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Do it Different - Do it Better - Be More Effective




              Friday, April 22, 2011
                   3:00pm – 9:30pm

                     Hilton Hotel
                   6360 Canoga Ave.
                  Woodland Hills, CA.
Your Professors for this TC University


 Professor           Years in industry

 Sandrine Kolker            4

 Doug Kolker                4

 Rob Northington            13

 Joel Frager                15

 Gayle Northington          17

 Jerry Kolker               17




                                         2
                                    Curriculum
Schedule                                Venue            Speaker             Time

Introduction of your Professors         Auditorium       M.C.                3:00-3:15

4 Basic Skill Sets                      Auditorium       Rob Northington     3:15-3:45

Piquing/Inviting in Both Your
Warm and Cold Market                    Auditorium       Joel Frager         3:45-4:10

Audience Practice/Role Playing          Auditorium       M.C.                4:10-4:20

Presenting the 1-10 Box by Box          Auditorium       Doug Kolker         4:20-4:50

Closing/Overcoming Objections           Auditorium       Rob Northington     4:50-5:20

Audience Practice/Role Playing          Auditorium       M.C.                5:20-5:35

Cushion                                                                      25 minutes

Dinner Break                            Auditorium                           6:00-6:45

Women’s Forum                           Auditorium       Gayle Northington   6:45-7:30
                                                         Sandrine Kolker

Men’s ETL/TC Breakout                   Lounge Area      Joel Frager         6:45-7:30
                                                         Doug Kolker

Men’s QTT/ETT Breakout                  Lounge Area      Jerry Kolker        6:45-7:30
                                                         Rob Northington

The Psychology of a Proper Launch       Auditorium       Doug Kolker         7:30-8:00

Taprooting/List Building & Management   Auditorium       Jerry Kolker        8:00-8:30

Team Etiquette/Working a Room
Before and After the Meeting            Auditorium       Joel Frager         8:30-9:00

Psychology of Recruiting/
Becoming a Mentor & Coach               Auditorium       Jerry Kolker        9:00-9:30

Master of Ceremonies:                   Greg Chard
Audio/Visual:                           Robert Griffin
Videographer:                           Lance Schmidt
                                    The 4 Basic Skill Sets
                                                                                         3
                            The 4 Basic Skill Sets
                                       Professor
                                   Rob Northington


 The 4 basic skill sets that must be learned, and mastered, to be successful in network marketing.

        Piquing / Inviting - Presenting - Launching - Coaching / Mentoring


       The first 3 can be learned quickly. The 4th takes time and experience
       All 4 must be mastered.
       These are the true building blocks of your business.

Before anything can happen in your business somebody must be piqued. Before you can expose
somebody to this business, they must be invited to a presentation. Before you can sponsor
somebody, they must be presented to. Before a new Partner can start to build a business, they must
be launched. Before a new Team can blossom and grow, somebody needs to be coached and
mentored.

NOTES:_______________________________________________________________
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    Never stop working on each of your skill sets.
    Never stop teaching each of the 4 skill sets.
    Mastering these skill sets will set you free from having to rely on others to build your
     business.
    Mastering of the 4th skill set will set you free from having to be present for everything when
     your organization starts to really grow.

NOTES:________________________________________________________________________
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                                                                                       4
                  Piquing / Inviting / Recruiting
                   in Warm and Cold Markets
                                      Professor
                                     Joel Frager
                RECRUITING: WARM & COLD MARKET

RECRUITING IN YOUR WARM MARKET:

   1.    Excited-Trump-May-Listen: “I‟m excited about something.
         Donald Trump is endorsing it. It may or may not be for you. But
         would you take just 2 minutes to listen?” (Edify upline expert &
         pass for 3-way call.) Other Options: “Do you still keep your
         business options open, Yes or No?”, “Are you open to evaluating a
         way to make money outside of what you are currently doing?”
   2.    PBR: ”I just found a way to get paid when people use a cell
         phone, or watch TV...You‟ve got to see this! (Time/Location). Can
         I count on you to be there?” OR ”I just saw something amazing
         that Donald Trump is endorsing and trust me, You want to hear
         about this brand new technology. (Time/Location). Can I count
         on you to be there?”
   3.    PBR (Story): “Hi _____. Do you have a minute? (Pause) Do you
         look at other ways of making $$? I looked at my situation (Share
         Your Why) so I started looking for something. I found a company
         dealing w/new technology. I met one of the top people in the
         area. His name is _______ He will be at my house (Date/Time) to
         explain the business plan. Can I put you down as coming?
         Someone will give you a call to confirm.”

