new associate Training ManUaL

new associate
Training MANUAL
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Table of Contents
Introduction.. ................................................................................... 1
Welcome to Your New World of Unlimited Possibilities
Important........................................................................................... 2
Checklist for Your First 48 Hours
BE compliant...................................................................................... 3
The Survival of Your Isagenix® Business Depends Upon It!
Three Steps to Success.................................................................. 4
Step One: Use Isagenix® Products
Step Two: Share Isagenix
Step Three: Train Others to Do the Same
Effective Business Building......................................................... 7
Identify Your “WHY” to Guide your Business Toward Success
Appendix A—Pinpointing your pathway to success.. ............ 9
New Associate Interview and Commitment Sheet............................................... 11
Developing Your 30-Second Success Story...................................................... 13
Memory Jogger List.. .................................................................................. 14
10-Name Quick Start.................................................................................. 16
Your Consultant Triangle.............................................................................. 17
Activity Calendar....................................................................................... 18
Appendix B—How to Succeed in Your Isagenix® Business.... 19
Business Success Techniques.................................................................... 20
Contacting Your List. .............................................................................. 22
Approaching People You Know.................................................................. 22
Tips for Overcoming Objections.................................................................. 24
How to Close......................................................................................... 26
Keys to Success..................................................................................... 26
Appendix C—Additional Information.. ...................................... 27
Company Contacts..................................................................................................28
Learning and Sales Tools............................................................................. 30
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Isagenix® New Associate Training Manual
©2009 Isagenix International LLC All rights reserved.
Any duplication or reproduction of this manual or CDs in part
or in whole is strictly prohibited and is protected by U.S. and
international copyright laws. Violators will be prosecuted.
Earning claims in this training manual should not be construed
as representative of a fixed or standard earnings from any
Isagenix business. The income levels achieved by Isagenix
Independent Associates are not intended to imply that
another Associate will achieve the same level of income. The
income levels achieved will be dependent upon the individual
Associate’s business skills, personal ambition, time, commitment,
activity and demographic factors.
To order additional New Associate Training Manuals and other
Isagenix sales tools, please visit IsaSalesTools.com.
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Introduction
Welcome to Your New World of Unlimited Possibilities!
W
hen we tell you “making money is a decision,” you
may be tempted to dismiss the comment as being
simplistic. We know this because when we first heard it
years ago—before we made our first fortune in network
marketing—that’s how we felt too.
But the only thing standing in your way of earning what
you want, doing what you want, or creating the life
you envision… is fear. Fear sabotages our brilliance,
undermines our efforts, and obscures our strengths.
When you indulge in your fears and make decisions to
accommodate them, you also make a decision to limit
yourself.
Success with an Isagenix® business happens when you
learn to eliminate fear. By building a rock-solid belief in
Isagenix and belief in yourself, you create the positive
Co-Founders Jim and Kathy Coover
support and strength necessary to rise to the top. Decide
to surround yourself with positive people that have an attitude of gratitude. Learn to be in the service of
others—this is the surest path to unlocking your full potential. There will be no stopping you on your journey
to success.
At Isagenix, service is at the heart of our standing vision to make an impact on world health and free people from
physical and financial pain, and in the process create the largest health-and-wellness company in the world.
Your desire and will to achieve your dreams depends on you. And if you follow the Three Steps to Success
explained in this training manual, you’re bound to have extraordinary success.
On behalf of the Isagenix executive team and our field leaders, we welcome you to the Isagenix family.
May your journey with us be the fulfillment of wondrous dreams, achieved desires and enhanced health.
Yours for more success,
Jim and Kathy Coover
Isagenix Co-Founders
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Important
Checklist for Your First 48 Hours
Get started right by checking off the boxes below as you complete each of these action items. We
encourage you to complete all of them within your first 48 hours of signing up as an Associate.
r I’m set up on Autoship and am following an Isagenix® system.
r I’ve listened to the following audio CDs:
r “Why Network Marketing Why Financial Freedom Why Isagenix® with Bill Constain”
(included in this training manual)
r “Isagenix Products with Dr. Becky Natrajan” (included in this training manual)
r I’ve watched the following videos on my Back Office or on DVD:
r Cleansed for Life (included with Isagenix systems)
r IsaDelight®
r “Have It All”
r Webinars on Compliance
r “Compensation Plan”
r Associate Tutorial (Associate placement)
r “Isagenix University Online”
r I’ve done the following to set up my business:
r Explored my Back Office and marketing library
r Reviewed my Training Guides online in my Back Office, in Library
r Set up my Associate Web site
r Ordered my sales tools (located in Appendix C)
r I’ve read the New Associate Training Manual.
r I’ve committed to following the Three Steps to Success for the next 24 months.
r I’ve completed the following forms (located in Appendix A):
r New Associate Interview and Commitment Sheet (and I faxed or e-mailed
it to my upline leader, or went through it over the phone)
r Developing Your 30-Second Success Story
r Memory Jogger List
r 10-Name Quick Start (and faxed or e-mailed it to my upline leader)
r Consultant Triangle
r I’ve scheduled time with my upline leader for my New Associate Training.
r I’m excited... and on my way to success!
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Commit to success by reviewing your Back Office
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Be Compliant
The Survival of Your Isagenix® Business Depends Upon It!
As a business-owner in the supplement and network marketing industries, you should be aware of how to
be compliant with federal regulations.
Compliance means conducting business within guidelines that are established by the Food and Drug
Administration (FDA) and the Federal Trade Commission (FTC).
Remain compliant—do not sell Isagenix products through on-line auction sites, such as Ebay. Also, do not
operate a blog discussing the Isagenix opportunity or products.
•
roduct Compliance
P
The FDA requires that our industry does not make disease claims that link Isagenix formulas with
correcting or preventing diseases. Words such as “cure” or “heal” must be avoided when talking about
our products.
We cannot link the use of our products with providing a specific result, such as losing weight or inches
within a specific time, because each person may have a different result.
•
Income Claims and Compliance
The FTC regulates income claims. We cannot say that becoming an Isagenix Associate will result in a
million dollar income—or even a $100 income. Don’t promise specific results in particular timeframes.
