Академический Документы
Профессиональный Документы
Культура Документы
Name: ________________________
Date: _________________________
ID#: __________________________
UPDATED AS OF: 09/5/14
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 YouTube Video Presentation) ..................................................... 22
Practice Approach Script for In-Home USANA Mixer ................................................................ 23
Weight Loss Phone Script for Warm Market ................................................................................ 24
GET THEM STARTED ON THEIR POWER HOUR WITH CALLS BY SAYING THIS: ........................... 25
Edification Script & Your ID .......................................................................................................... 27
Closing Script for 1-on-1(YouTube Video or Face-to-Face Apt) ................................................. 28
Closing Script for In-Home USANA Mixer (Group of 3 or More)................................................ 29
Closing Script for After They Watched 4.5 min RESET 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
True Health Assessment Script (for a #2 or #3) ............................................................................ 43
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 ................................................................................ 61
Script to Use if Your Cold Market Prospect Says I Did Not Request Info ................................... 64
Money Objection Script ............................................................................................................... 65
My USANA Weekly Action Plan ........................................................................................... 67
3
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, shes been on Oprah, Fox & Friends, shes 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 youve 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 Id like to hear your feedback on the 3 things that youre going to apply immediately.
Each day for the next 30 days youre going to be listening to another one of those trainings right
away. Just an hour a day. Ok?.... Alright, so thats the first thing.
4
STEP 2:
The second thing is that I need a list of your goals. Youll want to list several things. If youd like
to travel, Id like you to identify the places. Where are the very specific locations and destinations
that youd like to go to? The other thing is whats 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. Whens 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 Im going to do, is show you the plan to generate the income to be able to afford those
goals. So for example, if its within a year that you want to go to a particular place, whats the
cost? Ok great, thats the goal were going to shoot for immediately, is achieving that first one,
alright?
Also, if you have any debt, whats the amount of debt you want to pay off? Whens the date you
want to achieve that?
Eventually Id like to see about 25 goals from you. So dont just give me 1, dont 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 its 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?
STEP 3:
I need you to make a list of resources. Were 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 gets started lets just say that
for example that we were going to start a restaurant. And lets 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. Lets say that all $100,000
went into equipment and actually getting it set up. Now its 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 wouldnt come? <LET THEM ANSWER> Ok, and is it possible that some that came, ate
once, and didnt 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,
theyd 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
its 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.
6
And by the way, heres 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 youre not just using your head thinking
who do I know, who do I know. It gives you categories. Lets go over this:
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
8
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
9
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 youll 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. dont be thinking of who will like the food in the
restaurant and who wouldnt, whos a vegetarian etc., dont worry about any of that kind of stuff.
Dont disqualify in anyway. Just get the list of 200. There are some people on that list that will
never look. Theyll never come through the doors. Wont like the food. Will never refer
somebody. Those are the ones that were not looking for. Theyre not qualified to work with us.
Were really just looking to do a test market. Thats all.
STEP 4:
Step number four is were 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 Ill talk to you DAY
AND TIME.
Again, you need to listen to the Day 1 Smarter Networker Audio. And remember that its 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 thats 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 thats something that you are
going to keep working on, so if you can get to 10 thats great. You need to have at least a
minimum of 3 would be ideal. 5 would be a good stretch. Again, we dont 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 its listening to 1 hour from the Smarter Networker and always pulling 3
things that you pick up from the audio that youre going to apply immediately.
10
STEP 5:
Step number five is the next First Steps to Success is taking place in CITY on DATE. This is
where youre 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
youre able to learn in a more professional environment the better. Youll 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 youre
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 were 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
youre on, those people have a tendency of succeeding really well. So thats what well be
looking for. And Ill be helping you work towards that.
So put that on your calendar, you need to get registered for that immediately. In fact, when
youre 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 Ill talk to you at DATE & TIME and I have an expectation of seeing each one of these
things that have been completed and were going to look at those goals and figure out what kind
of a track we need to go on, whether its a fast track, or a medium ground, or slow track to see
how quickly we can achieve those goals that you have. Im looking forward to working with you.
11
12
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.
