Everest Sherpa · Off to a Great Start Page 11 • Planning Your Launch Tasting • Your Launch...

B a se Ca m p M on t B l a n c P u n ca k J a y a

E l b r u s K i l i ma n j a ro

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SherpaGUIDETaking Mountaineers to the Peak of Success

You have just made an great decision to become an Independent Mountaineer with Kilambé Coffee, and we are very pleased to have you as a member of the Team. In this Sherpa Guide we will give you the information and tools to be successful as a Kilambé Coffee Independent Mountaineer.

In the mountain climbing sense, Sherpas are highly regarded as elite mount-aineers and experts in their local terrain. They were immeasurably valuable to early explorers of the Himalayan region, serving as guides at the extreme altitudes of the peaks and passes in the region, particularly for expeditions to climb Chomolangma (Mt. Everest). Sherpas are renowned in the interna-tional climbing and mountaineering community for their hardiness, exper-tise, and experience at high altitudes.

In the spirit of the Sherpa, we have developed this Sherpa Guide especially for you as you climb your own mountains of success with Kilambé Coffee. Putting “SHERPA” in the context of growing your business, think of this as how it could apply: Showing How Enthusiasm Really Promotes Achievement! Yes, it is your own personal enthusiasm that will help you climb that mountain.

We are committed to helping you along your exciting adventure, by sharing the knowledge and experience available that will help lead you to the peak of success. We know that success can be defined in any number of ways, so we encourage you to define your success for what is most meaningful for you — this Sherpa Guide will help you do that.

To accomplish your goals, whatever they may be, all that is required from you is to apply yourself, and follow the proven steps that we have provided for you in the pages that follow. As you study this Guide and put into practice the principles taught herein, the experience you will gain will help you to become increasingly comfortable with steps that will lead you to ultimate success in your Kilambé Coffee business.

We hope you are as excited about being a part of this great opportunity as we are to have you on our team! To your success...

Kip NicelyFounder and CEOKilambé Coffee

Page 1

Welcome to Kilambé Coffee

To improve people’s lives the world over through the kindness

of our people, the rich tastes of our quality coffees, and

our unique ability to help individuals realize a

new life of financial independence.

Come climb The Kilambé Coffee Mountains of Success!

Mission Statement

OUR Commitment to You...

1. We will teach you a proven system for

building a successful Kilambé Coffee

business.

2. We will provide a positive, winning

environment.

3. We will teach you the fundamentals to

help you be able to speak with confidence

about our products and opportunity.

4. We will do what we say we are going to do.

5. We will help you build your team and guide

you to the peak of success you desire.

6. We support the Direct Selling Association

(DSA) and it’s commitment to

ethical and honest business

practices in direct selling.

For details: www.DSA.org

Page 3

YOUR Commitment to Us...

1. Show integrity by doing what you say you

are going to do.

2. Take personal responsibility for your own

wealth and happiness by following your

dreams and making them happen.

3. Treat all Kilambé Coffee Independent

Mountaineers and customers with dignity

and respect, and expect the same in return.

4. Approach every goal with a positive attitude,

confidence, and contagiousenthusiasm.

5. Ensure all Kilambé Coffee customers receive

unparalleled service and ensure their exper-

ience with our products is a pleasant one.

6. Passionately support fellow Mountaineers

by epitomizing the traits of personal lead-

ership and in being a helpful team player

within the Kilambé Coffee community.

Commitment Goes Both Ways

My Kilambé Coffee ID #: __________________________________________________

My Sponsor: ______________________________________________________________

Home Phone: _______________________________________________________________

Cell Phone: _________________________________________________________________

Email: ______________________________________________________________________

Upline Kilimanjaro: ________________________________________________________

Home Phone: _______________________________________________________________

Cell Phone: _________________________________________________________________

Email: ______________________________________________________________________

Your Support / Leadership Team

It All Starts with a Dream • Turning a Dream into Goals

• Goals for a Balanced Life

• Set S.M.A.R.T. Goals

Exceptional Products: The Legend of Kilambé Page 10

Off to a Great Start Page 11 • Planning Your Launch Tasting

• Your Launch Tasting Guest List

• The “Host Coaching” Process

• Building Your Team

Building Your Team Page 15

A Balanced Life and Business Page 16 • Business & Personal Activity Planner

Who Should I Talk To? Page 21 • Short List Memory Jogger

• Expanded List Memory Jogger

• Compile Your List of Names

The Power of Tap Rooting Page 25

Building a Strong Team Page 26 • The Definition of Recruiting

• F.O.R.M.

• Your 60 Second Commercial

• Your Cell Phone List

You Have Joined A Truly Dynamic Industry Page 31

Fundamentals ofKilambé Mountaineering

You may have joined Kilambé Coffee for any number of reasons. It could be because our company compliments your values and what you expect a company to be. Other reasons may include: to supplement your family income; have a more flexible schedule; personal and professional growth; a new and exciting career; enhancing or building your retirement fund; or possibly to pay for a college education for your children.

Whatever your reasons may be, you are among millions of Americans who have turned to direct selling for part-time or full time income. Today Direct Selling is more than a $30 Billion industy with more than 15 million Americans participating in the US alone, and growing at a faster rate than the economy. Surveys indicate that most people are choose direct selling because it’s uniquely flexible: They can be their own boss, set their own hours and work around other priorities such as their families.

Don’t try to reinvent the wheel.To help you jump-start your new business, we’ve created this Sherpa Guide, a training program that teaches fundamental proven “best practices” that have been used for years by thousands of successful direct sellers.

