Basic Five Training

Learn what it takes to build a successful Unfranchise Business

1. Basic 5 (B5)

2. Three Required Trainings New UnFranchise Owner Training (NUOT) Who are we? Terminology Requirements Basic Five (B5) The fundamentals of building an UnFranchise Business. Executive Coordinator Certification Training (ECCT) Demonstrated knowledge of the above content. Demonstrated knowledge of policy and procedures.

3. Basic 5 Fundamentals of the Business Developing Attitude and Knowledge Goals and A Goal Statement Retailing Prospecting, Recruiting and Sponsoring Follow-Up & The ABC Pattern of Building Depth

4. Attitude & Knowledge

5. The Difference Between Success and Failure … The individual who succeeds simply does what the individual who failed did not do or was not willing to do.

6. Attitude comes before the money. It’s not WHAT you say, it’s HOW you say it! Attitude Precedes Success

7. The Power of Belief You must program your brain ( your computer ). Belief = Attitude Attitude = Actions Actions = Results

8. Developing Attitude and Knowledge Listen to audios - DAILY Have a weekly accountability system Identify a mentor Schedule a weekly call with your sponsor or mentor Participate in conference calls and corings Work through the Getting Started Guide Associate with positive, successful people Work towards completing Master UFO and/or challenges

9. Programming Yourself for Success m a m a Digital Audio Player This valuable tool will help you and those listening with you to stay on track and to utilize the audios to a greater depth. Where to download more audios?

10. Developing Attitude and Knowledge NOT A HOBBY! Don’t let life get in the way of the business. Be consistent. Don’t let others live life for you. Don’t get stuck on the “Dot”. Treat It Like A Business

11. The Best Way To Predict Your Future Is to CREATE IT!

12. Your Options to Earn A Significant Income Working more hours Get a second job Going back to school Investments Own your own business

13. Time – Money – Chance How Much Do You Have of Either? Your Options to Earn A Significant Income Traditional Business $500,000 to purchase Start-Up Business $100,000 to capitalize Franchise $147,000/avg to purchase Professional 6 to 10 years Education @ $100,000 to $600,000

14. The income levels mentioned in the following presentation are for illustration purposes only. They are not intended to represent the income of a typical Market America UnFranchise ® Owner, nor are they intended to represent that any given UnFranchise Owner will earn income in that amount.    The success of any Market America UnFranchise Owner will depend upon the amount of hard work, talent, and dedication which he or she devotes to building his or her Market America Business. Canadian and Mexican UnFranchise Owners, if making an earnings claim, must disclose the earnings of a typical UnFranchise Owner. Canadian UnFranchise Owners please refer to the end of the printed presentation of the UnFranchise ® Management System to see the Canadian Income Disclosure Chart. Canadian and Mexican UnFranchise Owners should convert references of currency to Canadian dollars or Mexican Pesos based on the UnFranchise Owner's location. Canadian and Mexican UnFranchise Owners commissions are converted weekly from U.S. dollars to their country currency. The conversion rate is the exchange rate published by the Wall Street Journal immediately preceding the commission process for each week (typically the Tuesday of the week that commission check is paid).

15. Linear Income vs. Ongoing Income Trade time for money Money grows linearly Work stops, income stops Disabled → less income Not creating true wealth Time is not your own Making a living Leverage your time Money grows exponentially Income continues Creating true wealth Total time freedom Creating a lifestyle

16. Market America Founded in 1992 Strong growth since inception Strong financial position Strong corporate team Fortune 500 Better Business Bureau Torch award, 2013

17. †Estimated accumulated retail sales based on suggested retail price Estimated accumulated retail sales † : $ 5,873,738,639* *As of June 30, 2014 ( since the company’s inception)

18. *As of June 30, 2014 . †Estimated retail profits based on suggested retail price Market America ® | SHOP.COM™ is changing the way that people shop and changing the economic paradigm so everyone can become financially independent by creating their own economy. Total estimated retail profits earned † : $ 1,573,254,964 Total commissions earned: $1,559,151,173 Total UnFranchise ® Owner earnings : $3,132,406,137 * + =

19. MarketAmerica.com/ yoursitename

20. SHOP.COM/ yoursitename

21. MotivesCosmetics.com/ yoursitename Isotonix.com/ yoursitename GetConquer.com/ usa- yoursitename Global.SHOP.COM/ yoursitename

22. Custom Mini Websites You even get a Custom Mini Website in your choice of great layouts to showcase your favorite products!

23. ShopBuddy SHOP.COMMobile UnFranchise ® Mobile Shopping Advisor

24. Hot Deals Hundreds of Market America’s Exclusive Brands Social Networking ShopBuddy Daily Deals

25. MPCP Management Performance Compensation Plan

26. Strengths of Market America’s Management Performance Compensation Plan (MPCP) It is a 2-3 year plan Volume search to infinity Business Volume (BV) accrues for 365 days ( Monthly Accrual Option) Internet Business Volume (IBV) accrues for 730 days ( Monthly Accrual Option) No one breaks away Paid weekly Volume placed in lowest personally sponsored where everyone in between benefits 100% Income cap on BDC

27. Strengths of Market America’s Management Performance Compensation Plan (MPCP) Opportunity to earn more than senior partners Own multiple BDCs Business can be willed Organizational structure expands in depth Organizational structure creates common vested economic interest Build only two organizations to create ongoing significant income No geographic limitations

