BUILDING YOUR MELALEUCA BUSINESS - SIMPLE STEPS TO
←
→
Page content transcription
If your browser does not render page correctly, please read the page content below
SIMPLE STEPS TO BUILDING YOUR MELALEUCA BUSINESS
GETTING STARTED IS SIMPLE—
SO WHERE DO YOU BEGIN?
Your enroller, the person who introduced you to Melaleuca, will arrange a
Strategy Session with you to answer questions and help you every step
along the way. At Melaleuca, you’re never alone! Your enroller and support
team are here to help you succeed.
SIMPLE STEPS TO GETTING STARTED
Read the Your Preferred Customer Benefits booklet located in your
Business Kit.
Your Community of Support
Set up your online shopping account. When you enrolled as a You are surrounded by people who want
Melaleuca customer, you were sent an email to the email address you you to succeed!
provided. This message contains instructions on how to easily set up
your online account and password.
Purchase a Home Conversion or Value Pack. Now that you’ve found Your enroller and
the best products on the planet, don’t wait any longer to convert support team
your whole home to better, safer, higher-quality products! To help
you make this conversion, Melaleuca offers you the opportunity to
purchase either a Home Conversion Pack or a Value Pack at a steeply
Live training events to
discounted price, saving you over 50 percent off the market price. connect you with others
Identify your “why.” A strong business starts with a solid sense of
purpose, so take some time to identify your “why.” What is your goal
with your Melaleuca business? What will achieving that goal do for Personalized business
coaching as you grow
you and your family? Will it bring financial freedom? Will it give you
an opportunity to live life on your own terms? Or will it improve your
children’s future? Write down your goal and your “why,” share them
with your enroller or mentor, and remind yourself of them frequently
Online training
as you build your business. and tools
Business Development team
to answer any questions:
1-800-183-183 (Malaysia)
1-800-800-8080 (Singapore)
2 WELCOME TO MELALEUCA
Start your contact list. Write down 100 names – without
prejudging how interested the individuals may be – to
get your contact list started. Identify 10 people you
think could benefit from Melaleuca’s life-changing
wellness products.
Determine your business hours. Write down the days
and times you will devote to your Melaleuca business. “There are three things people
How many hours are you willing to invest each week? It need to have in order to win at this
may be 5 hours, it may be 20 hours; all that matters is business: they need to be coachable,
that you commit to it. they need to have a strong ‘why,’ and
they need to enjoy helping people
and buy into our Mission Statement.”
— CORPORATE DIRECTOR 9 ED BESTOSO
BUILDING YOUR MELALEUCA BUSINESS 3
v
THE LASTING POWER OF
TRUE RESIDUAL INCOME
WHAT IS RESIDUAL INCOME? There are several key reasons
Residual income is reliable Melaleuca has reliable residual
money that comes in month income:
after month, year after year.
With Melaleuca all you do is Monthly Shopping
give a one-time presentation Instead of selling one-time-purchase items like jewelry
or appliances, Melaleuca sells consumable wellness
to a new customer, and from products, like bars, shakes, and personal care products,
that point forward you earn
that customers use and replace every month. As a
result, your income from their ongoing purchases is
a check every single time residual and occurs every month.
that customer shops with
Melaleuca. Customers Love Our Products
It takes unique products to create ongoing residual
income. The Access® Bar and Vitality Pack™ powered
Once you have introduced a by Oligo™ are just a few examples of products
developed by Melaleuca and our scientific partners-
customer to Melaleuca and products our customers love.
help them set up their account,
Melaleuca goes to work for you.
Melaleuca provides world-class
products, catalogs, and an online Reasonable Prices
shopping website; takes your Your customers find value at Melaleuca. That brings
them back month after month-even in a tough
customers’ orders; and collects economy. Whether they shop for Affinia™ Shampoo or
sales tax, all at no cost to you. MelaPower® Laundry Detergent, they can simply switch
stores and find tremendous value every time they shop.
Your residual income continues as
that customer shops month after
month.
Preferred Customer Program
In exchange for a commitment to shop monthly at Melaleuca, Preferred
Customers get a big discount on Melaleuca products, opportunity to be
a Lifetime VIP Member and much more! This customer loyalty program
rewards ongoing purchases and creates a true residual income for
Marketing Executives.
4 WELCOME TO MELALEUCA
350+ Products to Choose From
If a customer bought only 35 Product Points a month, it would take them over three years to buy every single product in Melaleuca’s product
line. That’s because consumers have a large variety of products – over 350 – to choose from at Melaleuca. They can shop this month for
products they may not have purchased last month. As a result, your customers come back to Melaleuca and shop again and again.
High Reorder Rate Unique Business Model
It’s well documented that at least 95 percent of Melaleuca is the world’s only Consumer Direct Marketingsm company,
customers who shop with Melaleuca this month and Melaleuca.com is one of the top 100 e-commerce sites in the world.
will shop again next month. That means as you Consumer Direct Marketingsm was designed to create and reward
build your Melaleuca business, your customers customer loyalty. You simply introduce customers to Melaleuca and
will shop month after month. This exceptionally help them set up their accounts, and they shop directly from Melaleuca.
high reorder rate results in true residual income. com or with the Melaleuca catalog. You don’t have to worry about giving
repeat sales presentations. And since anybody can build a successful
Melaleuca business, your organization can be full of everyday average
customers who refer a customer from time to time. Those referrals
continually fuel your residual income.
Exceptional
Business
Model Consumable
Products
High
Reorder “I still run into customers
Rate
I introduced to Melaleuca
Reasonable four years ago, and they
Residual
Prices
tell me how much they love
Loyalty Melaleuca products. They’re
Income
Shopping
Dollars still my loyal customers today.
Wheel
Having customers who shop
Unique for products they can afford
Products
People every month means we receive
Want
residual income.”
—NATIONAL DIRECTOR 9 BROOKE PAULIN
Hundreds
Preferred of Products
Customer to Choose
Program From
BUILDING YOUR MELALEUCA BUSINESS 5
THE SMARTEST WAY
TO GET STARTED
Ordering a Home Conversion or Value Pack is the easiest and most
affordable way to switch your home to products that are healthier for
you and your family.
