Welcome to - DOC 3

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					     Welcome to
Com-Quest Marketing, Inc.
        Congratulations! This is just a guide we have put together to help you transition
into our fast paced environment a little easier. Remember: Advancement is based upon
your own potential. The more you ask…the more initiative you take…the more quickly
you move up!

Table of Contents:

   I.      General Office Procedures & Rules
   II.     Business Fundamentals
   III.    Basic Concepts
   IV.     Goal Setting
   V.      Company History
   VI.     Advancement
   VII.    Finances
   VIII.   Leadership Questionnaire
   I.      General Office Procedures & Rules

Dress Code:
        Men: Coat and tie or suit in office. Proper polished dress shoes only, no hiking
boots, tennis shoes or sandals. No jean or chambray dress shirts. Clean-shaven or neatly
trimmed beard and mustache – no stubble.
        Women: Suits and jackets are preferred. Short sleeve and cap sleeve shirts are
acceptable in the field; however, jackets must be worn in the office. No halter tops,
spaghetti straps or tank tops unless a blazer is worn all day. Dresses or skirts should be
three inches above the knee or longer. Stockings or hose are required if the skirt is above
the knee. No sandals or flip-flops allowed. Mules and sling-backs are permitted. No
jean material of any type (dress, skirt, etc) allowed. No tennis shoes or hiking boots.

Note: Badges must be worn in a high, visible place for customers to see.

Atmosphere:
     Why it is important:
         Safe place from any negatives
         Prepares you for the day by:
                   Setting goals
                   Practice pitching (getting the marbles out)
                   Evaluating and learning
     What to do:
         Listen and learn from others
         Share your goals
         Teach others what you have learned
         Maintain a positive attitude (never bring up negatives in atmosphere,
                   instead discuss them with your leader)
         Never lean or sit down – stay energetic!
         Have fun!

Ringing the Bell:
      Why we do it:
           Creates excitement
           Sets the pace for the office
           Gives positive recognition

Maintain Great Attitude:
      Why it is KEY:
          Great Attitude = Great Results
          Bad attitude brings others down
          Great attitude rubs off on others



Be Prepared
          Restock all books with materials before leaving at night
          Never take books or badges home
          Take care of all personal errands before going into the field
Posi-negatives
       What is it?
             A negative used to describe a positive, said in atmosphere
             Example: Even though I had a flat tire, I still had a juicy day.
       Why don’t we use them?
             It detracts from the positive aspects of our day
             It can cause others to focus on the negative
Note: It is perfectly okay to talk to a leader privately about any negatives that may have
occurred throughout your day.

Supplies & the Supply Closet
           Each week a different leader is in charge of supplies, if you need a
             particular item, please let them know.
           Do not, under any circumstances, venture in to the supply closet. Only
             managers and administrators are allowed inside the closet; if you think
             you need something from there, please let one of the managers or
             administrators know.

   II.     Business Fundamentals

         In order to succeed at anything, one must have an idea of how success might look
before one can experience how success truly feels. Here are a few of the concepts, tools
and factors that have created the leaders in our company. Your goal should be to become
a success at this business, so study this and strive for excellence in each area by setting
goals. After every effort to hit that goal, whether the outcome is success or perceived
failure, ask yourself “what’s next”. The only definition that can be offered for failure is
“discontinued effort” which in simple terms is nothing more than giving up. If you are
honestly committed to “what’s next”, then you will reach potentials you’ve never
imagined. Your achievements will be the testament to how powerful you truly are and
you will not be denied the financial and personal freedom you seek.