There are more training videos on the Compensation Plan that you can come back and watch
later. But for now lets 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 Networkers 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 HAVENT OFFICIALLY ENROLLED YET, JUST HAVE THEM SAVE & PRINT
EVERYTHING. THEY CAN SET UP AUTO-DEPOSIT AFTER THEY ENROLL> Now lets 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.
13
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>
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 members 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: Lets 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 wont feel like you are
being salesy. Thats 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 doesnt 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.
14
Step 10: Ok now lets 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
thats best for you. Heres 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. Ill 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. Its not about the hours; its 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 thats 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:
15
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)
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, lets 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 lets 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
16
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.
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 HAVENT 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
17
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
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.
18
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. Lets
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 few team members 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. Heres my WAP & tracking sheet <SHOW THEM YOURS> This is
20
how I track. Each week I go to www.createduplication.com and click on GoProTrack. Lets take
a moment to do this right now. <WAIT FOR THEM TO OPEN THE WEBPAGE> Did you get there?
<LET THEM ANSWER> Ok, so heres 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 this webpage and submit my
numbers for the previous week.
Each Monday we have a DSI Elite Call that begins at 6pm CST with recognizing our Elite Team
Members who tracked their activity and reported it. Our team recognizes the people who track,
even if their numbers are small. We have several people working 5-10 hours per week who are
tracking their numbers and making weekly checks.
Most importantly, you want your future team members to see YOUR NAME on the Recognition
Report. Let me ask you a question, do you want your sales force producing on a consistent basis?
<LET THEM ANSWER> Ok great, 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 773-2954982 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: There are 2 aspects to running a part time or full time business. Having a Weekly
Action Plan and Tracking Your Numbers.
NUMBER 9: The main thing I want you to understand right now is that its ok to feel nervous and
dont 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. Lets do it. <PROCEED TO ROLE PLAY AS OUTLINED & THEN
CONTINUE READING ON PAGE 25>
21
Script Tip!
SMILE WHILE YOURE ON THE PHONE. YOU ARE NOT A SALESPERSON,
YOU ARE A BUSINESS DEVELOPER.
Script Tip!
F.O.R.M. your prospects. Dont assume you know everything about them.
Ask questions.
Script Tip!
SMILE WHILE YOURE 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
I need to practice it on some select people before I start working with the
general public. 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!
Ok, would you like me to text you the link so you can watch the video on your
phone or if you prefer email, whats your best email to send to? <THEN
EMAIL OR TEXT THIS LINK: http://youtu.be/fHrVx2knhDo >
Ok, Im sending it right now. I also want to make sure you dont 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!
24
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. Its better to expose them to the video if they cannot attend your mixer that week. It
gets the ball rolling and weve 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 introduce them to the page 22 complete overview video script. Follow your heart on
this one. Either way they will learn about the weight loss.
Ok so now lets 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, lets go over our schedules. I will be there for your
USANA Mixer on DATE @ TIME. Heres 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. Dont take it personal, thats just how it goes. Now, in order to get 15 confirmed, you will
have to call about 40-50 people. Its mostly an issue of scheduling, thats why its 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 on page 28 with your prospects. And by your 3rd mixer you will be doing it all while I
watch and clean up the mess. Just make sure you are having fun with the process. Thats what
attracts people, much more than trying to be perfect!
25
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 page 28 with
the closing questions with 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.
Its time to make calls, help some people and have fun learning the process so you can make
professional money. Lets talk after your Power Hour and go over your numbers!
*Its very important to establish their income producing hours and holding
USANA mixers BEFORE doing the Admin Session.
GET THEM TAKING ACTION TO PRODUCE RESULTS.
26
Your ID
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. Dont 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 get the crowd involved by
raising your hand when you ask questions.
27
#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>
29
Closing Script for After They Watched 4.5 min RESET 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. Its 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
its 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 dont 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 youre just a plain
out of control eater, it will help to control and normalize your appetite so you
just dont feel hungry!