INCREDIBLE SAVINGS
Available exclusively to new customers in their first
Home Conversion Pack: S$398.00
two months, Home Conversion and Value Packs feature
Preferred price if purchased Regular price if purchased
dozens of Melaleuca’s most popular products at individually: S$576.70 individually:S$842.00
additional savings off the already – discounted Preferred
Customer prices. These packs will help you jump-start
SAVE 31% SAVE 53%
off Preferred price off Regular price
your Melaleuca business by giving you firsthand product
knowledge, but that’s not all. They also unlock extra
INCREDIBLE SAVINGS
earning potential for you as a business builder. Marketing
Home Conversion Pack: RM1,040.00
Executives who purchase Home Conversion or Value
Preferred price if purchased Regular price if purchased
Packs also qualify for the Pacesetter Program, which will individually: RM1,535.95 individually: RM2,238.60
double your advancement bonuses. See pages 12-13 of
this booklet.
SAVE 32% SAVE 54%
off Preferred price off Regular price
THE HOME CONVERSION PACK IS THE ULTIMATE VALUE. IT CONTAINS MORE THAN 35
MELALEUCA ITEMS AT A SAVINGS OF MORE THAN 50 PERCENT OFF RETAIL!
6 WELCOME TO MELALEUCA
YOUR STATUS AND EARNING POTENTIAL GROW
AS YOUR BUSINESS GROWS
Marketing Executive statuses serve as milestones or goals of your
Melaleuca business. Advancing to a new status will be a satisfying
source of pride and accomplishment, in addition to bringing
significant financial rewards.
Each time you “advance,” or achieve a new status, you qualify
for an Advancement Bonus. For the Director and Senior Director
statuses you can double those bonuses by achieving new statuses
within a certain schedule. This is called the Pacesetter Program.
There are 46 statuses for you to earn. You receive an Advancement
Bonus each time you advance. Each new status has its own set of
requirements – all of which increase sequentially with the status.
Initially, advancing to a new status is simply a matter of personally
enrolling new Preferred Customers.
WHAT’S IN
A STATUS? DIRECTOR
A Director has:
Wondering how to reach
• 8 personally enrolled customers
a certain status? Here’s a
quick look at the major
milestones and some DIRECTOR 3 SENIOR
of the requirements to A Director 3 has:
DIRECTOR
achieve each one. • 11 personally enrolled customers
A Senior Director has:
• 1 personally enrolled Director
• 20 personally enrolled customers
• 5 personally enrolled Directors
BUILDING YOUR MELALEUCA BUSINESS 7
After you achieve Director with eight personally enrolled
Preferred Customers, subsequent status advancements also
include additional requirements, such as:
• Active personally enrolled leadership (Directors, Senior
Directors, and Executive Directors you’ve personally
enrolled)
• Organization volume (the amount of products purchased
in your seven-generation organization in one month)
• Leadership Points (points earned for doing presentations
and enrolling new customers)
• Personal Enrollee Group Volume (the total organization For a complete listing of
Product Point volume of your personal enrollees in any
statuses and requirements,
given month)
please consult Melaleuca’s
Each advancement to a new status is cause for celebration, Compensation Plan booklet,
and every time you advance, Melaleuca will celebrate your A Marketing Revolution!
accomplishment with you and your team.
EXECUTIVE NATIONAL CORPORATE
DIRECTOR DIRECTOR DIRECTOR
A Executive Director has: A National Director has: A Corporate Director has:
• 20 personally enrolled customers • 20 personally enrolled customers • 20 personally enrolled customers
• 10 personally enrolled Directors • 10 personally enrolled Directors • 10 personally enrolled Directors
• 4 personally enrolled Senior Directors • 5 personally enrolled Executive Directors
8 WELCOME TO MELALEUCA
REAL FAMILIES EARNING
REAL RESIDUAL INCOME
90 days 6 months
Peony enrolled with Melaleuca in 2013 to get
Director 3 in 90 days safer, healthier products for her family. The
positive product experiences prompted her to
Director 6 in 6 months
start recommending the products to her friends
and family. In her second month, Peony enrolled
12 customers and double advanced to Director 2
earning an income of RM3,162.58.
One of her Category 1 customers decided
to build the business because of the positive
experiences from using Melaleuca’s products. “We
teamed up and as a result, she enrolled twelve
Peony Sin & Calvin Chew customers and advanced to Director,” says Peony. In
Joanne Khoo
her third month, she advanced to Director 3. “I was
Enrolled: Oct 16, 2013 thrilled with the income I earned in the first 90 days
Enrolled: Sept 2, 2013
because all I did was refer customers and help them
Achieved Director 3: Dec 2013 shop every month,” says Peony. Achieved Director 6: Oct 2013
December 2013 check: RM3,269.82 October 2013 check: RM17,783.79
December 2013 monthly residual Today, Peony and Calvin are
October 2013 monthly residual
Senior Directors 8 and have earned
income: RM589.24 RM730,114.78 with Melaleuca. income: RM2,175.13
Joanne had been running an advertising
company for more than 10 years when her
sister introduced her to Melaleuca in 2013. In
When Annie Tham enrolled with Melaleuca her first month, she enrolled 16 customers. “I
Director 3 in 90 days in 2016, she was looking for a Plan B, to get better
financial opportunity. She enrolled over 20 customers,
wanted to help working moms who want work
life balance like I do,” Joanne says. She teamed
and achieved D3 within 90 days. up with five customers and helped them
“Although I am building the Melaleuca business reach Director. Her business took off rapidly
part time, I believe that as long as I continue to work as she advanced to Director 5 and earned
hard, I can fulfill my dreams here. I believe that RM18,852.30.
everyone can enhance their lives through Melaleuca In her second month, she reached 20/20,
wonderful products and great business opportunity.” developed 7 new Directors in her team and
She said. triple advanced to Director 8. A month after
As she looks forward, her goal is to help other that, she reached Senior Director earning
people get total wellness, and to get residual income. RM60,460.80 in the first 90 days of building the
Annie Tham Wen Nie She says: “I am able to do this. It’s the ability to work business.
wherever you want, when you want, and to help more “I’m now able to have real residual income;
something that was impossible in my previous
Enrolled: Mar 16, 2016 people. I love doing that!”
businesses,” she says.
