Get Positioned For Success
MY YOUNG LIVING G.P.S. Includes Free Bonus Insert:
THE YOUNG LIVING BUSINESS OPPORTUNITY Quick Starter Guide
MY YOUNG LIVING
G.P.S. Get P
for Success
THE ESSENTIAL TRAINING GUIDE FOR
YOUNG LIVING BUSINESS BUILDERS WILLIAM & JOANN COOK Page I
Get Positioned For Success
MY YOUNG LIVING G.P.S.
My Young Living G.P.S. Copyright Š 2017 - The Essential Oil People Inc.
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This material is produced by a Young Living Independent Distributer. The information and content contained in the G.P.S. manual may not
Get Positioned For Success
MY YOUNG LIVING G.P.S.
G.P.S. Get Positioned for Success
THE ESSENTIAL TRAINING GUIDE FOR YOUNG LIVING BUSINESS BUILDERS
My Young Living G.P.S. Copyright © 2017 - The Essential Oil People Inc. This material is produced by a Young Living Independent Distributer. The information and content contained in the G.P.S. manual may not necessarily reflect the views or opinions of Young Living Essential Oils Inc., or its officers, directors, or affiliate companies. A Young Living independent distributor’s success will depend solely on individual diligence, work effort, and market conditions. Young Living does not guarantee any income or rank success. The Essential Oil People Inc. accepts sole responsibility for all material and content herein. All rights reserved. This book or any portion thereof may not be reproduced, stored in an electronic system, or transmitted in any form or by any means, electronic , mechanical, photocopy, recording or otherwise…or used in any manner whatsoever without the express written permission of the publisher.
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MY YOUNG LIVINGpage G.P.S. Introduction: GET POSITIONED for SUCCESS 1 page Chapter 1:
Get Positioned For Success
Table of Contents
Start Right - Start Now -
Building a Well “OILED” Machine
Chapter 2:
Part-Time Verses Spare-Time
Use - Merchandise - Teach
Chapter 4:
The Law of Imprinting
Chapter 5:
Creating Your Lists
Chapter 6:
Become a Star Maker
Chapter 7:
Effective Inviting & Effective Confirming
Chapter 8: Home Wellness Presentations Chapter 9:
Why the Essential Rewards Program –
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Chapter 3: Love It, Share It, Repeat -
Chapter 10:
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20 page
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39 page
44 page
51 page
54 page
62 page
Understanding Residual Income
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It’s Never Too Late to Start Again
page
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MY YOUNG LIVING G.P.S.
Introduction MY YOUNG LIVING
G.P.S. Get Positioned for Success
A “How To� Guide for The Greatest Business In The World Welcome to what promises to be one of the most valuable business support systems provided to help each and every independent distributor build, grow, and maintain their Young Living business. My Young Living G.P.S. is an acronym for Get Positioned for Success, because how you position yourself and how you start building will determine your success in this business. This instructional manual is designed to provide you with an understanding of the simple and best practices to help build your Young Living business to significant and substantial levels, and to maintain it as it grows to maturity. Through simple focus and consistent determination, a small business can become a large business, with a large financial return. On the strength and quality of the Young Living products alone, it is possible for anyone to discover a life of Wellness, Purpose, and Abundance. However, to establish a business network of hundreds and even thousands of members with consistent residual Page 1
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group volume, it requires determined, consistent, and deliberate navigation steps. We encourage you to read through this entire book and challenge you to follow the G.P.S., apply the principles, and perform each navigation step. Resist the urge to dismiss what feels simplistic, for as it has been said, “The greatest ideas are the simplest.” We are confident that if you follow your G.P.S., you will reach the destination of success. This is the perfect business for couples, so don’t forget about your husband or wife. Get them on board. Two is better than one, so build this together with the one you love! Remember this isn’t a business for women only, The Young Living opportunity is for everyone, “dudes” too! So, be careful not to position yourself into a niche market because that will limit your growth. Some of the most vibrant Young Living businesses have been built by power couples each bringing different strengths to their mutual business. To truly be successful, you will need to create a team of like-minded individuals to build this with you. This is a network, and you need Business Building Partners in the sharing process who are plugged into a duplicable system, as well as member/consumers that are established correctly. There are four components that are crucial to have a viable networking business. These four components are 1. A great company with great products. 2. Business Building Partners engaged with you sharing the message and the opportunity. 3. Properly supported and established member/consumers consistently using the products month after month. 4. A proven system of navigation steps to help you and your team of Business Building Partners grow a successful organization. Page 2
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The G.P.S. – Get Positioned for Success manual is a step by step pattern of navigation steps to help guide you and accelerate your business, as you build a lasting structure for success. It is an easy duplicative system to build a strong, vibrant Young Living business. Following a system of navigation steps will help ensure you’ll be both productive and effective in your efforts to build your Young Living business. A sound building must have a solid structure and a solid foundation if it’s going to stand. It is important to start building your business foundation correctly right from the beginning. Getting off to a successful start is crucial to building the momentum that will attract others to this opportunity, and provide the correct environment and structure for lasting sustainable, exponential growth. Your willingness and ability to commit, learn, implement, and teach EACH of the navigation steps found in the G.P.S., along with a determined positive attitude, will help direct the velocity of your success in your Young Living business. The G.P.S. is a guide book for your business success. It’s a simple navigation system to get you from dream to reality. It is the “how to” for building your Young Living business with sustained growth. The system detailed in the G.P.S. is easy to follow, is teachable, and most importantly is duplicable. Duplication is the paramount key to success in your business. Your level of success is tied directly to your ability to communicate and duplicate your successful actions into your team Business Building Partners. They need to do what you are doing. It’s equally important to teach each of them to teach the same to their Business Building Partners, and so on, and so on. That’s the power of duplication. Page 3
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This is a T.E.A.M. effort - Together Each Achieves More. So it is imperative that we have a commitment to help others succeed and achieve their goals. Steve Jobs said it best when he said, “Great things in business are never done by one person. They are done by a team of like-minded people.� Your journey on the road to success is directly linked to your ability to follow the directions that lead to your destination. This business is the most exciting journey you will ever take. It will truly take you places that you have never dreamed of, and to a lifestyle, some can only imagine. So take out your G.P.S., fasten your seatbelt, and get ready for an amazing ride.
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Chapter 1:
Start Right – Start Now! Building a Well “OILED” Machine.
REMEMBER, THIS IS NOT A RACE – IT’S A JOURNEY, so don’t rush – Don’t be over anxious or impatient. The Young Living opportunity is like no other. This is a company that has truly redefined wellness with an essential oil infused lifestyle. Young Living leads the industry with a culture of caring and integrity rarely seen in today’s business world. So it is important that you build your business with that same integrity and seek the right people and be the right person. Be the kind of leader you would like your leaders to become. We encourage everyone to read the policies and procedures located in your virtual office right from the start. Follow the rules, and share Young Living the “right way.” We must always protect the company that has given us this amazing opportunity so we can pass it on to generations to come. We want you to build, create and nurture friendships, loyalty, and trust. Build ethically and honestly and you will create a successful, lasting Young Living business that will reward you year after year. Always remember that the foundational stones for balanced success in your business must always be Honesty, Character, and Integrity. Page 5
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Be Enthusiastic! Your enthusiasm shows your belief in the products and the commitment you have made to your Young Living business and achieving your goals for success. Get excited about this and people will get excited about this. “Like always attracts like.”
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Be Positive! “Feed your enthusiasm and fuel your dream” with a daily commitment to learning about the products, reading books, watching videos, and listening to product and motivational teaching. Associate with positive people. You become what you think and whom you associate with. “For as he thinks within himself, so is he.” Proverbs 23:7. The truth is simply this: We become and attract whatever we think about, good or bad. Things won’t always go smoothly. They won’t be perfect. However, being negative all the time only attracts more negative stuff. So always do your best to operate in a positive zone… it’s contagious!
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Be Involved! Get connected with your upline leaders. They are your lifeline and an invaluable system of support. Be respectful and value their time, but seek their direction, listen to what they say, learn everything you can from them. Be careful not to ask them to do things for you that you can do for yourself. Remember they have a network of many other people besides you that need help too. When you reach their rank, you will appreciate this advice. There will be disappointments, but never discuss negative feelings downline, always discuss those feelings with your upline. Simply said, if you have to… just throw up…NEVER throw down. Be sure to participate in webinars and training calls from your upline and attend the local, regional and national Young Living events and conferences. Everyone who is serious about building a successful business should make the investment in themselves and their business by attending the Young Living National Convention. Without question, it is an invaluable experience. It will change you. This is where we sharpen our skills, learn, and hone our craft. “As iron sharpens iron, so one man sharpens and influences another through discussion.” Proverbs 27: 17.
