newsletter week 5 2011
TRANSCRIPT
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution
2011
Week ending 16th of July
Newsletter
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 2
Advanced Sales for everybody
Tuesday, Thursday & Saturday 6:09AM local time
1-760-569-7676
passcode = 869630#
To listen again: 1-760-569-7699; passcode = 869630#
Mort Call for everybody
Sunday 4:00PM CST (Central Standard Time—ask your SM)
1-712-432-1001
passcode = 440597007#
To listen again: 1-712-432-1011; passcode = 440597007#
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 3
Technical Tips TOP NOTCH INTRODUCTION
Here are four important points to help you really break loose with your production.
It's all about connecting with people to turn sit-downs into sales.
1. Make sure when you go in the home that you are using the people's names that you
are talking with. Everyone likes to be called by their name. You might say something
like "Mrs. Jones, is it Cathy?" Then you can use their first name from that point
forward.
2. Remember to always connect your names. In your introduction, make sure you are
showing your pre-approach pad and order books to find out who else they know in
the area that has purchased books from you or your roommates:
“I guess there are so many names because parents out here are as education
conscious at home as they are in school.”
By the way, you should make sure you have copied all your roommates' customers and
names on to your name and grade folder also, as well as the names of people who
purchased the books in previous years.
3. Always compliment them on how education-conscious everyone seems to be in the
area.
4. Remember to use this right before you start
your demonstration: "Cathy, I think the reason I
am having such a great summer is that all the
kids have homework. When they have
homework, they all get stuck. It seems that
parents can't always help. The reason I am
having such a great summer is because these
books do. After you’ve taken a good look,
don’t feel bad if you want to say no;
please just let me know a simple yes or a
big fat no.”
Having a simple and exciting introduction
is one of the most important parts to
your summer production.
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 4
1. What is the name of the school
district you are working?
2. How many schools (public and
private) are in your area and can you
name them all?
3. Have you collected the names of all
the teachers in the public grade school,
middle school, and high school and
written their names on the inside of
your name folder?
4. Do you know what is being taught in
each grade? What are the 5th graders doing in Science class? Who is the toughest Math
teacher at the high school?
5. Are you working school district by school district?
6. Professionals lead the sales process and let the customer make the decisions,
peddlers wait for validation from the prospect. Are you leading the sale or waiting for
validation?
7. Professionals use names and third person testimonials to sell, peddlers do not.
8. When you approach a house and don't get in, do you get mad or do you become
your own coach and ask yourself: “Was I relaxed? Did I speak slowly? Did I use names?
Did I smile? Did I second approach? Did I Door-Demo to get a Sit-Down? Did I
mention it’d take 5 mins and promise to leave them in a good mood?” If you did all
these, then FIMO (Forget It, Move On)
9. Professionals use positive affirmations and make a conscious effort to control their
attitude, peddlers do not.
10. Professionals are constantly striving to improve. Do you spend ten minutes each
night reading your sales talks or sales manual?
Are You a Peddler or a Professional ??
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E1 - Excellence & Execution 5
11. Professionals take pride in getting excellent pre-approach so that they don't miss
any prospects in their area.
12. Professionals work call backs twice a day. Once in the morning on their way to
work and again on their way home at night.
13. Professionals know exactly where they are going to work each day, peddlers do
not.
14. Professionals have specific daily goals, peddlers just go through the motions and ‘do
their best’. How many customers are you trying to get TODAY? Remember to
concentrate on controllable goals and fill them out on your weekly report.
15. Peddlers give a
monologue and talk at
people. Professionals
make their
presentation a
dialogue by asking lots
of questions and
letting prospects talk.
In your
demonstrations
today, who did most
of the talking, you or
Mrs. Jones? (The
talker is the buyer …
either they talk and
buy your books, or
you talk and buy their excuses / objections)
16. Professionals are extremely knowledgeable about their products. How much time
have you spent looking through the books you sell? Are you showing new things in your
demonstration to make it more fun? Are you spending five minutes a day getting familiar
with your books?
17. Professionals are service minded; they think about their customers and how they
might be able to help them. Peddlers think about themselves and what they want.
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 6
18. In your pre-approach do
you find out what time the
family is usually home or
what color car to look for in
the driveway to increase your
chances of catching the mom
home, or do you just go door
to door?
19. Are you thanking every
person that looks at your
books or that gives you pre-
approach, or are you
forgetting to do that?
20. Professionals take the time to fill out every space on their name folder because
every blank space has the potential to cost you money. Peddlers don't bother staying
organized; it takes too much effort.
21. When you run into Southwestern books in your area, peddlers seize the
opportunity to complain while professionals realize the opportunity to get written
testimonials in their samples to help with future sales. Professionals also realize that
they are talking with a buyer and they show more books.
22. Professionals are familiar with all their products, not just the lead product.
23. Professionals answer objections before they come up. When you get an objection,
ask yourself, “Did I try to discuss that concern with the prospect in the
introduction?” If not, that’s o.k., just make sure you cover it at the next house.
24. Peddlers make the same mistakes over and over. Professionals make mistakes
then take actions to correct them.
25. Peddlers like to follow Student Managers so that they can take a day off.
Professionals see it as an opportunity to learn.
26. Professionals understand the critical importance of being a great roommate.
27. Professionals say positive affirmations between houses. Hey, that one was already
mentioned! Professionals understand that repetition sells, besides that one was the
most important!
