By now, you’ve implemented the Basic 5 and realized how powerful the UnFranchise Business is. You’ve decided to treat this as a business and are looking for additional insights and strategies that will enable you to create fast, stable, controlled growth. This section will provide you with valuable information for creating great income potential.
Prior to implementing the strategies and techniques in this section, there are certain fundamentals that you must implement to achieve your desired results. Following these guidelines will be one of the key factors in establishing your business. It all begins with the Registration Appointment, because what you set in motion continues in motion. Although you’ve established your UnFranchise Business, please pay close attention to the following information to determine if you’re set up correctly. If necessary, take the time to make the appropriate adjustments and duplicate these systems and principles with the people you bring into your organization.
Believe it or not, the very first training you’re participating in or conducting is the actual registration. Again, adults learn by doing. So whatever you do during the registration will be duplicated and set in motion. It’s vitally important to set the correct principles, fundamentals and systems in motion right from the start. The Registration Appointment should last two to three hours. It will involve commitment, prerequisites, the review and agreement of the application, the initial Product Order Form, the AutoShip form, simple administrative functions, and scheduling a follow-up appointment, which will also last two to three hours.
Let’s start with commitment. When we sit down with new UnFranchise Owners to review and agree to the forms necessary to establish their businesses, we need to identify what will be required of them to deserve your time in assisting them. At a minimum, they must commit to the 12-month proven business Plan provided in the Getting Started Guide. They must commit 15 quality hours per week to this business. That is eight to 15 quality hours performing basic and fundamental activities.
They also must be willing to commit $500.00–$1,500.00 in reasonable expenses for their business. And UnFranchise Owners must be willing to attend an out-of-state training, if necessary. They must be coachable, and they must purchase a ticket or tickets to the next scheduled GMTSS event, because that’s where we start to instill belief that what we desire from this business is truly possible and attainable.
It's natural for everyone to look for a shortcut to success. Unfortunately, there isn’t one. Remember that this is the Two- to Three-Year Plan. You must strive to master the Basic 5, implement them daily and teach other people to do the same thing. One way to work smart and leverage time is to attend our two big annual conventions. Spaced six months apart, these two events provide opportunities for thousands of UnFranchise Owners to come together with the Corporate Team. And not only do the masters teach how to build the business, but they also unleash powerful business-building strategies, new promotions and exciting new product and internet releases. Attending these events is the single most important thing you can do for your business.
Bringing new qualified prospects is the second most important task. The events do the work for you. You’ll actually accomplish six months of learning and business development in a single weekend. You’d have to travel to numerous meetings to be exposed to such powerful speakers, the Corporate Team, the top earners and their success stories, the experts, and the quality and quantity of information on building a successful business. Furthermore, the events put you on top of all the new Market America developments, techniques, tools, products and strategies.
It's difficult to express what you experience at these conferences because they’re so powerful. You develop more insight, realizations, belief and confidence because of this first-hand expert knowledge and leave confident and inspired. You learn exactly what to do, how to do it and that you can do it. You don’t want to wait until the last moment. The shortcut to success is to get at least two to four people in each of your legs there. With this, you accomplish more in their development than you could by working with them for a year or more. They see the light! They learn so much, make so many friends, are so inspired and motivated, and have so much confidence that they are empowered to build the business. In fact, they’re probably so committed that they’re going to build it with you or without you.
This transforms you into a hopeless success, because you become so committed to building a successful UnFranchise Business — you automatically become successful. But remember: You can’t sell a ticket you don’t have. Undoubtedly, it’s the best use of your time. You can’t teach what you don’t know, and you can’t lead where you won’t go.
Purchase your convention tickets today from your sponsor or managing Certified Executive Coordinator, or by calling the company at 800.232.8590.
Finally, with respect to commitment, the person must be willing to start the business now, because you don’t want your timing to be dependent on someone else’s timing.
Let’s discuss prerequisites. There are basic materials needed to sponsor a new Independent UnFranchise Owner and to get the individual started right — quickly! When we bring a new UnFranchise Owner into this business, we’re going to take care of the housekeeping activities first. We want to eliminate as many housekeeping activities as possible in the beginning in order to eliminate the things that may impede progress while building the business.
As a prerequisite and to assist individuals in establishing their UnFranchise Businesses, you’ll need two start-up folders: one for the new UFO to review under your supervision, and one to be left with the new UFO to duplicate and assemble. It’s very important that new UnFranchise Owners understand the contents of this folder under your supervision, because you’re going to show them that these forms are not difficult. But don’t fill the forms out for them; this is their first on-the-job training. And remember tha all of the necessary forms can also be found and executed online through UnFranchise.com.
At a minimum, the start-up folder should contain a Getting Started Guide, a blank application, a blank Product Order Form and a blank AutoShip Form. It must also contain a blank Executive Coordinator Qualification and Application (Form 1001), a blank Executive Coordinator Acknowledgement and Agreement (Form 925), a blank Annual Renewal (Form 1052), and a blank three- to four-year calendar. The calendar is to make it easy to show new UnFranchise Owners how to figure out their Qualification Date (Q-date) and their quarter-beginning and quarter-ending dates for the quarterly sales reports and any resale tax forms. Also include a Home Shopping List, a Market America Product Catalog, and specific product handouts that support their product focus.
We can significantly increase the amount of time available for selling products and the UnFranchise Business by addressing much of this administrative documentation during this Registration Appointment — effectively reducing the housekeeping activities to five required submissions per year: four quarterly UnFranchise® Owner Sales Reports (Form 1000) and an Annual Renewal (Form 1052).
The following process should be duplicated throughout your sales and distribution organization so that your entire organization is devoting 80% of its available time to activities that create Business Volume and expand distribution. This process applies whether performing this housekeeping using paper forms or online at UnFranchise.com.
Step 1: Agree to the subscription and its fee with the Independent UnFranchise Owner Application & Agreement if the new UFO wants to participate in receiving commissions from building and managing two organizations. Be sure the New UFO completes the direct-deposit information, participates in AutoShip and is signed up for the UFMS monthly fee.
Step 2: Qualify the Business Development Center (BDC-001) with the initial product order of 200 BV so any organizational volume created prior to the new UFO sponsoring anyone is accrued toward meeting payout criteria.
Step 3: Enroll the new UnFranchise Owner in AutoShip, with a standing monthly order of at least 50 BV so that they’ll automatically satisfy the quarterly PBV portion of the minimum activity requirements.
Step 4: Read and submit the UFO’s Executive Coordinator Qualification and Application (Form 1001) by certifying that: (1) they will attend a Certified Executive Coordinator Training within 28 days of qualifying as an Executive Coordinator, and (2) they are taking responsibility for ensuring that 70% of the product purchased is moved to end consumers.
Step 5: Read and submit the new UnFranchise Owner’s Executive Coordinator Acknowledgement and Agreement (Form 925), ensuring that they understand there are bona fide supervisory, management and training functions required to continue receiving commissions.
Step 6: Encourage the new UFO to follow Market America’s social media outlets and blog.
The new UFO’s Rep. ID number and temporary password can be located on the bottom of the invoice found in the subscription kit or it will be emailed to them. These are automatically generated by Market America and are necessary to access UnFranchise.com (Note: your Rep. ID number and password are different from your UnFranchise ID and should not be given out to anyone). UnFranchise.com is exclusively for Market America UnFranchise Owners, and it provides a complete package services designed to assist UFOs in building successful UnFranchise Businesses and save valuable time. Some of the functions and services include online forms, real-time ordering, this UnFranchise Manual and order tracking services. In addition, important news and announcements are posted there.
Not much paperwork for a business that can generate in excess of $3,600.00 per week! Now you and your organization are free to focus on activities that produce income — selling products, selling the business, selling event tickets and building your Shopping Annuity®.
