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LEADERSHIP IN ACTION | B U I L D I N G Y O U R B U S I N E S S |
MARCH 2 0 1 7
2016 Marketing Executive of the Year Carole Sellar CONGRATULATIONS TO
melaleuca.com
E N H A N C I N G T H E L I V E S O F T H O S E W E T O U C H ®
will keep moving unless something else acts on it to slow it down or stop it, and that if something is standing still, it will continue to stand still unless something else causes it to move. The pendulum, for example, constantly sways back and forth, back and forth, suspended in the same area of space unless something acts on it to change it. And the rock on the mountain: it will be perfectly happy to remain right where it is for eons at a time, under the same evergreen tree, beside the same creek, crawled over by the same insects, brushed by the same weeds—unless it is acted upon… unless a rockslide drags it off its spot, unless a hiker pushes it forward with his foot, unless a child picks it up and throws it, unless the rain gradually wears it away until nothing is left but dirt and dust on the mountain’s surface. This is truly a powerless existence! As human beings, however, we are not powerless like the pendulum or the rock. We are not inert objects. We do not have to wait for external forces to change us—in fact, outside forces cannot change who we are. Unfortunately, even though we may not like what we are doing or what is happening in our lives, instead of using our power to change, we usually stay in the Your New Year Will be as good as you choose to make it
AMESSAGE FROMCEO FRANK VANDERSLOOT
The great author Leo Tolstoy said, “Everybody thinks of changing humanity and nobody thinks of changing himself.” As we look at our lives, we are often not pleased with where we are or where it appears we are headed. Our tendency is to blame our situation on others or on circumstances over which we have no control. Most of our attention is focused outwards: if only our spouses would be more sensitive to our needs… if only our children would follow our rules… if only our bosses would be more appreciative of our efforts… if only our parents would be more proud of us… then we could really accomplish something. This kind of thinking is detrimental to our lives, for when we constantly blame other people or outside situations for what is happening to us, we do nothing ourselves to change it! Like a pendulum endlessly swinging back and forth, or a lone rock resting on a mountainside, we continue to act and exist in the same pattern. This brings to mind the concept of inertia. According to Webster’s Dictionary, “inertia” is the tendency of a body to remain at rest or stay in motion unless acted on by an external force. This means that if something is moving, it
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same old ruts we have created. There is a very real tendency in all of us to keep doing what we’ve been doing and therefore we keep getting what we’ve been getting. That’s wonderful when we are enjoying what is happening in our lives. It is tragic if we are not happy with what we’ve been getting from life. So what can we do? We must motivate ourselves. The concept that someone else can motivate us is a great fallacy. Any change that must happen, must happen inside us. That change must be initiated by ourselves. We must choose to take action rather than wait to be acted upon! Only when we realise that will we be able to make the changes in our lives that will bring us the joy and satisfaction of accomplishment and achievement. Change is always challenging and often difficult and scary. But it is almost always necessary in order to reach our goals and make our dreams come true. And when we pass through change, we will look back to find that we have grown and that we have been rewarded for our efforts. Maybe we achieved the career move we were trying for. Maybe we replaced our old junker with a new car. Maybe we were extra patient and loving with our spouse. Maybe we paid off a child’s college tuition. Or maybe not. But always we emerge from change with a stronger sense of who we are and what we can accomplish, and we feel more prepared to try again. What’s exciting is that we do not have to wait for some monumental occasion to take the first step. We can choose to begin changing ourselves and the course of our lives at this very moment! Those who have embraced change and taken action have seen tremendous results this past year. 2016 was an explosive year—and the best is yet to come. We’re entering a new year with the most lucrative compensation plan we’ve ever had, with the best people, the best products, and with incredible momentum! But what we do with it is up to each one of us.
As we set goals and make resolutions for this year, it is my hope that all of us will take time out to evaluate who we are on the inside and how our lives are going. We can’t change anyone else. We can change ourselves. If we don’t like what we are doing or if we recognise areas that we need to improve, we can make the commitment to ourselves or even to our loved ones to change. It may be difficult. We may never be perfect at it. But imagine… we have been given a life—our own—with which we can do anything we want. And therein lies our true power! Therefore, if we begin today, if we continue to try, we will get better at it. And that will be a change.
Sincerely,
@FLVanderSloot
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CONTENTS L L E A D E R S H I P I N A C T I O N
M A R C H 2 0 1 7
CAROLE SELLAR, SENIOR DIRECTOR 6 MARKETING EXECUTIVE OF THE YEAR 2016 Find out how achieving Marketing Executive of the Year 2016 has transformed Carole's life, and how it has inspired her to enhance the lives of others in 2017.
STORIES:
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HOWTODEVELOP YOUR FIRSTDIRECTOR ........................ 13
CONVENTION ANNOUNCEMENTS .......................................... 20
ROADTOSENIORDIRECTOR ................ 39
CELEBRATION ......................................................... 42
ALL-NEW PRODUCTS JUST LAUNCHED You're sure to find a new favourite or two among Melaleuca's new products recently launched at Convention.
SENIOR VICE PRESIDENT OF SALES DARRIN JOHNSON A record number of people are working multiple jobs. With the ability to set your own hours and earn true residual income, Melaleuca can help families find the security they need.
