unfranchise business presentation

Chapter 3: Beginning Your UnFranchise Business

As you begin to build your UnFranchise® Business, it’s important to realize that you are in business for yourself, but not by yourself. Take the responsibility to learn the necessary tasks, activities, principles and fundamentals in order to be successful. The level of success that you achieve will be directly proportional to your willingness to accept full responsibility for your actions. This section will introduce you to the basic skills and knowledge needed to ensure your business is a successful endeavor. Please refer to the Getting Started Guide .

The tasks and activities outlined in the Getting Started Guide are all associated with the Basic 5. In addition, these tasks and activities are based on an individual investing eight to 15 hours per week over a two-to three-year period. The emphasis should be placed on doing. It is a combination of spending a 60-40 split of time in getting to know your tools and taking action doing the results producing activities. You will gain valuable experience and wisdom from using your enthusiasm to propel you to act. It’s okay to make mistakes as long as you learn from each mis-step. For all successful people failure is part of the journey. If you never fail, you will never grow. Please consider that success in this business plan can be compressed by simply doing more in a shorter period of time, or you can spread it out and take longer. This is ultimately determined by what you want, when you want it, what you are willing to give or overcome, and how strong your sense of purpose is to build the business.

There will never be an absolutely perfect time to start building this business. The circumstances will never be perfect. However, when you have honest intentions and take action and begin working toward achieving your financial goals with enthusiasm, confidence and conviction, you will create the circumstances you desire as the possibilities, people, opportunities and success will be attracted to you. This is a law of success. You can make it happen. George Bernard Shaw stated, “People are always blaming their circumstances for what they are. The people who get on in this world are they who get up and look for the circumstances they want, and, if they can’t find them, make them.”

Prior to implementing and completing the tasks set forth in the Getting Started Guide, it is important that you understand the content of these guidelines as they relate to building a solid and resilient business. The key success factor in building your sales and distribution organization is providing individuals within your organization with a system that can be duplicated quickly. There three basic types of activities performed by members of an organization or business: result-producing activities, support activities, and housekeeping activities. Although they are all necessary and must be performed efficiently and effectively, they are not equal when it comes to where quality time is spent. The approximate time allotted should be 80 percent to result-producing activities, 15 percent to support activities, and five percent to housekeeping activities. 

Result-Producing Activities: Activities that expose the Market America UnFranchise Business Development System and the Shopping Annuity to other individuals as a supplemental or alternative vehicle to relying solely on the traditional 45-Year Plan, and selling and exposing your products, goods and services to as many people as possible. Simply put, these are the only activities that directly produce Business Volume and Internet Business Volume (IBV), which in turn produces income.

Support Activities: Activities that enhance one’s ability to perform the result-producing activities, but do not directly produce Business Volume. Activities that fall in this category are corings, meetings, trainings, seminars and conventions. Some Independent UnFranchise Owners fall into the trap of investing all their available time into going to meetings and trainings to learn what to do, but allocate very little quality time to doing what they learned. When you attend training, listen carefully, ask questions and take notes, but most importantly put what you learn into action.

Housekeeping Activities: Activities that deal with completing and submitting required administrative paperwork associated with documenting your business activity. It is important to remember that your Market America business is a viable, credible, legal and legitimate business, and, like all other businesses, there is some paperwork involved.

Following the Getting Started Guide will ensure that all three activities are effectively and efficiently implemented with an emphasis on the result-producing activities: consistently exposing your products and your business to as many individuals as possible.

What would you attempt to do if you knew you couldn’t fail? The only way to fail in this business is to quit! Your success in this business will be directly proportional to your willingness to take personal responsibility for your actions. Let me give you a simple strategy for success. First, you must decide what you want. Then, find someone who is getting what you want. Find out what they are doing and do the same thing. The emphasis is on doing.

Although Market America has grown and evolved dramatically since its inception in 1992, the basic fundamentals necessary to implement have remained the same. Many people have the tendency to try to reinvent the wheel or feel as though they have a better way to build this business. Ultimately, these people waste valuable time and energy and make the business hard or difficult. The UnFranchise System is a true standardized and systemized way of doing things, thus eliminating confusion and creating duplication — the key to the business. Admittedly, this business is not necessarily easy, but it is simple. The idea is to follow our proven business plan, and most importantly, have fun in the process. In life, and specifically in this business, many people KNOW what to do, but very few actually DO what they know. Remember, knowing is not enough. You’ve got to take action. Do what you know. The difference between success and failure in this business is quite simple; Those who succeed simply do what those who failed did not do or were not willing to do. The reason, excuse or rationalization for not doing those things does not really matter. You either succeeded or you didn’t. Therefore, it is very important to identify and learn what you must do to be successful. By knowing what to do, you can easily measure, monitor, adjust and control your progress and ultimately your success. We build this business with adults. Adults are visual and experiential (participatory) learners. They learn best by doing. The objective is to get them DOING as quickly as possible. As managers and/or supervisors, many people mistakenly think that if they are not talking, then people are not learning. On the contrary, while you are talking, people are not learning. We’ve got to get them doing. That’s how they learn.

Let’s discuss what needs to be done in order to succeed in building an UnFranchise Business. First, we must sell products by developing Preferred Customers. Second, convert your spending to earning to create your Shopping Annuity. Third, we must “sell” the business or expose the UnFranchise System. Teach, coach, manage, duplicate and build only two sales and distribution organizations that generate in excess of 5,000 Group Business Volume and 5000 IBV weekly, to produce $2,100.00 to $3,600.00 per week in ongoing income. And lastly, we must sell tickets to the upcoming Global Meeting, Training and Seminar System (GMTSS) events. Those are the simple steps to success in this business.

Sell the products

Convert your spending into earning

Expose the UnFranchise Business to others and teach, coach, manage, duplicate to build two teams

Sell the education by attending and promoting the GMTSS events

That is it! Keep it simple. Don’t make it difficult. Market America’s UnFranchise Business Development System is a viable, credible, legal and legitimate business based upon what has already been proven an individual can actually and realistically accomplish working eight to 15 hours per week over a two-to three-year period. It is not a program, deal, hobby or scheme. The sooner your mindset and belief patterns treat it as a business, the sooner you will be on your way to earning an ongoing professional income. Following these guidelines will be one of the key success factors in establishing your business.

SEC. 1     THE ROLE OF YOUR SPONSOR

Your Market America sponsor plays a very important role in your business. It is imperative to establish a strong, comfortable rapport with your sponsor, because not only will he/she be a life-long business partner but a friend and mentor, providing guidance and advice on how to most effectively retail products and build your organization.

Attend business opportunity presentations given by your sponsor or a Certified Executive Coordinator and learn as much as you can from them. Ask them to attend presentations you coordinate and to make suggestions for improvement. Think of your sponsor as a motivator, teacher and advisor. Depend on him/her as a reliable source of information. Enlist the aid of your sponsor in coordinating business activities. Your sponsor is there for your benefit; rely on him/her for assistance.

SEC. 2     BUSINESS TOOLS, EQUIPMENT AND SUPPLIES

The amount of tools, equipment and supplies you acquire will depend upon the size of your budget. Please refer to the Getting Started Guide. Initially the following materials are recommended:

• Ticket to the upcoming GMTSS Training
• Ticket to the Market America World Conference or International Convention, depending on the time of the year
• A daily appointment book or electronic organizer
• Market America UnFranchise Manual – access online at UnFranchise.com
• (20) copies of the Getting Started Guide
• Market America Business Cards
• (5) One to One Presentation Books (Flip Charts)
• (10) Global Annual Reports
• (12) Market America Product Catalogs
• Home Shopping List
• Retail Receipt Pads
• Download the Basic 5 audio from UnFranchise.com
• Download SHOP.COM mobile and UnFranchise.com mobile apps – UnFranchise, UnFranchise Marketing
• Download and complete the Shopping Annuity Assessment and Shop Advisor
• File Cabinet and File Folders
• Adhesive Lab
• Miscellaneous; pens, paper, stapler, tape, etc.
• Establishment of a separate business checking account

As your Market America business develops and your organization grows, the following tools and equipment should be obtained to sustain your business development and organizational growth:

• Establish a Separate Business Telephone Line
• Office Furniture

SEC. 3     RECORD KEEPING

As a Market America Independent UnFranchise® Owner, you are an independent business owner. It is very important to maintain accurate records of all your financial transactions. These transactions include all expenses and income. This activity is essential for your business finance records as well as tax purposes. The following are examples of expenses and income you are most likely to incur; however, it is recommended that you consult your tax preparer for advice.

• Advertising and promotional materials, such as the cost of flyers for meetings and trainings, business cards, sales aids, product brochures, product samples, etc.
• Automobile expenses such as mileage to and from meetings, trainings, seminars and product delivery
• Travel expenses such as airfare and airport car service associated with building your business
• Lodging and meals
• Entertainment of prospects and members of your organization
• Training, seminar and convention expenses such as tickets
• Freight, handling and shipping costs
• Postal charges
• Business equipment such as furniture, cell phone, computer and printer
• Office supplies
• Professional fees such as subscription fees, periodical subscriptions, tax preparation, etc.
• Internet access fees
• Business software (antivirus, online storage etc.)
• Phone and internet
• Profit from retail sales of products
• Commissions and bonuses received from the Management Performance Compensation Program
• Business reimbursements

In summary, establish a separate business checking account and a separate credit card. Perform all your transactions using this checking account and credit card. Finally, consult your accountant for advice on deductible expenses that pertain to your business.

SEC. 4     APPLYING THE "BASIC 5"AND DEVELOPING LEADERSHIP AND DUPLICATION

Market America’s UnFranchise Business Development System offers greater potential and power than any other direct sales or network marketing business in the industry! That potential and power, however, is only realized through leadership. Leadership means taking on personal responsibility to get the job done and teaching others to do the same. At first glance the Market America UnFranchise Business looks almost too good to be true because it is so realistic, so profitable, and so easy to duplicate. For some people, it is too good to be true because they won’t assume personal responsibility as leaders and won’t do what it takes to duplicate that leadership within their organization. The assumption that the business will succeed without working the program is false.

In this business we lead by example. People do what you do, not what you say to do. The difference between success and failure is quite simple. The successful UnFranchise Owner earning weekly checks simply did what the unsuccessful UnFranchise Owner did not do or was not willing to do.

Reasons, rationalizations and excuses really don’t matter. Consider for a moment the potential for earning hundreds of thousands of dollars in this business. Think about the amount of investment in money and time that would be required to earn this type of income in a traditional business or profession. Consider the stress, problems and risks involved businesses? By contrast, the UnFranchise Business requires only part-time hours, an initial investment of on a few hundred dollars, and no employees; however, if you intend to earn a significant income in this business, you must treat it like a big business and make the necessary commitments.

In this business, we invest more time than we invest money. Therefore, we want to make sure that the time we invest will produce results and duplicate the leadership in the UnFranchise Business Development System necessary to generate ongoing income. It begins with you as the leader.

Leaders are individuals who assume personal responsibility for their own actions whether they result in success or failure. Leaders obtain the necessary information. Leaders are creative problem solvers. Leaders believe they are going to succeed because they are committed to doing whatever it takes to succeed. Leaders don’t expect the company or their senior partners to do their work for them. They know they cannot teach what they do not know. They must attend meetings, trainings, seminars and conventions, and require the UnFranchise  Owners they are working with to do the same. They lead and teach their team by example: retailing products, developing Preferred Customers, converting their spending into earning by making all their purchase through their UnFranchise Business Account or SHOP.COM website, having two guests at each GMTSS Business Presentation, following up with their prospects, and holding meetings and trainings. They have products and the necessary sales aids to sell to customers and the tools and tickets to start UnFranchise Owners properly. That is what elevates UnFranchise Owners to leaders and helps them to succeed!

Now that you have established your UnFranchise® Business, the question most people have is, “exactly what does it take to succeed?” If that is the question on your mind, you have the right thinking and the right attitude. Admittedly, when you begin to build your UnFranchise Business, all of the terms, definitions and principles associated with it can seem a bit overwhelming. However, the business is very simple; don’t make it difficult. It all comes down to mastering the Basic 5 fundamentals, striving to become an official Master UnFranchise Owner (UFO), and teaching others to do the same thing. We simply strive to master the Basic 5 until they are habitual, and nearly second nature. All five need to be going at once to be successful. Think about it: in any field of endeavor, there are fundamentals that determine how successful one becomes. In football, a team must master the fundamentals of blocking and tackling. In basketball, there are the fundamentals of dribbling, shooting, rebounding and passing. In music, one must master playing the scales. There are countless examples in sports, the arts, science, and business in which the fundamentals must be mastered to be successful. In our business, there are five fundamentals, which are prerequisites for success. The commonality of all the successful UnFranchise Owners is that they learned, practiced and mastered these 5 basic elements. We call these fundamentals of success “The Basic 5.” Ultimately, you are either doing these things or you are not. By focusing on the Basic 5 you can measure, monitor, adjust, and control your progress.

Success and leadership in this business can be reduced to your commitment to the Basic 5: 1) Developing Attitude and Knowledge; 2) Goals and a Goal Statement; 3) Retailing; 4) Prospecting/Recruiting/Sponsoring; 5) Follow-Up and the ABCs of Building Depth. Duplication of these fundamentals is the key to lasting prosperity in this business. If you master these fundamentals and demand that anyone in the business with whom you invest your time does the same, you will duplicate success and leadership.

Developing Attitude and Knowledge: You must establish the right attitude and obtain the necessary knowledge. This translates into belief in what you’re doing and develops confidence. When you believe, you create enthusiasm and exude confidence because you possess the knowledge that achieves results. You become influential and attract the right people. When you duplicate this within your organization, you develop a winning team that can accomplish extraordinary results. The right attitude and knowledge must be acquired and developed. Certainly, we wouldn’t go for weeks without feeding our bodies. We would become sick. The same principle applies to feeding our minds. Without mental nourishment, we become mental dwarfs, rather than mental giants. The attitude and knowledge we need to succeed is acquired and developed through:

• Reading and studying the Market America UnFranchise Manual
• Reading and studying company product literature and/or information
• Communicating regularly with your senior leadership
• Attending meetings, trainings, seminars and conventions
• Coordinating meetings, trainings and seminars, and having convention tickets on hand to sell to UnFranchise Owners on your team and guests who are evaluating the business
• Listening to company audios and watching company videos
• Personal use of Market America products
• Reading and listening to self-improvement materials
• Associating with positive people

Attitude — From Brian Tracey’s “Psychology of Selling”: The information that follows is provided to better prepare you for the psychological process of “selling” and building relationships. Techniques and mechanics that are fundamental to a successful sales and marketing program will be described. It begins with mental preparation.

Make no mistake about it; we are in the sales and marketing business. If you have been told you can “join” Market America and earn large sums of money without having to sell products, you have been grossly misinformed. Whether we are dealing with product sales or with the promotion of our home-based business, the professional sales techniques are essentially the same.

Selling is a frightening proposition to many people simply because of their lack of professional education in this area. Those who have never taken the time to learn professional techniques should begin to learn now and experience how much fun and how personally rewarding sales and marketing can be.

The most important thing we have to understand in the world of selling is that nothing happens until the sale takes place. The most successful companies in the world have superb selling organizations. They rise or fall on the quality of their sales effort. We can be proud to be salespeople because it is based upon our efforts that the whole economy floats. There are no limits as to where we can go in this profession, if we are properly trained and skilled in selling.

Successful salespeople have learned that rejection is part of the success process, and that it should never be taken personally. Furthermore, sales professionals have learned that rejection is usually a thinly veiled objection and/or an unanswered question. Professional salespeople turn these objections into sales opportunities. By becoming more proficient in your selling skills, you can greatly reduce the level of rejection you have to deal with. Consider the following as you plan and develop your full-time or part-time career in sales:

• Professional sales and marketing people are without question the highest paid individuals in the world.
• 80 percent of all income is earned by 20 percent of the work force. Of the 20 percent, 80 percent are in the sales and marketing profession.
• Professional salespeople live, on average, seven years longer than the average life expectancy of other individuals. This is primarily due to their ability to handle stress much better than most other people.
• Sales and marketing professionals travel more, see more, experience more, and generally live a fuller, more exciting life due to their openness and willingness to experiment and “try something new.”
• Professional sales and marketing people seem to experience more of what they want in every aspect of their lives.

If these considerations represent what you want more of in your life, then set as a top priority your commitment to become as effective as you can at this profession. Focus on your self-image, set your goals, learn the fundamental techniques, and prepare for success.

Before we dive headfirst into mastering the development of our self-image, developing our goals, and the general, fundamental techniques that professional sales and marketing people use to gain the winning edge, you must find out a little more about where you are. These general self-assessment questions should be helpful:

• Are you mentally and emotionally prepared for the challenge?
• Do you believe you can succeed?
• Do you believe that despite the things you don’t know, you have the capacity to learn?
• Do you believe you can cause success to happen on purpose and by design?
• Do you understand that achievement begins with a decision, and your willingness to accept responsibility for your actions?
• Do you understand that decisions are based on internalized goals that must be externalized in specific and achievable steps in order to “force” these decisions to materialize as realities?
• Do you understand these decisions to act must be based, initially, on your belief in yourself?

If you can honestly answer “YES!” to these questions, then you are more than halfway down the road to success. The healthy self-image and self-esteem you possess, coupled with the right vehicle, will allow you to overcome any challenge that may present itself before you.

If your honest answers to these questions were “NO” or “I’m not sure,” you are not alone. Today, even in America, which is still regarded as a land of unlimited opportunity, most people live their daily lives with a low self-esteem and a mediocre self-image, especially when evaluating their chances of achieving financial success.

Where does this lack of confidence come from? How did we develop these negative “belief systems” or mindsets relative to our prospects for achievement and success in business? Is it possible that over time, with the wrong kind of emotional programming, we came to accept as “fact” the falsehood that we are not cut out to succeed in business or life?

With very few exceptions, we are brought into this world with healthy, equal self-images, mental attitudes, and a high level of self-confidence. From that point on, however, things begin to change quite rapidly. The level of our self-image, mental attitude, and self-confidence will rise or fall, depending on what we are exposed to on a daily basis for the rest of our lives.

Our fertile subconscious mind at birth could be likened to a huge computer. Soon after birth, the programming process begins on this magnificent piece of equipment called the HUMAN MIND. This is the beginning of the formation of our “belief system.” The programming, however, is done for the most part by other human minds, which have already developed belief systems of their own. If the majority of these people have not achieved much (which most do not), guess what most of us get? Other people’s belief systems and mindsets. Think about what you have been taught to believe about your chances of succeeding!

Our primary programmers, the people in our lives most responsible for what we believe to be true or false, are:

• Our parents
• Our relatives
• Our teachers
• Our friends
• People we have been taught to respect

How many of these “programmers” are successful by your definition of success? Although you may love and respect these people, they may have settled for a “comfortable” life, choosing a lifestyle that requires the least amount of challenge and risk. This choice did not permit them to explore, seek out, and act on the abundance of existing opportunities available. The end result was often financial dependence, all built upon the expectations given to them by their “primary programmers.”

How many of us as children, while riding in a car with one of our primary programmers, have seen a beautiful residential estate with a huge yard (or had a similar experience), and heard the likes of:

• “You can’t ever have that.”
• “It would take forever to clean that.”
• “You have to be crooked to make enough to buy that.”
• “Think how long it would take to mow that yard.”
• “They must have been born rich.”
• “It really is nice, but it’s not for us.”

Our subconscious mind is completely neutral. It collects and stores information given to it by our conscious mind. Our subconscious mind is not selective. It will store and faithfully deliver back to you in physical form any information put into it, be it positive or negative.

It’s like a computer in the sense that what you put in is EXACTLY what you get out, in “HARD COPY” (or physical results). Thus, you can “program” yourself to succeed . . . or fail . . . if you don’t pay attention to the thoughts/beliefs you’re “feeding” your subconscious.

Continuous positive affirmations given to the subconscious mind by the conscious mind, with regard to your abilities and talents, are the beginning of your positive “belief system.” You can begin developing a positive “belief system” which will propel you towards success right now by the “programming” you allow yourself to be exposed to, or “buy into.”

It should now be apparent to you how critical it is to control who your programmers are. Ultimately, it is you who has complete control over what goes in, what comes out, and what goes on. However, if you don’t protect your mind from being littered with unproductive, negative, and excuse-laden thoughts, then other people — and even you, yourself — may unwittingly make those deposits.

Behavior Patterns and Characteristics of a poor self-image

• Have a reason or excuse for just about everything that goes wrong
• Never are responsible or accountable for their situations
• You have to be lucky
• You have to get an education not available to you
• You must have money to make money (silver spoon theory)
• You can only gain if someone else loses
• Are uncomfortable around people who have winning attitudes because of their own inferior attitudes and petty jealousy or envy
• Associate with people of a similar self-image
• Have trouble making eye contact
• When walking, have a slow misdirected gait with eyes often pointed to the ground
• Rarely take any thoughtful chances or calculated risks
• Reject any new ideas or concepts even though it could better themselves personally and financially
• Live their lives with a small voice inside saying “you can,” only to have this innate whisper of self-confidence muffled by inherited belief systems that are chanting “it won’t work,” or “you can’t do it”

Behavior patterns and characteristics of a winning self-image

• Look for solutions to problems, not excuses for them
• Define what they want
• Crystallize what they want
• Take action, putting forth time and effort
• Obtain specific and relative knowledge
• Associate with successful people
• Look forward to the learning process and the optimism created through association with successful people; it’s fun!
• Try to spend as much time as possible with people more successful than themselves
• Are conscious of their mental and physical health, and are aware that both are necessary for success
• Look people straight in the eye, and prefer good eye contact
• Walk briskly, as if they always know where they are going with head held high, and eyes looking forward
• Live their lives knowing that if they truly decide to do something, they can succeed no matter what it may be

Knowledge: There are several basic topics you must know and be able to communicate to your prospective business partners. You will gain this knowledge through preparation, study, and experience (that is, “repetition”). The topics are: 1) the answer to “What is Market America?”; 2) development of a personal two-minute commercial; 3) the ability to explain the Shopping Annuity and help others fill out the Shopping Annuity Assessment; 4) the ability to present the Market America business opportunity.

Developing Your Answer to: “What is it?”: Developing an answer to “What is it?” is necessary to be most effective when cultivating new possibilities and preparing you to talk naturally, sincerely, and confidently about Market America, SHOP.COM and your UnFranchise Business. It is recommended that you refer to the Prospecting/Recruiting/Sponsoring section of the Basic 5 online training for further details.

Example: Market America is an innovative product brokerage and Internet marketing company specializing in One-to-One Marketing and the Shopping Annuity.

Example: Market America is a product brokerage and Internet marketing company. We set up UnFranchise® Businesses which have all the systems and advantages of franchising, but we have eliminated the franchise fees and royalties. The business can be operated on 8 to 15 flexible hours per week.

Example : Market America, through SHOP.COM, has the ability to track purchases by consumers and business owners around the world from thousands of retailers, and millions of products, and then credit an entire organization of business owners, who are economically connected, with 100% of the credit for each sale.  This enables our UnFranchise® Business owners to each create their own Shopping Annuity.

Developing Your “Two-Minute Commercial”: A Two-Minute Commercial is a testimonial of the real reason WHY you are doing this business, accompanied by an appealing description of the business. Prospective UnFranchise Owners need to have a sense of purpose because it’s that sense of purpose that is going to sustain them and maintain them through the highs and lows of the business. And there will be highs and lows. This is a business. It is important to try to not get too high nor too low. Keep an even keel as you grow and develop.

