GETTING

STARTED
Your USANA Business Workbook
 Section 1
Your Business Action Plan

It’s as easy as… First Week

• ADD THESE NUMBERS TO YOUR CELL PHONE:
Customer Service: (801) 954-7200
• SET UP YOUR AUTO ORDER
Auto Order ensures you have the products you
need for you and your customers.
Your Associate ID number
Use the products daily to become familiar

1
Complete the eApprentice online training course (USANAtoday.com). Enrollment date with them and feel your best
This will give you insight into the vision behind USANA—we offer Premier Platinum PaceSetter deadline
suggestions on how to set up your business and you’ll learn how to Share Auto Order’s features with all of
send invitations, prepare presentations, follow up with prospects, and your contacts.
• LOG ON TO USANATODAY.COM AND LOCATE AND
more. FAMILIARIZE YOURSELF WITH THE FOLLOWING:

eApprentice
CONGRATULATIONS!
2
Read, understand, and complete the Getting Started workbook. (complete by__________________)
This workbook is divided into four sections—Your Business Action Plan, Auto Order page You have completed your first week in USANA.
True Health, True Wealth, and Personal Development. In these sections,
Shop icon
you’ll learn seven skills that can help you achieve success as an
independent USANA business owner: Ask the Scientists
Ask Andy

First Month
1. Identify potential team members and customers
2. Invite Business Tools (flyers, videos, eCards, etc.)
3. Present
The Income Maximizer™
4. Follow up
5. Close • Become a Premier Platinum PaceSetter,
• SET UP YOUR BUSINESS
6. Overcome objections Platinum PaceSetter, or a PaceSetter
7. Promote events Create your own USANA
Earn your first USANA cheque
website/e-mail account
• Consider opening three Business Centres
Order business cards through (Earning 200 points on Auto Order is ideal for maximizing

3
With the help of your sponsor, set up an appointment with a potential myUSANAgear.com your earning potential.)

new team member or Preferred Customer. Open a chequing account with • Register for the
Direct Deposit USANA International Convention

THIS IS THE EXCITING PART!

Commit to listening in on
weekly conference calls
• Understand how Initial Order Reward works
(ask your sponsor or go to Ask Andy on USANAtoday.com)

Meet with your sponsor to start developing • Learn the compensation plan by watching
your business plan (and brainstorm ways videos and role playing with your sponsor.
to approach your contacts)

4
Get connected to USANA social media: Start creating Your Contact List
Facebook, Twitter, the What’s Up, USANA? blog, and more. They’re all (See page 8.)
resources for you to stay in the know about the latest USANA happenings.

Work toward becoming a
Premier Platinum PaceSetter
PRACTICE, PRACTICE, PRACTICE.

THAT’S IT! STEPS. SO, LET’S GET STARTED. TIP: You can sell part of your order to family and
friends to offset a portion of your cost in the beginning.

2 3
Section 1 Section 2
Your Business Action Plan True Health

Daily/Weekly
Action Steps “I dream of a world free from pain
• Use USANA® products—develop your own • Listen to, watch, or read 30 minutes of personal
and suffering. I dream of a world
free from disease. Share my vision.
personal product story you can share with others development material, such as LifeMasters
(Remember to stay compliant. Refer to the Policies & Procedures.)
• Establish a sales volume goal
• Go over your goals and visualize your “why”
Love life, and live it to its fullest in
(See chart on page 15.)
(See page 6.)
• Set up a daily business plan with your sponsor
• Log on to USANAtoday.com for notifications
• Approach two potential customers and
team members
happiness and health.”
—DR. MYRON WENTZ
FOUNDER AND CHAIRMAN
OF USANA HEALTH SCIENCES,
MICROBIOLOGIST,

Here is an example of what you can do every day to IMMUNOLOGIST, PHILANTHROPIST,

BEST-SELLING AUTHOR

ensure you are making the most of your time as you share
USANA with others:

