Basic Training Manual

Simple. Consistent. Fun.

Name: ________________________

Date: _________________________

ID#: __________________________

UPDATED AS OF: 09/8/14

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Welcome to Duplicate Success International

This organization was created to empower our team members to build their USANA

business in a simple and duplicate-able way. The honest truth is that everyone is busy

with jobs, families, kids, school, or a combination of them all. When starting a home-

based business, it must stay so simple that a 4th grader could follow it.

Think about it. McDonald’s and Subway are multi-million dollar franchises that are run by

16-year-old kids that learn scripts. They read the scripts to their clients until they know

the process by heart. Each day they follow simple steps to run huge companies. This is

exactly what our team has created with Duplicate Success International.

When I first started my USANA Journey I was so confused with the many options to build

my business. To make things worse, I had no process or skillsets to KEEP the clients I

enrolled. I had the same problem with my associates. They could not duplicate what I

was doing. It was painful.

Later I learned from Dani Johnson that people cannot be duplicated, but SYSTEMS can.

Our team has partnered with Dani Johnson and we attend her training seminars because

they produce duplicate-able results in USANA, and ALSO help our colleagues pay off

debt, groom their kids for success, donate to orphans, excel at their current jobs, and

enjoy improved relationships in every area. RETENTION is our new REALITY. This has

certainly been the case for myself and everyone who has committed to this process.

I thank God everyday for what I have learned during my USANA journey. My hope is for

you to have improvement in every aspect of your life as well. Thanks for having the

courage to start your own business. I look forward to meeting you along the path and

seeing you DUPLICATE success in your life. Your community needs you to succeed now

more than ever.

With respect & admiration,

Jared Crebs

Founder of Duplicate Success International

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Table of Contents Table of Contents .......................................................................................................................... 3

HOMEWORK FOR A #1: .................................................................................................................. 4

1 HOUR SET-UP & ACTION PLAN MEETING: ................................................................................. 12

POWER HOUR: MAKING CALLS & READING SCRIPTS SESSION ..................................................... 19

Practice Approach Script for Entire Overview (YouTube Video) ................................................... 22

Practice Approach Script for In-Home USANA Mixer ................................................................... 23

Practice Approach Script for Weight Loss (YouTube Video) ......................................................... 24

GET THEM STARTED ON THEIR “POWER HOUR” WITH CALLS BY SAYING THIS: ........................... 25

Edification Script & Your ID .......................................................................................................... 27

Closing Script for Entire Overview (YouTube or “1-on-1” Appt) ................................................... 28

Closing Script for In-Home USANA Mixer (Group of 3 or More) ................................................... 29

Closing Script for Weight Loss Video ............................................................................................ 30

Script for a #3 Who Immediately Enrolls as a Client ..................................................................... 34

3 STEPS to RETAIN YOUR NEW Client ........................................................................................... 35

Client Account Overview Session Script ....................................................................................... 36

Script if Your #3 Does Not Become a Client Immediately ............................................................. 39

Questions for a #2 ....................................................................................................................... 40

Business Homework for a #2 Script ............................................................................................. 41

Script for a #1 Who Just Enrolled ................................................................................................. 45

RESET Prep Script ......................................................................................................................... 46

ADMIN SESSION SCRIPT: .............................................................................................................. 48

QUICK TIPS: .................................................................................................................................. 52

INTRO TO WORKING WITH THE PUBLIC SCRIPT: .......................................................................... 53

Script for Lukewarm Market Prospecting (Face to Face Conversation): ....................................... 57

Script for Face to Face Conversation Approach Call Back ............................................................. 58

Script for Purchased Advertising Campaigns ................................................................................ 62

Script to Use if Your Cold Market Prospect Says “I Did Not Request Info” ................................... 66

Money Objection Script ............................................................................................................... 67

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HOMEWORK FOR A #1:

If they are a #1 but don’t have the money, this is still their homework!

**IF LONG DISTANCE EMAIL THEM THIS LINK: www.createduplication.com/homeworkfora1 &

READ THROUGH STEPS 1-5 AT THE SITE.

START BY SAYING THIS: There are several things that I’m going to ask you to do tonight. Depending on what you do with

this homework really kind of tells me what kind of working relationship we’re going to have. I

want you to know that I will not micro-manage you, and I also will not beg you to show up for

work. And I’m sure you can imagine, like most jobs, there are some people who say they want to

go straight to the top, yet they don’t follow the instructions to get there, do they? So I’m really

interested to see what kind of a person you are going to be. Are you going to be the type that

shows up, follows directions and does exactly what it takes to reach the top, or not?

STEP 1:

The first step is to go to www.SmarterNetworker.com. There is a 30-Day Bootcamp. This is going

to be your preliminary training, so you can understand the processes of exactly how to succeed

in this new home based business that you just started with. The first call is what I want you to

listen to tonight.

This website was put together by Dani Johnson, she was mentioned in the presentation you saw.

She was ABCs “Secret Millionaire”, she’s been on “Oprah”, “Fox & Friends”, she’s an expert in

business, finance, and relationships. She was a homeless woman over 20 years ago and became a

millionaire inside of 2 years in the same exact industry that you’ve just started with. She has

trained up hundreds of thousands of professionals in the home-based business industry.

The 30-Day Bootcamp is free. It is going to begin your college education to getting your PHD in

your home-based business. Listen to that very first audio: Day 1- The Most Important Secret to

Success. I would like to know 3 things that you learn from that audio. And when we talk

tomorrow I’d like to hear your feedback on the 3 things that you’re going to apply immediately.

Each day for the next 30 days you’re going to be listening to another one of those trainings right

away. Just an hour a day. Ok?.... Alright, so that’s the first thing.

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IF YOU ARE MEETING THEM “LIVE” IN PERSON, ALSO SAY THIS:

I’m going to give you a CD by Dani Johnson to listen to while you are driving around. This is actually the Day 1 audio on CD. <HAND THEM “The One Thing Stopping You” CD, THEN CONTINUE…>

STEP 2:

The second thing is that I need a list of your goals. You’ll want to list several things. If you’d like

to travel, I’d like you to identify the places. Where are the very specific locations and destinations

that you’d like to go to? The other thing is what’s the cost of those locations and destinations. Do

you want to go on the cheap Motel 6? Or do you see yourself staying at much nicer hotel? Or

possibly renting a house for a week or two, or a month? So we need to get very specific on what

those goals are. I need to know the cost of those goals and also the timeline. When’s the date

that you want to get on that airplane and take your loved ones to whatever location it is that you

want to go to? Ok? List several specific goals.

And if you have 1, 2, 3, or 4 goals… there needs to be enough for you to work towards. Then

what I’m going to do, is show you the plan to generate the income to be able to afford those

goals. So for example, if it’s within a year that you want to go to a particular place, what’s the

cost? Ok great, that’s the goal we’re going to shoot for immediately, is achieving that first one,

alright?

Also, if you have any debt, what’s the amount of debt you want to pay off? When’s the date you

want to achieve that?

Eventually I’d like to see about 25 goals from you. So don’t just give me 1, don’t just give me 2. If

we could come up with 10, that would be great because we are here for the long haul. So it could

be goals that might take a year or two years, three years, four years, five years, the bottom line

is… as you said, if you keep doing what you are doing now, it may be forever until you get to do

these things. So we are looking for some long-term goals, as well as some short-term goals. And

you need to know, what is the price that it’s going to cost to be able to do these things? We need

to know exactly how much money we have to help you make in your new home based business,

so that you can achieve all those goals. Please email them to me by tomorrow. Do you have my

email address?

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STEP 3:

I need you to make a list of resources. We’re going to be doing a test market and right now the

most important thing over the next 30, 60, and 90 days is you getting used to the process.

Learning exactly how everything works in establishing yourself in a home-based business. So, the

best way to do that is to get you to some kind of experience by doing a test market.

Now, a list of resources, just like with any type of business that get’s started… let’s just say that

for example that we were going to start a restaurant. And let’s say that with that restaurant, you

were able to get a loan from the bank for $100,000 to get the thing off the ground. And with that

$100,000 you had to buy equipment. You know, the ovens, the stove, the cooking utensils, as

well as the tables, the uniforms for your staff, the signage, everything. Let’s say that all $100,000

went into equipment and actually getting it set up. Now it’s ready, the business is ready to turn

the lights on and start the thing. You have the restaurant packed with food. How are you going to

get people to come through the door? Who would you let know about it first? <LET THEM

ANSWER>

And is it possible that some of those people, as you contacted them, that some of them would

not come to the restaurant? Would that hurt your feelings? <LET THEM ANSWER> Ok, would

you persist in your business even though some of those friends, family members, and business

contacts wouldn’t come? <LET THEM ANSWER> Ok, and is it possible that some that came, ate

once, and didn’t like your food, and never came back again, would you still persist in your

business? <LET THEM ANSWER>

And is it possible that some would eat, come and actually share with a few of their friends about

your restaurant, and would that encourage you to keep going? <LET THEM ANSWER> And is it

possible that there are some that would come, eat the food, and just go crazy, always come back,

they’d come back as a regular, they would be somebody that would tell everybody they know

about it, and then maybe they would eventually say, “can I get a job here?” <LET THEM

ANSWER> Yeah, so your home business is exactly like having a restaurant. The difference is that

it’s not going to cost you $100,000 just to get the thing off the ground.

So, the same exact way that you would build that restaurant, is the same exact way that you are

going to build your home-based business. Your list of resources are all the people that you have

already mentioned. So, get me a list of 200 before we meet tomorrow.

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And by the way, here’s our Create Duplication Basic Training Manual. <GIVE THEM A COPY OR

EMAIL IT IF LONG DISTANCE> You will need this to complete your training. Below is a tool that

will help jog your memory of what those contacts are, so you’re not just using your head thinking

“who do I know, who do I know.” It gives you categories. Let’s go over this:

Developing Your List of Resources

Social scientists say the average adult has met 2000 people by the age of 21. One of the biggest keys to success is to develop your list of resources to at least 200 people minimum.

Use this Memory Jogger to develop your list of resources. For your convenience we’ve enclosed a very good list. This method has helped our colleagues build a strong list, get trained, and create income quickly. It’s very simple, just go down the list and ask the following 2 questions about each category:

1. Who do I know who is a ________________? 2. Who do I know who knows a ______________?

Fill in the blank with the particular profession. For example, who do I know who is an automobile mechanic, auto body repair person, auto dealer, etc. It’s ok if you do not have everyone’s phone number; just write down the name of each person anyway. You will go back and find the numbers later if you don’t have them already. Of course the more phone numbers you have the better. Facebook is also great for finding friends and phone numbers. Just send each person this Private Facebook Message: “Hey, FIRSTNAME, how have you been? I lost my numbers and I need to get yours again!” This works to get some numbers you may be missing.

And please do not prejudge people. The people you think will not be interested will be. The people you think will be interested won’t be. Just follow directions and get the names and numbers written down. This list is just for you to practice on. And remember, you are looking for who they know as well, so don’t leave anyone out. Let’s take a moment to look at the categories on the next pages and then we’ll continue reading on page 10.

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Memory Jogger List:

Family Mom and Dad Sisters and Brothers Children and Step Children Nieces and Nephews Aunts and Uncles Cousins In- Laws

Organizations Church Lodges Schools/College Community Groups

Hotel/Restaurant Waiter/Waitress Busperson Dishwasher Cook Chef Front Desk Clerk Driver Concierge, Bell boy Sales/Catering Fast Food Employee Housekeeper

Beauty Hairdresser Barber Cosmetologist Manicurist

Sales Real Estate Insurance Retail Landlord Electrician or Plumber Housekeeper Babysitter or Nanny

Organizations Health Political

Friends Close friends & their friends School/College buddies Neighbors Former neighbors Workmates Former workmates Service buddies Acquaintances Web friends Business Professional Entrepreneur Business Owner Executives Office Managers Trainers Attorney Psychiatrist Psychologist Personnel Director Technical Programmer Systems Analyst Data Entry Computer Operator Technical Writer Engineer MIS Manager Construction/Property General Contractor Landscaper Land Developer Property Manager

Athletic Contacts Fitness Center Bowling Leagues Concession Stands Bicycling Camping Baseball Games Tennis Matches Hiking Martial Arts Weightlifting Transportation Airline Pilot Flight Attendant Cab Driver Bus Driver Travel Agent Mechanic Baggage Handler Ticket Counter Sales Truck Driver Medical/Dental Doctor Chiropractor Optician Nurse Dentist/Hygienist Orthodontist Physical Therapist X-Ray Technician Veterinarian Paramedic Ambulance Driver Administrator Secretary Receptionist Janitor

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Doing Business With Co-Workers Doctor Nurse Chiropractor Service Station Postal Delivery Broker Realtor Accountant Financial Planner Bank Mortgage Broker Grocery Store Clerks Insurance Agent Homeowner Landlord Association Veterinarian Handyman Travel Agent Florist or Gardener Manicurist Hairstylist Waiter/Waitress Auto Repairman Childcare Dentist Dental Assistant Dry Cleaner Housekeeper Shoe Repairman Clerks Contractor Roofer Health Food Store Clerk Health Club Associate Masseuse Pharmacist Housewife

Occupations & Education Attorney Professor School Teacher Students Principal Counselor

Recreation Restaurants Night Clubs Bars Parks Beaches Travel

Lists You Already Have Birthday List Christmas List Personal Phone List Contacts in your Cell Phone

School Contacts Teachers Principals Associates Coaches School Aides Secretary PTA Alumni Parents of Children

Health Nutritionist Personal Trainer Massage Therapist Health Club Employees Aerobics Instructor Herbologist Factory Worker

Entertainment/Artistic Photographer Interior Decorator Artist Graphic Designer Choreographer Musician Director Set Designer Filmmaker Video Producer Web Designer Actor

Government/City Employee Fireman Policeman Armed Forces Postal Carrier DMV Forest Ranger Librarian Elected Officials

Banking Bank Teller Loan Officer Mortgage Officer Financial Planner Accountant/CPA Stock Broker Investment Banker Escrow Officer Title Insurance Agent Bookkeeper Elected Officials

Church Pastor & Wife Members Staff

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I want you to get 3 simple, cheap notebooks (bound, not spiral) and a day planner before we

meet again. The first notebook will have your list of resources to 200 or more, like this… <SHOW

THEM YOURS> The 2nd notebook is for taking notes while FORMing people and the 3rd notebook

is for writing down the top prospects to call each week. After you have been doing this for awhile,

you will have so many prospects that you’ll have to decide which are the TOP ones to follow up

with first. And the day planner will be used during our next meeting to discuss your business

hours as well.

