LRP (Loyalty Rewards Program) Masterclass

<<9>> Hello everyone,

<<11>> and welcome to our first masterclass of the year.

<<14>> Today we would like to share with you

<<16>> everything about the doTERRA Loyalty Rewards Program.

<<20>> But before we start, let us know in the chat

<<23>> where you're watching from,

<<24>> and how long you have been with doTERRA.

<<26>> All of today's content is available

<<28>> with automated translated subtitles.

<<31>> To enable translated subtitles,

<<33>> click on the Settings cog, select Subtitle CC,

<<36>> and choose your language.

<<38>> To kick off our masterclass,

<<40>> please welcome Luca Savastano,

<<43>> our Business Development Analyst for Europe.

<<51>> Hello everyone.

<<52>> My name is Luca Savastano,

<<54>> and I work with the doTERRA Business Development Team.

<<58>> So today we're going to talk about the LRP,

<<62>> the Loyalty Rewards Program.

<<65>> The LRP is a program created

<<68>> to reward our loyal Wholesale members

<<71>> for purchasing one or more doTERRA products each month,

<<75>> granting many benefits and an increasing return

<<78>> of free products over time.

<<80>> Let's look at the top benefits of the LRP program

<<85>> for our customers.

<<87>> So we can identify five main benefits.

<<92>> Number one: it's your wellness plan,

<<96>> your way, delivered to your home.

<<98>> So pick your wellness essentials

<<101>> and get them delivered straight to your home

<<103>> every month on a flexible date of your choice.

<<107>> You can also modify your products at any point

<<111>> before your scheduled monthly shipment date.

<<115>> Number two: earn points and save.

<<119>> Receive up to 30% of the PV value

<<123>> of your Loyalty Order back in Loyalty Rewards Points,

<<127>> which you can redeem for free doTERRA products.

<<131>> Number three: Shipping Rewards Program.

<<135>> Earn even more by getting

<<137>> most of your shipping costs back

<<139>> in Shipping Rewards Points

<<141>> on all your online Loyalty Orders.

<<145>> And number four: access exclusive discounted kits.

<<152>> You can find unique doTERRA kits

<<154>> with products to address your monthly wellness needs,

<<157>> only available through the LRP program.

<<160>> And benefit from an extra discount

<<162>> on many of the most popular supplement products.

<<167>> Number five: receive the free Product of the Month,

<<171>> each month on your first Loyalty Order reaching 125 PV,

<<177>> if processed before the 15th of the month.

<<180>> To get a better understanding of these benefits,

<<184>> let's look at some of the definitions that we use,

<<187>> and let's look at what they really mean.

<<190>> So, Wholesale Membership.

<<194>> The LRP is dedicated only to our Wholesale Customers

<<198>> and Wellness Advocate members.

<<201>> Both of these are what we call Wholesale accounts.

<<204>> They benefit from a 25% discount

<<207>> on all doTERRA products,

<<209>> when compared to the full retail price.

<<212>> So the combination of Wholesale Membership

<<216>> and the Loyalty Rewards Program

<<219>> makes for the best and most convenient way

<<222>> to purchase doTERRA products at the lowest price.

<<225>> To understand how the Loyalty Rewards Program works,

<<229>> we need to look at the definition

<<232>> of the Monthly Loyalty Cart.

<<236>> To participate in the LRP program,

<<239>> a member will create an LRP Cart

<<242>> on the shop.doterra website,

<<245>> selecting a choice of products,

<<247>> payment and shipping information,

<<250>> and a date for the monthly auto-ship.

<<253>> This information will remain saved

<<255>> on each individual LRP Cart,

<<259>> and the LRP Cart is what will generate

<<262>> the Monthly Loyalty Orders.

<<264>> The selection of products in the LRP Cart

<<267>> can be changed every month,

<<269>> anytime before the auto-ship day.

<<272>> It's also possible to create multiple LRP Carts

<<276>> with different products, different auto-ship dates,

<<279>> payment methods, and shipping addresses.

<<282>> Each LRP Cart will have its own cart number

<<286>> assigned to identify it,

<<288>> and will generate a different Monthly Loyalty Order.

<<292>> So what is a Monthly Loyalty Order?

<<296>> Monthly Loyalty Orders are processed automatically

<<299>> by each LRP Cart, once every month

<<304>> on the chosen auto-ship day,

<<306>> with the selection of products,

<<308>> payment and shipping info saved in the LRP Cart.

<<312>> Some of the most requested auto-ship dates

<<315>> in the month might not always be available as a choice,

<<319>> so the monthly LRP Order can also be processed

<<322>> on demand anytime before the selected auto-ship date.

<<327>> Each LRP Order will have an order number assigned to it,

<<331>> which is different from the cart number

<<334>> that we looked at before.

<<335>> Let's also look at the definition

<<337>> of a One-Time Loyalty Order.

<<341>> In addition to the monthly LRP Order,

<<343>> it's possible to process any number

<<345>> of One-Time LRP Orders on demand,

<<349>> without the need of changing the product

<<351>> saved in the LRP Cart, nor creating additional carts.

<<355>> A few notes to better understand how it works,

<<359>> are that all LRP Carts and LRP Orders

<<363>> need to have at least 1 PV of products at all times.

<<368>> And limited time offer items,

<<370>> what we call LTO, can be added to One-Time LRP Orders,

<<375>> but will not remain saved in the LRP Cart.

<<381>> A rule that's very specific

<<383>> for new members enrolled in doTERRA

<<385>> is that a new member can set up their LRP Cart immediately,

<<389>> but the first LRP Order can only be processed

<<393>> in the month following their enrolment.

<<397>> We mentioned that each LRP Cart

<<399>> and LRP Order needs to have

<<401>> at least 1 PV of product on it at all times.

<<405>> So, what does PV mean?

<<407>> PV stands for Personal Volume.

<<411>> Each product purchased has a set PV value assigned,

<<415>> which contributes to the total PV volume of the whole order.

<<421>> This total defines the rewards

<<423>> obtained in the LRP program.

<<426>> The PV of each individual product

<<428>> is found on all of our price lists,

<<431>> and also on the shop.doterra site.

<<434>> Let's look at the definition

<<436>> of Loyalty Rewards Points and percentage.

