A Guide for Leaders to Use with High-Potential Consultants

C OAC H I N G G U I D E F O R D E V E LO P I N G T E A M C O O R D I N ATO R S

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IntroductionInvesting in the development of your team is your strategy for continued growth. New Team Coordinators and new Consultants make a strong contribution to your team! Your Consultants who participate in this program should see their business grow through confidence and skill and, of course, practice!

Table of ContentsProgram Overview 3

Session Format 4

Additional Resources 4

Tips to Get Started 5

Session 1

Leading with My “Why” and Beliefs 6

Consistent Party Schedule: 4+2+2 11

Session 2

Create Intentional Recruiting Conversations 18

Follow Up and Recruiting Interview 22

Session 3

Start New Consultants Strong 23

Review and Reflect 24

Resources (Fillable PDFs available via links throughout guide) 26

Social Media Support 41

Did You Know? 2016 and 2017 Team Coordinator first-time promotions: 89% achieved FreshSTART Sales Step 1

84% achieved FreshSTART Sales Step 2

84% achieved FreshSTART Sales Step 3

37% achieved FreshSTART Recruiting Step 1

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Program Overview

IDENTIFY PARTICIPANTS: Begin by identifying those Consultants who are excited about building their personal business and are consistent with parties. A great way to discover your high-potential Sales Consultants and to prepare them for this practical, skill-building program is to hold a Career Coffee either in person, online or over the phone with small groups of six to eight people.

You can also identify potential TCs through your TRM Reports; Coach List and FreshSTART achievers.

INVITE: Send an invitation to participate – share the time frame of the program and goals. A personal invitation by phone is always best.

WELCOME: Welcome them to the group and schedule the meeting dates and times. Also, send each participant a questionnaire resource document and discuss the program expectations before the first session.

ACCOUNTABILITY: If doing this program in a group, assign accountability or pacing partners. You may use the information from your attendees’ questionnaires to match partners. It is also a good idea to create a TC Development Program Facebook group and invite your attendees. Besides teaching skills, building community and networking with each other are important. Download the Facebook Banner.

PRE-SESSION PREP: Take time to read through the entire program before beginning so that you are clear about each step and what is expected. If you are doing this online or over the phone, it’s great to record the session to send as reinforcement and for anyone who missed the session so they can stay on track.

CELEBRATE SUCCESS: Send participants who successfully complete the program a Certificate of Completion(resource section).

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Resource links are highlighted in blue

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Session Format:Each session builds off the prior session, but these can be done individually or combined. For instance, you might do Sessions 1 and 2 together and then choose to spend more time on Session 3 and do that one separately depending on how much time you allocate and the needs of your participants. Each session includes a simple format so it’s easy for you to follow and adapt.

Introduce: Each session begins with an introduction explaining why this skill is important.

Ask: By asking questions, you are facilitating a discussion where everyone contributes and participates. Instead of you doing all the talking and sharing, asking the right questions can help attendees discover answers and solutions on their own and ultimately create a better learning experience.

Share: At your parties, do you share stories? Probably, because stories are memorable and people can put themselves in your shoes, which is exactly what you want these potential Leaders to do…try on yours until they fit into their own! So share your stories, your experiences and those of other Leaders…and what you learned along the way.

Practice/Homework: Each session ends with Practice ideas for attendees to do prior to the next session. These are also great activities for them to do with their pacing partner. Encourage the attendees to post on your TC Development Program Facebook group page when they complete assignments and have them share their “ah-ha’s.”

Resources: Throughout this coaching guide, you will provide your attendees with handouts during certain sessions. There will also be references to other resources and documents. This icon will link you to the resource needed for that particular activity. If the resource is a handout or worksheet for your attendees, you can access a fillable PDF version through the link provided in the guide.

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Leadership Pillars:

Tips to Get Started:Create CommunityCreate community and a way to keep in touch and network as a group:

• Create a Facebook group (add encouragement, post the Practice Activities, give shout-outs to recognize their efforts and recognize their achievements)

• Assign pacing partners for accountability, community and networking

• Start each session with a roll call or quick, fun icebreaker

• Point out that at the next Leadership Conference, they will be able to attend as a Team Coordinator and be part of your Leadership Team

Set ExpectationsIt’s important to create a welcoming and comfortable atmosphere. This will encourage consistent participation and allow participants to freely share their goals and ideas. It’s also critical to set high expectations for the group.

Examples:

1. Hold a minimum of four or more parties each month

2. Commit to attend all TC Development sessions

3. Complete the practice activities before the next session

4. Participate in the Group Facebook page

5. Connect regularly with their pacing partner

Stay ConnectedThe Facebook Group is one way to stay connected to the entire group. A couple of other ideas you might consider to stay connected to the individuals in the program:

• Combine participants’ business calendars with your calendar so you can track their upcoming parties and events to coach and support

• Use a program like Constant Contact, Cinchshare or Calendy to automatically schedule periodic notes of encouragement

• Invite them to shadow you at your parties, on 3-way Host Coaching calls, opportunity calls and events

• Set 15-minute check-ins on your calendar for individual coaching calls beyond the group meeting

Build a Foundation for SuccessThe three Leadership Pillars are a way for a Consultant to think about their shifting role from Consultant to Leader. These will be referred to throughout the guide. Use them to create a foundation for your emerging Leader’s role.

Know Your WhyShift to a

Leader’s Lens Be Intentional

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WelcomeWelcome everyone and thank them for investing in themselves by participating in the Team Coordinator Development Program.

Go over how they can pair up for accountability with a pacing partner and that you will be setting up a Facebook Group to connect with them.

Give participants an overview of how the program works:

• It is divided into sessions with questions for discussion, sharing and practice activities.

• Each session also has “practice” activities to do prior to the next session outside of the meeting time.

• Go over with pacing partners and the Facebook Group.