DAY 1 (Sunday)
Determine how many people to meet and invite
DAY 4 (Wednesday)
Check in with team members and go over their Why is true health
Check volume
Set volume goals
goals for the week
Possibly hold a Health & Freedom Presentation important to your business?
Check Auto Order report and contact team You need to know the value of the USANA® products in order to share them
members to set their goals DAY 5 (Thursday) with others. The best way to learn is by using them every day.
Confirm appointments for the week Hold trainings
Possibly hold a Health & Freedom Presentation Possibly hold a Health & Freedom Presentation • Be your own best customer • Watch USANA health videos, product videos,
• Become a product of the products and testimonials
DAY 2 (Monday) DAY 6 (Friday) • Create your own personal story about how these • Check out The Comparative Guide to Nutritional
products have benefited you and your family Supplements by Lyle MacWilliam and share it
Review unprocessed Auto Orders and connect Check sales volume before noon mountain time
with others
with those team members and customers to see if you need to generate more sales • Take the USANA True Health Assessment to
volume points with additional product sales understand your health goals • Refer to Ask the Scientists on USANAtoday.com
Possibly hold a Health & Freedom Presentation
for health and product questions
Last chance to check any unprocessed • Customize your monthly Auto Order to include
Auto Orders for the week the products that you will consume daily
DAY 3 (Tuesday)
Possibly hold a Health & Freedom Presentation • Become familiar with the products by studying
Review Auto Orders that are due next Sunday
the Product Information Booklet
and connect with those team members
and customers
Possibly hold a Health & Freedom Presentation

4 5
Section 3
True Wealth Goals + Commitment = Results
It’s a pretty simple equation, really. Once you realize what your true goals are, you
can turn them into reality through your commitment. Knowing what your “why” is
for joining USANA, and what your goals and dreams are for say, the next three to 10
years, will help you figure out the right path to get you where you want to be.

So. . .what is your “why”?

Whatever your motivation,

whatever your “why,” Now, to get where you want to be, let’s set up some commitments.
keep it close to you. I am/we are committed to:
1. Working the business hours per week. 5. Learning how to give an effective presentation
in under one hour.
2. Approaching contacts per week.
6. Working with my sponsor for a minimum of

Find Your “Why”

13 months.
3. Sponsoring Associates per month.
7.  reating a dream board by posting a collage of
C
4. Obtaining new customers per month. pictures in a place I can see every day.
Everything worth doing is driven by passion. Though many people start their
businesses with only profit in mind, you’ll need something much bigger motivating
you if you want to be successful.

T he question you need to ask yourself is, what

is your “why”? What is your reason for being a
part of USANA? What will push you to try your best
It’s okay if your “why” evolves over time. In fact, this
can be very positive. For example, if your “why” is to
help your children pay for college, then your “why”
YOUR EMOTIONAL ROLLERCOASTER
As a new Associate, you will likely face a rollercoaster of emotions as you
every day? may change after they graduate. Then, your new
driving force might be to provide for your own retire- get your business off the ground. Don’t give up! Remember your why, your
There is no right or wrong answer. For some people,
their “why” may be providing for their family; for ment or to finance your travels. But remember: when commitments, and your goals—they will bring you back up to where you need
it comes time to replace your “why,” find something to be to find success.
others, it may be spreading the USANA vision; and
else that will push you just as hard to succeed.
for someone else, it may be the feeling of accom-
plishment they receive with every advancement. Ask
yourself your reason for seeking true health and true You join USANA and get so Your first shipment of products
excited that you try to start arrives on your doorstep!
Your mom realizes that the products
wealth, and make sure it is something that will moti-
vate you even when the going gets tough.
Tell your friends and family building your business without
going through training.
You go through the Getting Started
workbook and now understand
you are sharing with others are in
the Physicians’ Desk Reference, and
about your “why.” Write it what you need to do to build a
solid business.
she becomes very supportive—and
Your “why” will keep the fire burning inside you even your first customer.
down—frame it if you have to!
when you start to feel discouraged. When you feel
overwhelmed, take a deep breath, count to 10, and
Just make sure you’re always reminded
remember your “why.” When you feel like throwing of what you’re working toward so
in the towel, your “why” will remind you of the rea- you’ll never doubt that you’re a part of
son you started your business in the first place. And USANA for all the right reasons.
when you feel rejected, your “why” will make you try Attending your first Your parents are angry with you
presentation, you’re for joining the company and feel
again—and try harder. skeptical, unsure, and you have wasted your time and The first guest you invite to your
doubtful about the industry. money. presentation is a no-show.
Your friends are not thrilled about your so-
called “great opportunity” to make money,
and they turn you down.