Achieved Director 3: May 2016 Annie is now a Director 6 and has
May 2016 check: S$ 2,369.78 earned S$43,444.69 with Melaleuca. Today, Joanne is an Executive
Director 2. She has earned
May 2016 monthly residual RM1,348,572.11 with Melaleuca.
income: S$ 246.48
BUILDING YOUR MELALEUCA BUSINESS 9
1 year
Sam’s WHY was to build a better future for
Senior Director in 1 year his family, and his immediate goal of building
the business was so his wife, Shevin, was able to
Senior Director 5 in 2 years
leave her job to be a stay-at-home mother. “I was
a one-man show in my web design company,
and we were never able to fulfill this dream
of ours,” Sam shares. He enrolled in July 2016,
and following his enrollers Executive Directors
3 Janice Hoh and Ian Tomy Chee’s coaching
and structure, he worked with his wife, Shevin
to enroll 58 customers and develop 6 personal
Directors in one year. They advanced to Senior
Sam Hoi & Shevin Foon Director in June 2017, earning RM14,130.38 that
Lawrence Khoo Teng Eng
month. When they advanced to Senior Director
Enrolled: July 1, 2016 2 in August 2017 and earned RM32,328.64 that
Enrolled: Feb 2, 2012
month alone, they celebrated the achievement
Achieved Senior Director: June 2017 with Shevin finally leaving her job and being a Achieved Senior Director 5: Dec 2013
June 2017 check: RM14,130.38 stay-at-home mother. “This was our dream and
December 2013 check: RM13,529.90
we had no idea how to achieve it until we built
June 2017 monthly residual the Melaleuca business,” shares Sam. December 2013 monthly residual
income: RM4,997.08 income: RM6,362.58
Sam and Shevin are Senior
Directors 3 and have earned
RM318,165.51 with Melaleuca.
Prior to Melaleuca, long days and late nights were part and
parcel of Kenneth Ng’s daily life when he used to own and run Senior Director in 1 year
a construction and interior design business. However, the daily
stress and busy work schedule took a toll on him and his time with
family. Kenneth’s solution to his conundrum came a-knocking
when he discovered Melaleuca through Executive Director 2 Linux
Woo. Linux introduced Kenneth to Melaleuca’s range of amazing
products and its unique Consumer Direct Marketing model. The
residual income triggered Kenneth and Jane to build the business,
and throwing their weight in, their business gain momentum
and the couple advanced to Senior Director in 7 months. Building
the business full-time has been a win-win situation for them as Kenneth Ng and
the couple now get to spend quality time with their children, are Jane Ng
working towards financial freedom and on top of it all, are in a Enrolled: JUNE 23, 2015
meaningful business where they get to help enhance others’ lives.
Achieved Senior Director: Jan 2016
Today, Kenneth and Jane are Executive Directors Dec 2006 check: S$13,453.51
4 and have earned S$573,257.53 with Melaleuca. Dec 2006 monthly residual
income: S$2,197.37
NOTE: Results vary. For typical results, please consult the Annual Income Statistics on page 38.
10 WELCOME TO MELALEUCA2 years 3 years
For Linux and Suey, building the Melaleuca
Lawrence enrolled with Melaleuca in February
2012 to build a lifelong business that provides Executive Director in 3 years business was the glue that brought the family
together. Prior to Melaleuca, Suey was a teacher
residual income. In his first month, he enrolled
in Seremban, while Linux was an air conditioner
11 customers and achieved Director 3. In his
technician working in Singapore. With limited
second month, he achieved Director 5 and
savings and limited family time, he knew he
earned a total of RM18,609.35 in the first 90 days.
needed a new plan. In 2014, he was introduced
With steel-like determination and hard work, he
to Melaleuca. Linux and Suey decided to build
advanced to Senior Director in his sixth month
the Melaleuca business, knowing that it presents
earning RM16,454.91 that month.
the opportunity to achieve time and financial
Since then, life has never been the same for
freedom. When they advanced to Senior Director
him. “More than anything, Melaleuca has helped
5 in 2016, with a monthly income higher than
me spend more meaningful time with my
daughters,” says Lawrence. Linux Woo their combined salary, they were able to resign
from their full-time employment. In June 2017, the
He added, “Our products are exceptional
and our business opportunity is more relevant Enrolled: June 14, 2014 couple advanced to Executive Director. Their lives
have taken a 180 degree turn from when they first
now than it has ever been. A positive mindset, Achieved Executive Director: June 2017 started. “Melaleuca reunited me with my family,
strong belief and being consistent with the right
activities will help anyone build a successful June 2017 check: RM118,959.15 enabled us to buy a new home and has given us
an opportunity to live life to our fullest,” Linux
Melaleuca business.” June 2017 monthly residual shares proudly.
income: RM12,008.56
Lawrence is now a Executive Director 4
Linux and Suey are Executive
and has earned RM1,868,191.93 with
Directors 4 and have earned
Melaleuca.
RM1,360,638.28 with Melaleuca.
“For nearly 30 years, I owned a business specializing in renovations
Executive Director in 3 years and construction. As a result of a stressful lifestyle, I developed
multiple health problems,” says Lynne. A friend introduced
Melaleuca to her. The benefits of the products were self-evident as
Lynne was able to regain her health quickly. This transformation
led to her interest in building the Melaleuca business.
In her first month, she enrolled 10 customers and achieved
Director. Following that, she reached 20/20 within 90 days.
From there, her business gained momentum and grew rapidly
throughout the year. This eventually led to her Executive Director
advancement in November 2007.
Lynne Lee & William Cheng “My success was only possible because I focused on the
mission statement of helping people reach their goals. Everyone
Enrolled: Jul 4, 2006 needs Melaleuca and I want to tell more people how they too can
achieve physical and financial wellness like I did,” says Lynne.
Achieved Senior Director 5: Nov 2007
November 2007 check: S$25,404.81 Lynne & William are now Executive Directors 9
November 2007 monthly residual and have earned S$2,185,431.75 with Melaleuca.
income: S$4,815.60
BUILDING YOUR MELALEUCA BUSINESS 11ENJOY LUCRATIVE ONE-TIME
ADVANCEMENT BONUSES
EACH TIME YOU ADVANCE.
