Expo Your Way To The Top! $$$$$ Expo Success Kit. Expo Supply. List. Expo Training. Expo Tools

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1 Expo Your Way To The Top! $$$$$ Expo Success Kit List Expo Supply Expo Training Expo Tools

2 Michelle Sanchez Added: Paragraph Break Michelle Sanchez Added: Paragraph Break Michelle Sanchez Added Text Michelle Sanchez Added Text Michelle Sanchez Added: Paragraph Break EXPO SUCCESS TRAINING This training is designed to help you achieve tremendous success with expos/trade shows. This form of marketing is powerful because it allows you to introduce the products to massive numbers of people while making personal contact. It is an opportunity to meet more people in one day than most people meet in months! It is also an opportunity to demonstrate the product on many people in a short period of time. One of the most important things to do before doing each expo is to set your goals and intentions including the number of leads, customers, distributors and expo sales you expect and then strategize your marketing, expo specials, etc. to get those results! Most items mentioned in this training are available in the Expo Success Kit! Expo Supply List Ultimate Body Applicators [Recommend Extra Double] Sharpie Permanent Markers/Pens on Lanyard Tape Measures [Extra for Customers to Take Home] Plastic Wrap [Quality Brand that Clings!] Bottled Water [Critical to Flush Toxins During Wrap] Empty Product Containers for Display Used/Washed Body Applicator & Facial Mask to Show Small Table w/cover for Wrapping Supplies or Wrap Cart Drawing Container Banners/Signs Name Tags Customer Measurement Cards Drawing Forms Biz Cards/Catalogs/Literature/Order Forms/Distributor Applications Clip Boards for Completing Forms Calendar for Booking Appointments/Parties Scissors/Other Supplies Calculator Sales Receipt Books [2-Part for Customer Copy] Money Bag/Box Plus $50 in Change [5 s and 1 s] Credit Card Processing Supplies if Applicable Optional: DVD Player/It Works DVD/Extension Cord Selecting an Expo Find expos by checking local newspaper and TV News websites for their events section. Also Google your area towns plus words like Trade Show, TradeShow, Expo, Exhibit, Fair, Bridal Show, Home Show, Etc. The type of expo is not that important as long as people will be there. For example, at a home show thousands of women are walking around with their husbands bored from looking at windows and roofing. You will be the only exciting thing there with little or no competition! Ask some important questions before booking an expo: Cost of Expo? Split cost with local team members to make every expo affordable. One good customer/distributor pays for an expo! Extra Charges? Ask about hidden charges for tables/table covers/electricity/corner booths/internet service which all adds to the cost. Expected attendance? Promoters ALWAYS greatly exaggerate the attendance of their expos. It is usually half of what they estimate! However, the number of people attending an expo does not always determine the success of an expo you want quality, not quantity! How many vendors/exhibitors? This will help you determine the size and popularity of the expo and vendors are your best prospects! Who are the sponsors? The size and popularity of the sponsors will tell you the size and popularity of the expo. What is the marketing/advertising campaign/schedule? This will usually determine how well the expo will be attended. References? Get references from the promoter or the promoter s website of previous expo exhibitors/vendors in a similar category. How many years for same expo at same venue? First-time expos are a huge risk. Venue alone can make or break an expo! Exclusivity policy? Most promoters only allow one person from each company, but be sure you are the ONLY It Works! Distributor! Sales and/or Wrapping allowed? Determine ahead of time if wrapping at the expo is allowed and if retail sales are allowed. Register early to request or select the best high-traffic location or a location near a booth known to create excitement (i.e. wine tasting). Once you do an expo, most expo promoters will give you the first right of refusal before allowing another person in the company to do it. Be sure you let them know that you want to do ALL their expos so when someone inquires, they will tell them they already have someone. Vendor Business Remember that your best prospects are your fellow vendors/exhibitors who are business owners that need money. Provide each vendor with a business card or post card to take home, plus a Vendor Special card or coupon [See Coupon Below]. Prepare enough literature for every vendor and double amount since most booths have 2 or more people and some rotate different people. Walk the expo during setup or before expo opens on first day to leave special offer. Do not disturb vendors if setting up! Some expos prohibit soliciting vendors during expo hours. If so, plan to hand out at end of setup period when fewest people are there. Arrive early and stay late since that is the only time vendors can do business with you. Vendor Ideas Get great exhibit ideas by arriving near the end of the setup period. Also watch during the expo to see who is attracting attention and how. Ask vendors about their best expos and get the contact information for those expo promoters.

