Tim Sales Professional Inviter II Ft.

Lauderdale, FL January 26-27 2007

Day 1
In Network Marketing, the three steps to master are Invite, Present, and Train. If youre ever confused or feeling uncertain or mislead in your business. Go back to these three steps and youll get back on track Times Repeated = Certainty: The more you repeat something equals certainty on a subject. Practice, practice, practice!

This business is HARD!!

How often do you say this business is HARD! This business is NOT hard. You make it hard, you decide that its hard, so that you have a game, a challenge. Without the challenge, you would have no motivation to do it. If you know without a doubt you wont win, you wont play! We must challenge ourselves. What you have to do is create a bigger game after this one and blow right through it. Think of the focus and intensity you put on completing your To Do list before going on vacation. Apply that intensity of action to your business.

The Pocket Tracker is Your Assembly Line

The Pocket Tracker tracks daily the following actions: Cultivate Goals Self-Training Direct Mail Voice Mail Messages Advertisements Meet Someone New Dials Connects Appointments Presentations Retail Sales Sponsored People New Reps Training Think of the Pocket Tracker as your assembly line to create a new team member. It is a sequence of events for producing a new associate. Tim developed this because he did not have a way to know what he was doing wrong. When analyzed, he discovered that the bottleneck holding people up consistently appeared in the steps dials / connects / appointments. All systems break down here. If youre making a lot of dials but not connecting, youve got bad leads. If you make a lot of connects but dont get appointments, something is amiss in your communicating and inviting. The efforts to resolve this bottleneck became the Inviting Formula. A person can learn how to Invite, though, and still not get the results. Why? Because the how is important. The

Tim Sales Professional Inviter II Ft. Lauderdale, FL January 26-27 2007

communication qualities were born out of Tims own NWM team with every new team member that bombed came a new quality.

10 COMMUNICATION QUALITIES 10-Qs

COMUNICATION To convey or receive info; To reveal and receive clearly QUALITY Personal trait; Superiority In this business, not communicating is the worst thing you can do. Communicating poorly is the next worst! Effective communication is the responsibility of both parties. If someone refuses to receive your communication, none can occur. 10-Q Drills: Drills help your people THINK the information rather than observe the information this is the purpose of seeing both sides of each 10-Q. 1. Ten Communication Qualities Be interested in the prospect. Great communicators are genuinely interested in YOU. They really listen to what you say, and they really hear it. i.e. if you say I want to do XYZ, someone whos interested in you will ask you questions about it. Someone whos trying to be interesting will say Oh, I did XYZ once and keep talking about their experience. Do not be distracted by anything. Anything other than 100% interest in your prospect is unacceptable. If your prospect is distracted, be distracted with them; draw your attention to what theyre focused on. Have a sincere, friendly facial expression. Maintain comfortable eye contact without boring holes in your prospect. The purpose of this 10-Q is that it makes it easier for your prospect to communicate with you. Use the correct amount of assertiveness. Assertiveness is the force you use to make your opinion known. You want to have a third eye watching your prospects reaction to what youre saying to gauge your assertiveness and their level of interest. This takes finesse you have to be able to assess with your third eye to know to use more or to back off. Going straight to the Invite and bypassing Greet & Qualify is too much assertiveness. If you assert too much about your product or business, you can make your prospect back away. If your intent is to have your prospect adopt your ideas, do only that which causes them to see your ideas favorably. If they back away from it, that goes against your intention. Too much assertiveness is exactly why friends and family hide from network marketers! Communicate easily. No tension, strain, fakeness, sounding rehearsed, stuttering or hesitating. This is a catch-22 and this is why we need to practice drills. Communicating easily comes from DOING it. Rehearse over and over. Scripts are not a problem they are only a problem if you dont read them enough and practice. Use scripts to practice with even if they are not in your language. Practicing with scripts will greatly enhance this quality. Tension comes from hesitancy if you display hesitancy, you havent fully committed to NWM, you are

2. 3. 4.

5.