Introduce the Leadership PillarsIt all starts with personal Leadership. This is the ability to direct your Norwex business and to lead yourself in the direction that you would like your business to take. It is the ability to define what you want from your business and how you are going to get there.

Suggest participants print off the Leadership Pillars so they have a visual to refer to in guiding them in their emerging Leader’s role.

Explain that as they grow into Leadership, much of what they do doesn’t change but the biggest shift comes from the way they will think about themselves and their growing business.

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Know Your WhyShift to a

Leader’s Lens Be Intentional

L E A D E R S H I P P I L L A R S

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Pillar Discussion:

Ask: Why is knowing your “why” important? Who would like to share their why?

Ask: What does it mean to see things through a Leader’s lens?

Pillar 1

Pillar 2

Pillar 3

Ask: Being “intentional” means being purposeful and having meaningful thoughts, actions and plans. It’s about moving forward with a goal. What do you see as the benefits for you in being intentional about Leadership? About building a stronger business?

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Share: Share your why and perhaps how it has changed since you became a Leader.

Share: Share your personal story about when you started to see things differently in your business – perhaps when you shifted from going into a party looking for sales and bookings to when you also started going into a party looking for new team members.

IntroductionEveryone joins Norwex with a “why” – an emotion/reason they are committed to, and probably passionate about. As they consider moving into a Leadership role with Norwex, they probably already have identified why this is becoming important. Many people enjoy Leadership for a lot of reasons. For some, it is all about helping people, while for others it’s about having meaningful relationships—but what is most important, and what will help the attendees strengthen their determination, is knowing and understanding their “why.”

Great Leaders don’t set out to be a Leader,

they set out to make a

It’s never about the

Always about the

Lisa Haisha

R O L E

G OA L D I F F E R E N C E

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Beliefs Discussion:

Ask: Ask the attendees to write a list on their resource of the things that are holding them back in their business. Once they have completed the list, ask them: • What are things you “think you can’t do” that might be holding you back in your business?

• What do you think might help you “believe you can”?

• What do you think you need to know that you don’t feel you know now to become a Team Coordinator and Leader?

Practice: Next, have them write the word “yet” next to any on their list that they don’t feel they are proficient at “yet.”

Then ask them to read these aloud, and ask if these feel much more doable with a perspective that they just don’t know them “yet.”

Examples: They may not be proficient at getting multiple bookings at every party “yet.” They may not feel they are good at recruiting “yet.” They may not feel equipped to show new Consultants how to start their business “yet.”

Point out that this program will help them learn and improve in these areas. Going forward, as they feel discouraged, ask them to stop and remember the word “yet” and while they may be struggling with something at that moment, with effort and work they can improve and learn these skills.

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Share Henry Ford’s quote, which is also included on a resource, and provide the quote resource.

Share (depending on responses) Most of what we think we can’t do or need to know as a Leader are skills. The great news is that skills can be learned, and the more you do, the better you get!

In her book Mindset, Carol Dweck explains that people with a growth mindset believe that they can learn to

do things, but just might not know how “yet.” However, people with a fixed mindset believe they are not ever

going to be good and often give up.

Whether you think you can, or think you can’t—you’re right.

Henry Ford

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You can have everything you want in life if you help enough other people get what they want.

Zig Ziglar

Belief About Parties Taking Consultants back to where they were and what they thought when they first discovered Norwex will help them to realize that other people hearing about Norwex for the first time often share this same excitement.

(Beliefs Resource)

Answer the questions below: 1. Where were you, and what were you doing when you first heard of Norwex?

2. How did you feel when seeing Norwex products for the first time?

3. What are the three questions every new Consultant asks themselves about doing parties?

4. Who has benefited from you joining Norwex?

Discovering Norwex Discussion:Share the Beliefs resource and ask them to complete the five questions at the bottom.

Share: Have the Consultants share their answers with you. Then share the most common Consultant answers and information below:

1. They were at a party when they first heard about Norwex

2. They were super excited when they were first introduced to the product and couldn’t wait to share their excitement (sound familiar?)

3. The three questions that every Consultant asks themselves are:

a. Can I do it?

b. Is it worth it?

c. Who will help me?

And guess what? The same questions a potential new Consultant is thinking when they join are often the same questions a Host thinks about having a party and very likely the very same questions your attendees may have when thinking about Leadership.

4. – 5. Answering questions like these helps us realize our convictions and beliefs about what we have to offer with our Norwex business opportunity. The Norwex Opportunity is the epitome of sharing and caring.

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(The Power of 3 and Me Resource)

Name of Future Team: ___________________

Team Member 1: ________________

Team Member 2: ________________

Team Member 3: ________________

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Belief About Building a Team Discussion:

Session 1: Part 1 Homework

Ask: What do you believe about what it takes to build a team?

Ask: Ask attendees to send you a copy of their future team. Refer to their team name during the session and on your Facebook page. Hearing their name (like picturing yourself in a red jacket) makes it feel real. (Ex. Sandy from the future Champions Team when doing roll call)

Practice: Have attendees build their future team and share their “future team name.”

Assign a date for completion; suggest the Consultants post on Facebook group.

• Listen to the podcast: Having a Healthy Mindset.

• Call three people identified in “Power of Me and 3” and offer them the opportunity to be part of your team.

• Watch the Norwex Compensation Plan Part I and Part II videos.

• Connect with your pacing partner before the next session.

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Share: It’s simple when you think … it is about the Power of Me and 3

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4+2+2 Discussion:

Ask: Are you in front of enough people each month to secure future bookings and Recruiting Conversations? ?Share: Share your experience and ratio of how many people you typically meet to get new bookings and have Recruiting Conversations. Explain the next session will go into the recruiting process in detail.

Consistent Party Schedule: 4+2+2Review the 4+2+2 Party Formula; a proven formula modeled after best practices by real successful Consultants and Leaders. It’s a great benchmark for a consistent personal business, and even if you don’t achieve it every month, it is a great goal to strive for.