Now back to the restaurant analogy…. don’t be thinking of who will like the food in the

restaurant and who wouldn’t, who’s a vegetarian etc., don’t worry about any of that kind of stuff.

Don’t disqualify in anyway. Just get the list of 200. There are some people on that list that will

never look. They’ll never come through the doors. Won’t like the food. Will never refer

somebody. Those are the ones that we’re not looking for. They’re not qualified to work with us.

We’re really just looking to do a test market. That’s all.

STEP 4:

Step number four is… we’re going to go ahead and make an appointment to begin your

preliminary training. Just to get you some experience. And so what time tomorrow are you

available. <LET THEM ANSWER & SET THE EXACT TIME FOR THE CALL> Ok so I’ll talk to you “DAY”

AND “TIME”.

Again, you need to listen to the Day 1 Smarter Networker Audio. And remember that it’s one

audio everyday. So, you want to open up your day planner and make an appointment as to when

you are going to listen to that. In fact, what time are you going to listen each day? <LET THEM

ANSWER> Ok that’s fine. So again, can you repeat to me the things that I need from you? <LET

THEM ANSWER>

And also on those goals, eventually I want you to get to 25, so that’s something that you are

going to keep working on, so if you can get to 10 that’s great. You need to have at least a

minimum of 3 would be ideal. 5 would be a good stretch. Again, we don’t have a lot of time

before we will be talking again. But this is something that you need to keep working on. And

remember everyday it’s listening to 1 hour from the Smarter Networker and always pulling 3

things that you pick up from the audio that you’re going to apply immediately.

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STEP 5:

Step number five is… the next First Steps to Success is taking place in “CITY” on “DATE”. This is

where you’re going to be able to start learning how to become a professional in this industry. As

you said, you are looking to earn a professional level of income. You have to know that it takes a

higher skill set than someone who wants to make a hundred bucks a month. So, the quicker

you’re able to learn in a more professional environment the better. You’ll be learning directly

from Dani Johnson by the way. You will also be meeting other people who are already making a

professional level of income as a direct result of working with her in her training.

So you get to meet people that are already doing what you want to be able to do. And you’re

going to be guided on how to do it in the quickest possible way. So you want to put that in your

calendar. I would get you on a fast track, and we’re going to be looking for about 5-10 people to

go along with you. And those will be probably your biggest leaders that are going to build this

with you. Usually the people that start with you in the beginning and follow the same track that

you’re on, those people have a tendency of succeeding really well. So that’s what we’ll be

looking for. And I’ll be helping you work towards that.

So put that on your calendar, you need to get registered for that immediately. In fact, when

you’re home, after you register for Smarter Networker, you can go ahead and get yourself

registered at this site:

http://www.danijohnson.com/events/home-business-entrepreneur-workshop/

Alright I’ll talk to you at “DATE” & “TIME” and I have an expectation of seeing each one of these

things that have been completed and we’re going to look at those goals and figure out what kind

of a track we need to go on, whether it’s a fast track, or a medium ground, or slow track to see

how quickly we can achieve those goals that you have. I’m looking forward to working with you.

SPONSOR’S HOMEWORK THAT SAME NIGHT: Mail them a Sincere Thank You Card & include Dr. Ladd McNamara’s CD, The Power of Cellular Nutrition for them to listen to. (EDIFY THE CD! TELL THEM TO LISTEN TO THE RESULTS!!) <SEND THE THANK YOU CARD & CD THE NEXT DAY, IT MAKES A HUGE IMPRESSION>

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1 HOUR SET-UP & ACTION PLAN MEETING:

*If they completed the “Homework for a #1” but still don’t have the money to start,

continue with the script below ANYWAYS. Help them host their first mixers and also

invite their list to view the DSI YouTube Presentation Video. Involve them in

building to increase their skill & desire to upgrade.

START BY SAYING THIS: Before we review the homework, I want you to plug into our Team Duplicate Success

International System. The main thing to understand is that people cannot be duplicated, but

systems can. Mastering this system and helping others through this process on a daily basis is the

key to achieving your goals.

Step 1: Send a text to 773-295-4982, with the message: @teamdsi <WAIT FOR THEM

SUBSCRIBE> Go ahead and do this right now. After you subscribe, you will receive a text back

asking for your name. Reply with your full name and you will be officially subscribed to our

Training Call text updates. You can unsubscribe at anytime, but this is the best way to stay

plugged in. Did it work for you? <LET THEM ANSWER> Ok, so each Monday at 6pm CST there is

an DSI Elite Training Call with one of our team leaders actually calling LIVE prospects and reading

them the simple Dani Johnson scripts. You will receive a text with the info so you can listen in.

This call is very eye opening because you can see how simple it is to create success. You will also

see the good, bad, and the ugly. It’s important for you to know it’s not always pretty and

rejection does happen, but that’s just part of the fun. Make this call a priority in your calendar.

Can you be on the Monday call this upcoming week? <LET THEM ANSWER>

Step 2: Click on “Members Area” and login. The password is: duplicate123

Take a minute and save this password in your phone! This member’s area is private to our team

only. It is your personal connection to our system that creates results. Please keep this password

private. Do you have it saved? <LET THEM ANSWER> Ok, right now we are going to take 4

minutes watch the Platinum Bonus Video. There is a bonus you can qualify for during your first

56 days in business. After logging in, click on “Training Videos” then “USANA Lifetime Matching

Bonus.” Let’s watch the video right now. <WATCH THE 4 MINUTE VIDEO WITH THEM>

What did you like about what you saw? <LET THEM ANWER> Ok, so this is quite a big bonus. You

have 56 days from when you enrolled to qualify, so your Platinum Bonus Deadline is “DATE”.

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There are more training videos on the Compensation Plan that you can come back and watch

later. But for now let’s keep moving.

Step 3: Click on “Subscribe” at the top right side of the page. Proceed to enter your name and

email to be added to our Create Duplication email updates. <WAIT FOR THEM TO SUBSCRIBE>

You will receive news on upcoming events and trainings that are crucial to your success. In

addition to the Monday 6pm CST call, you will receive info on Smarter Networker’s Monday

Night Dani Johnson training call that happens each week at 9pm CST. This call is 1 solid hour of

mentorship from Dani Johnson. Monday is our big training day and both of these calls are crucial

to your success each week.

Step 4: Lastly, click on “Documents”. This is your access to the DSI Business Presentation Video,

Forms Binder, Tracking Binder, Tools, & PowerPoints. I suggest you plan some downtime this

week (about an hour) to save these documents to your computer, and also to create your Forms

Binder & Tracking Binder. Just follow the simple printing directions below each document.

Step 5: While you are doing this, make sure you fill out the Direct Deposit Form and FAX it to the

number provided on the form. You must have Direct Deposit set up in order to receive paychecks.

Also be aware that USANA has a new e-wallet option if you prefer this instead of Direct Deposit.

You can call them at 801-954-7200 to set up this option. When will you be able to schedule the

hour to save & print these documents, and also set up auto-deposit? <LET THEM ANSWER> Ok

that will be fine. <IF THEY HAVEN’T OFFICIALLY ENROLLED YET, JUST HAVE THEM SAVE & PRINT

EVERYTHING. THEY CAN SET UP AUTO-DEPOSIT AFTER THEY ENROLL> Now let’s review your

homework so you can start doing the activities that will make you money, help others and have

the most fun.

Step 6: So tell me, what were the 3 things you liked about the Smarter Networker audio(s) that

you are going to implement right away? <LET THEM ANSWER> That sounds good. Remember, 1

audio per day and always writing down 3 things you will be implementing from each audio. What

time are you listening to the next audio tomorrow? <LET THEM ANSWER> Sounds good. I want

to hear the top 3 things you like everyday about each new audio, just send me a text after you

have listened.

Step 7: Ok, and what are your top 3 goals? <LET THEM ANSWER> How much money will it take

to achieve these goals and by what time do you want to have them done? <LET THEM ANSWER>

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Ok, so after we talk about First Steps to Success and review your list of resources, we will

establish some business hours and go over what you need to do to make these goals happen.

A NOTE TO THE SPONSOR: Write their goals down and save them in your phone, or in a file. You must know your team member’s goals and constantly remind them

about the rewards.

*THE REWARD MUST BE BIGGER THAN THE RISK OF LEAVING THEIR COMFORT ZONE

Step 8: Were you able to register for First Steps to Success & Home Business Entrepreneur

Workshop? <LET THEM ANSWER> This training is going to be crucial to your success. The goal is

for you to be there, and also to bring your most serious business partners with you. I suggest

you also get your hotel and plane ticket ASAP. We can also find you a roommate or 2, if need be.

We will talk more about this as we get closer to the event.

Step 9: Let’s see your list of resources? How many did you come up with? <LET THEM ANSWER>

Ok, this is a good start. Everyday, as you remember more people and meet new people, you will

be adding more names to this list. Our goal is simply to do a test market so you can practice and

learn the process, NOT to enroll anybody. No pressure, just enjoy learning the system.

Right now, we are not going to assume anyone will enroll. Again our goal is only to practice and

have some fun. Let me ask you, who are the three most successful people in your life that are on

this list. In other words, who are the 3 sharpest people in your life? <LET THEM ANSWER> Ok,

then these are the 3 that we will be practicing with first.

We will be reading them a simple script that only asks if we can practice the process with them.

The script does not ask them to buy or sell anything, which means they won’t feel like you are

being “salesy.” That’s the best part. This also means that they will say yes to let you practice on

them. They may not be interested at all. That doesn’t matter. Our goal is to simply learn the

process so that later on, you will know how to work with the general public. One of our team

members named Patti Garcia used this approach and was surprised that many of her friends

actually responded positively after she read them the script. This may or may not happen for you,

but regardless, you will learn the process this way.

Step 10: Ok now let’s make your customized plan of action. Just like any business, you must have

some set income producing hours (i.e. business hours). In a moment you will choose the plan

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that’s best for you. Here’s the strategy that produces results: 80% of your income producing

hours must be spent calling & reading “invite or follow up scripts” to generate new business;

19% of your income producing hours must be spent doing On-The-Job Training (OJT) with NEW

people; and 1% is spent solving problems for your team. Please note: if you spend 1 income

producing hour making calls and reading scripts, you should be able to make about 15+ calls

per hour.

Why so little time problem solving? Problem solving is simply directing your team to where they

can find the solution themselves, not by doing everything for them. If they are having problems

with a certain aspect of business building, you direct them to an audio at SmarterNetworker.com

where Dani Johnson has already solved the problem. This frees you up to use your business time

wisely, and also empowers them. If they have USANA product or shipping questions, you tell

them to call 801-954-7200. If they have Dani Johnson Seminar Questions, you have them call

866-760-8255. In fact, take a moment and save both of these numbers to your phone. I’ll go

ahead and wait for you to do it. <WAIT FOR THEM TO SAVE THE NUMBERS> Ok, are they saved?

Below are your options. We have had people create successful results on just a few consistent

hours per week. It’s not about the hours; it’s about having a set schedule each week just like you

have a set schedule at your job. Below is a description of a 40 hour option, 20 hour option, 10

hour option, and 5 hour option. Tell me which is best for you. <LET THEM ANSWER> Ok we will

continue reading on the next page to make a plan that’s best for you.

If you want to have 40 income producing hours each week:

80% New Biz Dev. is: 32 hrs making calls reading invite & follow-up scripts 480 calls/ week

19% OJT: 7 hours & 36 mins doing home USANA mixers with NEW recruits (or 3 way calls)

1% Problem Solving: 24 minutes problem solving

If you want to have 20 income producing hours each week:

80% New Biz Dev. is: 16 hrs making calls reading invite & follow-up scripts 240 calls/ week

19% OJT: 3 hours & 48 mins doing home USANA mixers with NEW recruits (or 3 way calls)

1% Problem Solving: 12 minutes problem solving

If you want to have 10 income producing hours each week:

80% New Biz Dev. is: 8 hrs making calls reading invite & follow-up scripts 120 calls/ week

19% OJT: 1 hour & 54 mins doing home USANA mixers with NEW recruits (or 3 way calls)

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1% Problem Solving: 6 minutes problem solving

If you want to have 5 income producing hours per week:

80% New Biz Dev. is: 4 hrs making calls reading invite & follow-up scripts 60 calls/ week

19% OJT: 57 minutes doing home USANA mixers with NEW recruits (or 3 way calls)

1% Problem Solving: 3 minutes problem solving

Also I want you to know that this is a marathon, not a sprint. Dani Johnson recommends taking 1 day off from all work (including USANA & your job) each week, to have a day of rest. This is just as important as the days you work. I suggest you be teachable and follow this advice as well. So which day will be your day of rest? <LET THEM ANSWER> Ok sounds good. I recommend you choose 1 night this week to have a USANA Mixer in your home using the script on page 23 of this DSI Training Manual. If your home is not a good option, then I suggest you do it in a meeting room of a restaurant, church, apartment clubhouse, or wherever you can gather 5-10 people. I will be there with you (in person, via skype, or telephone) to guide you through this process. Long distance is not an issue. The first mixer I will do all the talking to your guests while you watch and take notes. The 2nd time you have a mixer, you will do the first half, and I will do the last half. And the 3rd time, you will do the entire process, and I will be there to clean up the mess. After that, it is your job to continue doing weekly gatherings. One night a week needs to be your “USANA Mixer Night” and then the rest of your business hours will work around that night. I can do “THIS NIGHT” OR “THAT NIGHT” @ “TIME” which works best for you? <LET THEM ANSWER> Ok, so your USANA Mixer Night will count for 2 hours of your “OJT” income producing time. The rest of the time this week will be spent making calls and reading scripts. Now, let’s specify the exact days and times. Some people establish income producing hours 6 days a week, others do 5 days per week, and others do 3 days per week. Can you pull out your agenda and let’s outline your income producing hours for this upcoming week. <LET THEM GET THEIR PLANNER OUT> So what hours are you going to establish as business hours to make calls? <LET THEM ANSWER> Ok great. So each week you have to make your schedule in advance, just like your job does. This is how you run a “for-profit” business, not a hobby. Lastly, time spent listening to USANA Product Webcasts, SmarterNetworker.com training audios, etc. DOES NOT COUNT towards income producing hours. This falls under “continuing education” and many people do this on their downtime. Some like to listen to audios while they are driving, working out, doing housework, etc. Always count this time OUTSIDE of your business hours.

