c
elebrating
APRIL 2017
Stylin’ FOR Summer
You
ICON-IT style
B AC K 2 BASICS
Goal Setting
How much of your success is up to you - your choices, your actions, your behavior? Your mindset plays a huge role in your overall success. One of the best things each of us can do is hold ourselves accountable each and every day for what we say and do in our business. There is a skillset that goes along with being accountable. We have to recognize that we each have the power to chart our own course. We control our schedule, our time, and our paychecks. We have to empower ourselves to achieve the results we want! We also have to be willing to accept the outcomes of those choices. Are you content with where you are with your business? Ask yourself: “Is this all I want or need from my business?� If your answer was no, how will you be accountable for the result you are getting? What changes can you make? Remember you control your success! Jenna
Jenna Irvine Director
832-948-0769 jenna@mommaneedsanewbag.com
Accountable
Take ownership of your actions and be open-minded and willing to listen. Join the Conversation!
www.fb.com/groups/329261293849800/
my
sales parties recruits
stats
2,662 6 0
! w o W
our
team
6,526 16 0
Ladies Way to Go!
...just the stats
...value in leadership
There is true value in leadership! I share this not to impress you, but to impress upon you just how valuable it is! Compare what could be made as a consultant versus as a leader! I chose leadership and you can too! Let me help you get there! Look at the potential impact leadership can make in your business! Consultant
Director
Senior Director
Executive Director
260
525
702
879
top sales Kristi Mallory $948 PV!
top dreambuilder Who will be top recruiter this month?
...cream of the crop top party gal Kristi Mallory Erica Duval Amy Coleman 2 parties!
...team news Team Planning Meeting 10/27/16 @ 9pm CST Zoom Call Link https://zoom.us/j/3912990247
top sales ❤
Jenna Irvine Kristi Mallory Erica Duval Abby Netterville Melissa Olsen Amy Coleman Tracy Mixson Karen Olson
$2,662 $948 $781 $502 $457 $428 $324 $201
who partied ❤
6 2 2 2 1 1 1 1
Jenna Irvine Kristi Mallory Erica Duval Amy Coleman Abby Netterville Melissa Olsen Karen Olson Tracy Mixson
zero stompers ❤ Deisy Chavez Cindy Frazee
31niversaries ❤ Amy Coleman
04/13/2016
birthdays ❤ Abby Netterville Cindy Frazee
celebrate
encourage DOWNLINE
reward
february2017
[what matters most]
special
what’s on APRIL 1-8 1-30 3 14 16 29 30
April Better Together Week Summer Style Guide goes LIVE! Summer Essentials Incentive Conference Registration Opened! Good Friday, Home Office closed Happy Easter! Girls on the Run 5K in Atlanta, GA Submit Orders - last day of the month!
MAY 1-8 6
April Better Together Week Girls on the Run 5K in Tampa Bay, FL
All through April, the Opportunity Webinars will be held every Thursday - three times are available - noon, 3 pm & 9 pm)
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watch & stuff to do dates to
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[what matters most] Join us every Monday evening at 9pm EST! Watch Online https://zoom.us/j/320391153
Listen by Phone 646-558-8656 (toll call)
Meeting ID 320 391 153 Miss a call? Replays are on ThirtyOneToday! Monday, April 10
Monday, April 17
Monday, April 24
“Recruiting Has Never Been So Good!”
“How to Sell Personalization at Parties!”
“How to Qualify Your Consultants”
Executive Director Kari Shumaker
Executive Director Jen Muhlenkamp
Executive Director Kim Arapkiles
latest
what’s the PRODUCT NEWS
You and your customers love the Cinch Sac, right? How much more will they love it now that it has a THERMAL OPTION! The Cool Cinch Thermal is one of our tried and true products - and now not only is it thermal, but its a WASHABLE THERMAL! Woohoo! This product is also a super go-to for upselling a beach tote or LUT/DUT!
