Principles to Live By

Principle 1: Treat your business like a business, be productive from the get go! It's too easy to fall into the trap of getting ready and getting ready to get ready! Donna Johnson, Arbonne International top income earner (300,000/month) was asked what she would do first if she had to re-start her business. Her response was simple, but powerful:

"I would fill my calender"

Every day should include, at the VERY least, these two business building activities:
1: Personal Development, develop yourself and your business skills through any of the mediums in our "Lifelong Learning" page.
2: Exposures, contact a minimum of two people every day, whether that be someone you meet or someone on your list.

Principle 2:
Be a product of the products, you'll be infinitely more successful if your business success is matched by physical success, commit to a Beachbody fitness and nutrition program for yourself, as well as your business!

This principle is easy to overlook but consider this, network marketers duplicate what they do themselves, regardless of whether or not they want to. Traits, techniques and attitudes are repeated. If you build your business without being dedicated to Beachbody products, you will attract other people with the same attitude. Viral Fitness leaders build their business by prospecting and training coaches who they know will love and utilize Beachbody products. Without this commitment to our products, volume doesn't accumulate and you don't make any money.

Principle 3: Be a copycat, the number one rule of network marketing is "Don't reinvent the wheel, follow the system". Systems work because our business is a business that, when built right, is composed of ever expanding organizations consisting primarily of NEW PEOPLE. If we don't give new people a good example to follow and a system that everyone can duplicate, our business doesn't expand.

You might ask, "Well, why can't I make my own system?". You can, but it won't have the support of your upline coaches, so the people above you can't help your people, your people can't listen to conference calls from higher ups and the people above you can't assist in your training meetings. The loss of all of those things is a high price to pay for the ego boost of deciding to implement your own system.

Principle 4: Become a part of the Beachbody community, listen to the upbeat conference calls, attend local meetings etc. Trying to go the distance by yourself gets really old, very quickly, the group dynamic is a breeding ground for excitement and constant renewal of your energy.

In addition, join or create your own local community. Have a "Coach Night" once a week, get some of your close friends involved or become better friends with your sponsor. Regular meetings with friends to have fun and discuss business with increase business skills, commitment and enthusiasm!

Principle 5: Sort, don't sell. Network marketers who don't follow this principle are renowned for joining the infamous "NFL" Club (No Friends Left). Be respectful, don't spam people in person or online, and don't pester someone, work with people who are genuinely interested!

Principle 6: Stick and stay, and you'll get your pay-Being a coach is an investment, have the foresight to see it through for at least a year. If you do this, chances are you'll see yourself getting the reward you've worked so hard for!!!!

Getting a New Coach Started

-Signing him/her Up
-Training
-Support

The Customer Pack

For those people who didn't express interest in the business but wanted to sample some of your products we recommend putting together a customer packet. Typically we focus on selling Shakeology because it is a continuity product that you make money on month after month.

This packet should include

1: A sample packet of both Chocolate and Greenberry Shakeology

2: A shakeology Tri-Fold brochure and a Shakeology Breakthrough DVD (both available in the Team Beachbody store (under the "Coach Tools" section)

3: A Personal note with a brief, friendly personal message and the following points:

• Shakeology is risk free for 30 days, they can drink it all and return the pack within 30 days and get all their money back.
• Point out not to mix the samples with water, they are far better with milk and a little ice if possible.
  
• If they choose to order, putting it on home direct saves them shipping, gets them two free workout DVDs, and is easy to cancel if they choose not to continue (all they have to do is send an email to "customerservice@teambeachbody.com" saying they'd like to cancel their order)
• A link to your personal Shakeology site: myshakeology.com/yourusername
  

As soon as you drop off the packet, schedule a follow up call and put a lot of emphasis on watching the DVD.

The Pre-Approach Packet

The Pre-Approach Packet is an informational packet that your prospects will take a look at to see if they are interested in learning more. We recommend that new coaches purchase the materials necessary for 5-10 of these packets. This packet contains three things:

1: An Audio CD, either:
Chris Widener's "The Invisible Profit System" (For Current Business Owners or Professionals)
or
Randy Gage's "Escape the Rat Race" (For people just scraping by)

2: Robert Kiyosaki's Book: "The Business of the 21st Century"

3: Teamwork Magazine: Available from the Team Beachbody store in the "Coach Tools" section.