•
ompliant Marketing Materials
C
You also must be careful about the e-mails, brochures or flyers that you distribute. Representatives
from the FDA and FTC review printed materials, DVDs and Web sites. They may even attend open
meetings to make certain Isagenix Associates are being compliant. Non-compliance can result in
monetary fines and legal directives that can shut down your business.
The safest way to conduct your business is by using only Isagenix-approved sales tools and an
Isagenix-replicated Web site. You can find everything you need to conduct business on your Back
Office or with IsaSalesTools.com. All of these materials have been reviewed by our corporate legal
team and determined to contain compliant language.
•
rotect Yourself at Home Parties
P
If you are hosting a home party, anyone who is scheduled to give a presentation or testimonial should
fill out and sign a compliance agreement. As the host or hostess, it’s important that you sign one as
well. Download the compliance forms in the Marketing Materials section of your Back Office’s Library.
These forms help to protect you, your business and Isagenix from non-compliant language.
You can find more information on compliance in your Back Office. Listen to the “Keeping your Business
Compliant”. It’s in the Webinars section of your Back Office Library.
If you have any questions about what is compliant and what isn’t, please send your inquiries to
compliance@isagenix.net.
Compliance forms are in your Back Office in Marketing Materials
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Three Steps to Success
Success in your Isagenix® business requires just three steps—the same steps followed by Isagenix’s most
successful Independent Associates. The faster you learn them and follow them, the faster you’ll find
success. Teach your team to use this system and you can expect a rewarding business that provides you
a way to improve your health and create wealth and freedom.
The three steps to success will require some effort from you. Starting your Isagenix business is much like
taking off in an airplane—an airplane uses 75 percent of its fuel to get off the ground, but once in the air,
it only needs 25 percent to get to its destination. When starting your Isagenix business, keep in mind that
the effort you first put in to “get off the ground” is most important.
The good news is that Isagenix has created the systems and tools to assist you. You’re never alone in your
Isagenix business. As you retail products, sponsor and train new Associates, your Isagenix family will be
supporting you every step of the way.
Step One: Use Isagenix Products
To create a passion for your Isagenix business, you have to become a product of the product. It’s
absolutely crucial for your success. Our products provide real results. Once you experience the results
yourself, your belief and confidence in Isagenix products will soar, and you’ll easily share them with those
you know. You’ll notice the products sell themselves—through your results, your own excitement and
personal testimonial.
How to Become a Product of A Product
1.Sign up for Autoship. Autoship provides an easy way to receive a supply of your favorite
products every 30 days. Also, Autoship helps you maintain the Personal Volume requirement you
need to remain eligible to receive Team Bonuses. Enroll your team members on Autoship and receive
a $10 reward for each person on Autoship.
2.Learn about the products. The best way to do this is by trying all the products you can ­
—order a Cleansing and Fat Burning President’s Pak. Be sure to listen to and/or watch all Isagenix CDs
and DVDs. Learn more by reading the Isagenix literature (Associate Web site, product catalog, IsaNews
newsletter, etc.) and exploring the tools in your Back Office.
All new Associates should
quickly become a product
of the product.
< Cleansing and Fat Burning
President’s Pak
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3.Follow an Isagenix® System as recommended in your System Guide and in the DVD
“Cleansed for Life”.
4.Develop Your 30-Second Success Story. Your story will get people excited about Isagenix.
Always remember, “Facts tell, but stories sell.” It’s best to work with your sponsor or team leader to
develop your story. They will have the experience to show you how to tell your story with passion and
enthusiasm. (Form located in Appendix A)
Step Two: Share Isagenix
Just about everyone wants better health, lots of energy, beautiful skin, more money and freedom. Share the
Isagenix products and the Isagenix business with everyone you know. You’ll have the most powerful sales
tool available to you: your own success story.
How to Ignite your Isagenix Business
1.Start out right by listening to the CDs included with this training manual and completing the New
Associate Interview and Commitment Sheet (located in Appendix A). Then be sure to fax or e-mail it to
your upline leader, or go through it over the phone.
2. REVIEW your Back Office library and watch “Isagenix University” online. These are tremendous
resources for building your team.
3.Arrange a time with your upline leader for your New Associate Training. This is best
done within your first 48 hours and will prove valuable to you for avoiding pitfalls as you begin
your business.
4.Make a list of 50 people you know (see Appendix A). Highlight the 10 people you want to approach
first. List their contact information and background information (e.g. career, relationship to you) on the
10-Name Quick Start (located in Appendix A), and fax or e-mail these names to your upline leader.
5.Start introducing your top 10 people to Isagenix. The best way to do this is by
making three-way calls with your upline leader. (You’ll find that an experienced third-party provides
credibility, can keep the call focused and generate excitement.) Encourage prospects to watch the
DVDs on your Web site.
6.Set a goal to qualify as a Consultant and receive your first Team Bonus as soon as possible. To
qualify, you must maintain Active status (100 PV/QV) and personally enroll one Associate on your Left
Sales Team and one Associate on your Right Sales Team, who are both Active within the same month
(see your Consultant Triangle located in Appendix A).
7.ORDER YOUR SALES TOOLS at www.isasalestools.com. You can also access this site through your
Back Office under the “Tools” menu. Keeping Sales tools on-hand makes it easy for you to share
Isagenix – stay “armed” with these at all times.
Download free Sales Tools from your Back Office (ABO)
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Step Three: Teach Others to Do the Same
The key to network marketing is duplication. How does duplication work? It’s simple. Find others who can
reproduce Steps 1 and 2 as you have done in their own unique style.
How to Follow Up and Create Duplication
1.Stay in touch with your new Associates. This is especially important during their first 48 hours and
once a week until they become true members of your team. Encourage them to become laser-focused
on qualifying as a Consultant.
2.Order enough product. You’ll want to have plenty of product on hand for yourself and also for
sponsoring new Associates or selling to retail customers. We encourage you to start with a Cleansing
and Fat Burning President’s Pak, Cleansing and Fat Burning System: 30-day supply and IsaDelights®
for sampling.
