The digital Leadership in Action magazine will equip you and your team with the tools and skills necessary to succeed with your Melaleuca business.
FIND YOUR SUCCESS AS YOU HELP OTHERS SUCCEED! P. 24
LEADERSHIP NOVEMBER 2022 IN ACTION | B U I L D I N G Y O U R B U S I N E S S |
Paying Tribute to 15 Years of Outstanding Accomplishments: Former Melaleuca CMO Scott Hollander P. 14
Melaleuca.com/LIA
ENHANCING THE LIVES OF THOSE WE TOUCH ®
FRANK VANDERSLOOT
EXECUTIVE CHAIRMAN
Scott Hollander—15 Years of Devout Leadership!
I remember the first day I met Scott Hollander. It was almost 17 years ago. He had an illustrious career with Purina, Procter & Gamble, and Gillette. As I got to know him through many hours of discussions and brainstorming, I knew I wanted him on my team. I was excited about Scott’s approach to marketing and R&D, and I loved his mission-driven commitment to excellence in developing superior products. But there were two problems: First, Scott is Jewish and there are no Jewish synagogues or temples within 60 miles of Idaho Falls. And second, Scott did not want to relocate his family while his son was still in high school. His son, Jeff, had one more full year to go before he graduated. The solution to the high school situation was simple. We just had to wait a year and then Scott could come. And although it wasn’t a perfect solution, Scott found a Jewish synagogue just 90 miles away from Idaho Falls in Jackson, Wyoming. We made a handshake agreement that Scott would join Melaleuca in about 15 months, after his son graduated from high school. The wait was well worth it. Scott and his wife, Susan, moved to Idaho Falls in July 2007, and Scott spent the next 15 years as Melaleuca’s Chief Marketing Officer. His contribution to our mission has been enormous. Many of the absolutely one-of-a-kind nature-based wellness products that we call “jaw-droppers” were developed under Scott’s direction.
In today’s rapid pace of extreme competition and corporate culture, it is extremely rare for key executives to stay with a single employer for more than a few years. That’s why I don’t take it for granted that someone with the acumen of Scott Hollander would demonstrate the kind of loyalty to our mission that he has. And I’m very grateful that he chose to spend the last third of his professional career with us. Fifteen years of someone’s life is a tremendous contribution! A list of the products that he helped develop for us is on the next page. Take a minute to read that list, and imagine how things would be different at Melaleuca if Scott had not moved his family to Idaho 15 years ago! Thank you, Scott, for uprooting your family and joining us on this phenomenal mission of enhancing lives! You have truly been a blessing to all of us!
Frank VanderSloot
@FLVanderSloot
2 NOVEMBER 2022 | MELALEUCA.COM
Products Created by Scott’s Team
Oligo® Mineral-Delivery Technology Peak Performance Pack Activate-C Immune Complex™ Drink Affinia® Calmicid® AC CardiOmega EPA™ Clarity Clear Skin Essentials® Clean & Gleam™ COQ10+
InfoGuard K2-D3 Koala Pals™ Shakeables MelaBrite® Plus Oxi
RestEZ™ Revive™ Home Fragrances Safe & Mighty™ SELECT Line
Melaleuca Home Security Mountain Cabin® Coffee Natural Insect Repellent Nicole Miller transition to Sei Bella® NutraTherm™ Omega-3 Crème Delight® Pure™ Essential Oils Recover AI™ Renew® Hand Wash and Body Wash Replenex® Extra Strength
Simply Fit™ Healthy Snack Line Sol-U-Guard Botanical® Wipes SplasH 2 O® Ultra-Performance Protein Bars and Shakes Unforgettables® Vitality Elevate™ Line
Energy Kick and B-Fuel Exceed® Gum & Mints
GC Control™ Good Zymes™ Hair, Skin & Nails
NOVEMBER 2022 | MELALEUCA.COM 3
HURRICANE IAN Melaleuca Relief Response
Helping Relight Florida after Hurricane Ian Melaleuca sprang to action to bring much-needed relief to victims of Hurricane Ian. Under the direction of Melaleuca Executive Chairman Frank VanderSloot, Melaleuca coordinated with several Florida-based Marketing Executives and sent a plane filled to capacity with 34 brand-new generators and more than a thousand bottles of Sol-U-Mel ® 3-in-1 Cleaner to the areas most devastated by the massive storm. These supplies helped families in need get essential power to their homes and combat mold and stains as they began to restore their lives. In every case, victims said they were desperate for relief. Marketing Executives were greeted with tears of happiness and hugs of true appreciation. They were called “God’s helpers” and “earthly angels.” Melaleuca thanks all who were involved in this effort.
14
Cover Story As Melaleuca’s Chief Marketing Officer, Scott Hollander spearheaded dozens of new innovations and launched entire product lines. As he enters the next phase of life, he reflects on his career, the things he’s learned, and his legacy at Melaleuca.
6 NOVEMBER 2022 | MELALEUCA.COM
NOVEMBER 2022
Executive Messages 2 A Message from Executive Chairman Frank VanderSloot
Economy & Culture 36
Prices Going Up? Then So Is the Need for Melaleuca!
10 A Message from
Product Training 45 A Cleaner for Every Surface 50 You Have Skin Care Concerns. We Have Solutions!
Senior Vice President of Business Development Kevin Sommer
24 Business Building If you want to find success with Melaleuca, you can’t do it alone! Learn from top Marketing Executives how to effectively team up and accomplish more.
