LIVE WELL TRAINING WEEKEND HEALTH & WELLNESS SPA SEMINAR TRAINING By Carmen Marshall USANA Diamond Director, Million Dollar Club Member, 2009 & 2011 US IDC Member Founder & President, Live Well International

CARMEN MARSHALL USANA Diamond Director USANA Million Dollar Club Member Elite 30 Recipient IDC Member 2007-8 & 2010-11 Founder, Live Well International Creator of the H&W Spa, Nutrition Seminar, 5 Week RESET Challenge and Live Well Training Systems used by USANA Associates worldwide International Wellness Coach Founder/President of Live Well International Based in Denver – runs Wellness Seminars worldwide Has worked with clients in 5 countries over the past 10 years (US, Canada, Australia, UK, Mexico and New Zealand) Her focus is helping clients create balance and total mind-body wellness including diet and nutrition, fitness, stress reduction, finances and purpose in life. 2

INTENTION & GOALS CREATE YOUR LIFE For this H&W Spa Training Day For SLC International Convention Aug 201_ For December 31, 201_

CARMEN’S INTENTIONS  Understand how to do a Health & Wellness Spa Seminar System Understand importance of using all 3 product lines every day Be a walking billboard Natural Marketing Do a H&W Spa on your own or as a team

PURPOSE OF H&W SPA SEMINARS What is a H&W Spa Seminar? Presenting ALL 3 lines as an integrated cell health protection system and holistic approach to long term health

PURPOSE OF H&W SPA SEMINARS 2. Showcasing the business in a fun & easy to duplicate manner

PURPOSE OF H&W SPA SEMINARS 3. Minimal Retailing PC’s or Associates on Autoship 4. Packages, not individual items

5. HELP PEOPLE WITH THEIR PHYSICAL HEALTH Order to include products from ALL 3 lines Essentials or HP100 BiOmega Daily Shake and Bar (Phase II) RESET (or Phase I or II) Facial Deluxe (or Basic Pack) Optimizers – Procosa II & Proflavanol C100 Products for spouse / partner

6. HELP PEOPLE WITH THEIR FINANCIAL HEALTH $29.95 USD (Member/Associate Program) Qualify a 3 Business Center (400 SVP) immediately or over 8 weeks Leave door open for Pro Pack/Business Builder Pack (Entrepreneur Program) **Identify Potential Business Partners before H&W Spa

7. HELP ASSOCIATES GO PLATINUM! Wellness Seminars are great way to help your new Associate go Platinum Pacesetter

WHY DO H&W SEMINARS WORK? 1. Educational model 2. Immediate results 3. Physical & emotional experience Pampered, Inspired, and Educated 4. Higher consciousness about health

WHY DO H&W SEMINARS WORK? 5. Products make sense Balanced, holistic Not a quick fix – lifestyle-oriented Focus on Cells – get cells healthy, the cells can take care of the body 6. Testimonials

7. BUSINESS MAKES SENSE Can see themselves bringing 2 people “I want to buy everything, why wouldn’t everyone else? Takes away fear of a business and/or NWM “Member/Associate” or “Entrepreneur” programs Understand how Business is done

RESULTS - WHY DO I LIKE THIS MODEL SO MUCH? 1. Steady volume – energy moving! 2. Creates new PC’s/Associates on a regular basis 3. Great training environment for new Associates On the job training Product/Health – hear info 2-3 times Learn about the business in a positive environment

RESULTS - WHY DO I LIKE THIS MODEL SO MUCH? 4. Better Conversion Rates 1/4 – One on One with H&F Newspaper 4/5 – H&W Seminars 5. Larger Autoships More Commitment to Products & Healthy Lifestyle Not just a “business” expense

RESULTS - WHY DO I LIKE THIS MODEL SO MUCH? 6. Grows a stable, STRONG organization 7. Dr. Wentz’s Vision 8. Makes $$ 9. My Passion 10. What’s Yours – How can you Integrate?