Tim Sales Professional Inviter II Ft. Lauderdale, FL January 26-27 2007

not proud to be in the industry. Dont be afraid of quiet space in a conversation. Sometimes people are uncomfortable with quiet so they talk to fill the space. Dont do this get comfortable with quiet space. 6. Make sure your body doesnt distract the prospect scent, dress, breath, popping gum, etc. Be especially cautious with perfume and cologne. Usually the wearer is unaware of the strength of their perfume or cologne after a while. Dress professionally, as nicely as the most nicely dressed guest is the general rule. 7. Tell the truth. You will lose your prospects and your team members respect very quickly in this industry by not telling the truth. This is a major problem in our industry that needs to be cleaned up. Say nothing you dont know is absolutely true. Keep your word once given. If you say youre going to meet someone, meet them. If you say youre going to help someone, do it. Be true to your word. 8. Know what youre talking about. Know about USANA, know about the products, know about the industry, and know about the people. How long can you use the excuse Im new? Just know it, no excuses. Study, teach yourself, ask for the information you need. You dont know your information if you cant explain it to a 9 year old. You dont need a Masters level of education on a subject just know it and be able to explain it to a 9 year old and youve got it. People want someone who knows what theyre talking about. For example, you need to be able to explain what an antioxidant is vs. a free radical. If a 9 year old cant repeat your explanation, you havent communicated it properly. Dont let you not knowing anything hold you back no excuses! Learn it no matter what it takes. 9. Communicate at the prospects level. Dont use words they dont understand unless youre describing them. Tell me what that means in your words? or What does that mean to you? Developing a schpiel is worthless because you dont know if the schpiel is at the prospects level until youre talking to them. Use words that your prospect understands. Dont throw around terms that alienate your prospect terms like Diamond Run or Emerald Director or Platinum Pacesetter. This is like speaking Spanish to your English speaking prospect and makes them feel stupid. Reserve these terms until you are training your prospect as a new Distributor. 10. Have the intention to make the persons life better. In inviting and selling, your intention needs to be focused on the right thing. If this is truly your aim, everything you do will be towards that, and it will be obvious to your prospect. If your aim is singularly to make money, that will also be obvious to your prospect. Truly have the intention to make your prospects lives better, and your business will be a much more joyful and satisfying endeavor. Before your calls, put in your mind that you really want to help this person, and that you really can help this person, and that you really will help this person, your calls will go much better than if youre thinking about making money.

Tim Sales Professional Inviter II Ft. Lauderdale, FL January 26-27 2007

Assertiveness is the most difficult Q. The goal is to be not too timid, not too overpowering, right in the middle or maybe just a bit more. Where that middle is varies by person. Assess what would be the correct level of assertiveness at the start of the conversation, then pay attention and modify as needed as you proceed with conversation. KEY, KEY, KEY = Learn to communicate with the correct level of assertiveness, then pay attention to all the clues (both verbal and non-verbal) from your prospects for what they're thinking.

Day 2: Add the Inviting Formula to the 10-Qs = Success

Never prospect a person. Only greet. Maybe later go to qualify (if they're open to participating in greeting, etc.) Meet & Greet. DO NOT PROSPECT! Question you must use: What does that mean to you? OR Can you describe to me what that means to you in your own words? This forces them to engage/think and lets you know they got it.

90 Day Action Plan

1) Watch Brilliant Compensation DVD (not online, new associate needs detail of DVD) 2) Listen to Pro Inviter 2 times 3) Get 50 cheap leads and call using the Inviting Formula (focus on greeting) 4) Track everything in the Pocket Tracker 5) Call warm market 6) Allocate resources toward promotion (advertising, leads) 7) Don't look up! (go for it....maintain speed)

Tim Sales Professional Inviter II Ft. Lauderdale, FL January 26-27 2007

Inviting Formula
The 3 biggest mistakes people make: Not using the Inviting Formula Using it in the incorrect sequence Going too fast or too slow for the prospect

Step 1. Greeting
The only definitive measure of accomplishing the greeting is when the prospect is talking freely and openly to you. Keep yourself as light as possible, while still acting appropriately professional, and the greeting will go smoothly. When not on phone, initiate conversation by talking about something in the environment, or by asking Hi, how are you? first, then follow up with a simple question (i.e. if youre on a plane, Are you going home or coming home?). After the second question, you'll know whether or not the person is ready to engage in conversation. You can have a conversation about anything with someone willing to engage. At the end, exchange business cards. In follow up, greeting is very brief.