Example: I am sick and tired of living month to month on a salary that never seems to grow. Unexpected expenses always seem to devastate my checkbook and deplete my savings account, and I never seem to pay down my credit card debt. When I began to think of where I will be just five years from now, it was scary. I realized that I am not saving enough money to retire comfortably. I needed a better way. I needed and wanted a plan to improve my financial position and allow me to create time freedom.

I decided to establish an UnFranchise® business through Market America, allowing me to work part-time from my home about eight to 15 hours per week without affecting what I was currently doing. This business allows me to work a plan for my own financial success, rather than a plan for someone else’s financial success. I am now able to convert my spending on everyday purchases in to earning and I’m on my way to achieving my personal and financial goals.

I am looking to expand my business in the area. I realize that you are very busy, but I was hoping you would be nice enough to help me out. Who do you know that is looking for a better way to achieve their financial goals? If you lead me to a couple of people who qualify, we can work out something that will be mutually profitable. I realize that it would be difficult for you to give me referrals without first evaluating this business plan. Why don’t we schedule a time to get together so I can provide you with complete details of how the UnFranchise System actually works. What is better for you, Tuesday or Thursday? Afternoon or evening?

The Market America UnFranchise Business Presentation: Presenting Market America’s business opportunity is a necessary activity to control your timing and progress, thus increasing the chances for your success.

How do UnFranchise Owners learn how to present the UnFranchise Business Plan?

• Consistently attending UnFranchise Business Presentations (UBP) and Home Business Presentations (HBP)
• Going with your Sponsor or Senior Certified Executive Coordinator to watch them show the business plan 2-on-1 to your prospects
• Attending Basic 5 Trainings
• Watching Market America videos with top leaders in the field explain how to show the business plan
• Watch the 23 minute UnFranchise Business presentation video
• Just DO IT! Just push play - Show the business plan by watching the video with your prospect and pausing it every 5 or 10 minutes to explain parts or answer questions. Or show the plan using the flip chart.

The Shopping Annuity : Fill out the Shopping Annuity Assessment and begin converting your spending into income. Change you buying habits from going to stores and waiting in line to going to your SHOP.COM website online. Visit www.shopping annuity.com and read and watch everything on the site. There are numerous MA videos featuring JR, and UnFranchise Leaders explaining the Shopping Annuity. Refer to the explanation of the Shopping Annuity in Chapter 2. Get excited about the Shopping Annuity. You don’t have to be perfect in your explanation. Give some examples of how you saved and earned. If you are enthusiastic about it and transfer your belief and excitement about it, you will have enough “ammunition” to get your prospect to agree to meet your Sponsor or attend a meeting.

Goals and a Goal Statement: The following section on “Goal Setting” will provide you with a step-by-step approach for establishing your goals. To establish a realistic, well-defined, and well-planned goal structure takes time and considerable thought. By far, the most important prerequisite for goal setting is your belief in yourself. If you do not believe you are capable of achieving whatever it is you desire, then save your time and effort. Goal setting will not work for you. Defining one’s goals builds desire.

Developing Specific Business Goals & Objectives : In order for this business to take on true meaning for you, it is critically important to set aside quality time to create and design the life that you have imagined and deserve. “Anybody can wish for riches, and most do, but only a few know that a definite plan, plus a burning desire for wealth, are the only dependable means of accumulating wealth.” — Napoleon Hill. What your future is like with Market America depends on your goals and your goal statement. Development of your goals and goal statement is the second element of the Basic 5.

Before Market America, you did not have a vehicle that could take you anywhere you wanted to go and enable you to achieve anything you desired. The vast majority of people trade time for money as they work a plan for someone else’s success — a J.O.B. (Just Over Broke). Unfortunately, when people work a job, most lose sight of the things or lifestyle they have dreamed, because everything they want ultimately cannot be achieved or obtained with their J.O.B. However, now that you have established your UnFranchise Business, you can dream big and think big as the confines and limitations from your proverbial box (J.O.B.) from which you were living are eliminated!

The challenge for most people is that they have difficulty dreaming big and thinking big, even though the sky is the limit and everything is attainable with Market America. Their thoughts, ideas and goals are simply not in line with reality; therefore they cannot accept it, they do not take the first step, and what they want does not manifest. “Whatever the mind of man can conceive and believe, it can achieve.” — Napoleon Hill.

In order for a thought, an idea or a goal to manifest, you must first think it. Everything starts out as a thought. You must then visualize it regularly (the check, the Pin Level, the organization, the lifestyle), concentrate on it, focus on it, feel it and become it, which results in belief. You must then commit to it and act as if it is a reality. “Think big. You will never be bigger than your thoughts. Dream big; you will never be bigger than your dreams.” — JR Ridinger. You must break it down into a detailed plan to bring it in line with reality in order to accept it. Once you accept it, you will take the first step and thus demonstrate your belief through your actions, leading to the manifestation of your idea, thought, or dream.

Everyone has different needs, desires, goals and dreams. The idea is to take ownership of the fact that Market America is the vehicle that can enable you to realize the power of your dreams. This can only be accomplished by taking the time to develop a Goal Statement. If you do not have a Goal Statement written out with a detailed plan of how you are going to achieve your goal, you are not Go Now, because you have not satisfied all elements of the Basic 5. A Goal Statement is your road map or staircase to your goals.

Before you develop your goal statement, you must first define your dream and purpose. What is the driving reason WHY you are doing this business? If you cannot write it down, then you do not have it or you do not know it. You need to have a sense of purpose because it’s that sense of purpose that is going to sustain and maintain you through the highs and lows of the business.

There Are Five Steps to a Goal Statement:

Decide what you want. The things or lifestyle. It is best to define your short-term and long-term goals and list them in ascending order of attainability. Next is to determine the income necessary to support your lifestyle or goals. Then, figure out how many Business Development Centers you need qualifying for commissions to attain the income level and finally the Pin Level to which it translates.

Decide when you want it. Set target dates for the achievement of each goal. You must set a date even if it is wrong. You will measure your progress against the date and adjust the date or the goal to be in line with reality.

Determine what you are willing to give the business in the way of time, effort, and sacrifice, in order to obtain the goal. Determine what you must overcome in order to be successful in the business.

Develop a detailed plan of what you must do each year, each month, each week and each day to achieve the goal. The principle of having a detailed plan is to bring your thoughts, your ideas, and your goals in line with reality. Remember: this business is built most effectively one day at a time, working consistently. Your detailed plan provides you with a staircase or ladder to your goals and dreams. All you have to do is take the daily steps in the detailed plan and they add up to the weekly goal, which ensures the achievement of the monthly goal and the annual goals. By progressing on a daily basis, you will achieve your weekly, your monthly, and your annual goals. The following is an example of a detailed plan:

Everyday Steps — Cultivate two possibilities, call one prospect, read your Goal Statement and listen to an audio.

Each Week’s Steps — Make six to eight calls to show the Plan to one person, show the Plan to one to two people, follow up with a prospect, conduct one to two ABC meetings/trial runs, attend one UnFranchise Business Presentation (UBP), develop one to five customers, call your sponsor, managing Certified Executive Coordinator, or person holding you accountable to your detailed plan.

Each Month’s Steps — Sponsor one person, show the Plan to four people, service a minimum of 10 Preferred Customers, advance three levels of ABC pattern/two legs, attend monthly GMTSS event.

Consider this: your detailed plan may differ from this example, as the ratios are different for different people. However, you must learn the process. Check where you are daily, weekly and monthly, and adjust.

Finally, write it out in a 50- to 100-word statement and read it twice daily. This process will work miracles. You need to have a written Goal Statement. Fine-tune it each week or month until it is line with reality. The repeated reality checks will keep you focused and on your way to success with Market America. Remember, people don’t plan to fail, they fail to plan. Without goals and a plan, you lack direction. If you aim at nothing, you are going to hit nothing.

If you want things to be different, you have to plan now. Determine what you want to change. Assess what you have not been doing and how you can improve. Remember, if you continue to do the same thing, the same way, you will get the same result. If you keep thinking the same way, you will end up in the same place. Think big, because you will never become bigger than your thoughts. So, set out to determine how you want your life to change — make a list. Decide what you want to see happen in your life and in your business and make it happen! Most importantly, have fun!

To get started, please reference the Getting Started Guide, and take the time to enter target dates for each of the following Specific Business Goals and Objectives:

• I will commit ____ hours per week to my Market America business.
• I will commit ____ nights/days per week to this business.
• I will personally sponsor two qualified UnFranchise® Owners (to activate) by (target date)_________.
• I will reach the Coordinator Level (receive first $300 check) by (target date)___________.
• I will reach the Executive Coordinator Pin Level (receive first $1,500) by (target date).
• I will become a Master UFO by ___________(target date).
• I will become a Convert Spending Into Earning Achiever by ___________(target date).
• I will earn an annual income of $______________ by (target date).

Whatever it is, it should be based on your Goal Statement. This business is not so much about money. Your Goal Statement doesn’t revolve so much around money because money is just an enabler. The money will enable you to get whatever you desire out of life. This needs to be understood and embraced.

I will register a minimum of 10 Preferred Customers online by (target date)___________.

Please refer to the Basic 5 online presentation for more detailed instruction when developing a Goal Statement and Detailed Plan. It is also recommended that you meet with your sponsor and/or your managing Certified Executive Coordinator to help you with your Goal Statement.

Let’s take goal setting a step further. Every successful UnFranchise Owner knows that one of the Key Success Factors in building a strong, profitable and stable organization is ensuring that each UnFranchise Owner that is brought into the organization creates and regenerates product sales on a consistent and frequent basis. Market America refers to this Key Success Factor as accomplishing or achieving BASE 10. (Please refer to the section Building a Solid Foundation “Base 10” in the Getting Started Guide & Action Plan for Success to see a visual depiction of the following information.) Building a solid foundation “Base 10” simply equates to a UnFranchise Owner establishing a repeat retail customer base of greater than or equal to 10 customers each purchasing greater than or equal to 30 BV worth of products every four weeks. This would equal a minimum of 300 BV. It is imperative to the overall success of a UnFranchise Owner’s organization that each and every UnFranchise Owner within that organization achieves BASE 10. There is no reason to bring an UnFranchise Owner into your organization if they are not going to create and regenerate BV on a consistent and frequent basis. The first step in achieving BASE 10 is to truly become a Product of the Product. This is accomplished by purchasing a minimum of 100 BV worth of Market America branded products that you use on a monthly, bi-monthly or quarterly basis. It makes no business sense or common sense to purchase these products from somebody else’s business when you can purchase them from yours. If you will take the Home Shopping List and check off all those products that you use personally on an ongoing basis, you will find that there is 100 BV or more worth of products you should be purchasing from your business on a monthly basis. It is recommended to try one new Market America product each month. Replacing an existing non-branded Market America product. Once you are using these products and experiencing positive results it is very easy to share those experiences with others. This is the initial step in creating a customer base! The process of sharing positive results experienced by you with others is nothing more than “word-of-mouth advertising,” which is the most cost-efficient and effective means of promoting and marketing a product, good or service. It all starts with you! You have to be a product of the products you are marketing so that you can create the repeat retail customer base that is necessary for building a productive, stable and profitable organization; remember, people do what you do, NOT what you tell them to do! At a minimum, you MUST be using greater than or equal to 00 BV worth of products personally each month and building a repeat retail customer base that regenerates greater than or equal to 300 BV in sales each month in order to LEAD others in your organization in doing the same! This equals a minimum of 400 BV per UnFranchise Owner. But it all starts with you . . . being a Product of the Product! Ultimately, we want to see each UFO generating on average 500 BV each month.

At a minimum, we want our new Independent UnFranchise Owners to be earning greater than or equal to $300 monthly after six months in this business. This is accomplished by ensuring that every UnFranchise Owner in your organization is selling greater than or equal to 500 BV worth of product on an ongoing monthly basis. This 500 BV does not include qualification volume for new UnFranchise Owners joining your organization. We are only using ongoing, consistent volume that is being created on a monthly basis.

Let’s discuss how to create 500 BV per month. First, after one month in this business the new UnFranchise Owner needs to personally purchase and use greater than or equal to 100 Personal Business Volume (PBV) of product monthly. You need to be buying product from yourself and using it. You cannot share an experience about a product or a service if you haven’t personally experienced yourself. The quickest way for a brand new UnFranchise Owner to satisfy this 100 PBV is to enroll in the UnFranchise AutoShip for a minimum of 100 PBV. This only makes sense because they are already buying over 100 BV worth of products, goods, and services from other stores.

In meeting your retail sales goals, we want to establish a repeat customer base of greater than or equal to 10 customers, each purchasing greater than or equal to 40 BV worth of product a month. 30-40 BV is equivalent to one 100-gram bottle of OPC-3® and one Isotonix® Multivitamin. Or it could be a bottle of TLS® Thermochrome and a bottle of OPC-3. Who do you know that uses health and nutrition products? Our vitamin line is superior to anything on the marketplace. Therefore, anybody you know who uses health and nutrition products should be an automatic 30-40 BV. Our goal is to create 10 repeat retail customers of greater than or equal to 30 BV. Everybody can do this. The tasks and activities set forth in the Getting Started Guide is this. Anybody can do it if they choose to. If they don’t, it won’t be because they can’t, it will be because they won’t. Remember the difference between success and failure. You need to eliminate the words “I can’t” from your vocabulary. Your choices are the only thing that you can completely control.

Now based on this, remember we are working with adults and they are visual learners, so we’ve got to SHOW them what $300 a month looks like to enable them to conceptualize it and thus make it real. Let me explain what $300 a month looks like. If every UnFranchise Owner in the organization equates to the 400 BV at bare minimum, then they only need three UnFranchise Owners in their left organization and three UnFranchise Owners in their right organization, each generating 400 BV monthly, which generates 1,200 GBV from their left and 1,200 GBV from their right organization. This results in earning $300 each and every four weeks. “Base 10, Seven Strong” (you plus three UnFranchise Owners on your left and three UnFranchise Owners on your right). This is powerful! Would earning $300.00 every month like clockwork, whether or not you decide to get out of bed in the morning, make a difference in the lives of a lot of people that you know? Absolutely.

The next step is to help your two “Go Nows,” (people that deserve our time, our attention, and our mentorship). These two people will identify themselves by what they are DOING! These people may not be the one directly on the left and one directly on the right. It may be 15 people down. But we want to find one on the left and one on the right and help them duplicate ”Base 10, Seven Strong.” We want them to earn $300.00 a month in the same fashion. If we help 2 people earn $300.00 a month like clockwork, that means that they’re each generating 1200 GBV every 4 weeks on the left and 1,200 GBV every 4 weeks on the right of their organization, which automatically results in 2,400GBV and 2400 GBV to you, the new UnFranchise Owner. So now you, the new UnFranchise Owner, are earning greater than or equal to $600.00 a month from the MPCP.

Let’s take this a step further. At a minimum, we want a new UnFranchise Owner earning $1,500.00 each month after 12 months in the business. This should be a goal for every UnFranchise Owner you sponsor. When someone is making $1,500.00 every 4 weeks, that has nothing to do with new people coming into the business and qualifying their Business Development Centers, or whether he/she gets out of bed or not that day, that person does not want to give this income up, and therefore is not going anywhere. Even better, you’ve got two people making $600.00 and four people making $300.00, every four weeks. You are now laying a solid foundation, creating profitability as well as security and stability. Our goal is to build two sales and distribution organizations each generating an excess of 5,000 GBV a week.

This business-building strategy will create $2,100.00 a week. Remember, you can’t earn $2,100.00 a week until you make $300.00 a month first. Nobody that is making $2,100.00 a week achieved it without making $300.00 a month first.

Take note: by following the Getting Started Guide, we have goals for business, retailing, organizational growth, and training. Anyone can satisfy the tasks and activities set forth in the Getting Started Guide if he/she chooses to. If they don’t, it won’t be because they can’t, it will be because they won’t. Remember the difference between success and failure. The individual who succeeds simply does what the individual who failed did not do or was not willing to do. You need to eliminate the two words ‘I can’t’ from your vocabulary. Your choices are the only thing that you can completely control. Have Fun!

Goal Setting: What can the UnFranchise Business help you achieve? As stated previously, self-confidence and a strong sense of self-worth are necessary in order to achieve your objectives. But what are your objectives? What is it that you really want? Have you put any serious thought and planning into what you want to accomplish? The clearer and more precise your objectives are, the better your chances for their attainment.

What are your motives for devoting time to your UnFranchise Business? Are you looking for a “vehicle” that  can transport you from where you are now to a new level of financial independence, which you desire.

When Market America Independent UnFranchise Owners are asked, “Why are you putting your time and effort into this business?” responses generally take the form of:

• “I want to earn extra money.”
• “I want to be financially independent.”
• “I’m going to get rich.”
• “So, I can retire comfortably.”
• “So, I can afford to do what I want to do.”

These statements, and others like them, are for the most part empty, unemotional wishes, about a level the person has never been close to before. These wishful statements have probably been used to describe desires for other endeavors embarked upon which came up short. These idle statements about the desire for money are entirely too vague and unrealistic to generate the desire necessary for people starting in this business.

A very simple concept is applicable when establishing one’s goal strategy. This concept is, “If you take care of the little things, the bigger things will happen automatically.” What is financial independence but a series of smaller accomplishments that, when combined, create a new and more exciting position in life for you? What importance does money have to you, except to be used to purchase the things that money can be exchanged for? Those are the things we really want.

Isolate any one of your goals, and its accomplishment will seem much more believable to you. A system for accomplishing a succession of these goals will lead to clarity and focus when it comes to the bigger goals that many people only talk about, but don’t really believe are possible for them.

Accurate and worthwhile goal setting requires that we understand the principle of “crawl before we walk and walk before we run.” If your goals are not realistic for you, the desire necessary for pursuing their attainment will not be there. Concentrate on the process, one step or goal at a time, not the product.

The step-by-step system that follows is designed to assist you in the formation of a solid, realistic and believable set of objectives. You will begin to see and understand that by reaching a number of smaller objectives, you will develop the confidence within you to start believing that your larger objectives are very achievable. Your level of thinking and your level of expectation will continue to rise, bringing with them goals that were previously only idle dreams. As the captain of your own business, it is imperative that you know exactly where you are going with the powerful vehicle Market America has provided.

Step 1: Developing A Master List

Find a relaxing environment where you won’t be disturbed for a couple of hours. If you have a spouse, make sure he/she is with you. Have on hand a couple of pads of paper and pencils or pens.

Now sit down, relax and begin committing to paper everything you can think of which you want. Write down absolutely everything you have ever thought of having or experiencing. It does not matter how small or how big it may seem to you. Write it down!

How you are going to acquire these things is of no consequence at this time. Don’t even think about it. Just keep thinking about things you want or desire to experience and write them down. You should be able to fill several pages with these desires. To get started, you might consider the five major areas of life:

• Family Goals
• Personal Goals
• Spiritual Goals
• Business Goals (i.e., Market America UnFranchise Levels)
• Financial/Material Goals

Writing these goals down on paper is the first step toward their attainment.

Step 2: Categorizing Your Goals

After putting your desires in writing, begin the process of placing each in an appropriate category. Using your master list of goals developed in Step 1 above, place each goal in one of the five categories described earlier (i.e., family, personal, spiritual, business, and financial/material). Organizing your goals in this manner will begin to show you where your strongest motives lie. By organizing your goals into specific areas of your life, you have taken one more important step towards defining what you want.

Step 3: Prioritizing Your Goals

Now is the time to decide what your most important projects are. These projects will be the things that need to happen first. Your immediate priorities may come from one, any, or all five categories. Prioritize your goals into three timeframes:

• Short-Term Goals — To be achieved starting now to 6 to 12 months.
• Mid-Term Goals — To be achieved in 12 – 36 months to three years.
• Long-Term Goals — To be achieved in 36 months and beyond.

Begin to study and analyze your short-term goals. These should be goals that must be accomplished on a “right now” basis and also must be accomplished before you can realistically approach your larger mid-term goals.

Concentration on these short-term goals will be your mental diet or food for your subconscious mind. It is the visualization of these goals that will reprogram your mind. Review your goals minimum twice a day (morning and night). Note: Learn to translate your goals to UnFranchise Business achievements like Base 10, 7 Strong, Master UnFranchise Owner, Local, and District Regional Challenges and achieved UnFranchise Levels like Executive Coordinator and Director.

Step 4: Emotionalizing and Crystallizing

Take all of your short-term goals and thoroughly define each one. Following are examples of how to further crystallize your short-term goals:

• HD TV— What brand, what options, what size, what price, and when do you want it?
• Getting Out of Debt — What are your debts (list them separately), which are most pressing, what is the amount of each, what is the monthly payment required to pay them off in the timeframe you have set?
• New Car — Make, model, options, color, price, monthly payment, down payment and insurance costs? Drive one and obtain brochures.

If you will specifically define your goals, you will eliminate unproductive guesswork about where you are going and what needs to happen to get you there. Once your goals are crystallized, live and think about your goals. Imagine already being in possession of them. Read your goal list and study it each morning and night. Now you are giving your subconscious mind the right kind of programming for the purpose of achievement. If your thought process becomes focused on the attainment of these goals, your inner desire will take over and you will not be denied the things you have decided to have.

As you begin to attain your short-term goals, the next step becomes mid-term goals. Your mid-term goals become your new short-term goals. Put them through the same crystallization process. Soon your long-term goals start to look very attainable, your level of thinking and self-worth are dramatically improved, and you have a solid “road mapping” system for getting you where you want to go. As you develop new short-term goals to replace those attained, remember these mandatory elements:

• They must be your goals, not someone else’s
• They must be realistic and attainable
• They must have a time deadline for accomplishment
• They must be read and visualized at least twice a day
• Use visual tools such as brochures, pictures, catalogs, your written descriptions, etc.
• Experience whenever possible (i.e., test drive the car, try on the jewelry, walk through the house, etc.). This helps emotionalize your goals.

Developing a Detailed Plan of Action and Goal Statement: A detailed plan of action is your blueprint for success. It is analogous to a business plan and strategic plan of a successful corporation. It is, virtually, a road map towards the attainment of your goals. Without it, you have very little or no direction. UnFranchise Owners without a detailed plan of action wander aimlessly, often confusing activity with productivity. Without this plan, you have no control over your direction or outcome. A detailed plan of action will enable you to create circumstances and control your progress, rather than being a victim of circumstances.

Even though you now own your own business and work for yourself, you need to have a contract with yourself. This contract will take the form of a Goal Statement. This Goal Statement will be a written summary of your goals, timeline for achievement, and commitment to attain them. It will be carried on your person at all times.

Detailed Plan Of Action

In the previous section, “Goal Setting,” you went into considerable detail defining exactly what you want. You identified your short-term goals (recommend a minimum of five), established their priority, and set a deadline date for attaining each goal. The following four-step process will guide you through developing a detailed action plan for achieving your goals.

Step 1: Creating The Target

Using the table provided (make several copies) enter the following information:

• Short-term goals
• Lump-sum amount, if down payment is required
• Monthly income required to maintain
• Cumulative monthly income to maintain (multiple goals requiring payments)
• Number of Business Development Centers earning a minimum of $6,000.00 every four weeks (1500 BV commission each week. Do not count BV Management Bonus or IBV commission in this calculation)
• Associated UnFranchise® Level from the “Market America Ladder System of Achievement”
• Realistic date to be achieved, given the amount of time you are devoting to the business on a weekly basis

Step 2: Fine-Tuning Your Date Of Achievement

You already estimated when you thought you could achieve your short-term goals. Now let’s fine-tune the dates for achievement, or better yet, let’s validate the date you set. How many UnFranchise Owners will you have to sponsor? How much Group Business Volume does your organizations have to generate? How many potential UnFranchise Owners do you have in mind?