H&W SPA SEMINAR OVERVIEW Welcome – Intro, Overview, & Credibility Sense Difference – 4 Reasons Dr. Wentz Story First 1/2 of Sense Skin Care Line Self Preserving Technology – 5 Hurdles

H&W SPA SEMINAR OVERVIEW 6. Importance of Nutritionals HP 100/Essentials & BiOmega 7. Exploding the Bomb Up Front – Common Questions Are Nutritionals Really Necessary? How do you take Nutritionals? USANA Difference - 3 Reasons 8. Second ½ of Sense Skin Care Line

H&W SPA SEMINAR OVERVIEW Sense Hair & Body Products USANA Foods Order Forms PC Program Business Options Member/Associate Entrepreneurial Program

H&W SPA SEMINAR OVERVIEW Leading Guests to Buy – back to order forms Preludes as a gift for those that order Set training time with new Associates Enroll new Associates/PC’s

H&W SPA SEMINAR OVERVIEW 18. Follow up with PC’s 19. Train New Associates 20. Focus on Associates bringing people to or hosting H&W Seminar

SUPPLIES WHAT DO I NEED TO BUY? 1. Spa Supplies Bolded – what you MUST have Share with team members Own Kit – Tax Deductible 2. USANA Products 3. Sales Tools

4. ADDITIONAL RESOURCES Carmen’s H&W Spa Seminar Webinar www.livewellintl.com/carmenmarshall Ask the Scientist www.usanatoday.com -”Training” Sense Help Site Yahoo! Group http://groups.yahoo.com/group/sensehelpsite USANA Prospecting Flyers www.usanatoday.com – “Prospecting” Media Center www.usanatoday.com – “Media Center”

PLANNING YOUR SEMINAR THEMES THAT WORK H&W Spa to educate, inspire, and pamper H&W Spa for women, mothers and daughters Pampering party for moms – mother’s day

PLANNING YOUR SEMINAR THEMES THAT WORK Couples (very fun – men love this too!) Girl’s night out “Man Spas!”

PLANNING YOUR SEMINAR THEMES THAT WORK Bridal party/ baby shower get together Family reunions Work friends Fitness/Wellness Facilities – H&W Seminars Theme Nights– neighbors, Gen X, Y, baby boomers, international, athletes, teachers...

BEST PLACES TO HAVE H&W SEMINARS Homes – yours or an Associate’s Clubhouses Fitness/Wellness Facilities Hotels

HOW TO CREATE DUPLICATION & LEVERAGE Do 3 H&W Spas with your new Associates Start them doing sections (create seminar teams!) They do their own

CREATING SEMINAR TEAMS Seminar Supplies Seminar Presenters (1-4) Testimonials Set Up/Take Down Pass Out Products Pass Out/Collect Towels

INVITING

TARGET MARKETS INVITING PEOPLE TO YOUR EVENT Everyone! Needs pampering or a night out Interested in health, fitness, losing weight Has a degenerative disease Looking for another business Esthetician, Hairdresser, Beauty Industry Skin conditions – eczema, acne, rosacea ALL women – parabens, anti-aging technology

TARGET MARKETS INVITING PEOPLE TO YOUR EVENT Couples Baby Boomers Mothers, Teens International Guests Fitness/Wellness Facilities Theme Nights Massage Therapists, Personal Trainers, Fitness Instructors, Athletes

10 SECRETS TO SUCCESSFUL CONTACT & INVITING 1. Creating Your Contact & Inviting List Who would you love to work with? Who can you positively affect – physical and/or financial health? Who do you know/ask referrals for? Always be adding to your list. Join new groups. Never Pre-Qualify

CREATING YOUR CONTACT & INVITING LIST 1. Product Users (PC’s) 2. Business Builders (Associates) 3. Wellness and Service Based Industries

10 SECRETS TO SUCCESSFUL CONTACT & INVITING 2. Schedule TWO H&W Spa dates in a row OR have a H&W Spa every week Gives guests options Have dates to slot people into each week from the last week Keeps momentum & learning going Only difference between you & Collette is time!

10 SECRETS TO SUCCESSFUL CONTACT & INVITING 3. Always Over-Invite. Invite 12 to get 6 people 4. Do NOT get disappointed if people cancel at the last minute – Happy Voice  “It’s absolutely okay that you can’t make it tonight. We scheduled two seminars in a row b/c of people’s schedules & interest in the spa. I can definitely get you into next week’s seminar and reserve a seat for you – Is Tuesday good for you?”

