Jim McCune “Approaches & Appointments First 90 Days” The

Jim McCune
Corporate Director
“Approaches & Appointments
The First 90 Days”
“Enhancing the Lives of Those We Touch,
By Helping People Reach Their Goals”
Two Reasons People Like Us Do This Kind of a Business:
1. We want something we can control, be our own boss, with no overhead, employees, or risk.
2. We want long-term, reliable, willable residual income.
Remember the 80/20 Rule? To be successful, a business must be doable by the 80%, not just the 20%.
SUCCESS FACTOR
MELALEUCA
1. Company Track Record
2. Financially Sound
3. Strong Management
4. Unique, Highly Consumable
Products by All
5. Competitively Priced
6. High Re-order Rate
7. Low Personal Production
Requirement
8. Low Entry Fee
9. Low Attrition
10. Timing
11. No Breakaways
12. No Risk: Money, Time,
Reputation, Relationships
SCORE
12
Two Reasons People Like Us Do This Kind of a Business:
1. We want something we can control, be our own boss, with no overhead, employees, or risk.
2. We want long-term, reliable, willable residual income.
Remember the 80/20 Rule? To be successful, a business must be doable by the 80%, not just the 20%.
SUCCESS FACTOR
MELALEUCA
AMWAY
QUIXTAR
1. Company Track Record
2. Financially Sound
3. Strong Management
4. Unique, Highly Consumable
Products by All
5. Competitively Priced
NO
NO
NO
6. High Re-order Rate
7. Low Personal Production
Requirement
8. Low Entry Fee
NO
NO
NO
NO
NO
9. Low Attrition
10. Timing
11. No Breakaways
12. No Risk: Money, Time,
Reputation, Relationships
SCORE
12
4
Two Reasons People Like Us Do This Kind of a Business:
1. We want something we can control, be our own boss, with no overhead, employees, or risk.
2. We want long-term, reliable, willable residual income.
Remember the 80/20 Rule? To be successful, a business must be doable by the 80%, not just the 20%.
SUCCESS FACTOR
MELALEUCA
AMWAY
QUIXTAR
JUICE
PLANS
1. Company Track Record
2. Financially Sound
3. Strong Management
4. Unique, Highly Consumable
Products by All
5. Competitively Priced
NO
6. High Re-order Rate
7. Low Personal Production
Requirement
8. Low Entry Fee
9. Low Attrition
10. Timing
11. No Breakaways
12. No Risk: Money, Time,
Reputation, Relationships
SCORE
12
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
4
3
WHICH ONE OF THESE 12 POINTS WOULD YOU BE WILLING TO TAKE OFF THE
PAGE AND STILL THROW YOUR TIME, ENERGY AND REPUTATION INTO IT?
Two Reasons People Like Us Do This Kind of a Business:
1. We want something we can control, be our own boss, with no overhead, employees, or risk.
2. We want long-term, reliable, willable residual income.
Remember the 80/20 Rule? To be successful, a business must be doable by the 80%, not just the 20%.
SUCCESS FACTOR
MELALEUCA
AMWAY
QUIXTAR
JUICE
PLANS
1. Company Track Record
WATER /
COFFEE
NO
2. Financially Sound
3. Strong Management
4. Unique, Highly Consumable
Products by All
5. Competitively Priced
6. High Re-order Rate
7. Low Personal Production
Requirement
8. Low Entry Fee
9. Low Attrition
10. Timing
11. No Breakaways
12. No Risk: Money, Time,
Reputation, Relationships
SCORE
12
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
4
3
2
Two Reasons People Like Us Do This Kind of a Business:
1. We want something we can control, be our own boss, with no overhead, employees, or risk.
2. We want long-term, reliable, willable residual income.
Remember the 80/20 Rule? To be successful, a business must be doable by the 80%, not just the 20%.
SUCCESS FACTOR
MELALEUCA
AMWAY
QUIXTAR
JUICE
PLANS
1. Company Track Record
WATER /
COFFEE
TELECOM
PLANS
NO
2. Financially Sound
3. Strong Management
4. Unique, Highly Consumable
Products by All
5. Competitively Priced
6. High Re-order Rate
7. Low Personal Production
Requirement
8. Low Entry Fee
9. Low Attrition
10. Timing
11. No Breakaways
12. No Risk: Money, Time,
Reputation, Relationships
SCORE
12
