These averages refer to your warm market – family, coworkers, neighbors, old friends, people you personally know. It’s easiest to build in your warm market. Knowing this company-wide average is important for setting your goals and managing your expectations. There’s another average worth knowing: one out of every 10 enrolments will become a Director. “If you make 40 calls, you will set 20 appointments,” she says. “Out of those 20 appointments, you’ll get 10 new enrolments. When that happens, develop the Director and you’re now celebrating at Director 3 status!” So what does it take to become a Senior Director with sizeable residual income and a car paid for with the Melaleuca Car Bonus? “If you make two hundred calls, you will set one hundred appointments,” Mandy says. “Out of those one hundred appointments you’ll get fifty new enrolments. Fifty personal enrolments will change your business.” It starts with the contact list. “When I was a Director at my first Convention, if you would have told me I would have to make 200 phone calls to become a Senior Director, I would have packed up my bags and walked out the door,” she says. “I had a strong ‘why.’ I still have a strong ‘why.’ But I didn’t have the belief in myself. I would have thought, ‘I don’t even know two hundred people. I can’t come up with that.’”
50 personal enrol-
ments will change your business
Build your belief to build your posture
Consistency is key
4 calls = 2 appointments = 1 enrolment 10 enrolments = 1 Director
It will happen – you decide when
It starts with the contact list
Know what it takes
I remember you telling me that you have dry skin. ..
In truth, Mandy knew 200 hundred people. And you do too.
“If we need to make two hundred calls, we need to have two hundred names on a contact list that we feel comfortable picking up the phone and approaching,” she says. “And it’s easier for me to approach people when I make it about helping them.” The way Mandy makes her contact list helps her keep her focus on helping others.
Naturally, Mandy loves education, so she loves soaking in as many Melaleuca trainings as possible. “When I hear someone saying the same information in a different way, it will make me think of somebody I can help,” she says. “And then I start making lists. I’ll make a list of who I know with a certain need. Who do I know who’s always tired? Who do I know who has severely dry skin? Who do I know who could really use an extra $500 a month? Who do I know who hates their job? Who do I know who works 60 hours a week and never gets to see their kids?
Build your belief to build your posture. “I didn’t have posture when I first started,” Mandy says. “I was too scared to really own it. After I finished an Overview, I would change the subject. I’d say something like, ‘So, are you going to go to volleyball next week? Do you need a ride? What are you doing for dinner? Oh, no, it’s late, you should get going. I’ll follow up with you.’ And then maybe I would drop off a catalog. I was so bad.” When Mandy developed stronger posture, everything changed. “When people started asking me what I did, instead of saying I’m a kindergarten teacher, I would say, ‘Well, I’m a full-time kindergarten teacher, but I also work part time with Melaleuca.com. I do preventative wellness education for them. I love it. What do you do?’” Like Mandy, having strong posture can change the trajectory of your business. Nail down what you’ll confidently say when someone asks what you do. It doesn’t need to be the same as Mandy’s. Find something that works for you and say it proudly.
Consistency is key. As Mandy shared her process for reaching Senior Director with a class of Directors and Directors 2 at Convention 2018, she knew that what they did upon returning home would be more important than the fire they felt in the moment. “One of my favorite things our CEO Frank VanderSloot says is this quote from Cavett Robert: ‘Character is the ability to carry out a good resolution long after the excitement of the moment has passed,’” she says. “It’s easy to sit here at Convention and say, ‘I’m going to be a Senior.’ The real definition of character is what you’re going to do next month. It’s not twenty calls a week when you feel like it or twenty calls a week when you’re motivated. It’s twenty calls a week no matter what. You’ve got to be consistent. And the more consistent you are, the easier it’s going to get, the better you’re going to get.” While the idea of building a business in general or making 200 calls specifically might seem like a big task, when you understand exactly what you need to do and take daily, consistent action, advancing to Senior Director is within the reach of every Marketing Executive. LH
“The more I start making it about other people, the easier it is for me to write names on a list, because then I’m not worried about how I feel about approaching them – it’s not about me anymore,” Mandy explains. “If I have a name written down, and next to it, it says ‘severely dry skin,’ and I know that I have information that could help them, I’ve got to call them. It’s just selfish not to.” Spend some time really working on your contact list. Find a little corner, a little nook or cranny all to yourself. Go through your social media contacts and your phone contacts. Think about who you can help and how you can help them and write it down. It will happen – you decide when. With 200 names on a contact list and a selfless way to approach each one, making your way through your contact list and reaching Senior Director is just a matter of time. “You can start off small and make one call a week,” Mandy says. “Will you reach Senior Director if you make one call a week? You will – but it will take a long time. If you make one call a week you’re going to reach those two hundred calls by October of 2022. If you step on the gas a little bit and make five calls a week, you’ll have those 200 calls made by the end of February 2019. But what if you go all in and make 20 calls a week? You would have those 200 calls done in two and a half months. This is something you can absolutely do.”
22 JANUARY / FEBRUARY / MARCH
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| EU.MELALEUCA.COM
JANUARY / FEBRUARY / MARCH
| EU.MELALEUCA.COM
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