<<441>> Loyalty Rewards Points: When an LRP Order

<<444>> reaches a minimum of 50 PV,

<<447>> a set percentage of the PV

<<449>> of the order is rewarded back as Loyalty Rewards Points.

<<454>> The shipping cost of LRP Orders

<<456>> is also rewarded back as Shipping Rewards Points.

<<461>> 100% of the VAT-exclusive cost of shipping,

<<465>> if the order was placed online,

<<467>> or 50% of the VAT-exclusive cost,

<<470>> if it was placed by our Member Services team.

<<475>> All of the points are awarded

<<477>> by the 20th of the following month.

<<480>> It can then be redeemed for free products

<<483>> on later orders, anytime within 12 months.

<<488>> Products that can be redeemed for points

<<490>> have a Points price in the VAT-inclusive price lists.

<<494>> This is the purple price list

<<496>> that you can find online.

<<498>> And each order that contains one or more free products

<<502>> redeemed with points will have

<<505>> a two euro point redemption fee applied

<<508>> to cover the basic operational expenses.

<<513>> Let's look at the Loyalty Rewards percentage.

<<517>> The LRP percentage applied starts at 10%,

<<522>> and the increase is determined by the number of months

<<526>> in which the member purchased a single LRP Order

<<529>> with a minimum of 50 PV.

<<532>> These don't need to be consecutive months,

<<535>> but at least one PV is required each month

<<539>> to stay on the LRP program,

<<542>> otherwise the percentage will be reset to 10%.

<<546>> The increase of the LRP percentage,

<<550>> starting at 10%,

<<552>> will be by 5% each three months

<<557>> in which an order of 50 or more PV is placed.

<<561>> So going from 10% to 15% after three months,

<<567>> and then to 20% after another three months,

<<571>> and so on, reaching a maximum of 30% after 12 months.

<<578>> A limited selection of our enrolment kits

<<580>> will grant what we call a Fast Track incentive

<<584>> for new enrollees,

<<586>> setting the starting percentage

<<589>> at a higher level from the beginning,

<<591>> either 15%, or 20% or 25%,

<<595>> depending on the kit that is chosen at enrolment.

<<598>> The maximum percentage of the increase

<<602>> that will come with time will always be at 30%.

<<607>> Let's talk about the Product of the Month.

<<610>> doTERRA will select a different product every month

<<613>> to be rewarded for free to all members

<<616>> that purchase an LRP Order of at least 125 PV

<<621>> by the 15th of the month.

<<624>> The product will be added once per account

<<627>> to the first LRP Order processed

<<630>> in the amount that meets the requirements.

<<632>> So if a qualifying LRP Order

<<635>> is missing the Product of the Month,

<<637>> it's usually because it was added to a previous LRP Order.

<<644>> The last benefit that we're going to explore

<<647>> is the LRP exclusive products.

<<652>> A limited selection of doTERRA products

<<655>> has been reserved exclusively

<<657>> for the Loyalty Rewards Program.

<<660>> These products are marked

<<661>> with a purple highlight on our price list,

<<665>> and can only be purchased on LRP Orders.

<<669>> The most notable examples are the Daily Nutrient

<<673>> and Lifelong Vitality packs,

<<675>> both of which also grant an additional discount

<<679>> on other popular supplement products,

<<683>> like Mito2Max, Microplex VMz, PB Assist,

<<688>> Deep Blue Polyphenol Complex, TerraZyme and xEO Mega.

<<694>> Now let's look at a practical example

<<697>> of how LRP points can be accumulated.

<<701>> If we have a monthly Loyalty Order,

<<704>> which contains the following products,

<<706>> Lemon and PB Assist, we can calculate the total PV volume

<<711>> of this order by adding the individual PV volumes

<<714>> of the two products.

<<716>> So Lemon has 15.5 PV,

<<719>> PB Assist has 40.5 PV,

<<721>> for a total of 56 PV.

<<724>> This is the PV total that we're going to use

<<727>> and apply our Loyalty Rewards percentage to every month.

<<731>> Now, for the first three months,

<<733>> we have a percentage of 10%,

<<736>> so applying this to 56 PV,

<<738>> we will get back 5.6 points.

<<744>> And we are going to add to this

<<747>> the Shipping Reward Points

<<749>> for our Standard shipping,

<<751>> the VAT-exclusive price is seven euros,

<<754>> and so we'll get back seven points.

<<757>> If we add this together for months one,

<<762>> two, and three, we get a total of 37.8 points.

<<767>> Now, remember that each three months

<<771>> that we place this order, which is over 50 PV,

<<773>> so it will allow us to also increase our percentage,

<<777>> we will be going up by 5%.

<<781>> On months four, five and six,

<<783>> we'll be earning 15% back,

<<785>> and so now we earn 8.4 points

<<790>> from our order every month for the three months.

<<795>> And again, we're going to add the seven points

<<798>> from the Shipping Reward Points,

<<800>> and this will go up to a total of 84 points.

<<805>> So you can see from the slide

<<807>> how the increase brings us

<<810>> to a total of 225.4 points

<<815>> at the end of the year.

<<816>> Let's look now at the top benefits

<<819>> of the Loyalty Rewards Program for Wellness Advocates.

<<823>> So in addition to all the benefits

<<826>> that are experienced by our customers,

<<829>> for Wellness Advocates, we see a convenient way

<<833>> to meet their monthly PV requirements

<<836>> and bonus qualification requirements.

<<839>> There is the possibility now to earn the Fast Start bonus,

<<844>> and this is a commission that is paid out

<<847>> to all enrollers on all orders that are placed

<<851>> by their enrollees in their first 60 days.

<<854>> Now, this commission has a requirement

<<857>> to have an LRP Cart that is saved at all times

<<861>> with 100 or more PV on it,

<<865>> and have an LRP Order of 100 PV every month.

<<870>> Lastly, we see the possibility

<<872>> to participate in occasional incentive programs,

<<876>> like leadership programs, or enrolment programs,

<<880>> or all sorts of Wellness Advocate incentives

<<884>> that are created throughout the year.

<<886>> Now, the greatest benefits

<<888>> for Wellness Advocates comes when they start

<<891>> to share the LRP program within their team.