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
4
3
2
5
Two Reasons People Like Us Do This Kind of a Business:
1. We want something we can control, be our own boss, with no overhead, employees, sor risk.
2. We want long-term, reliable, willable residual income.
Remember the 80/20 Rule? To be successful, a business must be doable by the 80%, not just the 20%.
SUCCESS
FACTORssssssss
MELALEUCA
AMWAY
QUIXTAR
JUICE
PLANS
1. Company Track Record
WATER /
COFFEE
TELECOM
PLANS
PARTY
PLAN
NO
2. Financially Sound
3. Strong Management
4. Unique, Highly Consumable
Products by All
5. Competitively Priced
6. High Re-order Rate
7. Low Personal Production
Requirement
8. Low Entry Fee
9. Low Attrition
10. Timing
11. No Breakaways
12. No Risk: Money, Time,
Reputation, Relationships
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
NO
12 WOULD YOU
4 BE WILLING
3
2 TAKE 5OFF THE4
SCORE
WHICH ONE OF THESE
12 POINTS
TO
PAGE AND STILL THROW YOUR TIME, ENERGY AND REPUTATION INTO IT?
Your First 90 Days
Here is the way to get your
business started right and start
your journey to Financial
Freedom!
Become a Director III in 3
Months and you are on your
way to Senior and Executive
Director.
Enroll 20 in you first 2
months. (20/20 Club) and you
are at least a Pacesetter
Director II.
Get Started With a Career or
Value Pacesetter Pack. Enroll 810 in the first 2 Weeks – You’re a
Pacesetter Director and have
Developed Your Story.
“Your life today is the result of your
Attitude and the Choices you have made
in the past. Your life tomorrow will be the
result of your Attitude and the Choices
you make today.
Choose Success with us”…….
Jim McCune
Three Steps
Always work the 7 Critical
Activities with your personal
Enroll 3rd Group of 20 PE’s
enrollees who will work it with
– You’re an Exec. Director
you. When you have achieved
w/10-12 Directors - 50 in
group – 1000-1100 Custs.
this with 60+ active personal
– $10,000-$20,000 per month
enrollees you will
(Avg = $148,000+ / yr)
have the financial
freedom to do
Enroll 2nd Group of 20 PE’s
whatever
– You’re a Senior Director
you want!
w/5-6 Directors - 20 in group
– 400-500 Customers
– $3000-$6000 per month
(Avg = $54,000+ / yr)
Enroll 1st Group of 20 PE’s
– You’re a Director II or III
w/2-3 Dirs and approx. 100+
Customers
– $300-$2000 per month
I believe they all can be Directors.
I expect them all to do it, but I don’t
count on any one person, so I’m
never disappointed or discouraged
if they don’t do it.
George McCune
Senior or Exec. DIRECTOR in 12
12
MONTHS
10-20
ACTIVITY LEVEL
No. of hours per week
No. of new customers put in by you
(not all personals)
1 every
months
No. of personal Directors
No. of group meetings per wk.
homes of 3+ people in group)
8
(In-
No. of 1 on 1’s or 2 on 1’s per wk.
Total people presented (assuming
2/3 enrolled)
Exec. 12
MONTHS
20+
20
2 1 every
month
2X3 = 6
5X3 =
15
6
15
6+6 = 12 15+15 =
12@2/3=8 30@2/3=20
Quick Start
Find 8 to 20 people who
take a bath, wash their
clothes, brush their teeth
and want to make an
extra $2-10K a month.
Then help them invite
others to in-home
meetings, one on one
presentations or online
webcast briefings.
Changing the Culture
Add at least one prospect to your list
daily and make at least one call for an
appointment each day.
If you make at least one call a day six
days a week X 50 weeks equals 300 calls
which should lead to 150 appointments
and 75 enrollments.
The average Executive Director has
about 60 enrollments.
Professional Inviter
Approaching Prospects
Don’t worry about people saying “NO” to you…
Worry about them saying “YES” to someone or
something else.
Understand that lots of folks are like “a deer in the
headlights”
Some are wondering what the government is going
to do for them.
Others are wondering what the government is
going to do to them.
Everyone needs a “Plan B” in this economy!
The Do’s and Don'ts of Approaches
Don’t
Do




