Congratulations · from your host or upline leader, can help you immediately begin to create...
Transcript of Congratulations · from your host or upline leader, can help you immediately begin to create...
GAME PLAN TRAINING BOOK1aI
~ Napoleon Hill“Whatever the mind can conceive and believe, the mind can achieve.”
Tremendous success is possible!
on a Winning Decision!Congratulations
TNL004A v3
1aII
GAME PLAN TRAINING BOOK
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Welcome to Team National. Since 1997, we have offered a membership that provides families and businesses savings on products and services in multiple industries. As an Independent Marketing Director (IMD), you can feel proud sharing our membership savings program with others because of the value our membership offerings provide. I am confident that saving people and businesses money is and will continue to be of great interest to the vast majority of people.
I’m thrilled you have chosen to be an independent representative of Team National. The direct selling, person to person, method of distribution has impacted lives all over the US for over 100 years and is thriving today helping people have choices and great products. Team National is proud to be a member of the Direct Selling Association that commits to promote and protect independent sellers all over the US.
The following pages contain basic information that, when used in conjunction with direction from your host or upline leader, can help you immediately begin to create significant income, and lay the foundation for incredible lifestyle changes.
The information you are about to read is not based upon theory; it is proven techniques used by top money earners in Team National. Every IMD’s business that is highly profitable has and continues to utilize this Game Plan.
There are no guarantees in life and I cannot guarantee income, success or lifestyle change for you. Your success depends on you and the action you take with our program. What I can guarantee, is that I have never seen a highly profitable IMD’s business that didn’t apply and teach what you are about to read. Being an entrepreneur and applying what you learn can change your life, if you let it!
Wishing you the best on your entrepreneurial path.
Angela Loehr ChryslerPresident & CEOTeam National
Team National!Welcome to
WELCOME ABOARD. LET’S GET STARTED!
Actual earnings results will depend on each individual’s time and effort devoted to building their IMD business. We do not guarantee success or earnings. Visit bign.com/businessopportunity to view the most current Income Earnings Disclosure or it can be viewed on page 27.
CONTENTS
1Success Step # 1The Dream – Your Why
3-7Success Step # 2Build a Never-Ending List
8-17Success Step # 3Become a Good Inviter
18-20Success Step # 4Show the DVD
Success Step # 5The Fortune Is in the Follow-Up
21Success Step # 6Book a Meeting From a Meeting
22Success Step # 7Counsel Upline
23Success Step # 8Promote & Teach the Basics; Duplicate
Team National’s Mission: We enrich families and businesses by providing vehicles for growth and everyday savings while unleashing
the entrepreneurial spirit with honor, integrity and character.
GAME PLAN TRAINING BOOK
Team Member Pin Level Phone Number Email
MY BIGN Business Sheet
CORPORATE Contact Information: Â Corporate Office
Phone: 954-584-2151 Fax: 954-584-5996 www.bign.com
 Business Exchange [email protected] 954-584-2151 extension 305
 Business Solutions [email protected] 954-584-2151 extension 403
 Customer Service [email protected] 954-584-2151 extension 400
 Data Processing
[email protected] 954-584-2151 extension 401
 Events [email protected] 954-584-2151 extension 405
 Factory Direct [email protected] 954-584-2151 extension 404
 Toll Free Information 1ST BASE: 888-680-2446 POWER PLAY: 888-681-2446 Your Upline’s number:
 Conference CallsFor conference call numbers, go to mybignbusiness.com / IMD Resources / Conference Call numbers.
Live Conference Call day and times: Sunday 10 p.m. ET, Monday 10 a.m. ET, Wednesday 10 a.m. ET, and Wednesday 10 p.m. ET.
The conference calls referenced above are all recorded for seven days and can be listened to by the field using the recorded call line. You can also go to BigN.com and listen online to the calls.
If you provided Team National with your email address we will automatically subscribe you to our newsletters. You can modify your subscription by logging into your account and going to IMD resources. Click on News from the Top and Big N Biz Update.
GAME PLAN TRAINING BOOK 1
Although success in Team National is relatively simple, it is not always easy.
O bviously, the simple part is the mechanics. With
practice, it can be simple to make phone calls,
book appointments, show a video, go to meetings, help
someone get started and read a book. It is, however, not
always easy to do these things. Life can get in the way.
The emotions from having your friends tell you “no” can
create a fear of doing simple things, like calling the rest
of your list. To make sure you do the simple things long
enough to reach success, you must have a clear vision of
where you are going.
You must know your WHY and have a burning desire to succeed.
The power of your WHY is what will motivate you when
others give up. If we know our WHY, then the little things
that could stop us from doing the simple things won’t. The
bigger your WHY, the more bulletproof you become. This
WHY is the first major part of big-picture thinking.
Define Your Dream.
Have a mental picture of your dreams and create a
Dream Board. Cut out pictures of places to go, items
to purchase and things you want to do. Allow your
mind to think of what you would do if time and money
were abundant in your life. Know your WHY and have
a burning desire to succeed. What specifically do you
want to do and buy with the additional time and money?
Attitude is everything.
Keep a positive attitude. Get excited! You have a choice
every day to have a winning attitude that will attract
others to you.
• Be willing to do whatever it takes to succeed.
• Be teachable and learn from others. Start today.
• Believe in yourself. YOU CAN DO IT!
‘‘If you don’t know where you are going, you might wind up someplace else.’’ - Yogi Berra
 Define Your Dream and Know Your Why
 Attitude
 Goal Setting
STEP ONETHE DREAM - YOUR WHY
GAME PLAN TRAINING BOOK2
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Goal is:_____________________________________________________________________________________________________
What are your personal hosting goals? ____________________________________________________________________________________
GAME PLAN TRAINING BOOK 3
Why is a names list so important?