Recognition 18 Advancing National and Executive Directors 68 Advancing Senior Directors
Celebration & Events 54 Lessons from the 2022 Fast Track in Tulum
72 Advancing Directors
64 Calendar of Events
Business Building 24 Navigating Success as a Team
65 Mark Your Calendars for Launch 2023!
32 Critical Activities 1, 2, and 3: The Building Blocks of Your Melaleuca Business 40 Why Beauty Professionals Love Melaleuca
2 Executive Message
18 Advancing Leaders
Frank looks back on the contributions and impact Scott Hollander made as Melaleuca’s CMO for 15 years.
What can you learn from the experience and advice of these leaders?
CANADIAN MARKETING EXECUTIVES: Product information and promotions in Leadership in Action are written in compliance with US requirements but may not be suitable for use in connection with marketing products in Canada. Therefore, please use only Canada-approved literature for marketing products and services in Canada.
NOVEMBER 2022 | MELALEUCA.COM 7
SEPTEMBER 2022 EXECUTIVE LEADERSHIP COUNCIL
1
2
3
4
Scott McKay TEXAS
Ron Lyons CALIFORNIA
Morgan & Derek Martin MICHIGAN
Laura & Tyler Schmidt MINNESOTA
MELALEUCA LIFETIME EARNINGS: $563,785
MELALEUCA LIFETIME EARNINGS: $218,676
MELALEUCA LIFETIME EARNINGS: $169,377
MELALEUCA LIFETIME EARNINGS: $608,966
5
6
7
8
MASTERS
Chelsie & Bo Gilbert MISSISSIPPI
Breana & Christopher Borchers CALIFORNIA
Shannon Kubin ALBERTA
Kristin & Kristian Hoenicke TEXAS
MELALEUCA LIFETIME EARNINGS: $666,527
MELALEUCA LIFETIME EARNINGS: $750,156
MELALEUCA LIFETIME EARNINGS: $571,571
MELALEUCA LIFETIME EARNINGS: $1,705,596
All Executive Leadership Council (ELC) calculations are based on Member growth from US and Canadian customers only. These results are not typical. Please consult the Annual Income Statistics on page 58 for typical results.
8 NOVEMBER 2022 | MELALEUCA.COM
The Executive Leadership Council is composed of the top Presidential, Corporate, National, or Executive Director businesses with the highest contribution index and a current Monthly Retention Index (MRI) of 50% or more. The contribution index is the product of the net increase in an organization’s Members during the prior 60 days, multiplied by the number of each Presidential, Corporate, National, or Executive Director’s Personal Enrollee Advancement Factor (the same factor found within President’s Club criteria). Council membership is reviewed monthly. At least five positions are reserved for Masters.
Rodolfo Schaefer & Vanessa Arizpe TEXAS 9 MASTERS
Iliss & Jerry Brown FLORIDA 10
Cynthia Taylor-Iwankow & Chris Iwankow MANITOBA 11
Lori & Eric Boutieller PENNSYLVANIA 12
MELALEUCA LIFETIME EARNINGS: $1,285,344
MELALEUCA LIFETIME EARNINGS: $166,640
MELALEUCA LIFETIME EARNINGS: $453,171
MELALEUCA LIFETIME EARNINGS: $432,245
13
Amanda & Matthew Wilcox NORTH CAROLINA 14
15
16
MASTERS
MASTERS
Linda & Siwoo Yoo CALIFORNIA
Heather & Frank Brown LOUISIANA
Lyne & Gigi Moldovan BRITISH COLUMBIA
MELALEUCA LIFETIME EARNINGS: $620,011
MELALEUCA LIFETIME EARNINGS: $2,136,984
MELALEUCA LIFETIME EARNINGS: $557,377
MELALEUCA LIFETIME EARNINGS: $3,071,002
Masters are those Executive, National, Corporate, and Presidential Directors who have been Senior Directors or above for five or more years.
NOVEMBER 2022 | MELALEUCA.COM 9
BUSINESS BUILDING
EARNING MORE WITH THE NEW CRITICAL ACTIVITY BONUS
So far, 2022 has seen some historic enhancements to Melaleuca’s already powerful Compensation Plan. Each enhancement is designed to help hardworking Marketing Executives earn the greatest income for the meaningful work they put in every month. In just the last few months, we’ve already seen a tremendous impact from the new Critical Activity Bonus!
This last May at Convention 2022 we announced the new Critical Activity Bonus for Senior Directors and above. Since that time, we’ve seen a 43% increase in enrollments among this group. Commissions are up, Marketing Executives are earning more, and the number of businesses growing has increased 72% over the previous year. In September we extended this bonus, with slightly different rules, to also include Directors 3–9. In just one month after the announcement, we’ve seen an 88% increase in growth among those in the Director ranks who earned the Critical Activity Bonus!
By Senior Vice President of Business Development Kevin Sommer
10 NOVEMBER 2022 | MELALEUCA.COM
BUSINESS BUILDING
A: Chart 2 below explains the bonus for Senior Directors and above very succinctly. Q: Will I earn the bonus associated with my status or with my commission rate? A: You will earn the bonus that corresponds with your commission rate.