If they ask questions:
“It has to do with telecom, energy, and Donald Trump.” Or,
“I was just introduced to it myself, all I know is its new technology
and Donald Trump is endorsing it. Come see for yourself.”
OR
“I‟m brand new & don‟t want to confuse you, but those questions will be
answered during the presentation (Date/Time).”

RECRUITING IN YOUR COLD MARKET:

Sample environments for piquing/recruiting:

Public transportation; Lines (banks, grocery store, etc.); Restaurants (or
anyplace where service is offered); Social functions: parties, weddings,
etc.; Social networking: Facebook, LinkedIn, etc., „The Past‟:
www.classmates.com, college alumni, MyLife.com, anywho.com,
whitepages.com, etc.; Hotels w/business meetings, convention centers,
home shows, garden shows, “any” shows, seminars, etc.; Existing

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customers; Business Cards: Bulletin boards, fishbowls, public sites;
Everywhere else on planet earth: Collect cards—you never know where
ACN will go next.

Cardinal Rule: A pique is not a pique unless you have acquired the
person‟s name and telephone number (and set up a follow-through time).

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Sample scripts in differing environments:

Setting: You‟re waiting outside to get in to a restaurant, or you‟re in a
long grocery store line, etc. Can also be used at social functions, parties,
etc.
Make conversation: “nice night”, “great weather”, “you‟ve eaten here
before?”, “can you believe what they want for food prices anymore?!”—“I‟m
____, nice to meet you.” ….”what do you do?” …. Ask: “where do you live”
or “where are you from”…. and then, when it feels right… YOU SAY: “NO
KIDDING! THAT‟S EXACTLY WHERE I‟M BUILDING (or, expanding) MY
BUSINESS!” Almost always, you will get a reply like, “What exactly do you
do?”
IF NEW: “I‟m working directly with a team of people who are
spearheading the expansion of a nearly billion-dollar company in your area.
They are actively looking for key people, part-time, to develop this
marketplace….Do you have a business card? (If not, simply pull out your
Day Planner and ask for their name & cell number WITHOUT HESITATION—
they will almost always give it to you if you speak with conviction and
authority.) CONTINUE: I‟d like to pass along your name to my senior
partners. I‟m sure they‟d like to contact you with some information about
what we‟re doing. Would (A or B) be better for you to receive a short call?
(ALWAYS MAKE THE OPTION AN “A” OR “B” CHOICE, NOT A “YES” OR “NO”
CHOICE.)….Now would be an ideal time to give a DVD if you have one on
you (you should always have one on you!) Make a friendly goodbye and
remind them of your name so they remember you when you call back…
IF YOU ARE A PRESENTER: “I‟m spearheading the expansion of a nearly
billion-dollar company in your area. I‟m actively looking for key people,
part-time, to develop this marketplace….Do you have a business card?
(Continue as above, but You make the follow-through arrangements.)

Setting: Your waiter is giving you great service in a restaurant.

Make conversation between courses: “what‟s good on the menu
tonight”, “has it been busy or slow lately”, KEY: Compliment the service (if
truly worth it). Ask: “How long have you been a waiter?”, “Do you enjoy
what you‟re doing?”, “Do you do this full-time, or part-time to supplement
your career?, etc…..Then, when appropriate, say: “You‟ve been
                                                                           6
outstanding tonight. You have the exact personality I‟m looking for in my
business (or, if new, „my partners are looking for‟). Usually, that leads
to: “What type of business is that?” Use language as above.
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Setting: You obtained a business card from a bulletin board, etc.

