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The Seven Critical Business-Building Activities
These skillsets will set you for life. Once you mastered these Seven Critical Business Building Activities, and implement it daily, 2 hours a day, 5 days a week, like you would do any normal job, these skillsets will open doors to Sales and Marketing Industry.
"There is no secret to how the Senior and Executive Directors got where they are. They understand [the] seven activities and they work at them consistently. There is a magic way to build a large, successful Melaleuca business! It’s called hard work! Doing the right things! Every day!"
Frank L. VanderSloot
CEO of Melaleuca, Inc.Achieving Residual Income
Building a strong, healthy Melaleuca business is like building up a strong, healthy body, and the best workout regimen for the health of any business consists of doing the Seven Critical Business-Building Activities over and over again.
Like exercise, there’s nothing overwhelmingly profound about the Seven Critical Activities. They aren’t flashy catchphrases or motivational slogans, and it doesn’t take a college degree to understand them. Nonetheless, if you want to succeed with your business in the long term, no other activities will be more important.
Furthermore, the Seven Critical Activities won’t help you build a fly-by-night business. They’re designed with one purpose in mind: helping you build a business to last a lifetime and a residual income to match.
How you spend your business time is entirely up to you, but the real destination of your business depends on how well you utilize these Seven Critical Activities to enroll customers and develop leaders.
If building a business to last a lifetime is your goal, there is no routine outside the Seven Critical Activities that will allow you to achieve that goal. Every successful Melaleuca business has consistently executed these activities—day after day and week after week. Make a goal now to do these activities and do them often.
Choose an activity on the right for a recap of the essential activities accompanied by some advice from just a few of Melaleuca’s finest leaders.
ACTIVITY 1: BUILD YOUR CONTACT LIST
What Is a Contact List?
At it’s most basic, a contact list is simply a list of people you know. You don’t need to be highly successful or wildly popular to have a contact list. Between your friends, family, neighbors, classmates, business associates, and the people you interact with on a daily basis, chances are you could quickly list at least 100 people.
Why Do I Need a Contact List?
Think of your Melaleuca business as a vehicle you’re trying to drive from point A to point B. But before you can even get out of the driveway, you first have to fill your vehicle with fuel. Your contact list is the fuel you use to power your business. As you enroll customers from your contact list and earn commissions from their purchases, you move your business forward. Then you have to refill your tank with new contacts and potential customers, otherwise your business will come to a standstill.
There’s a reason Melaleuca encourages you to build a contact list rather than just approaching random people on the street. People do business with and refer friends to people they know, like, and trust. It’s natural for you to tell a friend about a great new restaurant or a laundry detergent that saved your favorite shirt. We trust our friends’ opinions. We know they understand our needs and goals. Your warm market (or the people you know) is like premium fuel for your business. They are always going to be more receptive to hearing about Melaleuca, simply because they know you and value your opinion.
How Do I Build a Contact List?
First, you write down everyone you know. And we mean everyone. Think about the people you see when you go about your daily routine. Who are your friends on Facebook? Who do you talk to at the gym? Don’t leave someone off just because you think they won’t be interested. Avoid the temptation to prejudge. Use the memory jogger on the following pages to help you.
Social media is an excellent source to help you build your contact list. Hopefully you’ve already added all the people that you’re friends with on social media to your contact list. But what about all the suggested contacts? Facebook, LinkedIn, Twitter, and many other social programs provide suggested contacts. These are often people you already know or people with whom you share a common connection. Use these resources to reach out and get to know someone new or reconnect with an old acquaintance. The goal isn’t to approach over social media, but to simply begin building a relationship.
When you first meet or reconnect with someone, the focus should be on them and their lives. Ask about their family, what they do for work, their hobbies, and what goals they are trying to achieve. As you follow up and learn more about their lives, you will learn how Melaleuca’s products and business opportunity can help meet their needs. Your purpose is to assist them. Set a goal to add names to your contact list each day.
WHO DO YOU KNOW WHO...?It’s estimated that the average person has met ten thousand people by the time they reach middle age. Chances are you know more people than you think. Using the memory jogger on the next page, make a list of people you associate with in various settings and who have various interests. They don’t have to be close friends.
Some may be acquaintances or people you only know by sight. It’s okay to include them now and get to know them over time. Just try not to repeat any names.
