FUTURE LEADER Training Program Sponsoring
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FUTURE LEADER
Training ProgramSponsoring
Review Action Steps from Session 3
• How was last week?
• What were your results?
• How far did you get on your Activity Tracker?
• What did you learn?
• Did you watch the Host Coaching training?
• Did you do anything differently with Host Coaching this week?
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Sponsoring TrainingAgenda
• Why Sponsor?
• Developing a Sponsoring Mindset
• The Sponsoring Process
• Sponsoring at Parties
• Overcoming Objections
• Session 4 Action Steps
• Q & A
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Why Sponsor??• To increase your income, become a Leader
• To help others
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9% on PSAQ
Leadership Income
Qualifications: Income:Group Leader
Group Leader• 3 PSAQ’s• $1,200 PSV min.• $3,500 Central Group
Sales ($1,000 from team)
40% on PSV
+ 5%Leader Commission35%
Central Group Bonus
+ 5%Personal Sponsoring Bonus4%
Central Group Bonus
Central Group
PSAQ PSAQPSAQ
Sponsoring Leads to Leadership
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Why People Don’t Ask…
• They think about themselves and what they get.
• They’re afraid to be pushy.
• They think “No” means “No, I don’t like you.”
• They pre-judge based on what they think others need / don’t need.
• They think they are too new, they don’t know enough about the business to sponsor someone.
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The Sponsoring Mindset
• Sponsoring is Not about You and What You Need• It’s About The People You Can Help
• You have a gift to share. You have no idea who needs it!
• The Heart of Leadership is Helping Others• What has this business given you?• Why are you glad someone offered it to you?• What if you didn’t have your TC business?
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You can have everything in
life you want,
if you will just help
other people get
what they want.Zig Ziglar
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The Sponsoring ProcessAt the Party
• Build Rapport• Find the Right Benefits (Ask & Listen for their WHY)
• Personal Commercial
• Plant the Seeds• Question / Answer Game
• Why You Could / Why You Should Offer (Fulfill their need)
• Invite to Join or Learn More
Follow-Up or Tell Me More Event
• Partner with Your Leader: 3-way call or Event
• Ask Questions / Share More Information
• Answer Questions / Overcome Objections
• Buy kit & plan LP + 4
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Sponsoring at Parties
• It’s a Numbers Game
• Host Coaching is the Answer
• What to Say & Do to Sponsor at Parties
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THE WAY TO GROW =A Healthy, Strong Personal Business
• 8 parties a Montho 2 Bookings/party
o 3 Sponsoring conversations scheduled/party
• Make 5 Contacts a Day
• Host Coaching Calls
• Weekly Check-In with Leader
• Attend Meetings & Trainings
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It ’s a Numbers Game
Activity Results
Parties/month 8
# Guests/party invited to
“Tell Me More”
3
Total Guests/month
Invited to Tell Me More
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1 out of 10 Invited Guests will Join!
Number Sponsored 2
Commit to holding 2 parties a week – 8 parties a
month to grow a strong, healthy business!
A good recruiter sponsors 1 Consultant for every 4 parties.
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Fab 40 Formula
• 40 Invited Guests
• 8-10 guests in attendance
• 3 Invites to “Tell Me More” Call
• 2 New Bookings
• 1 New Consultant
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Host Coaching is the Answer
Party Talk!
• Build Rapport• Find the Right Benefits (Ask & Listen for their WHY)
• Personal Commercial
• Plant the Seeds• Question / Answer Game
• Compliment / Benefit Offer• Build confidence & Fulfill their need
• Invite to Join or Learn More
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Building Rapport
• Greet & Introduce yourself
• Find the Right Benefits (Ask & Listen for their WHY)
• Are you coming from work or home?
• What do you do? How do you like that?
• Do you love being a stay at home mom?
• How do you know our Host?
• Call guests by name
• Give genuine compliments
• Make it fun
• Make it look easy!
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STAIRway to Sponsoring
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S
Service
T
Trust
AAuthenticity
I
Integrity
R
Respect
Sponsoring Opening
• Intro yourself
• Thank Host, thank guests for coming
• Fun, fast and easy party!
• Lucky to introduce you to Touchstone Crystal
• Watch what I do, see how easy it is
• Might be a great way to earn extra income!
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Your WHY Story
30-60 seconds to tell your WHY story.
Write it, practice it and make sure it feels natural!
Answer these ?’s:
• Why did you initially join Touchstone Crystal?
• How is life better today?