WHO'S AFRAID OF THE BIG BAD GOAL? The right goals will work. The wrong goals won't. Find out how to tell the difference.
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STANDING SENIOR LEADERSHIP COUNCIL Melaleuca presents
Bj Vaughan QLD
Doug & Anne Glennie QLD
Jenny & Greg Poett WA
Will & Sarah Thomson NZ
Jude Scott NZ
Yvette & Justin Brewin SA
Jennifer Robinson SA
Grant & Alison Thorpe QLD
Carole Sellar SA
Zena Fatrouni QLD
Ian & Karen Muntelwit QLD
Marci & Geoff Stedman NSW
Karen & Matthew Buttery VIC
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Perfect Time TOBUILDAMELALEUCA BUSINESS the
N ow more than ever, people are looking for new ways to bring in an additional stream of income. This need for additional income is the driving force behind companies like Etsy, Uber, and Airbnb, business models that allow people to use their existing skills and assets, set their own work hours, and control their own pay cheque. Whether they’re trying to get out of debt, make ends meet, or save up for the future, chances are you know several people who are either currently working two jobs or who are looking for a way to make extra cash. While many companies offer a variety of ways to earn extra income, none are as rewarding or reliable as Melaleuca.
Darrin Johnson Senior VP Sales
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The Melaleuca Advantage As with the companies mentioned previously, Melaleuca also allows you to set your own hours, control your pay cheque, and start building a business with minimal financial risk. But that’s not all Melaleuca offers. Melaleuca is one of the few companies to offer true residual income. Unlike a traditional job where one hour of work equals one hour of pay, your Melaleuca business generates residual income. Residual income is money you can earn month after month—thanks to the repeat purchases of customers in your organisation and your monthly efforts. And thanks to Melaleuca’s 96% month-to-month reorder rate and its Compensation Plan, this is money you can rely on. Over its 31-year history, Melaleuca has paid out nearly $5 billion worldwide in residual income to Marketing Executives. To better understand what you might earn through Melaleuca’s Compensation Plan, please see Melaleuca’s income statistics in your Building Your Melaleuca Business booklet.
The following are several key reasons Melaleuca has reliable residual income: Monthly Shopping Instead of selling one-time-purchase items like jewel customers use and replace every month. As a result, your income from their ongoing purchases is residual and occurs every month. Customers Love Our Products It takes unique products to create ongoing residual income. The Peak Performance Pack , the Access® Bar, and Safe & Mighty™ Toilet Cleaner are just a few examples of products developed by Melaleuca and our scientific partners—products our customers can’t live without.
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Preferred Customer Programme As a benefit of shopping monthly at Melaleuca, Preferred Customers get a big discount on Melaleuca products, much more! This customer loyalty programme rewards ongoing purchases and creates true residual income for Marketing Executives. But that’s not all. The value of your Melaleuca business doesn’t end with residual income. After you introduce a customer to Melaleuca and help them set up their account, Melaleuca goes to work for you. Unlike other businesses, you don’t have to deal with: • Keeping inventory • Taking orders Melaleuca handles all of this at no additional cost to you. So the worth of your business is both in the money you earn month after month and in the money you save without the day-to-day expenses of maintaining those customers you’ve already referred. No other company offers its business builders this unique combination of residual income and minimal financial risk. For only $20 a year, you can build a business that generates a lifetime of residual income. What’s more you get access to Melaleuca’s unparalleled business support team, training on their world-class products, and you can offer hassle-free online shopping to customers— all at no cost to you. A Business Opportunity That Makes Sense Now more than ever, people are turning to online shopping to fulfill their needs. They like the convenience and reliability is offers. This makes it easy for them to make the switch to Melaleuca, because online shopping fits right in with their current purchasing habits. What’s more, Melaleuca offers superior products at a significant savings—so it’s easier and more affordable! For those building a Melaleuca business, the Melaleuca Compensation Plan combined with the Double Pacesetter Senior Director Incentive means that Marketing Executives are getting paid additional bonuses to refer customers to Melaleuca. So there’s never been a more lucrative time to start building a business with Melaleuca. The Perfect Fit for Any Stage of Life Melaleuca’s unique business model also fits with virtually every stage of life and financial need. No matter what your age, you’ll still need to buy basic consumable goods like shampoo and toothpaste, and so will your friends. Sharing products you love with others doesn’t require any special skills. Chances are it’s also something you already do regularly. The difference is now you’re getting paid for it. • Making deliveries • Billing customers • Pressuring people to purchase • Doing repeat sales presentations
In your 20s your Melaleuca income can help you avoid or pay off educational debt. It can also provide you with the means to start saving for retirement early—a move experts say is critical to your future financial health. In your 30s your residual income can help you stay on top of added expenses like getting married and having children. You can advance your business and increase your income so you can avoid credit card debt or save up for a home. In your 40s you can use your Melaleuca cheque to help pay off your mortgage, pay for your children’s education, or help your ageing parents make ends meet. In your 50s your Melaleuca business can help make sure you’re prepared for retirement. You can bulk up on your savings and investments and work to get debt-free. In your 60s (and beyond) you can supplement your retirement or pension with your residual income. With people living longer than ever before, retirement plans often fall short. Your Melaleuca income can help you maintain your standard of living and manage unforeseen costs in health care or other areas. A New Year, a New Opportunity 2017 promises to be a big year for Melaleuca. We are uniquely positioned in the marketplace with superior products at affordable prices, convenient online shopping, and the chance for customers to create residual income just by sharing their experience with friends. As you’re making your plans for this year, think about how Melaleuca can help you change your life. What goals do you want to accomplish? What areas of your life could improve if you invested a little more time in sharing Melaleuca with others? There’s never been an easier or better time to get started.