When you deliver the packet to someone there are several things you need to take care to do:

1: Impart a sense of urgency:
"Hey, I need to get this packet back from you within three days because there are other people waiting to see this information, you can just flip through the book and the magazine, but PROMISE me the first thing you do when you get in your car is put in this CD and don't listen to anything else until you've listened to it!"

2: Make it clear that they don't need to make a decision after reviewing the information.
"Just so you know, this packet is just to give you an idea if this is something you'd like to learn more about, I'm not gonna ask you for a decision when we follow up"

3: Schedule a follow up!
Put it on the calendar RIGHT THEN AND THERE!

Acquaintances

Ideally, you have the time to develop a bit of a relationship with people, but if you don't during that moment, it's best to just ask "you got a card?" and get their info then take the time to get to know them better later

When meeting new people or catching up with old acquaintances, it's best to focus on the acronym FORM:

-Family
-Occupation
-Recreation
-Message

Once you have a basic knowledge of a person's family, recreation, and occupation, you have an idea of why our opportunity might be right for them. If you can't get contact info or a card without mentioning your opportunity, the best way to get the contact info is to say:

"Hey you know, I can't make any promises, but I think that I may have a way for you to (fulfill a need/want of theirs). Let me grab your contact info and I can get you some information that could change your life"

In Person with Friends and Family

When you're in person with friends and or family, your question should be even more "needs based" than on the phone.

I.E.

"Mary, when you said you wished you had more time to spend with your kids, were you seriously looking for things that might help with that?"

or

"Joe, I know you've been having a hard time with your co-workers, if you could, would you like to get out of that workplace?"

Ask a question that serves a need and transition to:

"Well, I can't make any promises but I think I have an opportunity that could help you do just that, if I give you some information will you take a look at it?"

The main problem with doing this in-person, is that you have very little control of how the discussion ends, your prospect will want to bombard you with a bunch of questions right then, the best thing to do is to say:

"Well, I'm pretty new so I don't know that I could communicate it to you well, I'll get you that info and if you like what you see, we'll get on the phone with a professional so you can ask some questions"

In Person

In person, it's very important to remember that you're still just asking a qualifying question, not talking endlessly about the business. There's an old maxim in this business:

"The more you talk, the less you'll make!"

-Friends/Family:
-Acquaintances or People you Just Met

Using a Transition Question

Alright, so you asked a qualifying question and the person shuts down the idea of them looking into our business opportunity.

No need to fret, there is still the possibility that they will become a customer, if you use this question VERBATIM:

"Alright, the reason I ask is that I recently partnered with a fitness/nutritional company that is really changing lives, if I brought you some samples would you try them? Because I'd love the chance to earn your business"

Don't change the wording, just use this exact language, there are some subtle psychological cues in the wording that make a person far more likely to try some samples and be receptive to checking out your products.

Do this and teach your new coaches to do it and you will end up making 5-10 times more money in your business. Why have your people do $100 in personal volume every month when they could do $1000 in customer volume???

Qualifying on the Phone

I like asking qualifying questions on the phone because it allows you to control the interaction more efficiently.

There are basic principles on how to ask a qualifying question, give it your own flair, but follow these guidelines. Eric Worre has one of the best pieces on qualifying questions that I've ever seen, follow it to the letter and you will have a much greater ratio of people who will become interested:

Recruiting Guidelines

The Presentation

Down to business, your prospects are about to walk in the door and sit down to watch a presentation about your company! You've got our standardized presentation powerpoint downloaded and ready to go!

Make sure a few things are taken care of:

1: No distractions, phones off the hook, pets and kids out of hearing range.

2: Keep it simple, don't rearrange furniture, set up any displays, or serve anything other than Shakeology.

3: Start on time, a culture of waiting for late people wreaks havoc. If anything, tell the chronic late-showers that the meeting starts a half an hour before you plan on starting.

4: Be passionate, but don't worry about being perfect; people don't need to see that you're an awesome presenter, they need to see that they can do what you are doing! I've actually seen meetings where slip-ups, mistakes and embarrassing moments yielded a higher sign-up rate than many perfect meetings!

