Successful Distribution Strategies in Herbalife

let me just give you a couple of concepts here that that have been very important for the way that I've always operated okay and a lot of people have asked me over the years you know mark how is it that you've been so successful as a distributor with the company okay and the biggest reason is is that duplication is an extremely important part of our business in other words if you do a lot that's great but you can only do so much with your one mouth what you want to have is lots of people down below you lots of mouths and lots of eyes who are doing exactly the same thing that you're doing okay and so if you're going to get large amounts of people in Herbalife today has over 500,000 distributors all over the world okay and we would never be able to do that if we didn't keep our business I want you to write this down because this is there's been a couple of big things that have been key to my success number one is the product and I say that very sincerely because I was in two other companies before as a distributor and not anything like what's happened to me over here happened to me in those companies okay number one is our product and that was a philosophy that started the company and have done nothing to get stronger with every product that we've come out with the second key to my success is that everything that I do is very simple to do it's very easy for my distributors to copy and it seems like everything that I do and I say seems magical okay so when I'm presenting the products to someone okay there's not that much I really say about the products okay now each and every one of you are going to have your own little twist in way that you want to do it okay but if you're going to go out and present the products okay here's here's here's what it should be okay write this down 25% should be on telling them about the products whatever you're gonna say seventy-five percent should be spent on telling your story and everybody else's story on how they've lost weight and how it's worked for them now the reason I keep everything so simple and so easy to say is because of what I say is simple and easy to say and I start making lots of money from it then lots of people when they start joining the business and they say we'll listen what do you do and what do you say to make this five or six thousand I'm retailing the product if I say listen you know all I say is they listen all you've got to do is use these incredible nutritional products which there's a few of them okay and you drink the formula one twice a day and it cuts your appetite down it makes you feel wonderful and there's three incredible flavors chocolate vanilla strawberry which one would you like to get started on now you may not want to make it quite that easy but the closer you can get to that the better it's going to be okay now dr. Lurie may came up and he gave an incredible presentation didn't he look great now I didn't bring dr. late-may with me here today to teach you how to do your presentation the reason we brought dr. Mae here today was to give you a lots of information on the product so as you as a distributor would be extremely confident that these are the most incredible products in the world and the reason that we need you to feel that way is because when you talk to someone it's what's in your eyes and what's in your heart that people feel because it's not so many times what you say about the product that's important it's how you feel about what you say about the products that's important and that's what people get jacked up about and that's why it's always been the company's motto use the products first where in the buttons second and start talking to people about the business because if you believe in the products okay everything else is going to follow from there you're going to get lots of customers a lot of them are going to become distributors they're already going to be great distributors because they feel confident about the product and they can go so I'm going to give you this little example here okay and this is nothing to take away with dr. Mays presentation we do this on purpose to get you guys what I call herbal lies so you feel strength about everything that that you're going to go through with different customers and we want you to have that confidence with every customer that you have because it's that confidence it's that way you look at them it's that way you feel about what you're saying to them that makes them feel so confident about getting on the product and trying to lose their way one more time okay the only difference in this one is this time it's going to work now just to show you an example of this let's just say that that do you think that if dr. May did a presentation with a number of people that he did here today that he could get somebody on the product of course okay there's no question about it he could get people a lot of people onto the product okay but here's the problem with it okay let's watch him now he becomes a distributor and let's say he goes out and he does this presentation which takes an hour okay and he sold someone a hundred dollars worth of product and it's taken a whole hour but he does this all day long ten hours a day and he's making seven thousand dollars a month retailing the product okay and he's doing it very successfully now Mary's one of his customers who's all jacked up about the product and she's lost 25 kilos and he her she heard the incredible presentation that he did and everybody on Mary block is asking her what's the story on the product and she says well you know I think I'm going to become a distributor I'm going to call up the doctor who sold it to me and I'm going to ask him what I'm supposed to say and I'll deal to get you some right so then she gets back together with doctor me and she says doctor me what do I do when I go out and I tell my customers about the product and he goes let me explain to you exactly what I explained to you last time which took approximately one hour we all need the herbal botanicals and the herbs and the drinking of thing and him up in the meatman Imam and he goes on for an hour and as he's going along this poor housewife has gone oh my goodness no wonder he makes seven thousand dollars a month he's extremely educated he's gotten a lot of training classes he's he knows a lot about the product no wonder he makes so much money quite frankly I don't think I can be like him I don't want to go through that much training I don't have that much time this is not for me so we want dr. May to get you jacked up as an individual to get excited it for the strength to be able to look someone in the eye to say Herbalife is the greatest okay but when you come to do your presentation you don't need to do that much all you've got to do is really be excited about the stop and say when someone asks you about your button and they say well listen how you know how you lose weight and you say this and this is a perfect line this is the Marcuse line you might want to write this down someone says to you how and I go you're not even gonna believe it okay let's write that down let's try it all once someone asks it on your button because your immediate reaction is very important right they say because of you if they say well how do you lose weight you go well I don't know it's just a can't Ablett this is not good idea okay because they're not going to believe in your excitement in your strength and your your your level of excitement of the of the product so when they ask you about the product your initial reaction is very important so