B uilding your names list is one of the single-most important fundamentals in starting your Team National
business. This fundamental is also the single-most overlooked strategy in the industry. Most people simply overlook
the basic need to take the time of writing out a list. This, however, proves to be a huge mistake. The psychological factors
of writing out the names you know on paper sends belief signals of confidence directly to your brain. This, in turn, has a
dynamic impact on your entire business-building process.
STEP TWOBUILD A NEVER-ENDING LIST
 Local List
 Out-of-Town List (people 3 or more hours away)
 Friends and Acquaintances from the Past
 New People You Meet Every Day
Develop your local names list.
Now it’s time to begin sharing your new TN business, and
begin moving toward your financial dreams. Simply jot
down the first 10 people you think of. These people will
likely be close friends, family, neighbors or co-workers.
A good place to start is your cell phone directory. These
are people you know well. You may know if they are
interested in becoming a membership owner or if they
are interested in additional income and would like to earn
money in the optional earnings program.
GAME PLAN TRAINING BOOK4
How to develop your list of 100 or more Who do you know? Identify your contacts.
W ho would want to know about Team National?
People who want to save money and people
who want to earn money. Do you know anyone like
that? Of course you do. Actually, that
probably covers everyone you know.
It all starts with identifying your contacts, which is one
of the most important exercises you will do.
You can never think of too many names. The more,
the better. A good goal is to come up with a list of 100
names. Too many, you say? You’ll be surprised at how
many names you can think of. Of course, not everyone
you introduce Team National to will be interested in
the opportunity. Even if you get several “no” responses,
you still have a big list.
Never prejudge anyone.
One of the worst things you can do is to prejudge your
contacts. When you come up with your 100 names –
we’ll call it your Top 100 – don’t worry about whether
the person will or will not be interested in Team National.
This is more about creating an initial list of 100 names
to get you started. Plus, you never know for sure where
people are in their lives. Some people will want to only
be members. Some will want to Save & Earn. Allow each
prospect to decide what they are interested in.
Knock out the easy names first…Your FAMILY• Parents and in-laws
• Your children
• Brothers and sisters
• Cousins
• Aunts and uncles
• Your spouse’s relatives
Your FRIENDS & Acquaintances
• Friends from high school and/or college
• Neighbors – all who you can name
• Co-workers – past and present
• Dentist and doctors
• Investment broker
• Insurance agent
• Accountant
• Gymnastics, baseball, basketball, football, soccer
coaches
• Golfing buddies
• Parents from your children’s sports teams
• People who go to your church
• People in retail - grocery and convenience stores, gas
stations, laundromat, etc.
• People with networking experience
TIP: Getting stuck on names? Social networking sites like Facebook, Twitter, Pinterest and –––LinkedIn are great ways to collect names for your 100-name contact list. Also, don’t forget your email contacts or phonebook directory.
GAME PLAN TRAINING BOOK 5
• Advertising• Aerobics• Architect• Armed Forces• Artist• Athletic Coach• Automobile Salesman• Babysitters• Banking• Barber and Beauty Salon• Bible School• Day Care Provider• Dentist• Doctor• Dry Cleaners• Education• Electrician• Engineering• Entrepreneurs/Business Owners• Farming• Firemen• Florist• Handyman
• Health Club• Health Insurance• Lawn Care Provider• Lawyer• Loan Officer• Mailman• Mechanic• Mortgage Officer• Nurse• Pedicurist• Pest Control Provider• Pharmacist• Photography• Police Officer• Plumber• Preacher• Preschool Teacher• Real Estate Agent• Restaurant Owner• Schoolteacher• Sports Enthusiast• Therapist• Travel Agent
Here are some other VOCATIONS that may spark some additional names:
GAME PLAN TRAINING BOOK 5
GAME PLAN TRAINING BOOK6
PROSPECT List
FAST START Market RuleThe top 1-10 closest relationships on your list can usually be pre-qualified with very little information.
Name Phone Number Email 1. 2. 3. 4. 5. 6. 7. 8. 9.10.
Name Phone Number Email11.12.13.14.15.16.17.18.19.20.
21.22.23.24.25.
GAME PLAN TRAINING BOOK 7
Name Phone Number Email26.27.28.29.30.31.32.33.34.35.
36.37.38.39.40.41.42.43.44.45.46.47.48.49.50.51.52.53.54.55.56.57.58.
GAME PLAN TRAINING BOOK8
STEP THREEBECOME A GOOD INVITER
Why a system?
A system is what makes this entire direct sales
opportunity work. In fact, systems are what
make any great franchise, Fortune 500 Company or
successful venture succeed or fail.
From the residual income to the lifestyle that can be
created, the system will ultimately be responsible
for it all. Sure, it will require leadership, work
ethic, persistence and more, but all these qualities
without a system will be just that – qualities.
For this system to work, it must possess two
primary ingredients. It has to be simple enough
for the masses to do and teach. It also has to bring
results so the masses will believe in it. In essence,
when the teams we build continually duplicate our
simple system, that creates results, this is what
creates the leveraged lifestyle that allows both
freedom of time and the abundance of money to
be possible. We accomplish this with the four-step
system of Baseball. Before we go into this, let’s
understand the success cycle, and how it applies
to this system.
Belief
A person of good ethics cannot refer to something
they don’t believe in. The level of your belief comes
out when you are presenting the Team National
opportunity. If you let the word “no” affect you too
much it will lower your belief level. When you learn
to trust the system, and constantly feed yourself the
correct mindsets, your belief will grow. One way to
develop your belief is to attend events (National,
Regional, Local).
