Basic Training Manual Updated 09-05-14

7/25/2019 Basic Training Manual Updated 09-05-14

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B i T i i M l


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B i T i i M l

Welcome to Duplicate Success International

This organization was created to empower our team members to build their USANA

business in a simple and duplicate-able way. The honest truth is that everyone is busy

with jobs, families, kids, school, or a combination of them all. When people start a home-

based business, it must stay so simple that a 4th

grader can follow it.

Think about it. McDonalds and Subway are multi-million dollar franchises that are run by

16-year-old kids that learn scripts. They read the scripts to their clients until they know

the process by heart. Each day they follow simple steps to run huge companies. This is

exactly what our team has created with Duplicate Success International.

When I first started my USANA Journey I was so confused with the many options to build

my business. To make things worse, I had no process or skillsets to KEEP the clients I

enrolled. I had the same problem with my associates. They could not duplicate what I

was doing. It was painful.

Later I learned from Dani Johnson that people cannot be duplicated, but SYSTEMS can.

Our team has partnered with Dani Johnson and we attend her training seminars because

they produce duplicate able results in USANA and ALSO help our colleagues pay off


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Table of Contents

Table of Contents .......................................................................................................................... 3

HOMEWORK FOR A #1: .................................................................................................................. 4

1 HOUR SET-UP & ACTION PLAN MEETING: ................................................................................. 12

POWER HOUR: MAKING CALLS & READING SCRIPTS SESSION ..................................................... 19

Practice Approach Script (for YouTube Video Presentation)..................................................... 22

Practice Approach Script for In-Home USANA Mixer................................................................ 23

Weight Loss Phone Script for Warm Market ................................................................................ 24

GET THEM STARTED ON THEIR POWER HOUR WITH CALLS BY SAYING THIS:........................... 25

Edification Script & Your ID .......................................................................................................... 27

Closing Script for 1-on-1(YouTube Video or Face-to-Face Apt) ................................................. 28

Closing Script for In-Home USANA Mixer (Group of 3 or More)................................................ 29

Closing Script for After They Watched 4.5 min RESET VIDEO ....................................................... 30

Script for a #3 Who Immediately Enrolls as a Client ..................................................................... 34

3 STEPS to RETAIN YOUR NEW Client ........................................................................................... 35

Client Account Overview Session Script ....................................................................................... 36

Script if Your #3 Does Not Become a Client Immediately ............................................................. 39

Questions for a #2 ....................................................................................................................... 40

Business Homework for a #2 Script ............................................................................................. 41

True Health Assessment Script (for a #2 or #3) ............................................................................ 43


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HOMEWORK FOR A #1:If they are a #1 but dont have the money, this is still their homework!

**IF LONG DISTANCE EMAIL THEM THIS LINK:www.createduplication.com/homeworkfora1&READ THROUGH STEPS 1-5 AT THE SITE.

START BY SAYING THIS:There are several things that Im going to ask you to do tonight. Depending on what you do with

this homework really kind of tells me what kind of working relationship were going to have. I

want you to know that I will not micro-manage you, and I also will not beg you to show up for

work. And Im sure you can imagine, like most jobs, there are some people who say they want to

go straight to the top, yet they dont follow the instructions to get there, do they? So Im really

interested to see what kind of a person you are going to be. Are you going to be the type that

shows up, follows directions and does exactly what it takes to reach the top, or not?

STEP 1:The first step is to go towww.SmarterNetworker.com.There is a 30-Day Bootcamp. This is going

to be your preliminary training, so you can understand the processes of exactly how to succeed

in this new home based business that you just started with. The first call is what I want you to

listen to tonight.

This website was put together by Dani Johnson, she was mentioned in the presentation you saw.
http://www.createduplication.com/homeworkfora1http://www.createduplication.com/homeworkfora1http://www.createduplication.com/homeworkfora1http://www.smarternetworker.com/http://www.smarternetworker.com/http://www.smarternetworker.com/http://www.smarternetworker.com/http://www.createduplication.com/homeworkfora1


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IF YOU ARE MEETING THEM LIVE IN PERSON, ALSO SAY THIS:

Im going to give you a CD by Dani Johnson to listen to while you are driving around. This is

actually the Day 1 audio on CD.

STEP 2:The second thing is that I need a list of your goals. Youll want to listseveral things. If youd like

to travel, Id like you to identify the places. Where are the very specific locations and destinations

that youd like to go to? The other thing is whats the cost of those locations and destinations. Do

you want to go on the cheap Motel 6? Or do you see yourself staying at much nicer hotel? Or

possibly renting a house for a week or two, or a month? So we need to get very specific on what

those goals are. I need to know the cost of those goals and also the timeline. Whens the date

that you want to get on that airplane and take your loved ones to whatever location it is that you

want to go to? Ok? List several specific goals.

And if you have 1, 2, 3, or 4 goals there needs to be enough for you to work towards. Then

what Imgoing to do, is show you the plan to generate the income to be able to afford those

goals. So for example, if its within a year that you want to go to a particular place, whats the

cost? Ok great, thats the goal were going to shoot for immediately, is achieving that first one,

alright?

Also, if you have any debt, whats the amount of debt you want to pay off? Whens the date you

t t hi th t?


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STEP 3:I need you to make a list of resources. Were going to be doing a test market and right now the

most important thing over the next 30, 60, and 90 days is you getting used to the process.

Learning exactly how everything works in establishing yourself in a home-based business. So, the

best way to do that is to get you to some kind of experience by doing a test market.

Now, a list of resources, just like with any type of business that gets started lets just say that

for example that we were going to start a restaurant. And lets say that with that restaurant, you

were able to get a loan from the bank for $100,000 to get the thing off the ground. And with that$100,000 you had to buy equipment. You know, the ovens, the stove, the cooking utensils, as

well as the tables, the uniforms for your staff, the signage, everything. Lets say that all $100,000

went into equipment and actually getting it set up. Now its ready, the business is ready to turn

the lights on and start the thing. You have the restaurant packed with food. How are you going to

get people to come through the door? Who would you let know about it first?

And is it possible that some of those people, as you contacted them, that some of them would

not come to the restaurant? Would that hurt your feelings? Ok, would

you persist in your business even though some of those friends, family members, and business

contacts wouldnt come? Ok, and is it possible that some that came, ateonce, and didnt like your food, and never came back again, would you still persistin your

business?


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And by the way, heres our Create Duplication Basic Training Manual. You will need this to complete your training. Below is a tool that

will helpjog your memory of what those contacts are, so youre not just using your head thinking

who do I know, who do I know.It gives you categories. Lets go over this:

Developing Your List of Resources

Social scientists say the average adult has met 2000 people by the age of 21. One of the biggest

keys to success is to develop your list of resources to at least 200 people minimum.

Use this Memory Jogger to develop your list of resources. For your convenience weve enclosed avery good list. This method has helped our colleagues build a strong list, get trained, and create

income quickly. Its very simple, just go down the list and ask the following 2 questions about

each category:

1. Who do I know who is a ________________?2. Who do I know who knows a ______________?

Fill in the blank with the particular profession. For example, who do I know who is an automobile

mechanic, auto body repair person, auto dealer, etc. Its ok if you do not have everyones phone

number; just write down the name of each person anyway. You will go back and find the

numbers later if you dont have them already. Of course the more phone numbers you have the

better. Facebook is also great for finding friends and phone numbers. Just send each person this

Private Facebook Message: Hey, FIRSTNAME, how have you been? I lost my numbers and Ineed to get yours again! This works to get some numbers you may be missing.

