Essential Training For The Mentor by Living Brilliance

ESSENTIAL

TRAINING

FOR THE MENTOR

TABLE OF CONTENTS SECTION 2 | Learning the Basics First meeting 3 Set up mentor call 4 Basic comp plan 4 Setting your goals 5-6 Setting expectations

Creating your personal story 8 How to Book one-on-ones and classes 9-10 Let’s get to business - Breaking down sales script

11-13

Top two dōTERRA wholesale kits

Create a plan for success 15 SECTION 3 | Support Your Customers Second Appointment | 10 interactions now what?

Review how to follow up with those you have enrolled

How to do a wellness consult 18 Wellness consult script

19-21

Wellness consult form 22 Let’s plan 23 SECTION 4 | Sharing the Business Opportunity Third Appointment | You had 10 wellness consults now what?

Booking business meetings and business script 25-27 Script for the Introduction call - Setting up a game plan

28-29

The Basics

SECTION 2

Ok so now your new builder/sharer has attended their essential training. They will be coming to you to schedule section 2 of their training. This training will be either 2 hours or two 1 hour sessions at a minimum. If you do not hear from them within 48 hours of them attending the Essential Training section 1, then reach out to them to set up section 2 of their training. You should be prepared with this manual and they should come with their Essential Training Manual. You can complete this training in person, video chat or over the phone. First Meeting (You will be going over Section 2 in their manual) I’m so excited to do this training with you, to go over your goals and really get to know each other. We will practice how to talk to people about the oils and really make sure you feel prepared. Grab your Essential Training Manual and let’s get started by going over the agenda. This is your first true strategy session and your goals here are to:

• Set up our mentor call • Go over basic comp plan • Go over goals • Discuss strengths/weaknesses • Establish what you expect from me • Establish what I expect from you • If necessary, Discuss Friend/mentor boundaries • Overview basic products and kits • Practice Sales Outline • Schedule your business launch

Set Up Mentor Call (Have them turn to page 4 in their manual) This was broken down in the essential training. This task should be simple. Come to the meeting with 3 days and times that work best for you. Remember you may need to be flexible but have something planned out before the conversation. Let’s talk about setting up our mentor call. This time is about you, your goals and needs. To keep our calls on track we have set up a series of simple questions that you will answer and send me prior to your call, along with your accountability tracker. You can either email or text those to me prior to our call each week. This will help us use our time efficiently. It will also be your responsibility to call me at our specified day and time. Here are the questions that you will send me: 1. Biggest Win 2. Biggest Fail 3. Three Highest Priorities for this week 4. Is there anyone you have enrolled that you need place/move 5. Questions you want to go over Day of the week and time for mentor call: Basic Comp Plan (Have them turn to basic compensation plan in their manual - page 10) I want to show you how you will make money right away, is called the Fast Start Bonus. This bonus is paid weekly and you will earn 20% of every enrollments order for the first 60 days. There are other ways to receive income, however this is the one you will be utilizing the most. • Rewards Leadership • Rewarded for providing team support and collaboration • Allows you to create a residual income (Stop trading hours for money) Below are the ranks and average incomes, this will help us next when we work on your goals. RANKS & AVERAGE INCOME

MANAGER 500PV $100 Month*

DIRECTOR 1K $150 Month*

EXECUTIVE 2K $200 Month*

ELITE 3K $300 Month*

PREMIER 5K | 2 Executive Legs $600 Month*

SILVER 3 Elite Legs $2,125 Month*

GOLD 3 Premier Legs $4,667Month*

PLATINUM 3 Silver Legs $8,750 Month*

Goals (Have them turn to the setting your goals section in your manual - page 11) Let’s work on your goals, this can get a little personal. Everything we talk about stays between you and I. I want you to be as open and honest as possible. This will help both of us in setting realistic goals for you. Personal (where would you like your life to be in 3-5 years?) Monetary (what would you like to be earning?) Time (what would you like your average day to look like?) Let’s put this all together, what is your ultimate expectation and goal with this business, basically, where do you want to be in 3-5 years? How many hours are you currently willing to put toward dōTERRA?

How long are you willing to put that time commitment in, before getting to your ultimate goal?

Once you have the answers to these questions you need to do a quick analysis and see if their goals match up. For instance, do they only want to put 3 hours a week into the business but won’t be happy unless they are diamond in 6 months? See, that doesn’t match up. This is a great place to discuss average times to ranks and average incomes.

Once you have a good understanding of their long term goal its time to reverse engineer their first 90 days. In order for them to make it to that goal in 90 days what is their 60 and 30 day goal, you are going to need to help them with this. Have them follow along in section 2 of their training manual. Average 1 on 1 = 100pv, average class = 500pv. Each persons averages are different but this is a good rule of thumb. Start by asking them: How much do you want to be making in 90 days? 90 day financial goal (ie. $500 a month): What rank would that be? (ie. Premier): What do you need to accomplish in 60 days to reach your 90 day goal? 60 day objective (ie. Launch 2nd builder): What rank would you like to be?: What do you need to accomplish in 30 days to reach your 60 day goal? 30 day objective (ie. Launch 1st builder): What rank would you like to be?: Great! Now that you have this laid out, lets continue getting to know each other and then we will create a plan. Letâ&#x20AC;&#x2122;s Get Personal I am going to lead you through a series of steps that is going to help us learn about each other, is that ok with you? Ask the following questions and really listen, take good notes on their responses and dig deep if you feel like they need more prompting to really answer these questions. This will help when we move forward into setting expectations. 1)

What do you consider your strengths?