This document is full of belief-building tips. A person’s
belief level will always determine their action level!
‘‘Our belief will always determine our actions, and our actions will always determine our results.’’ - Mark Victor Hansen
 Use the Team National Baseball System
 Husband and Wife Team Whenever Possible
 Don’t Talk Too Much
GAME PLAN TRAINING BOOK 9
DAY 1 is the Day you sign your IMD agreement.Also fill in any additional weekly Overviews, Special Events and business-building conference calls.
ActionActivity is not always productivity. You could actively be
doing the wrong things on a daily basis. That is why
we’ve taken the time to write these guidelines. The
simple, basic steps presented in the Game Plan have
been done over and over again. They will lead to
success in Team National. Often a new IMD tries to do
things their own way and the results can be devastating.
When an IMD does the right activity, their belief in the
company will continue to grow. This causes more activity.
ResultsThe right action equals the right results. Sometimes the
right result means you’ll hear the word “no”. Crystallize
this in your mind. It’s called the 80/20 rule. When you
understand this rule, getting a “no” won’t affect you
negatively. When a “no” affects you in a negative way
it hurts your belief, which hurts your action, and in turn
hurts your results. This continuous cycle of downward
momentum results in failure. The opposite can occur if
you think positively. Whether it be a “no” or a “yes”, if
you’re doing the right activity to hit your goals, and you’re
focused on the correct things, this can cause your belief
to go up. This causes your activity to increase, resulting
in more action.
extra day
GAME PLAN TRAINING BOOK10
1st BASE - Initial Contact
Using an efficient system for initial contact, or to
pre-qualify your prospect, is important for two reasons:
1. It prevents you from wasting their time.
2. It prevents you from wasting your time.
Pre-qualifying, if done properly, also sets the tone for
your business relationship.
The introduction to Team National generally starts with
proper exposure to the membership savings and
optional earning opportunity. Having the husband and
wife at first contact increases your results.
There are several types of proven exposures, but
pre-qualifying properly helps determine if the person
on your list is looking. In addition, we must realize that
if we give too much information our prospect will make
a decision before they look.
Following are examples of ways to properly expose a
prospect to the opportunity, and to find out if they are
looking. Gett ing good at using one of these
exposures with each of your prospects, prior to
booking an appointment, has proven to be much more
productive than trying to talk people into a meeting.
Lastly, if you are using one of the following exposures
properly and someone is not interested, it means
someone is not interested now. You may not have
done anything wrong at all. Remember, we are looking
for those who are looking, and we don’t need a lot. The
faster we get through our list, the faster we reach our
goals.
The Team National Exposure System
T eam National’s four-step system of Baseball is
the framework for third-party exposures. When
we use this system correctly, our prospect’s belief
should grow every step of the way.
On a scale from 1 to 10, 1 not being interested, and 10
being ready to join, the first two steps of Baseball are
designed to get a prospect to a 7, or clarify if they’re not
interested within 10 minutes or less.
We do this with two types of third-party techniques.
One being tools we’ve designed to give endorsements
that are brief and simple, which generate curiosity. The
second is a series of live stories used to create belief,
over the phone and during a live presentation.
Note: Live stories are the backbone of the entire system. Whether they are done with a three-way call or in person, nothing creates more belief faster than a real-life story.
Generally, in every scenario we cover within the Baseball system, the prospect has had 4-5 quality exposures, and because of the simple approach we take, this can be duplicated very easily.
2nd BASE
HOMEPLATE
Get Started
Book Appointment
3rd BASEPresentation
1st BASEInitial ContactUnderstanding BASEBALL
GAME PLAN TRAINING BOOK 11
Examples of 1st Base - Third-Party
Web Videos - These short web videos are designed to set the stage for you to book an appointment and will help you show the many ways to save, earn and live with Team National.
Pre-recorded Messages - In addition to the Toll/Free numbers the company provides, there are many other recorded messages that work perfectly for giving just enough information to create curiosity.
Sunday/Wednesday Live/Recorded Conference Calls These calls are recorded with the prospect in mind.
2nd BASE - Book Appointment
Second Base is where we book a qualified appointment.
The most effective appointments are ones where the
prospect has been exposed to Team National through
pre-qualification tools, and success stories from other
retail customers and IMDs. Nothing happens without an
appointment.
Examples of 2nd Base - Third-Party
Exposures:
Live 3-way Calls - By joining the prospect on the phone with another IMD, a simple introduction, and letting the IMD share their story, most prospects will begin to develop a belief that this would be worth their time to take a look.
Web Videos - Team National has several pre-approved success stories that are ideal for creating additional belief, and can assist in setting quality appointments.
Pre-recorded Testimonials - Perfect when you can’t get a hold of anyone live.ve
3rd BASE - Overview Presentation
There are several types of exposures to share our pre-
sentation and counsel with your upline.
Examples of 3rd Base - Third-Party
Live Overview - Your prospect will generally join 10 – 1,000 people at a hotel or restaurant to view a PowerPoint presentation by one of our presenters.
Power Play - This is where you schedule an appointment to show the Team National video, usually at a home with a group of 2 to 50 people, but it could also be a one-on-one in a restaurant or place of business.
Web Presentation / TNPW - Using your Team National web videos you would coordinate a time when you can walk them through viewing our Video System or TNRAmobile.com found at TNAllAccess.com
Note: It has been proven that showing the TN DVD and Video System to both the husband and the wife at the same time has a dramatic effect on your results.