Delivery of a 3rd Party Tool

Alright, you got on the phone and your prospects promised that if you sent them a DVD they would watch it by "x" date. Now remember, our next goal is to get them impressed enough that when we get on the follow up calls, they will be willing to attend a meeting.

Beachbody has several videos that we can use, just use the one that you think will excite your prospect enough. I usually default to the "Decide" video if I can't think of a reason to give my prospect a different video.

That being said, if a person does iron man triathlons, he/she probably won't be as interested in a video on the workout programs; try a video on shakeology! If a person tries to eat well but has a hard time finding time to get to the gym, give them a video about the workouts.

Qualifying Question

Qualifying people to see where they stand is where it all starts, and there are two contexts within which it can be done:

1: On the Phone
2: In Person

One of the most important things you can possibly do for your financial future is use a transition question.

-Transition Question

Remember, your whole goal is to lead a person to either:

A: Review some materials on the business
B: Try a Shakeology sample and watch a quick DVD

Your job is not to be the movie, just the trailer. There is an old maxim in this business "The more you talk, the less you'll make". Follow the script and you'll do just fine!

The Prospecting Process

1: Qualifying Question
2a: The Pre-Approach Pack
2b: The Customer Pack
2: The Follow up Call
3: The Three Way Call
4: The Meeting


Common Objections you'll encounter and how to talk them through in a professional manner.
-Not Enough Time
-I'm not cut out for this business
-I don't have the money
-Is this a pyramid
-I'm not a fitness expert
-I'll ask if my friends are interested
-Bad experience in another company

"The best batters in Major League Baseball are out seven out of ten times, you too will step up to the plate and fail far more times than you succeed, but it only takes a few successes out of a hundred to make you a Network Marketing All-Star"


Follow our prospecting process so that you can efficiently sort out people who are interested, from those who aren't. Remember that your job is to sort, not sell; our system wastes minimal amounts of your time while allowing interested prospects to get increasing amounts of information without feeling pressured into doing something they don't know enough about.

Keep this in mind as you progress through the process: your sole goal is to move a person along to the next step in the process, your job is not to get someone signed up, your job is to give people enough information for them to make a decision. By making it your goal to get someone to the next step, you don't feel like you're pressuring anyone to join, just to make smart decisions and expose themselves to an opportunity that could change their life!

Chicken List

Go through your warm market names list and name:

The 10 Wealthiest
The 10 Most Successful
The 10 Most Respected

Try to avoid overlap

This is your chicken list, these are the people most people are intimidated to contact, they are also the first 20-30 people you are going to contact.

You'll thank us later.

The Memory Jogger

Hop in your favorite chair (with your spouse if you're working this as a couple), get an empty notebook and be prepared to settle in for a while. It's time for your memory jogger, the goal is to jog your memory into remembering hundreds of people you know on a first name basis.

Don't slack on this, don't disqualify names, don't prejudge people. Just sit, read and write all the names you know for each description. Keep going until you have a list of at least 150-200 people.


Lists you may already have:
Past invites to your child's birthday party, bar/bat mitzvah, wedding
People you send holiday cards to
People who are in your current address book/online contact manager
People who are on the school roster or in the directory at your church or synagogue

Who do you know that:
-you respect greatly
-has high integrity
-shows genuine concern for other people
-is active in their church
-everyone seems to like
-does personal counceling (church leaders, doctors, lawyers, etc)
-is a professional
-is active in clubs, group organizations or civic affairs
-is in a teaching position in a school or business
-deals with the public (police officers, fire fighters, mail carriers, city officials etc)
-is in management, supervisory, consultant or trainer capacity
-is looking for more out of life
-is ambitious, assertive and "on the go"
-is considered a leader
-attracts leaders
-has children starting junior high, high school or college
-wants to set a good example for their children
-owns a small business
-holds a position that causes them a great deal of stress
-wants more freedom
-loves to travel
-is considering a new profession
-changing jobs
-recently changed jobs
-is unable to advance in his/her job
-has talents but is held back
-has just started selling or is an experienced direct salesperson
-relies on ideas for his livelihood (authors, designers, promoters, advertisers etc)
-has strong desires to start a business
-is going to or just recently graduated from college, business school or trade school
-was recently married
-knows everyone in town
-has international connections
-exudes credibility
-is elected to office
-works with you now
-you see at the gym
-is looking for a job
-you play recreational sports with
-you know from your old neighborhoods
-you know from your current neighborhood
-already has a great job
-takes care of your car
-is on your christmas card list
-you take your cleaning to
-is your accountant/banker
-you do civic work with
-does your hair
-runs the spa
-you see at the copy shop
-delivers your mail
-seems to change jobs often
-did your home repairs
-is concerned about her skin and hair
-is concerned about his weight
-is into sports or fitness
-wants more time with his/her family