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E1 - Excellence & Execution 7
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 8
E1 - We set the standard: Higher, Faster, Stronger
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E1 - We set the standard: Higher, Faster, Stronger
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Hours Tambet Tallo 89
Aleksandr Senigov 87
Anep Perlov 87
Ilja Shmarjov 87
Lauma Zarina 87
Mihkel Vetemaa 87
Anna Irjas 86
Anna Vilane 86
Darta Sice* 86
Elen Tsopp 86
Janno Jürgenson 86
Liisa Maria Lõoke 86
Mari Saviir 86
Toms Veza 86
Veiko Tamm 86
Aleksei Panov 85
Alice Kallas 85
Carolina Laos 85
Erki Kukk* 85
Filipp Vinograd 85
Harri Aro 85
Janno Enno 85
Jekaterina Rümmel 85
Jelena Proskurina 85
Joosep Sõnajalg 85
Karel Kõiv* 85
Karel Sootalu* 85
Kristel Tuul 85
Kristin Kõrv 85
Maarja Varis 85
Mihkel Leis 85
Priit Märtin* 85
Priit Rinken 85
Sandra Janekalne 85
Targo Holsting* 85
Valter Aro 85
Aira Praakle 84
Anni Tani 84
Anni Katkosild 84
Annika Kirsimäe* 84
Artur Schotter 84
Birgit Toompuu 84
Hannula Katrin Pandis 84
Heigo Kriibi 84
Iskander Ahmet 84
Jana Schmidt 84
Janar Ojaste 84
Julia Zamatajeva* 84
Kadri Koort 84
Karl-Gustav Tamberg 84
Kati Tamm 84
Katre Kõiv 84
Kaur Tuttelberg 84
Kelly Kruup 84
Kerli Toming 84
Kertu Biene 84
Kinne Tonnison 84
Kirk-Marius Kukumägi 84
Kristina Malukaite 84
Kristjan Ploompuu 84
Kuldar Kongo 84
Liana Lodi 84
Liis Variku 84
Liis Kukk 84
Malle Seppor 84
Marcus Puhke 84
Marek Arru 84
Marie Naggel 84
Marleen Saat 84
Mart Roben* 84
Raul Kerme 84
Raul Metsva* 84
Remo Jõeorg* 84
Sergei Metlev 84
Silva Šanin 84
Tanel Karu 84
Timo Aleste* 84
Aija Ulmane 83
Aiki Otsalt 83
Aime Klooren* 83
Andrei Koltšenko 83
Anu Ilves 83
Artjom Fraiman 83
Arturs Cestnovskis 83
Aurimas Peseckis 83
Carina Paju 83
Danute Maciulaityte 83
Deivi Sarapson 83
Eerik Sare 83
Elo Sinisaar 83
Elsa Sepping 83
Epp Sinisaar* 83
Ernst Tõnisson 83
Eva Perejainen 83
Eva-Liisa Viilma 83
Evert Alba 83
Gerda Rand 83
Grete Ruberg* 83
Gustav Liblik 83
Hannes Mäeorg 83
Hans Kullama* 83
Helena Kase 83
Helina Kiviselg 83
Inge Suviste 83
Jaanika Aasa 83
Jana Polõn 83
Kathriin Karus 83
Kristiina Toom 83
Laine Kaleja 83
Liina Bljahhina 83
Liisi Tani 83
Maarja Kaseväli* 83
Maria Nuudi 83
Maria Soome 83
Markus Meimer 83
Martin Raadik 83
Merilin Tali 83
Paulius Simutis 83
Pille Riin Aasa* 83
Rainer Orro 83
Reet Veskioja 83
Rosmarii Rosenthal 83
Stina Sistok 83
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 11
Tõnis Erissaar 83
Tõnis Põldsaar 83
Triin Junkur 83
Triin Toom 83
Veiko Tell* 83
Agris Kalnins-Kalnmalis 82
Aive Praakle 82
Anu Rieberg 82
Ardo Pinna 82
Birgit Remiküll 82
Deniss Karamõshkin 82
Elina Belija 82
Elinor Vutt 82
Elis Jaanson 82
Erik Perlin 82
Erki Veiko 82
Erle Püvi 82
Esther Kukk 82
Halliki Aasmäe 82
Hanna Aruoja 82
Helena Hain 82
Jan Poznahirko 82
Jürgo Järving 82
Johannes Saar 82
Julia Polujanenkova 82
Kaari Lind 82
Kaia Metsmaa 82
Kairi Hunt 82
Katre Tamm 82
Katrina Mäeorg 82
Ken Mällo 82
Kerttu Kompus 82
Kerttu Karon 82
Kristaps Ruska 82
Kristi Jõeorg 82
Kristin Paas 82
Laura Urnieziute 82
Lauris Plume 82
Liisi Sarap 82
Madara Jakobsone 82
Madis Raud* 82
Madli Remmelkoor* 82
Marge Pärn 82
Margit Saidla 82
Margus Mölder 82
Maria Grigorjeva 82
Marian Vares 82
Marion Kauber 82
Martin Kiisküla 82
Meelis Mikiver 82
Merily Kesküll 82
Merit Holm 82
Niina Maslovskaja 82
Ottomar Tamm 82
Paula Rapp 82
Peteris Rozenbanks 82
Rauno Leets 82
Rytis Neniskis 82
Sigrid Saare 82
Tanel Kobrusepp 82
Tanel Jäppinen 82
Tanel Aruoja 82
Tõnu Hiielaid* 82
Teele Tuuling 82
Tomas Paulius 82
Ulari Teder* 82
Agne Andrikyte 81
Aleksandra Poluskova 81
Alina Sokalska 81
Allar Teder 81
Anna Bõstrova 81
Anni Paumees 81
Annika Pärt 81
Anrijs Simkus 81
Ave Räni 81
Brian Randall 81
Christian Anderson 81
Doris Viikholm 81
Edgaras Bomblauskas 81
Egle Rapalyte 81
Evita Bole 81
Fred-Erik Starkov 81
Gerly Tuur 81
Hannes Tammik 81
Helena Fjodorova 81
Ieva Matuseviciute 81
Imbi Helm 81
Indrek Kuusk 81
Indrek Harjak 81
Ivo Lobjakas 81
Janek Kiss 81
Jürgen Sahtel 81
Kaarel Sarap 81
Kaarel Kork* 81
Kadi Mikson 81
Kadri Jõgi* 81
Kadri Hunt 81
Kaidi Eelmaa 81
Kaili Arnus 81
Kaire Saarep 81
Kairit Rebane 81
Kaisa Karron 81
Karin Ploom* 81
Karina Naumova 81
Kaspar Peek 81
Katrin Kiviselg* 81
Katrin Kütt 81
Kätlin Küttis 81
Kätlin Rohtlaid 81
Krista Puur 81