In order to sell product or expand distribution, you need to find a client. This is called “prospecting.” It’s an essential process that will have a direct and proportionate effect on your success with Market America. Using and perfecting the following techniques will enable you to maximize your earning potential as an UnFranchise Owner through the MPCP.
It’s often said that sales and marketing is a process of numbers and the more doors the salesperson “knocks upon” (in person, on the phone, online, by text or by email), the more prospects the salesperson will have to help develop their business. Who are you going to tell about Market America’s products and UnFranchise Business? Where should your first group of prospects come from? Before you consider any other form of lead generation, start with your own sphere of influence and build your Prospects List (possibilities list).
POSSIBILITY LIST: You are now going to create your Market Indonesia prospects list. In composing this important list, follow these simple steps:
Write down the names of as many prospects as you know. Don’t prejudge anybody at this point. It makes no difference where they live. Be sure to include people with whom you’ve done business and with whom you’ve been spending money. Pro tip: Think about people with good communications skills that are currently successful and well-connected within their communities. Use the Names List at the end of this section and be sure to include phone numbers and email addresses.
Next, organize your prospects list into two categories: people who may be interested in purchasing Market America products and learning about the Shopping Annuity as buyers, and people who might be interested in taking advantage of the UnFranchise Business.
Now underline the 10 best candidates in each category and begin setting appointments. Most new UnFranchise Owners find it helpful to ask their sponsors and Senior Business Partners for assistance and training on how to approach the people on their list.
WHO DO YOU KNOW?
As long as you know people, you know people with a need to get started. Ask yourself who you know that …
Help others develop their talents, become successful and realize their dreams! It’s a natural human trait. When you’ve sold yourself on this great business, it’s psychologically impossible to keep a good thing to yourself. Everyone has the compulsion to spread the word.
Referrals: After you’ve exhausted your Prospects List, your long-term success will depend to a large degree on how well you’re able to develop new spheres of influence. But you must take the right steps to develop relationships with your clients that are based on trust. Then and only then will your customers feel good about exposing you and your company to their friends and associates. Recommendations or leads are, unquestionably, the lifeblood of your business and are the best source of prospective new customers. The importance of referrals cannot be over-emphasized, because the UnFranchise Owner who contacts a prospect on a referral basis has more pre-established rapport and credibility.
For the UnFranchise Owner skilled at follow-up and client service, referrals are there for the asking. Whether you’re talking to a prospect, client or complete stranger, you should always ask for at least six recommendations of people who might appreciate our products. If the person you’re asking can’t think of any, help them by asking all the “Who do you know?” questions above. Suggest that your customer get out their phone and page through it to check for names. It only takes a couple of minutes, and satisfied clients are glad to help.
Keep your phone, notepad and pen handy for recording the names and phone numbers. These people will be prospective UnFranchise Owners for the individuals you’re talking to. Let them know that, as their sponsor, you’ll help them follow up with these referrals. Don’t do it for them, but help them, teach them and go with them to make the initial presentation. As the saying goes, “You can give a man a fish to eat today, or you can teach him to fish to feed himself for the rest of his life.”
ADVERTISING: Advertising is perhaps the riskiest and most costly form of lead-generation in this type of business. Attempts to educate the public on Market America product lines and the Shopping Annuity through conventional advertising methods are very expensive and have proven ineffective. Television, radio, magazine and direct mail have shown marginal results when compared to the time and monetary expenditures involved. It’s recommended that you leave such advertising to the company and leverage social media outlets.
Advertising in our kind of business is usually targeted for the purpose of sponsoring new UnFranchise Owners, and this type of advertising is best accomplished through social media outlets; the results vary greatly depending on how the advertisement is worded and the way it ‘ handled. For those who choose to advertise as a form of lead:
Develop a clear understanding of Market America’s policies and procedures pertaining to advertising. If you’re using any ad wording other than the approved Market America ads available through UnFranchise.com, it must be approved by the company.
Your advertisement should be as specific as possible. You will have fewer calls than with a “blind” advertisement, but the applicants will be much more qualified. The contents of your advertisement should reveal:
Long-Term Contracts: Don’t commit to long-term contracts with your advertisement. Three or four days will be plenty of time to see how well your advertisement attracts responses. Start your advertisement on Sunday if the publication of your choice runs on Sunday.
Handling The Advertisement: Don’t be shocked when the telephone rings or you receive an email or private message — that is why you placed the advertisement. The phone must be answered professionally. When returning the prospect’s call or inquiry, the goal is to qualify the prospect and set an appointment, not to explain or attempt to sell anything over the telephone.
The more information you give in response, the less likely you are to be able to set up an appointment. Only give enough information to interest them without misleading them in any way. It’s very easy for someone to prejudge our product and business without ever having the opportunity to evaluate it properly. Maintain your position of strength. Remember that they called you. You’re the one doing the interview, and whoever is asking the questions is winning!
Ask the following qualifying questions:
In 45 seconds or less, explain the business and tell them it would be unfair to them and to you to attempt to explain a business of this magnitude over the telephone. Set up a time in a professional environment for an initial meeting.
Before you decide to put your time and energy into this form of lead generation, review these procedures. Classified advertising in local papers or online postings means you have strangers calling strangers. For this to ever culminate in profits for you, many things must happen right, and you must have mastered the art of communication techniques. The correct steps must be taken and friendships must be developed. Use professional conduct and utilize your time wisely.
TRADESHOW TIPS: The major mistake many UnFranchise Owners make when operating booths at tradeshows, home shows, business fairs, mall displays and the like is to attempt to fully explain and sell the products from the booth. The primary purpose of operating a booth at any of these locations is to promote initial interest in the product and credibility for your business in order to generate leads. Later, in a controlled environment where you can make an organized and professional presentation, tell your prospects the Market America | SHOP.COM story. You’ll only have one opportunity to bring each prospect to the highest level of excitement over our product(s) and business, and the failure to develop enthusiasm and excitement at this initial meeting will result in low interest.
Our products are unusual in that they can actually be sold from the booth, if the conditions are right. Whether you’re dealing with thousands of people walking by each hour or only a few, your procedure should be the same.
Your booth is a temporary place of business:
COLD CONTACTS: Cold contacts are an excellent method for generating sales. This method works best for salespeople who have unquestionable belief in themselves and in what they have to offer. They’re on a mission for success and pay no regard to rejection or what others might say about them.
These salespeople generally believe in the “three-foot rule” (they talk to anybody within three feet of themselves). You see, they don’t consider these “cold contacts” at all; rather, they’ve learned the art of meeting people and making friends. As your self-confidence and self-image improvee, and your belief in what you’re doing becomes stronger, you’ll become bolder in your approach to people you don’t know. The FORM Method can prove very helpful in these situations:
F Talk about their Family
O Talk about their Occupation
R Talk about what they do for Recreation
M Finally, talk about Money
It’s helpful to understand that anyone you speak with will generally only talk about three things:
If they talk about what’s happening for more than two minutes, they usually end up complaining or wishing. Quite naturally, this gives you the opportunity to bring up the UnFranchise Business. When you do bring it up, the most important question you should be prepared for is, “What is it?” or, “What do you do?” Knowing this in advance, you can prepare your answer beforehand. You need to develop and practice your personal Two-Minute Commercial. It should end with a closing statement and question like, “I have another appointment right now, so may I have your name and number, and I’ll call you about this later?” Ask your sponsor or Senior Business Partner for assistance and advice, if necessary. Be sure to write your commercial down and keep it handy when talking to people.
TELEPHONE PROSPECTING: The telephone is an important tool for prospecting, as it enables you to make more contacts in a short period of time. However, it can’t replace in-person cold calling, so be careful not to allow it to become a crutch. The telephone makes it easier to keep in touch with existing clients and set appointments with new prospects, and it’s also a good idea to text the prospect first, then call.