3.Coach new Associates through their Isagenix® System, especially on their Cleanse Days. A new
Associate on his/her first Isagenix System needs lots of advice and encouragement. Be sure your new
Associates have prepared correctly for their program by having enough product, eliminating junk food
from their homes, buying healthy foods for Shake Days, and healthy low-calorie snacks for Cleanse
Days. Also, be sure to offer your congratulations when they finish a system.
4.Coach new Associates with their business. Answer questions, make three-way calls, and
encourage them to watch videos, listen to audios and conference calls.
5.Teach your team to duplicate this system over and over again. The best way for your team to
learn this system (these Three Steps to Success and any additional training) is to attend trainings in
your area.
6.Qualify as an Executive. Once 10 Associates—five on your left and five on your right—
become Consultants, you qualify as an Executive. (If you can do
this within six months of your enrollment, you qualify as a Crystal
Executive.)
7.Have an attitude of service. As you share Isagenix,
remember that this is a business about friendship and values. The
most powerful force in business is not greed, but service. Nothing
more than service will propel your business forward, and it’s what
will give you a sense of meaning and satisfaction for your work.
“When you serve people and show true concern,
without expecting anything in return, you’ll notice the success
of your business will soar,”
– Kathy Coover
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Effective Business Building
Identify your “WHY” to guide your business toward success
Congratulations on your commitment to building an Isagenix® business.
Your purpose—your “why” for joining Isagenix—is important in “how” you should build your business.
Our experienced leaders and training teams can teach you all the techniques and strategies, but if your
“why” isn’t strong enough, your path to success can be very long.
Ask yourself, “What are my reasons for building my Isagenix business?” “What gets me excited?” Is it:
Financial freedom
Security for my family
Working for a worthy cause
Meeting new people
Developing relationships with like-minded people?
These questions and answers will help you identify your “why”. Then, you’ll understand where to apply your
energy to advance your business. Desire and motivation will move you forward more than experience will.
Isagenix has built a strong foundation for you to succeed. When you combine our tools and resources with
your “why”, you’ll be on you way to creating the health and wealth that you desire.
Now—complete the Interview and Commitment section, along with the rest of the Training Guide to help
you firmly establish your plan for success!
“To have the kind of financial freedom that this kind of business model
can offer you and the time freedom that it gives you is extraordinary.”
– Ron Reid, Isagenix Millionaire
Order products at 1-877-877-8111
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By following these Three Steps to Success you can enjoy a successful career as an Isagenix® Independent
Associate. Success takes time. Make the commitment to connect with two people every day and teach your
team members to do the same. These steps hold the key to establishing a rewarding business—one that
provides you a way to improve your health and create wealth and freedom.
CONGRATULATIONS!
You’ve completed this training and are ready to get started on an exciting journey with Isagenix. They say
a journey of a thousand miles begins with one step. You’ve taken your first step with Isagenix. Now start
finding and developing leaders for your team. Follow those who have paved the way. Start growing your
Isagenix business, create success, and enjoy the journey!
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Appendix A—Pinpointing Your Pathway
To Success
4 New Associate Interview and Commitment Sheet
4 Developing Your 30-Second Success Story
4 Memory Jogger List
4 10-Name Quick Start
4 Your Consultant Chart
4 Activity Calendar
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Isagenix® Independent Associate
Cindy Heugly
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New Associate Interview and Commitment Sheet
The road map to success begins with goals and a commitment. By completing this sheet, you will set short-,
mid-, and long-term goals. These goals should include important areas of your business (retailing, sponsoring,
volume, income) and personal goals (new home, car, children’s education, charities, etc.). Setting goals and
making commitments can help you build belief in yourself and create massive action.
Please provide a copy to your upline leader
Name
1. Why did you decide to join Isagenix®?
2. What is it about network marketing that attracts you?
3. What obstacles or concerns do you have about starting this business?
4. What do you plan to be earning per month by your 6th month? $
In your 1st year? $
5. When your business is successful, what do you see being different in your life?
6. What are the three things you’re going to do as a result of your success?
1.
2.
3.
7. Are you coachable and willing to follow the system?
r Yes
r No
8. What are your health and weight-loss goals?
9. Did you sign up for Autoship?
r Yes
r No
10. Which products did you purchase on your initial order?
11. Write down the days and times you will reserve for business:
12. How much money can you invest on a monthly basis to get your business going? $
Commit to success by reading e-News weekly
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13. Do you like to work on: The phone?
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r Yes
14. Do you have a large circle of influence?
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r Yes
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The Internet?
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r Yes
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r No
r No
15. Do you know anyone in network marketing or direct sales?
r Yes
16. Do you enjoy working with people and making personal contacts?
r No
r Yes
r No
17. During what daily activities do you come into contact with people? (Shopping, PTA, gym, church, etc.)
18. When can you schedule an in-home presentation with your contacts?
19. What are your personal strengths that will help you in achieving success in this business?
20. In what areas do you feel you have weaknesses? (Computer skills, time management, self motivation, etc.)
21. Why will you be successful at this business?
22. What would you like your upline leader to do to help you become successful?
23. How committed are you to being successful?
r Low
24. Are you registered for Isagenix’s next training or event?
r Medium
r Yes
r High
r No
Please indicate the following commitments you agree to make:
r I commit to build my Isagenix® business for 24 months. I understand that a real business takes time
and effort.
r I commit to get my top 10 prospects interested in the products and business to my sponsor as soon
as possible.
r I commit to do income-producing activities every day (i.e., recruiting, retailing and training).
r I commit to remain coachable. I want to learn from people who are already successful.
r As much as possible, I commit to attend meetings, conference calls, trainings (by phone or
in person) and to listen to at least one conference call per week.
How many people would you like to sponsor this month?
