Week 9 Three way calls... as the Presenter

3 way calls: As Presenter
KISS… there is power in simplicity!!!

(Don’t say hello til call is turned over…)

“Thanks ___h____. That was a nice thing to say,
(I do love what I do, and the best part is it is part time… and I can make these calls from a park or the beach…)
Hello _____g_____ it’s nice to talk to you today.
Listen first off I want to thank you for your time, and I want you to know that we won’t take more than 15 minutes today- I know we are all busy, and so I will be respectful of that and keep an eye on the clock if that’s ok with you? “

LIGHT AND FUN!!! Complimentary… Friendly! MAKE A CONNECTION
Tell guest why you like the HOSTESS or how you have a relationship with her… say something nice about her!

“I like ___h_ because ______________.”
If after the intro you don’t know enough about them… do FOR, if you know FOR- then skip to questions
Family- Tell me about you- do you have kids?
Occupation- What do you do for a living? Really, do you like it?
Tell me about you, what are your long or short term goals?
Recreation- Tell me what do you guys like to do for fun?

Ok- so to begin let me ask you: (PICK ONE QUESTION)

• How do you know ___h____ again?
• What did ___h___ say to get you on the phone with me today?
• What have you heard about our company? What have you heard already?
• What are you most interested in, better health or a new business opportunity?
• Have you ever thought about owning a home based business?
• What do you think of network marketing?
  
  We have 4 quick things I know___h___will want me to SHARE with you today- both our phenomenal product, and also a potentially amazing business opportunity … if you are interested.
  
• Timing
• Product
• Endorsement
• Bill Farley

Product- Ok so let me ask you…Have you tasted our product? Well- I know we need to get some in your hands so you can taste it… it is amazing!
You may have some more questions about the product… I know I did, but we have some resources I will have ______h_______ leave with you and I think it will answer most of them!

Endorsement- Have you ever heard of Dr. Deepak Chopra?
Well I hadn’t either, but I realized I was one of the few that hadn’t because:He is rated by Forbes magazine as the 82nd most influential person in history!
What I like about that is that he’s a KNOWN Dr., and I was able to trust very early on that if he was willing to put his credibility behind this product, that I could be sure it was going to have some serious health benefits! And it absolutely has, just as he knew it would!
Is that pretty cool to have such a powerful endorsement? Yeah- it makes my job so much easier!

Bill Farley- Have you ever heard of Bill Farley? I hadn’t either…Bill is a branding Genius and what I have found is that people are more familiar with his brands than they realize… at least I was… Have you ever heard of:
Jordache Jeans
Gitano Jeans
Acme Boots
BVD Underwear
The Chicago White Sox
Fruit of the Loom?

Well those are all of Bill’s companies.And I share that with you just so you can start to recognize the power of the business backing we have here. Because Bill is the CEO of Zrii.

Timing- Are you familiar with how important timing is to an industry? Think of the real estate boom… when is the best time to buy, before or after the boom? Obviously before- well that’s where we are sitting with Zrii.
We are a 13 month old health and wellness company
· In our 1st year we have broken every single record set in the 60 year history of this industry… and things are not slowing down this year… in fact typically times of economic downturn have historically produced some extremely successful companies because people are open to earning additional income.
DOES THAT MAKE SENSE TO YOU?

*Optional*
Our Industry- Have you ever heard of the famous economist Paul Zane Pilzer?

· He was the economic advisor to 3 different presidents of the US… he wrote a book called the WELLNESS REVOLUTION… he says that in the next 10 years that 10 million new millionaire will be created in the areas of health and wellness, and a majority will come from network marketing…
· He predicted that the 78 million baby boomers are looking for
o weight loss
o Anti-Aging
· Our product falls within both guidelines
· Basically look at Zrii this way- treat it like you saw a great movie… you drink it, find it beneficial, recognize it is working, share it with others and recommend they try it, tell them your experience and the company sends you a check for doing the word of mouth advertising.
· We have a consumable product so that brings re-orders, so you don’t have to go sell Zrii every month, in fact we are not looking for people to SELL Zrii… we are looking for people who want to consume…
· If you don’t like to help others you won’t do well…
· It is fair because you decide how much or how little you want to make… according to your own efforts