10 SECRETS TO SUCCESSFUL CONTACT & INVITING 5. Posture Believe in the value of products, the education and gift you are giving others Connect to your mission & intention 6. VERBALLY invite Follow up with an email invitation

10 SECRETS TO SUCCESSFUL CONTACT & INVITING 7. Be comfortable with encouraging people to come Party analogy Make it FUN for them to come Resistance - Feel Felt Found 8. Verbally Confirm guests the day of Express your excitement! Give another piece of info/reason they should come

10 SECRETS TO SUCCESSFUL CONTACT & INVITING 9. Ensure that guests know they must arrive 10 min early Initial invite AND confirmation Respect Other’s Time 15 min late? 10. Have FUN!

INVITING TOOLS

SET UP & PREPARATION THE DAY OF YOUR SEMINAR! 1. Set up – 60/30 min 2. Keep everything in 2 boxes 3. House/facility neat, smells nice, soft music Displays & Table neat/organized Spa Products separate from own 4. Look the part – you ARE Live Well/USANA 5. Relax, have fun, be yourself!

Setting Up the Dining Room Table Placemats & Station Arrange Skin/Body Care Dampen & Roll Washcloths (3 pp) Fill Finger Bowls Cut up bars

Small Display Table Near you Arrange USANA Products HFL book Comparative Guide/Sales Tools Credibility Items Folder with Price Sheets, Pens, Calculator

ASSOCIATE ETIQUETTE Arrive at least 10 min early with your guests Don’t talk or don’t whisper during the presentation Don’t ask questions – let the GUESTS ask questions Don’t pass products to them to look at while speaker is talking. Turn off your cell phone/Don’t check messages/text during a seminar Do help the host/speaker & fellow associates

LISTEN TO/WATCH ONLINE H&W SPA SEMINAR www.livewellint.com/carmenmarshall You will hear my key transition phrases over and over

H&W SPA SEMINAR OUTLINE! 1. Welcome – 4 Parts Intro Thank you from Speaker Overview Credibility

WELCOME a. Introduction Have a team member introduce you Give them your Bio beforehand so they can practice Edification Introduce guest/s to speaker before seminar

WELCOME b. Thank you from speaker Thank you for coming!

WELCOME c. Overview What we’re going to talk about tonight is a holistic approach to health – everything from what we feed our cells, to what we eat, to even what we put on our skin. We don’t often think about this, but our skin is hugely important to our health as it is the only organ that is simultaneously inside and out. It is a good barometer/indicator of our health in general and skin cancer is one of the 9 degenerative diseases.

OVERVIEW So we will be talking about total health in these 3 areas – cells, eating, and skin All 3 lines have been formulated by the world expert on cell nutrition - Dr. Myron Wentz - famous for his nutritional line, his food line (clinical results of losing weight, keeping it off AND huge health benefits) and his skin care line (who better to develop a skin care line than a world expert on cell nutrition)

WELCOME d. Credibility Dr. Wentz won the Albert Einstein award for his contributions to science, medicine and mankind, his company USANA Health Sciences has been featured in Business Week and Forbes magazine, and Prevention, Self, Shape, Travel and Leisure have all featured Sense in their magazines. Healthy Home - #2 on NY Times Best Seller!

KEY TRANSTION PHRASES “Now, we’ll be going through the skin care line tonight first because…” If I gave you the supplements tonight, you wouldn’t feel like superman right NOW. The same thing is true with the foods – you’d notice that you like the taste, but wouldn’t see huge health benefits right now But with the skin care, you will notice an effect right now – and in NA, we like to have immediate results 

ESTABLISHING A UNIQUE SELLING POINT “Now as we go through each health area, you will find that each health line has unique features that make the products very different to what is on the market.” “So what is so different about Sensé Beautiful Science?”

