How to slam dunk a 3 way call

Anna's Mixer Tips

Hi there:)

In this document, I tried to put the guidance I have learned over my time with AdvoCare (going on 5 years now in Spring 2015 as I type) to serve as a reference for our team and help the brand new person get started.  Hopefully it will serve you and save you time starting your new people if you find it worth sharing.

In this, you will find my personal best advice for you to be successful using mixers.  We know that “more mixers mean more money” and there is a lot out there and you are free to do this however you choose!  But, here is what I have learned. 

In this guide, I cover:

1. Purpose of mixer (something I actually misunderstood for a while, 
2. What you need to do it, and
3. My opinion about the best approach and format and general tips.

HERE WE GO!

Anna Banana

PURPOSE OF MIXER

Everything we do in set up and delivery is aimed at THIS primary goal if you are are building a business: to book another mixer.  Lose sight of that and your business will fizzle.

Its a meeting where you get to introduce AdvoCare to your family and friends and start your business. The next week you are continuing to invite your friends and family that maybe did not make it or that you have not reached out to,  and for anyone in the room to be able to bring THEIR friends and family to, and so forth and so on.  When you outgrow that location, then your team can offshoot and start to do their own.  Sometimes that takes a few at the original location, sometimes that happens the next week.  Your goal is to be mixing for yourself or your team each week and for there to be new people in the room to share with.

Your commitment to weekly mixers for you and your team will determine your success with AdvoCare in many ways.

2)   The first 2, maybe 3 mixers are also an opportunity for your sponsor to do it for you so that you get the imperative 3rd party credibility you need to start strong but also so you can learn while you earn. Truly they are to train you to do it without your Sponsoring Advisor as quickly as possible so you can go at your own pace and if you have a team, start helping them as well.

WHAT YOU NEED:

There are lots of ways to go about this, so here are my recommendations:

—Keep them simple and fun and your team will plug in and start their own and everyone will be succesful. 

—-Also - You can choose different themes depending your audience.  Its your business, feel free to be creative!  I recommend the 24 day theme.

In my experience, you definitely want to have the following things ready 30 minutes ***BEFORE*** mixer time:

1. Spark - made at double strength and iced down in a pitcher or dispenser with cups full of ice ready to go.
2. whiteboard with 4 relationships on it
3. 24 day challenge display, unto 2-4 add ons or others to show off…less is more here.
4. DVD set up and ready to go.  You want to know it is working and how to work it way before guests arrive:)
5. Impact magazines for your guests or to use with the presentation.
6. Laptops ready to order.
7. 24 Day challenge overview literature of some kind…right now the booklets challenge focus most of the time because 90% of people come to AdvoCare looking for weight loss and energy and this bundle is the starting point for the majority. 
8. I have seen some people use additional sales aides, etc, but this is what I stick to.

MIXER AGENDA - I have learned to take out the fluff and follow Jenny Donnelly’s training on my Microsite, so once you log in, you can click “LEARN” and this is the agenda she demonstrates.  I learned it by watching that video.  What I shoot for:

HOST - 2-4 minutes

Welcome

TIghtly packaged 2 minute story

Intro presenter if diff than host

PRESENTER (also the host in a lot of cases) - 5 minutes

-Tightly packaged 2 minute story

-2 things we do in Advo - any chief history of the company you want here…30-90 secs is best.  Short, powerful and move on…

-4 relationships

-Storytime- 6-8 minutes

-2 to 3 DVD stories - 1 product success story (specifically chosen to relate to at least 1 new person) and 1 endorser

-Stories in the room if they have not shared and are tightly packaged, make it conversational and if none, here is where you maybe add one from the DVD science section.

Business and Close 6-8 minutes

-Intro of opportunity

-2 relatable DV stories

-Close it Down - Review 4 relationships

-Call to action.