<<895>> So we see increased customer satisfaction in the team,

<<899>> because now they have the chance to benefit

<<903>> off the LRP program as a customer,

<<906>> and will have increased rewards and savings.

<<910>> And we'll see a powerful loyalty incentive

<<913>> for all new enrollees in the team,

<<916>> and the possibility for the Wellness Advocate

<<918>> to earn the Power of 3 bonus.

<<920>> This is a commission that is awarded

<<922>> monthly to our Wellness Advocates

<<924>> that bring three people on their team

<<928>> in the frontline on the LRP program

<<931>> with 100 PV order every month.

<<933>> So as long as the Wellness Advocate

<<937>> and these three frontline members

<<939>> continue to be on the LRP program every month,

<<943>> this bonus is paid out continuously.

<<947>> And we see an increased customer retention

<<951>> throughout the LRP program,

<<953>> and this consequently also increases

<<957>> the Unilevel bonus that a Wellness Advocate will earn.

<<960>> Unilevel is a commission that really speaks

<<964>> to our customer retention focus,

<<966>> because it builds up with time,

<<970>> and it allows to build our structures deeper

<<975>> and wider to get to those higher percentages

<<979>> of Unilevel that are paid out,

<<982>> like the 7% or the 6% that make up

<<986>> so much of a Leaders' bonus at the end of the month.

<<991>> And lastly, we can see that it's possible

<<995>> to earn extra points in Diamond Club,

<<998>> or other leadership incentive programs

<<1001>> that are based on a point score system,

<<1005>> where points are awarded

<<1007>> for participating in the LRP program

<<1010>> or enrolling enrollees in the LRP program.

<<1015>> Now that we have explored all the benefits

<<1018>> of the Loyalty Rewards Program for our customers,

<<1021>> for our Wellness Advocates and their team,

<<1024>> let's look at an easy way to remember

<<1026>> the PV thresholds to earn all these benefits.

<<1030>> So as long as we have 1 PV on the monthly LRP Order,

<<1035>> it's possible to maintain the LRP points

<<1038>> that have been accumulated,

<<1040>> and also the percentage that has been established.

<<1044>> With 50 PV, it's possible to

<<1048>> earn more LRP points,

<<1051>> and also to increase the percentage.

<<1054>> With 100 PV, it's possible to qualify

<<1058>> to earn commissions as a Wellness Advocate.

<<1061>> And with 125 PV, it's possible to receive

<<1066>> the free Product of the Month,

<<1068>> if the order is placed before the 15th.

<<1071>> Let's look together at how to enrol on the LRP program

<<1076>> by creating an LRP Cart online.

<<1079>> Let's head to the shop.doterra website,

<<1083>> and on our main shop page on the right side,

<<1086>> we'll see "Your Loyalty, Rewarded."

<<1090>> There is a button that says "Get Started",

<<1093>> that's what we're going to press.

<<1099>> This will bring us to an informational page

<<1102>> with all of the top benefits

<<1104>> and the rules of the LRP program

<<1106>> that we can quickly review.

<<1109>> And when we're ready, we'll click on "Get Started" again.

<<1114>> Now we're ready to get our LRP Cart information set up.

<<1119>> We have a three step process,

<<1123>> and number one is going to be "Manage Products".

<<1129>> Let's click on "Search Products",

<<1132>> and enter the products that we're looking for,

<<1136>> or we can click on "Browse" to find them in our catalogue.

<<1141>> Once we have selected a few products

<<1143>> and added them to our Loyalty Cart

<<1145>> by clicking "Add to Loyalty",

<<1149>> we will see at the top of our cart,

<<1153>> our Loyalty Order rewards progress bar

<<1158>> will indicate the amount of total PV

<<1161>> that we have reached on this order.

<<1163>> And also we'll notice if we have reached

<<1166>> the 50 PV required to accumulate more points,

<<1170>> or the 125 PV required

<<1172>> to get the free Product of the Month.

<<1175>> Once all our products have been selected,

<<1178>> we can click on "Next Step".

<<1182>> Step number two is going to be selecting a date.

<<1187>> This is going to be the auto-ship date

<<1189>> of our Loyalty Rewards monthly order.

<<1192>> Step number two is going to be "Select Date".

<<1197>> We're going to choose our auto-ship date,

<<1200>> the date in which our LRP Cart

<<1202>> will create our Loyalty Rewards order for the month.

<<1207>> So the dates available are either in purple

<<1211>> if they are before the 15th,

<<1214>> and as you might remember, this will allow us

<<1217>> to receive the free Product of the Month,

<<1220>> or they're going to be in black

<<1222>> if they're after the 15th.

<<1224>> The dates in grey are currently not available.

<<1228>> Once we have selected the date,

<<1230>> we can click on "Next Step".

<<1233>> Step number three is going to be "Review Order".

<<1238>> Here we can review the products that we have selected

<<1241>> and choose a delivery address,

<<1243>> a delivery option, like Standard or Premium shipping,

<<1248>> a payment method like credit card or bank wire,

<<1252>> and set up the notifications related to our order.

<<1256>> Once this is complete, we can click on "Complete Order",

<<1261>> and our Loyalty Cart is saved, ready to go,

<<1265>> and will create an order

<<1268>> on the auto-ship date that we selected.

<<1271>> Lastly, let's look at how we can cancel the LRP program.

<<1276>> The Loyalty Rewards Program can be cancelled

<<1279>> anytime with no obligations.

<<1282>> The program is also cancelled automatically

<<1285>> when no LRP Order of at least 1 PV or more

<<1288>> is purchased for more than two months.

<<1291>> Members will receive two notification emails

<<1294>> prior to this happening to allow them

<<1296>> to place an order in time.

<<1299>> When the program is cancelled,

<<1301>> any unused LRP points

<<1302>> and the LRP percentage are also cancelled,

<<1306>> so we recommend to use them before.

<<1309>> When there are multiple LRP Carts,

<<1312>> all except one of them

<<1314>> can be cancelled online on shop.doterra,

<<1317>> and cancelling these carts will not cancel the LRP program.

<<1322>> The last LRP Cart and the LRP program

<<1326>> can then be cancelled by contacting

<<1328>> our Member Services via phone during our service hours,

<<1332>> or via email, then we can enter the cancellation

<<1336>> of the LRP program, the LRP percentage,

<<1338>> and any unused LRP points.

