getting started right an unusual new distributor “to do” list take this business seriously get...
TRANSCRIPT
GETTING STARTED RIGHT
An Unusual New Distributor “To Do” List
Take this business seriously
Get the right attitude…a positive one
Get ready to learn & master the “processes”
Prepare for necessary sacrifices
Commit to the success of you & your team
Develop a Just do it…No excuses…Never quit mentality
How you start this business determines where it goes!
Basics…Basics…Basics…
Learn the “recipe” of the business
• Share the product
• Share the business
• Promote events
Practice on your HOT MARKET
Work with your referrer or a mentor
Learn as much as possible, as quickly as possible
Assume responsibility for your own success
Learn About The Basics of the Water
Drink…Drink…Drink…
Drink the water and create your own personal story
Make drinking the water a priority
• Drink enough every day
• Involve the entire family
• Take it with you
Learn how to use your bottle as an “ice breaker”
The water is the bridge…it connects everything!
Drink: Commit To Breaking Bad Habits
Share…Share…Share…
Master how to give away free water
But learn what NOT to do first
• No “brilliant” ideas
• Don’t go “whale” hunting before you’ve caught a “minnow”
• No reinventing the “wheel”
Start with the easiest markets…your HOT & WARM
Mindset: Get near me…you’re gonna get wet!
Share: Learn From The Mistakes Of Others
or
Getting Started Right Summary
Take this business seriously
Get the right attitude…a positive one
Learn the recipe of the business and follow it
Drink the water & develop your story
Make drinking the water a priority
Learn to effectively share the water
Starting right is the foundation of your business!
ATTENDING EVENTS(SECRETS FOR MAKING THE MOST OF EVERY EVENT)
What is the definition of an Event?
Project Presentation / Product Demonstration
Executive Luncheon
Direct Distributor Training
Global Online Organization Meeting
Distributor Development Workshop
Power Training
ANY Enagic® or Kangen Water® related gathering
Who should you invite to an Event?
That depends on the event!
Any type of project presentation / product demo
• Distributor or Product Prospects
• New Distributors
Any type of training / distributor event
• New Distributors
• Personally Referred Distributors
• Active Distributors
Before A Presentation
Arrive before your guest
Help create a good “First Impression”
Don’t “Hover” out front
No “Pre-meeting” pre-meeting
Get good seats, up close
Get water for you and your guests
During A Presentation
Participate when asked
Don’t make unnecessary comments / jokes
Turn off your phone…before it rings
Be on your “Best Behavior” and pay attention
Stay for the entire presentation
Don’t ask or answer questions during the presentation
Use a little common sense!
After A Presentation
Plan to stick around for a few minutes
Have water and materials ready for your guests
Mingle and let your guests hear some stories
Introduce your guests to the speaker (if possible)
Be ready to invite to the next appropriate event
Every presentation is an opportunity to “anchor”
Have applications ready
How to “Build” Your Month Around Events
Make a schedule every month & stick to it
Your personal goals decide your necessary actions
Use each event to build for the next one
• Organization meeting
• Weekly presentations
• End of month Executive Luncheon
Use the “Anchoring” technique for every meeting
The “Process” of Maximizing Meetings
1. Make your schedule at the beginning of each month
2. Invite your guests
3. Follow-up / confirm
4. Get / meet your guests
5. Conduct the correct “Pre-Meeting”
6. Presentation / Demo…NEW every time
7. After meeting
8. Follow-up
DROP THE “ANCHOR”
What is the Definition of “Anchoring”?
Connecting a new person to the project
• Proper direct sampling
• Proper indirect sampling
• Proper exposures
Securing interest with those “behind” your prospect
Effective anchoring improves sales by 10X!
Practicing anchoring means you are teaching it!
Anchoring Through Effective Sampling
Learn the process of sampling
• Get them to say “yes”
• Start by delivering the water
• Make drinking the water easy for them
• Consistency is key
• You are teaching to sample by what you do
Learn the difference between “Fingers” & “Strings”
Don’t become a water delivery person
Fingers
Fingers: People that you are directly giving water
5 – 10 – 15 – 20 – 25 ???
How many fingers do YOU have?
Finger Facts
Each finger means a major commitment by you
• Find fingers (direct prospects)
• Fill bottles
• Deliver water
• Keep track
• Provide info
• Answer questions
Try to keep your fingers to 5 or 10…MAX!
Strings
Strings: Each person that you are indirectly providing water samples through your direct prospect
A sampling string is a powerful selling tool!
String Strengths
Creating a string is training a potential distributor
• Teach them to talk about the water
• Teach them to deliver / give out the water
• Teach them the principles of anchoring
Maximize YOUR efforts by using THEIR contacts
Try to make “Associate” strings, not “Family” strings
• Friend -> Co-Worker -> Mom -> Friend -> Brother…
A sampling sting increases your sales potential!
Anchoring Through Exposures
Exposures are a key component to anchoring
Exposures expand understanding
Understanding stimulates interest
Interest leads to commitment
The more exposures, the stronger the connection
• Presentations, Executive Luncheons, Corporate Office, Brochures, DVD’s, Trainings, Successful Distributors, etc…
Anchoring Summary
Learn the sampling process
Limit the number of fingers you service
Turn your fingers into strings
Maximize your efforts for greatest potential
Continue anchoring through exposures
Effective anchoring can create massive results!
YOU ARE AN INNOVATOR
Diffusion of Innovation
This is a well established concept. Knowing how it applies to our project shows your prospects you know something about traditional business!