Kristin Johannes 81
Kristin Kriibi 81
Kristina Daucionaite 81
Kristina Grityte 81
Kristina Einlo 81
Laura Galdikaite 81
Laura Meimer* 81
Lauryna Serapinaite* 81
Liisi Jantra* 81
Lina Strumskyte 81
Linas Caikinas 81
Maarja Jõgi 81
Maarja Vendel 81
Madis Pajo* 81
Magnus Kiisküla 81
Maiu Vares 81
Mari Moora 81
Mari-Liis Kokka 81
Marius Zaleckis 81
Mattias Pilv 81
Mihkel Moosel* 81
Nele Rõõmus 81
Olavi Must 81
Olev Pihlakas 81
Oscar Lange 81
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 12
Ott Riiel 81
Pille Pajoma 81
Priit Priimägi 81
Raili Kivisalu 81
Raivis Bondars 81
Ranol Kaseväli* 81
Reimo Rattur 81
Robert Unga 81
Saile Mägi 81
Sanita Aldina* 81
Siga Jasiute 81
Siim Ühtid 81
Simas Grigonis 81
Tanel Liiva 81
Tõnis Suitslepp 81
Triin Ilves 81
Triin Vendel 81
Triinu Saan 81
Triinu Pihlak 81
Ugne Zitineviciute* 81
Vahur Olado 81
Vytautas Geguzis 81
Ahmet Karavar 80
Anastassija Tšunjukina 80
Andrius Pelegrimas* 80
Anna Kougija 80
Anneli Uudeküll 80
Artur Sirkel 80
Chris Uibopuu 80
Diana Jekabsone 80
Eva Treifelde 80
Giedrius Liutkevicius* 80
Gitte Reimann 80
Gytis Perevicius 80
Harry Käsk 80
Heili Rea Lapsanit 80
Helin Ilumäe 80
Iveta Millere 80
Janis Elpers 80
Juhan Toompuu 80
Julija Ivinskyte 80
Jurate Sirvydyte 80
Justas Lescinskas 80
Juste Pranckeviciute 80
Kairit Kraudok 80
Kati Rattasepp 80
Kerli Kanniste 80
Kristina Sulger 80
Ladislav Marsik 80
Laima Paskauskaite 80
Linda Zarina 80
Lukas Breznican 80
Maarja Kütt 80
Madara Zute 80
Madis Põldsaar 80
Mardo Soo 80
Maris Mäger 80
Markko Salumäe 80
Matej Opet 80
Matiss Breikss 80
Metra Kupruka 80
Milan Alaxin 80
Mirko Kruusma 80
Modestas Zalimas 80
Nadežda Gluškova 80
Natalja Jermolina 80
Oleg Adamson 80
Priit Paal 80
Rene Ollino 80
Rima Meskelinuaite* 80
Sergei Zunajev 80
Sergey Domnin 80
Siim Truusalu 80
Siim Ošur 80
Siim Keskpalu 80
Tõnis Kattai 80
Teele Sarapuu 80
Tiiu Vaher 80
Timo Rohula 80
Toomas Pihl 80
Velta Vuskane 80
Veronika Kunikova 80
Viktorija Silicka 80
Vytautas Dalibagas 80
Vytautas Mikalajunas 80
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 13
Calls Kristina Malukaite 367
Agris Kalnins-Kalnmalis 358
Kadri Koort 357
Artur Schotter 353
Erik Perlin 333
Erki Veiko 331
Indrek Kuusk 329
Kristiina Toom 327
Marleen Saat 325
Marian Vares 323
Katre Kõiv 321
Evert Alba 320
Kadri Hunt 319
Maarja Jõgi 318
Kertu Biene 317
Karin Katsan 314
Veronika Kunikova 309
Paula Rapp 307
Peteris Rozenbanks 307
Anni Tani 306
Merily Kesküll 306
Raili Kivisalu 306
Triinu Pihlak 306
Jan Poznahirko 305
Anni Katkosild 304
Stina Sistok 303
Niina Maslovskaja 300
Karlis Miculis 300
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 14
Demos
Tambet Tallo 240 demos
Kristin Kõrv 211 demos
Kadi Tobreluts 217 demos
Marian Vares 250 demos
Denisa Chladekova 229 demos
Gerda Rand 245 demos
Jan Poznahirko 233 demos
Anna Irjas 238 demos
Indrek Kuusk 226 demos
Carina Paju 212 demos
Liisa Maria Lõoke 210
Ugne Zitineviciute* 210
Maarja Jõgi 207
Kristel Tuul 206
Eerik Sare 206
Katre Tamm 206
Evita Bole 206
Metra Kupruka 206
Madli Remmelkoor* 205
Veronika Kunikova 205
Lauma Zarina 204
Sergei Metlev 204
Karl-Gustav Tamberg 203
Toms Veza 202
Helena Hain 202
Maria Nuudi 201
Janno Enno 200
Kelly Kruup 200
Kertu Biene 200
Kristina Malukaite 200
Merit Holm 200
Aleksandr Senigov 199
Ilja Shmarjov 199
Elen Tsopp 199
Anni Katkosild 199
Artur Schotter 199
Malle Seppor 199
Inge Suviste 199
Kadri Koort 198
Deivi Sarapson 198
Ken Mällo 198
Kristi Jõeorg 198
Karina Naumova 198
Magnus Kiisküla 198
Sergey Domnin 198
Dominykas Speicys 198
Kinne Tonnison 197
Marie Naggel 197
Liisi Tani 197
Gitte Reimann 197
Kristiina Toom 196
Maarja Kaseväli* 196
Elis Jaanson 196
Kätlin Küttis 196
Kirk-Marius Kukumägi 195
Marek Arru 195
Epp Sinisaar* 195
Imbi Helm 195
Laima Paskauskaite 195
Carolina Laos 194
Kerli Toming 194
Agris Kalnins-Kalnmalis 194
Ugnius Svilpa 194
Birgit Toompuu 193
Arturs Cestnovskis 193
Elsa Sepping 193
Birgit Remiküll 193
Indrek Harjak 193
Pille Pajoma 193
Harry Käsk 193
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 15
Aleksei Panov 192
Alice Kallas 192
Annika Kirsimäe* 192
Heigo Kriibi 192
Liis Kukk 192
Aija Ulmane 192
Gustav Liblik 192
Anu Rieberg 192
Aleksandra Poluskova 192
Kadri Hunt 192
Raili Kivisalu 192
Sanita Aldina* 192
Kerli Kanniste 192
Nadežda Gluškova 192
Tõnis Erissaar 191
Anni Paumees 191
Kaisa Karron 191