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What you need to do to change your life in a year!
by Daniel Wood, General Manager
This year… I will... (insert dream here!). It’s fairly easy to skip over words on a page so think about it again: this year… I will. It’s just a sentence, just words on a page but, if you complete the sentence—say it and mean it—it could be one of the most important things you say in your life. In fact, if you say it and really mean it, you might look back, years from now and recognise it as the exact moment your life changed. I think that many people, probably most people, are not living their perfect life. If you are reading this message, it’s likely you think that Melaleuca could help change your life or at least once-upon-a-time you did. The truth is that there are many ways to succeed in life but very few people reach the level of success they desire. From what I’ve experienced, I think this is due to two main reasons. The first is fear. What are the they, or more importantly you, scared of? Embarrassment? We are, after all, social beings so we care about what other people think and say about us. Embarrassment’s close relative is rejection, and when people say no to us, it can hurt our feelings. Then there is the fear of failure. Putting your all into something which fails can be daunting, especially if you’ve failed before. Fear can be debilitating, even though the fears I’ve mentioned are all imaginary and are yet to happen—if they ever do! The second is old-fashioned hard work. People do their jobs every day and work hard… for somebody else. Over years of observation at Melaleuca I would say that most people will work hard building their business for 30 days. Over this time period some people don’t reach their 30 day goal,
overwhelmingly, this is because they don’t put in enough work. Many however do succeed. It doesn’t matter if they are new people or if they are restarting after a few years. When they work very hard for a month, they get a great result. Then, for many different reasons they reduce their level of work or stop. The excuses start and within a matter of a few weeks, they’ve convinced themselves that Melaleuca doesn’t work. They resume their usual position on the sofa and catch up on their favourite TV shows. Life goes back to normal. In subsequent pages of this edition of Leadership in Action you’ll read about Carole Sellar. Many of you know that Carole made her living cleaning other people’s houses. She was single and she didn’t join Melaleuca until she was in her mid-fifties. Many of you would have overlooked her has a potential business builder—what a mistake! A few weeks ago, I had the privilege of awarding Carole the highest accolade Melaleuca offers in this market: Marketing Executive of the Year 2016. So why did this underdog, this “little guy” succeed where many fail? Well, she had the courage to face her fears head on. People doubted her, people mocked her for giving it a go. She was rejected and she failed time and again but she picked herself up and never stopped believing she would succeed. And, she worked hard. Not for 30 days, not for 60 or 90 days, she worked hard indefinitely, day in and day out. This year, she’ll do the same, she’ll likely advance to at least Executive Director and earn several hundred thousand dollars—decent income for a “Little guy.” She deserves it, she believed it and she earned it—so could you!
There is one other fear which keeps people safe, so safe they never succeed: the fear of commitment. When you say, “This year… I will” and mean it, you are making a commitment to work hard for a year. This unsettles people; they don’t want to say it just in case it doesn’t happen; they want to protect themselves. This may be the safe route but it is also the route to failure. ONLY, when you make a real commitment (one that you will follow through on no matter what) and openly share it with your team, your family, your friends, your potential customers etc. are you setting yourself up for success. This is not safe, it’s not easy, but each time you share it your commitment grows and with it, so do your chances of success. Carole made a commitment and shared it with everyone: “I’m going to do this no matter what, I’m going to get to Senior Director by helping people” and she succeeded. You can too. Start now. The best way to begin is to think about what you really want in life. Then complete the sentence and really, really mean it, “This year … I will.” One year from now, you’ll have enhanced your life. Perhaps you’ll be a Senior Director, with time freedom, a great income, a new car and making this commitment will be one of the best decisions you’ve ever made. What are you waiting for? Say it now: “This year… I will.”
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CAROLE
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2016 MARKETING EXECUTIVE OF THE YEAR
The Melaleuca Fairytale O nce upon a time, in faraway South Australia, a fair maiden lay motionless on the shower floor. Having scrubbed and scrubbed the houses of strangers— for a minimum wage of course—she was overcome by the power of chlorine bleach, drifting off to a troublesome slumber. Her body slowly fighting the toxic fog, she roused not to the handsome face of her savior prince, but to the reality that she had —quite literally—worked herself toward an early grave. The story that followed may indeed imitate the rags to riches Cinderella story of our childhoods, however as Senior Director 6 and 2016 Marketing Executive of the Year Carole Sellar explains, “My fairytale story is missing one key element; there’s no Prince Charming or Fairy Godmother that came along and completely transformed my life. I was my own knight in shining armor.”