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There are 2 aspects of building you have to master. “High Tech” and “High Touch”. So far we have covered a “High Touch” approach with USANA Mixers. This sets the foundation, but you must also master “High Tech”. This is done with our simple DSI Business Presentation video. During your income producing hours, you will call your local & long distance contacts and read them the script on page 22 of this DSI Training Manual. This strategy works great for you to practice on anyone that CANNOT attend your mixer for any reason. The video approach eliminates the issue of distance & travel. After they watch the video, we will call them back together using the “Closing Script for 1-on-1 (YouTube or Face-to-Face)” on page 28 and follow the simple directions if they are a #1, #2, or #3. On your first follow up call, you will introduce me and I will do the entire closing script while you follow along. On your next 2-3 follow up calls, you will introduce me to be there to support and listen while you do the entire closing script. I will clean up the mess and help you guide your contacts through the process. After we do 3 follow up calls together, you will know exactly how to duplicate the process. Then you will be independent and have the ability to make calls without depending on my schedule. After we do both the “Hi Touch” & “Hi Tech” process, you will be free to develop your own client base and associate base setting your own business hours each week and leading by example so that your associate base duplicates exactly the same way you are. Step 11: Before we begin reading the practice scripts and making your first calls, we need to take a moment to set up your True Health Assessment Website. Can you get in front of your computer or device real quick? <IF THEY HAVEN’T OFFICIALLY ENROLLED YET, GO TO STEP 12. THEY CAN CREATE THEIR TRUE HEALTH ASSESSMENT WEBSITE LATER, AFTER THEY ENROLL> Ok, so go to www.usanatoday.com and login with your USANA ID# and password. You should have received this in an email from USANA when you enrolled. <WAIT FOR THEM TO LOGIN> Ok are you in? <LET THEM ANSWER> So this is your USANA Back Office Website. We will be scheduling another meeting after you get your products in the mail where I will explain the dosages, how to make the shakes, your weekly paycheck, and how to manage your auto order. But for now, just go ahead and click on MENU > then INCOME MAXIMIZER > then WEBHOSTING. It should pull up your “One Click Website” page. Did the “One Click Website Page open for you? <LET THEM ANSWER> Ok, so click on “Option 1. One Click Website.” Did it open for you? <LET THEM ANSWER> Does the contact information look correct? <LET THEM ANSWER> Ok, now go ahead and click on the “Edit Site Name” button in blue. Did a pop-up window open for you? <LET THEM ANSWER> Ok, now you should see a box that says “Site Name” with your USANA ID number inside the box. Simply delete your USANA ID number and replace it with your first name and last name together

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as one word. For example, if your name is Joanna Lopez, you need to type it in like this: joannalopez >>> do not include a period or any hyphenation. Now click the blue “SAVE” button. Did you do it? <LET THEM ANSWER> Ok, now click the Orange “Build My Website” button.

WARNING: some website names are already reserved & no longer available. Your new team member may have to do a variation of their name if necessary.

Do you see where it says, “Your website first&lastname.usana.com has been built and is available on the Internet”? <LET THEM ANSWER> Ok this is your webpage that allows you to do the True Health Assessment. Go ahead and save this link. Please understand that this website is NOT for the initial phone call to your contacts. This website is for AFTER they see a presentation. It is for you to use on your computer or device while you fill out the True Health Assessment FOR THEM and ask them questions about their health. They will receive an email with the results. You will see how we use this website as we do your On-The-Job Training (OJT). Step 12: Right now we are going to schedule your first “Power Hour: Making Calls & Reading Scripts” appointment. I will be there to walk you through this over the phone, on Skype, or in person. We need to schedule this appointment at least 1-3 days before your first mixer happens so that you have very successful phone calls. This is where the fun begins. I can do “DATE” or “DATE” at “TIME”. Which works best for you? <LET THEM ANSWER> Ok sounds good. Talk to you then.

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POWER HOUR: MAKING CALLS & READING SCRIPTS SESSION

Were you able to print up your forms binder and tracking binder? <LET THEM ANSWER> We will make calls today regardless, just please be aware that you will need your binders ready. Now before you start making calls and reading the simple scripts I just want to go over a few things: NUMBER 1: Calling the people on your list of resources is just for practice. The majority of them are not going to do anything. Some may become clients or associates, but that will be an added bonus if they do. Our main goal is simply to have you master the process so you can work with the general public with confidence. Please remember to have fun and enjoy the conversations you’ll be having. The majorities of them are going to love hearing from you and will be happy to allow you to practice with them. Who knows, maybe some will decide to pursue it with you! You never know until you start. NUMBER 2: Soon you will need to order the Dani Johnson Home Business Bundle to effectively work with the public. Today you will be using the scripts on page 22, 23, & 24 in the Basic Training Manual to practice on your list of resources, and this will get you started nicely. But to work with advertising campaigns and generate profits on a professional level, you will need the home business bundle. This was mentioned our business presentation. They include the Main Script Book, the Supplemental Script Book, and a 10 disc CD set called 6 Figures in 6 Months that explains how Dani was able to generate 6 Figures in her first 6 months. This home business bundle is crucial for your business to expand beyond your list of resources and will also help you immensely through your entire business journey. Normally, the cost for all 3 products separately is $206 (+ tax and shipping), but you can get the entire bundle for only $137 (+ tax and shipping) from this link:

http://www.danijohnson.com/offers/free/home-business/what-the-gurus-arent-telling-you When you open the link, you must subscribe, and then you can purchase the bundle at the discount price. I suggest you get this set as soon as possible, when do you think you can do it? <LET THEM ANSWER> Ok that’s perfect. We will be using what we have here in the Basic Training Manual and we will be building on your skills while your Dani Johnson Scriptbooks and CDs are on the way. NUMBER 3: There are 3 types of budgets that people have for building this type of business. High Budget, Low Budget, & No Budget. Let’s go over what each one of these means. “No budget” is someone who has no money for advertising, or to invest in his or her professional education. They are at the mercy of their list of resources and any referrals that they can

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generate. They are also limited to the scripts in the Basic Training Manual and the free content at SmarterNetworker.com. “No budget” can usually generate some results in the beginning, but they will NEVER make a professional level of income. “Low budget” is someone who still works with their list of resources & uses the Basic Training Manual to get trained, but they can also invest in a little advertising campaign (maybe $135 for 500 Bulk Local leads at www.getleads123.com). They can also invest in their Dani Johnson Home Business Bundle and attending First Steps to Success. This is a huge leap from “No Budget” and sets you up to earn a professional level of income. You definitely want to get into the low budget category as soon as possible. “High budget” is someone who does everything that “Low Budget” and “No Budget” do, but they also have a healthy budget to invest $500-$1000 per month in advertising that gives them the ability to work full time. They are also able to purchase higher quality leads, and have enough to make 480 calls per week, which is a full time workload. I want you to just keep in mind that you will learn the process right now with the Basic Training Manual and your list of resources, but the goal is for you to expand to have the skillsets & professionalism it will take to work with the public and also generate a professional level of income. We will discuss more about this after your first 200 calls and 2-3 home mixers. NUMBER 4: There are 2 crucial aspects to running a successful part time or full time business: Having a Weekly Action Plan and Tracking Your Numbers. NUMBER 5: The last page of this training manual is a copy of the “Weekly Action Plan” & “Tracking Your Numbers” Document. It is double sided. Please take a moment and detach it from the back. I want to explain it to you while you look at it. Go ahead and do this now. <WAIT FOR THEM TO DO IT> Ok do you have it in front of you? <LET THEM RESPOND> NUMBER 6: The associates who take 10 minutes every Sunday and create their Weekly Action Plan have much better results than everyone else. Accountability is crucial to your success. I am requesting that you email me your Weekly Action Plan each week for the next 3 months. This will allow us to discuss your business each week and get you the right habits to create success. Let’s take a moment to fill it out right, then we will continue reading. <GO OVER THE W.A.P. WITH THEM RIGHT NOW> Ok, so every Sunday go ahead and email me your weekly action plan and we will be discussing your business every week for the next 3 months. If you are taking action every week, you should have a nice client base and a growing “dream team” by then. NUMBER 7: On the back side of your W.A.P. is a “7 Day Tracking Sheet.” Professionals track their numbers. They know how many calls & presentations they make each week. It takes discipline to do this, but it is well worth it. Here’s my W.A.P. & 7-Day tracking sheet <SHOW THEM YOURS>

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This is how I track. So here’s how it works. Every Friday is the end of the USANA pay period and work week, so usually on Saturday or Sunday I go to www.createduplication.com and click on “GoProTrack.” Let’s take a moment to do this right now. <WAIT FOR THEM TO OPEN THE WEBPAGE> Did you get there? <LET THEM ANSWER> So you see how this webpage matches the 7 Day Tracking Sheet. All I do each week is submit my numbers here. Each Monday we have a DSI Training Call that begins at 6pm CST that recognizes our Elite Team Members who tracked their activity and reported it. Our team recognizes the people who track, even if their numbers are small. Remember that all successful businesses know their metrics. Working in USANA is no different. One of our team members named Becki is only able to work 5-10 hours per week on her business. She reports her numbers each week, some weeks they are big, other weeks they are small. The beautiful thing is that she consistently enrolls new clients and associates and makes regular checks. We have many part timers who do this! Most importantly, your “dream team” needs to see YOUR NAME on the Recognition Report. They will do what you do. The key to success is to understand that everything you do duplicates, both good habits and bad habits. So, if you keep a high standard for yourself, your organization will follow the same. Right now, send a text to 773-295-4982 with the message: @dsielite <WAIT FOR THEM TO DO THIS> You will now receive our Elite Team Text updates each week on when to submit your numbers, as well as other Elite Team Tips. NUMBER 8: The main thing I want you to understand right now is that it’s ok to feel nervous and don’t expect perfection. Just be yourself and read the script. Let me ask you, what was the first job you ever had? <LET THEM ANSWER> Do you remember being excited and nervous at the same time? <LET THEM ANSWER> And do you remember that the first week was tough, but after the second week it got easier, and after a month you were on autopilot? <LET THEM ANSWER> Well the same thing is going to happen with your business. We are going to start by role playing through the scripts on pages 22, 23, & 24. The first time through I will role play as the USANA Associate and you roll play as the prospect. Then we will switch roles and you will be the USANA Associate and I will be the prospect. After we roll play through the following scripts, we will continue reading on page 25. Let’s do it. <PROCEED TO ROLE PLAY AS OUTLINED & THEN CONTINUE READING ON PAGE 25>

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Practice Approach Script for Entire Overview (YouTube Video)

Script Tip!

SMILE WHILE YOU’RE ON THE PHONE. YOU ARE NOT A SALESPERSON, YOU ARE A BUSINESS DEVELOPER.

Script Tip!

F.O.R.M. your prospects. Don’t assume you know everything about them. Ask questions.

Hey “PROSPECT’S NAME”, how’s it going? (F.O.R.M. your prospect) I know you are really busy with all that you have going on in your life and I almost didn’t call you because of your schedule. But, I really need your help.

The company I’m working with has recently started doing 19 minute YouTube Video campaigns and we need to test the process on some select people. Would you be willing to watch the 19 minute YouTube Video and let me ask you some questions afterwards? <THEY WILL SAY YES>

Ok thank you so much, I want to make sure you can open it without any problems. Would you like me to email or text you the link? <LET THEM ANSWER>

Ok I’m sending it right now, just a second. <F.O.R.M. THEM DURING THE SILENCE WHILE YOU ARE SENDING THE MESSAGE> TEXT OR EMAIL THIS SENTENCE:

“Here’s the link: http://youtu.be/zYeRLvER_nU Thanks so much for your help!”

FINISH BY SAYING THIS: Did you get the link and did it open for you? <THEY WILL SAY YES>

Ok, so this 19 minute video explains exactly what the company is and how it works. The person speaking is Jared Crebs. He has an 8 year track record, did over $600,000 in revenue last year, and he has helped many people. Do you think you can watch this real quick and I’ll call you back in about 25 minutes? Ok, thank you so much! Talk to you then.

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Practice Approach Script for In-Home USANA Mixer ***Using DSI YouTube Video or Presenting Live with PPT Slides

Script Tip!

SMILE WHILE YOU’RE ON THE PHONE. YOU ARE NOT A SALESPERSON, YOU ARE A BUSINESS DEVELOPER.

Script Tip!

F.O.R.M. your prospects. Don’t assume you know everything about them. Ask questions.

Hey “PROSPECT’S NAME”, how’s it going? (F.O.R.M. your prospect) I know you are really busy with all that you have going on in your life and I almost didn’t call you because of your schedule. But, I really need your help.

