spend a lot of time working with new people in our group helping them develop
their goals and action plans for their USANA business.
always ask them to make the initial effort to put their goals and plans in
writing, and then share them with us for review and suggestions. The main
reason we do this is because, unless they develop their goals themselves, they
will never take ownership of them and will likely not take the necessary
actions to reach the goals.
we usually discover in the first draft we receive from new distributors is one
of two extremes:
Very general and vague - "I want to earn $1,000.00 per week in
Extremely detailed and mind-numbing "business plans" which would
require a Harvard MBA to understand.
first example is far too general, and doesn't provide any detail on what must
be done to achieve the goal. At the end of every day, there would be no way to
measure if you made any progress toward your goal.
second example is far too detailed, and usually overwhelms people and causes
"paralysis by analysis". It would be impractical to review an
elaborate business plan daily to measure progress.
with one or two high level goals with a specific target date, and then
"work backward" to develop more specific action plans to achieve the
a Gold Director in 12 months."
That's a specific goal with a defined time frame.
let's break that down into smaller, manageable actions steps that are needed to
achieve the goal.
example, we know that the average Gold Director has personally sponsored 30 to
40 new Associates.
let's define an action step, or secondary goal, to reach the primary goal:
sponsor three new Associates per month".
That will certainly get us to our primary goal, but - How do we sponsor three
new Associates per month?
let's break it down into even smaller steps................
are many, many different ways and methods to sponsor new Associates - Warm
market, cold market, social media, classified ads, purchased leads, etc., etc.
The various methods, combined with the individual Associates’ belief,
confidence and experience level, make it difficult to determine specifically,
at least initially, how many presentations any given Associate would have to
make to sponsor one new Associate.
the sake of this exercise, let's simply assume that they would sponsor one out
of every ten people they make a presentation to.
By "presentation", we are referring to a Communication Edge item, an
H&F Meeting, a one-on-one H&F Presentation in person, an information
pack sent by snail mail or e-mail, or a telephone presentation using the
H&F Presentation, Fast Facts, etc. Therefore, we would need to make thirty
presentations in one month in order to sponsor three new Associates in a month.
Our third level goal or action step would be:
30 presentations per month."
- Hang in there, we're almost done.............
everyone we talk to is interested in learning more about becoming involved in
USANA. Therefore, we're obviously going to need to contact more than 30 people
in order to schedule 30 presentations. Again, the ratio of contacts to
presentations varies widely based on many variables, similar to those listed
above. But, for the sake of example, let's assume that half of the people we
contact would be interested in learning more about USANA, i.e., would be
willing to view / attend / listen to a presentation.
Our fourth level goal or action step would be:
60 contacts per month." (Or an average of two per day)
we have something to grab on to.
We now know that, in order to become a Gold
Director in one year, (Primary Goal) you would need to make an average of two
contacts per day (Single Daily Action Plan – SDA).
At the end of every day, you can now look back at your activities for the day, ask
yourself if you took needed action to reach your primary goal, provide an
answer, and rate yourself:
Zero Contacts - "F" - failed for the day.
One Contact - "C" - did okay, but need to do better tomorrow.
Two Contacts - "A" - achieved my goal, and am on track to reach my
More than two Contacts - "A+" - I may reach my primary goal faster
than my target date.
Don't get hung up about the numbers in the above examples. They are simply
that - examples.
As you gain in experience and knowledge, you may find that
more than half of the people you contact would be willing to learn more about
USANA, and that more than 10% of the presentations you make will result in a
In fact, I KNOW that will be the case.
Zdanis USANA Power Team ® 2017 - All Rights Reserved
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