Jurgis Kuksa 191
Taavi Kivimaa 191
Aira Praakle 190
Liis Variku 190
Remo Jõeorg* 190
Helena Kase 190
Merilin Tali 190
Ave Räni 190
Christian Anderson 190
Karin Ploom* 190
Lina Strumskyte 190
Juhan Toompuu 190
Justas Valantinas 190
Silva Šanin 189
Elo Sinisaar 189
Stina Sistok 189
Erki Veiko 189
Paula Rapp 189
Helena Fjodorova 189
Kristina Daucionaite 189
Oskars Muiznieks 189
Darta Sice* 188
Veiko Tamm 188
Joosep Sõnajalg 188
Eva-Liisa Viilma 188
Margus Mölder 188
Janek Kiss 188
Saile Mägi 188
Ladislav Marsik 188
Sandra Janekalne 187
Iskander Ahmet 187
Tanel Karu 187
Reet Veskioja 187
Madis Raud* 187
Reimo Rattur 187
Tõnis Kattai 187
Mihkel Vetemaa 186
Hannula Katrin Pandis 186
Kaur Tuttelberg 186
Jana Polõn 186
Halliki Aasmäe 186
Brian Randall 186
Kaarel Kork* 186
Kristina Grityte 186
Robert Unga 186
Anna Kougija 186
Helin Ilumäe 186
Iveta Millere 186
Oleg Adamson 186
Siim Truusalu 186
Kaspar Kork* 186
Kristiina Hein 186
Hannes Mäeorg 185
Merily Kesküll 185
Ottomar Tamm 185
Rauno Leets 185
Annika Pärt 185
Hannes Tammik 185
Kaire Saarep 185
Siim Ühtid 185
Triinu Pihlak 185
Ieva Alisauskaite 185
Maarja Varis 184
Anni Tani 184
Tõnis Põldsaar 184
Lauris Plume 184
Fred-Erik Starkov 184
Gerly Tuur 184
Kairit Rebane 184
Kaspar Peek 184
Linas Caikinas 184
Ott Riiel 184
Tõnis Suitslepp 184
Kairit Kraudok 184
Matiss Breikss 184
Sandra Fride 184
Liva Mikelsone 184
Mihkel Leis 183
Priit Rinken 183
Marleen Saat 183
Artjom Fraiman 183
Evert Alba 183
Maria Soome 183
Triin Toom 183
Anna Bõstrova 183
Kätlin Rohtlaid 183
Tanel Liiva 183
Triin Ilves 183
Polina Sõrjanaja 183
Tomas Michalik* 183
Janar Ojaste 182
Johannes Saar 182
Margit Saidla 182
Nele Rõõmus 182
Janis Elpers 182
Juste Pranckeviciute 182
Mardo Soo 182
Teele Sarapuu 182
Velta Vuskane 182
Karin Katsan 182
Ugne Cesnaviciute 182
Jekaterina Rümmel 181
Katre Kõiv 181
Julia Polujanenkova 181
Peteris Rozenbanks 181
Rytis Neniskis 181
Kaidi Eelmaa 181
Maarja Vendel 181
Eva Treifelde 181
Jurate Sirvydyte 181
Kristina Sulger 181
Priit Paal 181
Harri Aro 180
Targo Holsting* 180
Jaanika Aasa 180
Erle Püvi 180
Esther Kukk 180
Niina Maslovskaja 180
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 16
Kadi Mikson 180
Priit Priimägi 180
Raivis Bondars 180
Kati Rattasepp 180
Sergei Zunajev 180
Siim Ošur 180
Edgaras Drozenao 180
Kristina Gabrilaviciute 180
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E1 - We set the standard: Higher, Faster, Stronger
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Sitdowns
Marian Vares 129 SDs
Kadi Mikson 127 SDs
Tanel Karu 119 SDs
Katre Tamm 114 SDs
Elinor Vutt 114 SDs
Kuldar Kongo 116 SDs
Paula Rapp 115 SDs
Tambet Tallo 114 SDs
Carina Paju 117 SDs
Heili Rea Lapsanit 114 SDs
Gerda Rand 120 SDs
Elsa Sepping 113
Kätlin Küttis 113
Janno Enno 112
Arturs Cestnovskis 111
Tanel Kobrusepp 111
Helena Fjodorova 111
Kadi Tobreluts 111
Kristin Kõrv 110
Maarja Kaseväli* 110
Jürgo Järving 109
Olev Pihlakas 109
Kertu Biene 108
Epp Sinisaar* 108
Eva Perejainen 108
Alice Kallas 107
Marie Naggel 107
Kaari Lind 107
Kaili Arnus 107
Katrin Kiviselg* 107
Madis Pajo* 107
Kristiina Hein 107
Carolina Laos 106
Tanel Aruoja 106
Allar Teder 106
Anna Irjas 105
Liisa Maria Lõoke 105
Annika Kirsimäe* 105
Kaur Tuttelberg 105
Helin Ilumäe 105
Aive Praakle 104
Kristin Paas 104
Ranol Kaseväli* 104
Aira Praakle 103
Malle Seppor 103
Erki Kukk* 102
Sandra Janekalne 102
Hannula Katrin Pandis 102
Marleen Saat 102
Taavi Havre 102
Mari Saviir 101
Maria Nuudi 101
Triin Toom 101
Ilja Shmarjov 100
Kristel Tuul 100
Hans Kullama* 100
Targo Holsting* 99
Birgit Toompuu 99
Kati Tamm 99
Katre Kõiv 99
Jan Poznahirko 99
Aleksandr Senigov 98
Mihkel Leis 98
Artjom Fraiman 98
Kaspar Peek 98
Aurimas Peseckis 97
Janek Kiss 97
Oskars Muiznieks 97
Veiko Tell* 96
Martin Ligema 96
Liina Bljahhina 94
Anu Rieberg 94
Elis Jaanson 93
Teele Sarapuu 93
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Karl-Gustav Tamberg 92
Helena Kase 92
Tanel Jäppinen 92
Magnus Kiisküla 92
Jaanika Aasa 91
Kristiina Toom 91
Laura Galdikaite 91
Kristi Raudsepp 91
Priit Märtin* 90
Rainer Orro 90
Indrek Kuusk 90
Katrin Kütt 90
Karin Katsan 90
Dominykas Speicys 90
Darta Sice* 89
Erle Püvi 89
Sigrid Saare 89
Mari Moora 89
Anna Kougija 89
Lukas Breznican 89
Kinne Tonnison 87
Merit Holm 87
Anneli Uudeküll 87
Remo Jõeorg* 86
Maria Soome 86
Kairi Hunt 86
