training for 20 steps

1. Webinar 9 June 2010
20 Steps to Success Manual
How to effectively use the 20 Steps Manual
Louis Louw

2. My Story
Before
Picture
4 Jan 2010
112kg
After Picture
22 May 2010
98kg

3. Step 1
Signing up with Herbalife
• Don’t just sign a person up
– Sit down and explain marketing plan
– Your new distributor must be able to draw the plan
– If he/she understands the MP, it will help him/her
to better see the possibilities and the future
– Show them Book 1 Page 36
• Show immediately how to sign up somebody
else

4. Step 2
Study the Product Catalogue,
Product DVD and Pricelist
• Take Products in IBP and show them exactly how to use it
• Homework
– While studying the Product Brochure and DVD, tell them to start
thinking about COI who might need each specific product
– Let them make notes about these possible clients and let them
compile a product list for each possible client
• While making notes tell them to also make a To-Do-List.
– Notes in most cases get lost and nothing gets done
– Do not use loose paper for notes. Use a book so that you can page
back from time to time
– Ask them to send a copy of the To-Do-List to you
– Help and support them to work through the To-Do-List

5. Step 3
Order Products for your Nutrition
Program
• Weigh and measure your new distributor
• Take full length picture of your new distributor
• Find out what health issues they have
• Show them which products will address their specific
needs
• Treat them as and follow up as with a retail customer
• Help them to achieve product results
– Own success story is best marketing tool
• Suggest the following to be included in the first order:
– Mark Hughes Training Collection DVD *To be watched frequently
– Lean Estimator *Show Distributor how to use it

6. Step 4
Study the IBO Manuals
• Show new distributor the 20 Steps and 4
Manuals
– Book No 1 is your Pitch Book while you do not
have your own Pitch Book yet
– Book No 2 explains how and what to do
– Book No 3 The do’s and the don’ts
– Book No 4 Business Admin and Marketing Plan
• Get new distributor to make notes of
questions that may arise, with Book No and
Page No for referral when asking the Sponsor

7. Step 5
Healthy Breakfast
• Explain the need for a Healthy
Breakfast
– We want the clients to use the products as
a way of life, and not only for weight loss
until the target weight is achieved

8. Step 6
Nutrition Program
• Explain the need for a good Nutritional Program
• If possible, get your new distributors to listen to
specific video clips on the Herbalife Training Library
• Refer your new distributors to
www.recruitsystem.com for valuable training
recordings.
• Send specific articles to your new distributors to
assist them with background info on healthy living

9. Step 7
Nutrition Program: How to get
best results
• Discuss the ways to get best results
with the new distributor. They must be
able to give this advice to their
customers
• Discuss the importance of drinking
water. Google the information if needed

10. Step 8
Start Creating your Success
Story
• Weigh and measure frequently
• Take new full length picture every 2
weeks to compare
• Discuss different scales on the market
to ensure that new distributor buys the
best possible scale that they can afford

11. Step 9
Working with your
Coach/Sponsor
• Show the new distributor your Pitch Book
– Discuss how it should be used
– Discuss importance of taking pictures where you
are with others in the picture
• Show them where to get Business Flyers and
Business Cards on MyHerbalife.com
• Recap on different scripts available in
manuals
• Discuss availability of websites and other
methods of marketing

12. Step 10
Go and learn from your Sponsor
on Local Country Programs
• Ensure that your new distributor knows
about all the different methods and
tools available

13. Step 11
Weekly Distributor Training
• Explain all abbreviations
• Discuss importance of trainings
• Get your new distributors to attend as many as possible training
sessions
• Get your new distributors (if possible) to watch at least one
training video clip on MyHerbalife.com
• Get your new distributors (if possible) to watch at least one
training video clip on www.recruitsystem.com
• Get them to report back to you on what video clips they
watched.
• Discuss importance of qualifications
• If a person wants to go fast, tell him to read Page 30

14. Step 12
Volume Points and Discounts
• Go through Marketing Plan again
• Discuss all possible issues and ensure
that your new distributor understands

15. Step 13
Define your goals
• Get your new distributor to define his goals
– Clear Goals linked to time frames
– Goals regarding position on Marketing Plan
– Goals regarding income
– Goals regarding attending specific events
– Get them to include their wildest dreams (let them
understand everything is possible)
• Go through the goals and timeframes, and ensure it
is not unachievable. This will also give you an
indication if they understand the Marketing Plan

16. Step 14
Ordering Products
• Discuss different ways of Ordering Products
• Show and Explain the Electronic Order Template
• Discuss the process at the Warehouse
• Give numbers of Warehouses
• Tell them which time it is best to call the Warehouse
or to go to the Warehouse
• Show them how and where they can get contact
numbers of Warehouses in other countries
• Explain the process of ordering from those
Warehouses

17. Step 15
Senior Consultant
• Discuss SC level on the Marketing Plan
• Discuss 500VP order and discounts
• Sit down with new distributor and work out an
order that they can almost pre-sell to COI
• Tell your new distributor that it is not
necessary to place exactly the order as on
Page 32

18. Step 16
Who do you know?
• Circle of Influence (COI) is everybody you
know, not only immediate family and friends
• Make a Chicken List – People they will be
most scared to call
• Call Chicken List first and get it out of the way
• Add to list on a daily basis
• Tick off as you go through the list

19. Step 17
How to approach your
Acquaintances
• Help your new distributors to build their Pitch Books
– Make files and pictures available
• Get them to call their family, and just tell them that they are with
Herbalife, and if they ever need product to call them
• When talking to a possible client, leave Pitch Book open on
page that is applicable to the possible client. Client wants to
lose 10kg, leave open at testimonial where the person also lost
about 10kg
• Ask client: What do you spend daily on lunch?
– Pie and Coke = R24-50
– Compare with what HL costs per meal.
– All products in IBP works out at about R22-28 per meal

20. Step 18
Meeting the Customer
• Do the presentation
• Ask Client: When do you want to get started?
• Then shut-up!
• You must listen more than talking
• After sale – Start working with client to ensure
results
– See follow-up Book 2 Page 37

21. Step 19
Capitalising on your Success
• Make your new clients repeat clients
• Get 4 more clients each month (2-4-1
Model)
• 500VP can become 1000VP
• Happy Clients become your best new
distributors

22. Step 20
Congratulations: You are now a
Success Builder
• With 4 to 5 repeat clients & 4 to 5 new
clients, 1000vp becomes achievable
• Help new distributor to compile Success
Builder Order
• Help new distributor to do what you do.
Lead by example!

23. Next Steps
Qualified Producer
• Explain next steps to QP
• Tell new distributor that you can
advance immediately to Supervisor
without becoming a SC or QP

24. Next Steps
Completing the Supervisor
Qualification
• Explain different ways in becoming a
Supervisor
• Explain specific privileges a Supervisor
has

25. Next Steps
Managing your Product Stock
and Finances
• Do not eat up your whole business
– Keep own consumption stock separate. Two cupboard
Principle
– Buy with own card, not the business card
• As you sell your business stock, reinvest in your
business, buying replacement stock
• Use your income as follows:
– Retail Profit to increase stock in Home Warehouse
– Retail Profit to pay for business expenses
– Wholesale Income to pay for own expenses (Salary)
– Royalties to pay for luxuries
– Do not pay for vacations, qualify for all free vacations