STATUS ADVANCEMENT
BONUS
Director S$150/RM300
Director 2 S$300/RM600
Director 3 S$750/RM1,500
Director 4 S$750/RM1,500 OR
Director 5 S$750/RM1,500
Director 6 S$900/RM2,000
Director 7 S$1,050/RM2,500
Director 8 S$1,300/RM3,000
Director 9 S$1,600/RM4,000
Senior Director S$3,600/RM8,000
S$11,150/RM24,900
Based on Melaleuca Compensation Plan
and 2013 Annual Income Statistics. One-Time
Advancement
Bonus Total
Please refer to A Marketing Revolution!
The Melaleuca Compensation Plan for further
details on earning commissions and bonuses.
12 WELCOME TO MELALEUCAPACESETTER PROGRAM
Build faster and double your advancement bonuses!
Imagine how this could change your life!
Your month of enrollment: (e.g. May)
PAC E S E T T E R P R O G R A M
STATUS PACESETTER
ADVANCEMENT
BONUS
MONTHS
AFTER
ENROLLING
ADVANCE BY:*
(Month of enrollment +2)
Director S$300/RM600 2
(Month of enrollment +3)
Director 2 S$600/RM1,200 3
Director 3 S$1,500/RM3,000 4
Director 4 S$1,500/RM3,000 5
Director 5 S$1,500/RM3,000 6
Director 6 S$1,800/RM4,000 7
Director 7 S$2,100/RM5,000 8
Director 8 S$2,600/RM6,000 9
Director 9 S$3,200/RM8,000 10
Senior Director S$7,200/RM16,000 11–12
S$22,300/RM49,800
Pacesetter *Write in the months after
the month of your enrollment.
Advancement
Bonus Total
2X when you advance on Pacesetter time frame,
you earn DOUBLE the advancement bonus!
BUILDING YOUR MELALEUCA BUSINESS 13PACESETTER PROGRAM:
DIRECTOR 3 IN 90 DAYS
1. Make the decision to achieve If you’re planning to build a substantial Melaleuca
Director 3 in 90 days. organization that will provide thousands of dollars a
month in residual income, Director 3 is your launching
2. Enroll with a Value or Home point, and achieving it will help you learn the
Conversion Pack. fundamentals for building your business.
The reason you should start by purchasing a Value or Home
3. Review the materials in your Conversion Pack is twofold: the pack will introduce you to a large
Business Kit. selection of Melaleuca’s products and help you better share them
with others, and it will qualify you to earn Pacesetter Bonuses, which
are double the standard Advancement Bonuses. A Value or Home
4. Start your contact list. Conversion Pack will be crucial to your success.
Come to your Strategy Session prepared to ask your mentor or
enroller any questions and to map out your Director 3 in 90 days plan.
5. Team up with your enroller or Write down your contact list, discuss how to set appointments, and
mentor, and be coachable. then schedule as least two Overview presentations for the next two
weeks.
For your first month, aim to enroll ten Melaleuca Preferred
6. Schedule action and set Customers. For month two, enroll five more Preferred Customers and
appointments. develop one personal Director. For month three, repeat month two –
enroll five Preferred Customers and develop one Director.
TEAM UP
• Ask your mentor or enroller any questions
you have about building a Melaleuca business,
then work together to determine your
Director 3 in 90 days plan.
•S
tart your contact list. Work with your mentor
to determine who your potential business
partners are and who you’ll invite to your first
Overview presentation.
•D
iscuss tips and information for
effectively setting appointments and
set a few appointments before you
wrap up your Strategy Session.
• Be coachable!
14 WELCOME TO MELALEUCAI Commit to Achieve Director 3 in 90 days
Name:______________________________________________________________________ Date:_____________________________________
What income on a monthly basis would make a difference in your life? RM/$ ____________
What are your options to earn that monthly income? (2nd or 3rd job, spouse gets job, conventional business, franchise?)
Why is the income important? Retirement, car, get out of debt, help with your kid’s education? What difference will it make?
What does your future look like without that income?
What is Director 3 in 90 days worth to you?
1. Create a story to tell for rest of your Melaleuca career
2. Your income will be approximately S$4,900/RM10,200 in 90 days!
3. You’ll be invited to a complementary Leadership Celebration
Here is the plan of action:
1. Make the decision and resolve to see it through
2. Enroll immediately with a Value or Home Conversion Pack
3. Read the information in your kit and write down any questions
4. Complete your contact list and use the form in the kit
5. Ask your questions during the Strategy Session
6. SCHEDULE ACTION! Schedule appointments immediately below
Take action immediately! In order to get 10 enrollments this month, I will:
Schedule two in-homes immediately with enroller on (date) ____________________ and (date) ___________________
Schedule two 2-on-1 Overviews with enroller on (date) ____________________and (date) ____________________
Schedule two webinars with my long-distance contacts on (date) ____________________ and (date) __________________
Schedule to attend next Leadership Celebration on (date) __________________
Fill in the blanks with enrollments:
Month 1: circle one: Month 2: circle one: Month 3: circle one:
1. cat 1 2 3 11. cat 1 2 3 16. cat 1 2 3
2. cat 1 2 3 12. cat 1 2 3 17. cat 1 2 3
3. cat 1 2 3 13. cat 1 2 3 18. cat 1 2 3
4. cat 1 2 3 14. cat 1 2 3 19. cat 1 2 3
5. cat 1 2 3 15. cat 1 2 3 20. cat 1 2 3
6. cat 1 2 3
7. cat 1 2 3
8. cat 1 2 3
9. cat 1 2 3
10. cat 1 2 3
Building a Melaleuca business is a simple and proven process. It is simply repeating the same proven process over and over again. One great advantage
is the power of teamwork and matched effort. When you set a goal to reach Director 3, you are setting a mutual commitment to build your business!
Take this seriously and you will enjoy the results!
Enrollee Commitment Signature: Date:
Enroller or Mentor Commitment Signature: Date:
For more information on advancing to Director 3 in 90 days, visit the Download & Print
Center at Business Center > Reports & Tools and download “Director 3 in 90 Days” form.
