Network Expansion Cycle: The QI System

icommerce
B US I NES S B A S I CS
HANDBOOK
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i COMMERCE
Table of Contents
Table of Contents .....................................................................................................................................1
Introduction .............................................................................................................................................1
Network Expansion Cycle: The 4 Basics .................................................................................................. 2
Step 1: Make a List .................................................................................................................................................................... 2
Step 2: Invitation to see the business plan ...................................................................................................................... 2
Step 3: Showing the Plan (STP) ............................................................................................................................................ 5
Step 4: Follow Up Meeting and Getting Started Meeting.......................................................................................... 7
Core Activities and Organisation Structure ........................................................................................... 9
9 Core Steps ................................................................................................................................................................................ 9
Night Owl Training Sessions ................................................................................................................... 9
Week 2 Night Owl Qualification .......................................................................................................................................... 9
Week 4 Night Owl Qualification .......................................................................................................................................... 9
The Eagle Program .................................................................................................................................10
Eagle Structure ........................................................................................................................................................................10
Double Eagle Structure ........................................................................................................................................................11
Etiquette and Protocol ..........................................................................................................................12
The 6 Cardinal Rules ..............................................................................................................................................................12
Rule 1: Always check with your upline the first time you do something ...........................................................12
Rule 2: Avoid passing negative downline or crossline ..............................................................................................13
Rule 3: Do not embarrass your upline .............................................................................................................................13
Rule 4: Never disrespect anyone’s money .....................................................................................................................13
Rule 5: Never disrespect anyone’s ego ...........................................................................................................................14
Rule 6: Never disrespect anyone’s spouse .....................................................................................................................14
Getting Started Checklist ......................................................................................................................15
Glossary of common terms....................................................................................................................16
Disclaimer: This booklet is a guideline for people who are working with particular teams only. Following the contents of this booklet is
purely optional, at your own discretion and does not guarantee your success. However, following the principles within this booklet with
a strong work ethic and a positive attitude has brought success to many business owners in this team.
Updated 01/11/10
Introduction
Congratulations on starting your business! We trust that you are willing to achieve success quickly.
The purpose of this booklet is to give you some basic guidance on how to proceed and achieve your
goals and dreams. As such our first recommendation is that you complete the 100 Dreams List available
from your support team so you have a clear vision of what outcome you are working hard for.
We aim to cover three things in this booklet:
• How to properly introduce people to the business
• A typical structure you can aim to create
• Some basic protocols to help you create and maintain a happy team
For information relating to the education system, products, Amway Global and common concerns, please
refer to the Start-up Notes, available form your Support Team.
Please note that while the business is very simple, there are things you will need to learn. Presenting
every technique and example is beyond the scope of this booklet. So please, above all things, ask your
Support Team for help and remember…have fun!
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Network Expansion Cycle: The 4 Basics
The 4 Basics Steps are what is used to present the opportunity to others in a proper and professional way.
The flow chart below depicts these 4 basic steps.
Two Common Mistakes
New IBOs who may have participated in other business
models, or intuitively, may be tempted to get started by
distributing catalogues. This not only fails to create
networks, but also has a low success rate in attracting
customers because customers will not know how to read
the catalogue and understand the price comparisons.
Please avoid distributing catalogues as your first step in
creating a network or retail PV.
Please also avoid talking to your friends yourself before
being coached at a Phone Session. The intuitive thinking
here is that “I know my friends, so I’ll know what to say”. But
this inevitably leads to lengthy phone conversations or
verbal explanations resulting in confusion and doubt for
both parties. Let your team sponsor people for you. Follow
the steps mentioned below.
Step 1: Make a List
It is essential to have a hardcopy record of all your contacts so that you can:
• Systematically decide who to speak to first.
• Show your list to your support team and get tips from them about what’s the best way to contact
specific people in specific age groups, ethnic backgrounds, professions etc.
• Be more confident when calling a person from a list of say 100 than off the top of your head.