There are several important factors involved in using the telephone:
Attitude — A positive mental attitude is essential to successful telephone prospecting. Be enthusiastic and confident, and have knowledge of your products and business. Above all, be honest!
Preparation — Have your “Who do you know?” and possibilities list handy.
Review — Know the company policies and procedures regarding telephone solicitations.
Before you begin to call or text, see that your working area is clear and organized. Necessary items are a calendar for appointments, a listing of upcoming GMTSS Meetings, a pad, a pencil, a call sheet and selected company literature.
SOCIAL MEDIA: PROSPECTING: Utilizing social media is essential in establishing yourself as a credible and valuable business, and it’s become an integral part of the sales process. The modern sales process leans heavily on social media as a tool for reaching prospects quickly and easily to educate them about your business.
Social media provides business owners with more information than they’ve ever had before, including not only information but context. By utilizing these tools, you can gain glimpses into your prospect’s behaviors, preferences and needs that fuel buying behavior. There are many important guidelines to keep in mind when prospecting through social medial platforms.
• While social media hasn’t replaced traditional in-person prospecting, it has become an essential tool in business building and customer connection. Use social media tools to perform specific, focused prospecting and put strategically created content in front of the people that matter.
SOCIAL MEDIA: WHAT IT IS AND WHY IT MATTERS
Ironically, even those who use social media platforms for personal use may not understand how to make the most of them in a business sense. Here, we’ll outline the basics of what you need to know to stand out in among the billions of daily global users and make the most of the tools available for you.
THE BIG THREE: While there are many social media platforms available, there are three that dominate the field.
WHY SOCIAL MEDIA HELPS
HASHTAGS: Hashtags are essential for organizing and categorizing social media platforms, separating topics, and allowing users to search for specific topics, trends and items.
MENTIONS: A social mention is the text inclusion of a person or page in a post on a social media platform. You can mention someone in a post by typing “@” followed by the name, and it appears in blue as a hyperlink. It’s useful for boosting visibility since it allows others to click on the link to the main page — say Motives, for example — and boost the page or person’s ranking in the Discovery section of that social media platform. Avoid mentioning followers, connections or influencers that you haven’t already established relationships with. THis can create a negative reputation for your page and seem unprofessional or spam-like. It’s useful to mention a person or page in a post to indicate:
TAGS: A tag is like a mention that doesn’t appear in the text of the post. Like a mention, it notifies the linked party of their presence in the post, but tags have a few differences across social media platforms, so make sure you do your research. Tags are used for:
IMAGES: Images make up nearly 80% of the content on social media today, and posts that contain images receive 80% more engagement than posts that contain no images. The quality of these images can greatly affect your online reputation, however, so it ‘ important that you’re selective when choosing which images will represent your brand. All images should:
Following these guidelines helps to ensure that you generate high-quality images that will help lead to more followers, higher engagement and potential promotion from relevant corporate pages. Posting clear, stylized and well-shot images is critical for maintaining a good reputation and sustaining growth. Followers don’t want to see mediocre photos and will often unfollow a page or person if subpar photos crowd their newsfeeds. Since knowing how to take a photo for social media is important, below are a few tips:
CORPORATE SOCIAL MEDIA: Along with your own page, it’s important to keep up with the relevant corporate pages as well. While it may seem counter-intuitive to engage and interact with corporate brand pages, there are many reasons you should:
Alongside the benefits that come with engaging and following Market America, SHOP.COM and Market America’s exclusive brands’ pages, there are also quite a few resources:
Now that you understand the benefits of following Market America’s corporate pages, you need to know how to use these pages in a way that benefits you and your UnFranchise Business:
Make sure to check with your sponsor for the most updated links to relevant corporate social media pages across social platforms.
DIRECT MAIL PROSPECTING: Using direct mail as a prospecting technique can produce fantastic results, and you can increase your results by following up with each prospect with a call or text. Include in the package a selection of Market America literature, approved introductory letter, your name, email address and telephone number.
APPOINTMENT MAKING: We need to set appointments for many of our result-producing activities, including introducing products, and performing product demonstrations. We also use appointments to present the Management Performance Compensation Plan and explain the five steps to earn.
By setting up an appointment, you’ll be able to take the necessary time, without interruption, to make your presentation — so you save time and establish a professional atmosphere in the home, office or hotel meeting room.
Don’t simply tell prospects you wish to see them and then wait for them to invite you over. It just isn’t going to happen and you may quickly be disappointed. Request to stop by and visit prospects, offer them a choice of two different times, thank them, and get off the phone! Be sure you ask for an hour of their time.
If your purpose is to sponsor a new UFO, follow the same procedure. For even better results after your first appointment, try scheduling your prospects for a UBP. Make sure you offer to pick them up and drive them to the presentation. A simple rule is that 100% of the people you bring to the meeting show up!
If your purpose is to sponsor a new Independent UnFranchise Owner, follow the same procedure. For even better results after your first appointment, try scheduling your prospects into an UnFranchise Business Presentation. Make sure you offer to pick them up and drive them to the presentation. A simple rule is that 100% of the people you bring to the meeting show up!
What’s the best place for the presentation? In order of preference:
For Retail Clients Only:
For Clients and Potential UnFranchise Owners
There are those who think they can and those who think they can’t — and they’re both right!
Closing a sale is the greatest award a salesperson can achieve. There is only one objection a client can give you that will cost you a sale, and you’ll probably never hear it in your lifetime. The objection: a firm “No.” When you ask your client to get started, they’ll give you a so-called “objection” such as “I want to think it over,” “I can’t afford it at this time,” “I want to check out the credibility of the business,” “I never make spontaneous decisions,” etc. These so-called objections must be viewed as excuses or requests for more information. Dealt with accordingly, they can ultimately be turned into positive “buy” signals.
Most objections result from a boring, uninformative presentation where the clients didn’t receive the answers to their questions. The objection is merely a request for more information, a loud “cry” saying, “Please convince me! Make a decision for me!” To answer your clients’ requests, make them feel important and allow them to voice their opinions. Doing this without looking like you believe they’re unintelligent is truly an art you must master to close a sale.
PROBING (ASKING QUESTIONS): The purpose is to guide and control the flow of the presentation. If you’re doing all the talking and the client isn’t asking questions, you’re not in control. Gain control and direct the conversation, but be interactive.
The Open Probe: This method encourages clients to reveal their needs while you control the presentation. You’ll find that when you encourage people to talk about themselves while you listen, they’ll reveal all kinds of needs that you can later utilize to close the sale.
Examples:
The Closed Probe: Because not all clients will readily converse or reveal their needs, a different type of question must be asked. This is a question that limits the client’s response to yes, no or other. Closed probes are best used in a series or in conjunction with open-probe questions.
Examples:
Each of these questions calls for a simple answer, yet each one reveals areas for you to elaborate on. Make a list of open and closed questions that are effective for you. Sometimes it’s effective for a salesperson to combine open and closed questions.
CLOSING: All the selling skills you’ve learned so far are important. But until you know how to close the sale, you won’t be successful. Before we explain closing techniques, here are a few hints to remember:
Earlier we mentioned that questions control the presentation. Whether you’re successful as a salesperson or not largely depends on how effective you become in controlling the flow of the conversation by asking probing questions, and then using the answers to your benefit. What is a proper closing question? J. Douglas Edward, the “Master of Closing,” stated that a proper closing question confirms the fact that the client has already bought (psychologically). Never leave yourself “hanging” with a question. You must assume the affirmative.
Examples:
In order to prepare clients for the close, go back through the benefits you’ve outlined and secure their agreement by asking questions that lead to the final close of your choice.
Examples:
Based on what you’d like to earn and based on the fact that UnFranchise® Owners are already earning that amount, is there any reason you wouldn’t get started right away?