6 7
 2 INVITE
Section 3
True Wealth
WHO TO LOOK FOR: Your best potential STRUCTURING THE INVITE

Seven Skills to Master team members are solution-oriented people.

Find individuals who are seeking to improve
their health, finances, and relationships.

• Ask if he/she has time to talk for a few moments
• Show urgency by mentioning that you don’t
have much time to talk yourself

1 CONTACT LIST
You need to continually develop and grow your contact list. Remember, when someone says
“no,” it may just mean “not yet.” Ask them if you can revisit the conversation in the future. Never
REVIEW YOUR CONTACT LIST: You can’t build
a business without a names list. Categorize the
names as solid business partners, family/friends,
• Establish their need (See F.O.R.M. below.)
• Edify the expert
or people who would benefit from the products.* • Use noncommittal phrases to put your
remove them from your list—reconnect with them later to see if the time is right.
contacts in the driver’s seat, such as “take a
DISCOVER THEIR NEEDS: Connect with look”and “this may or may not be for you”
• Write down everyone you know • Ask for referrals
people by asking questions and listening.
• Never pre-qualify anyone • Add someone to your list daily When you are connecting, you will sense what
(You do not know if they are looking for more money, time personality traits they may have. Everyone
KEY POINTS
freedom, or have a cupboard full of supplements already.)
has certain characteristics that help motivate
them. Once you have started your contact list,
• The ideal invite is over the phone or through

Contact List
brainstorm with your sponsor some customized
ways to invite them to an appointment. social media.*
• Be enthusiastic. How you say it is more
PROMOTER: important than what you say.
Name & Address Contact Info Notes: (first call, appointment date, results, etc.) Motivated by fun. Highly social. Life of the • Give less (information) to more (people). Keep
party. Likes to stand out with attire, hair, the invitation to five minutes max, and don’t
Mobile #: and make-up. try to explain the business in detail.

HELPER: • Always edify someone else to make

E-mail: him/her the expert, not you.
Motivated by helping others. Often puts
others’ needs/wants ahead of their own. • Help them identify their why. Talk about the
Mobile #:
Very giving. destination, not the vehicle.
• Use professional words, such as
E-mail: ANALYZER: “appointment” rather than “meeting,”
Motivated by being accurate or right. Detail “presentation,” or “seminar.”
Mobile #: oriented, factual, exact. Tends to be frugal
and very organized.
*The Canada Anti-Spam Legislation prohibits the sending of commercial electronic
E-mail: messages without the recipient’s consent (permission), including messages to e-mail
DRIVER: addresses and social networking accounts, and text messages sent to a cell phone.

Money is a motivator. Competitive and goal

Mobile #: oriented. Usually takes control or wants
to lead.
E-mail:

Mobile #:
FORM is a great acronym to help you remember different categories to bring up in conversation.
Ask them questions about their family, occupation, recreation, and message/money.
E-mail:

E-mail:
Mobile #:
F amily
How are their friends
O ccupation
How do they like
R ecreation
What do they
M essage/money
How will you
and family doing? their work? Looking do for fun? provide a solution to
Mobile #: for change? their need?

E-mail:
(See page 14 to add more names to your contact list.)