TIME:______Ok- so I am looking at the clock… and I want to keep this simple because it’s important for me to have you see how simple this is… and we have just about 3 more minutes- so real quick just to recap…we discussed…
· We are a 13 month old health and wellness company
· The opportunity to get involved on the ground floor of any company doesn’t come along very often and right now there are less than 70,000 people worldwide drinking it month after month, so your timing could never be better
· We have the company stability from a man who creates household names like Fruit of the Loom and he will brand one last company… Zrii.
· We have a HUGE Endorsement from a world-renowned Dr. and also
· Our company is committed to the quality of the product and also the scientific documentation to back it up- so they have committed to have Zrii be the most scientifically backed product in the world!

Let me just tell you in closing we have a very lucrative, fair pay plan- we earn our money 7 different ways, plus we have a BMW reimbursement plan,
Can you picture _h_ driving around in her new BMW?

and 2 incentive trips a year… so if you like to travel- there are ways to earn free trips! We have a lot of fun doing what we do, we all have busy lives so we do this part time… we have girl’s nights, and are learning easy ways to keep our families healthy…

Let me ask you _g_ have we shared anything today that peaked your interest?

(No)- Ok, well thanks for being honest, thanks for your time and let me just end with one thought… if anything ever changes for you- we are both willing to support you and I’d love to chat again if that’s something you are open to! Thanks! Bye!

(No- just don’t have the time)- I completely understand… I didn't think I has any spare time either... but if we get a chance to meet I can show you how literally a 5-6 hour time commitment per week can be enough to build this business… do you think you could find an hour a day or a few hrs. on the weekend to bring in some supplemental income?
No- thanks for your time
Yes- when can we meet for 15 minutes? Today or tomorrow?

(Yes)- Ok- then what we need to do is set aside about 15 minutes sometime soon to either meet in person, or on the phone again to show you how we get paid and answer any questions you might have… what’s better for you, today or tomorrow?
Ok- it’s easiest to see it live and in person, do you have any time we could meet so we could bring you a sample, and some literature- and share the #’s with you?
GREAT!

Set up follow Up Appointment:
Day______________
Time________________
Where? _________________

Great- I’m excited to meet you….I’ll meet you at _______… (Hear you then) Thanks ladies for your time… I’m gonna jump off… have a great day and we’ll talk soon! Bye!

Week 9 Three way calls... as the hostess

• 3 way calls: As the hostess!
  
  ALL YOU HAVE TO DO IS BE GOOD AT ONE THING!!!
  INVITING TO THE CALLS… then follow this “script” for the intros- EASY!)

Invites:

• I have something I want to share with you that I am really passionate about- do you have some time tonight we can jump on a call with a friend from my women’s mentoring group? GREAT! Call you then! Thanks! BYE… (SEE…SIMPLE!)
• Hey do you have time in the next hour to jump on the phone there is someone I want you to meet from my women’s mentoring group!
• I’ve made a major career change and picking out people I have always had respect for in business and I would like to share this with you, do you have a few minutes to jump on a call with a friend from my women’s/business mentoring group?
  
  When you are making the phone call… have your guest on the phone 1st, then call the presenter together!
  P=presenter
  H=host
  G=guest
  
  Hey_p__ its__h__ and I’ve got (a friend/biz associate) __g__ on the phone… are you still there? Great- Ok so let me start by quickly introducing everyone… __g__ lives in_______ I met her _____ and I told her I would love for you to meet her-
  
  And __g__ let me introduce ___p___… she’s part of my women’s mentoring group, she’s a (short intro)…
  · Mom of 3 little kids, she started her own preschool a few years back, she lives in Tucson AZ- she does Zrii PART time…
  · location, what she did prior to zrii, product testimonial
  · ______________________________________
  _____________________________________
  She’s really excited about what we are doing and I would love for her to share it with you- so I’m really excited she’s on the phone with us… so _g__ this is __p___, __p__ this is _g__!
  
