Kathi & Barry { } continued... PFAHL. How Premier Has Enriched Our Lives. Nothing Worth Doing Comes Easy. Six diamond designers Willard, OH

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1 How Premier Has Enriched Our Lives The income from our Premier business allowed Barry to retire two years early. Today, we work the business together as a team, and I m blessed and grateful to have my husband and best friend as my business partner and biggest cheerleader. Kathi & Barry Six diamond designers Willard, OH { } #1 Sponsor in the Nation - February 2013 Kathi has signed 7 Jewelers in the past 12 months. Why I Started My Premier Business Eight years ago I started selling Premier because three of our six children were in college, and I thought it would be something fun to do on the side to offset the cost of college. At the time I worked full time as the administrative assistant in our Superintendent s office for our school district and Barry was the Technology Coordinator for our school district and was coaching Girls Varsity Basketball. I loved my job and had no intention of quitting; Premier was just going to be a Fun little thing on the side. As the saying goes, If you want to make God laugh, tell Him what your plans are! Eight months later, I resigned from my job of nine years because in eight months, doing two shows a week and sponsoring two Jewelers a month I had TRIPLED what I made for a year working a forty hour week at my school job! Premier has enriched our lives beyond what I ever dreamed. Financially, there is nothing like it. Barry was the 2nd highest paid administrator in our school district and in 18 months, I DOUBLED his salary! To have the freedom Premier offers is a huge blessing. Our two sons and their wives moved to Denver, Colorado two years ago. I now travel to Denver every weeks, spend time with my kids, do shows, sponsor Jewelers, and the trip is a deduction! One of my goals is to build a big team there and go every 4 weeks to do monthly trainings for my girls, do shows, and spend time with and enjoy my kids! Nothing Worth Doing Comes Easy If there is one thing that frustrates me, it s when a Jeweler s business slows and they begin to look for something else or start another business instead of working harder in the business they all ready have. That s when it s time to work harder, not search for an easy fix or something else to do. Nothing out there beats Premier. The key is to stick it out! Premier works when you do AND the harder you work, the more Premier works! Anything worth while takes effort, time and commitment! I love the acronym for Focus: Follow One Course Until Successful! Stick it out!! Sponsoring Activity My sponsoring begins the minute I meet the guests at a show and the minute I book my Hostess. It s not one thing that works, it s a combination of a bunch of little things done consistently along with following up and following through. In our business, it s the small things you do that make a big difference! Get to know your guests; build relationships. I want to know if they work another job, what they do and do they love and enjoy it. As I greet the guests, I get to know them. Doing this, I know my audience and learn what seeds to drop during the show. After introductions, I share my 2 minute Premier testimony and start with this sponsoring activity (thanks to our real life daughter and Two Diamond Designer Allison Wiers who came up with this concept that I tweaked for me and my personality): Ladies, studies show that you will leave here tonight asking

2 yourself Could I do what Kathi does and how does she make money? so I m going to answer those questions for you right now by pre-qualifying you for my job and showing you how you make money! To pre-qualify them, I have them follow my actions as I put a necklace on an imaginary person. After we re done I say, Awesome, you just put a necklace on a person or a mannequin! Now, raise your hand if you can read at a 3rd grade level. GREAT, all the jewelry is tagged. Then I hold up my notes and say, You don t have to memorize anything! We set you up for success by giving you a plug-in, turn key system! And lastly, repeat after me Isn t that cute? Give yourself a hand ladies, you can do what I do! Now I m going to show you why you d want to! This is when I bring my Hostess or a guest up and do Big Money. When I m done, I say Now that you know you re qualified and can do what I do and you know how easy it is to make an extra $1000 a month, watch me tonight. If you re looking for a change, not making ends meet, looking for a Plan B, or just love fashion, style and jewelry (I implement the things they ve told me before the show or that I heard them say to each other), talk with me at checkout and I ll send some information home with you. During My Show I Drop Seeds This is one of my favorite pieces and it comes in your kit. I love that I get paid to be in the know of what s in, what s out, how to look my best and teaching other women to do the same! All the jewelry on the table is mine to wear. The hardest part of my job is deciding which of the fabulous pieces to put on each day! Show of hands, how many of you would be excited if that was the hardest part of your job? Next is stepping them through the back of my Style Profile sheet (aka survey sheet). I m absolutely over-the-moon excited about the new sheet that I started using in February which is when I sponsored my last 5 Jewelers. (Thank you to my Designer Kelly Schroeder who shared hers, which I then tweaked to fit me and my personality). I believe survey sheets are so critical that I would rather go to a show without my jewelry than my survey sheets. I would sell the daylights out of what I was wearing and make the catalog come to life if I had to. Survey sheets are like Gold. They give you all the information you need for future business WHEN you follow up. Checkout: Water the Seeds Checkout is where I hand out information (the mini opportunity brochure and my first six shows). I offer info to everyone because you never know, and I treat each one individually depending on what I have learned about them at the show and/or by using what they put on their survey sheet by saying one of the following: Jenna, have you ever thought about doing what I do? With your personality & sense of style you d be great and would love it! When can we get together so I can tell you how Premier works and answer any questions you have? Jenna, I see you would use your $1000 a month to pay for college. That s why I got started! Here s some information to look over. When can we get together so I can answer any questions you might have. Jenna, I think Premier is a great fit for you! Here s some information. I d love to get together and tell you how my business works and why I think you d be great at it! Jenna, your friends think you would be great at what I do, and I happen to agree with them! Here s some information to look over. When can we get together to talk about how my business works and answer any questions you have? Opportunity Presentations My goal is to present the Opportunity to every Hostess. So, the number of shows I schedule in a week determines how many Hostess OP s I do. I typically do 5-6 shows a month. I offer my Hostess the chance to make the money the night of her show when I schedule her. If she says, No thank you, I commit to offering two more times before her show. The