I recently started working for a company that does 20 minute video marketing campaigns, and before I start working with the general public, I’m inviting some select people over as a test group at “LOCATION” on “DATE & TIME” and it’s going to be a lot of fun. I was wondering if you’d be willing to come over to hang out and let me practice with you. <IF THEY SAY YES>

Ok, the address is ________________. Do you know how to get here? I will be calling you a day in advance to finalize the guest list. Thanks so much! Talk to you soon. Script to Finalize the Guest List (the night before):

Hey “PROSPECT’S NAME”, how’s your day going? <LISTEN> Are you still good for our test group tomorrow? <PROSPECT SAYS YES> Ok I’ll call you an hour before the event starts when we’re setting up. Talk to you soon. Script For An Hour Before Event Begins:

Hey “PROSPECT’S NAME” we’re starting to set up. See you in about an hour.

*** Your sponsor/colleague should be available to help you do the 3-meeting plan in person or over the phone

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Practice Approach Script for Weight Loss (YouTube Video)

**Use this script to practice the weight loss video process with friends and family

Script Tip!

SMILE WHILE YOU’RE ON THE PHONE. YOU ARE NOT A SALESPERSON, YOU ARE A BUSINESS DEVELOPER.

Hey <FIRSTNAME> I need to ask you a little favor! The company I work with came out with a little 4.5 minute YouTube video and we need to test the process on some select people. Would you be willing to watch it real quick and let me ask you some questions afterwards? <THEY WILL SAY YES>

Ok thank you so much, I want to make sure you can open it without any problems. Would you like me to email or text you the link? <LET THEM ANSWER>

Ok I’m sending it right now, just a second. <F.O.R.M. THEM DURING THE SILENCE WHILE YOU ARE SENDING THE MESSAGE> TEXT OR EMAIL THIS SENTENCE….

Here’s the link: http://youtu.be/C5HAj9zKEK8 Thanks so much for your help!

Ok, I’m sending it right now. I also want to make sure you don’t have any

problems opening the video. Can you click on the link and tell me if it opens

ok for you….. <WHILE WAITING FOR THEM TO OPEN THE VIDEO,

CONTINUE TO F.O.R.M. THEM… GET THEM TALKING ABOUT THEIR

LIFE, JOB, KIDS, ETC.>

Ok, were you able to open it? The person speaking on the video is Jordan

Kemper. He has an 8-year track record with USANA and has helped

thousands of people improve their health. I will call you back in 5 minutes to

read you the next script. Thanks so much!

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GET THEM STARTED ON THEIR “POWER HOUR” WITH CALLS BY SAYING THIS:

Ok, so now that we have role played, you are ready. You are going to make 15-20 calls in the next hour and here are your options:

Use page 22 to have them watch the “Complete USANA Overview by DSI” YouTube video

Use page 23 to have them attend your USANA Mixer event

Use page 24 to have them watch the RESET Weight Loss Video (only for people you know that want to lose weight).

I suggest you use page 23 for your local friends and family as a first option. If they cannot attend your mixer, then immediately switch to page 22 and have them watch the online video as soon as possible. It’s better to expose them to the video if they cannot attend your mixer that week. It gets the ball rolling and we’ve had many local prospects who watched the video first, then enrolled immediately. For ALL of your long distance contacts use page 22 script to have them review the complete USANA Overview. One of our DSI Colleagues named Lillian was mostly wanting the products but enrolled as an associate because she wanted the tax savings. She was glad she got the complete overview instead of “products only.” That happens all the time. For your local AND long distance friends who need to lose weight, you have 2 options. You can use the script on page 24 to introduce them to the RESET Weight Loss video only, which is fine. Or you can use the script on page 22 to give them the complete USANA overview video. Follow your heart on this one. Either way they will learn about the weight loss.

Ok so now let’s get to it. I want you to know that scheduling time to make calls like this on a

regular basis is really the key that will allow you to <REPEAT THEIR GOALS & NEEDS>. In fact,

when are your income producing Power Hours scheduled this week? <LET THEM ANSWER>

Ok so before I cut you loose to make calls, let’s go over our schedules. I will be there for your USANA Mixer on “DATE” @ “TIME”. Here’s how the numbers work for your mixer. You will need to have 15 that say “Yes I will be there” in order for 5 to actually show up on the day of your mixer. Don’t take it personal, that’s just how it goes. Now, in order to get 15 confirmed, you will have to call about 40-50 people. It’s mostly an issue of scheduling, that’s why it’s important to have a mixer on a weekly basis if you can. At the end of your 1st two mixers I will be doing the “Closing Script for In-Home USANA Mixer” on page 29 with your prospects. And by your 3rd mixer you will be doing it all while I watch and clean

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up the mess. And long distance is not an issue by the way. If I cannot be at your mixer in person, we can do the same process over the phone or via skype. One of our colleagues named Patti had a sponsor who was out of state, but she had him on the phone to close out her mixer and it worked like a charm. Patti was a Top Client Enroller in the United States for 6 out of her first 8 weeks in USANA. So this process works. Just make sure you are having fun with the process. Having fun is what attracts people, not being perfect! As for the YouTube Video, you will have to call about 20 to get 5 to watch the video immediately. The people who cannot watch immediately will become follow-up during your future power hours. The fortune is always in the follow up. When you get someone watching a video, call or text me. I will walk you through the “Closing Script for 1-on-1 (YouTube Video or Face-to-Face) script on page 28 or the “Closing Script for After They Watched the 4.5 Minute RESET Video” on page 30 and I’ll be asking the closing questions to them LIVE on the phone so you can learn. After 2-3 times you will know exactly what to do with everyone. Lastly, lets schedule a time to meet next week to do your Admin Session. At that point I will explain the dosages and how to make the shakes. I will also need you in front of your computer, so I can show you your USANA weekly paycheck report online and how to manage your auto order. I can talk at “TIME” OR “TIME” which is better for you? <LET THEM ANSWER> Ok, great. It’s time to make calls, help some people and have fun learning the process so you can make professional money. Let’s talk after your Power Hour and go over your numbers!

*It’s very important to establish their income producing hours and holding USANA mixers BEFORE doing the Admin Session. GET THEM TAKING ACTION TO PRODUCE RESULTS.

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Edification Script & Your ID INTRODUCE YOUR SPONSOR BY SAYING THIS:

I’d like you to meet my business partner, “BUSINESS PARTNER’S NAME”. He/she is very well respected in USANA and I’m very lucky to be working with him/her.

Your ID

Write your ID here:

Your ID is to build bridges with a crowd. This is NOT your money or product testimonial. Get them on your side, thinking, “Hey! He/she is sort of like me.” Use phrases like: “I felt overworked and underpaid, too many hours, high stress, still living paycheck-to-paycheck,” “There was a cap on my income,” etc. Keep it fairly brief, 2-3 minutes max, no “so what” responses. Don’t tell your whole life story. Tell what you did before, and why and how you were introduced to your company, how you were feeling and some of the things you were dissatisfied with. Explain why you are excited to be partnering with USANA.

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Closing Script for Entire Overview (YouTube or “1-on-1” Appt) ***SCRIPT TO INTRODUCE SPONSOR IF THEY CAN BE ON YOUR FIRST FEW CALLS:

Hey “PROSPECT’S NAME” I’m calling with “SPONSOR’S NAME” on the line. He/she is very well respected in the company and I’m lucky to be working with him/her. I am learning how to do the last part of the script so “SPONSOR’S NAME” is here to walk me through it. “SPONSOR’S NAME” are you there? <SPONSOR FORMs THE PROSPECT & EDIFIES YOU> THEN CONTINUE…

START BY SAYING THIS: Thank you so much for watching the slideshow and letting me practice this process with you. I really appreciate it. Before I ask you these quick questions I just want to say that prior to USANA my health was ___________ and now I feel ____________. It’s been a really great experience. Ok, so here we go: #1. What did you like about what you saw? <TAKE NOTES> #2. Tell me more about that. <TAKE NOTES> #3. Ok, great. Are you a 1, 2, or a 3? <LET THEM ANSWER> IF THEY ARE A #1 or #3 SAY THIS: Ok, I’m going to give (or email) you the order form & pricelist. If you are a #3, go with “Client Order.” If you are a #1, choose the Business Center Option you want. Then choose the products that are best for you and we will get you started from there. <BE QUIET, AND LET THEM FILL IT OUT> **If long distance, send PDF forms via email and take down their order over the phone. IF THEY ARE #2 SAY THIS: Ok, I’m going to give (or email) you the “Questions for a #2 Form.” Please answer the questions and then we will determine the next step that is best for you. <BE QUIET, AND LET THEM FILL IT OUT> **If long distance, send form via email. Discuss their questions/interests & plan their next step from there.

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Closing Script for In-Home USANA Mixer (Group of 3 or More) START BY SAYING THIS: To finish our mixer tonight I am supposed to ask 2 questions to each guest and then we are done. Thanks so much for letting us practice this process with you. Here we go: #1. What did you like about what you saw? <TAKE NOTES> #2. Ok, great. Are you a 1, 2, or a 3? <WRITE IT DOWN>

After learning each person’s decision, address the Group Collectively: Ok, for the #1s and #3s, I’m going to pass out the order form and pricelist to each one of you. If you are a #3, go with “Client Order.” If you are a #1, choose the Business Center Option you want. Then choose the products that are best for you and we will get you started from there. Go ahead and fill these out. <PASS THEM OUT> <BE QUIET, AND LET THEM FILL IT OUT> For the #2s I’m going to pass out a form with some questions to each one of you. Please answer the questions and then we will chat individually at the end to figure out the next step that is best for you. <GIVE THEM THE “QUESTIONS FOR #2 FORM”, BE QUIET, AND LET THEM FILL IT OUT>

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Closing Script for Weight Loss Video

1. So, what did you like about what you saw? <TAKE NOTES>

2. Tell me more about that. <TAKE NOTES>

3. Ok so now I need to ask you a few questions to finish the script…

Questions to ask:

First of all, how much weight do you want to lose? What type of diets have you tried in the past? How do you feel these worked out for you?

We have been so busy with our promotion that we are having to do phone interviews to figure out who is really serious about losing weight, because there is a lot of work on our part to help you lose your weight. It’s not just going on another fad diet. So we are looking for clients that are absolutely serious about losing weight. So how serious are you about losing weight? <TAKE NOTES> What is the main reason you have for wanting to lose your weight? <TAKE NOTES>

Okay, great. Let me explain exactly how the RESET Program works, because it’s an extremely effective weight control program. Basically the program targets specific areas of the body. We focus on losing inches as well as pounds, and helping you keep a good energy level throughout the day. It also keeps you from craving sweets – are you a sweets eater? <PAUSE>

Ok. The RESET program also gives you all the nutrition you need, and helps to control and normalize your appetite so you don’t feel hungry.

So even if you tend to eat out of stress, depression, or boredom, or you might be a binge eater – instead of eating three cookies, you eat the whole bag – or you might be a nibbler who picks at food all day long, or if you’re just a plain out of control eater, it will help to control and normalize your appetite so you just don’t feel hungry!

The average weight loss is 5 pounds in 5 days. And, what happened to me

was ___________________________________. But, I’ve got to tell you

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about a few of our clients’ testimonials. My colleague Jared lost 6 pounds in

his first 5 days and he has kept the weight off for the last 3 months. My other

colleague Charlene is in her fifties, she was having trouble losing weight and

she also lost 5 lbs in 5 days. She went on to lose 30 lbs in 3 months and has

kept it off for the past 4 years. We have thousands of stories like this. <TELL

SOME MORE SUCCESS STORIES IF YOU HAVE THEM>

Right now we are running a special promotion. We will give you free

counseling to make sure you are using it right and getting the results you

want. That’s done by phone for your convenience.

The program is very inexpensive because it supplies all 3 of your meals, 2

snacks, nutritional supplements, and a simple pamphlet that has a tracking

system for your 5-day experience. It also includes a USANA blender bottle,

videos, ideas for low glycemic meals, and also a simple exercise program.

The cost for the 5-day program is $116 plus tax and shipping.

The second thing is, we want you to take a “before” picture now, then an

“after” picture of yourself, and then submit it to our monthly journal with a brief

letter telling how much weight you’ve lost and how great you feel. So you and

I need to work real hard together. It’s a team effort, to make sure you lose

your weight. If we use your story and pictures in our journal, you get $200

after publication.

4. Ok, so where would you like your RESET Program mailed to?

5. Ok got it. USANA will also be emailing you tracking info for shipping, what

is your email address?

6. And which Credit Card did you want to use? What’s the credit card number?

Expiration date? CVV2 code? Ok, so the number is <REPEAT IT BACK>

Is the billing address the same?

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7. Ok, so the total for the RESET program is $116 plus tax and shipping, so it

will probably be around $126 (give or take a dollar or two). This is going to

cover all your meals & supplements for 5 days and I will be working with you

very closely to make sure you hit your goals and have a great experience.

At the end of your 5 days, we will discuss if you would like to continue to the

next step, which is the Phase 1 program for a month. Normally people lose

an additional 10 lbs each month they do Phase 1, so it’s the best way to

compound your results and keep your momentum going after the RESET.

The cost for Phase 1 is $227 and covers 2 shakes per day and 1 protein

snack per day for 4 weeks. So, you would be having 1 satisfying low

glycemic meal per day that we will give you plenty of tasty examples to

choose from, and then continue have 2 shakes per day to replace the other

meals and also having low glycemic snacks. Most people report actually

saving money on their grocery budget when they do Phase 1 because it

keeps them on track and away from eating out while they are losing weight.

It also helps them achieve their goals and have fun doing it. One of our

team members named Donna Womack did Phase 1 and lost 50 lbs in 5

months, that’s 10 lbs a month and she’s kept the weight off for 7 years. We

have many stories like this! <SHARE MORE STORIES HERE>

But lets get you through your 5 day RESET first. Now, the last option I

recommend is for everyone who starts the RESET to buy an extra bag of

shakes, so you have something to “hold-you-over” on Days 6 through 10.