  Hostess turns call over to presenter and does not talk again until the call is turned back over after the recap!!!!
  
  After RECAP…
  THANK THEM FOR THEIR TIME… REAFFIRM THE APPOINTMENT…
  We have 2 websites I’d love for you to check out about our CEO and our product:
  www.ZriiProduct.com
  www.MeetBillFarley.com

Week 8 Jan. 15th

Wasn't Bonnie amazing? WOW... she does a great job of reminding us just how easy this can be!

Ok-so you should've received an email from your MC titled "presentation guidelines... but if not- I will post most of them here! Thanks for your time commitment... We see what happens when teams of women voluntarily hold themselves accountable to each other all over the country and it is great!!! Keep up the amazing work!

This piece of training comes from phase 3 of your "small multiple exposures" when prospecting anyone from your database...
step 1- the 5 minute touch
step 2- the 15 min. 3 way call
step 3- follow up for 30 min to show the comp plan, resolve concerns and invite to live presentation... if they've tasted the product, been on the phone with you on a 3way, and done any homework of their own... at this point... very often it is ok to ask for the close. This is how...
1)If they say they like the product then you should ask them what they like best about the product. After they answer you say; “So if you like what you saw here today, and I liked it when I saw it, would you agree if we showed three, four or five of your friends or family they would probably like what they see as well? Can you see how we could build a very large business by sharing this information with the people we care about and then helping them share it with the people they care about.
Great. Let me show you how to get started. Review the business packs and go to #2
If they say they like the business opportunity then you should ask them what they like best about the business opportunity. Whatever their answer you say “that’s great”, let me show you how to get started. Review business packs and go to #2

Let’s review the business start-up packs & what they include.
The business kits are for us to use in the next 30 days to build you a foundation of business partners and clients. The difference in the options relates to the size of the foundation you want to build.
Cover each option from $500 to $1,500 (highlight the product & the materials included in each option)
SHOW LAMINATED SHEET
Explain this:
Let’s say you enroll at the $1,500 business premium pack That would give you 150 sample bottles & 12 regular bottles
If over the next 30 days we gave out 150 sample bottles and we showed some folks what I am showing you, do you think (men) feel (women) we would be able to find 5 people that are interested in earning additional income? Do you think we can find 5 people that might not be interested in going into business but they are definitely concerned about better health? Let me show you what that could mean for you. Remember: This is an investment not an expense. Explain how they can get their investment back with laminated sheet.
2)After reviewing the product and materials in the Business Builder Packs which program will work best for you? The $1,500, the $1,000 or the $500?

3)Complete the application and choose their auto shipment.
Next is your autoship option of $240 or $255
Each option includes the $120 personal usage product.
The difference is your monthly marketing options.
Which would work best for your business, 30 sample sizes + 4 large bottles or 8 Large Bottles
Your autoship date should be 30 to 35 days from today. (choose the date for them so they do not receive a double order)

4) The next step is setting up your training. Based on your current schedule, commitments and what you would like to accomplish in Zrii, would you prefer to get started on the Fast Track or the Slow Track? Which will work best for you and your family? There is no right or wrong answer it is whatever is best for them.
5) Marketing Strategy (Setting Appointments)
a) Business Associates
b) Clients
You mentioned earlier, during the presentation, that your best friend (or who ever they mentioned) has high blood pressure, diabetes, etc can you tell me a little bit about him/her? He/she sounds like someone we should go see right away. Let me ask you this, who is the most motivated/ambitious person you know? Tell me a little bit more about him/her? If there were one or two people you would want to go into business with ( people you trust completely and they trust you) who would they be? The purpose of this is to gather the names of the people you will go see during their training.
6) Set at least two appointments before you part ways. (This is very important) Script: Are you and your wife/husband going to be around tomorrow night? Great, I want to show you something and I need your input. Is 6:00 good or would 7:00 be better?
7) Leave a copy of our calendar with events, meetings and phone call times.
8) Would you agree in order to become totally effective and efficient in this business there are going to be a few things you need to learn? The absolute best way to learn is by going on appointments. There are some other important components you will learn in a class room setting. We have meetings and trainings every Saturday from 10:00am to 12:00pm. The next 90 days are going to be crucial to your overall success so it is very important you attend these trainings. Is there anything you are doing on Saturday mornings that you can’t get out of to attend these trainings over the next 90 days?