Say: “Your card was passed along to me. I‟m not a telemarketer or
salesperson…This is an inquiry call.” then continue with, “I‟m working
directly with a team of people who are (or, I‟m) spearheading the
expansion of a nearly billion-dollar company in your area. They are (or, I
am) actively looking for key people, part-time, to develop this
marketplace….then ask: “Do you have 90 seconds so I can thumbnail
what we are looking for?”
-
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_____________________________________________________

Setting: You are “digging deep” into your past (high school, college,
former job, etc.)

Say: “Hello, is this _____? This is _____. You may remember we went to
________ together (or similar). I know it‟s been a long time, but I went to
great lengths to find your number. I hope this call finds you doing well and
I want to catch up with you, but I also want to be up front that this is a
business call…. ______, I‟m working with (or, I‟m spearheading…)…
(continue with earlier language). I‟m making an inquiry call to see if
you might have interest in what we‟re doing. I remembered you and
thought you could be a real asset to my (our) expansion team. Do you
have just 90 seconds?” Then, edify upline expert, or continue if you are
expert.

Setting: Recruiting in delicate (perhaps, religious) circles or where there
could be a possibility of „conflict of interest.‟

Say: “_____, do we know each other well enough to discuss a business
matter? Are you absolutely sure?” If positive to BOTH questions, do NOT
discuss in church or existing job location. Make arrangements for „after
hour‟ call and get cell/home number. If even the least bit negative, DO
NOT CONTINUE. It‟s not worth losing your job or damaging „spiritual‟
relationships over a business opportunity.

KEY: THE FORTUNE IS IN THE FOLLOW-THROUGH.
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____________________________________________________________
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Who to recruit? a) Reds: People you look up to (chicken list), b)
Greens: People who are your equals, c) Blues: People who look up to
you.

Concentrate on your “reds”:
Use the “opinion” approach if you are timid: “I respect what you have
accomplished and would greatly value your opinion on something that was
passed along to me.” (Give DVD/Success mag and arrange follow-through
within 24-48 hours—48 HOUR RULE!!!). OR, PREFERABLY,
Use a “strong” approach: If new, say: “I think you are aware how
much I respect and admire you for your accomplishments. But, I just had
to call you because recently I was introduced to a person who reminded me
so much of you, except this person is a major player. I just felt that if you
two ever met, sparks would fly, and you could make a lot of money
together. I am not exactly sure what this person does, but I just know you
two have got to meet.” CONTINUE: “I told this person about you and he
asked if you would clear just a few minutes to talk via telephone….” If
positive, arrange 3-way call.

Finally, always ask for REFERRALS. “WHO DO YOU KNOW?”

“I realize that timing isn‟t the best for you to be a part of our expansion at
this time, but WHO DO YOU KNOW that, in your opinion, would be perfect
for what we‟re doing?” (Allow for response, although often you won‟t get
one at that moment.) Then, “I‟d like to ask a HUGE favor. I‟d like to call
back tomorrow at ___ or ___ and get just 3 referrals from you. Can I
count on your support in this small way?”




NOTES______________________________________________________
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                                                                                 8
                    Presenting the 1 – 10 Box by Box
                                         Professor
                                        Doug Kolker

              The 1 – 10 is designed to tell a story.

              The order of the information is designed so that one box builds on the next.

              The 1 – 10 is visual for ease of understanding and, EMPHASIS.

              The prospect is also learning that they will have a tool to help explain the ACN
               story

              To present the 1 – 10 effectively, you must become intimately familiar with it.

              What you don’t say can be just as powerful as what you do say.

              It should never take you longer than about 15 to 20 minutes to cover the 1 – 10.


        NOTES:__________________________________________________________________
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                                                                                      9
               Closing / Overcoming Objections
                                           Professor
                                        Rob Northington



Be Passionate, Urgent, & Excited, Have Posture, Smile!

Fear of Loss!!
Closing isn't something that just one person does...it’s a group effort. The process of
closing starts when the person gets the INVITE & with Edification
_________________________________________________________________________
_________________________________________________________________________
_________
Know Who You are Presenting To…find out about them and their reason why
_________________________________________________________________________
_________________________________________________________________________
_________________________________________________________________________
______________

Closing is Based on a few questions in the prospects mind
       -Does this make sense?
       -Can I do this?
       -Will this help me get my why?