KEYS TO SUCCESS AND PITFALLS—The real magic occurs not so much during the presentation.  Once time I heard the real mixer is the mixer before the mixer.  The more 3 way calls that have been done, the degree to which host invites with conviction and excitement and is the PREVIEW so that the mixer is the MOVIE, and the more you spend time asking questions and listening to anyone new in the room you don’t know…the more successful you will be.  Here is where you learn about people so you can play the DVD stories that they will relate to the most.  This is the KEY that unlocks the mixer!!

- Start on time and respect their time.  My most successful mixers were where the presentation was 20 minutes or less!  The value is in the time before and the time after :)

• The more you share with your friends through 3rd party - using the DVD or another story in the room, the better.  Many times there aren’t to ns of live stories in the room.  NO WORRIES!  The DVD and point to an Impact Mag story that your friend will relate to and you are fantastic.  Let the DVD do most of the talking, and if there are other TIGHTLY PACKAGED live stories in the room, go for it.  

Pitfalls - 

• during the inviting phase—Inviting people by sharing everything we learn at a mixer instead of just being the preview.  Previews are all about excitement and selling getting them to the movie, not so much getting them to buy something….that was a game-changer for me.
• at the mixer —Inviting a new person to share their story during the mixer…typcially they will lose your audience.  Feel free to share it for them in this case :-) Their nodding confirmation will be 3rd party cred enough and you don't lose your mixer to a 5 minute story :)  

- Sponsors who talk to their friends and just get up and present AT the new people.

-Anyone that doesn’t immediately get to know all new people in the room.   We have an amazing culture and team and we all have such great friendships, but this can be a pitfall when mixer time starts.   When new people get there, its not time to visit with our AdvoFam anymore.  This is all about THEM..welcoming them and getting to know them.  This is hard for me and for most people I know, so learn how to smile introduce yourself and start asking questions to get to know the new people.  The person who asks the most questions and listens and smiles wins!

-Hosts and or sponsors who DISTRACT from the mixer.  No matter how many times you  have seen it, scrolling phones, moving around, talking, looking bored, and standing in the back of the room and forcing the new person to sit on the front row are all things that make new people feel like outsiders.  If this isn’t interesting your YOU and your are not on your edge of your seat then why would your friend think its interesting?

-Worrying about a no show or 1 show mixer.  Everyone has them.  I still have them!   Entrepreneurs adjust and continue.  Talk to more people, book more 3 way calls and try again next week.  Persevere and figure out how to increase the 1 on 1s and 3 way call number and your mixer numbers will increase. It will boil down to changing your approach or talking to more people or both.  Easy fixes if we choose to acknowledge and fix them.  

GENERAL TIPS:

-Watch and practice Jenny Donnelly mixer training and practice it.  I was AMAZED at how well doing it “simple” works!  

-Another closing wording option: “SO think about where you fit, are you a 1, 2, 3 or 4?  If you are a 1 or 2, please see so and so and get started with them.  IF you are a 3 or 4, please come back in a few minutes and we will do a quick start training or you can say…please see so and so to get started.  Everyone else, you are free to leave, thank you for coming and for this opportunity to share AdvoCare with you!  Everytime I go off on a tangent, I feel like I lose folks!  Short, simple and action oriented gets the best results.

Room Set Up Tips:

- If children are welcome, have someone designated to watch them in a play room or bedroom

- Have music playing when guests arrive (not TV!), have it loud enough so people can feel comfortable engaging in conversation

-Typcially we shy from food, we want them SPARKED UP :)

- Position mixer presentation products near/on coffee table near television / dvd player, this is where the mixer will take place (if it’s a

tight/intimate room, presenter should be on a stool or on knees, don’t stand/hover over people)

- Like Jenny says in the video…Spark everybody immediately! Don’t ask if they want it, say “this is what you came for” and get Spark in their body!

PROMOTIONS -You can do giveaways or any kind of promotion for people who get started that night.  You can do door prizes - people love to get gifts :)))  This is where you can be fun and creative!