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Provide the 4+2+2 resource to your attendees.

(4+2+2 Resource)

Answer the questions below: 1. How many people were you in front of last month?

2. How many Host packets did you give out?

3. How many bookings did you secure?

4. How many Recruiting Conversations did you have?

5. How many follow-up recruiting interviews did you have?

(4+2+2 Resource)

4+2+2 Formula: 4 Parties 40 people

Booking Seeds

Host Planning Packets given 8 new parties

Goal: 2 per party

Recruiting Packages 8 guests

Goal: 2 per party

Potential Conversations 8 interviews

Goal: 1 per month

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Expand Your ContactsAlways a good place to start generating more bookings and potential Recruits is our good friend FRANKI (Friends, Relatives, Acquaintances, Kids connections and the Internet).

FRANKI List Discussion:

Share: Share your experiences building and always replenishing a contact list and that this list becomes a living document that you go back to over and over and add to often.

If you have held a Career Coffee for your attendees, have them pull out their FRANKI List from that meeting. If they do not have their FRANKI List, provide them the FRANKI List resource.

Practice: Give your attendees a few minutes to work on updating their FRANKI List.

Ask: Whom did you add to your FRANKI List this week??

(FRANKI List with a Leader’s Lens resource)

Whom do you know who is:• Excited to share Norwex products

• Committed to having a healthy home

• Looking for ways to save time and money

• Wanting to spend less time cleaning

• Interested in a career change

• Looking for ways to earn extra money

• Outgoing — enjoys time with friends and meeting new people

Who would make a great Consultant? Place a ★ by their name. Who would make a great Host? Place a ♥ by their name.

Update Your FRANKI ListLet’s add to your list by including people you will invite to host a party, plus those who would make good business partners and invite them to join your Norwex team.

★ ♥ NAME WHAT MAKES THEM A GOOD FIT FOR NORWEX?

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FRANKI: Host Coaching for Higher AttendanceAnother great way to use FRANKI is with your Hosts to help develop a solid guest list. Remember, it’s a numbers game and the more people in attendance at a party means the party will most likely be more successful for the Host and put you in front of more people for booking and Recruiting Conversations.

Higher Attendance Discussion:

Continue down the list.

Mandy her daughter, Hannah

Carol neighbors Kari and Becca

Tina

Sara Ashley, her best friend

Chris her mom and sister

They may not think of someone for all five people but her initial “solid” list of 5 is now a solid list of 11 in this example. This is especially helpful to build higher attendance in general at parties and with Hosts who share they don’t know a lot of people or who are struggling getting a guest list back to you.

Share:The Parties App is a great way to expand your guest list and stay on track for parties. Invite a participant using the app to share how easy it is to build their guest list. For a quick refresher on the Parties App, you can watch this short Norwex Parties App Overview video and find more Parties App content on your Consultant Office under Training > Parties > Parties App.

Have the “Host” list the 5 people who immediately come to mind when she thinks about having a party, and write their names down:

Mandy

Carol

Tina

Sara

Chris

Ask: Ask a volunteer to act as the Host. The attendee who volunteers to act as the Host will need a blank piece of paper.

Ask: Who is Mandy? Oh, your co-worker. When you think of her, is there someone who comes to mind – a friend she is always with or another person at work? How about Carol? Who might Carol bring to a party?

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Intentional BookingsSome things happen by accident and are a pleasant surprise. Yet, when it comes to consistently getting multiple bookings, it takes being intentional!

Filling Your Party Calendar Discussion:

Share: Here are some possible answers:

• Make booking calls

• Host own party – Re-Launch Party

• Party of 3 (you plus 2 more)

• Re-book Host (next appointment or touch point)

• Piggyback party: add a Facebook party to a live party already scheduled

• FRANKI List

• Open House

• Networking Groups

• Local businesses

• Referrals

• Fairs, trade shows and exhibits

• Solutions Party (if new Hosts – road test option)

Share: Have someone share the quickest time frame they ever booked and held a party and its success.

Ask: Why is a strong calendar essential to growing a business?If you needed one more party on your calendar in the next two weeks, what would you do?

Ask: How do you ask for bookings at your upcoming parties to fill your calendar in close?

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Intentionally adding value to others today will bring you fulfillment every day.

John C. Maxwell

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Overcoming Booking Objections Discussion:

Share: Role play how to overcome the objections that are mentioned.

Share the resource Overcoming Common Booking Objections and review any on this list that you didn’t cover previously.

Share: Review simple verbiage:

• Compliments work: “I think you would be a fantastic Host, and I’d love to share Norwex with your friends and family.”

• Asking questions can also be a great way to help a person think about why they would want to host.

Did you have fun tonight?

Did you get everything on your wish list?

Do you think your friends and family would love this product?

Ask: What are some common objections when asking for bookings?

Ask: How do you ask for bookings at checkout?

Ask: At every party, what is the best way to secure future bookings? (Goal response: ask everyone!)

Even as you grow your team, what must always remain your #1 focus?(Goal response: your personal business/parties)

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(6 Most Common Booking Objections resource)

Reasons why people DO book Norwex Parties!1. To have fun2. To help a friend3. Free products

Reasons why people DON’T book Norwex Parties!1. Unsure if their friends will see the value in attending2. Demonstration was too long3. No one asked them

Objection #1 - I’m too busyObjection #2 - My house is too smallObjection #3 - I don’t know enough peopleObjection #4 - Everyone I know is here tonightObjection #5 - I need to check with my friends firstObjection #6 - My friends are burnt out from the holidays

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Booking Seeds Discussion:Share: Share your favorite Booking Seeds. Discuss that personal stories or something that is authentically theirs always resonates with guests. Then suggest participants write down two or three of their favorite Booking Seeds or ideas shared during this session and be intentional in using them at their next parties.

