DAY 9 AUDIO + ACTIONS:
🎙️ your audio coaching for today:
🗒️ your actions for today:
BUILDER PROSPECT CALL
The power of this process is that you don’t have to know the business perfectly. It’s actually a series of magical questions that are incredibly effective at Sealing the deal with your potential builder.
Step #1: Take time to ask discovery questions.
• Tell me about. . . .
• How long have you. . . .
Step #2: Ask Need/Problem Questions
• What do you see the next 5 years looking like? (You’re looking for what needs to change)
• What is the most frustrating thing about (job, financial situation, home life, etc.)
• What would you like to change about (job, financial situation, home life, etc.)
• What financial goals are you wanting to accomplish?
Step #3: Ask Pain Questions
• What impact does this have on your family?
• What impact does this have on your job?
• What are the consequences of not solving this issue?
Step #4: Ask Solution/Benefit Questions
• How valuable would it be to you? . . .
• What benefits do you see from? . . . .
• If you could wave your magic wand, and doTERRA was exactly what you wanted it to be in your life, what would that look like?
Step #5: Find How to Best Support Them in Their doTERRA Business
• Would you like to supplement or replace your income?
• What does it mean to you to supplement/replace your income? ($500, $1,000, $2,000, $5,000, $10,000/ month)
• By when would you like to reach this income goal? (3, 6, 12, 24 months)
• How many hours per week would you be able to commit to your doTERRA business in order to reach your goal?
Step #6: Give a Call to Action
• “I think I understand more clearly what your goals are, and how I can support you in those goals. What I’d like to do is schedule another call in a few days. That will give me time to mull over what you’ve shared with me, and come up with a specific business plan. We will go over a 6 week Stratgy to help you achieve your goals. Does that sound good? What time works best for you?”
BUILDER FOLLOW UP CALL
Start the call by referring to something they said in the previous call. This builds a lot of trust and credibility, and allows you to go back to the same place you were on the first call. This call is where you need to talk, not just listen.
Step #1: Set Business Goals
“Okay, I’ve been thinking about you and the goals and dreams you shared with me. I’m really excited about what you’ve told me, and I have a question to ask you: Would you like me to be realistic with you today, or tell you what you want to hear?”
“We’ve watched a lot of people build this business, and we have seen many people become successful in this business. We’ve been able to gather averages with thousands of people building the business to see how long it takes and how much time they put in on a weekly basis, and how much money they make as a result."
“Now, I don’t think I’m average, and I don’t think you’re average— and together I definitely think we’ll be above average. But it’s good to have these averages so we have a good starting point.”
“Let’s look at your goals. You told me you’d like to be earning $________ by (date). If I look at a chart with company averages, that’s about rank. This averages chart also tells us that (their target rank) typically takes (x number of months) to achieve. So to be realistic, one of these numbers needs to change. . .”
“Either you could increase the hours you work, or increase the length of time it will take to get there or make your income goal smaller. What would you be willing to adjust?” (Let them answer)
Adjust numbers until you have a realistic goal. (i.e., “Okay, so you want to do 35 hours a week, and want to be making $1,000. Would it be okay if we made the goal six months instead of three months?”)
If someone says they want to put in fewer than 15 hours a week, say, “I have never seen anyone make significant residual income working fewer than 15 hours a week. 15 hours is really the minimum time to gain the momentum you’ll need.”
Sometimes someone might struggle committing to a weekly time if they don’t know how they’ll be spending it. If this is the case, you may jump ahead to the Basic Duplication Model to help them gauge their time (since many business activities can be woven into day-to-day activities.)
Settle on a goal and timeframe they feel positive about. Then tell them you’ll both try to overshoot the goal (which most people will be very happy with!)
Step #2: 6 Week Strategy
• “Now that we know what your goals are, let’s put together a 6 week strategy to help you get started.”
• Find out how soon they want to get started, and schedule their launch date (the week they do their first four classes) on the calendar.
• Be sure they have two weeks before their Launch date to do effective sampling.
Step #3: Timeline for a typical business plan (Six Weeks to Elite)
• Weeks 1–2: Create Names List, effective sampling, and inviting.
• Week 3: Launch week (four classes in a week).
• Week 4: Wellness Consults and Three-Way Builder Prospect Calls.
• Weeks 5–6: Teach classes booked from classes, begin launching new builders.
The Six Weeks to Elite timeline above should be the standard. Any slower, and it’s challenging to maintain momentum.
If someone has more aggressive goals, simply compress the timeline! The way to speed up the time to rank is to find committed and capable builders right at the beginning (leveraging Three- Way Calls), and launch them simultaneously.
Once you’ve shown the basic duplication model and scheduled their launch date, set up another phone call to teach them how to rank their Names List and effective sampling (the builder, not the upline leader, can handle it from here).
This is the beginning of their business!
Step #4
• Tell them what you bring to the table and why you know they will be successful working with you.
• Give them an incentive.
• Ask them “Are you ready to get started?”
Step #5: If they have not already done so, schedule your builder to come to a class (or a 1-on-1), enroll with a kit, and have Wellness Consult.
Next Training:
On Day 10 (the last day!), you’re going to learn about how to have an unlimited supply of builders