There are really only 4 skills you will need to learn, practice and master to optimize your success:

• SELL: Selling simply means Sharing – Sharing our products with enthusiasm and passion. Selling our products = make a profit!

• BOOK: Booking home Tastings is the cornerstone of building your business. The most successful Mountaineers make it a goal to book at least 2 additional Tastings from each Tasting they conduct.

• HOST COACH: The income you earn from each Tasting depends on how well you Host Coach. Host coaching increases attendance and minimizes cancellations. Host Coaching simply means to work with those who are Hosting a Tasting at their home, and coach them through the correct steps they need to take to help the Tasting be as successful as possible. (See details on page 13)

• SPONSOR: Sponsoring is about sharing — sharing the outstanding opportunity Kilambé Coffee offers its Mountaineers. Inviting others to join you in your Kilambé Coffee team is one of the most rewarding aspects of this business!

It All Starts with a Dream

Whatever your reason, the dreams and goals you have will help drive you. There are some basic steps to setting and achieving goals:

1. Write down what your most desired dream is. (Note: you must clearly define what you want)

• Written goals have a much higher rate of success.

Finish this sentance — “I’ve always wanted to...” (use a seperate sheet of paper if necessary):

______________________________________________________________________________________

______________________________________________________________________________________

______________________________________________________________________________________

2. Decide what you are willing to do to accomplish your goal.

• Mark the actual times on your calendar when you can do appointments.

• Schedule specific time to attend training meetings and licensing classes.

• Involve your family when planning your calendar.

3. Break your goal down into smaller achievable pieces. (More about being specific on page 8)

• What do you need to do on a daily, weekly and monthly basis to achieve your dream.

• Remember to talk to your sponsor and/or trainer for helpful ideas.

4. How much do you want to earn?

• First 90 Days: $ _______________________

• First 6 Months: $ _______________________

• First 9 Months: $ _______________________

• First 12 Months: $ _______________________

Remember that income is not the only incentive or reward. You have the opportunity to share your dreams and aspirations with many others, and help them celebrate achievement of the dreams they may have had for many years. You will find that aspect of your business very powerful over the long run.

Turning a Dream Into Goals

Now that you’ve identified your primary dream and goal, below we have provided space for you to be able to identify three (3) additional goals for every major life category. The more balanced your goals, the more balanced your life can be. Thus, we encourage you to identify at least three goals for each category listed.

All riches and all material things

that one acquires through self

effort begin in the form of a

clear, concise mental picture

of the thing one seeks.

— Andrew Carnegie

Physical1. ______________________________

______________________________

2. ______________________________

______________________________

3. ______________________________

______________________________

Material or Financial1. ______________________________

______________________________

2. ______________________________

______________________________

3. ______________________________

______________________________

Family1. ______________________________

______________________________

2. ______________________________

______________________________

3. ______________________________

______________________________

Business1. ______________________________

______________________________

2. ______________________________

______________________________

3. ______________________________

______________________________

Spiritual1. ______________________________

______________________________

2. ______________________________

______________________________

3. ______________________________

______________________________

Goals for a Balanced Life

Now that you’ve defined what your goals are in the important areas of your life — if you haven’t completed goals for all the spaces on the previous page please go back and do so now — it is important to take the next step and break them down to be more specific about how you will achieve them and when. You will need a separate sheet of paper to be able to complete the detail behind each of your goals listed on the previous page.

Exactly what do you want to accomplish and how soon? Goals are not your to do list. They are the “what” you want to accomplish, not the steps to get there. The “action steps” are your plan, and we’ll discuss those later. For now, decide “what” exactly you want to accomplish, and then define the goal(s) that will help you achieve the success you desire.

By setting S.M.A.R.T. goals, you will find they will become more realistic to be able to realize. S.M.A.R.T. is an acronym for: Specific, Measurable, Actionable, Realistic and Time-based.

So, make sure your goals are:

1. Specific: You’ll need to clearly define exactly what you want. For example, it’s not specific enough to simply say “I want to earn some extra income.” Exactly how much income will it take to pay for the family vacation or to pay for your son’s braces?

2. Measurable: You need to be able to measure whether or not you’ve achieved your goal.

3. Actionable: What will it take to accomplish and achieve your goal?

4. Realistic: Your goal needs to be realistic. Goals need to stretch us. One of the great things about setting and achieving goals is the confidence that comes from that accomplishment. Setting unrealistic goals defeats the purpose of setting them in the first place!

5. Time Based: This is closely related to being “realistic”. Every goal should have a target deadline, one that’s realistic.

Here’s an example of a goal that will help you get started:

“At the end of my first 60 days in business, I will have $2,500 in retail sales and three Mont Blanc Mountaineers on my team.”

Do you see how this goal meets all of the criteria of the S.M.A.R.T. system?

It’s very Specific. Not “good” sales or “start” my team, but specifically $2,500 in sales and three Mont Blanc Mountaineers. You can Measure your progress. It’s Actionable. It’s Realistic. It’s Time-Based — you’ve given yourself 60 days to achieve it.

The more you practice defining and working toward your goals at this level of detail the more success you will have with your Kilambé Coffee business — and frankly with any goals you set for any area or aspect of your life.