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Be an Owner! Taking ownership of your Young Living business simply means that, “You are all in.” You are giving 110% of your efforts to your business until you reach your success goals. Notice I did not put a time frame on that. I did not say for 90 days or even 6 months. I said, “UNTIL.” You are shortchanging your success rate if you place a time limit or an end date on it. Success comes when it comes, but you must keep pressing until it comes. Be mindful that this is a journey not a race, and when you keep asking, “Are We There Yet” every few months, you are actually making your journey much, much longer. WHY? The answer is because you are not paying attention to the life lessons and business lessons that are presented along the road. Sometimes it takes a little longer than expected, but when you get there, isn’t it always worth the trip? You will be successful. It’s not a matter of “if” – It’s simply a matter of when. This is YOUR business, so you MUST get yourself through the finish line. That end point is your WHY! WHY am I doing this? Is it for my family? Is it for my financial future? WHY? It’s the whole reason you withstand the negativity of others, disappointment, and frustration that will often come your way in your business. Keep your focus on your WHY! It’s a higher
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reason, and it’s a bigger reason than just money. Money alone cannot be your WHY. Money doesn’t make you happy; it simply magnifies who you are already. So make sure your WHY is always front and center. It will carry you through the negative moments that will come from time to time. This is a real business that has the real potential to change your financial future. Take ownership of your business from the start. Take action and don’t expect others to grow it for you. It’s YOURS! You are the C.E.O. so, be responsible and learn how to build your business. Start sharing the products immediately and teach your Business Building Partners to do the same from the start. Whether online, in person or both, this is where networking begins, and relationships are built. It is a foundational step that is KEY to your success. If you look at ALL the successful people in your upline, you will see that they ALL have one single thing in common. ACTIVITY! They are the ones making it happen, sharing the products and teaching others to do the very same thing. They are not waiting for anyone to make it happen for them. They are making it happen for themselves. It is important for you to begin this navigation step as soon as possible. The truth is if you are relying on someone else to share the products for you, you are stifling your growth, and this isn’t really YOUR business, it’s THEIRS. Remember, this is built upon duplicating the simple navigation steps - Love it, Share it, Repeat. So if you are serious - get started CORRECTLY right away. It doesn’t have to be perfect – perfection is NOT duplicable because no one is perfect. You don’t have to be an expert. This isn’t about expertise. Just be yourself, do your best and let the products lead and change lives. Page 9
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You can do this, just like others before you already have. You need to believe this. It is so important that you grab ahold of the vision that this can and will happen for you too. To get there, you’ve got to see things as you hope them to be, not as they are right now. It’s simply called faith. “Now faith is the substance of things hoped for, the evidence of things not seen.” Hebrews 11:1. This is something that successful people know about. Many call it visualization, but the truth is - it is simply faith in action. Michael Phelps spoke about picturing himself winning every night before bed. That’s faith. No matter what you want to call it, to effect true positive growth in your business opportunity, you must disregard how things look right now — as well as how others are seeing it — and focus your attention on the way you want it to be. You are already a Royal Crown Diamond – you’re just waiting for your volume to catch up! Always view the Young Living opportunity as a genuine business venture that can take you far beyond your wildest dreams. The reality is you will not invest yourself into this business if you do not recognize its value as one of the most significant life changing opportunities that has ever crossed your path. If you opened a traditional business and had to invest $100,000 of your own money, you would understand the value of your business from the very beginning. You would make sure you worked hard to make that business venture succeed. You wouldn’t show up once in a while or for a couple of hours a month…would you? You wouldn’t wait until something happened. More than likely you would devote all your time to grow that business and MAKE it happen. Well, this opportunity Page 10
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also requires an investment. It doesn’t require a $100,000 of your own money, but it does require 100% of your commitment, persistence, and involvement if it has any chance of success. This starts with your perception. It’s called “perceived value.” What you see as valuable, you will invest yourself in. There’s an old saying that goes like this: “The reason most people fail to recognize opportunity is because it often comes disguised as hard work.” This may not be hard work, but it does require persistent effort. Recognize this for what it is and jump in with both feet. Don’t look back until you reach the finish line. You have been handed the keys to an opportunity that can take you to a level of personal success some only dream of. The opportunity of a lifetime is knocking at your door – open the door and let it in. First you have to see it - then believe it – and then you will achieve it.
5 Be Successful! Let your thoughts, words and actions line up with your desires, dreams and goals. Think success and you will be a success! Cast a vision for yourself and never lose sight, no matter how difficult it seems or how long it takes. Focus and build upon your WHY. If your WHY is bigger than your obstacle, then nothing can keep you from success. No one ever reaches their destination goal by giving up. Let’s be honest, success is not easy. Not complicated, just not easy. It’s not easy because we’re wired to look for quick Page 11
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fixes, shortcuts, easy way outs and ways to keep from failing. And it’s not our fault. Our brain is wired to choose the path of least resistance. If we truly want to be successful, we have to push ourselves, go against our nature and challenge the two most common barriers that knock us off course: Looking for shortcuts or the easy way out and fearing failure. No one likes to fail, but failure is only failure if you don’t get back up and try again. As long as you are taking consistent navigation steps towards the goal…you’re getting closer to the destination. Follow the leader is more than just a child’s game…it’s the path to success. If you follow the navigation steps of those that have succeeded before you, you will arrive at the very same destination. Taking a shortcut because it seems easier…will often end up taking you out of the way, take you off course, and even worse might get you lost or send you to a different destination.
6 Be Teachable! There is always a lot to learn. Commit to staying teachable and learn the skills that will make you successful. Being teachable is not so much about competence and mental acuity as it is about your attitude. It is the desire to listen, learn and apply what you have learned. It is a desire to discover and grow from Page 12
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what you don’t know. It is the willingness to learn, and more importantly, unlearn, and relearn. Someone once said, “It’s what you learn after you know it all that truly counts.” When we stop learning, we stop growing, and we stop leading. However, if we remain teachable and keep learning, then we will be able to keep making an impact as leaders. Learn to listen. American writer and philosopher Henry David Thoreau wrote, “It takes two to speak the truth – one to speak and one to hear.” Being a good listener in your Young Living business helps you to know people better, to learn what they have learned, learn what they need and to show them that you care. Remember, you can’t learn if you’re always talking. As the old saying goes, “There’s a reason you have one mouth and two ears.” Listen to others, and you will learn things that can help you grow personally and grow your business.
Be Duplicable! This is one of the most important steps. This is a business of exponential growth. It’s our job to teach others to do what we are doing, not just what we are saying. Remember if YOU don’t do it…THEY won’t. Everything you do must be repeated and copied by your Business Building Partners. Teach them to teach them, to teach them, etc. Your focus must be on teaching your Business Building Partners to become teachers of the system. When this happens below you, your growth will be explosive. Page 13
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Make it your goal to ensure YOUR Business Building Partners know and understand that their main goal is to teach THEIR Business Building Partners to follow the navigation steps of the G.P.S. system. This step needs to be repeated over and over again down through each level of Business Building Partners. It has been well said that “the effective leader must know the meaning and master the technique of being the teacher.” So lead by example!
