1. Follow-Up & Follow-Through The strength of your business is dependent on your follow-through with each person you make contact.

2. What is follow-up?  Developing relationships.  Giving good service.  Asking questions & Making suggestions.  Giving direction & guidance.  Working to build groups/pockets of PV.  Working to build an organization.

3. It all starts with having…  …the right attitude.  …a big picture in mind.  …a game plan/process/strategy.  …the knowledge that it takes 3 - 5 “touches”, contacts, or interactions to make a friend.  …the understanding that the Shaklee difference is as much about how we take care of our customers and partners as it is about our products, philosophy, and opportunity.

4. Key Factors in Effective Follow-up  Have a step-by-step process you follow.  Be consistent and on-going.  Use a variety of follow-up methods.  Build trust and relationships.  Be diligent but have patience.

5. Follow-Up in the Recruiting Process  Contacting people for an appointment—as many times as you need to…at least 5.  Why? Cesar Pabon @ $189.00 = $2,268.00 / year Weilands @ $2,330.52 = $27,966.24 / year Gail Bryant @ $1,813.59 = $21,763.08 / year  After the appointment—want a series of appointments to introduce them to all Shaklee has to offer. An evaluation process.

6. Recruiting Continued  Questions to ask:  “Of all the things you saw and heard, what impressed you the most?”  “When I mentioned _________, how did that impact you?”  “What did we talk about that appealed to you the most?”  “What sort of feeling did you get about the kind of company this is?”  Goal: To create enough interest, to discover some needs and wants to continue the process of “getting together.”

7. Follow-Up with Customers/Members 1.1 st and 2 nd months Call right after receive their product & 10 th & 30 th days. Call right after receive their product & 10 th & 30 th days. Send thank you note, newsletter, etc. Send thank you note, newsletter, etc. Invite to a meeting/webinar. Invite to a meeting/webinar. Set appointments to introduce other product lines. Set appointments to introduce other product lines. Have a New Member Orientation Have a New Member Orientation

8. Customers/Members Cont. 2.On a continuous basis… Call monthly—to thank them, to answer questions, build a relationship, promote other products and/or the opportunity Call monthly—to thank them, to answer questions, build a relationship, promote other products and/or the opportunity Mailings—newsletters, pertinent information (only 3 items at once), thank you notes, meeting flyers. Mailings—newsletters, pertinent information (only 3 items at once), thank you notes, meeting flyers. The Goal: Make every new member a consistent monthly product consumer. Build clusters of groups with 250 – 300 – 400 – 500 pv every month.

9. “I’ve Sponsored a GA; now what?”  Set appointment to review products… Introduce to new products. Set them up on AutoShip.  Introduce/expand the concept of earning a Shaklee check each month.  Get their PWS set up.  Work on Power of 10.

10. A GA who wants to build …  Set appointment for a Goal Setting/Strategy session…  Ask questions:  Of all the things you have heard and seen about Shaklee so far what resonates with you the most?  What would you like Shaklee to do for you?  What would be an income amount you would like from Shaklee?  How would that impact your life?

11. A Goal Setting / Strategy Session continued…  Can I show what your business would need to look like to generate that kind of income?  Can I propose a plan for us to follow to get you there?  Are you ready now for us to go over the next steps?

12. Take Action-Execute  Identify 15 people they would like to partner with.  Contact and invite them to hear about Shaklee  They invite; you present…Grand Openings,in- home events, 1-on-1; webinars. GOAL: Sponsor 15 – 20 people in the 1 st 60 days

13. Shaklee Business Tool Kit  Printed Opportunity Presentation with Mission Pak selections  Copies of 1099’s  Copies of your bonus checks  Tru-Infinity Rewards Booklets (#70122)  Join Us brochures and DVD’s  Product catalogs and Nutrition & You.

14. Ongoing activities with GA  Keep the benefits of Shaklee in front of them  Build their belief in Shaklee; in the process; and in their ability to do this  Affirm, encourage, and support  Keep building your relationship  Work with their builders for fast growth

15. Why don’t people follow-up?  They don’t want to appear pushy.  They make false assumptions.  They worry about what they are going to say.  They forget.  Bottom Line: Be proactive and contact the people you talk with about Shaklee.

16. Final Points on Follow-Up  Get a system in place for effective follow-up…do it and then teach it.  Following-up shows your commitment and is a reflection of your professionalism.  Personal attention and good customer service build loyalty and increase sales = more PV.  Our goal should be to have people wanting to do business with us.  Purpose of follow-up: to move people along and take them to a higher level of involvement and achievement.