Leadership in Action - English - 202004

Want to Build Your Business?

Example 1

Develop Directors.

“ At the Strategy Session , find a why that is about more than money because it takes heart to build this business. The why will keep their feet to the fire in tough times.” – Corporate Director 9 Ed Bestoso

If you were asked, “How do you build a Melaleuca business?” and you answered, “By enroling Preferred Customers,” you’d be right, yet there is more to the answer. You also must develop some Preferred Customers into Directors. Why? Because a healthy business needs strong, skilled leadership to grow. It can be a complex challenge. So here’s proven advice from successful Marketing Executives on how to go about it.

The Importance of Packs People buy what they try. I want them to try as many products up front as possible! The Home Conversion Pack and Value Pack give them a wide sampling of our products, and statistics show that our packs inspire new customers to be loyal customers. Why? If someone enrols with a 35 Product Point order, they may get five products and base their entire opinion about all our products on those five. And they may not fall in love with any of them! But if they try 30 to 40 products, the chances of loving many of them are much, much higher. Getting Off to a Fast Start A new Marketing Executive is excited about their decision to partner with you! That is why it is so important to start working with them immediately so they feel comfortable and confident about their decision. Buyer’s remorse is real, and you don’t want them to second-guess their decision or be exposed to others questioning their decision. Schedule their first Strategy Session immediately. In that session, you are developing the relationship and learning what’s important to them. You’re identifying their why , setting expectations, creating their contact list, and discussing ways to approach those on the list. Now they have a system and a plan of action, and it’s all about committing to the commitments, focusing, and executing. Our team switched to more than one Strategy Session because a person can only retain so much information. They start automatically saying yes to “Do you understand?” and no to “Any questions?” Jefferson’s Signature Blend of Truth and Tough Love • This goal, this milestone of building a business is worth fighting for, worth getting excited about, worth getting a little uncomfortable. • There’s going to be some adversity. This is a relationship business, and as you know, people can frustrate you. But isn’t that just how life is? • You’re going to have to reach out to share, and that’s okay. A huge number of people who took a new job last year weren’t searching for one. Somebody reached out to them. • You’re going to have to grow. You’re going to have to learn. Before you can teach others, you first must learn to do it yourself. • You’re going to make mistakes. But here’s the important thing to remember: mistakes are not written with Sharpie ® permanent markers. And even if they were, we have Sol-U-Mel ® , so it’s okay! The Heart of It All The quicker you teach your team to be successful, the quicker you will be successful. It takes time, so learn to have fun and enjoy the process. Here’s the easiest way to do that: fall in love with the why of each Marketing Executive on your team, and spend your days helping others reach their goals. I promise you, you will reach all of yours. Here’s what I’ve noticed in Marketing Executives who build businesses to last a lifetime: those who love what they do, choose to do it better.

they may not realise the urgency in placing their order and taking advantage of the $20 in free Loyalty Shopping Rewards. Walking them through the enrolment process is a little slower, but it helps your business build faster. Learn, do, teach. First you do it. Then you do it and your new builder observes. Then they do it and you observe. Then they do it. Slow down and role play some approach conversations; otherwise, you may be letting them walk into failure with the first people on their contact list. There’s nothing wonderful about spontaneity if you’re going to trip up and nothing wrong with practicing. It gives them confidence in their voice and in their manner. Another key to going slower and building faster is a grand opening . After all, other businesses have them, so our team takes the time to schedule them! It might be your first in-home, your first video conference Melaleuca Overview, or your first time to invite some folks out for coffee. Whatever it is, it’s an important event that signifies, “I’m doing something I’m excited about, I think it’s going to be big, and I want you to be a part of my grand opening!” Fifth, maintain a culture of personal development . It’s a truth of life that you attract and reproduce who you are. We help everyone grow so they attract stronger team members who will help them build a stronger, longterm business. Sixth, work to become great at promoting Melaleuca events ! It’s essential that new Marketing Executives see the big picture of the Melaleuca business option and what it involves. Launch is a wonderful example. I encourage massive urgency in getting all of your new Marketing Executives to motivate their teams to attend their nearest Launch.

Corporate Director 4 Jefferson Green

What Jefferson knows about developing Directors could fill a book, so here in his own words is the CliffsNotes ® version to help you build the team of a lifetime. There is a direct correlation between new Marketing Executives advancing their businesses to Director and teaching their team to do the same and the strength of a long-term, viable Melaleuca business. So our team focuses on a few key things in teaching and maintaining that process. First, keep the pipeline full. Constantly add names to your contact list because you’re always going to meet new people and be in new situations and environments. Second, qualify for every monthly enrolment incentive . Lead by example! Each one is a milestone and an opportunity to celebrate with your team. Third, convert your home with a product pack – not by shopping for Product Points. There’s a big difference. If you shop for Product Points, you only look for a few products to add up to those Product Points. But when you convert your home, you’ll replace all your old products. This helps tremendously with customer retention as well as your Product Point average because it builds belief when you’re talking with people about Melaleuca products. Fourth, go slow to build fast . A lot of times we may think, “I want to go fast, so I’m just going to go out and talk about our business opportunity!” While that makes sense, there are better ways! It’s extremely effective to build through sharing the shopping club and your personal shopping club experience. Give complete Melaleuca Overviews so everyone sees all sides of everything we offer. Take the time to walk your customers through the enrolment process – in person if possible. The point to remember is that confused people do nothing. Even if they succeed,

10 APRIL / MAY / JUNE | EU.MELALEUCA.COM

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APRIL / MAY / JUNE | EU.MELALEUCA.COM

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