<<1341>> If LRP points or percentage are lost by mistake,

<<1346>> it is always possible

<<1347>> to contact Member Services for additional support.

<<1350>> You can find all the information

<<1352>> that we discussed together on our website, doterra.eu.

<<1357>> If you head to the bar at the top, press on "Tools",

<<1362>> head to "Programs", and then "Loyalty Rewards Program",

<<1367>> you will access our dedicated LRP website

<<1370>> with a lot of additional information,

<<1373>> including a very detailed video

<<1376>> on how to manage your LRP Order,

<<1379>> change your products every month,

<<1381>> process a One-Time LRP Order

<<1383>> or your monthly LRP Order.

<<1386>> Now remember, for any additional questions

<<1389>> or information needed,

<<1391>> you can contact our Member Services department.

<<1394>> You can find your in-language

<<1396>> contact information on our website.

<<1401>> Thank you so much.

<<1403>> It's always great to refresh our LRP knowledge

<<1405>> and remind ourselves how much

<<1407>> we can actually benefit from it.

<<1409>> Next up, we have an amazing panel

<<1412>> who have each excelled in creating

<<1413>> a stable foundation for their businesses,

<<1416>> with the support of doTERRA's Loyalty Rewards Program,

<<1419>> plus they have a stellar retention rate.

<<1422>> Georgeta, Agnieszka, and Biggy,

<<1424>> we are ready to learn your secrets.

<<1432>> Hello everyone.

<<1432>> It is great to be with all of you today.

<<1435>> We will be discussing in our expert panel

<<1439>> doTERRA's amazing LRP program,

<<1442>> which stands for Loyalty Rewards Program.

<<1446>> It's very important when you build a business

<<1449>> or when you want to get most products

<<1452>> at the cheapest possible prices from doTERRA.

<<1456>> And let me introduce our amazing guests

<<1461>> who are so willing to be here with us

<<1465>> and share their experiences.

<<1466>> Now, these people have fantastic results

<<1470>> with their LRP program and with their customers.

<<1473>> So first of all, we have Biggy,

<<1477>> Blue Diamond from Germany.

<<1479>> Hi Biggy.

<<1480>> Hi.

<<1481>> We have Georgeta from Romania.

<<1484>> Hi Georgeta.

<<1485>> Hi.

<<1487>> And we have Agnieszka from Poland,

<<1490>> a Blue Diamond Leader.

<<1492>> Good to have you here.

<<1494>> Hi. Hi.

<<1496>> Okay, so I think it's not an accident

<<1500>> that you have these amazing results.

<<1503>> Whether you do something just naturally,

<<1506>> consciously or unconsciously,

<<1508>> but we definitely want to learn from you,

<<1511>> what you do, how you do it, when you do it.

<<1514>> So I will ask several questions

<<1517>> to help the people, the listeners to better understand

<<1523>> what it is that makes you so successful.

<<1526>> So I think question number one would be,

<<1529>> when you are with a customer,

<<1531>> how do you share the LRP program?

<<1534>> What do you tell them?

<<1535>> It's the best program

<<1537>> where you can achieve free products,

<<1539>> free points and education for the long term.

<<1544>> That's the main point when I start talking about LRP.

<<1549>> I always start with a wellness consultation

<<1554>> after creating an account,

<<1557>> after enrolling a customer.

<<1561>> And I always invite my customer

<<1567>> to the support group

<<1571>> for all my customers.

<<1574>> And my team and me also,

<<1579>> we run webinars for clients

<<1583>> to provide more education.

<<1588>> But the most important for me

<<1592>> is to teach my team to do the same

<<1598>> as what I do.

<<1600>> So each Wellness Advocate in my team

<<1606>> starts to do a wellness consult

<<1608>> with every customer after enrolling.

<<1614>> Okay, you ask about the customer,

<<1617>> so I can answer it like this.

<<1620>> It's not always the same.

<<1622>> So it's not like a strategy,

<<1625>> always the same step after the other one,

<<1629>> because it could be a customer

<<1633>> in which I feel I'm aware it's not the right moment

<<1637>> to start in the first meeting with the topic of LRP.

<<1642>> Maybe they're a little bit afraid

<<1643>> about abonnement or something like that.

<<1647>> But it could be for a lot of people

<<1650>> where it's perfect to talk about it in the first moment.

<<1655>> For example, they have a lot of needs

<<1658>> for themself, for the family,

<<1661>> so I take that and say,

<<1663>> how can we split this need of products

<<1667>> to make the first order,

<<1670>> and then we take it on the LRP for the next one.

<<1674>> So the main thing is to listen.

<<1679>> What are the needs?

<<1680>> What are the passions of this person?

<<1684>> So it's going on.

<<1688>> Maybe it's the first wellness consult or second one,

<<1692>> so there is no strategy, which is always the same.

<<1697>> Well, most of you mentioned

<<1699>> the words wellness consult or consultation,

<<1703>> and this is a phrase that is quite obvious

<<1706>> to all of us who are here in this call,

<<1708>> but maybe somebody's new

<<1709>> or somebody's just a customer,

<<1713>> but would like to have a better understanding.

<<1714>> Could you please explain, what is a wellness consultation

<<1718>> and what does it look like for you?

<<1720>> For me, a wellness consultation

<<1723>> is the first place when we can

<<1727>> build a relationship with customers.

<<1731>> And primarily, I talk with my customers,

<<1737>> but also I try to listen a lot,

<<1742>> and I show how they can introduce

<<1748>> oils to each area of their lives.

<<1753>> Also, when I talk with my customers,

<<1760>> sometimes they decide to build a business with me.

<<1765>> They decide for oils only,

<<1769>> but after a wellness consultation,

<<1772>> they want to build a business.

<<1774>> So I also talk about business

<<1780>> in this wellness consultation.

<<1782>> I offer oil lessons

<<1785>> for family, or neighbours of my customers

<<1792>> to support their LRP program.

<<1797>> When we do, I say 'we', we are together,

<<1800>> Peter and me, we have the call together,

<<1803>> so a wellness consult is for me

<<1809>> a word which is not fitting my German.