BUILDING YOUR MELALEUCA BUSINESS 15THE SEVEN CRITICAL
BUSINESS-BUILDING ACTIVITIES
As you read this booklet, you’ll
be introduced to Seven
There is no secret to how the Senior
Critical Business-Building and Executive Directors got where
Activities for succeeding with
your Melaleuca business. If you they are. They understand [the]
want to achieve your goals
with Melaleuca, you need to
Seven Critical Activities and they
focus on and repeatedly do work at them consistently. There
these seven activities day after
day and week after week.
is a magic way to build a large,
I want you to notice something about successful Melaleuca business! It’s
the Seven Critical Activities, the first four in
particular. You cannot do Critical Activity 3, Make called hard work! Doing the simple
Presentations, before you do Critical Activity 2 or
Critical Activity 1. That’s not how it works. These
things! Every day!
activities are in the order because that’s the order
you’ll need to do them in. Before you can hold a
Strategy Session, you need to have an Overview
presentation and enroll a customer. And before
1 KEEP BUILDING YOUR
you can do that, you’ll need to invite someone
you know to your presentation. CONTACT LIST
There’s a reason the first Critical Activity is not
Take a look at any successful Melaleuca business and you’ll always
Set Appointments. Before you invite someone find one thing: a strong and vibrant contact list.
to your presentation, you should already have Whether you’re a seasoned Executive Director or a brand-new
a relationship. The first thing to do is add their Marketing Executive, you have to pay regular attention to your contact
name to your contact list and begin establishing list—and you have to help others in your organization do the same.
a relationship. When the time is right, you can As the lifeblood of your business, your contact list needs to be
invite them to attend an Overview presentation constantly nourished (by adding at least one new name every day).
and make a decision about Melaleuca. Don’t prejudge anyone by thinking they would never be interested
We are a “warm market” company. The right in learning about Melaleuca. Many times the people you think would
way to build your business is with people who be least interested are very excited to hear about better, safer products
for their families and an opportunity to earn additional income.
know you, like you, and trust you. So before you
Be thorough; write down the names of everyone you know. Think
approach someone to set an appointment, take
of the names of people you invited to your wedding, those on your
the time to build a genuine relationship with
Facebook friends list, or those you follow on Twitter or Instagram. You
them. As you help them reach their goals, you’ll never know where you’ll be when you remember an old friend from
find that those personal relationships can be just school or make a new acquaintance at the market, and failing to write
as rewarding—if not more so—as your income down a name in the moment may mean a golden opportunity lost
from your Melaleuca business. forever. So keep your contact list with you wherever you go to ensure
that nobody is forgotten.
—Frank L. VanderSloot
CEO, MELALEUCA, INC.
16 WELCOME TO MELALEUCATHE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES
2 SET APPOINTMENTS
Your purpose is simply to set an appointment—nothing
If you find yourself feeling nervous before you approach
more and nothing less. Keep your call quick and casual: “Hey,
someone to set an appointment, don’t worry; you’re not alone.
can I have 45 minutes of your time so I can show you what
Corporate Director 3 Mark Atha says that before he makes
I’m doing? Do you have time tomorrow at lunch or would
appointment-setting calls, he does a quick exercise to get into
Thursday night be better?”
the right mindset.
When you make an invitation, you’ve just stimulated their
curiosity, but you don’t want to get stuck trying to explain
“This might sound silly to you,” he says. “But before everything about Melaleuca over the phone. So instead,
I make a call, I remind myself that this person is immediately shift the focus over to when they can meet: “I
already some other company’s customer, so I’m don’t have time to talk about it right now, but I’ll tell you all
really not imposing on them or asking them to buy about it when we get together. What time will work for you?”
something they don’t currently buy elsewhere. In To respond that way, you might make your appointment-
other words, they really need Melaleuca products setting call when you truly don’t have a lot of time—5
and, in many cases, a Melaleuca business as well. minutes before you walk out your door to go somewhere or
In fact, they’ll be healthier with our products and just before you walk into another appointment.
better off financially should they build a business.
Then I tell myself that if I don’t talk to them first,
someone else will.”
Becoming a pro at setting appointments takes
practice, but you don’t have to practice alone. You
If you’re approaching a member of the younger generation
can get the tips and coaching you need by teaming
who’s less comfortable with a phone conversation, you might send
up with your enroller and your support team.
a text message or a direct message through social media.
But ideally, you want to approach someone by phone call.
Putting Others at Ease
If you’re feeling nervous as you’re calling a friend, Executive
Director 8 Rachelle Ferguson suggests saying so at the beginning
of your approach: “I’m pretty nervous to call you because you’re
the first person I’m calling for my new business.” As Rachelle
says, “If you lower your walls, they’ll lower theirs.”
If you can hear or see that your contact is feeling
uncomfortable, or if they seem disinclined to set an appointment
with you, find a respectful way to put them at ease. Here’s
another suggestion from Corporate Director 3 Mark Atha:
“It almost doesn’t matter what their concern is. You can just
respond, ‘I understand why you’d feel that way, but I tell you
what: it’s no big deal to me. Why don’t we sit down for a few
minutes, I’ll show you how it works, and if you still feel that
way, then don’t do it—fair enough? I’d like to show you anyway
because I’m excited about it, and, who knows, you might think of
someone you know who would be perfect for me to talk to.’”
Mark’s response—“it’s no big deal”—defuses the tension
and releases the pressure. As Mark says, “Your posture is telling
them, ‘It’s okay for you to tell me “no” after you see the Overview
presentation but how can you say “no” before? You don’t even
know what you’re saying “no” to.’”
BUILDING YOUR MELALEUCA BUSINESS 17Sample Approaches
“I’m a Marketing Executive here in the Denver area for
The Wellness company and we specialize in helping
people get out of debt by substantially increasing
their monthly income with five to ten hours of effort
a week. I love what I do. I’d love to tell you about it
sometime.”
—NATIONAL DIRECTOR 9 BROOKE PAULIN
“I’ve partnered with an international wellness
company, and I’m not sure if you’d open to hearing
about it, but I think it would be a great complement
to what you’re already doing. Would you be open to
hearing some information about it?”
“Hi Mary, the other day you mentioned that your
—EXECUTIVE DIRECTOR 8 COREY KELLER
son suffers from eczema. I work for an eco-friendly
manufacturer that specializes in helping people with
“You mentioned that you’re keen to explore new
eczema. We also have an entire range of products
opportunities. My wife & I have 2 businesses and are
that have helped many families live healthier lives. I’d
constantly looking for open-minded people like you to
love to share the benefits of the products with you.
share business ideas that totally make sense. I’d love
Let’s meet up tomorrow night or Saturday afternoon.
to show you what we are doing.”