8 Be Grateful! We must embrace an attitude of gratitude at all times, ESPECIALLY when things don’t go the way we wanted them to. This is a business of people. The reality is, dealing with people isn’t always easy. Sometimes people don’t do what we hoped they would do, and we may feel let down. However, we cannot embrace that, or it will affect our ability to move forward. This is normal and happens to everyone. It’s so important that as we build this network of people sharing with people that we become leaders that people want to follow. Often a reason why your teams are not growing or why people don’t enroll is because of perceived indifference. Perceived indifference means they don’t “think” you care. They think it’s about your need, and not their need. In other words, they think it’s just a sale to you. Whatever your prospect thinks… That’s the reality. Page 14
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It’s important that we don’t just look at downline members as just customers, or even our Business Building Partners as a means to an end. In other words, volume or volume generators. This Young Living business is about helping PEOPLE find Wellness Purpose and Abundance. It should always be all about starting and building relationships. So, the heart of relationship building in your Young Living business must include the perception and attitude that I CARE ABOUT YOU … I APPRECIATE YOU …THANK YOU FOR ALLOWING ME THE OPPORTUNITY TO SHOW YOU HOW I CAN HELP YOU MEET YOUR NEEDS. Showing appreciation to your Business Building Partners is especially important. This is such a simple way to increase commitment to the team and grow the sense of community that drives your team to success. Individuals who feel appreciated are more likely to strive harder to reach their goals and to be committed to the journey. Things won’t always go easy or perfect, but We MUST ALWAYS walk with an attitude of gratitude rather than negativity. Most motivated people that begin to build this business want to be Royal Crown Diamonds yesterday….that’s a good thing, but try not to get frustrated with where you are right now. Instead, be grateful for what this opportunity is bringing you right now, and focus on what this opportunity will bring to you in the future with combined efforts. This is an awesome business opportunity. We are a team working together. Always be grateful! It has been said, “Embrace an attitude of gratitude, and give thanks for everything that happens to you, knowing that every step forward is a step toward achieving something bigger and better than your current situation.” Page 15
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The importance of following the G.P.S. navigation system: While charting your OWN course may seem exciting, it will often cause you to lose track, waste time and ultimately get you lost. Following a proven system of navigation steps to get you from A to Z will ensure that you will reach your destination of success as efficiently as possible. So often the difference between enjoying incredible success or failure is due to nothing more than following a simple system of navigation steps designed to get you to success more expeditiously. Remember, building a network works on the simple principle of duplication. Duplicate the steps and the results will follow. Often, the problem is that people try to come up with different ways and steps to grow their business rather than simply following the proven system of navigation. Simply put, a system is a set of duplicable proven navigation steps designed to get you duplicable results. The best analogy for a successful system of proven navigation steps is McDonald’s. The burgers produced by McDonald’s may not be gourmet or even the healthiest options in the world, but the reason McDonald’s is so successful is because of a simple system of navigation steps put into place that is duplicated over and over again, every single day around the world. The McDonald’s team member doesn’t have to wonder what to do, or how to do it. They don’t have to figure out the steps. They don’t have to strategize, create or come up with new ideas on how to do it. They simply follow and duplicate the proven system of navigation steps provided to them over and over again and it works, and it gets results without fail.
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This G.P.S. system is put into place to help you grow your business. Always resist the urge to alter the system or create different steps. If you are ignoring the steps because you don’t like them, you think you have a better way, you don’t think you can do it, or you don’t think they are important; you are NOT following the system of navigation. You have deviated from your G.P.S., and you can guess what the result may be if you do so…you are probably going to get lost and stuck. So many times I hear new business builders say they don’t think it’s important to do home meetings or other proven navigation steps, and they are going try to do it a different way. I always think to myself, good luck with that. Why do something that has not been proven to be successful when you have been given a duplicable plan of navigation steps for success that has already built strong, successful businesses for people just like you? People often wonder why they cannot maintain their rank, or why they are not reaching their desired rank, or simply why their business isn’t growing. The answer to their wondering is found in another question- what are you doing to grow your business? What activity are you creating? Have you done anything online? How many home presentations or classes have you done this month? Usually, the answer to this question is none. They are not following the navigation steps, and instead, they are looking for the next hotel meeting or another opportunity to bring their guests to. Often this is because they feel they can’t do it for themselves, or they think someone else can do it better. This isn’t about selling kits or polished presentations. So forget about not being a good salesperson or presentation professional. This is about sharing your love for these amazing products anyway that you can. It’s about connecting people with the answers to their needs. It’s about a relationship of trust you have built with the people you are sharing them with. Remember your prospects Page 18
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know you and trust you, so tell them by showing them why Young Living will change their life. If you don’t – they won’t. Those that are playing the waiting game – waiting on the next big meeting to bring someone to or waiting around for someone else to present the products for them, are wasting valuable time and are stagnating in their business. Those that are growing a solid business on the fast track are following the proven navigation steps of sharing the products with others, having consistent weekly home presentations, creating online opportunities, and increasing their downline exponentially each and every week, and every month. Remember, people who don’t follow the navigation step’s duplicate more people who do not follow the navigation steps. It’s a ripple effect. Success breeds success and failure breeds failure. So if you want to be a success… duplicate the pattern of navigation steps for success even if it means stepping out of your comfort zone. This business is a community of caring and sharing. It is built person to person. It’s about relational marketing through personal relationships. We don’t enroll groups and organizations, we enroll people. This is NOT SALES – it isn’t built on trade shows, wellness fairs, or large meetings. Those are all EXTRA opportunities. The real foundation for success is still in small home based presentations where personal relationships and trust are built. This is where you hear what they need and provide them the solutions we have to meet their needs. Remember, meet people’s needs and you will have a consumer in your network for life.
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Chapter 2:
PART-TIME VERSES SPARE-TIME. What’s the Difference? One of the things that make a Network Marketing opportunity appealing has always been: minimal investment, no risk, opportunity to make residual income, and most importantly, THE ABILITY TO WORK PART-TIME. Unfortunately, while people hear Part-Time, what they are thinking the entire time is SPARE TIME. There is a huge difference between the two! Part-time means that a person is not working 40 hours per week on his job or business. Part-time still requires that you stick to a schedule and work a minimum number of hours every week...just less hours. It does not mean that you work only when you are not doing anything else, when you feel like it, or when you are free.
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Part-Time versus Spare-Time. There are only two types of effective work, Full-Time or Part-Time. Each has a different amount of time required, and only YOU can decide how much time you have to dedicate to building YOUR business. Full-Time simply means you have more time to work your business, and Part-Time means you have less time. However, BOTH still require the same amount of your attention and persistent focus on the allotted amount of time to be effective. Think about it this way. The local store does not advertise: “NOW HIRING: FULL-TIME AND SPARE-TIME JOBS.” Spare-time is not the same as Full-Time or Part-Time. You can NOT effectively build a Young Living business in your SPARE-time. Do you know why? When was the last time that you truly had some SPARE- time? For most of us there is no such thing. We have careers, we have families, and we have obligations. Life has its way of using up every last minute of every day for us. For most of us, THERE IS NO SUCH THING as SPARE-time. However, if you are ever going to be a success in your Young Living business, you are going to have to set aside an allotted amount of time and treat this business as if it is a business. To be truly successful in your Young Living business, it cannot be your hobby. There is a big difference between a HOBBY and a BUSINESS. If you’re looking to build a successful business, then you have to start treating it like one… right NOW! Most people think they will treat Young Living as a business once it starts paying them like one, but the truth is… if you don’t do it now it won’t Page 21
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ever develop into one. Plus, how could you expect others to want to join you in your Young Living business if you don’t look at it as a real business? “Treat your business like a business and it will pay you like one… treat your business like a hobby and it will pay you like one” Often we are busy in the beginning with our jobs or careers, so it’s difficult to add this business to an already busy life. So we have to make the time. Understand you’re not alone in your busy schedule. Most people who decide to build a Young Living business have not retired yet and have busy careers or jobs too. So be careful to avoid thinking; I’ll do this in my spare-time. Those who are successful in their business know that spare-time never comes. They commit to a specific number of hours to work their Young Living business, set a schedule, and stick to it. The same way they would if they had a traditional Part-Time job. Recognizing the difference between Part-Time and Spare-Time is crucially important as you get started trying to build your business.
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Chapter 3:
“Love it, Share it, Repeat.” Use, Merchandise, and Teach.
Love it, Share it and Repeat is more than just a slogan, it’s your model for success. It’s the foundation for growth in your Young Living business. Without it, you will find it difficult to succeed in this business. Love It, Share It, Repeat…what does it mean?
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HOW DO YOU LOVE IT? USE THE PRODUCTS every day. Become
a product of the product. It’s easy to love these products when they are part of your life. When you believe strongly in the power of something, it’s hard NOT to share that passion with other people. That’s what being a product of the product is all about. Most of us came into this business because of an experience with the Essential Oils. However, Young Living is about an Essential Oil Infused LIFESTYLE. If you believe that the oils in the little bottles can change lives, then every product Young Living adds the oils to is just as life-changing. So, look at the products you surround your life with and simply transfer them over to Young Living Essential Oil infused products. It’s key to your success…surround yourself with Young Living Essential Oil wellness, through TRANSFER BUYING.
TRANSFER buying is NOT EXTRA buying. It’s buying the products you already use anyway from your OWN business, rather than from someone else’s. You already use shampoo, don’t you? What about toothpaste? Do you use nutritional products? Do you wash your clothes or clean your house? Are the products in your home from somewhere else or are they from YOUR business? You wouldn’t expect Sam Walton, the founder of Walmart to get his personal products from another store, would you? Then why would you buy your products from a local store instead of from YOUR business? My attitude is if MY business has it, I don’t buy it from somewhere else. Plus, all Young Living products are infused with the life-changing wellness power of Essential Oils. You want to make sure you infuse your everyday life with wellness too.