Let’s assume it takes the average person four to six months to really get rolling with the business. Let’s also assume that you need to sponsor four people, who commit to Base 10, 7 Strong in four to six months in each leg to ensure your Business Development Center(s) is completing the pay cycle (initially) every four weeks.

If your goal requires one BDC earning equal to or greater than $6,000.00 every four weeks, then you would need to sponsor eight people, four in your left organization and four in your right organization. It is true it only takes two successful UFOs earning consistently $600.00 per week in BV commission, but if you are in a hurry, and don’t want to be dependent on others, and don’t want to leave attaining your goals to chance, you will need to sponsor eight. If your goal requires greater than $1,500.00 every weeks: 1) build your BDC’s organizations into earning $2,100.00 per week; and 2) take advantage of your second and third BDCs and duplicate the efforts of your initial Centers.

With the time you are willing to devote to your business and the number of prospects you have on your list, how long do you feel it will realistically take to accomplish what is necessary to attain your goals? There is no way to project exactly, but make a realistic estimate based on our previous assumptions. Then, readjust the achievement dates accordingly in your table from Step 1.

Now, for the first time, you have well-defined goals. Your business should be taking on a new meaning. Business Development Centers and Pin Levels take on new dimensions because they have been translated into your own personal goals.

If you are not satisfied with your realistic or readjusted date for achieving your short-term goals, pay close attention to Step 3, “Determine What You Will Do To Attain Your Goals,” which follows.

Step 3: Determine What You Will Do To Attain Your Goals

This step in developing your detailed plan of action is extremely important. Often it is the most difficult step because it requires self-examination. No goal is achieved without some commitment and sacrifice. Each of us has to develop, in different ways, in order to perform to the level necessary for goal attainment. If this business can give you anything you want, what are you willing to give back to the business? This question includes what we must sacrifice. Sometimes we have to remove obstacles that are preventing us from succeeding. For example, you may be a “couch potato” after work; you may have to temporarily give up “Monday Night Football,” or “Saturday’s golf game;” you may have to temporarily give up your bowling league, or stopping after work with friends at your favorite gathering. You have to decide! Are the sacrifices you have to make worth attaining your goals? If the answer is no, then you probably didn’t open up to the goal setting process, nor did you identify a goal that really motivates or inspires you. Before, you never thought about it in detail because you didn’t have the vehicle that made your goals realistically attainable. Now that you have a vehicle, it is possible.

Maybe you feel that you don’t have the money to obtain the necessary products and tools, or to travel to trainings. Yet, you are spending $100 per week on entertainment or things that don’t contribute at all to attaining what you really want. After all, when you have attained your goals there will be plenty of time and money to do the things you had to temporarily give up.

Next, what must you overcome? What are your fears or areas needing self-improvement that might prevent you from succeeding? Is it negative thinking? Is it the association with negative, narrow-minded individuals? Is it fear and hesitation about talking to people? Is it procrastination? Is it laziness? Is it your inability to persist and not quit whenever presented with a challenge? Be honest! The first step in resolving a problem is identifying and acknowledging that one exists.

Lastly, what are you willing to give in order to attain your goal? How much time each month, each week, and each day are you willing to commit? How much operating capital (money) can you commit to the development of your business? How many trainings from the GMTSS are you willing to attend? How many meetings are you willing to hold each week? Are you willing to read and listen to audios in order to obtain the necessary knowledge for succeeding in your business? Be honest and realistic. Visualize it, and then write it down.

Once you have answered these questions, summarize the information in the following chart. Note: What will you give? Focus and Effort.

• 0 to 12 hours/week. Book those hours in your calendar with at least (2) three hour blocks to Show The Plan, Retail, Implement Duplication and the ABC Pattern.
• 4 to 6 Locals
• 2 National Events
• 2 University Major Events
• 15 minutes daily

What I Will Do, Commit, Sacrifice, Overcome

• Sacrifices:
• Areas for Self-Improvement:

You may have found additional resources after completing Step 3 that you weren’t aware you had when fine-tuning dates of achievement in Step 2. You should then go back to Step 2 and readjust your date of achievement for your short-term goals – for earlier completion!

Step 4: Monthly, Weekly, Daily Activity Requirements — A Detailed Plan

Write out a detailed plan of required activities that must be accomplished each month, each week, and each day in order to achieve your goal. By doing this, you virtually ensure your success. Example: You want to have three BDCs (from the Master UnFranchise Owner Program), each earning at least $1,500 every week by the end of 12 months. This means you need two strong organizations. You are not going to depend on someone else’s timing or production and are not going to leave your goal to chance. You know you need to sponsor four people who commit to Base 10, 7 Strong, as determined as you are, into each of the  organizations. This is the equivalent of eight UnFranchise Owners over an eight-month period. Over an eight-month period, you would need to sponsor one  UnFranchise Owners per month;. To sponsor one per month you may have to show the business to as many as four to eight people. To show the business to four to eight people per month, you may have to approach 24 people, depending on the quality of the prospect, your knowledge/skills, and relationship with the prospect. Let’s now complete the sample plan below.

Monthly Requirements:

• Approach: 24
• Show Business: 4
• Attend one GMTSS event, two UnFranchise Business Presentation (UBP) meetings or Home Business Presentation (HBP), sell $200.00 retail sales, and develop two Preferred Customer

Weekly Requirements:

• Approach: 6
• Show Business: 1
• Sponsor: 1 (per four weeks)
• Attend one UBP or HBP meeting (every two weeks)
• Attend one training (every four weeks)
• Follow up with people shown the business from previous week
• Call senior leader or mentor
• Sell $50.00 retail sales
• Add 1 new retail customer

Daily Requirements:

• Approach: 1 (six out of seven days)
• Show Business: 1 every three days
• Sponsor: 1 every 10 days
• Read Goal Statement twice
• Review 30 minutes of business information
• Listen 30 minutes to self-improvement audios
• Work on additions to prospect list

Now, summarize the chart you have completed for your own goal attainment in a few sentences.

Goal Statement

Using the information you have generated in Steps 1 through 4, summarize each into a 50- to 150-word written statement on a single sheet of paper. This statement will include:

• What you want (goals)?
• When you want it (dates)?
• What you must change (habits, time/money management, self, etc.)?
• What it will take (each month, each week, and each day)?

Commit to it in writing, carry it with you at all times, read it twice a day, and revise it as necessary to include new goals as old goals are attained. You will be amazed at what begins to happen. Only those who have experienced it understand it. You must do it for 30 consecutive days without fail. Be persistent. Success is a habit. Most of all, remember that your Goal Statement is a contract with the only person to whom you can entrust the success of your business and the attainment of your goals — THAT PERSON IS YOU!

Retailing: Developing your own personal retail customer base can be simple or difficult, depending on your attitude and your approach to it. If you follow the suggestions in this section, your personal retail sales will be both a rewarding and profitable experience. The end result is long-term Preferred Customers, providing both stability and profitability to your business called lifetime value.

The first and most important method is your personal use. You must become your best customer. It is imperative that you believe in the products you are going to retail. This can be best accomplished by your own personal use. Try them all. By doing so, you will learn about all of the products available to you for retail from Market America’s exclusively  branded products. Select 3 or 4 of your favorite Market America exclusive products and focus on retailing them until you build 10 repeat customers or a total of 400 BV per month of production. In addition, your sales and distribution organization will do the same. Remember people do what you do, not necessarily what you say to do. In addition, the volume from your own personal use will help to ensure that the month-to-month accrual of Group Business Volume is secured until you begin to receive commissions. Imagine every UnFranchise® Owner in your entire organization just using all of his/her own products and building their Shopping Annuity.

Market America makes personal use of your products easy, through its UnFranchise AutoShip Program. It allows you to maintain a standing monthly order that will be shipped to you each month. It only makes sense to purchase products from your business, rather than someone else’s.

In this section, we will discuss numerous retailing and marketing techniques. Combining these techniques with the knowledge and insights to professional selling skills found later in this manual, you will be equipped to build a large retail business and teach your organization how to build a strong repeat customer base. This will translate into a steady stream of volume generated week after week, resulting in secure ongoing income to you from the Management Performance Compensation Plan. Remember, ongoing income is not based on what one UnFranchise Owner sells but on what many UnFranchise Owners collectively sell. With Market America’s exclusive brands, you can earn a lot of money retailing market-driven products (30 percent to 100 percent gross retail profit), as well as earn continuous ongoing income by duplicating those sales through the UnFranchise Business Development System. The more repeat customers your organization is serving, the greater and more secure your ongoing income will be.

As previously stated, the foundation of establishing a solid retail customer base begins with using and believing in the products you choose to retail. The second step is to specialize in two to four products and obtain specific knowledge relative to each product as time goes on; your personal needs and the needs of your expanding customer base will lead you into other university majors or billion dollar market. Becoming knowledgeable about your products and market will better prepare you for approaching prospective customers and teaching them about the benefits these products have to offer.

Market America offers a multitude of in-depth information contained in audio downloads, videos, UnFranchise training and MeetON. Another tremendous source of specific product information can be obtained by attending trainings, seminars, and conventions. The more you learn and know, the greater your ability to approach prospective customers in a confident manner.

The information that follows is designed to provide general retailing, merchandising, selling and marketing techniques which can be applied to any specific university major or product. You simply need to fine-tune and adapt the techniques to the stores or products. These techniques, using product knowledge, virtually guarantee success in retailing your products.

One of the Key Success Factors in building a strong, profitable, and stable organization is ensuring that each UnFranchise® Owner that is brought into the organization creates and regenerates product sales on a consistent and frequent basis. Market America refers to this Key Success Factor as accomplishing or achieving Base 10. (Base 10 refers to serving 10 repeat customers averaging between 30-40 BV monthly) By implementing the Base 10, Seven Strong business-building principle, you will ensure that your UnFranchise Business is being built properly, which will result in a solid and resilient business. To see a visual depiction of Base 10, please refer to the section “Building a Solid Foundation ‘Base 10’ in the Getting Started Guide. For further illustration and explanation of the Base 10, Seven Strong principle, log onto your UnFranchise Business Account.

Take note: By following the Getting Started Guide, we have goals for business, retailing, organizational growth, and training. Anyone can satisfy the tasks and activities set forth in the Getting Started Guide if he/she chooses to. If they don’t, it won’t be because they can’t, it will be because they won’t. Remember the difference between success and failure. The individual who succeeds simply does what the individual who failed did not do or was not willing to do. You need to eliminate the two words “I can’t” from your vocabulary. Your choices are the only thing that you can completely control. Achieve Base 10 and register each of your customers as Preferred Customers online. Have Fun!

*Don’t forget, registering all of your customers as Preferred Customers and crediting the purchases of these customers through a manual retail receipt available through your UFMS enables you to submit your UnFranchise Owner Sales Report (Form 1000) online and ensures that your Preferred Customers can earn Cashback when they purchase from your websites (SHOP.COM, isotonix.com, motivescosmetics.com). When you reach $200.00 in retail sales credited to your Preferred Customers, the Form 1000 is submitted automatically! This becomes a tremendous convenience and also greatly minimizes the chances for making a mistake. The only way to utilize the online Form 1000 submittal is to register your customers as Preferred Customers through your UnFranchise Business Account.

Psychology Of Selling: Before we begin discussing specific methods or techniques for developing your own retailing and merchandising system, let’s deal with the individual who is convinced that he/she cannot sell. It is always interesting to hear people try to sell their sponsor on the fact that they just can’t sell. When people are asked why they can’t share the product and tell people about a product they are using and believe in, the response is amazing. They go into a long explanation with enthusiasm and conviction as to why they can’t sell. They go on and on “selling” their reasons as to why they can’t sell. They do such a good job that they just about end up making their first sale! They almost end up selling their sponsor on the idea that they can’t sell. Ironically, they have just proven to their sponsor that they are a fantastic salesperson.

Let’s face it — we are all salespeople. If we have a full-time job, we sold our current employer on ourselves or they would not have hired us. If we are married or have a steady relationship with someone, we have sold him/her on the benefits of maintaining that relationship. If we have children, we sell them on our values and the behaviors we expect from them daily. If we enter into almost any kind of conversation, we end up, most of the time, attempting to sell our beliefs and opinions on just about any given subject.

There are two major obstacles in selling. The first obstacle is the customer’s fear of making a mistake. The second major obstacle in selling is the salesperson’s fear of being rejected. Until a salesperson develops confidence, a high self-esteem and resilience to bounce back from inevitable rejection, he/she cannot approach and sell successfully. All outstanding salespeople have reached the point where they no longer fear rejection and view every approach as an experience.

Sales are usually based on friendship, building a relationship, and developing a rapport. People will not buy from you until they are genuinely convinced that you are acting in their best interest. There is a direct relationship between your level of self-esteem and how well you get along with different people. The best salespeople have a natural ability to make friends or build relationships easily with prospective customers.

A key element in selling is enthusiasm. A sale is a transfer of your enthusiasm about the product or service into the mind and heart of the other person. The reason so many people fail in sales is that they do not stay with it long enough to get those first winning experiences that raise their self-esteem and self-confidence. That is why it is so important from the very beginning to say to yourself that nothing is going to stop you until you are a success !

Retailing, Merchandising, And Marketing Techniques: In this section, we will discuss the following methods or techniques for retailing and developing your own merchandising system, including:

• Developing a customer list
• Sample or trial-size marketing
• One-on-One sales
• Home product previews, clinics and/or special presentations to interest groups
• Fundraising
• Referral sales
• Sales from UBPs
• Preferred Customer programs
• Counter displays
• Booths — flea markets, bazaars, fairs, yard sales, tradeshows, special events
• Direct mail
• Internet marketing

It is useful to study all of these techniques in order to get ideas and an overview. You can select the techniques that are best suited to you and the product lines you are specializing in, but there is no teacher like experience. You will learn more by doing than you will by studying. You will even begin to develop your own ideas and techniques. Don’t be afraid to be creative. Sometimes the best idea or method is the one you create.

Now, let’s examine the specific retailing and merchandising methods or marketing techniques which can be used to sell the product. The objective is to expose the product to the right people and let word-of-mouth advertising take over. The right people are those who have an interest, need or desire for the product.

Some things that you should consider in your direct mailer are as follows:

Whenever possible, it is wise to follow up each mailer with a telephone call. This will greatly increase your results.

Developing A Customer List: It is always good to begin by identifying a list of potential customers or “target markets.” Take a blank sheet of paper. List each of Market America’s exclusive brands that you are going to retail. List the benefits of each product and its cost, and then break it down to per day or per use cost. Assign a number or letter to each store or product line. Next, take a second piece of paper and list everyone you come in contact with. Include friends, relatives, acquaintances and associates. List everyone you buy products or services from. List people at stores or businesses that you visit regularly, such as hair salons, gas stations, dry cleaners, etc. Who do you know at these establishments? Sometimes you don’t even know their name, but you know of them. Who provides services for you on a regular basis: lawn services, housekeeping, mechanics, plumbers, paperboy, exterminators, pool services, postman? Brainstorm! Often, these people are better prospects than the people closest to you.

The next step is to look at each product and assign the person from the list that may need the benefits or know someone needs the benefits of the product. By each name on your prospective customer list write the product line that he/she might want, need or be interested in. Ask yourself questions like these:

• Are they into fitness or athletics?
• Are they health conscious?
• Do they like to wear cosmetics?
• Are they concerned about their personal appearance?
• Do they need to lose weight?
• Are they in debt?
• Do they have a business or are they independent contractors?
• Does their line of work require skin protection?
• Are they often in situations where self-protection is a key concern?
• Do they have pets?
• Do they own a trailer, RV or motor home?
• Do they own a pool or hot tub?
• Are they looking for a part-time job?

The list goes on and on. You can think of your own questions depending on the products you are interested in. In this process, you can then match the product with the person. Now that you have listed the product by each person’s name, it is beneficial to go down the list of names and list these under each product line, making up a separate list by product. The result is a working list of target markets for each product you are selling.

What Do You Do With The List?: The ultimate goal is to develop Preferred Customers or Independent UnFranchise Owners. Use it in conjunction with many of the techniques that follow. Think of which technique is best suited to each person or product line. Keep in mind that building a relationship is very important with each potential customer. Each potential customer has a lifetime value for your business.

Constantly be aware of your target market. Look for opportunities to bring your products up in conversation. Steer the conversation to their particular area of interest or need as it relates to the product. Sometimes, merely having the product with you will arouse curiosity and they will ask you about it. Using the product in front of them stimulates even greater interest. If they ask, “tell the story.” Tell them your experience. Give a personal testimonial. Use your product knowledge to explain the benefits, special features, and price justification. Don’t be overly anxious or “pushy.” You see these people repeatedly. Steadily build curiosity and interest. If you are more aggressive, you can take a more direct approach, using one of the other retailing techniques in this section on contacting the individual directly.

Sample or Trial-Size Marketing: For some products, the most powerful technique is trial-size or sample marketing. This is especially effective for nutritional, weight control, and skincare products, although the techniques can be employed for many other product lines. Nutrition bars can be sold by test marketing and providing your card and a brochure could very well lead to multiple sales. Tell the story of how good they are. When prospective customers taste the bars, they are pleased and want the bars. You can order trial sizes of some products like, Royal Spa®, Skintelligence®; Daily Essential Packets, the Isotonix Essentials™ line of Turn Up and Turn Down and women’s health and anti-aging products. You can get packets of MochaTonix®, Isotonix® Digestive Enzymes with Probiotics and Ultimate Aloe®.

The process is very simple. You “tell the story.” You ask people to try the product to see how it works. When it works or if they like it, they come back to buy it. The sample is a fabulous advertisement and well worth the investment. The more you expose your products to target markets, the more customers you will get. Trial-size marketing your products should be performed daily. It is simply a numbers game. Remember, customers will purchase over and over again once they are using the product. It is imperative to  follow up with them. It isn’t just a single sale, but many sales over a year and building share of customer. Also, a satisfied customer usually will lead to other customers over a period of time. Be sure to give samples to people who need, want, or are interested in that product.

One-on-One Sales Or Demonstrations: The one-on-one sale or demonstration is one of the most effective methods of retailing. It can be done spontaneously, informally, or by appointment. It can be done with any “store” or product line.

Spontaneous — There are many instances when you are over at a neighbor’s house having coffee, visiting with someone, or at work, where an opportunity will come up to talk about the product. If you carry literature and product in the trunk of your car or a trial size of the product in your purse, this sales method becomes a very natural process. Simply follow the following pattern:

• Tell the story of how you found the product
• Give your personal testimonial
• Show the product; demonstrate it if possible
• Cover the special benefits and features
• Justify the price
• Ask if they want to buy some or if they know anyone who would be interested

This is a simple process of show and tell. It can be used with any product.

Informal — While people are coming to visit you or you are planning to visit them, you can tell them in advance that there is a product you want to show them. In this way they are expecting you to “show and tell” the product. It is not a formal sales pitch. It is very informal and free-flowing. Get them involved in the demonstration. Let them ask questions. Tell them stories about the product. When appropriate, show them the literature. Work the benefits, special features, and price justification into the conversation or when you are answering questions.

Appointment — Call your prospects and set up an appointment to demonstrate the product. This is a more formal presentation, but they are mentally prepared for a presentation and give you their full attention. Be sure to show and demonstrate the product. Use your literature to cover benefits and special features. Use credible information, articles, testimonials, and anything else that is helpful in making a formal presentation. Don’t forget to ask for the order and referrals. They are expecting you to ask. Note: Some wonderful products to demonstrate are ClearShield, our super-enzyme product S.O.S. Smoke Odor and Stain Eliminator, Snap™ Heavy Duty Concentrate, many of our skincare products as well as our Isotonix products.

Home Previews, Clinics, Presentations, Parties: All of these terms refer to a presentation held in someone’s home (hostess/host), where friends have been invited over. A home preview is generally referred to as a “showing” of a product line such as TLS®, a Wine and Wellness Party for our nutrition products, Motives Party and Online Shopping Parties. The products are displayed, the story is told, and orders are taken.

A clinic or presentation refers to a gathering of people for the purpose of being educated on a given subject. Of course, we are going to show the product. It is good to use the usual sales aids, handouts, a prepared talk, and a demonstration. A clinic or presentation can be put together on any product line. The information covered in the clinic or presentation establishes the need for the product you are going to describe or demonstrate. You actually give a mini-seminar, building the need for the product, showing or demonstrating the product, “telling the story,” and covering the benefits, special features, and price justification of the product. Many presentations are offered in your downloads. Use magazine and newspaper articles, quote authoritative sources, and use visual aids to support your presentation. Obviously, the possibilities are unlimited. Presentations can be made to special-interest groups, non-profit organizations, or associations. Many organizations have weekly or monthly meetings, where they invite a guest speaker. Sometimes, it is a luncheon or dinner meeting. You can go to the reference section of the library and obtain a published list of associations and organizations. You can also look on the internet, local newspapers often have a community section, where local organizations and associations and their meeting times are listed. You may know people who are involved in these organizations or associations. It is always easier when you have a connection. A sample list of organizations or associations that might be open to presentations is as follows:

The list goes on and on. Select a topic that would be of interest to the group, a topic that creates a need for one of the product lines. Remember, these organizations are always in need of speakers and will welcome your call.

There is a whole “subculture” of people who buy through each other and socialize through home parties. There is an extensive network of people right in your hometown who attend each other’s home parties for various companies and product lines. It is a multibillion-dollar industry and market. It can easily be tapped just by booking a home party for someone who is already doing home parties.

A party is slightly different from a home preview or clinic in that it is a more frivolous, informal social atmosphere. Talk to someone who is already doing parties to utilize the format to which he/she is accustomed. Usually the party includes some ice breaker party games, drawings, hostess gifts for guest purchases, incentives for booking a party (discount, credit, or small gift), and refreshments. Talk to the potential hostess and see what he/she is accustomed to, and incorporate some of the things he/she is already accustomed to doing. The key is preparation. Helpful hints: (1) serve modest refreshments; (2) reward the host or hostess with a gift or discount based on the number of people showing up and sales volume. Motives offers such party information.

Fundraisers: Church groups, little leagues, children’s sports organizations, women’s auxiliaries, non-profit organizations, charitable groups, and associations are always looking to raise money. You can select a product that would be of interest or that would move well in their circle of influence. You can present our Non-Profit Program (NPO). Refer to your UnFranchise.com > Downloads.

Generally, each member of the organization takes orders from family, friends, neighbors, and relatives. The organization leader collects the money. They pay you the cost of the product. You need to decide how much of the retail profit you will let them keep. Remember, to have a 100 percent markup will depend on the store or product line you choose. Make sure you cover your cost. It is customary to let them keep 50 percent to 90 percent of the markup. Remember, you will get BV credit toward your commissions.

50 percent of the markup is fine if you are supplying samples, literature, and inventory. If they are buying the product up front for the fundraiser, you can allow them to keep up to 100 percent of the profit. That is a decision that only you can make! You will need to provide the organization with order forms, receipts, literature, and samples. You need to work out an inventory control system, how you will collect the money, and who will be responsible for payment. You can arrange for them to take orders and make payments when you deliver, or you can do it on consignment if you have the money to advance inventory and the necessary controls are in place. Setting up fundraisers requires meeting with the leaders of the organization for a simple presentation or demonstration and setting up a system for recording sales and collecting money.

Fundraising campaigns are not to be confused with the Market America Non-Profit Organization (NPO) program.