Which one works better for you?”
—EXECUTIVE DIRECTOR 3 IAN TOMY CHEE
—EXECUTIVE DIRECTOR 2 JOANNE KHOO
Health-focused Approaches General Approaches
“I don’t know if you know, but I’ve partnered with
a company that specializes in helping people get “I hear that you are looking for an additional income
the chemical irritants out of their homes. I think our stream. I have a business that my wife and I started a
company could really help your whole family. Would few years ago that pays us as well as my professional
you be open to sitting down with me and having me job does. Would you be open to hearing an overview
share the benefits of our products? What might be a about it to see how it can benefit you?”
good time to connect for about an hour? I can come —EXECUTIVE DIRECTOR 6
to your house or you can come on over to mine.” CAPTAIN CHANDRA MOHAN
—CORPORATE DIRECTOR 4 MICHELLE SMITH
“Have you heard of Melaleuca.com? No? It’s a fabulous
online shopping club that offers exclusive wellness
products shipped to your door at huge savings. I’ve
been a member for years and wouldn’t live without it!
Only members can refer members, so why don’t we
grab a coffee and I’ll show it to you.”
—EXECUTIVE DIRECTOR 4 SANDI SULLIVAN
18 WELCOME TO MELALEUCATHE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES
3 SHARE MELALEUCA: AN
OVERVIEW
Successful Melaleuca business builders use Melaleuca: An
Overview every time they do a presentation because it’s
simple and can be easily duplicated.
If you use only a portion of the Overview or your own version of it, your team will
not be able to duplicate it. Therefore, do what you would like your new Marketing
Executives to do.
This is an important and powerful principle. The most successful Melaleuca
organizations always give the same Melaleuca: An Overview presentation the
same way every time. Why? Because they know others will follow their examples.
“What Melaleuca: An Overview does is instill believe
they can do it, and because they believe they can,
they can. There are a lot of people who love what
they see and leave the room saying, ‘Well, I can do
that.”
—CORPORATE DIRECTOR 3 JOHN DUFNER
Start by Teaming Up • What do they do for fun?
• Would $500 per month help them in a significant way?
When you first begin building your Melaleuca business, giving • Does more time with their family mean anything to them?
Overview will be somewhat unfamiliar experience. That’s • Are they concerned about their finances?
perfectly all right. Your enroller and members of your support
team will be there to help and to give Overview for you until Use the answers you get from these questions to show each
you’re ready. We strongly recommend that you begin by new customer how a Melaleuca business can help them get
watching them give Overview to your customers. Once you see what they really want in life.
them do it a few times, you’ll become more comfortable with
the process and can take over as the presenter—usually about Confirm Attendance
the time you advance to Director 3.
The day before the Melaleuca: An Overview presentation, call
those you have invited to confirm the time and location. You’re
Know Your Audience actually confirming their attendance, so call to confirm, not
As you begin your Overviews, try to learn as much as you can question attendance. This way, they will not be likely to change
about your audience. Ask questions about the following topics: their minds.
• What do they do for a living?
• Do they like their current job? Share the Complete Melaleuca: An Overview
• Are they satisfied with their income? Presentation
• Have they ever tried a home-based business before? Melaleuca: An Overview presentation: Regardless of
• Are they married? whether you anticipate that your customer will become
• Do they have children? a business builder, share the business portion of the
BUILDING YOUR MELALEUCA BUSINESS 19THE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES Melaleuca: An Overview in every presentation. Often, the only reason some individuals don’t build a Melaleuca business is because they don’t know the opportunity exists. Just as the business is important to share, every other element of the Melaleuca: An Overview presentation serves a purpose for your prospective customers. When and Where to Meet for an Overview You would typically meet at your home, the customer’s home, or some neutral location like a coffee shop, park, or other quiet place that will allow you to talk. Prepare the Overview Setting Your preparation can make the greatest difference. The idea behind your room setup should be to eliminate distractions. Turn off the television and place the refreshments in a separate room. Try to have guests sit on hardback chairs instead of couches so they’ll avoid getting drowsy during your Overview. Orient your room toward the presenter the same way most people’s living rooms are oriented toward the television; face chairs toward the front. Take Your Best Self to Your Overview You don’t have to be a great presenter. Share your experience; that will have the most impact on the quality of your Overview. Attendees will find you and Melaleuca credible if you bring confidence and a down- to-earth feeling to the Overview. 20 WELCOME TO MELALEUCA
CLOSE AND COMMITMENT
At the end of the Melaleuca: An Overview presentation your potential customer will be wondering
what to do next—this is where you ask them what type of customer they would like to be.
Gain Commitment by As you come to the close of the Melaleuca: An Overview presentation,
introduce and explain the three categories of participation
Asking the Customer and ask your attendees which category they fit into: Preferred
to Choose a Category Customer, supplemental income, or significant income.
SHOP & SAVE REFERRAL MARKETING
1 2 3
Preferred Customer + Supplemental Income Significant Income
Shop and save: 5–10 hours/week 20+ hours/week
30%–50% S$200–S$1,000/ > S$2,000
discount RM500–RM2,500/month
RM5,000/month
When you help your prospective customer choose a participation category,
you’ll know better how to help them reach their goals.
Complete the Agreement Forms
Filling out forms can seem overwhelming to your new customers. That’s why it’s
very important that you help them through it. Be sure to complete each section
and double-check spelling for accuracy.
For help on completing the Customer Membership Agreement (blue form) and the
Independent Marketing Executive Agreement (green form), visit The Enrollment
Center and click on “Start Enrollment.”
Backup Order
Explain that the Backup Order helps to secure their Preferred Customer Membership Benefits,
qualifies them for a 30%–50% discount and preserves all other benefits of membership.
Melaleuca allows them to personalize their Backup Order with their favorite products.
BUILDING YOUR MELALEUCA BUSINESS 21Other Key Melaleuca Presentation Tips
1. Start on Time and Set a Professional Tone
2. Introduce Hosts If Needed
• If you have team members present, introduce
them. “I’m excited to introduce my good
friend and business partner…”
3. Share your experience
• Share your Melaleuca experience and touch
on your goals with Melaleuca.