Signature
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Date Learn proven business building techniques from Webinars
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Developing Your 30-Second Success Story
Of course, your 30-second success story will change over time and continue to become better and better
as you experience success with Isagenix® products and business. Include the following in your story:
•
•
•
•
Your name
Your background
Limitations of your background
How Isagenix helped you overcome those limitations
Here’s an example of a 30-second story: “My name is Susie. I was a retail clerk for 10 long years. I was
burned out and not feeling I was living my life with any sort of meaning. And, to top it off, my health was
deteriorating. A good friend of mine talked to me about Isagenix and my life has made an amazing turnaround. I have more energy, improved mental clarity, and I’ve lost 18 pounds. But best of all, I’ve retired
from my old job and now I train people to multiply their income.”
Or: “Hi, my name is Bill, before Isagenix I was barely able to make ends meet. I earned just enough money
to pay my bills and get by but never had enough money to live the life of my dreams. My dreams were dying
inside of me. Now, after finding Isagenix and building my business I am truly living my dreams—anyone
can do this! I discovered Isagenix and have used it to keep me healthy and at my ideal weight. Recently,
I decided to start creating a new stream of income and be rewarded for helping others, and now I have my
dream job. I choose my own hours, work wherever my cell phone is, and I take as much vacation time as I
want. I teach people how to create weekly cash flow and increase their bottom line, even in a down economy!
“Before Isagenix, I couldn’t sleep well, and I was overweight. After a short period of time on these products,
I released 35 pounds, and my health is excellent. I feel better at 53 than I did at 33! I love this business. To
me it is the ultimate in financial freedom. When I go on vacation, I have more money in my bank account
than I did before I left. Isagenix is the American Dream at its finest.”
Commit to success by attending Isagenix events
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Memory Jogger List
Make a list of at least 50 people you know well enough to call and say hello. Be sure to include people you
know professionally, as well as personally. Be sure to include the most successful people you know, as well
as the people who are easy for you to talk to. Those people who make you think “Wow! Would I love to have
him/her on my team!” must go on your list. Then, circle or highlight the ten people with the most successful
track records. Continue to add to this list as you progress.
You are looking for people who have two qualities
1. He/she is not satisfied with a part of his/her life.
2. He/she is willing to do something about it.
The Perfect Prospect Profile
•
•
•
•
He/she has contacts
He/she has credibility
He/she has a good work ethic
He/she has a desire
Don’t leave anyone out. Consider the people below for your memory jogger list, or as potential
retail customers.
Someone who is your…
Parent
Grandparent
Sibling
Aunt
Uncle
Cousin
Friend
Best Man
Maid of Honor
Neighbor
Optometrist
Wedding Photographer
Accountant
Pharmacist
Mail Carrier
Dentist/Dental Hygienist
Physician
Minister
Children’s Teacher
Someone who is a(n)...
Former coworker
Travel Agent
Hairstylist
Florist
Lawyer
Insurance Agent
Veterinarian
Nurse
Golf Pro
Student
Fashion Model
Sheriff
Security Guard
Secretary
Fire Chief
Librarian
Welder
Music Teacher
Police Detective
Seamstress
Commit to success—listen to weekly conference calls
Art Instructor
Web Programmer
Forester
Lab Technician
Carpenter
Surgeon
Bank Teller
Editor
Garage Mechanic
Restaurant Owner
Pilot/Flight Attendant
Brick Mason
Life Guard
Salesperson
Air Traffic Controller
Interior Designer
Swimming Teacher
Real Estate Agent
Anesthetist
Social Worker
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Computer Operator
Bakery Owner
Drafting Manager
Office Manager
Plant Foreman
Newspaper Pressman
Bus Driver
Computer Programmer
Dietitian
Printer
Teacher
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Cuts your grass
Installed your phone
Owns a house you rent
Is the president of the PTA
You met camping
Plays cards with you
Works at the gym
Services you car
Painted your house
Is the parent of your
child’s friend
Someone who...
People who sold you your...
Does network marketing
Hunts and fishes with you
Drew up your house plans
Goes bowling with you
House
Suit, tie, clothing
Motorcycle
Computer
Make Sure You Continually Add Names!
Limit Your List...and You Limit Your Success!
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Kitchen Appliances
Washer/Dryer
Avon®/Tupperware®
Camper/RV
TV/Stereo
Furniture
Boat
Pet
Car
Motorcycle
Wedding rings
Air Conditioner
Glasses/Contacts
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10-Name Quick Start
Now, take a look at your memory jogger List and write down the top 10 prospects below.
Then, contact them!
1.Name E-mail Interested in r Products r Products & Business
2.Name E-mail Phone Interested in r Products r Products & Business
10.Name E-mail Phone Interested in r Products r Products & Business
9.Name E-mail Phone Interested in r Products r Products & Business
8.Name E-mail Phone Interested in r Products r Products & Business
7.Name E-mail Phone Interested in r Products r Products & Business
6.Name E-mail Phone Interested in r Products r Products & Business
5.Name E-mail Phone Interested in r Products r Products & Business
4.Name E-mail Phone Interested in r Products r Products & Business
3.Name E-mail Phone Phone Interested in r Products r Products & Business
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Your Consultant Chart
Your first goal should be to become a Consultant (you can do this within 48 hours!) and receive your first
Team Bonus as soon as possible. Complete your Consultant Triangle as you go:
100 PV
You
100 PV
100 PV
“The key to success is to share your story. If you consistently share your story with two
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people a day, magic will happen.” Warren Lance, 5-Star Golden Circle (Rank as of 12/19/08)
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Maximize Success by Planning Your Activities
Each day, commit to specific, business-building activities by writing down specific actions, (“Call 5 new
people”, “Prepare notes for Friday’s in-home meeting”, etc.) and following through. Include the time it takes to
help with scheduling in the future.
Day
Start Time
Finish Time
Total Hours
Sunday
Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
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Appendix B­—How to Succeed
in Your Isagenix® Business
4 Business Success Techniques
4 Contacting Your List
4 Approaching People You Know
4 Tips for Overcoming Objections
4 How to Close
4 Keys to Success
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Business Success Techniques
Knowing what to expect from an Isagenix® business beforehand will help you be ready for any situation.
To make sure you have the best possible success, review the following business success techniques:
•
et goals, and be specific. Set your goals, and set target dates for completion. Without a time
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limit, a goal is just a wish list. Visualize your goals for at least 17 seconds each day. This will help make
them a reality.