Recommendation or Referral Sales : One of the most effective methods of retailing is using recommendations from satisfied customers. Every time you make a sale, you should ask the client or customer if he/she knows some other people who might also be interested in the product. Take out your appointment book or pad and write down their names, phone numbers, email address and addresses. It is especially effective to create a special offer, free gift, or discount for a recommendation sale. This makes customers giving you the names feel like they are doing their friends a favor or getting them a special deal. If you can get an email address or physical address it is effective to send people an electronic infographic or postcard with a special offer, mentioning their friend who recommended them for the special offer. You can also offer the customer giving the recommendation an incentive program for each recommended individual given to you who ends up making a purchase. For every individual who purchases, give the customer who recommended him/her a five percent discount or a $5.00 to $10.00 credit towards his/her next purchase. Keep the customer informed of the results. You can customize a program like this in whatever way you like. An additional incentive can be given if the customer actually pre-contacts the referrals to let them know you will be calling.

Another successful method is using customer testimonials. Have your customer write a testimonial and then mail or email to the referrals from that customer. Follow up with a phone call to set an appointment to explain the product. You may want to use a special discount that they would receive for them being a referral.

Sales From UnFranchise® Business Presentation: One of the easiest and most natural methods of adding customers and making retail sales is right at UnFranchise Business Presentation. Obviously, not everyone will be ready or interested in getting involved in the business as an UnFranchise Owner that night. However, you have a captive audience. There is something that almost everyone needs, wants or will be interested in  Market America’s  exclusive brands. It is important to give an overview of all the different products at the meeting.

Spend additional time on the products or stores that you sell. Give testimonials, demonstrate your favorite products, and show literature, articles, or credibility materials. Be sure to mention in the meeting that they might be interested in some of your products. Offer them a discount if they place an order that night. Have some products with you that they can look at or try. The Daily Essential Packets are a wonderful product to share.

In the Meeting after the Meeting, or Follow-Up meeting, ask them, “Which products are you most interested in?” Get them involved. Use your product knowledge to explain the benefits, special features, and price justification. If you have testimonial letters, credibility literature or articles, show these to them. Ask them if they would like to try the product or place an order. At least 50 percent of those who do not become UnFranchise Owners will order product if you follow this technique. It is a fact that some of the best UnFranchise Owners started out as good customers.

Preferred Customers: You as an UnFranchise Owner are an Independent Shop Consultant. Sit down with your prospective customers and ask them if they would like to enjoy special benefits by becoming a Preferred Customer. Tell them about the Nutri-Physical® Survey and online ordering 24 hours a day, seven days a week.

Prospective customers can sign up to become Preferred Customers through your SHOP.COM site or you can register them on your UnFranchise Business Account. Ask them about their interests and needs. Inform them that their feedback on purchases is invaluable!

Get to know your Preferred Customers. Suggest that as they run out of products they are currently using, that Market America also handles those products, and recommend that they try the Market America products. In this way, they are not spending extra dollars but just replacing their current brand with Market America’s exclusive brands. If they are not fully satisfied within 30 days, they are entitled to a full refund of the Market America product — 100 percent Preferred Customer guarantee. Use your Home Shopping List or Shopping Assessment to identify these products.

By using the “Alerts” system on your UnFranchise Business Account, set a time to call or visit new Preferred Customers in two weeks. Follow this by appointments/contact every 30 days. Consider their repetitive purchases to be set up on the Preferred Customer AutoShip and give them a 5 to 10 percent discount for doing it. On your visits, ask them for referrals — people who might be interested in or could benefit from one of the products they are using.

Counter Displays: Counter product displays can be a powerful merchandising technique when placed in the right location. Although products handled by Market America cannot be placed in retail stores on shelves, there are several locations that they can be displayed in high-traffic areas. Counter displays can be put in service businesses such as: hair salons, cleaners, restaurants, car washes, doctors’ offices, reception areas of businesses, health clubs, tanning salons, nail salons, cash register locations of businesses such as service stations, gymnasiums, etc.

Cardboard or Plexiglas holders can be purchased from a wholesale supplier of box-board containers, or office supply stores. Vendors for these supplies can be located on your SHOP.COM site.

Once you have determined what avenues you want to pursue, you have to contact the owners of the businesses. It is best to begin by dealing with people you know or businesses you frequent, where you are a recognized regular customer. Once you have the product in a few locations, you will find that it is much easier to add locations by mentioning those places where you already have the product on display. Sometimes owners will want to become UnFranchise Owners. This is just fine because they will buy the inventory and eliminate concerns about collecting, consignment and inventory. You will get credit for their Business Volume. Note: Be aware that counter displays may incur theft of the displayed products.

As with fundraisers, you have to predetermine how you will divide up the profit with the owner of the location in which you are placing the counter display. Remember, you are benefiting from the Business Volume generated. In those cases where you are putting the product on consignment, owners should get 25 percent to 50 percent of the profit. When the product is being put in on consignment, you need to be very cautious. Make sure you know the people. You need to put into writing your arrangements with them detailing out the cost of the product, when you get paid, that they have to pay for missing product, that it will work on an “inventory basis,” and the profit they will make on each item. Have them sign it BEFORE you agree to put the product in their location. You need a signed copy for yourself and a copy for them.

It is helpful to educate the people who are at the counter on the products, so that they can answer questions and help promote the sale of the product. Give them a sample and get them to use the product. If they like it and it works for them, they are much more likely to recommend it to their customers.

Booths — Flea Markets, Bazaars, Fairs, Yard Sales, Tradeshows, Special Events: Setting up a promotional booth at a high-traffic location such as a flea market, fair, bazaar, special event, tradeshow, or yard sale is an effective method of merchandising, if you have the time. It is important to analyze the cost-effectiveness. How much does it cost to have a booth? Does the product you are promoting match the interest of the type of people who will be there? Try to calculate how much product you will have to sell prior to arranging to do this. Is it realistic? Is it a profitable undertaking?

It is useful to study the section on tradeshows in this manual. There are many helpful suggestions and hints that can be applied here.

In setting up a booth, there are several important considerations:

• Location — Make sure you’re located in a high-traffic area.
• Company-approved Literature — Have plenty of literature available with your name, phone number, and address on it.
• Display — It is essential to have an attractive, appealing display to attract the attention and curiosity of the crowd.
• Signs, Banners, Promotional Posters — Dress your booth with professionally prepared artistic signs. They are there to attract attention and sell your product, while bringing people over to ask questions.
• Inventory — You are wasting your time if you do not have product on hand to sell on the spot.
• Drawings — Have people fill out cards for a free drawing and put them in a “fish bowl.” This gives you prospects to follow up with. It also attracts people to your booth.
• Special Sale Offer — Create a sense of urgency to buy on the spot. You can offer a discount, a promotional gift, or a free sample. You want to give people a reason to buy now.
• Demonstration — Dramatic product demonstrations are the most effective means of getting people to buy.

Social Media – Facebook, Instagram, Twitter etc . This is a perfect place to introduce your business to a large audience. There are dos and don’ts for each of these platforms. The best place to learn how to use social media and internet marketing is attending the internet sales and marketing trainings. You can find these training on GMTSS in your UnFranchise account.

The Big 3 Social Media Platforms include Facebook, Instagram and Twitter. Facebook is the largest way of communicating with consumers in a non-prominent way. It covers all media and has well over 1 billion users.

Instagram is the second largest social media platform. It is used predominantly for images, videos and live recording. It is hashtag-based and picture-focused.

Next is Twitter, which offers the largest penetration potential. Twitter offers limited text, video clips and images. It is real-time interaction and is often referred to as micro-blogging.

Social media offers free marketing, advertising via engagement, posting, shares and likes. It promotes brand loyalty; those who engage and interact are most likely to return to the brand. Social media can offer real-time customer service, increased reach, new connections and the opportunity to learn more about your customers.

The use of hashtags is an effective tool. They are short links created by a word. An example would be #happydays. Hashtags organize a platform by keyword and topic and work best on Instagram and Twitter. Popular company hashtags are: #motivescosmetics, #tlsweightloss, #isotonix and #shoppingannuity.

Mentions link someone to the text of a post by typing @name. Mentions notify the tagged party and increases the tagged parties’ visibility. Tags indicate ownership of content or a presence in an image. It makes it easy for the owner to see the content/product being used.

Images provide an 80 percent higher engagement and create a story better than words. The best images are lifestyle and product in action. Careful not to use dark images, text images, non-stylized blurry or grainy images. You can use your built-in phone camera. But, keep your hands steady, focus and use good lighting. Mind your background too and avoid using zoom and flash. Zoom reduces quality of image and flash causes a washed out, unflattering harsh lighting. Best photos of products are flat laid with textured background. Scenic background, eye-catching color and relevant props all enhance images and promotes one to stop and like.

It is a good idea to review the Corporate Facebook, Instagram, Twitter and Pinterest pages for quality examples — and don’t hesitate to repost the pictures.

Email, Text or Direct Mail: A general solicitation usually yields a very low return of one percent to five percent of the total effort. Therefore, buying general lists of names to send out solicitation to the general public are not a very effective method of merchandising with Market America. However, if you have access to screened, personalized or warm mailing lists, a direct solicitation can be effectively used.

A screened mailing list is a list including current names and addresses of people who have recently purchased a similar product. Sometimes, you can obtain such a list from someone selling a similar product or who has a business with the type of clientele that would have a specific interest. For example, a Weight Watchers group or a weight control support group may be an excellent source for a list for the TLS family of supplements. You have to match the product to the mailing list.

A personalized mailing list contains names of people who are in some way connected to you through a common bond. Examples would be your wedding-guests list, personal friends, and members of a club to which you belong. Another example would be a list of people who know one of your customers who is recommending the product to his/her friends. The point is that the recipients of the mailing will recognize you or the person recommending the product. This increases the probability of the mailing being read carefully. It also gives credibility to the product you are promoting.

A warm mailing is similar to a personalized mailing. It is a list of people who already have an interest in the product area. A warm mailing must have a degree of exclusivity. An example would be the clients of select clothing stores. It would be addressed to their exclusive clients. Another example would be customers of a health food store who have recently purchased energy products or food bars. Another example would be the clients of a salon who have purchased cosmetics from the salon.

The most effective direct mailer introduces new products to existing customers. As your customer list grows, this can be an effective avenue of increasing your sales. In designing your mailer, you need to consider the weight. If you are sending mail first class, you want to keep it under 1 oz. For large mailings of more than 500 people, you may want to consider a bulk rate or third class. Contact your local post office for details.

• Personalize it as much as possible.
• Build interest and curiosity.
• Use bold print and pictures to get their attention.
• Consider including company product brochures.
• Special Offers — be sure to make a special one-time offer. Create a sense of urgency. Give them a reason to buy now.
• Give them a no-risk offer. Guarantee their satisfaction for 30 days.
• Briefly emphasize why the product would be of interest to them.
• Highlight the benefits and special features.
• Include a call to action. Encourage them to order now. Make it easy to order.
• Enclose a filled-out order form, a return envelope, and a number to call.

Prospecting/Recruiting/Sponsoring: For the new UnFranchise Owner, there are five fundamental steps that must be accomplished to become a successful sponsor.

• You must be able to explain what Market America is! You should have your answer to “what is it?” written down on a 3”x5” index card or your mobile device and carry it with you at all times.
• You must develop a personalized “two-minute” commercial that communicates to the prospective UnFranchise Owner what the Market America business opportunity has to offer! Why you chose the UnFranchise Business model.
• People who want multiple strams of income
• People who don’t like their jobs
• Former co-workers
• Entrepreneurs
• People who are interested in new opportunities
• People who are in a similar line of work

Neighborhood:

• Housewives with spare time
• College students
• Retired people who want to stay active
• Members of the Neighborhood Watch Group
• Millennials

People who service me:

• Service station/Auto repair
• Electrician/Meter reader
• Dry Cleaners
• Waiter/Waitress
• Housekeepers
• Bottled water representative
• Diaper service delivery
• Exterminator
• Fireman/Policeman
• Gardener/Lawn Service

Religious Organizations:

• Religious Education Directors
• Minister/Rabbi/Priest
• Youth Workers
• Ministers of Music

Professional Relationships:

• Doctors/Chiropractors
• Dentist/Orthodontist
• Accountants
• Psychiatrist/Psychologist
• Optometrist/Ophthalmologist

Athletic or Sports Organizations:

• Bowling Club
• Racquetball partners
• Tennis partner
• Fitness Center

School Contacts/Organizations:

• Teachers/PTA
• Parents of children’s friends
• Boy Scouts/Girl Scouts
• Lodges – Moose, Elks, etc.
• Alumni Association
• Former Association

People I patronize:

• Carpet Cleaners
• Grocer and/or Checkers
• Printer/Photographer
• Real Estate Agent
• Travel Agent
• Wallpaper Store
• Insurance Agent
• Rental Stores
• Builder/Contractor
• Shoe Repair/Shoe Stores
• Baby-sitter/Child Care Center
• Furniture Store
• TV Repairman
• Department Stores
• Hair Stylist
• Tax Service

Relatives: Family members, relative and in-laws, as well as their friends

Want Ads: People who are looking for jobs

Add one or two possibilities to your list every day. Cultivate these possibilities into prospects by talking to them. Those who show interest and qualify become prospects. Develop a top-ten list from your prospect list. Focus on bringing them to a business opportunity meeting and eventual sponsorship.

You must know how to show a prospect the UnFranchise Business opportunity. Do this by attending as many meetings and trainings as possible. Practice showing the business presentation one-to-one using the Market America Flip Chart and accompanying audio and video materials. They may be obtained from your UnFranchise Business Account, audio downloads and YouTube.

You must bring your prospective UnFranchise Owners to UnFranchise Business Presentation (UBP) or Home Business Presentations (HBP) provided by your sponsor or senior leadership. A more in-depth discussion on professional sponsoring may be found in this UnFranchise Manual (see Professional Sponsoring) and should be studied and implemented after mastering the basic fundamentals previously described.

Follow-Up and the ABC Pattern of Building Depth: Once you have mastered the first four components of the Basic 5, you should now begin the process of duplication. Your business is expanded by building depth into your organization. You work at the bottom level with new people until the Basic 5 is duplicated. Duplication develops from the bottom up, not the top down. People do what you do, not what you say to do. You teach by example and doing.

The ABC pattern for building depth is a system that gives you control on how fast your business grows and implement the duplication process. You will be creating leadership in-depth. Following up and building depth is a system leads to growth, profitability and success. Our Marketing Plan is designed to yield compounding growth and returns, when the technique of following up and building depth is mastered.

Time(Q)=Growth(D)=Volume=$      Time (Q)=Growth(D)=Volume=$

We are constantly striving to make time equal to growth and growth equal Business Volume, which produces income. You can put in a lot of time and get virtually no growth unless you are spending your time wisely. Quality time is the key. We place a qualifier “Q” with time to designate “quality time” because only quality time will duplicate growth in-depth “D.” We define quality time as first mastering the Basic 5 and then only working with people who will do the Basic 5. If they won’t do the Basic 5, it will not work for them!

You will always have three types of UnFranchise Owners in this business: 1) Go Now, 2) Stable, and 3) Waiting. Go Now UnFranchise Owners are people who are doing all five of the Basic 5 right now. They are excited, coachable, committed, and ready to grow. Stable UnFranchise Owners are people who come to the meetings, maintain their business, order and use their product, do some retailing, but are not poised for rapid duplicable growth. Waiting UnFranchise Owners are those people who are on the sidelines, using product watching.

If you are going to put in quality time, you can only work with Go Now UnFranchise Owners. We plug the Stable UnFranchise Owners into the meeting system until they become Go Now UnFranchise Owners. We simply send a newsletter to and communicate once a month with the Waiting UnFranchise Owners about the next monthly seminar. When you put quality time in with Go Now UnFranchise Owners, you will get growth in-depth, which generates volume and equals income. The formula is TQ=GD=V=$!

Please refer to the Basic 5 audios or videos for more detailed instruction with respect to Follow-Up and the ABC Pattern of Building Depth.

Follow-Up: Once you understand this, you can begin working on a follow-up system or method which is finely tuned and efficiently supports the TQ=GD=V=$ formula. But remember, this follow-up system is to be used with Go Now UnFranchise Owners, or you are decreasing the quality of your time. Here is the simple set of rules that is the foundation of the Follow-Up System:

• Never present the business opportunity or hold a meeting without booking a follow-up appointment.
• At the end of a meeting or presentation physically pull out your calendar and schedule a follow-up appointment.
• Anytime you call someone about the business, send out a follow-up email with additional information, or deliver product, always schedule a follow-up call on the spot.
• What did you like best about the business opportunity?
• Can you see how this business model can help you achieve your goal?
• What would prevent you from starting or giving it a trial run?
• When can we get together?
• I have Wednesday or Thursday open.
• Which would be better for you?
• The objective of the Follow-Up is to get UnFranchise Owners to introduce the business to prospects by having a “two-on-one” (UnFranchise Owner and upline proposal) at their location, home or office. Here you can share the how the prospect can achieve their goal.
• Any prospect shown the business opportunity in a “one-on-one” presentation should be brought to an UnFranchise® Business Presentation (UBP) held by your upline leadership or local association.
• Teach every UnFranchise Owner you sponsor their management responsibilities and to teach those they sponsor, by showing them what to do, when, and with whom.
• Always hold a meeting after the meeting. The meeting after the meeting is where questions are answered outlining the Basic 5 and Follow-Up meetings are scheduled.
• Sell tickets to the UnFranchise Business Presentation (UBP) meetings, Basic 5 and New UnFranchise Owner Training (NUOT), Local Seminars, Regional Conventions, and International Convention. Remember, you have to have the tickets on hand by purchasing them in advance in order to sell them, and you want your UnFranchise Owners to do the same.

ABC Pattern Of Building Depth: Once the rules of Follow-Up are understood, the ABC pattern of building depth should be implemented. This pattern provides the UnFranchise Owner with a system for control and duplication. The following is a brief summary of the ABC pattern for building depth and duplication.

Step One: Your sponsor helps you with meetings for your prospects.

Step Two: Your sponsor arranges meetings in the homes of your A, B and C UnFranchise Owners down two sales organizations. Go to the meetings with your sponsor and learn the program and Follow-Up Pattern.

Step Three: Everyone meets at the UnFranchise Business Presentation (UBP) meetings held by the upline leaders and/or the local association and BRINGS two people from the home meetings or two new prospects.

Step Four: By the time your sponsor has held meetings for A, B and C, you should be able to do meetings for A1, B1 and C1(You have attended six one-on-one meetings and two UnFranchise Business Presentation (UBP) meetings by this time).

Step Five: Now you can begin duplicating the Pattern for A, B and C, by replacing the job your sponsor did for you. Simply be the right kind of Sponsor for your UnFranchise Owners.

Step Six: Sponsor stops doing the ABC sequence and now repeats the program by doing one meeting in-depth per month per level A1, B1, C1, A2, B2, C2, A3, B3, C3, etc.

Chapter 3: Beginning Your UnFranchise Business

As you begin to build your UnFranchise Business, it’s important to realize that you are in business for yourself, but not by yourself. Take the responsibility to learn the necessary tasks, activities, principles and fundamentals in order to be successful. The level of success that you achieve will be directly proportional to your willingness to accept full responsibility for your actions. This section will introduce you to the basic skills and knowledge needed to ensure your business is a successful endeavor. Please refer to the Getting Started Guide & Action Plan for Success.

The tasks and activities outlined in the Getting Started Guide are all associated with the Basic 5. In addition, these tasks and activities are based on an individual investing eight to 15 hours per week over a two- to three-year period towards their execution. The emphasis has been placed on DOING. Take action! Not spending an overly large amount of precious time in the beginning reading what to do, but actually getting out there and making things happen. You will learn the most from your experiences. Make mistakes and learn from them. Please consider that this business plan can be compressed, meaning one can do more in a shorter period of time or spread it out and take longer. This is ultimately determined by what you want, when you want it, what you are willing to give or overcome, and how strong your sense of purpose is to build the business.

There will never be an absolutely perfect time to start building this business. The circumstances will never be perfect. However, when you have honest intentions and take action and begin working toward achieving your financial goals with confidence and conviction utilizing this business vehicle, you will create the circumstances you desire as the possibilities, people, opportunities and success will be attracted to you. This is a law of success. You can make it happen. George Bernard Shaw stated, “People are always blaming their circumstances for what they are. The people who get on in this world are they who get up and look for the circumstances they want, and, if they can’t find them, make them.”

Prior to implementing and completing the tasks set forth in the Getting Started Guide , it is important that you understand the content of these guidelines as they relate to building a solid and resilient business. First: The key success factor in building your organization is providing individuals within this organization a system that can be duplicated quickly by individuals joining you and your associates in this business endeavor. Second: There are only three types of activities performed by members of an organization or business: result-producing activities, support activities and housekeeping activities. Although they are all necessary and must be performed efficiently and effectively, they are not equal when it comes to where quality time is spent. The approximate time allotted for each should be 80 percent to result-producing, 15 percent to support, and five percent to housekeeping. Third: The three types of activities as they equate to building your Market America business are as follows:

• Result-Producing Activities: Activities that expose the Market America UnFranchise Business Development System to other individuals as a supplemental or alternative vehicle to relying solely on the traditional 45-Year Plan, and selling and exposing your products, goods and services to as many people as possible. Simply put, these are the only two activities that directly produce Business Volume, which in turn produces income.
• Support Activities: Activities that enhance one’s ability to perform the result-producing activities, but do not directly produce Business Volume. Activities that fall in this category with Market America are meetings and trainings, seminars and conventions. It is here that many Independent Distributors may fall into a trap if they are not careful. They invest all their available time into going to meetings and trainings to learn what to do and allocate very little quality time to doing what they learned.
• Housekeeping Activities: Activities that deal with completing and submitting required administrative paperwork associated with documenting your business activity. It is important to remember that your Market America business is a viable, credible, legal and legitimate business, and, like all other businesses, there is some paperwork involved.

Following the Getting Started Guide will ensure that all three activities are effectively and efficiently implemented with a focus on the result-producing activities: consistently exposing your products and your business to as many individuals as possible.

What would you attempt to do if you knew you couldn’t fail? The only way to fail in this business is to quit! Your success in this business will be directly proportional to your willingness to take personal responsibility for your actions. Let me give you a simple strategy for success. First, you must decide what you want. Then, find someone who is getting what you want. Find out what they are doing and do the same thing. The emphasis is on doing.

Although Market America has grown and evolved dramatically since its inception in 1992, the basic fundamentals necessary to implement have remained the same. Many people have the tendency to try to reinvent the wheel or feel as though they have a better way to build this business. Ultimately, these people waste valuable time and energy and make the business hard or difficult. The UnFranchise System results in a true standardized and systemized way of doing things, thus eliminating confusion and creating duplication — the key to the business. Admittedly, this business is not necessarily easy, but it is simple. The idea is to follow our proven business plan, and most importantly, have fun in the process. In life, and specifically in this business, many people KNOW what to do, but very few actually DO what they know. Remember, knowing is not enough. You’ve got to take action. Do what you know. The difference between success and failure in this business is quite simple. Those who succeed simply do what those who failed did not do or were not willing to do. The reason, excuse or rationalization for not doing those things does not really matter. You either succeeded or you didn’t. Therefore, it is very important to identify and learn what you must do to be successful. By knowing what to do, you can easily measure, monitor, adjust and control your progress and ultimately your success. We build this business with adults. Adults are visual and experiential (participatory learners). They learn best by doing. The objective is to get them DOING as quickly as possible. As managers and/or supervisors, many people mistakenly think that if they are not talking, then people are not learning. On the contrary, while you are talking, people are not learning. We’ve got to get them doing. That’s how they learn.