What are your weaknesses?

What are you worries about building this business?

Ok great, now I know what I can help you with..... These questions may seem really personal but it is important to know where this person sees themselves so you know where you can best serve them. ÂŠ2016 Jennifer Hudgens, DBA. Natural Wellness Tips, All Rights Reserved.

Setting Expectations Now we are going to talk about what you can expect from me and what I can expect from you. This is important. This will set the tone for your entire working relationship. 1. What do you expect from me as your mentor? Listen and take notes 2. Great! Thank you for sharing that, here are some other things you can expect from me This is going to take some prep work on your part. I want you to take some time and come up with the top 3 things they can expect from you. Some great examples are: • I will always be 100% honest with you about what you are doing well and what could improve upon. • I promise I will recognize you for your accomplishments and support you. • I am going to work hard to help you to be able to succeed but ultimately this is up to you. Does that seem fair to you? Now take some time to write the 3 things they can expect from you:

2. 3. 3. Here are my expectations for you Take some time to find 2-3 expectations you would like to set for them. Here are some examples: • You will be honest with me at all times about where you are at in your business, you will always come to me and communicate so we can stay on the same page • You stay committed to learning Does that seem fair to you? Now take some time to write the 2-3 expectations you have for them:

4. Set Friend/Mentor Boundaries (If applies) Let’s set up some friend mentor boundaries so we are both on the same page. This step is really important if you have a relationship with your new builder. Here are some great rules to follow 1. I will only discuss business during our scheduled business conversations, I will not bring it up during a social gathering. 2. When things are unscheduled, you are my friend first, I will never bring up business in these situations, however if you feel like bringing it up, you can. 3. I will always ask permission outside of our scheduled time before bringing up business. Does that seem fair to ©2016 you? Jennifer Hudgens, DBA. Natural Wellness Tips, All Rights Reserved.

Creating your personal story (Reference the creating your story section of their manual - page 12) Guide them through combining the 4 sections to complete their story. Have them practice it all the way through till they get it perfect 3 times. You may even suggest recording. Let’s learn to tell your story powerfully in under 2 minutes. Your story can be one of the most important parts of how you talk to people about essential oils, so lets master it. You want to be able to tell your story quickly and with conviction. There are four important steps to telling a powerful story. Let’s break yours down. Steps to telling your story 1. Background history: Who are you? Write down 2-3 things that describe you. What originally brought you to try dōTERRA? Here are some examples: Mom, wife, accountant, graphic designer.

2. What didn’t you like about your life then: What did you not like before dōTERRA. Here are some examples: Taking medicine everyday, giving your kids medicine, having to leave your kids every day to go to work.

3. How has dōTERRA become your solution? Has it made you healthier? Given you more time and financial freedom?

4. How do you feel about your future now? Cast a vision people are excited to see. Here are some examples: I know that in the next two years I will be able to leave my job to work from home and be a more present mom. I know that I have a natural alternative to turn to when someone in my house gets sick, that makes me feel empowered.

Now that we have the four parts we will put this story together and perfect it.

How to Book One-on-Ones and Classes Now it’s time to work with them on the scripts to fill their schedules. It’s important to explain to them when they will be using these scripts and it is ok to read off of them. Now we will go over scripts you will use to book one-on-ones and events. It’s ok to read directly from the paper. One-on-Ones (Have them follow along in training manual - page 13) Option A Hi it’s ____, did I catch you at a bad time? I know I’m totally calling out of the blue. I’m calling to get your thoughts on something. I am starting my own business selling essential oils, and as part of my learning process and getting started in general, I’m trying to set up appointments with people I know so I can get comfortable. You don’t have to buy anything, but if you see something you like I would love to help you get it. I am going to go over the most popular essential oils and kits and show you how to use them. My part will take about 30 minutes. Would you be willing to help me out? We can do it over the phone or in person. Which do you think would be better for you? Great, I’m trying to get ____ more appointments this week. We can do _____ or _____. Which works better for your schedule? That was easy, so how the heck are you? If they say that neither of the 2 times work for, you say, ”Ok, is it the time or the day that doesn’t work for you?” Then you can suggest 2 more times/days and pick from there. Option B Essential oils come up in random conversations all the time, so what do we do then? It’s easy, use the usually script below to transition the conversation. Usually what I do is set up a time to go over your health goals, the company and the most popular essential oils and kits. My part will take about 30 minutes. You don’t have to buy anything but if you see something you like, of course you can order it right away. We can meet in person or talk on the phone. Is that something you would like? Great, I’m trying to get ____ more appointments this week. We can do _____ or _____. Which works better for your schedule?