Have Posture
Give a Compliment
Make it Personal
Use a Script but don’t
sound scripted





Give the presentation
Try to explain specifics
Beat around the bush
Seem needy or desperate
Have doubt, if they all knew
what you and I know, they
would be asking you to join.
Stay away from Product information, let the presentation do that.
‘The one’s you least expect will surprise you!’
Target Professionals, Friends, Family & Relatives:
•Know their concerns and needs (Sick & Tired of being
sick and tired). Most are in a rut; to work and back. Many
are now looking for a ‘Plan B’ in today’s economy.
•Pick up business cards.
*Ask friends for successful people’s names and numbers:
I need your help. I’m looking for... Who do you know?
•Trade shows and job fairs, not as an exhibitor—take cards
•Network at Chamber events, mixers and professional leads
organizations
Prospect Leaders:
•Meet people from other networking companies and
stay in touch
•Look for professionals having lunch or coffee locally
•Attend financial or investment seminars
•Reverse recruit on direct sales ads
Prospecting Questions




One of the simplest things to do with relatives and close
friends is to tell them you are starting a new business
and you need someone to practice your presentation on.
Can I come over and practice on you today or tomorrow?
Or ___________, would you be interested in developing
another stream of income? Great, come on over
tomorrow evening at 7:00 and we’ll talk about it.
Or just pop in on your friends and relatives and show
them your business.
If they ask, What is it? “It’s Melaleuca. It’s kinda like a
catalog company. There is no selling, no stocking or
inventory, no picking up or delivering, and no risk
whatsoever! People all over the country are making
$2,000 to $10,000 a month and more with them. Just
take a look and if you want to do it fine, if not, that will be
ok too. ________, I guarantee I won’t waste your time.”
Prospecting Questions
Listen to them! Find a why, then repeat that to them
and then use this qualifying question: If I could
honestly and I mean honestly show you…
- how to pay all of your monthly bills without using your primary
income…..
- something that made complete sense and you didn’t have to
sell anything, and it wasn’t Amway or one of those MLM
deals…..
or
- how to stay home with your children………..
- how to have more time with your family……
- how to have more energy and feel better…..
how to develop a “Plan B” in today’s economy....
how to ‘Bridge The Gap’ between closings, sales, etc.
…would you give me 30 minutes of your time to
show you how to do that?
Great! Which would be better for you, _____ or _____?
Realtor or Mortgage Professionals Approach
•“Hi ___, My name is ________. Is __________You don't
know me, but I am looking at your business card.”
•“___, I’m looking to team up with a few Real Estate
Professionals who would be open to looking at an
additional stream of income that would help “Bridge The
Gap” between Closings. I like to set a time to run it by you,
would Tues. or Wed. be better for you? (If they say tell me
about it, just say, “that’s why I want to get together, which
would work better for you, Tues or Wed.?” If you get more
resistance, say, “____, you and I both know that property
values in some parts of the country are down 50% and
people can have a credit score of 700 and still can’t get a
loan.” What I want to show is the perfect answer for you.
More On Working Referrals
•“Hi ___ my name is _____, you don’t know me but we have
a mutual friend (______ _______). Do I catch you at a
good time? I just need a minute.”
•”_______told me you are a terrific leader with a sharp
business mind and someone who’s really motivated and she
thought you’d be a perfect fit for the business I am with –
have you ever heard of a company called Melaleuca?”
•“They have created a unique revenue-sharing concept that
allows average consumer, –like you and me –to create
serious income working from home. Are you open to another
income stream? I think we all need a Plan B in today’s
economy, don’t we?”
•“If it is alright with you, I’d like to bounce the high points off
you and see what you think -it takes about an hour and is
done by appointment only. What is better for you this week
Tuesday or Thursday?”
PARTY PLAN AND DIRECT SALES LADIES
Make it a point to call and network with them.
Establish your drip list
Know what to say:
Hi is _____. Did I catch you at a good time?
Are you still with _____? How long have you
been with ________? Are you pursuing this full
time or part time? Are you open to taking a
look at something that would compliment
what you are already doing and give you
another stream of income? Let's have lunch
tomorrow or would Wednesday be better for
you?
"I was just speaking with my business partners and they
asked me who I know that is outgoing and really motivated
that would make a terrific leader with our company...so I
immediately thought of you and that you would be a perfect fit
for the business I am with –have you ever heard of
Melaleuca, The Wellness Company?”
“I can’t do it justice over the phone and it would not be fair to
you, however, I can give you my personal guarantee -this will
be worth your time.”
“This may or may not be for you –you be the judge, but at the
very least maybe you can point me in the right direction of
someone who would make a perfect fit for my business –fair
enough?”
Business Approaches



