Bernie Greene's Hat Write up You are perfectly at liberty to distribute this file to other Scientologists as you see fit. However, if this is done I would appreciate hearing from those who receive it and finding out what they made of it. The hat write-up is not entirely complete but I believe contains enough data for you to figure out whether or not you would like to use a similar operating basis in your own business. There is obviously a lot more I could go into but I would like to get some feedback from this part first so I can know how it has been received. The archive contains three files in two formats. Those with the extension .doc are plain ASCII text files. Those with the extension .sam are Ami Pro for Windows v2.0 format. This format can be converted to Microsoft Word format as well as others. See your software documentation for details of how to do this with your particular package. I am very willing to enter correspondence on any issues raised in this write up by email. My address is bernie.greene@fonix.org ARC Bernie Greene Amway Distributor Hat Write-up or How to be On Purpose and Make Money Copyright (c) 1995 Bernie Greene and SVS Communications All Rights Reserved Contents Introduction Admin Scale for the Amway business Production and Morale How to Approach How to STP Introduction Those who have been involved in any of the more conventional organisations of the Amway business may come to think of this as being a highly subversive document. At least I hope they do! Take the admin scale for instance - it doesn't even mention the word dream nor even money. Warning If you intend to implement any of this write up in your own business do it with great care as far as existing people are concerned if you have been used to working within an organisation that is heavily into promoting a "system". If you want advice as to how to go about this in a non disruptive manner you can email me. The reason for this warning is that this hat write up is contrary to many of the stable data taught in many of the support systems. Disclaimer This hat write-up is offered as the opinions of the author and is not a statement of policy from either the Church of Scientology or of the Amway Corporation. If the implementation of any of these opinions is in violation of any policies of either of these organisations follow the policy. Admin Scale for the Amway Business Goal: A Clean Planet. Purpose: To convert households over to using ecologically sound products. When the above purpose was formulated it had the effect of revitalising a lot of people. It has many ramifications. I had heard many times distributors saying that they did not get in the business to sell soap but to achieve their dreams. This slowly began to jar with me and I didn't fully understand why until I looked at the admin scale tech in a new unit of time as it applied to the Amway business. I had previously thought that a lot of Scientology admin tech did not apply here because of the nature of the business. I was told constantly by "the system" that this business is different. It is not. Amway and it's products, the distributors, and the customers should all be in good ARC. If the distributor has the purpose of achieving his dreams then he will be out of agreement with his customers. Consequently communication will be lessened and he will find he sells very little to them. The above purpose is something that Amway, distributors and customers can all agree on and therefore have better ARC. Many times I've found distributors who have a list of prospects they are reluctant to approach about the business because they feel that these people are already doing very well in life and therefore wouldn't need the business. With the above purpose that consideration is made completely irrelevant. The point is that the business now needs them. Policy: Amway Rules of Conduct and Code of Ethics. The Code of Honour. Danger Condition Data: Why Organisations Stay Small. Plan: To build a crusading and expanding network of distributors using the Amway Sales and Marketing Plan. Programme: The Approach System - see appendix Projects: The steps of the Approach System. Orders: Weekly product meetings at which the distributors set their own targets. Statistics: Number of households converted. Def: Using at least 4 products from the homecare and laundry care ranges. This is for an individual distributor. Number of productive distributors. Def: Those who are achieving at least 90% of their weekly targets and are making a profit. (Total group) Number of productive legs. Def: A productive leg is a personal width group that has at least 2 productive distributorships in it. PV divided by distributors. Def: Your total PV divided by the total number of signed up distributors whether or not they are productive. Valuable Final Products: Non polluting households. Ideal Scene: An expanding organisation of crusading distributors cleaning up the planet. Production and Morale What would happen if you stopped reading psycho-babble books, listening to tapes, and going to the monthly seminars and rallies, Dream nights, Family Reunions, Free Enterprise Days, etc. etc.? Well the least that would happen is that you would save yourself enough money for probably three or four Academy levels. Apart from that you would not be subjecting yourself and your group to partial truths and outright lies and you would avoid setting them up for losses. We have good morale when we are engaged in an activity that leads to a valuable product. The "excitement" generated at functions is not based on production and the training aspect is minimal. People need workable tools to build an organisation not just hype. When they are sposoring new distributors and picking up new customers they have good morale . Therefore any support system must primarily address production. I was involved in a branch of the Yager organisation which majored in "building the dream". The rationale was that if you have a big enough dream you would overcome the obstacles to that dream's accomplishment. There is definitely some truth in this but I feel it is only a half truth. You also need to know, and be able to apply, the tech of whatever it is you are doing. There was very little tech given in the Yager system. I also firmly believe that much of the tech that was there was harmful to people as it was not very sound tech to