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MAXIMUM VS. MINIMUM Do you want to rock your Young Living business? Do you want to grow fast, and grow strong? Then pay close attention to this‌ this is a game changer! A MINIMUM $100 PV Essential Rewards order qualifies you to start earning residual commission. This is the Minimum benefit. However, a $300 PV monthly Essential Rewards order gets you the MAXIMUM in PROMOTION REWARDS. It’s simply the law of sowing and reaping. If you sow the minimum, you will reap the minimum. If you sow the maximum, you will reap the maximum. This is a key area that will revolutionize your business growth, but it is an area many people will try and cut corners with. However, if you understand that abundance is far better than scarcity, then why operate from a place of MINIMUM when you can operate from a place of MAXIMUM? This is why the Essential Rewards program is ESSENTIAL because it REWARDS you for doing so. So make sure you are enrolled properly right from the beginning with the products you need and use every day. This is an investment in your business and an investment in your health. This is what a successful business builder does. Teach those in your network why they need to use Essential Oil Infused products every day throughout their day. Remember, people are going to do what you do. If you are not using the products or just getting the bare Minimum to reach $100 PV, and are missing out on all Page 26
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the other benefits, then so will your Business Building Partners and your downline members. We duplicate subliminally through our actions more than through our words. So the question is... why would you want to MINIMIZE your business when you can MAXIMIZE your business?
Don’t minimize your benefits – MAXIMIZE YOUR BENEFITS!
Make the MOST out of your benefits…. Get PAID BACK through Transfer Buying: • A business owner builds their OWN business by shopping at their own store. They don’t buy products they produce from somewhere else. • The Essential Rewards Program PAYS YOU BACK through Rewards when you do so. • TRANSFER BUYING is not EXTRA buying because you are getting products you already use and need. So get them from your own business rather than from someone else’s. Save money, MAXIMIZE your PV, and become a product of the product. • You are getting your products wholesale plus you are building up and MAXIMIZING your Essential Rewards points that you can apply towards FREE products. The higher your PV on Essential Rewards, the more points you will get to cash in. Remember points equal dollars to redeem for other products. So you are MAXIMIZING your earning potential simply from your own purchases. Page 27
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“Operate in the MINIMUM and you will hit mediocrity. Operate in the MAXIMUM and you will achieve unlimited ABUNDANCE!”
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• You need to reach certain OGV (Overall Group Volume) levels for each rank. Your PV (Personal Volume) is included in your OGV. This means your own purchases help you reach the requirement. Why give that volume to a local store when you can give it to yourself? Is the local store helping you to grow your business? • Your product expense can be included as a tax writeoff at the end of the year. You can’t get a tax write-off for the products you purchase from a local store. • Transfer Buying maximizes your PV qualification for the monthly FREE promotions. It helps you get EVERYTHING you are entitled to get. $100 PV gets you the bare minimum. $300 PV gets you the MAXIMUM. Why not get the MOST out of this opportunity? Don’t leave money on the table!
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Become a Product Of The Product Page 29
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MERCHANDISE by sharing the wellness benefits of the products with others. Make sure you are using The Products. What if you opened a car dealership, but there were no cars on the lot? Even worse you have never seen the cars, driven them nor have any experience with them at all. All you have is a brochure or a catalog. What happens when a customer walks into your showroom? You can describe the car, even show them a picture in the catalog, but if you have never driven one or far worse you don’t have one for them to experience, they are more than likely going to move on. Your Young Living business is the same way. You need to be able to merchandise your products for the very best results. This is the basis for building a successful business. These products will change lives, but not from a picture in a catalog or from just a story. Remember let them– Taste it – Smell it – Touch it - Experience it and “it” will change their life and yours. Let them smell and touch and be touched by the oils and taste NingXia Red. You can’t grow if they don’t know. So let them Taste it – Touch it Smell it – Experience it, and the rest will be simply amazing. Share It With Others by TEACHING others about the products and the business opportunity. It’s about sharing wellness both physically and financially. The reality is not everyone will be a Business Building Partner in your business, but everyone can be a Member/Consumer. It’s important to learn to qualify and identify a Business Partner and a Member/Consumer. Remember you are looking to create 6 legs or teams, so you are looking for at least 6 Business Building Partners to build your business with. The truth is you will have many more Member/Consumers than Business Building Partners, and that is a good thing, not a bad thing. This is a business built on bringing these amazing products to the community through word of mouth. It’s community commerce. Our community is our Member/Consumers, so keep on sharing. However, Page 30
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we can frustrate ourselves and others by trying to make a person who simply wants to use the amazing products into a Business Building Partner. Yes, this is a business for everyone, but it might not be a business everyone wants. They may only want to be a Member/Consumer, so don’t push them...or you may push them away. Very often as they grow in their experience, a Member/ Consumer will begin to share the products and their benefits from using them with others they care about without even realizing it. It’s a natural progression. Yes, ALWAYS let them know about the opportunity to “Love it, Share it,” but understand that timing is everything and allow them to get there. Sometimes you will even find Business Building Partners through members who are just using the products, so ALWAYS ask them if they know others that need the wellness benefits of the products. Remember, always keep your eyes and ears open to look, listen, learn and identify and work with anyone and everyone. Enroll a new member, help them create their list and offer to help them reach “who they know.” This is what it means to network. It’s developing the skill to move through your downline organization into other people’s circles of influence to effectively find new leaders and new members. Effectively develop this skill and you will NEVER run out of prospects. So keep that list handy to write down a new name, because the next Diamond in your organization may be in one of your downline members/consumer’s circles of influence. REPEAT the process. REPEAT means more than just doing it again. It means deliberate consistency and duplication... While it is imperative that we continually introduce these amazing products to everyone everywhere, REPEAT also means that we teach the concept to our downline leaders and Business Building Partners. We MUST teach our Business Building Partners this simple concept of being a teacher of teachers. THIS IS A FOUNDATIONAL Page 31
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NAVIGATIONAL KEY TO THE SUCCESS OF YOUR BUSINESS. Enroll your friends, and then teach them, and help them enroll their friends, and then do it all over again. We must duplicate the opportunity and passion for the products. It’s been said that “friends do what friends do.” So examine what it is you are doing. The success of your network is dependent on duplicating Love it, Share It, Repeat. By mastering this foundational concept, you will have what it takes to bring Wellness, Purpose, and Abundance to everyone in your downline.
Follow the leader – The Power of Duplication. As it has already been stated, network marketing is a business of duplication. It is a simple business where every day ordinary people can create extraordinary income. To be successful, don’t try to reinvent the wheel. To be successful in networking, one must be a good “copycat” and be able to teach your Business Building Partners and others to do the same. Your team will do as you do, not as you say. This isn’t just about duplicating people so you have more members in your network…duplication is about duplicating yourself. It’s about helping other people to be just like you, with your passion and drive, duplicating the successful navigation steps that grow the business. Having a duplicable system of navigation steps in place is the key. The old adage of, “if it ain’t broke, don’t fix it” is paramount to your team’s success. Why? The answer is simple. You want your team Business Page 32
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Building Partners to be able to duplicate your action steps that bring success. If you cannot show and duplicate into your Business Building Partners the navigation steps that you took to get where you are, then you are hampering their success. This will ultimately stall your own success. The G.P.S. is a system of navigation steps and a duplication process that has been provided, so that everyone in your network who desires to build this business will be able to follow the system and do the same thing in a very simple duplicable way.
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IS WHAT
DUPLICATES
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YOUR CIRCLES OF INFLUENCE: COLD, WARM AND HOT “The 300 rule” states that the average person knows 300 people on a friendly level. There are 300 people on this planet with whom you have a reasonable amount of influence. This is called your Circle of Influence. Make sure that every person within your circle of influence KNOWS that you are in an Essential Oil wellness business. And make sure they understand what your Young Living business offers them. There are many great ways to reach people with your message of Wellness, Purpose, and Abundance, here I want to discuss just a few. Generally, there are 3 areas that every new Young Living business builder looks at to reach people and build their business. There are also 3 levels of contact exposure…COLD, WARM, AND HOT.
Wellness Fairs and Health Expos: While events like
these look appealing because they draw many people that will walk by and visit your booth, generally you will spend money and resources and will pass out many samples and cards with little return on your effort. This does not mean you should NEVER do events like these; it just means this is not the best and most effective way to build your business and should only be done in conjunction with more effective venues of sharing Young Living. This is what we call a COLD contact exposure.