they say hey how do you lose weight you say god you're not even gonna believe it it's this incredible product called Herbalife it's so amazing I got on the product and lost 16 pounds and all I had to do that is because it's all this nutrition stuff that's in there is I drink these two shakes a day that are jam-packed full of proteins and everything and took these tablets three times a day which I got the herbs and all the minerals and all the things that make you feel hungry and it comes in three incredible flavors vanilla strawberry which one would you like to drink now who can do that everybody see that's what's important you want a business that everybody can do it so what do you do it exactly the way that I did or a little bit different what the concept is is you don't want to say a lot okay you want to keep your presentation to 25% of the presentation on the product 75% giving them confidence about what you've lost and what other people have lost and your confidence in your conviction and how you feel about the products okay and then that way when they start wanting to become a distributor of the company and you show them how much you make on retailing the product and all you're saying is shakes and three tablets a day and eat what you want and cut back and give me the money and I'm getting rich they'll all want to do it too cuz they're gonna say hey if that's all I got to do and that's all I gotta say that's simple enough for me to do it I'll sign up and that's what you want duplication because in a business like this you can only make so much with your own mouth what you want is lots of mouths who are saying the same things that you're saying and you can duplicate yourself through your efforts and you can start building your royalty override check and eventually your production bonus check which we'll talk about later does that make sense so I wanted to give you a couple of tips on why I think retails so important okay because retail is really the cornerstone of the company don't think that you're just going to come into the company and recruit a zillion people and then everybody's going to get rich okay you can certainly recruit a lot of people and sell people $4,000 orders and your people sell people $4,000 orders and so on and you may get some momentum going on for a short period of time okay and you get that false income going on but if the if the if the the whole group if that's all they're doing and they're not selling the actual product to the customer and someone's not eating it and then coming back the next month and eating it they're not all going to keep selling that 4,000 Andry buying it and in the minute the recruiting slows down to any degree whatsoever the things going to crash just like this there's no reason why a check shouldn't go off every single month as long as the entire organization is selling the product at retail so here's a couple of things that I believe very strong in retail okay and why you should do retail number one I like to get my the new distributor selling the products immediately because this is where they can put their money in their pocket now and that's very exciting because most businesses you can't start a business and put money in your pocket now I mean even if you were to start a little tiny beauty salon okay here in Korea how much would it cost open up just a little beauty salon but set prior on 20,000 US you convert that into once okay and you know if you were to do that the first thing is they've got to get a big sign on there they got to hire an accountant to set up their books they got to have employees they've got to have inventory they got to do all this stuff that you don't have to do as an Herbalife distributor right and they're not putting that money in their pocket every day when those first customers are coming in they're paying their overhead when those customers are keep coming in they're paying for their inventory when they keep doing it they're paying for all the lawyer expenses for getting the company started so it this is like for me okay I call Herbalife it's the average person's best chance of starting their own business because here you don't have to manage your inventory you don't have to manage any employees you don't have to do the books for everybody okay you don't have to do all the things you do in a normal business all you've got to do here which is incredible is use the products feel great about them sell the products get people in the company get them to the training classes and duplicate yourself and we'll manage the inventory and we'll manage your check and we even help manage your organizations and do part of the training classes for you and we develop the products for you this has got to be the most unbelievable business that there's ever been in business history it's simply amazing so I like I like it because people could cook money in their pocket now and I was in a little training class the other day in and John and Susan Peterson were there who made 5 million dollars in the company last year and John used to be in the real estate business I said John how long did it take you to make money in your real estate business and he said normally it took between four and six months just to finish a contract to sell a subdivide land that he was selling and so on and I and I thought to myself god that's hard for me to comprehend waiting for six months to try to make some money you know Don's an and then one of the great things about this is that any of you ever had someone that's brand-new that's that's so scared about selling Herbalife you know they're like and then and then they go to that first customer and like their grandmother says you know they go to would you buy the products and the grandmother says yes and they go out in the greatest salesman in the world you know it's like it's like they change overnight you know and I'm saying from that one little yes then they start getting two yeses and they get three yeses and four yeses and pretty soon you know they were very excited about doing this and the more excited they are the more they talk and the work they talk the more excited they get and the more money that they make and it's just amazing so that's one great thing I love about the retail thing so we have to protect ourselves our distributors and the company okay the next reason I love retail and it's not as big a problem right this moment but it's going to be I'm just going to warn you we are the first ones that are entering the market with these types of products okay and it was similar to what I have I have happened in Japan and I told these guys because we were the only company in Japan at that time that we're selling these type of products it was never anything that came into the market like that but within four years there was twenty five thirty other products like ours that were hitting the market okay and one of the reasons why you want to continue to retail even if you're at the top of the president's team you want to continue to retail not only to make money but you want to retail write this down president's team members to show your organization that you sell the products because of you don't sell the products they won't sell the products and if they don't sell the products they're not going to get the money in their pocket quick which is the first area thing that they need to do okay but the next thing is is that when you're out there all the time you stay current with what's happening in the marketplace people ask you why is this different than that is different and if you're out there you can not only learn what