Set S.M.A.R.T. Goals

Alexa was just seven years old. She and her brother Marcel were moving back to their native Nicaragua, after having lived the past few years in California. Her father was “picky, picky, picky!” about his coffee, and he just never felt he could get a good, consistent cup. The passion in her Dad told him that it was his calling to create the finest coffee the world has ever known. And thus, the legend of Kilambé Coffee was born.

The location was crucial. They chose the mountain of Kilambé, rising up over a mile above sea level (5,700 feet), and surrounded by a National Protected Area. Original flora and fauna are nestled between the mountain tops, and fortunate visitors to the area marvel at the beauty. Part of the Bosawas Biosphere Natural Reserve, it is the second most important mountain reserve in the entire Central America region after the Amazonas. From these highlands, the myths and legends of Kilambé Coffee began to grow: a precious aroma with full bodied flavor — a distinctive taste that is now known to country’s Presidents and others internationally as the “World’s Premier Cup.”

Humble beginnings were evident in Alexa’s home, as they began their business in the laundry room of their small casa. Hand picked beans, hand roasted with meticulous care — the inventory of this premium blend was stored in a portable laundry tub. Alexa and Marcel often ran in and out of the laundry room, and of course became notorious for “spilling the beans”! But, they were carefully washed in spring water, which then began a tradition of the Kilambé Coffee beans to this day.

Alexa and Marcel helped sell to premium coffee shops, and added the distinctive burlap sacks which have be-come the trademark of Kilambé Coffee worldwide! To this day, it distinguishes our coffee from the competition in the “visual,” which only complements how Kilambé rises above the competition in taste and aroma.

From the heart of the Americas to your morning cup, the world’s most exquisite, richest, 100% Arabica beans have been roasted to perfection. Mountain shade grown, hand picked, spring water washed, sun dried, and roasted and packed when ordered. It doesn’t get any better.

Alexa’s family comes from at least three generations of farming, on both sides of the family. Always, from gene-ration to generation, the #1 attribute has been the QUALITY! The family farms and acreage have always been maintained with the highest respect for the land and surrounding environment.

The name Kilambé (pronounced “KIL AHHM BAY”, with the accent/emphasis on the last syllable) was chosen to reflect the area where only the highest varieties of Arabica and Maragogipe bean are grown. Pesticides are not used. The ripening process is slow, to guarantee the final product has all the organoleptic properties of a world-class coffee.

It’s unique washing, sun drying, and humidity process, combined with a “rest” period for the beans, are only a few of the “secrets” to this — the finest gourmet coffee on the planet. The roasting process of Kilambé separates us from the all the other coffees you will find. The experienced eye, nose, and hand of the master roasters will guarantee you the best of the best. That is our promise.

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Exceptional Products:The Legend of Kilambé

The first step to achieving your goals is launching your business properly. You are at a very moment when you’re in the process of “launching” your new business. We believe the most effective way to luanch your business is to Host your own “Launch Tasting,” and it may very well be the most important one you will ever hold.

What is a “Launch Tasting”?Think of it as the “Grand Opening” of your very own business. It’s your chance to invite everyone you know… your friends, neighbors, relatives, co-workers… to your home for a Kilambé Coffee tasting. Typically, you will Host this one yourself, or it could be with the help of your Sponsor if they live close by (see options below). If you Host your Tasting yourself, you would also earn the Host Rewards – half priced and free products that you can add to the products you will have received in your Starter Kit.

At your Launch Tasting you will introduce the wonderful Kilambé Coffee product line and share the business opportunity. It’s a great way to get the word out, share the excitement and book several more tastings. As a matter of fact, one of your primary goals is to book additional Tastings, in addition to whatever products you will sell.

You have two options for your Launch Tasting:1. If your Sponsor lives close by, you could ask him/her to assist you with your Launch party, and you will be the Host. In this scenario, he/she will earn the commission and sales volume and you will earn the free and half-priced items, Tasting bookings and any future Mountaineers. This is an excellent opportunity to learn from your Sponsor’s expertise.

2. If your Sponsor is not available, no problem! Hosting a Tasting is easy. You can act as the Mountaineer and the Host and you will earn the commission, sales volume, free products and half-priced items, gain future Tasting bookings and Mountaineers. Ask your Sponsor to spend some time on the phone answering your questions and sharing their best tips.

Make sure you invite a minimum of 25 to 35 people if you can. Use the form on the next page to help you make a quick list of the people you may want to invite to your Launch Tasting.

Typically, the rule of thumb is that about 1/3 of the people you invite will come, but since you will be introducing the idea of your new business most people who you know and invite will want to support you in your new business, you will likely get a better response than that. The more the merrier, so invite everyone!

My launch party will be on ___________________________________. At _______________________(time).

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Plan Your Launch Tasting

Name Phone # or Email RSVP? Bring a FriendYES NO YES NO

Friends

Relatives

Acquaintances (Your nail technician, hair stylist, people from church, etc.)

Neighbors

Kid’s Contacts (PTA parents, parents of kids in Sports, etc.)

EvEryonE LovEs to bE InvItEd to a tastInG! A personal invitation is best.

Your Launch Tasting Guest List

Page 12

Once your have Hosted your own successful Kilambé Coffee Launch Tasting, you should have been able to book several more Tastings from those who attended your’s. Now you’re off and running and have a nice launch pad for your business. When done correctly, every Tasting you present at from now on should, on average, generate two or more Tasting bookings. Your business will continue to grow from this very process.

It will take several contacts with your Hosts before the date of their Tasting. Following are the steps you will want to coach your Host through:

First Coaching ContactAsk if this is still a good time to talk...

