Hi everyone. This is Jim Moyles. How would you like to get a positive decision just about every time you meet someone face to face and by a positive decision what I mean is they get a Distributor Kit, they get a Team Building Kit, and they place their first order with Rexall Showcase for the appropriate products. I don't believe without all three of those being accomplished, it's really getting somebody started in the business, so let me share with you some strategies that will help all of you, so you can accomplish the three steps.

Number One: When you prospect somebody, prospect up, look for people that have been successful. Look for people that are of your caliber. When you are putting together your prospect list, in the column or where it says "quality", rate them on a scale of 5 to 10 with you being an 8. Initially focus on your 8's and 9's. And then after a couple weeks when you're comfortable, concentrate on your 9's and 10's. You'll find they'll see it faster and they'll have a lot more impact for your business.

Number Two: When you call your prospect back, make sure that you're prepared. I always have in front of me the Mentoring Response...what I'm going to say to somebody if they've not listened to an audio tape.I want to have right next to it exactly what I'm going to say to them if they have listened to this audio tape, which is actually my preference! And I'm also going to have an attitude about me that I'm doing them a favor and they are not doing one for me. Just think about this, if we help someone get just four active directors over the next two or three years, let alone six months, that's $3,100 a month - that's $37,000 a year - that's like they have a half million dollars in the bank at 7.4% interest! What could they possibly do for their financial future that would be better than this? You need to carry that attitude when you're meeting with somebody.

Now when you meet with your prospect, for a cup of coffee, breakfast, or lunch, whatever it is, before you even get into this, preface your conversation with the following discussion, 'You know I can understand why you would be intrigued by the information that you have listened to, but before we even get into that, "What's going on in your business, tell me what's going on in your life?" And have your yellow pad right there and take some notes. Make some notes of what they are missing and what they are concerned about. Just say "Well, 19m sure that the information you heard on the audio tape was impressive. Would you like me to go over the products with you or just focus on the business?" Let them decide what's important to them with you. That's another important key here. Just because you are excited about the business, they may be more excited about the products. Just because you're interested in the product, their focus might be on the business. You know how you're going to know for sure? Just ask them. If they are interested in the products at first, then pull Out the Corporate Profile Brochure and briefly review that.

Once you get through with that or if their primary focus is on the business, then say: "Would you like to know what makes this so special? This is the first time in the history of this 50 year old industry that all of the elements for success are in place. First, Rexall is one of the ten most

recognized and respected brand names in the United States. It's the only name in the industry that opens doors. Second, the products are a major breakthrough in preventive healthcare. Can you think of anyone who could not use at least one of these products? Third, Rexall has what is considered the highest payout in this industry; it's because we are dealing directly with the manufacturer. Fourth, the timing is impeccable. They expect to have over 100,000 distributors within the next five years and there are currently less than 15,000 active distributors in the entire United States and they are expanding internationally. Fifth, the Team Building tape program, that I'll go over with you, is very time efficient. It attracts the busiest professional and the best and brightest people.

By the way, if you decide to team up with me (us), you'll need a Distributor Kit for $49.50, one or two Team Building Kits which I'll describe in a minute which are $49.95 and last, you will need a cross section of products, that you'll get at wholesale, so that you can receive the health benefits of Rexall products and also be the best possible example! There's not much to it!"

We have a Team Building handbook that kind of walks you through this. Would you like me to show it to you?" And then simply open up the Team Building handbook, just go through the first several pages. Now there are some key points here. Before you turn to the page for "The Three Steps to Getting Started", you turn to your prospect and you say, "Bob, when I looked at this, what really impressed me was _______________". Then describe what one thing impressed you the the most. Try to relate to him or her if you possibly can. Now ask him, "Of all the things he's heard about this, what one thing intrigues or impresses him the most?" And then be a good listener. Make some notes. After you've heard a couple of positive responses to what he likes about this - and this is probably the first time he's had to really had to crystallize his thinking - say "Would you like to go over what the steps are to get involved in this?" And then once he says "yes" to that and you're answer will always be positive if you give him or her the courtesy of describing what intrigues or impresses him the most. Then you turn to that page and you go through "The Three Steps To Getting Started."