Madli Remmelkoor* 86
Ulari Teder* 86
Triin Ilves 86
Vahur Olado 86
Rima Meskelinuaite* 86
Priit Suitslepp* 86
Elen Tsopp 85
Karel Kõiv* 85
Kadri Koort 85
Aija Ulmane 85
Reet Veskioja 85
Tõnis Erissaar 85
Tõnis Põldsaar 85
Maarja Jõgi 85
Livia Handlovicova* 85
Harri Aro 84
Evert Alba 84
Tõnu Hiielaid* 84
Lina Strumskyte 84
Nele Rõõmus 84
Harry Käsk 84
Mardo Soo 84
Tomas Michalik* 84
Kristaps Ozols 84
Andrei Koltšenko 83
Elo Sinisaar 83
Hannes Mäeorg 83
Liisi Sarap 83
Ottomar Tamm 83
Kaisa Karron 83
Teele Tuuling 82
Anna Bõstrova 82
Jürgen Sahtel 82
Maarja Kütt 82
Anni Katkosild 81
Anu Ilves 81
Eerik Sare 81
Lauris Plume 81
Laura Meimer* 81
Raili Kivisalu 81
Iveta Lesovojute 81
Kristina Malukaite 80
Kristjan Ploompuu 80
Laine Kaleja 80
Merilin Tali 80
Pille Riin Aasa* 80
Laura Urnieziute 80
Margit Saidla 80
Vytautas Geguzis 80
Jurate Sirvydyte 80
Jozef Biz 80
Christian Anderson 79
Karina Naumova 79
Linda Zarina 79
Velta Vuskane 79
Maria Kondimäe 79
Liana Lodi 78
Mart Roben* 78
Danute Maciulaityte 78
Kadri Hunt 78
Karin Ploom* 78
Simas Grigonis 78
Justas Valantinas 78
Monika Valentova 78
Andrus Albi* 78
Raul Krebs 78
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 20
Targo Holsting 36 customers
Customers SM ranking
Priit Märtin 37 customers
Katrin Kiviselg 36 customers
Tõnu Hiielaid 33 customers
Liisi Sarap 27 customers
Madis Pajo 30 customers
Veiko Tell 30 customers
Erki Kukk 27 customers
Ranol Kaseväli 53 customers
Mari Moora 33 customers
Tambet Tallo 32 customers
Kaari Lind 32 customers
Rene Ollino 27 customers
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 21
Andrus Albi 26 customers
Kadi Mikson 22 customers
Elinor Vutt 26 customers
Karel Kõiv 24 customers
Giedrius Liutkevicius 20 customers
Epp Sinisaar 25 customers
Tanel Jäppinen 25 customers
Paula Rapp 20 customers
Hans Kullama 21 customers
Heili Rea Lapsanit 20 customers
Ilja Smarjov 21 customers
Teele Tuuling 26 customers
Alice Kallas 22 customers
Maiu Vares 23 customers
Kristel Tuul 20 customers
Merit Holm 25 customers
Laimonis Černavskis 23 customers
Andrius Pelegrimas 24 customers
Kristin Paas 23 customers
Rainer Orro 25 customers
Kuldar Kongo 24 customers
Kadi Tobreluts 24 customers
Livia Handlovicova 23 customers
Rima Meskeliunaite 22 customers
Aurimas Peseckis 21 customers
Mari Saviir 20 customers
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 22
Customers FY ranking
Aira Praakle 32 customers
Marie Naggel 20 customers
Arturs Cestnovskis 17 customers
Jelena Proskurina 17 customers
Kati Tamm 20 customers
Margit Saidla 18 customers
Liisa-Maria Lõoke 27 customers
Kristi Raudsepp 23 customers
Elsa Sepping 21 customers
Liana Lodi 20 customers
Tanel Karu 19 customers
Gerda Rand 18 customers
Ardo Pinna 17 customers
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 23
Eva Perejainen 13 customers
Helena Kase 15 customers
Mihkel Leis 16 customers
Elen Tsopp 12 customers
Hannula Katrin Pandis 16 customers
Karl-Gustav Tamberg 16 customers
Marian Vares 16 customers
Aleksandra Poluskova 12 customers
Elo Sinisaar 13 customers
Maria Soome 12 customers
Kinne Tonnison 16 customers
Kairi Hunt 15 customers
Silva Šanin 16 customers
Eerik Sare 16 customers
Katre Tamm 16 customers
Stina Sistok 15 customers
Metra Kupruka 15 customers
Jurgis Kuksa 15 customers
Liva Mikelsone 15 customers
Jana Schmidt 14 customers
Kerttu Karon 14 customers
Evert Alba 14 customers
Kadri Hunt 14 customers
Priit Rinken 12 customers
Helina Kiviselg 12 customers
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 24
Kristina Malukaite 11 customers
Deivi Sarapson 10 customers
Janno Enno 11 customers
Jürgen Sahtel 11 customers
Carina Paju 10 customers
Kadri Koort 11 customers
Kristi Jõeorg 10 customers
Kaur Tuttelberg 11 customers
Malle Seppor 11 customers
Aleksei Panov 10 customers
Jaanika Aasa 10 customers
Kristjan Ploompuu 11 customers
Eva-Liisa Viilma 10 customers
Kertu Biene 10 customers
Joosep Sõnajalg 10 customers
Birgit Toompuu 10 customers
Veiko Tamm 10 customers
Kristaps Ruska 10 customers
Dominykas Speicys 11 customers
Artur Sirkel 12 customers
Karolis Sivickis 12 customers
Kristin Kõrv 11 customers
Erki Veiko 11 customers
Ken Mällo 11 customers
Liis Kõrnas 11 customers
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 25
Ieva Matuseviciute 10 customers
Indrek Kuusk 10 customers
Annika Pärt 10 customers
