GETTING

STARTED
Your USANA Business Workbook
 It’s as easy as…
1
Visit The Hub—your back office—often. It will keep you informed,
connected, and on track with tools and features to help you build
your business. Access The Hub by logging into your sponsor’s personal
website or USANA.com. Then, log on with your USANA ID number and
password.

2
Read, understand, and complete the Getting Started workbook.
This workbook is divided into four sections—Your Business Action Plan,
True Health, True Wealth, and Personal Development. In these
sections, you’ll learn seven skills that will help you be a successful
USANA business owner:
1. Identify potential team members and customers
2. Invite
3. Present
4. Follow up
5. Close
6. Overcome objections
7. Promote events

3
With the help of your sponsor, set up an appointment with a
potential new team member or Preferred Customer.

THIS IS THE EXCITING PART!

4
Get connected to USANA social media:
Facebook, Twitter, the What’s Up, USANA? blog, and more. They’re all
resources for you to stay in the know about the latest USANA happenings.

THAT’S IT! STEPS. SO, LET’S GET STARTED.

2
Section 1
Your Business Action Plan

First Week
• ADD THESE NUMBERS TO YOUR CELL PHONE: • SET UP YOUR AUTO ORDER
Customer Service: (801) 954-7200 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
Enrollment date with them and feel your best
Premier Platinum PaceSetter deadline Share Auto Order’s features with all of
your contacts.
• LOG ON TO THE HUB AND LOCATE AND
FAMILIARIZE YOURSELF WITH THE FOLLOWING: INITIAL ORDER REWARD SAVINGS
Auto Order page You can qualify to receive a 10% reward
based on your initial order when you set up an
Shop
Auto Order. To receive the 10% reward, you
Ask the Scientists must place an initial order, and then set up a
Ask Andy reoccurring order through Auto Order. The
Communication Edge reward will be split in half and paid during the
next two automatically processed Auto Orders:
Business Accelerator Suite
5% will be paid during your first weekend-
• SET UP YOUR BUSINESS processed Auto Order, and 5% will be
paid during the second weekend-processed
Create your own USANA
e-mail account Auto Order.

Customize Your Personal Website

Order business cards through
myUSANAgear.com CONGRATULATIONS!
You have completed your first week in USANA.
Enroll in Direct Deposit
Commit to listening in on
weekly conference calls
Meet with your sponsor to start developing
your business plan (and brainstorm ways
First Month
to approach your contacts) • Finalize becoming a Premier Platinum PaceSetter,
Start creating Your Contact List Platinum PaceSetter, or a PaceSetter
(see page 8) Earn your first USANA commission
Work toward becoming a • Generate enough sales to establish three
Premier Platinum PaceSetter Business Centers
(Three Business Centers are ideal for maximizing
• STAY UP TO DATE WITH SOCIAL MEDIA your earning potential)

Get on the What’s Up, USANA? e-mail list • Register for the
USANA International Convention
Like us on Facebook
• Understand how Initial Order Reward works
Follow us on Twitter
• Learn the compensation plan by watching
Subscribe to our YouTube channel
videos and role playing with your sponsor.

PRACTICE, PRACTICE, PRACTICE.

3
Section 1
Your Business Action Plan

Daily/Weekly
Action Steps
• Use USANA products—develop your own • Establish a volume goal and keep track of its growth
personal product story you can share with others (See chart on page 15.)
(Remember to stay compliant. Refer to the Policies & Procedures.) • Set up a daily business plan with your sponsor
• Go over your goals and visualize your “why” • Approach two potential customers and
(See page 6.)
team members
• Log on to The Hub for notifications Review the latest blog posts on What’s Up,
Listen to, watch, or read 30 minutes of personal USANA? as well as new videos and information
development material, such as LifeMasters via Facebook and Twitter

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

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

DAY 1 (Sunday) DAY 4 (Wednesday)

Determine how many people to meet and invite Check in with team members and go over their
Check volume goals for the week

Set volume goals Possibly hold a Health & Freedom Presentation

Check Auto Order report and contact team Read the latest blog posts on What’s Up, USANA?
members to set their goals
Confirm appointments for the week DAY 5 (Thursday)
Possibly hold a Health & Freedom Presentation Hold trainings
Possibly hold a Health & Freedom Presentation
DAY 2 (Monday)
Review unprocessed Auto Orders and connect DAY 6 (Friday)
with those team members and customers Check volume early in the day for any additional
Possibly hold a Health & Freedom Presentation product or tool purchases you may need
Make a new connection through social media Last chance to check any unprocessed
Auto Orders for the week

DAY 3 (Tuesday) Possibly hold a Health & Freedom Presentation

Review Auto Orders that are due next Sunday

and connect with those team members
and customers
Possibly hold a Health & Freedom Presentation
Update your social media pages

4
Section 2
True Health

“I dream of a world free from pain

and suffering. I dream of a world
free from disease. Share my vision.
Love life, and live it to its fullest in
happiness and health.”
—DR. MYRON WENTZ
FOUNDER AND CHAIRMAN
OF USANA HEALTH SCIENCES,
MICROBIOLOGIST,
IMMUNOLOGIST, PHILANTHROPIST,
BEST-SELLING AUTHOR

Why is true health

important to your business?
You need to know the value of the USANA® products in order to share them
with others. The best way to learn is by using them every day.