This kind of format is called “tie down” questioning. You can get the client to agree with you on many points, leading to an assumed close. And it doesn’t hurt to nod your head affirmatively while asking these types of questions and waiting for the answer.
THE FIVE-STEP METHOD FOR HANDLING OBJECTIONS: Believe it or not, most people don’t automatically say, “Yes,” the first time you ask them to buy. It’s almost a certainty that even when people love your product, price and personality, they’re going to ask a question or toss out an objection such as, “We need to think it over,” or, “We can’t afford it right now,” rather than immediately buying your product. It’s a natural response and one you should expect most of the time. People are simply hesitant to make decisions, and you need to help them overcome this reluctance.
People are psychologically opposed to being sold, and as intelligent people, they like to think they’re making the decision by themselves, when they want and without your help. The adage, “People hate to be sold but love to buy,” is very true. A subconscious play is being performed, where their script reads, “You can’t sell me,” and your script reads, “Yes I can!” This creates a subconscious match-up that you can’t win … unless you allow them to think they’ve won.
By clearing out this mental process for a moment, you can close a very high percentage of your qualified prospects. We do this with the following technique:
Agreeing: By agreeing with the objection, you make your clients feel important. You make them feel as though they’ve made an intelligent statement. You make them feel that they’ve won. Don’t ever tell clients they’re wrong, and don’t argue their point. Agree with them first!
They may be expecting you to try to keep selling, or they may be expecting you to argue, but they’ll never expect you to agree with any reason they shouldn’t buy. When you agree with their objection, they feel as though you understand their position; this will momentarily clear that subconscious script in their mind and give you a direct and easy path to your close.
Expanding: By expanding the objection, you give them even more to think about than they intended. The objection was simply a programmed response to a salesperson, not a real objection. Our system doesn’t require any long-term debate or research. If they want it, they’ll buy it — if you don’t blow it by making them feel pressured. It’s important not to make them feel like you’re forcing their decision. It’s much smarter and more effective to let them make the decision with your help. Too many salespeople attempt to close, and then hear the same objection again because they didn’t handle it properly the first time. If you can cover the objection entirely, neutralize it and eliminate it, the client won’t be able to use the objection again. Once you eliminate all objections, the sale is made!
Now they have even more to think about than what they started with. You’ve thrown them a curve, and they need your help in understanding why you would agree with their objection and present them with additional reasons not to buy. You told them why they shouldn’t buy and cleared their mind of the thought, “They’re trying to sell me.” You’ve prepared them to truly listen to you, and now they’ll open their minds.
Now you can prepare them for the close with a story, which needs to be one that restates many of the benefits of the presentation and leads you into the close you’ve selected to use.
Storyline the Objection: “You see, folks, throughout the ages people have wanted good health and nutrition. Unfortunately, people like you and me, the people that need that kind of edge the most, typically never get around to taking care of ourselves. We’re too busy taking care of everyone else, right? So when we do buy health and nutrition items, it becomes even more important to do so at the lowest possible prices.”
Positive Statement, Affirmative Tie Down “As you mentioned earlier, you do occasionally buy health and nutrition items and getting the best price is important to you. If you can have the items at lower costs than what you would normally pay, you’d like that, wouldn’t you?”
Close: This can be as simple as a handshake upon the agreement to the final question in step four. If you’re not sure they’re ready for a handshake, ask a question like, “What would prevent you from getting started now?” Or ask them which product line they’d like to start with.
“Great!” [handshake on their affirmation] “Do you think one $1,500.00 income center would be enough, or do you prefer multiple business development centers (BDCs) earning in excess of $1,500.00 per week? Okay, why don’t you look through this catalog to see what products you might want to order while I fill out the paperwork?”
To try to close a sale without following these rules is as unwise as putting on your clothes without buttoning them up. All you’ll have is a mess. Use these techniques and you’ll find that the majority of your customers will close the sales for themselves, simply because they like an explainer better than they do a salesperson.
One final note: Now that you’ve sponsored these people, you’ve entered the management ranks. You need to set up follow-up appointments to get their prospects list started and start teaching them the skills for success in the UnFranchise Business. Invite them to a training seminar, keeping their goals in your mind, and start helping them achieve those goals.
Nothing is more important than for a sponsor to properly direct a new UnFranchise Owner into our business. First and foremost, you should represent the company as a professional and not exaggerate the Market America business opportunity. Second, you should review our philosophy and identify what the new UnFranchise Owner can expect from Market America, and what Market America expects from its UnFranchise Owners.
Sponsoring a new UnFranchise Owner will take two to four hours, and the time you spend in the beginning will save you an extraordinary amount of time down the road. In addition, your new UnFranchise Owner will duplicate your efforts.
Registration Appointment (signing and agreeing to the contract; refer to the Getting Started Guide)
Defining the Costs: All new UnFranchise Owners need to understand the cost of getting into our business. To create one Business Development Center will cost nothing, but to participate in the MPCP will cost them the subscription fee, and they may choose to spend less than $500.00 in BV products (a minimum of 200 BV), overhead and supplies. Understand that there is a potential for additional costs based on miscellaneous office supplies, business cards and additional start-up.
Complete the UFO Application and Order Form Together: Be sure to review the price list and how to read it, and explain the options on the application and order forms.
Identify the University Major of Choice and Use the Product: Most new Independent UnFranchise Owners enter our business already having experienced their products of choice. If not, stop and discuss products and get the prospect to try them. In the worst-case scenario, the new UFO should order a variety of products to experience a cross-section. Failure for them to experience and enjoy one of our products or services is almost a certain set-up for failure as an UnFranchise Owner.
The selection of a University Major will lead to products and services to be shared with the new UnFranchise Owner. The major selection promotes add-on sales to their eventual customer base, and it stimulates a wider range of product knowledge, resulting in increased sales and profits.
Book a Follow-Up Meeting With Sponsor: This is the perfect opportunity to sell a ticket to an area Basic 5 and New UnFranchise® Owner Training (NUOT). It is the sponsor’s responsibility to know what training meetings are available in the area. In the worst-case scenario the sponsor must take responsibility to train them.
Book a Follow-Up Meeting With Sponsor: This follow-up meeting consists of meeting with one or two interested prospects who will listen to our UBP. It’s best to have at least two UnFranchise Owners for your new UnFranchise Owner so they can activate their 001 Business Development Center. (Note: Each BDC must have two personally qualified and sponsored UnFranchise Owners in order to be activated and to qualify for commission).
Give the New UnFranchise Owner an Assignment: Have the new UnFranchise Owner read a chapter in this UnFranchise Manual, listen to audios and explore their new websites. Be sure to review the content of the assignment.
Book Additional Follow-Up Meetings With Sponsor: This is to meet with additional Market America UnFranchise Owner prospects.
Attend Area Training Seminar: Your new UnFranchise Owner has already purchased the ticket, but you must be with they when they attend the training (duplication).
Set Up A Three-Month Review With Your New UnFranchise Owner: This meeting is to review the first 90 days of business, ensure that their Form 1000 has been submitted, ensure that their AutoShip has been put into effect, and discuss the requirements for exercising the Monthly Accrual Option. Also, at this time review their Goal Statement and Business Plan and make any necessary adjustments. It’s best to always measure their progress in building Base 10, Seven Strong and earning their first BV commission check.
Starting Tips for a New Unfranchise Owner
Prospect List: Develop a list of people (at least 60) who would be interested in the product or business. Contact your Senior Business Partner or sponsor and discuss your prospects list. Learn some simple approaches. Develop your answer to, “What is it?” and your Two-Minute Commercial.
Work Schedule: Be sure to set aside committed hours to build your UnFranchise Business. If you committed 10 hours a week, set them in your calendar and schedule four weeks out. Allow at least two three-hour blocks of time each week to show the Plan and sell products, as well as to work with your team. This is an important task if you’re serious in attaining your goals.