<<1812>> I cannot translate it very good in German.

<<1815>> So I had to find out, what does it mean?

<<1818>> But I found out it means what we are doing,

<<1821>> so to meet in steps,

<<1826>> have the contact to this new customer.

<<1830>> And what is very important,

<<1833>> what I think is to make the next date,

<<1838>> to offer it.

<<1839>> Like, "I can have time for you

<<1843>> on maybe Thursday, three o'clock,

<<1845>> does that fit for you?"

<<1847>> And I do not wait, that my opposite

<<1850>> will call me when the person has a question.

<<1855>> No, I offer it like you know, the silver tablet.

<<1859>> "I'm coming here,

<<1860>> I want to know, I want to have your feedback.

<<1864>> It would be a pleasure for me to hear from you."

<<1867>> And this makes the contact,

<<1869>> and the people are happy that I offer a date.

<<1872>> So then we have the next meeting,

<<1874>> then I can listen.

<<1876>> Listening is for me the important thing,

<<1880>> because after listening,

<<1882>> I can give

<<1886>> an offer for this product, or this, or like that.

<<1890>> For me, it's like a dialogue.

<<1892>> It's like a friendly chat.

<<1894>> And by the moment we are having that wellness consult,

<<1899>> I know that she opened

<<1902>> or he opened the first package.

<<1906>> The first order, it's in the house.

<<1908>> Sometimes we do it via Zoom or together,

<<1911>> an unboxing to feel the energy

<<1914>> of the first products in the house.

<<1917>> Feeling that energy and talking about them,

<<1922>> I start to listen,

<<1924>> and already some questions

<<1927>> are in there in the conversation about the lifestyle,

<<1931>> about the challenges, some issues.

<<1934>> And the products that are already in the house

<<1938>> are in the conversation.

<<1941>> So after that, we are talking about the next month,

<<1945>> and the rest of their lives,

<<1948>> how it would be if those oils

<<1950>> would be in their houses for a long term.

<<1953>> The conversation will go then to other products,

<<1957>> besides the main kit that came with enrolling,

<<1961>> like Cedarwood or Correct-X,

<<1964>> or something to have additional in the house.

<<1966>> The cleaning products or the beauty products,

<<1969>> something for the long term,

<<1971>> because LRP means loyalty,

<<1973>> and it's called loyalty for a reason.

<<1976>> Just to have the products every month,

<<1980>> every day in the house.

<<1981>> I think that the most important

<<1985>> in this wellness consultation is listening, yes.

<<1989>> And then it's a dialogue, like you said.

<<1992>> So it's what we all are doing, right,

<<1996>> and we mean the same, I think.

<<1999>> And when you listen,

<<2000>> what are you looking for?

<<2001>> Like what does that listening mean?

<<2004>> I mean, I think we all understand

<<2005>> the general meaning of the word 'listening',

<<2008>> but as a Wellness Advocate in doTERRA,

<<2011>> what are the things

<<2012>> that you are trying to grasp or understand?

<<2017>> I think I'm also writing it down in little words,

<<2022>> so I can look at that before the next meeting.

<<2026>> Listening means I can ask,

<<2029>> "How's your daughter?

<<2031>> Is she fine?

<<2032>> Last time you told me she has fallen

<<2034>> and has something on her knee."

<<2036>> So I listened and now

<<2039>> I can touch.

<<2044>> How do you say this in English?

<<2046>> You know, my heart is touched

<<2047>> with this heart from my opposite.

<<2050>> I'm caring about how they are, how do you do.

<<2054>> And I do that because I mean that.

<<2060>> You kind of make like an actor.

<<2062>> I feel it.

<<2063>> I want to know how you do,

<<2065>> and I can because I listened before,

<<2069>> and I listened in the second meeting again.

<<2073>> Yes, when we're listening,

<<2079>> we can find the needs

<<2082>> of this customer, these people,

<<2086>> and we can answer these needs.

<<2091>> It's like making a connection

<<2093>> and validating the needs that we hear.

<<2098>> Well, I think sometimes when we listen before

<<2102>> in a very good intense way,

<<2106>> we can use,

<<2107>> use is not a good word,

<<2110>> but we can use this information we have

<<2115>> for the next meeting.

<<2117>> What I mean is it's not very seldom

<<2122>> that someone by themself,

<<2124>> they do not remember what was the need before.

<<2129>> So maybe they tell us about

<<2131>> they couldn't sleep very nice,

<<2134>> and we talk about what you can do,

<<2136>> maybe it's Lavender, it's Serenity, it doesn't matter.

<<2139>> So next time I ask for feedback

<<2143>> and want to listen, they say,

<<2144>> "Oh, nothing has changed."

<<2146>> And I listened before,

<<2149>> I ask, "Oh, you told me about your sleep.

<<2152>> Is it the same like before?"

<<2154>> And there's very often someone who says,

<<2157>> "Oh no, it's much better."

<<2161>> Yeah, but I could find out because I listened.

<<2166>> I see.

<<2167>> This is amazing.

<<2169>> Now, we talked about how you as an individual

<<2173>> Wellness Advocate help your customers,

<<2176>> but all of you have big teams, with a lot of Leaders,

<<2180>> with a lot of builders.

<<2182>> Could you please tell us how do you share

<<2185>> the importance of LRP in your teams,

<<2189>> so that they can effectively go out

<<2191>> and promote it to other people?

<<2193>> How do you try to convince them,

<<2195>> "Guys, be on LRP,

<<2196>> and try to get as many people on LRP as possible"

<<2199>> How do you train?

<<2201>> How do you motivate your teams on that topic?

<<2205>> First of all, there is an intention in LRP,

<<2209>> and I'm looking for people who are committed,

<<2212>> who are coachable and who are dedicated to have a business.

<<2217>> That's where LRP comes in.

<<2219>> And it's for a long time, and it's for long term,

<<2222>> because if you're intentional on business,

<<2224>> you have to have an LRP.

<<2227>> And if you want a sustainable source

<<2231>> of income every month, that means dedication,

<<2236>> and that means loyalty.

<<2238>> So the first question is,

<<2240>> what do you choose to be in my team?

<<2243>> A customer, a sharer, or a business builder?