28. ALL IN COMPETITION Real Estate, Insurance, Franchise, Regional Sales/Manager

29. • Compounding efforts • Encourages teamwork and support • Everyone receives 100 % credit for sales and volume generated

30. Duplication of fundamental concepts Showing the plan with the right tools Use the official company materials only Practice the binary strategy at all trainings Build up your UnFranchise Business Benefit from the UnFranchise System Attend as many required trainings as you can Learn from the best practice that offers you many great opportunities The UnFranchise System

31. National Meeting, Training and Seminar System (NMTSS) A cohesive system of meetings, seminars, and events that provide new and established UnFranchise Owners with individual learning opportunities that contribute to thorough, standardized and effective training.

32. Share the concept Introduce them to a product Set an appt. to BRING them to a UBP

33. Meeting After the Meeting Decision to get started OR- Set Up Another meeting with your team Set Sign Up Appt. Meet Other Successful People UBP Meeting

34. Local Seminars Regional Convention MA World Conference MA International Convention Unfranchise Business Presentation Basic 5’s UMO NUOT GPT ECCT Product Symposium Motives Transitions WCT

35. Let your experienced teammates help you to lock-down a follow-up appointment Meeting after the Meeting

36. Result Producing Activities Spend your time on result producing activities Selling Products Selling the Business Selling the Events 80% of your time on Result Producing Activities 20% of your time on Managing your Organization Be Persistent, Be Committed, Be Consistent Make it a Priority Make it Duplicatable

37. 12 Hours Per Week Activity Basic 5 Step Up to Executive Coordinator Executive Coordinator and above Sell Business 4. Prospecting, Recruiting and Sponsoring 6 Hours (50%) 8 Hours (67%) 5. Follow Up and ABC Pattern of Building Depth Sell Products 3. Retail 4 Hours (33%) 2 Hours (17%) Sell Tickets to Events 1. Attitude and Knowledge 1 Hour (8%) 1 Hour (8%) Clarify and Read Goals 2. Goals 1 Hour (8%) 1 Hour (8%)

38. Attitude & Knowledge Feed your mind every day by reading and listening to audios Treat this like a business not a hobby Attend events to continue to educate yourself to build belief in yourself and your business Show/See 1 Business Plan per week Be coachable

39. Developing Goals & Goal Statements

40. People Don’t Plan To Fail. They Simply Fail To Plan! PEOPLE WITHOUT GOALS HAVE NO DESTINATION!

41. Goals And A Goal Statement Define Your Dreams… Define Your Purpose… Translate your Dreams and Purpose into a plan of action!

42. Your Goals Need To Be S.M.A.R.T. S pecific M easurable A ttainable R ealistic T imely

43. Develop A Goal Statement (Business Plan – 5 Steps) What You Want When You Want It What You Will Give Up Or Overcome Detailed Plan to Get There Write It Out (1 through 4) and Read It Twice A Day

44. Decide What You Want To Live House build/add-on… Car, 2 nd car… TV, PC, Clothing, Jewelry… To Learn 2 nd language, instrument… Cook, fly, scuba… New skills, passion… To Love Something for spouse, romantic weekend… Something for relative, friend… To Leave (a legacy) Establish foundation, scholarship, trusts… Help others, charities… Education, animal rescue… List short term, mid term, long term List them in order of attainability

45. List goals in order of attainability Determine the income necessary to support your lifestyle and goals. Determine the number of business development centers (BDC’s) you need for qualifying for commissions to attain the income level. Use $1,500 per BDC as baseline Determine the UnFranchise Level that reflects your goal. Decide What You Want (cont’d)

46. To earn $78,000 - $109,000/yr need 2 legs qualifying weekly in 2-3 years Need a leader in each leg Do not depend on anyone, so get 4 leaders per leg Need 8 leaders at end of 12 months Translate Goal into an Action Plan

47. Set target dates for achievement. Measure your progress against the date. Adjust the date or goal to be in line with reality. Decide When You Want It

48. Decide What You are Willing to Give Up or Overcome to Obtain Goals Emotional Obstacles - timidity, fear of what other people think, fear of public speaking. Scheduling Obstacles - recreational, civic & church responsibilities, family, employment. Financial Obstacles - training costs, management tools, support materials.

49. Detailed Plan Break it down to: Monthly = Yearly divided by 12 Weekly = Monthly divided by 4 Daily = Weekly divided by 5 “If you want things to change…change your Daily Goals”

50. Daily Steps 1 2 3 4 5 Goal Staircase to $2100/week in 2-3 Years EVERY DAY STEPS Talk to 1-3 People Book 1 Appointment Add 2 Possibilities Read Goal Statement Listen to Audio Talked to 5-15 People Booked 5 Appointments Added 10 Possibilities Weekly Goal

51. WEEKLY GOAL WEEKLY GOAL Talked to 20-60 People Booked 20 Appointments Added 40 Possibilities Monthly Goal WEEKLY GOAL 1 2 3 4 5 1 2 3 4 5 1 2 3 4 5 1 2 3 4 5 Weekly Steps Goal Staircase to $2100/week in 2-3 Years EACH WEEK Show Plan 1 time Follow-Up with 1 Prospect Attend UBP with guest Add 1 New Customer Call Your Coach Week 2 Week 3 Week 4 Week 1