Describe the $49.50 for the Distributor Kit. Next is the Team Building Kit; describe this and explain that the price is $49.95 and kind of give a shrug and look at the person and kind of give an expression like "Would that be a problem?" And then say, "Of course you'll need the products that are appropriate for you or you're not going to have a lot of impact or a lot of credibility with the people you're prospecting. And that's basically it." Don't get into a thousand dollar, etc. order. Keep that up in the air for now, because I have found that it is better to do a couple of small decisions, then a larger decision.

Then I would turn to my prospect and I would say, "Bob, what would you expect from me (us) as your sponsor?" Then just write it down. After he has described what he would expect from you as a sponsor, if that is acceptable to you, just reach across the table and just shake their hand. I recommend that you mark your Team Building workbook and write on your pages to remind you to say, just before you turn to the "Would You Like To Know How to Get Started", I like the words "intrigue and 1 thing" so that you ask Bob, "What one thing intrigued or impressed you the most?"

Then when you come to the bottom of The Three Steps To Show How To Get Started at the bottom of the page "write the word "Expectation?" and tbat will remind you to ask the new prospect who will soon be your new distributor, "What do you expect from me (us) as your sponsor?" You can draw a picture of a handshake at the bottom of the page to remind you, after you've heard that if it meets your approval, to reach over just shake their hand.

O.K., simply ask the next question, "To what address would you like to have your correspondence sent between you and Rexall?" And once you get that answer, just start filling out the application. Take the address, the spelling of the name, all of your appropriate phone numbers, the social security number, and then you are going to ask for the hardest piece of information that is, "What's you birthday?" Then after you get that say, "What do you want to use - VISA, MasterCard, Discover Card?" After you have all that, simply review the information with your prospect and say, "Bob, is this correct - the address, the phone number's, the social security numbers, the birthdate, etc. Can I have your name here and your date here?" If you are on the telephone, now you'll turn to the next page where it shows the orders from Sound Concepts. "These are your choices for Team Building Workbooks," and you would say, "My recommendation is___________."

If it's "A Gift of Health - A Gift of Finance," which I did with Lou Pack, then write "1" or "2" in that column. If you prefer one of the other ones - they are all excellent - just write "1" in that column. And then it shows Todd's training program, and I would say, "I would also recommend that you get Todd Smith's training program. It's exceptional. It's three audio tapes and it's just $5.00. Would that be okay with you?" I would also recommend Don Failla's book, "How To Build A Large Successful Multi-Level Marketing Organization" at a cost of $10.00. And, lastly, I would suggest that they also include 100 labels which are $5.00 and ask if that is okay with them. Once you get a positive response, and by the way, try to always be near a telephone whenever possible. Try to have the appointments in your environment, in your office, or your home where you can kind of control it, where you know there is a telephone nearby. Once you have that say, "O.K., if you'll hold on for a second" and then you pick up the telephone and you call Sound Concepts and place the order. While you're waiting, ask your new distributor if they want to get off to a fast start or take their time. If they say a fast start say, 'May I have your permission to have the audio tapes sent to you by second day air. That can save five to ten days?" If they say a slow start or they are not in a real hurry or they are about to go on vacation, then just say, "Why don't we send it by regular ground mail?" If you are nearby, get ten tapes and two workbooks in their hands so they can get started. When the operator comes on, you place their first order. Now remember, you, as the sponsor - it is your responsibility to place their orders for their Team Building Kits, and also their products from Rexall. O.K. Now you've done that. Now you turn to the next page in the Team Building workbook and then you point out the four choices for product orders. Now try to use the same terminology that I'm using here. It is very, very effective.

Now describe the four choices there are as far as the positioning choices in the program. Describe the Associate level as strictly for a product user. It's basically for somebody that really is not going into the business, but somebody who wants to use the products and get a discount from wholesale. Then I would describe the next two positions that are primarily for business builders - that's the Supervisor and the Manager position. And then the Manager position along with the Director position are primarily designed, I believe, for someone who has have a clientele or a following. My own personal philosophy is that it's a mistake to bring on people as Directors unless they have people waiting to get these products from them. I think for most people it's overwhelming. Now there's exceptions of course to every rule. I would preface this, by the way, with describing the reason they need products. Just go through those three or four points that Todd describes in the Team Building workbook - products to use, products to share, etc. to be the best example. Now turn to the next page and show how the duplication process works.

