Action Formula

ACTION FORMULA – Version 5/18/99

This page is designed to provide a series of questions you might ask a person who has expressed interest in: sharing the algae with someone; in possibly doing the business; or simply when they are wanting to take their next step. The way you would ask the questions and the detail and style of your answers would depend on the person’s responses.

1. "What are you wanting?" We want to listen for who they are, and what their real motivation is. Find out what they really want to do – do they simply want to share it with their Mom? Or are they ready to shout it to the rooftops?

• "When you say you want to know how to get someone started – what does that mean? Who do you want to start – someone in your family…or do you know a lot of people…?"
• "When you say you want to do this business, what do you mean by that? Do you mean you want to make a few dollars extra to help pay for your algae, or do you want to earn a few hundred extra dollars on the side? Or does it mean you want a whole new career? What are you thinking?"
• Other___________________________________

2. "Who do you want to talk with…and why?" You want to listen for their level of desire or commitment to help another. You want to find out exactly who they are thinking about talking to and why they are wanting to talk to them. You want to understand the depth of their interest so you can provide appropriate guidance, without overloading them with too much information.

• "So tell me about your friend, why do you think s/he might be interested?"
• "So what are you wanting to do – are you simply going to feed them the algae every day, or are you wanting to be able to teach them what to do and why?"
• "So what kinds of people do you think you would like to talk to…?"
• ______________________________
  

3. "What do you need to do that?" Think about the specific tools that your new distributor needs to know or have to get someone else started. For example, they may need some brochures or an article. They might need a congratulations pack, an order form with instructions as to how to order, or maybe just some start-up charts. They might need to know how to tell their real algae story or their business story. They might be ready to understand the marketing plan (first part), and they might need a copy of the Invitation Formula to get started. Provide what they need to know to take them to their next level of capability.

4. "Here’s what I (we) can do specifically to help you." You want to show your support, and share specific tools and resources that you have to assist them. This is where you tell them what to do if things don’t work as planned, or they get in a pickle. You might tell them what hours you’re available and could do a 3-way call to explain things to their friend. Or you might talk about upcoming meetings that they could bring someone to, or give them a calendar of events, or a list of upline who can help out. Bottomline, you want to provide team support.

5. "Here’s where you could get more…" Here you want to give them a sense of what else is out there in a really exciting context – so they are inspired to learn more because they want to. You want to refer them to audios, videos, trainings or materials that would be of further help to them if it’s appropriate. For example, some people would be excited to learn that a "huge business rally is next week in Seattle, would you like to go?" – while others would be totally paralyzed if you mentioned it. It’s your job to expose them to the possibilities, while allowing them to learn at their rate of desire.