 Law of Averages (LOA):
        If you are to understand the business, then it is crucial that you understand the one
thing from which all business is derived. Every business that creates some kind of
income has one law and it is the law of averages (LOA) – more equals more! If you
truly understand this enigma, then you will understand why failure never really existed.
If you keep doing something, eventually every possible outcome occurs. Repeat what
benefits you and you will control the LOA to give you the best outcomes. Repeat what
“fails” you and the LOA gives you nothing but what you see as a failure. Hence, set your
goals and be committed to replace what fails you with what benefits you and you will
experience progress. But, set your goals without knowing what “fails you” or without
committed intentions and you will experience continued failure. Worse yet, set your
goals and continue to do what “fails” you knowing it “fails” you and you will experience
regression. To assist yourself in gaining the best results from the LOA, it is important to
remember, “Positive attitudes produce positive results”! Play your game hard and
smart and you can’t lose. Just keep going! The law of averages promises that you will
succeed eventually.
    III.    Basic Concepts                     8 Steps to Success
                                               1. Have a Great Attitude (The more
5 Steps                                            excited you are the, more fun you
1.      Introduction                               have, the more people like you and
        SEE Principle                              will sign up with you.)
        CPR                                    2. Be on time (If your not five minutes
2.      Questioning                               early, your late.)
        3 Q’s: Qualify yourself, your          3. Be prepared (Are you ready to win?
           product, your customer                 Do you have gas in your car, money
        Reduce skepticism                         in your pocket, paper and pen?)
        Build impulse                          4. Work a full day (How long was your
3.      Presentation                               lunch today?)
        Kiss principle                         5. Work your territory correctly (to the
        Paint the picture                          right).
        Sizzle the deal                        6. Maintain your attitude (You’re
        Bullet theory                             probably going to hear no today, but
        Listen to the customer                    you already knew that.)
4.      Close                                  7. Understand your opportunity
        Take control                           8. Take control (just step outside of
        Assume the deal                           your comfort zone and do it.)
        Always be closing
5.      Preserve                               Successful Traits
        The client’s name.                     Positive Attitude
                                               Speaking consciously
Impulse Factors                                Confidence
Indifference: The attitude of “You             Problem solving
want this or not, either way I got to go!”     Professional image
Jones Effect: Bandwagon, “Everyone             Being thoughtful
else is doing it!”                             Team player
Sense of Urgency: “You don’t have the          Willingness to learn
time, I don’t have the time, let’s just take   Willingness to help
care of this now!”                             Ability to prioritize
Fear of Loss: Every day is your last day       Ability to Communicate
in the territory!
                                               Requirements for trainers
Territory Tools                                Attitude – a no problem attitude
Don’t prejudge!                                Responsibility – can you be counted on?
Saturate                                       Leadership – set the pace/be a problem
Work the side streets                                 solver
Keep a tight call back sheet (This is your     Income – practice the art of making
        roadmap, it show’s you where                  money
        you’ve been and where you need         Consistency – don’t just do it…be it
        to go.)                                       24/7
Work “tight to the right”
No bum territory, only a bum in the
        territory.
Extra mile
“He who goes the extra mile, always leads the race.”

Intensity             Selflessness          Share
Determination         Integrity             Help
Desire                Risk                  Teach
Confidence            Humility              Give
Focus                 Pride                 Listen
Passion               Appreciation          Study
Honesty               I Can                 Learn
Work ethic            I Will                Relate
Standards             I Did                 Aware
Dedication            Challenge             Alert
Vision                Respect               Alive
Willingness           Power                 Know
Purpose               Freedom               Win
Commitment            Experience            Be!

Whatever it takes…no matter what it takes…be the reason it is done!

   IV.      Goal Setting Worksheet

I. What is a goal?

II. Type of goals:
    Business:
       Short-term

         Mid-term

         Long-term

   Personal
      Short-term

         Mid-term

         Long-term


III. Purpose of goals:
           1. So you don’t get lost!
           2. To check your progress!
           3. To challenge yourself!
           4. To serve a greater purpose!


The key to measured growth in anything is to set goals and hit them, period!
Setting Goals
    1. Goals must be concrete
         Set your goals based on measurable feats
         Be exact, no “between this and this”, no maybes, no kind ofs
    2. Goals must be believable
         How sacred is that goal to you? How bad do you really want it?
         Do you want it worse than air?
         If you want to put some weight behind your goals, write or say “no matter
          what” after every stated or written goal. Example, “I will be on time no
          matter what.”
    3. Goals must be achievable
         Do you have the resources and/or understanding to set the goal?
         You can’t get to management if you do not know how to get to management.
         Throughout your life (parents, teachers, friends) have told you “you can’t”
          and you listened.
         No matter what, you will never truly know, unless you truly do!

IV.    Company History

(This is simply a general overview of the company…obviously there is much more to our
history and lot more to what we do and who we work with. This is just to get you started;
more will be explained in the Pre-Management meeting. If you don’t feel like waiting,
just ask.)

Our parent company is Cydcor, Ltd. based out of Westlake Village, CA. Original begun
 in 1994, Cydcor, Ltd. has managed to expand into over 150 locations nationwide and
             in 23 countries. Our main focus is on expansion and growth.