start with. Consider what LRH has to say about failed help in "How help became betrayal" which is in one of the dissemination packs. Operating basis Sponsor someone. Teach them the the Approach System on a gradient with each step taken to comfortable competence before teaching them the next step. This is not dissemination this is hatting. Help them get some wins. Sponsoring a new person or picking up a customer are indeed wins but there are several wins that could be had bfore these like learning the ability to make new friends out of strangers. The first, and most often repeated R factor I give people is this: If at any time you are in disagreement with something I say or do, or you don't like something I say or do, or you don't fully understand, or are not comfortable with something I suggest then please let me know about it. At the point where you feel you have enough ARC with the person you give them an OCA to fill out. The R factor is "This is a test that will tell us what your strengths and weaknesses are. With that information we will be able to put you on a programme to help you become a more able person." When the person returns the test to you do the handle step of the dissemination drill if needed. When okay on Scientology tell them that you would like them to meet a friend of yours who will be able to tell them about their test results. Use the actual name rather than just "friend". It is important to flow power to whoever the terminal is. Make them worth listening to. Obviously you need to have a good relationship with a Div 6 person who is very good at test evals. Get a date and time when they will be able to come to the org. Then get the test marked up and in the hands of the person who will do the eval before the date of the appointment. When I started bringing people in to an org I was very concerned about which service they should go on to. There were a few basic courses I felt were the most important in terms of how they could help the people build the business. What I have found far more workable is to let the org do it's job and for the div 6 people to decide what the person needs. It is not workable to bring people in with the purpose of hatting them to build the business. That does not fit in with the purpose of orgs. Bring them in so that they can get a ruin identified and some help on handling it. Bring them in with the purpose of helping them go free as a being and they are much more likely to have wins. The more wins they start to have from Scientology as well as in the business the higher their tone level will become and also their production level. The org gives the personal enhancement programme and is their responsibility. Mine is to bring the people in and make sure they get wins and keep getting wins. How to Approach a New Person In all that follows do not try to manipulate people or trick them into going along with you. Work instead on understanding their viewpoint and explaining how you arrive at yours. Step One a. Meet someone you can talk to. Make a list of your fields of interest and then go to places where people with the same interests meet. For instance if you like playing snooker go to a snooker club where you will meet other people who also like snooker. It is an easy step from there to asking someone for a game. Whilst playing it is a fairly easy thing to start talking to your opponent. The same applies to other interests like squash, golf, flower arranging, or any other activity where you are in the company of someone else and have an obvious common interest at that moment. b. Find out if you would like to work with this person. Do you like them? Are there any important things that you agree with them on. One of these things should be the idea of helping others. Another should be a concern for the environment. Do you want to get to know them better? When you have the right answers to the above questions then you are ready to do the next step with them. Step Two a. Direct their attention onto their future and what they really care about in life. What do they really want to have? What do they really want to do? What kind of person do they really want to be? This step is complete when both you and the person you are talking to both have a good idea of what their ideal living conditions would be. If the person has a real deep concern about the environment then just tell them you have a business that has the purpose of converting as many households as possible to using ecologically sound products and that you feel they may be interested in working with you on this. If you get an interested response then show, or arrange to show, the business plan. If they do not have a really deep concern then continue with the following steps. Step Three a. Make up a 0 - 10 scale for the person with their ideal scene at the top and it's opposite at the bottom. b. Ask them where they see themselves on the scale now and where they would like to be. c. If their is a gap between where they are and where they want to be then ask if right now they have a realistic and definite way of closing that gap. If there is no gap or if they really do see a definite way of closing it then go into customer mode. Otherwise continue on to the next step. d. Can he understand that if he has no definite way of making it happen then he will only get where he wants by luck? When he can see this go on to the next step. e. Can he see he has a problem (or obstacle) ? When he can see this go on to the next step. f. How will he feel five years from now if he still has a gap between where he is and where he wants to be? When he can see that he will feel worse about it in five years go to the next step. g. Can he see that he needs to change something? When he can see that go to the next step. h. Tell him that you and some friends might be able to help him. As long as all steps have been fully done without skipping any he will now be genuinely interested in finding out how you could help him. Now is the time to show him the business plan or set up a time when you, or your upline, can. Customers Here are two ways of setting up a customer without using duress and without suffering any yourself. If the person is concerned about the environment then tell them the purpose of the business and ask if they might like to be customers. Tell them that whatever they buy from you is covered by a full money