HOW TO CLOSE A CLASS

to help people enroll in doTERRA

CLOSING SCRIPT  (50 minutes into the class)

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GET THEM SAYING YES:

1. Did you learn something new tonight about essential oils?     “YES!”

• Have them share out a few things new they learned.     

2. Do you feel a little more comfortable knowing how to use them?     “YES!”

• “Great! That is exactly what these essential oil classes are for!
  I am so glad you came and learned with us for an hour tonight.” 

3. Do you guys want to hear how you can get the oils at the lowest possible price?     “YES!”     

• “I can't share all this amazing information without at least sharing how you can get these oils into your own home the most affordable way possible.”     

The best way to get started with doTERRA is with a wholesale account.

Wholesale is kinda like a costco membership. You pay $35 and you get 25% off all your essential oils and natural home and beauty products for the WHOLE YEAR. There are NO minimums. You can use your new wholesale account as much or as little as you want for the whole year.

            OR

There is an even better way!

You can get that membership FREE with a kit.

(Tell them to open up the kits page and follow along)

EXPLAIN YOUR FAVORITE KITS AND WHY:

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• Home Essential (Best bargain kit. 3X as much oil as the Family Wellness kit but not 3x as much money).

• Natural Solutions (Fav kit to try a little of the most popular stuff)

• Every oil (great for the professionals. ex. Massage therapists, aromatherapists, chiropractors, energy healers etc)

• Diamond Kit (For the business builders or someone who wants EVERYTHING)

You will see 2 forms in the back of your hand out.

Go ahead and start filling that out for your wholesale account and I will be walking around at the end of the class helping you know which is best.

WHICH PATH: Explain the 3 different paths they can take with their new wholesale account.

    “Lastly, there are 3 three types of people that come to this class.”

1. The first is Living- These peoples are users who fall in LOVE with the oils and want to learn the best ways to purchase them at the best possible price.

1. The second is Sharing- Sharers are those people who can't help but tell a friend about when something works! Maybe you've been thinking of a mom, sister, friend who could really benefit from this. And doTERRA actually pays people for sharing the oils with others. You can start getting your oils for free just for hosting an educational class just like this one you are at.             

1. The third is a Partner- Business partners and educators are people who heard what we talked about today and thought "I want to do that. I want to change peoples lives forever with this message of natural health." A business partner has the ability to supplement or even replace their income with growing a business with doTERRA just like I am. (You can add a little teaser to stay for the 20 minute business intro here.) If this sounds like something you might be interested in, I want to invite you to stick around 10 minutes after the class we will be doing a short 20 minute intro into what it looks like the grow the business and become a partner.  

(This is why it is so important to stick to the 1 hour mark! If you go too far over, people won't stay. It also shows you are a person of your word and will really only be 20 minutes to share the business. And they are more likely to stay)

GIVEAWAY (This is a great way to get people information to follow up. Super important.)

    Print off the giveaway forms and explain what's on the them to the class.

“At the end of each class we love to do a giveaway so someone gets to go home with an essential oil tonight to start using at home. Fill out your name and information on the card. And mark if you would be interested in any of the below area.

1. If you are interested in getting essential oils at the wholesale price we talked about mark your card.

2 You see this ___________. (Pass around your host incentive for doing a class) If you enjoyed this class and were thinking of all the people who need to hear this too mark yes on the sheet. Not only can we come do a private class for you and your friends, but you also get this awesome _________. And if you mark yes you will also get an extra entry into the drawing.             

3. If you were interested in partnering to becoming an educator, mark it here and make sure you stick around for 20 minutes after the class to hear what that looks like and see if it might be for you.             

Collect all the cards. Read over them quickly and if anyone said “yes” to hosting, give them another entry in front of the group. They can just put their name on the second one. Sometimes I even give it to “maybe's” depending on the class. This gives social proof and creates excitement if other people are willing to host also.

Pick a winner.

ENDING

“Remember your top 3 health concerns? This is the fun part! I am going to hand out these books. You can look up what essential oils will work best for your health concern and how to use them for the next 10 minutes. 

Me and _________ (helper) will be going around and helping you with individual questions, helping you find what kit might be best for you, or if you had any questions about oils. Then in 10 minutes we will start what exactly the business side looks like if you were interested in becoming an educator and business partner.”

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SIX KEYS TO CLOSE

after the class has ended

1. What are we working on?
   Write down things you find in the book.

2. How serious are you about solving this problems?

3. If I were you, I would get __________________ kit. 
   Leave them alone to think and fill out the order form.

If hesitations:

   4.  What factors are you considering before getting started?​

   5.  Is there anything else we didn't talk about the will affect your decision? 

   6.  What do you think is the next step for you?

HOW TO SIGN SOMEONE UP WITH AN ACCOUNT

The best way to help someone get started in doTERRA is to help them get their own account so they can enjoy 25% off everything they purchase for an entire year and get points back through the LRP program.

(These accounts are $35 in the US or they come FREE with a kit.) 