Business Tools: If you really want to grow fast, it’s recommended that you purchase some tools:
Products and Retailing: You can take orders, but you’ll find it easier to test-market the products and start out with $200.00 to $600.00 worth of products. As you sell to your customers or UnFranchise Owners, you simply reorder. Also, this enables you to qualify your Business Development Centers. You then only have to turn in $200.00 worth of retail receipts, sold to at least two customers outside the business prior to qualifying for a Coordinator check, or within your first quarter, whichever comes first. Retailing is simple using trial-sized marketing. Give out samples or sell trial-sized packs with a pre-approved handout found on UnFranchise.com, and people will place orders. Refer to the section in this manual on product information and retailing tips.
Invitations: Invite at least two people to a meeting. Don’t just invite them — pick them up and bring them to the meeting. Then teach them to do the same. Contact your Senior Partner or refer to the GMTSS listing on UnFranchise.com for the location of a meeting to bring your prospects to.
Three-Way Calling: Via phone or internet service that has three-way calling capabilities. It’s very inexpensive. Get your prospect and sponsor or Senior Business Partner on the telephone or computer, introduce the prospect to your sponsor, and let your sponsor explain the business and invite them to a meeting.
Two-on-One Meetings: Set up an appointment for you and your sponsor or Executive Coordinator to visit a prospect. Two-on-one presentations over coffee are very effective.
Video Sponsoring: Use Market America videos from UnFranchise.com and its social media accounts. Tell prospects that you want them to review a phenomenal marketing concept and you’ll send them a link. Get them to commit to watching it within 48 hours, then follow up and ask them what they liked most about it. They’ll ask questions, so do your best to answer them. Tell them you’d like to introduce them to key people who can better answer their questions. Offer to pick them up and take them to a meeting, and if that’s not possible, try to get your sponsor or Executive Coordinator on the phone to talk with them on the spot.
One-to-One Presentations with the Flip Chart: Learn the business presentation by practicing with the Flip Chart on relatives and friends. Tell them you’re practicing — you might even end up sponsoring them or selling them product by accident. Review the recorded presentations online and learn. Then go out and perform one-to-ones just by going through the Flip Chart. Show them some products and ask them if they want to buy products or come to a meeting. Take them to a meeting and allow them to invite two people to bring with them.
Weekly Meetings: After you’ve mastered the above, book a bi-weekly meeting in your home, office or one of your UnFranchise Owners’ homes. Allow everyone to bring people and make sure you set the example by having two prospects there. Be sure to have literature on hand to pass out and product to sell. In the beginning your Senior Partners can do the presentation until you feel comfortable doing it yourself. Be sure to give your Senior Partner a proper introduction; you can ask a senior teammate about the correct way to introduce them.
Follow-up: Never present the plan or products without booking a follow-up appointment or meeting. This is essential. Simply pull out your appointment book or phone and give them a choice of two dates and times to get back together or bring them to a meeting. Don’t leave it up to calling them back later or waiting for them to call you back.
Trainings: Make a commitment to be at the next training or seminar to learn more about the products, retailing, sponsoring and building the business. Buy your ticket now! Get extra tickets to sell to your prospects. This is the surest way of duplicating and building belief, knowledge and enthusiasm in your organization.
Duplication: Simply teach others to do the same things you’re doing to succeed.
This training section is designed to introduce you to the basic skills that add up to success in our business. Professional sponsoring, lead generation, advertising rules and techniques, and professional closing skills are all covered in this section. To begin, let’s examine the basic differences between “recruiting” people into network marketing and “sponsoring” people into the UnFranchise Business.
The underlying goal is to establish sales, training, growth and development necessary for new UFOs to achieve the success they seek. As the person responsible for involving another individual, you must understand your responsibility, accept it, and do those things essential to ensure your success and the success of your new UnFranchise Owner. In short, let’s determine what must be done to give a new UFO the best chance to succeed rather than fail.
To set the stage, let’s assume that the required company paperwork has been completed and sent to the Headquarters. Additionally, the UnFranchise Owner may have elected to purchase some products for display and resale. It’s a new UFO’s priority to become familiar with the product line and literature. It is important for the new UnFranchise Owner to show the products to as many people as possible in order to develop 10 repeat customers. Many UnFranchise Owners find it helpful to have some trial-sized samples to show and give to potential customers.
Before exploring the responsibilities of a sponsor, it’s essential that we understand the mental steps the new UnFranchise Owner must take on the journey to success. For some, this will be a short and rapid trip. For many, the trip will take longer and demand a greater amount of endurance and personal development. The best news is that those who persevere and journey, step-by-step, to the success and monetary rewards they desire will be the ones who grow to become champions. Your challenge as a sponsor is to assist the new UnFranchise Owner in taking those steps, and to do so as quickly as possible.
Hope: Literally everyone, after seeing a correct and professional presentation of our business, will experience hope. There is hope that what they’ve just seen and heard is really true. More importantly, new UnFranchise Owners hope that this business venture can become a reality for them. The strength of their hope is based mainly on the strength of your presentation. Yet, left only with hope, a new UnFranchise Owner will surely fail.
Faith: If success for the UnFranchise Owner is to occur, the second step of faith must be accomplished. Faith takes place when new UnFranchise Owners actually see evidence of the success you and others are experiencing. It’s very important for new UnFranchise Owners to hear about and meet others who are succeeding in this business. They soon realize that nearly all these people are neither exceptional nor unusual. In fact, it becomes obvious that successful UnFranchise Owners come in all shapes and sizes and from all walks of life. Therefore, they draw the conclusion, “Maybe success will happen for me, too.” In other words, faith sets in.
Belief: The third major step on the journey to success is by far the most important one. This step moves the UnFranchise Owner to the level called “belief.” Nothing major in an UnFranchise Owner’s business growth can occur until belief is achieved. Belief begins when new UFOs experience some form of personal success in their own businesses. That success could take the form of a product sale, enrolling a new UnFranchise Owner, or preferably a combination of both. As soon as success happens once, a UFO can believe it will happen hundreds of times. It’s only a matter of consistent effort over a period of time. It is absolutely mandatory that a sponsor assist the UnFranchise Owner in every way possible in taking the psychological steps from hope to faith to belief. The sooner the better, because the longer the delay between each step, the more likely it becomes that the new UnFranchise Owner will lose interest and quit before really getting started.
Any step short of belief will prevent real success from taking place. New UnFranchise Owners will probably be unaware of these milestones. With your continual guidance, their belief will transform into long-term commitment. That commitment is the only insurance for their success. It is your responsibility to guide them on this journey as effectively and quickly as possible. Success will not happen as if by magic. You must help to make it happen with the UnFranchise Owner you have sponsored. Do this and you earn the right to be called a sponsor. Anyone can recruit and leave his/her business to pure chance, but the probability of success is marginal. Successful UnFranchise Owners know the vital importance of being a supportive sponsor. It is your responsibility as a sponsor to train, support, and motivate everyone you sponsor.
Management and Supervision
Recruit and fail … sponsor and succeed!
Now let us look more specifically at what we must do after we’ve sponsored a new UnFranchise Owner. What are the key ingredients to the follow-up plan of an effective sponsor?
Personal Goals: Assist your UnFranchise Owners in identifying their personal goals. These goals usually comprise of a combination of needs and desires. Helpful goal-setting questions include:
Since no one does anything without good reason, the first step in following up is most important. Done properly, it provides your UnFranchise Owner with clear-cut reasons to pursue this business in the short term and make it succeed in the long term.
Be sure to establish how much income your UnFranchise Owners want to earn from this business, and how soon. Determine what they would do with the income. Our marketing plan provides built-in milestones on which you can help your UnFranchise Owners base their time frame for accomplishing their personal goals. Help them decide how soon they will become Coordinator, Executive Coordinator … and beyond.