The Overcoming Objections at Checkout resource is a fun, interactive way to get participants to think about the different personalities at their parties and how to address each to overcome objections for booking.

(Resource)

Overcoming Objections at Checkout: What would you say to Eliza, Cara and Quinn who share the following at your party when you ask about hosting a party.

Guest 1 Guest 2 Guest 3Excited Eliza Cautious Cara Quiet Quinn

Excited Eliza:“You know I just love Norwex, but this is such a busy time for me so I’ll pass on having a party.”

Cautious Cara:“All my friends are here so I don’t think they would come to another party.”

Quiet Quinn:“Thank you, but I don’t have many friends.”

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Share: Share this thought with them and suggest that they write it down: “The stronger my personal business is, the more in control I am of my income, the future of my business, the growth of my team and the quality of my life.”

Share: Point out that 2-2-2 follow-up is important to secure long-term Customers, Hosts and potential Recruits.

Follow UpEmpasize the importance of follow-up because that is where they can shift their Leader lens and become higher producers – for sales, for bookings and for finding new Recruits.

Session 1: Part II Homework• Ramp up your party schedule: Pick from the ideas we brainstormed to add parties to your calendar in the

next two weeks, and share your results with your pacing partner and on the group FB page.

• Try the FRANKI Host version for building attendance at your next three parties and post your results.

• Use one or more of the booking ideas to add one more party to your calendar in the next two weeks.

• Become intentional: book follow-up appointments into your personal schedule because this is an income-generating activity. Provide your attendees the 2-2-2 Care Plan resource.

• Connect with your pacing partner before the next session.

2-2-2 Reminder Alerts Discussion:

Practice: Make sure your attendees watch the 2-2-2 Follow-up video.

Practice: If attendees aren’t using or familiar with this great follow-up tool, walk them through where tofind it and who to target for their 2-2-2 calls. You can also have them watch the 2-2-2 Follow-Up Alert instructional video.

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Intentional RecruitingMany of the ideas discussed in this Coaching Guide for Developing Team Coordinators come from the Leadership Development Guide. Point out as they grow in Leadership, they will want to refer to this guide for direction and support.

Tip:Sometimes it is helpful to see things from another point of view. Share with attendees the following example to help them see why asking others to join them is simply offering something that someone may need and they wouldn’t know that if they didn’t ask.

You don’t know who needs us. You can’t see inside someone’s bank account, who is lonely, who needs this opportunity, who is a grandparent who would LOVE to take their grandchildren on vacation or even who is in a job now who is so worthy of a promotion and no matter how hard they work, they’re never going to be able to move into management. Or even who has always wanted their own business or looked for a way to be able to better help their family’s health or to simply stay home with their kids.

When you look at Consultants at an event, aren’t you sometimes surprised at the different kinds of people Norwex attracts? Doctors, lawyers, nurses, teachers, stay-at-home moms and dads, and the list goes on. The reality is we don’t know what others are capable of or what they need unless we ask.

Intentional Recruiting Discussion:One idea in the Leadership Development Guide is intentional recruiting.

S E S S I O N 2 : PA R T I

Share: Having good intentions and being intentional are two different things: Good intentions are often never acted on, while being intentional leads to action and results.

Share: Recruiting, like booking, is tied to how you think – your mindset – and it’s a skill that can be learned!

Ask: What is the difference between having good intentions and being intentional?Why is it important to be intentional in recruiting?

Ask: On a scale of 1 – 10, how comfortable are you with recruiting?

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Create Interest: Intentional Power StatementThe Power Statement is a quick commercial for your business and can be used anywhere – at parties or away from parties. It is a simple and intentional way for a new Consultant to talk about their new business, but a Power Statement can easily be adapted as your “why” changes and you grow as a Consultant.

Shifting Your Recruiting Discussion:

Power Statement Discussion: Model your Power Statement. Talk about when it shifted to include a “Leader’s lens.”

For example you might start out excited to help families create Safe Havens through your personal parties, but when you start to recruit you are now inviting others to join you in spreading our Mission and to reach many more families.

Share: To think about recruiting using a Leader’s lens is to be intentional during the 4 parts of recruiting:

1. Create interest and develop rapport2. Offer the opportunity and ask for an appointment3. Appointment: recruiting interview and follow-up4. Get a decision

Share: Many Consultants feel they have more control over bookings than recruiting. Help them to realize that just as they are intentional about bookings, they can also be intentional and set recruiting goals as well.

Ask: Did what I shared change the way you think about sharing Norwex? Have them rate themselves again and share.

Ask: Can you share your Power Statement, and how it might have changed since when you were a brand-new Consultant?

Ask: Do you think you have control over your booking goals? Do you set them? Do you think you have control over your recruiting goals? Do you set them?

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(Power Statement Resource)

Power Statement: I joined Norwex because ______________________________ What I love most now about what I’m doing is _____________________The reason I’m excited about telling you this is_______________________

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Create Interest: Recruiting EyesAnother great intentional activity is to walk into your parties with a Leader’s lens. Instead of walking inand thinking about selling and even booking, also walk in with recruiting eyes.

Create Interest: Intentional Recruiting SeedsShare the difference between direct and indirect Recruiting Seeds and use the Recruiting Seeds resource to share examples. Then have participants take time to write their own.

Share: Offer questions you use to get to know the guests.

Examples:

How do you know the Host? Have you ever been to a Norwex Party?

Do you live in the neighborhood? Are you coming from work?

Also share how you can use this information later to plant Recruiting Seeds and at checkout.

Ask: When you walk into a party, do you look for guests who might like to join you in this business?

How do they let you know? (ex. body language, questions, express a need)

What questions do you ask when you are mingling to help you connect with them?

How does learning this information help you?

What do you do with this information during checkout?