And remember, you’re just making a list of people you know, so resist the urge to prejudge or leave anyone off. Hopefully these ideas get you thinking of all the people you know and interact with on a daily basis. These people are your contact list. Make a goal to add names to your contact list every day.ACTIVITY 2: Set Appointments
Corporate Director 3 Mark Atha says that before he makes appointment-setting calls, he does a quick exercise to get into the right mindset.
“Before I make a call, I remind myself that this person is already some other company’s customer, so I’m really not imposing on them or asking them to buy something they don’t currently buy elsewhere. In other words, they really need Melaleuca products and, in many cases, a Melaleuca business as well. In fact, they’ll be healthier with our products and better off financially should they build a business. Then I tell myself that if I don’t talk to them first, someone else will.”
Your purpose is simply to set an appointment— nothing more and nothing less. Keep your call quick and casual: “Hey, can I have 45 minutes of your time so I can show you what I’m doing? Do you have time tomorrow at lunch or would Thursday night be better?”
When you make an invitation, you’ve just aroused their curiosity, but you don’t want to get stuck trying to explain everything about Melaleuca over the phone. So instead, immediately shift the focus over to when they can meet: “I don’t have time to talk about it right now, but I’ll tell you all about it when we get together. What time will work for you?”
Becoming a pro at setting appointments takes practice, but you don’t have to practice alone. You can get the tips and coaching you need by teaming up with your enroller and your support team. And check out Malaysia.Melaleuca.com/BusinessCenter/Content/getting-started OR SG.Melaleuca.com/BusinessCenter/Content/getting-started for specific training on making approaches.
SAMPLE APPROACHES
(Please note that this is just a guideline to aid in character building. When starting off, it will not seem like your persona. but the more you practice and the more you implement, I can guarantee, it will become a part of you. No, you are not doing anything unethical. everybody started off the same way regardless or any industry, regardless of any profession.)
“I’m a Marketing Executive here in the Denver area for The Wellness Company and we specialize in helping people get out of debt by substantially increasing their monthly income with five to ten hours of effort a week. I love what I do. I’d love to tell you about it sometime.”
—NATIONAL DIRECTOR 9 BROOKE PAULIN
“I’ve partnered with an international wellness company, and I’m not sure if you’d open to hearing about it, but I think it would be a great complement to what you’re already doing. Would you be open to hearing some information about it?”
—EXECUTIVE DIRECTOR 8 COREY KELLER
“You mentioned that you’re keen to explore new opportunities. My wife & I have 2 businesses and are constantly looking for open-minded people like you to share business ideas that totally make sense. I’d love to show you what we are doing.”
—EXECUTIVE DIRECTOR 3 IAN TOMY CHEE
Health-Focused Approaches
“I don’t know if you know, but I’ve partnered with a company that specializes in helping people get the chemical irritants out of their homes. I think our company could really help your whole family. Would you be open to sitting down with me and having me share the benefits of our products? What might be a good time to connect for about an hour? I can come to your house or you can come on over to mine.”
—CORPORATE DIRECTOR 4 MICHELLE SMITH
“Hi Mary, the other day you mentioned that your son suffers from eczema. I work for an eco-friendly manufacturer that specializes in helping people with eczema. We also have an entire range of products that have helped many families live healthier lives. I’d love to share the benefits of the products with you. Let’s meet up tomorrow night or Saturday afternoon. Which one works better for you?”
—EXECUTIVE DIRECTOR 2 JOANNE KHOO
General Approaches
“I hear that you are looking for an additional income stream. I have a business that my wife and I started a few years ago that pays us as well as my professional job does. Would you be open to hearing an overview about it to see how it can benefit you?”
—EXECUTIVE DIRECTOR 6 CAPTAIN CHANDRA MOHAN
“Have you heard of Melaleuca.com? No? It’s a fabulous online shopping club that offers exclusive wellness products shipped to your door at huge savings. I’ve been a member for years and wouldn’t live without it! Only members can refer members, so why don’t we grab a coffee and I’ll show it to you.”
—EXECUTIVE DIRECTOR 4 SANDI SULLIVAN
ACTIVITY 3: SHARE LIVEGOOD: AN OVERVIEW
Successful LiveGood business builders use LiveGood: An Overview because it’s simple and can be easily duplicated.