52. Positioned to earn $2100/week ongoing income ANNUAL GOAL 2-3 Year Plan 1 2 3 4 5 6 7 8 10 9 11 12 Each Month Sponsor 1 (minimum 2 /quarter) 10 Customers ordering ≥ 30 BV Attend Monthly Seminar Monthly Steps Goal Staircase to $2100/week in 2-3 Years

53. Write Out Your Goal Statement Example: “It is December 31, 20 __, I have no credit card debt and I am living on the coast of the Carolinas in a 5000-square foot brick home. I am driving a Porsche, vacationing four months out of the year. My marriage is happier without financial pressure. My family and I spend more quality time together and pursue interests we all enjoy”. Add Your “Plan of Action” 50-to-100 Words – Read it Twice A Day

54. Measure, Monitor, Adjust and Control Based on your results from your actions: Adjust date of completion Adjust action plan Get more training Take the Basic 5 Diagnostic periodically to evaluate progress

55. B5 - Goals To Believe in Your Goals You Must First Believe in Yourself

56. Retailing

57. Retail builds your business Profit Replaces Start-Up Expenses Covers Monthly Overhead Expenses Creates Cashflow Generates Ongoing Business Volume Identifies Potential Business Prospects Builds Belief BV = Weekly Income RETAIL

58. Objective of Retail Create a “repeat customer base” of 10-15 customers that each purchase ≥ 30 BV / 20 IBV of products monthly. Building Share of Customer Retail to Recruit Commit to Shopping Annuity

59. Preparing to Retail Choose a product line to specialize in. Complete list of MA products you use Utilize Home Shopping List Purchase applicable sales aids Use Market America Product Catalog Identify all Partner Stores on your SHOP.COM site that you are currently purchasing from their physical location or online. Attend product trainings and seminars.

60. Code 671, pkg of 20, $5

61. Market America Product Catalog English, Code 668, pkg of 5, $10 Chinese, Code 668CHN, pkg of 5, $10 Spanish, Code SPN668 , pkg of 5, $ 10

62. Keys of Retailing Transfer your buying habits with UnFranchise AutoShip. Be a Product of the Product (you will sell what you use) Develop a Possibility List for Potential Customers for Each Product Line (background info). Matching Products to People and People to Products Tell Your Story (stories sell product) Collect and use Testimonials Get and Give Literature

63. Keys of Retailing Obtain knowledge about your product Implement a Follow-Up System ( 1-3-7-14-21) Lifetime Customer Value Always provide a flyer at point of sale Back Office > Downloads > Support Materials > Sales Aids

64. Build Relationships “People hate to be sold but love to buy” Build Share of Customer Listen – Listen - Listen Keys of Retailing

65. Address and answer any questions Take the Order Create a Preferred Customer Profile if they are not already registered Schedule follow up Repeat Sale Additional product sales SHOP.COM tour Set SHOP.COM as home page Install SHOP Buddy Close Sale

66. Hot Deals Hundreds of Market America’s Exclusive Brands Social Networking ShopBuddy Daily Deals

67. Earn up to 50 percent cash back for purchasing Market America branded products and those from our Partner Stores where you see the Cashback logo Earn ½ percent on eligible referral purchases

68. Learn Your SHOP.COM Site Generating IBV and BV Through Your SHOP.COM Take the time to get familiar with your SHOP.COM. Understand what each menu item represents Learn the stores on your SHOP.COM site Know your tools Gift Certificates and eGifts Comparison Pricing Trends Shop through your SHOP.COM When you are out shopping write down the codes and go home and order the items through your SHOP.COM

69. Show your customers how to find, navigate, and shop products on your SHOP.COM, install ShopBuddy , access My Account, My Lists, eGifts , Trends, Help, Shop All Stores, All Departments SHOP.COM/ yoursitename

70. Invite Friends SHOP.COM/ yoursitename

71. Home Advisor SHOP.COM/ yoursitename

72. MyLists SHOP.COM/ yoursitename

73. Encourage your customers to use the Auto-ship program so they will never run out of their favorite products Promote AutoShip for repeat purchases Save 5% And still get FreeShipping on qualified orders

74. Copy this link and lead everyone to shop at your SHOP.COM

75. Nutri-Physical SHOP.COM/ yoursitename

76. MotivesCosmetics.com/ yoursitename Isotonix.com/ yoursitename GetConquer.com/ usa- yoursitename Global.SHOP.COM/ yoursitename

77. Skin Care Analysis MotivesCosmetics.com/ yoursitename

78. Diet Profile TLSSlim.com

79. POST SALE ACTIVITIES Register as a Preferred Customer Business card front, back PC info Establish a Follow Up System Day 1 - To thank for patronage and inquire about whether they had begun to use Day 3 – To be sure product is being used properly Day 7 – Share testimonial Day 14 – Share testimonial and offer complimentary products Day 21 – Take reorder and get referrals

80. Build Share of Customer through add-on product sales. Take time to teach every customer about how to find, navigate, and shop your SHOP.COM/ yoursitename . Drive traffic to your SHOP.COM/ yoursitename . Tell everyone you know to visit your online business Review Auto-ship program for monthly reorders POST SALE ACTIVITIES