Most people who fail claim lack of planning as a primary reason for failure. Our marketing plan is a success plan. Advancing to the various positions in our system guarantees success and appropriate incomes. There is an excellent chance your new UnFranchise Owners have never devoted enough time to establishing a realistic set of goals. Now is the time to get your UFOs properly prepared for that climb to the top! Proceed no further until you’ve laid out some initial goals for your UnFranchise Owners. Refer to the goal-setting section of this UnFranchise Manual and help new UFOs write out their Goal Statements. Follow the instructions step by step. Note: They must be their goals — not yours. You simply make sure they are specific, recorded and written.
Business Calendar: Assist your UnFranchise Owners in setting up calendars for doing business. When, during each day of each week, will they not be able to build their businesses? Scheduling may be affected by a full-time job, family time, church activities, etc. What portion of the calendar are they willing to devote to their businesses? Identify the days and hours designated for working the business, and commit to working together during that time.
Show them the business-building calendar you use (you must have one), then help them put their schedule in writing. The basic reason for setting a calendar is to help your UnFranchise Owners decide whether their business growth will be based on spare-time effort (whenever it’s convenient and doesn’t interfere with anything), consistent part-time effort, or concentrated full-time effort. This helps them develop realistic expectations. Be sure to have them schedule the monthly business seminar and sell them a ticket.
Determining the calendar/schedule will help you decide how much time you can afford to invest in any new UnFranchise Owners. The more time and effort they commit to, the more time and effort they have a right to expect from you.
Prospect List: Assist your UnFranchise Owners in developing a useful Prospects List. This is their potential business clientele. This list of names must be committed to writing or it will be virtually useless. The list must include names, phone numbers, cities, states and email addresses. Obviously, the first two are essential, or your UFOs can’t do much. Separating the names into local and long-distance categories is necessary, as we deal with each category differently. See the section on long-distance sponsoring techniques below.p>
Numerous “memory joggers” are available to help your UnFranchise Owners recall names of prospects. Use one or more of these as they speed up the development of a substantial Names List. Be sure to emphasize the need for a notepad or phone recorder to be carried at all times in order to record the names of any prospects one might run across each day. Names pop into people’s minds at the most unexpected times, so being prepared to record and remember them is essential.
A Prospects List is an ever-changing and growing business-development aid. Without a properly utilized Names List, an UnFranchise Owner is certainly well-prepared to fail in this business.
Business Tools: Advise your UnFranchise Owners of the availability of literature, audios, videos and sales aids and how to find them. These are our stock and trade. Attempting this business without an adequate supply on hand is certain to slow growth. This order should take into consideration the UFOs’ own anticipated needs and the needs of those individuals they will sponsor in the near future. In this way, everyone gets off to a fast start. The probability of success is greatly increased by using these sales aids and tools.
Appointments: Assist your UnFranchise Owners in setting appointments with people from their Prospects List to share our products and business. It’s a good idea to show them how by actually doing it yourself, in front of them, from your own list. Then have them make several appointments and provide positive reinforcement and constructive criticism after each call. Go with them on their appointments and perform the first couple of presentations. Then help them lead a few presentations. Never leave committed UnFranchise Owners on their own until they’ve made at least two or three sales.
Commitment: Assist your UnFranchise Owners in understanding the need for making and keeping a one-year commitment to the business. This will help discourage them from quitting or being overly disappointed the first time they encounter an obstacle or challenge. This commitment provides them the time to learn the business and to begin to recoup the rewards and provides the best chance for long-term success. Anything less than a one-year commitment suggests that your new UFOs may lack the seriousness and resolve to succeed in business for themselves, even with your help. Don’t settle for less than what you know it takes for them to be successful.
Your UnFranchise Owners should include the following considerations in their one-year commitment:
These are basic and essential factors your UnFranchise Owners should base their business-building commitment on.
Training: Schedule your UnFranchise Owners for the first New UnFranchise Owner Training (NUOT) and Basic 5 (B5) Training available in their area.
Self-Improvement: Encourage your UnFranchise Owners to begin a self-improvement program consisting of daily exposure to positive and motivational audios, videos, and/or books you and others have found helpful. As part of your UFOs’ self-improvement program, it’s essential that you provide reinforcement for their accomplishments, as they occur. Encourage them to read their Goal Statement twice daily. They should show you their Goal Statement periodically. It should be modified and fine-tuned as they progress.
As you engage in these steps, you’ll fulfill the responsibilities of a sponsor. These steps are very basic yet critical to your overall success, based on your UnFranchise Owners’ success. A few additional helpful hints:
You might believe there are more effective ways than those outlined here, and you might be right. However, these methods not only work, but your entire downline organization can duplicate these steps. Time and time again, this method has enabled numerous individuals to gain financial freedom by building profitable network-marketing businesses.
Remember at all times that with our product lines on SHOP.COM, our various websites and our marketing structure, you have an incredible opportunity to build a rewarding personal business by retailing products and establishing a marketing organization through sponsorship. As with any worthwhile opportunity, time, effort, knowledge and professional responsibility are essential. This responsibility demands that each of us demonstrates, by example, the necessity of follow-up with our retail clients and those we sponsor into the business.
It seems unreasonable to assume that anyone who gets involved with our business does it with the intention to fail. It would appear to be much more likely that all people who join us in this effort expect to succeed and have their dreams fulfilled. Experience has shown us that the key to an individual’s success is most often the leadership provided by both the personal sponsor and the senior sponsorship to which they belong.
Let it never be said of any of us that we made it easy for someone to give up on himself and quit this business due to our lack of personal and professional effort. Together we are destined to win! Let’s get on to the business at hand. Make it one of your primary goals to be the best sponsor you can be.
Long-distance sponsoring refers primarily to sponsoring Market America UnFranchise Owners who don’t live or work in your local area. These are people you will not be able to physically follow up with on a daily or even weekly basis. Successful long-distance sponsoring can greatly enhance your organization’s productivity.
The Strength of the People You Are Sponsoring: People you sponsor long-distance should be experienced networkers and have well-developed people skills and a large circle of influence, or must be willing to work very hard on their own to learn this business. Why? Because you are not going to be there every day to assist them when needed. They must possess a winning attitude that will allow them to meet the challenge of learning a new business and overcoming problems. Successful long-distance sponsoring is much simpler if youa’e dealing with people who consider themselves leaders.
You, the Sponsor: If you are doing everything in your power to support your new UnFranchise Owner, sponsoring at long distances has a better chance of working out for you. You need to be prepared to spend a considerable amount of time on the telephone or online with the UFOs you’ve sponsored at a distance, and even travel to visit them once they’ve gotten started.
You call the prospects. Do not attempt to have somebody else make your initial contacts for you. If they are to be your UnFranchise Owners, then you must make the calls. The purpose of the calls is to find out if they have any interest in finding out more about Market America.
Prepare an electronic communication for your new prospect. You should include:
Send the information you’ve compiled to your prospect. Now call your prospect and schedule an online meeting (via Zoom or other vide conferencing).
Follow up! Stay in constant communication by phone, text and by email. Answer all of their questions. Have your Executive Coordinator or higher UnFranchise Level get on the phone with them by initiating a three-way call, or have your Senior Partner place a follow-up call.
Set goals for yourself to visit your new UnFranchise Owner.
Successful long-distance sponsoring requires patience, diligence and investment of both time and money, with the understanding that sometimes your best intentions and plans end up in defeat. When you consider the profitability of a nationwide network of UnFranchise Owners in your organization, it will seem like a very wise investment of yourself indeed!