Christian Anderson 10 customers
Laura Urnieziute 10 customers
Janek Kiss 10 customers
Kaidi Eelmaa 10 customers
Velta Vuskane 10 customers
Slavomira Vanova 10 customers
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 26
Units! Units! Units!
Ranol Kaseväli 1184 units
Priit Märtin 650 units
Katrin Kiviselg 613 units
Tõnu Hiielaid 673 units
Andrus Albi 670 units
Madis Pajo 771 units
Targo Holsting 601 units
Control the controllables - schedule and attitude - and
good things will happen! Just have fun with moms.
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 27
Ilja Smarjov 316 units
Epp Sinisaar 405 units
Liisa-Maria Lõoke 450 units
Veiko Tell 539 units
Aime Klooren 332 units
Erki Kukk 466 units
Karel Kõiv 404 units
Elinor Vutt 363 units
Teele Tuuling 404 units
Rainer Orro 385 units
Andrius Pelegrimas 331 units
Merit Holm 442 units
Mari Moora 531 units
Kristel Tuul 334 units
Tambet Tallo 518 units
Mari Saviir 331 units
Tanel Jäppinen 356 units
Reet Veskioja 366 units
Kuldar Kongo 351 units
Kristi Raudsepp 436 units
Alice Kallas 429 units
Livia Handlovicova 416 units
Maiu Vares 424 units
Mihkel Leis 370 units
Kadi Tobreluts 353 units
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 28
Timo Aleste 296 units
Imbi Helm 294 units
Sarunas Rapalis 311 units
Allar Teder 273 units
Madli Remmelkoor 310 units
Karl-Gustav Tamberg 244 units
Iskander Ahmet 315 units
Grete Ruberg 290 units
Ülari Teder 249 units
Margit Saidla 282 units
Hans Kullama 270 units
Madis Raud 277 units
Laura Galdikaite 257 units
Indrek Kuusk 282 units
Laimonis Černavskis 301 units
Gerda Rand 292 units
Liva Mikelsone 279 units
Kaari Lind 277 units
Kaarel Kork 263 units
Kristin Paas 261 units
Aurimas Peseckis 255 units
Annika Kirsimäe 252 units
Anna Bõstrova 252 units
Esther Kukk 250 units
Raul Krebs 245 units
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 29
Pille-Riin Aasa 220 units
Martin Kiisküla 226 units
Darta Sice 200 units
Taavi Havre 211 units
Rene Ollino 203 units
Martin Ligema 231 units
Remo Jõeorg 219 units
Justas Valantinas 221 units
Helina Kiviselg 225 units
Kairi Hunt 222 units
Jelena Proskurina 214 units
Meelis Mikiver 217 units
Anu Ilves 219 units
Liisi Jantra 200 units
Giedrius Liutkevicius 201 units
Kaur Tuttelberg 244 units
Maarja Kütt 243 units
Sandra Janekalne 239 units
Arturs Cestnovskis 237 units
Modestas Zalimas 232 units
Maret Saat 229 units
Hannula Katrin Pandis 228 units
Helena Kase 227 units
Lauryna Serapinaite 207 units
Maria Kondimäe 200 units
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 30
Maret Saat 12 customers
Helin Ilumäe 10 customers
Priit Märtin 11 customers
Madis Pajo 206 units
Tõnu Hiielaid 10 customers
Andrus Albi 250 units
Ranol Kaseväli 261 units
Katrin Kiviselg 200 units
Remo Jõeorg 32 SDs
Marge Pärn 31 SDs
Taavi Havre 30 SDs
Alice Kallas 29 SDs
Katrin Kiviselg 10 customers
Livia Handlovicova 216 units
Best Days in Units
Best Days in Customers
Best Days in Sitdowns
Days
Ranol Kaseväli 11 customers
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 31
Hannula-Katrin Pandis 120 units
Jana Schmidt 124 units
Kristaps Ozols 167 units
Liisa-Maria Lõoke 161 units
Liisa-Maria Lõoke 9 customers
Kadri Hunt 26 SDs
Janek Kiss 28 SDs
Best Days in Sitdowns
Best Days in Customers
Best Days in Units
Carina Paju 26 SDs
Katre Tamm 26 SDs
Eerik Sare 8 customers
Kristi Raudsepp 136 units
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 32
Maret Saat 46 customers
Katrin Kiviselg 44 customers
Remo Jõeorg 152 SDs
Tanel Aruoja 134 SDs
Taavi Havre 136 SDs
Alice Kallas 146 SDs
Priit Märtin 734 units
Ranol Kaseväli 1184 units
Tõnu Hiielaid 673 units
Madis Pajo 771 units
Best Weeks in Units
Best Weeks in Customers
Best Weeks in Sitdowns
Weeks
Andrus Albi 820 units
Maret Saat 137 SDs
Ranol Kaseväli 53 customers
Madis Pajo 44 customers
Priit Märtin 43 customers
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 33
Janno Enno 122 SDs
Kadri Hunt 118 SDs
Liisa-Maria Lõoke 658 units
Filipp Vinograd 328 units
Jana Schmidt 296 units
Mihkel Leis 370 units
Best Weeks in Sitdowns
Best Weeks in Customers
Best Weeks in Units
Tanel Karu 127 SDs
Marian Vares 129 SDs
Gerda Rand 122 SDs
Liisa-Maria Lõoke 37 customers
Aira Praakle 32 customers
Marie Naggel 24 customers
Kristi Raudsepp 23 customers
Elsa Sepping 21 customers
Kristi Raudsepp 436 units