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[ thirty-one life]
MAKE YOUR LEADERSHIP WISH COME TRUE! Ever dreamed of a promotion? Considered branching out into leadership? Want to lead a team? Now is the time, ladies! Have you ever thought about how you could make more money with Thirty-One to support your “why”? Grow your team and you could be earning even more every month by earning a percentage of your team member’s sales (overrides)! Have you ever
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wished you could have just one more party every night? By sponsoring, you’re earning on EVERY party you and your team have! From the opportunity to earn more income, to the perks of being a Director, to the feeling of knowing you’re helping another woman make HER wishes come true, there are so many great reasons to sponsor this summer!
Sharing the opportunity with others is easier than you might think! With our Wishes Come True incentive, sponsoring just got a little sweeter and a little more magical! Let’s connect and unleash your sponsoring magic this summer and get you on the road to becoming a leader!
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[ sponsoring]
Sharing the Magic
What’s a PEQA? PEQA is an abbreviation for: Personally Enrolled Qualified and Active Consultant. These are New Consultants who join your team and submit $1,000 in Personal Volume. How can I help my New Consultants get qualified?
From April 1 to Aug. 31, for each Consultant who joins your team and qualifies, you can earn amazing rewards through the Wishes Come True incentive! But it is not all about YOU! Your new recruit can do the same!
Encourage her to work towards that goal and she could be well on her way not only to a great new business, but to Disney as well! Talk
about a banner first year! WOW!
With this incentive, you and your new team members have the opportunity to earn great rewards — from ThirtyOne product all the way up to a $5,000 voucher for the Disney dream vacation. All you have to do is share the opportunity and make it happen!
You should train, support, and cheer on your PEQAs for success! Help her plan her launch party or consider doing it with her. You can also help her get qualified by striving to reach each of her StartSwell levels - then she will not only qualify, but will earn FREE product along the way! Don’t forget while you recruit at the party that it is perfectly acceptable to allow a Hostess to convert to a New Consultant and use her party as her launch party!
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[products] Get savvy on how to run back office reports, ladies; they are about to become your new best friend!
Working with targeted lists is a great way to start new conversations, follow up with customers, and spread the news about our Summer Run a filtered report and get Style Guide! a working list of everyone who purchased ANYTHING How to run targeted lists: in cork last season. They will 1. Login to back office be a group you will want to 2. Select Reports and then reach out to in order to share Advanced Order History the news about our NEW 3. Mark Product Search as Getaway Tote in Cabana item, select contains and Stripe! They might also like enter cork as the search the Lakeside Tote in our new option print, Pinstripe punch! 4. Sort by customers 5. Hit search
PRO
V
TIPS Personalization is a great way to boost party totals and add just a few extra dollars to an order! But it’s also a great way for your customers to make a statement on their new bag or tote! This upsell has true marketable value if you approach it right!
product
targeted
sharing
ICON-IT STYLES// marketing personal with them and watch your personalization sales soar! Try saying something like “what would you like your personalization to say” or “which of our new Icon-Its do you think will be perfect on your new tote”?
By continuing to make it all about HER, you can extend the Do you ask “want personalization purchase and the customer care on that?” If you are - STOP! Get right on through!
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[products]
summertime
SWEET, SWEET
that new beach bag they Help Customers make every are ordering! No time like day brighter, more fun and more the present right? Use organized this season with the new their excitement about Summer Style Guide, available April the summer styles to 1-July 31! So, how are you going to launch your Summer? Have you thought about your advantage! Book their party right then! Let them know your available dates, let them it? know they are limited, and get them booked! If Rather than planning an open house - how they don’t want to do a party, get their order right about going Live in your customer group on then and there! If you play Hostess, you can Facebook and showing off what’s new for even hold a drawing for the hostess rewards from the party! Talk about a successful way to Summer!?!? You can do it! launch a season - woohoo! Maybe start by posting a graphic of a LUT and ask them how they would personalize it It’s also a great time to introduce our Summer for summer - then launch into all the fun new Essential Enrollment Mini-Kits! You are right there, live and in person, modeling how to do prints and styles we have available now! an online party. Ask them what they think about Before you know it, they will be engaged with it - would they like to do something like that to you in a great real-time conversation online. earn some extra cash and FREE products? Want to take it a step further, start taking orders on the spot and turn that mini-launch into a full- A mini-launch does not have to be a formal party, fledged online party! That’s right - ask them planned and scheduled - let it be impromptu! right then and there if they want to order and Just turn on the camera and let it go! Then let what they want their personalization to be on me know how you did!