81. Retail Sales Goal 300 BV and 200 IBV Monthly Minimum 300 BV and 200 IBV to a base of at least 10 Preferred Customers ordering 30 BV and 20 IBV per month. C = 30 BV & 20 IBV Monthly Goal for UnFranchise Owner is to generate 100 BV and 15 IBV from personal use Total UnFranchise Owner Production: 400 BV and 215 IBV We will use 400 BV and 200 IBV

82. After Three-Six Months, Earn > $300/Monthly (BV) and Earn $300 every 2 nd month (IBV) Retailing Goal – Base 10, Seven Strong 400 BV & 200 IBV 400 BV & 200 IBV 1200 BV & 600 IBV 1200 BV & 600 IBV 400 BV & 200 IBV 400 BV & 200 IBV 400 BV & 200 IBV 400 BV & 200 IBV 400 BV & 200 IBV

83. Here’s what could happen in an organization with minimum focus on Retailing... YOU Left Right = $600 /month (BV) & $300 /third month (IBV) Each UnFranchise Owner does minimum 50 BV & 10 IBV per month requirement 50 x 50 BV 50 x 10 IBV =2500 BV =500 IBV 50 x 50 BV 50 x 10 IBV =2500 BV =500 IBV

84. YOU Here’s what could happen when an organization focuses on retailing... Left Right Same group – different philosophy regarding the power of retailing. Each UnFranchise Owner has 10 customers using/purchasing 30 BV and 20 IBV, and the UnFranchise Owner uses/purchases 100 BV and 15 IBV = 400 BV/month and 200 IBV/month 50 x 400 BV 50 x 200 IBV =20,000 BV =10,000 IBV 50 x 400 BV 50 x 200 IBV =20,000 BV =10,000 IBV

85. YOU Here’s what could happen... Left Right 50 x 400 BV 50 x 200 IBV =20,000 BV =10,000 IBV 50 x 400 BV 50 x 200 IBV =20,000 BV =10,000 IBV $6,000 /month (BV) $3,000 /month (IBV) = $9,000/month

86. Be a Product of the Product Use the products and have them sitting around “Hey, what’s that?”

87. Retail to Recruit! AND Recruit To Retail!

88. Prospecting, Recruiting & Sponsoring

89. Prospecting, Recruiting and Sponsoring DUPLICATES Your Efforts and LEVERAGES Your Time!

90. - J. Paul Getty - Founder of Getty Oil Company, Philanthropist and by the late 1950s widely regarded as the richest man in the world. “I would rather have 1% of the efforts of a 100 people, than a 100% of my own efforts.”

91. OBJECTIVE Activation Build two sales and distribution organizations each generating in excess of 5,000 BV / 2,500 IBV every week Equivalent to: 50 UnFranchise Owners in right organization generating ≥ 400 BV / 200 IBV per month each (20,000 BV / 10,000 IBV per month) and 50 UnFranchise Owners in left organization generating ≥ 400 BV / 200 IBV per month each (20,000 BV / 10,000 IBV per month)

92. The reason people don’t sponsor is because they do not have any prospects to sponsor! We must prospect and recruit to sponsor!

93. Tools in Preparation for Prospecting & Recruiting UnFranchise Owner Profiles – www.thepowerprofiles.com UnFranchise Magazine Haute Living Magazine Small Flip Chart On-Line Presentation Annual Report m a Catalog Home Shopping List Nutri -Physical ® (print from UnFranchise ® Business login) Specific Product Brochures System Video: Changing the Face Social media accounts: Facebook , Linkedin , Yelp, etc.

94. Understanding the Prospecting, Recruiting & Sponsoring Process

95. Go Now Go Now Go Now Go Now Go Now Go Now Go Now Go Now Sources of Possibilities Customers Names List 300 Try Products Referrals MLM Contacts Acquaintances Relatives Associates: - Work - Clubs - Church - School Ads The Competition’s Ads 3 Foot Rule Daily Routine Gymnasium - College Course - Charity Social Networks Join New: You Only Need 8 Leaders! It’s Strictly a Numbers Game. The Law of Probability Works in Your Favor When Dealing With Large Numbers. 2 “Go Nows” Per Quarter Talk to 1-3 per day 10 prospects/month interested Show Plan to 4 prospects/month Sponsor – 1 per month

96. Leveraging Social Networking to Fill the Funnel Every Social Network functions the same, let us look at facebook . Create an account. Start connecting with people, search for: High School classmates. College classmates. Organizations, associations, or groups that you belong to or have belonged to. Current customers. Reconnect with them, add them as a friend, re-introduce yourself Now the most important step starts, talk with them over facebook and begin the cultivation process.

97. How to increase Base Possibilities Now, let’s look at increasing our possibility list further. Wouldn’t you agree that some of your friends probably remember people that you don’t? Click on a friend. Look at the friends listed on their page to find individuals that you may know . Begin dialog and cultivation process.

98. How to increase Base Possibilities Now, let’s look at increasing our possibility list EVEN further! Look for other possible contacts that you do not know by clicking on their friends Read their profile and wall comments to gather information and find individuals you want to talk to, that you want to build a dialog with.