Let’s discuss what needs to be done in order to succeed in building an UnFranchise ® Business. First, we have to remove the things that may impede progress. We do this by building two organizations that generate in excess of 5,000 Group Business Volume weekly, resulting in earning USD$2,100 per week in ongoing income. Second, we generate the sale of Market America products by developing Preferred Customers. Third, we must sell the business or expose the UnFranchise System. And fourth, we must sell tickets to upcoming meetings and trainings.. Those are the only four things we do in this business.

(1)   Remove the things that may impede progress through the process of building the business

(2)   Generate the sale of Market America products

(3)   Sell the business

(4)   Sell tickets

That is it! Keep it simple. Don’t make it difficult. Market America’s UnFranchise Business Development System is a viable, credible, legal and legitimate business based upon what has already been proven an individual can actually and realistically accomplish working eight to 15 hours per week over a two-to three-year period. It is not a program, deal, hobby or scheme. The sooner your mindset and belief patterns treat it as a business, the sooner you will be on your way to earning an ongoing professional income. Following these guidelines will be one of the key success factors in establishing your business.

SEC. 1                The Role of Your Sponsor

Your Market America sponsor plays a very important role in your business. It is imperative to establish a strong, comfortable rapport with your sponsor, because not only will he/she be your upline, but a friend and mentor, providing guidance and advice on how to most effectively retail products and build your organization.

Attend business opportunity presentations given by your sponsor or upline Certified Executive Coordinator and learn as much as you can from them. Ask them to attend presentations you coordinate and to make suggestions for improvement. Think of your sponsor as a motivator, teacher and advisor. Depend on him/her as a reliable source of information. Enlist the aid of your sponsor in coordinating business activities. Your sponsor is there for your benefit; rely on him/her for assistance.

SEC. 2                Business Tools, Equipment and Supplies

The amount of tools, equipment and supplies you acquire will depend upon the size of your budget. Please refer to the Getting Started Guide & Action Plan for Success . Initially the following materials are recommended:

• Ticket to World Conference or International Convention, depending on the time of the year
• A daily appointment book
• Market America Career Manual
• (20) copies of the Getting Started Guide and Action Plan For Success
• Market America Business Cards
• (5) One to One Presentation Books (Flip Charts)
• Brochures for each product/line you have chosen to specialize
• (10) Annual Reports
• ma ® Catalogs
• Home Shopping List
• (2) Retail Receipt Pads
• (3 to 5) The System, It’s Time for Change, Cash in on Wellness videos
• File Cabinet and File Folders
• Rubber Stamp and Ink Pad (Name, Address, Phone Number)
• Adhesive Labels (Name, Address, Phone Number) to affix to products
• Miscellaneous; pens, paper, stapler, tape, etc.
• Establishment of a separate business checking account

Note: It is recommended to purchase a Business Support Material Kit to ensure that you have the necessary UnFranchise ® tools. You can save money by purchasing the kit, rather than purchasing all of the items individually.

Refer to the Market America Price List or your UnFranchise Business Account for code numbers and pricing.

As your Market America business develops and your organization grows, the following tools and equipment should be obtained to sustain your business development and organizational growth:

• Establish a Separate Business Telephone Line
• Telephone Answering Machine or voice mail
• Office Furniture
• A Second Telephone Line
• 3-Way Calling Capability

SEC. 3                Record Keeping

As a Market America Independent Distributor, you are an independent business owner. It is very important to maintain accurate records of all your financial transactions. These transactions include all expenses and income. This activity is essential for your business finance records as well as tax purposes. The following are examples of expenses and income you are most likely to incur; however, it is recommended that you consult your tax preparer for advice.

• Advertising and promotional materials, such as the cost of flyers for meetings and trainings, business cards, sales aids, product brochures, product samples, etc.
• Automobile expenses such as mileage to and from meetings, trainings, seminars and product delivery
• Travel expenses such as airfare associated with building your business
• Lodging and meals
• Entertainment of prospects and downline Distributors
• Training, seminar and convention expenses such as admission fees
• Freight, handling and shipping costs
• Postal charges
• Business equipment such as furniture, fax, copy machine and computer
• Office supplies
• Professional fees such as subscription fees, periodical subscriptions, tax preparation, etc.        
• Referral Bonus
• Commissions and bonuses received from the Management Performance Compensation Program
• Business reimbursements

In summary, establish a separate business checking account. Perform all your transactions using this checking account. Finally, consult your accountant for advice on deductible expenses that pertain to your business.

SEC. 4                Applying the "Basic 5" — Developing Leadership and Duplication

Market America’s UnFranchise Business Development System offers greater potential and power than any other direct sales or network marketing business in the industry! That potential and power, however, is only realized through leadership. Leadership means taking on personal responsibility to get the job done and teaching others to do the same. At first glance the Market America program looks almost too good to be true because it is so realistic, so profitable, and so easy to duplicate. For some people, it is too good to be true because they won’t assume personal responsibility as leaders and won’t do what it takes to duplicate that leadership within their organization. The assumption that the program will succeed without working the program is false.

In this business we lead by example. People do what you do, not what you say to do. The difference between success and failure is quite simple. The successful Distributor earning weekly checks simply did what the unsuccessful Distributor did not do, or was not willing to do.

Reasons, rationalizations and excuses really don’t matter. Consider for a moment the potential for earning hundreds of thousands of dollars in this business. Think about the amount of investment in money and time that would be required to earn this type of income in a traditional business or profession. What type of stress, problems and risks would be involved? These concerns are very different from what, in actuality, is encountered in this business. However, if you intend to earn this amount of money in this business, you must treat it like a big business and make the necessary commitments.

In this business, we invest more time than we invest money. Therefore, we want to make sure that the time we invest will produce results and duplicate the leadership in the UnFranchise Business Development System necessary to generate ongoing income. It begins with you as the leader.

Leaders are people who assume personal responsibility for their own actions whether they result in success or failure. Leaders obtain the necessary information. Leaders are creative problem solvers. Leaders believe they are going to succeed because they are committed to doing whatever it takes to succeed. Leaders don’t expect the company or their upline to do their work for them. They know they cannot teach what they do not know. They must attend meetings, trainings, seminars and conventions, and require the Distributors they are working with to do the same. They lead and teach Distributors by example: retailing products, developing Preferred Customers, having two guests at each opportunity meeting, following up with their prospects, and holding meetings and trainings. They need to have products, the necessary sales aids, and audio/video to sell to customers or start new Distributors properly. That is what makes Distributors leaders and helps them to succeed!

Now that you have established your UnFranchise ® Business, the question most people have is, “Exactly what does it take to succeed?” If that is the question on your mind, you have the right thinking and the right attitude. Admittedly, when you begin to build your UnFranchise Business, all of the terms, definitions and principles associated with it can seem a bit overwhelming. However, the business is very simple; don’t make it difficult. It all comes down to mastering the Basic 5 fundamentals, striving to become an official UnFranchise Owner (UFO), and teaching others to do the same thing. We simply strive to master the Basic 5 until they are habitual and nearly second nature. All five need to be going at once to be successful. Think about it: in any field of endeavor, there are fundamentals that determine how successful one becomes. In football, a team must master the fundamentals of blocking and tackling. In basketball, there are the fundamentals of dribbling, shooting, rebounding and passing. In music, one must master playing the scales. There are countless examples in sports, the arts, science, and business in which the fundamentals must be mastered to be successful. In our business, there are five fundamentals, which are prerequisites for success. The commonality of all the successful UnFranchise Owners is that they “did” the Basic 5. Ultimately, you are either doing these things or you are not. By knowing what to do, you can measure, monitor, adjust, and control your progress.

Success and leadership in this business can be reduced to five basic fundamentals: 1) Developing Attitude and Knowledge; 2) Goals and a Goal Statement; 3) Retailing; 4) Prospecting/Recruiting/Sponsoring; 5) Follow-Up and the ABCs of Building Depth. Duplication of these fundamentals is the key to lasting prosperity in this business. If you master these fundamentals and demand that anyone in the business with whom you invest your time does the same, you will duplicate success and leadership. We call these fundamentals of success “The Basic 5.”

DEVELOPING ATTITUDE AND KNOWLEDGE: You must establish the right attitude and obtain the necessary knowledge. This translates into belief in what you’re doing and develops confidence. When you believe, you create enthusiasm and exude confidence because you possess the knowledge that achieves results. You become influential and attract the right people. When you duplicate this within your organization, you develop a winning team that can accomplish extraordinary results. The right attitude and knowledge must be acquired and developed. Certainly we wouldn’t go for weeks without feeding our bodies. We would become sick. The same principle applies to feeding our minds. Without mental nourishment, we become mental dwarfs, rather than mental giants. The right attitude and knowledge we need is acquired and developed through:

• Reading and studying the Market America Career Manual
• Reading and studying company product literature and/or information
• Communicating regularly with your upline leadership
• Attending meetings, trainings, seminars and conventions
• Coordinating meetings, trainings and seminars, and having convention tickets on hand to sell to Distributors in your downline
• Listening to company audios
• Personal use of Market America products
• Reading and listening to self-improvement materials

Attitude — From Brian Tracey’s Psychology of Selling : The information that follows is provided to better prepare you for the psychological process of “selling” and building relationships. Techniques and mechanics that are fundamental to a successful sales and marketing program will be described. It begins with mental preparation.

Make no mistake about it, we are in the sales and marketing business. If you have been told you can “join” Market America and earn large sums of money without having to sell products, you have been grossly misinformed. Whether we are dealing with product sales or with the promotion of our home-based business, the professional sales techniques are essentially the same.

Selling is a frightening proposition to many people simply because of their lack of professional education in this area. Those who have never taken the time to learn professional techniques should begin to learn now and experience how much fun and how personally rewarding sales and marketing can be.

The most important thing we have to understand in the world of selling is that nothing happens until the sale takes place. The most successful companies in the world have superb selling organizations. They rise or fall on the quality of their sales effort. We can be proud to be salespeople because it is based upon our efforts that the whole economy floats. There are no limits as to where we can go in this profession, if we are properly trained and skilled in selling.

Successful salespeople have learned that rejection is part of the success process, and that it should never be taken personally. Furthermore, sales professionals have learned that rejection is usually a thinly veiled objection and/or an unanswered question. Professional salespeople turn these objections into sales opportunities. By becoming more proficient in your selling skills, you can greatly reduce the level of rejection you have to deal with. Consider the following as you plan and develop your full-time or part-time career in sales:

• Professional sales and marketing people are without question the highest paid individuals in the world.
• 80 percent of all income is earned by 20 percent of the work force. Of the 20 percent, 80 percent are in the sales and marketing profession.
• Professional salespeople live, on average, seven years longer than the average life expectancy of other individuals. This is primarily due to their ability to handle stress much better than most other people.
• Sales and marketing professionals travel more, see more, experience more, and generally live a fuller, more exciting life due to their openness and willingness to experiment and “try something new.”
• Professional sales and marketing people seem to experience more of what they want in every aspect of their lives.

If these considerations represent what you want more of in your life, then set as a top priority your commitment to become as effective as you can at this profession. Focus on your self-image, set your goals, learn the fundamental techniques, and prepare for success.

Before we dive headfirst into mastering the development of our self-image, developing our goals, and the general, fundamental techniques that professional sales and marketing people use to gain the winning edge, you must find out a little more about where you are. These general self-assessment questions should be helpful:

• Are you mentally and emotionally prepared for the challenge?
• Do you believe you can succeed?
• Do you believe that despite the things you don’t know, you have the capacity to learn?
• Do you believe you can cause success to happen on purpose and by design?
• Do you understand that achievement begins with a decision, and your willingness to accept responsibility for your actions?
• Do you understand that decisions are based on internalized goals that must be externalized in specific and achievable steps in order to “force” these decisions to materialize as realities?
• Do you understand these decisions to act must be based, initially, on your belief in yourself?

If you can honestly answer “YES!” to these questions, then you are more than halfway down the road to success. The healthy self-image and self-esteem you possess, coupled with the right vehicle, will allow you to overcome any challenge that may present itself before you.

If your honest answers to these questions were “NO” or “I’m not sure,” you are not alone. Today, even in America, which is still regarded as a land of unlimited opportunity, most people live their daily lives with a low self-esteem and a mediocre self-image, especially when evaluating their chances of achieving financial success.

Where does this lack of confidence come from? How did we develop these negative “belief systems” or mindsets relative to our prospects for achievement and success in business? Is it possible that over time, with the wrong kind of emotional programming, we came to accept as “fact” the falsehood that we are not cut out to succeed in business or life?

With very few exceptions, we are brought into this world with healthy, equal self-images, mental attitudes, and a high level of self-confidence. From that point on, however, things begin to change quite rapidly. The level of our self-image, mental attitude, and self-confidence will rise or fall, depending on what we are exposed to on a daily basis for the rest of our lives.

Our fertile subconscious mind at birth could be likened to a huge computer. Soon after birth, the programming process begins on this magnificent piece of equipment called the HUMAN MIND. This is the beginning of the formation of our “belief system.” The programming, however, is done for the most part by other human minds, which have already developed belief systems of their own. If the majority of these people have not achieved much (which most do not), guess what most of us get? Other people’s belief systems and mindsets. Think about what you have been taught to believe about your chances of succeeding!

Our primary programmers, the people in our lives most responsible for what we believe to be true or false, are:

• Our parents
• Our relatives
• Our teachers
• Our friends
• People we have been taught to respect

How many of these “programmers” are successful by your definition of success? Although you may love and respect these people, they may have settled for a “comfortable” life, choosing a lifestyle that requires the least amount of challenge and risk. This choice did not permit them to explore, seek out, and act on the abundance of existing opportunities available. The end result was often financial dependence, all built upon the expectations given to them by their “primary programmers.”

How many of us as children, while riding in a car with one of our primary programmers, have seen a beautiful residential estate with a huge yard (or had a similar experience), and heard the likes of:

• “You can’t ever have that.”
• “It would take forever to clean that.”
• “You have to be crooked to make enough to buy that.”
• “Think how long it would take to mow that yard.”
• “They must have been born rich.”
• “It really is nice, but it’s not for us.”

Our subconscious mind is completely neutral. It collects and stores information given to it by our conscious mind. Our subconscious mind is not selective. It will store and faithfully deliver back to you in physical form any information put into it, be it positive or negative .

It’s like a computer in the sense that what you put in is EXACTLY what you get out, in “HARD COPY” (or physical results). Thus, you can “program” yourself to succeed . . . or fail . . . if you don’t pay attention to the thoughts/beliefs you’re “feeding” your subconscious.

Continuous positive affirmations given to the subconscious mind by the conscious mind, with regard to your abilities and talents, are the beginning of your positive “belief system.” You can begin developing a positive “belief system” which will propel you towards success right now by the “programming” you allow yourself to be exposed to, or “buy into.”

It should now be apparent to you how critical it is to control who your programmers are. Ultimately, it is you who has complete control over what goes in, what comes out, and what goes on. However, if you don’t protect your mind from being littered with unproductive, negative, and excuse-laden thoughts, then other people — and even you, yourself — may unwittingly make those deposits.

Behavior Patterns and Characteristics of a Poor Self-Image

• Have a reason or excuse for just about everything that goes wrong
• Never are responsible or accountable for their situations
• Beliefs for financial success:
• You have to be lucky
• You have to get an education not available to you
• You must have money to make money (silver spoon theory)
• You can only gain if someone else loses
• Are uncomfortable around people who have winning attitudes because of their own inferior attitudes and petty jealousy or envy
• Associate with people of a similar self-image
• Have trouble making eye contact
• When walking, have a slow misdirected gait with eyes often pointed to the ground
• Rarely take any thoughtful chances or calculated risks
• Reject any new ideas or concepts even though it could better themselves personally and financially
• Live their lives with a small voice inside saying “you can,” only to have this innate whisper of self-confidence muffled by inherited belief systems that are chanting “it won’t work,” or “you can’t do it”

Behavior Patterns and Characteristics of a Winning Self-Image

• Look for solutions to problems, not excuses for them
• Believe to be successful they must:
• Define what they want
• Crystallize what they want
• Take action, putting forth time and effort
• Obtain specific and relative knowledge
• Associate with successful people
• Look forward to the learning process and the optimism created through association with successful people; it’s fun!
• Try to spend as much time as possible with people more successful than themselves
• Are conscious of their mental and physical health, and are aware that both are necessary for success
• Look people straight in the eye, and prefer good eye contact
• Walk briskly, as if they always know where they are going with head held high, and eyes looking forward
• Live their lives knowing that if they truly decide to do something, they can succeed no matter what it may be

Knowledge: There are three basic topics you must know and be able to communicate to your prospective Distributors. You will gain this knowledge through preparation, study, and experience (that is, “repetition”). The three basic topics are: 1) the answer to “What is Market America?”; 2) development of a personal two-minute commercial; and 3) the ability to present the Market America business opportunity.

Developing Your Answer to: “What is it?”: Developing an answer to “What is it?” is necessary to be most effective when cultivating new possibilities and preparing you to talk naturally, sincerely, and confidently about Market America. It is recommended that you refer to the Prospecting/Recruiting/Sponsoring section of the Basic 5 CD (Code 1925CD) for further details.

Example: Market America is an innovative product brokerage and Internet marketing company specializing in One-to-One Marketing.

Example: Market America is a product brokerage and Internet marketing company. We set up UnFranchise ® Businesses which have all the systems and advantages of franchising, but we have eliminated the franchise fees and royalties. Each UnFranchise Owner manages a team of Independent Distributors who collect data on what their customers want. This information is entered into the company’s database. Market America locates the manufacturers that make the desired products and then delivers them to the customer. This type of marketing is the wave of the future. It is called One-to-One Marketing. We teach people how to make money doing this.

Developing Your “Two-Minute Commercial”: A Two-Minute Commercial is a testimonial of the real reason WHY you are doing this business, accompanied by an appealing description of the business. Prospective Distributors need to have a sense of purpose because it’s that sense of purpose that is going to sustain them and maintain them through the highs and lows of the business. And there will be highs and lows. This is a business. It is important to try to not get too high nor too low. Keep an even keel as you grow and develop.

Example: I am sick and tired of living month to month on a salary that never seems to grow. Unexpected expenses always seem to devastate my checkbook and deplete my savings account, and I never seem to pay down my credit card debt. When I began to think of where I will be just five years from now, it was scary. I realized that I am not saving enough money to retire comfortably. I needed a better way. I needed and wanted a plan to improve my financial position and allow me to create time freedom.

I decided to establish an UnFranchise ® Business through Market America, allowing me to work part-time from my home about eight to 15 hours per week without affecting what I was currently doing. This business allows me to work a plan for my own financial success, rather than a plan for someone else’s financial success. I am now on my way to achieving my personal and financial goals.

I am looking to expand my business in the area. I realize that you are very busy, but I was hoping you would be nice enough to help me out. Who do you know that is looking for a better way to achieve their financial goals? If you lead me to a couple of people who qualify, we can work out something that will be mutually profitable. I realize that it would be difficult for you to give me referrals without first evaluating this business plan. Why don’t we schedule a time to get together so I can provide you with complete details of how the UnFranchise System actually works. What is better for you, Tuesday or Thursday? Afternoon or evening?

The Market America UnFranchise Business Presentation: Presenting Market America’s business opportunity is a necessary activity to control your timing and progress, thus increasing the chances for your success. For a complete script of Market America’s UnFranchise Business Presentation, simply log onto your UnFranchise Business Account. The script includes the following sections: Introduction to Market America , People Need a Better Way , Market America Products , UnFranchise Business Development System , How You Are Compensated , and It’s Your Decision .

To make your follow-up efforts more efficient and effective, Market America also provides a questionnaire as a guideline for you to follow. Use this questionnaire to help you determine the interest level of your prospects and thus the best way to follow up. To print a copy of the prospect questionnaire, simply log onto your UnFranchise Business Account.

GOALS AND A GOAL STATEMENT: The following section on “Goal Setting” will provide you with a step-by-step approach for establishing your goals. To establish a realistic, well-defined, and well-planned goal structure takes time and considerable thought. By far, the most important prerequisite for goal setting is your belief in yourself. If you do not believe you are capable of achieving whatever it is you desire, then save your time and effort. Goal setting will not work for you. Defining one’s goals builds desire.

Developing Specific Business Goals & Objectives: In order for this business to take on true meaning for you, it is critically important to set aside quality time to create and design the life that you have imagined and deserve. “Anybody can wish for riches, and most do, but only a few know that a definite plan, plus a burning desire for wealth, are the only dependable means of accumulating wealth.” — Napoleon Hill. What your future is like with Market America depends on your goals and your goal statement. Development of your goals and goal statement is the second element of the Basic 5.

Before Market America, you did not have a vehicle that could take you anywhere you wanted to go and enable you to achieve anything you desired. The vast majority of people trade time for money as they work a plan for someone else’s success — a J.O.B. (Just Over Broke). Unfortunately, when people work a job, most lose sight of the things or lifestyle they have dreamed, because everything they want ultimately cannot be achieved or obtained with their J.O.B. However, now that you have established your UnFranchise Business, you can dream big and think big as the confines and limitations from your proverbial box (J.O.B.) from which you were living are eliminated!

The challenge for most people is that they have difficulty dreaming big and thinking big, even though the sky is the limit and everything is attainable with Market America. Their thoughts, ideas and goals are simply not in line with reality; therefore they cannot accept it, they do not take the first step, and what they want does not manifest. “Whatever the mind of man can conceive and believe, it can achieve.” — Napoleon Hill.

In order for a thought, an idea or a goal to manifest, you must first think it. Everything starts out as a thought. You must then visualize it regularly (the check, the Pin Level, the organization, the lifestyle), concentrate on it, focus on it, feel it and become it, which results in belief. You must then commit to it and act as if it is a reality. “Think big. You will never be bigger than your thoughts. Dream big; you will never be bigger than your dreams.” — JR Ridinger. You must break it down into a detailed plan to bring it in line with reality in order to accept it. Once you accept it, you will take the first step and thus demonstrate your belief through your actions, leading to the manifestation of your idea, thought or dream.

Everyone has different needs, desires, goals and dreams. The idea is to take ownership of the fact that Market America is the vehicle that can enable you to realize the power of your dreams. This can only be accomplished by taking the time to develop a Goal Statement. If you do not have a Goal Statement written out with a detailed plan of how you are going to achieve your goal, you are not Go Now, because you have not satisfied all elements of the Basic 5. A Goal Statement is your road map or staircase to your goals.

Before you develop your goal statement, you must first define your dream and purpose. What is the driving reason WHY you are doing this business? If you cannot write it down, then you do not have it or you do not know it. You need to have a sense of purpose because it’s that sense of purpose that is going to sustain and maintain you through the highs and lows of the business.

There Are Five Steps to a Goal Statement:

(1)   Decide what you want. The things or lifestyle. It is best to define your short-term and long-term goals and list them in ascending order of attainability. Next is to determine the income necessary to support your lifestyle or goals. Then, figure out how many Business Development Centers you need qualifying for commissions to attain the income level and finally the Pin Level to which it translates.

(2)   Decide when you want it. Set target dates for the achievement of each goal. You must set a date even if it is wrong. You will measure your progress against the date and adjust the date or the goal to be in line with reality.

(3)   Determine what you are willing to give the business in the way of time, effort and sacrifice in order to obtain the goal. Determine what you must overcome in order to be successful in the business.

(4)   Develop a detailed plan of what you must do each year, each month, each week and each day to achieve the goal. The principle of having a detailed plan is to bring your thoughts, your ideas, and your goals in line with reality. Remember: this business is built most effectively one day at a time, working consistently. Your detailed plan provides you with a staircase or ladder to your goals and dreams. All you have to do is take the daily steps in the detailed plan and they add up to the weekly goal, which ensures the achievement of the monthly goal and the annual goals. By progressing on a daily basis, you will achieve your weekly, monthly and annual goals. The following is an example of a detailed plan:

Everyday Steps — Cultivate two possibilities, call one prospect, read your Goal Statement and listen to an audio.