2. THE SENSE DIFFERENCE 4 REASONS a. Holistic Focus Skin HEALTH Line, not a Cosmetic Line Looks at the WHOLE Picture Science, Dermatology & Nutrition Inner & Outer Both Men & Women

THE SENSE DIFFERENCE b. Cell Focus & Ingredients Dr. Wentz Passion for cellular nutrition to nutrition for the skin Ingredients – enhance, protect nourish High Levels of Anti-oxidants

THE SENSE DIFFERENCE c. Anti-aging Technology Healthy & Works! Regenisomes, DSR, MMP Inhibitors d. No Added Parabens, No Added Chemical Preservatives & Self Preserving

THE SENSE DIFFERENCE All 4 work together to produce a skin health line that is second to none to produce beautiful, healthy, vibrant, glowing skin!

3. DR. WENTZ STORY Before we try the product, I’d like to tell you a little bit about Dr. Wentz, b/c we get marketed to by so many different companies. I think if you understand Dr. Wentz’s background, you’ll understand why his products are so different. Dr. Wentz Story

KEY TRANSITION PHRASE “Enough of me talking – let’s get to the fun stuff – because the real proof is trying everything!”

4. SENSE SKIN CARE LINE SETTING THE STAGE… Hair band Take you through a SIMPLE routine Simulate being in your bathroom Gentle, upward motions Smell each individual product

GENTLE DAILY CLEANSER GREAT eye make up remover! Use a lot of foundation? Apply twice Keep 1 in shower, 1 in bathroom

RICE BRAN POLISHER Use 1 - 2x’s per week to remove dead skin Rice Bran Beadlets, Papaya Enzymes Leave on 1 min maximum at spa Gentle, lots of water – NO scrubbing Great for men’s “whisker” area Keep extra RBP & Masque in shower

NUTRITIOUS CRÈME MASQUE Moisturizing Masque Lips 1-2 times per week after RBP Leave on 20 min Once a week – full 20 min, Once a week in shower – 5 min Draws out impurities Your skin may get worse for a week & then the best ever

KEY TRANSITION PHRASES Leave the masque on for 20 min to see the full effect – this gives me time to talk about the Nutritionals (most important thing - as they feed our cells) AND what everyone always ask me: How did Dr. Wentz/USANA “break the code” and be the first in the world to have an entire skin and body care line with no added preservatives/chemicals and self-preserving with a guaranteed shelf life of 2 years?

5. SELF-PRESERVING TECHNOLOGY “HURDLE & LIQUID CRYSTAL TECHNOLOGY” Water Availability Available to moisten the skin, but not to bacteria to grow PH Level Below 5 – difficult for bacteria to grow Botanicals Self-preserving in nature Packaging and Manufacturing Pump or squeeze - consumer can’t infect the product Manufacturing facility – pharmaceutical grade Liquid Crystal Technology - Patented Delivers nutrients Self-preserves the product Take out if short on time Appendix at back

KEY Transition PHRASE Now let’s talk about the most important thing of all – what you feed your cells. “At a minimum, I get everyone on…”

6. IMPORTANCE OF NUTRITIONALS ESSENTIALS & EFA’S a. Essentials (Multi-Vitamin) What Dr. Wentz found is the absolute minimum for the human cell to perform at its best What he fed his cells in the lab for over 35 years Dr. Wentz’s Quote, Happy, Healthy, Dead b. BiOmega Essential Fatty Acid (EFA) GOOD fat!

IMPORTANCE OF NUTRITIONALS c. What do EFA’s Do? Hair, nails and skin Brain – mood, memory, focus, ADD, ADHD, depression, fetal development Cell membrane

IMPORTANCE OF NUTRITIONALS d. Health Pak 100 4 in 1 Pack (heart, brain, lungs & bones) Great for Compliance

7. EXPLODING THE BOMB UPFRONT COMMON QUESTIONS a. Do you Really Need To Supplement? 1900’s versus today Over Farming, Overcropping Nutritional value of 1 orange in the 1900’s versus today Even if you eat well, you need to supplement Supplements not an excuse to eat poorly

EXPLODING THE BOMB UPFRONT COMMON QUESTIONS b. How Do you Take Nutritionals? When you’re sick? Treat like food, not like a drug One a Day? AM & PM Analogy – Body made up of a hundred trillion cells Every hour 1 billion renew Cells substitute Every day, twice day, consistently