SELLAR
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Spending weeks in the hospital following the diagnosis of toxic poisoning of the liver, Carole Sellar faced one of the biggest decisions of her life—continue her domestic cleaning business and risk further health implications, or sell her beloved family home to make ends meet. At 56, the prospect of starting over was bleak. “I was in a total state of panic at that point, clinging to that property like my life depended on it, trying to find a way to make my $40K a year business work,” said Carole. A chance meeting with Senior Director 7 Yvette Brewin through their mutual love of horses however marked a turning point in Carole’s life. “I often think about what life would have been like if I hadn’t met Yvette,” reflects Carole, “If she hadn’t approached me, and then shown me what was possible with the Melaleuca business opportunity, I would still be cleaning houses. She saw my need before I saw it myself, and then nurtured and supported me toward my goal of Senior Director—I am truly blessed to have met, and to call such a beautiful woman my friend.”
Carole and her team clean up at the 2017 Awards Gala.
And so through hard work, determination and a genuine need to help others, Carole achieved Senior Director in August 2015. Just as Cinderella’s Fairy Godmother transformed the pumpkin into a sparkling horse-drawn carriage, Carole’s Senior Director advancement saw her gain a brand new car. “Being able to trade in my bomb of car for a brand new Ford Kuga—without having to go into debt – was just the most amazing feeling!” Zipping around town in her beloved Kuga, and her 60th birthday fast approaching, Carole came to a realisation in January 2016. “I was in the last year of my fifties, which made me really stop and take stock of my life.” Explained Carole. “I realised that I had waited until two thirds of my life was over before realising my dreams. I was almost 60 years old and only just then starting to live life on my terms! I realised that I wanted others to have what I have earlier in life, and I made a decision to not let my next dream go unrealised for so long—I needed to get out there, get working, help more people than ever to achieve my next dream of National Director!”
Carole celebrating her four Senior Director advancements at 2017 Convention.
“ The reality set in
In the months that followed, Carole’s decision saw her help five new families advance their businesses to Director, and ten of her personal Directors advance their businesses throughout the Director ranks —even closer to Senior Director and the lifestyle of freedom she now enjoys. “Seeing so many of my team achieve success has been amazing. But believe me – there were plenty of no’s along the way—no one just fell into my lap – I had to work hard to show people what was possible! Hayley (Director 9 Hayley Harding—Carole’s personal) didn’t even want
that I had achieved an amazing life, and this is where I belong and where I am staying. ”
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to speak to me for the first six months that I approached her! But I am glad that I stuck to my decision to help others, because seeing someone else so close to having what I have, makes it all worthwhile.” Said Carole. While enhancing the lives of others, Carole advanced her business four times in 2016! Not only did she earn a six figure income as a result, she also qualified for expenses paid trips to Australian & New Zealand Convention, Road to Senior Director Training, Fiji Fast Track, North American Convention and Byron Bay Standing Senior Leadership Council. “Attending Fiji Fast Track was such an awesome feeling. I remember sitting on the Cloud 9 Pontoon looking out onto the aqua blue ocean with my personal enrollee and now close friend Hayley thinking ‘is this really my life?’” Said Carole. “It made me realise that I really am living the dream.”
“ While I may work hard every single day, the rewards, the friendships and the lifestyle are so worth it. ”
Carole and Director 9 Hayley Harding.
In February at Convention 2017, Carole’s Melaleuca journey rose to new heights as she was crowned Melaleuca Australia and New Zealand’s 2016 Marketing Executive of the Year! Amongst the tears, the standing ovation and the shower of confetti, the belle of the ball was—uncharacteristically —speechless. “It was an absolute total shock! I found it hard to get out of my chair, because I thought this can’t actually be happening, this can’t be me? It was totally unexpected.” Said Carole. When asked how her fairytale ending felt, Carole explained, “Standing on stage and seeing the eleven Directors from my team sitting in the audience cheering me on just brought me an overwhelming feeling of joy, fulfillment and happiness. The reality set in that I had achieved an amazing life, and this is where I belong and where I am staying.” “ This is not the happily ever after, it is just the beginning. Look out 2017! ”
“But I’m not done yet. I’m older, I’m wiser, and I’m ready to enhance more lives than ever before.” Said Carole. Congratulations Carole on your amazing achievement of 2016 Marketing Executive of the Year! We wish you all the very best for 2017, and we look forward to the next chapter of your Cinderella story!
Carole and her enroller, Senior Director 7 Yvette Brewin.
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How Do You Develop Your First Director? A friend invites you to a DeliveringWellness Overview, you’re impressed with the products and the company, and something within you feels the nudge of destiny. This could be for you! Suddenly the sun is shining on your future, illuminating possibilities you never thought could exist for you. The next thing you know, you’re creating your first contact list and placing your very first calls—discovering you CAN do this! In-homes, webinars, one-on-ones go by in a happy blur as you enrol new customers and welcome many of them to your blossoming team. And suddenly, there you are with your very first Director. Wow! The moment is different for everyone. It can feel triumphant, scary, challenging, exciting, or all of the above at once. Here, four Directors from accross North America and Australia describe their experiences and share their wisdom about developing their first Director. It all starts with a phone call.