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[ business]
31
PLACES TO FIND YOUR NEXT
team member
C H A L L E N G E The race to Disney is on! What’s 1. your game plan, girlfriend? 2. 3. Is your mind whirring as you 4. revisit and revise your potential 5. recruiting list? 6. Let me help!
7.
Do you have all of THESE on your list? 8. 9. 10. 11. 12. 13. 14. 15. 16. 17.
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April birthday gal Neighbor Teacher Hair stylist High School Senior Recent College Graduate looking for ways to pay off student loans Someone who loves to travel or meet people Cheer mom Sports mom Dance mom Family member Newly retired Facebook friend Past hostess Someone unemployed Realtor Nurse
18. 19. 20. 21. 22.
23. 24. 25. 26. 27. 28. 29. 30. 31.
New mom The party planner Stay at home mom Dance instructor That customer who always places large orders or orders often That LOUD friend - you know her! Yeah, her! New empty nester Your BFF Your child’s best friends’ mom Someone who used to belong to a different direct sales company Sorority sisters Your childhood playmate Your siblings BFF A GUY!!!
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[ time to party ] Tips on getting them
qualified
Want your new recruits to do well? Here is the key!
PINK GLOVE SERVICE – THE KEY INGREDIENT – IT’S NOT • JUST FOR CUSTOMERS AND HOSTESSES! GIFT PINK GLOVE SERVICE TO YOUR TEAM! • This concept actually trickles over into working with new team members. • • Coach them through qualification! • Go and be the consultant at the launch party for them and help them through the getting started jitters. • Encourage them to watch you and see how its done. • If you can’t be there in person, offer to lend •
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$1,000 PEQA $1,000 PEQA
out some extra product (especially the specials) and provide them with some extra training. Model for them how to run the business and share your experience and knowledge with them. Another option is to do a Facebook live party with them as a mini-launch or soft launch. Invite all your ‘newer’ consultants – 2 years or less with 31 – to YOUR Facebook live party. Do the party just like you would for a regular party crowd, but focus on how to demo products, and encourage them to ask questions at the end of the party. Make StartSwell a non-
negotiable part of joining! It’s part of launching their business – make sure they know that and that they know their StartSwell dates – check in at least two times per level – and go through level 1 with them hands on. Encourage them to meet those dates, calendar those dates, and send reminders prior to date expiration. • Plan a FB opportunity event towards the end of their StartSwell to show them a few pointers on how to recruit.
Remember, getting them qualified is not the only goal it’s about starting them off right!
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[ bookings] GETTING
building relationships
begins to grow into a solid and strong relationship that eventually produces the results you want - an order, a party, a new team member, but more importantly - a It’s easy to get swept up into relationship and a friendship that “what is working” at the moment you tend to and continue to grow. or the latest trend in how to recruit someone or a booking blitz, but Just remember, selling stuff is not when the trend fades or the blitz is your primary job - seriously - it is NOT about the pocketbooks, over - what do you do? totes, or anything else. Your job is to share and build relationships. You start again - with the basics! When people feel valued by you They are tried, tested, and true! because of your interaction with They are where each New them, they’re more likely to want Consultant begins her journey - it’s to buy from you, book a party with where you began yours! It’s where you. Cindy started all those many years ago. Well ladies, if it ain’t broke..... You’ve heard Cindy say it a dozen times - it’s really all about It all starts with a conversation. the relationships, and your job Whether it is at a party, on the is building them from your first phone, or in line at the market - interaction with people. the conversation is where it begins and starts to grow. It’s what we call So the next time you head over to someone’s house to do a party, “planting a seed”. stop and ask yourself why you Over time, you nurture that seed are there and make a list of at with more conversations and it least three things you can do that Book, party, and recruit - the three basics that are the foundation we build our businesses on. Do you stay true to them?
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night to increase your relationship building skills with the guests. The next time someone asks you what you do - change your mindset and your response to that question. Blow their mind - tell them you are a relationship builder who happens to sell cute little bags for a living. Believe me, that will probably get their attention way more quickly than telling then about the special of the month! What do you think?