Step 2. Qualifying
Finding your prospects needs, wants, dont wants as it pertains to your business. It is the qualify that determines whether or not they join the business. It is the qualify that determines whether or not they quit. Dont change what they say: If they say what they dont want, dont turn it around and state what they DO want. i.e. she says I dont want to depend on my ex-husband for money anymore. DONT change that to So you want to make your own money. You say: Id like to help you not have to depend on your ex-husband for money. It is their words that have all the emotion and passion tied up in them. If you change their words, you remove the passion. Even if they give you a qualify type of answer, you have not completed this step if it does not have the passion. Very rarely does someone not qualify if theyve answered an ad. Theyve answered that ad for a reason, even if it was impulsive. These people have a need, want and dont want and they would have the things they wanted if they could get them on their own. They cant get what they want on their own or they would have it already. This is where your power is in the conversation. There are two qualifying questions happening: 1) Does he qualify to want a business? and 2) Does he qualify that I can help him without sinking myself in the process? Sometimes someone doesnt qualify for YOU because you feel you cant work with them. For example, he has a spouse who is dead-set against it and attempts to stop the process at every turn. The spouse will always win and if you sponsor him youll be dragging the spouse behind your Associate the whole way through.

Tim Sales Professional Inviter II Ft. Lauderdale, FL January 26-27 2007

Step 3. Inviting
The purpose of the Inviting step is to have them review information that can help them achieve what they've stated they need/want/dont want. Do you invite them to Product, Company, or Industry? Tim spent a lot of time testing different approaches, and the statistics showed that industry first is best. (Of course if you meet someone on an airplane and all he can talk about is his arthritis, you invite for the Product. In this case Tim leads with an ingredient, not a product name.) What Brilliant Compensation accomplishes: 1. Correctly explains NWM. 2. Removes current objections and prevents future objections. 3. Has the credibility of Dr. King and explains why NWM is not a pyramid scheme. 4. Provides third-party validation. It is an endorsement of the NWM industry that comes from a person or a group that does not profit by the prospect joining your company. 5. Teaches a prospect how to evaluate a business. If a person cannot evaluate a piece of data they must take an opinion. For example Hey Mom, what do you think of Network Marketing when Mom has never done NWM.

Step 4. Handle Questions/Objections

The purpose is to move the prospect beyond the questions/obstacles/opposition that stands between them and their getting what they have stated they want/need/don't want. Prospects have goals but they also have doubts, and this creates tension. They want to move toward the goal, but then they drag something behind them that is a self-created issue caused by doubt. The ironic thing is they have to have the problem holding them back or it wouldn't be a game. No matter what they say, the real underlying problem is I dont think I can do it. Unless you can facilitate them removing that bug (clearing the false belief), you will not truly resolve the objection. This happens everywhere and anywhere in the process. Handle the objection and go right back to the previous step of the IF. The way you handle an objection is to get them to solve their own objection. You validate their enormous problem (wow, oh boy I can imagine that was terrible for you) then you help them get creative to kill the bug. Help them create a solution. When you tell them what to do, you have not handled the objection. It is their problem and your job is to help them solve it so you can move past it. Handling/Facilitating Questions and Objections: 1) Listen all the way through 2) Clarify understanding 3) Validate by stating you understand 4) Facilitate by helping the prospect see a different perspective 5) Return to previous step in inviting formula.

Tim Sales Professional Inviter II Ft. Lauderdale, FL January 26-27 2007

Step 5. Close to Action

Creates agreeable steps to move the prospect toward what they've stated they want/need/don't want - puts words into action. Youre going to do some things, Im going to do some things, and then were going to talk or meet. Talk alone does not put anything into motion. You must close to action by having steps that each of you much accomplish for the next action to occur. You are placing a goal in the future to work towards.

Step 6. Follow-up and Follow-through

Follow-up is re-contacting your prospect and Follow-through is once your distributor has decided to join your business, continually moving forward to get them what they need and want out of the business. During follow up, especially while reviewing company info, there is a lot of opportunity for the bugs to show up. You cannot do anything confusing here, or I can't do it will raise its head. Follow-through: When they join, then you take responsibility to do whatever you must to help them succeed. Theyre your baby and you cant put them back! This is why qualify is so important. If you dont qualify well, you can end up with a problem child. Qualify well, and you can choose your children (and follow-through will have fewer problems)

Tim Sales Professional Inviter II Ft. Lauderdale, FL January 26-27 2007

Follow up schedule
Day of scheduled follow-up: Call 2 times leave one message. (at scheduled time) In the next 7 days: Call 3 times leave one message. In the next 7 days: Call 2 times leave one message. In the next 7 days: Call 1 time leave final message. First call attempt when you cant get through at all call no more than 3x without a response. 4-5x is statistically unnecessary. Jason Wells tip: If people dont download BC at all, the greeting didnt go well. If people downloaded it but didnt finish it, typically the qualifying step didnt go well.