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WHATWORKS: “When I didn’t keep in touch, she didn’t make as many calls,” Devyn says. “And I couldn’t just tell her to call me if she had questions. A newDirector won’t call because they don’t knowwhat they need, so it’s important to be on the phone with them every day and help them set goals and appointments. I tell them they can do this if they will listen tome. Those who don’t listen tend to get started and then stop.” Devyn mirrored the mentoring practices National Director Maria Mosca had applied in training her, and they worked beautifully. “I called every day and did the Overviews for her. There was constant communication. Riley went to Director 2 in one month —I was just amazed.” NORTH AMERICA DIRECTORS 4 DEVYN & BENJAMIN RICKS Devyn’s first Director was a customer who loved the products so much she tried to enrol others all on her own. “It was a complete surprise!” Devyn remembers. “Riley Abang and I had a nice text conversation going on about the products. Then one day she said she had tried to enrol a few customers but couldn’t do it, so a Melaleuca business wasn’t for her. And I thought, ‘This needs a live conversation!’ So she called, and a discouraged Riley explained, “Well, I tried to have my mum enrol, and two or three other people, but they weren’t interested.” Devyn reassured her, “I’m not surprised—you don’t have any tools! Will you let me coach you and give me a month to show you that you can do it?” Riley agreed to try again. GOOD ADVICE: “You have to depend on your support team,” Devyn says. “If not that, your regional team, and if not that, go to corporate. Tap into those with higher statuses and more experience on your team—you may feel you’re inconveniencing them, but you’re not.”
GOOD ADVICE: “Marilyn taught us that it’s a good idea to have new business builders simply set appointments at first,” Brittney says. “They need time to observe the Overview, learn answers to frequently asked questions, and become comfortable with the language involved before they lead an Overview on their own.” WHATWORKS: “A really important key is confidence. Lack of it is a top obstacle for some business builders,” Brittney explains. “Emily’s successful in-home started her with strong confidence. I check in with her all the time, and keep her accountable for goals set. We always do things in person and together, and I feel more like a support system than a teacher. She just made Director 3!” NORTH AMERICA DIRECTOR 4 BRITTNEYHALL Brittney’s first Director, Emily Swart, was a fellow group fitness instructor and a good friend who became a business builder only one month after Brittney did! The support systemwithin Melaleuca is so vital, the two are growing together with great success. “Emily was open to the opportunity as a single mumwith a strong ‘why’ of needing extra income,” Brittney recalls, “and we got her seven enrolments in one night with an in-home party! Senior Director 5 Marilyn Meyer did an Overview on a laptop with a speakerphone, and it was a fun experience for everyone. After that, Emily only needed one more enrolment, so she got it, and she advanced to Director in a day and a half. It’s a wonderful success story!” “It’s really fun to work with someone else if they are also a go-getter,” Brittney says. “It’s energising when you both love being successful and getting enrolments and getting your cheque! It keeps the fire lit within you.”
NORTH AMERICA DIRECTOR 5 JILL LUNDIN Jill Lundin’s success in the corporate world involves strong management skills. But she discovered that managing employees at the office can be very different from developing business builders. “Developing a Director involves helping them intrinsically motivate themselves,” Jill says. “For that, they have to have a strong enough ‘why.’” “I let them know I’m there to work for them, at in-homes or virtual meetings,” Jill explains. “If they will just get there, I’ll do the rest, and I’ll show them how to do it as well. I had a great enroller, Senior Director 3 Kate Shean, who taught me to go slowly and
give new business builders options so they will see success. They must experience success.”
WHATWORKS: • “Understand what motivates them.”
• “Break it down into simple tasks. Just get them to the starting block so they have done the activities. This allows them to see their success and start reaching out.” •“Make sure you highlight the areas where they are very good. Let them see where they bring tools to the table; otherwise they may compare themselves to the very successful business builders and conclude, ‘I don’t have that.’” • “Empathy is hugely important. A lot of business builders feel self-doubt.” •“Highlight the obvious. Openly note potential obstacles and paint the picture that obstacles are normal and you are there to help.” •“Show them they have a team. They are not doing it alone.” GOOD ADVICE: • “Meet themwhere they are, and encourage them from there.” • “Development needs to be customised to the individual. Not everyone is equal or motivated to do what the next person does. There are lots of ways to do the Seven Critical Activities. Just get them started and out of the gate.” • “Listen to the conversations you have with them, because they will give you clues as to where they really are, or where they want to be.”
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Advance to Director 3 by May and attend an expenses paid training at a luxury location.
SOUTH AUSTRALIA DIRECTOR 9 HAYLEY HARDING My first director was my best friend. Kelley, who has been since we were just 8! In fact it was my best friend who told 'me' about the power this business truly has! When she said to me "Hayley, this is willable" something clicked in our brains and we both had an uncontrollable urge and desire to build this business BIG! We would spend hours and hours on the phone talking Melaleuca and planning and concocting our futures. Dreaming of the lives we were going to have with our families and children. All the nice things we were going to be able to afford and be the parents we both desired for our kids. I was a Director in May 2014 and we both worked hard and helped Kelley reach Director in June. We totally believed in the products, the company and its mission statement and we were on a mission to grow a residual based income so we could live a comfortable life. WHATWORKS: • “What works for me is Belief! You have to truly believe in yourself and in others. I think when you know where you are heading others believe in you.” • “You have to have trust. Trust in your company and the wellness products. Trust in the process in building your business.” •“A strong work ethic. Don’t let the little things get you down. Such as a 'No' It’s not a 'No' it’s a 'not right now thank you'.” • “Knowing your 'Why' really helps keep you on track. Without knowing why you do something is meaningless. Have purpose and direction. Skills can be fine-tuned over time but if people can see you are passionate and believe in what you are doing they will take notice.” GOODADVICE: • “ALWAYS work with your enroller. On the job training starts at your first presentation.” • “Never pre judge any one and give everyone the FULL overview. Get as much help with the phone calls as you can!” • “Be real, authentic and connect with people. Always be open to learning new skills and find tune yourself to be great!” • “Be coachable, have a strong why and have a huge heart! ” • “Don't sweat the small stuff. Never let it knock you down! The gold is just around the corner … Dont Stop!”