3 2nd time is after invitations go out, and the 3rd time is when I talk with her two days before. Many times, the 3rd time s the charm! TIP: With the new online application, don t make the mistake of telling your leads after an OP that all they have to do is go online anytime and apply. I treat the online application the same as I did the written application. If a lead doesn t apply right there with me after the OP (I always take my laptop so they can if they want to), but has to think about it or ask her spouse, I set up a time to call within hours. When they say Yes, I step them through the online application as they sit at their computer. Follow Up I ask what their day looks like tomorrow and what would be a good time to meet or at least talk. I believe it s important to find out what their day consists of, what phone they want me to contact them on, what time, etc. If at all possible, I want to meet with or at least talk with them within the next hours. If we can t talk or meet within hours, I stay in contact via a quick text, or a private FB message that might say something like this: Can t quit thinking about you, how great you d be at what I do and how much you ll love it! Excited for Thursday! Excited to meet at Starbucks on Wednesday! What s your favorite drink, I ll have your coffee waiting for you! See you tomorrow at Panera! Bring any questions you might have! Lifestyle Sponsoring I sponsor more from shows than through lifestyle situations; however, one of my goals this year is to get out of my house more and in front of new people because when I was lifestyle sponsoring a lot, I was out and about, shopping more, going to lunch, etc. How fun an excuse to shop and go out to lunch more!! When I am out, I make it a point to look like an Accessory Stylist/Jewelry Lady and carry a super-cute, fun handbag! I find if women don t compliment my jewelry, they will compliment my purse, and sometimes if I m wearing a coat, they can t see my jewelry, but they can see my purse! When someone compliments my purse I say, Thank you! Do you love purses and jewelry too? Typically they answer, YES, that s why I noticed yours! I say, I know, me too! I m an Accessory Stylist with Premier Designs Jewelry. I do Personal Style Sessions, teaching women how to maximize what they already have in their closets by teaching them how to accessorize! I go over what s trending now and how to get that put-together look every woman wants. Is that something you and your friends would enjoy? (I let her answer) The best part is all the free jewelry you get for having me, my jewelry and your friends over! Once I schedule her Style Session (aka Jewelry Show) and have her guest list, then I offer the opportunity to her. I like to change purses a lot, so in all of my purses I keep lots of business cards, mini catalogs, style guides and mini opportunity brochures along with a super-cute note pad and pen to take down their info so I can contact them! Once again, The fortune is in the follow up! You must get THEIR information. Overcoming Objections The key is to know that objections are a GOOD thing because what an objection means is tell me more, convince me, will this really work in my situation, believe in me, because I don t know enough to believe in myself. The best way to overcome an objection is to know THEIR need and show how Premier can fill that need. When doing an OP, I ask key questions at the beginning: What was it that made you curious enough to check out what Premier is all about? What is your current dream, need or goal? How much money do you want/need to make each week to achieve that?

4 Knowing those things will help overcome objections at the end. My two favorite ways to answer that works for pretty much any objection are: That s exactly why Premier is perfect for you! and If I could show you how... OBJECTION: Too busy. That s exactly why Premier is perfect for you! You can work it around your family, work and other activities. If I could show you how working four hours a week would pay your mortgage, could you find the time? OBJECTION: I have no fashion sense. That s exactly why Premier is perfect for you! We train and teach you everything you need to know. One of my favorite parts about what I do is knowing how to look my best and teaching other women to do the same! make ends meet, would you be willing to figure out ways to get the money you need to get started? If they say yes, then I give the different ways to come up with the money. OBJECTION: I don t think I could do what you do. That s exactly why Premier is perfect for you! You re in business for yourself but not by yourself. Knowing we give you a Plug in, turn-key system to set you up for success and that I m going to help you every step of the way, can you see how easy it is to do what I do? If bad credit/no money is the issue, go in prepared to give ideas. Here s what I have learned over the past eight years when someone has bad credit and/or doesn t have the money. If they REALLY want to do this, they WILL find a way. My job is to give them ideas and ways to find the funds to get started. OBJECTION: I don t have the money. That s exactly why Premier is perfect for you! If I showed you how you can earn the money you need to better your financial situation and

5 My Why Barry and I have six children and nine grandchildren (and that s without three of our children having any babies yet!). Our favorite times are when we re together. I started Premier to offset the cost of having three kids in college and now, although different, our why is still family focused. We want to take the whole family on a vacation, staying in a big house together on the beach in the Outer Banks for a week every year. Working my Premier business and continuing to share it with others, will provide that and more!

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