Welcome to the team! We’re so glad you’re here. As we begin your New Distributor Orientation, let’s talk about a few basic principles you need to know:
- Your job is to be the MESSENGER, not the message. In other words, share your excitement and enthusiasm — share your personal story — but do NOT try to tell people all about Youngevity, the comp plan, the products, and the company. (More on this in Step 3 of the system below). And here’s something equally important to know:
Your job is NOT to convince people to join. (And that’s not my job either). Instead, we simply expose people to the message — multiple times — and give them the freedom and the space to make a decision for themselves.
- You’ll have a lot of questions. Check the FAQ for answers. You’re welcome to contact your upline/sponsor for details, but please check the FAQ first. There’s a lot of great info there.
- Draw a bullseye on SEMD. The comp plan summary clearly explains what’s required of you to hit each rank, and we want to help you reach SEMD as quickly as possible. (This image will help you chart your course to SEMD). Hitting SEMD will open up the $100 coding bonus, the $300 car bonus, and more. Realistically, you should be able to achieve this in 3 to 6 months. I’ve seen people take longer. I’ve seen people do it in 30 days. (I’ve had one person do it in TWO days). So talk to your sponsor about your personal goals and timeframe to chart out a course that will work for the only person who really matters: YOU.
- The key to success is duplication. We don’t want to re-create the wheel. Everything you do needs to be do-able to your team. That’s why you can direct them right back to this page and get them started just like you started.
- Your first 7 days are crucial. You’ll want to work on your WHY and your GOALS in the company-provided 5×5 marketing system. And you’ll want to be sure you’re getting my 7-day drip campaign for info on 90 for Life, setting up your autoship, key business principles, and more.
Beyond that, it’s time to learn the simple system.
STEP ONE: CREATE YOUR PROSPECT LIST
You are now part of the greatest financial opportunity in the world! But if you don’t have anyone to share it with, it becomes meaningless.
Start your Prospect List by making an inventory of every person you can think of. Don’t prejudge anyone. Just start writing down names. A good start is at least 100 names. Here’s a template for you to use.
Next, use the check mark system to identify your Top 25 Prospects:
- Place a check mark next to people that you have a common respect for;
- Place another next to people you know who are looking to supplement or replace their current income;
- Place another next to people you know who can afford to get started NOW!
STEP TWO: SCHEDULE A COFFEE SHOP CONVERSATION
Now that you have your list of top qualified prospects, it’s time to get to know them better. Sure, they’re “friends”, but do you really know what makes their eyes pop open in the middle of the night?! Is it money, or health, or time? Maybe a combination of all 3?
Youngevity Ambassadors Tom & Denice Chenault created something called the coffee shop conversation/interview to find out what your prospect really has going on in their life.
NOTE: This is not the time to bring up Youngevity, Dr. Wallach, network marketing, business opportunity, etc. This is the time to find out what’s going on in your prospect’s world — what makes their eyes pop open in the middle of the night. Ask about their spouse, their kids, what they do for a living, what they’d like more of in their life, what they’d like less of, etc.
Once you know what makes your prospect’s eyes pop open in the middle of the night, you’ll know what tool to use in Step 3 below.
Here’s a list of sample questions to ask:
- What do you do/have you done for a living? (I typically say, “Oh wow! You must LOVE that” and give them a chance to agree… or disagree!)
- Are you married?
- What does your spouse do?
- Children? Ages?
- College fund?
- Do you exercise?
- Eat healthy?
- Do you own your own home?
- Like cars?
- To travel?
- What pops your eyes open at 2 am — money, time, or health?
STEP THREE: THE INVITATION PROCESS
Once you’ve conducted a “coffee shop conversation”, it’s time to follow-up and let them know you’ve given a lot of thought to your conversation, and that you have a SOLUTION.
Remember how we said earlier that your job is to be the MESSENGER, not the message? Well, as the messenger, you have 3 different types of message to get your prospects in front of:
1) a tool,
2) an event,
3) a 3-way call.
Let’s take a look at the TOOLS first. Here are a few of my favorites:
1) The Wellness Wealth Now 10-minute video
(great for business focus)
2) The YGY Moms 3-minute video
(great for moms)
3) Deb Bruckschen’s 8-minute video
(great for Switch Where You Shop)
4) Jenni Smith’s 10-minute video
(great for health –> business focus)
5) Dead Doctors Don’t Lie audio
(great for health –> product focus)
6) Doc Wallach’s health assessment
(great for health –> healthy start focus)
(great if you don’t know where to start them)
8) Mike Battistelli’s Sizzle Call: 816-256-2892
(great for a prospect on the phone who wants to hear a brief intro immediately)
On average, it takes 5-6 exposures for someone to have enough information to make a decision, so once they’ve seen a short video and they want more info, I recommend a 40-minute business opportunity webinar:
In addition to sharing any of the tools listed above, you can always share the message with a local business opportunity EVENT (check the corporate meeting locator), or a 3-way CALL with your upline. Especially after your prospect has seen a 10-minute video, the webinars, events, and calls offer a strong follow-up exposure.