Each Week’s Steps — Make six to eight calls to show the Plan to one person, show the Plan to one to two people, follow up with a prospect, conduct one to two ABC meetings/trial runs, attend one UnFranchise Business Presentation (UBP), develop one to five customers, call your sponsor, managing Certified Executive Coordinator, or person holding you accountable to your detailed plan.

Each Month’s Steps — Sponsor one person, show the Plan to four people, service a minimum of 10 Preferred Customers, advance three levels of ABC pattern/two legs, attend monthly meetings or trainings.

Consider this: your detailed plan may differ from this example, as the ratios are different for different people. However, you must learn the process. Check where you are daily, weekly and monthly, and adjust.

(5)   Finally, write it out in a 50- to 100-word statement and read it twice daily. This process literally will work miracles. You need to have a written Goal Statement. Fine-tune it each week or month until it is line with reality. The repeated reality checks will keep you focused and on your way to success with Market America. Remember, people don’t plan to fail, they fail to plan. Without goals and a plan, you lack direction. If you aim at nothing, you are going to hit nothing.

If you want things to be different, you have to plan now. Determine what you want to change. Assess what you have not been doing and how you can improve. Remember, if you continue to do the same thing, the same way, you will get the same result. If you keep thinking the same way, you will end up in the same place. Think big, because you will never become bigger than your thoughts. So, set out to determine how you want your life to change — make a list. Decide what you want to see happen in your life and in your business and make it happen! Most importantly, have fun!

To get started, please reference the Getting Started Guide , and take the time to enter target dates for each of the following Specific Business Goals and Objectives:

(1)   I will commit ____ hours per week to my Market America business.

(2)   I will commit ____ nights/days per week to this business.

(3)   I will personally sponsor two qualified Distributors (to activate) by (target date) __________

(4)   I will reach the Coordinator Level (receive first USD$300 check) by (target date)___________.

(5)   I will reach the Executive Coordinator Pin Level (receive first USD$1,500) by (target date) ______________.

(6)   I will earn an annual income of USD$______________ by (target date).

Whatever it is, it should be based on your Goal Statement. This business is not so much about money. Your Goal Statement doesn’t revolve so much around money because money is just an enabler. The money will enable you to get whatever you desire out of life. This needs to be understood and embraced.

(7)   I will register a minimum of 10 Preferred Customers online by (target date)___________

Please refer to the Getting Started Audio in the Audio Download library for more detailed instruction when developing a Goal Statement and Detailed Plan. It is also recommended that you meet with your sponsor and/or your managing Certified Executive Coordinator to help you with your Goal Statement.

Let’s take goal setting a step further. Every successful Distributor knows that one of the Key Success Factors in building a strong, profitable and stable organization is ensuring that each Distributor that is brought into the organization creates and regenerates product sales on a consistent and frequent basis. Market America refers to this Key Success Factor as accomplishing or achieving BASE 10. (Please refer to the section Building a Solid Foundation “Base 10” in the Getting Started Guide & Action Plan for Success to see a visual depiction of the following information.) Building a solid foundation “Base 10” simply equates to a Distributor establishing a repeat retail customer base of greater than or equal to 10 customers each purchasing greater than or equal to 30 BV worth of products every four weeks. This would equal a minimum of 300 BV. It is imperative to the overall success of a Distributor’s organization that each and every Distributor within that organization achieves BASE 10. There is no reason to bring a Distributor into your organization if they are not going to create and regenerate BV on a consistent and frequent basis. The first step in achieving BASE 10 is to truly become a Product of the Product. This is accomplished by purchasing a minimum of 100 BV worth of products from GLOBAL.SHOP.COM that you use on a monthly, bi-monthly or quarterly basis. It makes no business sense or common sense to purchase these products from somebody else’s business when you can purchase them from yours. If you will take the Home Shopping List and check off all those products that you use personally on an ongoing basis, you will find that there is 100 BV or more worth of products you should be purchasing from your business on a monthly basis. Once you are using these products and experiencing positive results it is very easy to share those experiences with others. This is the initial step in creating a customer base! The process of sharing positive results experienced by you with others is nothing more than “word-of-mouth advertising,” which is the most cost-efficient and effective means of promoting and marketing a product, good or service. It all starts with you! You have to be a product of the products you are marketing so that you can create the repeat retail customer base that is necessary for building a productive, stable and profitable organization; remember, people do what you do, NOT what you tell them to do! At a minimum, you MUST be using greater than or equal to 100 BV worth of products personally each month and building a repeat retail customer base that regenerates greater than or equal to 300 BV in sales each month in order to LEAD others in your organization in doing the same! This equals a minimum of 400 BV per Distributor. But it all starts with you . . . being a Product of the Product!

At a minimum, we want our new Independent Distributors to be earning greater than or equal to USD$300 monthly after six months in this business. This is accomplished by ensuring that every Distributor in your organization is selling greater than or equal to 400 BV worth of product on an ongoing monthly basis. This 400 BV does not include qualification volume for new Distributors joining your organization. We are only using ongoing, consistent volume that is being created on a monthly basis.

Let’s discuss how to create 400 BV per month. First, after one month in this business the new Distributor needs to personally purchase and use greater than or equal to 100 Personal Business Volume (PBV) of product monthly. You need to be buying product from yourself and using it. You cannot share an experience about a product or a service if you haven’t personally experienced yourself. The quickest way for a brand new Distributor to satisfy this 100 PBV is to enroll in Transfer Buying for a minimum of 100 PBV. This only makes sense because they are already buying over 100 BV worth of products, goods and services from other stores.

In meeting your retail sales goals, we want to establish a repeat customer base of greater than or equal to 10 customers, each purchasing greater than or equal to 30 BV worth of product a month. 30 BV is equivalent to one 100-gram bottle of OPC-3 ® and one Isotonix ® Multivitamin. Or it could be a bottle of TLS ® Thermochrome and a bottle of OPC-3. Who do you know that uses health and nutrition products? Our vitamin line is superior to anything on the marketplace. Therefore, anybody you know who uses health and nutrition products should be an automatic 30 BV. Our goal is to create 10 repeat retail customers of greater than or equal to 30 BV. Everybody can do this. The tasks and activities set forth in the Getting Started Guide & Action Plan for Success is this. Anybody can do it if they choose to. If they don’t, it won’t be because they can’t, it will be because they won’t. Remember the difference between success and failure. You need to eliminate the words “I can’t” from your vocabulary. Your choices are the only thing that you can completely control.

Now based on this, remember we are working with adults and they are visual learners, so we’ve got to SHOW them what USD$300 a month looks like to enable them to conceptualize it and thus make it real. Let me explain what USD$300 a month looks like. If every Distributor in the organization equates to the 400 BV at bare minimum, then they only need three Distributors in their left organization and three Distributors in their right organization, each generating 400 BV monthly, which generates 1,200 GBV from their left and 1,200 GBV from their right organization. This results in earning USD$300 each and every four weeks. “Base 10, Seven Strong” (you plus three Distributors on your left and three Distributors on your right). This is powerful! Would earning USD$300 every month like clockwork, whether or not you decide to get out of bed in the morning, make a difference in the lives of a lot of people that you know? Absolutely.

The next step is to help your two “Go Nows,” (people that deserve our time, attention and mentorship). These two people will identify themselves by what they are DOING! These people may not be the one directly on the left and one directly on the right. It may be 15 people down. But we want to find one on the left and one on the right and help them duplicate ”Base 10, Seven Strong.” We want them to earn USD$300 a month in the same fashion. If we help two people earn USD$300 a month like clockwork, that means that they’re each generating 1,200 GBV every four weeks on the left and 1,200 GBV every four weeks on the right of their organization, which automatically results in 2,400 GBV and 2,400 GBV to you, the new Distributor. So now you, the new Distributor, are earning greater than or equal to USD$600 a month from the MPCP.

Let’s take this a step further. At a minimum, we want a new Distributor earning USD$1,500 each month after 12 months in the business. This should be a goal for every Distributor you sponsor. When someone is making USD$1,500 every four weeks, that has nothing to do with new people coming into the business and qualifying their Business Development Centers, or whether he/she gets out of bed or not that day, that person does not want to give this income up, and therefore is not going anywhere. Even better, you’ve got two people making USD$600 and four people making USD$300, every four weeks. You are now laying a solid foundation, creating profitability as well as security and stability. By the way, our goal is to build two sales and distribution organizations each generating an excess of 5,000 GBV a week.

This business-building strategy will create USD$2,100 a week. Remember, you can’t earn USD$2,100 a week until you make USD$300 a month first. Nobody that is making USD$2,100 a week achieved it without making USD$300 a month first.

Take note: by following the Getting Started Guide & Action Plan for Success , we have goals for business, retailing, organizational growth and training. Anyone can satisfy the tasks and activities set forth in the Getting Started Guide & Action Plan for Success if he/she chooses to. If they don’t, it won’t be because they can’t , it will be because they won’t . Remember the difference between success and failure. The individual who succeeds simply does what the individual who failed did not do or was not willing to do. You need to eliminate the two words I can’t from your vocabulary. Your choices are the only thing that you can completely control. Have fun!

Goal Setting: Just Exactly What Is It That You Want?: As stated previously, self-confidence and a strong sense of self worth are necessary in order to achieve your objectives. But what are your objectives? What is it that you really want? Have you put any serious thought and planning into what you want to accomplish? The clearer and more precise your objectives are, the better your chances for their attainment.

What are your motives for devoting time to Market America? You were not looking for Market America so that you could tell friends and family that you are now in a marketing business. You were looking for a “vehicle” that could transport you from where you are now to a new level of financial independence, which you desire .

When Market America Independent Distributors are asked, “Why are you putting your time and effort into this business?” responses generally take the form of:   

• “I want to earn extra money.”
• “I want to be financially independent.”
• “I’m going to get rich.”
• “So I can retire comfortably.”
• “So I can afford to do what I want to do.”

These statements, and others like them, are for the most part empty, unemotional wishes, about a level the person has never been close to before. These unrealistic statements have probably been used to describe motives for other endeavors embarked upon which came up short. These idle statements about the desire for money are entirely too vague and unrealistic to generate the desire necessary for people starting in this business.

A very simple concept is very applicable when establishing one’s goal strategy. This concept is, “If you take care of the little things, the bigger things will happen automatically.” What is financial independence but a series of smaller accomplishments that, when combined, create a new and more exciting position in life for you? What importance does money have to you, except to be used to purchase the things that money can be exchanged for? Those are the things we really want.

Isolate any one of your goals, and its accomplishment will seem much more believable to you. A system for accomplishing a succession of these goals will lead to clarity and focus when it comes to the bigger goals that many people only talk about, but don’t really believe are possible for them.

Accurate and worthwhile goal setting requires that we understand the principle of “crawl before we walk, and walk before we run.” If your goals are not realistic for you, the desire necessary for pursuing their attainment will not be there. Concentrate on the process , one step or goal at a time, not the product .

The step-by-step system that follows is designed to assist you in the formation of a solid, realistic and believable set of objectives. You will begin to see and understand that by reaching a number of smaller objectives, you will develop the confidence within you to start believing that your larger objectives are very achievable. Your level of thinking and your level of expectation will continue to rise, bringing with them goals that were previously only idle dreams. As the pilot of your own business, it is imperative that you know exactly where you are going with the powerful vehicle Market America has provided.

Step 1: Developing A Master List

Find a relaxing environment where you won’t be disturbed for a couple of hours. If you have a spouse, make sure he/she is with you. Have on hand a couple of pads of paper and pencils or pens.

Now sit down, relax and begin committing to paper everything you can think of which you want. Write down absolutely everything you have ever thought of having or experiencing. It does not matter how small or how big it may seem to you. Write it down!

How you are going to acquire these things is of no consequence at this time. Don’t even think about it. Just keep thinking about things you want or desire to experience, and write them down. You should be able to fill several pages with these desires. To get started, you might consider the five major areas of life:

• Family Goals
• Personal Goals
• Spiritual Goals
• Business Goals (i.e., Market America Pin Levels)
• Financial/Material Goals

Writing these goals down on paper is the first step towards their attainment.

Step 2: Categorizing Your Goals

After putting your desires in writing, begin the process of placing each in an appropriate category. Using your master list of goals developed in Step 1 above, place each goal in one of the five categories described earlier (i.e., family, personal, spiritual, business and financial/material). Organizing your goals in this manner will begin to show you where your strongest motives lie. By organizing your goals into specific areas of your life, you have taken one more important step towards defining what you want.

Step 3: Prioritizing Your Goals

Now is the time to decide what your most important projects are. These projects will be the things that need to happen first. Your immediate priorities may come from one, any, or all five categories. Prioritize your goals into three timeframes:

• Short-Term Goals — To be achieved starting now to 18 months.
• Mid-Term Goals — To be achieved in 18 months to three years.
• Long-Term Goals — To be achieved in three years and beyond.

Begin to study and analyze your short-term goals. These should be goals that must be accomplished on a “right now” basis and also must be accomplished before you can realistically approach your larger mid-term goals.

Concentration on these short-term goals will be your mental diet or food for your subconscious mind. It is the visualization of these goals with which you will feed your mind – at least two meals a day (morning and night).

Step 4: Emotionalizing And Crystallizing

Take all of your short-term goals and thoroughly define each one. Following are examples of how to further crystallize your short-term goals:

• Microwave Oven — What brand, what options, what size, what price, and when do you want it?
• Getting Out of Debt — What are your debts (list them separately), which are most pressing, what is the amount of each, what is the monthly payment required to pay them off in the timeframe you have set?
• New Car — Make, model, options, color, price, monthly payment, down payment and insurance costs? Drive one and obtain brochures.

If you will specifically define your goals, you will eliminate unproductive guesswork about where you are going and what needs to happen to get you there. Once your goals are crystallized, live and think about your goals. Imagine already being in possession of them. Read your goal list and study it each morning and night. Now you are giving your subconscious mind the right kind of programming for the purpose of achievement. If your thought process becomes focused on the attainment of these goals, your inner desire will take over and you will not be denied the things you have decided to have.

As you begin to attain your short-term goals, the next step becomes mid-term goals. Your mid-term goals become your new short-term goals. Put them through the same crystallization process. Soon your long-term goals start to look very attainable, your level of thinking and self-worth are dramatically improved, and you have a solid “road mapping” system for getting you where you want to go. As you develop new short-term goals to replace those attained, remember these mandatory elements:

• They must be your goals, not someone else’s
• They must be realistic and attainable
• They must have a time deadline for accomplishment
• They must be read and visualized at least twice a day
• Use visual tools such as brochures, pictures, catalogs, your written descriptions, etc.
• Experience whenever possible (i.e., test drive the car, try on the jewelry, walk through the house, etc.). This helps emotionalize your goals.

Developing a Detailed Plan of Action and Goal Statement: A detailed plan of action is your blueprint for success. It is analogous to a business plan and strategic plan of a successful corporation. It is, virtually, a road map towards the attainment of your goals. Without it, you have very little or no direction. Distributors without a detailed plan of action wander aimlessly, often confusing activity with productivity. Without this plan, you have no control over your direction or outcome. A detailed plan of action will enable you to create circumstances and control your progress, rather than being a victim of circumstances.

Even though you now own your own business and work for yourself, you need to have a contract with yourself. This contract will take the form of a Goal Statement. This Goal Statement will be a written summary of your goals, timeline for achievement, and commitment to attain them. It will be carried on your person at all times.

Detailed Plan Of Action

In the previous section, “Goal Setting,” you went into considerable detail defining exactly what you want. You identified your short-term goals (recommend a minimum of five), established their priority, and set a deadline date for attaining each goal. The following four-step process will guide you through developing a detailed action plan for achieving your goals.

Step 1: Creating The Target

Using the table provided (make several copies) enter the following information:

• Short-term goals
• Lump-sum amount, if down payment is required
• Monthly income required to maintain
• Cumulative monthly income to maintain (multiple goals requiring payments)
• Number of Business Development Centers earning a minimum of USD$1,500 every four weeks
• Associated Pin Level from the “Market America Ladder System of Achievement”
• Realistic date to be achieved, given the amount of time you are devoting to the business on a weekly basis

Step 2: Fine-Tuning Your Date Of Achievement

You already estimated when you thought you could achieve your short-term goals. Now let’s fine-tune the dates for achievement, or better yet, let’s validate the date you set. How many Distributors will you have to sponsor? How much Group Business Volume does your organizations have to generate? How many potential Distributors do you have in mind?

Let’s assume it takes the average person two to four weeks to really get rolling with the business. Let’s also assume that you need to sponsor four people, as determined as you are, in each leg to ensure your Business Development Center(s) is completing the pay cycle (initially) every four weeks.

If your goal requires one BDC earning equal to or greater than USD$1,500 every four weeks, then you would need to sponsor eight  people as determined as you are, four in your left organization and four in your right organization. It is true it only takes two, but if you are in a hurry, don’t want to be dependent on others, and don’t want to leave attaining your goals to chance, you will need to sponsor eight. If your goal requires greater than USD$1,500 every four weeks: 1) build your BDC’s organizations into earning USD$2,100 per week; and 2) take advantage of the re-entry authorizations and duplicate the efforts on your initial Centers.

With the time you are putting in and the number of prospects you have on your list, how long do you feel it will realistically take to accomplish what is necessary to attain your goals? There is no way to project exactly, but make a realistic estimate based on our previous assumptions. Then, readjust the achievement dates accordingly in your table from Step 1.

Now, for the first time, you have well-defined goals. Your business should be taking on a new meaning. Business Development Centers and Pin Levels take on new dimensions because they have been translated into your own personal goals.

If you are not satisfied with your realistic or readjusted date for achieving your short-term goals, pay close attention to Step 3, “Determine What You Will Do To Attain Your Goals,” which follows.

Step 3: Determine What You Will Do To Attain Your Goals

This step in developing your detailed plan of action is extremely important. Often it is the most difficult step because it requires self-examination. No goal is achieved without some commitment and sacrifice. Each of us has to develop, in different ways, in order to perform to the level necessary for goal attainment. If this business can give you anything you want, what are you willing to give back to the business? This question includes what we must sacrifice. Sometimes we have to remove obstacles that are preventing us from succeeding. For example, you may be a “couch potato” after work; you may have to temporarily give up “Monday Night Football,” or “Saturday’s Game of the Week;” you may have to temporarily give up your bowling league, or stopping after work with friends at your favorite gathering. You have to decide! Are the sacrifices you have to make worth attaining your goals? If the answer is no, then you probably didn’t open up to the goal setting process, nor did you identify a goal that really motivates or inspires you. Before, you never thought about it in detail because you didn’t have the vehicle that made your goals realistically attainable. Now that you have a vehicle, it is possible.

Maybe you feel that you don’t have the money to obtain the necessary products and sales aids, or to travel to trainings. Yet, you are spending USD$100 per week on entertainment or things that don’t contribute at all to attaining what you really want. After all, when you have attained your goals there will be plenty of time and money to do the things you had to temporarily give up.

Next, what must you overcome? What are your fears or areas needing self-improvement that might prevent you from succeeding? Is it negative thinking? Is it the association with negative, narrow-minded individuals? Is it fear and hesitation about talking to people? Is it procrastination? Is it laziness? Is it your inability to persist and not quit whenever presented with a challenge? Be honest! The first step in resolving a problem is identifying and acknowledging that one exists.

Lastly, what are you willing to give in order to attain your goal? How much time each month, each week, each day are you willing to commit? How much operating capital (money) can you commit to the development of your business? How many trainings are you willing to attend? How many meetings are you willing to hold each week? Are you willing to read and listen to audios in order to obtain the necessary knowledge for succeeding in your business? Be honest and realistic. Visualize it, then write it down.

Once you have answered these questions, summarize the information in the following chart.

What I Will Do, Commit, Sacrifice, Overcome

Sacrifices:

Areas for Self-Improvement:

You may have found additional resources after completing Step 3 that you weren’t aware you had when fine-tuning dates of achievement in Step 2. You should then go back to Step 2 and readjust your date of achievement for your short-term goals – for earlier completion!

Step 4: Monthly, Weekly, Daily Activity Requirements — A Detailed Plan

Write out a detailed plan of required activities that must be accomplished each month, each week, and each day in order to achieve your goal. By doing this, you virtually ensure your success. Example: You want to have three BDCs (from the Master UnFranchise ® Owner Program), each earning at least USD$1,500 every four weeks by the end of six months. This means you need four strong organizations. You are not going to depend on someone else’s timing or production, and are not going to leave your goal to chance. You know you need to sponsor four people, as determined as you are, into each of the four organizations. This is the equivalent of 16 Distributors over a six-month period. Over a six-month period, you would need to sponsor 2.67 Distributors per month; let’s call it three per month. To sponsor three per month you may have to show the business to as many as 12 people. To show the business to 12 people per month, you may have to approach 24 people, depending on the quality of the prospect, your knowledge/skills, and relationship with the prospect. Let’s now complete the sample plan below.

Monthly Requirements:

• Approach:              24
• Show Business:     12
• Sponsor:                  3
• Attend one meeting or training event
• Attend two UnFranchise Business Presentation (UBP) meetings
• Sell USD$200 retail sales
• Develop one Preferred Customer

Weekly Requirements:

• Approach:               6
• Show Business:      3
• Sponsor:                 1 (three out of four weeks)
• Attend one UnFranchise Business Presentation (UBP) meeting (every two weeks)
• Attend one training (every four weeks)
• Follow up with people shown the business from previous week
• Call upline leader
• Sell USD$50 retail sales
• Add one new retail customer

Daily Requirements:

• Approach:               1 (six out of seven days)
• Show Business:     1 every three days
• Sponsor:                 1 every 10 days
• Read Goal Statement twice
• Read 30 minutes of business information
• Listen 30 minutes to self-improvement audios
• Work on additions to prospect list

Now, summarize the chart you have completed for your own goal attainment in a few sentences.

Goal Statement

Using the information you have generated in Steps 1 through 4, summarize each into a 50- to 150-word written statement on a single sheet of paper. This statement will include:

• What you want (goals)
• When you want it (dates)
• What you must change (habits, time/money management, self, etc.)
• What it will take (each month, each week, and each day)

Commit to it in writing, carry it with you at all times, read it twice a day, and revise it as necessary to include new goals as old goals are attained. You will be amazed at what begins to happen. Only those who have experienced it understand it. You must do it for 30 consecutive days without fail. Be persistent. Success is a habit. Most of all, remember that your Goal Statement is a contract with the only person to whom you can entrust the success of your business and the attainment of your goals — THAT PERSON IS YOU !

REFERRAL SALES: Developing your own personal customer base can be simple or difficult, depending on your attitude and your approach to it. If you follow the suggestions in this section, your personal sales will be both a rewarding and profitable experience. The end result is long-term Preferred Customers, providing both stability and profitability to your business.

The first and most important method is your personal use. You must become your best customer. It is imperative that you believe in the products you are going to recommend/refer. This can be best accomplished by your own personal use. Try them all. By doing so, you will learn about all of the products available to you for retail from GLOBAL.SHOP.COM. In addition, your organization will do the same. Remember people do what you do , not necessarily what you say to do. In addition, the volume from your own personal use will help to ensure that the month-to-month accrual of Group Business Volume is secured until you begin to receive commissions. Imagine every Distributor in your entire organization just using all of his/her own products.

Market America makes personal use of your products easy, through its Transfer Buying Program. It allows you to maintain a standing monthly order that will be shipped to you each month. It only makes sense to purchase products from your Mall, rather than someone else’s.