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4 Michelle Sanchez Added: Paragraph Break Michelle Sanchez Added: Paragraph Break EXPO SUCCESS TRAINING - CONTINUED Booth Design Be creative! Dare to be noticed! You only get 30 seconds to attract attention in a sea of hundreds of booths all screaming for their attention! Booth design should be a theme that is professional, bright, exciting and fun to attract attention and make them stop to find out more! Signage is #1 priority! It should match the display and include the benefits and features of the product as well as demonstrate that we have the solution to their weight loss problem! That is why the before/after photos of people and the before/after butt pictures are so powerful! Have the It Works! DVD Loop running showing how the wrap is applied to draw interest (even if they cannot hear it due to noise level). Many only display the Applicators and Defining Gel or Ultimate Body Challenge Kit to avoid people thinking it is just another diet pill. If wrapping at the booth, a portable pop-up dressing room can be purchased online or on ebay for about $35. Have 1-2 chairs available for people to wait to get wrapped or while waiting for their companion to get wrapped. They will welcome the opportunity to sit and rest in a place where seating is hard to find. Offer them a bottle of water and a catalog while they wait. Create a Buzz Remember, it is not just about the expo it is also about the expo before the expo and the expo after the expo! Create buzz before the expo by sending invitations to prospects/customers to introduce a new product, a sample or special pricing, etc. Get a list of entertainers, keynote speakers, etc. and offer them a free demo/products in exchange for promoting your product. Advertise in the expo materials/flyers/directory and find out who is doing the PR coverage of the expo to find ways to promote your booth. Create a buzz at the expo by handing out stickers that say I m Losing Inches Now Ask Me How to people you have wrapped. Wear a tape measure around your neck everywhere you go at the expo and everyone will ask what you are doing. They just have to know! Need extra excitement? Barter with or hire a local celebrity or local team cheerleaders to sign autographs at your booth. Get free advertising by parking your vehicle with signage at a location where attendees must walk or drive past (Put booth # in window!). After the expo be sure to follow up within 1 week or people will begin to forget you and the excitement they experienced at the expo! It is critical to do expo wrap follow-ups in 24 hours and 72 hours when customers should be taking new measurements. Send a thank you note or e-card to attendees and offer them the Expo Special: Wrap 5 Friends & Yours is Free wrap party! Michelle Sanchez Added Text Expo Etiquette Remember you are there to do business - not to shop, talk on the phone, or socialize with booth mates or other vendors. Vendors are there to sell their products/services not to buy yours so be respectful by not talking to them at their booth during the expo. Be respectful of your neighbors by staying within the designated area of your booth (also usually a rule of the expo). Stand at all times facing traffic with a smile and a greeting to make contact with as many people as possible. Do not stand with your arms crossed or your hands in your pockets it sends a subconscious message that you are unapproachable. Do not eat or chew gum in the booth. All drinks should be kept out of sight, especially if they are unhealthy beverages other than water. Keep breath mints available for all team members. Believe it or not, this is one of the top reasons for losing business at an expo. Never pre-judge a visitor by their appearance you will be surprised at the people who are interested and who are not interested. Be sensitive when talking to people so as not to offend anyone by saying something that conveys you think they need to lose weight! Also learn to quickly distinguish between a prospect and a suspect! Many are there only for free entertainment and free gifts! Distributors should dress appropriately for the type of expo. Many choose to wear matching company logo t-shirts with black pants. All team members should wear a name tag high enough on the shoulder to be clearly seen by prospects. Most expo badges hang too low. Showtime! Get prospects attention by asking a simple question: Have you heard about the Ultimate Body Applicator YET? It was featured in the Emmy s Gift Basket to the stars! Once you have their attention, share a few highlights: The UBA starts producing inch loss in 45 minutes! It s safe, natural and affordable! In fact, you can try it now for only $20 it takes less than 5 minutes and most people get results in 45 minutes while enjoying the expo! [Optional] If skeptical, offer Money-Back Guarantee: Results are guaranteed! If you don t lose at least one inch in the next 45 minutes, we refund your money or give you another wrap for free your choice! So what do you have to lose?! [Optional, but consider that 9 out of 10 people get results so even if you have to give one refund you have made a profit on the other 9 wraps plus 9 new customers!] Once you have their attention, you only have 1 minute to tell them the benefits and features of the product to help them to make a decision so make that minute count! Remember, the more you say, the less you sell! Do not tell them everything unless they ask! Have a Benefits & Features list [See List Below] especially for new distributors since they can just review the list with prospects.