•"Would you be open-minded to creating an
alternate source of income that would not
interfere with your primary job?“
•“If I could show you a business idea to turn
ordinary household expense, into a monthly
income stream, would you give me an hour of
your time?”
•“I‟d love to talk to you about a great business
idea…as a “Plan B” in today’s economy to
generate an additional income stream…are you
open-minded to take a look?”
Handling Resistance
The best way to handle resistance is to simply say:
I understand, I thought so too. Just give me 30 minutes.
I promise I won't waste your time. You be the judge.
If they push for immediate information, just say:
It's a visual presentation. I promise I won't waste
your time. Just take a look and you be the judge.
As a last resort, use the following:
I'm not asking you to get involved. Just take a look.
You be the judge. You may be able to help me with
some other people and I'd like to get your opinion.
Responding to Resistance:
I'm too busy.
“I know how you feel. I was a very busy High School
Principal when I looked at this business, but when I
saw that I didn't have to sell anything, stock or
inventory anything and there was no risk, I was
willing to take a look. I am sure glad I did and you
will be too.”
“That's OK, so am I. I promise I won't waste your time.
In fact, if our appointment goes any longer than 15
minutes, it'll be because you want it to. When can we
get together, this evening or tomorrow?"
“ I know that you are a busy person, and that is why I
want to share this with you. Lets get together for
lunch—you eat, and I will talk! When is best for you,
tomorrow or the next day?”
Overcoming Enrollment Concerns
or Objections
The best way to overcome objections is to
handle them throughout the presentation.
Take the following objections away in the
beginning when you tell your story.
•“Is this like”
•“I don’t have time” or “I’m too busy”
• As you cover the products you can take away
the “I don’t think I will use that much”
concern, as you make sense out of “just
switching stores”
What You Are Trying To Do In Your Presentation






Get them dreaming. If there is No Why! — there is No Way!
Take all of their excuses away at the beginning and
throughout the presentation.
Help them realize that they are already someone’s customer.
Help them realize that they and everyone is spending $60 to
$150 monthly already. In fact over the next 10 years they are
going to spend $10,000 to $12,000 plus on the types of
products that Melaleuca manufactures. They are either going
to buy them at retail from WalMart or 30 to 40% discount
from themselves through Melaleuca.
Show them how it “just makes sense” to switch to better,
safer, more economical products and have them delivered
right to their door!
Help them understand that the company takes the orders,
collects the money, ships the products, does the paperwork
and sends you a check for your referrals.

If you could get Safe Products rather than ones
that had in capital letters on the label: HAZARDS
TO HUMANS AND DOMESTIC ANIMALS, which
would you choose?

If you could get Safe Products at Retail or Safe
Products at Wholesale, which would you choose?

If you could get Safe Products at Wholesale or
Safe Products for Free, which would you choose?

If you could get Safe Products for Free, or Safe
Products for Free and get a Check, which would
you choose? You do want a check don’t you?

Let’s get you started.
Structuring Your Business
YOU
Customers
Family &
Friends
Cat. 3
Business
Builder
Cat. 3
Business
Builder
Cat. 3
Business
Builder
Possible
Support
Builder
True Category 2’s & 3’s – Three Keys:
1. Purchase a Career / Value/ Pacesetter Pack
2. Take Immediate Action
Your 5 x 7 Organizational Potential
Your
Gens.
X
Their
Gens.
When you place a
Marketing Executive
on your 1st generation, you earn
commissions on
their 1st six
generations as their
6th is your 7th)
Your
Gens.
X
Their
Gens.
When you place a
Marketing Executive
on your 2nd
generation you only
earn commissions on
their 1st five
generations. As their
5th is now your 7th)
You can do this business!
Everything you want is on
the other side of
FEAR
“The thing you fear to do
is the next thing you need to do.”
If fear knocks at the door, let faith answer and there won’t be anyone
there. The only way to lose is to quit! Your life can be changed and
transformed by making simple decisions to act. Act or Lose!
IT’S YOUR CHOICE!
• All things are hard before they’re easy.
• Great achievers all practice continually.
• We become good at things through practice, so never,
never resent the practice. Were in it for the long haul!
• When you’re a little down from rejections and
setbacks just put them in the “Practice Room” and say,
“HEY, IT’S All PRACTICE!”