The average weight loss is 5 pounds in 5 days. And, what happened to me
was ___________________________________. But, Ive got to tell you
30
31
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 its 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, thats 10 lbs a month and shes 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 dont 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 its
not really an extra charge, its 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 youre not left shake-less after 5 days? <LET THEM SAY
YES OR NO>
32
Ok, so I will process your order today and you should get everything around
7 days from now, give or take a day. Lets 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, Im going to mail you a CD to listen to this week thats going to
prepare you for your experience on USANAs products. Its called the Power
of Cellular Nutrition by Dr. Ladd McNamara. Hes a Medical Doctor that has
used USANAs products with thousands of patients. This CD documents the
results. Its 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 USANAs 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 43-44. This will make sure
they have the best experience possible and set them up for success
on the RESET.
33
STEP 2- The Next Day: Write a Sincere Thank You Card & send them Dr. Ladd McNamaras
CD, The Power of Cellular Nutrition if you havent 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 28-31
35
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) Heres 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. Heres 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 some 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>
37
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> Im excited for you to get results!
Thanks again and talk to you soon.
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.
38
STEP 1:
Listen to Dr. Ladd McNamaras CD called the Power of Cellular Nutrition. Hes a Medical
Doctor that has used USANAs 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 for you listen to. <GIVE THEM THE CD or SEND IT IN THE MAIL>
Lets set up a time right now to talk on the phone after you have listened to this 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 is preferable. Tell them
several health success stories to create an eager desire to listen to
the CD.
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?
____________________________________________________________________
STEP 4: HOMEWORK
There is one audio Im going to ask you to listen to tonight. Depending on what you do with this
homework really kind of tells me what kind of working relationship were going to have. I want
you to know that I will not micro-manage you, but I also will not beg you to show up for work.
And Im sure you can imagine, like most jobs, there are some people who say they want to go
straight to the top, yet they dont follow the instructions to get there, do they? So Im 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?
This is going to be your preliminary training, so you can understand the processes of exactly how
to succeed. The first call 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 call.
IF YOU ARE MEETING THEM LIVE IN PERSON, ALSO SAY THIS:
Im 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:
Id like to hear your feedback on the 3 things that youre 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.
42
43
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. Thanks for becoming a client. I really appreciate your business.
Lets set up a time to talk in about 7 days when you get your products in the mail. At that time I
will explain exactly how to use your products and also walk you through using your Preferred
Customer Account online so you feel comfortable. You should receive the products in 5-7 days. I
can talk next week at DATE & TIME or DATE & TIME. Which works best for you? Can you be
in front of your computer at that time as well? <SET UP AN EXACT TIME & DAY TO CALL THEMSAVE IT IN YOUR CALENDAR!>
Lastly, here is a CD by Dr. Ladd McNamara called The Power of Cellular Nutrition. You can listen
to this one while you are driving around. It will really explain exactly what the products are doing
in your body. Its amazing to hear the results hes had. <GIVE THEM THE CD OR MAIL IT TO
THEM IF THEY ARE LONG DISTANCE>. I really appreciate your business and Im excited for you to
feel the USANA Difference and have great results!
44
45
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 Im 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> Its 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 lets 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 dont 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, its 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. Lets 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 Transform Phase or
Maintenance Phase order after your RESET is complete.
Im excited to see you get results! Talk to you soon!
47
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 autoorder 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 doesnt 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
autoorder 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.
49
14. One of our colleagues named Victoria likes to sell 3 Essentials, thats 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. Its 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. Lets 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. Heres how it works:
50
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. Thats 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 lets 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.>
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
52
shes out in public. First she F.O.R.Ms her prospects, then she follows the simple script
on page 55, then calls back using the script on page 56. We will role play through this
scenario to show you how it goes. Then its 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. It will be rough
until you do it about 10-20 times, so dont expect perfection, just have fun with it and
remember that you are blessing someones life.
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.
#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 weve 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. Its a great way to practice talking about USANA without any
worry of losing friends because these people dont 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. Dani Johnsons
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, you have 2 options:
Option 1: Buy 500 Bulk Local Leads for $135. These are leads that are older and have
probably been called before and forgotten by the associates who initially purchased them
3-6 months ago. Studies show that 60-70% of associates who buy leads, NEVER CALL
54
THEM. I know it sounds crazy but its 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 1-2 per day.
To purchase 500 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. Heres an additional trick, if
you live in San Antonio 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 $135 to $108.
Option 2: Buy 100 Real Time Short Form Area Code Specific Leads for $150. 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 they
click submit, so you can literally call them immediately after they requested information.