the people are thinking you can learn what the objections are which is important for you as a trainer to train your organization about what they're going to face when they go out there into the market so that's another reason the biggest reason why I like retail is this everybody in the room is going to have an incredible story okay an incredible story but sometimes you get a person that has even a more amazing story than you do yourself and when you have someone that's the first customer that you have that you get that loses 25 kilos and all kinds of different problems go away and they are healthier than they've ever been in their entire life and they come to you and say thank you so much for giving me this herbal eye product that's the day that you're going to know that this business is a lot more than just making money it's truly a thing where you are helping people out and that's the day when you are going to say I'm proud to wear my button I'm proud to go out and talked about the products I'm proud about being an Herbalife distributor and that's the kind of thing okay that we want everybody to get and you will get that at some point if it happens here today great if it doesn't happen here come to the next training class and in the next training class in the next one until it happens because in that time that's the kind of depth of courage that we need you to have in the pit of your stomach so that when certain things come along to try to get you off track you stay here on track with Herbalife and there's no reason why you can't come from the back of the room I'm talking everybody in the back of the room that's a brand new distributor to working yourself up to the world team to getting onto the get team to working yourself up to the millionaire team and yes every single one of you getting up to the president dance team and I know that's probably hard for a lot of you to believe in the back of the room but all these people that you see up here in the front they were in the back of the room at one time to see I meant all these guys when they're broke you know what I mean so I know their story so I want to talk to you about follow-up okay we've talked a couple of things about selling the product follow-up is extremely important now how many people in the room love follow-up I don't like it either nobody likes follow-up okay follow-up is kind of hard because you know you're there and you know when you sell the product you make money instantly and when you're following up you're not making any money at that point but follow up write this down is where all the money is because he just get them on the product is one step following up is the steps that will help them take the product correctly and get them to be customers forever the reason I did not go to selling this kind of product in a supermarket as opposed to doing it the way that we do it is because if you bought the product from the supermarket and you came home and you used it and you didn't like the taste no one's going to call you up from the supermarket and tell you how to make the shake differently so I'll give you a couple of tips on on when when you're following up with your customers to not only get good results but also to handle any of their little problems okay I say I first I call up and I say how you doing Mary and she goes oh awful and here's the first thing that you do whenever they say most of the time you're going to call if you can see how you doing Mary did you take your shakes you this morning they said oh yeah it's just great they taste wonderful it's unbelievable okay that's what's going to happen most of the time but about one out of every ten they're going to not pay attention to your instructions about milk and they're going to get sidetracked but your reaction is extremely important on how you react so you call up and you say how you doing Mary she goes awful write this down no problem because what do you mean no problem it's no problem okay let me ask you something and then I got there's these couple of questions that I asked okay and you never ask him like this did you drink the lot product in milk they'll say no you got to go like this Mary what did you drink the product in she goes milk and you go AHA that's the problem you see and you go listen Mary lots of people when they drink the product in milk they have these reactions and that's what's happening to you and sadly I just got onto the product a week ago she had the exact same problem with drinking the milk she had tremendous diarrhea on the product and all she did was get on the product with juice she started doing it twice a day and taking the tablets three times a day that's what the customers want from you write this down it's one of the reasons why we asked you first to use the product because we know if you use the product you're going to feel strong about the product and then after listening to dr. Lurie may you even feel stronger than that about the product and so here's what your customers want they want you to believe that they're going to lose weight even more than they believe in it themselves they want your excitement they want your enthusiasm they want to see what's in your eyes what's in your heart okay and I'm telling you something if you'll just dig down deep and feel what it's like to be the customer okay because most of the customers if they say no to you they don't want to try this let me tell you something they don't mean no they just mean that I don't want to tried on another weight loss program one more time it has nothing to do with you it's got nothing to do it the way the lacking in your dress or where your checks at this moment or where your business is at this moment it just means if there's a lot of people out there that can't get the guts up one more time that's why if we can feel down in the pit of our stomach how it is for them to be as an individual we can talk to them okay and they feel what we say in our heart and they feel what we say in our eyes and they start to believe in how it comes out not what you say how you feel about what you say is what's important and they get on the product and finally they're losing weight and someone who's very negative is very happy and pretty soon the husband's on the product and he's losing weight and they're doing great together and the whole family is doing great and when they walk down every single day for the Sunday stroll every single neighbor sees that they're looking good and feeling good and everybody says my goodness the gloves are doing it much better as a bit as people and stuff like that and then they hear about the Herbalife opportunity and they invite them down to the Tuesday night's meeting and pretty soon they're they're on the world team and pretty soon they do their 10,000 three months and that's the row and they're at the home office and there we come and get team members now I want to do introduce just a concept okay that I had all my hot distributors on when we started the company and we really needed this in the very beginning because everybody that I got in the company in the beginning was not anywhere at all business type person okay they were housewives and clay potters and they were school teachers and but so they they needed some things that would keep them on track as if they were in a regular normal type business and that's where I came up with this concept now this is not for necessarily everyone okay there's there's people in the room here that are here today to hear about how to make 500 dollars a month and if that's what you're here to do you've heard pretty much that already