Break your list into the following categories to help you:
A. Family and Close friends.
B. Acquaintances, i.e. people from work, sports, community groups etc.
C. Strangers, i.e. people you meet after you get started.
D. Interstate & International.
TIP: The “list” is of everyone you know, not everyone who you think will be interested. You won’t even
get around to calling them all, but give yourself a confidence boost – write down everyone!
Step 2: Invitation to see the business plan
The purpose of the first contact with someone is two-fold. Firstly, to check if they are at all “looking” for
an opportunity to increase their income and secondly, to book a time for a proper presentation of the
business plan. The purpose is NOT to explain the business over the phone.
You or your Support Team can invite your friends to 3 things:
• To a 1 on 1 presentation of the business plan via a brochure or laptop done by yourself or your
Support Team.
• To a Workshop
• To a 15 minute Qualifying Interview (QI) prior to arranging an invitation to a Workshop
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Typical Examples: Inviting via a phone call
Invite for
a 1 on 1
Variation
for
Workshop
Variation
for QI
You invite yourself
You pass the phone to your mentor
You: Hey Bob, This is ………………, you ok to
chat for a few mins?
Bob: Yeah sure, what’s going on?
You:
• Just a very quick call mate.
• I recently started working with some very
successful business owners who are putting
together some projects.
• We’re working with large companies and
helping them do more business online.
• They’re looking for a few more people to work
with at the moment, so I’m calling to find out
if you ever look at other ways of making more
money?
You: Hey Sue, this is ………………, you ok to
chat for a few mins?
Sue: Yeah sure, what’s going on?
Bob: Yeah, I guess so, but what’s this all about?
You:
• Well I’m not an expert yet, but as I mentioned,
we work with large companies like Harvey
Norman and Optus and through the internet
we help them become more efficient by
cutting out the middle man. Part of that
middleman money now comes to us. You can
imagine how much money that could mean
right? (yes)
• Exactly…that’s what I wanted to talk to you
about.
• When can we catch up this week for say 30-40
mins?
You:
• Just a very quick call.
• I recently started working with some very
successful business owners who are putting
together some projects.
• We’re working with large companies like
Harvey Norman and Optus and we’re
basically helping them do more business
online.
• These guys are looking for a few more people
to work with at the moment, and I was
wondering if you ever look at other ways of
making more money?
Sue: I guess so but what do you mean?
You:
• I actually just started myself, so it’s probably
better if I let my business partner explain to
you. That way I won’t confuse you and I’ll be
able to learn as well. He/She’s sitting with me
now, is it ok to pass on the phone?
Pass the phone to your Support Team.
Mentor:
• Hi Sue, ………..here, how are you?
• Well Sue let me explain what’s happening.
You’re friend just started working with us. As
he/she mentioned, we work with large
companies like Harvey Norman and Optus
and through the internet we help them
become more efficient by cutting out the
middle man. Part of that middleman money
now comes to us. You can imagine how much
money that could mean right? (yes)
• Exactly… Well Sue, …… and I are getting
together again to discuss income potential.
We’re just calling you to find out if you would
like to join us so you can find out more?
• What’s a good time for you this
week…maybe we can work around you.
Last sentence changes to:
Last sentence changes to:
• Exactly… that’s what I wanted to talk to you
• Exactly… Well Sue, I’m taking your friend to a
about. I’m going to a workshop on Wednesday
workshop next Wednesday night from 8-9pm
night….Why don’t you come along too?
so he/she cane learn more about the income
potential. We’re just calling you to find out if
you would like to come along too?
Last sentence changes to:
Last sentence changes to:
• Exactly…why don’t we catch up for 10 mins
• Exactly…why don’t we catch up for 10 mins
sometime this week and if we’re both happy I
sometime this week and if we’re both happy I
can try to get you into the next workshop.
can try to get you into the next workshop.
• What’s a good time for you this week?
• What’s a good time for you this week?
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TIP: The EASIEST way to start expanding your network is to book a phone session with your team. Don’t
experiment on people. Do it right the first time. The meeting place for a 1-1 or a QI should be free enough
from distractions such that the person can focus. For example, a crowded noisy café or their house with
children present may not work. So please select an appropriate venue or a time at their home when
distractions can be minimised.