KEY Transition PHRASES So how do you know our products are any different than anything else on the market? If I were any other company sitting here in front you, I would be telling you mine is the best product So how do you know that USANA is the best product? 3 Main Reasons…

THE USANA DIFFERENCE Founder & Formulator of the Products Quality and Manufacturing 3rd Party Studies, Awards and Accolades

EXPLODING THE BOMB UPFRONT COMMON QUESTIONS c. The USANA Difference 1. Dr. Wentz 2. Pharmaceutical GMPs* (Good Manufacturing Practices) PDR (Physician’s Desk Reference) Athlete Guarantee Women’s Tennis Association (WTA) Olympic Athletes 3. Comparative Guide

THE COMPARATIVE GUIDE 3. What is It? 3rd Party Study Lyle MacWilliam, MSc, FP, Biochemist 5 Star Ranking - like a hotel rating, based on CAPPS* 5 Star Gold Award – Best of the Best *Completeness, Absorbability, Purity, Potency, Safety

THE COMPARATIVE GUIDE 2. How to Use What is one of the most well known Supplements on the market? Guess what it got? Marketing Company, not a Research & Development Company Look up any supplement afterwards or buy at www.amazon.com

THE COMPARATIVE GUIDE 3. So how do you know it’s a true 3rd party study? 4th edition Other companies use this study in their marketing materials

KEY TRANSITION PHRASE Okay – let’s get back to the skin care!

8. 2ND ½ OF THE SKIN CARE LINE

TONER Adjusts ph level of skin to prepare for next step Clarifies pores & helps prevent black/white heads Removes any remaining makeup

“FROM HERE ON – WE GET INTO THE ANTI-AGING TECHNOLOGY!” There are so many amazing anti-aging technologies that Sense uses (Regenisomes, DSR, MMP Inhibitors) but my personal favorite is _______.

ANTI-AGING TECHNOLOGY KNOW NAMES, PICK 1 TO EXPLAIN Regenisomes Dermal Surface Renewal MMP Inhibitors

SERUM INTENSIVE Does anyone have sensitive skin? Use Perfecting Essence Not sure? Can test on ½ face or hand Serum is formulated with a synergistic complex of Alpha and Beta Hydroxy acids (AHA’s) Refines and re-texturizes the skin, minimizing wrinkles and evening skin tone

SERUM INTENSIVE Dramatic results with this product if you have larger pores, oily skin, acne prone, wrinkles, fine lines – you’ll GLOW  Can feel it working with skin – tingly sensation See if you can move away from wearing foundation in 2-3 months

PERFECTING ESSENCE For sensitive skin Contains skin lightening agents. Skin becomes noticeably brighter by the inhibition of melanin production Trio of whitening ingredients – bearberry, mulberry & licorice For loss of radiance, blotchiness, age spots and uneven skin tone and texture Trio of lightening agents bearberry, mulberry, and licorice

DIFFERENCE BETWEEN SERUM & PERFECTING ESSENCE Serum – contains Alpha & Beta Hydroxy Acids but no brightening/lightening compounds PE – no AHA’s, for sensitive skin, contains lightening agents See ATS Can use both!

SENSE BLANC OR ANY NEW PRODUCT What it’s for, why it’s necessary Unique Selling Point What you love about it personally

EYE NOURISHER Minimizes fine lines, crows feet & dark circles Use on any “problem” areas Combines Proflavanol-T and Proteo-C with firming and soothing botanicals

DAYTIME PROTECTIVE EMULSION Light Weight Moisturizer Light Activated Regenisomes SPF 15

NIGHT RENEWAL SMELLS GREAT! 24-hour sun protection system – continues repair & rejuvenation of skin that DPE starts Night is when the body repairs itself & skin is most receptive to moisture Anti-aging Tips! Lots of Water Eat by 6/7 pm 80% of the time

9. HAIR & BODY PRODUCTS Pass around to SMELL  Get children on at least these products Shampoo/Conditioner – Great for color treated hair Use Body Polishing Gloves with Shower Gel Firming Body Nourisher – FIRMS! Hand Therapy – GREAT for cuticles

KEY TRANSITION PHRASE Now one of my favorite parts of the whole – the USANA Foods