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(Recruiting Seeds Resource)

DIRECT SEEDS:

1. If you have watched me and wondered if you can do this, I moved here and saw the HUGE opportunity in front of me. This really is a golden ticket for whoever wants it. If your interest is piqued, I can give you a little info at checkout and we can set a time to chat.

2. If you have watched me and become excited about Norwex, this business has helped my family SO much with our_____(money focus). I would love to share a little info with you at checkout and we can set a time to chat!

3. If you have watched me and become excited about Norwex, I love that I got to hang out with you all tonight, and I am getting paid while my hubby is at home doing homework and putting the kids to bed.

INDIRECT SEEDS:

1. When you book a party, you get samples of the EnviroCloth® and Window Cloth. The two little scraps (sample of EnviroCloth and Window Cloth) might seem like nothing, but after cleaning my entire bathroom in just 10 minutes, I was blown away and became a Consultant.

2. This mop is the reason I became a Consultant. It’s FREE in the Party Starter Kit!

3. One of you has to sign up because you are SO fun, and I want to hang out with you again.

4. Make sure to take notes because I have learned that many of you will decide to join after you hear how amazing Norwex is!

created by: Kris Carlson

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Check Out Role Play Discussion:Model and then ask attendees to role play.

Compliment: “Kera, I loved your energy tonight. You are the kind of person I’d love to work with.”

Offer: “Have you ever thought about doing something like this? I think you’d be really good.” or… ”Of everything you heard tonight, what has impressed you the most?”

Close: “I’d like to send you home with this brochure, and then follow up to see what you thought andwhat questions you might have. Do you have any time tomorrow between 10 and 2?”

Ask for the Appointment: CheckoutAt checkout, use the compliment/offer/close approach to have Recruiting Conversations that lead to an appointment.

• Use the Recruiting Seeds developed in this session and record yourself saying two of the Recruiting Seeds. Play them on the way to your next party. Do you sound confident? Is it short and impactful? Grade yourself and if needed re-record and do it again.

• Contact three people who showed an interest in Norwex in the past or who you believe would be interested to hear more about getting involved with Norwex. Let them know that you were thinking of them as you are building a team and invite them to hear or learn more with you. Ask for permission to follow up with them and set a date. In the meantime, send them an Opportunity brochure or share with them the Norwex Opportunity video.

• Watch the series of Norwex Opportunity Brochure videos by Kris Carlson on the Consultant Office. Write down your ah-ha’s from what you learned and be ready to share them during the next session.

• Connect with your pacing partner and review the Recruiting Process Checklist resource together. Discuss with your partner which items on the checklist you feel confident about and which items you feel like may be areas of improvement for you. Highlight those areas you would like to improve on and keep this list handy as a reminder for what to focus on during your next recruiting interactions.

Session 2: Part I Homework

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The Appointment: Recruiting InterviewUse the coaching model below from page 19 of the Leadership Development Guide. Walk through the Opportunity brochure by first role playing as the Recruiter and then switch roles and finally ask them to practice on their own.

You can do this during a “mock” session or invite attendees to shadow you for an actual recruiting interview. This helps build confidence and shows the potential Recruit that you are there to support your team.

Opportunity BrochureThis brochure is a great conversational guide that covers the top five reasons people join Norwex.

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Share: Model using the brochure with a volunteer; then have them role play with their pacing partner for practice.

Step 1: Build Your Business on Your TimeThis business fits into your life any way you want. It’s very flexible. You can work this part time, full time or big time.

Step 2: Earn an IncomeYou can earn 35% on everything you sell. You can do this part-time and earn on average $175 per party; you can do this full time and maybe change the job that you have; or you can do this big time and move into Leadership, earning income you never dreamed possible.

Step 3: Get Big BenefitsThere are so many big benefits: you will get 35% off on all of the products you use, earn lots of other incentives and gifts and be able to go on trips that you only dreamed of. I get up every day and do something that I love and there aren’t many jobs where you get to say that.

Step 4: Love What You DoI get to get up every day and do something that I love, and there aren’t many jobs where you get to say that.

Step 5: Start for FreeYou are probably wondering how to get started. You can join for free. It’s just $9.99 shipping and handling. And Norwex is going to send you a kit with all the products and tools you need to get started.

Coaching Model:1. I do and you watch. 2. We do it together. 3. You try it on your own.

Session 2: Part II Homework• Watch the Recruiting Interview video by Kris Carlson. Pick a few of the most common objections and what to

say in response and make your own. Then record yourself and play them on the way to your next party. Do you sound confident? Is it short and impactful? Grade yourself and if needed re-record and do it again.

• Do a practice recruiting interview with a friend or family member and ask them to critique you.

• Connect with your pacing partner and role play a recruiting interview using the Opportunity brochure before the next session.

23

Start New Consultants StrongGetting new Consultants started strong and quickly is a key indicator of how successful they will be. The following checklist is a guide for activities to focus new Consultants on.

Based on your success onboarding new Consultants, share what you do. For the rest of this session, discuss steps in the New Consultant Checklist resource and answer questions. Also, go over Conversation Tips to Help You Support Your New Consultant resource.