99. How to increase Base Possibilities Find links and things you have in common within their comments to build rapport Send Friend Request Include message about who you are and your mutual friend and the commonalities/connections that you both share “Hi Sue, we have a mutual friend in common, Jeremy, and I noticed that you’re also into Golf and wind surfing, just thought I’d reach out to say hi. Those are some great shots of you guys windsurfing down in Cabo, bet that was a great time!”

100. How to increase Base Possibilities Remember, this process of cultivation is the same process you would generally use in person. Develop rapport, cultivate the relationship Build on mutual connections and interests Make sure you’re always filling the funnel Contact five (5) individuals per night to build relationships with to fill the “Bean Jar”

101. Possibilities Tracking Sheet Use a monthly activity list (Getting Started Guide) to track who you approach and those in process Track your daily activity Track the next steps with your prospect Tracking is important to monitor your activities and follow-up

102. Monthly Prospect Activity Sheet Talk to 1-3 People per day (minimum 30 per month) Should provide at least 10 new people interested in the business per month Show the Plan to at least 1 new Prospect per week (minimum 4 per month) At least 1 per month becoming a new Independent UnFranchise Owner Use tracking sheet for each month

103. Accountability Sheet

104. Accountability Sheet

105. Accelerating Growth Join A 90 Day Fast Track Team Doing 10-3-2

106. 10-3-2 System Talk to 10 people Can be your names or your team’s names 3 must be off your personal names list Rest from your team Book 3 Appointments 1 must be for you Add 2 possibilities to your names list

107. Building Momentum

108. Building Momentum

109. Start with your 60-200 names Add 2 names per day Possibilities Are Everywhere Every time you run an errand Every time something breaks Every time you buy something Every time you go shopping Every time you do something with family Every time you go out or socialize Every time you drop your kids off at activities Every time you do anything or go anywhere Social networks (Facebook, LinkedIn)

110. S ales or service T eacher, trainer or coach E ntrepreneurs & experience A ttitude, people magnets M oney, people who have it, people who had it and lost it or people who are working toward it STEAMING YOUR LIST

111. Top 10 List After STEAMING your list, now you prioritize the list. Complete a bio sheet on the Top 10. You need to share information on these people. Approaches are determined for the Top 10. Continue to build relationships. Continue to add a minimum of 2 new possibilities per day to your list.

112. Bio Sheet

113. The Key HAVING YOUR ANSWER TO What Do You Do? What Is It?

114. “What Do You Do?”, “What Is It?” CONVERSATION Think in terms of a conversation instead of a presentation or sounding scripted. Have a dialogue with people Just like you dialogue with your friends about their vacation, your vacation, or how things are. Be sure your conversation flows.

115. “What Do You Do?”, “What Is It?” CONVERSATION (cont’d) Your conversation will include your: What Do You Do? What Is It? (appealing description and benefit) 2-Minute commercial (your “Why”)

116. “What is Market America?” Appealing Descriptions Learn to Talk in Themes Product Brokerage Internet Marketing The Ultimate “Online Shopping Destination” The “UnFranchise ® ” Business System

117. “What Do You Do?” Benefits A second Paycheck A college fund Ongoing income Back-up plan Savings & Investment Vacation fund A way to diversify your income Time leveraging Plan B Time freedom Willable Tax savings

118. “What Do You Do?” Developing Your Answer The focus of your conversation should be why you are building and expanding your UnFranchise ® business on the side. You can mention what you do for a full-time career/job, but the primary focus must be your Market America business. Your answer should : Generate interest Have an appealing description of what you do Have a benefit

119. “What Do You Do?” I help people develop their own internet businesses so they can earn significant income part-time just like I do. I teach people how to earn a % of products that move through the internet. I show people how to get paid for shopping online and create an ongoing income.

120. “What Do You Do?” We have partnered with the fastest growing shopping site on the Internet where people are developing backup incomes to help with this economic down-turn. Expanded version By establishing one of these “ UnFranchises ” as we call them, you can earn a percentage of products that move through the Internet. This generates income for the UnFranchise ® owner. It’s the darndest thing I have ever seen!

121. “What Do You Do?” I own an internet marketing business. It’s an amazing way to create a secondary stream of income! I own an UnFranchise ® . Have you ever heard of one? It’s a great way to create an ongoing income! Microsoft has partnered with us. "It's a fascinating hybrid -- a combination of franchising and internet marketing, like QVC and Amazon.com. We are looking for qualified individuals who are looking to create a plan B for themselves, do you know anyone who might be interested?

122. Two-Minute Commercial A two-minute commercial is a testimonial of the real reason WHY you are doing this business accompanied by an appealing description of the business. A way to expand your answer to “What is it?” is by personalizing or sharing your reason for doing the business.

123. Your Two-Minute Commercial (Your Story ) Examples I was sick and tired of living month-to-month on a salary that never seemed to grow. I started this business to create a second income to take the stress out of the month. I knew I needed to have a college fund and I wasn’t saving enough to be sure that I would have the funds when I needed them. I started my Market America business to establish my children’s college fund.