<<2247>> That's question number one.

<<2249>> And after that, the importance of LRP

<<2252>> is coming very naturally in the conversation,

<<2256>> with the links, and success stories,

<<2260>> and of timeframe for products,

<<2264>> for conversation, for team engagement,

<<2268>> groups and other specific tools in my team.

<<2273>> But question number one is,

<<2276>> what do you want to be this year in my team,

<<2280>> a builder, a sharer or just a customer?

<<2284>> And the treatment, it's equal for each person

<<2287>> and the value of the person.

<<2290>> But if you are deciding to be a business builder,

<<2293>> you have like a special treatment.

<<2296>> How I teach our builders, our Leaders

<<2301>> or the people who want to be a Leader,

<<2303>> who want to grow and go on with their rank -

<<2306>> one thing is the basic thing,

<<2309>> this is the word 'needs',

<<2311>> you have to use it when you want to have the commission,

<<2315>> you cannot do without LRP, okay.

<<2319>> But the other thing is for me,

<<2324>> every topic of doTERRA, of this way,

<<2328>> it doesn't matter what it is,

<<2329>> like our offers, like BOGOs,

<<2333>> or the decision of doTERRA to be a network,

<<2336>> it doesn't matter which topic -

<<2338>> I have to go in a

<<2343>> heart connection,

<<2344>> so that I come to the point

<<2347>> to give 100% yes for this.

<<2351>> So I have to give 100% yes for this network,

<<2355>> so I can teach with cheer.

<<2358>> I can talk about emotion.

<<2361>> We are in an emotional business,

<<2363>> and that's also the way I have to talk about LRP.

<<2366>> So I need to have the passion in my talking,

<<2370>> and the people have to feel my 100% yes.

<<2375>> So no one can be there and say,

<<2378>> "Oh God, I want to make a business,

<<2379>> but it's so expensive to pay this."

<<2383>> No, they need a yes,

<<2384>> an emotional 100% yes for that.

<<2391>> I teach my Leaders that it is difficult

<<2396>> to find new customers each time.

<<2400>> It's a simpler way

<<2405>> to sell something the second time

<<2410>> to the same customer.

<<2413>> It's an easier way

<<2417>> to teach your customers

<<2422>> to sell oils the second, and the third,

<<2426>> and fourth time,

<<2429>> and LRP is much

<<2434>> of our commission.

<<2438>> Yeah, I understand.

<<2439>> And actually talking about commission,

<<2442>> could you please tell me,

<<2443>> how does this LRP program contribute,

<<2448>> like what kind of role it has

<<2451>> in your Power of 3 bonus?

<<2453>> And why do you like this bonus so much?

<<2456>> I like this bonus so much

<<2458>> because this bonus

<<2464>> gives growth to my Leaders,

<<2467>> and it is very important to me

<<2470>> to give support to my Leaders.

<<2475>> I like to do the maths with some Leaders

<<2477>> who like the numbers,

<<2478>> and PO3, like three level,

<<2482>> it's such a huge income, especially here in Romania,

<<2487>> that it's more than a monthly income.

<<2490>> So when we do the maths, together with the Premier rank,

<<2494>> it's like mind-blowing.

<<2496>> So the key to a successful team,

<<2499>> I still believe after eight years, it's PO3,

<<2504>> and LRP definitely together.

<<2507>> Yeah, we all know Power of 3

<<2509>> is a very important thing.

<<2512>> One of these building things

<<2515>> of our downline, our team.

<<2520>> And one point is I know of leaders

<<2524>> who advise their first liners

<<2528>> to make an LRP Order with 150 PV,

<<2533>> to create the 600 OV that is necessary.

<<2538>> So we don't do that.

<<2540>> So, we show them how it's counted,

<<2545>> and they can decide by themselves

<<2547>> and give their own decision in this,

<<2551>> to look, do we have some others sitting there?

<<2555>> I know it's complicated if someone doesn't

<<2559>> hear about it, from the people who are looking

<<2563>> at our video.

<<2567>> I think when they understood how important it is,

<<2572>> and how much more basic it can be,

<<2575>> besides the Unilevel,

<<2578>> they will have another look

<<2580>> and they will teach their own builders in another way.

<<2584>> Also, help us to understand the importance

<<2587>> of keeping in touch, and follow up,

<<2589>> and supporting your customers.

<<2591>> Because you just explained what you do

<<2593>> with the wellness consultation to get people on LRP,

<<2597>> but how does the follow up

<<2600>> help you to keep them there?

<<2604>> It's easier to talk with new customers

<<2607>> again and again when I use success stories,

<<2610>> like before and after pictures,

<<2613>> or real life situations where oils helped.

<<2618>> And this is a form of follow up

<<2621>> based on very positive energy.

<<2625>> And they are responding with a good energy

<<2629>> and the plan for next month's LRP,

<<2633>> it's basically coming into the conversation,

<<2635>> like a wow factor.

<<2638>> I was self-employed my whole life.

<<2640>> I'm over 60 now.

<<2642>> But this is a completely different business.

<<2646>> This is a business where you need the connection,

<<2649>> and I love that.

<<2650>> You connect from heart to heart.

<<2652>> You want to know, "how are you?".

<<2655>> All these businesses before,

<<2659>> it's like, "Please cut back the emotion,

<<2663>> they have no space here in your business.

<<2665>> It's not good to have the emotion.

<<2667>> It's not good,

<<2668>> I don't want to see your emotion",

<<2670>> and this is completely different.

<<2672>> You have to laugh, you have to show your cheer.

<<2676>> It's not just allowed,

<<2678>> it's important to be who you are.

<<2682>> So this has to be in this

<<2686>> connection to these customers,

<<2689>> to the people in this wellness consult,

<<2692>> in follow up, to be who you are,

<<2697>> and to accept how the other one is.

<<2699>> This is also the important thing

<<2702>> because you will not just meet people

<<2704>> who are the same like you.

<<2707>> So respect,

<<2709>> and be really thankful

<<2714>> with gratitude for that person who is here,

<<2720>> in the meeting.

<<2722>> In my team, this support group

<<2727>> which I have on WhatsApp for my customers

<<2732>> is helping for me, and for them also,

<<2738>> because they can share

<<2743>> between them success oil stories,

<<2748>> their individual oil stories,

<<2751>> and it is very helpful.