•
Involve your family in your goals. Have a family meeting to help them understand why
you’re in Isagenix, what’s in it for them, and how they can support your new business.
•
urround yourself with positive people. Positive people—like your upline leader—
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provide valuable support to you and your goals.
•
eware of the “dream stealers.” These are people with negative comments who’ll try to
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keep you from pursuing your goals.
•
Deci
de what the big picture will be, then break down your goals into daily, weekly, monthly,
quarterly, and annual goals. Keep your eye on the broader vision, but concentrate on the smaller, more
bite-size goals, and reward yourself regularly.
•
o something to add to the bottom line of your business each day; get into the habit of
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moving forward and taking action. This will help you maintain momentum. Ask yourself each day,
“What did I do today for my business?” (Calling your 10-name list, meeting new prospects at networking
events or sharing your 30-second story with lunch buddies and asking for referrals all constitute
“bottom-line” activities.)
•
ut your first-year goal in writing and place it somewhere you’ll see it daily.
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Suggestions on where to place your goal: your refrigerator, the dashboard of your car, your bathroom
mirror, or your computer. An example goal would be: “It’s now (year) _____ and I’m grateful now that I
earn $5000 (or more) each month with Isagenix.
•
Use
visual aids. Examples: A goal flow chart drawn on poster board and pinned to your office
wall; a vision board of your goals made with pictures cut out of magazines; a calendar with motivating
stickers and colored notes; a day planner; or a journal of your progress.
•
et the days and hours of the week you will be open for business. With your
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Isagenix business, it’s easy to let your work hours slip a little, and eventually see them slipping a lot. In
a regular job, the boss doesn’t pay an employee who does not show up for work, yet in our business we
sometimes forget to show up for work because no one is looking over our shoulders. Developing selfdiscipline can be fun, rewarding and good for self-esteem.
•
hen Isagenix offers an achievement program or promotional contest that is achievable for you,
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go for it! Add it into your goal plan, schedule what you need to do to accomplish the goal, and take
positive action.
“Build your organization deep...the deeper we build, the stronger the team and the more we get paid.”
Luna Pang, 6-Star Golden Circle, (Rank as of 12/19/08)
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•
view your vision statement and your current goals twice daily.
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Mark your goals in your calendar, in your day planner, post them on a wall. You may even try one or
more “vision cards” to keep with—card showing a goal such as 1) what you want to be, 2) what you
want to do, 3) what you want to have, and 4) what you want to give back. Read them morning and night.
Keep the dream alive!
•
Atte
nd Isagenix® meetings and events. Doing this on a regular basis helps inspire you,
provides positive support, and is important to unify your team (not to mention... attending is fun!).
Remember, “You need the meeting or the meeting needs you.”
•
•
Get TO KNOW the sales tools and resources in your Back Office
LISTEN to weekly Isagenix conference calls
Isagenix® Independent Associate
Luna Pang
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Contacting Your List
The foundation of your business is how you treat your business. If you treat your business like a hobby, that’s
what you’ll get. But if you treat it like a business, you’ll find success.
Here are some tips for sharing Isagenix®
•
•
•
•
•
•
Set up a quiet place where you can make your calls.
If possible, get a separate phone line or plan extra minutes on your digital phone plan.
If you don’t already have one, get an appointment book or calendar.
Set up daily times that you will use exclusively for your Isagenix calls.
Before you get on the phone, know what you’re going to say and practice.
Whether it’s introducing your upline leader or using a phone script, be prepared.
Whether in person or over the phone, when contacting people about Isagenix, your job is simply to
determine if that person is at the right time in their lives to take advantage of an explosive business idea and
world-class products. Be truly excited and passionate about your Isagenix business.
Remember, we’re not in the business of convincing people to do something they don’t want to do. We’re
in the business of finding people for whom Isagenix is a fit; if not now, then perhaps in the future (get
permission to follow up in 30 days, and then follow up).
Approaching People You Know
Your warm market—people you know and who know you—is your greatest resource for success. These
people are those who are most likely to join your team, would be the best people to work with, and provide
the best referrals.
Here are some tips for approaching them
Be Friendly
• Ask questions about their family, occupation, recreation and money.
•
•
Give them a sincere compliment such as, “I have always respected you and your talents.”
reate curiosity, but don’t satisfy it. Use a curiosity-creating question, such as “What are you doing
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Thursday night?” If they ask why, try one of the following answers:
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“ Who do you know that would be interested in improving their health and creating
additional income stream without jeopardizing what they’re currently doing?”
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“I have a business idea I would like to discuss with you.”
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“ If there were a way that you could increase your income, without jeopardizing what you’re
currently doing, would it be worth an hour of your time?”
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“Do you like chocolate? Do you like making money? Great, we need to talk.”
Commit to success by reviewing your ABO
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Develop a system and scripts for talking to people
• When you first get started, make three-way calls with your sponsor. You’ll learn what to say and
how to say it by listening to your upline leader.
•
hen you feel comfortable enough to do this on your own, do a major call campaign to your
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warm market.
When someone asks what you have been up to, try one of these answers
• “I am working with one of the fastest-growing nutritional companies in North America” They’ll likely
answer, “Sounds interesting” or “Tell me more.”
•
“ I am working with one of the top nutritional companies in the world. This amazing company has
developed several revolutionary technologies. The first has to do with helping people naturally shed
pounds and inches from Nutritional Cleansing. They have a great-tasting, low calorie chocolate that
increases energy and helps curb appetite. I’ve never seen anything like it! They also have a revolutionary
plan to create wealth through residual income. These technologies will help improve your life!”
•
“ This company’s technologies are so amazing, that they’ve been featured on ABC News, FOX News and
CNBC News, as well as Success Magazine.”
•
“ In just a few years, Isagenix® has created dozens and dozens of millionaires! I’m looking for some key
people who would like to partner up with me and generate a six-figure income. I know you know a lot of
people. Who do you think I should talk to first?”