A d l d t j d l Th l thi k ill t b i t t d ill b Th


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Memory Jogger List:

Family

Mom and Dad

Sisters and Brothers

Children and Step Children

Nieces and Nephews

Aunts and Uncles

Cousins

In- Laws

Organizations

Church

Lodges

Schools/College

Community Groups

Hotel/Restaurant

Waiter/WaitressBusperson

Dishwasher

Cook

Chef

Front Desk Clerk

Driver

Concierge, Bell boy

Sales/Catering

Fast Food Employee

Organizations

Health

Political

Friends

Close friends & their friends

School/College buddies

Neighbors

Former neighbors

WorkmatesFormer workmates

Service buddies

Acquaintances

Web friends

Business Professional

Entrepreneur

Business Owner

Executives

Office Managers

Trainers

Attorney

PsychiatristPsychologist

Personnel Director

Athletic Contacts

Fitness Center

Bowling Leagues

Concession Stands

Bicycling

Camping

Baseball Games

Tennis Matches

Hiking

Martial ArtsWeightlifting

Transportation

Airline Pilot

Flight Attendant

Cab DriverBus Driver

Travel Agent

Mechanic

Baggage Handler

Ticket Counter Sales

Truck Driver

Medical/Dental

Doctor


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Doing Business With

Co-Workers

Doctor

Nurse

Chiropractor

Service Station

Postal Delivery

Broker

Realtor

AccountantFinancial Planner

Bank

Mortgage Broker

Grocery Store Clerks

Insurance Agent

HomeownerLandlord

Association

Veterinarian

Handyman

Travel Agent

Florist or Gardener

Manicurist

Hairstylist

Waiter/Waitress

Occupations & Education

Attorney

Professor

School Teacher

Students

Principal

Counselor

Recreation

RestaurantsNight Clubs

Bars

Parks

Beaches

Travel

Lists You Already HaveBirthday List

Christmas List

Personal Phone List

Contacts in your Cell Phone

School Contacts

Teachers

Principals

Associates

Entertainment/Artistic

Photographer

Interior Decorator

Artist

Graphic Designer

Choreographer

Musician

Director

Set Designer

FilmmakerVideo Producer

Web Designer

Actor

Government/City Employee

Fireman

PolicemanArmed Forces

Postal Carrier

DMV

Forest Ranger

Librarian

Elected OfficialsBanking

Bank Teller


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I want you to get 3 simple, cheap notebooks (bound, not spiral) and a day planner before we

meet again. The first notebook will have your list of resources to 200 or more, like this The 2nd notebook is for taking notes while FORMing people and the 3rdnotebook

is for writing down the top prospects to call each week. After you have been doing this for awhile,you will have so many prospects that youll have to decide which are the TOP ones to follow up

with first. And the day planner will be used during our next meeting to discuss your business

hours as well.

Now back to the restaurant analogy. dont be thinking of who will like the food in the

restaurant and who wouldnt, whos a vegetarian etc., dont worry about any of that kind ofstuff.

Dont disqualify in anyway. Just get the list of 200. There are some people on that list that will

never look. Theyll never come through the doors. Wont like the food. Will never refer

somebody. Those are the ones that were not looking for. Theyre not qualified to work with us.

Were really just looking to do a test market. Thats all.

STEP 4:Step number four is were going to go ahead and make an appointment to begin your

preliminary training. Just to get you some experience. And so what time tomorrow are you

available. Ok so Ill talk to you DAY

AND TIME.

Again, you need to listen to the Day 1 Smarter Networker Audio. And remember that its one


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STEP 5:Step number five is the next First Steps to Success is taking place in CITY on DATE. This is

where youre going to be able to start learning how to become a professional in this industry. As

you said, you are looking to earn a professional level of income. You have to know that it takes a

higher skill set than someone who wants to make a hundred bucks a month. So, the quicker

youre able to learn in a more professional environment the better. Youll be learning directly

from Dani Johnson by the way. You will also be meeting other people who are already making a

professional level of income as a direct result of working with her in her training.

So you get to meet people that are already doing what you want to be able to do. And youre

going to be guided on how to do it in the quickest possible way. So you want to put that in your

calendar. I would get you on a fast track, and were going to be looking for about 5-10 people to

go along with you. And those will be probably your biggest leaders that are going to build this

with you. Usually the people that start with you in the beginning and follow the same track that

youre on, those people have a tendency of succeeding really well. So thats what well be

looking for. And Ill be helping you work towards that.

So put that on your calendar, you need to get registered for that immediately. In fact, when

youre home, after you register for Smarter Networker, you can goahead and get yourself

registered at this site:

http://www.danijohnson.com/events/home-business-entrepreneur-workshop/


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1 HOUR SET-UP & ACTION PLAN MEETING:

*If they completed the Homework for a #1but still dont have the money to start,

continue with the script below ANYWAYS. Help them host their first mixers and also

invite their list to view the DSI YouTube Presentation Video. Involve them in

building to increase their skill & desire to upgrade.

START BY SAYING THIS:Before we review the homework, I want you to plug into our Team Duplicate Success

International System. The main thing to understand is that people cannot be duplicated, but

systems can. Mastering this system and helping others through this process on a daily basis is the

key to achieving your goals.

Step 1:Send a text to 773-295-4982, with the message: @teamdsi Go ahead and do this right now. After you subscribe, you will receive a text back

asking for your name. Reply with your full name and you will be officially subscribed to ourTraining Call text updates. You can unsubscribe at anytime, but this is the best way to stay

plugged in. Did it work for you? Ok, so each Monday at 6pm CST there is

an DSI Elite Training Call with one of our team leaders actually calling LIVE prospects and reading

them the simple Dani Johnson scripts. You will receive a text with the info so you can listen in.

This call is very eye opening because you can see how simple it is to create success. You will also

see the good, bad, and the ugly. Its important for you to know its not always pretty and

rejection does happen, but thats just part of the fun. Make this call a priority in your calendar.

b h d ll h k?


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What did you like about what you saw? Ok, so this is quite a big bonus. You

have 56 days from when you enrolled to qualify, so your Platinum Bonus Deadline is DATE.

There are more training videos on the Compensation Plan that you can come back and watch

later. But for now lets keep moving.

Step 3: Click on Subscribe at the top right side of the page. Proceed to enter your name and

email to be added to our Create Duplication email updates.

You will receive news on upcoming events and trainings that are crucial to your success. In

addition to the Monday 6pm CST call, you will receive info on Smarter Networkers Monday

Night Dani Johnson training call that happens each week at 9pm CST. This call is 1 solid hour of

mentorship from Dani Johnson. Monday is our big training day and both of these calls are crucial

to your success each week.

Step 4:Lastly, click on Documents. This is your access to the DSI Business Presentation Video,

Forms Binder, Tracking Binder, Tools, & PowerPoints. I suggest you plan some downtime thisweek (about an hour) to save these documents to your computer, and also to create your Forms

Binder & Tracking Binder. Just follow the simple printing directions below each document.

Step 5:While you are doing this, make sure you fill out the Direct Deposit Form and FAX it to the

number provided on the form. You must have Direct Deposit set up in order to receive paychecks.

Also be aware that USANA has a new e-wallet option if you prefer this instead of Direct Deposit.

You can call them at 801-954-7200 to set up this option. When will you be able to schedule the

h t & i t th d t d l t t d it? LET THEM ANSWER Ok


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Step 7:Ok, and what are your top 3 goals? How much money will it take

to achieve these goals and by what time do you want to have them done?

Ok, so after we talk about First Steps to Success and review your list of resources, we will

establish some business hours and go over what you need to do to make these goals happen.

A NOTE TO THE SPONSOR:Write their goals down and save them in your phone, or

in a file. You must know your team members goals and constantly remind them

about the rewards.

*THE REWARD MUST BE BIGGER THAN THE RISK OF LEAVING THEIR COMFORT ZONE

Step 8:Were you able to register for First Steps to Success & Home Business Entrepreneur

Workshop? This training is going to be crucial to your success. The goal is

for you to be there, and also to bring your most serious business partners with you. I suggest

you also get your hotel and plane ticket ASAP. We can also find you a roommate or 2, if need be.

We will talk more about this as we get closer to the event.

Step 9:Lets see your list of resources?How many did you come up with?

Ok, this is a good start. Everyday, as you remember more people and meet new people, you will

be adding more names to this list. Our goal is simply to do a test market so you can practice and

learn the process, NOT to enroll anybody. No pressure, just enjoy learning the system.

Right now, we are not going to assume anyone will enroll. Again our goal is only to practice and


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Step 10:Ok now lets make your customized plan of action. Just like any business, you must have

some set income producing hours (i.e. business hours). In a moment you will choose the plan

thats best for you. Heres the strategy that produces results: 80% of your income producing

hours must be spent calling & reading invite or follow up scriptsto generate new business;19% of your income producing hours must be spent doing On-The-Job Training (OJT) with NEW

people; and 1% is spent solving problems for your team. Please note: if you spend 1 income

producing hour making calls and reading scripts, you should be able to make about 15+ calls

per hour.