A: No. Over the three-month period you must enroll a total of 12 or more new customers (an average of four per month). Q: If I enrolled fewer than four customers in September and October, can I still qualify for the Critical Activity Bonus in November? A: Yes! You can make up for it by enrolling the difference to get to 12 new customer enrollments for the three- month period. (Remember, you’ll also need an average three-month retention rate of 90% or more of your personally enrolled customers to qualify.) Q: For the requirement to enroll an average of 4 or 2 customers, do all personally enrolled Members need to retain Member status for all three months? A: If you have a three-month average of either four or two, you will meet that qualification regardless of their membership status. They must remain preferred for at least one month. You must also meet the other criteria, including a three-month retention rate of 90% or more of your personally enrolled customers. Q: How is “personally enrolled customer” retention calculated? A: We take a three-month average of the monthly retention rate of your personally enrolled customers. Any inherited customers are excluded from this calculation. Q: Is there a requirement for my new personally enrolled Director or Director 3 to hold their status? A: Yes. Your personally enrolled Director or Director 3 must retain their Director or Director 3 status in the month that
Since the Critical Activity Bonus is still relatively new, I thought it would be beneficial to review some of the common questions many of you have asked about how the bonus works: Q: How is the bonus structured for Directors 3–9? A: Take a look at chart 1 below for the most succinct representation. Q: How does it work for Senior Directors and above?
Q: To meet the average for the “enroll 4” requirement, do I need to enroll four new customers every month?
CHART 1
DIRECTORS 3–9
Enroll an Average of 4 Customers in past 3 months EARN $ 250
Average of 4 Customers in past 3 months Average of 2 Customers and grow total Members or Personally Enrolled Customers* 90% Retention of Personally Enrolled Customers Develop a New Director or Director 3 in past 3 months or EARN $500
90% Retention of Personally Enrolled Customers
CHART 2
SENIOR DIRECTORS AND ABOVE
SENIOR DIRECTORS $ 1,000 EXECUTIVE DIRECTORS $ 4,000 NATIONAL–PRES. DIRECTORS $ 6,000
Enroll an Average of 2 Customers and grow total Members or Personally Enrolled Customers*
NEW! Enroll an Average of 4 Customers in past 3 months
or
90% Retention of Personally Enrolled Customers Develop a New Director or Director 4–Senior Director in past 3 months
DOUBLE BONUS
SENIOR DIRECTORS $ 2,000 EXECUTIVE DIRECTORS $ 8,000 NATIONAL–PRES. DIRECTORS $ 12,000
Enroll an Average of 2 Customers and grow total Members or Personally Enrolled Customers*
NEW! Enroll an Average of 4 Customers in past 3 months
or
90% Retention of Personally Enrolled Customers Develop a New Director 3 in past 3 months
* Increase the total Members in your organization over the previous month OR increase your total number of personally enrolled Members over the previous month
CONTINUED >>
NOVEMBER 2022 | MELALEUCA.COM 11
These results are not typical. Consult the Annual Income Statistics on page 58 for typical results.
BUSINESS BUILDING
In conclusion. If you have additional questions about the Critical Activity Bonus, don’t be afraid to ask! Call your Business Development representative. We’re here to help! The Critical Activity Bonus is a fantastic way to help you earn more because it rewards you for those activities that are proven to build a strong, resilient referral business. Consistently channel your energy into the Seven Critical Business-Building Activities, not only for the sake of the bonus, but also, and more importantly, to grow your monthly commission. As you do, you won’t just reach your own goals; you’ll help others reach their goals as well!
Director and again when they advance to Director 3? A: Yes! Your new Director could meet the qualification as a new Director for three months, and when they advance to Director 3 they can help you qualify for another three months. The calculation looks to see if you’ve developed a Director or Director 3 in the past three months. If their commission rate is equal or greater in the current month, you will meet that qualification. Q: Can I receive the Critical Activity Bonus in any of my first three months at Melaleuca? A: Marketing Executives can qualify for the Critical Activity Bonus beginning in their fourth month of enrollment.
you qualify to receive the bonus. For example, if you helped Lydia (a personally enrolled Member) advance to Director status in October, Lydia still needs to be a commission rate Director or above in November for you to qualify for the Critical Activity Bonus that month (unless you develop another new Director or Director 3). In this same example, if Lydia advances to Director in October but is unable to maintain that status and becomes a commission rate Product Advocate 3 in November, and then she regains commission rate Director status in December, she will qualify as your new Director in both October and December. The calculation simply looks to see if you’ve developed a Director or Director 3 in the past three months. If their commission rate is equal or greater in the current month, you will meet that qualification. Q: Can the same personally enrolled customer help me qualify when they advance to
Melaleuca.com/BusinessCenter
GO TO
for more information and an FAQ on these enhancements.
12 NOVEMBER 2022 | MELALEUCA.COM
Spice Up Your Holiday Cleaning Routine For a limited time, the warm scents of cranberries, cinnamon, and spiced apples can enliven all your holiday chores. But don’t wait! These limited- time fragrances won’t last long .
D
13 NOVEMBER 2022 | MELALEUCA.COM
SCOTT HOLLANDER LEAVING A LEGACY When Scott Hollander joined the Melaleuca executive team as Chief Marketing Officer in 2007, he had already established himself as one of the top marketing minds in North America. Scott guided some of the biggest brands in the packaged goods and entertainment industries, serving as the Director of Marketing for Nestlé Purina, Vice President of Marketing for Discovery Communications, and Global Business Director for The Gillette Company.
14 NOVEMBER 2022 | MELALEUCA.COM
I could feel the passion Frank had for the mission, for wellness, and for all the families that could benefit from Melaleuca’s product solutions. I was taken by the company’s past success but mostly by its potential for future explosive growth. After my first conversation with Frank, I knew my future would be spent contributing to the noble mission of this intriguing company based out of little Idaho Falls, Idaho. Q: What cemented your decision to join Melaleuca as Chief Marketing Officer in 2007? A: T hat was an easy decision. The more I learned about the Melaleuca business model and the wellness message, the more persuaded I became to join the company. Given my background, it just made sense. The timing was right. And I could see the ways I could make meaningful contributions to help the company grow. On top of that, spending time with Frank and learning about his expansive vision for the company was very compelling. If you don’t know this already, Frank is very persuasive! Once you land in his orbit, you start to see things the way he does! Q: Now 15 years later, how do you view that decision to join the Management Team at Melaleuca?
