These averages refer to your warm market—family, coworkers, neighbours, old friends, people you personally know. It’s easiest to build in your warm market. Knowing this company-wide average is important for setting your goals and managing your expectations. There’s another average worth knowing: one out of every 10 enrolments will become a Director. “If you make 40 calls, you will set 20 appointments,” she says. “Out of those 20 appointments, you’ll get 10 new enrolments. When that happens, develop the Director and you’re now celebrating at Director 3 status!” So what does it take to become a Senior Director with sizeable residual income and a car paid for with the Melaleuca Car Bonus? “If you make two hundred calls, you will set one hundred appointments,” Mandy says. “Out of those one hundred appointments you’ll get fifty new enrolments. Fifty personal enrolments will change your business.” It starts with the contact list. “When I was a Director at my first Convention, if you would have told me I would have to make 200 phone calls to become a Senior Director, I would have packed up my bags and walked out the door,” she says. “I had a strong ‘why.’ I still have a strong ‘why.’ But I didn’t have the belief in myself. I would have thought, ‘I don’t even know two hundred people. I can’t come up with that.’” In truth, Mandy knew 200 hundred people. And you do too. “If we need to make two hundred calls, we need to have two hundred names on a contact list that we feel comfortable picking up the phone and approaching,” she says. “And it’s easier for me to approach people when I make it about helping them.” The way Mandy makes her contact list helps her keep her focus on helping others. “The more I start making it about other people, the easier it is for me to write names on a list, because then I’m not worried about how I feel about approaching them—it’s not about me anymore,” Mandy explains. “If I have a name written down, and next to it, it says ‘severely dry skin,’ and I know that I have information that could help them, I’ve got to call them. It’s just selfish not to.” Spend some time really working on your contact list. Find a little corner, a little nook or cranny all to yourself. Go through your social media contacts and your phone contacts. Think about who you can help and how you can help them and write it down. It will happen—you decide when. With 200 names on a contact list and a selfless way to approach each one, making your way through your contact list and reaching Senior Director is just a matter of time. “You can start off small and make one call a week,” Mandy says. “Will you reach Senior Director if you make one call a week? You will—but it will take a long time. If you make one call a week you’re going to reach those two hundred calls by October of 2022. If you hit the accelerator a little bit and make five calls a week, you’ll have those 200 calls made by the end of February 2019. But what if you go all in and make 20 calls a week? You would have those 200 calls done in two and a half months. This is something you can absolutely do.”
50 personal enrol- ments will change your business
4 calls = 2 appointments = 1 enrolment
10 enrolments = 1 Director
I remember you telling me that you have dry skin...
Naturally, Mandy loves education, so she loves soaking in as many Melaleuca trainings as possible. “When I hear someone saying the same information in a different way, it will make me think of somebody I can help,” she says. “And then I start making lists. I’ll make a list of who I know with a certain need. Who do I know who’s always tired?Who do I know who has severely dry skin?Who do I know who could really use an extra $500 a month?Who do I know who hates their job?Who do I know who works 60 hours a week and never gets to see their kids?
36 SEPTEMBER 2018 | MELALEUCA.COM
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