Why so little time problem solving? Problem solving is simply directing your team to where they

can find the solution themselves, not by doing everything for them. If they are having problems

with a certain aspect of business building, you direct them to an audio at SmarterNetworker.com

where Dani Johnson has already solved the problem. This frees you up to use your business time

wisely, and also empowers them. If they have USANA product or shipping questions, you tell

them to call 801-954-7200. If they have Dani Johnson Seminar Questions, you have them call866-760-8255. In fact, take a moment and save both of these numbers to your phone. Ill go

ahead and wait for you to do it. Ok, are they saved?

Below are your options. We have had people create successful results on just afew consistent

hours per week.Its not about the hours; its about having a set schedule each weekjust like you

have a set schedule at your job.Below is a description of a 40 hour option, 20 hour option, 10

hour option, and 5 hour option. Tell me which is best for you. Ok we will

ti di th t t k l th t b t f


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80% New Biz Dev. is: 8 hrs making calls reading invite & follow-up scripts 120 calls/ week

19% OJT: 1 hour & 54 mins doing home USANA mixers with NEW recruits (or 3 way calls)

1% Problem Solving: 6 minutes problem solving

If you want to have 5 income producing hours per week:

80% New Biz Dev. is: 4 hrs making calls reading invite & follow-up scripts 60 calls/ week

19% OJT: 57 minutes doing home USANA mixers with NEW recruits (or 3 way calls)

1% Problem Solving: 3 minutes problem solving

Also I want you to know that this is a marathon, not a sprint. Dani Johnson recommends taking 1day off from all work (including USANA & your job) each week, to have a day of rest. This is just

as important as the days you work. I suggest you be teachable and follow this advice as well. So

which day will be your day of rest? Ok sounds good.

I recommend you choose 1 night this week to have a USANA Mixer in your home using the script

on page 23 of this DSI Training Manual. If your home is not a good option, then I suggest you doit in a meeting room of a restaurant, church, apartment clubhouse, or wherever you can gather

5-10 people. I will be there with you (in person, via skype, or telephone) to guide you through

this process. Long distance is not an issue.

The first mixer I will do all the talking to your guests while you watch and take notes. The 2nd

time you have a mixer, you will do the first half, and I will do the last half. And the 3

rd

time, youwill do the entire process, and I will be there to clean up the mess. After that, it is your job to

continue doing weekly gatherings. One night a week needs to be your USANA Mixer Night and

h h f b i h ill k d h i h I d THIS NIGHT OR


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and many people do this on their downtime. Some like to listen to audios while they are driving,

working out, doing housework, etc. Always count this time OUTSIDE of your business hours.

There are 2 aspects of building you have to master. High Tech and High Touch. So far we

have covered a High Touch approach with USANA Mixers. This sets the foundation, but youmust also master High Tech. This is done with our simple DSI Business Presentation video.

During your income producing hours, you will call your local & long distance contacts and read

them the script on page 22 of this DSI Training Manual. This strategy works great for you to

practice on anyone that CANNOT attend your mixer for any reason. The video approach

eliminates the issue of distance & travel. After they watch the video, we will call them back

together using the Closing Script for 1-on-1 (YouTube or Face-to-Face) on page 28 and followthe simple directions if they are a #1, #2, or #3.

On your first follow up call, you will introduce me and I will do the entire closing script while you

follow along. On your next 2-3 follow up calls, you will introduce me to be there to support and

listen while you do the entire closing script. I will clean up the mess and help you guide your

contacts through the process. After we do 3 follow up calls together, you will know exactly howto duplicate the process. Then you will be independent and have the ability to make calls without

depending on my schedule.

After we do both the Hi Touch & Hi Tech process, you will be free to develop your own client

base and associate base setting your own business hours each week and leading by example so

that your associate base duplicates exactly the same way you are.

Step 11:Before we begin reading the practice scripts and making your first calls, we need to take

a moment to set up your True Health Assessment Website Can you get in front of your


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Edit Site Namebutton in blue. Did a pop-up window open for you? Ok,

now you should see a box that says Site Name with your USANA ID number inside the box.

Simply delete your USANA ID number and replace it with your first name and last name together

as one word. For example, if your name is Joanna Lopez, you need to type it in like this:

joannalopez >>> do not include a period or any hyphenation. Now click the blue SAVE button.Did you do it? Ok, now click the Orange Build My Website button.

WARNING:some website names are already reserved & no longer available. Your

new team member may have to do a variation of their name if necessary.

Do you see where it says, Your website first&lastname.usana.com has been built and is available

on the Internet? Ok this is your webpage that allows you to do the True

Health Assessment. Go ahead and save this link.

Please understand that this website is NOT for the initial phone call to your contacts. This

website is for AFTER they see a presentation. It is for you to use on your computer or device

while you fill out the True Health Assessment FOR THEM and ask them questions about theirhealth. They will receive an email with the results. You will see how we use this website as we do

your On-The-Job Training (OJT).

Step 12:Right now we are going to schedule your first Power Hour: Making Calls & Reading

Scriptsappointment. I will be there to walk you through this over the phone, on Skype, or in

person. We need to schedule this appointment at least 1-3 days before your first mixer happensso that you have very successful phone calls. This is where the fun begins. I can do DATE or

DATEat TIME. Which works best for you? Ok sounds good. Talk to you


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POWER HOUR: MAKING CALLS & READING SCRIPTS SESSION

Were you able to print up your forms binder and tracking binder? We will

make calls today regardless, just please be aware that you will need your binders ready. Now

before you start making calls and reading the simple scripts I just want to go over a few things:

NUMBER 1:Calling the people on your list of resources is just for practice. The majority of them

are not going to do anything. Some may become clients or associates, but that will be an added

bonus if they do. Our main goal is simply to have you master the process so you can work with

the general public with confidence. Please remember to have fun and enjoy the conversations

youll be having. The majorities of them are going to love hearing from you and will be happy toallow you to practice with them. Who knows, maybe some will decide to pursue it with you! You

never know until you start.

NUMBER 2:Soon you will need to order the Dani Johnson Home Business Bundle to effectively

work with the public. Today you will be using the scripts on page 22, 23, & 24 in the Basic

Training Manual to practice on your list of resources, and this will get you started nicely. But towork with advertising campaigns and generate profits on a professional level, you will need the

home business bundle. This was mentioned our business presentation. They include the Main

Script Book, the Supplemental Script Book, and a 10 disc CD set called 6 Figures in 6 Months that

explains how Dani was able to generate 6 Figures in her first 6 months.

This home business bundle is crucial for your business to expand beyond your list of resourcesand will also help you immensely through your entire business journey. Normally, the cost for all

3 products separately is $206 (+ tax and shipping), but you can get the entire bundle for only

$ ( d h ) f h l k


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generate. They are also limited to the scripts in the Basic Training Manual and the free content at

SmarterNetworker.com. No budgetcan usually generate some results in the beginning, but

they will NEVER make a professional level of income.

Low budgetis someone who still works with their list of resources & uses the Basic TrainingManual to get trained, but they can also invest in a little advertising campaign (maybe $135 for

500 Bulk Local leads atwww.getleads123.com). They can also invest in their Dani Johnson Home

Business Bundle and attending First Steps to Success. This is a huge leap from No Budgetand

sets you up to earn a professional level of income. You definitely want to get into the low budget

category as soon as possible.

High budgetis someone who does everything that Low Budgetand No Budgetdo, but they

also have a healthy budget to invest $500-$1000 per month in advertising that gives them the

ability to work full time. They are also able to purchase higher quality leads, and have enough to

make 480 calls per week, which is a full time workload.

I want you to just keep in mind that you will learn the process right now with the Basic TrainingManual and your list of resources, but the goal is for you to expand to have the skillsets &

professionalism it will take to work with the public and also generate a professional level of

income. We will discuss more about this after your first 200 calls and 2-3 home mixers.

NUMBER 4: There are 2 crucial aspects to running a successful part time or full time business:

Having a Weekly Action Plan and Tracking Your Numbers.

NUMBER 5: The last page of this training manual is a copy of the Weekly Action Plan &

Tracking Your Numbers Document It is double sided Please take a moment and detach it from
http://www.getleads123.com/http://www.getleads123.com/http://www.getleads123.com/http://www.getleads123.com/


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how I track. Each week I go towww.createduplication.comand click on GoProTrack. Lets take

a moment to do this right now. Did you get there?

Ok, so heres how it works. Every Friday is the end of the USANA pay

period and work week, so usually on Saturday or Sunday I go to this webpage and submit my

numbers for the previous week.