GAME PLAN TRAINING BOOK12
Follow Up
The fortune is in the follow-up. After your prospect has
gone through the first 3 bases, help them get signed up as
a customer, an IMD, or both. This is where we find out and
overcome any objections that might come up.
The follow-up should always be done with a 3-way call,
exposing your prospect to another story.
Duplicate
Once you have signed up your prospect, help them
get started properly by exposing them to this book to
engage them immediately in developing their list, making
a few calls, and booking a few appointments.The follow-up
should always be done with a 3-way call, exposing your
prospect to another story.
HOME PLATE- Get Started
Close the Sale Follow Up Duplicate
Close the Sale
Many prospects sign up the same night as the presentation,
especially if they have been through first and second base
properly. It’s important at the end of every presentation to
cover what we call S.T.P.
SYSTEM – We have a system (it’s not necessary to go into
detail at this point – KEEP IT SIMPLE).
TWO PACKAGES – Share the value of the Standard and
Premium membership coverages.
POSITIONING – Explain the sense of urgency to get started
for those that participate in the optional earnings program.
.
GAME PLAN TRAINING BOOK 13
Call Back Script:
“Hey Joe, did I catch you with a couple of minutes to
spare? I told you I’d get back to you with some more
information. I have a good friend and business partner on
the line who is very successful with this business, I have
asked ________________to take a quick minute to
share his/her story with you. Joe, this is _________.”
(Set appointment 24 – 48 hours.)
3rd BASE - Presentation
Show the DVD / Web Video System
STEP 1 – Robert Kiyosaki or a web video
STEP 2 – 1 or 2 Success Stories
STEP 3 – Watch The Road to Financial Freedom DVD
Q: Ask wrap-up caller – “Which membership did
you purchase and why?”
Q: Ask wrap-up caller – “Would you explain the
importance of placement for an IMD?”
Q: Ask wrap-up caller – “What did you see that
you liked the best, the savings or the income?”
Share applications and ask – “Is there any reason
you wouldn’t want to get started right now saving or
earning?”
HOME PLATE - Get Started
• Complete application
• Welcome to the team call
• Follow up
• Get them started saving or earning
• Book an in-home for an IMD.
1st BASE - Initial Contact
Use recorded call 888-680-2446 or live call Fast Start Market Rule:
The top 1 – 10 closest relationships on your list can usually be pre-qualified with very little information.
Contact Script:
“Hey Joe, this is___________Do you have a couple of
minutes?” (Joe responds “Yes.”)
“I ran across something you deserve to hear about!
Hold on, it’s 2 minutes.” (3-way into the 888-680-2446
recording. After the call completes, click over.)
“Joe, that was a powerful message, wasn’t it?”
Regardless of what Joe says, you say…
“What I need to know right now Joe is would you be open
for more information?” (If “Yes” say) “Great! Hang on for a
second.” or “Great! I’ll call you back with more
information!”
2nd BASE - Book Appointment
Include live story or conference call Sunday or Wednesday at 10 p.m. ET
Conference Call Numbers to Use:
862-234-4725 or 832-225-5201 code: 53670570#
‘‘Sow a thought, reap an action. Sow an action, reap a habit. Sow a habit, reap a destiny’ - John C. Maxwell
GAME PLAN TRAINING BOOK14
Understanding Team National’sLEVELS OFACHIEVEMENT
BELIEVER
Make your first 2 sales
ACHIEVER
First $500Bonus5/5
TEAMLEADER
First $1,500
ProgressionBonus10/10
First 30Day Goal
RISINGSTAR
Second $1,500
ProgressionBonus2nd
10/10
PRESIDENTIALDIRECTOR
Third$1,500
ProgressionBonus3rd
10/10
$10 Standard
$20 Premium
PDBonus PD
Bonus
BRONZEPRESIDENTIALDIRECTOR
HELP2
PersonallyhostedIMDswho
reachedPresidentialDirector
$20 Standard
$40 Premium
SILVERPRESIDENTIALDIRECTOR
HELP4
PersonallyhostedIMDswho
reachedPresidentialDirector
$30 Standard
$60 Premium
PDBonus
GOLDPRESIDENTIALDIRECTOR
HELP6
PersonallyhostedIMDswho
reachedPresidentialDirector
$40 Standard
$80 Premium
PDBonus
PLATINUMPRESIDENTIALDIRECTOR
HELP10
PersonallyhostedIMDswho
reachedPresidentialDirector
$50 Standard
$100 Premium
PDBonus
AnnualCruise
andBonus
Program
DOUBLEPLATINUM
PRESIDENTIALDIRECTOR
HELP18
PersonallyhostedIMDswho
reachedPresidentialDirector
AnnualCruise
andBonus
Program
GAME PLAN TRAINING BOOK
GAME PLAN TRAINING BOOK 15
Goal of 1st and 2nd base is to get the person interested in seeing the Road to Financial Freedom DVD. Therefore, multiple exposures may be necessary.
2nd BASE
(a) I want you and ____________ to come over. We
have a business idea that could make us some good
money! Come about _______________ o’clock. We
can drink some coffee and talk about it.
(b,c) Let’s get together tonight or tomorrow, and I’ll show
you the details. Which is better for you? – If they ask any
questions say: I’ll give you all the details when we get
together.
3rd BASE
Play the overview video at your house, their house, or
a mutual meeting place like a restaurant. You can call
10 or more people off of your Fast Start list, or meet
one on one. Line up at least one live story to introduce
your prospect(s) to before the presentation, and one live
upline story for after. Also use your upline to answer any
question or objections that your prospect might have.
Pass out applications, and expect some to sign up.