How to Book a Class (Have them follow along in training manual - page 18) Who to ask to host for you: Friends, family, co-workers, neighbors Option A Hi it’s ____, did I catch you at a bad time? I know I’m totally calling out of the blue. I’m calling to get your thoughts on something. I am starting my own business selling essential oils, and as part of my learning process and getting started in general, I’m trying to set up my first events. I’m looking for friends to have 5-10 people over so I can practice, I have free gifts in it for you. You and your friends don’t have to buy anything, but if you see something you like I would love to help you get it. I am going to go over the most popular essential oils and show you how to use them. My part will take about 40 minutes. Would you be willing to help me out? Great, I’m trying to book these events in the next two weeks. We can do _____ or _____. Which works better for your schedule? That was easy, so how the heck are you? Option B So how do you book a class when you are already in a conversation about essential oils? Simple, just follow the script below. The next thing I want to chat about is whether or not you would want to host an event. I will run it by you and then you will be able to decide. Either way is ok with me. I just want to make sure you have the option. One of my friends hosted an event, she had five people show up and just for having some of her friends over and giving them an opportunity to learn about dōTERRA she got over $100 in free products. Pretty cool, right? Here is how it will work. We will set a date. I will give you sample text of what you can send to your friends, it will be fun! If they buy, great, if not, no biggie. My part will take 30-40 minutes. If it takes longer it is because we are having a good time and helping people decide. What do you think? Next Steps Once they say yes, give them two dates and times as options. After they choose the date that works for them you can help by creating an invite (facebook events, evite, etc.). Example of what to say when inviting to a party Hi! Soooo.... funny story, I just got some essential oils. I got them because _______. My friend who sells them is coming over because I have a few people that also want to learn about them, and I don’t really know enough yet. She is really nice and you can see if you want to get some too. We have it set up for ____. Do you already have plans for that day/night? Her part will take about 40 minutes and then we can hang out for a bit.

Let’s Get To Business Here is where we are going to first break down the components of the sales script with our new builders so when we put it together it is less intimidating. Go through each section in detail and practice by role playing with them. Once you get through each section it is time to put it all together. Not once, because that is not enough. You want them to run through the script till they make it through two times with success. This will allow you to catch any bad habits they have and stop them right from the beginning. We are now going to practice the one-on-one sales scripts one section at a time. By the end of this you should feel comfortable when you are saying each section, you can follow along with the oneon-one script in your training manual on page 14. Agenda Let’s begin with the agenda. Let me first start off with what we are going to do today. I’m going to read from my paper so I don’t go on any tangents and waste your time! Today we are going to:

• • • •

Go over your goals Learn a little about dōTERRA How to use essential oils, and the most popular kits. My part will take about 30 minutes. You don’t have to buy anything, but if you see some thing you like, of course I’ll help you order it today. • My goal is to empower you and give you safe, natural options for your health.

Creating your personal story Have them practice their story one more time. Input Just so I don’t bore you with information you don’t care about; tell me what you would like to learn about today? What are some health challenges and goals you are dealing with that you would like a natural alternative for. (I recommend writing down their names and health goals, making a seating chart here) • What do you want to make sure we go over today? • What else? • What do you already know about dōTERRA? (Make sure you hear them out, good or bad)

Company Story So let me tell you a little bit about dōTERRA, they are the largest essential oils company in the world. They started because they wanted to empower families to use natural solutions in their everyday life. Families turn to us when their current approach to health is not achieving the results they desire. They are tired of using chemical concoctions for literally everything, they’re confused by all the natural options out there and they have no time to research it all, they want more energy for the things they love without the side effects of stimulants. They want to increase the overall quality of life for them and their family. dōTERRA offers a full line of essential oil kits to support your family’s health goals, whatever they may be.

Did you know many of the oils you find at the health or grocery store claim to be 100% pure but many add just a small amount of actual essential oil and the rest can be fillers or synthetic? It’s such false advertising! Even on Amazon the dōTERRA oils you can buy, have been found to be altered, then resold. dōTERRA has raised the bar in the industry when it comes to quality, there are no fillers, no artificial ingredients, no dilution. The plants are grown in their native habitat (they source them from over 40 different countries) and they go through mulitiple levels of testing, to ensure purity and potency. So you can feel comfortable knowing you are getting the best quality for you and your family. dōTERRA is the MOST TESTED and the MOST TRUSTED essential oil out there. So this means when you see the dōTERRA label, you can be assured that you’ll get the highest health benefits from the essential oils. And if you don’t like it and return it within 30 days, you will get 100% product credit to try something else or 90% returned back to your account. How to use Essential Oils Now there’s a few different ways to use the essential oils. The oils are HIGHLY concentrated, so always remember that less is more. 1 drop of peppermint is equal to 28-30 cups of peppermint tea and the oils are 50 - 70x more powerful than herbs. Aromatically: You can simply smell the essential oil out of the bottle or use a diffuser. Aromatically essential oils can affect our mood and help to cleanse the air. Topically: Apply the essential oil to the area of need, pressure points or the bottom of your feet. For sensitive skin dilute with a fractionated coconut oil or lotion. Be careful when wearing citrus oils, they are photosensitive and can cause you to burn if you wear them in the sun (ie. in a body lotion). Internally: Many of dōTERRA essential oils can be used internally, simply check the label for Supplement Facts. You can ingest them by adding them to water or a veggie cap. If you are using in water, use a glass or stainless steel water bottle, not plastic, the citrus oils can break down plastics, this is great because when used internally the oils do the same thing, they pull out the toxins and help cleanse the body. Let’s try aromatically and topically. 1 drop of wild orange and one drop of peppermint cover nose and gently inhale. Now add carrier oil and rub on back of neck. Top 10 Essential Oils Most important thing here is that you are linking the oils back to their health goals, so check your notes. If an oil matches their health goal, keep it short, 1 sentence. If it doesn’t match any of them goals give them 2-3 sentences to put value in the oil 12