OPTIONAL: At the close you can offer to have a 15 minute “quick start training” for anyone interested in business and

WORDING MIGHT BE “If business is interesting you I have some forms up here with a place for the list of 10 people you are probably thinking of right now (NEW PALS MIXER POSTCARDS ON PARRTEAM.COM ARE DESIGNED FOR THIS).  You can come get those.  I am looking for people who want to have mixers in their homes. This is a powerful team moving at a fast pace - they are booking mixers at least one a week for the next several weeks so they have their clendars and you need to get them on your schedule.  We help with all the planning and details, so see the person who invited you.  Then go over having a Purpose, Getting to Advisor, Making a List and becoming a professional introducer AKA The Success System.

What I usually do is just open my laptop if that is workable and walk them through parrteam.com Getting Started.  ITs something anyone can do and its something they can go dig into later as well.  Again, simple , FUN, and duplicatable is really the secret to success in my opinion.

The new person PROCESS...sorta

Leaders.....Imagine you have a new person ready…or just want to keep yourself on your toes…. what things do they need to do, what things do you need to do?  There are a million ways to do this business, but I tried to brain dump a check list for myself and other leaders thought I would share for what its worth to you guys!

here we go!

1.  I know the most successful people make it a point to watch a webinar, get to a training or mixer or listen to a call each week.  

• Webinar Sources- workwithchampions.com, advocaretraining.com, Dawn Funks's You tube Channel, Danny McDaniel's You tube Channel, find a diamond distributor and dig into their youtube training for yourself and for your new person.You really can’t beat people who have gone before you giving you the secrets they found that WORK!  Good stuff.
• Training Calendar - Get to events, especially if you are in a slump.  Running to every event instead of working your list is a waste but making a point to stay plugged in for you and your new person (1 time a month minimum) makes a difference in your income.  parrteam.com/calendar and even more for those remote peeps...http://lifedonebetter.com/events-calendar/
• Call Sources - Stay plugged into Parr Team, Champions and maybe a few other leaders group you identify with so you can find out about business calls being offered to plug your person into if they need 3rd party credibility.  But for training, I like Bob Ferngrens 8 minute Call because its a nugget and changes daily.712-432-1085
  Access code: 689865

1. If they have not seen the bigger picture of AdvoCare, invite them to watch one of the webinars on Parrteam.  This tells stories of what is POSSIBLE on AdvoCare.  Great for the new person who hasn’t seen AdvoCare in a large environment yet.
2. Once he or she watches that I will direct them to “getting started” and video 1 then make a list with them and set a mixer date.  Sending people to videos is AWESOME, but the goal is to write new business and get product in the market place.
3. .Find out what amount of money they need and their goals.  Now make that goal YOUR goal.  Be a coach.  help them overcome obstacles.
4. Share the DMO with them…these are the daily habits that lead to a stable high income business over time.  I have attached it.  Use it and teach it for maximum success. http://www.advoarmy.com/schedule/02263726pm_DMO%20Checklist.pdf
5. Share these 2 documents as well...I’ve attached Things Every Distributor Should Know and Top 10 rookie mistakes. http://www.teamvarvel.com/documents/thingseverydistributor.pdf
   