with just what you've seen there's people that are here to make 50 of $100,000 and more that's really for you guys on this next portion okay and this is this is good for not only the person who's doing it to keep on track but it's good for the sponsor to have to keep themselves and their people on track so this is what I call getting ten people a month and this started from the very day that we opened up the company was was this plan and this first part of the plan has got to do with the retailing that we just finished stopped and that's talking to ten people a day about the product ten people a day about the product and the way you the way you approach this really is the same way you approach your regular job okay and and because this is a free enterprise business and because this is your own business and you're the president and the chairman of the board of your own company you have to adopt certain habits okay as if you were in a regular job even though this isn't very regular what we're doing here it's it's it's far beyond what we would do but in a regular job you'd check in at 9:00 and your boss would tell you these are the things you must do all day long till five o'clock or you're fired okay and in Herbalife you don't get fired if you don't do these you just make less money okay if you do these things you can make lots of money okay and this is what I call employing yourself as an individual Herbalife distributor and that's to get the habit of talking to ten people a day about the product okay now now let's just say that we're going to be real generous to you here and you're going to take off weekends so you're only going to work twenty two days in the month and twenty two days in the month times ten people a day you talk to on the products that's two hundred and twenty people that you talk to okay if you just got a quarter okay of these two hundred and twenty people that you talk to during the day that's fifty people that would get on to the product and that would give you a start of a good retail base now the average sale what's the average sale out here 200 wow you guys are good sales people okay let's say they say it's $200 I'll cut it in half okay let's say it's only $100 okay that's $5,000 worth of business that you'd be doing a month and at 40% that's $2,000 a month are $24,000 a year okay from just talking to ten people every single day and when I was with the tap team yesterday they were telling me that the average secretary okay in a normal job makes about $1,000 a month okay so for just talking to ten people a day and not having the the boss who's yelling at you all day long and you got a serve them coffee and you got to put up with all the the stuff of a normal job ten people a day and you'd make twice as much as the average secretary and that's incredible now we're going to talk a lot more about this tintin concept as we go through the day and we get into recruiting okay but that's really that finishes up kind of the retail portion the only other thing I wanted to say on retail okay when whenever I finish up a sale okay and you guys can do this any way you want to some people get their referrals when they do the follow up I like to get into referrals right away and ask for them I don't always get them okay but I go for it right away so there's two things I do after I make the sale okay because at some point while you're talking to them about the products they say that's it that's it I don't want to get any more product you know that's it okay I say okay no problem you know there's no reason to spend any more money here today but let me take you through some of the other products that we have just so that you can keep these in mind okay what about the shampoo and your hair okay they say well yeah geez I I wash my hair say you listen does anybody else in your family wash their hair well yeah my my husband anybody else yeah my two children okay so there's four people right there that are going to use shampoo and rinse what kind of products are you using oppa Dell Sassoon oh you're not even gonna believe how great our product is compared to that now listen you've got four people in the household that are using the product and I always like to sell month supply and you're gonna probably go out of this stuff in about ten days you have four people so that means you're gonna need at least three bottles of this stuff so when are you gonna run out she says in about two weeks great I'll be back here in 12 days and I'll get you your three bottles of shampoo and rinse so you your husband your children can use the product and I keep going through the product line and and and give them what they want okay see the thing is about our product line if you don't tell them about the entire product line someone else is going to tell them about these kind of products and Nuri's are gonna buy them from you or from somebody else and so you want to make sure that they know about all the products and it's it's so sad so often I'll be running around to different parts of the country and people will say hey aren't you that that the herb guy and I go yeah yeah that's me I'm the herb but I'm their man and they say I said why would you lose some weight or something like that and they say yeah I lost some weight and I said have you ever tried any of the other products like the Omega threes or the smart mind or the the fat blocker or any of the other products and they said well geez you know I didn't even know you had those kind of things you know and it's so sad that they don't know that they have those things you got to make sure that they know about the whole product line not only because it's great for them but it's going to be great for you making money and these little things that you do can add up to enormous sums of money that you don't think about when you're new selling one shampoo and rinse that only makes you a few dollars okay but then you add a moisturizer on it it adds a few more dollars you add maybe the mask to it it adds a few more dull but now you start coming up with an extra 100 dollars worth of business times 50 customers which is another $5,000 with a business start doing that times 15 or 20 supervisors and they have 15 or 20 and they have 15 or 20 now you start to come up with $100,000 a year difference in just selling them a couple of extra products you see and so it's the it's you doing it first every right that down everything in the company is you doing it first because you can't be training your distributors on things that you don't do yourself you can train them okay and it'll be slightly effective but it'll be extremely effective if you yourself are doing it okay because in your fresh you mean it and they can see it in your heart they can see it in your eyes they can see it in the way that you talk to them and that's what's going to come across to not only your customers but your distributors okay so that never really ends up on the retail stuff you