<<2753>> Well, I used to say that

<<2755>> we work with an army of volunteers,

<<2758>> and people will stay volunteers

<<2760>> as long as they feel that they are important,

<<2764>> that their needs are taken care of.

<<2767>> Yeah, amazing answers.

<<2770>> Great feedback.

<<2770>> Now, question here.

<<2773>> How do you tackle the cost?

<<2775>> How do you manage the cost of LRP Orders,

<<2778>> in order to maintain this?

<<2782>> Especially that we know that

<<2786>> we have to keep a team volume to earn this bonus.

<<2790>> What is your strategy on that?

<<2793>> I teach my customer

<<2795>> that they can invite

<<2799>> neighbours and family members to

<<2803>> their LRP program,

<<2809>> and they can do it together.

<<2814>> And maybe for some people that is easier.

<<2819>> You mean that you talk to your friends and family members

<<2820>> whether they want to buy products from you

<<2824>> through your account?

<<2827>> No.

<<2828>> I teach my customers that they can

<<2833>> share with their neighbours and family members,

<<2837>> and they can do this LRP

<<2845>> Order together in each month,

<<2849>> and they'll have more volume from this order,

<<2855>> and in each month,

<<2858>> they can take all the free oils.

<<2863>> So the important thing for the customers

<<2866>> is that we tell the customer

<<2869>> it's just the need to buy one product

<<2874>> in this LRP to keep it going on.

<<2878>> What do I mean?

<<2880>> So they earn gift points, for example,

<<2884>> and they will be there,

<<2886>> and there will be more month for month.

<<2891>> So they don't lose that,

<<2894>> the LRP will not be stopped.

<<2896>> They just need to order one product.

<<2899>> So sure, we just can

<<2904>> get something from these gift points,

<<2909>> points which you get as a gift, a way we can pay

<<2913>> after a while, instead of with money,

<<2915>> we pay with these points.

<<2918>> We get that when we order a minimum of 50 PV,

<<2922>> yes it is like that,

<<2925>> but there's no need to do it every month.

<<2927>> And this is very easy

<<2930>> to go on with this LRP for the customers.

<<2933>> And so they can feel this pleasure of

<<2937>> what is inside and the pleasure also to get gifts,

<<2941>> to get in the form of points, gifts in the form of products,

<<2946>> even the Product of the Month, when they say,

<<2948>> "Oh, this is a perfect one."

<<2950>> Think about Frankincense,

<<2953>> which has an amount of value,

<<2958>> which they'll say, "Okay, I'll take that,

<<2961>> and order my 125 PV".

<<2963>> So if they really understand

<<2967>> all these separate topics in this LRP,

<<2972>> then most of them love it.

<<2974>> My conversations are a little bit different

<<2977>> when it regards a business builder and a consumer.

<<2981>> For the consumer, it's very easy,

<<2983>> and the focus is for 12 months,

<<2986>> because I know my first experience

<<2989>> of 30% and it was huge.

<<2992>> It was such a good reward for me

<<2994>> to see in my back office

<<2995>> that three-zero in the percentage,

<<2998>> that means more free products.

<<3000>> That was like seven years ago.

<<3003>> And for eight years, I never missed one LRP.

<<3006>> And this is the energy I am giving to the new customer.

<<3010>> Be patient and enjoy a product every month, just one.

<<3016>> You will keep your advantages of the percentage,

<<3019>> maybe we'll earn some points in different volumes,

<<3023>> but you will be rewarded,

<<3027>> because it's called Loyalty Program for a reason.

<<3032>> And every business experience

<<3036>> has in the frontline

<<3040>> the oil experience.

<<3042>> And LRP is having that oil experience every month,

<<3047>> a different oil every month.

<<3050>> So after that, in a very short time,

<<3052>> through my experience, is that a business decision

<<3057>> is after three or four months

<<3060>> after a low LRP,

<<3062>> because they already have the oil experience.

<<3067>> So no need for 100 PVs,

<<3069>> just one product every month.

<<3072>> Okay.

<<3073>> Maybe my final question would be,

<<3076>> what tips would you give

<<3078>> and how would you address

<<3080>> the concern if somebody would want to stop LRP

<<3084>> or have not ordered for a while?

<<3088>> When I see someone

<<3090>> or a group of people are dropping LRP,

<<3093>> my first question is, "Is everything okay?

<<3097>> Do you want to talk?

<<3098>> How can I help you?"

<<3099>> Maybe it's a financial reason,

<<3101>> but rarely, very, very rarely

<<3104>> it's about product complaining, so rarely.

<<3107>> Mostly it's about the income or financial situation.

<<3111>> And I think in those times,

<<3114>> some incentives in the team are very welcome.

<<3119>> So I advertise something,

<<3121>> like if you are struggling with an LRP,

<<3124>> but this month you decide to be back on LRP,

<<3128>> I have a Wild Orange, or a Lemon, or a Grapefruit,

<<3132>> something minty or citrusy

<<3134>> because these are great every time.

<<3137>> And I keep my word,

<<3140>> and let them have their product

<<3142>> after they show me small proof

<<3145>> that they've processed their LRP after a long time.

<<3149>> So I'm all for incentives.

<<3153>> Yeah, we don't do it with incentives.

<<3156>> We go on with a very intense meeting,

<<3161>> and we come back to that, what we said already,

<<3165>> we are listening.

<<3166>> What is going on in your life?

<<3168>> What is going on in your family?

<<3172>> So we don't start with, "Oh, you don't want

<<3175>> to make an LRP order anymore,

<<3177>> or you stopped it?", or like that.

<<3179>> This is not the first question,

<<3181>> we are coming to this point.

<<3184>> But first we listen, like she said,

<<3187>> it's maybe a financial topic,

<<3190>> maybe it's a disease.

<<3192>> Maybe they do not have the brain

<<3194>> to think about anything else,

<<3197>> so you have to find out first, why.

<<3202>> Then we can come in this meeting,

<<3206>> or this talk, to the point,

<<3212>> "Do you remember you loved this product?"

<<3214>> "Yes, I do."