Each Monday we have a DSI Elite Call that begins at 6pm CST with recognizing our Elite Team

Members who tracked their activity and reported it. Our team recognizes the people who track,

even if their numbers are small. We have several people working 5-10 hours per week who are

tracking their numbers and making weekly checks.

Most importantly, you want your future team members to see YOUR NAME on the Recognition

Report. Let me ask you a question, do you want your sales force producing on a consistent basis?

Ok great, they will do what you do. The key to success is to understand

that everything you do duplicates, both good habits and bad habits. So, if you keep a high

standard for yourself, your organization will follow the same. Right now, send a text to 773-295-

4982 with the message: @dsielite You will now receive our EliteTeam Text updates each week on when to submit your numbers, as well as other Elite Team Tips.

NUMBER 8: There are 2 aspects to running a part time or full time business. Having a Weekly

Action Plan and Tracking Your Numbers.

NUMBER 9: The main thing I want you to understand right now is that its ok to feel nervous and

dont expect perfection.Just be yourself and read the script. Let me ask you, what was the first

job you ever had? Do you remember being excited and nervous at the

same time? And do you remember that the first week was tough but
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Practice Approach Script (for YouTube Video Presentation)

Script Tip!

SMILE WHILE YOURE ON THE PHONE. YOU ARE NOT A SALESPERSON,YOU ARE A BUSINESS DEVELOPER.

Scr ipt Tip!

F.O.R.M.your prospects. Dont assume you know everything about them.Ask questions.

Hey PROSPECTS NAME, hows it going? (F.O.R.M. your prospect) I knowyou are really busy with all that you have going on in your life and I almostdidnt call you because of your schedule. But, I really need your help.

I recently started working for a company that does 19 minute video marketingcampaigns and before I begin working with the general public I was hoping to

get some experience by practicing it on a few select people. Would you bewilling to watch the 19 minute YouTube Video real quick and let me ask yousome questions afterwards?

Ok thank you so much, I want to make sure you can open it without anyproblems. Would you like me to email or text you the link?

Ok Im sending it right now, just a second.


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Practice Approach Script for In-Home USANA Mixer

***Using DSI YouTube Video or Presenting Live with PPT Slides

Script Tip!

SMILE WHILE YOURE ON THE PHONE. YOU ARE NOT A SALESPERSON,YOU ARE A BUSINESS DEVELOPER.

Scr ipt Tip!

F.O.R.M.your prospects. Dont assume you know everything about them.

Ask questions.

Hey PROSPECTS NAME, hows it going? (F.O.R.M. your prospect) I knowyou are really busy with all that you have going on in your life and I almostdidnt call you because of your schedule. But, I really need your help.

I recently started working for a company that does 20 minute video marketingcampaigns, and before I start working with the general public, Im invitingsome select people over as a test group at LOCATIONon DATE & TIMEand its going to be a lot of fun. I was wondering if youd be willing to comeover to hang out and let me practice with you.

Ok, the address is ________________. Do you know how to get here? I will

be calling you a day in advance to finalize the guest list. Thanks so much!Talk to you soon.


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Weight Loss Phone Script for Warm Market**Use this script to practice the weight loss video process with friends and family

Script Tip!

SMILE WHILE YOURE ON THE PHONE. YOU ARE NOT A SALESPERSON,

YOU ARE A BUSINESS DEVELOPER.

Hey I need to ask you a little favor!

The company I work with came out with a little 4.5 minute YouTube video andI need to practice it on some select people before I start working with thegeneral public. Would you be willing to watch it real quick and let me ask yousome questions afterwards?

Ok thank you so much!

Ok, would you like me to text you the link so you can watch the video on your

phone or if you prefer email, whats your best email to send to?

Ok, Im sending it right now. I also want to make sure you dont have any

problems opening the video. Can you click on the link and tell me if it opens

ok for you..


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GET THEM STARTED ON THEIR POWER HOURWITH CALLS BY SAYING THIS:

Ok, so now that we have role played, you are ready. You are going to make 15-20 calls in the next

hour and here are your options:

Use page 22 to have them watch the Complete USANA Overview by DSI YouTube video

Use page 23 to have them attend your USANA Mixer event

Use page 24 to have them watch the RESET Weight Loss Video (only for people you knowthat want to lose weight).

I suggest you use page 23 for your local friends and family as a first option. If they cannot attendyour mixer, then immediately switch to page 22 and have them watch the online video as soon

as possible. Its better to expose them to the video if they cannot attend your mixer that week. It

gets the ball rolling and weve had many local prospects who watched the video first, then

enrolled immediately.

For ALL of your long distance contacts use page 22 script to have them review the complete

USANA Overview. One of our DSI Colleagues named Lillian was mostly wanting the products but

enrolled as an associate because she wanted the tax savings. She was glad she got the complete

overview instead of products only. That happens all the time.

For your local AND long distance friends who need to lose weight, you have 2 options. You can

use the script on page 24 to introduce them to the RESET Weight Loss video only, which is fine.

Or you can introduce them to the page 22 complete overview video script. Follow your heart onthis one. Either way they will learn about the weight loss.


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As for the YouTube Video, you will have to call about 20 to get 5 to watch the video immediately.

The people who cannot watch immediately will become follow-up during your future power

hours. The fortune is always in the follow up.

When you get someone watching a video, call or text me. I will walk you through page 28 withthe closing questions with them LIVE on the phone so you can learn. After 2-3 times you will

know exactly what to do with everyone.

Lastly, lets schedule a time to meet next week to do your Admin Session. At that point I will

explain the dosages and how to make the shakes. I will also need you in front of your computer,

so I can show you your USANA weekly paycheck report online and how to manage your autoorder. I can talk at TIME OR TIME which is better for you? Ok, great.

Its time to make calls, help some people and havefun learning the process so you can make

professional money. Lets talk after your Power Hour and go over your numbers!

*Its very important to establish their income producing hours and holding

USANA mixers BEFORE doing the Admin Session.

GET THEM TAKING ACTION TO PRODUCE RESULTS.


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Edification Script & Your ID

INTRODUCE YOUR SPONSOR BY SAYING THIS:

Id like you to meet my business partner, BUSINESS PARTNERS NAME.He/she is very well respected in USANA and Im very lucky to be work ing withhim/her.

Your ID

Write your ID here:

Your ID is to build bridges with a crowd. This is NOT your money or product

testimonial. Get them on your side, thinking, Hey! He/she is sort of like me. Use

phrases like: I felt overworked and underpaid, too many hours, high stress, still living

paycheck-to-paycheck, There was a cap on my income, etc. Keep it fairly brief, 2-3

minutes max, no so what responses. Dont tell your whole life story. Tell what you

did before, and why and how you were introduced to your company, how you were

feeling and some of the things you were dissatisfied with get the crowd involved byraising your hand when you ask questions.


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Closing Script for 1-on-1(YouTube Video or Face-to-Face Apt)

***SCRIPT TO INTRODUCE SPONSOR IF THEY CAN BE ON YOUR FIRST FEW CALLS:

Hey PROSPECTS NAME Im calling with SPONSORS NAME on the line. He/she is very wellrespected in the company and Im lucky to be working with him/her. I am learning how to do the

last part of the script so SPONSORS NAME is here to walk me through it. SPONSORS NAME

are you there? THEN

CONTINUE

START BY SAYING THIS:Thank you so much for watching the slideshow and letting me practice thisprocess with you. I really appreciate it. Before I ask you these quick questionsI just want to say that prior to USANA my health was ___________ and now Ifeel ____________. Its been a really great experience. Ok, so here we go:

#1. What did you like about what you saw?

#2. Tell me more about that.

#3. Ok, great. Are you a 1, 2, or a 3?

IF THEY ARE A #1 #3 SAY THIS


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Closing Script for In-Home USANA Mixer (Group of 3 or More)

START BY SAYING THIS:

To finish our mixer tonight I am supposed to ask 2 questions to each guestand then we are done. Thanks so much for letting us practice this processwith you. Here we go:

#1. What did you like about what you saw?

#2. Ok, great. Are you a 1, 2, or a 3?

After learning each persons decision, address the Group Collectively:

Ok, for the #1s and #3s, Im going to passout the order form and pricelist toeach one of you. If you are a #3, go with Client Order. If you are a #1,choose the Business Center Option you want. Then choose the products thatare best for you and we will get you started from there. Go ahead and fillthese out.

