Burke Green’s Script for One-on-One Presentation using the H&F
1. Build rapport
Ask about THEM, their background, their interests.
Find common ground. Use Allan Pease‟s technique “Questions Are the Answers”
by drawing out their #1 Priority so you can „target‟ your presentation more
effectively to their needs. Build rapport. If they don‟t like YOU they will never
join you in your business, despite how great your presentation is!
2. Tell Your Story
Let me tell you a bit about why I joined USANA.
(Following is Janet‟s story – just substitute with your own story. Keep it short.)
I worked in the corporate world earning a huge salary, corner office, shareholder,
the works – and like so many companies today, there was a merger and I was
retrenched. A bit humbling at my age, as anyone over 40 these days is
considered past their use-by-date. So, I started my own advertising consultancy
working from home. Got paid by the contract – so no contract, no pay. Then I knew what pressure was … and to cut a long story short, I was diagnosed with
Cancer. That‟s when I found USANA products and how good they are. I took
them and sailed through my Cancer treatments. But by the time I got back on
deck, my business was taking a beating, so I knew I had find another way to
generate a solid weekly income without me having to trade my time for money.
A couple of a important things I learnt in life … NEVER ask financial advice from
someone who‟s broke, and NEVER ask network marketing advice from someone
who‟s not an expert in network marketing. And that‟s when I found JR and Penny
Challenger – two of the top people in the world in USANA. Working with them I
replaced by corporate salary in two years. So, that‟s my story …
So, what I want you to do today …as I am going through this, introducing this company, I want you to evaluate FOUR things.
1. I want you to evaluate the COMPANY - who‟s the leadership of the
company, the management team, look at the Company as a strong
company –one that you‟d want to be involved with.
2. Second thing, look at the PRODUCTS - When you‟re looking at a
network marketing company as an option for you, you want products that
have impact in people‟s lives, and products that are CONSUMABLE.
Literally, you can network market anything you want, you can even
network Bulldozers. But first of all, who needs a Bulldozer? And who
wants to buy another Bulldozer once they bought the first one? So, you
want products that are CONSUMABLE – products that people take on a
3. The third issue I want you to look at is TIMING. Timing in the Company,
timing in the Industry that the company is in, Timing in your Area .
4. And the fourth is the COMPENSATION PLAN. Is it fair for the individual
working on a part-time basis – someone who wants to make a few
hundred dollars a month? AND, above and beyond that, will it pay an
individual $10,000, $ 20,000 a month – you know, the people who REALLY
want to go out and create wealth and financial independence – will it pay
those people that type of income?
As I going through this presentation, take a look at that, evaluate it – and we‟ll go from there. It‟s what you‟d probably do if you were going to invest in any
Even Fortune 500 companies are taking entire divisions into network marketing,
because it is a viable way for doing business. Xerox, Toyota, IBM, Coca Cola …
big name companies that recognised network marketing is a very effective way of
3. The Company/ Dr Wentz Story
What I‟ve got is a newspaper called Health & Freedom, it gives an overview of the Company, Products, Timing and Compensation Plan. It‟s an all-inclusive newspaper, which I am going to give you to take home, so don‟t try to read
ahead as I am flipping through the pages. It‟s a good overview, you can take
home and talk with your partner about – and go from there.
To start up with, I‟ll tell you a bit of where we came from.
Page 2: See this gentleman here. That‟s a man by the name of Dr Myron Wentz . Dr Wentz is a microbiologist, he‟s an immunologist. He founded a
company in the early 1970‟s called Gull Laboratories. Dr Wentz‟s claim to fame is
that he was one of the first people to come up with a commercially-available test
kit for viruses, particularly the Epstein Barr Virus. With Gull Laboratories, he
established them as a world-leader in viral test kits, and many of them are still
Gold Standard in hospitals today.