5 Michelle Sanchez Added: Paragraph Break Michelle Sanchez Added: Paragraph Break EXPO SUCCESS TRAINING - CONTINUED Expo Leads & Teamwork Generally, there should be no more than 4 people in a booth at any time to avoid crowding and to allow everyone to get their share of leads. People are naturally competitive, so the ideal situation is to have teams working together who benefit financially from each other to avoid competition and promote a team atmosphere. If sharing with non-team members, set ground rules BEFORE the expo to avoid issues. If 2 people are working the booth, it is easy to do by having one person at each end of the table with their own drawing box and color-coded drawing forms. People will just naturally gravitate to one or the other, or to the one that is not busy, making it easy to share leads. If more than 2, you can set up a lead rotation so that everyone gets a fair share of leads. Some choose to split all the leads evenly at the end. However, after a team member builds rapport with a prospect, they often resent being turned over to someone they don t know. Have multiple team members hand out their own cards/catalogs when speaking to prospects rather than having them on the table to prevent them from taking someone else s card or literature which then creates the awkward situation of asking to switch cards/literature. Expo Specials/Samples/Giveaways Offer an expo special that is unavailable at any other time requiring them to buy NOW! It can be a price break or package deal. Offer an expo special that requires that they become a Loyal Customer at the expo to turn a one-time customer into a long-term customer. Offer to sample the product at the expo for a low cost since most people like to experience new things first before they buy. Offer a drawing for free products to collect leads. Form should include questions like Do you want to lose inches/weight? Do you know anyone who wants to lose inches/weight? Do you want to have a wrap party? Are you looking for a home biz PT/FT? [See Form Below] Make prizes and giveaways relevant to the business by offering It Works! products or a wrap party etc. Expo Wrap Options Tummy Wraps work best at expos because they produce the best results in 45 minutes. Portable pop-up dressing rooms are available inexpensively online or on ebay (Average $35) to provide privacy for wrapping at the expo. Most charge $20 for a sample tummy wrap to get people to try it on the spot ($25 is a decision and you only get a split second at an expo!) Expo Wrap Payment Options Most attendees arrive prepared to shop and most will have a $20 bill, but it is helpful to know the location of the nearest ATM. It is up to the team members what forms of payment they will accept and limiting the payment methods also limits the sales. There is always a risk accepting any form of payment other than cash a check can bounce or a credit card can be declined. Team members can sell product directly to customer at the expo or have them sign up as Loyal Customers to get product shipped to them. If selling product at the expo through the Loyal Customer program, all credit cards will be processed through It Works! on their website. If selling product at the show, you will need your own credit card processing service like ProPay which allows processing by cell phone guaranteeing instant approval. Equipment is expensive and requires monthly charges and long-term contracts which is not cost-effective. Every credit card processing service charges transaction fees at an average of 3% of the total transaction so figure that into your cost. Whether processing credit cards through It Works or on your own, it is CRITICAL that you get the customer signature and the 3-digit CVV code on the back of card to provide the required proof of purchase in the event they dispute the charge or request a chargeback. Wrapping for Success It is important to follow the system for keeping the process organized, especially during a busy expo. Each team member should be responsible for their own prospects, including collecting the wrap fee, explaining the wrap process, helping prospects complete the contact card, wrapping them, and completing the receipt, Loyal Customer form or Distributor Application. To expedite the wrap process, have distributors explain everything outside of wrapping booth before and after wrapping. If multiple distributors working booth, have each distributor bring their own supplies & wrap their own prospects. Put prospects at ease by letting them know the wrap is a targeted tummy wrap and they will not need to disrobe (also put in signage). Measure and record measurements on their measurement card and the contact card (your copy). Some also like to record the time. When making measurement marks, be sure to use a permanent marker and mark away from wrap area or marks will disappear. Wrapping tip: If you start the plastic wrap on the front side of the abdomen and flip the roll (like you would twirl a baton) as you go around the back both times, it will create a criss-cross x in the back which will be more comfortable and tight while they walk around. Provide bottled water after wrapping and stress the importance of drinking plenty of water to hydrate body and flush toxins for best results. Stress the importance of returning to the booth in 45 minutes or more to be re-measured (and to sell them more product!).