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Social Media: We live in an exciting fast paced digital
world. Facebook, YouTube, Pinterest, and Instagram are awesome ways to reach out to and communicate with a lot of people, but they often do not provide a personal connection where you can share the Young Living opportunity of Wellness, Purpose, and Abundance. While social media is a warmer contact exposure opportunity that allows you to reach a multitude of connections at once, it can often be difficult to engage your contacts and meet their personal wellness needs. This doesn’t mean you shouldn’t use Social Media as a successful tool to grow your network, just understand that it shouldn’t be the only way and your only focus. Social Media, offers an excellent opportunity to build authority, build a brand, and build a following. This creates another circle of influence from which you can invite and share the Young Living opportunity. There is unlimited potential for using Social media to promote your Young Living business, and it is a venue you should look to master. However, Social Media is a warm contact exposure. The most effective business builders in Young Living create opportunities to touch people with Essential Oils and meet their personal wellness needs face to face. a
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Home Wellness Presentations: A proven and effective way
to grow your Young Living business is through the opportunity of sharing at a home presentation or “class.” Most people who get started in their Young living business are focused on getting online. While Social Media opportunities have great potential and certainly have their place, the “oldschool” home presentation will move you from high-tech to high-touch. It’s an opportunity to see, touch and try the products, ask questions and receive immediate answers, and hear others’ opinions. Here you have the opportunity to let your contacts experience the oils and our products first hand and hands on. There is nothing like the opportunity to smell the oils and taste NingXia Red. Here you can present the opportunity of Young Living in an organized presentation in front of a group of friends and family and take the time to help them identify their wellness needs, and take the time afterward to connect them to all the solutions Young Living has to offer. Consistent Home Presentations are the activity that will help you to become successful in your business. This is a HOT contact exposure and a successful, proven way to grow a large Young Living network.
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Circles of Influence Fairs & Expos
COLD
Social Media
WARM
Home Presentations
HOT
Activity BUSINESS BUILDS THE
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Chapter 4:
The Law of Imprinting. How do you help your Business Building Partners achieve their successes? You imprint successful navigation steps in them. You teach by example, following a system for success. What you show them initially is what they will do - so on and so on down the line. We can imprint wrong things as well as right things. Whatever their first exposure is‌ is what they will duplicate. So make sure their first exposure is the best and most effective introduction. In other words, give them the best exposure and presentation right from the beginning.
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Perform the correct navigation steps –
THEN REPEAT.
Help them to see that they are worthy of success, help them to create a vision of what their life is going to be like when they achieve the success that they want to achieve. Help them create their “why” list. Help them create their vision board. Instill empowering beliefs in them so that they can see themselves as successful. Most of all teach them to follow and duplicate correct action steps. We must teach our Business Building Partners to be teachers. Duplication is cloning. So, if you want to succeed in your Young Living business, you need your downline Business Building Partners to become clones of your success. Again, teach them to follow the G.P.S. then repeat! You only need six active legs to become a Royal Crown Diamond, but we recommend you build 7. 7 is your insurance policy in case one leg fails! Consider if all things are perfect. I know they are not, but consider it anyway: In this perfect model, you get your 7 Business Building Partners in one month and start following the G.P.S. - Remember I’m talking about in a perfect world. These 7 Business Building Partners become your 7 legs. You teach your 7 Business Building Partners the navigation steps to build their businesses:
Month 1 - Get your 7 Business Building Partners = 7 Business Building Partners = 7 legs.
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Month 2 - 7 Business Building Partners get their 7 Business Building Partners = 49 Business Building Partners on your overall team.
Month 3 - 49 Business Building Partners get their 7 Business Building
Partners = 343 Business Building Partners on your overall team.
Month 4 - 343 Business Building Partners get their 7 Business Building Partners = 2401 Business Building Partners on your overall team.
Month 5 - 2401 Business Building Partners get their 7 Business Building
Partners = 16,807 Business Building Partners on your overall team.
Month 6 - 16807 Business Building Partners get their 7 Business
Building Partners =117,649 Business Building Partners on your overall team.
Month 7 - 117,649 Business Building Partners get their 7 Business
Building Partners = 823,543 Business Building Partners on your overall team. If all things were perfect, you NOW have 823,543 people partnering with you to share the Young Living opportunity of Wellness, Purpose, and Abundance.
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Remember all of them have followed the navigation steps and are enrolled correctly. Even if they only enrolled with a minimum of $100 PV on Essential Rewards, that is over 82 million dollars in volume that you get a percentage of… imagine what would happen if you teach them to follow the step to maximize their PV benefits with a $300 PV order. That would be over 247 million dollars in volume. This also doesn’t include the member/consumers they introduce to the products from their warm market list and the volume that they will produce from simply using the products. Of course, this represents a perfect model. However, we know we don’t live in a perfect world. We are not perfect people. Not everyone will follow. Some will and some won’t, but the key is… SOME WILL. We may not reach perfection, but we should ALWAYS strive for it. Someone once said, “Perfection may not be attainable in this world, but if we chase perfection we will catch excellence.” So what if you are not perfect? What if your Business Building Partners are not perfect either? The truth is none of us are perfect, and this is NOT a perfect world. So what would happen in an imperfect world? Let’s use a model of imperfection. What if you are a 99% failure? That’s a pretty dismal failure rate.
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SO WHAT IF YOU DO FAIL? Even if you fail, and your Business Building Partners fail by 99%, and you ONLY achieve a 1 % success rate - you would still have after 7 months - 8235 Business Building Partners on your overall team. If they only met the bare MINIMUM of $100 PV - you would have created an overall monthly volume of over 800 thousand dollars, and over 9 million yearly - which again you get a percentage of. This is not even counting the volume from the people they share it with who are just consumers from their warm market list. You now have 8235 people partnering with you on your overall team to share the Young Living opportunity of Wellness, Purpose, and Abundance. Now, this may not be perfect, but it is absolutely “excellent.” Sound simple? It is, and simple is what duplicates! I’ll take simple over complicated any day!
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Chapter 5:
Creating Your Lists. Creating lists is the one step that most people who are starting out in this business fail to do correctly. Mostly, because they undervalue the benefit and the necessity. Your lists are your game plan. They are one of your greatest assets and investments when starting your business. They MUST be written. Don’t start out simply sharing Young Living with a few people you can think of off the top of your head. You MUST MAKE A WRITTEN LIST OF PEOPLE. The longer your list, the greater your position for success will be. What if you just tell the first 3 people you initially think of with no list? If they all say no, then you’re ready to give up. Imagine if you only make a list of 10 people. What if the first 5 say no, you will feel the pressure to enroll the next 5, and this can put you into a position of begging or pushing. This will greatly reduce your effectiveness in sharing. However, if you create a list of 100 and the first 5 say no, you have 95 other people to contact over the next few months. I challenge you to make your lists right away. Make them as big as you can. You will be shocked by your results.
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Create Two Lists. You need two lists in this business. One comprised of potential Business Building Partners, those that you want to build this business with, and one comprised of people you are going to share these products with. There will be overlap here, but take the time to qualify who goes on each list. Make sure each list has the
Names, Phone Numbers, and Email Addresses if you can.
Your Partner List: What is the difference between a “PARTNER” and a “MEMBER/ CONSUMER?” A partner is more than just a simple consumer. A A partner is someone you want to build a business with and Is a business someone who wants to build it with you. That’s a Business builder that you Building Partnership relationship that makes a team work. have personally While you have already caught the fire of excitement, ultimately enrolled. you cannot want this more for them than they want it for Business Building themselves. A partner is passionate about the products and steps up to the plate and says, “What do I have to do?” “Just Partners create point me in the right direction.” This is someone you will enjoy Legs.” working with and spending time with. If you were opening a traditional business, but needed a partner to help you grow the business, whom would you choose? Remember this may not be the bigger of your two lists, but it is the most important. Think about it this way. If you discovered the most incredible money-making opportunity in the world, who would you tell about it first? Always remember that you are offering people
“Partner”
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the potential to partner with you in a life-changing opportunity. Think of friends and family you always wanted to be in business with. Think of people who are fun to be with and with whom you would enjoy vacationing with and sharing mutual success. You do not want to prejudge, but you do want to pre-qualify. Everybody deserves the opportunity to at least Taste, Smell and Experience the products; they just may be on different lists. Remember the return on your investment here will be determined by your commitment to this task and by the value and potential you see in others.
Use This BUSINESS BUILDER PARTNER List Building Tool. Answer These Questions To Create Your Business Builder Partner List. • • • • • • • • • • • • •
Who do you know that has an entrepreneurial spirit? Who are the most successful people you know? Who do you know that is a great communicator? Who do you know that has a can-do attitude? Who do you know that has good people skills? Who do you know that has great self-confidence? Who do you know that has enthusiasm? Who do you know that has great passion? Who would get excited about an opportunity? Who do you know that is focused? Who do you know that is ambitious? Who do you know that shows a willingness to learn? Who do you know that is skilled at teaching?