Hand Out Tools • Just tell the story—don’t exaggerate.
Give your new customers a “take-home” package (the • Talk to everyone as if you are good friends
Business Kit) to review. Have them read the Your Preferred with them.
Customer Benefits and Building Your Melaleuca Business
booklets, and begin their contact lists.
4. Schedule a Strategy Session
• Set an appointment for your Strategy Session
within 48 hours, regardless of whether your
customer is interested in building a business
or just wants to enjoy the products.
• Ask your customer(s) to review the materials
in the Business Kit and to make a list of
questions to discuss at your Strategy Session.
• Make sure you have your schedule so you can
set dates and times.
• Give Category 2 and 3 customers their Getting
Started Checklist to complete before the day
of your Strategy Session.
HELP THE CUSTOMER START SHOPPING
Going through the Melaleuca catalog or product price
list, help your new customer pick out the first products
they would like to try. Call Melaleuca at 1-800-183-
183 (Malaysia) 1-800-800-8080 (Singapore) or go to
malaysia.melaleuca.com (Malaysia) sg.melaleuca.com
(Singapore) to help them start shopping right away.
You can show them how easy it is and speed up the
process of their shopping experience. Another best
practice at Melaleuca is to have a Value or Home
Conversion Pack on hand at the time of enrollment
so your new customer can take advantage of the
additional 30+% savings.
Categories 2 & 3: Pacesetter
Category 2s and 3s are valuable to your business because they help you increase the number of Category 1
customers in you organization more rapidly. So you develop 2s and 3s in order to have more 1s.
If your new enrollee tells you they’d like to earn an income and be a Category 2 or 3 business partner, your
goal is to help them start off right by qualifying for the Pacesetter program with a Value or Home Conversion
Pack. If a Category 2 or 3 purchases a pack and pursues Pacesetter, you should identify a mentor
to team up with them and help them reach their goals.
22 WELCOME TO MELALEUCATHE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES
4 STRATEGY SESSION
During the Melaleuca: An Overview presentation, you discussed how some people choose to be
Preferred Customers while others choose to take advantage of our unique business opportunity
in addition to purchasing our products. You need to determine which Category your new enrollee
belongs in, as this will determine your next step.
YOUR GAME PLAN each week, that’s a clear indication that they are willing to
put forth the effort to build a Melaleuca business. To get
The decisions your new enrollee makes will determine your these folks off to the right start, follow these simple steps
next steps. At the end of your Overview, be sure to schedule for your Strategy Session:
a Strategy Session—if at all possible, for within 48 hours.
During the Strategy Session, if they chose Category 1, Preferred 1. Help Them Identify Their “Why”
Customer, you’ll want to:
Help your new enrollee re-connect with why they are
• Help them place their first order and answer any questions building a Melaleuca business. As with any new endeavor,
they may have. when they remain focused on the end outcome, they can
• After two weeks, follow up with them. What questions do step outside their comfort zone and see past temporary
they have? Which product is their favorite so far? challenges. Perhaps they want to get out of debt, be home
with their children, prepare for retirement or improve their
If they tell you they want to earn supplemental or significant quality of life. You may ask them “What amount of monthly
income and are willing to commit to working five or more hours income would allow you to reach this goal?” That way, they
each week, they belong in Category 2 or Category 3: are clear about their end goal.
• So, during the Strategy Session, you’ll want to share the
importance of getting started with either a Home Conversion 2. Power of Pacesetter
or Value Pack.
Commit them to the Pacesetter program. Pacesetter is a set
• If they’re unwilling to purchase a pack, that’s an indication time frame with incentives and deadlines for performance.
that they really belong in Category 1. This information will A goal without a deadline is only a wish. Help them see that
help you get them off to the best start. As they discover why if they stay on Pacesetter schedule, they can earn double
our products are so much better than the competition, they the one-time advancement bonuses. If they haven’t
will be happy, satisfied customers for life! purchased a Value or Home Conversion Pack, this is the
• When a Category 2 or 3 enrollee agrees to purchase one perfect time to commit them to do so.
of the packs and commits to working five or more hours
One of the best activities guaranteed to bring results is holding
a Strategy Session within 48 hours. This activity is proven to create
quality enrollments and sustained growth. Businesses that consistently
hold Strategy Sessions have higher average commissions, higher
average growth rates, lower attrition, more Home Conversion and
Value Pack purchases, and more duplication through advancement.
BUILDING YOUR MELALEUCA BUSINESS 23THE
THE
SEVEN
SEVEN
CRITICAL BUSINESS-BUILDING
CRITICAL BUSINESS-BUILDING
ACTIVITIES
ACTIVITIES
IT’S ALL ABOUT TIMING
When should you schedule the
Strategy Session? As soon as you
can. The longest you should wait
is 48 hours after the presentation,
especially when your new enrollee
told you they’re excited about
Melaleuca and want to build a
business. A timely Strategy Session
is the perfect way to take advantage
of that excitement and convert it
into action.
3. Identify the Contacts to Approach First some will be one-on-ones and perhaps a few via webcast.
Regardless, when they are on the calendar, when they
Review their contact list and identify the key people with approach their friends, they can say, “On Thursday, I’m
whom they will team up. This is the time for you to set having a presentation at 1 pm, that would be a perfect
clear expectations for the first step in their Melaleuca time to get together.” If your presentations are on the
business. One clear expectation is to personally refer 20 calendar, they’re more likely to get to work quickly inviting
customers in their first few months. Another is to identify people to attend.
two of those customers to team up with and build a business.
Remember-the expectations set will be the expectations met. 5. Set Appointments
As you review the contact list, ask them “Who are the
people on this list who are most likely to team up with you Practice approaches and set appointments. Some people
and build a business? Who needs a plan B or a little extra have never set an appointment. They need coaching. They
income? Who is hard-working?” These are the type of need you to demonstrate how to set an appointment.
questions that help them evaluate key members of their Remember, E.D.P.E. E stands for explain, D for demonstrate,
team who may want to build a business. Once you have P for practice and E for Evaluate. Be sure to use all four tools
identified 2-3 people, discuss how you might team up to when helping others to make appointments.
approach and do a presentation as soon as possible. Imagine how encouraged your new enrollee will be if they
If they have others working alongside them, they leave the Strategy Session with 3-4 appointments scheduled.
are more apt to be successful. In any worthy goal, teaming They will have confidence they can build the business and
up is a key to success. If your new enrollee personally will look forward to the scheduled presentations. Without
refers 20 customers and helps two others to get to Director presentations scheduled, they may not follow through once
by doing the same, your enrollee will likely be a Director 3 other pressing priorities in life arise.
in the first 90 days. That’s the right way to get started!