The reason is because you will have just lost several pounds in 5 days and

if you decide to continue, you will be waiting for your Phase 1 products to

arrive. You don’t want to be “shake-less” after day 5. One bag of Shakes

gives you 9 servings for $27.95, which is $3 per shake. And when you make

your Phase 1 order, the price will go down to $200 instead of $227, so it’s

not really an extra charge, it’s just wise to think ahead. You can choose from

Vanilla, Strawberry, or Chocolate. Would you like to add a bag of shakes to

your order so you’re not left “shake-less” after 5 days? <LET THEM SAY

YES OR NO>

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Ok, so I will process your order today and you should get everything around

7 days from now, give or take a day. Let’s schedule a time to talk after you

receive your products in the mail. I will be explaining how to get the best

results from your experience. I can do “DATE” at “TIME” or “DATE” at

“TIME” which works best for you? <SET AN EXACT TIME RIGHT NOW>

OK, sounds good.

Lastly, I’m going to mail you a CD to listen to this week that’s going to

prepare you for your experience on USANA’s products. It’s called the Power

of Cellular Nutrition by Dr. Ladd McNamara. He’s a Medical Doctor that has

used USANA’s products with thousands of patients. This CD documents the

results. It’s the absolute best thing for you to listen to while you are waiting. I

will put that in the mail today.

Thanks again for becoming USANA’s newest client. I look forward to you

getting results and I will be talking with you soon!

TWO CRUCIAL STEPS TO ENSURE THEIR LOYALTY & SUCCESS:

#1: SEND THEM THE CD AND A THANK YOU CARD SAME DAY! THIS

IS THE BEST THING YOU CAN DO TO CREATE LOYALTY AND TRUST!

#2: Use the “RESET PREP SCRIPT” on page 46-47. This will make sure

they have the best experience possible and set them up for success

on the RESET.

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Script for a #3 Who Immediately Enrolls as a Client

**If several clients enroll at one mixer event, read this script to all of them at the same time. Then schedule each client’s individual follow-up separately.

AFTER COLLECTING THEIR ORDER SAY THIS: Welcome to the USANA Family. Thanks for becoming a client. I’m excited for you to have great results with the products! I’m going to text (or email) you a little 12 minute video entitled “Dr. Wentz – Under the Microscope: http://youtu.be/xJU6fsinJu8 This is the best thing you can watch while waiting for your products to arrive. It will also link you to the USANA YouTube Channel so you can explore more if you’d like. I’m also giving you a CD by Dr. Ladd McNamara called “The Power of Cellular Nutrition.” You can listen to this while you are driving around. It explains exactly what the products are doing in your body and shares some amazing stories of Dr. McNamara’s patients. <GIVE THEM THE CD OR MAIL IT TO THEM IF THEY ARE LONG DISTANCE>. What we always do is set up your 10% auto order savings option with your products when establishing your account. This saves you the most money on future orders and I will be meeting with you next week to show you how it works so you can manage it in advance. Lastly, let’s set up a time to meet in-person or over the phone in about 7 days. You should have your products by then. At that time I will explain the dosages and walk you through your Preferred Customer Account online so you feel comfortable. So…. #1. Would you prefer to meet in person or over the phone? <LET THEM ANSWER> #2. I can do next week at “DATE & TIME” or “DATE & TIME.” Which works best for you? <LET THEM ANSWER> #3. Also, can you be in front of your computer at that time as well? <LET THEM ANSWER> Ok great, I will be sending you a re-cap email tonight and I will also call you next week, a day in advance to confirm. It should only take about 15 minutes and I will be reading you the “Client Account Overview” script on page 36. Thanks again for letting me walk you through this. Talk to you next week.

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3 STEPS to RETAIN YOUR NEW Client

STEP 1- Send them a re-cap email the same night they enroll:

Hi FIRSTNAME,

I just processed your order for your products. You should have received an email from USANA welcoming you. Your credit card was charged $ “AMOUNT”. You now have your own USANA Preferred Customer ID# so you can login and purchase USANA products at your convenience. To login, visit: www.usanatoday.com Your Preferred Customer ID is: “INSERT THEIR ID NUMBER HERE” Your Password is: Usana123 I will be getting with you to walk you through the site so you know how to re-order.

If you decide to be on the products each month, you will get the auto-order discount. So, the prices of all USANA products drop by 10%. Learning to use the auto order system gives you the biggest discounts. Anything you put on your auto order automatically LOWERS the price. You also have the ability to add/remove products and change the date of your auto order at any time.

Thanks again for your trust and your business FIRSTNAME. I look forward to seeing you get results!

Sincerely, YOUR NAME

STEP 2- The Next Day: Write a Sincere Thank You Card & send them Dr. Ladd McNamara’s

CD, The Power of Cellular Nutrition if you haven’t already. (EDIFY THE CD! TELL THEM TO LISTEN TO THE RESULTS!!) <SEND THE THANK YOU CARD & CD THE NEXT DAY, IT MAKES A HUGE IMPRESSION>

STEP 3- Call in 1 week: Read the “Client Account Overview” Script on page 36-38

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Client Account Overview Session Script

Make sure they received their product & take 15 minutes to say this…

1) Hi “CLIENTS NAME” did you receive your products? <CLIENT SAYS YES> Ok can you get them real quick? I’m going to explain the dosages <EXPLAIN DOSAGES & HOW TO MAKE THE SHAKES, here’s a video on how to make the shakes: http://youtu.be/6ArPDIvP1pU

2) Can you get in front of your computer (or internet device) real quick and find the “recap email” I sent you last week? That has your Customer Login ID# and Password.

3) Did you find the email? Ok, take a moment and save your Login ID# and Password to your phone. You will need this info every time from now on. <WAIT FOR THEM TO DO IT> Ok, now click on www.usanatoday.com and login with your info.

4) So this is your Preferred Customer Account. You can always login here for USANA product info and helpful articles on maintaining your health. Go ahead and click on Auto Order on the top right side of the page. Do you see it?

5) Ok, so this is your Auto Order area. Do you see how the products in your order are now listed with a 10% discount? <LET THEM ANSWER> USANA rewards the people who use the product consistently, so the auto order is the ONLY place that allows you to save 10% on USANA Products.

6) Do you see IN BLUE where it says “Your Next Processing Date”? <PROSPECT SAYS YES> The main thing to understand is that USANA Products come in 4 week doses, so the Auto Order is designed to arrive just when you are running low from your previous order. You can always change your products each month and you have the power to delay or stop at anytime. Most people love how the products make them feel, so they use the Auto Order Option to save the most money.

7) Here’s how it works. You enrolled in USANA on “MONTH & DAY” which was a “DAY

OF THE WEEK” (Mon, Tues, Weds, Thurs, Fri, Sat, or Sun). USANA runs their client orders on a 4 week cycle that ends each Friday. So, your first Friday Cycle would have ended on Friday the “DATE.”

8) This also means that your second Friday was “MONTH & DAY”, your third Friday was

“MONTH & DAY”, and your fourth Friday was “MONTH & DAY.” By the time you get to your 4th Friday, you should have 7-10 days worth of products left. So, “Your Next Processing Date” is scheduled for Sunday “MONTH & DAY”. The idea is for the products to be shipped that next week and arrive just as you are running low from your

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previous order. Also, you can always add/subtract products, and you have the power to delay or stop at anytime. Now, before we finish our appointment today we will schedule a time to talk a few days before your auto order would process. I want to make sure you are liking your products and you are happy.

9) If you decide that you would like to keep your auto order set up, then the system will

save your order at 11:59pm U.S. Mountain Standard Time on Friday #4, which is “MONTH & DAY”. At that point you are set and your card would be charged on Your Processing Date shown here, which is Sunday, “MONTH & DAY”.

10) You must make any changes before 11:59pm on Friday #4. After that it is saved and

processes. It works like this every 4 weeks. The goal is to have you master this system so you can save the most money on future orders. The biggest savings is by playing the system this way.

11) Here’s the best news of all. You are eligible for an ADDITIONAL BONUS on Top of

your 10% savings for this upcoming auto-order you have. It is called Initial Order Reward. Here’s how it works:

12) The price of your Initial USANA order was __________. <TAX & SHIPPING DO NOT

COUNT WHEN FIGURING THIS OUT> In this case, Five Percent of Your Initial Order is _______. So you will receive this amount as a DISCOUNT on your 1st & 2ND upcoming Auto Orders as well!

13) Keep in mind that this is IN ADDITION to the 10% Discount you are already receiving,

so the Auto Order gives a very hefty discount, especially the first 2 times. Do you see how the Initial Order Reward Amount is shown on the left side of the page?

14) Ok, now I need to ask you a few questions from the Favorite Things Form. I like to spoil my clients who stay on auto-order and this list will help me know what things you like. When you make your 2nd auto-order I will be getting you a fun appreciation gift from this list It will take a few minutes to ask you these questions. <PULL OUT YOUR FAVORITE THINGS FORM & FILL IT OUT FOR FUTURE GIFTS YOU WILL GET THEM FOR BEING LOYAL>

15) Lastly, each month we have Product Webcasts and Local Product Events that are the best way to learn about different USANA Products and learn stories of other people who are having amazing results. Would you like me to keep you notified via text and email of these events? <PROSPECT SAYS YES>

16) Ok, go ahead and send a quick text to 773-295-4982 with the message @usanapc to

receive text updates on the next product focused event. I will wait for you to do this real quick. <WAIT FOR THEM TO DO IT> Did it reply back? <PROSPECT SAYS YES>

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Ok you must now respond with your firstname and lastname and then you are officially part of the group. I will add your email to my Product Webcast email list and also call you when there are local events going on in your area.

<GO TO www.createduplication.com & CLICK ON “Clients” AT THE TOP RIGHT. ENTER THEIR FIRST NAME & EMAIL ADDRESS TO SUBSCRIBE THEM TO PRODUCT ONLY EMAIL UPDATES>

17) Ok, so you are all set. I will be calling you in 2 weeks to touch base and see how you are doing on the product. We will talk at that time to make sure you are happy and still would like your auto order to process. What day and time is best for us to talk again? <SET AN EXACT TIME & DATE RIGHT NOW> I’m excited for you to get results! Thanks again and talk to you soon.

OPTIONAL WEBCAST INVITE SCRIPT: Also, there is a product webcast by ____________________ on “DATE & TIME”.

Watching this webcast is going to give you an entire new perspective on what the

products do for your body. Would you like to register online for the guest list? <IF

PROSPECT SAYS YES> Ok, I will email you the info to register right now.

OPTIONAL LOCAL USANA EVENT INVITE SCRIPT: Also, we are having a local USANA mixer event on “DATE & TIME” at “PLACE”. This

will be a great way for you to meet others who are having success on the products, see

the results, and have a great time. Would you like to be on the guest list? <IF

PROSPECT SAYS YES> Ok I will add you to the guest list and call you the night before

when we are finalizing the list.

IMPORTANT TIP 1: Buy them a gift after they have done 2 auto orders. These are EXACTLY the clients who you want in your business. They will stay loyal. Small gift cards with sincere thank you cards work best.

IMPORTANT TIP 2: ASK FOR REFERRALS. They should be coming to you if you are following ALL the directions.

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Script if Your #3 Does Not Become a Client Immediately START BY SAYING THIS: Ok, I totally understand if now is not the right time for you to try the products. The best

thing to do in this case is:

STEP 1: Watch this 12 minute video entitled “Dr. Wentz – Under the Microscope:

http://youtu.be/xJU6fsinJu8 I’m going to email or text it to you. Which do you prefer?

<LET THEM ANSWER> The best thing you can watch to understand USANA’s products

is this video. It to USANA’s YouTube Channel so you can review several videos until your

heart is content.

I’m also going to give you Dr. Ladd McNamara’s CD called the Power of Cellular Nutrition.

He’s a Medical Doctor that has used USANA’s products with thousands of patients. The

stories on this CD are very good. They cover exactly how the products will help your

body. I actually have one for you listen to. <GIVE THE CD or SEND IT IN THE MAIL>

Let’s set up a time right now to talk on the phone after you have reviewed the video

and/or listened to the CD. At that time, we can do a little 15 minute True Health

Assessment by USANA to figure out the products that are best for you. I can talk on

“DATE & TIME” or “DATE & TIME.” Which one works better for you? <<SET UP AN

EXACT TIME & DAY>>

Calling them 24 hours after they have the CD or reviewed the videos is preferable. Tell them several health success stories to create an eager desire to listen to the CD.

STEP 2- SAY THIS WHEN CALLING THEM BACK:

1. Hi “FIRSTNAME” how was your day? <LET THEM ANSWER & F.O.R.M. THEM> Did you get a chance to listen to the CD or review the video? <LET THEM ANSWER> What did you like about it? <LET THEM ANSWER> The next step is to do the 15 minute True Health Assessement to figure out the products that are best for you. I am going to pull up the website on my end and fill it out while I ask you some quick questions. <DO THE ENTIRE True Health Assessment PROCESS on page 43 and enroll them as a client>

You are basically just doing whatever you can to get your #3 involved without pressure. Get them

on your LIVE company webcast. Invite them to a LIVE Training or Event. Give them more videos

to review or attend a local product event. Just get them to show up for something. The more

they come to “hang out” without pressure, many of them will eventually join.

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Questions for a #2

**Give this form to your guest if they are a #2 at the end

What did you like about what you saw in the slideshow? Tell me more about that: _____________________________________________________________________ _____________________________________________________________________ _____________________________________________________________________ It sounds like you have some really good questions & concerns. Please share them and I will make sure you get the answers: 1. ____________________________________________________________________ 2. ____________________________________________________________________ 3. ____________________________________________________________________ What would you like to explore first, the USANA products or business? ____________________________________________________________________

IF THEY CHOOSE BUSINESS SAY THIS: The next step is for me to read you the “Business Homework for a #2” script right now & give you some things to review. We will also set up a time to talk in the next day or two and discuss what you reviewed and what your next step would be. IF THEY CHOOSE PRODUCT SAY THIS: The next step is for me to read you the “True Health Assessment Script” right now. We will give you a quick True Health Assessment that takes about 15 minutes and helps determine the products that are best for you so you can try the products from there. IF THEY CHOOSE “BOTH” SAY THIS: I will make sure to walk you through both options. Which would you like to explore first?