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“Great! I had a feeling you would find this very intriguing.
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“I would like to schedule a time to take you to my Web site. Are you free at 7:00 tonight?”
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“ Here is my Web site address. I’d like to call you and take you through my site. Can I call you at
7:00 tonight?”
“Your paycheck is the sum of all the people you help get paid. Create each
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day in servitude and you can become a Isagenix millionaire.” Susan Sly
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Opening Lines
The Magic is in Asking People the Right Questions
to Lead Them to Isagenix®
F.O.R.M.
People like to talk about their Family, Occupation, Recreation and Money.
Examples of Right Questions to Ask:
1. “What have you been up to lately?”
• Whatever they talk about… FOCUS ON IT
• When they ask what YOU have been up to, say…
“I’m so excited that I just started my own business. I’m working with a company called Isagenix that is
creating wealth for thousands of people. I’m looking for five motivated people that want to make a sixfigure income. Who do you know? Great!”
“I’m working with an extremely successful business owner __________________. They have introduced
me to a company called Isagenix that has phenomenal health, weight management and skin care
systems that cleanse the body. As a side benefit, you can lose weight, gain more energy and improve
your health. In fact, I have lost ______________ pounds. Wealth is being created by so many people in
this company.”
(pause)
“I’m looking for some motivated people that value their health and want to make extra money. Does
anyone you know come to mind?”
“I’m working with a successful business owner that helps retire people in three to five years.
Can you think of anyone that might be interested?”
“I teach people how to create weekly cash flow and increase their bottom line in a down economy.”
Then… Be Quiet!
When they ask, “How do you do that?” or “What is it?” You say…
“Well, I’m working with an $800 million-dollar company headquartered in Chandler, Arizona. They have
helped create more six and seven-figure income earners than any other company in America over the
last six years!”
Then… Be Quiet!
When they ask for more information get their e-mail.
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2. “How is your job going? Have you had any promotions lately?”
“Are you open to taking a look at something that you can make extra income from, without leaving your
current job? Great.”
• Tell them your compliant story.
• Set an appointment.
3. “Has our financial crisis affected you?”
“Are you open to looking at something that can create an immediate income for you?”
• Set an appointment.
4. On an airplane: “Are you on a holiday or vacation?”
• This is an opening a doorway to finding common ground to connect so you can introduce Isagenix.
5. “
You know how we are hearing about all of the bad news from Wall Street.
Is this something that concerns you?”
“I used to worry about that too. Fortunately, I have found something to add to my retirement and that I
feel really great about investing in.”
• Tell them your compliant story.
• Set an appointment.
6. “
Have you seen the newspapers lately about all of the pollutants in the environment and how
our health system is not working?”
“Fortunately I do not worry about that anymore.”
• Tell them your compliant story.
• Set an appointment.
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ompliment approach: “You are really good at what you do. I bet you get paid a lot of money
doing this.”
• Wait until they say, no not really.
“Well, I have something you would be incredible at. Can you talk tonight and be in front of your
computer? Great.”
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Ask For Referrals:
a. “We have been friends for a long time… MAYBE YOU CAN HELP ME. I just started my own business
and am looking for some motivated people that are looking to change their position in life. Do you know
anyone looking to make an extra income?“
b. “I really respect you for your business success. I just started my own business and am looking for some
motivated people that are looking to change their position in life. Do you know anyone looking to make an
extra income?”
• Tell them your compliant story.
• Set an appointment.
c. “I have come across something that I really need your opinion on. Do you have some time tonight around
8 p.m., it will only take about 20 minutes? Great. Can you please be on your computer?
Talk to you later.”
Now Time for the Call:
1. “Hi. Are you online? Please go to my Web site: (www._________________.isagenix.com)”
• Send your prospect the link to your personal Associate Web site prior to calling.
2. “
Now click on IsaVideos and watch the Isagenix Story. It’s brief, to the point and really
compelling.”
• Or send them to www.IsaMovie.com.
• Stay on the line with them until they are done.
3. Ask them, “Which one got you the most excited, the products or the business opportunity?”
4. Now have them watch the Cleansed for Life or Wealth Revolution videos.
• Send them to www.CleansedforLife.com or www.IsaWealth.net.
5. Call them back in 15 minutes and answer questions.
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The Close:
“Do you have enough information to make a decision today?”
Or:
“Are you ready to let Isagenix get into you?”
If they say yes…
“Are you open to coaching on the best way to get started in the business?”
If they say yes…
“We recommend the Cleansing President’s Pak.”
• If your person says this is too much, you can always back down to one of the 30-Day paks.
“The company takes most credit cards and checks.”
Suggestion:
If you are new to the business, it’s a good idea to have your upline on the phone as well. They are better
equipped to handle any objections that might come up.
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Asking For Referrals
How to Ask For Referrals:
a. “ We have been friends for a long time… MAYBE YOU CAN HELP ME. I just started my own business
and am looking for some motivated people that are looking to change their position in life. Do you know
anyone looking to make an extra income?“
b. “I really respect you for your business success. I just started my own business and am looking for some
motivated people that are looking to change their position in life. Do you know anyone looking to make an
extra income?”
• Tell them your compliant story.
• Set an appointment.
c. “I have come across something that I really need your opinion on. Do you have some time tonight around
8 p.m., it will only take about 20 minutes? Great. Can you please be on your computer? Talk to you later.”
People to Consider:
• Real estate
• Retailer
• Mortgage broker
• Car dealership
• Hair stylist
• Insurance
• Dentist
• Dental hygienist
• Chiropractor
• Restaurant owner
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Tips for Overcoming Objections
When someone has objections in reference to the business or to a product, never take these
personally. Remember, you are the messenger, not the message. Instead, do the following:
•
•
•
•
•
Listen to what they have to say.
•
xplain the answer to that individual objection and after you’ve explained the answer ask, “Does that
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answer how others have handled [state the objection]?” Then ask if your explanation made sense.
•
•
•
•
Never argue with them or make an objection seem stupid.
Never interrupt them or assume that you know what they’re going to say.
Clarify the objection: “Just so I understand, your objection is ____________________, right?”