Remember, what you do duplicates. If you use only a portion of the LiveGood Overview or your own version of it, your team will not be able to duplicate it. So do what you would like your new Marketing Executives to do. This is an important and powerful principle. The most successful LiveGood organizations always present LiveGood: An Overview the same way every time. Why? Because they know others will follow their examples.
“What LiveGood: An Overview does is instill belief in a brand-new business builder. They believe they can do it, and because they believe they can, they can. There are a lot of people who love what they see and leave the room saying, ‘Well, I can do that.’”
—John Dufner, Corporate Director 3
Start by Teaming Up
When you first begin building your Melaleuca business, giving Overviews will be a somewhat unfamiliar experience. That’s perfectly all right. Your enroller and members of your support team will be there to help and to give Overviews for you until you’re ready. We strongly recommend that you begin by watching them give Overviews to your customers. Once you see them do it a few times, you’ll become more comfortable with the process and can take over as the presenter—usually about the time you advance to Director 3.
Know Your Audience
As you begin your presentation, try to learn as much as you can about your audience. Ask questions about the following topics:- What do they do for a living?
- Do they like their current job?
- Are they satisfied with their income?
- Have they ever tried a home-based business before?
- Are they married?
- Do they have children?
- What do they do for fun?
- Would S$150 per month help them in a significant way?
- Does more time with their family mean anything to them?
- Are they concerned about their finances?
Use the answers you get from these questions to show each new customer how a Melaleuca business can help them achieve what they really want in life.
Confirm Attendance
The day before the Melaleuca: An Overview presentation, call those you have invited to confirm the time and location. You’re actually confirming their attendance, so call to confirm—not question—attendance.
Share the Complete Melaleuca: An Overview Presentation
Regardless of whether you anticipate that your customer will become a business builder, share the business portion of Melaleuca: An Overview in every presentation. Often, the only reason some individuals don’t build a Melaleuca business is because they don’t know the opportunity exists. Just as the business is important to share, every other element of Melaleuca: An Overview serves a purpose for your prospective customers.
A Format for Every Situation
Melaleuca: An Overview is available in the following media formats, giving you the option to choose what will work best for you and your audience:- The online version at Malaysia.Melaleuca.com or SG.Melaleuca.com
- The booklet is available to purchase and is perfect for one-on-ones, and you should always keep it on hand as a backup.
ACTIVITY 4: STRATEGY SESSION
During the Melaleuca: An Overview presentation, you will discuss how some customers choose to be Preferred Customers while others choose to take advantage of our unique business opportunity—in addition to purchasing our products. Determining which category your new enrollee belongs in will also determine your next step.
A Strategy Session is when you follow up with your new customer to answer questions, determine the next steps, and schedule action. The decisions your new enrollee makes will determine your next steps. At the end of your Overview, be sure to schedule a Strategy Session within 48 hours if at all possible. During the Strategy Session, if they chose Category 1 (Preferred Customer), you’ll want to:
- Help them place their first order and answer any questions they may have.
- After two weeks, follow up with them. What questions do they have? Which product is their favorite so far?
If they tell you they want to earn supplemental or significant income and are willing to commit to working five or more hours each week, they belong in Category 2 or Category 3.
- During the Strategy Session, you’ll want to share the importance of getting started with either a Home Conversion Pack or Value Pack.
One of the best activities guaranteed to bring results is holding a Strategy Session within 48 hours. This activity is proven to create quality enrollments and sustained growth. Businesses that consistently hold Strategy Sessions have higher average commissions, higher average growth rates, and lower attrition.
When a Category 2 or 3 enrollee agrees to work five or more hours each week, and to have their contact list ready, that’s a clear indication that they are willing to put forth the effort to build a Melaleuca business. To get these folks off to the right start, follow these simple steps for your Strategy Session:
1. Help Them Identify Their “Why”
Help your new enrollee reconnect with why they are building a Melaleuca business. As with any new endeavor, when they remain focused on the end outcome, they can step outside their comfort zone and see past temporary challenges. Perhaps they want to get out of debt, be home with their children, prepare for retirement, or improve their quality of life. You may ask them, “What amount of monthly income would allow you to reach this goal?” That way, they are clear about their end goal.