Information needed to sign someone up: 

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Full name 

Birth date 

Address

Email 

Kits or Items wanted 

Payment info

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Social/ Tax information if wellness advocate account 

At a class you can have people sign up on the papers in the back of the Class in A Box Sheets, or have a computer, IPAD, or smart phone  to help them sign up that night online.  It is important to do it that night if possible. You can offer an incentive that night under 10% of the price of the kit if needed.

A great idea are key chains ($6) they can fill up that night to go home with. . A home made sugar scrub $3-$5ish.

Or a free download of the modern essential book to their smart phone $5

WHAT IF SOMEONE WANTS TO BUY RETAIL?

If someone just wants to buy one or two oils at retail after knowing what benefits they are loosing by not getting their own account, you can sell to them for full price. In doTERRA you can never sell for wholesale. There must always be a markup to protect the integrity of the business and product. You can get them oils retail by ordering through your replicated website link so it can ship straight to them. Or you can place an order on your account with their items and market them up to retails which is 25% more than the wholesale pricing. 

WHOLESALE CUSTOMER OR WELLNESS ADVOCATE?

Wholesale Customers (Those who just want product at a discount)

• Product Discounts: 25% off retail prices

• Loyalty Reward Points: Option to receive 10–30% of orders back in points redeemable for free product

• Shipping Reward Points: Option to receive the cost of your shipping back in points redeemable for free product

• Free Product: Place a monthly order over 125 PV and receive the free product of the month

• Renewal Fee “Covered”: After becoming a Wholesale Member, the yearly renewal fee for a wholesale membership is $25.00. This renewal fee comes with a free bottle of Peppermint, one of the most popular oils dōTERRA offers, a retail value of $27.33.
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Wellness Advocates (Those who want to partner with your to share doterra)

• Bonuses & Compensation: dōTERRA provides a business opportunity for those interested in creating an income

• Personal Website: Receive a personal website that can be used if you would like to share essential oils with others

Plus, all Wholesale Customer benefits:

• • Product Discounts: 25% off retail prices

  • Loyalty Reward Points: Option to receive 10–30% of orders back in points redeemable for free product

  • Shipping Reward Points: Option to receive the cost of your shipping back in points redeemable for free product

  • Free Product: Place a monthly order over 125 PV and receive the free product of the month

  • Renewal Fee “Covered”: After becoming a Wholesale Member, the yearly renewal fee for a wholesale membership is $25.00. This renewal fee comes with a free bottle of Peppermint, one of the most popular oils dōTERRA offers, a retail value of $27.33.

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STRATEGY TIP: Have everyone who is NOT 100% sure they want to get going right away sign up as a Wholesale Customer. They can upgrade at any time to a Wellness Advocate for NO cost in their back office. AND if they do it after 90 days of getting started, you get a second 14 day move to place them anywhere in your organization. This is a PERFECT option for those who need to experience the oils first.

HELPING IDENTIFY WHICH ACCOUNT IS BEST FOR THEM

USER, SHARER, PARTNER

During the close you asked them which kind of person at the class they aligned with.. .When you are signing them up it is important to ask them this question again. Where do you see yourself aligning? This will help you set them up with the right account and not create any unrealistic expectations on friends 

PLACEMENTS

The first things to understand is the difference from a enroller and a sponsor so you know when signing someone up.

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Enrollership ALWAYS, ALWAYS, goes to whoever invited that person to the class. Never try to sign up your sharers or builders invitees because you taught or helped. Always be generous with your downline and things will fall into place.

HOW TO DO PLACEMENTS FOR TIME FREEDOM

Placements is extremely important to your doTERRA business. It can be the difference from rank advancing to a new bonus pool or having wasted volume in different places. 

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ONLY build 2 legs when you first begin so you can start to see the leadership bonuses as quick as possible.Then when you find that Capable and Committed leader (CC) put them on your front line. Do not spread yourself out wide. Always stack people as much as you can. If they are a wholesale customer and upgrade after 90 days to a wellness advocate, you can fill in the holes.

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*If you are planning on building fast, reach out to your upline for a more advanced strategy when starting.

HOW TO HIT ELITE IN THE FIRST MONTH

This week you will be launching your first three classes. It is important to make sure you are doing the giveaway at the end to see who would be willing to host a class from your classes. This is crucial to hitting elite in one month. 

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You have written down 100 names. Invited and sampled to 45. Presented to 30 and are looking to sign up 15. If this doesn't happen, that is ok, you can book classes off classes. 

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You will need to sign up around 15+ people or teach 6-8 classes the first month to hit elite. It's important after these classes to start filling up your months from referrals and classes with your people. So make your classes fun. Make them informative. Make them want to share with their friends. Follow up with the answers on the giveaway cards right away and book out the rest of your month. 

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And if you have a business partner right out of the gate doing this work with you, it makes it half as easy and twice as fun. So consider inviting someone to join along with you in this process. 

WEEK FOUR ASSIGNMENT OVERVIEW

• 15-20 minute check in with your upline mentor

• Study a new topic about essential oils each week. 

• Read chapter 13, 14 & 15 of the Success Principles 

• LAUNCH your first three classes at the first/last few days of the month

• Follow the guides from week 2 to ensure people are followed up with and are prepared to come to your classes.

• Book classes from classes and fill up your calendar the rest of the month