10. USANA FOODS

10. USANA FOODS & THE HEALTHY FOR LIFE PROGRAM a. Show CLINICAL RESULTS 2nd Clinical Study at University of CO Study on www.usanatoday.com under Prospecting Protocol 50 Participants, 12 Weeks USANA Nutritionals, Daily Shakes/Bar, Low-Glycemic Eating and Moderate Exercise

10. USANA FOODS & THE HEALTHY FOR LIFE PROGRAM a. Show Clinical Results Incredible Health Results Average weight loss – 12 lbs Health Parameters Improved - Cholesterol (30 pts) Blood Pressure (10 pts) & Triglycerides (35 pts) levels all went down Summary Lost weight, kept it off, and huge health results

10. USANA FOODS b. 3 Main Differences Lifestyle, NOT a Diet Balanced – NOT a Fad RESET AND Phase I/II can be used to lose weight, maintain ideal weight, and/or go from good to great

10. USANA FOODS d. USANA Foods - 3 phases RESET – 5 Day Detox Jumpstart – Get the Body Into a Healthy State Lose 4-5 lbs mostly around the waist Phase I – Continued Healthy Weight Loss Phase II – Healthy Maintenance – Every Day

10. USANA FOODS e. Everyday Health - Phase II Everyone wants to do the 5 Day Reset, but 5 days is not going to change your life It’s what you do every day that has the biggest health benefits

F. DAILY SHAKE AND BAR PHASE II – MAINTENANCE Breakfast is the MOST important meal Sets you up for the day - make better food choices all day High-glycemic breakfast – can eat up to 80% more during the day

F. DAILY SHAKE AND BAR PHASE II – MAINTENANCE Benefits of Shakes and Bars Perfect combination of low-glycemic carbs, protein, EFA’s, & fiber Certified low-glycemic & contains less sugar than an apple Taste great! I have done this every day for the past ___ years Testimonial

g. 5 DAY RESET 5 Day Detox – Resets the Body Not a Starvation Cleanse Body into a Healthy State Gets you off the high-glycemic roller coaster Stabilizes blood sugar Not a Starvation Cleanse Teaches you HOW to eat Not meant to go hungry – eat another bar or shake

g. 5 DAY RESET Benefits Lose 4 - 5 lbs Reduces cravings Sleep great, skin glows

PHASES I & II H. Phase I – Continued Weight Loss I. Phase II – Healthy Maintenance If you have 5 Weddings in the next 5 days, and can’t do the RESET, simply do Phase II – which has HUGE health benefits in and of itself. Then go back and do the RESET later.

KEY TRANSITION PHRASE “Do this program for 6 months with us – the supplements, the skin care, the foods – you will be a walking billboard of health and will never look back!”

LEADING PEOPLE TO BUY “And the BEST thing yet are the prices!”

LEADING PEOPLE TO BUY “And the BEST thing yet are the prices!”

11. HAND OUT ORDER FORMS & PENS a. Pass Out Bars While we’re passing out the order forms, I’m going to pass around the bars so you can see that healthy bars taste great! Have all 3 cut up before hand and covered (so they don’t dry out) Briefly explain name and kind

B. GO THROUGH ORDER FORM 1. Compare Retail to Autoship Prices Because USANA manufactures their own products & ships DIRECTLY to the consumer – you get the best product for the BEST Price “Some of our doctors & chiropractors retail, but we set you up with your own account with USANA so that you get the same price as we do – which is almost 20% off retail prices.

ORDER FORM 2. Show what Most People Buy “I’ve bolded the things that most people buy so that you don’t get confused by all the little items”

ORDER FORM 3. Lead them through what Products are most Important Facial Care Deluxe Package Hair & Body Pack HP100 or Essentials BiOmega Optimizers – Procosa, Proflavanol C100 RESET Phase I or II Blender Bottle

ORDER FORM 4. Show packages Not individual items

12. PC PROGRAM “Keeping one thing on autoship every 28 days allows you to always get the full discount” “Most people keep their HP 100 & EFA’s, Shakes/bars on their autoship – fresh from the manufacturer every 4 weeks so it keeps them on track with their health program.