SMS Invite
You:
Hi Fred, Guess what? Got invited to a business workshop. The organisers are getting me on board one of
their projects so I can make good money on the side. More spots left. Text me back if you want to know
more.
Fred: What workshop? What’s this all about?
You:
An i-commerce workshop – like same industry as eBay, facebook. Invitation only. Huge income potential.
If you want to know more I can try and get you a seat also (or say I can get someone to call you). But you
gotta be interested in making more money. Yes? No?
Fred: Ok.
You: Cool. I’ll get back to you with details.
Then contact your support team for someone to help you to book the 1 on 1 or invitation to the
Workshop
TIP: Make sure you keep your SMS style and language consistent with how you usually communicate with
a given person. The above is just one example of hundreds.
Email/Facebook Invite
The SMS invite also works as an email/facebook invite, but obviously with better grammar and extended
sentences. Check with your mentor for particular cases.
The Qualifying Invitation (QI)
The purpose of the QI is to have a preliminary get together to check whether it’s worthwhile for both
parties if the prospect did attend a workshop, i.e. to qualify them before inviting them.
WHAT TO WEAR: Smart-casual is recommended as a minimum.
The following QI steps are described in far more detail in the QI CD/MP3s available from your support
team.
Step 1 - Set at ease
Step 2 - Income options
Step 3 - Economics of Distribution
Step 4 - Partner Stores
Step 5 - Project 1 and Project 2
Step 6 - Qualifying for the Workshop
The following QI steps are
described in far more detail
in the QI CD/MP3s available
from your support team
and www.idabiz.com.au
Ask them which 2 concepts they relate to the most. Also find out if they prefer the income from Project 1
or Project 2 and why. If they tell you why, invite them to the Workshop by presenting a Guest Pass.
TIP: Keep the QI under 15 mins, but don’t omit using people skills. Smile and be friendly. Don’t rush
through the brochure. Make it conversational. Practice. Practice. Practice.
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Step 7 - Invite to a Workshop
It’s now time to invite them to the Workshop! Here are some steps to follow when filling out the Guest
Pass.
Tell your guest what to bring
You:
Bring a pen and notepad. The workshop is going to cover a lot of different concepts. You won’t
necessarily relate to everything but write down the 3-5 things you do connect with. This is very important
as we won’t know what to do with you afterwards if you we don’t know what you’re interested in. Write
on the back of the Guest Pass: Pen and Notepad. Write down 3 to 5 things.
Inform your guest of the expected dress standards
You:
I’m going to be introducing you to you to some very successful people at the workshop. So to put things
in your favour, I’d really recommend that you come dressed for business. I’m going to be wearing a suit
and a tie (male) or skirt/jacket (female). Do you have some business clothes you can wear?
Write on the back of the Guest Pass: Business Attire
TIP: Depending on a person’s age and occupation, you may have to explain to him/her, what “business
attire” means. E.g. a suit or shirt/tie for the gents and suit or business skirt/jacket for the ladies.
Step 3: Showing the Plan (STP)
The business plan can be presented to someone is the following ways:
• A 1 on 1 presentation of the business plan via a brochure
• A 1 on 1 powerpoint presentation of the business plan on a laptop.
• Inviting them to a Workshop
1 on 1 using a Brochure
This method utilises the QI Brochure and the business plan insert. This method is very similar to a QI but
with a “Dream” section and a “PV scale and 642 structure” added.
Step 1 - Introduction/Set at ease
Step 2 - Income options
Step 3 - Economics of Distribution
Step 4 - Partner Stores
Step 5 - Project 1 and Project 2
Step 6 - Dream/How would P1 change your life?
The steps can be learnt in
greater detail from your
support team. Practice
STP with your mentor
before you do it for the
first time.
At this stage ask if they would like to know more and see how the income comes together so they can
have what they mentioned in the previous step.
Step 7 - PV Scale and 6-4-2 Structure
Step 8 - Wrap up and get started
For greater detail, please check with your support team.
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1 on 1 using a powerpoint presentation on a laptop
This method utilises the same powerpoint as used in the Workshop. Basic steps are:
Step 1 - Introduction/Set at ease
Step 2 - Run through slides
Step 3 – Wrap up and get started
The steps can be learnt in greater detail from your
support team. Practice STP with your mentor
before you do it for the first time.