NOT
INTE
RESTED
50% INTERESTEDScenarios of Baseball that can be played effectively • In each scenario, there is a form of Making Contact and
Pre-Qualifying, Booking an Appointment, a Presentation and Getting Started.
• Two or more live third-party phone calls involved within the initial contact, booking the appointment, and/or the presentation.
• Everything, including home plate, happens with urgency.
 SCENARIO ONE Fast Start Market
1st BASE
Fast Start Market Contact and Pre-Qualification Generally the closest 1 – 10 people on your list that you
can call, and set an appointment with to see Team National.
With these individuals, you can generally pre-qualify them
with excited questions like:
(a) Hey _________ , what are you doing tomorrow night?
Busy? Prospect says “No.”
Or (b) Would you be interested in saving some money?
Prospect says, “What is it?”
Or (c ) I found a way for us to make a ton of money, are you
interested? Prospect says, “What is it?”
After you ask the question then move straight to 2nd Base
(Book the appointment).
To avoid much skepticism or resistance from the rest of
your contacts, we recommend you only do this with your
extremely close friends, and to use one of the other
scenarios with the remainder of your list.
GAME PLAN TRAINING BOOK16
know how I’m doing?” (They’ll almost always say Yes to
this, and it keeps the doors open.)
2nd BASE
Booking the appointment after using Toll-Free Message.
With prospect still on the line, and after the 3-minute
message say: “That was a great message wasn’t it?”
(Wait for response.) If they ask any kind of question, or
make a comment other than “I’m not interested,” say, “I
knew you’d have some questions. Hang on just one more
minute,” then conference in your upline and re-connect
the prospect and say: “Hey _________, I was able to
get a hold of a good friend of mine who’s on the line
now. His name is (upline). I’ve asked (upline) to share just
for a minute or two what happened to them with Team
National and then we’ll set a time when we can get you
details”. (Prospect) this is (upline).
After the 3-way call proceed to book the appointment
within 24 hours, if possible. If needed, do so with your
upline on the phone with you.
PS. If the prospect does not return your calls, it generally
means not interested now. Don’t keep calling. Leave a
max of two messages, then move your prospect to a
callback list for 30 – 60 days later.
3rd BASE
Attend a public overview, play the overview video at
your house, their house, or a mutual meeting place like
a restaurant. Line up at least one live story to introduce
your prospect(s) to before the presentation and one live
upline story for after. Also use your upline to answer any
questions or objections that your prospect might have.
Pass out applications and expect them to sign up. If they
do not sign up, make sure you give them a follow-up tool.
This will give you a reason to call them back the next day.
HOME PLATE
Many Fast Start contacts sign up right after they see the
presentation. If so, go to Get Started. If not, call your Fast
Start contact within 24 hours, with your upline on the phone,
and answer any questions they might have. Set time to get
applications. Get Started – hand the Game Plan Training
Book to the new IMD, and go through steps 1 – 3, booking
their first meetings.
 SCENARIO TWO
The Phone Approach
1st BASE
“Pre-qualifying technique with Toll-Free Message.
Over the phone: “Hey_________, How’s it going? Do you
have a couple of minutes?” Prospect says, “Yes, What’s
up? ” ****** “Are you keeping your options open to making
or saving money?” ***** Prospects says “Yes, what is it?”
Listen, I ran across something I want to get your opinion
on. I’m going to quickly play a recorded message to give
the concept, after it’s over we’ll talk.
*****This is a prequalifying statement. There are many you
can use. Check with upline for other ideas.
Hit Conference, or Flash on your phone and dial
1-888-680-2446. Pick one of the options, then connect the
other party.
After the message is over: Disconnect the message and
say: “That was a great message wasn’t it?” (Wait for
response.) If they ask any kind of question or make a
comment other than “I’m not interested” say: “I knew you’d
have some questions. Hang on just one more minute.”
Move to the 2nd Base (book the appointment).
At any point in the system, if the prospect says “I’m not
interested,” say: “Thank you for your time ____________.
Do you mind if I call you back in 30 – 60 days and let you
GAME PLAN TRAINING BOOK 17
HOME PLATE
Many contacts sign up right after they see the presentation.
If so, go to Get Started. If not call your contact within 24
hours with upline on the phone and answer any questions
they might have. Set a time to get applications. Get Started
– hand the Game Plan Training Book to new IMD, and go
through steps 1 – 3, booking their first meetings.
 SCENARIO THREE
TNRA Mobile or TNPW
Using a Mobile Device: Smart Phone / I Pad / Tablet or
tnramobile.com a web application that runs the bases for
you: 1st, 2nd, 3rd... Home Run!
In person: “Hey ________. Have you ever heard of Team
National?” (no matter what their answer) Say, “Great! Do
you keep your options open to making some extra money or
saving money?”
“I’d like to meet with you (and your wife/husband) for
twenty minutes and show you what I’m doing. Would tonight
or tomorrow be good for you?”. Whether they give you a time
or they want to meet right then and there before you show
them the videos on the tnramobile.com make sure that they
talk with another IMD. The IMD should tell them why they
joined Team National and what joining has done for them.
After the call, have them watch a couple of testimonials, then
the Road to Financial Freedom, have a leader ‘wrap-up’ the
meeting for you with a strong testimony and help answer
any questions. You can show them some pages from the
Savings Guide Book. Then ask them if they’d like to Save
money, Earn money or both. Use the mobile application to
enroll them.
Over the phone: “Hey _______, how’s it going? Do you
keep your options open to making some extra money or
saving money?” If they say yes, then book an appointment
where they can be in front of a computer, I Phone or tablet
for 20 minutes.