9) I want you to understand I am 100% committed to doing my part in helping you become successful in Zrii. You have a lot of teammates that are committed to doing their part. You don’t have to do it all and you don’t have to do it alone. All we ask of you is that you do your part and as a team we will all win together.
Your part: a) Get on Autoship b) Enroll 3 people right away with the help of your sponsor c) Help your 3 do exactly the same thing with the help of your sponsor d) Attend training
OUR COMMITMENT TO YOU
1.LEAD BY EXAMPLE
2.DO WHAT WE SAY
3.BE AVAILABLE
4.TEACH, COACH, LEAD
5.PROVIDE A WINNING ENVIRONMENT
YOUR COMMITMENT TO US
1. GET ON THE PRODUCT
2. MAKE A COMMITMENT
3. SCHEDULE 1st 3 APPOINTMENTS OR HOME PARTY
4. BE COACHABLE
5. ATTEND MEETINGS AND TRAININGS
Will you commit to doing your part?
Congratulations. Welcome to the team!

Bonnie added that it is YOUR RESPONSIBILITY to protect their warm market because those are the people they have the largest influence over (and who have the largest influence over them... if they burn through them- they'll feel BURNED OUT!!!!!!!) The last step is to go through the playbook to help them get started- and even go through the contents of their kit when they get it! Remember- this buisness is about RELATIONSHIPS... take some time in the beginning to make sure they are totally comfortable- and it will last through out your zrii years together!

Cynthia added that once we will do this (over and over... and not be afraid to mess it up!!!) we will feel so comfortable... its just like learning to ride a bike... you have to PDR... Practice, Drill, and Rehearse. And once you've got it... you've got it!

Brooke said that there is POWER in plugging them into a system! Learning this business IS actually a lot like learning to ride a bike... we start with training wheels (upline support doing EVERYTHING other than steering)... then graduate to just having mom run behind us holding the bike( they are doing intro and part of zrii story), and then we hold on with just a finger so their confidence is there- but really they are doing it all alone and don't even realize it (they are presenting, we are there at the end to close up the meeting)... and WA LA! They have just duplicated properly... and because they learned it right from you... they'll teach it right to their team! See the simplicity?

Also- commit them to listen and watch REJUVENATE every day for the 1st 30 days... and listen to success leaves clues also! This will greatly empower them!
OK- so on to the Saturday morning training calls lead by "Bonnie and the Greats!" Every Saturday morning at 7am Pacific time
712 775 7000 pin 450 436#

Sat. 17th- Patricia Kaye coaching about 3 way calls!
Sat. 24th- Colt Elam- Mastering duplication
Sat. 31st- Brooke Hunt-how to run a successful family and business at the same time
Feb. 7th- Blue Elam- Creating Momentum & Urgency, and relating the story to THE PROSPECT!
Also- Christina wants to make sure we all register for RSA, and the bus ride from Phoenix if you want to ride with us by scrolling down this blog to the registration link (and the hotel link as well) or by going to http://www.womenofz.com/ . See you there!

Week 5- Dec.18th-3 way calls

Christina taught us the power of using a script when you are DELIVERING THE MESSAGE ON A 3 WAY CALL... so that your team sees that THEY can use a script also! 3 way calls are sosososo powerful! It shows people their is a system, and that upline is ACCESSIBLE!! Use them to introduce your new IE to someone in their upline... use it to BUILD RELATIONSHIPS!!
Use 3 way calls to PLUG THEM IN, even if you don't use it to GET THEM IN!!!
3 participants in the 3 way call...
THE GUEST (prospect)
THE HOST (the person bringing the guest... like the bridge between guest and presenter)
THE PRESENTER (the person delivering the message)
THIS IS AN INTERACTIVE CONVERSATION-
there is a dialog that takes place between the presenter and the guest... she will ask:

• what they like best... biz or product?
• what have they been introduced to about our story
• she will share timing (and trends), Bill, Deepak, Product
• she will ask if they are interested on any level
• THIS IS NOT A HARD SELL... there is never a credit card involved...
• she will leave them with homework... to get more info from http://www.meetbillfarley.com/ or http://www.zriiproduct.com/
• SHE WILL KEEP IT TO 15 MINUTES!!! This is SO important!!

