1. Brilliant In The Basics
The Fundamentals

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

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

4. 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

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

6. “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.”

7. 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…”

8. 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?”

9. 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…”

10. 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…

11. 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?”

12. 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?”

13. 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?”

14. 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…

15. 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?”

16. 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

17. 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?”

18. V. Guide and Direct In many cases, using the
24-Day Challenge Guide,
you will guide the prospect to an initial product approach.

19. “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

20. “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…?”

21. 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!”

22. 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

23. 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

24. 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 ?”

25. 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?”

26. 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)

27. 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?”

28. 5 Key Factors 5. Tempo – sense of urgency
“We can get started right now;
who can we sit down with first?”

29. 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.

30. 5 Key Factors Target, Time, Together, Talk, Tempo
• Role-models the right approach
• Supports duplication
• Creates an organizational culture
• Creates unity of team message

31. 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

32. 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

33. 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 -

34. 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!

35. 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!

36. 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

37. 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!!!

38. 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

39. 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…”

40. The Bullet-Proof Shield

41. 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

42. 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…

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

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