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 34
Everybody who earned more than $1000 last week
Ranol Kaseväli*
Madis Pajo*
Tõnu Hiielaid*
Andrus Albi*
Priit Märtin*
Katrin Kiviselg*
Targo Holsting*
Veiko Tell*
Mari Moora
Tambet Tallo
Erki Kukk*
Liisa Maria Lõoke FYD
Merit Holm
Kristi Raudsepp FYD
Alice Kallas
Maiu Vares
Livia Handlovicova*
Epp Sinisaar*
Karel Kõiv*
Teele Tuuling
Rainer Orro
Mihkel Leis FYD
Reet Veskioja
Elinor Vutt
Tanel Jäppinen
Kadi Tobreluts
Kuldar Kongo
Kristel Tuul
Aime Klooren*
Mari Saviir
Andrius Pelegrimas*
Ilja Shmarjov
Iskander Ahmet
Sarunas Rapalis*
Madli Remmelkoor*
Laimonis Čerņavskis
Timo Aleste*
Imbi Helm
Gerda Rand FYD
Grete Ruberg*
Margit Saidla FYD
Indrek Kuusk FYD
Liva Mikelsone FYD
Kaari Lind
Madis Raud*
Allar Teder
Hans Kullama*
Kaarel Kork*
Kristin Paas
Laura Galdikaite
Aurimas Peseckis
Annika Kirsimäe*
Anna Bõstrova
Esther Kukk
Ulari Teder*
Raul Krebs
Karl-Gustav Tamberg FYD
Kaur Tuttelberg FYD
Maarja Kütt
Sandra Janekalne
Arturs Cestnovskis FYD
Modestas Zalimas
Martin Ligema
Maret Saat
Hannula Katrin Pandis FYD
Helena Kase FYD
Martin Kiisküla
Helina Kiviselg FYD
Kairi Hunt FYD
Justas Valantinas
Pille Riin Aasa*
Remo Jõeorg*
Anu Ilves
Meelis Mikiver
Jelena Proskurina FYD
Taavi Havre
Lauryna Serapinaite*
Rene Ollino
Giedrius Liutkevicius*
Darta Sice*
Liisi Jantra*
Maria Kondimäe
Liis Kõrnas FYD
Raul Metsva*
Jürgen Sahtel FYD
Kerli Toming
Elo Sinisaar FYD
Liisi Sarap
Chris Uibopuu
Paula Rapp
Helena Fjodorova
Jürgo Järving
Eerik Sare FYD
Jurgis Kuksa FYD
Carolina Laos
Markko Salumäe FYD
Marie Naggel FYD
Harri Aro
Toomas Pihl
Triinu Saan
Kristin Kõrv FYD
Valter Aro
Mirko Kruusma
Olev Pihlakas
Liis Kukk
Evert Alba FYD
Dominykas Speicys FYD
Jekaterina Rümmel
Priit Suitslepp*
Priit Rinken FYD
Eva-Liisa Viilma FYD
Tomas Michalik*
Teele Sarapuu
Juhan Toompuu
Deivi Sarapson FYD
Artur Sirkel FYD
Tanel Karu FYD
Aija Ulmane
Egle Rapalyte
Rima Meskelinuaite*
Kristiina Hein
Karel Sootalu*
Danute Maciulaityte
Jaanika Aasa FYD
Kadri Jõgi*
Kristina Einlo
Kristjan Ploompuu FYD
Ardo Pinna FYD
Nele Rõõmus FYD
Matiss Breikss
Stina Sistok FYD
Vytautas Dalibagas
Kaili Arnus
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 35
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 36
PAPACOVA, INGRIDA 100%
SAAR, SIRLI 100%
UKTVERIS, VILIUS 100%
KROMMEROVA, CSILLA 100%
PRANCKEVICIUTE, JUSTE 100%
PRAAKLE, AIRA 100%
TSIRKINA, KATARINA 100%
ZITINEVICIUTE, UGNE 100%
LIBLIK, GUSTAV 100%
DIMANTE, LINDA 100%
KOLVEITE, EDITE 100%
PAVELS, TOMS 100%
PUUR, KRISTA 98%
SONAJALG, JOOSEP 98%
LILLE, REILI 91%
TREIFELDE, EVA 90%
GABRYTE, ASTA 89%
LODI, LIANA 87%
ASSMANN, KULDAR 87%
REMMELKOOR, MADLI 85%
GLJADELOVA, TATJANA 84%
VANOVA, SLAVOMIRA 84%
KARAVAR, AHMET 83%
RIEBERG, ANU 81%
VANAGAITE, VAIVA 80%
MOORA, MARI 79%
KATSAN, KARIN 77%
RAPP, PAULA 77%
STRUMSKYTE, LINA 76%
FJODOROVA, HELENA 75%
SVAIKOVSKAJA, AGATA 75%
SOKALSKA, ALINA 75%
KARUS, KATHRIIN 75%
LEPIK, SALLY 75%
VUTT, ELINOR 75%
Few things are impossible to diligence and skill...Great works are performed,
not by strength, but perseverance. (Samuel Johnson)
Persistence is what makes the impossible
possible, the possible likely, and the likely
definite. (Robert Half)
Persistent work triumphs. (Virgil)
Consider the postage stamp, my son. It
secures success through its ability to stick
toned thing till it gets there. (Josh Billings)
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 37
Competition for week 6
DEDICATION
WEEK
In order to win:
Best week in total
customers
July 20th Merit Holm
July 21st Metra Kupruka
Ieva Matuseviciute
July 22nd Tatjana Gljadelova
July 26th Normunds Plume
July 25th Jelena Proskurina
Filipp Vinograd
July 23rd Darta Sice
July 24th Indrek Kuusk
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 38
ATLANTA · DALLAS · FT. LAUDERDALE · INDIANAPOLIS · SALT LAKE CITY · SAVANNAH