124. Learn Different Approaches Direct Evaluation/Referral

125. You’d be great in my business… If I can show you a way you could earn extra _____ or build ongoing income without giving up what you are presently doing would you take the time to evaluate it? Have you ever thought about owning your own business? Are you someone who keeps your financial options open when it comes to earning additional income? Direct Approach

126. Evaluation/Referral Approach With the Evaluation/Referral: You will not feel like you are infringing on your relationship. The prospect won’t have the ability to have the excuse that they are too busy or not interested as you are simply asking for their help because of who they may know.

127. 6 Components Help Expanding Identify May or may not be interested Right People Evaluate/Help Evaluation/Referral Approach

128. Evaluation/Referral Approaches Hi _____, I thought maybe you could HELP me out with something. I’m in the middle of EXPANDING my business right now. I’m Looking to Identify the right person. You MAY OR MAY NOT BE INTERESTED But you may know THE RIGHT PEOPLE. I need you to EVALUATE what I’m doing so you can HELP me. 6 Components Scripted

129. Who do you know who is _____? Do you know anyone that may be interested in an extra _____ without giving up what they are presently doing? Do you know anyone who may be interested in starting his or her own business? I’m looking for people who realize the importance of having a back up plan. Do you know any motivated individuals who keep their financial options open? Evaluation/Referral Approaches

130. I have a business I’m currently expanding in the area that I would like you to take a look at. I know you’re busy with your (real estate business) and you may or may not have an interest yourself, but you have a lot of great contacts. Once you understand the business concept you may be able to lead me to a few good people. This could be profitable for both of us.” When is it a good time to get together to go over the concepts (overview or show the plan)? Evaluation/Referral Approaches

131. THE PROSPECT VOLLEY SERVE: ANSWER TO “WHAT DO YOU DO” ANTICIPATE THE RETURN VOLLEY (THEIR RESPONSE) KNOW WHERE TO HIT IT BACK

132. 90% Listening 10% Talking FILL A NEED

133. Be Prepared for Questions and Objections! If they are asking “What Is It?”

134. Handling Objections Don’t assume an objection is a, “NO”. An objection is a question in disguise. Answer the objections with a question.

135. Answering Objections Instead of trying to answer objections that a prospect might raise, “I’m quite new and instead of giving you the wrong information I would like you to speak with one of my senior business partners. I know how you Feel , I Felt the same way too, until I got more information and Found ….

136. “Is this one of the Pyramid Schemes?” What is a pyramid? A pyramid is: A payment for recruiting instead of being based on product sales Every corporation’s organizational structure resembles a pyramid. Pyramids are illegal This is a viable, credible, legal, and legitimate business with a proven track record since 1992.

137. “Is this Amway?” “Is this Network Marketing?” What has been your experience with (Amway or network marketing)? We took the best of franchising and networking and eliminated the flaws.

138. “I just don’t have any time.” Acknowledge the comment…Today, no one seems to have time with… Isn’t time the very reason you should take a serious look? Would an extra $_____ a month make a difference?

139. “I just don’t have the money.” Then you really need to look at this business. If you have the desire, this proven business system will work for you.

140. “Most people don’t make money at those things.” “I know someone who tried something like this before.” What do you mean by “one of those things”? This is a “new business concept” that is working for tens of thousands of people just like yourself.

141. “I have to talk with my spouse.” That’s a good idea. When would be a good time for the three of us to get together?

142. “How much are you earning?” “Are you making any money yet?” If you are NEW I am just getting started. I already made my initial start up cost back. I am on my way to earning… If you’ve been in AWHILE Initially I was just using and selling the products, now I am expanding distribution of these products by participating in the compensation plan and earning commissions.

143. “Let Me Think About It.” What will you be thinking about? Time freedom? Earning a significant secondary source of income? You need more information to make an educated decision.

144. “Do I Have To Sell Anything?” Why? Do you like selling? Great, you will love this! Our products sell themselves. People hate to be sold but love to buy, we have what people want and need.

145. “I’m Not Interested” Before Seeing The Plan? I don’t expect you to be. At this point, you don’t even know what you’re not interested in. You need to see how the business works to make an educated decision.

146. “I’m Not Interested” After Seeing the Plan: Which part weren’t you interested in? The money? Time freedom? Timing may not be right for you now. Would you mind if I stay in touch? I know how you feel, I felt the same way until I realized I wasn’t making what I was worth – are you? I’ve got an idea – how about us running this by some people to see if we can make this work for you?

147. Actions/Activities To Use After You Approach A Prospect Peak interest by using: Product Introduction Interview/Overview of the Business Model Showing the Plan ( U nFranchise B usiness P resentation)

148. Actions/Activities To Use After You Approach A Prospect Product Interest SHOP.COM Tour m a Cashback University Concept Home Shopping List m a Catalog Product Information Nutri-Physical ® Try a product

149. Actions/Activities To Use After You Approach A Prospect Interview/Overview of Business Model On-line video clip or intro webinar 1 on 1, 2 on 1 Interview, 3-way Call Group interview (in-home, business luncheon, after work social) SHOP.COM Tour National recruiting calls Sun 8:30 PM, 646-519-5815 ext. 1314# 24/7 – 212-990-6921 (replay) Annual Report Haute Living

150. Show the Business Plan Flip Chart The UnFranchise Business DVD (26 min video) Home Business Presentation UnFranchise ® Business Presentation (hotel) Webinars – recorded or live Actions/Activities To Use After You Approach A Prospect