let me just give you a couple of concepts here that that have been very important for the way that I&#39;ve always operated okay and a lot of people have asked me over the years you know mark how is it that you&#39;ve been so successful as a distributor with the company okay and the biggest reason is is that duplication is an extremely important part of our business in other words if you do a lot that&#39;s great but you can only do so much with your one mouth what you want to have is lots of people down below you lots of mouths and lots of eyes who are doing exactly the same thing that you&#39;re doing okay and so if you&#39;re going to get large amounts of people in Herbalife today has over 500,000 distributors all over the world okay and we would never be able to do that if we didn&#39;t keep our business I want you to write this down because this is there&#39;s been a couple of big things that have been key to my success number one is the product and I say that very sincerely because I was in two other companies before as a distributor and not anything like what&#39;s happened to me over here happened to me in those companies okay number one is our product and that was a philosophy that started the company and have done nothing to get stronger with every product that we&#39;ve come out with the second key to my success is that everything that I do is very simple to do it&#39;s very easy for my distributors to copy and it seems like everything that I do and I say seems magical okay so when I&#39;m presenting the products to someone okay there&#39;s not that much I really say about the products okay now each and every one of you are going to have your own little twist in way that you want to do it okay but if you&#39;re going to go out and present the products okay here&#39;s here&#39;s here&#39;s what it should be okay write this down 25% should be on telling them about the products whatever you&#39;re gonna say seventy-five percent should be spent on telling your story and everybody else&#39;s story on how they&#39;ve lost weight and how it&#39;s worked for them now the reason I keep everything so simple and so easy to say is because of what I say is simple and easy to say and I start making lots of money from it then lots of people when they start joining the business and they say we&#39;ll listen what do you do and what do you say to make this five or six thousand I&#39;m retailing the product if I say listen you know all I say is they listen all you&#39;ve got to do is use these incredible nutritional products which there&#39;s a few of them okay and you drink the formula one twice a day and it cuts your appetite down it makes you feel wonderful and there&#39;s three incredible flavors chocolate vanilla strawberry which one would you like to get started on now you may not want to make it quite that easy but the closer you can get to that the better it&#39;s going to be okay now dr. Lurie may came up and he gave an incredible presentation didn&#39;t he look great now I didn&#39;t bring dr. late-may with me here today to teach you how to do your presentation the reason we brought dr. Mae here today was to give you a lots of information on the product so as you as a distributor would be extremely confident that these are the most incredible products in the world and the reason that we need you to feel that way is because when you talk to someone it&#39;s what&#39;s in your eyes and what&#39;s in your heart that people feel because it&#39;s not so many times what you say about the product that&#39;s important it&#39;s how you feel about what you say about the products that&#39;s important and that&#39;s what people get jacked up about and that&#39;s why it&#39;s always been the company&#39;s motto use the products first where in the buttons second and start talking to people about the business because if you believe in the products okay everything else is going to follow from there you&#39;re going to get lots of customers a lot of them are going to become distributors they&#39;re already going to be great distributors because they feel confident about the product and they can go so I&#39;m going to give you this little example here okay and this is nothing to take away with dr. Mays presentation we do this on purpose to get you guys what I call herbal lies so you feel strength about everything that that you&#39;re going to go through with different customers and we want you to have that confidence with every customer that you have because it&#39;s that confidence it&#39;s that way you look at them it&#39;s that way you feel about what you&#39;re saying to them that makes them feel so confident about getting on the product and trying to lose their way one more time okay the only difference in this one is this time it&#39;s going to work now just to show you an example of this let&#39;s just say that that do you think that if dr. May did a presentation with a number of people that he did here today that he could get somebody on the product of course okay there&#39;s no question about it he could get people a lot of people onto the product okay but here&#39;s the problem with it okay let&#39;s watch him now he becomes a distributor and let&#39;s say he goes out and he does this presentation which takes an hour okay and he sold someone a hundred dollars worth of product and it&#39;s taken a whole hour but he does this all day long ten hours a day and he&#39;s making seven thousand dollars a month retailing the product okay and he&#39;s doing it very successfully now Mary&#39;s one of his customers who&#39;s all jacked up about the product and she&#39;s lost 25 kilos and he her she heard the incredible presentation that he did and everybody on Mary block is asking her what&#39;s the story on the product and she says well you know I think I&#39;m going to become a distributor I&#39;m going to call up the doctor who sold it to me and I&#39;m going to ask him what I&#39;m supposed to say and I&#39;ll deal to get you some right so then she gets back together with doctor me and she says doctor me what do I do when I go out and I tell my customers about the product and he goes let me explain to you exactly what I explained to you last time which took approximately one hour we all need the herbal botanicals and the herbs and the drinking of thing and him up in the meatman Imam and he goes on for an hour and as he&#39;s going along this poor housewife has gone oh my goodness no wonder he makes seven thousand dollars a month he&#39;s extremely educated he&#39;s gotten a lot of training classes he&#39;s he knows a lot about the product no wonder he makes so much money quite frankly I don&#39;t think I can be like him I don&#39;t want to go through that much training I don&#39;t have that much time this is not for me so we want dr. May to get you jacked up as an individual to get excited it for the strength to be able to look someone in the eye to say Herbalife is the greatest okay but when you come to do your presentation you don&#39;t need to do that much all you&#39;ve got to do is really be excited about the stop and say when someone asks you about your button and they say well listen how you know how you lose weight and you say this and this is a perfect line this is the Marcuse line you might want to write this down someone says to you how and I go you&#39;re not even gonna believe it okay let&#39;s write that down let&#39;s try it all once someone asks it on your button because your immediate reaction is very important right they say because of you if they say well how do you lose weight you go well I don&#39;t know it&#39;s just a can&#39;t Ablett this is not good idea okay because they&#39;re not going to believe in your excitement in your strength and your your your level of excitement of the of the product so when they ask you about the product your initial reaction is very important so they say hey how do you lose weight you say god you&#39;re not even gonna believe it it&#39;s this incredible product called Herbalife it&#39;s so amazing I got on the product and lost 16 pounds and all I had to do that is because it&#39;s all this nutrition stuff that&#39;s in there is I drink these two shakes a day that are jam-packed full of proteins and everything and took these