<<3216>> I've never met someone who wants

<<3220>> to order less or stop it

<<3222>> and gives me the answer, "I do not love it anymore."

<<3226>> It's always another topic, something else,

<<3229>> such as, "Too much in my life,

<<3231>> too much input,

<<3232>> it makes me crazy to think about this as well."

<<3235>> So sometimes I offer, "I can do that,

<<3239>> just give me a call.

<<3241>> This time which is crazy for you,

<<3244>> it's passing by."

<<3247>> But listening is the main thing to find out

<<3251>> what's going on in the life of this person.

<<3253>> I think that the most important is education,

<<3258>> because people don't need oils

<<3262>> when they don't use them.

<<3265>> If they use them every day,

<<3267>> they need them every month.

<<3269>> So understanding and education,

<<3271>> that's what we do in this profession.

<<3273>> Understanding and education, yeah.

<<3276>> You said something very important

<<3278>> because this is what we have to teach

<<3281>> our builders, our Leaders,

<<3284>> all the people who want to be a Wellness Advocate,

<<3288>> to use the product, use it yourself.

<<3293>> Be your best customer.

<<3297>> Because when you start to find out,

<<3301>> you see how important it is to have a daily habit,

<<3304>> or to use it every day. Maybe you change it,

<<3309>> maybe you use it looking in the book,

<<3311>> or maybe you use it like, "Oh, I feel it,

<<3313>> which one is the right one?",

<<3315>> like intuition.

<<3317>> Then you can talk about this,

<<3319>> and then you can teach exactly this.

<<3322>> You can teach your customers how you can use it.

<<3326>> So, I think it's important.

<<3329>> We are like a sparkling lighthouse,

<<3333>> and that's what we are,

<<3336>> with this sparkling coming out.

<<3339>> So others get it, even when they don't know

<<3344>> how to use the words for that.

<<3345>> But what you are living,

<<3347>> and they're looking at you,

<<3349>> at this lighthouse, they say, "Oh, great!

<<3354>> She looks happy, and

<<3356>> he looks like a standing one.

<<3360>> This is important, I need that in my life."

<<3364>> Well, talking about lighthouses,

<<3366>> I kind of feel that I have three big,

<<3369>> beautiful and super effective

<<3372>> lighthouses in front of me,

<<3375>> because you are lighthouses.

<<3377>> You really are showing an example,

<<3380>> and doing a fantastic job by educating

<<3384>> and helping the people to understand the value of LRP,

<<3388>> the Loyalty Rewards Program.

<<3391>> Thank you very, very much for your dedicated hard work,

<<3394>> and also your willingness to offer this big basket

<<3398>> of true principles and wisdom.

<<3402>> And you do not just keep it for yourself,

<<3404>> but you're willing to share it with other people.

<<3408>> Thank you so much and have a fantastic day.

<<3415>> Thank you all for this great panel,

<<3417>> full of useful tips.

<<3419>> So to wrap up our day, we are telling you

<<3422>> how you can apply everything you have learned today,

<<3425>> plus how you can join our brand new campaign

<<3428>> #doTERRALifeGoals, to grow your LRP enrolments.

<<3433>> Our Creative Manager, Ines, is up next.

<<3441>> Hi everyone.

<<3441>> I really hope you enjoyed the masterclass,

<<3443>> and that you got a lot of different ideas

<<3445>> and tips to go and use in your business.

<<3448>> But first, I would like to invite you

<<3450>> to join the doTERRA LifeGoals Challenge.

<<3452>> This challenge was created to help you

<<3455>> reach out to your customers and clients,

<<3458>> and help them build these daily habits

<<3461>> that are going to have a really big impact

<<3464>> in the long term in their wellness.

<<3466>> So the first thing you should do

<<3468>> is to go to our website

<<3469>> where you'll find all the resources

<<3471>> that we have made available for you.

<<3473>> You have a guide book with ideas for protocols,

<<3476>> a tracker, and it's really something

<<3478>> that you can just share with your clients,

<<3480>> and start understanding

<<3482>> where their wellness needs are.

<<3485>> Then you can also find the PowerPoint

<<3487>> with a brief explanation of how LRP connects

<<3492>> to this LifeGoals Challenge,

<<3493>> and also on how you can create your own challenge,

<<3496>> because we are giving you the template,

<<3499>> but then you can really run

<<3501>> with whatever you feel most comfortable with.

<<3503>> So if you are a nutritionist,

<<3505>> a personal trainer, a yoga teacher,

<<3507>> or just overall into wellness,

<<3511>> you can create a challenge

<<3512>> that appeals to your customers,

<<3515>> get them really engaged, get those daily habits,

<<3518>> and create a little community

<<3520>> that will support each other.

<<3522>> And you'll see that by having such close contact

<<3525>> and creating a really nice feel

<<3527>> about the challenge that you're creating,

<<3530>> this is going to lead to long-term retention,

<<3534>> and you are probably going to enrol them on LRP.

<<3537>> Head to our website where you'll see

<<3539>> a lot of ideas as well in our social media channels.

<<3543>> So either on Facebook or Instagram,

<<3545>> we would really like for you

<<3547>> to get into the conversation,

<<3548>> and tag us and just share your progress.

<<3551>> And to make everything even more exciting,

<<3554>> the top 10 LRP enrollers in Europe

<<3556>> are going have the chance

<<3557>> of meeting Emily Wright

<<3559>> at our Bloom Convention in Turin.

<<3561>> You'll find all the details

<<3562>> for this incentive on our website.

<<3565>> I hope you learned a lot today,

<<3566>> and thank you for watching.

<<3568>> See you soon.

<<3572>> Thanks Ines.

<<3573>> I've decided that my challenge during April

<<3575>> will be to do the 30-Day Cleanse,

<<3578>> and I can't wait to hear about

<<3579>> how you will all get on with this challenge

<<3581>> through our social media pages.

<<3584>> Don't forget, if you want to download the guide book

<<3586>> or learn more about the details of this challenge,

<<3589>> please head to #doTERRALifeGoals webpage.

<<3593>> You can access the webpage link

<<3594>> in the video description below.

<<3597>> That's all we have time for today.

<<3599>> Thank you all so much for joining us this morning,

<<3601>> and I hope you have enjoyed this masterclass.