Lemon: Cleansing to body and good for cleaning, add a drop to water throughout day Lavender: Calming to skin and mind, great for burns, bites, sleep and stress Peppermint: Cooling and invigorating, headaches, cramps, stomach ache Melaleuca: Great for skin and scalp health, deter lice, nail health Oregano: Natural Antibiotic, immune support, great for warts or skin tags Frankincense: #1 oil, headaches, migraines, pain - you name it Deep Blue: Aches and pains, growing pains Breathe: Snoring and respiratory support DigestZen: Everything upset stomach or rub on sinuses to open up airways On Guard: Supports the Immune system and fights daily germs, great in diffuser to cleanse air So now I want to tell you how to get these amazing essential oils in your home. Let me tell you about the two most popular kits. These oils replace everything in your medicine cabinet and will become your tool kit for your family’s health. The first kit is the Home Essentials Kit and it comes with all the 10 oils we covered today in a 15 mL bottle size or about 250 drops or servings, this kit also comes with a petal diffuser. This is $275. The other kit is the Family Essentials Kit. That comes with the 10 oils we talked about today in 5 ML bottles or about 85 drops or servings. You also get peppermint and On-Guard beadlets, which you can take like a pill. This does not come with a diffuser. This one is only $150. So the Home Essentials Kit, that’s 3x the oils, and the diffuser for only $125 more, which makes it a great deal. Brand Yourself I know that starting something new can be overwhelming, so that’s what I’m here for! With your oils comes me and my guidance. We will make a plan when your oils arrive on how to use them to reach your health goals. You will get a mini oil guide and lots of fun recipes and have my continued support. Then hand them the class in the box brochure opened to the kits page. You can let them know they can purchase any of the kits but you wanted to narrow it down for them so it wasn’t overwhelming. So which kit do you prefer? Let them answer Ok Great, do you want to get it? Hopefully they answer Home Essentials Kit and say yes, direct them how to fill out the enrollment form. Their Response: I would love to get the home essentials kit, but it’s out of my price range. Your Response: Ok great, the Family Essentials Kit is an amazing option. It comes with all the same oils, just smaller bottles so you can reorder the ones you use the most! Do you want to get it? Hopefully they answer yes and your direct them how to fill out the form Their Response: That is still more then I am comfortable spending. Your Response: I want to show you the intro kit. This is a great way to get started. It comes with 5ml of lemon, lavender and peppermint which are the most versatile oils. This kit is just over $30 with shipping and tax. Do you want to get it? Hopefully they answer yes and you direct them how to fill out the form, you will put this order in for them as retail. This would be a good time to pause and review how to enroll people if you haven’t done this yet. ©2016 Jennifer Hudgens, DBA. Natural Wellness Tips, All Rights Reserved.

Top 2 doterra Wholesale Kits (each kit gives you wholesale pricing for a year)

Home Essentials Kit | $275 SAVE $86.25 225PV

The top 10 oils (15ml – 250 drops/servings each) & Petal Diffuser that goes 1,2 or 4 hours • OnGuard • Breathe • DigestZen • DeepBlue (5ml) • Peppermint

• Lemon • Lavender • Melaleuca • Frankincense • Oregano

Family Essentials Kit & Beadlets | $150 SAVE $36.50 110PV The top 10 oils (5ml – 85 drops/servings each) • OnGuard • Breathe • DigestZen • DeepBlue (5ml) • Peppermint

• Lemon • Lavender • Melaleuca • Frankincense • Oregano

Create a Plan for Success Creating Your Plan Let’s create a plan for you to be successful, turn to page 24. Create the next piece of their plan, their first goal. Break down the math of how many appointments or events need to be booked in order to reach their goal. Always teach them to double the necessary amount as classes cancel and change. If they have this expectation from the beginning they will have success at a very fast rate. Here you will revisit the goal you created with them on page 6 of this mentor manual. 30 Day Objective How many one-on-ones/classes needed: Now I’m going to help you use the space in your manual on page 24, to create a list of people you will contact to book one-on-ones and classes using the scripts you learned today. Ideally, we want you to talk with at least 10+ people before we go over section 3. You can do this by either doing one on one meetings, classes or a mix of both. As you book appointments fill in the sales tracker chart on page 24. After you complete each appointment fill out each column for everyone you meet with. If you are tech savvy and would like to use the google drive link below, feel free. https://drive.google.com/file/d/0B7lMkcYD45Y6S0NCS0oteE1ZM0E/view