What happened, a few years back he started to look at the health care industry in
the States and around the world, and what he saw was that 99 cents out of every
dollar in the health care industry is being spent on CURE. Once people get sick
we take them to the hospital, medicate them, radiate them –and do whatever is necessary – and let me ask you ….. is it working? (No….) And as Dr Wentz researched further, there were things that started to shock him. A hundred years
thago, at the beginning of the 20 century, people were dying of infectious diseases,
such as smallpox, influenza, TB… these were serious issues.
Well, what‟s happening, these diseases have been virtually eliminated. But as we
have gone from a rural society to an urban society, where once we used to grow
our own fruit and vegetables, to where today, our lifestyle choices aren‟t what they should be, our diets are what they should be- high fat, low fibre - we can
see the air we breathe, and taste the water we drink. Now, we are susceptible
to chronic degenerative diseases.
If you look here (at the bottom of page 2) USANA has listed 8 deadly diseases
that are sending people to an early grave. Do you know anyone who‟s had a
stroke, had cancer, arthritis??? Most of us are affected by these, one way or the
As Dr Wentz was establishing Gull Laboratories as the world leader in developing
Test Kits, he became a world leader in cell culture technology. At Gull Labs in Salt Lake City they literally grow 20 billion human cells a day – they grow lung
cells, heart cells, kidney cells – all the different cells of the body so that they can
infect them with the viruses so that they can develop the Test Kits.
What happened, when doing this research on the human cell, Dr Wentz found
that the human cell can live for a long time without degeneration when fed the
He started to feed the cells with different formulations of nutrients to keep those
cells growing – and as he did his research he discovered EXACTLY what nutrients
were needed to keep the cells in optimal health. He said: “I know how to
nutrient cells at the cellular level. The cell is the building block of the body. If we
can feed the cells optimal nutrition, literally we can do the same for the body.”
So he took the last 25 years of research of what optimal nutrition is, and he put
them into these products.
4. The products
And these products on page 4 are called the Essentials. The Essentials are the core of the USANA product line … they comprise a large
market share of the product line. They‟re designed to work synergistically with
balance and bio-availability to the human cell – again to nourish the human cell at the optimal level.
Now we have a teenage version of the Essentials – and a children’s version of
the Essentials. You can see here at the bottom of the page - the importance of
nutrients at a young age – especially with so much junk food being pushed at
kids these days.
And (page 6) USANA have a lot of other products for people with individual needs.
Proflavanol – another potent antioxidant . … a natural anti-histamine, great for asthma and allergy sufferers – and a natural anti-inflammatory, great for back
aches, arthritis etc. (Select one or two products that may answer any of your
prospect‟s health issues you may have discovered in your initial „getting to know
All USANA supplements are made to pharmaceutical-grade standards, which
means they must dissolve in the stomach within 30 minutes, so they work.
And USANA is listed in the Physician Desk Reference in the States, and MIMS for
I‟m not going to cover all the products today … I‟ll give you this to take home and
Here on page 7 - USANA also has a very extensive line of weight management
products. One thing that USANA believes is that you not only need good
supplementation, but you need to eat a good diet and exercise.
And here‟s a great natural toothpaste without artificial flavours, colours and
sweeteners. It‟s all about health.
Over here, page 8, Sensé skin care - which is nutrition for the skin. Dr Wentz
says that anyone with a face should be using it. Once again, it‟s skin care that is
good for the human cell.
5. The Industry/Timing
Now, let‟s talk about where you are and how you become involved with the
company. Let‟s talk first about network marketing. Tell me, do you have any strong feelings
one way or the other about network marketing?
I talk to a lot of people. And there‟re a couple of common things that they want.
Firstly, they want MONEY …. and the second thing they want is a lifestyle that
money can give them. What I am seeing a lot of times with the way the economy
is, the way large companies are, people are making good money, but the
company OWNS them. They don‟t see their kids, they leave early in the morning,
they come home late at night, they‟re under huge stress. And the second issue is,
if they DO