Edification is the key component- done before introduction
        -It is critical to teach a new representative proper edification at the launch and also
        edify the key players of the new reps team
        -New Rep=No income, no story, and no documentation
        -New Rep must borrow someone else’s (upline, sideline, downline) credibility to
        provide the platform to close guests
        -Most powerful person in room is the presenter
        -Introduce your guests to presenter
                 -Presenter can help edify the seasoned closer
                 -Presenter will most certainly close your guests
        -Know the stories of your leaders
        -Ensure you are edifying the leaders who will be following up and working with the
        guests during the positions in the 1-10 Overview.
        -For first PBR’s, edify the opportunity to be one of the new reps first 3 positions.
―We are excited to be working with Marissa. Here’s what I can tell you. Marissa’s first 3
positions are gold. We have identified Marissa as a key player here in the marketplace and
she will be a Team Coordinator in the next 6-12 months, no questions asked. What that
means for her first 3 business partners is that you will be a third of the way to Team
Coordinator with Marissa’s efforts because I know she is going to get it done and to work
directly with Marissa would be a very good decision for you.‖

                                                                                            10
The goal of the closing process on the first exposure is to move the guest as far along
in the closing process as possible.
_________________________________________________________________________
_________________________________________________________________________
_________________________________________________________________________
_______________

PBR Closing
―There is a reason why you saw this today, and let me tell you why.
Fear of Loss Bonus
Fear of Loss Technology and Company
Fear of Loss the Apprentice
Fear of Loss Gas Electric
Fear of Loss Team-―In this industry, you are as good as the team you are on. The good
thing for you, is you are on a proven team. If this even remotely interests you, you need to
be there Saturday, so let us know if you are going to be there so we can save you a seat‖

The most common objections should be already answered during the presentation
At the end of the PBR, the guest is going to ask questions until they hear something they
don’t like. It is important for you to ask the qualifying questions, not the guest.
_________________________________________________________________________
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____________________
“Someone convinced against their will is of the same opinion still.”
        -We are not in the business of convincing people to get involved with ACN.
        -The reps who are ―hard‖ closed often will have regrets and cancel
        -Promote for the next exposure to give guest more information to have the
        confidence and knowledge to get their business started.
_________________________________________________________________________
_________________________________________________________________________
__________
ACN is duplication. The brand new representative can always promote the second
exposure. Allow the BOM and Saturday training to close your guests.
_________________________________________________________________________
_________________________________________________________________________
_________________________________________________________________________
_________________________________________________________________________
_________________________________________________________________________
________________________

Until the ego is gone, you will not be a closer!
       -Must make someone else the deal
       -Edify/Pass: ACN Ping Pong
       -Relatability is the key: The guest must feel a connection in order for them to feel
       they can be successful with ACN.


Edification points:
    Leading the expansion into this market place
    The best of the best
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      Working directly with/ being mentored by a group of millionaires
      Has all the information
      I feel so fortunate to have this person training me

Final Thoughts: Closing is not an “it” factor. Closing is a skill and therefore it can be
learned and mastered through practice and time.

                           Sure Fire Closing Scripts
Closing Scripts for Private Business Reception (PBR) Host
―I know that was a lot information, but what did you like most about the business?‖
―Can you see yourself doing this with me?‖
―You know you don’t want to be left out of this!‖
―I’m so excited about this company. We’re going to have the best financial year of our
lives. There’s no way I’m leaving you out of this!‖
―Someone’s going to make a lot money doing this. Why not us?‖
―I’m in with or without you. I’d just rather do it with you. Are you in?‖
―What would keep you from getting started tonight? Let’s get the paperwork out of the
way so we can get your ID# tonight?‖
―What’s the worst thing that could happen? What’s the best thing that could happen?‖