For greater detail, please check with your support team.
The Workshop
The workshop is a formal event at which details of the business are presented to invited guests in a
professional way by a speaker who has already established a large business. Here are some tips to
maximise the effectiveness of the Workshop.
Before the Workshop
•
•
•
•
Please arrive before your guest.
Make sure you are dressed in proper business attire.
Avoid discussing the business prior to the presentation. Let them see it without any preconceptions.
Your guests will be given a Workshop Feedback Form which will ask for their details and also
encourage them to fill in what option number they are at the end of the Workshop. More detail on this
later.
WHAT TO WEAR:
First impressions count. How you dress for the occasion is a big indication of your own thoughts about the
event. The more professionally you dress, the more seriously your guest will treat the workshop.
Recommendations are:
Gents: Business Suit, White Shirt and Tie
Ladies: Business Skirt + Jacket
Invest in proper business attire as soon as you can. Complete business attire can be purchased quite
inexpensively if you shop around. Your image can be a valuable asset.
During the Workshop
• Pay attention and write notes. This will encourage your guests to do the same.
• Smile and laugh along with the crowd. If you don’t appear to be having a good time, your guests
won’t either.
After the Workshop – Handling Guests on Your Own
When the presenter concludes, they will explain what the Options mean and ask your guests to identify
which option number they are and pass their form to you. Depending on what option number they have
chosen, there are different responses that we recommend.
Option 1 – Want to get started
If your guest has chosen this option, it means that they are excited about the project and may have also
identified some dreams and goals that they would like to achieve. We recommend you do the following:
1. Ask, “Great. Which of these 2 projects interest you more?”
2. Then say “Great. When can we get together so we can start you on Project 1/2?” – this is essential
you booking a Start-up Meeting. Aim to have this booked within 24-48 hours from the workshop.
Inform your mentor so they can attend the Start-up Meeting with you.
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Option 2 – Need some questions answered
Most of your guests will choose this option because it is the simplest option to choose. Sometimes
someone who is not interested will choose this option because they are unsure of how you may react if
they tell you they are not interested in the business. On the other hand, someone who is interested may
choose this option because they may have to check with someone else.
Regardless of why they have chosen this option, we recommend you do the following:
1.
2.
3.
4.
Ask, “what kind of information would you like?”
Write down what they say. Then ask, “is there anything else you would like information on?”
Keep asking this question and write down everything they say.
Once you have written down all their questions ask, “When can we get together in the next 48
hours to discuss these properly?” – This is essentially you booking a Follow up Meeting (which
often turns into a Start up Meeting).
TIP: Keep the post-workshop conversation short. Excessive information is worse than not providing
enough. If you answer all their questions on the night itself sometimes they will not want to meet with
you again since they “think” they know enough. Book a catch up time quickly and let the guest go home.
Option 3 – Just want to shop
If your guest only wants to shop, organise another meeting at the local Amway Business Centre so that
you can show them the range of products. If a Business Centre is inaccessible, organise a dedicated time
to go through the products with them and set up a DITTO Delivery profile for them.
TIP: If in doubt, take your guest to your mentor and say:
You:
Hi ……, this is my guest Jane. We know each other from….. It’s Jane’s first workshop and she picked
Option 1/2/3. Can you tell us what happens from here on?
TIP: There is a proper way to introduce your guests to your Support Team. Ask your mentor to teach you.
Step 4: Follow Up Meeting and Getting Started Meeting
NOTE: when you are new, your support team will be present at follow ups and
getting started meetings. The information below is a brief guide to help you to
start learning about Step 4. The intent is to help you understand step 4
conceptually. For a detailed understanding please refer to your support team.
Sometimes before a person is willing to get started they will
require a meeting in between seeing the plan and signing
the forms. This is called a Follow Up meeting. The purpose of
this meeting is to address their queries and concerns and
often to paint a more specific picture of how the business can
provide the time and money necessary to enable them to live
the life they want.