Types of Innovation Decisions
1. Optional Innovation Decision – Individual
2. Collective Innovation Decision – Group
3. Authority Innovation Decision – Influential
Different prospects yield different results
Five Stages of the D.O.I. Process
1. Knowledge – First exposure
2. Persuasion – Interested / Seeking Info
3. Decision – Reject or Accept
4. Implementation – Tries the Technology
5. Confirmation – Final Decision Stage
Each person will be different…and it’s okay!!
The D.O.I. Process & This Project
1. Product already proven in Japanese marketplace
2. Usual time frames are highly accelerated
3. Implementation percentages are unheard of
4. “Distributors” are needed to catch the percentages
5. Have YOU had at least 1 in 50 try the water?
Be part of it or watch it happen!!
The D.O.I. Process Summary
1. Know where we are in the process
2. Understand the real magnitude of # 1
3. Share this with distributor prospects…it’s important
4. Get excited about this aspect of the opportunity
5. Understand that not everyone will be ready now
You are an Innovator…embrace it!!
TEAM BUILDING BASICS
Building Basics
This IS NOT an MLM or Network Marketing Deal
Directly refer as many distributors as possible
Provide support to your directly referred distributors
Look for “Stars” in your 8 Points & help them
Go wide, teach the same & depth will happen
Watch out for “Placement”
Mr. Oshiro recommends going WIDE!!!
Going “Wide”
Personally referred sales / distributors
Width creates constant activity & growth
Width creates more “Distribution Channels” / “Lanes”
Building your width…Create; Support; Manage
“Rebuild” every 3 – 6 months
Width leads to greater earning potential!
Going “Deep”
Team referred sales / distributors
Only within 8 points counts for YOU
Teach to build wide & create longer lasting depth
Depth creates overrides / bonuses
Multiple lanes going deep create LOTS of overrides
Monitor depth and look for “Stars”
Depth leads to happy trips to the mailbox!
Understand the benefits of going wide & deep…
…and build to do both!!!
The Perils of Placement
Giving away your money
Rewarding for doing NOTHING
Connecting people that may not work well together
Cutting off your referral support
Teaching a VERY BAD practice
You are creating cripples
Give A Man A Fish or Teach A Man To Fish?
Working With Your Referrer or a Mentor
Look for experience
Look for proven success
Look for results
• Distributor ranking
• Organizational growth
• Verifiable earnings
Cut down your learning curve
A mentor can help accelerate your success!
Beware of the Blind Leading the Blind
Watch out for inexperienced or wanna be “leaders” and REALLY
watch out for the “Mediocre”, “Broke” or “Invisible” 6A’s!
Where they will lead you……you don’t want to go!
Build YOU…Then YOUR TEAM
Learn & master the basics as quickly as possible
Work with (not depend on) your referrer or a mentor
Build “Leaders” for your team by becoming a “Leader”
• Provide support
• Set a good example
• Communicate
“Pave the Road” for your team
BIG Success is contingent on TEAM Success!
FUTURE OF THE PROJECT
The Perfect Storm of Opportunity
We probably won’t see this again
Factors converging all at once• Proven Product
• Marketplace Need
• Growing Health Issues
• Dissatisfaction with Medical Care Industry
• Environmental Impact
• Lifestyle Consequences
• Economic Instability
Factors: Proven Product
Established technology
Company with a 36 year history
Best performer in the industry
Best quality components
Experience benefits without cost
Factors: Marketplace Need
Baby Boomers
Still control the flow of money
50 – 60 – 70 year olds
Seeking extension of life
Seeking quality of life
Health is their new #1 priority
Factors: Growing Health Issues
Health concerns keep growing
Social & Economic issue
Health is changing for all ages
Becoming a greater global issue
Factors: Dissatisfaction with Medical Industry
Health insurance is actually sick insurance
“Magic Pill” theory being proven false
Medicine as an industry means they need customers
They need sick people…not healthy people
Pharmaceutical Industry dating the Medical Industry
Igniting a “Natural Approach” revolution
Factors: Environmental Impact
Environment becoming more important
More aspects of “Eco-Friendly” are being considered
• Chemicals
• Manufacturing
• Recycling
Purple is the new Green
We are leading the industry
Factors: Lifestyle Consequences
“Running” ourselves into the ground (6 feet deep!)
2011 lifestyle much different from 1961
• Processed foods / preservatives / genetically eng.
• Fast food
• Soda…Then & Now
• We ingest “More” of “Less”
W.H.O. projects cancer #1 killer by 2010 (2008 report)
Accelerated degeneration…35 years now 10 or less
Factors: Economic Instability
More people with “Open” doors
More people considering a side business
Lack of faith in corporate America
“Health” Industry continues to grow
Spending habits will change
Bottom line…people will pay for good health!
The Future for Distributors
There’s time, 10 – 15 years, but the clock is ticking!
Simultaneously in the concept / product branding stage
Explosive growth 5 – 7 years
Think globally… 310 Million or almost 7 Billion?
The “Window” of opportunity is WIDE open
Commercials show upcoming trends… RepHresh
Health & Environment: Creating a paradigm shift
The Future of this Project Summary
We probably won’t see this again
The Perfect Storm of Opportunity is here
10 – 15 year window
5 – 7 years of explosive, massive growth
Globally expanding…so think BIG (Listen for accents!)
Use “Prime Time” to illustrate new product trends
Make the most of this project & have fun doing it!