Follow up procedures
1. 2. 3. 4. 5. 6. 7. Refresh your memory. Caller ID block OFF (dont block your number from Caller ID). Call at the scheduled time. Dont be late or early. Be prepared to leave a message. Greet, Qualify If no, (not watched video), restore needs/wants, invite and close to action. If yes, ask prospect to tell you what they liked. Merge their needs/wants with what they liked about the information given. 8. Finally, merge your product/service to the trends discussed in the movie. 9. Follow-up schedule Do not say I noticed you didnt download the video/look at the info. This has a big-brother quality to it and seems suspicious to the prospect. If they didnt watch it, this will come out in the following sequence of questions. If they didnt watch the video/look at info, Close to Action and have them do their part before proceeding.

Tim Sales Professional Inviter II Ft. Lauderdale, FL January 26-27 2007

Follow-up/Follow-Through Scripts
Yes I looked at the info.
Good. What did you like the best? What did you learn? What was your favorite part? What made the most sense? Do you see a possibility to get __________?

Getting your new Associate started

Im excited to help you. Whats going to get you ___________ is you and I working together to fully train you. Are you ready to learn? (-this is the mental yes) There are two main areas of training: -How to help people get results with the products -How to help people get results with the business

Getting your new Associate on products

What if I was trying to help you with the product and I personally had never tried itwould you feel that I was deceiving you? So while were beginning your training you will want to get the products. Are you opposed to this?

Tim Sales Professional Inviter II Ft. Lauderdale, FL January 26-27 2007

How to Really Train

Has your Associate decided exactly what she wants to achieve with the business? Ask her what it is. Has she written a plan of how to achieve it? Ask her to see it. Is she working that plan? Ask her to show you where she currently is on the plan. Does she know all the parts that make up building her business? Does she have a lead source? Ask her to show it to you. Does she know how to get customers? Ask her to get one while you watch. Does she know how to service customers? Ask her to show you. Does she know how to train and associate to get an associate? Ask her to train their associate while you watch.

Whatever she cant show or demonstrate to you is:

1. The reason for her failure. 2. The reason she is not motivated. 3. The reason she is not duplicating. If she is duplicating, shes been duplicating the reason she will quit.

Tim Sales Professional Inviter II Ft. Lauderdale, FL January 26-27 2007

Build To Retire
What people cant do or cant train how to do, they will alter. When you teach to teach, then you can truly retire! The reason people don't do things, don't show up, don't build, quit, etc. is THEY DONT KNOW WHAT THEY ARE DOING. How skills get lost
First, have a successful method. Then person who develops the method teaches others. They are well trained. They then teach others. The link back to the originator is broken here. If, at any time, others are trained incompletely, they will have part of method they can't do or can't train others how to do. When that happens, they alter the method. The end result is an altered, ineffective method. Using the Inviting Formula puts the method into a static, documented form, and avoids its becoming altered and ineffective.

Ideal Model: Tim did this 15x to retire.

1. A (you) gets customers. 2. A gets distributor B. 3. A teaches Distributor B to get customers. 4. A teaches Distributor B to get Distributor C. 5. A teaches B to teach C to get customers. 6. A teaches B to teach C to get Distributor D. 7. B teaches C to teach D to get customers (while you watch). 8. Then you dont exist! You teach your Associate to get customers. How many? As many as it takes until he can teach the person he brings in to get customers. Then teach him how to get Associates. Then you watch him teach his person how to get customers.

Tim Sales Professional Inviter II Ft. Lauderdale, FL January 26-27 2007

Tims Extras
1) You need to create something HUGE on the other side of yourself the self that holds your obstacles and your negatives in front of you. This huge thing has to get you to mow down the little things to get to that huge thing. What could you do with unlimited wealth? What are you passionate about? What could you do to make real change in the world? 2) Ads/Leads are a big waste of money if you dont know how to invite or how to communicate. 3) Business does not revolve around supply and demand. What creates demand? A person wanting to make their life better. There is only one business: the business of making someones life better. This is the bedrock of your business. 4) Pour as much interest as you can to a closed prospect. If you cant open them up, ask them to open up draw attention to the fact that they arent communicating with you. If then you cant, NEXT call. 5) You create your own opponent! The questions you dont want asked are written on your forehead. Know the answers and dont be surprised by the most commonly asked questions. If you dont have the answers its written all over you and you wont talk to people. 6) Tim Sales business card is simply his name, phone number and e-mail address. Why put a website on your card when you dont know what youre inviting someone to? Keep it simple and apply the Inviting Formula before sending anyone to your information. 7) When it comes to Inviting to the Product, Tim generally starts with an ingredient. For example, when talking about arthritis, talk about Grape Seed Extract or Turmeric and work your way up from there. This keeps the conversation neutral and you dont have to introduce your product too soon. Similarly, hell use a very simple visual to explain what antioxidants and free radicals are (apple and orange on a plate see his brochures that are sold on www.brilliantexchange.com.) 8) Talk alone does not put anything into motion. You must close to action by having steps that each much accomplish for the next action to occur.