In this section, we will discuss numerous marketing techniques. Combining these techniques with the knowledge and insights to professional selling skills found later in this manual, you will be equipped to build a large business and teach your organization how to build a strong repeat customer base. This will translate into a steady stream of volume generated week after week, resulting in secure ongoing income to you from the Management Performance Compensation Plan. Remember, ongoing income is not based on the sales that one Distributor generates but on the total sales that many Distributors collectively generate. With Market America concept, you can make a lot of money selling market-driven products, as well as earn continuous ongoing income by duplicating those sales through the UnFranchise ® Business Development System. The more repeat customers your organization is serving, the greater and more secure your ongoing income will be.

As previously stated, the foundation of establishing a solid retail customer base begins with using and believing in the products you choose to retail. The second step is to specialize in one to three stores and obtain specific knowledge relative to each product in those stores. As time goes on, your personal needs and the needs of your expanding customer base will lead you into other stores within the Mall. Becoming knowledgeable about this information will better prepare you for approaching prospective customers and teaching them about the benefits these products have to offer.

Market America offers a multitude of in-depth information contained in audio downloads, CDs, DVDs and information packages available for purchase. Another tremendous source of specific product information can be obtained by attending trainings, seminars and conventions. The more you learn and know, the greater your ability to approach prospective customers in a confident manner.

The information that follows is designed to provide general retailing, merchandising, selling and marketing techniques which can be applied to any specific store or product. You simply need to fine-tune and adapt the techniques to the stores or products. These techniques, using product knowledge, virtually guarantee success in retailing your products.

One of the Key Success Factors in building a strong, profitable and stable organization is ensuring that each Distributor that is brought into the organization creates and regenerates product sales on a consistent and frequent basis. Market America refers to this Key Success Factor as accomplishing or achieving BASE 10. By implementing the Base 10, Seven Strong business-building principle, you will ensure that your UnFranchise Business is being built properly, which will result in a solid and resilient business. To see a visual depiction of Base 10, please refer to the section “Building a Solid Foundation ‘Base 10’ in the Getting Started Guide & Action Plan for Success . For further illustration and explanation of the Base 10, Seven Strong principle, log onto your UnFranchise Business Account.

Take note: By following the Getting Started Guide & Action Plan for Success , we have goals for business, retailing, organizational growth, and training. Anyone can satisfy the tasks and activities set forth in the Getting Started Guide & Action Plan for Success if he/she chooses to. If they don’t, it won’t be because they can’t, it will be because they won’t. Remember the difference between success and failure. The individual who succeeds simply does what the individual who failed did not do or was not willing to do. You need to eliminate the two words “I can’t” from your vocabulary. Your choices are the only thing that you can completely control. Achieve Base 10 and register each of your customers as Preferred Customers online. Have Fun!

*Don’t forget, registering all of your customers as Preferred Customers and crediting the purchases of these customers enables you to submit your Distributor Sales Report (Form 1000) online! This becomes a tremendous convenience and also greatly minimizes the chances for making a mistake. The only way to utilize the online Form 1000 submittal is to register your customers as Preferred Customers through your UnFranchise ® Business Account .

Psychology Of Selling: Before we begin discussing specific methods or techniques for developing your own retailing and merchandising system, let’s deal with the individual who is convinced that he/she cannot sell. It is always interesting to hear people try to sell their sponsor on the fact that they just can’t sell. When people are asked why they can’t share the product and tell people about a product they are using and believe in, the response is amazing. They go into a long explanation with enthusiasm and conviction as to why they can’t sell. They go on and on “selling” their reasons as to why they can’t sell. They do such a good job that they just about end up making their first sale! They almost end up selling their sponsor on the idea that they can’t sell. Ironically, they have just proven to their sponsor that they are a fantastic salesperson.

Let’s face it — we are all salespeople. If we have a full-time job, we sold our current employer on ourselves or they would not have hired us. If we are married or have a steady relationship with someone, we have sold him/her on the benefits of maintaining that relationship. If we have children, we sell them on our values and the behaviors we expect from them daily. If we enter into almost any kind of conversation, we end up, most of the time, attempting to sell our beliefs and opinions on just about any given subject.

There are two major obstacles in selling. The first obstacle is the customer’s fear of making a mistake. The second major obstacle in selling is the salesperson’s fear of being rejected. Until a salesperson develops confidence, a high self-concept, and resilience to bounce back from inevitable rejection, he/she cannot sell successfully. All outstanding salespeople have reached the point where they no longer fear rejection.

Sales are usually based on friendship, building a relationship, and developing a rapport. People will not buy from you until they are genuinely convinced that you are their friend and acting in their best interest. There is a direct relationship between your level of self-esteem and how well you get along with different people. The best salespeople have a natural ability to make friends easily with prospective customers.

A key element in selling is enthusiasm. A sale is a transfer of your enthusiasm about the product or service into the mind and heart of the other person. The reason so many people fail in sales is that they do not stay with it long enough to get those first winning experiences that raise their self-esteem and self-concept. That is why it is so important from the very beginning to say to yourself that nothing is going to stop you until you are a success !

Retailing, Merchandising and Marketing Techniques: In this section, we will discuss the following methods or techniques for retailing and developing your own merchandising system, including:

• Developing a customer list
• Sample or trial-size test-marketing
• One-on-One sales
• Home previews, clinics and/or special presentations to interest groups
• Fundraising
• Referral sales
• Sales from opportunity meetings
• Preferred Customer programs
• Counter displays
• Booths — flea markets, bazaars, fairs, yard sales, tradeshows, special events
• Direct mail

It is useful to study all of these techniques in order to get ideas and an overview. You can select the techniques that are best suited to you and the product lines you are specializing in, but there is no teacher like experience. You will learn more by trying than you will by studying. You will even begin to develop your own ideas and techniques. Don’t be afraid to be creative. Sometimes the best idea or method is the one you create.

Now, let’s examine the specific retailing and merchandising methods or marketing techniques which can be used to sell the product. The objective is to expose the product to the right people and let word-of-mouth advertising take over. The right people are those who have an interest, need or desire for the product.

Developing A Customer List: It is always good to begin by identifying a list of potential customers or “target markets.” Take a blank sheet of paper. List each store or product line in GLOBAL.SHOP.COM that you are interested in dealing with. Assign a number or letter to each store or product line. Next, take a second piece of paper and list everyone you come in contact with. Include friends, relatives, acquaintances and associates. List everyone you buy products or services from. List people at stores or businesses that you visit regularly, such as hair salons, gas stations, dry cleaners, etc. Who do you know at these establishments? Sometimes you don’t even know their name, but you know of them. Who provides services for you on a regular basis: lawn services, housekeeping, mechanics, plumbers, paperboy, exterminators, pool services, postman? Brainstorm! Often, these people are better prospects than the people closest to you.

The next step is to look at each store or product line to which you have assigned a number or letter. By each name on your prospective customer list write the numbers/letters of the store or product line that he/she might want, need or be interested in. Ask yourself questions like these:

• Are they into fitness or athletics?
• Are they health conscious?
• Do they like to wear nice jewelry?
• Are they concerned about their personal appearance?
• Do they need to lose weight?
• Do they have a business or are they independent contractors?
• Does their line of work require skin protection?
• Are they often in situations where self-protection is a key concern?
• Do they have pets?
• Do they own a trailer, RV or motor home?
• Do they own a pool or hot tub?
• Are they looking for a part-time job?

The list goes on and on. You can think of your own questions depending on the products you are interested in. In this process, you can then match the product with the person. Now that you have listed the product line or store by each person’s name, it is beneficial to go down the list of names and list these under each product line, making up a separate list by product line or store. The result is a working list of target markets for each product line or store.

What Do You Do With the List?: The ultimate goal is to develop Preferred Customers or Independent Distributors to manage customers. Use it in conjunction with many of the techniques that follow. Think of which technique is best suited to each person or product line. Keep in mind that building a relationship is very important with each potential customer. Each potential customer has a lifetime value for your business.

Constantly be aware of your target market. Look for opportunities to bring your products up in conversation. Steer the conversation to their particular area of interest or need as it relates to the product. Sometimes, merely having the product with you will arouse curiosity and they will ask you about it. Using the product in front of them stimulates even greater interest. If they ask, “tell the story.” Tell them your experience. Give a personal testimonial. Use your product knowledge to explain the benefits, special features, and price justification. Don’t be overly anxious or “pushy.” You see these people repeatedly. Steadily build curiosity and interest. If you are more aggressive, you can take a more direct approach, using one of the other retailing techniques in this section on contacting the individual directly.

Sample or Trial-Size Test-Marketing: For some products, the most powerful technique is trial-size or sample test-marketing. This is especially effective for nutritional, weight control and skincare products, although the techniques can be employed for many other product lines. Nutrition bars can be sold to test-market, and providing your card and a brochure could very well lead to multiple sales. Tell the story of how good they are. When prospective customers taste the bars, they are pleased and want the bars.

The process is very simple. You “tell the story.” You ask people to try the product to see how it works. When it works or if they like it, they come back to buy it. The sample is a fabulous advertisement and well worth the investment. The more you expose your products to target markets, the more customers you will get. Test-marketing your products should be performed daily. It is simply a numbers game. Remember, customers will purchase over and over again once they are using the product, if you follow up with them. It isn’t just a single sale, but many sales over a year. Also, a satisfied customer usually will lead to other customers over a period of time. Be sure to give samples to people who need, want, or are interested in that product.

One-on-One Sales or Demonstrations: The one-on-one sale or demonstration is one of the most effective methods of retailing. It can be done spontaneously, informally, or by appointment. It can be done with any “store” or product line.

Spontaneous — There are many instances when you are over at a neighbor’s house having coffee, visiting with someone, or at work, where an opportunity will come up to talk about the product. If you carry literature and product in the trunk of your car or a trial size of the product in your purse, this sales method becomes a very natural process. Simply follow the following pattern:

• Tell the story of how you found the product
• Give your personal testimonial
• Show the product; demonstrate it if possible
• Cover the special benefits and features
• Justify the price
• Ask if they want to buy some or if they know anyone who would be interested

This is a simple process of show and tell. It can be used with any product.

Informal — While people are coming to visit you or you are planning to visit them, you can tell them in advance that there is a product you want to show them. In this way they are expecting you to “show and tell” the product. It is not a formal sales pitch. It is very informal and free-flowing. Get them involved in the demonstration. Let them ask questions. Tell them stories about the product. When appropriate, show them the literature. Work the benefits, special features and price justification into the conversation or when you are answering questions.

Appointment — Call your prospects and set up an appointment to demonstrate the product. This is a more formal presentation, but they are mentally prepared for a presentation and give you their full attention. Be sure to show and demonstrate the product. Use your literature to cover benefits and special features. Use credible information, articles, testimonials, and anything else that is helpful in making a formal presentation. Don’t forget to ask for the order and referrals. They are expecting you to ask.

Home Previews, Clinics, Presentations and Parties: All of these terms refer to a presentation held in someone’s home (hostess/host), where friends have been invited over. A home preview is generally referred to as a “showing” of a product line such as the TLS ® , SNAP ™ , Royal Spa ® , etc. The product is displayed, the story is told, and orders are taken.

A clinic or presentation refers to a gathering of people for the purpose of being educated on a given subject. Of course, we are going to show the product. It is good to use the usual sales aids, handouts, a prepared talk, and a demonstration. A clinic or presentation can be put together on any product line. The information covered in the clinic or presentation establishes the need for the product you are going to describe or demonstrate. You actually give a mini-seminar, building the need for the product, showing or demonstrating the product, “telling the story,” and covering the benefits, special features, and price justification of the product. Use magazine and newspaper articles, quote authoritative sources, and use visual aids to support your presentation. Obviously, the possibilities are unlimited. Presentations can be made to special-interest groups, non-profit organizations, or associations. Many organizations have weekly or monthly meetings, where they invite a guest speaker. Sometimes, it is a luncheon or dinner meeting. You can go to the reference section of the library and obtain a published list of associations and organizations. You can also look in the telephone book. Also, local newspapers often have a community section, where local organizations and associations and their meeting times are listed. You may know people who are involved in these organizations or associations. It is always easier when you have a connection. A sample list of organizations or associations that might be open to presentations is as follows:

The list goes on and on. Select a topic that would be of interest to the group, a topic that creates a need for one of the product lines. Remember, these organizations are always in need of speakers and will welcome your call.

There is a whole “subculture” of people who buy through each other and socialize through home parties. There is an extensive network of people right in your hometown who attend each other’s home parties for various companies and product lines. It is a multibillion-dollar industry and market. It can easily be tapped just by booking a home party for someone who is already doing home parties.

A party is slightly different from a home preview or clinic in that it is a more frivolous, informal social atmosphere. Talk to someone who is already doing parties to utilize the format to which he/she is accustomed. Usually the party includes some ice breaker party games, drawings, hostess gifts for guest purchases, incentives for booking a party (discount, credit, or small gift), and refreshments. Talk to the potential hostess and see what he/she is accustomed to, and incorporate some of the things he/she is already accustomed to doing. The key is preparation. Helpful hints: (1) serve modest refreshments; (2) reward the host or hostess with a gift or discount based on the number of people showing up and sales volume.

Recommendation Sales: One of the most effective methods of retailing is using recommendations from satisfied customers. Every time you make a sale, you should ask the client or customer if he/she knows some other people who might also be interested in the product. Take out your appointment book or pad and write down their names, phone numbers, and addresses. It is especially effective to create a special offer, free gift, or discount for a recommendation sale. This makes customers giving you the names feel like they are doing their friends a favor or getting them a special deal. If you can get addresses, it is effective to send people postcards with a special offer, mentioning their friend who recommended them for the special offer. You can also offer the customer giving the recommendation an incentive program for each recommended individual given to you who ends up making a purchase. Create a file card for your customer. For every individual who purchases, give the customer who recommended him/her a five percent discount or a USD$5 to USD$10 credit towards his/her next purchase. Keep the customer informed of the results. You can customize a program like this in whatever way you like. An additional incentive can be given if the customer actually pre-contacts the referrals to let them know you will be calling.

Another successful method is to have referral postcards printed. The postcard should briefly state that the satisfied customer was introduced to a wonderful product by you and highly recommends it. In one sentence, list the benefits of the product and why the customer is pleased. State the special offer the person will receive as a result of being recommended. State that you will be contacting him/her. Have the customer giving the referral sign the postcards. The written copy of the card shouldn’t be more than four or five brief sentences. You then address and mail the cards. Keep a follow-up record and call the referrals a couple of days after they would have received the postcard.

Sales From Opportunity Meetings: One of the easiest and most natural methods of adding customers and making retail sales is right at opportunity meetings. Obviously, not everyone will be ready or interested in getting involved in the business as a Distributor that night. However, you have a captive audience. There is something that almost everyone needs, wants or will be interested in at GLOBAL.SHOP.COM. It is important to give an overview of all the different products at the meeting.

Spend additional time on the products or stores you are emphasizing. Give testimonials, demonstrate your favorite products, and show literature, articles, or credibility materials. It is paramount to have an attractive product display representing all of the stores at each meeting, so that those in attendance can “window shop.” A product display stimulates interest, curiosity, and questions. It allows people to see, touch and feel the products. It is ten times more effective than simply telling people about the products or showing the literature. Be sure to mention in the meeting that they might be interested in some of your products. Offer them a discount if they place an order that night. Encourage them to look at the product display and to ask questions.

In the Follow-Up meeting, ask them, “Which products are you most interested in?” When they answer, pick up the product and let them hold it. Get them involved. Use your product knowledge to explain the benefits, special features, and price justification. If you have testimonial letters, credibility literature or articles, show these to them. Ask them if they would like to try the product or place an order. At least 50 percent of those who do not become Distributors will order product if you follow this technique. And some of the best Distributors started out as good customers.

Preferred Customers: You as a Distributor are an Independent Shop Consultant. Sit down with your prospective customers and ask them if they would like to enjoy special benefits by becoming a Preferred Customer. Tell them about the Nutri-Physical ® Survey and online ordering 24 hours a day, seven days a week.

Prospective customers can sign up to become Preferred Customers through your Web Portal or you can register them on your UnFranchise Business Account. Ask them about their interests and needs. Inform them that their feedback on purchases is invaluable! Surveys from the company are occasionally issued to obtain their feedback on Market America’s products and services.

Get to know your Preferred Customers. Suggest that as they run out of products they are currently using, that Market America also handles those products, and recommend that they try the Market America products. In this way, they are not spending extra dollars but just replacing their current brand with Market America products. If they are not fully satisfied within 30 days, they are entitled to a full refund of the Market America product — 100 percent Preferred Customer guarantee. Use a checklist of the “stores” in GLOBAL.SHOP.COM to see what products they are using that could be replaced.

By using the “Alerts” system on your UnFranchise Business Account, set a time to visit new Preferred Customers in two weeks. Follow this by appointments/contact every 30 days. Consider their repetitive purchases to be set up on the Preferred Customer Transfer Buy. On your visits, ask them for referrals — people who might be interested in or could benefit from one of the products they are using.

Counter Displays: Counter product displays can be a powerful merchandising technique when placed in the right location. Although products handled by Market America cannot be placed in retail stores on shelves, there are several locations that they can be displayed in high-traffic areas. Counter displays can be put in service businesses such as: hair salons, cleaners, restaurants, car washes, doctors’ offices, reception areas of businesses, health clubs, tanning salons, nail salons, cash register locations of businesses such as service stations, gymnasiums, etc.

To accomplish this you must obtain brochures from Market America. Cardboard or plexiglass holders can be purchased from a wholesale supplier of box-board containers, or office supply stores. Vendors for these supplies can be located in your area online or by using the telephone book. Better yet, ask vendors or business owners who have these types of displays in your area where they got them. In addition, continue checking updated price lists and announcements in Powerline magazine for the introduction of various product displays offered by the company.

Once you have determined what avenues you want to pursue, you have to contact the owners of the businesses. It is best to begin by dealing with people you know or businesses you frequent, where you are a recognized regular customer. Once you have the product in a few locations, you will find that it is much easier to add locations by mentioning those places where you already have the product on display. Sometimes owners will want to become Distributors. This is just fine because they will buy the inventory and eliminate concerns about collecting, consignment and inventory. You will get credit for their Business Volume.

As with fundraisers, you have to predetermine how you will divide up the profit with the owner of the location in which you are placing the counter display. Remember, you are benefiting from the Business Volume generated. In those cases where you are putting the product on consignment, owners should get 25 percent to 50 percent of the profit. When the product is being put in on consignment, you need to be very cautious. Make sure you know the people. You need to put into writing your arrangements with them detailing out the cost of the product, when you get paid, that they have to pay for missing product, that it will work on an “inventory basis,” and the profit they will make on each item. Have them sign it BEFORE you agree to put the product in their location. You need a signed copy for yourself and a copy for them.

Then you need to set a schedule to visit the location to check what has moved, restock the display, and settle up on product that has been sold. Each time you visit, you need to adjust the inventory and have them sign the inventory record. It is a good idea to move the location of your display from time to time within the place of business.

It is helpful to educate the people who are at the counter on the products, so that they can answer questions and help promote the sale of the product. Give them a sample and get them to use the product. If they like it and it works for them, they are much more likely to recommend it to their customers.

Booths — Flea Markets, Bazaars, Fairs, Yard Sales, Tradeshows, Special Events: Setting up a promotional booth at a high-traffic location such as a flea market, fair, bazaar, special event, tradeshow, or yard sale is an effective method of merchandising, if you have the time. It is important to analyze the cost-effectiveness. How much does it cost to have a booth? Does the product you are promoting match the interest of the type of people who will be there? Try to calculate how much referral sales you will have to generate prior to arranging to do this. Is it realistic? Is it a profitable undertaking?

It is useful to study the section on tradeshows in this manual. There are many helpful suggestions and hints that can be applied here.

In setting up a booth, there are several important considerations:

• Location — Make sure you’re located in a high-traffic area.
• Literature — Have plenty of literature available with your name, phone number, and address on it.
• Display — It is essential to have an attractive, appealing display to attract the attention and curiosity of the crowd.
• Signs, Banners, Promotional Posters — Dress your booth with professionally prepared artistic signs. They are there to attract attention and sell your product, while bringing people over to ask questions.
• Drawings — Have people fill out cards for a free drawing and put them in a “fish bowl.” This gives you prospects to follow up with. It also attracts people to your booth.
• Special Sale Offer — Create a sense of urgency to buy on the spot. You can offer a discount, a promotional gift, or a free sample. You want to give people a reason to buy now.
• Demonstration — Dramatic product demonstrations are the most effective means of getting people to buy.

Direct Mail: A general mailing list usually yields a very low return of one percent to five percent of the total mailing. Therefore, mailing lists to the general public are not a very effective method of merchandising with Market America. However, if you have access to screened, personalized or warm mailing lists, a direct mail piece can be effectively used.

A screened mailing list is a list including current names and addresses of people who have recently purchased a similar product. Sometimes, you can obtain such a list from someone selling a similar product or who has a business with the type of clientele that would have a specific interest. For example, a Weight Watchers group or a weight control support group may be an excellent source for a list for the TLS ® family of supplements. You have to match the product to the mailing list.

A personalized mailing list contains names of people who are in some way connected to you through a common bond. Examples would be your wedding-guests list, personal friends, and members of a club to which you belong. Another example would be a list of people who know one of your customers who is recommending the product to his/her friends. The point is that the recipients of the mailing will recognize you or the person recommending the product. This increases the probability of the mailing being read carefully. It also gives credibility to the product you are promoting.

A warm mailing is similar to a personalized mailing. It is a list of people who already have an interest in the product area. A warm mailing must have a degree of exclusivity. An example would be the clients of Lilly Ruben clothing stores. It would be addressed to their exclusive clients. Another example would be customers of a health food store who have recently purchased energy products or food bars. Another example would be the clients of a salon who have purchased cosmetics from the salon.

The most effective direct mailer introduces new products to existing customers. As your customer list grows, this can be an effective avenue of increasing your sales. In designing your mailer, you need to consider the weight. If you are sending it first class, you want to keep it under 1 oz. For large mailings of more than 500 people, you may want to consider a bulk rate or third class. Contact your local post office for details.

Some things that you should consider in your direct mailer are as follows:

• Personalize it as much as possible.
• Build interest and curiosity.
• Use bold print and pictures to get their attention.
• Consider including company product brochures.
• Special Offers — be sure to make a special one-time offer. Create a sense of urgency. Give them a reason to buy now.
• Give them a no-risk offer. Guarantee their satisfaction for 30 days.
• Briefly emphasize why the product would be of interest to them.
• Highlight the benefits and special features.
• Include a call to action. Encourage them to order now. Make it easy to order. Enclose a filled out order form, a return envelope, and a number to call.

Whenever possible, it is wise to follow up each mailer with a telephone call. This will greatly increase your results.

PROSPECTING/RECRUITING/SPONSORING: For the new Distributor, there are five fundamental steps that must be accomplished to become a successful sponsor.

• You must be able to explain what Market America is! You should have your answer to “what is it?” written down on a 3”x5” index card and carry it with you at all times.
• You must develop a personalized “two-minute” commercial that communicates to the prospective Distributor what the Market America business opportunity has to offer!
• You must develop a list of prospective Distributors. These potential Distributors are all around you (anyone who could use additional income). Remember, retail customers often make the best Distributors. Use the following sources to develop your initial prospect list. 
• Add one or two possibilities to your list every day. Cultivate these possibilities into prospects by talking to them. Those who show interest become prospects. Develop a top-ten list from your prospect list. Focus on bringing them to a business opportunity meeting and eventual sponsorship.
• You must know how to show a prospect the Market America business opportunity. Do this by attending as many meetings and trainings as possible. Practice showing the business opportunity one-to-one using the Market America Flip Chart and accompanying audio and video materials. They may be ordered from the company.
• You must bring your prospective Distributors to business opportunity meetings provided by your sponsor or upline leadership.