151. LEARN HOW TO THE PLAN ! SHOW

152. Meeting after the Meeting

153. STARTING THE FOLLOW-UP PROCESS After the presentation say: “What did you like best - the compensation plan, the products or both? “Can you see this as a way for you to achieve?” (their goal) “Did a couple of people come to mind who would benefit from this business?” Book Follow-Up Meeting Meeting after the Meeting

154. SCHEDULING THE FOLLOW-UP APPOINTMENT (either before presentation or before they leave) Always take out your appointment book and schedule the next step, this is your CLOSE! Let’s schedule follow-up meeting to answer questions or get you started

155. SCHEDULING THE FOLLOW-UP APPOINTMENT If it’s to answer questions; Answer questions Get them to lead to their people Sell product Sell ticket to major event If it’s to get them started: Sell ticket to major event Book registration date Get bios of “Top Ten” Possibilities

156. HAVE AVAILABLE PRODUCT AND BUSINESS LITERATURE FOR PROSPECTS TO REVIEW Follow this process through to their decision. If your prospect is still not interested, don’t take it personally. Understand that rejection is a big part of this business. The more no’s you get, the closer you are to a YES. SOME WILL – SOME WON’T – SO WHAT – NEXT!

157. Follow Up & ABC Pattern of Building Depth

158. Follow-Up And Duplication Teaching People To Do The Same Create a customer base of 10-15 that each orders at least 30 BV / 20 IBV worth of product each month. Sponsor two (2) partners every calendar quarter. Purchase at least three (3) tickets to the next NMTSS event. One ticket for themselves Two tickets for two “new” partners or prospects they will obtain

159. As Your Business Develops You Will Have 3 Types of Independent UnFranchise Owners Go Now – 20% 2. Stable 3 . Waiting 80%

160. Sponsoring Responsibility Bring Independent UnFranchise Owners in properly. Be sure your new Independent UnFranchise Owner learns the proper principles, fundamentals, tasks and activities to ensure his/her success. Establish accountability. Performance evaluation Follow the MPCP

161. Tool to Use As A Guide with Your New Independent UnFranchise Owner ENGLISH MANDARIN SPANISH

162. The Getting Started Guide is your roadmap for your first year of being an UnFranchise Owner. Follow this plan to help ensure your success. Follow The Getting Started Guide

163. First Meeting Complete Independent UnFranchise Owner Application & Agreement Register for UFMS Complete initial order including tools and sales materials Register for UnFranchise AutoShip Complete Forms 1001 and 925 Purchase ticket to International Convention or World Conference, and/or NMTSS Event in area Sign-Up complete UnFranchise Registration

164. First Meeting Use Rep ID and password received in welcome email to access UnFranchise ® Business Account Go to “Website Admin” Designate IBDC (001) Designate “Auto” IBV Placement (002 & 003) Designate “Auto” BV Placement (002 & 003 ) Name your SHOP.COM Set-up New Business Partner’s SHOP.COM

165. Utilize Getting Started Guide Q-date Form 1000 Review quarterly dates Review dates form needs to be completed quarterly Review NMTSS Calendar of Events Set dates for attending trainings UnFranchise ® Business Presentations Basic 5 New UnFranchise Owner Training (NUOT) Executive Coordinator Certification Training (ECCT) Local Seminar , District Conference, Regional Convention World Conference, International Convention Homework (names list, goal statement) First Meeting

166. Create a Possibilities List of 60-200 names Homework

167. Second Meeting Develop 10 Customers Develop game plan to develop 10 new customers Introduce products to 2 new customers weekly in your first 90 days. 2 people x 12 weeks = 24 people This should develop 10 repeat customers Getting Started Guide

168. Develop 10 Customers (cont'd) Set Dates to expose product(s) Product Previews Natural Health Seminar Motives ® Preview Second Meeting Getting Started Guide

169. Second Meeting Getting Started Guide Develop a game plan to approach your Top 10 prospects Objective is Activation Review: Possibility List Develop Bios on Top 10 Develop your Answers to “What do you do?” “What is it? “Two Minute Commercial” Decide on Approaches for Top 10 (GSG)

170. Second Meeting Set dates for 3-Way Calls Home Business Presentation Two-on-Ones Spend remaining time reviewing SHOP.COM and UnFranchise ® Business Account.

171. Tasks to Accomplish In First 90 Days Listen to audios on your MP4 player – DAILY Order business cards Learn your SHOP.COM Familiarize yourself with UnFranchise ® Business Log-in Utilize corporate web sites UnFranchiseTraining.com – training modules ExploreSupplements.com ThePowerProfiles.com Read Career Manual

172. Accountability “Daily” Measure your daily “PROSPECTING” activities.

173. Weekly Goal (Five Days/Week) Listen to audios daily. Read goal statement 2x’s per day. Develop a customer base of 10-15 (initially create 2 new customer weekly). Follow-up with your customer once per week (increase number of products customer is purchasing).

174. Weekly Goal (Five Days/Week) Add two names daily to your Possibilities List. Talk to 1-3 people a day about the business. 1 of 3 must be “new” from your Possibility List! Show the plan to a “personal prospect” once per week. Follow-up with your prospects. Book one appointment per day.

175. Accountability “MONTHLY” Measure your monthly business goals on the “12 month Action Plan and Accountability sheet” (GSG) .