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Enrolling Your New Business Building Partner: Enrolling your new partner is an exciting time and is the first indicator that you are on your way. However, until you’ve helped them become successful (earning money), they are not business builders, and they may not be committed to their business for the long term. Help them schedule their own presentations right away. Help them enroll their friends and family.Getting paid gets their attention. Usually, people who get a check generally want another one! So help them get one right away as soon as possible! When you enroll your new partner, you should get them their own copy of the G.P.S. Use it as a training manual, and go through it with them, pointing out the important navigation steps. You should also introduce them to their upline leaders… Silvers, Platinums, and Diamonds so they begin to see social proof that they can also succeed in this business. Position your Business Building Partners for success – This is a must! • Make sure you help them enroll correctly with a Premium Starter Kit and NingXia Red on ER. Help them understand the benefits of a MAXIMIZED $300 PV Essential Rewards order, rather than just a minimum $100 PV order. Explain the benefits of all the products, transfer buying, and being a product of the product. • Help them establish their WHY. • Provide them with compensation plan training. • Help them set up their own personal replicated website. We recommend Essentialoilylife.com They offer a modern, graphically pleasing website that is user friendly, at a great value. Page 47
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• Most importantly, once they have established their home presentation night, commit to teaching their FIRST presentation so they can see how to do it. Be sure to include them, but help them by showing them how. Remember this is a key point. There is a difference between learning from you and relying on you. You need to cement this in your mind. Your job here is to teach, train and empower. SUPPORTING THEM in everything does not mean DOING EVERYTHING for them. Beware of the expert syndrome where you think you have to do all the presentations because you can do them the best. It’s the enemy of duplication. If you think that the only way it will get done right is for you to do it, then you have effectively killed any opportunity for duplication, and you have failed to empower your partner to take off and fly with their business. Remember this is not about you. If you are perceived as a home presentation celebrity, then you are not duplicable. This is not about doing it as good as you; it is about doing it for themselves. A person cannot truly be successful in this business if they are unable or unwilling to do it for themselves, no matter how much they want this opportunity to succeed. Give them your total support and release them to achieve their success. By doing so, you will be well on your way of duplicating yourself and the system. The system is being taught right from the moment you start the enrollment process, and that sets the tone and process for duplication. Remember duplication is the key to success! • Creating Your Customer List – These are the people that you will invite to your home presentations or will share the product with. You may find Business Building Partners here as well, and you never know who these people know. Get out a sheet of paper and use the Memory Jogger to make a list of everyone you Page 48
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know: friends, relatives, or casual acquaintances, whether or not you ever intend to contact them. Do not prejudge people on this list as to their potential interest in Essential Oils or Young Living products or they will end up on someone else’s list and in someone else’s organization. Let them decide if they are interested. Put at least 100 names on the list. Use your personal phone book, party lists, directories, holiday card list, checks written, and yearbooks. Your email address books, Facebook pages or other Social Media lists are a wealth of potential contacts. So get out a piece of paper and get started with the Memory Jogger tool on the opposite page. Don’t wait!
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MY MEMORY JOGGER – Who Do I Know ? Customer List Building Tool Mother/Father Sons/Daughters Brothers/Sisters Aunts/Uncles Cousins Grandparents Grandchildren Nieces/Nephews Who has health problems Who has the most friends Beautician, Restaurant owner People from work People from school or college Neighbors Doctors, Dentists, Chiropractors Your boss Insurance salespersons People interested in good health A secretary Jogger, tennis player, etc. Who is always tired An employee Whose children are always sick People in carpool Page 50
Classmates Your best friends People from church Who you play cards with Realtors People from old neighborhood Your children’s friends’ parents Car salesman Teachers and principals On the school board or PTA People involved in your hobbies Scoutmaster People involved in your sports People from lodge or club Your painter or decorator Who you eat lunch with Lawyers, Accountants Wedding list Massage Therapist Nurse or Dietitian House cleaner, gardener, repairman Business owner Dry cleaners, florist, printer People from your old job
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Chapter 6:
Become a Star Maker. The rank of Star is where success begins. Every Royal Crown Diamond started out as a Star. So it is imperative that you help people reach the rank of Star right away. Stars are “enrollers.� The higher your enroller percentage is in your downline, the higher your Over All Group Volume (OGV) will be. In helping members reach Star, you will be empowering them with the key navigation steps of presenting, enrolling, and duplication. When you teach them to become Star Makers too, by helping their Business Building Partners and members become Stars, you have started the duplication process that will take you and them to Royal Crown Diamond. Remember, if you are not making Stars, you are not helping other people get started right. If other people are not getting started right, then your business is not getting started right. So put a lot of energy here and your business will take off. Page 51
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Making Stars – Being a Star-Maker is THE pivotal action step that builds the Young Living business with sustained explosive exponential growth. While it is crucial to help your Business Building Partners become Stars, the truth is every member deserves the opportunity to become a Star. So share this opportunity with everyone that enrolls. You will find most people would like the opportunity to help their family and friends and receive a check that would, at least, pay them back for their Premium Starter Kit. So ask everyone if they would open their home and allow you to do a home presentation for their family and friends. Be sure to position them correctly with a qualifying PV Essential Rewards order, and then go help them make it happen. Quite possibly, you may develop a member into a partner! I cannot over emphasize the importance of this action step. The fact is, one of the very best measurements of success in your Young Living business is the rate at which new Stars are created. Successful leaders set a goal for how many Stars they will create each week, and each month. The most successful business builders help to create Stars every week. This sets a very visible example for the whole team to follow and will cause rapid exponential growth and ignite your business. Put money in people’s hands early…and your team will explode with duplication! Do you want to be a success? Then become a Star-Maker!
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STAR STAR Become a Become MAKER MAKER
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Chapter 7:
Effective Inviting & Effective Confirming. Effective inviting is key to the success of your presentation. Who should we talk to? Young Living is a business of relationships. You should talk to people you have a good relationship with. Friends and family are a great group to start with. What should you say? Not a lot! Remember, this is an invitation, not a presentation. Telling people for an hour (or more) everything you think you know about Young Living Essential Oils before they even have a chance to experience your presentation is a sure way to push people away. So don’t give too much information. Often people will talk their prospects into coming and out of coming in the same conversation. To be effective at inviting your guests to your presentations, be sure to make it personal. Sending a group email invitation or a Facebook event invite may be appealing because it reaches many people at the same time, but it does not create a sense of personal responsibility from the invitee that they will be missed if they don’t respond or show up. They know you sent it to everyone, you weren’t personally inviting them, so no big deal if they don’t answer or show up.
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You’re invited
il To an Essential O
n
tio Wellness Presenta
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However when you personally invite someone, here’s where the connection takes place. Your first invitation should always be by a personal phone call to the individual. Create a sense of their importance and your desire to see them, and they will feel a sense of obligation to keep their word. Remember do not make it a presentation. This is an invitation. Simply invite them and let them know how important it is to you that they come. Don’t take it personally if they say no. NEVER force anyone to attend. People will say no, it’s normal. It doesn’t always mean they aren’t interested. It may very well mean it’s just not the right time. Catch them the next time. Remember this isn’t your last presentation, so it’s not your last opportunity. There’s an old saying that says, “Some will and some won’t…So what…SOME WILL…SO WHO’S NEXT?”
Invitation follow up is important. If they say they can come…take the time afterward to send a personal text message to each potential guest thanking
them for agreeing to come. This is very effective. Most people do not ignore texts. Let them feel like you really care about seeing them and spending some time with them.
Want some insurance to help seal the deal? How about a mailed post card? While there is nothing as old school as a hand written post card invitation,
never underestimate the value and impact of a handwritten personal invitation from a friend that comes in the mail. It shows you care, and if they know you care, more than likely they will come! Also, a nice card becomes a “save the date”
and generally gets put in a prominent place like the refrigerator door as a reminder.