Below is a typical guide for doing a follow up. The important
thing to note is that it is far more important to develop a
connection or rapport with the person than to have all the
answers to their queries. Smile at all times. Be friendly.
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Step 1 - Provide context to the discussion by starting with their dreams
•
•
•
•
•
Bob/Sue, you had some questions for me the other evening. I’m here to answer those questions,
but before we get into that can I just re-check my understanding of what you’re looking for?
I understood that right now you’re looking to [insert whatever they said during the plan]. Is that
still correct?
Ok, great. How important are these things to you? For example if you never got [insert dream],
how would you feel? No big deal or really disappointed?
Right now, do you have access to any step by step process where you’re absolutely sure you will
have those things in the near future?
Ok, so making Project 1 [or 2] happen for you is quite important then?…ok, thank you for that. I
now understand the importance of this meeting (note: don’t say “Bob, do you now understand
the importance of this meeting?”).
Step 2 – Answer questions
Do not get into a lot of detail. Answer enough to appease their immediate requirements but do not
provide excessive information which simply may generate even more questions.
If there are objections use the “Feel, Felt, Found” approach. “Bob/Sue, I know how you feel, I felt the same
way when I was new, but what I found was….”
Run through the list of questions you jotted down and end by saying “is there anything else that is
stopping from getting started?”
Step 3 – Proceed to Getting Started Meeting
If there is time, complete the forms there and then. Otherwise book another time but do invite them to
the next event if there is one in the interim. Provide them with some tools (discuss with your Support
Team) before you leave.
Getting Started Meeting
Please note that the Getting Started Meeting may not include signing of the forms if they have been
signed at the follow up meeting. The Getting Started meeting is a strategy session where you will help
them to understand how to start thinking like an IBO, what immediate things to do and avoid and to help
them understand how business activities relate to their dreams and goals.
Below is a typical guide for doing a Getting Started meeting. Once again, it is very important to further
develop that connection or rapport with the person during this meeting.
Step 1 - Provide context to the discussion by starting with their dreams
•
•
Bob/Sue, we determined the other day that the main reasons you are getting started is to [insert
their goals/dreams]. I’m assuming nothing’s changed?
In order for us to help you the process involves signing some simple forms and understanding a
few things.
Step 2 – Sign up
If sign up has already been done, skip to step 3.
Please note that complete the forms quickly and avoid long explanations of the additional material in the
starter kit.
Step 3 – Strategy session
We recommend you request additional training material from your support team. Video material is
available which demonstrates a typical strategy session.
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Core Activities and Organisation Structure
When you have decided to develop your Projects, one of the very first recommendations is to start
becoming proficient at each of the 9 Core Steps and to start qualifying for Night Owl Training Sessions.
When you are new, you may not find all of the 9 steps comfortable or easy, but don’t worry, you will get
good at them soon. Just do as many of them as you can and ask your support team for help.
9 Core Steps
1. Show the plan 3-4 times per week
2. Personal Circle of 150 PV, including Customer Volume
3. Develop Customers (50 PV minimum)
4. Listen to CDs daily - Standing Order CD Program
5. Read daily - Standing Order Book program
6. Attend all Workshops, Team Meetings, BDS and Major Conferences
7. Counsel monthly with counselling sheet
8. Build your business with integrity and accountability
9. Check email/voicemail and communicate with your mentor daily.
Following all of the Core Steps consistently for a period of 90-120 days leads to an organisational
structure called Eagle. 90-120 days from this then leads to other structures which ultimately yield
Platinum (Project 1).
Night Owl Training Sessions
Week 2 Night Owl Qualification
1. Have a personal circle of 100 PV by week 1 Ditto of the month
2. Be on the Standing Order Training (CD/Books/BDS) Program
3. Have a product display in your home
Week 4 Night Owl Qualification
1. Qualify for Week 2 Night Owl and
2. Satisfy one of the following:
• 1 person sponsored since last Week 4 Night Owl
• Go Getters (show 15 plans in a month)
• 500 PV Personal
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The Eagle Program
An Eagle is an IBO who follows the 9 Core Steps and has the following structure. Going EAGLE is your first
step to stability and profitability.