176. Ongoing Steps to Success Order at least 100 BV / 15 IBV personally each month for personal use Maintain 10 Customers ordering at least 30 BV / 20 IBV per month Show or see the business plan once a week Personally sponsor 2 per quarter Attend 1 training per month (local seminars, district conference, regional convention) Attend Market America’s World Conference and International Convention annually Participate on a go now/fast track team, challenges, President’s challenge, Master UFO program

177. The Master UFO Program A Structured System For Financial Success BECOME A PROFESSIONAL & MASTER THE BASIC 5 Download the Master UFO Booklet from UFMS: Downloads → Administration → View Documents Select Master UFO Booklet

178. Sponsor and Work with Your “Go Now” Independent UnFranchise Owners Contact them at least once a week (call 2 per day) Track their progress Chart the groups growth Keep a copy of their 90-day action plans Conduct weekly conference call Conduct coring once per month Qualify quarterly for Master UFO For each leg you are building keep track of your top Go Now Independent UnFranchise Owners

179. Assist Go Now UnFranchise Owners through their first 3 levels of duplication – they should then be able to take over as a leader ABC PATTERN OF DUPLICATION

180. Key Success Factors of the ABC Pattern When doing the ABC Pattern you can let someone sign up at any point once they have lead to people that are interested in the business. The key to the ABC pattern is to always book a follow up and a meeting in the next new person’s house/location. Answer questions/provide more information Show the Plan (to them and/or people they believe have an interest) Get Started

181. C A1 B1 A1 B1 C1 C1 YOU SENIOR PARTNER B A A C B A, B, C, etc. are Go NOW UnFranchise Owners ABC Pattern of Duplication & Building Depth

182. Stumbling Blocks in the Business Not personally prospecting and personally sponsoring Not selling ticket to new UnFranchise Owners Not listening to audios Not building repeat customer base Not showing the plan Waiting for an UnFranchise ® Business Presentation Not plugging into a B5, NUOT or Specialized Trainings Spending too much time with Stable & Waiting UnFranchise Owners Not using the Getting Started Guide No follow up, lack of scheduling/planning (lack of discipline)

183. The ABC Pattern It duplicates through “GO NOWS” who are seeking to master the B5. Teach everyone to master Follow-Up and ABC Pattern of Building Depth. After each meeting, schedule next step. Make sure the people you are holding the meeting for GO WITH YOU. Remember, it never unfolds perfectly.

184. THE ABC PATTERN GIVES YOU… SUCCESS GROWTH PROGRESS TIMING IT TAKES THE CHANCE OUT OF IT! CONTROL OVER YOUR

185. The ultimate leverage Work multiple legs per night in local geographic area Recruit, train and retain all at the same time Builds momentum Working Combinations

186. YOU Outcome: You are working two organizations in one night! COMBINATIONS Must Be Activated To Work Combinations Home Business Presentation Feb 29 002 003 March 15 Karen Tampa, FL Bring New Person to Follow - Up Bring New Person to Follow - Up Thomas Sarasota, FL Home Business Presentation

187. NMTSS Events Also Allow You To Work Combinations LOCAL SEMINAR LOCAL SEMINAR Largo, FL YOU 002 003 Karen Tampa, FL Sarasota, FL UNFRANCHISE BUSINESS PRESENTATIONS UNFRANCHISE BUSINESS PRESENTATIONS DISTRICT CONFERENCES DISTRICT CONFERENCES REGIONAL CONVENTIONS REGIONAL CONVENTIONS PLUS GUESTS PLUS GUESTS PLUS GUESTS PLUS GUESTS PLUS GUESTS PLUS GUESTS Thomas

188. COMBINATIONS YOU 002 003 PS PS NEW PS PS April 10 Follow Ups NEW PROSPECT TO FOLLOW - UP BRING NEW UNFRANCHISE OWNERS FOLLOW PS BRING NEW PERSON TO FOLLOW - UP Home Business Presentation

189. Start by Doing It In Your Region CROSS-POLLINATION STRATEGY

190. YOU 002 YOU 003 NJ DE YOU 001 NJ DE MD PA MD PA New Jersey Delaware Maryland Pennsylvania CROSS-POLLINATION STRATEGY

191. Then Expand Nationwide CROSS-POLLINATION STRATEGY

192. YOU 002 YOU 003 Motives ® Web Sites YOU 001 Motives ® Web Sites TLS ® nutraMetrix ® TLS ® nutraMetrix ® Motives Web Sites TLS ® nutraMetrix “ma University” CROSS-POLLINATION STRATEGY

193. Year 1 End – If each UFO Personally Sponsored 2 Per Quarter – 1 Q: 2 = 2 2 Q: 2 + 4 = 6 3 Q: 2 + 4 + 12 = 18 4 Q: 2 + 4 + 12 + 36 = 54 Total = 80 (40 Left and 40 Right) Year 2 End- If each UFO Personally Sponsored 2 Per Quarter – Total = 6,560 Equals $1,500 - $2,100 or more per WEEK RESIDUAL! 50 people in each organization @ 400 BV / 200 IBV monthly = 20,000 BV / 10,000 IBV monthly (each side) Understand the Compounding Effect of Duplication In Our 2-3 Year Plan

194. Basic 5 (B5)