Remember it is not about Y-O-U Ask questions and shhhhh
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[ sponsoring]
STOP getting blown off! Do you feel nervous or even anxious when you are sharing the business opportunity? Especially when you are introducing it to someone you don’t know? Do people blow you off with objections like: “I need to think about it..” “I’m not a sales person…” “I don’t have the time” “I can’t afford the kit” “I need to talk to my spouse about it first” Want in on a little secret that will help you master the art of sharing and will help you dramatically lower your anxiety level when it comes time to ask them to join your team? It boils down to one thing – you have to listen your way through their objections and handle their concerns like a pro! Trust me, you can handle their questions in a professional and elegant manner that just might win them over! You will have those who will say yes. You will have those that will flat out say no. But then – you have maybe land! Don’t let maybe land suck the life out of you! Get them moved from the land of maybe over into No or Yes!
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First thing, let them know that it is words to their objection. Then help okay to say no. It’s also okay to say them work through that! yes! Give them permission to leave the land of maybe! Finally, help them move from the objection to a decision. Second, watch your body language when you start getting pulled You repeat the process through into the land of maybe. Learn to every objection they have – embrace their objection as it will listening all the way and relating open a window for you to truly to their situation. Once you have serve people and help them work through their decision making worked through everything – then process. Answer her questions, but ask the question! How would you like to work a couple hours a week don’t push. and make an extra $500-$1000 Third, define the objection and help a month? Would you be willing to her work through it! Be prepared consider the business under those for these – especially the most circumstances? common ones, like listed above. As you talk with them and get them Fourth, take their side and embellish to share, you can relate to them, lay the objection. For example, if they the groundwork for establishing that say they just don’t have time – all important relationship, and help consider what is going on in their them work through any objections life. they may have. Then they will happily walk out of maybe land and Are they overwhelmed? Possibly! Say something like “wow, do you give you an answer – yes or no. have a lot going on? Tell me about You either walk away with a recruit it!” Again, give them permission to – woohoo – or you walk away with unburden themselves and as they a no, but have planted a seed that share, listen! Relate to them and let will hopefully work its own magic in them know that you can completely time! Either way, you are not stuck understand how they do feel. Help in maybe land pondering your next them express their fear or put step!
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Setting
goals...
break it down!
Goal setting - it’s usually one of those New Year Resolutions that falls by the wayside by spring (or sooner). If you make it part of your business planning, you can achieve some tangible results! Try some of these to get you started! • Consider looking at your sales volume for the same time last year and consider doing 50-100% more in sales this month when compared to last year. • Always write down your goals – post them at your desk – make them visible! If you keep that goal visible – and it is never out of sight – and you will constantly strive to reach it! • If you know your customer base, you can plan who will benefit most from the specials each month. Keep notes on clients – what they have bought in the past (use advance order history for this – tech tool tip) – and reach out to them to let them know that the product they have used in the past or have multiples of is on special. • Plan ahead for the season! For April – with our new Icon-Its, you should be reaching out to teachers, realtors, and nurses – with the mobile office options available on special – it is a great month to push towards those focused customer groups. • Try something different! With our Summer Guide just launching, kick off by doing a Facebook Live announcement to introduce the new options available for summer. • Consistently align your goals with K Groups – consider letting the K Group incentive steer your PV goals for each quarter. It will help you focus and drive your sales!
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[
[ business] What’s on your to-do list?
]
Do you keep a to-do list? Maybe you calendar things that you need to do on a regular basis to stay on top of things. Regardless of your method, make sure to include business activities in your planning! Be sure you set aside time not just for partying, but for enrichment and learning to help you advance and grow your business! Here are a few activities that each of us should dedicate time to - are they are on your list?
Weekly: • • • • • •
31-Minute Calls on Mondays New Consultant Webinars on Tuesdays Leadership LIVE Tuesdays Check your warm call list Pink Bag Follow Up Calls 5 booking/recruiting contacts
Monthly: • • • •
Opportunity Calls on Thursdays Have a team? Connect with your team! Read the team newsletter Track K Group performance
Seasonal:
• Better Together Meetings • Set K Group session goals • Relaunch your business
Annually:
• Attend National Conference • Revisit and revise your why! • Review previous year and make adjustments to improve and grow
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