Brilliant In The Basics The Fundamentals

I. Essentials for Success • Your clear, compelling purpose • A definite plan for action • Self-generated discipline & consistency • Mastering your attitude & thoughts

II. Use the AdvoCare Products It provides your confidence It provides your competence It provides your credibility It provides context for conversations

III. Talk To People Your Natural Market 1. Closest relationships; their markets 2. Close relationships; their markets 3. Casual relationships; their markets 4. Acquaintances; their markets 5. People you meet; their markets

Talk To People • Your Natural Market • “Who do you know…?” • Personal Observation; Pay Attention

“How you feel about what you say is more important than what you say.” What Do You Say? Share good things with friends! Always smile! Be genuine and polite! Identify a point of connection! Be enthusiastic and confident! “How you feel about what you say is more important than what you say.”

Conversation Starters: Products “May I ask – are you currently using any supplements? Great, I do too, and I’ve found some powerful products that make a real difference in my day…” “I’ve noticed that you really pay attention to your diet…”

Conversation Starters: Products “You obviously work out regularly…” “What do you do to help keep your energy up all through the day? - I’ve found something really strong…” “If you could change some things in your diet and health, what would they be?”

Conversation Starters: Products “I saw you reading that diet book. How is it working for you?” “I’ve been thinking about you…I’ve found something I think you’d appreciate and I’d like to share it…”

What Do You Say? Your Product Story: 1. Where I was 2. What I saw / heard 3. What I did 4. Results (lbs., inches, other details) 5. Other benefits (energy, clarity, etc.) 6. A question…

Conversation Starters: Business “May I ask what business you’re in? How do you like what you’re doing?” “Have you looked at any ways to earn some extra income? What have you considered?”

Conversation Starters: Business “I’ve found a solid way to earn extra money I can apply to my debt; I have a plan to be debt-free in 2 yrs. Can you imagine what it would feel like to not owe anything to anyone?”

Conversation Starters: Business “You’ve been on my mind…I’m building an alternate income and I’m looking for a few key people I can help do the same. I don’t know if my plan would interest you or not, but if it does you and I could do something good together. May I share it with you?”

What Do You Say? Your Income Story 1. Where I was 2. What I saw / heard 3. How quickly I moved to Advisor 4. My earnings to date 5. What I see ahead 6. A question…

What Do You Say? • Your Product Story • Your Income Story 1. Write it out; rehearse it out loud 2. Two versions: 30 second; 3 minute 3. End with a question: “What interests you about what you’ve heard?”

IV. Those Most Likely… • Product-Users: 1. Attentive to their health 2. Taking steps to improve their health 3. Willing to enter a process for change 4. Looking for “lifestyle”, not “magic” 5. Willing to purchase products 6. Willing to learn to use correctly

2 Key Questions: 1. “What 1 or 2 key changes would you like to make in your health and nutrition now?” “On a scale of 1 to 10, how serious are you about making those changes?”

V. Guide and Direct In many cases, using the 24-Day Challenge Guide, you will guide the prospect to an initial product approach. www.advocare.com/24daychallenge www.advocare.com/elite

“The Fortune Is In The Follow-Up” Follow-Up with Product Users 1. Set the expectation: “My job is to help you get the results you want; I’m going to be in touch with you regularly to help you succeed.” 2. Contact 1st, 3rd, 7th and 10th days

“Follow-Up” 3. Assume it is going WELL! 4. Ask questions… -How/when did you take product? -Are you happy with the way you feel? -How can I help? 5. Ask: “Who do you know…?”

VI. Those Most Likely… Business-Builders : 1. Desire and Disgust 2. Character / Integrity 3. A financial (money) motivation 4. A strong, action-oriented work ethic 5. A teachable spirit 6. A circle of influence 7. A sense of urgency…”Do It Now!”

Follow-up with Business Responders IMMEDIATELY! 1. Have a Business Conversation: a. Invest time up-front; save time later b. Help them move for their own reasons

Business Responders 2. 5 Key Factors to Talk About: Target income? 2. Time available? 3. Together/team 4. Talking to People 5. Tempo – sense of urgency

5 Key Factors “What kind of extra income would 1. Target income? “What kind of extra income would help you over the next 30 days? “What would that mean for you ?”

5 Key Factors 2. Time available? “I’ve got my date book right here; where is your available time this week for us to go to work?”

5 Key factors 3. Team / Together “We’ll do this together, as a team. I’ll guide you, you’ll earn and learn; how does that sound fair to you?” (2-on-1; 3-way calls)

5 Key Factors 4. Talking to People “We earn by talking to people together about products and business. I’ll guide you as we go; how does that sound?”

5 Key Factors 5. Tempo – sense of urgency “We can get started right now; who can we sit down with first?”

5 Key Factors • The answers tell you – and him/her – what happens next. • The answers give you freedom to re-visit or clarify their intentions.

5 Key Factors Target, Time, Together, Talk, Tempo • Role-models the right approach • Supports duplication • Creates an organizational culture • Creates unity of team message

Business Responders Help them create their NML It affirms they have a vibrant market It engages their emotions and mind It frames the initial order

Business Responders 1. Advisor (40%) is the target (ASAP) It is a business decision It opens 3 key potential income sources There are multiple ways to get there

Business Responders 2. Show starting options / discounts $3000 $1500 Retail $3000 $1500 $500 - Out-of pocket $2100 $1050 $375 $79 Discount 40% 30% 25% 20% Potential Profit $900 $450 $125 -

Business Responders Don’t box them in either way! 3. Ask:“Which works best for you right now?” Don’t box them in either way! They will protect their own pockets! Your job is the same in any case!

Business Responders • You generate the “right now” mentality • You respectfully guide/direct activity • You work with those engaged in the right activities – action is the gauge!

Business Responders Result-producing , Goal Achieving activities: 1-on-1 and 2-on-1 presentations 3-way phone calls Mixers Primary and secondary recruiting Follow-up

Business Responders Chances are they will stick!!! IF YOU WILL… Target, Time, Together, Talk, Tempo IF YOU WILL… Clarify possibilities / expectations; Commit yourself; Help them earn in the first 72 hours, Chances are they will stick!!!

VII. Train The Bullet-Proof Shield When questions are raised… 1. Expect them as part of the process 2. Pay attention and show respect 3. Smile and maintain eye contact

The Bullet-Proof Shield Respond with sincerity and certainty If possible, defer it to later and move on. If not …”I’m not an expert on that, but what I do know is…”

The Bullet-Proof Shield

The Bullet-Proof Shield • The Scientific / Medical Advisory Board: – Expertise, Experience, Reputation • The Endorsers: – Pro / Am, Safety, Confidence • Your Story and others: – Enjoying great, sustained results • The Satisfaction Assurance: – Your satisfaction is our pledge

VIII. Move To A Decision • Summarize – “Here’s what I’ve heard that you want to do…” • Identify – “I understand; I was in a similar place myself…” (feel, felt, found) • Assure – “I’m confident you’re going to find AdvoCare to be a great solution…” • Direct – “Here’s what we’ll do together…” And Finally…

Move To A Decision • Ask – “Let’s get started right now; what do you say?” Smile, and wait for him / her to respond!

Finally, Always Remember… SINALOA “Strength in numbers, and the Law of Averages.”