Other companies only dream about this kind of customer connectivity. As a marketer, I recognized the power of the intimate, personal connection Melaleuca was able to develop with customers every month. I was intrigued by the unique insights and understanding of the customer that could be gathered based on their purchases and how that information could be used to bring the Melaleuca mission to life with superior products. In so many ways, I knew this was the future of marketing!
In his time with Melaleuca, Scott spearheaded dozens of new innovations and launched entire product lines that have now become customer favorites around the world. After a stellar 15-year career with Melaleuca: The Wellness Company®, Scott retired last month. As he enters the next phase of life, Scott reflects on his career, his learnings, and his legacy at Melaleuca.
Q: What were your first
impressions of Melaleuca when you initially learned about the company?
A: C oming from a traditional, big-brand marketing
background, I wasn’t familiar with direct-selling companies, and I certainly didn’t know much about Melaleuca. So, like a lot of people, I mistakenly assumed Melaleuca was a multilevel marketing (MLM) company. But once I learned about the Consumer Direct Marketing® business model, I immediately recognized that Melaleuca was in its own space. It was clearly a different kind of company. I was especially intrigued by the idea of selling directly to the end user and all the accompanying benefits that could come from direct selling: the ability to sit with the customer and walk them through the product line, the company and its values, and the business opportunity.
“As a marketer, I recognized the power of the intimate, personal connection
Melaleuca was able to develop with customers every month.”
Beyond that, the time I was able to spend with [Melaleuca Executive Chairman] Frank [VanderSloot] and other Management Team members left a deep, positive impression.
CONTINUED ON NEXT PAGE
NOVEMBER 2022 | MELALEUCA.COM 15
not become a better person. I’m eternally grateful for the opportunity to have been associated with this organization and to have been a contributor to the team during some of Melaleuca’s most important and formative years. My Melaleuca experience has been both professionally and personally rewarding in ways that I’m only now starting to recognize. Q: What are the key lessons you learned from your time at Melaleuca? A: T hat’s hard because I’ve had so many over the past decade and a half. When I came to Melaleuca 15 years ago, I had racked up over 30 years of experience in traditional consumer packaged goods companies. I thought I had a solid core of business expertise. I very quickly learned there are many ways to skin a cat. On so many fronts, Melaleuca did not comply with the habits and practices of traditional consumer packaged goods companies. Initially, I sought to change those practices so Melaleuca would look and act more like the companies I had previously worked for. But it didn’t take long before I realized that Melaleuca’s different platform, go-to- market strategy, and highly differentiated product line demanded a different, more innovative approach.
developed and launched over the past 15 years—and the messages we created to support
A: It was the best decision of my life. I often tell people I wish I had discovered Melaleuca a decade earlier. My experience at Melaleuca has been life changing. It has also been extremely fulfilling and satisfying to be part of an organization that does so much good in the world. I’m honored to have played a small part in the success of the company.
them. There isn’t another company out there with a
wellness product lineup that comes close to what Melaleuca offers. And our trajectory into the future is so promising. The Melaleuca commitment to quality and innovation ensures that any updates or new products will meet the very highest levels of excellence.
Q: During your tenure at Melaleuca, what do you feel was your greatest contribution?
A: W ithout a doubt, the
development and launch of the Peak Performance Nutrition Pack . The long-term impact of this product is remarkable. Back in 2014, we knew we had the world’s best collection of individual dietary supplements. Each formula was impressive on its own. Combining them together and creating the Peak Performance Nutrition Pack would prove to be a historic move. When the first results from the Freiburg Study came back with more than 25 health markers positively affected, it just confirmed the profound nature of the power of these supplements. There truly is nothing else in the world like it. And it is still just being discovered!
“I often tell people I wish I had discovered Melaleuca a decade earlier. My experience at Melaleuca has been life changing.”
Also, I’d be remiss if I didn’t acknowledge the incredible contribution Frank and Melaleuca made to my development as a leader and as a person. You simply can’t work around Frank and the Melaleuca team and
Beyond that, I’d say I’m extremely proud of the myriad of superior products we
16 NOVEMBER 2022 | MELALEUCA.COM
Maybe it’s only now that I can look back and see the progress we’ve made in the last decade and a half. Our ability to significantly improve lives through our products has never been more tenable. And I truly believe that we’re just getting started.
Q: What do you plan to do now?
A: B etween now and the end of the year, my plan is to decompress and spend time
with my family. My wife, Susan, and I have two grandchildren and a third on the way. We love the idea of chasing grandchildren. I firmly believe that after the first of the year I’ll need to find something to engage and challenge my gray matter. You don’t spend more than 40 years working at a feverish pace and simply stop. I like the idea of consulting and helping others solve problems and think differently about their businesses. I still feel like I have a lot to give, and I have a lot of energy and passion for business. Frank and I are talking about what I can continue to do for Melaleuca. Whatever I do, I know this: my time at Melaleuca, the friendships I developed, and the lessons I learned will be with me forever. I’ll cherish my time at Melaleuca and will always be thankful for my association with this company and all the fine people I crossed paths with.
a-kind wellness products. The benefits and positive impact these products have on our customers’ lives bring to life the company’s mission of enhancing lives. I’m proud of the work we did while I was leading the Marketing team. In the moment, we were running hard, pushing toward the next innovation, researching nature, implementing new science, and communicating our latest advances. There are so many aspects to wellness, and our intent has always been to improve health wherever we can in our customers’ lives.