For the #2s Im going to pass out a form with some questions to each one ofPl th ti d th ill h t i di id ll t th d


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Closing Script for After They Watched 4.5 min RESET VIDEO

1. So, what did you like about what you saw?

2. Tell me more about that.

3. Ok so now I need to ask you a few questions to finish the script

Questions to ask:

First of all, how much weight do you want to lose? What type of diets haveyou tried in the past? How do you feel these worked out for you?

We have been so busy with our promotion that we are having to do phone

interviews to figure out who is really serious about losing weight, becausethere is a lot of work on our part to help you lose your weight. Its not justgoing on another fad diet. So we are looking for clients that are absolutelyserious about losing weight. So how serious are you about losing weight? What is the main reason you have for wanting to lose yourweight?

Okay, great. Let me explain exactly how the RESET Program works, becauseits an extremely effective weight control program. Basically the program


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about a few of our clients testimonials. My colleague Jared lost 6 pounds in

his first 5 days and he has kept the weight off for 3 months. My other

colleague Charlene is in her fifties, she was having trouble losing weight and

she also lost 5 lbs in 5 days. We have thousands of stories like this.

Right now we are running a special promotion. We will give you free

counseling to make sure you are using it right and getting the results you

want. Thats done by phone for your convenience.

The program is very inexpensive because it supplies all 3 of your meals, 2

snacks, nutritional supplements, and a simple pamphlet that has a tracking

system for your 5-day experience. It also includes a USANA blender bottle,

videos, ideas for low glycemic meals, and also a simple exercise program.The cost for the 5-day program is $116 plus tax and shipping.

The second thing is, we want you to take a before picture now, then an

after picture of yourself, and then submit it to our monthly journal with a brief

letter telling how much weight youve lost and how great you feel. So you andI need to work real hard together. Its a team effort, to make sure you lose

your weight. If we use your story and pictures in our journal, you get $200


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7. Ok, so the total for the RESET program is $116 plus tax and shipping, so it

will probably be around $126 (give or take a dollar or two). This is going to

cover all your meals & supplements for 5 days and I will be working with you

very closely to make sure you hit your goals and have a great experience.At the end of your 5 days, we will discuss if you would like to continue to the

next step, which is the Phase 1 program for a month. Normally people lose

an additional 10 lbs each month they do Phase 1, so its the best way to

compound your results and keep your momentum going after the RESET.

The cost for Phase 1 is $227 and covers 2 shakes per day and 1 protein

snack per day for 4 weeks. So, you would be having 1 satisfying low

glycemic meal per day that we will give you plenty of tasty examples to

choose from, and then continue have 2 shakes per day to replace the other

meals and also having low glycemic snacks. Most people report actuallysaving money on their grocery budget when they do Phase 1 because it

keeps them on track and away from eating out while they are losing weight.

It also helps them achieve their goals and have fun doing it. One of our

team members named Donna Womack did Phase 1 and lost 50 lbs in 5

months, thats 10 lbs a month and shes kept the weight off for 7 years. Wehave many stories like this!


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Ok, so I will process your order today and you should get everything around

7 days from now, give or take a day. Lets schedule a time to talk after you

receive your products in the mail. I will be explaining how to get the bestresults from your experience. I can do DATE at TIME orDATE at

TIME which works best for you?

OK, sounds good.

Lastly, Im going to mail you a CD to listen to this week thats going toprepare you for your experience on USANAs products. Its called the Power

of Cellular Nutrition by Dr. Ladd McNamara. Hes a Medical Doctor that has

used USANAs products with thousands of patients. This CD documents the

results. Its the absolute best thing for you to listen to while you are waiting. I

will put that in the mail today.

Thanks again for becoming USANAs newest client. I look forward to you

getting results and I will be talking with you soon!

TWO CRUCIAL STEPS TO ENSURE THEIR LOYALTY & SUCCESS:

#1: SEND THEM THE CD AND A THANK YOU CARD SAME DAY! THIS


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Script for a #3 Who Immediately Enrolls as a Client

**If several clients enroll at one mixer event, read this script to all

of them at the same time. Then schedule each clients individual

follow-up separately.

AFTER COLLECTING THEIR ORDER SAY THIS:Welcome to the USANA Family. Thanks for becoming a client . Im excited foryou to have great results with the products!

Im giving you a CD by Dr. Ladd McNamara called The Power of CellularNutrition. You can listen to this while you are driving around. It explainsexactly what the products are doing in your body and shares some amazingstories of Dr. McNamaras patients. Its the best thing you can listen to whilewaiting for your products to arrive. .

What we always do is set up your 10% auto order savings option with yourproducts when establishing your account. This saves you the most money onfuture orders and I will be meeting with you next week to show you how itworks so you can manage it in advance.

Lastly, lets set up a time to meet in-person or over the phone in about 7 days.You should have your products by then. At that time I will explain the dosagesand walk you through your Preferred Customer Account online so you feel


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3 STEPS to RETAIN YOUR NEW Client

STEP 1- Send them a re-cap email the same night they enroll:

Hi FIRSTNAME,

I just processed your order for your products. You should have received an email fromUSANA welcoming you. Your credit card was charged $ AMOUNT.You now have yourown USANA Preferred Customer ID# so you can login and purchase USANA products atyour convenience.

To login, visit:www.usanatoday.comYour Preferred Customer ID is: INSERT THEIR ID NUMBER HEREYour Password is: Usana123

I will be getting with you to walk you through the site so you know how to re-order.

If you decide to be on the products each month, you will get the auto-order discount. So,the prices of all USANA products drop by 10%. Learning to use the auto order systemgives you the biggest discounts. Anything you put on your auto order automaticallyLOWERS the price. You also have the ability to add/remove products and change thedate of your auto order at any time.

Thanks again for your trust and your business FIRSTNAME.I look forward to seeing youget results!

Sincerely,
http://www.usanatoday.com/http://www.usanatoday.com/http://www.usanatoday.com/http://www.usanatoday.com/


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Client Account Overview Session Script

Make sure they received their product & take 15 minutes to say this

1) Hi CLIENTS NAMEdid you receive your products? Ok canyou get them real quick? Im going to explain the dosages


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previous order. Also, you can always add/subtract products, and you have the power todelay or stop at anytime. Now, before we finish our appointment today we will schedulea time to talk a few days before your auto order would process. I want to make sure youare liking your products and you are happy.

9) If you decide that you would like to keep your auto order set up, then the system willsave your order at 11:59pm U.S. Mountain Standard Time on Friday #4, which isMONTH & DAY. At that point you are set and your card would be charged on YourProcessing Date shown here, which is Sunday, MONTH & DAY.

10) You must make any changes before 11:59pm on Friday #4. After that it is saved and

processes. It works like this every 4 weeks. The goal is to have you master this systemso you can save the most money on future orders. The biggest savings is by playing thesystem this way.

11) Heres the best news of all. You are eligible for an ADDITIONAL BONUS on Top ofyour 10% savings for this upcoming auto-order you have. It is called Initial OrderReward. Heres how it works:

12) The price of your Initial USANA order was __________. In this case, Five Percent of Your Initial Orderis _______. So you will receive this amount as a DISCOUNT on your 1 st& 2NDupcoming Auto Orders as well!

13) Keep in mind that this is IN ADDITION to the 10% Discount you are already receiving,so the Auto Order gives a very hefty discount, especially the first 2 times. Do you seehow the Initial Order Reward Amount is shown on the left side of the page?


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Ok you must now respond with your firstname and lastname and then you are officiallypart of the group. I will add your email to my Product Webcast email list and also callyou when there are local events going on in your area.

17) Ok, so you are all set. I will be calling you in 2 weeks to touch base and see how youare doing on the product. We will talk at that time to make sure you are happy and stillwould like your auto order to process. What day and time is best for us to talk again?Imexcited for you to get results!

Thanks again and talk to you soon.

OPTIONAL WEBCAST INVITE SCRIPT:Also, there is a product webcast by ____________________ on DATE & TIME.

Watching this webcast is going to give you an entire new perspective on what the

products do for your body. Would you like to register online for the guest list? Ok, I will email you the info to register right now.