6. C
ommit to Scheduled Times
and Ways to Communicate
4. Schedule Action
Establish clear times to communicate and report back. You
Calendar your presentations and schedule action. The
will likely be talking on the phone several times a day as you
next step is to create your calendar for the first few weeks.
begin. In the strategy session, you can talk about the best
Identify the days and times when you will team up to
times and manner to touch base.
give the Overview. Some will be group presentations,
24 WELCOME TO MELALEUCA5 CELEBRATE SUCCESS
Celebrating success is a way to inspire people to set goals and achieve more than they ever
thought possible. The mission of Melaleuca is to help people reach their goals. To inspire and
motivate people to that end, you must celebrate their accomplishments. Melaleuca thrives on
celebration! From the smallest of achievements to the largest ones, from enrolling one customer
to achieving Corporate Director, leaders need to feel good about what they’re doing. When that
happens, motivation increases, excitement grows, and abilities expand.
Make Your Celebration Effective Leadership Celebration Meetings
How you celebrate should be wholly determined by who it is The Leadership Celebration is an opportunity to celebrate local
you’re celebrating. It takes only a few minutes to figure out what leaders’ achievements and the achievements of your team. It’s a
people like, what parts of the business they may struggle with, time to schedule action to move your business forward and help
and where they need encouragement. Once you’ve done that, you reach your goals. And it’s a chance to receive training from
celebrate with them in a serious manner. Tell them what they did some of Melaleuca’s best.
that was successful. Be specific. Tell others about the hard work
you’ve witnessed. Let them know that you noticed their efforts.
Your words and encouragement will likely mean more than any
reward you can come up with. Attach a suitable reward on top
of that and you’ll create a moment in that person’s life they will
treasure for a long time.
BUILDING YOUR MELALEUCA BUSINESS 25Recognition Is a Proven Motivator Sharing Success Builds Team Loyalty
We all love to be recognized for our accomplishments. As a business builder, your goal is to build a cohesive
Whether it’s a pat on the back, a high five, or a note team. A big part of that process is celebrating your
saying, “Job well done,” all forms of recognition create team’s success. Through the celebrations, you
positive reinforcement. Often, when someone else experience a strengthening of relationships, you feed
notices what we’ve done, we’re more likely to keep off one another’s energy, and you create a synergy that
striving and pushing harder than ever. Rewards— helps each of you work more effectively together than
whether material or emotional—breed hope and you would alone.
belief, and make hard work worthwhile.
26 WELCOME TO MELALEUCATHE SEVEN CRITICAL BUSINESS-BUILDING ACTIVITIES
6 ALWAYS BE INVOLVED “Fast Track helps you stay focused
week after week. If you ask our leaders
WITH FAST TRACK about the ‘secret’ to their success,
A Melaleuca Fast Track is a results-driven program designed to many will tell you that the answer is
help your organization grow. A series of meetings lasting four Fast Track—not only for themselves
weeks, Fast Track helps participants set goals, create action plans,
but for their entire organization. No
implement those plans, report results, and celebrate success.
Team leaders provide motivation, support, and training, and one works harder than these leaders.”
facilitators organize the schedule and recognition awards. — FRANK L. VANDERSLOOT, MELALEUCA CEO
FIVE ESSENTIAL ACTIVITIES MAKE UP THE CORE OF EVERY FAST TRACK EVENT
1. Assess the business and set goals. Fast Track 3. Implement the plan. After the Fast Track meeting,
participants determine where they would like to be by the participants follow through on their action plan,
the end of the Fast Track period. Specific goals include tallying their results and reporting to their team leader on
number of enrollments, status achieved, number of Home schedule.
Conversion and Value Packs sold, number of appointments
set, and in-home presentations. 4. Report and celebrate success. Each week, team leaders
report results for their teams. Most often, the results
2. Create an action plan. Each participant—with the involve enrolling customers and developing new
help of the team leader—creates a detailed action plan Directors. Those activities that meet the criteria for
for how they are going to achieve their goals. Using a success are recognized.
calendar, they determine what days and times they are
going to set appointments, hold Melaleuca: An Overview 5. Train and develop leaders. Take 10–15 minutes of each
presentations, report to their team leaders, and more. Fast Track meeting to conduct training on the Seven
Critical Business-Building Activities. When conducting
your training, remember to briefly explain, demonstrate,
practice, and evaluate.
BUILDING YOUR MELALEUCA BUSINESS 27The Basics of a Successful Fast Track
TIME: The Fast Track is designed to run during the calendar month and should be
scheduled on the same day, at the same time each week (always start on time).
Consistency is vital to success.
WHO: Include committed Marketing Executives who work closely with one another in
their businesses (e.g. your personally enrolled customers).
LEADERS: As a general guideline, team leaders should be Directors 3 or above, as they
need to have experience at personally enrolling customers and developing Directors.
These leaders should also be organized, accountable, and willing to put in extra
energy and effort to keep the team focused on goals.
TEAMS: Teams usually consist of 8–10 members. There is no limit to the number of
teams, as long as you can manage the group size.
PRODUCT EXPERIENCES: You should start every meeting with a product experience.
GOALS: Goals should be set the first week and revised or added to each of the
following weeks.
ACTION PLANS: After participants set goals, they should put an action plan into place
to help reach those goals.
CELEBRATION: Personal accountability and reporting happen on a weekly basis. The
facilitator establishes a recognition system and rewards everyone’s accomplishments.
Celebration of success is a key part of each weekly meeting.
PARTICIPATION: Once the last week is concluded, participants should be encouraged
to attend the next Fast Track.
FEES: You may need to charge a fee for participation. This money helps provide
recognition prizes and offsets any other related costs. These fees should not exceed
S$30/RM50 per business.
28 WELCOME TO MELALEUCAYou can also read