Who are your:
-parents
-grandparents
-sisters
-brothers
-aunts
-uncles
-cousins
-children
-step-relations

Who is your:
-mail carrier
-newspaper deliverer
-dentist
-physician
-minister
-florist
-lawyer
-insurance agent
-accountant
-congressional representative
-pharmacist
-veterinarian
-optometrist

Who Sold you your:
-house
-car
-television
-fishing license
-hunting license
-suit
-tie
-shoes
-business cards
-wedding rings
-eyeglasses/contacts
-vacuum cleaner
-boat
-camper
-motorcycle
-bicycle
-living room furniture
-air conditioner
-kitchen appliances
-lawnmower
-luggage
-cosmetics
-tupperware
-carpet

Is involved with:
-Acting
-Advertising
-Animal Health
-Athletics
-Banking
-Beauty Salon
-Boys Clubs
-Builders
-Cameras
-Camping
-Crafts
-Day Care
-Dentist
-Dermatologist
-Designer
-Diet Industry
-Doctors
-Dry Cleaner
-Education
-Electrician
-Engineering
-Entertainment
-Eye Care
-Firemen
-Fisherman
-Florists
-Food Service
-Furniture
-Gardens
-Girls Clubs
-Golfing
-Graphic Arts
-Hair Care/Stylist
-Handyman
-Health Clubs
-Health Insurance
-Hiking
-Hotels
-Income Tax
-Insurance
-Investments
-Janitor
-Jewelry
-Karate
-Kindergarten
-Lawyer
-Lawn Care
-Leasing
-Lighting
-Loans
-Management
-Manicurist
-Manufacturing
-Mechanic
-Mental Health
-Movie Theatres
-Museums
-Music
-Mutual Funds
-Navy
-Newspapers
-Nurses
-Nutrition
-Office Furniture
-Office Manager
-Oil changes
-Optometrist
-Orthodontist
-Painting
-Parking
-Parties
-Pediatricians
-Pharmacist
-Photography
-Physician
-Plumbing
-Podiatrist
-Police
-Postal Worker
-Preschool
-Property Manager
-Psychiatrist
-Psychologist
-Real Estate
-Realtor
-Rehabilitation
-Reporter
-Repairman
-Restaurant
-Sales
-School
-Shoe Repair
-Singing
-Skating
-Skiing
-Skin Care
-Social Services
-Software
-Sporting goods
-Tailor
-Teacher
-Telecommunication
-Telemarketing
-Television
-Tennis
-Theater
-Therapist
-Training
-Tutor
-University
-Vending
-Veterans
-Video
-Volunteers
-Weddings
-Wine
-Writing
-Zoo

Someone who:
-Lives next door
-is your spouse's barber
-teaches your children
-was a best man/maid of honor, groomsman bridesmaid
-hunts or fishes with you
-is former military
-was your/your spouse's college fraternity/sorority brother/sister
-you met camping
-went with you to sporting events
-is in your car pool
-installed your telephone
-owns a laundromat
-teaches ceramics
-owns a taxi service
-painted the house
-owns a pet shop
-installed the refrigerator
-owns an apartment
-is in Rotary/Lions/Eages/Kiwanis
-is Jaycee president
-plays bridge with you
-is in a garden club
-is in a book club
-is a deacon in your church
-manages an athletic club
-gave me a speeding/parking ticket
-does your income tax
-dry cleans your clothes
-hung your wallpaper
-taught your child's driver's ed
-works with the rescue squad
-owns a beach/mountain cottage
-services your car
-owns a nursery
-delivers parcels
-works with an exterminator company
-owns a jewelry store
-works for a travel agency