tablets three times a day which I got the herbs and all the minerals and all the things that make you feel hungry and it comes in three incredible flavors vanilla strawberry which one would you like to drink now who can do that everybody see that&#39;s what&#39;s important you want a business that everybody can do it so what do you do it exactly the way that I did or a little bit different what the concept is is you don&#39;t want to say a lot okay you want to keep your presentation to 25% of the presentation on the product 75% giving them confidence about what you&#39;ve lost and what other people have lost and your confidence in your conviction and how you feel about the products okay and then that way when they start wanting to become a distributor of the company and you show them how much you make on retailing the product and all you&#39;re saying is shakes and three tablets a day and eat what you want and cut back and give me the money and I&#39;m getting rich they&#39;ll all want to do it too cuz they&#39;re gonna say hey if that&#39;s all I got to do and that&#39;s all I gotta say that&#39;s simple enough for me to do it I&#39;ll sign up and that&#39;s what you want duplication because in a business like this you can only make so much with your own mouth what you want is lots of mouths who are saying the same things that you&#39;re saying and you can duplicate yourself through your efforts and you can start building your royalty override check and eventually your production bonus check which we&#39;ll talk about later does that make sense so I wanted to give you a couple of tips on why I think retails so important okay because retail is really the cornerstone of the company don&#39;t think that you&#39;re just going to come into the company and recruit a zillion people and then everybody&#39;s going to get rich okay you can certainly recruit a lot of people and sell people $4,000 orders and your people sell people $4,000 orders and so on and you may get some momentum going on for a short period of time okay and you get that false income going on but if the if the if the the whole group if that&#39;s all they&#39;re doing and they&#39;re not selling the actual product to the customer and someone&#39;s not eating it and then coming back the next month and eating it they&#39;re not all going to keep selling that 4,000 Andry buying it and in the minute the recruiting slows down to any degree whatsoever the things going to crash just like this there&#39;s no reason why a check shouldn&#39;t go off every single month as long as the entire organization is selling the product at retail so here&#39;s a couple of things that I believe very strong in retail okay and why you should do retail number one I like to get my the new distributor selling the products immediately because this is where they can put their money in their pocket now and that&#39;s very exciting because most businesses you can&#39;t start a business and put money in your pocket now I mean even if you were to start a little tiny beauty salon okay here in Korea how much would it cost open up just a little beauty salon but set prior on 20,000 US you convert that into once okay and you know if you were to do that the first thing is they&#39;ve got to get a big sign on there they got to hire an accountant to set up their books they got to have employees they&#39;ve got to have inventory they got to do all this stuff that you don&#39;t have to do as an Herbalife distributor right and they&#39;re not putting that money in their pocket every day when those first customers are coming in they&#39;re paying their overhead when those customers are keep coming in they&#39;re paying for their inventory when they keep doing it they&#39;re paying for all the lawyer expenses for getting the company started so it this is like for me okay I call Herbalife it&#39;s the average person&#39;s best chance of starting their own business because here you don&#39;t have to manage your inventory you don&#39;t have to manage any employees you don&#39;t have to do the books for everybody okay you don&#39;t have to do all the things you do in a normal business all you&#39;ve got to do here which is incredible is use the products feel great about them sell the products get people in the company get them to the training classes and duplicate yourself and we&#39;ll manage the inventory and we&#39;ll manage your check and we even help manage your organizations and do part of the training classes for you and we develop the products for you this has got to be the most unbelievable business that there&#39;s ever been in business history it&#39;s simply amazing so I like I like it because people could cook money in their pocket now and I was in a little training class the other day in and John and Susan Peterson were there who made 5 million dollars in the company last year and John used to be in the real estate business I said John how long did it take you to make money in your real estate business and he said normally it took between four and six months just to finish a contract to sell a subdivide land that he was selling and so on and I and I thought to myself god that&#39;s hard for me to comprehend waiting for six months to try to make some money you know Don&#39;s an and then one of the great things about this is that any of you ever had someone that&#39;s brand-new that&#39;s that&#39;s so scared about selling Herbalife you know they&#39;re like and then and then they go to that first customer and like their grandmother says you know they go to would you buy the products and the grandmother says yes and they go out in the greatest salesman in the world you know it&#39;s like it&#39;s like they change overnight you know and I&#39;m saying from that one little yes then they start getting two yeses and they get three yeses and four yeses and pretty soon you know they were very excited about doing this and the more excited they are the more they talk and the work they talk the more excited they get and the more money that they make and it&#39;s just amazing so that&#39;s one great thing I love about the retail thing so we have to protect ourselves our distributors and the company okay the next reason I love retail and it&#39;s not as big a problem right this moment but it&#39;s going to be I&#39;m just going to warn you we are the first ones that are entering the market with these types of products okay and it was similar to what I have I have happened in Japan and I told these guys because we were the only company in Japan at that time that we&#39;re selling these type of products it was never anything that came into the market like that but within four years there was twenty five thirty other products like ours that were hitting the market okay and one of the reasons why you want to continue to retail even if you&#39;re at the top of the president&#39;s team you want to continue to retail not only to make money but you want to retail write this down president&#39;s team members to show your organization that you sell the products because of you don&#39;t sell the products they won&#39;t sell the products and if they don&#39;t sell the products they&#39;re not going to get the money in their pocket quick which is the first area thing that they need to do okay but the next thing is is that when you&#39;re out there all the time you stay current with what&#39;s happening in the marketplace people ask you why is this different than that is different and if you&#39;re out there you can not only learn what the people are thinking you can learn what the objections are which is important for