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Business Homework for a #2 Script START BY SAYING THIS:

Ok, the next step is for you to review some training homework material right now and set up a

time for us to meet in a day or two. When we meet again, we can do the True Health

Assessment, figure out the products that are best for you, and get you started from there.

Since we are face-to-face, I’m going to read you the 4 steps below (OR) Since we are long

distance, I’m sending you this link: www.createduplication.com/homeworkfora2 Can you check

your email? Once you open it I’m going to read through it with you.

STEP 1: Enroll for Text Message Access Send a text to 773-295-4982 with the message @teamdsi <WAIT FOR THEM TO DO IT> Go ahead

and send this text real quick right now. Did it send you a message back? <LET THEM ANSWER>

Ok, you must also respond with your first and last name and then you are subscribed to receive

info on our Monday Training Calls. Each Monday at 6pm CST you will hear live calls being made

by one of our Top Leaders and see how it’s actually done. Also, each Monday at 9pm CST you will

be trained by Dani Johnson herself. She covers 1 new strategy each week. These calls are honest

and direct. They will show you the good, bad, and the ugly, so you can learn by example. Make

sure you plan to hear these calls each week because they are crucial to your ongoing success.

STEP 2: Attend the next local event Our next local event is on _________________, at _______________. This will show you how our

systems work and how money is made. It also gives you a chance to meet like-minded people,

have fun, learn success stories, and see how lives are being changed. <EDIFY THE EVENT>

STEP 3: Subscribe to the website below:

Go to www.smarternetworker.com & subscribe for online access to the Home Business Boot Camp (in Orange)

1: CHECK YOUR EMAIL for an email with SUBJECT LINE: Important Login Details from Smarter Networker. This email has your username and password to login.

2: LOGIN with your USERNAME & PASSWORD that you received in your email. You must go back to the SmarterNetworker.com site and click on “Members Area” in green.

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STEP 4: HOMEWORK

#1. I want you to watch this 5 minute YouTube Video: http://youtu.be/lD6-SzCETig

Carmen Marshall is a Million Dollar Club Member who started with USANA in 2003. Before

choosing USANA she researched 73 companies for over a year-and-a-half and she shares her why

she choose USANA.

#2. The best thing you can do to learn how to build a successful business is Dani Johnson’s

Smarter Networker Bootcamp. She was mentioned in the presentation and we’ve chosen her as

our training partner because she has a successful track record of helping people from all

backgrounds get results. She has empowered everyone from stay-at-home mothers to seasoned

business executives and everyone in between. She has also been featured on Oprah, CNN,

Forbes.com, and is very highly respected in the media.

This is going to be your preliminary training, so you can understand the processes of exactly how

to succeed. The DAY 1 audio of the Smarter Networker Bootcamp is what I want you to listen to

tonight. I would like to know 3 things that you learn from that very first audio.

IF YOU ARE MEETING THEM “LIVE” IN PERSON, ALSO SAY THIS: I’m going to give you this CD to listen to while you are driving around. This is actually Day 1 of the Smarter Networker Bootcamp. <HAND THEM “The One Thing Stopping You” CD, THEN CONTINUE…>

When we talk tomorrow:

I’d like to hear your feedback on the 3 things that you’re going to apply immediately

We will do the True Health Assessment to figure out the products best for you

And if you are serious we will get you started in the company & continue your 30 Day

Bootcamp training.

I can talk to you at “TIME” or “TIME”. Which works best for you?

<FIGURE OUT AN EXACT DATE & TIME THAT WORKS BEST TO MEET IN PERSON IF POSSIBLE,

OVER THE PHONE AS A 2ND OPTION> When you talk to them next…

See where they are at and enroll them. If they are still not ready, continue to

invite them to events, conference calls, etc. The more you invite them to hang out

without pressure, they will eventually partner with you.

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True Health Assessment Script (for a #2 or #3)

**The goal of the True Health Assessment is to get your guest involved and having fun with the process.

1. The next step is to take the True Health Assessment (T.H.A.) to figure out the products that

would be best for you. I just need to open the website on my end and ask you a few health

questions, it will take about 15 minutes. Will that work?

***OPEN YOUR PERSONAL “T.H.A.” USANA WEBSITE & INPUT EVERYTHING ON YOUR

END WHILE ASKING THEM THE QUESTIONS… FINISH BY CLICKING “ASSESS ME” & THEN

SAY CONTINUE BY SAYING:

2. You should have just received an email with the results of your True Health Assessment.

Can you check your email and tell me if you got it?

3. Ok, so there are 3 HEALTH REPORTS that I’m going to walk you through. Click on the 1st link,

which is your Top Health Risk Areas. Did it open for you? <QUICKLY WALK THEM

THROUGH THE REPORT>

4. Now go back to the email and click on the 2nd link, which is your Lifestyle Report. Did it

open for you? <QUICKLY SKIM THROUGH THE REPORT WITH THEM>

5. Now go back to the email and click on the 3rd link, which is your Product

Recommendations. Did it open for you? <PROSPECT SAYS YES> Ok, so the True Health

Assessment is saying that these products listed are best for you. Let’s discuss which

products are best for you right now, this depends largely on if you would like to be an

associate or a client. What products are attracting you the most? <HELP THEM DESIGN

THEIR ORDER BASED ON WHETHER THEY WANT TO BE AN ASSOCIATE OR CLIENT>

6. Ok so the total for these products is _____________, where would you like your products

mailed to?

7. What is your phone number? What is your email address? What is your birthday?

8. What we always do is set up your 10% auto order savings option with these products when

establishing your account. This saves you the most money on future orders and we will be

meeting with you next week to show you how it works, so you can manage it in advance,

and how did you want to pay for this? We accept VISA, MASTERCARD, DISCOVER,

AMERICAN EXPRESS. <CHECK THE BOX>

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9. What is the number on the card? What is the name on the card? What is the expiration

date? What is the CVV code?

Welcome to the USANA Family. If you started as a client I’m going to read you page 34 to give

you some cool things to review while you wait for your products to arrive in the mail. If you are

starting as an associate I’m going to read you the script on page 4 to give you some business

homework that will give you a head start while you are waiting for your products to arrive in the

mail. <PROCEED TO PAGE 34 OR PAGE 4 AND FINISH THE PROCESS>

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Script for a #1 Who Just Enrolled

START BY SAYING THIS:

Welcome to the USANA Family. I am excited to see you follow directions and get results. The

next step is for me to read you the “Homework for a #1” script right now. Since you just enrolled

it is very important to strike while the iron is hot and get you learning from Dani Johnson right

away. It will only take 15 minutes to get you on the fast track. Let’s go to page 4 and read

through it… <GO TO PAGE 4 AND READ THEM THE HOMEWORK FOR A #1 IMMEDIATELY>

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RESET Prep Script

START BY SAYING THIS:

1) Hi “CLIENTS NAME” did you receive your products? <CLIENT SAYS YES> Ok can you get them real quick? I’m going to explain everything. 2) First, can you check your RESET box for the “2-page” pamphlet. Did you find it? <LET THEM ANSWER> The best thing you can do is buy your fruits and vegetables and have them ready for the 5 day program in advance. What fruits and veggies are you thinking of? <LET THEM ANSWER> Ok that will be fine. 3) Let me ask you, what days are you going to be doing the RESET? <LET THEM ANSWER> Ok that sounds good. 3) The “Tips to Succeed” are mentioned at the bottom of page 1 of the RESET pamphlet. Drink at least 64 ounces of water every day. Avoid strenuous exercise during the program. Eat an additional serving of fruit of vegetables if you feel lightheaded. Walk 20-30 minutes each day. 4) On page 2 you can see the RESET Checklist. Start your day with a shake and Healthpack Vitamins. A few hours later have a USANA protein snack, then another shake at lunch, another protein snack mid afternoon, and for dinner have your 3rd USANA shake and Healthpack Vitamins. At any time feel free to eat your fruit and vegetable options. 5) Some people feel so full with the shakes that they have to challenge themselves to get all 3 shakes & 2 bars in each day. If your body reacts this way, then it’s super important to make sure you drink those 3 shakes and eat those 2 bars. This will boost your metabolism. 6) If you are hungry during the RESET and you’ve been following the program correctly, then feel free to have some more vegetables or an extra shake. Even a small chicken breast or ½ cup of black beans. Do not starve yourself, it’s ok to have an extra low glycemic option if necessary, but do your best to stick to the program as directed. 7) Please do not do strenuous workouts during your RESET. 20-30 minutes per day of walking is all we recommend. The reason is because the RESET is already limiting your calories and strenuous exercise requires more calories than you are getting with the RESET. 8) Do you have a scale so that you can weigh yourself? It is best to weigh yourself first thing in the morning. Weigh yourself the morning you start the RESET, and then again

47

the morning of Day 6 (the Day after you have completed the RESET). Write these weights down. You will want to get a journal or tracking sheet. Keeping track of your progress is important. We recommend that you do not weigh yourself each day. This tracking schedule will help you see your results! 9) Watch this simple 3-minute video on how to make the shakes. Would you prefer me to email you this video or text it to your phone? <LET THEM ANSWER> Ok I’m sending it right now. Tell me when you have it.

SEND THIS VIDEO: http://youtu.be/6ArPDIvP1pU 10) Did you get it? <LET THEM ANSWER> It’s best to make your shakes with water and ice in a blender. Do not use milk or any type of “milk substitute” as these shakes are already creamy with the shake mix. Plus, the extra calories from the milk would actually hurt your results. Ok let’s take 3 minutes and watch it together. It was done by an Associate who has helped thousands of people lose weight. <WATCH IT WITH THEM> 11) If you don’t have a blender, we have found that the $20-$30 Hamilton Beach Blenders available at Walmart work just as good as the super expensive blenders. And if you can keep an extra blender at work, that is great so you can get the best shake available every time. 12) If you are in a situation with no blender, it’s still ok, but we have found that the shakes are much more filling when they are made with ice in a blender like the video recommends. 13) Ok, so now you are all set. I would like to hear from you each day for the next 5 days as you go through your RESET program. Let’s text each other each day and let me know how you are doing! At the end of the 5 days we will talk and review your results. We will also make the decision on which Phase you would like to continue on for days 6-30. And if you want to continue losing weight, we will make your Phase 1 (Transform Phase) or Phase 2 (Maintenance Phase) order after your RESET is complete. I’m excited to see you get results! Talk to you soon!

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ADMIN SESSION SCRIPT:

**Make sure they have already contacted at least 10-20 new people using the scripts on page 22 or 23. It is best if they have several prospects by the time you meet for this admin session:

START BY SAYING THIS:

Hi “TEAM MEMBER’S NAME” did you receive your products? <THEY SAY YES> Ok can you get them real quick? Let’s go over each product and I will explain the dosages, and also how to make the shakes. <EXPLAIN DOSAGES & SHARE THIS VIDEO on how to make the shakes: http://youtu.be/6ArPDIvP1pU 1. Alright next, can you go to www.usanatoday.com and login with your Associate ID# and password? <LET THEM LOGIN> Are you in? 2. Right now we are going to cover how your auto order works. Go ahead and click on “Auto Order” on the top right side of the page. <LET THEM CLICK> Did it take you to your “Auto Order Management” page? 3. Ok, so this is your Auto Order area. This is your “special place” to save the most money on your continuing orders and also to keep your business commission eligible (4 weeks at a time). Let me explain how it works: 4. Do you see IN BLUE where it says “Your Next Processing Date”? <PROSPECT SAYS YES> The first thing to know is that USANA pays weekly. Each Commission Pay Period Ends Friday at Midnight U.S. Mountain Standard Time. In addition, USANA Products come in 4 week doses, so the Auto Order is designed to arrive just when you are running low from your previous order, and ALSO keep you commission eligible at the same time. 5. You can always change your products each month and you have the power to delay or stop at anytime as well. Most people love how the products make them feel, so they use the Auto Order Option to save the most money, stay commission eligible, and also use USANA as a tax write off against their job income. 6. Here’s how it applies to your business. You enrolled in USANA on “MONTH & DAY” which was a “DAY OF THE WEEK” (Mon, Tues, Weds, Thurs, Fri, Sat, or Sun). USANA runs their pay period on a 4 week commission cycle that ends each Friday. So, you were qualified for your first commission check on week ending Friday the “DATE.” 7. This also means that your second Friday commission period ended Friday, “MONTH & DAY”, your third Friday commission period ends Friday “MONTH & DAY”, and your fourth Friday commission period ends Friday “MONTH & DAY.” By the time you get to your 4th Friday, you should have 7-10 days worth of products left. So, “Your Next

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Processing Date” is scheduled for Sunday “MONTH & DAY”. The idea is for the products to be shipped that next week and arrive just as you are running low from your previous order. 8. If you choose a 200 point auto-order to process, you will be commission eligible on 3 business centers for an additional 4 weekly pay periods. If you choose a 100 point auto-order to process, you will be commission eligible on 1 business center for an additional 4 weekly pay periods. 10. You must make any changes before 11:59pm on Friday #4, which is “MONTH & DAY”. After that, it will be saved and charged on Your Processing Date shown here, which is Sunday, “MONTH & DAY”. It works like this every 4 weeks. The goal is to have you master this system so you can save the most money on future orders and stay commission eligible 4 weeks at a time. The biggest savings is by playing the system this way. 11. Before we choose the products for your upcoming auto order, I must explain how the 3 business center upgrade works. The official USANA rules state that you have 6 weeks to generate 400 personal volume (PV) points, which will activate 3 business centers.

A. If you enrolled with 400-500 points, then this rule doesn’t really affect you. B. If you enrolled with 200-250 points and you choose a 200 point auto order, then 2 things will happen:

I. You will be upgraded to 3 business centers II. You will be commission eligible on those 3 business centers for the next 4 commission weeks.

This is the absolute best strategy if you enrolled this way because it will upgrade you to 3 business centers, which is the best payout. C. If you enrolled with 200-250 points and only choose a 100 point auto order, you will not be upgraded to 3 business centers.