8 9
Section 3 Section 3
True Wealth True Wealth

3 PRESENT 6 OVERCOME OBJECTIONS

COMMON OBJECTIONS
PRESENTATION OPTIONS Remember: This business is
• No time • I don’t know anyone
• One-on-one with the about people. In order to develop • No money • I can’t do that
Health & Freedom Newspaper a team, you need to take action. • Not a sales person • I don’t need supplements
• Health & Freedom Solution DVD Even if you don’t have the perfect • Is this a pyramid scheme?
• Group event presentation yet, start sharing the
• Online webcast business and products now.

KEY POINTS
4 FOLLOW UP
Following up is staying in contact with someone
TIP: Immediately after you
• Expect them.
• Do not get defensive.
• Acknowledge the concern of the objection.
so they can get all of the information they need get home from doing a
to make a decision. Following up can be as simple • Ask questions to better understand the person and the source of the objection.
as sending information they requested*, sending a presentation, send everyone • The first objection might be “why” they need USANA—for example,
video, or setting up an additional appointment.
“I have no time.” USANA can give them more time freedom.
you met a “Thank you for
• Objections may reveal needs that USANA can meet.
KEY POINTS your time” e-mail. Include *

• Following up is your responsibility.

• At the end of the presentation, establish a
everything you said you
follow-up time for your next conversation.
would follow up on. You’ll look
• Follow up within 24–48 hours.
• Effective follow up requires consistent professional and show that TIP: Check out the Ask a Leader videos on USANAtoday.com
and organized tracking.
• Following up normally requires five to seven
you are genuinely interested in to learn how USANA’s leaders have dealt with these objections.
contacts or “light touches” before someone
makes a decision.
helping them meet their health
or financial goals, whatever
they may be. 7 PROMOTE EVENTS
5 CLOSE
To close is to help someone come to a decision. • You are the expert, so lead them to a decision:
Events are where you build your belief in the company. You can network with other leaders, and
you can learn from USANA scientists, doctors, and Home Office management. You get to know the
company and the products. You should always attend as many events as possible.

• Ask the following questions: • Enroll them with a Business Starter Pack • Register for an upcoming event • Pre-register for all conference calls
1. What did you like best about what you • Enroll them as a Preferred Customer • Register your new team members right after • Register early for all local events
saw/heard? • Encourage them to get a one-time they sign up
2. Are you ready to begin your training so purchase to sample the products
you can_____________________________? • Set up an additional follow-up appointment

*The Canada Anti-Spam Legislation prohibits the sending of commercial electronic

messages without the recipient’s consent (permission), including messages to e-mail
addresses and social networking accounts, and text messages sent to a cell phone.

10 11
Section 3 Section 4
True Wealth Personal Development

TIME MANAGEMENT Building a USANA business doesn’t take years of college or thousands
For most people, USANA is a part-time business. That usually means two to 10 hours a week. It is very of dollars in tuition. What it does take is consistent time and effort. Your
possible for someone to develop a growing USANA business in this way—but it takes commitment.
It’s also important to understand the difference between revenue-generating activity and non-revenue
results with USANA will directly mirror your ability to work within the four
generating activity: basic pillars of success.
NON-REVENUE GENERATING REVENUE GENERATING
(10–20 PER CENT OF TIME)

• Sending e-mails
(80–90 PER CENT OF TIME)

• Meeting and building relationships by

1 PRODUCTS 4 YOURSELF 

• Use the products daily Owning a USANA business will stretch you
• Designing your website connecting with new people through phone beyond your comfort zone. You’ll experience
calls, e-mail, social media, and more • Learn the basics of each product line personal development through your actions each
• Using eApprentice (hint: look in your Jumpstart Magazine)
• Making phone calls and setting up day, and as you grow, your business will grow.
• Organizing your office presentations • Know which products are in Remember, people are interested in taking a
• Planning conference calls The Comparative Guide to Nutritional look at what you are doing because of you. Be
• Giving presentations
Supplements by Lyle MacWilliam confident in that. Be patient. Stay committed to
• Listening to educational CDs/podcasts • Conducting 3-way phone calls
• Watch product videos the process.
• Attending live events • Getting referrals • Use your car as a mobile classroom—listen
• Team building
• Reading personal development books
• Bringing guests to USANA events
2 COMPANY to LifeMasters and other motivational and
informational recordings

