Saturday, March 6, 2010

Put Bad News to Work FOR You Instead of Against You - by Pete Zdanis

Put Bad News to Work FOR You Instead of Against You
- by Pete Zdanis

I’d like to comment on some concerns I’ve heard from a few team members lately. Some people have told me that they have been having trouble prospecting because prospects are concerned about the economy and are reluctant to spend money on something new, such as starting a USANA business.

It seems that you cannot pick up a newspaper, listen to the radio or watch the news on TV without reading or hearing doom and gloom stories about job losses, the declining stock market, the recession/depression, falling real estate values, rising health care costs, the failure of the Social Security and Medicare systems, people not having enough money for retirement and on and on and on.

No matter what the future holds, we need to keep in mind that we have a solution for many people’s problems. Remember that we have said in the past that building a USANA business is not about us, it’s all about the customer or prospect. What can we do, or what can we offer, to help others?

When you approach your business building from that standpoint, everything falls into place much more neatly.

When someone tells you that they don’t want to spend the money now to start a USANA business because all of the “experts” are telling them to save every penny they can, remember the “Feel, felt, found” approach –

“I know how you feel. I know many other people who were not comfortable with investing in a new business venture. However, once they did some more research, they found that building a USANA business is a very realistic way to develop a residual income and build financial security no matter what the economic environment may be.”

Let’s take an example and look at the stock market for a minute. The volatility in the stock market today is creating incredible stress, to put it mildly, among investors and traders alike. But, what if you could recommend a stock to someone which they could purchase for, say, less than $1,000 and, over time and with some effort, would start producing a return of $100, $200, $400, or even more, per WEEK? Do you think they MIGHT be interested? I would certainly think so!

The reality is that starting and building a USANA business can be the equivalent of such a stock, and you have all the information you need to show people how it can be exactly that.

How about real estate? I know many people who feel that the way to financial independence is by purchasing investment properties, and I agree that can be the case in some instances. But, how many people can invest tens or hundreds of thousands of dollars, deal with tenants, collecting rents, paying for insurance and property maintenance, let alone rising interest rates and declining property values? Not many that I know of.

Finally, let’s talk about savings. Again, I agree that saving is very important. However, let’s look at the numbers. Let’s say you have $10,000 in an account which pays 5% simple interest. In one year, the return will be $500. That’s all well and good, but don’t you think that people might be interested in an alternative where they can earn many times that return for just one tenth the investment?

Am I saying that building a USANA business is easy? No. However, I am saying that you can compare USANA to any other investment or business opportunity and show how it can provide a significantly higher reward for much less risk, no matter what the economic environment might be.

So, be sure to remember that our business is all about the customer or prospect and not about us. Listen to what people have to say, learn what their needs or concerns are, and then show them how you, and USANA, can meet those needs, or address those concerns.

Pete Zdanis

**Income Disclaimer – US Dollars
$93,000 is the average yearly income for an established, full-time USANA Associate. $24,500 is the annual average of those who earned as little as one commission check each month. Total includes all earnings from the Compensation Plan, Leadership Bonus, Matching Bonus, contests, and incentives. Calculations based on earnings for fiscal year 2009.  Figures should not be considered as guarantees or projections of actual earnings, which result only from consistent, successful sales efforts. To be considered in a rank’s earnings, Associates must have earned checks at a median rank for at least 20 weeks. According to results from an in-house survey taken between 2004 and 2006, the primary reason 17% of USANA independent business owners join the company is to improve their financial future. 21% of that group earns a check at least once a month. Of those whose primary reason is to earn enough to replace a full-time income, 90% have been Associates for at least one year and 57% are full-time Gold Directors and above. The number of Gold Directors and above who have maxed at least 1 Business Center during the year equals less than 1% of all Associates. Those earning as little as one check a month equal approximately 3% of all Associates. If you include all 165,710 with the title of Associate, which includes Associates not actively building a business (acting as wholesale buyers), Associates who just joined, (as little as one day), and those who are just beginning to build their customer base, the average yearly income is still $616.71 with nearly one in three earning a check. To date, USANA has more than 150 Associates who are lifetime Million Dollar Club members.

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