back guarantee so that if, for any reason, they do not get on with the products you will give them their money back. The products to get them to try are all the products that end up going down the sink eg. soap powders, washing up liquids, fabric softeners, household cleaning products. If the person does not have much concern for the environment then just ask what cleaning job they hate doing the most. If they tell you a job that you don't know of a product for them ask them about jobs that you do know we have a product for. When you have a job that they would like to be able to do easier or better then tell them that you can get them a product that they may find works a treat. Tell them that if they buy from you and then find that they don't like the product then you will give them a full refund. then just say "I would really like to have you as a customer. Shall I get you one?" Obviously the better you know the products yourself the more uses you will know for them and this will help your confidence too. How to Show the Plan I use a booklet published by Amway called "A Business of Your Own" when showing the plan and to leave with the prospects. This may not be quite the same even if it exists in your country. I find it useful as giving an idea of the professionalism of the company, it's environmental positioning, and for the details of the sales and marketing plan. Use the following as a checklist when showing the plan. Check and remedy approach steps. When you booked the appointment to show the plan the prospect was at a point where they felt they should do something about their situation. This may have changed since then so it is advisable to go over step 3 of the approach again so that you are in agreement as to why you are there. Clear Amway and networking. What, if anything, do these words mean to them? You only need to handle if they come up with something that seems likely to turn off their interest. Handle by asking what first hand experience they have had themselves and then by asking if it is possible they do not have the complete picture. This must be apparent to them before going on. Why am I in this business? I believe in the purpose of the business and apart from that there's good money in it too. The more of a crusading organisation we can form the more households start using ecologicaly sound products and the more money we can make. Define sales. Sales sells products to one customer at a time. Define marketing. Marketing sells products to hundreds, even thousands of people at the same time. How does the business work? We will show how to find 15 - 30 customers that you will service on a regular basis. You buy whatever products these people want at the wholesale price and you sell them at the retail price. You don't need to order any minimum quantity to buy at the wholesale price so you therefore don't need to hold any stock. You will make between 18 and 30% profit on the products you sell. The profits from the sales side of the business will probably be between 30 and 75 pounds per month depending on how many customers you service and what products they buy. Is it possible for you to do this? Check if they would be customers themselves. Those who do have a concern for the environment will most likely be perfectly willing to try the products. For those who don't have such a concern just ask them "What is the toughest cleaning job you have to do?" Find something. If they can't think of anything give them the example of cleaning the oven. "I have a product that I think could make that job a lot easier to do. Why not buy it and see how you get on with it and if you don't like it I will give you your money back? As long as they say yes ask them if they could learn to do what you just did with them? All the above needs to be clear to them with no serious doubts about how it could be done before you go on to the next step. The Marketing part. If you want to really have an impact on cleaning things up (or build a bigger business) than we have shown so far we will help you to expand the marketing side of the business. Show the bonus chart. With what we have shown above you would probably be between the first and second levels of the chart (3 and 6%). You would therefore gain an extra bonus of 3% There are two ways to move up the chart. Sell more or market more. If you were to try and sell your way to the top of the chart you would probably need to do it full time and if you were to take a week off you would lose a weeks' sales. If we found someone else we could teach to do what we have already shown you then we increase the volume without increasing the amount of time to sell products. They would buy from you at the same wholesale price that you pay and sell to their customers at the retail price. They would make the same profits we showed you above. Show the plan as it exists in your own country. The objective is not to leave them excited and confused but to leave them with a good understanding of how the plan works. Checking understanding. Ask if it all makes sense to them so far. When it does ask the folowing questions: a) "Do you really want a way to move up your scale"? b) "Can you see that this might be a way for you to do that"? c) "Would you like it if it could work for you"? d) "Do you think it is possible that we could help you build it"? e) "Are you prepared to invest some time to find out if it could work"? f) Explain that they do not need to sign up until they can see that the business can work for them. g) "Do you want to know what the next step is"? The next step. a) Explain that we must like the people we offer the business to. We don't want to work with anyone we don't like. b) They may already know some people that they like who they think might want to do the business. We are not going to approach anyone you know until you feel confident about what you are doing. The first step is to get to know some new people and learn how to approach them. Make sure they agree not to approach any of their friends about the business until they feel confident about the business and have learnt how. c) Get them to make a list of people that they like and tell them that you will then go over some ways that they can add new people to that list. d) Go over approach step one and how to make friends. e) Get them to set a personal target on meeting and talking to new people. --