Setting Your Next Appointment They have the tools they need to get out there and get started. Before you leave this appointment have your next ‘training’ meeting set to go over section 3. Be ready to review their progress, complete the sales tracker and teach them how to do a wellness consult. Let’s set up our next appointment, where we will review your progress after you have met with 5-10 people. What is the time-frame you are comfortable doing this in? Next Appointment for Section 3

Support Your Customers

SECTION 3

Time to Review and Perfect At this point they have had 10 interactions or more. It is time to sit down, look at their results and see where they have strengths and weakness’s. We will use the sales tracker to define these areas. Remember whatever their outcome you need to celebrate their wins here. They will judge their success on your reaction. So even if they met 10 people and no one enrolled you need to focus on how exciting it is that 10 people met with them. Stay positive!!!! This is the step where you will perfect or improve their approach. Second Appointment | 10 interactions now what? (Have them turn to page 25) Let’s look at your sales tracker results and we will go over your strengths and weaknesses. Sales Tracker https://drive.google.com/file/d/0B7lMkcYD45Y6S0NCS0oteE1ZM0E/view Fill out the below sales tracker with them and get their stats: Closing Percentage: Average Order: Group Closing:

1 on 1 closing: Group Average Order: 1 on 1 average order:

Strengths and Weaknesses After looking at their statistics define their strengths and weaknesses with them. This will point you in the right direction of what you two will focus on first. Strengths: Weaknesses: Troubleshooting Now that you defined their strengths and weaknesses dive into the weakness. For instance, if their closing percentage is low, begin working on their closing section. If they are having trouble booking appointments, practice different scripts for booking.

Let’s Review how to Follow up with those you have enrolled You can follow along in your training manual on page 25

How To Follow Up With Those You Have Enrolled Make sure they have a resource for how to use their essential oils • Essential Oil Usuage Guide • The Daily Drop app (FREE) Email them the mydoterra.com website, ID and Password (Welcome Letter) One week after enrollment, Call them (Set this time up during enrollment) • Set up Wellness Consult, either in person or over the phone Go through wellness consult script with them. Before 14 days: Move the person on your team before time runs out (if you are unsure what this means talk to your mentor)

Wellness Consult Now that you have enrolled your first people we need to go over how to do a wellness consult with them. This is where we follow up with those we have enrolled. Booking Wellness Consult Script (Reference page 26) This should preferably be set up at the time of enrollment, or if that does not happen and you are calling to book the appointment, use this when they answer, ‘Did I catch you at a bad time?’ People automatically answer no, so that is why we word it that way. Now that you ordered/have your first order in we need to set up a time to quickly go through your health challenges and how to use your essential oils, as well as how you can order on your own and how you can get the best discounts when you do order. My part will take about 30 minutes. How does that sound? We can do it over the phone or in person. Which do you think would be better for you? Great, I typically do _____ appointments like this per week. We can do ____ or ____. Which works better for your schedule? Now let’s practice We will now run through a hypothetical wellness consult. I’m going to start by telling you what kit I started with so you know what oils I have. We will run through the script and practice. Let’s look at the form together.

Wellness Consult Script Agenda I’m going to be reading off my script to make sure I don’t go on any tangents. Today we are going to review your goals, make a list of products you have and may want in the future, then I’ll show you how to order so you can save the most money. A lot of people make mistakes here and I don’t want you to miss out. Then I’ll explain how the business side works, because most people want to know, even just out of curiosity. My part will take about 30 minutes. Is there anything else you would like to go over today? Learn about their goals I think I remember some of your goals, but I don’t want to miss anything. Can you remind me of your health goals just so we are on the same page? Have them write these down on their wellness consult form and allow them to elaborate now that they like and trust you.

Now its time to jog their memory, let them know some of the amazing things dōTERRA has. Pick 2-3 that you think the person might be interested in.

A lot of my customers have... Do any of these apply to you as well? Weight loss goals Want natural cleaning products All natural skin care and/personal care Help with sleep Gut cleanse

Wish List Ok great, let me grab my oil usuage guide, I don’t want to forget anything that will really help you. We are going to make a list that you will be able to keep this for reference and add to it over time. Unfortunately it’s not likely that we will connect every single time you think of something that may relate to our products. I wish I were a mind reader but this list will help you. And you may want to get a resource guide like I am using to help you as stuff comes up. Grab a pen and here is the wellness consult form. Ok cool, go ahead and write these down.

Go through their health goals, what products they have and what they might want in the future and explain all the products that meet their goals/wants: Have them write the oils/products they don’t have down in step 4 as their wish list.

Healthy Lifestyle Plan Now that we have mapped out your health goals and what products will help you lets take a moment to create a simple, easy to follow daily plan for you.