1. Get “buy-in” from host that he/she is going to have a successful Tasting.

Help him/her to understand how their efforts can make a difference in the success of their Tasting...

2. Go through the host packet with him/her: — Host brochure — Guest order forms and catalogs for outside orders — Copy of any current host or customer specials — Recruiting brochure

3. Coach him/her to: — Collect outside orders before the night of the party — Start working on a guest list — Make a “wish list”

4. Schedule time to call back within 48 hours.

Second Coaching ContactAsk if this is still a good time to talk...

1. Smile, be enthusiastic

2. Go over “wish list” of what Host Rewards he/she would like to earn (help create one as ncessary)

3. Calculate amount of sales needed to earn the “wish list”

4. Help him/her create guest list

5. Coach him/her to personally invite guests

6. Ask him/her to send you their guest list with mailing addresses and email addresses. Share with him/her that you will be mailing reminder post cards to all their confirmed guests and sending e-mail invites to everyone as you never know when plans will change

The “Host Coaching” Process

7. Remind him/her to keep refreshments simple

8. Remind him/her to get all outside orders before the night of the party

9. Briefly offer the opportunity to join your team

Third Coaching ContactAsk if this is still a good time to talk...

1. Ask him/her how her outside orders are coming

2. Share how to make reminder calls to his/her guests

3. Ask him/her how many guest folders you will need

4. Get clear directions

5. Tell him/her what time you’ll arrive

At the Tasting, Act and Dress ProfessionallyWhen you present at the Tasting, it is important that you project a professional image both in how you speak and with how you are dressed.

Proper dress would be considered “business casual.” Dress comfortable for the situation and for the guests that will attend, as you don’t want to be overdressed for the situation, either. However, you do want to be among the best dressed in the room, so you may have a positive impact, and the guests know that you are serious about your business.

Sharing the Kilambé Coffee opportunity, (also called sponsoring or recruiting) is the most rewarding part of the business, both personally and of course, financially! When you truly believe that you have the best product, an excellent Host Reward program and the most lucrative income-earning opportunity in the industry, you can’t help but share it with others!

Sharing is merely having a positive attitude and expectancy. Sharing is caring about who we are and what we do. We care about the opportunity we enjoy, the people we help and the growth and benefits that lie ahead as we are increasingly successful with our Kilambé Coffee business.

Do not think you’re too new or too inexperienced in the business to begin to sponsor other Mountaineers. Nothing is further from the truth! Your enthusiasm and excitement will never be higher that when you first enroll, and you can be as effective at this point in your business as you may be at any time in the future, even with more experience. It is such a great thing to share the excitement and the journey with one or more friends that you sponsor soon after you enroll.

Sponsoring a new Mountaineer when you are a brand new establishes the best, most effective habits — right away. Habits that will quickly get you to that residual income every direct sales professional wants. Sponsoring is the key to building wealth!

There is nothing like building residual income! Income you will continue to earn long after the actual enrollmentof a Mountaineer is done. This is only possible with sponsoring and building your team. This is real income with the potential to be truly significant over the long-term.

When to Sponsor:The “when to sponsor” is easy — anytime, anywhere, but mostly at your Tastings. In fact, when you hold Tastings often and regularly, you’ll find most of your recruits will come from your them, because that’s where the greatest opportunity will always reside.

Sponsoring is no different than Sharing:It’s probably true that no one ever had to teach you how to share a great movie you just saw, or a restaurant you and your spouse just had dinner at. Right? Right! OK, if that’s correct, let’s think for a moment about how you share a great movie with a friend. If you’re like most people, you probably do the following:

• Convey your obvious enthusiasm with a big smile, wide open eyes, as well as an excited voice and mannerisms and lots of energy. Say something like, “Sue, I can’t wait to tell you about the movie Mike and I saw Saturday night!”

Tell them about two or three things about the movie you love most, such as this: “It had an incredible

Building Your Team

ending, and the acting was absolutely superb.” Sound familiar? Of course it does, because it’s part of human nature to do this.

• Let’s assume you love your Kilambé Coffee business. You enjoy entertaining friends in your home, and your home is definitely your castle. How would you share that with a friend? It might go like this…

You’d convey your obvious enthusiasm with a big smile, wide open eyes, as well as an excited voice and mannerisms and lots of energy. You’d say something like, “Sue, I can’t wait to tell you about my new business!”

You’d tell them about two or three things about your business you love most, such as this... “You won’t believe the quality of the coffee and teas I am able to offer. They’re imported directly from the mountain of Kilambé in Nicaragua!”

Do you see how Sharing an opportunity is similar to Sharing a great movie? It’s worth repeating: Sponsoring is just Sharing something you’re passionate and enthusiastic about.

So... where do you find prospective Mountaineers? Everywhere! Every person you know or meet is a potential recruit. All you need to do is talk, ask and plant seeds of desire.

And, of course, be prepared to take advantage of every opportunity to recruit at your Tastings, at the supermarket, at the doctor’s office, or at club meetings. Wherever you are, there are prospects waiting to hear what you like best about the products and opportunity with Kilambé Coffee.

A respected religious leader once said...

“No other success can compensate for failure in the home.”

Important Key Points for Personal and Business Success:• Work with your family calendar, not against it to maintain family and spouse support.

• With your family take a calendar and mark off every day that you cannot work your business. Include family dinners, sports, church, school activities etc. The days that are left are for working your business.

• Your family can be your greatest asset to growing your business — if not careful, however, they can also be your greatest distraction from finding true business success.