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Effective Confirming of Your Guests. It’s so awesome they said yes, now comes the work of making sure they actually show up. Why is personally confirming your guests so important? The answer is, because it makes the difference between a successful home presentation and a not so successful home presentation. Do not assume that you have 12 confirmed guests just because they said yes when you invited them. That’s not a confirmation… that’s an indication from your invitation, but the confirmation is something else. It is extremely important to PERSONALLY invite your guests to your home presentation, but the process of PERSONALLY confirming guests is equally important for several reasons. You are having a home presentation because you are trying to build your business and you anticipate potential new members and bonuses, commission and rank advancement that might come in from that presentation. When your invited guests are a no-show or all cancel at the last minute, it creates a gap in your business growth plan, and you can’t grow if they don’t show. Also, if your upline leader is the presenter, it’s not fair to them as it effects their personal schedule and time that could have been given to another team member trying to build their business. If it happens once in a month, that might not be too problematic. However, if it happened 4 or 5 times in a month, what do you think that looks like at the end of the month in terms of your business growth and/or the presenter’s schedule and their availability to others on the team? So please understand the value of making sure you have people at your presentation when your upline comes. There is nothing wrong with a one on one presentation or even two people, but that is a presentation that you as a business builder could have done on your own. Yes people will always cancel… it’s the nature of people and legitimate things do come up, but for the most part, Page 57
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people don’t show up because they were never properly confirmed, and they were never really coming in the first place. So it’s important to try to master the step of confirming because it makes a huge difference in your success. It’s Imperative to Confirm Your Guest’s a Day (or Two) Before Your Presentation. A day or two before your presentation, you should take the time to confirm your guests attendance by phone. This is a key step to having a well-attended successful home presentation. This phone confirmation should be a conversation with the person where you let them know how happy you are that they are coming, how much you are looking forward to seeing them, and how much it means to you that they said yes. Encourage them that they are going to benefit so much from what they are about to hear, and let them know that it’s changed your life. This call MUST happen with a live person to confirm the day, date, time and details of the presentation. All too often, people are okay with leaving a voicemail or message to confirm the presentation. This should always be a last resort, and ONLY after you’ve attempted to reach your invitee by phone at least once or twice. Truthfully you have no sense of confirmation unless you are speaking with the person. This is also why it’s good to start the confirmation process a couple of days before so you have time to keep trying to reach them rather than just leaving a message. If you do have to leave a voicemail or message, it’s also good to follow up by TEXT Message. Some people are not very good about checking their messages, so a TEXT Message is a great way to confirm after you have called and left a message. We also recommend calling or texting additionally the same day just to remind them and let them know how happy you are that they are coming. I know it might sound like you’re bugging them, or too much…but believe me, Page 58
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this step is so crucial to the success of your presentation and business because people will often cancel or not show up. When you make it personal by phone…it becomes personal to the guest and they have a greater sense of personal interest and personal obligation to keep their word and show up. Remember, don’t be afraid to let them know that it means a lot to you that they are coming. Also let them know that you are excited to see them, that you know they are going to really enjoy the presentation, and most importantly that you are depending on them to come. A little guilt is a good thing and sometimes is the difference between a cancellation and attendance. In the end they will thank you for what they have heard and what they will experience when they start infusing their lives with Essential Oils. It’s the nature of some people to disappoint, so don’t be discouraged or upset if some people cancel or don’t show up…It’s normal and happens to all of us. However, if we practice effective inviting skills alongside of effective confirming skills, we will have the best chance of filling our home presentations with eager guests… bringing success to the evening and exponential growth to your Young Living business!
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If they are coming, it’s for THEIR REASON – Not Yours Young Living at Its best is a business that helps and empowers individuals with their own wellness and wealth. The BIGGEST ERROR we can make when starting the business is TELLING people what we think they should do and trying to SELL them on the business. I have learned a MUCH BETTER approach is ASKING people about themselves, what they want and need and SHOWING them how Young Living can meet those needs and help them. It’s really that simple. Then your prospects can BUY into the product and the opportunity. Your success rate will improve and you really can’t lose a friend by asking them about themselves. The truth is people get excited about their reasons, not yours. In other words, they will get excited about a product or opportunity that will help them solve a need that they have or provide the solution to something they are looking for. IN SUMMARY: ASK AND LISTEN MUCH MORE THAN TELL.
LEARN TO LISTEN, AND TO IDENTIFY THEIR NEED Listening is an art and a very powerful persuasion tool. If you want to increase your effectiveness at getting your prospects to come to your presentation, simply let them know that you are doing a presentation for a group of friends about something that has helped you, ask them if they have any needs and just listen. Show genuine concern for their need and then position your invitation as an offer to help them get what they want or need. Help them
discover a reason to come other than pressure or guilt, and the chances that they actually show up and keep their word will be far greater.
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Unless You Help Them
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Chapter 8:
The Home Presentation An Opportunity to Share. Consistent weekly and monthly Home Presentations or “classes” are an awesome and proven way to grow your Young Living business. Sure Social Media is exciting and exposes you to a lot of people all at once, but it’s hard to make that personal connection, smell the oils, taste the juice and meet someone’s wellness needs through a Facebook event, plus it may not be something your potential Business Building Partners can duplicate. This is not to say that using Social Media is not a way to reach people, but the truth is the home presentation is where real personal relationships are built, and solid networks are established. It is an opportunity to share and change lives, and is intended for the people you know. Typically these are your family, friends, associates, and friends of friends. This is where you get to share what these amazing products can do to change lives in a personal way face to face with the people you have the most influence with. We call this your circle of influence, and everyone has one. Again, these are people you personally know from your list, or invitees of your guests. A typical presentation plus time before and after will last approximately 3 hours. That’s an investment of 3 hours a week to build a multi-million dollar business. How many hours do you invest in your job per week? Is your job offering you the same potential return on your time investment?
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An Opportunity
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HOSTING A HOME PRESENTATION IS THE NUMBER 1 KEY TO YOUR SUCCESS! Hosting Your Own Home Presentations is very simple and fun, so invite as many as you can! Generally, it is better to over invite because there will always be cancellations. If you invite someone, and they cannot come this week, then redirect them and invite them for the following week. Weekly presentations, mean weekly opportunities for growth. This is the best way to grow the business! Do not rely on your upline to do all the presentations for you. Remember your contacts are watching you. They are looking to see if you really believe this and some are watching to see if you can do it…so they know that they can do it too. A potential Business Building Partner will copy YOUR DAILY activities and your actions! If you can’t or won’t do it…then neither will they, and there will not be much duplication!!! THIS IS NOT HARD. SO DON’T PANIC…JUST HAVE FUN!
The Dos And Don’ts for A Successful Home Presentation: Set up your presentation location in the living room or family room and make sure you have enough seating around you and where everyone can see you. We prefer to use a PowerPoint wellness presentation to compliantly present Young Living. There are many out there, but you can also create your own. Ask your upline for suggestions. The main key areas every presentation should include are: What is the need, Why is there a need, what is standing in their way, what are their personal wellness needs, what do we have to help meet their needs. Most homes have an HDMI hook up to the back of a TV. This makes for an easy presentation. Page 64
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Don’t start late. If you invited people for 7:30 pm, begin sharing by 7:45 p.m. at the latest. It’s best if ONLY 1 person does the presentation. Don’t split it between 2 people. However, encourage current members to share their testimonies during the presentation. I encourage canned testimonials (testimonies you are already aware of) this makes sure there are no surprises. I often will call them out during my presentation to make a point about something I am sharing. Always begin the presentation: Hi, my name is __________. Thanks for coming tonight. Let’s go around the room and state your name and what you hope to learn. (Have a piece of paper handy and write down their names and their topics of concern. That way you can address those topics during and after the presentation.) Try not to call your presentation a “party.” People expect that you are trying to sell them something at a party, and they will have to spend money. This isn’t one of “those things.” I know many people call them classes, but I don’t even like calling it a class. It sounds intimidating. Who wants to go back to school especially after being at work all day? And if you are the “teacher” of the “class,” how duplicable are you? This is really very simple. This is a Wellness presentation. You’re simply sharing your experiences and the benefits of wellness through an Essential Oil Infused Lifestyle. This is an opportunity for them to taste the juice, smell the oils, and experience Young Living. That’s worth coming to.
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Resist the urge to over entertain. No fancy appetizers, drinks or food. Especially NO ALCOHOL. This is always about keeping it simple and duplicable. So don’t make it fancy; make it healthy, easy and simple. Some water, iced tea, perhaps some fruit, veggies, pretzels, etc. Create an environment that will help your guests focus on the information being presented. Children and pets are really cute, but they should not be present as they can be distractions. Remember, this is a business. Phones in the room should be put on no-ring or unplugged. TVs should be turned off. Sign in sheets, products, and literature should be set out and used to ensure a most successful presentation. Always have enough cold NingXia Red for your guests to try. Use little paper cups and have someone filling them ahead, so they can be passed out without distraction during the NingXia Red portion of the presentation. I like to let everyone have some; even the members so guests don’t feel like everyone is watching for their reaction. Make sure that you have the Premium Starter Kit oils available so guests can smell them. Choose 1 or 2, but no more to pass around while you are addressing the oils, so your guests can experience the oils first hand. I recommend oils like Peppermint, Thieves, or Lavender. Have your diffuser going before and during the presentation and point it out when speaking about the oils of the Premium Starter Kit.