12. After you have 3 business centers, you can always choose to be on a 100 point Auto Order or a 200 point auto order. Just depending on how much you want to earn. Obviously 200 is the best if you can swing it. 13. Everyone is different. Some have the money and 200 points is not a problem to get their personal USANA products every month. Others find that 200 points is a stretch, but they still want to have the best payout. So, the solution is to order part of the 200 points for personal use, and another part to sell throughout the month.

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14. One of our colleagues named Victoria likes to sell 3 Essentials, that’s 105 volume points and she recoups $150 back. Then she orders the remaining 95 points for her personal use. That way she stays at the MAXIMUM PAYOUT level (200 points), but recoups half of her money by retailing. It’s just an option if someone is serious about getting the best payout.

A. Ok, so in your case, your 1st auto order is scheduled to process on Sunday, “DATE”. And you have until Friday #4 “DATE” at Midnight Mountain Standard time, to choose the products for your auto order. Let’s take a moment now to plan which products you would like to choose for your upcoming auto order.

B. Click on “Change Auto Order” > scroll to the bottom and click “Add More Products” > then click “Nutritionals” on the left. You should now see pictures of all the products. Do you see them? <LET THEM ANSWER> Ok, go ahead and choose 200 or 100 points worth of products. Then scroll to the bottom and click “FINISHED ADDING PRODUCTS” and tell me when you are done. <WAIT FOR THEM>. Are you done?

C. Now that you have “FINISHED ADDING PRODUCTS” you are back at the “Auto

Order Management” page. Scroll down to see a summary of your order. Does that look like the products you chose? <LET THEM ANSWER> And do you see the “Auto Order Discount” listed in parenthesis? <LET THEM ANSWER> That is the money you are saving off the regular price. This is the only area where you can get this 10% savings.

D. And just so you know, the “Income Maximizer” is your USANA website & online

services. That normally costs $19.95 per month, but all associates get 3 months for free. You should see the Income Maximizer Rebate for negative 19.95 as well. If you started your business with a 500 point order, you actually get 12 months* of this service for free and if you started with a 250 point order, you get 6 months* for free (*as long as you stay on a 100+ point auto order every 4 weeks).

E. The Income Maximizer is a very important tool because you need it to conduct the True Health Assessment for your prospects. The Income Maximizer also includes a Tax Tracker and an extensive Downline Management Area that you will be using weekly to manage your clients and associates as your business grows. We will discuss those tools later.

F. The last thing to understand is your Initial Order Reward. You will receive this on

your upcoming Auto Order as well. Here’s how it works:

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a) The price of your Initial USANA order was __________. <TAX & SHIPPING DO NOT COUNT> In this case, Five Percent of Your Initial Order is _______. So you will receive this amount as a DISCOUNT on your 1st & 2ND Upcoming Auto Orders! Do you see on the left where it says “You may have an additional Initial Order Reward of up to _______ for your next auto order.” That’s even more you will save this time!

b) Keep in mind that this is IN ADDITION to the 10% Discount you are already

receiving, so the first 2 times to have an auto order process, you will be getting the 10% Auto Order Discount AND the Initial Order Reward Discount. It ends up being quite a nice savings.

c) Ok, now scroll to the bottom and click on the “Go to USANA Today” button.

This will take you back to the main page.

G. Now click on DLM > Personal Business Center > Volume Report > Run Report. This is how you can see your paycheck each week. We will discuss this more as you grow.

H. Next click on DLM > Personal Business Center > Basic Tree View > Run Report. This is how you can see the associates in your organization.

I. Next click on DLM > Personal Business Center > PC Report > Run Report. This is how you can see the clients in your organization.

J. There is a lot more to this website, but you can come back and explore at a later

time. Go ahead and click “Log Off” on the top right and let’s move on. 4. Now I need to ask you a few questions from the Favorite Things Form. I like to spoil my associates who stay on auto-order and this list will help me know what things you like. It will take a few minutes to ask you these questions. <PULL OUT YOUR FAVORITE THINGS FORM & FILL IT OUT FOR FUTURE GIFTS YOU WILL GET THEM FOR RECOGNITION, LOYALTY, ETC.>

END BY SAYING THIS:

Ok, so now you are all set. From here on out it’s about continuing to schedule your income producing hours & USANA Mixers each week. And as you continue training with Dani Jonson, your skills will get better and better. I’m going to be here for you as long as it takes. And I will be leading by example with my own business hours and USANA Mixers so you are always welcome to sit in and watch as I do the same things you’re doing. I still want to be on several 3 ways calls until you are ready to fly on your own. I will plan on seeing you at your next USANA Mixer on “DATE” and I will also be bringing guests as well, to lead by example. See you then.

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QUICK TIPS:

Biggest Key to Success each day:

80% of Time Calling & Reading Scripts,

19% of Time OJT = home presentations & 3 way calls for NEW associates (not veterans)

1% Admin & Problem Solving

-----------------------------------------------------------------------------------------

Goals for First Month: o Become a Platinum Pacesetter (4+ Associates for 1600 SVP)

o Earn First USANA paycheck

o Establish 3 Business Centers/ 200 point Auto Order (ideal)

o Register for Dani Johnson’s First Steps & Home Business Ent. Workshop

o Register for USANA International Convention

Placement Strategy for Associates & PCs

INTRO TO WORKING WITH THE PUBLIC SCRIPT:

**Make sure they purchase Dani Johnson’s Home Business Bundle before role playing on these scripts.

START BY SAYING THIS:

1) The purpose of this script is to empower you to work with the public, but there’s only

so much we can do. To really excel at working with the public you are going to need

some additional tools. It is so important that you purchase Dani Johnson’s Home

Business Bundle if you haven’t already.

2) The reason is because Dani Johnson’s Main Script Book and Supplemental Script

Book cover the rest of the scenarios that this Basic Training Manual has not. Equally

important is the 10 Disc CD Set entitled Six Figures in Six Months that covers how Dani

Johnson made six figures in six months. It also covers F.O.R.M., Time & Money

management, closing, building momentum, and many other things that are absolutely

crucial to your long-term success. Please take a moment and purchase this Home

Business Bundle now before we continue:

http://www.danijohnson.com/offers/free/home-business/what-the-gurus-arent-telling-you

3) Did you purchase it? <LET THEM ANSWER> Ok great. When it arrives I suggest you

start with the 2 CD’s that come with the Main Script Book. After that, listen to the Six

Figures in Six Months 10 Disc CD set. Congratulations on investing in these tools. They

are going to help you work with the public in a profound and effective way.

4) Ok so now that your tools are on the way, there are 2 main strategies that you can

employ so that you NEVER run out of people. In fact, when you apply these 2 strategies,

you will have so many prospects that you will have to choose who you will call everyday,

because you cannot call them all. Your goal is simply to sort through the unqualified

prospects, to eventually connect with those that will overcome all obstacles & succeed.

They are waiting for your call. When you APPLY these strategies daily, you will have an

ABUNDANCE of prospects and therefore you will never be desperate. So let’s cover

these 2 strategies:

#1 Lukewarm Market Prospecting

Talking to people you meet in public while running errands, grocery shopping, at a party,

or at your kids sporting events, etc. is called Lukewarm Market prospecting. One of our

colleagues named Viola prospects in the lukewarm market every single day, every time

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she’s out in public. First she F.O.R.M’s her prospects, then she follows the simple script

on page 57, then calls back using the script on page 58. Applying the Lukewarm strategy

on a regular basis, Viola is able to meet around 300 extra prospects per year. She has

enrolled some amazing business partners that are now lifelong friends as well.

We will role play through this scenario to show you how it goes. Then it’s up to you to

apply it everyday and master it. If possible, I also recommend you go out prospecting one

day with your USANA sponsor to see them prospect “live.” This is another great way to

learn.

However, if your sponsor is long distance or unavailable, do not wait to APPLY this

valuable skill. And don’t expect perfection. It will be rough until you do it about 10-20

times. Just have fun with it and remember that you are blessing someone’s life.

#2 Cold Market Prospecting

Everyday 30,000 people get on Google and type in “Work from Home” or “Home Based

Business.” Then they search on webpages and submit their phone number for someone

to call them. YOU CAN BUY THESE LISTS. There are many different vendors that sell

leads. Our team has had great success with www.getleads123.com because we have

been able to enroll great new business partners and the lead packages cost 20% less

than what we’ve found with other vendors.

The pros are that you can have an unlimited supply of prospects without having to go out

and meet people in public. It’s a great way to practice talking about USANA without any

worry of “losing friends” because these people don’t know you in the first place. You can

also choose “local leads” and contact people in your local area.

The cons are that these people do not know you or trust you. So you have to develop

that trust. There are good people out there, but you have to be professional and eliminate

any “salesy” tone. If you sound like a salesman, they will hang up on you. Attending Dani

Johnson’s First Steps to Success Seminars, as well as Dani Johnson’s Home Business

Bundle will help eliminate any bad habits and create great phone presence for you.

When you are ready to buy an Advertising Campaign, I recommend you buy 250 “Bulk

Local Leads” and 50 “Real Time Short Form Area Code” leads and try it out. It will cost

you about $150 total for both types of leads and it will give you great education and

experience. Let’s go over the 2 steps to do this…

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Step 1: Buy 250 Bulk Local Leads for $72.50. These are leads that are older and have

probably been called before and forgotten by the people who initially purchased them 3-6

months ago. Studies show that 60-70% of associates who buy leads, NEVER CALL

THEM. I know it sounds crazy but it’s true. The other benefit of buying this type of lead is

that you get the entire list at once, so you can make 25-50 calls working 2 hours at a time.

As opposed to waiting for “fresh leads” which only come at a rate of 1-10 per day.

To purchase 250 Bulk Local Leads visit: www.getleads123.com and choose “Bulk Local

Leads” on the left side of the page. It will ask you for 3 “Area Codes” for the area of the

leads you want. Choose the 3 closest area codes you can. Here’s an additional trick, if

you live in San Antonio (for example) and you only want the 210 area code, you can

enter “210” as all 3 options and it will allow you to proceed. Finally, when you check out,

use this coupon code to save 20%: WAFMQNGABF23 This should take the price down from

$72.50 down to $58! Proceed to checkout and complete the order.

Step 2: Start the process over and create a brand new 2nd order. This time choose “Real

Time Short Form Area Code US” leads. Select 50 leads for $80. The benefit of these

leads is that they are FRESH and have never been called by anyone before. Another

benefit is that you get their phone number emailed to you the minute after they click

“submit”, so you can literally call them immediately after they requested information. I

suggest you call them immediately because many times these phone numbers are sold

to several people. You want to be the first person to call and make the connection. This

increases your odds of success and also makes you look sharp to the prospect.

Before you check out, it will ask you for 3 “Area Codes” for the leads you want. Choose

the 3 closest area codes you can. Here’s that trick again, if you live in San Antonio (for

example) and you only want the 210 area code, you can enter “210” as all 3 options and

it allows you to proceed. Finally, when you check out, use this coupon code to save 20%:

11B5LA52PI3R This should take the price down from $80 to $64!

The only way you will master this is to practice and have fun. Don’t worry about getting it

right at the beginning. Just enjoy it and stick to the scripts! You need training to do this

successfully. The absolute best thing you can do is attend Dani Johnson’s First Steps to

Success & Home Business Entrepreneur Workshop, along with having the Home

Business Bundle. Don’t even waste your time with leads if you are not planning on

getting proper training. It will be a waste of time and money without proper training. Just

like any profession.

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Right now we are going to roll play through the scripts on the following pages. The first

time, I will roll play as the USANA associate and you roll play as the prospect. The

second time, you will roll play as the USANA associate and I will roll play as the prospect.

Then it’s up to you to go make it happen. Let’s do it! <PROCEED TO ROLE PLAY>

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Script for Lukewarm Market Prospecting (Face to Face Conversation):

F.O.R.M. your prospect first….. Then just before you leave, say this: You know FIRSTNAME, you mentioned (repeat their need, strengths and goals). I work for a company that’s expanding all over the country right now and I don’t know if you have the skills of the kind of person that they are looking for, and I’m sure you are totally happy with your current job, but let’s exchange phone numbers and I can get you some more information. <THEN BE QUIET & HAVE THEM WRITE THEIR NUMBER DOWN FOR YOU TO CALL THEM> IF THEY ASK “WHAT IS IT?” YOU SAY THIS: I work with an International Marketing Firm that focus on upcoming market trends, and right now we are very focused on wellness. This may not be a match for you, but when I call I will have to ask you some questions and then we can see if it’s a match. I will also be emailing you info after we talk.

____________________________________________________________________ Side note:

Always say this if people ask, “What do you do?”:

I work with an International Marketing Firm that focuses on upcoming market trends… and right now we are very focused on wellness. What do you do?

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Script for Face to Face Conversation Approach Call Back **You should have already used the “Script for Lukewarm Market Prospecting.” Now you are calling them back using the script below.

Script Tip!

SMILE WHILE YOU’RE ON THE PHONE. YOU ARE NOT A SALESPERSON, YOU ARE A BUSINESS DEVELOPER.