Once I embraced the model and lined up behind the strategy, I could see clearly why the Melaleuca approach was so superior to that of other companies. After that, I had a field day working with and optimizing the model. I had the good fortune of leading an amazing team of people who are dedicated to the mission and are some of the smartest, hardest-working professionals I’ve ever been around.
Q: What do you hope your legacy will be?
A: W ithout question, the
portfolio of superior, one-of-
NOVEMBER 2022 | MELALEUCA.COM 17
NATIONAL DIRECTOR NEW ADVANCEMENTS
Scott McKay TEXAS Building for a Better Future
individual is born with innate talents and abilities. Melaleuca allows everyone to thrive by giving them the means to develop these talents.” And as long as a business builder stays the course and doesn’t give up on the Seven Critical Business-Building Activities, Scott believes that finding success at Melaleuca is possible for anyone. “The most important trait any of us needs in order to find success is simply perseverance,” he says. “That means having the patience to learn, to grow, and to know that everything you’re doing is eventually going to deliver its dividends.” Aside from a business model that provides an opportunity to make repeat income, Melaleuca offers products developed with a quality-first mindset. A few of Scott’s favorite products include MelaPower® 9x Laundry Detergent , Affinia® Shampoo , and Melaleuca's nutritional supplements. “Coming from the national level competitive bodybuilding stage, I’ve been very impressed with the Peak Performance Pack and protein powders we offer here at Melaleuca,” he says. “Ninety- nine percent of what’s sold in this arena is not high quality. The positive reviews I hear from my customers about how much they’ve been impacted by Melaleuca supplements are very significant.” Ultimately, Scott feels that God led him to Melaleuca, and he intends to continue sharing the benefits of a company that is trying to do the right thing. “Aligning with a company like Melaleuca is not a fluke or an accident,” he says. “It’s simply a blessing.”
National Director Scott McKay’s mission in life is to help others lead happier, healthier lives by empowering them through personal wellness. “I want people to prosper not only physically but financially,” he explains. Scott loves watching his team members thrive at Melaleuca—a company he says differs from its larger counterparts in that it doesn’t set out to “crush the little guy.” “This month, one of my team members sent me a picture of a Melaleuca check that’s helping to pay for her kid’s school,” he says. “Another one is going through a rough divorce. She used some money from her first check to get into a safe place to live on her own. These are the stories that elevate my soul.” Scott hopes Melaleuca’s influence will initiate a worldwide movement toward healthier ingredients and safer products. “Through Melaleuca, I want to show families that there’s a company out there producing products that are beneficial to humanity.” When Scott first heard about Melaleuca, he hesitated to learn more. He was worried The Wellness Company was structured like an MLM—a business model he refuses to align himself with. “As soon as I watched the Melaleuca Overview, I realized Melaleuca was different,” he says. “This is an American-based company that is really doing the right thing. I believe every
$72,278 $563,785
LAST MONTH’S EARNINGS
LIFETIME EARNINGS
18 NOVEMBER 2022 | MELALEUCA.COM
These results are not typical. Consult the Annual Income Statistics on page 58 for typical results.
EXECUTIVE DIRECTORS 3 NEW ADVANCEMENTS
Susan & Adam Stauffer WISCONSIN A Whole New Appreciation
financial health,” she says. “But I didn’t truly realize what I had until I went through that experience with my dad. It’s not a matter of if things like this will happen; it’s a matter of when . And I’m definitely looking through a whole new lens of how Melaleuca could benefit families not just now but in the future when the unexpected happens.” Susan recognizes that fear can be a big factor in preventing others from reaching their potential with Melaleuca, so she offers some sound advice: “If you lead from the heart, you can never fail.” For Susan, that means focusing on the individual and not worrying about the results. “You take yourself out of the picture when you lead from the heart,” she explains. “You are focused only on who you can help and how you can help them. When you home in on how you can make a difference in their lives, fear is less likely to get in the way.” Susan also points out that Melaleuca is not a business you can do alone. “You have to team up and support each other and rely on each other and hold each other accountable,” she says. “And when you do that, the magic just happens.” In that spirit, Susan is quick to recognize that this most recent advancement is the result of a team effort. “It takes a tribe to make this business work,” she says. “This wouldn’t have happened without my entire team, all my customers, and all the support from the corporate side. It’s the culmination of all of that effort that allows us to win.”
For years, Susan has recognized the value of a Melaleuca business. She has seen the products improve the lives of her family and friends, and she has seen the life-changing impact that extra income can have on tight family budgets. But recent events have given her a whole new appreciation for her business. “My dad became critically ill and needed 24/7 care,” Susan explains. “He didn’t want to be in a nursing home. Thankfully, my Melaleuca business afforded me the opportunity to care for him, allowing him to remain in his home until he was ultimately called home to his maker.” For Susan, the time flexibility and the opportunity to give back to her father have been incredible blessings. “You can’t put a price tag on what this business has offered my family,” she says. “I had no idea the greatest gift my Melaleuca business would give me was the time and resources to care for my father. That just meant so much.” One of the reasons Susan enrolled with Melaleuca is that she loves the idea of helping others enhance their lives. “I’ve always had a passion for helping families with their physical and
$12,156 $1,147,675
LAST MONTH’S EARNINGS
LIFETIME EARNINGS
NOVEMBER 2022 | MELALEUCA.COM 19
These results are not typical. Consult the Annual Income Statistics on page 58 for typical results.