The guest on the phone IS looking at this conversation, wondering if they can do it too... they are summing it up based on content, and also duplication... if this is helping you be successful, is it something they could do also to be successful???... and you need to know this... THERE IS POWER IN SIMPLICITY!!!

Week 4 updated- Dec.11th

Christina Kitson taught us about the power of SMALL MULTIPLE EXPOSURES WHEN BUILDING THIS BUSINESS...

The meeting should NOT be the 1st step... in fact your success will drastically be increased if you will follow this simple, duplicatable system, and train your team to do the same...

EVERYONE STRUGGLES WITH GETTING PEOPLE TO A PRESENTATION... you are not alone!!

This is a system that works- if you will commit to take your guest (prospect) through this entire process with you... in a short amount of time...

It goes like this 5/15/30/45/ 1 hour...

• Step 1- 5 minute (or less) exposure...sounds like this "I don't know if it's a fit for you or not, but I want you to take a look at this..." "I know you;re busy, and I'm busy... so let's schedule a time to talk later today or tomorrow (this is all about TONE... excited and confident). Set up a time for the 3 way call... book it now!
• Step 2- 15 minute 3 way call (the key to this business)... you may think your closest friends and family will "get it" from you... but it is your sister, best friend and family that actually really needs 3rd party validation! Why? Unfortunately because we listen to strangers better than those we know! The call starts something like this (also see the 3 way call training from Patricia Kaye)... "I don't want you to feel any pressure, but I want to know if this will pique your interest... and I want to introduce you to a friend in my women's mentoring group... (the point it pique their curiosity so they'll come back for more... if there is too much info they'll get confused and they will say no (because it is easier than saying yes!) From here you book a time to sit down and show them on how we get paid on paper...
• Step 3- 30 minutes- connect with them kneecap to kneecap to go over the comp plan (if they can't meet, get them on a webinar or a recorded call). Invite them to a live event (notice this is the 4th step... not the 1st... now they know what they are coming to, and will show up because they want more information)
• Step 4- 45 minutes at a live meeting... if they said yes that they will come than they are interested... if they come to this mtg as the 4th small exposure- you can ask for the close because they can now make a logical decision... your attendance WILL go up at meetings!! Here you want to BAMFAM...Book A Meeting From A Meeting... take 15 minutes after the 45 minute presentation is over to answer questions, and set up another time to meet, get them signed up and trained(or if they've signed that night- plan on going over their kit with them when it comes)... Also make sure you (as the sponsor) have an extra case of minis with you to give to them, so they can start their business NOW... they will replenish your supply when theirs comes in!
• Step 5- 1 hour close interview and Q & A... and getting started training... teach them this concept... MEETINGS ARE TRAININGS... FOR THEM... When they are Down- they need the meeting... when they are UP the meeting needs them!! Take some time to get in front of the info again, get comfortable, build their belief in themselves, this industry, and this company... and literally start creating momentum in their group by using SMALL MULTIPLE EXPOSURES to feed the pipeline and sift through the "lookers" to find the BUILDERS!!
• Here are the Ratios... it's a numbers game... remember this... Talk to 20 (5 minutes)... 5 will get on a 3 way with you. Of those 5... 2 will meet with you to see the comp plan... of those 2- 1 will sign up. So don't prejudge. Talk to everyone you know. If they can't see it, or they say no- recognize that timing in their life might just make it impossible for them right now... stay friendly and nice, and connected- stay their friend even if they aren't your business partner!! The goal is ultimately getting them to a meeting... but remember it is NOT the 1st step!!