Eagle Structure
•
•
•
•
•
3 legs, each having a group volume of at least 150 PV
3 legs consistently attending Workshops, Team Meetings and BDS
1 leg 6 deep
10 IBOs across 3 legs on Standing Order CD/Book/BDS program
10 IBOs attending Summer/Winter Conference and FEC
An example of an Eagle Structure is included below.
Once Eagle is completed, the strategy is to complete the next structure known as Double Eagle. It is
advised that the structure be completed prior to qualifying as a brand new Silver (21%).
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Double Eagle Structure
•
•
•
•
•
3 legs, each having a group volume of at least 150 PV
3 legs consistently attending Workshops, Team Meetings and BDS
1 qualified Eagle leg
20 IBOs on Standing Order CD and Book programs with at least 10 outside of the Eagle leg
20 IBOs attending Summer/Winter Conference and FEC
An example of a Double Eagle Structure is included below.
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Etiquette and Protocol
Because we are in a people business, it stands to reason that some guidelines for etiquette or protocol
may be required to ensure we can work together effectively and harmoniously. This is why the 6
Cardinal Rules
were created as they establish clear boundaries regarding what behaviour is
acceptable versus what can cause problems down the road.
Some terms that are commonly used to describe relationships in this business are described below:
Sponsor
The person who referred you into the business.
Upline
Anyone, including your sponsor, whose line of referrals leads down to you. They will make up your
support team.
Downline
Anyone whose line of referral can be traced back up to you.
Crossline
Anyone outside your upline and downline groups.
In the diagram on the right:
• A and B are your uplines
• D, E and F are your downlines
• D and F are crosslines
• E and F are downlines
• G is your crossline
The 6 Cardinal Rules
This subject is vast and critical in establishing a harmonious team. A full explanation of all the intricacies is
beyond the scope of this booklet. For a detailed understanding, please request additional material from
your support team.
Rule 1: Always check with your upline the first time you do something
Why?
• To avoid making unnecessary mistakes. Why re-invent the wheel?
• To utilise wisdom which already exists so you can make decisions that produce the
best results.
Common things to check:
• First time you do any of the network expansion steps.
• First time you retail products
• First time you invest in CDs/Books/Artistry or Emma Page Kits, etc.
Other things you may wish to discuss:
• Finances – if your team has a good understanding of your situation they can assist you better.
• Employment – if your team understands your workplace dynamics, roster system (for shift workers),
job security etc then they can assist you better.
• Family/Relationships – this is probably the single biggest influencing factor in the performance of IBOs.
If there are things happening in your personal life that are affecting you, let someone in your team
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know. Your team is there to help and support you, not judge you. There is probably no situation your
team has not dealt with before so do open up to someone.
Rule 2: Avoid passing negative downline or crossline
Downline:
• Your role is to encourage, support and actively assist your downlines. Any concerns, issues or
problems you are having in business (and in your personal life also) should be discussed with upline
only. Your downline may take your dislike for any products/CDs/books/events/people to heart and
that part of your team may stop growing.
TIP: Be an example of work ethic, attitude and commitment for your team. What you do and say will be
duplicated. So spread only positive to your downline team.
Crossline:
• All the above applies, but this case is even more damaging as any crossline you negatively influence,
now affects someone else’s business, which is unfair.
NOTE: In the absence of a common upline, business discussions of any sort as well as social get togethers
amongst crosslines is strongly discouraged. Discussing business strategy and sharing ideas and tips with
your crossline is a guaranteed way to damage your business as well as theirs. Be warm and friendly with
your crosslines and applaud their successes, but do not seek their advice nor offer it.
Rule 3: Do not embarrass your upline
In what ways can this happen?
• Making a joke at their expense in public.
• Speaking to them disrespectfully in their presence of others.
Why is this important?
• If you make fun of your upline in front of your group, your upline’s credibility is damaged and hence
they become less effective in your group – no one wants to listen to someone who is a joke.
Who should take particular care?
• If your upline is a family member or a close friend, you are most susceptible. You’ll know many stories
and would have witnessed many embarrassing moments. Avoid sharing this with your group.