          Avie Roth, our founder, based the company on three basic principles:
                                    No investment
                                     No prejudging
                                      No seniority




Find out about these people:
       Avie Roth                            Julie Edmonds
       Larry Tenebaum                       Michelle Smith
       Derek Colantonio                     Ed Cunliffe
       Mark Kernan                          Connie Black
       Brad Park                            Josh Schaffer
       John Wiggins                         Daniel Kim
       Paul Gadreau                         Russell Nolen
       Barb Schwartz                        Jim Rothermel
       Brandie Rucks                        Jamie Hepp
       Matt Osborne                         Heather Herman
       Michael Sessions                     Jessica McCann
   V.      Advancement

Account Rep
Even though the key to our business is management, the most valuable role is that of the
Distributor. It is the base of our program and is where every aspect of business
ownership is formed through proper working habits. A distributor successfully
implements the following to proceed to the next phase:

       A successful business attitude
       The 4’s, 5’s, and 8’s – fundamentals of our business
       Reliability – on time and prepared every day
       Communication skills
       Getting good at building relationships in atmosphere as well as with customers
       Confidence in your situation and your business
       Goals – willingness to work hard and go the extra mile
       Image and professionalism
       Self-reliance/self-motivation
       Consistency

The emphasis of this phase is developing the necessary skills early in your career that
will build profitability. This is also where you begin to teach and motivate others in
preparation for the next phase.

Campaign Manager
The leadership phase is important because this is where you grow as a person and learn to
develop others. The biggest step forward in this phase involves learning how to teach
and motivate others as well as the following:

    The recruiting process – to explain and relate the business to others while
     evaluating their potential.
    Replacing yourself – building a crew of distributors and leaders
    Teaching and retraining others
    Using attitude and distribution skills to excite others
    Leadership role – being a positive role model/set an example
    Developing a team:
        o Keeping a manual of your team’s progress towards goals
        o Meeting with team members
        o Building relationships
    Running road trips
    Managing campaigns
    Teaching the techniques of the business through impacts
    Profitability – saving money
    Maintain image and professionalism
    Establish goals and follow through to completion
    Building a team of four leaders
    Leading 2 successful road trips
    Pushing production of $4,000 for 2 consecutive weeks (entire team production)
Assistant Manager
In this phase the focus is on business management skills such as money management,
recruitment advertising, working on the client side of the business, and learning to
manage larger groups of people.

    Fine tune motivational skills
         o Morning Meetings
         o Impacts
         o Leaders meetings
         o Opportunity meetings
    Learn and know all aspects of administration, banking, client services, and
     customer service
    Learn and understand the recruiting process
         o Advertising
         o Phones
         o Interviews
         o Final Interviews
    Learn the role of the administrator
    Learn the functions of Cydcor
    Continue to develop team and replace yourself
    Start to make arrangements for your own office
    Earn overrides from your team’s production
    Save at least $10,000 for management
    Stay in contact with other assistant managers/owners

Owner/Manager
Congratulations! Now is the time to run your own show. You set the standards; you
make the decisions, motivate the guys and reap the process.

      Set up your own office.
      No franchising fees.
      Unlimited potential to develop and promote new owners
      Unlimited support from Cydcor and Com-Quest Marketing in day-to day
       situations.
   VI.     Finances

Budgeting
Five Keys:
        Establish a break even point
        Over estimate expenses
        Be realistic
        Set attainable goals
        Ask for help

Expenses
Keep track of everything:
        Mileage
        Gas receipts
        Food receipts
        Supplies
        Car maintenance
        Any type of business expense

Pay Period
Checks are bi-monthly
A certain percentage (different for each client) is held in reserve for rejects. The money
       is returned after a set period, if no rejects have occurred.
   VII.      Leadership Questionnaire

Each item must be filled out and initialed by the leader who answered the question,
before you can be promoted. Turn this section into the manager when it is complete.

The Eight Great Work Habits
Have a good attitude


Be on time


Be prepared


Work a full day


Work territory correctly


Maintain a good attitude


Understand the opportunity


Take control


“There are two speeds to the business, not getting the job done and excellence.”
          – Brad Park

Five Steps to a Conversation
Introduction


Short Story (increases impulse, decreases skepticism)


Presentation


Close


Rehash


Notice that it says conversation, not pitch. Talk with people and build a relationship.
Four Factors of Impulse
Jones Effect


Indifference


Fear of Loss


Sense of Urgency



The 4, 5, and 8 relate to every phase of the business. Once you understand and apply the
4, 5, and 8, you will be successful.


What is the point of atmosphere?
Morning-


Evening-



What are some commonly used acronyms?
S
E
E

K
I
S
S

J
U
I
C
E

R
R
R

C
P
R
Theories
Mountain Climber




Gumball Theory




QVC (Home Shopping) Theory




Attitude=100%




Confidence vs. Close




Bullet Theory




Impulse Curve




Attitude Curve
Miscellaneous
Controllables and Uncontrollables




Rehash Techniques



Stop Sign



Developing a proper image



Professionalism



Break Down Days

				
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