6 Michelle Sanchez Added: Paragraph Break Michelle Sanchez Added: Paragraph Break EXPO SUCCESS TRAINING - CONTINUED Wrap It Up! Re-measure guests when they return to the booth. It is important for same person to re-measure guests if possible to ensure accuracy. Make a big deal over inch loss for each person! If expos allow noise, use a bell to get attention. Also be considerate of other vendors. You can also record inches on a big board or use the figure cut-outs for each person and total them for all to see! [See Cut-Outs Below] If someone does not lose inches, or even gains an inch, reassure them that the toxins released are not yet flushed out of the body those are usually the biggest losers in the next 24 hours. Some distributors choose to warn them ahead of time just in case. Customers can remove wrap/rub in remaining ingredients or can wear wrap overnight (add fresh plastic wrap if re-wrapping). Remind them to drink plenty of water over next 72 hours as it continues to work and re-measure at 24 and 72 hours and record results. Let them know you will be following up to get those results to ensure they will follow through with their measuring at home. To ensure re-measuring, provide them with a tape measure to take home. [Available through 12 for $2.95] Show Them the Products & Show Them the Money Remind them that in 4 days they are going to want to wrap to continue their results, so if they order now, they will arrive in time! Review the benefits of purchasing the introductory expo special and/or review the Retail Customer/Loyal Customer wholesale options. Ask if they are going to tell their friends about their results if so, they may want to sell it to them too and earn extra money! If interested in the business, show them the party money and the Power of 7 [See Flyers Below]

7 EXPO FORMS & SIGNS Expo Measurement Card Ingredients Why It Works Instructions/12 Week Measurement Card Expo Wrap Options w/pricing & w/o Pricing Benefits & Features Product List Flyer Expo Purchase Options Power of 7 Form Real People Real Results Signs Expo Drawing Sign Expo Drawing Forms Lost Inches Figure Cut-Out Woman/Man I m Losing Inches Now Sticker Design Vendor Special Coupons $15/$20 Name Tags Michelle Sanchez Added: Paragraph Break

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10 THE ULTIMATE APPLICATOR is formulated without mineral oil, lanolin, propylene glycol, isopropyl alcohol, artificial colorants, synthetic fragrances, or animal by-products. A safe preservative system without formaldehyde releasers and low parabens concentration, approved in Japan, European community and USA. HORSE CHESTNUT (Aesculus Hippocastanum) Provides astringent and anti-inflammatory benefits for products treating reddened, irritated or sensitive skin. In Germany, extract from its seed has been approved to treat poor circulation to the legs, leg cramps, swelling and non-specific leg heaviness. Traditionally used for its ability to reduce varicose veins and hemorrhoids. GREEN TEA EXTRACT (Camellia Sinensis) Green tea is known to contain two active groups of chemicals known as xanthines and polyphenols or catechins. The xanthines include components such as caffeine, theobromine and theophylline. These active agents have been demonstrated to suppress inflammation and irritation, as well as reduce cellulite. Polyphenols (also know as catechins) exhibit powerful anti-oxidant properties, which play an important role in the prevention of cell damage. Consequently, green tea extract is considered to play a vital role in protecting the cell from free radical damage initiated by environmental factors such as exposure to UV light. Powerful antioxidant components help prevent or delay skin aging. CENTELLA ASIATICA (Hydrocotyl) Acts as an anti-inflammatory agent reducing inflammation and skin sensitivity as well as tightening skin and increasing skin elasticity. Studies at the Department of Dermatology in Strasbourg indicate it is a strong antiinflammatory agent, effective in the treatment of wounds, ulcers and lymphatic edema. Hydrocotyl extract is used in Indian Ayurvedic medicine to combat excessively dry skin. HORSETAIL EXTRACT (Equisetum Arvense) This herb has a long history as an effective treatment for damaged and wrinkled skin. Used for its astringent, tightening, and firming properties on the skin. It also helps to improve the elasticity of the skin. The herb helps eliminate excess oil from skin. EUCALYPTUS LEAF OIL (Eucalyptus Globus) Eucalyptus is known for its antiseptic, antibacterial, antifungal, and antiviral properties. It regenerates, revitalizes, soothes, cools, and stimulates the skin and blood circulation while reducing blemishes and excess oil. SEAWEED EXTRACT (Fucus Vesiculosus) Derived from the dried Thallus root of Fucus Vesiculosus, a type of seaweed. It is rich in the same vital nutrients, trace elements and amino acids present in human blood plasma, allowing it to penetrate the skin more thoroughly than most other ingredients. It speeds up the elimination of toxins from cells and is a natural cellular renewal ingredient. It also helps to nourish and remineralize the skin. High in silicon, which is believed to keep the skin from wrinkling and sagging, it is used for its anti-inflammatory and revitalizing properties. IVY EXTRACT (Hedera Helix) Ivy is well know for its skin toning, tightening and skin refining properties. Ivy has slimming and anti-cellulite properties, preventing water accumulation in skin tissues. Ivy is also antibacterial and anti-inflammatory to lower tissue sensitivity, activate circulation, and reduce inflammation. Ivy Extract is also currently being studied for its vasoconstrictive properties. MENTHOL Derived from mint oils with anti-inflammatory and anti-itching properties to impart a cool, soothing feeling to skin. SEAWEED DERIVATIVE Organic derivative of seaweed that binds moisture in the epidermis, thus firming and strengthening the skin. Also known to act as an anti-oxidant to actively prevent the acceleration of premature aging. In vitro studies have shown that Merylsilanol Manurrante normalizes cellular metabolism, is a tissue regenerator and aids in the reduction of cellulite. PANTHENOL (Vitamin B5) Penetrating moisturizer that imparts a non-irritant; nonsensitizing, moisturizing, and conditioning feel and promotes normal keratinization and wound healing. Panthenol protects the skin against sunburn and enhances the natural tanning process. GUARANA SEED EXTRACT (Paullinia Cupana) Used in cosmetic preparations as an astringent and to stimulate circulation. ROSEMARY OIL (Rosmarinus Officinalis) Rosemary has astringent, antiseptic, and invigorating, properties that stimulate the metabolic processes in the skin's dermal layer making it beneficial for hair loss, acne, dermatitis, eczema and other skin disorders. It is also beneficial for firming and toning the skin.