Here is where you will fill out the chart and make sure they know what products they are using and when during the day, it is important to keep this simple and not overwhelming

Teach how to order Now that we have your wish list all mapped out let me explain the best way to order. You will definitely want to use the loyalty rewards program, because you will get money back on your orders and can qualify for free essential oils. I just got $50 in free essential oils! It’s an amazing program and you can edit your order, or cancel at any time. I recommend setting up an alert in your phone for a few days before the loyalty rewards order goes through so you can change it or delete it. Now, let’s go to the website, www.mydōTERRA.com. Your customer number is ________. Log in and give them a quick overview of the site Let’s set up your next order. You can set it for any day you want, like this... Based on how much you are going to use X product, you will probably need more of that, so let’s add that. Let’s look at your wish list, what else do you want to add? Also, many people add the Lifelong Vitality Supplements to their first LRP order because they have a 30 day money back guarantee and they provide more energy, better gut and skin health, less inflammation and are giving you the whole food vitamins and nutrients that you need as a foundation of health and preventive care. Would you like to try them out to see why they are the #1 seller for dōTERRA? It’s totally worth it to try, especially since you get your money back if you don’t see any positive results! Ok great, how does that feel?

Here is where you can help them adjust their order till they are comfortable. Make sure you save it, and select this is for personal consumption so they are taxed on the wholesale rather than the retail price.

Promote hosting an event The next thing I want to chat about is whether or not you would want to host an event. I will run it by you and then you will be able to decide. Either way is ok with me. I just want to make sure you have the option. One of my friends hosted an event, she had five people show up and just for having some of her friends over and giving them an opportunity to learn about dōTERRA she got over $100 in free products. Pretty cool, right? Here is how it will work. We will set a date. I will give you an approach of what to say to invite your friends. It will be fun! If they buy, great, if not, no biggie. My part will take 30-40 minutes. If it takes longer it is because we are having a good time and helping people decide. What do you think? Great! I am going to help you. The first thing is to set up a time. Here are a couple of openings I have, and we will start inviting people a few days before. Now that we have a date, here is an example of exactly what to say. How does this feel to you? Once they say yes, give them two dates and times as options. After they choose the date that works for them you can help by creating an invite (facebook events, evite, etc.). Exploring the business The last thing to review today will be the business side. Have you ever thought about running your own business? [If yes] Ok great, why is that so important to you? [Yes or no] Here is how it works. You go around having conversations just like the one I had, which was pretty simple right? I can show you how. You will earn commissions on each sale, and as your customers, repeat orders, and team members grow, you will earn additional bonuses. What a lot of people love about it is the flexibility and after a while, the residual income. Is this something you would like to learn more about? [If yes] Ok great, we actually have something called ‘Essential Training’ This is a training we have that introduces you to the basics of the business so you can decide if this is something you want to learn more about. [If no] Ok, no problem. The door is always open should you change your mind.

Wellness Consult Form 1

PRODUCTS I HAVE

HOW TO USE

PRODUCTS I NEED

Create your healthy lifestyle plan. Take the solutions you created above and put them into your daily plan. MORNING

Member # Password Customer Service 1.800.411.8151

Write down your health priorities and find solutions.

TOP HEALTH PRIORITIES

AFTERNOON

EVENING

Create your 90 day wellness plan by adding these products to your Loyalty Rewards Program order. Process an LRP order by the 15th of the month and get the Free Product of the Month.

MONTH 1 LRP

DATE

TOTAL PV

MONTH 2 LRP

DATE

MONTH 3 LRP

TOTAL PV

DATE

TOTAL PV

Let’s Plan Plan for Success Great, let’s plan for your next goal! Create the next piece of their plan. Did they accomplish their first goal? What is their next goal? Again, break down the math of how many appointments or events need to be booked in order to reach their goal. Always teach them to double the necessary amount, as classes cancel and change. If they have this expectation from the beginning they will have success at a very fast rate. Next Goal - Look back on their 60 and 90 day objectives/goals if they are stumped and don’t know what their goal is have them look on page 11 of their manual. How many one-on-ones/classes need: Now I’m going to help you use the space in your manual on page 30, to create a list of people you will complete wellness consults with as well as people to contact in order to continue to book oneon-ones and classes using your scripts. Setting next appointment - section 4 Before you leave set up your next appointment so you are ready to go through section 4. Let’s set up our next appointment. We will be reviewing and perfecting the wellness consult as well as learning how to present and discuss the business opportunity. Next Appointment for section 4

Share the Opportunity

SECTION 4

Third Appointment | You had 10 Wellness Consults, Now What? Letâ&#x20AC;&#x2122;s look at your results from your Wellness Consults. At this point they hopefully have completed wellness consults with at least 75% of their enrollments. It is time to sit down, look at their results and see where they have strengths and weaknesses. Remember whatever their outcome, you need to celebrate their wins here. They will judge their success on your reaction. So even if they only did one wellness consult and that person did not get on LRP you need to stay focused and excited. Celebrate the fact that they called all of their enrollments. Stay positive!!!! This is the step where you will perfect or improve their approach. How many enrollments so far: How many have you completed Wellness Consults with: How many got on LRP (Loyalty Rewards Program:) Strengths and Weaknesses What do you feel were your strengths and weaknesses, and what would you like to focus on today? Strengths: Weaknesses: Focus: Troubleshooting Now that you defined their strengths and weaknesses dive into the weaknesses. For instance, if booking wellness consults was hard for them, work on the script they will use to book these appointments at the time of enrollment. If getting people on LRP was hard, focus on how they are explaining LRP and what they are doing at that point in the wellness consult. Go back and practice.