EXECUTIVE DIRECTORS 2 NEW ADVANCEMENTS
Morgan & Derek Martin MICHIGAN The Blueprints of Success
prioritize my Melaleuca business year-round,” she reflects. “I’m reaping the benefits of the work I’ve been doing the last three to four months, and the work I do during the holidays will yield a harvest in the springtime and create more repeat income for my family next year. I don’t want to choose between the different things that matter to me, and I firmly believe that by planning ahead and prioritizing, I can have them all.” Morgan knows that the business she’s building isn’t just hers—it’s intertwined with the efforts, dreams, and passions of all her team members. “This advancement is truly about my team winning,” she says. “They’re the reason I am where I am. They’re incredible humans who are changing their families’ futures for generations to come, and some of them don’t even know that yet.” LH
When Morgan sets a goal for herself, she’s driven to see it through. That fire is just part of who she is. Not only is she growing her Melaleuca business, but she is also a devoted mother and wife and an author. She’s got plenty of irons in the fire, but through planning her priorities, she stays the course. “I am juggling a lot right now,” Morgan says. “It would be easy to put something to the side, but when all of these things are a priority to me, I have learned that I have to make time for each of these things by planning ahead.” Just as an architect plans every detail of a structure on blueprints before breaking ground, Morgan maps out her time and goals to ensure she is building a life she loves. “If I set a goal at the beginning of the month, it can be hard to see the need to push for that goal in the second week of the month,” she says. “But when I set smaller, attainable goals for myself throughout the month, they keep me on track.” In addition to planning out her priorities, Morgan’s big-picture perspective also keeps her on track. “When I step back and remember that Melaleuca is the reason why I’m not putting Christmas gifts on credit cards, it’s easy to remember why I
$27,292 $169,377
LAST MONTH’S EARNINGS
LIFETIME EARNINGS
20 NOVEMBER 2022 | MELALEUCA.COM
These results are not typical. Consult the Annual Income Statistics on page 58 for typical results.
LEADERSHIP Through the Years EXECUTIVE DIRECTORS 9 Cheryl & John Cosentino W I S C O N S I N
“This business is all about how we can help others—whether that’s financially, physically, or environmentally. Be real, be kind, and really care about making this world a better place. That’s how you’ll find true success here.” —Cheryl Cosentino Lifetime Earnings: $3,072,122 Personal Enrollees’ Earnings: $4,952,101 Monthly Repeat Income: $12,932 Members in Organization: 3,269 Directors in Organization: 158
A Culture of Caring John and Cheryl Cosentino met at a Melaleuca Convention in 1993. They shared a common goal: helping others enroll in a company that offered safer products for better prices. Twenty-eight years later, they continue to find joy in sharing their passion for Melaleuca.
and said, ‘My belief is way stronger than your doubt.’ That was when my business took off.” One of the biggest things to remember is that it’s okay to hear the word no . “Get over it!” John says. “Keep doing the Seven Critical Business-Building Activities—with emphasis on the first three—and always work with the willing. You’re going to drive yourself (and your potential customers) crazy if you continually badger them. Be respectful and create authentic relationships.” John and Cheryl are quick to add that while building a Melaleuca business is simple, it isn’t easy. “I compare it to losing weight,” says Cheryl. “You have to do the work to see
results, and if you quit for a while you might gain a few pounds back. The cool thing is that you can always get in shape again!” John and Cheryl recently got into a devastating car accident that left them both injured and unable to work. The repeat income from their Melaleuca business has helped them offset expenses. “Melaleuca has been the biggest blessing to us,” says John. “That’s why we’ll continue to share it with everyone we meet. As a Marketing Executive, don’t think that you’re selling something or that you have to convince people that Melaleuca is worth it. You’re offering someone an opportunity that could change their life for the better. It’s that simple!”
“We’ve developed a community through Melaleuca,” says Cheryl. “This is like a great big family.” John’s advice to any new Marketing Executive is to be consistent over time and believe in yourself. “Stay in the game and don’t get discouraged if you have a flat month or two,” he says. “I had many friends who told me I was dumb for starting my Melaleuca business. I looked at them
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These results are not typical. Consult the Annual Income Statistics on page 58 for typical results.
LEADERSHIP Through the Years EXECUTIVE DIRECTOR 5 Danny Tore NEW YORK
“I don’t care how fast or how slow you go— just be consistent. Consistency is the most important thing you could ever have.”
Lifetime Earnings: $3,240,858 Personal Enrollees’ Earnings: $2,972,927
Monthly Repeat Income: $7,313 Members in Organization: 1,790 Directors in Organization: 59
Freedom, Choices, and the Ability to Give Back About a semester before graduating from college, Danny Tore dropped out to go on tour with his rock band. He was a young, talented drummer, excited to hop on the wild, unpredictable roller-coaster ride of the 1980s music industry. For a few years, he seemed to be living out his dreams, performing on stages across the US. But things suddenly changed. The industry is fickle! His band got dropped from their record label, and their tours were canceled. “Going on tour with a rock and roll band for five years doesn’t open a lot of doors for you,” Danny says. “After the band crashed, I didn’t have many work options, enjoyed them. Joseph tried consistently to have me look at Melaleuca as a business. Finally, when the time was just right, I jumped in, put my blinders on, and did everything he told me to do.” Working side by side with his brother, Danny laid the foundation for what would become a thriving business. One customer at a time, he advanced to Senior Director, and he continued to work hard, eventually reaching Executive Director. For nearly 29 years, his consistent efforts
given me choices. My dad passed away four years ago after a long fight with dementia, and I was able to be there every day to take care of him. If I didn’t have Melaleuca, I wouldn’t have been as free as I was to be there for my dad. And that’s not a good situation for somebody to ever be in. Having more freedom to make the best choices is the biggest thing for me.” For Danny, Melaleuca is all about giving back—finding people who need to make a change, taking them by the hand, and helping them reshape their lives. That, for him, has become a way of life. “For me, Melaleuca has turned into a lifestyle,” he says. “It’s part of my everyday life. Thanks to the business I’ve built, I’ve got more time, resources, and confidence to deal with life’s everyday worries andd focus on the things that are most important.” SV
to grow his business have yielded a reliable repeat income and increased peace of mind. That extra income has helped Danny achieve his goal of living life on his own terms. “As you get older, you realize life is more about relationships, experiences, and just having time,” he explains. “Melaleuca has
but I was lucky to have my brother, Executive Director 5 Joseph Tore, who had stumbled across Melaleuca. At the time, my brother and I lived together. I was using Melaleuca products, and I really
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These results are not typical. Consult the Annual Income Statistics on page 58 for typical results.