• Let your spouse and children help you with your business where possible.

NOTE...To be successful you need to treat Kilambé Coffee as a part-time business not a spare time business!!

Making the Most of Your Time.It’s not hard to keep busy — we’re ALL busy in life. The key to success in any business is to make sure you are actually accomplishing something.

Sales people in particular, until they have become more disciplined, can find a million-and-one things to do with their time, except the ONE thing they need to be doing to be successful — talking to prospects everyday about the Kilambé Coffee products and opportunity.

It doesn’t matter if you’re talking to prospects about the incredible Kilambé Coffee products, or about our tremendous opportunity — or both — just make sure you are doing that every single day, as many people as you possibly can, and you will be successful.

Remember, It’s almost impossible to say the wrong thing to the right prospect, or the right thing to the wrong prospect. Take massive action immediately, and don’t worry if you stumble over your words at first. Your prospects don’t know any better, unless you make a big deal about it. Simply do the best you can and the law of large numbers will take care of the rest.

The following are some simple time-management principles that will help you to stay focused on those things that will make you the most money.

A Balanced Life and Business

Keeping a Calendar and Appointment Book.You have priorities in life that need not be sacrificed for any business, especially your home and family life. It is possible to have a significant amount of business success and still spend quality time with your family. However, for you to be successful in any business, you will have to sacrifice time away from those you love, and for a time you will likely be out of balance. That is simply a fact of life.

In doing so, however, make sure you are present with your spouse and family for the important events. You and/or your spouse and children will ultimately determine what the most important activities are that you cannot and should not miss. Don’t give up important events and activities with your family, but don’t be frivolous with your time either.

The example you set of a strong work ethic will do much more for your children when they’re older than spending time with them watching TV and/or playing video games. Involve them in as many activities in your business as you possibly can. Make the time you spend with your spouse and children quality time. When doing so you need not feel guilty about the time that is spent at important activities and events.

A few ideas of important activities or events include: birthdays; your anniversary; school sports, plays, etc with the kids; family vacations, outings and activities; family reunions; date night with your spouse; civic duties and activities such as Rotary Club; etc.

How Do You Manage It All?Here’s an idea of how you can effectively manage all of your business, family and if applicable religious or civic responsibilities and/or activities — and can still be very effective and successful with your Kilambé Coffee busi-ness.

At the beginning of the month, sit down with your spouse and children with the “Activity Planner” found on page 20 of this Sherpa Guide, and:

1. Identify all of the family, couple (such as date nights), and individual activities you must not miss, and fill them in on the family calendar as well as in your personal day-planner (paper or electronic).

2. Next, identify all of the religious and/or civic events and activities you simply cannot miss, and pencil them into both calendars.

Once those events and activities are scheduled, you are now free to spend the rest of your available time work-ing your Kilambé Coffee business. Your spouse will know that if you are not at home during these non-sched-uled times, then you are working on your business: holding Tastings, working with members of your team, and building your business.

By going about building your business in this manner, you will find an added level of support from your spouse and family, when she/he is confident that you are fully committed to the family and being at important events and activities. He/she will also be less concerned about the time you are not spending at home because he/she knows that you are actively engaged in building a strong financial future for him/her and your family.

A Full, Happy and Balanced Life.You will find that life will be full and happy as you balance the needs of all areas of your life in this way, and your spouse and children will understand in advance what your commitment is to them, in addition to what your commitment is to your business to provide a better future for their needs and yours.

Let’s make sure that while we are pursuing business greatness and success, that we keep those things that are most important, most important in our lives.

It is a happy and healthy home and family life that gives meaning, sweetness and savor to life.

Protect that with all you’ve got!

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AFTERNOON

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Monday Tuesday Wednesday Thursday Friday Saturday

Page 20

Mountaineer Name: ______________________________

Calendar Month: ___________________________________

My Phone: _____________________________

My Trainer: _____________________________

Sunday

Using the calendar below, cross out days and/or times that you CANNOT work your business. Submit to a copy to your Trainer when complete.

Business & Personal Activity Planner

To answer to this simple question in a word is: Everybody!

Ok, now that we’ve gotten that out of the way, we know that by simply stating that you should talk to “everybody” doesn’t give you a plan of action of how to get started.

Because you are starting a new business the first thing we recommend is to create an advertising list. Every new business needs to advertise, and your home-based, part-time business is no different. However, because we are using the term “advertise” don’t get the wrong idea — don’t think you have to go out and spend hundreds or even thousands of dollars on radio, TV or newpaper advertising.

No, we’re talking about word of mouth of advertising, and initially, you are the “mouth” that will be doing the advertising. So, what you need to put together is a list of people you know would benefit from the excellent products and/or opportunity you have to offer.

The reason to build a formal list is that helps you be better organized. And the better organized you are, the more effective and efficient you will be in launching your business. Initially, you will want to write down the name of everybody you know. Your initial list could easily consist of 100 to 200 people — just think about how large your family Christmas card list is for starters, and there’s a lot of people you know on a more casual bases that are not on your Christmas card list.

The next step is to identify the top 25 to 35 you’ll want to invite to your Grand Opening Launch Tasting.

A word of caution here: Don’t make the mistake of leaving somebody off your list because you don’t think they would be interested. Give EVERYBODY the opportunity to experience the quality of your products, and see the power of our opportunity, just as somebody gave you the opportunity to do so, and then let them make up their own minds. It’s ok if they choose not to participate, but don’t discount somebody out of hand.