• What do you love most about your Touchstone
Crystal business?
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Plant Subtle Seeds to Sponsor!
Plant the Seeds
Examples:
• Pick a piece of jewelry from the starter kit and say “This piece costs about the same as the starter kit!”.
• “For the price of a trip to Target, you can start your own business.”
• Show off your exclusive consultant Swarovski incentives.
• “I love getting out of the house and having adult conversation a couple times a week, but you girls are a super fun group! You’re so much fun, I’m going to give you all an extra ticket for the drawing!
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Plant the Seeds cont.
Examples:
• The best thing about all of the jewelry on my table is that I earned most (or all) of them for FREE or at a super discount.
• In my first month of business I’ve made____________. • In my first __ months I’ve been able to _____________.
(Pay for something special, pay my mortgage, save for college, pay off debt, go on vacation…)
• Our average Consultants are making $50 / $80 an hour – not bad for part-time income!
• With an average $700 party, the host receives nearly $200 in FREE jewels and a Consultant would earn about $200 in commission!
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Plant the Seeds - Games
Question & Answer Game – Give drawing ticket to those who ask a question about your business.
Starter Questions:
• Ask me how you can earn a free trip every year to an exotic location absolutely free!
• How much you can earn holding 2 parties a week, which is about 5 hours?
• What does it cost to get started?• What kind of help and support can you expect if you
give Touchstone a try?
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Compliment / Benefit Offer
• Compliment = the special quality about them that would make them a good consultant. • Fun, funny, organized, confident, sweet, outgoing, helpful,
fashionable, friendly, etc.
• Benefit = what specific need does the opportunity fulfill?• More money, time out of the house, free vacation, flexible
schedule, etc.
• Listen & watch for the right benefits to fill their need & their personal qualities that makes them a good fit for TC.
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Invite to Join or Learn More
• Use the Compliment / Benefit offer
• Use the Opportunity Postcards to invite people to an event or Opportunity Call
• Give them information and schedule time to follow-up.
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Follow-Up Script
• Follow-up as promised and focus on the benefit they are most interested in
• “If you were to do this, how many parties do you imagine you would have to do each week to earn ___________ (trip, $$____, what they need)”
• “If I told you, you just need to do 2 parties a week to reach that goal, would you be interested?”
• “So what do you have to lose? Want to give it a try?”
• “We’ll schedule a call with my Leader to make sure you get all the support you need to get started!”
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Overcoming Objections
3 Most Common Objections
• “I’m Just Too Busy”
• “I could never stand up and talk in front of people like you do.”
• “I can’t afford to invest in a kit.”
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“I’m too busy”
“I can certainly understand why you would feel that way. So many people I talk to these days are so busy! It can be daunting to think about adding something else to your hectic schedule. I don’t know if this will make a difference or not but, what I’ve heard from other consultants who work full-time or have many commitments, is that earning $200 at a party was so appealing that they decided to cut out TV one night a week. Or some schedule two parties on Saturday, two weekends a month, so they were only working their business two days a month, but they were adding $800 to their monthly household income. What do you think? Would you like to try it for a few weeks and see how it fits in your schedule?”
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“I could never stand up in front of people and talk l ike you do”
“You’re in awfully good company if that makes you nervous. It is the majority of people’s number one fear. I know I was very nervous.
I don’t know if this helps or not, but I found with each party I did, it got a little bit easier. And you know what, now I don’t get nervous at all. In fact, it has really helped my confidence to be able to overcome that fear. You could even sit down to give your presentation at first if it makes you feel more comfortable.
What do you think? Would you like to try it for a few weeks and see how you feel?” 28
“I can’t afford the kit”
“I know, it’s hard to think about spending money to make money.
I don’t know if this helps or not, but I was surprised myself to find that I could get started for as little as $139. I could have my kit in about a week, and I could start holding parties right away. Most Consultants earn back the cost of their kit plus extra at their very first party! If you held four parties in your first month, you would not only pay for your kit, but you would earn another $700 on top of that.
How does that sound, would you like to try it for a few weeks and see how much you can earn?” 29
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SESSION 4 ACTION STEPS
• Invite 3 guests at every party to learn more about the business.
• Complete all Session 4 Worksheets, incl. Personal Commercial
• Try a Question & Answer game at your next party.
• Review Sponsoring Panel from Glam Jam
• Complete the Sponsoring Panel worksheet and review answers with your Upline
• Complete your Weekly Activity Tracker
• Meet with your Leader to review next steps
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