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Be sure to spend time explaining and encouraging the Essential Rewards Program. Remember this is where residual income starts in your business so don’t skip through this. Essential Rewards is a fantastic program to help them benefit from products they need each month while saving money. This is a must for anyone who is going to order NingXia Red or supplements. Project all the positive benefits of Essential Rewards. If you are uncomfortable with the program, they will be too. There are many bad “auto-ship” programs out there where people got burned. So anticipate that their perception may be wrong. Essential Rewards is NOT a typical auto-ship program where you get locked in. This is a REWARDS program, where you get REWARDED. Everybody likes to get rewarded. This is an excellent opportunity to earn free items, get Rewards points back and reduced shipping. This is a way to save money. So keep it positive. Get excited about the benefits of the Essential Rewards Program and they will get excited about it too. Don’t try to be an expert. Always refer difficult questions to the essential oils desk reference – even if you know the answer. This helps your guests know that they don’t have to be an expert if they would like to start sharing Young Living too. Always let the guests know that you are having another presentation next week at the same time, and they are welcome to bring someone. Having some preprinted invites is a great idea. This builds momentum. ALWAYS end by thanking them for coming and asking them if they would like to have a presentation for their friends and family in their home. Everyone always thinks of someone they wished would have been with them to hear what you just presented. So have your calendar ready to book that opportunity before they leave. Page 67
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Let them know we can help them get started tonight. No time is better than the present. You are with them NOW, so let them know to take advantage of you while they have you. Make sure you get to each guest to help address their needs and reason for coming. Make sure you have your laptop and another member’s laptop ready to enroll the guests. Forms that are taken home rarely get filled out. There is also a chance that if people enroll themselves, they will enroll incorrectly and under someone other than you. So make sure you help them. Finally, enroll them properly and position them for success by meeting their long-term needs. This is what successful leaders do. They focus on people’s needs instead of just on their initial bonus. Discuss their wellness needs, and show them Oil Infused solutions. THIS IS KEY. Enroll them with a Premium Starter Kit, NingXia Red and targeted Oil Infused supplements on Essential Rewards right from the beginning. Remember, a Premium Starter Kit is only for starters. Alone it is often the beginning and the ending of that relationship because ALONE it probably will not meet their long-term needs. Listen to them before you enroll them, find out their needs, and direct them to all the targeted wellness solutions Young Living has to offer. If people experience the wellness benefits of NingXia Red and Essential Oil Infused supplements monthly on Essential Rewards right from the beginning, more than likely you will have a happy consumer for life. This will help ensure residual volume and residual income. Remember, residual income means monthly income, and monthly income means you’re in business.
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Chapter 9:
Why the Essential Rewards Program, Understanding Residual Income. Residual Income is a powerful vehicle that builds success in a network. There are very few businesses or industries today that pay residual income. Musicians, authors, and insurance salespeople are a few professions that also earn residual income. If you were to write or record a popular song, each time that song played on the radio, or a CD was sold, you would receive a commission or royalty payment. Residual income in Network Marketing is income you continue to earn based on efforts you put forth initially. This income is based on the sale of products. And, these products must continue to generate repeat sales for you to get paid repeatedly. Page 69
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This is one reason why “consumable” products are the most effective in Network Marketing. Consumable products are those items that are purchased, used up and then replaced, over and over again, like NingXia Red, supplements, household and personal care items. We all know the powerful benefits that NingXia Red brings to those that drink it, and we need to encourage people to try it for themselves. We also need to enroll them in Essential Rewards from the beginning. Don’t wait until later because, “later doesn’t always come.” RIGHT NOW is when they are the most excited. So the best thing is to get as many of your new people on Essential Rewards with NingXia Red and Oil Infused supplements RIGHT FROM THE VERY BEGINNING.
THE PREMIUM STARTER KIT IS ONLY JUST FOR STARTERS - You are not CHANGING their life if you are not changing their lifestyle. Meet their short-term need, and you will have a short-term customer. Meet their long term need and you will have a customer for life! It’s called a “starter kit” for a reason. The Premium Starter Kit is only the start in your business. Do not allow it to be the start and ending kit. Remember, if you are only focusing on and sharing the Premium Starter Kit with no other products on Essential Rewards, all you have done is make a one-time sale. Focus on meeting their need. The Premium Starter Kit is a one-time purchase product; the oils do not run out fast so you will have a harder time creating residual income. To grow Page 70
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WHY
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Essential Rewards
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your network, you will have to do twice as much work each month. Just think about it this way…if you enroll three people this month with a Premium Starter Kit ONLY, you will get paid ONCE ONLY for this month. If you enroll them with a Premium Starter Kit and a case of NingXia Red and some targeted supplements on Monthly Essential Rewards, you will get paid this month and next month and the months after. If you enroll three more people next month with a Premium Starter Kit and NingXia Red on Essential Rewards, you will get paid on the original three plus your new three, and that’s residualincome. Think about this….what would happen if those original three people began to share the benefits of what they are feeling and enroll just 1 person each on Essential Rewards. Now you have 9 people generating monthly volume and residual income to you month after month! Remember, if you help those new people share the products, and they enroll a few people...the sky’s the limit! Residual income is what allows you to put forth a lot of effort in the beginning, and reap the rewards of that one-time effort for months and years to come! Also, by building an organization of Business Building Partners working toward a common goal, you can ensure a strong residual payout that will last for years. This is why it is important that you understand this pay advantage, and invest your effort, energy and time in finding the right wellness solutions to meet their needs. After that help them understand the benefits and value of the Essential Rewards Program. Earning residual income requires a few things – first that you take action to get momentum going in your organization through the Essential Rewards Program. Second, you continue building on that momentum and teach others to do the same. Page 72
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ESSENTIAL REWARDS PROGRAM – KEY POINTS Your business is based on monthly volume. If you are NOT creating a residual monthly volume through the Essential Rewards Program you have to start out all over again each month rebuilding your volume and then doubling it again the month after, just to get ahead. Explain the benefits and the rewards of the program right away. It saves them money and time through reduced shipping. They get points back which can be redeemed towards free products. They are never locked in. They have total control. This is the best way for them to have the products they need when they need them! IT’S A REWARD, NOT A LOSS!
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Chapter 10:
IT’S NEVER TOO LATE TO START AGAIN. As children, we took it for granted that we could do anything we put our mind to. Young children do not give up. No matter how many times they fall, even if they hurt themselves and cry a little while, they have the fortitude to keep getting back up and trying to walk. They will struggle over and over again, using all their will, just to climb up on a chair. They have the absolute conviction that they will succeed in their chosen task, and though they may fall down and get a bump or a bruise even get frustrated, they eventually do succeed.
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Something interesting happens as we get older. People around us start telling us, “We can’t.” We start to question ourselves. We start to doubt our own abilities. The next thing you know, we are standing on the sidelines watching other people do the things we want to be doing. We see other people achieving their success goals, and we feel disappointed. We feel like failures. We feel like other people were meant to achieve goals and become successful and we were not. Eventually, we descend into the trap of, “This opportunity must not be for me.” I believe that each of us was created to achieve great things. Just because you have gotten off track doesn’t mean you can’t achieve great things now. You can, and you will! It is never too late to redirect and to follow the system that will help lead you to success. No matter where you are in your Young Living business, you can always learn something new. “True leaders must first be learners.” There is nothing standing in your way that you cannot overcome if you truly have the “want to.” Don’t think you have wasted time getting here. It took every wrong turn and every situation you have encountered to bring you to RIGHT NOW – and your RIGHT NOW, is the RIGHT TIME! SO GET BUSY AND FOLLOW YOUR G.P.S. You were created in AWESOMENESS...so you are AWESOME! Within you lies unlimited potential to achieve greatness. So let’s do this together...
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YOUNG YOUNGLIVING LIVINGACHIEVEMENT ACHIEVEMENT&&INCOME INCOME LEVELS LEVELS * The 2016 Average Annual Earning Potential for a Young Living Distributor
* Please see the 2016 U.S. Young Living Income Disclosure Statement for complete information regarding the earnings of Young Living distributors.
*The earnings of the member ranks in this chart is not necessarily representative of the income, if any, that a Young Living member can or will earn through the Young Living Compensation Plan. A member’s success will depend on individual diligence, work effort, and market conditions. Young Living does not guarantee any income or rank success.
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“If you ever wished you were in the right place at the right time…you’re here. If you have ever desired to work with others who could help you achieve greatness…you can. If you have ever dreamed that you were a part of something bigger than yourself…you are. This is your time. It’s your turn to achieve success. This is the opportunity that can change your future forever. Welcome to your journey…Welcome to the greatest business in the world… You Got This! Welcome to Young Living.”