You may want to use the “Memory Jogger” ideas on the next two pages to develop your initial list of names.

If you don’t have a large warm market — maybe you’ve just moved to a new area — you can develop one quickly and easily by being a “friendship farmer.” A “friendship farmer” is one who will go out to purposely meet people in various settings and develop new friends which you can then utilize to introduce your products and opportunity. This process starts with booking your first few Tastings of course, and from there you can have access to the prospects you will ever need for your new Kilambé Coffee business.

Page 21

Who Should I Talk To?

Who do you know who is...?

AT WORK SPORTS ORGANIZATIONSPeople who are frustrated with their current job CoachesCo-workers/former co-workers TeammatesPeople who talk about starting their own business Golfing, bowling, tennis playersSpouse’s co-workers Fitness center membersThose who tend to gravitate to leadership roles Sport parents

NEIGHBORHOOD SOCIAL ACQUAINTANCESHousewives Club membersLandlords Community volunteersNewlyweds Boy/Girl Scout LeadersWorking Moms Holiday card list

SERVICE PEOPLE SALES PEOPLEDry Cleaners JewelerRestaurant workers FloristMail carrier/postal clerk DecoratorsDelivery driver Insurance agentsHair stylist/manicurist Appliance salesperson

RELIGIOUS AFFILIATIONS PLACES I PATRONIZEYouth and Music Ministers BanksClass teachers BakeryMinisters/spouses Pharmacy

Travel agency

PROFESSIONAL RELATIONSHIPS Grocery StoreGardners Child care centerDoctors/dentists DiscountAccountants Rental StoresAttorneys Gift ShopsNursesOpticians SCHOOLSHousekeepers Teachers, PTA, College Friends and/or Parents

Short List Memory Jogger

Warm Market:Christmas Card List

Current and/or old Address Books

Current and/or former Business Associates

Business Cards you’ve Collected

Neighborhood or Home-Owner’s Assoc. List

College Friends

Current and Former Co-Workers

Your Kids Teachers or Coaches

Relatives:Parents

Grown and/or Married Children

Grandchildren

Brothers and/or Sisters

Aunts and Uncles

Nieces, Nephews and Cousins

Father-in-Law -- Mother-in-Law

Brothers or Sisters-in-Law

Any other In-Laws or Relatives

Who is my, or... Who do I know that:Accountant

Association Members

Auto Mechanic

Sells Avon, Mary Kay or Tupperware

Bowling Team Members

Bus Driver

Car Salesman

Card Playing Group Members

Child Care Provider

Children’s Friends and Parents

Church Members

Club (Social or Service) Members

Convenient Store Clerk or Manager

Delivery Person

Department Store Manager

Dentist / Office Employees

Doctor / Office Employees

Donut Shop Manager / Employees

Dry Cleaner Manager / Employees

FedEx or UPS Driver

Fireman

Fishing and/or Hunting Buddies

Florist Manager / Employees

Friends / Social and Casual

Housekeeper and/or Gardener

Insurance or Real Estate Agents

Mailman

Maintenance Person

Minister / Pastor

Friends / Aquiantances

In Network Marketing

Neighbors / Paperboy

Pharmacist / Employees

Optometrist

Police Officer or Sheriff

Property Manager

Restaurant Owner / Employees

Retails Sales People:

Appliances

Clothes or Shoes

Computers and Office Supplies

Retired:

Co-Workers

Friends and Relatives

Route Sales People:

Bottled Water

Coffee and/or Candy

Frozen Foods

Sports Team Members / Parents

Supermarket Manager / Employees

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Seamstress or Tailor

Security Guard

Student

Teachers: Children’s / College

Truck Driver

Veterinarian

Waiters / Waitresses

Who sold me my...Appliances or Furniture

Boat or 4-wheelers

Business Cards

Camper or RV

Car, Truck or SUV

Who sold me my...Fishing or Hunting License

Glasses or Contacts

House or Vacation Home

Office Equipment

Tires or Vehicle Maintenance

TV, Stereo or Other Electronics

Vacuum Cleaner

Wedding Services and/or Supplies

I know someone who is...Antique Dealer

Artist, Ceramics or Art Instructor

Bank Teller or Bank Manager

Carpenter, Electrician, House Painter

Chiropractor or Dietician

Cuts Grass or Works on My House

Golf Buddies or Local Golf Pro

In Rotary or Lions Club

Owns or Manages my Apartment

Who else can you think of...

Expanded List Memory Jogger

First & Last Name Best Phone #

Customer

Mountaineer

Both Cust & Mtneer

IMPORTANT: MINIMUM list of 50 names...Copy this page as needed......100 to 200 would be much better. Don’t prejudge ANYBODY!

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E-mail Address

Compile Your List of Names

A new Mountaineer really isn’t anchored into the business until they have:

1. Become trained and presented at their first 4 to 6 Tastings

2. Become a regular user and believer in the product

3. Has enrolled their first 3 to 5 Mountaineers and begun building a team

The way you help anchor someone is to have them accomplish all three steps above.

Another team building principle to understand, is that a personally enrolled Mountaineer should not be considered an anchored “leg” until that leg has at least three people depth. This will give you the best chance to identify and find a strong leader in that leg.

The faster you can help drive a leg at least three deep, the more momentum and excitement can be created in that leg. Additionally, once a leg is at least three deep, the odds greatly improve that you will discover someone with strong leadership potential in that leg. If in the first three levels you still haven’t identified a leader, keep working the leg deeper until you can identify someone with leadership qualities and potential.