OPTIONAL LOCAL USANA EVENT INVITE SCRIPT:Also, we are having a local USANA mixer event on DATE & TIME at PLACE. This

will be a great way for you to meet others who are having success on the products, see

the results, and have a great time. Would you like to be on the guest list? Ok I will add you to the guest list and call you the night before

when we are finalizing the list.
http://www.createduplication.com/http://www.createduplication.com/http://www.createduplication.com/http://www.createduplication.com/


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Script if Your #3 Does Not Become a Client Immediately

START BY SAYING THIS:Ok, I totally understand if now is not the right time for you to try the products. The best

thing to do in this case is:

STEP 1:Listen to Dr. Ladd McNamaras CD called the Power of Cellular Nutrition. Hes a Medical

Doctor that has used USANAs productswith thousands of patients. The stories on this

CD are very good. They cover exactly how the products will help your body. I actually

have for you listen to.

Lets set up a time right now to talk on the phone after you have listened to this CD. At

that time, we can do a little 15 minute True Health Assessment by USANA to figure out

the products that are best for you. I can talk on DATE & TIME or DATE & TIME.

Which one works better for you?

Calling them 24 hours after they have the CD is preferable. Tell them

several health success stories to create an eager desire to listen to

the CD.

STEP 2- SAY THIS WHEN CALLING THEM BACK:

1 Hi FIRSTNAME h d ? LET THEM ANSWER & F O R M THEM


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Questions for a #2

**Give this form to your guest if they are a #2 at the end

What did you like about what you saw in the slideshow? Tell me more about that:

_____________________________________________________________________

_____________________________________________________________________

_____________________________________________________________________

It sounds like you have some really good questions & concerns. Please share them and Iwill make sure you get the answers:

1. ____________________________________________________________________

2. ____________________________________________________________________

3. ____________________________________________________________________

What would you like to explore first, the USANA products or business?

____________________________________________________________________


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Business Homework for a #2 ScriptSTART BY SAYING THIS:

Ok, the next step is for you to review some training homework material right now and set up a

time for us to meet in a day or two. When we meet again, we can do the True HealthAssessment, figure out the products that are best for you, and get you started from there.

Since we are face-to-face, Im going to read you the 4 steps below (OR) Since we are long

distance, Im sending you this link:www.createduplication.com/homeworkfora2 Can you check

your email? Once you open it Im going to read through it with you.

STEP 1: Enroll for Text Message AccessSend a text to 773-295-4982 with the message @teamdsi Go ahead

and send this text real quick right now. Did it send you a message back?

Ok, you must also respond with your first and last name and then you are subscribed to receive

info on our Monday Training Calls. Each Monday at 6pm CST you will hear live calls being made

by one of our Top Leaders and see how its actually done. Also, each Monday at 9pm CST you will

be trained by Dani Johnson herself. She covers 1 new strategy each week. These calls are honest

and direct. They will show you the good, bad, and the ugly, so you can learn by example. Make

sure you plan to hear these calls each week because they are crucial to your ongoing success.

STEP 2: Attend the next local eventOur next local event is on at This will show you how our
http://www.createduplication.com/homeworkhttp://www.createduplication.com/homeworkhttp://www.createduplication.com/homework


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STEP 4: HOMEWORKThere is one audio Im going to ask you to listen to tonight. Depending on what you do with this

homework really kind of tells me what kind of working relationship were going to have.I want

you to know that I will not micro-manage you, but I also will not beg you to show up for work.And Im sure you can imagine, like most jobs, there are some people who say they want to go

straight to the top, yet they dont follow the instructions to get there, do they? So Im really

interested to see what kind of a person you are going to be. Are you going to be the type that

shows up, follows directions and does exactly what it takes to reach the top, or not?

This is going to be your preliminary training, so you can understand the processes of exactly how

to succeed. The first call of the Smarter Networker Bootcamp is what I want you to listen to

tonight. I would like to know 3 things that you learn from that very first call.

IF YOU ARE MEETING THEM LIVE IN PERSON, ALSO SAY THIS:

Im going to give you this CD to listen to while you are driving around. This is actually Day 1 of theSmarter Networker Bootcamp.

When we talk tomorrow:

Id like to hear your feedback on the 3 things that youre going to apply immediately

We will do the True Health Assessment to figure out the products best for you

And if you are serious we will get you started in the company & continue your 30 Day


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True Health Assessment Script (for a #2 or #3)

**The goal of the True Health Assessment is to get your guest involved

and having fun with the process.

1. The next step is to take the True Health Assessment (T.H.A.) to figure out the products that

would be best for you. I just need to open the website on my end and ask you a few health

questions, it will take about 15 minutes. Will that work?

***OPEN YOUR PERSONAL T.H.A. USANA WEBSITE & INPUT EVERYTHING ON YOUR

END WHILE ASKING THEM THE QUESTIONS FINISH BY CLICKING ASSESS ME & THEN

SAY CONTINUE BY SAYING:

2. You should have just received an email with the results of your True Health Assessment.

Can you check your email and tell me if you got it?

3. Ok, so there are 3 HEALTH REPORTS that Im going to walk you through. Click on the 1st

link,which is your Top Health Risk Areas. Did it open for you?

4. Now go back to the email and click on the 2ndlink, which is your Lifestyle Report. Did it

open for you?

5. Now go back to the email and click on the 3rdlink, which is your Product

Recommendations. Did it open for you? Ok, so the THA is saying


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9. What is the number on the card? What is the name on the card? What is the expiration

date? What is the CVV code?

Welcome to the USANA Family. Thanks for becoming a client. I really appreciate your business.Lets set up a time to talk in about 7 days when you get your products in the mail. At that time I

will explain exactly how to use your products and also walk you through using your Preferred

Customer Account online so you feel comfortable. You should receive the products in 5-7 days. I

can talk next week at DATE & TIME or DATE & TIME. Which works best for you? Can you be

in front of your computer at that time as well?

Lastly, here is a CD by Dr. Ladd McNamara called The Power of Cellular Nutrition. You can listen

to this one while you are driving around. It will really explain exactly what the products are doing

in your body. Its amazing to hear the results hes had. .I really appreciate your business and Im excited for you tofeel the USANA Difference and have great results!


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Script for a #1 Who Just Enrolled


Welcome to the USANA Family. I am excited to see you follow directions and get results. Thenext step is for me to read you the Homework for a #1 script right now. Since you just enrolled

it is very important to strike while the iron is hot and get you learning from Dani Johnson right

away. It will only take 15 minutes to get you on the fast track. Lets go to page 4and read

through it


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RESET Prep Script


1) Hi CLIENTS NAMEdid you receive your products? Ok canyou get them real quick? Im going to explain everything.

2) First, can you check your RESET box for the 2-pagepamphlet. Did you find it? The best thing you can do is buy your fruits and vegetables and havethem ready for the 5 day program in advance. What fruits and veggies are you thinkingof? Ok that will be fine.

3) Let me ask you, what days are you going to be doing the RESET? Ok that sounds good.

3) The Tips to Succeedare mentioned at the bottom of page 1 of the RESET pamphlet.

Drink at least 64 ounces of water every day. Avoid strenuous exercise during theprogram. Eat an additional serving of fruit of vegetables if you feel lightheaded. Walk 20-30 minutes each day.

4) On page 2 you can see the RESET Checklist. Start your day with a shake andHealthpack Vitamins. A few hours later have a USANA protein snack, then another shakeat lunch, another protein snack mid afternoon, and for dinner have your 3rdUSANA shake

and Healthpack Vitamins. At any time feel free to eat your fruit and vegetable options.

5) Some people feel so full with the shakes that they have to challenge themselves to get


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morning of Day 6 (the Day after you have completed the RESET). Write these weightsdown. You will want to get a journal or tracking sheet. Keeping track of your progress isimportant. We recommend that you do not weigh yourself each day. This trackingschedule will help you see your results!

9) Watch this simple 3-minute video on how to make the shakes. Would you prefer me toemail you this video or text it to your phone? Ok Im sending itright now. Tell me when you have it.

SEND THIS VIDEO: http://youtu.be/6ArPDIvP1pU

10) Did you get it? Its best to make your shakes with water andice in a blender. Do not use milk or any type of milk substitute as these shakes arealready creamy with the shake mix. Plus, the extra calories from the milk would actuallyhurt your results. Ok lets take 3 minutes and watch it together. It was done by an

Associate who has helped thousands of people lose weight.