Who do you know who is a Professional:
-nurse
-golf pro
-student
-fasion model
-security guard
-sheriff
-fire chief
-secretary
-welder
-crane operator
-candy salesperson
-police detective
-music teacher
-art instructor
-typesetter
-forester
-seamstress
-carpenter
-pilot/steward
-mobile home salesperson
-bank cashier/telling
-tailor
-garage mechanic
-editor
-lab technician
-restaurateur
-PBX operator
-social worker
-lifeguard
-race car driver
-paper plant supervisor
-dietitian
-mechanic
-anesthetist
-surgeon
-librarian
-mortician
-missionary
-real estate agent
-railroad employee
-newspaper employee
-construction worker
-bus driver
-airline employee
-computer programer
-interior decorator
-swimming teacher
-typewriter salesperson
-grocery store owner
-insurance agent
-warehouse manager
-rent-a-car rep
-professional athlete
-television personality
-cookware salesperson
-dance instructor
-sawmill operator
-industrial engineer
-research technician
-fisherman
-waiter/waitress
-furniture dealer
-farmer
-actor/actress
-landscaper
-horse person
-cat person
-statistician
-road crew
-antique dealer
-brewery salesperson
-engineer
-contractor
-chiropractor
-auctioneer
-electician
-dental hygenist
-physical therapist
-judge

Lives:
-Abroad
-Alabama
-Alaska
-Arizona
-Arkansas
-California
-Colorado
-Connecticut
-Delaware
-Florida
-Georgia
-Hawaii
-Idaho
-Illinois
-Indiana
-Iowa
-Kansas
-Kentucky
-Louisiana
-Maine
-Maryland
-Massachusetts
-Michigan
-Minnesota
-Mississippi
-Missouri
-Montana
-Nebraska
-Nevada
-New Hampshire
-New Jersey
-New Mexico
-New York
-North Carolina
-North Dakota
-Ohio
-Oklahoma
-Oregon
-Pennsylvania
-Rhode Island
-South Carolina
-South Dakota
-Tennessee
-Texas
-Utah
-Vermont
-Virginia
-Washington
-West Virginia
-Wisconsin
-Wyoming

Your Grand Openings

You might think it's overkill, but we STRONGLY suggest that you schedule three "Grand Openings" to take place within your first 15 days. This ensures that everyone who you are very close to in your warm market has the opportunity to see what you are up to at the very beginning.

Having a culture of starting QUICKLY with a set of Grand Openings creates excitement and momentum far more effectively than any business building action that takes place after your business is underway.

In addition, Grand Openings create usually create several hundred dollars in volume for new coaches through customer orders; this puts money in their pocket, and generates big bucks for organizations who encourage these Grand Openings.

Getting Started Right Interview

It's very important to conduct the getting started right interview in a professional, weighty manner. Establishing a coach in his/her "why" and goals, as well as setting standards, proper expectations and efficient habits will affect how successful your coach is in their efforts.

After your coach has said that he/she will set aside "x" amount of time, schedule that time for the first few weeks so that your coach gets in the habit of being productive.

Schedule your Getting Started Right Interview

Schedule the Getting Started Right interview to take place within 48 hours of sign-up.

Network Marketing greats agree on many simple truths when it comes to this business; one of the universally accepted truths is this:

What happens during the first 48 hours within starting a business can make or break the career of a new distributor. It's imperative to take all that vision, passion and hope for the future and put the energy into a concrete plan of action for creating that future. Immediate action demonstrates to new distributors that this is a business of action and not just hoping and wishing.

Get Registered

1: Go to the following web page:
www.beachbodycoach.com/yoursponsorsusername

2: Click "Coach" then scroll to the bottom and Click "Yes, I want to be a Beachbody Coach"

3: Your sponsor will help you choose which starting package will suit you best and finish the online registration process.

Getting Started

"Every magnificent journey that has ever been under-taken wouldn't have occurred had the adventurer not been bold enough to determinedly take the first step!"


Prior to your Getting Started Right Interview
1: Get Registered
2: Schedule your Getting Started Right Interview


During the Interview
1: Complete the Getting Started Right Interview
2: Schedule your first THREE Grand Openings
3: Complete your Memory Jogger List
4: Choose your Chicken List