2. Leverage the Power of Pacesetter
Commit them to the Pacesetter Program. Pacesetter is a set time frame with incentives and deadlines for performance. A goal without a deadline is only a wish. Help them see that if they stay on Pacesetter schedule, they can earn double the one-time advancement bonuses.
3. Identify the Contacts to Approach First
Review their contact list and identify the key people with whom they will team up. This is the time for you to set clear expectations for the first step in their Melaleuca business. One clear expectation is to personally refer 20 customers in their first few months. Another is to identify two of those customers to team up with and build a business. Remember—the expectations set will be the expectations met.
As you review the contact list, ask them, “Who are the people on this list who are most likely to team up with you and build a business? Who needs a plan B or a little extra income? Who is hardworking?” Questions like these will help them evaluate key members of their team who may want to build a business. Once you have identified two or three people, discuss how you might team up to approach them and do an Overview with each as soon as possible.
If your new enrollee has others working alongside them, they are more apt to be successful. In any worthy goal, teaming up is a key to success. If your new enrollee personally refers 20 customers and helps two others get to Director by doing the same, your enrollee will likely be a Director 3 in the first 90 days. That’s the right way to get started!
4. Schedule Action
The next step is to create your calendar for the first few weeks. Identify the days and times when you will team up to hold Melaleuca Overviews. Schedule time for follow-up. Schedule the dates and times of Melaleuca meetings and leadership celebrations. Let’s say your enrollee has a goal to personally refer 10 customers in the first two weeks. That means you’ll set five to six Overview times. Once those Overviews are on the calendar, your enrollee can approach more confidently: “On Thursday, I’m having an Overview at 1 p.m. Why don’t we get together then?” If the Overviews are on the calendar, your enrollee is more likely to get to work quickly on inviting people to attend.
5. Set Appointments
Practice approaches and setting appointments. Some people have never set an appointment. They need coaching. They need you to demonstrate how to set an appointment. Remember EDPE. E stands for explain, D for demonstrate, P for practice, and E for evaluate. Be sure to use all four tools when helping others make appointments.
Imagine how encouraged your new enrollee will be if they leave the Strategy Session with three or four appointments scheduled. They will have confidence they can build the business and will look forward to the scheduled Overviews. Without Overviews scheduled, they may not follow through once other pressing priorities in life arise.
6. Commit to Scheduled Times and Ways to Communicate
Establish clear times to communicate and report back. You will likely be talking on the phone several times a day as you begin. In the Strategy Session, you can talk about the best times and method for touching base.ACTIVITY 5: Celebrate Success
Celebrating success is a way to inspire people to set goals and achieve more than they ever thought possible. The mission of Melaleuca is to help people reach their goals. To inspire and motivate people to that end, you must celebrate their accomplishments. Melaleuca thrives on celebration! From the smallest of achievements to the largest ones, from enrolling one customer to achieving Corporate Director, leaders need to feel good about what they’re doing. When that happens, motivation increases, excitement grows, and abilities expand.
Make Your Celebration Effective
How you celebrate should be wholly determined by who it is you’re celebrating. It takes only a few minutes to figure out what people like, what parts of the business they may struggle with, and where they need encouragement. Once you’ve done that, celebrate with them in a serious manner. Tell them what they did that was successful. Be specific. Tell others about the hard work you’ve witnessed. Let them know that you noticed their efforts. Your words and encouragement will likely mean more than any reward you can come up with. Attach a suitable reward on top of that and you’ll create a moment in that person’s life they will treasure for a long time.
Leadership Celebration Meetings
The Leadership Celebration is an opportunity to celebrate local leaders’ achievements and the achievements of your team. It’s a time to schedule action to move your business forward and help you reach your goals. And it’s a chance to receive training from some of Melaleuca’s best.
Recognition Is a Proven Motivator
We all love to be recognized for our accomplishments. Whether it’s a pat on the back, a high five, or a note saying “Job well done,” all forms of recognition create positive reinforcement. Often, when someone else notices what we’ve done, we’re more likely to keep striving and pushing harder than ever. Rewards—whether material or emotional—promote hope and belief, and make all the hard work worthwhile.
Sharing Success Builds Team Loyalty
As a business builder, your goal is to build a cohesive team. A big part of that process is celebrating your team’s success. Through celebration, you experience a strengthening of relationships, you feed off one another’s energy, and you create a synergy that helps each of you work more effectively together than you would alone.