I highly recommend using Eric Worre’s Go Pro invitation process for inviting prospects to attend a call, event, or to check out a tool. In his book, Worre suggests this plan:
1) Be in a hurry — There’s a lot of psychology here, but the most important tip is to avoid over-talking or “fire hosing”.
2) Compliment the prospect — Be genuine in pointing out one or two things you admire / respect about the person that would make you want to partner with them.
3) Make the invitation — An example might be, “I heard what you were saying about needing to start a savings account for your kiddos, and I’ve found a way to bring in an extra stream of income for my family simply by switching where we shop and showing others how to do the same.”
4) If I, would you — “If I sent you the same 10-minute video that caught my attention and helped change my family’s financial situation, would you watch it?” (Use one of the tools listed above based on your coffee shop conversation).
5) Confirmation #1 — Get the time commitment: “Great! How soon do you think you could watch it?”
6) Confirmation #2 — Confirm the time commitment: “Ok. So if I call you (when they said), you’ll have watched it for sure?”
7) Confirmation #3 — Schedule the next call: “Alright! I’ll check back with you then. What’s the best number and time for me to call?”
8) Get off the phone — “Got it! I’m excited to talk to you then. Gotta run, and thanks!”
In a nutshell, you want to have a brief conversation where you invite your prospect to learn about what has you so excited. Most importantly, you’re asking the prospect to declare their availability — they set the time commitment — and you simply confirm the time commitment and promise to follow-up.
1) Be in a hurry — Hi ________! I’ve only got a minute but I’m so glad you answered.
2) Compliment the prospect — You popped into my mind this morning and I remembered how much I respect your professionalism. You have a good head on your shoulders and seem to make smart decisions when it comes to business. I respect that.
3) Make the invitation — You know, I have always wanted to set my own hours, be my own boss, and make good money, but for most of us, the costs are high and the rewards aren’t! So, I went looking for a Plan B to earn some extra money on the side, and I found something I love, and I think you’d be great at it.
4) If I, would you — I really want to share this with you. If I sent you a 10-minute video about what I’m doing, would you watch it?
5) Confirmation #1 — Great! How soon do you think you could watch it?
6) Confirmation #2 — Ok. So if I call you (when they said), you’ll have watched it for sure?
7) Confirmation #3 — Alright! I’ll call you then. What’s the best number and time for me to call? And what email address can I send the video to?
8) Get off the phone — Got it! I’m excited to talk to you then. Gotta run, and thanks!
Here’s the link [insert whatever link best meets their need] I promised to send. I’ll talk to you at _______ on ________.
STEP FOUR: FOLLOW-UP
No matter how compelling their need is or how strong your tools are, nothing happens without follow-up! This is where most distributors drop the ball…but not you! You’re going to reach out to your prospect to follow-up.
When do you follow-up? Whenever you said you would!
And what do you say? You simply ask, “What did you like best?” This question yields far better results than, “What did ya think?” (a no-no question because it’s a real conversation killer).
The idea here is to learn what they like most about your opportunity (so that you can really focus there), and what, if anything, might be holding them back. If they raise any particular objections, the best way to address that is to empathize. Remember this formula for empathizing with those you care about: Feel / Felt / Found. (Example: “I know how you feel. I felt the same way. But here is what I found…”)
Important note: It takes an average of 5-6 exposures to educate your prospect well enough to the point where they are prepared to make a decision to join your organization. I repeat, five-to-six exposures! One 10-minute video ain’t gonna do the trick. (Usually.)
So, each time you communicate with a prospect, be sure to set up your next exposure.
Each conversation should be all about determining what additional information your prospect needs to make a decision. And each exposure should directly target providing that information. Lean into your upline to be sure you’re matching the right tools/resources with the information your prospect needs, and empathize with your prospect when they need some help overcoming a particular obstacle.
Remember, getting your prospect on a 3-way call with upline is a GREAT idea. Here’s an easy way to set that up so your prospect doesn’t feel ambushed: “Next time I’ll try to have my partner on the line with us.” Then you connect with your upline BEFORE calling the prospect and 3-way him/her together.
STEP FIVE: ENROLL
If you feel like your prospect still needs more information to make a decision, just guide them to the next exposure that will help them the most. But if you feel they are ready to get started, it’s time to enroll them!
The two enrollment options I recommend are either:
- CEO Enrollment for those that would like to earn part-time or full-time income, or
- $25 Distributor Enrollment for those that would simply like to enjoy 30% off pricing and receive a “thank you check” whenever they casually share the products with their friends who then purchase for themselves.
STEP SIX: DUPLICATE
Now that your new team member has joined, it’s time to introduce them to the team and get them started — the exact same way you did — by using these six steps to help them reach their goals.
Meanwhile, you yourself are duplicating these same six steps with other prospects and you’re continuing to grow your personally-enrolled team.
Be sure to communicate regularly with your upline so they can support your efforts and help you “Stay In The Lane” — meaning they will help you keep focused on achieving your goals and teaching others to do the same!