Business Conversation | Bringing up the Business Scripts (Turn to page 31 in your manual) Option A This option is best used at the end of a Wellness Consults or sales conversation The last thing to review today will be the business side of dōTERRA. Have you ever thought about running your own business? [If yes] Ok great, why is that so important to you? [Yes or no] Here is how it works. You go around having conversations just like the one I had, which was pretty simple right? I can show you how. You will earn commissions on each sale, and as your customers, repeat orders, and team members grow, you will earn additional bonuses. What a lot of people love about it, is the flexibility and after a while, the residual income. Is this something you would like to learn more about? [If yes] Ok great, we actually have something called ‘Essential Training’, This is a training we have that introduces you to the basics of the business so you can decide if this is something you want to learn more about. [If no] Ok, no problem. The door is always open should you change your mind. Option B This script is best used for customer calls. Call your customers simply to give them love. Check in on how they are doing. It helps to call to let them know about something that is going on like a special or a class you have coming up. Sometimes I even call about a diffuser I saw on sale somewhere or a new product dōTERRA has. Just let them know you are thinking of them and are there to support them. At the end of the conversation simply add in this statement: ‘I ask everyone because I don’t want to make any assumptions, would you like to also learn about how to earn money, or how to earn free products by hosting a little get together?’ If they say yes to either give them two dates and book the meeting to discuss the business or the event right away. Business Opportunity Script Now is the time to break down this script and practice section by section. After you have gone through each section and they are starting to feel confident, have them go through the whole script 2-3 times with you. You want them to be ready to run and present this to a potential builder right after your meeting.

Agenda I am going to start our conversation today by letting you know what we will be going over. Today we will, • Learn about you and your goals • What it takes to do this business • How our compensation plan works • How to get started • What are the next steps My part will take about 30 minutes, is there anything you want to make sure we go over today? Learn About Them Let’s start by learning more about you and your goals. I am going to ask you some questions so we have a better idea of how dōTERRA would fit into your life. 1. What are your income goals with dōTERRA? For instance, would you like to get your essential oils for free each month, cover the mortgage, or maybe even replace your current income? 2. This business is all about working with people, building relationships and connections with people. What are your strengths in this area? 3. What do you feel some of your challenges may be? 4. Why don’t you tell me about your average week and your schedule so we can see where dōTERRA could fit in. How This Business Works This business is different than what most of us are used to. We are used to trading our time for money. For instance, in order to get paid, we have to show up to work, clock in and then clock out when we are done. With dōTERRA, it is a little different because you will be building a residual income. In the beginning, you will do a lot of work that you do not necessarily get paid for, however, in the end you will get paid for a lot of work that you do not do. You will get paid for the work of the people on your team. This is one of the ways our income becomes residual. To give you a simple explanation of what we do, basically, we set up conversations. These conversations can either be in person or over the phone. They can either be with one to two people or events usually with 5-10 people. You will set up these conversation to teach people about dōTERRA, connect with and support your customers and help train and develop your future builders by utilizing our teams training programs. Compensation You will get paid for the outcome of these conversations. You will make 20% off everything anyone buys from you in their first 60 days. This is your short term, also known as “fast start” income. Over time, as your team grows, you will grow your long term income. This long term income is known as “unilevel”. This is done by helping people get on an LRP (Loyalty Rewards Program), building a team and hitting bonuses. You will make a percentage of everything anyone on your team buys for the rest of your life (this includes customers and builders) that’s pretty cool right? Don’t worry, as we keep moving forward, we will go into more detail about this. I just want you to understand the basics of how getting paid works. ©2016 Jennifer Hudgens, DBA. Natural Wellness Tips, All Rights Reserved.