   
   http://www.advoarmy.com/schedule/02264718pm_10%20Most%20Common%20Mistakes%20Rookies%20Make.pdf
6. Make clear getting to Advisor is the only way to earn life changing income.  That is really step 1. 
7. Help them with their list and strategize how to reach to and set up a follow up calendar.  Its a daily diligence so be daily with them.  Biggest asset I have learned is helping others keep a written list and not let emotions stop them from their dream.   Plan to do 3 way calls for them…again, I will do them as long as you are on the phone to be trained up!!!!  
8. Once they are off and running. REACH OUT to their customers and offer additional support and pass on what you’ve learned whether you met them through the success system or not.  Remember your job is to nurture a relationship with the customers they get started.   Leave no man behind!
9. Get tickets to Success School and make sure they go as well!
10. Learn the 2 minute drill, model it first for them and then teach it to them.  Pay period close is where pins are hit and Advisors are qualified.  This leverage is where the majority of AdvoCare business moves according the No Limits training.  
11. Watch Product 101 -together if you haven’t already or just make it a point to get yourself trained up!
12. Work through Business together if you haven’t already or just make it a point to get yourself trained up!
13. Put them in our biz group - champions does a ton for them.. they can see others just like them having success, having their same questions, etc… Get in there and coach and post.  You will beep provided 3rd party credibility by the other leaders in there doing that, so its only honorable to provide it back.  
14. CELEBRATE THEIR WINS IN OUR BUSINESS GROUP!  People do what gets celebrated...that is leadership...loving on people!
15. Put them in our lean and clean gets them trained, helps their results (takes some of you coaching job and makes it easier) and gives them an extra resource for THEIR friends.  social media is powerful for helping others see the bigger picture of advocate and letting them feel a part of something big, which creates a herd effect.
16. ADD VALUE TO OUR PRODUCT GROUP.  Give a little, instead of just dropping your people out there and receiving the value without adding any back in. 
17. Stay in contact with them, as you guys know, you get energy, confidence and conviction from your Advisors. 1 time a week is nowhere near enough if you want to grow a meaningful income. 

I know you know this stuff but I tried to just include everything I can think of.  Hope it helps!

Anna Banana

Lessons from MENTOR LEADER by Tony Dungy (pt 1)