ACTIVITY 6: Always Be Involved with Fast Track
A Melaleuca Fast Track is a results-driven program designed to help your organization grow. A series of meetings lasting four weeks, Fast Track helps partici¬pants set goals, create action plans, implement those plans, report results, and celebrate success. Team leaders provide motivation, support, and training, and facilitators organize the schedule and the recognition awards.
“Fast Track helps you stay focused week after week. If you ask our leaders about the ‘secret’ to their success, many will tell you that the answer is Fast Track—not only for themselves, but for their entire organization. No one works harder than these leaders.”
—Melaleuca CEO Frank L. VanderSloot
FIVE ESSENTIAL ACTIVITIES MAKE UP THE CORE OF EVERY FAST TRACK EVENT
1. Assess the business and set goals. Fast Track participants determine where they would like to be by the end of the Fast Track period. Specific goals include number of enrollments, status achieved, number of Home Conversion and Value Packs sold, number of appointments set, and in-home presentations.
2. Create an action plan. Each participant—with the help of the team leader—creates a detailed action plan for how they are going to achieve their goals. Using a calendar, they determine what days and times they are going to set appointments, share Melaleuca: An Overview, report to their team leader, and more.
3. Implement the plan. After the Fast Track meeting, the participants follow through on their action plan, tallying their results and reporting to their team leader on schedule.
4. Report and celebrate success. Meeting together as a team each day to report, celebrate, and plan can drastically impact business results. Most often, the results involve enrolling customers and developing new Directors.
5. Train and develop leaders. Take 10–15 minutes of each Fast Track meeting to conduct training on the Seven Critical Business-Building Activities. When conducting your training, remember to briefly explain, demonstrate, practice, and evaluate.ACTIVITY 7: Lead By Example
Melaleuca business leaders lead by example because they know their actions are usually duplicated by those in their organizations. Are they professional, product-centered, and positive? If so, others will duplicate their actions. Are they disorganized, demanding, and late to meetings? If so, others will observe and duplicate those actions as well.
As a Melaleuca leader, you should set the example by attending Convention and all other Melaleuca meetings. Not only do these meetings offer you inspiration, ideas, and the training you need to grow your Melaleuca business, but they also give you the opportunity to develop a reputation as a supportive, involved Melaleuca leader whom others will want to emulate.
Your first two months as a Melaleuca Marketing Executive are critical. You get only one chance to create the beginning of your story—so make it as great as you can! Later, when you’re referring new customers and trying to encourage them to build quickly, they’ll want to know how you did it.
You’ll be telling your “getting started” story over and over again, so it’s important to set your sights on reaching Director in your first month and Director 3 in 90 days.
Convert Your Home to Melaleuca Products and Services
What would you think if the CEO of Ford Motor Company drove a Toyota? If your favorite Mexican restaurant cook chose Taco Bell for lunch? Wouldn’t you have a difficult time purchasing the products they represent?
After joining Melaleuca, immediately convert your home to Melaleuca products and services. Learn everything you can about them, gain your own product experiences, and get in the habit of consistently sharing product and service information with others. The people in your organization will follow your example and convert their own homes, spreading a powerful belief in the products and the services and building a strong business foundation.
According to actor Will Rogers, “People’s minds are changed through observation and not through argument.” As you go forward in all your Melaleuca activities, remember that your team members are watching you. Set a good example!
How Do You Convert Your Own Home? It’s Simple.
Dispose of all the products you currently use.
Replace those products with Melaleuca products, and let others know you only use safe and effective products in your home now.
MELALEUCA: TEAMING UP LIKE NO OTHER COMPANY
Nobody succeeds alone. That’s why—in addition to your support team—Melaleuca provides you with a dedicated Business Development team to answer all your specific questions. But we don’t stop there. As you lead your organization, especially in the beginning, you’ll need personal guidance and professional development.
So to help you advance your business, we have a highly trained group of leadership coaches who are excited about getting to know and serve you. Discover how you can begin earning commissions and bonuses by referring others to shop at Melaleuca. It’s simple, fun, and lucrative! See A Marketing Revolution! The Melaleuca Compensation Plan for complete details.
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