Isolate their objection: “Is there anything else beside this that would stop you from getting started?”
Identify with them using “feel, felt, and found.” “I know how you feel, I know people who have felt the
same way and here’s what we’ve found.”
Never talk down about a different opportunity.
Always talk about what you’re excited about in reference to Isagenix®.
Choose a closing statement. Here are two examples:
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“What would stop you from getting started right now?”
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“Are you interested in using the products or building a big business?”
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“When would be the best time to improve your life? Now?”
Here are some examples on how to overcome objections:
Objection 1: Money
•
•
•
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Clarify: “Money is tight right now?” or “You just can’t afford it right now?”
Isolate: “Other than money, is there anything else that would stop you from getting started?”
Identify and use “feel, felt, found”:
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“ I know just how you feel. A lot of people have felt exactly the same way. But we’ve found that many
of these people found a way that they could either borrow the money or we can show you a way
to earn your way into the business by retailing and sponsoring enough to pay your credit card bill
when it comes due. “So, are you ready to get started now?”
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ocus on how you can save money by replacing poor-nutrition meals with high-nutrition meal
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replacements.
Commit to success by reading e-News every week
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Objection 2: “I don’t have the time right now.”
•
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•
Clarify: “If you had plenty of time could you see yourself doing this?”
Isolate: “Is time the only obstacle stopping you from getting started?”
Identify using “feel, felt, found”:
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“ I know how you feel. Most of the people we’re working with are very busy, and that’s why they’re
doing Isagenix®. If you knew you could make substantial income with Isagenix, do you think you
would make the time? People have discovered that in just a couple of hours a day, they can start on
their way to a leveraged income that will give them more time and freedom than they ever dreamed
possible. Besides, I’m not asking you to join right now. I’m just asking to take a look.”
Objection 3: “Is this one of those pyramid deals?”
Answer by repeating the question:
“What do you mean by pyramid deal? The difference between a pyramid and a real business is this—
a pyramid is when no product or service is sold. You make money from recruiting. A real business is
when a product is sold for a commission. We are a real business. We sell the finest Nutritional Cleansing
System and receive a commission for doing so.”
“Did you know Warren Buffet, the wealthiest man alive, owns several direct selling companies? Network
Marketing accounted for 118 billion in sales last year. It’s big business!”
Objection 4: “Is this sales?”
Answer: “Do you like sales?”
If they answer yes, tell them: “Great, you’re going to love this.”
If they say no, you say: “Great, you’re going to love this. It’s sharing.”
Note: While this answer may seem strange, the truth is that whether or not people like to sell, they
can become successful with Isagenix by simply sharing. You’re letting people see the full potential of
Isagenix®, not convincing them they should do something they do not want to do.
Objection 5: “I need to talk to my spouse.”
Answer: “Great, when can we get together with him/her?”
Objection 6: “I need to know if the products are good.”
Answer: “Great! Our President’s Pak comes with everything you need to get you on your way to
success.” Or, “I have a DVD called ‘Cleansed for Life’ that you can watch to learn more about the products.”
Learn proven business building techniques from Webinars
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Always Ask for Referrals.
•
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•
Do you know anyone looking to make another 50K to 100K per year?
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•
Do you know anyone that would like to make extra income that likes chocolate?
Do you know anyone that is in sales or network marketing?
o you know anyone that would like to make extra income by helping people lose weight
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and become healthier?
Do you know anyone that struggles with their weight or health and is looking for a solution?
How to Enroll
After you’ve overcome objections, don’t hesitate to enroll. (If you’re new to the business, it’s a good idea to
have your upline leader on the phone with you.) When you’re ready to enroll, ask an open-ended question.
“Do you have enough information to get started?”
•
If they say “Yes” and may be interested in building a business…
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“Are you open to coaching on the best way to get started in the business?”
“Are you interested in product, business or both?”
•
If they say “Yes” to products…
“Are you interested in getting healthy or losing weight?”
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If they indicate weight loss, “Then we recommend…”
1. The 30-Day Cleansing and Fat Burning System for ______ OR
2. The Shake and Cleanse Pak for _____.”
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If they indicate get healthy, “Then we recommend…”
1. The Total Health and Wellness Pak for ____
2. Healthy Lifestyle Pak for ____
3. Athlete’s Pak for ____
•
If they say “Yes” to building a business… “Then we recommend…”
1. The Cleansing and Fat Burning Business Pak for ____ OR
2. The Cleansing and Fat Burning President’s Pak for ____.
•
If your person says this is too much, you can always back down to another system or pak. Encourage
them to purchase IsaDelight™ for sampling.
“The company takes checks and most credit cards.”
•
Tell them about the Autoship Rewards Program.
“You save substantial money when you reorder on Autoship. You’ll get savings of up to $60 per pak when
you use Autoship.”
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Keys to Success
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Visualize yourself being successful every day. (It takes up to 30 days to create a habit.)
•
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•
•
•
•
•
Be humble and coachable. Exemplify the success that precedes you.
•
•
Persist and persevere. The only ones who fail are the ones who quit.
•
ttend Isagenix-sponsored meetings and events (Isagenix University, Regionals, Super Saturdays and
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Celebration) to learn proven techniques to take your business to a higher level.
Believe in yourself, in Isagenix®, and in the products.
Commit to your goals. You are the only one who can create your success.
ake MASSIVE ACTION. Get Isagenix into as many people’s hands as you can and
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you’ll have MASSIVE INCOME.
Don’t try to re-invent the wheel. Often this leads to frustration.
This is a business of duplication—so teach your team the techniques that have been successful for you.
Be yourself. Talk about what you’re excited about.
This isn’t for everyone, so learn to say “next!”
When you’re down, call your upline leader; when you’re up, call your downline.
Ask for referrals, “Do you know anyone who would like to lose weight or make extra money?”
Quitters never win. Winners never quit.
hen you’re with the right company at the right time, you’ve already won—you just have
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to play the game!
emember, your upline and the company want you to be successful. Your family and downline need you
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to be successful.
“The people who are successful in this business attend as many meetings as they can.”