The Most Powerful Closing Dialogue in ACN
―Let me ask you a question. If you were to do this, why would you do it? What would you
be looking for ACN to give you? (Listen for response, don’t interrupt, get their why)
What do you currently do for work? (Listen) If you were to continue to just do that, how
long would it take for you to create _____________ (Whatever they just told you)?
(Listen) What if I told you that if you and I work together and you are coachable, we
could create that in the next 3-5 years? (Listen) I am committed to getting you there.
ACN can definitely provide that for you, all we have to do is get you started. (Listen and
be silent, let the pressure of the silence work for you to assist them to make a decision)
Keys for ―The Most Powerful Closing Dialogue in ACN‖ to be affective
        1. Get belly to belly and eye to eye with your knew friend.
        2. Be genuinely interested and not interesting. You must listen.
        3. Use we, us, together, and other team oriented inclusive words.
        4. Be 100% committed to your new friends success.
        5. Be strong in your posture and lead your new friend.
        6. Give them permission to get started with you.

Don’t do the following
       1. Interrupt them
       2. Assume you know what they are going to say
       3. Hang up without setting an appointment or getting a referral or customer
       4. Be worried about saying the wrong thing—saying anything is better than saying
           nothing!
       5. Be the message. You are the messenger.

Closing Objections and Scripts
Precursor before the scripts:
       1. The purpose of overcoming objections is to move your new friend through a
           series of questions to help them answer how ACN can fit into their lives.
       2. It is incredibly important to keep your new friend in the question.
       3. In the question is a series of open ended questions

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       4. Open ended questions are ones that cannot simply be answered by a yes or a no
          response.
       5. Open ended questions will elicit further discussion and keeps the dialogue
          moving forward.
       6. If we do not keep our new friend moving up the ladder (each new handled
          objection is a rung of the ladder moving them to the top of the ladder where we
          can ultimately say ―let’s get you started‖) by handling objections, we will not
          move them into a decision on ACN and becoming your new business partner.
       7. It is critical to keep the dialogue moving. If we are unable to handle an
          objection, in most cases, we will not close our new friend into the business.
       8. Practice is the key to your success with handling objections.
       9. Answer the objections for yourself in a manner that sits well with you and your
          integrity.
       ___________________________________________________________________
       ___________________________________________________________________
       ___________________________________________________________________
       ___________________________________________________________________
       ___________________________________________________________________

Objections
“I don’t have the money.”
       1. If money wasn’t an issue, what would keep you from starting tonight?
       2. What if I could show you a way you could make $1000 your 1st month?
       3. Putting money aside, what are you currently doing to ensure that money is never
           an issue in your future?
       4. If you did have the money, why would you want to do this?
       5. How much do you work right now? If your working that hard and you don’t
           have $500 of disposable income, don’t you think we need to change that?
       6. How long do you want to live your life without access to $500.00?
       7. Let’s get creative, what could we sell to get you started?
“I need more information.”
       1. What would you like to know?
       2. What information are you looking for?
       3. If we can get you the information you are looking for, then what?
       4. Utilize Feel, Felt, Found. I know how you feel. I felt the same way, but what I
           found was that I needed to trust my instincts, and know that I probably wasn’t
           going to find anything that Inc. Magazine, Fortune Magazine, Donald Trump,
           AT&T, Verizon, T-Mobile, Nextel, Sprint, DirectTV, Dish Network, ADT
           alarms, NBC, and the Better Business Bureau didn’t find.

“It’s not for me.”
        1. Who is it for?
        2. Why do you say that?
        3. I apologize, what don’t you like about the business?
        4. What part of it’s not for you?
        5. No problem, but why do you say that?
        6. What would make it a business that would be right for you?

“Is this network marketing?”
        1. Are you looking for network marketing? Why?
        2. Yes it is. What do you know about network marketing?
        3. What do you know about what Donald Trump says about Network Marketing?
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       4. Yes it is. We market our services through word of mouth advertising, through a
          network of people, just like a real estate office does.
       5. What might you be looking for in a network marketing company?