you as a trainer to train your organization about what they&#39;re going to face when they go out there into the market so that&#39;s another reason the biggest reason why I like retail is this everybody in the room is going to have an incredible story okay an incredible story but sometimes you get a person that has even a more amazing story than you do yourself and when you have someone that&#39;s the first customer that you have that you get that loses 25 kilos and all kinds of different problems go away and they are healthier than they&#39;ve ever been in their entire life and they come to you and say thank you so much for giving me this herbal eye product that&#39;s the day that you&#39;re going to know that this business is a lot more than just making money it&#39;s truly a thing where you are helping people out and that&#39;s the day when you are going to say I&#39;m proud to wear my button I&#39;m proud to go out and talked about the products I&#39;m proud about being an Herbalife distributor and that&#39;s the kind of thing okay that we want everybody to get and you will get that at some point if it happens here today great if it doesn&#39;t happen here come to the next training class and in the next training class in the next one until it happens because in that time that&#39;s the kind of depth of courage that we need you to have in the pit of your stomach so that when certain things come along to try to get you off track you stay here on track with Herbalife and there&#39;s no reason why you can&#39;t come from the back of the room I&#39;m talking everybody in the back of the room that&#39;s a brand new distributor to working yourself up to the world team to getting onto the get team to working yourself up to the millionaire team and yes every single one of you getting up to the president dance team and I know that&#39;s probably hard for a lot of you to believe in the back of the room but all these people that you see up here in the front they were in the back of the room at one time to see I meant all these guys when they&#39;re broke you know what I mean so I know their story so I want to talk to you about follow-up okay we&#39;ve talked a couple of things about selling the product follow-up is extremely important now how many people in the room love follow-up I don&#39;t like it either nobody likes follow-up okay follow-up is kind of hard because you know you&#39;re there and you know when you sell the product you make money instantly and when you&#39;re following up you&#39;re not making any money at that point but follow up write this down is where all the money is because he just get them on the product is one step following up is the steps that will help them take the product correctly and get them to be customers forever the reason I did not go to selling this kind of product in a supermarket as opposed to doing it the way that we do it is because if you bought the product from the supermarket and you came home and you used it and you didn&#39;t like the taste no one&#39;s going to call you up from the supermarket and tell you how to make the shake differently so I&#39;ll give you a couple of tips on on when when you&#39;re following up with your customers to not only get good results but also to handle any of their little problems okay I say I first I call up and I say how you doing Mary and she goes oh awful and here&#39;s the first thing that you do whenever they say most of the time you&#39;re going to call if you can see how you doing Mary did you take your shakes you this morning they said oh yeah it&#39;s just great they taste wonderful it&#39;s unbelievable okay that&#39;s what&#39;s going to happen most of the time but about one out of every ten they&#39;re going to not pay attention to your instructions about milk and they&#39;re going to get sidetracked but your reaction is extremely important on how you react so you call up and you say how you doing Mary she goes awful write this down no problem because what do you mean no problem it&#39;s no problem okay let me ask you something and then I got there&#39;s these couple of questions that I asked okay and you never ask him like this did you drink the lot product in milk they&#39;ll say no you got to go like this Mary what did you drink the product in she goes milk and you go AHA that&#39;s the problem you see and you go listen Mary lots of people when they drink the product in milk they have these reactions and that&#39;s what&#39;s happening to you and sadly I just got onto the product a week ago she had the exact same problem with drinking the milk she had tremendous diarrhea on the product and all she did was get on the product with juice she started doing it twice a day and taking the tablets three times a day that&#39;s what the customers want from you write this down it&#39;s one of the reasons why we asked you first to use the product because we know if you use the product you&#39;re going to feel strong about the product and then after listening to dr. Lurie may you even feel stronger than that about the product and so here&#39;s what your customers want they want you to believe that they&#39;re going to lose weight even more than they believe in it themselves they want your excitement they want your enthusiasm they want to see what&#39;s in your eyes what&#39;s in your heart okay and I&#39;m telling you something if you&#39;ll just dig down deep and feel what it&#39;s like to be the customer okay because most of the customers if they say no to you they don&#39;t want to try this let me tell you something they don&#39;t mean no they just mean that I don&#39;t want to tried on another weight loss program one more time it has nothing to do with you it&#39;s got nothing to do it the way the lacking in your dress or where your checks at this moment or where your business is at this moment it just means if there&#39;s a lot of people out there that can&#39;t get the guts up one more time that&#39;s why if we can feel down in the pit of our stomach how it is for them to be as an individual we can talk to them okay and they feel what we say in our heart and they feel what we say in our eyes and they start to believe in how it comes out not what you say how you feel about what you say is what&#39;s important and they get on the product and finally they&#39;re losing weight and someone who&#39;s very negative is very happy and pretty soon the husband&#39;s on the product and he&#39;s losing weight and they&#39;re doing great together and the whole family is doing great and when they walk down every single day for the Sunday stroll every single neighbor sees that they&#39;re looking good and feeling good and everybody says my goodness the gloves are doing it much better as a bit as people and stuff like that and then they hear about the Herbalife opportunity and they invite them down to the Tuesday night&#39;s meeting and pretty soon they&#39;re they&#39;re on the world team and pretty soon they do their 10,000 three months and that&#39;s the row and they&#39;re at the home office and there we come and get team members now I want to do introduce just a concept okay that I had all my hot distributors on when we started the company and we really needed this in the very beginning because everybody that I got in the company in the beginning was not anywhere at all business type person okay they were housewives and clay potters and they were school teachers and but so they they needed some things that would keep them on track as if they were in a regular normal type business and that&#39;s where I came up with this concept now this is not for