How to Start If they have not enrolled yet, here is where you will talk to them about getting an enrollment kit. If they are already enrolled, this is where you will talk to them about getting on LRP and the importance of staying on a 100 PV LRP every month. So, how do you get started? The first step is simple. Become a product of the product. Basically why would someone want to build this business and not want to use these amazing products for themselves and their families? So you become a product of the product and a walking advertisements, that peaks the interest of those around you to want to learn more. The only requirement dōTERRA has for you to qualify to earn commissions, is to place a 100 PV loyalty rewards order every month. This is simple to do when you are buying your oils and products for you and your family to use, as well as keeping stock of the ones you need for your business. Other than the cost of your essential oils (which are actually a tax write off for you) we have narrowed it down to very little necessary supplies. Don’t worry, I have this all written down for you. But this investment can be as low as $20 to start. Not bad right? Here is the fun part: When you join our team you get access to our amazing, unique training program called ‘The Essential Training.’ This training is a four-part series that walks you through how to book sales conversations, talk to people about essential oils, support your customers and launch new builders. It is all laid out for you and ready for you to dive in, and you don’t have to worry about figuring out how to do this business alone. You have an army of support behind you. Would you like to get set up with the Essential Training so you can see more in depth what doing this business entails? If they seem hesitant to get started right away with the training off a game plan meeting with them, your mentor and you. Here is an example of what to say: “I know starting this business can be intimidating, when I first started I hopped on the phone with my mentor and the person above her. They helped to answer all of my questions and made me feel confident in my next step, is that something you would like to set up?” Next Step So our next step is to get you started with the Essential Training right away. I am going to send you a recording of the first part of the training as well as the manual. I recommend that you print out this manual to have handy. As your mentor I will walk you through the four parts of this training and support you through your business launch and beyond. I promise to never be a pushy leader, and support you whatever your time commitment may be. We will focus only on you reaching your goals.

An Introduction Call - Setting up a Game Plan (Turn to page 35) Have you been talking to someone about the business but they still want more information? They still aren’t sure if this is right for them? Setting up an introduction call with them and your mentor is the perfect way to get to know them better and find out if this is the right fit for them. This is a 3-way phone call between your potential builder, your mentor and you. What you will do is, simply just coordinate the phone call, your mentor does all the talking! Your job is to get everyone on the phone together, introduce your mentor to your potential builder, “edify” your mentor, and your mentor will take it from there! What does “edify your mentor” mean? You are going to present your mentor as the expert, in the best way you can. You compliment them and list all of their strengths. It is important you practice this with your mentor so you are ready to introduce them. The hardest part for you will be to remain quiet. You may want to mute your phone to help with this. Let your mentor do all the talking with your potential builder. At the end of this call, your mentor will jump off and you will remain on to schedule a follow up call with just you and your potential builder to review what was discussed and see where your potential builder is. Let’s Practice Now you will help your new builder by giving them your strengths and helping them practice introducing and edifying you. You can then help them start their list of people they plan to talk to. 1. 2. 3. Turn to page 35 and we will make a list of 5 people (you think would be great at this business or who has expressed interest in this business) and have an Introduction call with: 1. 2. 3. 4. 5. Here are some qualities you can look for in people that you know or meet. These have been shown to be qualities in the majority of the top leaders. They are not necessities but a good guideline. 1. Females ages 35-55 2. Into natural health 3. Have a supportive partner 4. Have the need for money

5. Entrepreneur spirit/driven 6. Influential 7. Willing to grow and develop

Script for the Introduction Call – Setting up a Game Plan (This is just for you. Do not share this with your new builder.) 1. Take time to ask discovery questions a. Tell me about yourself…. b. How long have you a (whatever job)…. 2. Ask Need/Problem Questions a. What is the most frustrating thing about (job, financial situation, home life etc…) b. What would you like to change about (job, financial situation, home life etc…) c. What financial goals are you wanting to accomplish? 3. Ask Pain Questions (Dive deeper into what they brought up in the above questions. Money, work, family life that they are not happier) a. What impact does this have on your family? b. What impact does this have on your job? c. What are the consequences of not solving this issue? 4. If the prospect isn’t very familiar with dōTERRA’s business opportunity; or you want to give them some more information about it, this is where you would do that. Then ask Solution/Benefit Questions a. How valuable would it be for you….? b. What benefits do you see from….? c. If you could wave a magic wand and dōTERRA was exactly what you wanted it to be in your life, what would it look like? 5. Ask Specific questions to find out how to best support them in their dōTERRA business a. How much would you need to make per month for building dōTERRA to be worth your time? b. How many hours per week are you willing to dedicate to building your dōTERRA business? c. Over how long of a time period are you willing to dedicate _____ hours till you reach ______ per month? 6. Ask them the following question: a. I think I understand more clearly what your goals are and how I can support you in those goals. Is there anything else that you need to know in order for you to feel comfortable building a residual income with dōTERRA? (if they have more questions answer them) 7. End with a call to action a. Let’s get you started with the essential training program right away. Would you be able to attend the training webinar live on a Saturday or the recording a better option for you? Ok great, you mentor will get you the information to download the training manual and get started right away. Brand yourself If this is your prospect or…Brand your Leader if this is their prospect 8. Tell them you have really enjoyed talking to them. Make sure you use Dynamic Listening Skills. Tell them you look forward to helping them through the essential training program and putting a business plan together with them 9. Tell them you have to jump off the call, make sure to edify your leader (brand your leader) and let your leader continue talking to them. That’s A Wrap So that is a wrap on the essential training program. It is now your job as their mentor to continue with their weekly mentor calls and working on the skills they learned in this training. Remember when they are first helping their builders through the training they will really need your support. Congratulations on completing this training with your builder. Be sure to congratulate them! ©2016 Jennifer Hudgens, DBA. Natural Wellness Tips, All Rights Reserved.