At the start of this appointment, 3 way in someone to do an
opening call. Get your prospect on the line and ask them
for their email. Say to them, “I’m going to email you a spe-
cial ID number and password to access some information
on the company. Be sure to check your Junk mail if you
don’t see it in your in-box.”
Have the IMD give their testimonial. While he is doing this
send your prospect a guest log in.
To create a guest login, access the tnramobile.com application from a: Smart Phone / Tablet / PC or Mac. Login and click on “Menu” then “Guest Logins” follow the steps. Please Note: You must be subscribed to TnAllAccess..
Now instruct them to go to tnramobile.com and use
the id# and password sent to them to log on. Walk
them thru the process to have them watch a couple of
testimonials and then the Road to Financial Freedom,
and have a leader ‘wrap-up’ the meeting for you with a
strong testimony and help answer any questions. You can
show them some pages from the Savings Guide Book.
Then ask them if they’d like to Save money, Earn money
or both. Use the mobile application to enroll them.
You will be notified by the application when your
prospect has watched the video, it will also report to you
what percent they watched.
Home Run!: After they have seen the videos:
“Hi __________, can you believe it! I’m super busy, but
this app allows me to show people how they can save and
earn money! Let’s team up and share Team National with
as many people as we can. We can do it easily with this
app! Were you more interested in saving money , earning
money or both?” Whichever they choose, say: “Great! let’s
get on the app and fill it out.”
Once they get on the application, direct them to the
“Menu” then “Application” have them fill it out and follow
the directions. Please Note: You’ll need to be prepared
with your ID number and with the placement name and
ID number.
If a prospect starts asking questions say: “That’s
a great question, the company has training on all that
detailed information. What’s important is that we get you
started today!”
GAME PLAN TRAINING BOOK18
©2015 Team N
aTioNal. all righTs reserved. duplicaTioN prohibiTed.
Making the Shift: Your First 7 Days
Developing the Entrepreneur Mindset
by Darren Hardy
©2015 Team NaTioNal. all righTs reserved. duplic
aTio
N prohi
biTe
d.
WHILE HELPING PEOPLE SAVE!
HELPING PEOPLE EARN
FREEDOMROAD TO FINANCIAL
Step FOUR
Minimum 4 times per weekDiscuss with your Upline how to set your own pace & match your presentations to achieve your goals
Husband and wife together whenever possible
Allow others to help2nd and 3rd Base – Don’t be a lone ranger
Continue Personal Hosting
1. SHOW THE DVD
2. PUSH POWER
3. PUSH PLAY
GAME PLAN TRAINING BOOK 19
Step FIVEThe Fortune is in the
Follow Up Within the next24 – 48 hours
 HAVE PROPER TOOLS: CDs and DVDs, Savings Guide Book, and TN applications.
 CONFERENCE CALLS: Monday Morning Corporate Call, Wednesday Morning Business Development Call, Wednesday & Sunday night Prospecting Calls, and your team call.
 LIVE FOLLOW-UP CALLS: Done by your upline partners to help answer questions and overcome objections.
GAME PLAN TRAINING BOOK20
L ike any business, there are necessary tools of the
trade. For those planning on building a big business
fast, we recommend the following:
Road to Financial Freedom DVD
This is an informational DVD that is under 10-minutes.
There is one included with this Game Plan.
Game Plan Training Books
Using this workbook with every new IMD on your team
will accelerate your duplication rate. Go through Success
Step 1 with everyone within the first 24 hours of them
signing their membership agreement.
Savings Guide
This is a brochure type guide with membership savings
information and examples.
Applications
Plan on signing people up. Make sure you have plenty of
applications on hand.
Recommended CDs and DVDs
Team National produces training and inspirational CDs
and DVDs from its top leaders on a regular basis.
Purchase the tools to build your business and team
Monday Live Corporate Call 10 a.m. ET
The purpose of this call is to give the field a connection to
the corporate staff and home office on a weekly basis. The
call is hosted by our President and CEO Angela Chrysler,
and our Vice Presidents. This connection allows them to
keep the field informed on new events and benefits.
Wednesday Live Business Development Call 10 a.m. ET
The purpose of this call is training. Double Platinums
and Platinums are interviewed on this call and provide
team building training, business building principles and
personal growth information.
Wednesday Night Live Prospecting Call10 p.m. ET
The goal of this call is to help members share the
concepts of savings and earnings with their friends and
families. This call is hosted by Platinums and Double
Platinums. They share a short explanation of our benefits,
and several real testimonies of savings and earnings.
Sunday Night Live Prospecting Call 10 p.m. ET
The goal of this call is the same as the Wednesday night
prospecting call except it is hosted by a different leader
with different testimonies.
Connect with us / Conference CallsFor conference call numbers, go to mybignbusiness.com - IMD Resources - Conference Call numbers
GAME PLAN TRAINING BOOK 21
Help a member start saving online
Help new IMDs get startedSet up in-homes as soon as possible
Introduce new IMDs to the Game Plan Training Book
Get names and numbers of all guests
Teach by setting the correct example
 Book a Meeting from a Meeting
STEP SIX
GAME PLAN TRAINING BOOK22
STEP SEVENCOUNSEL UPLINE
On the My BigN Business Sheet at the front of this book, you were provided space to list your upline’s names and phone numbers.
T hese numbers will serve both as a resource for you
to use as testimonials, in Baseball, and as a way
for you to get your questions answered about building your
Team National Business. Realize that these individuals
have a vested interest in your success. You’re not bugging
them when you call. One of the best ways to meet your
upline in person is at local regional and national events.
Counsel with your UPLINE Partners
Be teachable as you build your business. The value of
your upline leadership will be priceless. Whenever you
have concerns, strategic questions about structuring your
business or goal planning ideas, it’s always healthy to
bounce this information off of your upline.