A more in-depth discussion on professional sponsoring may be found in this Career Manual (see Professional Sponsoring) and should be studied and implemented after mastering the basic fundamentals previously described.

FOLLOW-UP AND THE ABC PATTERN OF BUILDING DEPTH: Once you have mastered the first four of the Basic 5, you should now begin the process of duplication. Your business is expanded by building depth into your organization. You work on the bottom level with new people until the Basic 5 is duplicated. Duplication develops from the bottom up, not the top down. People do what you do, not what you say to do. You teach by example and doing.

The ABC pattern for building depth is a system that gives you control over your business and supports the duplication process. You will be creating leadership in-depth. Following up and building depth is a system that leads to growth and success. Our Marketing Plan is designed to yield compounding growth and returns, when the technique of following up and building depth is mastered.

Time(Q)=Growth(D)=Volume=$         Time (Q)=Growth(D)=Volume=$

We are constantly striving to make time equal to growth and growth equal to volume, which produces income. You can put in a lot of time and get virtually no growth unless you are spending your time wisely. Quality time is the key. We place a qualifier “Q” with time to designate “quality time” because only quality time will duplicate growth in-depth “D.” We define quality time as first mastering the Basic 5 and then only working with people who will do the Basic 5. If they won’t do the Basic 5, it will not work for them!

You will always have three types of Distributors in this business: 1) Go Now, 2) Stable, and 3) Waiting. Go Now Distributors are people who are doing all five of the Basic 5 right now. They are excited, coachable, committed, and ready to grow. Stable Distributors are people who come to the meetings, maintain their business, order their product, but are not poised for rapid duplicable growth. Waiting Distributors are those people who are on the sidelines, watching.

If you are going to put in quality time, you can only work with Go Now Distributors. We plug the Stable Distributors into the meeting system until they become Go Now Distributors. We simply send a newsletter to and communicate once a month with the Waiting Distributors about the next monthly seminar. When you put quality time in with Go Now Distributors, you will get growth in-depth, which generates volume and equals income. The formula is T Q =G D =V=$!

Follow-Up: Once you understand this, you can begin working on a follow-up system or method which is finely tuned and efficiently supports the T Q =G D =V=$ formula. But remember, this follow-up system is to be used with Go Now Distributors, or you are decreasing the quality of your time. Here is the simple set of rules that is the foundation of the Follow-Up System:

(A)   Never present the business opportunity or hold a meeting without booking a follow-up appointment.

(B)   At the end of a meeting or presentation physically pull out your calendar and schedule a follow-up appointment.

(C)   Anytime you call someone about the business, send out a packet, or deliver product, always schedule a follow-up call on the spot.

(D)   At the end of a meeting, turn and close, and schedule a follow-up appointment:   

• What did you like best about the business opportunity?
• What would prevent you from starting or giving it a trial run?
• When can we get together?
• I have Wednesday or Thursday open.
• Which would be better for you?

(E)   The objective of the Follow-Up is to get Distributors to introduce the business to prospects by having a “two-on-one” (Distributor and upline proposal) at their location, home or office.

(F)   Any prospect shown the business opportunity in a “one-on-one” presentation should be brought to an UnFranchise ® Business Presentation (UBP) held by your upline leadership or local association.

(G)   Teach every Distributor you sponsor to teach those they sponsor, by showing them what to do, when, and with whom.

(H)   Always hold a meeting after the meeting. The meeting after the meeting is where questions are answered outlining the Basic 5 and Follow-Up meetings are scheduled.

(I)   Sell tickets to the UnFranchise Business Presentation (UBP) meetings, Basic 5 Training, Local Seminars, Regional Conventions, and International Convention. Remember, you have to have the tickets on hand by purchasing them in advance in order to sell them, and you want your Distributors to do the same.

ABC Pattern Of Building Depth: Once the rules of Follow-Up are understood, the ABC pattern of building depth should be implemented. This pattern provides the Distributor with a system for control and duplication. The following is a brief summary of the ABC pattern for building depth and duplication.

Step One:         Your sponsor helps you with meetings for your prospects.

Step Two:        Your sponsor arranges meetings in the homes of your A, B and C Distributors down two legs. Go to the meetings with your sponsor and learn the program and Follow-Up Pattern.

Step Three:      Everyone meets at the UnFranchise ® Business Presentation (UBP) meetings held by the upline leaders and/or the local association, and BRINGS two people from the home meetings or two new prospects.

Step Four:        By the time your sponsor has held meetings for A, B and C, you should be able to do meetings for A1, B1 and C1 (You have attended six one-on-one meetings and two UnFranchise Business Presentation (UBP) meetings by this time).

Step Five:        Now you can begin duplicating the Pattern for A, B and C, by replacing the job your sponsor did for you. Simply be the right kind of Sponsor for your Distributors.

Step Six:          Sponsor stops doing the ABC sequence and now repeats the program by doing one meeting in-depth per month per level A1, B1, C1, A2, B2, C2, A3, B3, C3, etc.

Please refer to the Basic 5 CD (Code 1925CD) for more detailed instruction with respect to Follow-Up and the ABC Pattern of Building Depth.

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Chapter 4: Establishing Your UnFranchise Business

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.

SECTION 1     PREREQUISITES

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®.

SECTION 2     PROSPECTING

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 …

• You respect?
• Shows genuine concern for other people?
• Is active in their church?
• Performs personal counseling, such as church leaders, doctors and lawyers?
• Is a professional?
• Is in clubs and various organizations or is active in civic affairs?
• Is in a teaching position in a school or business?
• Deals with the public, such as policemen, firemen, postmen or city officials?
• Works in a management, supervisory, consulting or training capacity?
• Is looking for more out of life?
• Is ambitious, aggressive and “on the go”?
• Is considered a leader?
• Has children starting junior high, high school or college?
• Has children with special talents that should be developed?
• Wants to set a good example for their children to follow?
• Owns their own business?
• Holds very responsible positions that cause them stress and pressure?
• Wants to have freedom?
• Is considering a new profession or changing jobs, or who recently changed jobs?
• Is unable to advance in their job?
• Has talents but is held back?
• Just started selling, or is an experienced direct salesperson?
• Relies on ideas for their livelihood: authors, designers, promoters advertisers?
• Has never been able to get started or has failed in business, but still has strong desires?
• Is going to college, business school or trade school, or who just graduated?
• Was recently married and is “just starting out”?

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:

• The product industry you are involved in.
• The type of distribution (network, wholesale, retail, direct sales, etc.).
• How earnings are generated (commission, bonuses, etc.).
• The investment required for overhead expenses.
• Your phone number and email address.
• Your name for credibility.

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:

• What is their name?
• Where do they live (city, not address)?
• How long? If a short time, where did they live before?
• What type of business are they currently in?
• What are they looking for? Ask them why they responded to your ad, and make sure to listen closely.

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.

• Point out a few highlights of the products and see if they show any real interest in any of these benefits. Adjust this presentation depending on the product line.
• Always mention that you’re looking for new entrepreneurs who are interested in generating additional income each week.
• If either the product or the business grabs their attention, that’s the time to stop talking! Don’t give them all of the details while standing in the middle of your booth, because odds are they won’t make a buying decision right there. Instead, if you have help in the booth, see if they have time for a cup of coffee in the break area. If it’s just you, set up an appointment for after the show. Always obtain the name, email, telephone number and city of the prospects and make personal notes on the card on their specific wants and needs. Classify these as Hot, Warm or Cold.
• Pick them up for a one-on-one appointment, followed by an UnFranchise Business Presentation (UBP).

Your booth is a temporary place of business:

• Follow the rules set forth by the show or fair sponsor and the facility where your booth is located.
• Follow Market America’s policies and procedures.
• Specifically, follow the advertising policy using corporate-produced advertisement slicks and handouts. You may include your name, booth number, temporary location information and date.
• Also, you can purchase a Market America banner to easily identify your company. And you should ensure that you show the product as it should be shown, using an easel and the appropriate Market America sales tools.

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:

• What is currently happening, or small talk.
• How terribly things are going, or complaining.
• The way they wish things could be, or wishful thinking.

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.

• Target: Learning your target audience is key, and social media tools allow you to perform this detailed research. This involves taking the time to determine the platform your target audience is using, and then looking for the kind of topics and conversations and issues that resonate with them.
• Establish: When you know what your target audience likes and dislikes, begin creating the brand persona and voice that incorporates your personal voice, discover what your target audience responds to, and determine what’s working best for similar brands. Because customers still expect authentic social interaction, it’s important to create a personal profile that’s likeable and trustworthy without misrepresenting yourself or Market America.
• Connect: Once you’ve created your page and brand identity, begin by reaching out with page invitations to your prospects. Encourage them to invite friends and family that may be interested and join in industry-relevant conversation to increase your visibility and credibility. People don’t want to feel like they’re being sold to, so remaining genuine and personable is a more effective approach than presenting yourself as overly salesy.
• Engage: Once you’ve established a connection, don’t bombard them with pitches. Take the time to review their social media and build a relationship by commenting on their posts, reposting their content or answering their questions. This helps create a relationship in which you can both add value to each other’s feeds and follow one in a more natural way.
• Secure: Social selling opens the door for inbound and outbound prospecting, but the best outcome of your social media investment is the enticement of prospects to contact you. Authentic connection and engaging content play key roles in inbound prospecting because prospects will contact you as they move into the buying window. You also have the option of outbound prospecting since social channels allow you to engage prospects through comments or messages directly through the platform.

• 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.

• X (formerly Twitter)

WHY SOCIAL MEDIA HELPS

• Free Marketing: Unless you’re paying to boost a post, your activity on social media is completely free. Each post is a chance to market your brand and business, opening the door to prospecting and growth. Every comment, like, share and view is your free advertising at work.
• Brand Loyalty: Social media is just that: social. It allows you to establish a relationship with followers in a way that major brands can’t. Social platforms provide ample opportunity to foster these experiences and social relationships that create repeat customers over time.
• Customer Service: Think of the last time you had a great customer-service experience, then remember how many people you mentioned it to and whether you returned to that store to make a later purchase. “Customer first” is a saying that has only become truer as we’ve become more connected. Followers now expect better customer service, faster than before, and they’re vocal about both positive and negative experiences. This makes staying ahead of customer interactions a critical part of online business, accomplished through push notifications and automated responses.
• Increased Reach: Before social media, you were limited to the connections you could make via cold calls, email, and personal interaction. Now, every post you make is a chance to reach customers in areas of the world that you may never reach yourself. Utilizing social platforms removes the limitations placed by distance and time, making you more available and discoverable to potential customers around the globe.
• Connection: You don’t turn on the TV because you want to see ads; you turn on the TV to watch your favorite shows. This applies to social media as well. Users are there to connect and keep up with those they follow, not to see ads. The connections made through authentic engagement are far more helpful in growing your business because they humanize your brand and establish a relationship that cannot be accomplished by graphics and ads.
• Learn Customers: With the tools and analytics provided by social media, you can learn exactly what your followers like, engage with, dislike and ignore within hours of each post. Using these tools, tailor your content to exactly what your followers want to see instead of using dated analytics or trial and error.

HASHTAGS: Hashtags are essential for organizing and categorizing social media platforms, separating topics, and allowing users to search for specific topics, trends and items.

• Discoverability: Posts without hashtags receive 70% less engagement than similar posts that include at least one. For example, if you were to post a clear, stylized image on Instagram without a hashtag, it would reach only your followers and the followers of those who shared your post. If you added a hashtag — let’s say #TLSweightloss — then your post would be included in the list of all posts that have included that hashtag. This means that every potential customer who searches #TLSweightloss on Instagram could engage with your post, drastically increasing its performance potential.
• Credibility: With the number of online businesses and online scams, social media users are wary of business owners, offers and products. Thankfully, hashtags are an easy yet effective way to link yourself to your corporate brand (Isotonix, TLS, Motives, etc.). By including your brand’s hashtag, followers can see the thousands of other customers who have given their own testimonials. It’s a built-in reassurance to see that your product is real, high-quality and used by around the globe every day. Be sure to check Market America’s corporate social media pages to stay up to date on current hashtags and campaigns.

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:

• Credit: A mention in the body of the text acknowledges that you’re sharing their post or content. You always need to credit the original poster to protect yourself from any potential legal problems and to simply show professional courtesy.
• Reference: You should also mention a person or page when sharing content of yours or someone else’s that references or quotes that party.

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:

• Ownership: The intended use for a tag is to show when someone or something has been included in a picture. It can also show that a person or product was present when the photo was taken.
• Collection: Tagging can also be helpful for gathering UGC, or user-generated content. This is because most social media platforms collect photos or posts that you ‘ve been tagged in for easy viewing later. These collections serve as albums of relevant, usable content for your own page, if you choose to use them.

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:

• Be clear, focused and bright.
• Include a creative or clean background.
• Be free of heavy text, stickers or decorations.
• Show the story or impact of the pictured product, or show it in use.

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:

• Use Built-In Camera: When given the option to take a photo and save it directly to your phone or through the social media app itself, start it with your phone. The resolution will be higher and you’ll be able to adjust and edit the photo to fit the branding of your page before you upload it.
• Keep Camera Steady: While taking a photo, ensure that your hands are resting on something stable or invest in a tripod for your phone or camera. Editing can reduce the shakiness or blurriness a little, it’s no substitution for a well-shot photo.
• Avoid Flash: Unless you have the proper photographic equipment to soften the light, avoid using the flash on your camera or phone. It creates a harsh, washed-out and unflattering look. Choose areas with ample lighting — natural light whenever possible. This will help the subject appear softer and warmer and make the image more visually appealing.
• Avoid Zoom: Zoom can drastically reduce the quality of your image by making it grainy and unfocused. It’s far better to move yourself closer to the object for a precise, clear shot that can be cropped and edited later.
• Stylize: To stand out among the thousands of images posted each day, it’s important that your images are not taken carelessly. Take the time to research other accounts to see which image styles (flat lay, monochrome, minimalistic, black-and-white) are receiving the highest engagement. Then, take a close look at your target audience’s preferences. Using this information, set up your shot in a way that you know will best reach and engage your audience.

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:

• Brand Awareness: In building your business, you’re not only working to increase your personal brand’s recognition but to increase the corporate brands’ recognition as well. Working alongside Market America to increase brand awareness will help create more interest in the brand and increase the number of potential leads.
• Visibility: Following and keeping up with your corporate brand pages presents you with a constant stream of opportunities to engage with others who are interested in the UnFranchise Business and its products. By choosing to engage with comments and questions, and through your own posts to the page, you become more visible, helping you draw potential customers to you.
• Credibility: The number of online scams and false advertisements has created an anxiousness that surrounds online businesses, and this can be difficult to overcome when trying to attract new customers. An added benefit of engaging with and sharing content from our corporate brand pages is that your followers can see that you’re linked to a credible and well-established corporation. It’s as easy as sharing and commenting.

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:

• Graphics: Mixed in with creative user-generated content are professionally made graphics created by the Market America Creative Services department. Placed within content that shows your personal branding and story, these graphics help to maintain a professional presence. Since they’re there for your use, they save you time, money and effort that can be invested in better ways to further your success. It’s recommended that you give the brand page credit for graphics you use.
• Industry Updates: As an entrepreneur, it’s important that you’re aware of changes and trends in your industry. While you can and should research these trends, corporate brand pages offer blog posts, tips, and updates that are relevant at the time. It is an efficient way to ensure that your information and presentation are current and relevant to your followers.
• Brand Updates: It’s critical that the information you pass along to your customers is accurate, and any big news is published to the corporate pages. To stay up to date, it’s important that you keep an eye out for news within Market America.
• Blogs: Instead of recommending that business owners maintain and manage a blog to increase followers and customers, Market America shares featured posts from its blogs for you. These posts contain relevant and updated information on industry trends, product information, recipes, tutorials, success stories and testimonials that are great for keeping you and your customers and followers engaged and up to date.

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:

• Sharing: Our graphics, videos, blogs and updates are created for your use, and we encourage you to use them! They’ll help improve your page and add a level of professionalism through strategically designed graphics and well-placed information. Just be sure to credit the original source of the image, whether it’s a corporate page or another user.
• Comment: Commenting on Market America’s pages helps both parties in many ways. It helps present you as an engaged and passionate business owner while also boosting your visibility to others who follow that page — and this increases your exposure and the likelihood of inbound prospecting.
• Likes: While not as influential within most algorithms as comments and shares, liking the posts shared by your corporate pages helps boost the pages’ rankings on your newsfeed, and this ensures that you don’t miss any important updates.
• Visitor Posts: You can also create your own posts on our pages. This can include tips, testimonials, success stories, tutorials and encouragement that are relevant to your brand. This increases your prospecting opportunities by allowing other visitors to comment, like and share your posts, and opens the door for new customers to reach out to you.

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:

• Their home or office.
• Your home or office.
• Any other suitable environment where you won’t have distractions.

For Clients and Potential UnFranchise Owners

• Any other suitable environment where you will have no distractions.
• An UnFranchise Business Presentation should be conducted at a hotel or meeting room; this environment is most effective. Whenever possible, you should control where the meeting will take place.

SECTION 3     THE ART OF CLOSING

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.

• Have you ever heard of antioxidants?
• Are you or is anyone in your family involved in sports or fitness? If so, tell them the story of one of Market America’s performance-aiding supplements.
• What other means of income do you have besides your current job, profession or occupation?

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.

• Are you interested in saving money on all of your household purchases? Have you ever heard of the Shopping Annuity®?
• Do you take food supplements or vitamins? Have you recently seen the new information on the benefits of supplementation? Would you like to review it?
• Are you looking for ways to increase or diversify your income? What have you considered so far?
• 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 is effective for a salesperson to combine open and closed questions.

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.

• Do you ever worry about the effect of pollution or smoke on your health? (open) Have you ever heard of antioxidants? (closed)
• Do you earn as much income as you feel you’re worth? (closed) If I can change that, you would be interested, wouldn’t you? (closed)

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:

• Always ask for an order or commitment.
• Look for buying signals.
• When you ask a closing question — be quiet! (Until the client responds.)
• Practice several different types of closes.
• Always be confident and enthusiastic when you close — assume they are smart enough to buy and don’t look hungry or desperate. Don’t show a lack of confidence.

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.

• “Do you think you’d be interested?” is not a closing question. It confirms nothing on the part of the prospect.
• “Are you more interested in earning from a single BDC or multiple BDCs?” This is an excellent closing question because it assumes the sale is made (using the alternative choice method).
• “Do you believe a single BDC earning $1,500.00 per week would be enough, or do you prefer to earn more than $1,500.00 per week?” is even more pointed.

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.

• “You can see how this program can save you a substantial amount on your next purchase, can’t you?”
• “You mentioned you were tired of ‘robbing Peter to pay Paul.’ This sure could solve that problem, couldn’t it?”

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:

• Agree with the objection. (Sweep them off their feet verbally!)
• Expand the objection; make it even bigger than they imagined.
• Storyline the objection.
• Close the objection with a positive and irrefutable statement, followed by an affirmative question and tie down.
• Ask them to buy (assumed close), with a handshake upon agreement.

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.

• “I agree; you should think it over.”
• “I can understand why you might feel that you don’t need any other products right now.”
• “I didn’t think I could afford it either when I first saw this program.”

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.

SECTION 4    STARTING NEW UNFRANCHISE OWNERS

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:

• Flip Chart Presentation – Code: 700.
• 10 to 20 Global Annual Reports – Code: 18001.
• Your UFMS subscription and UnFranchise AutoShip.
• Extra tickets to the next training to sell to your new UFOs.
• Copies of the Getting Started Guide – Code: 391
• Copies of Home Shopping List – Code: 671

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.

• Recruiting:

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.

SECTION 5     PROFESSIONAL SPONSORING

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.

• Three Key Factors

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 :

• What do you want to do?
• Where do you want to go?
• What would you change in your life?
• What do you want to have?

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.

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:

• Attend all Market America functions in their area (seminars, UBPs, conventions).
• Support the local GMTSS.
• Develop a strong product/opportunity presentation.
• Pursue the business plan they have established.
• Never lose sight of their goals.
• Devote at least one year before final evaluation of their Market America business.
• Frequent discussions and meetings with you, or counseling sessions.

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:

• Be an effective listener.
• Be an effective questioner.
• Sell — don’t tell.
• Lead by example.
• Often ask yourself if you would be happier with a sponsor who performs as you do.

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.

SECTION 6     SPONSORING AT A DISTANCE

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.

• Keys to Sponsoring at a Distance: Successful long-distance organizations are based primarily on two things:

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.

• Steps in Sponsoring at a Distance

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:

• A Market America video, your website address, SHOP.COM, marketamerica.com, any download referring to recommended products, and a corporate brochure with your information filled out on an application and order form.
• Any information you’ve been able to find regarding local Market America meetings or trainings in their area (Global Meeting, Training and Seminar System – GMTSS).
• Shopping Annuity® Introduction.
• Any other information you believe could enhance a buying decision.
• The name of the person in a leadership role that you may have talked with in your efforts to determine the degree of activity in your prospect’s area.

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!

SECTION 7     BECOMING A MODEL MOTIVATOR

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.

SECTION 8     PERFORMANCE AWARDS

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:

• Always present awards at meetings or group functions, so your UFOs gain the added satisfaction of group recognition.
• Make your incentive programs attainable through reasonable effort. A goal that is unrealistic becomes no goal at all.
• It is preferable to offer a progression of small incentive programs rather than one big incentive. More people will want to participate, and you will be building the habit of success.
• Awards or acknowledgement of achievements must be timely to be effective. Make presentations as soon as possible after a goal is reached. Nothing is worse than working hard to reach a goal and then feeling that no one cares.
• Deliver every incentive award, however modest, with an extensive dose of praise.

Examples of Incentives:

• Special personal awards from you.
• Trips to conventions, Market America Corporate Office, etc.
• Flowers or a fruit basket sent to the UnFranchise Owner’s home.

Examples of Recognition:

• A listing in company recognition emails, magazines and more.
• Award ceremonies held at your meetings.
• A personal phone call from you.
• Congratulatory letters and emails.

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.

SECTION 9     UNFRANCHISE AUTOSHIP PROGRAM

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.

• Look At The Multiplier: Paul J. Meyers, the famous Founder of SMI International (Success Motivation Institute), once said to a group of leading sales representatives, “To achieve wealth in business, you must look for the multiplier.” He explained that virtually all super-successful business people found a successful concept or business and then duplicated it. In doing so, they created success and, in many cases, large fortunes.

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:

• Every woman should be using Motives®, Skintelligence®, Cellular Laboratories® and Lumière de Vie®.
• Everyone needs protection from the elements that can cause cancer and aging, and should have OPC-3® and Isotonix® Daily Essentials.
• Everyone buys gifts for Valentine’s Day, birthdays, anniversaries, Christmas, etc., and should strategically purchase them from their own SHOP.COM site.

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:

• Personal use.
• Merchandising.
• Preferred Customers AutoShips.
• One-to-One Marketing.
• E-commerce sales.

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!

SECTION 10     UNFRANCHISE MANAGEMENT SYSTEM

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.

SECTION 11     VALUE OF MAINTAINING A GOOD INVENTORY

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:

• Enough product to use personally and gain belief in the products.
• Some products to use for displays or samples to give people.
• Products to supply some of their initial customers immediately.
• Products to support a few new UnFranchise Owners to get started.

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.