• Be your own best customer • Watch USANA health videos, product videos,
• Become a product of the products and testimonials

• 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
with others
• Take the USANA True Health Assessment to
understand your health goals • Refer to Ask the Scientists on The Hub for health
and product questions
• Customize your monthly Auto Order to include
the products that you will consume daily
• Become familiar with the products by studying
the Product Information Booklet

5
Section 3
True Wealth

Whatever your motivation,

whatever your “why,”
keep it close to you.

Find Your “Why”

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”
every day? may change after they graduate. Then, your new
There is no right or wrong answer. For some people, driving force might be to provide for your own retire-
their “why” may be providing for their family; for ment or to finance your travels. But remember: when
it comes time to replace your “why,” find something
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
wealth, and make sure it is something that will moti-
vate you even when the going gets tough.
Tell your friends and family
about your “why.” Write it
Your “why” will keep the fire burning inside you even
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
again—and try harder.

6
 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”?

Now, to get where you want to be, let’s set up some commitments.
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.  orking with my sponsor for a minimum of
W
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.

YOUR EMOTIONAL ROLLERCOASTER

As a new Associate, you will likely face a rollercoaster of emotions as you
get your business off the ground. Don’t give up! Remember your why, your
commitments, and your goals—they will bring you back up to where you need
to be to find success.

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
building your business without You go through the Getting Started you are sharing with others are in
going through training. workbook and now understand the Physicians’ Desk Reference, and
what you need to do to build a she becomes very supportive—and
solid business. your first customer.

Attending your first Your parents are angry with you

presentation, you’re for joining the company and feel
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.

7
Section 3
True Wealth

Seven Skills to Master

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
remove them from your list—reconnect with them later to see if the time is right.

• Write down everyone you know • Ask for referrals

• Never pre-qualify anyone • Add someone to your list daily
(You do not know if they are looking for more money, time
freedom, or have a cupboard full of supplements already.)

Contact List
Name & Address Contact Info Notes: (first call, appointment date, results, etc.)
Mobile #:

E-mail:

Mobile #:

E-mail:

Mobile #:

E-mail:

Mobile #:

E-mail:

Mobile #:

E-mail:

Mobile #:

E-mail:

Mobile #:

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

8
2 INVITE
WHO TO LOOK FOR: Your best potential STRUCTURING THE INVITE
team members are solution-oriented people. • Ask if he/she has time to talk for a few moments
Find individuals who are seeking to improve
their health, finances, and relationships. • Show urgency by mentioning that you don’t
have much time to talk yourself
REVIEW YOUR CONTACT LIST: You can’t build • Establish their need (See F.O.R.M. below.)
a business without a names list. Categorize the • Edify the expert
names as solid business partners, family/friends,
or people who would benefit from the products.* • Use noncommittal phrases to put your
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”
people by asking questions and listening.
When you are connecting, you will sense what
personality traits they may have. Everyone
has certain characteristics that help motivate
them. Once you have started your contact list,
KEY POINTS
brainstorm with your sponsor some customized • The ideal invite is over the phone or through
ways to invite them to an appointment. social media.*
• Be enthusiastic. How you say it is more
PROMOTER: important than what you say.
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
and make-up. try to explain the business in detail.

HELPER: • Always edify someone else to make

Motivated by helping others. Often puts him/her the expert, not you.
others’ needs/wants ahead of their own. • Help them identify their why. Talk about the
Very giving. destination, not the vehicle.
• Use professional words, such as
ANALYZER: “appointment” rather than “meeting,”
Motivated by being accurate or right. Detail “presentation,” or “seminar.”
oriented, factual, exact. Tends to be frugal
and very organized.
*The Canada Anti-Spam Legislation prohibits the sending of commercial electronic
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

oriented. Usually takes control or wants
to lead.

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.

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
for change? their need?

9
Section 3
True Wealth

3 PRESENT
PRESENTATION OPTIONS Remember: This business is
• One-on-one with the about people. In order to develop
Health & Freedom Newspaper a team, you need to take action.
• Group event Even if you don’t have the perfect
• Online webcast presentation yet, start sharing the
business and products now.

4 FOLLOW UP
Following up is staying in contact with someone
TIP: Immediately after you
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
as sending information they requested*, sending a presentation, send everyone
video, or setting up an additional appointment.
you met a “Thank you for
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
and organized tracking.
• Following up normally requires five to seven
you are genuinely interested in
contacts or “light touches” before someone
makes a decision.
helping them meet their health
or financial goals, whatever
they may be.

5 CLOSE
To close is to help someone come to a decision. • You are the expert, so lead them to a decision:
• Ask the following questions: • Enroll them with a Business Starter Pack
1. What did you like best about what you • Enroll them as a Preferred Customer
saw/heard? • Encourage them to get a one-time
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
Section 3
True Wealth

6 OVERCOME OBJECTIONS
COMMON OBJECTIONS
• No time • I don’t know anyone
• No money • I can’t do that
• Not a sales person • I don’t need supplements
• Is this a pyramid scheme?