‘‘Independent people combine their own efforts with the efforts of others to achieve their greatest success.’’ - Stephen Covey
ÂBe Willing to Listen - Be Teachable ÂBe Truthful and Honest ÂQuestions Should Pertain to Building Their TN Business
GAME PLAN TRAINING BOOK 23
STEP EIGHTPROMOTE & TEACH THE BASICS
DUPLICATE
Local, Regional and National Events.
Events are an exciting part of building an organization.
Events can fuel the emotional and educational needs
of an entire organization. There are several types of
events that you’ll want to use to your advantage.
Public Overviews
The goal is to show prospects a live presentation
outlining our membership, and our incredible
opportunity.
This will also include live testimonies, and possibly a
short, fast-start training. This is a great opportunity for
a prospect to see the program for the first time, or to
get a bigger picture after seeing the DVD in an in-home
setting.
Super Saturday
Date of next event: _____________________
Generally lasts 3-4 hours, and includes a live overview,
with details about the compensation. Recognition of all
levels, and higher level training, along with a keynote
speech from a high-level income earner is common.
Regional Rally
Date of next event: _____________________
Generally an all-day event, and includes a live
overview, with details about the compensation.
Recognition of all levels, and higher level training,
along with a keynote speech from a high-level income
earner, is common. Generally, an outside speaker is
flown in and advanced levels of training occur.
National EventsDate of next event: _____________________
These corporate-sponsored events happen twice a
year. The event includes a large vendor area, including
many of our membership savings partners. Speakers
at national events are limited to Platinums and
Double Platinums, Corporate staff, as well as
successful, guest motivational speakers. These events
provide a place for team building, fellowship and
learning.
ÂPromote all National and Local Events ÂParticipate in Events and Conference Calls
GAME PLAN TRAINING BOOK24
The Power of Our Compensation Plan
Earn points with every team sale. Points count through unlimited depth from entire sales team.
Develop teams 3 & 4 for more earnings. Counsel with upline Platinum leader about when to start your 3rd and 4th team.
The “000” center (you) earns $1,500 for a minimum of 10 points on each side (10 & 10).*
The $2,500 Business Centers earn $2,500 for a minimum of 10 points on each side (10 & 10). **
Qualify for additional BUSINESS CENTERS
* Must be bonus qualified.** Must be hosting bonus qualified and a minimum of 75 PV in the Product Program.These are illustrations of an organization with 4 teams, producing various amounts of points per week. For additional information; review the Details of the Compensation Plan Training DVD.
$6,500 per week
10 10 10 10
GAME PLAN TRAINING BOOK 25
When your point total is at least 10 on each side
You earn a $1500
x 2$3000
In the examples above we are showing the power of the $2500 business center. In the top example when you hit 10 and 10 twice, an IMD could earn $3000. In the bottom example the same 10 points created through retail membership sales with 5 points in each line twice, an IMD could earn $8000.
$1500$1000$1500$4000
$8000
5 PTS. PER WEEK
3 POINTS
3 POINTS
3 POINTS 3 POINTS
3 POINTS3 POINTS1 POINT
1 POINT
5 PTS. PER WEEK
5 PTS. PER WEEK
5 PTS. PER WEEK
5 PTS. PER WEEK
5 PTS. PER WEEK
5 PTS. PER WEEK
5 PTS. PER WEEK
GAME PLAN TRAINING BOOK26
If your team placed 1 point in each line for 52 weeks an IMD could earn over $3000 per month. If your team placed 5 points in each line instead an IMD could earn over $17,000 per month.
5 PTS. PER WEEK 5 PTS. PER WEEK 5 PTS. PER WEEK 5 PTS. PER WEEK
1 PT. PER WEEK 1 PT. PER WEEK 1 PT. PER WEEK 1 PT. PER WEEK
GAME PLAN TRAINING BOOK 27
Team National (TN) has created this Income Earnings Disclosure to help individuals understand the compensation they can earn as a TN Independent Marketing Director (IMD). Yet, each IMD’s experience and success or lack thereof will vary based on the time, effort and leadership put forth in building their business. If you are someone that seeks to build a part-time or full-time income, we want you to have realistic expectations of the possible income you can earn.
Team National Income Earnings Disclosure 2014
The income in the chart is for all active U.S. TN IMDs who were eligible to earn downline commissions in 2014. An “Active Independent Marketing Director (IMD)” is defined as a distributor that is currently registered as eligible to represent TN to market and sell TN products and services, and to sponsor a downline sales organization. Active for these purposes is merely to show existing distributors of TN.
In 2014, 18.22% of all active distributors received commission or bonus income and 81.78% of all active distributors received no income at all.
The earnings of TN’s distributors in this chart are not necessarily representative of the income, if any, that a TN distributor can or will earn through the compensation plan. These figures should not be considered as guarantees or projections of actual earnings or profits. The information above does not deduct expenses incurred by the distributor. Success with TN, results only from successful sales efforts, which require hard work, diligence, and leadership. Your success will depend upon how effectively you exercise these qualities.
* The above income does not include any rebates from the Big N Market Place nor does it include the value of any awards or trips.
**The above income does include Leadership Bonuses and additional bonus money awarded for Platinum / Double Platinum contests and /or Leadership meetings.