Once you do identify the person in a leg that is a potential leader you will want to work with him or her closely, regardless of how many levels down they are to you, to mentor them. Help this person drive three or more levels deep too. This is called “Tap Rooting.” Just like a tree, the tap root is what gives strength and nutrition to the rest of the tree.

Having leadership downline will give encour-agement and motivation to everyone upline. It also creates the principle of overlapping leadership which helps everyone in between.

Of course in order to develop leaders you musthave a Team to begin with. Over the next few pages we will be teaching you the principles of being good recruiter, trainer and leader of your developing Team.

Once you have mastered these principles, yourpotential success with your Kilambé Coffee business is literally unlimited. It will simply be a matter of time before you achieve all the success you have ever dreamed of.

The Tap Root Concept

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YOU

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This is where you develop leaders.

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The Power of Tap Rooting

Definition of Recruiting:“Helping people discover what they truly want from their life,

and then if the timing is right, showing them howKilambé Coffee can help them attain it.”

Team Building Basics• Begin strong with your own Grand Opening Launch Tasting — no better way to introduce the Kilambé

Coffee products to your closest friends, relatives and associates.

• Build on this effort by contacting your warm market list of people about the products and opportunity.

• Always be adding to your list. Keep 100 names on it at all times — never run out of people to talk to.

• Always ask your center of influences about who they know — always be asking for referrals. You have instant credibility when you can introduce yourself by saying... “your good friend so and so asked me to call you.”

• Ask everyone “Who Do You Know?”

Team Building Principles• Nothing can compensate for large numbers or recruits — the more Mountaineers you have on your

team the more profitable your business will be.

• You can’t break the averages. Any business is a numbers business at the end of the day.

• The Law of Large Numbers creates the Law of Averages. These are universal principles.

• The only thing you can truly control is the number of new people you contact about your business.

• You cannot make people successful. It’s easy to want success for someone else more than they want success for themselves. Don’t fall into this trap when Team building.

• You are looking for people that want more success in their life — not need it.

• You should have a mind-set that a new Team member is not anchored until they start building their own successful Team. It’s not until then that they start understanding the business.

• Keep in regular contact with your active Team members.

• Always be a leader by being the #1 recruiter on your Team.

• Set the pace and the example of what a good, solid leader should be, and should be doing.

Building a Strong Team

Objections to RecruitingPeople rarely tell you their real objection at first. Your job is to ask enough good questions to find their real objection. Once you find the final objection then you give an answer. Here are some typical objections:

• I don’t have the time.

• I am not good at sales.

• I couldn’t do as well as you do with this business.

• I can’t afford the kit.

• I really don’t see myself doing this.

• My husband / wife said that I can’t do this.

• I can’t get up in front of others and talk.

• This is just another MLM thing... I don’t like MLM companies.

Crossing ThresholdsThere are thresholds that every new Mountaineer will need to pass through. If they can’t cross the thresholds, they will never be successful in the business. Ultimately if a new Mountaineer cannot successively pass through the each threshold they will get frustrated and quit. Part of your job is to understand the thresholds and help them through them. By knowing what the thresholds are in advance you are better equipped to recognize them when your new Mountaineer is approaching them, and then help them through them

1. Fear of contacting people.

2. Can’t make a sale.

3. Can’t recruit anyone.

4. Can recruit but can’t get new recruit to get past the starting gate.

5. New recruits who quit.

6. Can recruit and make sales but can’t make enough money.

7. Finally can recruit, make sales and make enough money.

An important principle to learn and understand, is that every Mountaineer comes into the business with dif-ferent skill sets. Some have paid the price to master necessary skills to be successful with Kilambé Coffee in a former business or life experience, so they will be able to build their Team and be successful faster than someone else who has not already mastered essential skills. Others will need to learn and gain experience as they develop in the business — or “on the job training.”

Bottom line: there are no shortcuts to ultimate success.

The Essence of RecruitingDo you appreciate it when someone shares the name of an outstanding restaurant or great book with you? People love to share their positive experiences with other people by referring people to use products or service providers that they feel offer exceptional value. We do it with food everyday. Why not do it with a business opportunity that could very well change someone’s life? In the process you have the opportunity to be compensated for helping in them. Here are some important points to remember:

• Talk to everyone about the Kilambé Coffee opportunity.

• Never pre-judge anybody! You really have no idea what might be a hot-button for them.

• Let people know what you are doing — they may refer you to somebody that could make a big difference in your business long-term.

• Always get a person’s contact information that you meet in a casual setting, and follow-up with them.

• Learn to give your 60 Second Commercial (see the top of page 30).

• Follow-up and keep in touch. Circumstances change in peoples lives all the time, and even if they told you “no” before, it often times simply means “not now.”

F.O.R.M. F – Family — Ask about their family. Are they able to spend enough time with them?

O – Occupation — What they do now for work, and do they like it? Do they keep their career options open?

R – Recreation — What are their favorite recreational activities? Do they have enough time and money to

do it as often as they would like?

M – Money — Are they making enough money in their current career? Are they open to adding a second

stream of part-time income?

When you are asking questions in casual conversation with people, remember you are looking for key signals that will let you know if they may be a good potential Mountaineer. Prospecting is really just information gathering. Gather enough information to know if they opportunity and timing may be right for them at this time.

Listen for things like:

• My car needs working on.