Tim Sales Professional Inviter II Ft. Lauderdale, FL January 26-27 2007

9) Difficult Distributors: Someone can do their own thing, their own system all they want and your responsibility is to stay with that person. The line in the sand gets drawn when that person is trying to STOP YOU or SABOTAGE YOU in your efforts or in your life. i.e. if someone tells your team member that your system doesnt work, or that youre training is wrong. Then they have stepped over the line and you dont have to work with them. 10) Use the Inviting Formula to keep your distributors on track, to keep them on task, using the system, and keep them on your team. 11) The preference is to walk your prospect through the business personally because when you arrive at the presenting stage, travel is at high speed through the cornfield and there are bugs everywhere! You cannot do anything confusing here or you lose them. If using a web cast, get on the web cast with them if possible. The I cant do it bug is heavy at this point in the process. 12) Dont get too far from the consumer, always be selling products to customers. When you get into management-mode you are too far away from the consumer. Industry gurus are very far away from the consumer, and many of them have not practiced NWM at all. Dont listen to someone tell you about NWM if they havent done it themselves. (i.e. Robert Kiyosaki.) 13) Take your goals off the refrigerator and post your teams goals there instead and see what happens. 14) Dont place people to motivate them. Stack an effective trainer, i.e. place people under those who can and will train effectively and stick to the system.

Tim Sales Professional Inviter II Ft. Lauderdale, FL January 26-27 2007

Business Card Exchange

(This is an example of what Tim does on airplanes): Hey, it was great talking to you. Id love to exchange business cards with you, because you never know, we might like to talk again in the future Then immediately (if traveling, dont wait until you get home), get online and send an e-mail saying it was great to talk to you, heres something you might like adding in something related to what you talked about when you met. Send them What the Wealthy Buy on Payday. They usually respond fairly quickly, then respond back with Brilliant Compensation, saying glad you liked it heres another thing you might enjoy. (You are of course applying the Inviting Formula in this exchange.)

What the Wealthy Buy on Payday

Use with everyone whos never had a business before, always without fail. This makes a smooth transition to business. This is good for family and friends because it just piques a topic of conversation. You also never know who they might forward it to.

What to do with a Gunslinger

A gunslinger is a sponsor monster, someone who sponsors faster than they can train. People with sales experience can tend to be Gunslingers, and they dont like to create what they view as competition. They do not typically understand the team concept. A Gunslinger can create a very unstable organization, one that wont last if the people he brings in arent properly trained. A Gunslinger MUST understand the difference between Direct Sales and Network Marketing: Direct Sales is when you get a huge commission for selling a product or a kit. Network Marketing is where you get low commissions on a kit, but huge commissions on downline volume. Make sure he understands the difference, then ask if you can train the people he brings in. The Gunslinger signs them up, introduces you, and then you greet, qualify, and invite the new Associate to be trained by you.

Tim Sales Professional Inviter II Ft. Lauderdale, FL January 26-27 2007

The Three types of Authors

1) Those that have done thing and been successful. Get your advice from these people, and in NWM, make sure you are learning from the people who have done it themselves and been successful, not those who didnt build their own business and got rich exclusively off the efforts of their downline. There is lots of this in the industry. 2) Those that have done thing and failed at it. This will almost always be negative because someone else's succeeding proves their own failure. 3) Those that have not done the thing. This is most journalists, lawyers, teachers, and professors. They generally cannot distinguish priorities and importance of different pieces of information if they have not done it. Most people unfortunately learn from this type of author. They grow up in school learning from teachers/professors who have never done the thing they teach. Then, after school, they get their information from a media that is run by people that have never done the thing they are reporting on. Its no wonder so many people are either ignorant of misinformed! Tim has a running debate with Dr. Charles King he loves him for his thirdparty credibility, but then disagrees with Dr. King teaching anything about doing NWM, because hes never done it. Also authors like Robert Kiyosaki use him for his third-party validation, but dont have him teaching you anything to do with operating your business because he has never done it.