LEADERSHIP Through the Years EXECUTIVE DIRECTOR 3 Terry O’Neill WASHINGTON
“Be persistent and never quit. You can’t give up. You have to keep going through thick or thin,
and it will pay off—it definitely will. So be persistent no matter what.”
Enrollment Date: March 26, 1996
Personal Enrollees’ Earnings: $2,146,323 Monthly Repeat Income: $5,618 Members in Organization: 1,081 Directors in Organization: 32
Through Thick and Thin When Terry O’Neill discovered Melaleuca in 1996, she felt right at home. She had finally found the natural, safer products she was
needs and her family. And now that she has eight grandkids, she wants to be the most available grandma in the world. She has goals and dreams for the future, and she knows that she can count on Melaleuca to help her reach them. “I would have never dreamed that this company would be such a solid, reliable foundation in my life,” Terry says, “such an anchor through all of it—the good and the bad, the hard and the fun. It’s been a tremendous enhancement to my life the last 26 years. It’s invaluable what Melaleuca means to me.”
own business, and take care of my kids. I remarried in 2013, 12 years later. But unfortunately, a year into our marriage, my husband was diagnosed with cancer. Four years later, he passed away. I’m glad my business gave me the time freedom to take care of him through those years and do everything I needed to do for him.” As she faces new challenges, Terry can’t find the words to express how grateful she is for the time flexibility and predictable repeat income her business continues to provide after all these years. “I was also recently diagnosed with cancer,” says, “so having Melaleuca to fall back on has been a wonderful thing. I have an aggressive breast cancer, but I also have an aggressive God, who I believe will heal me. Already there’s been remarkable, miraculous results. I’m very hopeful.” Terry lives each day with unwavering determination and resilience. She loves that she can work her schedule around her
anxiously looking for, as well as a way to earn an additional income as a mom of five young children. “It all made complete sense,” Terry says. “Melaleuca fit so nicely into my life because I could have the best of both worlds—be a stay-at-home mom and also build my own career from home.” Focusing on Melaleuca’s Seven Critical Business-Building Activities, Terry soon established an organization that started to grow and enhance the lives of those around her. Looking back, she is amazed at the incredible difference her business has made for her and countless others. She sees that Melaleuca has been a reliable resource every step of the way, through good times and bad. “I became a single mom four years into my Melaleuca career,” she recalls. “And that was huge—to be a single mom, have my
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These results are not typical. Consult the Annual Income Statistics on page 58 for typical results.
NAVIGATING SUCCESS AS A TEAM
If you want to find success with Melaleuca, you can’t do it alone! Your progress is tied to assisting others. But what does that look like? Three proven leaders offer their insights and practical advice on guiding your team through the rapids, riffles, and eddies that come when building a thriving Melaleuca business.
Myrna Atha Corporate Director 4
Ashley Olive Corporate Director 4
Jessi Harris Executive Director 4
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The thought of jumping in an eight-person raft all by yourself and successfully navigating a river filled with boulders and whitewater sounds ridiculous, but all too often Marketing Executives attempt a similar feat. What could have been a thrilling and rewarding experience becomes overwhelming as they try to paddle against the current or becomes frustrating as they drift aimlessly and dangerously downstream. Luckily, it never has to be that way. With Melaleuca, you’re never alone! Our very mission encourages you to team up with others. With Melaleuca, teamwork not only is encouraged and rewarded but also makes the experience a lot more fun! WE’RE ALL IN THE SAME BOAT When a Marketing Executive first enrolls with Melaleuca, the change can be a bit of a culture shock. After all, in the corporate and even the MLM world, you’re taught that success is a scarcity game. You’re on your own. There is only so much to go around, and you can only win if someone else loses. With Melaleuca, it’s the exact opposite. When you enroll, you’re climbing in a boat with an entire team, and everyone is trying to reach the same destination. Helping others is in our DNA. Since 1985, we have lived our Mission Statement: to enhance the lives of those we touch by helping people reach their goals. SM And that makes all the difference. “Starting out in a typical home-based business can feel like you’re lost in murky waters,” Ashley says. “But Melaleuca is completely different. Melaleuca’s Mission Statement is so servant driven, and the Compensation Plan matches it, so
you know you need to focus on other people. You don’t get lost in the murky waters focusing on the wrong thing. Jessi agrees. “If you truly internalize the mission and you just focus on serving others, you’ll be rewarded at Melaleuca. The Compensation Plan drives behavior, and at Melaleuca the Mission Statement is baked into our Compensation Plan. When you really start to own the mission, it gives you a courage that you’ve never had before because suddenly it isn’t about you. It’s about the families that may never get the blessing of Melaleuca if you don’t have the courage to pick up the phone. If you focus on developing others, developing leadership, and helping people reach their goals, then you’ll be okay.” Since 1985, we have lived our Mission Statement: to enhance the lives of those we touch by helping people
reach their goals. SM And that makes all the difference.