necessarily everyone okay there&#39;s there&#39;s people in the room here that are here today to hear about how to make 500 dollars a month and if that&#39;s what you&#39;re here to do you&#39;ve heard pretty much that already with just what you&#39;ve seen there&#39;s people that are here to make 50 of $100,000 and more that&#39;s really for you guys on this next portion okay and this is this is good for not only the person who&#39;s doing it to keep on track but it&#39;s good for the sponsor to have to keep themselves and their people on track so this is what I call getting ten people a month and this started from the very day that we opened up the company was was this plan and this first part of the plan has got to do with the retailing that we just finished stopped and that&#39;s talking to ten people a day about the product ten people a day about the product and the way you the way you approach this really is the same way you approach your regular job okay and and because this is a free enterprise business and because this is your own business and you&#39;re the president and the chairman of the board of your own company you have to adopt certain habits okay as if you were in a regular job even though this isn&#39;t very regular what we&#39;re doing here it&#39;s it&#39;s it&#39;s far beyond what we would do but in a regular job you&#39;d check in at 9:00 and your boss would tell you these are the things you must do all day long till five o&#39;clock or you&#39;re fired okay and in Herbalife you don&#39;t get fired if you don&#39;t do these you just make less money okay if you do these things you can make lots of money okay and this is what I call employing yourself as an individual Herbalife distributor and that&#39;s to get the habit of talking to ten people a day about the product okay now now let&#39;s just say that we&#39;re going to be real generous to you here and you&#39;re going to take off weekends so you&#39;re only going to work twenty two days in the month and twenty two days in the month times ten people a day you talk to on the products that&#39;s two hundred and twenty people that you talk to okay if you just got a quarter okay of these two hundred and twenty people that you talk to during the day that&#39;s fifty people that would get on to the product and that would give you a start of a good retail base now the average sale what&#39;s the average sale out here 200 wow you guys are good sales people okay let&#39;s say they say it&#39;s $200 I&#39;ll cut it in half okay let&#39;s say it&#39;s only $100 okay that&#39;s $5,000 worth of business that you&#39;d be doing a month and at 40% that&#39;s $2,000 a month are $24,000 a year okay from just talking to ten people every single day and when I was with the tap team yesterday they were telling me that the average secretary okay in a normal job makes about $1,000 a month okay so for just talking to ten people a day and not having the the boss who&#39;s yelling at you all day long and you got a serve them coffee and you got to put up with all the the stuff of a normal job ten people a day and you&#39;d make twice as much as the average secretary and that&#39;s incredible now we&#39;re going to talk a lot more about this tintin concept as we go through the day and we get into recruiting okay but that&#39;s really that finishes up kind of the retail portion the only other thing I wanted to say on retail okay when whenever I finish up a sale okay and you guys can do this any way you want to some people get their referrals when they do the follow up I like to get into referrals right away and ask for them I don&#39;t always get them okay but I go for it right away so there&#39;s two things I do after I make the sale okay because at some point while you&#39;re talking to them about the products they say that&#39;s it that&#39;s it I don&#39;t want to get any more product you know that&#39;s it okay I say okay no problem you know there&#39;s no reason to spend any more money here today but let me take you through some of the other products that we have just so that you can keep these in mind okay what about the shampoo and your hair okay they say well yeah geez I I wash my hair say you listen does anybody else in your family wash their hair well yeah my my husband anybody else yeah my two children okay so there&#39;s four people right there that are going to use shampoo and rinse what kind of products are you using oppa Dell Sassoon oh you&#39;re not even gonna believe how great our product is compared to that now listen you&#39;ve got four people in the household that are using the product and I always like to sell month supply and you&#39;re gonna probably go out of this stuff in about ten days you have four people so that means you&#39;re gonna need at least three bottles of this stuff so when are you gonna run out she says in about two weeks great I&#39;ll be back here in 12 days and I&#39;ll get you your three bottles of shampoo and rinse so you your husband your children can use the product and I keep going through the product line and and and give them what they want okay see the thing is about our product line if you don&#39;t tell them about the entire product line someone else is going to tell them about these kind of products and Nuri&#39;s are gonna buy them from you or from somebody else and so you want to make sure that they know about all the products and it&#39;s it&#39;s so sad so often I&#39;ll be running around to different parts of the country and people will say hey aren&#39;t you that that the herb guy and I go yeah yeah that&#39;s me I&#39;m the herb but I&#39;m their man and they say I said why would you lose some weight or something like that and they say yeah I lost some weight and I said have you ever tried any of the other products like the Omega threes or the smart mind or the the fat blocker or any of the other products and they said well geez you know I didn&#39;t even know you had those kind of things you know and it&#39;s so sad that they don&#39;t know that they have those things you got to make sure that they know about the whole product line not only because it&#39;s great for them but it&#39;s going to be great for you making money and these little things that you do can add up to enormous sums of money that you don&#39;t think about when you&#39;re new selling one shampoo and rinse that only makes you a few dollars okay but then you add a moisturizer on it it adds a few more dollars you add maybe the mask to it it adds a few more dull but now you start coming up with an extra 100 dollars worth of business times 50 customers which is another $5,000 with a business start doing that times 15 or 20 supervisors and they have 15 or 20 and they have 15 or 20 now you start to come up with $100,000 a year difference in just selling them a couple of extra products you see and so it&#39;s the it&#39;s you doing it first every right that down everything in the company is you doing it first because you can&#39;t be training your distributors on things that you don&#39;t do yourself you can train them okay and it&#39;ll be slightly effective but it&#39;ll be extremely effective if you yourself are doing it okay because in your fresh you mean it and they can see it in your heart they can see it in your eyes they can see it in the way that you talk to them and that&#39;s what&#39;s going to come across to not only your customers but your distributors okay so that never really ends up on the retail stuff you

Transcript for:Successful Distribution Strategies in Herbalife

Transcript for:
Successful Distribution Strategies in Herbalife