“I’m too busy.”
       1. What if your time wasn’t an issue? Would there by anything else that would
           hold you back?
       2. What if we could show you a way to work this into your schedule?
       3. What do you have in place today to help free up some time? Is what you’re
           doing now going to allow you to be less busy one year from now?
       4. How many people do you know that have time and money together?
       5. What would you need to get out of the business to make it worth your time?
       6. This business is all about time leveraging. You have a team that will assist
           you.
“I don’t like sales.”
       1. What if I told you that most RVP’s never had any sales experience?
       2. What if being a salesperson wasn’t needed to be successful in this business?
       3. Good, because sales people take the wrong approach to ACN and have a harder
           time being successful. You just have to be a good person with a good work
           ethic to be successful.
“I have to talk to my spouse first.”
       1. Why is that?
       2. If she/he would have been here tonight, do you think they would have said yes?
       3. Utilize Feel, Felt, Found. (Prepare them to not present the information to their
           spouse) I know exactly how you feel. I felt the same way. I don’t make
           decisions without my wife/husband being on board either. Here’s what I have
           found. If you try to explain this information, it is going to sound crazy. I want
           you to take this DVD home with you. When you get home, tell your
           wife/husband, that you saw something you are very interested in, but you want
           her/him to see the same information. Pop this DVD in gold side up. It’s about
           15 minutes long. Once it is over, you will be on the same page and can have a
           good quality discussion with her/him as to whether you two are a good fit for
           ACN and I will follow up with you tomorrow. Sound good!
       4. Why don’t we give them a call and see if we can set up a time tomorrow to
           share the information with them.

“My job won’t let me do anything else.”
       1. How does that make you feel?
       2. If they said it were OK, then what would you do?
       3. What if there was a way around this issue. What would keep you from
          getting started then?
“This sounds like a pyramid.”
       1. Are you looking for a pyramid?
       2. What do you mean?
       3. Pyramids are illegal. We have 3 former attorneys generals that work with
          ACN?
       4. In a pyramid, the person at the top makes the most money. At ACN, you can
          pass in position anyone above you. (Give examples on your Team)



         *******Dinner Break*******
                                                                                          14
                             Women’s Forum
                                   Professors
                                Gayle Northington
                                & Sandrine Kolker


                            Power and Posture
                       How do we get it? How do we keep it?

 NOTES:_____________________________________________________________
 ____________________________________________________________________
 ____________________________________________________________________
 ____________________________________________________________________
 ____________________________________________________________________
 ____________________________________________________________________
 _____________________________________________________________

             Balancing the Many Hats ‘WE’ wear as women
    How do we balance? It’s hard and it will always be hard.
    We have to be strategic every day. Make a call list every morning before you
     start your day.
    Use your time wisely. Take advantage of your time in the car. Waiting to pick
     up your kids. Make calls during your lunch. Do a 1 on 1 at lunch.
    Give up a Season now to have a lifetime of Seasons.
    Be very clear on this. What is happening in ACN right now will never happen
     again in the history of network marketing.


NOTES:______________________________________________________________
_____________________________________________________________________
_____________________________________________________________________
_________________________________________________________________
                 What are your Specific Promotion Dates for 2011

ETT__________ ETL__________ TC__________ RD__________ RVP___________

   Before filling in ANY dates, work with your upline TC/RVP on a game plan
                                                                         15
            The Psychology of a Proper Launch
                             Professor
                           Doug Kolker


PSYCHOLOGY OF A LAUNCH

THE NEW BUSINESS PARTNER MUST HAVE A COMPELLING "WHY"
FACTOR TO MENTALLY AND EMOTIONALLY CONNECT WITH THE
ENSUING LAUNCH. DON'T GO THROUGH THE MECHANICS OF
LAUNCH UNTIL YOU FEEL THE "WHY" IS BIG ENOUGH.

NEXT, YOU GET THE 12 MONTH GOAL (ie TC or RD, RVP) AND
BASED ON THE NEW PARTNERS TIME COMMITMENT YOU LET
THEM KNOW WHAT IS REALISTIC. THEN YOU GET THE 30 DAY
GOAL OF HOW MUCH MONEY WOULD GET THEM EXCITED AS AN
ETT IN THEIR FIRST MONTH IN THE BUSINESS. ONCE YOU HAVE
ALIGNED THEIR GOAL WITH WHAT IS POSSIBLE YOU SHARE
WITH THEM THAT IF YOU HELP THEM HIT THE 1 YEAR GOAL AND
THE 30 DAY GOAL TOGETHER, ASK IF THEY WILL BE 100%
COACHABLE TO THE SYSTEM(ALWAYS IMPORTANT TO USE
LANGUAGE LIKE "WE WILL DO THIS TOGETHER, EVERY STEP OF
THE WAY). ONCE THEY SAY YES(AND THEY ALWAYS WILL IF
THIS PART IS DONE CORRECTLY) THEN YOU GO INTO THE
COMPONENTS OF THE LAUNCH.