• If you and your upline shared a relationship where both of you were equals or you were more senior, it
will take effort to consciously switch roles. For example: If your upline is your son/daughter or a
younger sibling, treating them as a ‘senior associate’ or ‘mentor’ in front of others may not come
naturally. The situation is the same if your upline is a long-time friend and both of you have a history of
making fun of each other as most friends do. But it’s very important that you separate your business
and personal relationship when in the presence of your downlines.
TIP: Always edify your upline to your group. Highlight their strengths and downplay any of their
weaknesses if it ever comes up in discussion. They are human and make mistakes, but they are also
critical in your success.
Rule 4: Never disrespect anyone’s money
The rule of thumb is that there should be no borrowing of money or “I owe you” between uplines and
downlines (let alone crosslines). If you borrow your upline’s books or CDs, return within the agreed date.
If your conference ticket money is due by a particular date, respect that deadline.
Why no borrowing or IOUs?
• You want people focused on their goals rather than on wondering if and when they’ll get their money
or things back
• Lending money to your downline sets up a dangerous precedent. Your role is to teach them to be
financially independent, not to be their bank.
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Rule 5: Never disrespect anyone’s ego
Everyone has an ego and built-in mechanisms for self preservation. No-one enjoys their flaws and
mistakes being pointed out. No-one likes being proven wrong.
Therefore, as a general rule:
• Avoid directly or bluntly telling your guests or new team members their faults, mistakes and anything
they do/wear which can be described as “weird”.
• Always use people skills and indirect counsel to guide your new downlines.
TIP: Only when you have spent a long time establishing a relationship and complete trust exists, should
you even entertain the thought of telling your downlines “how it is”. Longevity of a relationship and
closeness does not necessarily diminish the chances of damaging someone’s ego.
Rule 6: Never disrespect anyone’s spouse
This topic relates to guidelines for interaction between men and women and boundaries which need to
be in place so that no misunderstandings arise.
Your spouse
Always remember that your spouse is different than you. It is a proven fact that men and women have
different brain physiology. So therefore learn to accept and work with the idiosyncrasies and limitations
your spouse has rather than fight against them.
Rules of thumb:
• Avoid correcting your spouse’s business techniques. That is your upline’s job. If you feel your spouse is
making mistakes in a certain area or you want to suggest a better way to do something, tell your
upline. They can pass it on.
• Avoid making fun of your spouse in a sarcastic or spiteful manner in the presence of others. How you
treat your spouse will be a huge factor in how people will perceive you as a person and hence leader.
• Avoid correcting or overruling your spouse in front of others as well as sharing embarrassing moments
from their past. Always protect his/her self-image.
• Sounds simple, but when your spouse starts speaking, let them finish before jumping in. Your team will
notice this and may avoid talking to you out of fear of being cut off.
Someone else’s spouse (and generally members of the opposite sex)
The following guidelines, which at first glance may appear old fashioned, are critical in establishing and
maintaining an organisation free from mistrust, innuendo, gossip and inappropriate interaction with
members of the opposite sex.
Rules of thumb when no prior relationship exists:
• Take great care in keeping discussions with someone of the opposite sex (attached or single) on a
professional level. Whilst we are all positive and jovial in this business and always try to have fun, we
should respect the line between friendly and too friendly.
• Avoid one-on-one relationship building activities with uplines and downlines of the opposite sex.
• People from different age groups and different cultures have varying levels of comfort when it comes
to personal space and touch. So therefore it is suggested to err on the side of caution and maintain a
professional, but friendly distance. Handshakes are always a safer bet than a kiss or a hug.
If you are getting into business with existing close friends then obviously you will already have
established interaction patterns. In this situation, please just keep in mind that a new person may not be
comfortable with that kind of interaction and may feel that you will also act that way with them and
hence shy away. So in the presence of others, a slightly more professional demeanour may prove
beneficial.
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Getting Started Checklist
Please tick as you go
Completion date
□ Do you know who will be your mentor?
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□ Have you visited your local Business Centre?
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□ Have you been invited to a Phone Session?
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□ Have you been shown the B.I.R.D.S. slides and Price Comparisons sheet?