Let them know that their prospects - their new distributor - will tend to do what they do and show them that since the key to the program is to become a Director within the first 60 to 90 days, and describe how much easier it is to accomplish that if you come on board as a Supervisor or Manager, and then I would turn to my Distributor and I would say, "Bob, my recommendation would be that you come on board as a ________________ unless you have a financial challenge. Would that be O.K. with you?" You might prefer to say, "Bob, I would recommend that you come on board as either a Supervisor or Manager, what is your preference?" And once you ask a question like this, wait for an answer. Give them the courtesy of responding before you interject anything else. Now, assuming you get a positive response from that answer, then what I always say is, "May I simply use the recommended order that's in the book here?" I don't want to spend a lot of time going through all the components of that order. I have found, most people, will say yes to that. Let's say if their. preference is a Supervisor, I'll turn to that page, I'll go to the bottom of that page and review the sales aids. Explain that the sales aids are all optional, because these do not count toward commissionable volume. And describe them and select those which are appropriate and just check them off. I will also add at this time, one Distributor Kit under sales aids. That way they can save a little shipping and get it right away.

If I'm running into difficulty getting a Supervisor or Manager order, then I will turn to my prospect (and I would only use this as a last resort), and I would say, "Bob, if there was a strong financial reason for coming on board as a Supervisor or above and we could limit your exposure to an area of $100.00 to $200.00, would that make you more comfortable?" Once again when you ask a question, wait for the answer. The answer will invariably be "yes". Say, "Well, the company doesn't want any unhappy distributors. They have - other than a 10% restocking charge - a 100% refund policy. Does that make you feel more comfortable?" Once again, wait for the response. Once you get the response there, then say, "May I have your permission to get you started as a Supervisor, so you can be the best possible example to you organization?" You also may want to include in this final discussion that by doing this they are entitled to 200 bonus options every year they qualify for the option plan. I have found it is best to basically save that towards the end, because for most people, who have been successful in business, $1,000 or $2,000 is a modest amount to get started in any business venture. Only use the "Urgent" tape as a last resort.

Now, here's what we've done now. We've brought somebody on board. We've done a step by step process and the reason we become successful at this, the reason we save time by doing this in one meeting rather two or three is that we took the time to establish rapport. Before we turn to the page on getting started, we developed additional rapport and we gave him the opportunity to crystallize his thinking and describe to you what intrigued or impressed him the most. Then after you went through the three steps, you made a very modest decision - $49.00, $49.00 and some products. Then you turn to the next page and you fill out the application and you made a little $49.00 commitment. Then you turn to Team Building with Sound Concepts and you made another little $60.00 or $100.00 commitment. And then you turn to the page and you offer the four choices for coming into the program. I believe this business is like Ron Thomson says, "It's just one step at a time. You have to put your noise of the camel through the tent first." If all of you will use this strategy, if you'll listen to this two or three times, take some notes, put it in your Team Building kit -your master book that you use for yourself - I promise you that you'll your sponsoring efforts will grow dramatically and magnify. I hope you will find this helpful.

Long Distance

Number Three: Now all the information, by the way, I'm discussing with you right now can be covered on the telephone just as effectively as this can be done face to face, so it's great. This methodology is outstanding for long distance sponsoring. Now before you finish with anybody make sure you always know what the next step should be with either your prospect or in this case your new distributor. Here the next step is to schedule a time to get together with them either face to face which is preferable, or to get on the telephone with them. To be properly prepared for this, you need to do the following things. First of all, ask them to fill out their prospect list, make sure they don't prejudge. Then also ask them to quantify the caliber of their prospect between a 5 to 10 as far as how success oriented they are with them being an 8. That way you'll know who the prospects are that you want to focus on; otherwise you'll find that they will tend to focus on their 4's, 5's, and 6's which are the wrong people. The irony is you'll have much better success on focusing on more success oriented people.

Next Step

Also, make sure that you set a time to walk them through the products once their products arrive. Show them how to take Bios Life drink so that they mix it properly and the first taste is a good taste. Advise them of taking just a half of pack of the Bios Life with a full glass of water. I have found from the doctors in our group, such as Dr. Carol Ann Ryser, advise them to take an 8 oz. glass of water after they have taken their Bios Life drink. This helps avoid constipation. Next, put together a game plan. Then, go over the checklist in the Team Building Book for what should be accomplished next and also make sure you add to list, registering for the next corporate conference, because if they register within the first ten days, they will receive a discount on their registration.

Now you know what to do, why don't you promise yourself you will do it!