11) If you dont have a blender, we have found that the $20-$30 Hamilton BeachBlenders available at Walmart work just as good as the super expensive blenders. And ifyou can keep an extra blender at work, that is great so you can get the best shakeavailable every time.

12) If you are in a situation with no blender, its still ok, but we have found that the shakesare much more filling when they are made with ice in a blender like the video

recommends.

13) Ok, so now you are all set. I would like to hear from you each day for the next 5 daysS
http://youtu.be/6ArPDIvP1pUhttp://youtu.be/6ArPDIvP1pUhttp://youtu.be/6ArPDIvP1pU


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ADMIN SESSION SCRIPT:

**Make sure they have already contacted at least 10-20 new people using the scripts

on page 22, 23, or 24. It is best if they have several prospects by the time you

meet for this admin session:


Hi TEAM MEMBERS NAMEdid you receive your products? Okcan you get them real quick? Lets go over each product and I will explain the dosages,and also how to make the shakes.


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Processing Date is scheduled for Sunday MONTH & DAY. The idea is for the productsto be shipped that next week and arrive just as you are running low from your previousorder.

8. If you choose a 200 point auto-order to process, you will be commission eligible on 3business centers for an additional 4 weekly pay periods. If you choose a 100 point auto-order to process, you will be commission eligible on 1 business center for an additional 4weekly pay periods.

10. You must make any changes before 11:59pm on Friday #4, which is MONTH &DAY. After that, it will be saved and charged on Your Processing Date shown here,

which is Sunday, MONTH & DAY. It works like this every 4 weeks. The goal is to haveyou master this system so you can save the most money on future orders and staycommission eligible 4 weeks at a time. The biggest savings is by playing the system thisway.

11. Before we choose the products for your upcoming auto order, I must explain how the3 business center upgrade works. The official USANA rules state that you have 6 weeksto generate 400 personal volume (PV) points, which will activate 3 business centers.

A. If you enrolled with 400-500 points, then this rule doesnt really affect you.

B. If you enrolled with 200-250 points and you choose a 200 point auto order, then2 things will happen:

I. You will be upgraded to 3 business centersII. You will be commission eligible on those 3 business centers for the next 4commission weeks.


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14. One of our colleagues named Victoria likes to sell 3 Essentials, thats 105 volumepoints and she recoups $150 back. Then she orders the remaining 95 points for herpersonal use. That way she stays at the MAXIMUM PAYOUT level (200 points), butrecoups half of her money by retailing. Its just an option if someone is serious about

getting the best payout.

A. Ok, so in your case, your 1stauto order is scheduled to process on Sunday,DATE. And you have until Friday #4 DATE at Midnight Mountain Standardtime, to choose the products for your auto order. Lets take a moment now toplan which products you would like to choose for your upcoming auto order.

B. Click on Change Auto Order > scroll to the bottom and click Add MoreProducts > then click Nutritionals on the left. You should now see pictures ofall the products. Do you see them? Ok, go ahead andchoose 200 or 100 points worth of products. Then scroll to the bottom and clickFINISHED ADDING PRODUCTS and tell me when you are done. . Are you done?

C. Now that you have FINISHED ADDING PRODUCTS you are back at the AutoOrder Management page. Scroll down to see a summary of your order. Doesthat look like the products you chose? And do you seethe Auto Order Discount listed in parenthesis? That isthe money you are saving off the regular price. This is the only area where youcan get this 10% savings.

D.And just so you know, the Income Maximizer is your USANA website & onlineservices. That normally costs $19.95 per month, but all associates get 3 monthsf f f


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a) The price of your Initial USANA order was __________. In this case, Five Percent of Your Initial Order is _______.So you will receive this amount as a DISCOUNT on your 1st& 2NDUpcoming

Auto Orders! Do you see on the left where it says You may have an

additional Initial Order Reward of up to _______ for your next autoorder.Thats even more you will save this time!

b) Keep in mind that this is IN ADDITION to the 10% Discount you are alreadyreceiving, so the first 2 times to have an auto order process, you will begetting the 10% Auto Order Discount AND the Initial Order Reward Discount.It ends up being quite a nice savings.

c) Ok, now scroll to the bottom and click on the Go to USANA Today button.This will take you back to the main page.

G. Now click on DLM > Personal Business Center > Volume Report > Run Report.This is how you can see your paycheck each week. We will discuss this more asyou grow.

H. Next click on DLM > Personal Business Center > Basic Tree View > Run Report.This is how you can see the associates in your organization.

I. Next click on DLM > Personal Business Center > PC Report > Run Report. Thisis how you can see the clients in your organization.

J. There is a lot more to this website, but you can come back and explore at a latertime. Go ahead and click Log Off on the top right and lets move on.


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QUICK TIPS:

Biggest Key to Success each day:

80% of Time Calling & Reading Scripts,

19% of Time OJT = home presentations & 3 way calls for NEW associates (notveterans)

1% Admin & Problem Solving

-----------------------------------------------------------------------------------------

Goals for First Month:oBecome a Platinum Pacesetter (4+ Associates for 1600 SVP)

oEarn First USANA paycheck

oEstablish 3 Business Centers/ 200 point Auto Order (ideal)

oRegister for Dani Johnsons First Steps & Home Business Ent. WorkshopoRegister for USANA International Convention

Placement Strate for Associates & PCs


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INTRO TO WORKING WITH THE PUBLIC SCRIPT:

**Make sure they purchase Dani Johnsons Home Business Bundle before role playing

on these scripts.


1) The purpose of this script is to empower you to work with the public, but theres only

so much we can do. To really excel at working with the public you are going to need

some additional tools. It is so important that you purchase Dani Johnsons Home

Business Bundle if you havent already.

2) The reason is because Dani Johnsons Main Script Book and Supplemental Script

Book cover the rest of the scenarios that this Basic Training Manual has not. Equally

important is the 10 Disc CD Set entitled Six Figures in Six Months covers how Dani

Johnson made six figures in six months. It also covers F.O.R.M., Time & Money

management, closing, building momentum, and many other things that are absolutely

crucial to your long-term success. Please take a moment and purchase this HomeBusiness Bundle now before we continue:

http://www.danijohnson.com/offers/free/home-business/what-the-gurus-arent-telling-you

3) Did you purchase it? Ok great. When it arrives I suggest you

start with the 2 CDs that comewith the Main Script Book. After that, listen to the Six

Figures in Six Months 10 Disc CD set. Congratulations on investing in these tools. They
http://www.danijohnson.com/offers/free/home-business/what-the-gurus-arent-telling-youhttp://www.danijohnson.com/offers/free/home-business/what-the-gurus-arent-telling-youhttp://www.danijohnson.com/offers/free/home-business/what-the-gurus-arent-telling-you


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shes out in public. First she F.O.R.Ms her prospects, then she follows the simple script

on page 55, then calls back using the script on page 56. We will role play through this

scenario to show you how it goes. Then its up to you to apply it everyday and master it.

If possible, I also recommend you go out prospecting one day with your USANA sponsorto see them prospect live. This is another great way to learn. However, if your sponsor

is long distance or unavailable, do not wait to APPLY this valuable skill. It will be rough

until you do it about 10-20 times, so dont expect perfection, just have fun with it and

remember that you are blessing someones life.

Applying the Lukewarm strategy on a regular basis, Viola is able to meet around 300

extra prospects per year. She has enrolled some amazing business partners that are

now lifelong friends as well.

#2 Cold Market Prospecting

Everyday 30,000 people get on Google and type in Work from Home or Home BasedBusiness. Then they search on webpages and submit their phone number for someone

to call them. YOU CAN BUY THESE LISTS. There are many different vendors that sell

leads. Our team has had great success withwww.getleads123.combecause we have

been able to enroll great new business partners and the lead packages cost 20% less

than what weve found with other vendors.

The pros are that you can have an unlimited supply of prospects without having to go out

and meet people in public. Its a great way to practice talking about USANA without any
http://www.getleads123.com/http://www.getleads123.com/http://www.getleads123.com/http://www.getleads123.com/


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THEM. I know it sounds crazy but its true. The other benefit of buying this type of lead is

that you get the entire list at once, so you can make 25-50 calls working 2 hours at a time.

As opposed to waiting for fresh leads which only come at a rate of 1-2 per day.

