending a favorite restaurant – it comes naturally for most Marketing Executives. But explaining how one can develop a stream of income can be a pretty new concept for many business builders. And yet Melaleuca’s Compensation Plan is one of the most powerful components of Melaleuca. It’s worth sharing! “We let a lot of potential builders slip through the cracks because we don’t talk about the strength of our Compensation Plan and our business model,” says National Director Jeff Stutz. “We have to treat the Strategy Session with the same importance as the Melaleuca Overview. You have to be as passionate about the Compensation Plan
and business model as you are the products.” Leadership in Action reached out to a panel of experts to get their advice on tried-and-true ways to share the Compensation Plan that won’t overwhelm a new business partner (or you). With a little bit of coaching and practice, you and everyone on your team can talk about the power of the Compensation Plan with confidence and finesse! Q. I’m more comfortable sharing products. Is it really necessary to share the Compensation Plan? “Everybody deserves a chance to at least see all that Melaleuca has to offer,” says National Director and two-time Marketing Executive of the Year Krista Wineinger. “Don’t prejudge people and limit what information you’re willing to share. It’s not your choice; it’s their choice. Let them make that decision for themselves and their family.” Q. How can I feel more confident when talking about the Compensation Plan? “You don’t have to know everything to start working with a business partner,” says Executive Director 9 Bonnie Wright. “Trust yourself. You absolutely know more than any brand-new person you would enrol. Doing your homework will help you feel more confident. Read the pamphlet A New Day! Call business development. Rely on your support team. You will learn as you go. Just keep it fun!” Q. How can I explain the Compensation Plan in simple terms? Our experts were unanimous: keep it simple (figure 1a) . Spelling out all the details of the Compensation Plan right away can overwhelm a new business partner (figure 1b) . “The purpose of explaining the Compensation Plan isn’t to teach a new enrolee how it works,” Jeff says. “The purpose of teaching the Compensation Plan in the beginning is to inspire someone and help them realise that building a Melaleuca business is worth their time and effort.” Krista agrees: “I say, ‘We get paid through commissions plus bonuses.’ Using my business report, I show the commissions on personal and secondary referrals. When it comes to bonuses, I keep it general. I talk about Advancement Bonuses and the Car Bonuses, and I say that there are many other bonuses that go along with that. And then I reassure them by saying, ‘You don’t need to know all the details yet. It’s my job to make sure I’m leading you down the right path to help you
earn as much money as possible. You’ll learn as you go.’” Q. When should I talk about the Compensation Plan? Always give a balanced, full Overview that thoroughly covers both the product store and the referral program (figure 2a) . When it comes to a more in-depth look at how Marketing Executives make money, that’s a conversation best left for the Strategy Session. “The reason that the Strategy Session is the best setting for this is because this is when you learn a person’s why ,” (figure 2b) Jefferson says. Q. Should I talk about compensation at all during an Overview? Yes! When you give a full Overview, compensation is covered. “I think you have to talk about compensation in the Overview because a lot of potential customers may not know there is viable income attached to Melaleuca,” Jefferson says. “You definitely need to lead with the products, though. If I lead with the money that can be earned and that is the reason they enrol and they don’t earn that kind of income, then there’s no reason for them to continue to be part of Melaleuca. When customers enrol for the products, they’ll stay no matter what.” Q. How do I approach the topic of compensation in the Strategy Session? “The point of a Strategy Session is to help a new enrolee move forward with building a business. Don’t complicate it. It isn’t ‘Compensation Plan 101,’” Krista says. Jefferson adds, “I think one of the misconceptions Marketing Executives have is that there’s just one Strategy Session.” In an initial Strategy Session, figure out the goals of your new enrolee and the why attached to that goal. Perhaps they hope to make an extra £/€ 1 000 a month to send their children to a better school. Then you can help them develop a plan to meet their goal. “Use the Compensation Plan to show new business partners how advancing to a certain status helps them achieve that goal,” Jefferson says. Jeff Stutz explains how visuals are an important part of the Strategy Session. “People need to see things visually to really get it. So we want to show them visually the documented 96% reorder rate. We want to show them a business report (whether it’s yours or a
OVERVIEW
figure 2a
PRODUCT STORE
REFERRAL PROGRAM
STRATEGY SESSION
COMPENSATION PLAN
GOALS
figure 2b
LEARN THE WHY
team member’s) that shows the reorder rate. You can also use the business report to show all your customers who have shopped here for two years, five years, ten years, and have never received a check.”
Q. What should new Marketing Executives do to maximise their earnings?
“On our team, we have a simple path to Director 3 we call ‘Two-and-Twenty,’” Jeff says. “Executive Director 7 Josh Grimley came up with that phrase. You enrol 20 customers in your first 90 days. And of those customers, you develop two into Directors and one of them to a Director 2. “Someone who achieves Two-and-Twenty in 90 days will make about £/€ 3 500 and have an ongoing residual income of about £/€ 300 a month. Plus, they learn the three most important ways to earn money at Melaleuca: commissions, Advancement Bonuses, and Mentoring Bonuses.” This 90-day strategy of Two-and-Twenty that Jeff’s team uses helps a new business builder get off to a strong start. They typically have reached the highest personal customer Commission Rate, enrolled enough personal customers to advance serveral statuses, experienced the benefit of Pacesetter Bonuses, and enjoyed the benefits of the Mentoring and Expanded Mentoring Bonuses. A business builder doesn’t need to understand all these details, of course. In fact, it might be intimidating if you tried to describe it to them. Keep it simple – the way you maximise your income at Melaleuca is to enrol customers and develop Directors, then do it all again.
Your shareof thepool is calculatedbasedon thenumberofpool shares youhave versus otherswho areparticipating in thepool.You earnpool shares each time aPersonalEnrolee advances in status fromDirector through SeniorDirector.The valueofdeveloping
a lucrative pool equal to .25% of total company Product Points each month.
product introduction commission secondary referrals
leadership gets evenmore lucrative the longer youhavebeen aMarketingExecutivewith Melaleuca.
KEEP IT SIMPLE
COMPENSATION
active customers
You can qualify to earn the Mentoring Bonus when your personal enrolees advance from one Status to the next.
LeadershipPoints are ameasurementof a leader’s contribution towardhelpingothers reach their goals.
Youwill receive7%ofProduct Pointsonpurchasesby customers whowere enrolledbyothers in your MarketingOrganisation.
To receive the Pacesetter Bonus, you must advance to each status within a specific timeline. Each status has a different timeline.
Youwill alsobepaid a set amount ranging from$2,200 to$5,000 for advancingpersonalSenior Directors2 through theStatusof ExecutiveDirector.
figure 1a
figure 1b
12 JULY / AUGUST / SEPTEMBER · JULI / AUGUST / SEPTEMBER · LIPIEC / SIERPIEŃ / WRZESIEŃ | EU.MELALEUCA.COM
JULY / AUGUST / SEPTEMBER · JULI / AUGUST / SEPTEMBER · LIPIEC / SIERPIEŃ / WRZESIEŃ | EU.MELALEUCA.COM 13
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