THE ENTIRE GOAL OF THE LAUNCH IS TO BUILD RAPPORT AND
GAIN TRUST WITH THE NEW BUSINESS PARTNER WHILE
CREATING VALUE FOR THE NEW PARTNER TO WANT TO DO
WHAT WE NEED THEM TO DO .OUR RESPONSIBILITY AS THE
MENTOR IS TO SET THE NEW PARTNER UP FOR SUCCESS BY
FOLLOWING THE SYSTEM. THE FOLLWING STEPS ARE WHAT
NEEDS TO BE ACCOMPLISHED AT THE LAUNCH ONCE THE 100%
COACHABLE QUESTION IS ANSWERED AFFIRMATIVELY.
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1. SCHEDULE 2 PBR'S WITHIN 7 DAYS OF LAUNCH (ROLE PLAY
THE INVITING BOTH WAYS AND MAKE A FEW LIVE CALLS FOR
COACHING PURPOSES)

2. QUALIFY THE NEW PARTNER WITH AT LEAST 7 POINTS.

3. GET NEW PARTNER TO NEXT SATURDAY TRAINING

4. GET NEW PARTNER REGISTERED FOR NEXT
INTERNATIONAL EVENT



ALL OF THE ABOVE IS DONE THROUGH YOU PERSONALLY
CREATING VALUE EACH STEP OF THE WAY WITH EFFECTIVE
COMMUNICATION. ALWAYS LISTEN WITH BOTH EARS TO WHAT
THE NEW BUSINESS PARTNER IS SAYING. ITS CRITICAL TO
LISTEN AT A HIGH LEVEL.

DOING THIS LAUNCH IN THIS MANNER WILL CREATE IMMEDIATE
AND SUSTAINABLE MOMENTUM FOR YOU AND YOUR TEAM.



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                                                             17
           Taprooting / List Management
                              Professor
                             Jerry Kolker



   What is taprooting and why is it essential to your business

   When you taproot you get your Team promoted and paid

   Teaching your Team to taproot creates activity and production

   Why taprooting can insulate you from people that quit before they are successful

   The more depth you have in your organization, the more security you have

   Taprooting will require you to get uncomfortable

   You do not need your Partners permission to taproot through them

   Taprooting will always give you enough people to work with

   Taprooting will keep YOU in the game, mentally, emotionally, financially


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                                                                         18
Working a Room Before and After the Meeting
                             Professor
                           Joel Frager


   The ‘Real Meeting’ is before and after the presentation

   Properly setting the stage will insure a better outcome—Excitement, Urgency,
    Edification, Vision-Casting, etc.

   The right way to introduce and edify at a meeting—“Breathless Edification”

   Your conduct is being closely watched—Where are you, What are you doing?

   When the meeting is over, now is when most people make a usually make a fatal
    mistake—DO NOT RE-PRESENT! Use your experts. 3 questions.

   Surveying the room as your Team gets bigger—Watch body language, prioritize
    the room

   The delicate condition of the newly exposed—“toast prevention”

   How to say goodbye when your new prospect/Partner leaves—“As we get this
    started, you can count on me.” (Remember, too, “The Fortune is in the Follow-
    Through”—48 Hour Rule)

   The Professional environment starts with your appearance and end with your
    incorrect verbiage. You never get a 2nd first impression.

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                                                                       19
                   Psychology of Recruiting /
                  Becoming a Mentor and Coach
                              Professor
                            Jerry Kolker

    7 Indispensable Qualities of a World Class Entrepreneur

   Mindset

   Commitment

   Passion/Desire

   Consistency

   Focus

   Patience

   Work Ethic


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                                                             20
                      Question & Answer
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