13. INTRODUCE BUSINESS PROGRAMS “We have 2 other Programs – our “Member/Associate Program” and our “Entrepreneurial” Program Member/Associate Program - $_____/year – based on product sales, the system tracks what you order, and that of anyone you refer. All the points accumulate and once the points hit a certain level, USANA sends you $$.

MEMBER/ASSOCIATE PROGRAM You may be a family ordering a lot of products yourself every month Or you can simply refer a minimum of 2 people and happily consume your own products every month Or you can get really serious about this and refer lots of people Regardless, I encourage my clients do the Associate program b/c they end up referring people, so it’s wonderful if you can benefit from your referrals ordering products and using the products yourself!

b. ENTREPRENEURIAL If you are entrepreneurial, believe that you can love what you do AND earn great income - talk to us afterwards.

KEY PHRASE “Okay – let’s get back to what you want to order…”

14. LEADING GUESTS TO BUY BACK TO THE ORDER FORM a. Lead them through exactly what you want them to do What I’ll have you do is circle what you want, and underline the price on the autoship column – so you know what price you’ll receive Products will arrive in 3 - 5 business days – will get around ______ 30 Day money back guarantee

14. LEADING GUESTS TO BUY b. Walk around and help people order “While you’re circling what you want, I’ll walk around and answer any specific health questions”. Point out other associates who know the products and will sit down and help with their questions Show them the order of importance if it’s a budget issue. Essentials, BiOmega, Daily Shake/Bar

15. PRELUDE KITS AS A GIFT FOR THOSE THAT ORDER And as our gift to you for purchasing tonight, we want to give you a Prelude – our travel kit which is normally $____ We really want to thank you for coming tonight & ordering AND b/c it takes us 3 - 5 days to get you your products, you’ll have skin care to last you! 

16. SET UP A TIME TO MEET WITH YOUR NEW ASSOCIATE Or let them know you’ll call them tomorrow to set up a time to get together Do you have any time tomorrow or the next day? (Or, I’ll call you tomorrow to set up a time to get together). I’d love to get together and show you how to manage your account, but I also want to show you the potential for the Associate Program in the time you have.”

17. ENROLL NEW ASSOCIATES/PC’S Enroll by next morning Check for balanced volume, can hold 1-2 days

18. FOLLOW UP WITH NEW ASSOCIATES/PC’S Call when they get their products – explain how to use Coach them through RESET & onto Phase I or II

19. MEET NEW ASSOCIATES FOR BUSINESS TRAINING What are their goals & how much time do they have? 2 hours/wk? (focus on bringing people to H&W Spas 5 - 10+ hours/wk (become involved in training to build business seriously) Show how to change autoship, shop@USANA, Ask The Scientist Compensation Plan – keep it simple! Bit of an art to this….

20. FOCUS ON NEW ASSOCIATES Focus Associates on bringing people to H&W Spa Seminar or hosting 1 with them asap

H&W SPA QUICK GUIDE Take with you to H&W Seminars to learn OR write up on flipchart/white board OR put on your lap top H&W Spa Quick Guide PPT & Full PPT and complete Script Recorded Online H&W Spa www.livewellintl.com/carmenmarshall

TIPS TO BECOME A LEADER & PRESENTER! 1. Be willing to stretch yourself, face your fears and grow 2. Do with a team of other people 3. Learn 1 section at a time 4. Don’t think you have to be perfect 5. Use the H&W Spa Seminar Quick Guide for key points 7. Do as often possible – each time you will get better 8. Be Yourself, have FUN and don’t take this too seriously

“Do the Thing to Get the Power” – Emerson JUST DO IT! “Do the Thing to Get the Power” – Emerson Do your own H&W Spa Seminar asap Do 3 with each of your personally sponsored people

AHA’S & ACTION PLAN 2 Most Important Things You Learned Today 2 Most Important Things to Take Action On Set a Date

JUST DO IT! “That which we persist in doing becomes easier, not that the task itself has become easier, but that our ability to perform it has improved” – Emerson “Do the thing to get the power” – Emerson “The Easiest Thing to Do is the Easiest Thing Not to Do” - Jim Rohn