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□ Has someone helped you set up a Ditto Delivery profile?
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□ Have you been shown how to subscribe to the SOT program?
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□ Have you read The Magic of Thinking Big?
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□ Do you have a copy of the Start-up Notes?
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Glossary of common terms
Achiever’s Trip: A fully paid holiday awarded as part of the Sales Incentives Program to IBOs at the Platinum level
and above.
BDS: Business Development Seminar - A monthly function that is held for IBOs to receive more information and
inspiration.
BV: Business Volume - BV refers to the price of the product without the GST component. This is used primarily for
Taxation purposes.
BWW: Britt World Wide is a personal development organisation providing business-building tools to IBOs around
the world. Founded by Bill and Peggy Britt.
Crossline: Please refer to page 11.
Ditto Delivery: An online program that keeps track of what products you require every month.
Downline: Please refer to page 11.
Eagle: Please refer to page 10.
FEC: Free Enterprise Celebration - A yearly program which includes many famous speakers and thousands of IBOs
attending from around Australia.
Guest Pass: A guest pass to be given to the guest after the QI.
Guest Registration: Registering your guest so that they may attend the weekly workshop.
IDA: IDA is a personal development organisation providing business-building tools to IBOs within Australia and
New Zealand.
i-Commerce: Commerce or trade being done through the internet.
Leg: Each IBO who is personally sponsored by you is the beginning of a leg.
LOS: Stands for Line of Sponsorship. Please refer to Upline.
Night Owl: Please refer to page 9.
OTCA: One Time Cash Awards - This is only applicable for those at the 21% level and above.
PASE: Product and System Education - PASE is a smaller informal get together usually held in a home to learn about
the products in the business and the system we need to follow in order to create a large and profitable network.
Pins: Each level in the business is associated with a particular pin. Listed below are the different kinds of pins.
Silver: An IBO is known as a Silver IBO the first month they qualify at the 21% level.
Gold: An IBO is known as a Gold IBO after they qualify 3 months at the 21% level.
Platinum: An IBO is known as a Platinum IBO after they qualify 6 months at the 21% level, 3 of these months must
be consecutive.
Sapphire: An IBO who has developed 2 Platinum legs ands 3250PV outside those legs.
Emerald: An IBO who has developed 3 Platinum legs.
Diamond: An IBO who has developed 6 Platinum legs.
EDC: Executive Diamond – An IBO who has developed 9 Platinum legs.
Double Diamond: An IBO who has developed 12 Platinum legs.
Triple Diamond: An IBO who has also developed 15 Platinum legs.
Crown: An IBO who has developed 18 Platinum legs.
Crown Ambassador: An IBO who has developed 20 Platinum legs.
Phone session: A smaller weekly get together at a home to help IBOs book QIs.
PV: Stands for Point Value. PV refers to the amount of points that a product is worth or the amount of Points
accumulated by an individual IBO.
QI: Please refer to pages 2-5.
QI Accelerator: A set of 4 CDs detailing the entire QI process.
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QI Brochure: A brochure to use during the QI. Available from your support team.
Q6: An IBO who has qualified at the 21% level 6 months in a year.
Q12: An IBO who has qualified at the 21% level 12 months in a year.
SIP: Stands for Sales Incentives Program.
Sponsor: Please refer to page 11.
SOT: Standing Order Training program. An IBO on SOT is subscribing to the weekly CD, monthly book and function
program.
Support Team: Your upline who will help you through the steps in the business.
System: An IBO who is subscribing to the SOT and is also proficient at the 9 Core Steps.
Summer Conference: A large function held every summer for IBOs in each state.
Upline: Please refer to page 11.
Volume: Amount of Point Value that has been accumulated in your business for the month.
Winter Conference: A large function held every winter for IBOs in each state.
Workshop: Please refer to page 6.
9-5-3-BIB: Stands for 9 Core Steps, 5 sessions a week, 3 Cardinal Rules and Nevers, Board (whiteboard) in Bedroom.
This is a basic BWW mantra which summarizes the main BWW principles. Please refer to your Support Team for more
details.
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i COMMERCE
B u si n e ss
Basics