It’s always fun to hear about new people who think enough of themselves to participate in the most challenging and rewarding summer work available. I am proud of every person out there selling. Effort and Attitude is what always impresses me, not units. I came into my sixth Sunday meeting, my first summer with 80 units. Do you think most people at that meeting realized that same kid could sell over 12,000 units in a single summer? If they paid attention to my effort and attitude they would have known it was possible. I never had a week on the book field that I worked less than 80 hours and most weeks my first summer I had over 180 demos. As far as attitude, I always tried to have fun. My first summer I even wore two different kinds of shoes so that when I looked down to wipe my feet to come in the house, I would start laughing. I did not take myself seriously, but I did take my work seriously. I’d like to share four thoughts with your organization: 1. Be extremely proud of what you do. This is a professional sales job. Don’t be a peddler. Listen to the ‘Cycle of Selling’ & ‘Working Smart’ audios (ask your Student Manager) Southwestern put together. The information in those audio files represents the combined experience of over 500,000 units sold. Don’t just go though the motions. Think! Try to get better at every house, every demo, every day. This is a fact: this job is fun when you do it correctly, and this job is not fun when you act like a peddler. If you are not currently having fun with this job, trust me, it’s the way you are doing the job, not the job itself. Listen to the audios; learn how to be a professional. You’ll have more fun! This is probably the only summer job you will ever do that will result in life long friendships. Eight people in my wedding party sold books…one is my wife! Be proud of what you do. Everyone who is familiar with what this job requires is proud of you…everyone. 2. Why did you go to college? I assume you went to college to help you not only get a good job but to teach yourself the skills necessary to excel in your career. No college will prepare you half as much to excel as the skills you will develop this summer. Excelling in this program by recruiting and selling is the closest you will ever get to guaranteeing yourself a successful career. When I left my bookselling career I had over six figures saved in the bank, and I had thirteen job offers from thirteen job interviews. List to the audio on ‘Working Smart’ and learn how to do this job correctly. I have mentioned the
long-term benefits; the short-term benefit is that you will enjoy your work right now, this summer.
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 39
3. Lean how to define a good day. My educated guess after spending approximately 8,720 hours selling books door-to-door, is that without exception, everyone reading this letter defines a good day by the number customers or the number of units sold that day. Before you go on, read that last sentence again. If you continue to define a good day that way, it will be impossible to have fun everyday on the book field. My definition of a good day: A good day is when you set controllable goals and work hard with a good attitude and concentrate on improving yourself and helping other people. Controllable goals are demos, calls, hours, improving your pre-approach, etc., etc. One you stop defining a good day with customers & units, my educated guess is that you will have more fun. 4. It’s hard to be nervous when your mind is on Service. It’s hard to have a bad day when you concentrate on helping other people. I continue to use this positive phrase in my work today. I call on business owners with net worth in excess of five million dollars and I help them with their estate planning. When I concentrate on helping my clients and their families I am not nervous. Spend time thinking about others, not yourself and you will have a lot more fun. It should be obvious that the best advice I can give you is not technical sales advice on how to sell books door-to-door. The best advice is to think positive thoughts and concentrate on helping other people. My first summer I wanted someone to tell me how to have fun and feel good about all this hard work. You have fun by doing the job correctly (listen to ‘Cycle of Selling’ and ‘Working Smart’ audio files – repetition sells :). You feel good about what you are doing by realizing that you are helping others today and, in the process, you are developing yourself into the best most marketable version of yourself for your future. Good luck to every one of you. I am extremely proud to be associated with you. Have Fun! Sincerely,
Stephen T. Herlihy , CFP, CLU, ChFC Principal
E1 - We set the standard: Higher, Faster, Stronger
E1 - Excellence & Execution 40