That makes you look impressive.
The disadvantage is that they only send you 1-10 phone numbers per day based on how
many people in your local area are requesting info. So you cannot call a lot of people at
once. However, if you are still working your warm market, plus working the lukewarm
market, plus receiving 1-2 new leads per day from an advertising campaign, you should
be fine.
To purchase 100 of these leads visit: www.getleads123.com and choose Real Time
Short Form Area Code Specific 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. Heres an additional trick, if you live in San Antonio 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 $150 to $120.
The only way you will master this is to practice and have fun. Dont worry about getting it
right at the beginning. Just enjoy it!
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 its up to you to go make it happen. Lets do it! <PROCEED TO ROLE PLAY>
55
56
____________________________________________________________________
Side note:
57
Script Tip!
SMILE WHILE YOURE ON THE PHONE. YOU ARE NOT A SALESPERSON,
YOU ARE A BUSINESS DEVELOPER.
Script Tip!
F.O.R.M. your prospects. Dont assume you know everything about them.
Ask questions.
Hi PROSPECTS 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 PROSPECTS NAME, our company has quite a standard for the people
we are looking for. Theres a lot of work on our part in establishing somebody with
our company and getting them trained and off to a good start.
58
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:
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.
Whats the best email to contact you at?
Ill 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 dont have
any problems downloading the information. Im sending it right now.
Script Tip!
While they are getting to their computer, get them talking about whats important to
them. Edify whatever presentation method you use, whether its a website, live
conference call, etc. Always edify your leadership.
59
SEND THIS:
Heres the link: http://youtu.be/zYeRLvER_nU It was nice talking with you.
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. Were pre-screening a lot of
people right now. Well 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 well work together and where you
fit in on the team. If youre available to watch this right now I can call you in about
25 minutes and well see if its 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.
60
Script Tip!
SMILE WHILE YOURE ON THE PHONE. YOU ARE NOT A SALESPERSON,
YOU ARE A BUSINESS DEVELOPER.
Script Tip!
F.O.R.M. your prospects. Dont assume you know everything about them.
Ask questions.
Hi PROSPECTS NAME, hows it going? <pause>
This is YOUR NAME, Im 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 PROSPECTS NAME, our company has quite a standard for the people
we are looking for. Theres 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
61
building a business and making money from home. So PROSPECTS NAME, how
serious are you about starting a home business? Tell me why?
Great, let me tell you about the company I work with.
COMPANY TRACK RECORD:
We are a 21-year old company. We did $710 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 were 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.
Whats the best email to contact you at?
Ill 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 dont have
any problems downloading the information. Im sending it right now.
62
Script Tip!
While they are getting to their computer, get them talking about whats important to
them. Edify whatever presentation method you use, whether its a website, live
conference call, etc. Always edify your leadership.
SEND THIS:
Heres 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. Were pre-screening a lot of
people right now. Well 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 well work together and where you
fit in on the team. If youre available to watch this right now I can call you in about
25 minutes and well see if its 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.
63
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.
64
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 dont have the extra money or are you just telling me that you cant afford it
because youre really not serious at all about (repeat their needs, strengths and
goals) and you dont want to hurt my feelings?
(If they REALLY dont have the money)
Well <PROSPECTS NAME>, I typically dont do this unless Im absolutely convinced
and certain that the person is deadly serious. If I am certain that we are not going to
waste each others 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.
65
We are going to get your training underway and lets see if we can earn you the
money to get yourself started. But <PROSPECTS NAME>, if you dont do the
homework, Im sorry, we will have to cut our losses early, okay? So if you do this, Ill
know youre serious and Ill take you to the next step. <GO TO PAGE 4 AND READ
THEM THE HOMEWORK FOR A #1 SCRIPT>
66
My Why:
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.
***
HEALTH:
PRESENT:
PERSONAL DEVELOPMENT:
ENROLL:
FOLLOW UP:
ADMIN:
TRAINING OF TEAM:
7 Day Tracking
TOTAL
FRI
THU
WED
TUE
MON
SUN
SAT
# of
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.
# of video / live
presentations
actually viewed
by NEW people
New people
enrolled