KEY POINTS
• Expect them.
• Do not get defensive.
• Acknowledge the concern of the objection.
• Ask questions to better understand the person and the source of the objection.
• The first objection might be “why” they need USANA—for example,
“I have no time.” USANA can give them more time freedom.
• Objections may reveal needs that USANA can meet.

TIP: Check out the Ask a Leader videos in the “Training”

section of The Hub to learn how USANA’s leaders have dealt
with these objections.

7 PROMOTE EVENTS
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.

• Register for an upcoming event • Pre-register for all conference calls

• Register your new team members right after • Register early for all local events
they sign up

11
Section 3
True Wealth
TIME MANAGEMENT
For most people, USANA is a part-time business. That usually means two to 10 hours a week. It is very
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
generating activity:
NON-REVENUE GENERATING REVENUE GENERATING
(10–20 PER CENT OF TIME) (80–90 PER CENT OF TIME)

• Sending e-mails • Meeting and building relationships by

• Designing Your Personal Website connecting with new people through phone
calls, e-mail, social media, and more
• Organizing your office
• Making phone calls and setting up
• Planning conference calls presentations
• Listening to educational CDs/podcasts • Giving presentations
• Attending live events • Conducting 3-way phone calls
• Team building • Getting referrals
• Reading personal development books • Bringing guests to USANA events
• Watching USANA videos in the “Training”
section of The Hub
• Role playing with your sponsor or team members

Although the items listed in the non-revenue generating section are essential to
get your business going, once they are set up or accomplished, it’s time to move
on. Associates who spend 20 hours a week growing their businesses but don’t
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.
It is easier to spend our time planning an event, making slides, or surfing the ‘net.

POWER HOUR • Don’t worry about your next cheque

It’s amazing what you can accomplish in an hour • Remember, this is about helping others.
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
build your business. run out of time

• Dedicate a block of time to your Usually, the first call is the hardest. The
USANA business second call is still tough, but by the
• Don’t allow any interruptions
• Find a dedicated workspace third call, you’re all warmed up and
(to keep you isolated from any distractions) on a roll—that’s when it becomes fun!
• Ask your family members/significant other for You’ll feel great, your business will
their cooperation start to grow, and you’ll be one step
• Organize before you begin closer to your goals.
• Get your energy up

12
Section 4
Personal Development

Building a USANA business doesn’t take years of college or thousands

of dollars in tuition. What it does take is consistent time and effort. Your
results with USANA will directly mirror your ability to work within the four
basic pillars of success.

1 PRODUCTS 3 INDUSTRY
• Use the products daily Become sincerely enthusiastic and
knowledgeable about the direct sales industry.
• Learn the basics of each product line If the concept of leveraged and residual income
(hint: look in your Jumpstart Magazine) doesn’t excite you, you don’t understand the
• Know which products are in industry! Refer to your Jumpstart Magazine for
The Comparative Guide to Nutritional more information.
Supplements by Lyle MacWilliam
• Watch product videos 4 YOURSELF
Owning a USANA business will stretch you
2 COMPANY beyond your comfort zone. You’ll experience
personal development through your actions each
• Attend International Convention in day, and as you grow, your business will grow.
Salt Lake City, Utah, and other events Remember, people are interested in taking a
• Read Invisible Miracles by Dr. Myron Wentz look at what you are doing because of you. Be
• Connect with the What’s Up, USANA? blog confident in that. Be patient. Stay committed to
the process.
• Register for all USANA conference calls
• Surround yourself with like-minded,
• Watch USANA videos on YouTube like-hearted people
• Watch USANA videos in “The Training” section • Listen in on weekly team calls
of The Hub • Listen in on all Home Office calls
• Subscribe to USANA’s YouTube channel and • When you’re down, call up (to your sponsor),
What’s Up, USANA? blog and when you’re up, call down (to your team
members to motivate and encourage)

FINALLY, START BUILDING YOUR OWN PERSONAL DEVELOPMENT LIBRARY.

GET STARTED WITH THE FOLLOWING:

• Business of the 21st Century • Rich Dad, Poor Dad

by Robert Kiyosaki by Robert Kiyosaki
• Invisible Miracles • Books by John C. Maxwell
by Dr. Myron Wentz • Your First Year in Network Marketing
• Building Your Network Marketing Business by Mark Yarnell
by Jim Rohn • Go Pro
by Eric Worre

13
Contact List

Name & Address Contact Info Notes: (first call, appointment date, results, etc.)
Mobile #:

E-mail:

Mobile #:

E-mail:

Mobile #:

E-mail:

Mobile #:

E-mail:

Mobile #:

E-mail:

Mobile #:

E-mail:

Mobile #:

E-mail:

Mobile #:

E-mail:

Mobile #:

E-mail:

Mobile #:

E-mail:

Mobile #:

E-mail:

14
Volume Growth Chart

WEEK 2014/2015 CVP 2015/2016 CVP GROWTH

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

15
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