FAST TRACK 2017 PORT DOUGLAS
Enrol in February, March, April or May and advance to Director 3 by 31 May for the expenses paid trip of a lifetime to Port Douglas.
EARN $90–100K IN YOUR FIRST YEAR WITH
Advance to Director 3 by May in Pacesetter time and earn $7500 *
REACH SENIOR DIRECTOR BY 31 AUGUST TO ATTEND SSLC, FIJI, SEPTEMBER 2017.
*Approximate, income may vary based on activity.
WHO’S afraid
of the BIG BAD GOAL?
17 MARCH 2017 | MELALEUCA.COM
Goals are wonderful. Where would we be without them? Actually, sometimes we’d be in the same place we are with them. Why don’t goals always work their motivating magic? If you are slumped in a pool of shame for failing to attain a goal you set with good intentions and a completion date, stand up and be encouraged! We are about to unmask some disguised realities about goals, and reveal a better way to achieve them. THE RIGHT GOALS WILL WORK. THE WRONG GOALS WON’T. HERE’S HOW TO TELL THE DIFFERENCE.
THE GLITCH IN SETTING GOALS The problem isn’t that we focus on our goals too little, it’s often that we focus on them too much. By definition, a goal is big. The longer we focus on the goal, the bigger it looks! Soon it’s towering over us like Mt. Everest and we decide it would be more sensible to retire to base camp and have a hot chocolate than to begin the perilous ascent. The familiar solution of breaking down the gargantuan goal into small steps doesn’t fool us—we’re still well aware it’s a mountainous challenge. Worse, if we succumb to the inner conclusion that we’ll never make it, and that setting it in the first place was a reckless act of momentary disillusionment, our quitting will validate that conclusion and hamper our attainment of future goals. Every accomplished goal is the result of a system ingrained in your everyday life. While the goal may loom above you, impossibly high and huge, a system is a day-sized series of actions. Goals demand progress; a system actually generates progress. Writers write. Runners run. Neither the book nor the finish line makes people authors and athletes: it’s the system they have incorporated into their lives. The blank page and the endless road cannot resist the power of consistent commitment to a system that creates progress. When you incorporate the system of the Seven Critical Business-Building Activities into your daily lifestyle, you will be a business builder; not only on the day you receive the advancement call, but every day leading up to it and every day following it. The Melaleuca business model comes to the rescue of goal paralysis with a system both simple and universally do-able. Speaking the goal, writing the goal, looking at a picture of the goal, writing mini-goals as steps to your goal—all of these serve a purpose, but the Melaleuca business system allows average folks to achieve lofty goals because the system is time-tested and proven to work. When you incorporate the Melaleuca system into your life, it’s much like getting on the freeway. You do the driving and the road takes you there. Practice the activities and they lead to success. RESPOND TO FEEDBACK LOOPS Results from the Seven Critical Activities are so predictable, if there is a dip in momentum, it’s easy to pinpoint which activity needs to be put back into balance. THE KEYS TO ACHIEVING GOALS Focus on the system instead
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7 Critical
Be sure tour “Why” is your true “Why” State your “why” and follow up with the question, “Why is that important to me?” Question each answer you give until you come to the real, true, authentically motivating “why.” It will sound like this: “I want to make more money for our family.” (Why is that important to me?) “Because one of my main reasons for being is to make my children safe, happy, and healthy so they will live happy lives.” (Why is that important to me?) “Because I love them and their happiness is the heart of my own happiness.” You discover your actual goal is to give your children happy lives, which will make you truly happy too. Happiness is not an indulgent goal —it is, in fact, the root of all goals. We all want to be happy. Find the belief and conviction beneath theWhy” Tap into the emotional foundation of your “why,” and you will find an authentic wellspring of motivation to succeed. A “why” such as, “I want to go on holiday more often” may come down to the belief, “Life is too short to live it unhappily.” It may also come down to your conviction that, “I want to be in control of my own life and in charge of my own happiness.” Don’t be afraid to acknowledge your own true thoughts. FIND THE HIDDEN COMPETING GOAL Sometimes the irresistible force of our goal meets the immovable object of a subconscious opposing goal. We optimistically launch a new year with a fitness regimen intended to energise us, but our grand plan crashes by March. Why? Because our morning cinnamon roll and coffee, reinforced by our afternoon chocolate bar, and nicely rounded off by ice cream after dinner, form a comfort tripod that supports us through our day. Take it away and we topple over. We want comfort and support more than energy. It’s an internal goal conflict. Our goal has competition, and the conflicting goal wins so often that our first goal fails. When you are standing firm on the foundation of your defined, refined goal, you will be unstoppable simply because your goal has no internal competition, and has the commitment of both your head and your heart. Daily and purposefully engaging in the Seven Critical Business-Building Activitie s will enable you to achieve your goals without the bullying of big-goal intimidation. When your systemmelds with your everyday life, at each mountaintop moment, you’ll marvel. How did this happen? It happened one day at a time, as you lived the mission that has brought success to so many. Sometimes it’s not easy, but it’s always simple. Practice the Seven Critical Activities regularly—it is the proven system by which your goals will become reality.