Motivation is a two-step process, offering your UFOs the incentive to achieve and offering recognition for those achievements. Never pass up an opportunity to recognize an UnFranchise Owners’ achievements, regardless of how small they may seem. Regardless of your good intentions, motivation for any individual comes from within … you just can’t force it. This opportunity is for those who want it, not necessarily for those who need it. Using proper goal-setting techniques effectively with your organization is the key to motivation. If they really want it, and they think they can get it, they can be motivated to go for it. Specific and detailed information on implementing your own goal-setting program is included in this manual. Study and use this information yourself and use it to help the UnFranchise Owners you sponsor.
In goal-setting sessions with your UnFranchise Owners, discuss their needs and wants. Listen to what they say and make a list of what you may be able to offer them as incentives. Remember that an incentive should be important to the person you’re trying to motivate. An incentive doesn’t have to be expensive in order to be effective, but its cost to you should be paid for by the activity it generates.
Some further tips on performance rewards include:
Examples of Incentives:
Examples of Recognition:
Be creative with your methods of recognition, have fun with it, and your UnFranchise Owners will not only enjoy the special attention, but they will also be freshly motivated by the morale-boost.
The Market America UnFranchise Business Development System and Management Performance Compensation Plan (MPCP) provide, without a doubt, the most powerful compensation plan ever created. It maximizes the effects of compounding growth, volume and income. Because of continued growth and sales, on top of regenerated sales, you can develop a secure supplemental income. Your income does not have to be dependent upon what you produce or develop in new volume this week or month.
This business is really quite simple when you think about it. First, we retail products. Not only does retailing yield an immediate profit; it generates BV for commissions under the MPCP. We create our Shopping Annuities®. Then, we simply duplicate by sponsoring others and teaching them to do the same thing. It’s not what one can sell individually, but what many can sell collectively that produces the earning potential in this Plan. Not only do you earn on the new production from your time and effort this month, but what you developed last month, the month before, three months ago, six months ago — even a year ago! This is what is meant by a “compounding effect.”
On a job, you only get paid for the time you put in now. In a sales position, you only get paid on the sales you make now from the time you put in now. But if you work in a smart way, you can continue to get paid on the time put in over the past months, on top of what you get paid for your efforts now! This is because what you developed in previous months continues producing sales and volume this month as well. So, it’s important to work smarter rather than harder. We want to maximize the compounding effect. We want to maximize the repeat sales as well as the new sales of each UnFranchise Owner on an ongoing basis.
The concept of AutoShip accelerates and encourages this process, as well as ensuring that the UnFranchise Owner is a product of the product and remains active in the business. First of all, UnFranchise Owners who use their own product and build their Shopping Annuity will increase their volume dramatically. Secondly, it increases what each UnFranchise Owner sells. When UnFranchise Owners use their own products and shop online, they not only learn about the products, but they come to believe in them. That makes it natural to tell people about the products. Furthermore, when they have the product in their homes, people will ask about it. It’s simply a matter of sharing or telling the story — and friends, relatives, acquaintances, neighbors and coworkers will want to buy. Thirdly, when an UnFranchise Owner has a small supply of products to sell, it’s much easier to take orders and complete sales. The results are phenomenal. Lastly, AutoShip enrollment helps to ensure that the Monthly Accrual Option will be exercised each and every month for qualified UnFranchise Owners, and that your sponsor can place volume in your BDCs. It also reduces administrative work.
The Power of Supplemental Income: AutoShip is the only smart thing to do. Certainly, if you owned a store, you wouldn’t go out and buy the same type of products at retail prices that you carry in your store — which you get at wholesale! Simply put, that would be foolish. As an UnFranchise Owner, you literally own your own Mall Without Walls™. Look at all of the products carried in your Mall Without Walls.
The average individual spends at least $300.00 to $500.00 per month on these same kinds of items at higher prices. Simply transfer those dollars to your own business and supporting your Shopping Annuity®, and it doesn’t cost a thing. By becoming a Market America household, your family can benefit from the personal use of Market America products, and you get to purchase them at UnFranchise Cost. In reality, you’re buying from your own business. That makes good common sense!
When you think about all the money you and your household spend each year on products and services and you methodically transfer just a portion of those dollars to purchases from your own business, you’re well on your way to saving and earning money. You’re building your Shopping Annuity®. Plus, your friends, relatives and customers will want to do the same: save money and enjoy the convenience of having new products delivered to their doors. What appears to be a relatively small commitment can, in fact, grow into income.
Ensuring That the Monthly Accrual Option Is Exercised: For qualified UnFranchise Owners, the Monthly Accrual Option is automatically taken care of by signing up for AutoShip. The Accrual Protection option for UFOs ensures, automatically, that appropriate monthly amounts are ordered as an UnFranchise Owner moves to new UnFranchise Levels. The Monthly Accrual Option is extremely important in the MPCP. To participate you have to submit a minimum BV order and a monthly subscription to the UnFranchise Management System by your assigned qualifying date (Q-date) each month. If you miss it, for whatever reason, the computer will flush your volume, and there is absolutely nothing that can be done about it. The best way to take the worry out of it and ensure that you always exercise the Monthly Accrual Option is to sign up for AutoShip.
Nothing proves this point more than a successful franchise, such as McDonalds, or a network-marketing company like Market America. The beauty of Market America is that you don’t have to find a successful concept or business; it’s already been created for you. You don’t have to look for the multiplier; you simply look at the multiplier. Once you truly recognize the power of the multiplier and AutoShip, nothing will stop you from sharing this business with others. That itself produces the multiplier effect for you. The AutoShip formula can help you lock in $1,500.00 to $3600.00 per week when duplicated in your organization!
AutoShip and Customers = Guaranteed Volume = Weekly Checks
Learn this and teach it! There are numerous ways to capitalize on this system. This is a surefire system that helps you get the volume to qualify for checks weekly as you build your organization by implementing the AutoShip program. Make sure every UnFranchise Owner in your group becomes a Market America household and builds their Shopping Annuity. It only makes sense to exclusively work and build with people who will commit to 50 to 500 Personal Business Volume per month. Otherwise, they really aren’t committed and aren’t using their own products, let alone selling them! If they don’t use them, they won’t sell them!
AutoShip: How many things in the price list do you already buy monthly? Everyone at least needs Snap® home-care products and some nutritional products. Make a checklist. Go down the Home Shopping List and take the Shopping Annuity Assessment and check off what you need or buy monthly. Place a standing order for these items for 50 BV to 500 BV, or even higher.
Planned Purchases: What items do you need in your house over the next year? Make a list:
Inventory And Standing Orders: Every UnFranchise Owner should specialize in at least one University Major and sell out of that store. There is an old saying: “You can’t sell what you don’t have. You can’t sell shoes from an empty shoe store or ties from an empty tie rack.” It only makes sense to get a few of the product you’re selling per month, so you have the product on hand to sell! Place a standing order. Every month it will be shipped to you like clockwork. You get the money back as you sell the product, plus you get your return profit. If everyone in your organization did this, what would happen? First, everyone would sell more products, and everyone could count on the volume!
Preferred Customers: Sit down with your Preferred Customers. Sell them monthly Snap cleaning products. Or make a list of everything they’re already buying and get them to order it from Market America rather than the store. Put in an AutoShip order. It really doesn’t cost them anything because they’re already spending it at the store. If each UnFranchise Owner in your group had two customers on AutoShip, what would happen? Again, if you had 100 UFOs at the end of six months, each with two customers on AutoShip at an average of 50 Business Volume each, it could equal an extra guaranteed 10,000 Group Business Volume per month!
Teaching Autoship and Programming Your Organization: There are two simple steps to duplicating this concept in your organization and making it self-perpetuating.
Marketing Plan Presentation: The second step in the plan always identifies the ways of creating Business Volume:
Briefly explain each one of them. Give illustrations. When talking about AutoShip, illustrate how it really doesn’t cost anything because they’re simply transferring dollars they’re already spending at a retail stores, and they’re actually saving money. Give examples. Show that the average person will spend $50.00 to $500.00. Use the Shopping Assessment to show the earnings. Secondly, when you talk about the Monthly Accrual Option, explain that if they’re on AutoShip, this is taken care of.