THE TRAINING BEGINS BEFORE THE BOAT HITS THE WATER Before you ever put into the river, a good rafting guide has already taught you what to expect and outlined the basic activities you need to perform to ensure your safe arrival at your downstream destination. The exact same thing should happen when someone enrolls with Melaleuca as a Category 2 or 3.
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“Leadership is a transference of belief,” Jessi explains. “You’re transferring belief during the Strategy Session. If you don’t have the belief, then you won’t do the work. The belief has to come first. So I listen to someone’s story, I help them understand their why , and then I show them how Melaleuca can be a vehicle to help them reach it.”
their real need is. If they say they want to earn $2,000 a month, ask them how that $2,000 would make them feel. Why is it important? You have to get into the emotion of their why . Don’t be afraid of conversation. You need to find out what that emotional anchor is for them because that is what will keep them centered and focused, even when they get a few noes .” As Ashley explains, you don’t need to shy away from the noes . “You need to let them know at the very beginning that noes are common and that they happen to every one of us,” she says. “It’s all very normal, but you don’t want it to derail you. Just continue to show up and put one foot in front of the other, and it will pay off.” “Then the next step, and this is really important,” Jessi adds, “is that you have to help them get a win quickly, while their hope is high.” FOCUS ON THE RIGHT ACTIVITIES Helping a new business builder get their first win takes effort on the enroller’s part to ensure that the new Marketing Executive focuses on the right activities. “You need to help your new business builders with each
step along the way.” Myrna explains. “There’s a lot of hand-holding in the beginning.” “On our team, we show, shadow, and duplicate,” Jessi says. “So in the beginning, I’m just showing them what to do. I’m doing all the Melaleuca Overviews. I’m doing all the Strategy Sessions. Their only job is to put people in front of me. But I’m telling them to take notes and pay attention because they’re going to be doing those things themselves in a couple of weeks. And then I move into shadowing, where they are doing the Overviews, but I’m there watching and helping. Afterwards, I can give them feedback because the final stage is to duplicate, where they are out on their own teaching their team these same principles. “Then they just have to commit to the Seven Critical Business-Building Activities and make it about other people. Doing that helps them get rid of the butterflies because then it’s not about them anymore—it’s about everyone else. If you just focus on doing the work and helping others, you’ll emotionally remove yourself from the results and the results will come.”
“If you just focus on doing the work and helping others, you’ll emotionally remove yourself from the results and the results will come.”
Corporate Director 4 Myrna Atha emphasizes the importance of discovering someone’s why . “When it comes to enrolling others,” she says, “you have to remember that their why might not be your why . You need to go through a fact-finding mission and just dig down and find out what
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How you define success also impacts how your business builders spend their day. “Our team uses something called accountability sheets,” Ashley explains. “You cannot control how many people decide to shop with Melaleuca or advance their business to Director, but you absolutely can control the work you put in consistently. The sheets are a way for us to put the Critical Activities on a piece of paper and judge success by the tasks you have completed that are important for your business. They let you go to bed feeling accomplished even if you didn’t get all the enrollments you wanted because you know you focused on what you could control.” LEAD BY EXAMPLE Just as you wouldn’t put a lot of faith in a river guide who simply shouts directions from the shore, a Melaleuca leader needs to stay in the boat with their team. “When someone enrolls as a Category 2 or 3, I take that very seriously,” Jessi explains. “There’s a reason ‘lead by example’ is one of the Critical Activities. My consistency in doing the Critical Activities is what gives my team confidence and encourages them to do the same activities.”
“It’s a lot harder to say a goal is unattainable or too hard if you are watching your team continue to do it all around you,” Ashley says. “My enroller is Corporate Director 6 Erin Clark, and she is still in the trenches every day. She is willing to help anyone and everyone. She doesn’t care if they are in her organization or not. And that absolutely sets the tone for all the leaders in our organization.”
“A leader is always saying, ‘Come with me. I’ve done it. I’ll show you how. I’ll do it with you,’” Myrna says. “Mark and I recently celebrated 28 years with Melaleuca, and for more than 27 of those years, we’ve been doing Fast Tracks with our team. We provide mentorship by being available to our team. They know that every Monday, regardless of where they are in their business, they have access to us. We are never saying, ‘Do as I say.’ We are always saying, ‘Do as I do.’”
“A leader is always saying, ‘Come with me. I’ve done it. I’ll show you how. I’ll do it with you.’”
FOSTER A COMMUNITY OF SUCCESS
On a successful rafting trip, everyone is contributing—doing their part and pitching in where help is needed. A successful Melaleuca organization works in much the same way. “We have mentoring calls on Monday, Wednesday, and Friday,” Jessi explains. “And Corporate Director 2 Seville Ko has really created a collaborative leadership environment on our team. That has created an abundance mentality where many hands make light work. Everybody is contributing a little, so no one person has to do it all. After all, you don’t want to create more followers,
“I spend 90% of my time working on Critical Activities 1, 2, and 3,” Jessi adds, “because you can’t ask your team to do what you’re not willing to do yourself. I’m very honest with my team about the Critical Activities because there’s nothing special or magical about finding success with Melaleuca. It’s all about just showing up and doing the work.”
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