11 Instructions Before You Begin, You Will Need a Tape Measure/Permanent Marker/Ace Bandage or Spandex Clothing or Saran Wrap to Hold Wrap in Place Stand Up Straight - Record Measurements in 3 Places in Target Area Marking Skin with Permanent Marker (i.e., Waist/ Tummy/Hips) Completely Unfold Applicator with Lotion Side Toward Body - Smooth Out to Ensure Good Contact and Secure Applicator - For Best Results and Absorption, Take Warm Shower Using Exfoliating Sponge and Soap without Lotions or Oils to Clog Pores Must be Worn Minimum 45 Minutes to 8 Hours for Maximum Results When Removing Applicator, Rub in Remaining Gel for Maximum Results It is VERY IMPORTANT to Drink Extra Water to Flush the Fat & Toxins Quickly from the Body! (Experts Say 1oz for Every 2lbs of Body Weight) It is Also Very Important Not to Exercise or Sweat During the Application Which Blocks Absorption and Penetration of Gel Remove Applicator then Measure and Compare to Initial Measurements - Measure Again in 24 & 72 Hours as it Continues to Work for 72 Hours You Can Safely Wrap Only One Part of Your Body Every 72 Hours May be Cut in Half to Fit Arms, etc. (Arms/Legs Count as 1 Body Part) Measure Apply Secure Measure Take 3 Accurate Measurements of Target Area and Mark Skin with Permanent Marker - Write Down Measurements Completely Unfold Wrap Being Sure to Apply Lotion Side Toward Body - Smooth Out to Ensure Good Contact Secure Wrap with Saran Wrap, Ace Bandage or Spandex Clothing - Wear Overnight for Maximum Results Take the Same 3 Accurate Measurements of Target Area Using Previous Marks Write Down Measurements and Compare

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13 5 $80 Autoship x 2 Loyal Customers $ $80 Autoship x 2 Loyal Customers $ $80 Autoship x 2 Loyal Customers $1, $80 Autoship x 2 Loyal Customers $7, $80 Autoship x 2 Loyal Customers $21, $80 Autoship x 2 Loyal Customers $75, Distributors Total Average Income Per Month $105,412 Chart Reflects Monthly Residual Income Only Does Not Include Fast Start Bonuses, Leadership Bonuses or CAB Bonuses Loyal Customer Orders Average $72 Monthly Steps Done Step 1 - Sign UP As A $299 Distributor With $80 AutoShip Step 2 - Sign Up 2 Loyal Customers in 2 Days Step 3 - Sign Up 5 Distributors in 7 Days Step 4 - Help Your 5 New Distributors Do Steps 1-3 Step 5 - Repeat Power of 7 Process Over Loyal Customer #1 Loyal Customer #2 Distributor #1 Distributor #2 Distributor #3 Distributor #4 Distributor #5

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15 Insert Your Own Before/After Pix

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