S E S S I O N 3 : PA R T I

Immediately: Open for BusinessComplete the Success Promise and send it to you (so you know their why; their weekly goals and the income potential

Complete your FRANKI List

Pick 2 Launch Party dates and let friends know to save the date(s)

Sign up for Norwex Mobile Coach and Office Suite and set up your Personal Website

Watch the FreshSTART video

Review digital Party Cards and watch Party Cards video

Within the First Week: Get to Know NorwexUse your FRANKI List to book two or more parties

Use the kit products in your home and practice demonstrations with friends

Watch the Launch Party Part 1 and Part 2 videos and the product videos

Do one “Try It” demo

Within Two Weeks: Make a Connection

Learn about our Mission

Use social media to get the word out and gather orders from out-of-state friends and relatives

Submit $400 in sales to earn FreshSTART Sales Step 1 ($400 in Subtotal A Sales)

Write your Power Statement

Within Two – Three Weeks: Get the Party StartedHold 2 Launch Parties

Shadow your Recruiter or another Consultant or Leader on a party (if possible)

Watch the rest of the video series in the New Consultant tab on the Consultant Office

Within the First Month: Stay on Track and Stay Informed

Hold (or have booked) a total of at least 4 parties (2 Launch Parties and 2 or more additional parties)

Earn FreshSTART Sales Step 3: ($2,000 in Subtotal A Sales = earn Party Starter Kit plus $230 in free product)

Download the mobile Parties App. (Office Suite subscribers only)

Stay connected to your Recruiter and team

See the Norwex Calendar on the Consultant Office for all event dates

(New Consultant Checklist Resource)

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To help your new Consultant get excited and invested in a strong and quick start, ask:

“How many parties A WEEK would you and your family be comfortable with you doing?” Based on his/her response, show how to calculate the potential earnings.

Example: “One party a week means, on average, you would earn about $175 a week or $700 a month based on a $500 party average. How does that sound? How would that change your family’s budget?”

Also ask your new Consultant: “How can I support you? Or what support do you feel you need to get started to book your Launch Party or reach your income goals?”

Session 3: Part I Homework• View the video How to Use the New Consultant 5 Step Guide to Start New Consultants strong. Have

them post in the Facebook group what the 4 “W’s Questions stand for:

4 “W”s …Questions for New Consultants• Why did she join Norwex?• Who will she be talking to – sharing and inviting?• What will she say when talking to them?• When will she start talking to them?

• Listen to the podcast: Creating a Strong Start Part I and Part II.

• If participants are not currently familiar with the videos and other materials on the Consultant Office > New Consultant section, ask them to review this valuable resource.

• Connect with your pacing partner before the next session.

Review and ReflectThis program covered many training topics, and each session had practice activities that included implementation of the ideas into each person’s business. Implementing the new ideas is what will take their business to the next level.

Use this session to review the high points of the sessions up to this point and give each participant an opportunity to share what has changed in their business. Let them know in advance that they will each be sharing their thoughts during this session.

Also, have pacing partners share what they discovered by connecting and holding each other accountable.

S E S S I O N 3 : PA R T I I

Quick Tip:If possible for your last time meeting together, invite a guest speaker to cast more of a vision for Leadership—either your upline Leader or another Leader on your team or your Regional Sales Manager.

Start New Consultants Strong Continued

25

Review and Reflect Discussion:Here are some questions to ask to stimulate group discussion.

CongratulateCongratulate everyone on their efforts, energy, participation and completion of the TC Development Program. Let them know that you will be sending them a Team Coordinator Development Program Certificate of Completion and a Facebook “badge” that is a great form of recognition to share on social media.

Ask: What have you done to reach higher in your business since the beginning of this program?

In what ways has your belief about your skills and abilities changed?

What have you implemented at your parties that has made the biggest positive impact?

What is one area in particular that you wanted to impact in your business before the program and have you?

What are your next steps?

?

“Success is liking yourself, liking what you do and liking how you do it.”

Maya Angelou

26 T E A M C O O R D I N ATO R S C OAC H I N G G U I D E

Participant QuestionnaireLet your Leader learn more about you by completing the questions below.

Submit the completed questionnaire to your Leader by:

When did you join Norwex?

What was your original “why” for joining Norwex?

Has your “why” changed?

What were your personal sales last month?

What is your sales goal for this month?

How many parties do you personally have scheduled this month?

How many parties do you have scheduled for next month?

Do you have a recruiting goal for this month? If so, what is it?

When are you working to promote to Team Coordinator?

What do you think are your strongest skills in your business?

What areas would you like to improve in?

27T E A M C O O R D I N ATO R S C OAC H I N G G U I D E

Know Your WhyShift to a

Leader’s Lens Be Intentional

L E A D E R S H I P P I L L A R S

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Whether you think you can, or think you can’t—you’re right.

Henry Ford

T E A M C O O R D I N ATO R S C OAC H I N G G U I D E

Beliefs Discussion

What’s holding you back? Make a list below. For example: “I don’t feel like an expert in recruiting.”

Where were you and what were you doing when you first heard of Norwex?

How did you feel when seeing Norwex products for the first time?

Who has benefited from you joining Norwex?

What are the three questions every new Consultant asks themselves about doing parties?

29T E A M C O O R D I N ATO R S C OAC H I N G G U I D E

Belief About Building a Team DiscussionF U T U R E T E A M

Name of Future Team: ___________________

Name: ___________________

Name: ____________ Name: ____________ Name: ____________

30 T E A M C O O R D I N ATO R S C OAC H I N G G U I D E

4+2+2 Discussion

4+2+2 In Action

How many people was I in front of last month?

How many Host Planning Packets did I give out?

How many bookings did I secure?

How many Recruiting Conversations did I have?

How many follow-up recruiting interviews did I have?

4 Parties 40 people

Booking Seeds

Host Planning Packets given 8 new parties

Goal: 2 per party

Recruiting Packages 8 guests

Goal: 2 per party

Potential Conversations 8 interviews

Goal: 1 per month

u

u

u

u

4+2+2 Party Formula:

4 average $500 parties/month

2 bookings at every party

2 Recruiting

Conversations per party

+ +

By consistently working the 4+2+2 Party Formula, you will create the foundation for a healthy business that will develop into Leadership over time.

Think about the 4+2+2 Party Success Formula in action. Demonstrating the formula in action by adding numbers like in the example below helps quantify the power of this simple concept.

Build from 4+2+2

As you continue to add parties, you naturally increase the number of Recruiting Conversations, which leads to more Recruits and building a Team.