Business- Building Activities
6 7 1 2 3 4 5
BUILD YOUR CONTACT LIST
FIND THE TRIGGER ACTIVITY When it’s dawn and it’s shivery cold outside, everything conspires to keep a running enthusiast in their warm, comfortable bed. But if they can just lace up those running shoes—the shoes that make them feel buoyant and fast—they will open the door and run out into the break of day. Once the shoes are on, the run is almost inevitable. Their breath will exhale in clouds and they might pull a cap over their ears, but the energy will kick in, the warm bed will become a memory, and their legs and lungs will take them through their kilometres. The daily training takes its effect—the runner’s body is strengthened. The hardest part? Lacing up those running shoes. Find your “running shoes” moment. Is it when you pick up the cool pen and business calendar you bought especially for making appointments? Is it your glance at the framed copy of that residual cheque? Is it the university banner on your wall where your child is going someday? Is it the motivating playlist that always amps you up? The instant you pick up the phone and punch in a number, you are up and running. You’ll know what to say and what to do. The Seven Critical Business-Building Activities form a system that runs like clockwork. If you find you’re resisting it ... CLARIFY YOUR “WHY” If you’re resisting the system by avoiding and justifying and forgetting and stalling, or if you’re strong on intention but weak on follow-through, then your “why” may be superficial and you need to reevaluate it. When your emotions and your mind are synchronised, nothing impedes your pace. It’s crucial to get your “why” down to truthful bedrock and simple clarity. Sometimes your “why” is really a “should,” but you don’t realise it. You can’t “should” your way to success; you’ll fight yourself every inch of the way and won’t understand why. “I should” is not a “why”: it’s a burdensome belief weighted in guilt. An out-of-focus “why” canmake us hesitant to act, and a superficial “why” will fail under pressure. Here are two ways tomake sure yours doesn’t.
SET APPOINTMENTS
SHARE MELALEUCA: DELIVERING WELLNESS
SCHEDULE STRATEGY SESSIONS
CELEBRATE SUCCESS
ALWAYS BE INVOLVED WITH FAST TRACK
LEAD BY EXAMPLE
19 MARCH 2017 | MELALEUCA.COM
Melaleuca Convention 2017 What will you do this year?
Romewasn’t built by accident, DonBradman wasn’t born a champion, and Ed Bestoso didn’t have $41 Million fall into his lap. As with all great achievements, they began with an idea, which developed into a vision, and were realised with a decision to make them a reality. Similarly, the majority of Australia and New Zealand’s Senior Directors credit their success to a single decision made at Convention to go ‘all in’, to give it their all to create a different future for themselves. With this in mind, and the belief that ‘success leaves clues’, the decision to theme this year’s Melaleuca Convention as ‘This Year…I WILL’ was a no brainer. “If not this year, then which year will you change your life?” The opening of our 2017 Convention was both thought provoking and enlightening, as General Manager Daniel Wood reminded us of how 12 months can mean the difference between a good life and a great life. Special guest speaker, North American Corporate Director 3 Mark Atha continued on this thought path by asking us “what is your default future?” Needless to say, the seed of a vision was planted. The biggest applause of the day however was reserved for the new products. Hidden Garden Premium Tea , Mountain Cabin Instant Coffee and the Simply Fit food range. As realisation that the expansion of Melaleuca’s better, safer —and now more delicious— products meant switching stores would be easier than ever for consumers, you could almost see the
mental cogs shifting for some leaders as they began to realise just how different 2017 could be for their businesses. Pin curls, red lipstick and sparkle were at the top of the priority list for Friday night’s Awards Gala (and I’m not just talking about Daniel’s wardrobe) as Melaleuca’s leaders gathered in the grand ballroom, dressing to the theme of Hollywood glamour. The perfect way to stop and celebrate all of the success that was 2016, leaders enjoyed a night of fun, frivolity and friendship. Amongst the shower of sparkle and a standing ovation, the highlight of the night was the announcement of Melaleuca’s 2016 Marketing Executive of the Year, Senior Director 6 Carole Sellar. Through
help women earning six figure incomes switch out the boardroom for Melaleuca was truly inspiring. Corporate Director 3 Mark Atha rounded out day two with a masterclass on leadership, challenging us to assess what we really want in life, how we are communicating our vision to our audience, and most importantly of all—how to get people from the Delivering Wellness Overview to Director 2 in ten days. Needless to say, the effects of having two of the world’s best Melaleuca leaders in the roomwas both life-changing and thought provoking. Closing out two days of actioned packed fun, celebration and life-changing revelations, was the moment of truth —the time to decide what our ‘This year… I WILL’ statements would be. Many chose this moment to stand in their seats, and lend power to their decision by sharing it with the group. Strong voices filled with determination created a feeling like no other, amongst the crowd of attendees as they declared ‘This Year…I WILL be a Senior Director!’ Returning back to reality over the past couple of weeks, I am excited to say that so many have already begun to make their goals a reality, proving that the power of a single decision, can have an everlasting impact on the rest of your life. So what are you waiting for? Stop saying I WISH, and start saying I WILL…make 2017 the year you change your life forever.