• Complete the eApprentice • Surround yourself with like-minded,

• Watching USANA videos on YouTube
• Attend International Convention in like-hearted people
• Role playing with your sponsor or team members
Salt Lake City, Utah, and other events • Listen in on weekly team calls
• Read Invisible Miracles by Dr. Myron Wentz • Listen in on all Home Office calls
Although the items listed in the non-revenue generating section are essential to • Connect with the What’s Up, USANA? blog • When you’re down, call up (to your sponsor),
get your business going, once they are set up or accomplished, it’s time to move • Register for all USANA conference calls and when you’re up, call down (to your team
on. Associates who spend 20 hours a week growing their businesses but don’t • Watch USANA videos on YouTube members to motivate and encourage)
make money are spending too much time on non-revenue generating activities.
This is the difference between being busy and being productive.

Why do people do this? Because revenue-generating activities make us face rejection.
3 INDUSTRY 

Become sincerely enthusiastic and
It is easier to spend our time planning an event, making slides, or surfing the ‘net. knowledgeable about the direct sales industry.
If the concept of leveraged and residual income
doesn’t excite you, you don’t understand the
POWER HOUR • Don’t worry about your next cheque
industry! Refer to your Jumpstart Magazine for
It’s amazing what you can accomplish in an hour • Remember, this is about helping others.
more information.
if you really put your mind to it and focus on Keep your focus on them.
what’s important. Here are a few things you can • Remember to smile—even through the phone
do to gear yourself toward a powerful invite, • Display goals and dream boards
follow up, close, or whatever you’re doing to • Do not stop until you’ve exhausted your list or FINALLY, START BUILDING YOUR OWN PERSONAL DEVELOPMENT LIBRARY.
build your business. run out of time GET STARTED WITH THE FOLLOWING:
• Dedicate a block of time to your Usually, the first call is the hardest. The • LifeMasters recordings • Rich Dad, Poor Dad
USANA business second call is still tough, but by the • Business of the 21st Century by Robert Kiyosaki
• Don’t allow any interruptions by Robert Kiyosaki • Books by John C. Maxwell
• Find a dedicated workspace third call, you’re all warmed up and
• Invisible Miracles • Your First Year in Network Marketing
(to keep you isolated from any distractions) on a roll—that’s when it becomes fun!
by Dr. Myron Wentz by Mark Yarnell
• Ask your family members/significant other for You’ll feel great, your business will • Building Your Network Marketing Business • Go Pro
their cooperation start to grow, and you’ll be one step by Jim Rohn by Eric Worre
• Organize before you begin closer to your goals.
• Get your energy up

12 13
Contact List Volume Growth Chart

WEEK 2014/2015 CVP 2015/2016 CVP GROWTH

Name & Address Contact Info Notes: (first call, appointment date, results, etc.) 1
2
Mobile #: 3
4
5
E-mail: 6
7
Mobile #: 8
9
10
E-mail: 11
12
Mobile #: 13
14
15
E-mail: 16
17
Mobile #: 18
19
20
E-mail: 21
22
Mobile #: 23
24
25
E-mail: 26
27
Mobile #: 28
29
30
E-mail:
31
32
Mobile #: 33
34
E-mail: 35
36
Mobile #: 37
38
39
E-mail:
40
41
Mobile #: 42
43
E-mail: 44
45 Track your Commission
Mobile #: 46 Volume Points (CVP) each
47 week by entering the date
E-mail:
48 and CVP earned. Do the same
49 the following year, and then
50 compare to see how much your
Mobile #: 51
volume has grown.
52
E-mail: TOTAL
AVERAGE

14 15
 USANA.com
USANA Canada Co.
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80 Innovation Drive
Woodbridge, ON, L4H 0T2