Distributor Level Total Number of Distributorsat this Level
Percent of ActiveDistributors
2014 Annual Gross Income(U.S. Dollars)
Low Average High
Representative 22,056 80.3% $0 $0 $0
Believer 1,723 6.3% $0 $61 $2,104
Achiever 900 3.3% $0 $309 $5,970
Team Leader 1,043 3.8% $0 $875 $7,485
Rising Star 363 1.3% $0 $1,751 $46,450
Presidential 923 3.4% $0 $2,485 $61,271
Bronze 189 0.7% $0 $11,901 $105,657
Silver 108 0.4% $100 $17,128 $88,200
Gold 55 0.2% $92 $35,130 $170,001
Platinum 73 0.3% $100 $58,224 $239,218
Double Platinum 35 0.2% $2,094 $208,334 $875,726
GAME PLAN TRAINING BOOK28
Business Opportunity & Product Claim Guidelines
 DO: Give accurate, truthful information regarding income you have earned with TN. Share your lifestyle change. Provide a copy of the TN Income Earnings Disclosure to all Prospective individuals.
 DON’T: Exaggerate your income earned or minimize the time it took to earn income. Share the earnings of other IMDs; show screenshots of checks, direct deposit statements and/or post pictures of checks to Social Media or distribute pictures of checks.
 DO: Utilize the Team National Road To Financial Freedom DVD to share an illustration of the TN compensation plan.
 DON’T: Offer hypothetical projections or drawings of potential earnings to explain how the compensation plan works. Guarantee success or income.
 DO: Share your TN consumable product usage with others and how you enjoy the taste, feeling, quality and/or pricing.
 DON’T: Imply that a consumable product can diagnose, cure, treat, or prevent any disease or medical condition.
Online/ Social Media Guidelines
 DO: Share in Social Media posts specific, truthful, membership savings and/ or lifestyle change. If sharing lifestyle changes, link to the Income Earnings Disclosure on bign.com.
 DON’T: Share Social Media posts that imply income earnings without the Income Disclosure. A photo of a Bentley with message content that implies it was purchased via income earned from Team National can be misleading. These types of posts do not provide appropriate context of the efforts or substantiation of implied income.
 DO: Use the IMD (Independent Marketing Director) logo as part of a Chamber listing, in registered blogs and on email signature lines.
 DON’T: Use the Team National trade names, trademarks or the Team National Corporate logo for any purpose; including when creating Social Media group pages or in any portion of the creation of a Twitter, Email, Instagram, Periscope etc., account.
Our desire for anyone that is representing Team National (TN) is that they do so with integrity and character. It is important to always provide clear, accurate and timely disclosures to prospective IMDs regarding potential income with TN.
Remember that IMD presentations to prospective IMDs or customers must be complete, truthful, and consistent with official TN literature and sales aids. In the conduct of its business, IMDs shall safeguard and promote the reputation of the products and services of TN and shall refrain from all conduct which might be harmful to Team National’s reputation. IMD’s must avoid all discourteous, deceptive, misleading, unethical or immoral conduct or practices.
Independent Marketing Director OpportunityGuidelines for Successful Sharing
Please visit bign.com for the complete Team National Policies and Procedures and to review additional responsibilities as an IMD.
GAME PLAN TRAINING BOOK 29
Personal GROWTH
A Key Ingredient to SuccessWhy is personal growth important?
T housands of successful Team National leaders
believe in and practice personal growth.
I believe that personal growth is essential to building
a big business. Team National is a people business.
Your ability to connect with and communicate with
people will affect your success in Team National and
ultimately in life.
Personal growth also helps you get through life’s
ups and downs. Everyone has ups and downs in life
at some point. Your child is struggling in school,
someone you love passes away, your spouse is
negative, your life is busy, the list can go on and on.
The point is, for me and thousands of Team National
leaders, personal growth is how they get through life’s
ups and downs with a smile. Why? Let me share a
brief story.
My dad, our founder, passed away in 2008 and it was
an emotional time in my life. Overnight, I had additional
responsibilities and I had lost a mentor and friend.
Yet, because in 2001, I began an intentional personal
growth plan, I was better prepared when life became
hard in 2008. I had personal growth as part of my daily
routine well before my dad passed away.
Thank goodness!
The good information I had been feeding my mind
by reading books and listening to audios was vitally
important when my dad passed away and I was feeling
overwhelmed and scared with my new responsibilities.
The lessons I learned through my personal growth
about focus, dealing with people, having an attitude
of gratitude, “you are what you think about”, choosing
on a daily basis greatness and more, allowed me
to successfully lead our family-owned business during
that difficult time.
You, too, will have ups and downs. Personal growth
can help you get through them better and with a smile!
One of my favorite quotes that I live by, that I learned
during my personal growth journey is “Life is 10%
what happens to you, and 90% how you react to it,” by
John Maxwell. I continue to practice personal growth
so that I can be the best friend, mother, wife and CEO.
Keep learning and growing. It will make a difference!
Angela Loehr ChryslerPresident & CEOTeam National
‘‘I believe that Personal Growth is essential to building a big business” Angela Loehr Chrysler
GAME PLAN TRAINING BOOK30
Personal DEVELOPMENTPath to Success
 Be willing to do whatever it takes to
succeed.
 Be teachable and learn from others.
Start today.
 Believe in yourself. YOU CAN DO IT!
Personal Development Path
Personal Development is essential to your success. Your level of success will not surpass your personal growth. Therefore, a plan for growth is essential. Team National Success Club is an excellent way to learn from successful entrepreneurs. It includes Team National leadership audios, SUCCESS Magazine and a motivational book.
Attitude Is Everything
Have a positive and excited attitude. You have a choice every day to have a winning attitude that will attract others to you.
Suggested READING from my Upline
Read a page a day. You can read leadership newsletters, books, quotes. Options today are unlimited. Many smart phones have apps on personal growth and leadership. Plus, there are thousands of great leadership, business and relationship books available.
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