Strong voices filled with determination created a feeling like no other amongst the crowd of attendees as they declared ‘This Year…I WILL be a Senior Director!’
many tears of joy, we celebrated a truly outstanding achievement, sparking many in the room to visualise how it would feel to stand in her place in 2017… Day two saw these visions develop into plans of action, as North American National Director 9 Heidi Bartolotta proved that with consistent hard work, anyone can follow in her footsteps. Her story of transformation from an intensely shy, private woman, to one who had the courage and the belief to
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MARCH 2017 | MELALEUCA.COM
AWARDS BANQUET
20/20 Club Leader Award
Retention Award
Director 3 – Executive Director Awarded to the leader who has a Retention Index of 50% and a net Preferred Customer growth of 50 or more.
Presented to the top active businesses with the highest number of personal enrollees who achieved the 20/20 Club.
Bj Vaughan, QLD, Executive Director 4
Ian & Karen Muntelwit, QLD, Senior Director 5
Friends and Family Award Director 3 – Executive Director Presented to the business with the highest average product point per new personal enrollees with 50 or more Preferred Customer growth.
Home Conversion Award
Director 3–9 Category Senior & Executive Director Category
Awarded to the top businesses that have the highest percentage of new organisational Preferred Customers who purchased a Home Conversion or Value Pack.
Kirsty Beckman, SA, Director 3
Circle of Excellence Director 3 – Executive Director New Personal Enrolments 48 or more new quality personal Preferred Customers in the award year—must have 50% retention.
Linda Gorlicki, NZ, Director 3
Grant & Alison Thorpe, QLD, Senior Director 6
Carole Sellar, SA, Senior Director 6
Rapid Advancement Award Director 3 Category Awarded to the top business that achieved Director 3 status in the shortest amount of time during the award time period.
2016
Kirsty Beckman, SA, Director 3
21 MARCH 2017 | MELALEUCA.COM
Congratulations to these outstanding Marketing Executives on their success in building their Melaleuca businesses.
Personal Enrollee Advancement Award
Leader Achievement Award Director 3–Executive Director Presented to the Marketing Executive with the highest net Preferred Customer growth and the highest number of new personally developed Director 3s.
Director 3–9 Category Senior & Executive Director Category
Recognises the top active Marketing Executives who have the highest number of Director and above advancements among their personal enrollees during the award time period.
Carole Sellar, SA, Senior Director 6
Business Builder Award
Director 3–Director 9 Category Senior & Executive Director Category
Presented to the business with the largest number of active Preferred Customers in their organisation. Who have also developed a personal Director during the award time period.
Hayley & Ben Harding SA, Director 9
Karen & Matt Buttery, VIC, Senior Director 2
Personal Director Growth Award
Director 3–Executive Director Recognises the top business with five or more new net personal Directors in the award year.
Hayley & Ben Harding, SA, Director 9
Bj Vaughan, QLD, Executive Director 4
Doug & Anne Glennie, QLD, Executive Director 3
Marketing Executive of the Year
Personal Director 3 Growth Award
Director 3–Executive Director Awarded to the top business who has demonstrated true leadership developing the highest amount of Personal Director 3s.
Presented to the Marketing Executive with the highest total combined monthly contribution index during the award time period. (The contribution index is the number of the net increase of Preferred Customers in an organisation during the previous twelve months, multiplied by the number of personally enrolled active Directors.)
Ian & Karen Muntelwit, QLD, Senior Director 5
Carole Sellar, SA, Senior Director 6
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MARCH 2017 | MELALEUCA.COM
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FAST TRACK 2017 PORT DOUGLAS
Let Melaleuca whisk you away to experience a first class, pure tropical resort experience at Peppers Beach Club, Port Douglas, Tropical North Queensland.
27 JULY—1 AUGUST
This Year... I Will! Fast Track will run over four months starting with qualification in February. To qualify and have your Registration Fee refunded get set and enrol four customers in February. In the following months, continue to consistently enrol two customers. You then have until May to develop one Pacesetter Director 2 or Pacesetter Director 3. To have your spouse join you on the trip to Port Douglas, up this to developing two personally enrolled Pacesetter Directors 2 or 3 by May and you will on your way to Port Douglas! For new customers enrolled in February, March, April or May 2017, they need to advance to Director 3 and above on 31 May, 2017 to qualify to attend the Fast Track Trip.
FEBRUARY MARCH APRIL MAY Enrol 4 Enrol 2 Enrol 2 Enrol 2 Develop ONE Pacesetter Director 2 or Pacesetter Director 3* To take your spouse/partner, develop TWO Pacesetter Director 2 or Pacesetter Director 3 Visit the Business Centre at melaleuca.com for more information and printable forms.
27 MARCH 2017 | MELALEUCA.COM
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