• My husband/wife/child/spouse got injured and now we’re worried about how were going to pay his hospital bills.

• We are tight on money this month.

• I am so frustrated at work.

• We can’t afford a vacation. But we really need one badly

• I am thinking about getting a part-time job.

• We need to save money for our kids private school or college

• I'm worried about losing my job, what will I do for back up income?

If you ask people enough questions about them, they will tell you everything you need to know to determine if they would be a good Mountaineer, and if timing is right for them.

People like talking about themselves. Most people shut down when the other person just talks about themselves. It's smart business to be a good listener, to ask lots of questions about the other person. Using the F.O.R.M. technique is a great way to begin a conversation with people that you meet casually and start building rapport with them.

60 Second Commercial

When you are talking to people and they ask you... “what do you do?” As it relates to your business, you need to have a very clear and quick response — this is not a time to be stumbling over your words. This is what we call a 60 second commercial. Some elements you would want to cover include:

• My business is _______________________________________________________________________

• We have wonderful products such as _____________________________________________________

• I have been in this business for (how long) _________________________________________________

• I enjoy this business because ___________________________________________________________

• I like sharing it because ________________________________________________________________

Practice this dialogue with another Mountaineer until you don’t even have to think about what your saying, it just rolls off your tongue at the drop of a hat. The purpose of this exercise is to you help develop the ability to say enough to get people’s interest and at the same time sound confident about what you do. However, you don’t want to make it an overt sales pitche either. People don’t want to feel like they’ve been “tackled” by you.

Cell Phone ListAnother great resource we have now in this digital age is your “Cell Phone List.” Everybody has dozens, if not hundreds of phone numbers of their closest contacts, friends, neighbors, relatives, business associates, etc., stored in their cell phone. When you are with somebody and asking “Who do you know?” ...have them pull their cell phone out and start writing down names and phone numbers.

There is no better way to ask for and get a large number of referrals. And, of course, you want to assure the person you are asking for referrals from that you are going to treat their friends and contacts with the same respect that you treat them. You never put undue pressure on somebody to meet with them.

When you are contacting referrals you are simply asking for the opportunity to share your products and/or opportunity with them. Give them the opportunity to say yes or no, as the case may be. The more you call the more appointments you will get — but you’re not going to get to meet with all of them, and that’s ok.

Direct Selling has Withstood the Test of Time

So how do you reach the masses most effectively with an exceptional product without the skills, financial capital, and expertise to get into the largest retail chains in this country? And, at the same time build a team that can help you grow exponential income?

The short answer is through Direct Selling. Over the years some have called it Network Marketing or Multi-Level Marketing or “MLM.” Believe it or not, nearly 70% of Americans have purchased products from somebody they know in direct selling over the past 12 months. Have you?

If you have purchased the products of any of the following companies — or any one of hundreds of lesser known companies — you have participated in the direct selling industry: The Pampered Chef, Maui Jim Sunglasses, Mary Kay Cosmetics, Primerica Financial Services, Avon, Electrolux, Tupperware, Tahitian Noni, Scentsy, NuSkin -- just to name a few.

A Legacy To Be Proud OfConsider the Fortune 500 Companies who own Direct Selling companies today: Sara Lee Corporation owns 3 companies; Berkshire Hathaway (Warren Buffet, America’s most successful investor) owns 3 companies including The Pampered Chef and Electrolux; and Citi Group, who owns Primerica Financial Services (Primerica is among Citi Group’s most profitable subsidiary).

Warren Buffet of Berkshire Hathaway has said of his multi-million dollar purchase (estimated at $350 million) of The Pampered Chef a few years ago: “It may very well be the best investment I’ve ever made!”

Together, these companies, in addition to hundreds of others, represent Tens of Billions of dollars in annual sales around the globe. These companies thrive simply because of the person-to-person contact that make the direct selling industry work so well.

We are accustomed in our society to attend movies, dine at certain restaurants, and buy certain products, at the casual recommendation of a friend and family member. That’s what Direct Selling is all about — find a product or service you are passionate about, and get paid for recommending it.

Direct Selling is simply a delivery vehicle that facilitates this “word-of-mouth” advertising in a very effective manner. It is a very vibrant industry.

You Have Joined a Truly Dynamic Industry

Consider some of these facts: • The Direct Selling industry has grown steadily over the past 30 years, averaging about 10 % to 12% growth each year.

• The Direct Selling Industry has exploded an astounding 91% over the past decade.

• Direct Selling is a profession that is now being taught at the University level across America. A number colleges and Universities now offer a degree in Direct Selling including The Harvard School of Business.

• More than 175,000 people per month are starting their own home-based business within the Direct Selling industry around the globe.

• As Direct Selling receives both political and societal acceptance in China, it is expected that the Industry will grow at more than double its current rate over the next decade.

Neil Offen, past President of the Direct Selling Association based in Washington DC (www.dsa.org), has said:

“We are now a presence to be reckoned with. Over 200 million people will join our industry in the next decade. In the next 10 years the industry will have more growth than in the last 50 years. Direct Selling is now featured in every major publication such as Forbes, Fortune, The Wall Street Journal, Newsweek, Time, U.S. News and World Report, USA Today and the New York Times.”

Great opportunities only come along a couple times in a life-time. You are in the right place, at the right time, with the right company. Make Kilambé Coffee your home and your success from this day forward.

Take every advantage of the opportunity which has been placed before you.

Everest Sherpa · Off to a Great Start Page 11 • Planning Your Launch Tasting • Your Launch...

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