31T E A M C O O R D I N ATO R S C OAC H I N G G U I D E

FRANKI List Discussion

FRANKI List with a Leader’s Lens

YouFriendsF

RelativesR

AcquaintancesA

NeighborsN

Kids’ Friends’Parents

KInternet

Connections

I

Who do you know who is:• Excited to share Norwex products

• Committed to having a healthy home

• Looking for ways to save time and money

• Wanting to spend less time cleaning

• Interested in a career change

• Looking for ways to earn extra money

• Outgoing — enjoys time with friends and meeting new people

Who would make a great Consultant? Place a ★ by their name. Who would make a great Host? Place a ♥ by their name.

Update Your FRANKI ListLet’s add to your list by including people you will invite to host a party, plus those who would make good business partners and invite them to join your Norwex team.

★ ♥ NAME WHAT MAKES THEM A GOOD FIT FOR NORWEX?

32 T E A M C O O R D I N ATO R S C OAC H I N G G U I D E

Party Your Way to Success!Reasons why people DO book Norwex Parties!1. To have fun2. To help a friend3. Free products

Reasons why people DON’T book Norwex Parties!1. Unsure if their friends will see the value in attending2. Demonstration was too long3. No one asked them

Objection #1—I’m too busyYes, absolutely I completely understand. One thing I know for sure is that busy people hang around with other busy people. Would you agree that most of your friends have a very busy lifestyle too? What’s so great about hosting a Norwex Party is that your busy friends will welcome the opportunity to save so much TIME using our products. Busy people also love the opportunity to multi-task, so giving them a much-needed chance to socialize with their friends AND shop while you sit and visit is a “win-win.” Plus, it would be so much fun! What do you think?

Objection #2—My house is too small I completely understand why you might feel that way. Many of my most successful parties have been small, intimate gatherings. Something special seems to happen when we are in that environment, and we can keep the demonstration short and sweet.

Objection #3—I don’t know enough peopleWould you believe that’s the most common reason why most people hesitate to have a party? If I were to show you how easy it is to build a guest list by just starting with 2 – 3 key people, how would you feel about earning some amazing Host rewards while having fun with your friends?

Objection #4—Everyone I know is here tonight(Get current Host feedback) Hey Sue, Amy is interested in having her own Norwex Party, but she’s hesitating because she thinks everyone she knows is here tonight? (Host inserts how many people she knows or didn’t invite to current party.) I can understand why you might feel that way; looking around the room Sue has done an outstanding job of getting her friends and family here tonight. Amy, I will work with you just like I partnered with Sue. We can work on a unique guest list just for you. You have your own friends, family, neighbors, people you work with that would love to experience Norwex. What do you think about talking it through to see if we can come up with a list of friends and family that you could invite?

Objection #5—I need to check with my friends firstFor sure, I agree! How about this, let’s pencil in a date that works best for you FIRST? Then when you’re reaching out to your friends and family you’ll have a tentative date to do a climate check. You and I can confirm within the next 2 – 3 days! How do you feel about doing that?

Objection #6—My friends are burnt out from the holidaysHolidays can be a very busy time of year on people can’t they? Some people do feel like they’re being stretched in so many directions both physically AND financially. That’s why it can feel so good to offer your friends a way to save time and money while learning how to create a safer environment in their homes. Your friends will likely feel just like you did tonight, and see how Norwex products have such great value after the holidays as they’re tightening up on household expenses. We can show them a way that they can skip a complete aisle in the store!

33

What would you say to Eliza, Cara and Quinn who share the following at your party when you ask about hosting a party?

GUEST 1 GUEST 2 GUEST 3Excited Eliza Cautious Cara Quiet Quinn

Excited Eliza:“You know I just love Norwex, but this is such a busy time for me so I’ll pass on having a party.”

Cautious Cara:“All my friends are here so I don’t think they would come to another party.”

Quiet Quinn:“Thank you, but I don’t have many friends.”

T E A M C O O R D I N ATO R S C OAC H I N G G U I D E

OV E R C O M I N G O B J E C T I O N S AT C H E C KO U T

Booking Seeds Discussion

34 T E A M C O O R D I N ATO R S C OAC H I N G G U I D E

Customers go where they are invited, and stay where they are cared for!

2 - 2 - 2 C A R E P L A N

CALL #1 Thank you for your business2 days after the party

This phone call is all about the message you want to convey. What are the feelings you want your Customer to feel?

CALL #2 Your satisfaction is my success2 weeks after the party

When you call your Customer within 30 days of product delivery, you will add value to your Norwex business andstart earning Customer loyalty. This call gives you an opportunity to ensure that your Customer is delighted withtheir purchase. What is the message you want conveyed—the feelings you want the other person to feel?

CALL #3 Exploring Norwex together2 months after the party

Now that you have established a relationship with your Customer by building trust through follow-up, you havethe opportunity to ask them to join you and continue their Safe Haven journey. Invite your Customer to experiencehosting a Norwex Party or joining your Team as a Consultant!

Write your own invitation to encourage your Customer to host a party or join your team:

Now try writing your own script that will help to convey your authentic message:

Now try writing your own script that will help to convey your authentic message:

35

Finish these three thoughts:• I joined Norwex because _______________________________

____________________________________________________

____________________________________________________.

• What I love most about what I'm doing is ___________________

____________________________________________________

____________________________________________________.

• The reason I'm excited about telling you this is _______________

____________________________________________________

____________________________________________________.

CREATE YOUR Power Statement

TIP: Look back at your Success Promise to help you answer these questions. Use your Power Statements at your parties or anytime you’re sharing Norwex with others.

14029 - 0816

36 T E A M C O O R D I N ATO R S C OAC H I N G G U I D E

Recruiting Seeds Handoutcreated by: Kris Carlson

DIRECT SEEDS: (make at least one based on your experience)1. If you have watched me and wondered if you can do this ... I moved here and saw the HUGE opportunity in front

of me. This really is a golden ticket for whoever wants it. If your interest is piqued, I can give you a little info at checkout and we can set a time to chat.