To become the best I can be for our #teamrevchange100 project, I am reading coaching books and wanted to share those here to help us all become better!
~~~~~~~~~~~Mentor Leader
Secrets of building people and teams that win consistently

1) Focus on Significance
-Mentor Leaders put people first
-Relationships are what matter

Ask your self how do others around me flourish because of my leadership?

How does my influence and involvement in their lives - in whatever setting me are in - have a positive and lasting impact on them?

Sometimes you reach the organizational goals you have set, sometimes not. eitehr way, if people's lives are better, you've lead.

BUILDING A LIFE OF SIGNIFICANCE MEANS BEING WILLING TO GET YOUR HANDS DIRTY.

Mentor leaders focus on creating a culture that lives on and defer immediate gratification to build structure and value into other's lives.

2) Its not about me.
Ask: How can I benefit others?

ASK YOURSELF:  Am I prepared for great success and not take any credit for it? If you do it right, you make it nearly impossible for other people to give you credit.

VISION, MISSION AND VALUES:
Vision - Motivate and generate enthusiasm.  A goal larger than the team..."what are we called to do"
Mission - Why do we exist?  That is our mission.
Values - What is important for us as a team and as people?

3)Mentor Leaders examine what makes them tick and dea with the past.  Some things to remember...

*Hurting people hurt people
*Unloving people are unloved
*Forgive and be free, offer the grace God gives us

THE MARKS OF A MENTOR LEADER:
Character-more important than vision
"in times of crisis people gravitate towards those with the highest character"

Trustworthy - capable, honest

Authentic - people know a fake when they see one

Stay engaged with those around them.

Loyalty - that you have your team's back!

Lessons from Williams PUSHING UP PEOPLE PT 2

AKA:  How to be AN AMAZING leader/coach :)

Williams devotes much of his success in building Primerica (which incidentally never grew another year after he retired!) to Praise and Recognition.  He says focus on the strengths and performance of people and let everyone know of their success.  Then rather than criticize, just don't praise.

He says never forget to recognize the support system - partners, spouses, etc ina person's life when recognizing them.  He calls this the "Forgotten Power"...

He says Total Commitment is the first step to greatness.

If your dream is something great then you must rise above the half commitment and embrace the inconvenient. You must learn to risk wasted time and wasted money. He devote a whole chapter on remaining positive and reframes these "wasted "investments in a new light. Not every minute, dollar and effort will give you a return, so you are going to have to take a lot of risks and put forth a lot of effort not knowing what the outcome will be. But the guaranteed return is that you will always have a lesson learned. You must remain positive at all times to succeed.

Keep your expectations high because we all rise to the expectations set for us. Keeping your expectations high of yourself keep your performance up and keeping your expectations of your team high helps keep their performance up. The main reason people let expectations fall below what they can do is because the risk of failure is also low. Leaders must learn to take the risks necessary to win big.

Nobody will follow a leader who asks others to do what he won't do himself.

The biggest threat to any goal is lack of activity.

Focus on giving others your positive attitude your loyalty your commitment and your winning example no matter how much you achieve. 

The only real way to fail is to quit!

LESSONS FROM Pushing Up People, A.L. Williams Part 1

Unlocking the potential in people starts with one main ingredient - THE WILL TO WIN.

The only way to see what we are capable of is to get us on the playing field and recognize if a person has that will to win.  When deciding who too invest in as a coach, we are looking for the person who is willing to take a chance 1 more time., to dream 1 more time, and willing to pay the price.  It has nothing to do with degrees, social status, or talent.

Recognizing that immeasurable is a key to leadings someone to life-changing success. Then you must be proud of them.  People need support and love more in the down times than the up times.  You must have an unconditional commitment to them.  You can't just say it with words, you have to feel it, believe it and express it.  Be sincerely excited for them to win, as much as you are excited for your own kids to win!

A strong, effective leader/coach accepts people's weaknesses and rewards their strengths.  The secret to bringing out the best in others is praise and recognition.  The people we are coaching need 3  big things:
1.  To belong to a group
2.  The feel appreciated
3.  To be Recognized for their Efforts

As a leader, to get great results, REWARD THE POSITIVE, DO NOT DWELL ON THE NEGATIVE!!!

"THE SECRET"
-praise successful behavior
-creates a self motivated team
-motivates others and they'll want to copy            

 Its a grave mistake in coaching to focus on a person's weaknesses, and change them or change the person.  The real magic happens when we focus on a person's strengths and build on them.  Find that area that makes people special and build on that!

****ALWAYS LOOKS FOR REASONS TO PRAISE******
(don't worry about overdoing praise)


*****BE SLOW TO CRITICIZE******
The most effective way to criticize or correct is lack of praise.
"When you want to criticize, don't"
 
More to come.....                                                                                
So far - Powerful stuff for me!  Can't wait to read your ideas and srategies!
Anna

Single Biggest Cause of Financial Loss

Paraphrased from "The Richest Man Who Ever Lived" ~ Steven Scott

Based on the book of Proverbs for how to build a successful business.

Greed is not what you want, its how badly you want it.  Greed causes us to have a "whatever it takes" mentality.

Greed:
1) Can steal your life away...emptiness as well as suicide.
2) Steals your financial security.  SOliman said "for those focused on getting rich, riches will sprout wings and fly off like an eagle"
3) Affects your loved ones because you focus on greed instead of them.
4) Bankrupts you spiritually - acquiring the object of your desire will leave you empty.
5) Focusing on lack (the nature of greed) steals gratitude and lack.
6) Will cause you to lie cheat and steal, like an addiction.

Detecting Greed:
1) You go to great lengths for something regardless of yoour best interests or the best interests of others.

2) Early warning signs:
Coveting
More More More
Impatience, hurry hurry hurry
Compromising Values
Brings more turbulence or drama

TRUE SUCESS:

1. Focus on achievement rather than money. 
2. Be diligent and you will profit.
3. Diligence and excellence in your labor will surely bring about success.
4. Wealth the right way brings sorrow to no one. If you lose your spouse, children, values, ethics, you were GREEDY in your pursuits.
5. Focus on generously meeting the needs of others instead of riches.