To purchase 500 Bulk Local Leads visit:www.getleads123.comand choose Bulk LocalLeads on the left side of the page. It will ask you for 3 Area Codes for the area of the

leads you want. Choose the 3 closest area codes you can. Heres an additional trick, if

you live in San Antonio and you only want the 210 area code, you can enter 210 as all 3

options and it will allow you to proceed. Finally, when you check out, use this coupon

code to save 20%: WAFMQNGABF23 This should take the price down from $135 to $108.

Option 2:Buy 100 Real Time Short Form Area Code Specific Leads for $150. The

benefit of these leads is that they are FRESH and have never been called by anyone

before. Another benefit is that you get their phone number emailed to you the minute they

click submit, so you can literally call them immediately after they requested information.

That makes you look impressive.

The disadvantage is that they only send you 1-10 phone numbers per day based on how

many people in your local area are requesting info. So you cannot call a lot of people at

once. However, if you are still working your warm market, plus working the lukewarm

market, plus receiving 1-2 new leads per day from an advertising campaign, you should

be fine.

To purchase 100 of these leads visit: www.getleads123.com and choose Real Time
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Script for Lukewarm Market Prospecting (Face to Face Conversation):

F.O.R.M. your prospect first.. Then just before you leave, say this:

You know FIRSTNAME, you mentioned (repeat their need, strengths andgoals). I work for a company thats expanding all over the country right nowand I dont know if you have the skills of the kind of person that they arelooking for, and Im sure you are totally happy with your current job, but letsexchange phone numbers and I can get you some more information.

IF THEY ASK WHAT IS IT?YOU SAY THIS:I work with an International Marketing Firm that capitalizes on upcoming

market trends, and right now we are very focused on wellness.

This may not be a match for you, but when I call I will have to ask you somequestions and then we can see if its a match. I will also be emailing you infoafter we talk.


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Script for Face to Face Conversation Approach Call Back

**You should have already used the Script for Lukewarm Market Prospecting. Now you are

calling them back using the script below.

Script Tip!

SMILE WHILE YOURE ON THE PHONE. YOU ARE NOT A SALESPERSON,


Script Tip!F.O.R.M.your prospects. Dont assume you know everything about them.

Ask questions.

Hi PROSPECTS NAME. This is YOUR NAME. You and I met YESTERDAY/TODAY

at TIME. How did the rest of your day go?

When we spoke last I told you that I would get you some information so that you

would be able to (repeat their needs, strengths and goals). Do you have a pen and

paper handy? Great.

To save us both time I need to ask you a few questions to figure out whatinformation to direct you to.


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We are looking for people who are team players, self-motivated and dependable. Do

you feel you have these qualities? Great, let me tell you about the company I work

with.

COMPANY TRACK RECORD:

We are a 22-year old company. We did $731 million in Revenue last year. We are

currently doing business in 20 countries. Just to name a few, we are in Australia,

Japan, Mexico, Canada, and the United States.

We have tens of thousands of satisfied clients all over the world and because of theirsatisfaction; they refer business to us on a monthly basis. We are currently debt

free, publicly traded on the New York Stock Exchange, and have been featured in a

number of publications.

PROSPECTS NAME, are you familiar with Business Week or Forbes Magazine?

We have actually been featured in those publications. We were founded by Myron

Wentz and the name of our company is USANA. Have you ever heard of us?

(if they say yes or no)

Great.Do you still have a pen and paper handy?

Do you have internet access?


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SEND THIS:Heres the link:http://youtu.be/zYeRLvER_nU It was nice talking with you.

CONTINUE BY SAYING THIS:

Were you able to open the link? Make sure and take really good notes because on

this video is the information that you requested so that you can (repeat their needs,

strengths, and goals).

The person speaking on the video is Jared Crebs. He has been with USANA for over 8

years and last year his business produced $600,000 in revenue. He has helped manypeople become successful and he is very qualified to explain how this works.

Let me give you my phone number: YOUR NUMBER. Were pre-screening a lot of

people right now. Well be making a decision real soon, so the sooner you can watch

this 19 minute YouTube Video the better. Depending on what your response is to

this information will determine whether or not well work together and where you

fit in on the team. If youre available to watch this right now I can call you in about

25 minutes and well see if its a match and what your next step might be. So does

that work for you?

Ok talk to you soon.

Script Tip!
http://youtu.be/zYeRLvER_nUhttp://youtu.be/zYeRLvER_nUhttp://youtu.be/zYeRLvER_nUhttp://youtu.be/zYeRLvER_nU


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Script for Purchased Advertising Campaigns***Using the DSI YouTube Video Business Presentation

Script Tip!SMILE WHILE YOURE ON THE PHONE. YOU ARE NOT A SALESPERSON,


Script Tip!

F.O.R.M.your prospects. Dont assume you know everything about them.

Ask questions.

Hi PROSPECTS NAME,hows it going?

This is YOUR NAME,Im calling you back. You requested more information about

working from home, what can I do for you?

Do you have a pen and paper handy? To save us both time, I need to ask you a few

questions to figure out what information to direct you to.

SOME QUESTIONS TO ASK ARE:

Are you currently working from home? (if yes) What is it? (if no) What do you do for

a living? How long? What do you like about it? What do you dislike about it? Are you


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building a business and making money from home. So PROSPECTS NAME, how

serious are you about starting a home business? Tell me why?

Great, let me tell you about the company I work with.

COMPANY TRACK RECORD:

We are a 21-year old company. We did $710 million in Revenue last year. We are

currently doing business in 20 countries. Just to name a few, we are in Australia,

Japan, Mexico, Canada, and the United States.

We have tens of thousands of satisfied clients all over the world and because of their

satisfaction; they refer business to us on a monthly basis. We are currently debt

free, publicly traded on the New York Stock Exchange, and have been featured in a

number of publications.

PROSPECTS NAME, are you familiar with Business Week or Forbes Magazine?

We have actually been featured in those publications. We were founded by Myron

Wentz and the name of our company is USANA. Have you ever heard of us?

(if they say yes or no)

Great. Now PROSPECTS NAME, the person were looking for has 3 main qualities;

they are a team player self motivated and dependable Do you feel you have these


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Script Tip!

While they are getting to their computer, get them talking about whats important to

them. Edify whatever presentation method you use, whether its a website, live

conference call, etc. Always edify your leadership.

SEND THIS:Heres the link:http://youtu.be/zYeRLvER_nU It was nice talking with you.

THEN CONTINUE BY SAYING THIS:

Were you able to open the link? Make sure and take really good notes because on

this video is the information that you requested so that you can (repeat their needs,

strengths, and goals).

The person speaking on the video is Jared Crebs. He has been with USANA for over 8

years and last year his business produced $600,000 in Revenue. He has helped many

people become successful and he is very qualified to explain how this works.

Let me give you my phone number: YOUR NUMBER. Were pre-screening a lot of

people right now. Well be making a decision real soon, so the sooner you can watchthis 19 minute YouTube Video the better. Depending on what your response is to

this information will determine whether or not well work together and where you
http://youtu.be/zYeRLvER_nUhttp://youtu.be/zYeRLvER_nUhttp://youtu.be/zYeRLvER_nUhttp://youtu.be/zYeRLvER_nU


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Script to Use if Your Cold Market Prospect Says I Did Not Request Info

Ok, so you are .Correct?

And I have you out of .Gosh, that is so wild, I am so sorry . We have been working with an advertising campaign and I want to make

sure that they are not messing us over or deceiving us at all, but they had said that

you responded to an advertisement looking to generate an income working from

home. So is that not true?

IF THEY DID REQUEST

Do you have a pen and paper handy? To save us both time, I need to ask you a few

questions to figure out what information to direct you too.

IF THEY DID NOT REQUEST

Our company is looking to find somebody in the area. We are

targeting that area because of the response we have gotten from there. So we are

interviewing people to find somebody that can head up an entire organization there.

So if you know of anybody that is looking for a strong career move with a really solid

company, can I give you my name and phone number and you can have them give


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Money Objection Script

Instructions: When receiving the objection keep smiling, keep you posture strong,

dont weaken and get defensive. 99% of the time the prospect is lying to you abutthe money. If the prospects life depended on it they could find the money.

So , is it that you are absolutely serious about (repeat their

needs, strengths, and goals) and that you have fallen on some serious hard times

and you dont have the extra money or are you just telling me that you cant afford it

because youre really not serious at all about (repeat their needs, strengths andgoals) and you dont want to hurt my feelings?

(If they REALLY dont have the money)

Well , I typically dont do this unless Im absolutely convinced

an