2. If you have watched me and become excited about Norwex, this business has helped my family SO much with our_____(money focus). I would love to share a little info with you at checkout and we can set a time to chat!

3. If you have watched me and become excited about Norwex, I love that I got to hang out with you all tonight, and I am getting paid while my hubby is at home doing homework and putting the kids to bed.

INDIRECT SEEDS:1. When you book a party, you get samples of the EnviroCloth® and Window Cloth. The two little scraps (sample of

EnviroCloth and Window Cloth) might seem like nothing, but after cleaning my entire bathroom in just 10 minutes, I was blown away and became a Consultant.

2. This mop is the reason I became a Consultant. It’s FREE in the Party Starter Kit!

3. One of you has to sign up because you are SO fun, and I want to hang out with you again.

4. Make sure to take notes because I have learned that many of you will decide to join after you hear how amazing Norwex is!

MY RECRUITING STATEMENT:

37T E A M C O O R D I N ATO R S C OAC H I N G G U I D E

Recruiting Process Checklist

1. Believe you have a gift to share Feel confident and you will begin to share it easily.

2. Have a solid calendar of parties The recruiting process starts with bookings, because you need to be in front of enough people to have Recruiting Conversations.

3. Go into parties with “intentional recruiting eyes” Look for whose life Norwex could help. (ex: someone whose husband got laid off recently)

4. Open parties with questions Ask questions that lead to discovering what is going on in each guest’s life. (ex: How do you know the Host?) (store this info at checkout)

5. Sprinkle 2 – 4 Recruiting Seeds at every party Store “light bulb” responses and use this information at checkout.

6. Check out each guest with the 3-question close (starting with recruiting first) Use the mountaintop theory of starting with the business opportunity, then hosting, purchasing and referring a friend. Use any information that you heard from them that would pique their interest.

7. Most important! Set an appointment When you will follow up to answer their questions and help them discover if Norwex is a great fit; give them an Opportunity brochure with your contact information on the back.

8. Follow up with a recruiting interview (live, phone, online) Start with answering their questions and walking through the Opportunity brochure with the 5 reasons people join Norwex.

9. Determine next steps Sign up at end of recruiting interview is best because they are most excited. Have them sign up online while you stay on the call or if not ready then, set up a time when you will talk again.

10. Establish new Consultant contact Set up weekly connection calls. Provide team meeting information, dates to shadow you at parties or on calls and welcome them to the team on your Team Facebook Page.

38 T E A M C O O R D I N ATO R S C OAC H I N G G U I D E

New Consultant ChecklistImmediately: Open for Business

Complete the Success Promise and send it to you (so you know their why; their weekly goals and the income potential

Complete your FRANKI List

Pick 2 Launch Party dates and let friends know to save the date(s)

Sign up for Norwex Mobile Coach; Office Suite and set up your Personal website

Watch the FreshSTART video

Review digital Party Cards and watch Party Cards video

Within the First Week: Get to Know Norwex

Use your FRANKI List to book 2 or more parties

Use the kit products in your home and practice demonstrations with friends

• WWatch the Launch Party Part 1 and Part 2 videos and the product videos

Do one “Try It” demo

Within Two Weeks: Make a Connection

Learn about our Mission

Use social media to get the word out and gather orders from out-of-state friends and relatives

Submit $400 in sales to earn FreshSTART Sales Step 1 (FreshSTART 1: $400 in sales)

Write your Power Statement

Within Two – Three Weeks: Get the Party Started

Hold 2 Launch Parties

Shadow your Recruiter or another Consultant or Leader on a party (if possible)

Watch the rest of the video series in the New Consultant tab on the Consultant Office

Within the First Month: Stay on Track and Stay Informed

Hold (or have booked) a total of at least 4 parties (2 Launch Parties; 2 or more additional parties)

Earn FreshSTART Sales Step 3 ($2,000 in Subtotal A Sales = earn Starter Kit plus $230 in free product)

Download the mobile Parties App. (Office Suite subscribers only)

Stay connected to your Recruiter and team

See the Norwex Calendar on the Consultant Office for all event dates

39T E A M C O O R D I N ATO R S C OAC H I N G G U I D E

GREAT CONVERSATION Tips TO HELP

YOU Support YOUR NEW CONSULTANT!

I am excited to support you in achieving your goals!

This is an exciting time for you, as you will be learning new skills!

Part of learning is practicing, so let’s be sure to set up some regular

calls if you think that will be helpful. That way we can focus on things

like booking, recruiting, sales and Customer care.

Thank you for sharing that. It really helps me to understand how

best to support you. The good news is that Norwex is so easy to

share with family and friends. Treat them like Customers and

you will be surprised at how much success that might bring you.

You’ll be helping those closest to you create their own Safe Haven,

and that always feels so good!

I am glad you told me that. I think together we can work on some things that might be helpful. Would you like that?

Let’s start with your Power Statement and dig deeper into that.

• What do you love most about Norwex?

• How have the products changed your life?

• Do you think people that you know would like to create their own Safe Haven?

Let’s now take a look at what you have been currently doing to try to get bookings. What do you think you would want to do differently? Would you like to practice with me?

I can relate. In fact, many Norwex Consultants felt the very same way. When learning something new it can take time until we feel comfortable. What I found really helped was just reminding myself that if I focused on why I joined Norwex and what I love about the products and what it did for me and my family, I felt much better and more confident.

I have so many great goals and ideas!

I really only want to use the products personally and

share with just family and friends.

I just can’t seem to get bookings on my calendar.

I feel so nervous and a little overwhelmed.

WHAT A NEW CONSULTANT MIGHT BE THINKING WHAT YOU CAN SAY

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