Hi “PROSPECT’S NAME”. This is “YOUR NAME”. You and I met “YESTERDAY/TODAY” at “TIME”. How did the rest of your day go? When we spoke last I told you that I would get you some information so that you would be able to (repeat their needs, strengths and goals). Do you have a pen and paper handy? Great. To save us both time I need to ask you a few questions to figure out what information to direct you to. SOME QUESTIONS TO ASK ARE: Are you currently working from home? (if yes) What is it? (if no) What do you do for a living? How long? What do you like about it? What do you dislike about it? Are you thinking of replacing your current income or just supplementing it? Are you married? Do you have kids? Now what level of income are you accustomed to? What kind of income are you looking to generate in the next 12 months? What for? You know “PROSPECT’S NAME”, our company has quite a standard for the people we are looking for. There’s a lot of work on our part in establishing somebody with our company and getting them trained and off to a good start. We are looking for people who are team players, self-motivated and dependable. Do you feel you have these qualities? Great, let me tell you about the company I work with. COMPANY TRACK RECORD:

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We are a 22-year old company. We did $731 million in revenue last year. We are currently doing business in 20 countries. Just to name a few, we are in Australia, Japan, Mexico, Canada, and the United States. We have tens of thousands of satisfied clients all over the world and because of their satisfaction; they refer business to us on a monthly basis. We are currently debt free, publicly traded on the New York Stock Exchange, and have been featured in a number of publications. “PROSPECTS NAME”, are you familiar with Business Week or Forbes Magazine? We have actually been featured in those publications. We were founded by Myron Wentz and the name of our company is USANA. Have you ever heard of us? (if they say yes or no) Great. Do you still have a pen and paper handy? Do you have internet access? I want to confirm your email address. What’s the best email to contact you at?

TO LEAD YOUR PROSPECT TO A WEB PRESENTATION CONTINUE HERE:

I’ll be sending you a link to a 19 minute YouTube Video to make sure you get the information. Hey by the way, do you have access to the internet while talking to me? Go ahead and go over to the computer now. I want to make sure that you don’t have any problems downloading the information. I’m sending it right now.

Script Tip!

While they are getting to their computer, get them talking about what’s important to them. Edify whatever presentation method you use, whether it’s a website, live

conference call, etc. Always edify your leadership.

SEND THIS: “Here’s the link: http://youtu.be/zYeRLvER_nU It was nice talking with you.

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CONTINUE BY SAYING THIS: Were you able to open the link? Make sure and take really good notes because on this video is the information that you requested so that you can (repeat their needs, strengths, and goals). The person speaking on the video is Jared Crebs. He has been with USANA for over 8 years and last year his business produced $600,000 in revenue. He has helped many people become successful and he is very qualified to explain how this works. Let me give you my phone number: “YOUR NUMBER”. We’re pre-screening a lot of people right now. We’ll be making a decision real soon, so the sooner you can watch this 19 minute YouTube Video the better. Depending on what your response is to this information will determine whether or not we’ll work together and where you fit in on the team. If you’re available to watch this right now I can call you in about 25 minutes and we’ll see if it’s a match and what your next step might be. So does that work for you? Ok talk to you soon.

Script Tip!

Set an appointment and follow up with them. If using an online video, it needs to be within 25 minutes to a few hours. If they cannot watch it the same day, schedule the follow up call for the next day at the latest. There is no urgency in 2-3 days or a week. >>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>

TO LEAD THEM TO A LIVE MEETING OR 1-ON-1 PRESENTATION, CONTINUE HERE:

The next step is for us to meet in person so you can get the rest of the information available so that you will be able to (repeat their needs, strengths and goals). Let me give you my phone number: “YOUR NUMBER”. We’re pre-screening a lot of people right now. We’ll be making a decision real soon, so the sooner we can meet the better. Depending on what your response is to the information will determine whether or not we’ll work together and where you fit in on the team. If you’re available on “DATE & TIME”, (choose a day and time that’s best for you) I’ll call you back and we’ll see if it’s a match and what your next step might be. So does

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“DAY & TIME” work for you? Ok, talk to you soon. I will call you in advance to confirm. Script to Confirm (the night before):

Hey “PROSPECT’S NAME”, how’s your day going. <LISTEN> Are you still good for our appointment tomorrow? <PROSPECT SAYS YES> Ok I’ll call you an hour before when I’m headed over there. Talk to you soon.

IF THEY DON’T ANSWER, SEND THE SAME MESSAGE ABOVE IN A TEXT

Script For An Hour Before the Appointment Begins:

Hey “PROSPECT’S NAME” I’m just calling to let you know I’m on my way. See you in an hour.

*** If your prospect does not answer an hour before the appointment, send them a text. If they don’t respond, DO NOT TRAVEL TO THE APPOINTMENT. If they are professional, they will have the courtesy to respond the SAME DAY. Guard your time and use it wisely.

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Script for Purchased Advertising Campaigns ***Using the DSI YouTube Video Business Presentation

Script Tip!

SMILE WHILE YOU’RE ON THE PHONE. YOU ARE NOT A SALESPERSON, YOU ARE A BUSINESS DEVELOPER.

Hi “PROSPECT’S NAME”, how’s it going? <pause> This is “YOUR NAME”, I’m calling you back. You requested more information about working from home, what can I do for you? Do you have a pen and paper handy? To save us both time, I need to ask you a few questions to figure out what information to direct you to. SOME QUESTIONS TO ASK ARE: Are you currently working from home? (if yes) What is it? (if no) What do you do for a living? How long? What do you like about it? What do you dislike about it? Are you thinking of replacing your current income or just supplementing it? Are you married? Do you have kids? Have you ever been self-employed or owned a home business before? Now what level of income are you accustomed to? What kind of income are you looking to generate in the next 12 months? What for? Do you have some capital set aside to start your business? You know “PROSPECT’S NAME”, our company has quite a standard for the people we are looking for. There’s a lot of work on our part in setting someone up in a home business successfully. So we are looking for people who are absolutely serious about building a business and making money from home. So “PROSPECT’S NAME”, how serious are you about starting a home business? Tell me why? Great, let me tell you about the company I work with.

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COMPANY TRACK RECORD: We are a 21-year old company. We did $731 million in revenue last year. We are currently doing business in 20 countries. Just to name a few, we are in Australia, Japan, Mexico, Canada, and the United States. We have tens of thousands of satisfied clients all over the world and because of their satisfaction; they refer business to us on a monthly basis. We are currently debt free, publicly traded on the New York Stock Exchange, and have been featured in a number of publications. “PROSPECTS NAME”, are you familiar with Business Week or Forbes Magazine? We have actually been featured in those publications. We were founded by Myron Wentz and the name of our company is USANA. Have you ever heard of us? (if they say yes or no)

Great. Now “PROSPECTS NAME”, the person we’re looking for has 3 main qualities; they are a team player, self-motivated, and dependable. Do you feel you have these qualities? Great. Do you still have a pen and paper handy? Do you have internet access? I want to confirm your email address. What’s the best email to contact you at?

TO LEAD YOUR PROSPECT TO A WEB PRESENTATION CONTINUE HERE:

I’ll be sending you a link to a 19 minute YouTube Video to make sure you get the information. Hey by the way, do you have access to the internet while talking to me? Go ahead and go over to the computer now. I want to make sure that you don’t have any problems downloading the information. I’m sending it right now.

Script Tip!

While they are getting to their computer, get them talking about what’s important to

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them. Edify whatever presentation method you use, whether it’s a website, live conference call, etc. Always edify your leadership.

SEND THIS: “Here’s the link: http://youtu.be/zYeRLvER_nU It was nice talking with you.

THEN CONTINUE BY SAYING THIS: Were you able to open the link? Make sure and take really good notes because on this video is the information that you requested so that you can (repeat their needs, strengths, and goals). The person speaking on the video is Jared Crebs. He has been with USANA for over 8 years and last year his business produced $600,000 in Revenue. He has helped many people become successful and he is very qualified to explain how this works. Let me give you my phone number: “YOUR NUMBER”. We’re pre-screening a lot of people right now. We’ll be making a decision real soon, so the sooner you can watch this 19 minute YouTube Video the better. Depending on what your response is to this information will determine whether or not we’ll work together and where you fit in on the team. If you’re available to watch this right now I can call you in about 25 minutes and we’ll see if it’s a match and what your next step might be. So does that work for you? Ok talk to you soon.

Script Tip!

Set an appointment and follow up with them. If using an online video, it needs to be within 25 minutes to a few hours. If they cannot watch it the same day, schedule the follow up call for the next day at the latest. There is no urgency in 2-3 days or a week. >>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>>

TO LEAD THEM TO A LIVE MEETING OR 1-ON-1 PRESENTATION, CONTINUE HERE:

The next step is for us to meet in person so you can get the rest of the information available so that you will be able to (repeat their needs, strengths and goals). Let me give you my phone number: “YOUR NUMBER”. We’re pre-screening a lot of people right now. We’ll be making a decision real soon, so the sooner we can meet the

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better. Depending on what your response is to the information will determine whether or not we’ll work together and where you fit in on the team. If you’re available on “DATE & TIME”, (choose a day and time that’s best for you) I’ll call you back and we’ll see if it’s a match and what your next step might be. So does “DAY & TIME” work for you? Ok, talk to you soon. I will call you in advance to confirm. Script to Confirm (the night before):

Hey “PROSPECT’S NAME”, how’s your day going. <LISTEN> Are you still good for our appointment tomorrow? <PROSPECT SAYS YES> Ok I’ll call you an hour before when I’m headed over there. Talk to you soon.

IF THEY DON’T ANSWER, SEND THE SAME MESSAGE ABOVE IN A TEXT

Script For An Hour Before the Appointment Begins:

Hey “PROSPECT’S NAME” I’m just calling to let you know I’m on my way. See you in an hour.

*** If your prospect does not answer an hour before the appointment, send them a text. If they don’t respond, DO NOT TRAVEL TO THE APPOINTMENT. If they are professional, they will have the courtesy to respond the SAME DAY. Guard your time and use it wisely.

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Script to Use if Your Cold Market Prospect Says “I Did Not Request Info”

Ok, so you are <PROSPECTS FULL NAME>. Correct? And I have you out of <CITY/STATE>. Gosh, that is so wild, I am so sorry <PROSPECTS NAME>. We have been working with an advertising campaign and I want to make sure that they are not messing us over or deceiving us at all, but they had said that you responded to an advertisement looking to generate an income working from home. So is that not true? <Let them answer> IF THEY DID REQUEST Do you have a pen and paper handy? To save us both time, I need to ask you a few questions to figure out what information to direct you too…. IF THEY DID NOT REQUEST Our company is looking to find somebody in the <CITY/STATE> area. We are targeting that area because of the response we have gotten from there. So we are interviewing people to find somebody that can head up an entire organization there. So if you know of anybody that is looking for a strong career move with a really solid company, can I give you my name and phone number and you can have them give me a call. That position is a six-figure income, depending of course on their skill and their qualifications. And then if you know anybody that is looking to generate an extra $2000 -$3000 a month on a part time position, we also got that as well because we are going to need a few people to help our key person. IF THEY CHANGE THEIR MIND AND WANT INFO: Do you have a pen and paper handy? To save us both time.... IF THEY STILL DO NOT WANT INFO: Ok thanks so much. I wish you the best and I hope you find what you are looking for.

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Money Objection Script

Instructions: When receiving the objection keep smiling, keep you posture strong, don’t weaken and get defensive. 99% of the time the prospect is lying to you abut the money. If the prospect’s life depended on it they could find the money.

So <PROSPECTS NAME>, is it that you are absolutely serious about (repeat their needs, strengths, and goals) and that you have fallen on some serious hard times and you don’t have the extra money or are you just telling me that you can’t afford it because you’re really not serious at all about (repeat their needs, strengths and goals) and you don’t want to hurt my feelings? (If they REALLY don’t have the money) Well <PROSPECTS NAME>, I typically don’t do this unless I’m absolutely convinced and certain that the person is deadly serious. If I am certain that we are not going to waste each other’s time then I am willing to take a risk on you. I can pre-launch your business if I know that you are serious, in fact as serious as Dani Johnson. She had $2.03 to her name and a $35,000 debt. She was destitute broke and living out of her car. Not wanting to end up in that financial position again, she found a way to get started and made $2000 profit her first 10 hours from a pay phone booth, $6,500 in 30 hours, and $10,000 the next month. By the end of her first year, she made a quarter of a million dollars. By the end of her second year, she made her first million. So <PROSPECTS NAME>, are you as serious as she was? (If the answer is yes) Tell me why? Ok great, welcome aboard! Do you have a pen and paper handy? I have some homework for you.

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We are going to get your training underway and let’s see if we can earn you the money to get yourself started. But <PROSPECT’S NAME>, if you don’t do the homework, I’m sorry, we will have to cut our losses early, okay? So if you do this, I’ll know you’re serious and I’ll take you to the next step. <GO TO PAGE 4 AND READ THEM THE HOMEWORK FOR A #1 SCRIPT>

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My USANA Weekly Action Plan * * *

This Week Ending Friday, ________________ My Why:

What am I most proud of doing last week? What did I learn last week that I can apply this week?

This Week’s Check Goal: ________________ My Focus: I grow my USANA business and residual income by generating new volume every week with a blend of business partners (my DREAM TEAM) and Preferred Customers. Associates: I enroll and empower my Dream Team. Preferred Customers: I help make long term lifestyle changes through the USANA Products. I focus on creating USANA Clients for life.

* * *

BE. DO. HAVE “I am the leader I need to be, DOING the things I need to do, in order to HAVE the

life I want.” This week’s action items: APPROACH/INVITE: PRESENT: ENROLL: FOLLOW UP: TRAINING OF TEAM:

HEALTH: PERSONAL DEVELOPMENT: TIME MANAGEMENT / SIMPLIFY: ADMIN: SELF CARE / FUN:

“INTENTION, ATTENTION, NO TENSION” ** This or Better! (Document Compliments of Carmen Marshall)

SA

TS

UN

MO

NT

UE

WE

DT

HU

FR

IT

OT

AL

# of video / live

presentations

actually viewed

by NEW people

Name of each

person who

viewed video /

live presentation

Total hours spent CALLING,

PRESENTING,

APPROACHING

New people

enrolled

New approaches

in public (2+ new

daily)

People who gave

their phone

number

NEW BUSINESS: 80% of Your Business Building Time. LOAD this page with stats to have the most fun, make the most money, help the most people, & master the system.

7 Day Tracking Week Ending Friday: ____________________________________

# o

f

Total Calls Made

- Including Invite

and Follow-Up

Calls

# of NEW people

who were read

an Invite Script

# who agreed to

view video or

attend pres. -

Personal

Sponsorship

Only

Name of each

person who

agreed to view

video or attend

presentation