Jimmy Smith, 9-Star Golden Circle, (Rank as of 12/19/08)
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Appendix C­—Important Information
4 Company Contacts
4 Learning and Sales Tools
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Company Contacts
Isagenix®
2225 S. Price Road
Chandler, AZ 85286
www.Isagenix.com
Isagenix
Attn. Returns
601 S. 54th St. #35
Chandler, AZ 85226
Hong Kong
(011) 852 2779 0222
customerservicehk@
isagenix.net
Australia
(011) 61 2 8705 8900
customerserviceanz@
isagenix.net
Taiwan
(011) 886 2 8758 2860
Customerservicetw@
isagenix.net
Customer Care
Phone.. .......................................... 877-877-8111 (toll-free) or 480-889-5777
Hours........................... M-F 6 a.m.-6 p.m., Sa 6 a.m.-2:30 p.m. (Pacific Time)
IsaChat (online support)
Hours............................................. M-Su 8 a.m.-10:30 p.m. (Pacific Time)
Isagenix Tours . ............................................................ 480-889-5747, ext 0
(Tours are offered Fridays at 11:30 a.m.)
Live Weekly Conference Calls
Conference Calls........................ Visit your Back Office Library for phone number
Corporate Update: 7 p.m. (PT) Tuesdays
Product Training: 6 p.m. (PT) Thursdays
Business Training: 9 a.m. (PT) Saturdays
Real People Real Results: 6:30 p.m. (PT) Tuesdays
Gen XY: 7 p.m. (PT) First Mondays
Spanish Set Yourself Free: 5 p.m. (PT) Mondays
Call Archives
Visit your Back Office Library or call.................................. 507-726-3940
Product Messages for Prospective Customers and Associates (available 24/7)
Dr. Natrajan’s Product Messages........................................... 1-800-242-0363
Ext 1144­- Cleansing Success Line
Ext 1155 -­ 9-Day System
Ext 1166 ­- 30-Day System
Ext 1177 - Total Health and Wellness System
Audio Brochure.................................................................. 507-726-3940
Recruiting Information Line..................................................... 512-703-8090
Sizzle Call.......................................................................... 1-800-473-0747
Your sponsor’s phone #_______________________________________________
Your sponsor’s e-mail ________________________________________________
Your upline Executive’s phone #________________________________________
Call toll-free to order: 1-877-225-3528
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Marketing Materials
Customize and Purchase—Sound Concepts
www.IsaSalesTools.com
www.IsaSalesTools.ca (Canadian Associates)
Sound Concepts
782 S. Auto Mall Drive
Suite A
American Fork, UT 84003
1-877-225-3528
cleansetools@soundconcepts.com
Online chat—see IsaSalesTools site
Fax: 800-368-3054
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eCount
www.myecount.com/isagenix
eCount Customer Service
1-800-422-1992
help@myecount.com
IsaWallet™
www.IsaWallet.com
IsaWallet™ Customer Service
1-877-546-8220
support@isawallet.com
Download free
Back Office “Library” section
Web sites
Corporate Site................................................................. www.Isagenix.com
IsaDelight™®................................................................. www.IsaDelight.com
IsaDermix®................................................................... www.IsaDermix.com
IsaBody Challenge™.. ........................................... www.IsaBodyChallenge.com
Celebration.. ............................................................ www.IsaConvention.com
Top Achievers................................................ www.IsagenixTopAchievers.com
IsaIncome.................................................................... www.IsaIncome.com
Cleansed For Life Video........................................... www.CleansedForLife.com
“Are You Toxic” Video.................................................. www.DrSpeaksOut.com
IsaMovie-“Have it All” Videos.............................................. www.IsaMovie.com
Partner Sites
Weight-loss Hall of Fame.............................. www.WeightLossHallOfFame.net
Business Opportunity Presentation.. ....................... www.SixFigureMakers.com
Important E-mail Addresses
Customer Service....................................................... support@Isagenix.net
Commissions..................................................... commissions@isagenix.net
Compliance......................................................... compliance@isagenix.net
Event Inquiries............................................................ events@isagenix.net
Event Coupon Redemption......................................... eventcerts@isagenix.net
International Expansions.............................. internationalquestions@isagenix.net
IsaLeads Support...................................................... isaleads@Isagenix.net
IsaNews Newsletter (story suggestions, comments).............. isanews@Isagenix.net
Leads Program.................................................. associate_leads@isagenix.net
News Media Queries.. ....................................................... news@Isagenix.net
Product Questions........................................................................nutrition@isagenix.net
Doctor Questions..................................................... drquestions@Isagenix.net
Recipe Submissions.. ..................................... healthyfamilyrecipes@isagenix.net
Returns.. ...................................................................... returns@isagenix.net
Success Stories........................................................... success@Isagenix.net
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Personal Contacts:
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IsaSalesTools.com
IsaSalesTools.com is the source for
all your Isagenix marketing needs. With
more than two decades of experience,
we specialize in creating sales tools to
help you tell the Isagenix story.
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our tools provides
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instantly adds
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The Art of
Connection
A Journey to Success
DISC 1
YOUR JOURNEY BEGINS
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Track 1: Introduction of David Wood
Track 2: Testimony by Suzan Hart
Track 3: Testimony by Warren Lance
Track 4: Testimony by Sue Field
Track 5: The Agreement
Track 6: Can I Share My Story?
Track 7: Introduction by Michelle Dohaney
Track 8: David Live on Stage
Track 9: How Do You Meet People?
Track 10: How Connected Are You?
Track 11: Poem “It Doesn’t Interest Me”
Track 12: The Onion
Track 13: Getting in Touch
David Wood
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“I am a huge believer in using tools to
build a business. I use tools because it
leverages my time, creates duplication,
and makes building an Isagenix
business simple!”
—George Ruiz
Isagenix Millionaire
7 Star Golden Circle
Let us help you build your business!
Tools are an essential way to give your business a
jump-start and we want to help!
Go to IsaSalesTools.com and use the promocode in
this coupon to save 10% off your first order of tools.
Come back often and review the tools that will help
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