Post-Presentation Follow-Up: In the follow-up after the meeting, take out the Home Shopping List or better yet, do a Shopping Assessment with them. Review the savings and products. Show them how easy it can be to participate with AutoShip — and begin building their Shopping Annuity!
The UnFranchise Management System (UFMS) is an important step to becoming a professional! The UFMS can make a tremendous difference in your ability to manage your business, maximize your weekly commissions and continue growing. You’ll also want to encourage your organization to subscribe to the UFMS, not only to help maintain accrual of GBV from month to month, but also so they’re not totally reliant on you and can better manage their own businesses. Services and privileges in the UnFranchise Management System include:
UnFranchise Owner Reports: It’s like being at the Corporate Headquarters. Access your sales volume 24 hours a day for detailed sales reports of your organization. Genealogy reports are available, providing names, addresses and phone numbers. They indicate personally sponsored UnFranchise Owners, UnFranchise Owners on AutoShip, and UnFranchise Owners who are active in your sales organization and what level of achievement they hold. The UFMS also includes Sales Volume Purge Reports — reports of sales volume that are in danger of purging due to lack of order activity. You can print these reports for yourself or for your sales organization. You will be able to determine where to place new UnFranchise Owners and extra BV. Once you’re on the UnFranchise Management System, it’ll be hard to understand how you ever lived without it.
Annual Renewal Report: Displays all UnFranchise Owners in your organization with the Start Month selected. This allows you to ensure that everyone renews their business in a timely fashion.
Certified Executive Coordinator Report: Displays a list of the active Certified Executive Coordinators (CEC) in an UnFranchise Owner’s downline. An Active Certified Executive Coordinator is defined as a CE that paid the annual renewal fee.
Commission History Report: Displays all Commissions earned within the date range selected. The results will include the retail profit margin deposited to your credit on account as well as MPCP and IBVCP Commissions and Bonuses.
Graphic Organization Report: A graphic representation of a selected UnFranchise Owner’s downline organization. It will display the outside legs up to 13 levels into the downline organization.
Master UFO Program: This report is designed to display progress toward qualifying and/or re-qualifying as a Master UnFranchise Owner. This form tracks the status of specific criteria, pre-populates that on the form, and provides areas to enter and submit items related to additional criteria, such as trainings and event tickets. All fields must be completed for the selected quarter before it can be submitted.
Network Sales Volume Report: Displays the group volume totals for the downline organization, much like a sales volume report. However, the report is formatted to display the group for each BDC as you proceed down the genealogy. This report can be used to locate unlinked volume in the genealogy line and also find BV or IBV amounts for particular UnFranchise Owners in your downline.
Open Placement Report: Shows available placements on the outside legs of the BDC on which the report is being run. The report generates based on the ID and Extension entered and will show two placements, bottom-most left and bottom-most right open placements of the outer (team) legs.
Personal Volume Report: Monitors the personal volume that has been placed directly in a particular BDC. This report can be used to verify that monthly and quarterly personal business volume requirements have been met.
Personally Sponsored Network Sales Volume Report: Displays the group volume totals for the personal sponsored downlines much like a Sales Volume Report. However, the report is formatted to display the group for each BDC as you proceed down the genealogy. This report can be used to locate unlinked volume in the genealogy line and also to find BV or IBV amounts for particular UnFranchise Owners in your downline.
Post Purge Report: Displays the volume totals in the downline that have been purged.
Product Sales Report: Shows an accounting for purchase or sale of all company exclusive products including the detail regarding the wholesale cost, retail profit, shopping and handling costs, taxes, and fees. This report should be suitable for bookkeeping and potentially tax-reporting purposes.
Purge Warning Report: Displays UnFranchise Owners in your downline that are scheduled to purge if their quarterly requirements (i.e., 150BV and Form 1000) are not met. In addition, this report will show UnFranchise Owners listed by their start month who might be purging annually.
Qualified/Active Network Sales Volume Report: Displays a Network Sales Volume Report for Qualified and Active UnFranchise Owners in the downline. An UnFranchise Owner must qualify by generating product orders of at least 200 PBV. An Active UnFranchise Owner has continued annual membership by submitting a paid Annual Renewal Form.
Sales Volume/Detailed Sales Report: Displays the group volume totals on both sides of the downline organization.
Convert Spending Into Earning Achiever Report: Displays an UnFranchise Owner’s progress towards achieving Convert Spending Into Earning Achiever status. The report tracks the status of yourself or any UnFranchise Owner in your organization toward completing the criteria, and displays the detail associated with each.
UnFranchise Owner Network Report: Displays the placement of UnFranchise Owners in selected UnFranchise Owner’s downline organization as well as other useful information about each UFOs Organization. However, the main purpose of the report is to show any unlinked UnFranchise Owners in the genealogy. The useful information includes UnFranchise AutoShip Status and Next Order Date, BDC Status, Personally Sponsored Downline, UnFranchise Level (above Master Coordinator), UFMS status, Start Date, Q-Date, and Credit-Debit Balance.
UnFranchise’ Owner Qualification Report: Displays various useful details regarding your UnFranchise Business or a particular BDC. You can see a variety of different values related to qualifications, such as UnFranchise Level and Date, Q-date, Start Date, last Renewal Date and Status, Subscription status (UFMS, Convert Spending Into Earning Achiever), Forms Status (1000, 925, 1001), and AutoShip Status and Next Order Date.
Upline Vested Interest Report: Shows an UnFranchise Owner’s UVI (Upline Vested Interested) UnFranchise Owner. UnFranchise Owners designated as UVI UFOs are determined by Market America to have greatest financial interest in a particular UnFranchise Owner within their organization.
Commercial Quote Assistance: When you need special pricing or information for commercial accounts, Market America will assist you. This service includes the calculation of special reduced prices with reduced BV for large-quantity commercial orders that exceed $2,500.00. It also provides for the special placement and staggering of BV so that you get the full benefit of the volume in the marketing plan.
Toll-Free Ordering: Call toll-free from anywhere in the United States and Canada when placing credit card orders only. Available during business hours of 9:00 a.m. to 5:00 p.m. ET.
24-Hour Ordering by Fax: Order seven days a week, 24 hours a day, and enjoy the convenience of placing orders by fax.
In order to build a strong customer-service business, you must maintain a reasonable inventory to serve new customers and those who don’t shop online. This is the first step in providing good service to your customers. By planning ahead, you’ll be able to fulfill your customers’ needs. A well-rounded inventory will also aid you in reaching higher sales goals, motivate you to seek new customers, increase customer satisfaction and reduce business costs.
An UnFranchise Owner who is seriously interested in developing an organization and developing a solid customer-based business should consider at least the business-builder inventory of 1,000 BV. This would give a new UnFranchise Owner:
Although there is no required purchase to become an UnFranchise Owner, it only makes sense to build a small inventory. You can also have your clients order online to serve them. However, many customers who decide to purchase new products want them immediately. UnFranchise Owners who wish to reach their goals through a solid customer base and successful UnFranchise Owner organization must maintain an inventory based on the size of the business.
The amount of inventory needed varies from UnFranchise Owner to UnFranchise Owner. You can order daily if necessary. A person who retails through shows requires at least a few of each item, and one who sponsors or expects to sponsor heavily requires more than one person only interested in a small retail business. A good guideline to follow is to maintain one-and-one-half to two times your monthly purchase volume. If you are moving $1,000.00 per month, a good inventory might be $1,500.00 to $2,000.00.
Whatever you decide, keep in mind that you’re in business to earn a profit, not to spend money, while gathering information from your customer. The more times you visit your customer to deliver and complete a sale, the less you profit. The less product you have on hand to show, the less your sale will be, and in turn, the less your profit will be.