Empowered Success

Business Training System

You don’t have to get it
perfect—you just have
to get it going.

Jack Canfield
Table of Contents

Welcome 04 Invite 32 Find Builders 78

Creating Your Pipeline 05 Prepare to Share 33 Find Business Partners 79

5 Steps to Success 07 Share Your Story 36 Expand Your Influence 82

Share & Follow Up 37 Intro to Build 85

Prepare 09 Invite to Learn More 42 Intro to Build Script 87

Set Up Your Business 11 Invite without Sampling 43 Launch New Builders 89

Set Goals 13 Reach More People 46 Mentor Builders 91

Names List 15

Success Tracker 18 Present & Empower 48 Personal Development 94

Schedule Your Success 19 Host Presentations 49 Envision Your Future 95

Elite Planner 21 Class Planner 50 Empower You 97

Be a Solutions Provider 23 Present with Confidence 51 Confidence Statement 100

Target Your Message 25 Intro to Oils 53

Partner with Your Mentor 27 Class Script 54 Appendix 102

Strategy Check-In 28 Register Successfully 58 Compensation Plan 103

What It Takes to Succeed 30 Placement Strategy 60 dōTERRA Roles 106

Power of 3 Level 2 Planner 63

Support 66
Onboard Customers 67

Wellness Consult 69

Continuing Education 71

Nurture Customers 73

Empowered Success Business Training System 2

We use oils, we share oils,
and we teach others to
do the same.

Justin Harrison,
Master Distributor
3 Business Building Guide
Welcome!
Congratulations on choosing to launch
your dōTERRA business.
You are here because you love essential oils. You use them, share them,
and want to help others do the same. That is the foundation of a strong
dōTERRA business—a vehicle that has changed countless lives and financial
futures around the globe. With courage and commitment, it can change
yours as well.

This guide contains the step-by-step process for achieving the rank
of Elite and beyond, while also increasing your confidence in your
role as a Wellness Advocate. Whether making a career change or simply
wanting to earn extra money, profitable results can come from engaging in
consistent meaningful service and repeating the steps outlined in this guide.

In the coming pages, you will find a series of checklists, worksheets,

scripts, and more—all created to help you be successful and stay
focused on the essentials. These simple methods are tried and true—
and best of all, they were created with you in mind. As you grow your skill
set and implement productive habits, you can build a thriving business
with dōTERRA and achieve your dreams.

Remember, you are not in this alone. This guide will help you
every step of the way. Partner with your upline support,
and then offer the same to your builders when they launch
their own businesses.

Let’s get started!

Empowered Success Business Training System 4

Creating Your Pipeline
This guide is your one-stop shop for all the resources you need to build
a thriving, successful dōTERRA business. It provides proven steps
for success within a framework called “PIPES.”

PIPES stands for Prepare, Invite, Present, Empower, and Support. This is the framework through which all dōTERRA
business training is organized. PIPES activities help you prepare yourself, invite people to learn more, present classes
and one-on-ones, empower prospects through registration, and support your team and customer community. As you build
your business, you will continue to repeat these pipeline-building activities to produce more financial success.

P I P
Prepare Invite Present
Prepare yourself for Share experiences Present the
success by experiencing
> and invite others to learn
> dōTERRA messages
the benefits of the about the dōTERRA of wellness and
dōTERRA products and natural solutions and financial success.
proven training system. business opportunity.

You Your Prospects

Prepare
Present

Names List
Whose lives do you want to change? Building a successful financial pipeline begins with inviting others to discover how dōTERRA
health solutions and the business opportunity can serve them.

Create a list of all the people you can think of. Let your ideas flow. You never know who may be looking for the solutions you can
1
provide. Record their names and organize them by networks, such as family or friends, on this page and the next.

Family:
Natural-Minded

Friends:
Natural-Minded
Purpose Need

Purpose Need
Biz/Sales Exp.

Biz/Sales Exp.
$/Time Need

$/Time Need
Health Need

Health Need

parents, siblings, relatives current, high school, college, social

Influential

Influential

media
Tally

Tally

1 1

2 2

3 3

4 4

5 5

6 6

7 7

8 8

9 9

10 10

11 11

12 12

13 13

14 14

15 15

16 16

17 17

18 18

19 19

20 20

21 21

22 22

23 23

24 24

25 25

15 Business Building Guide

5 Business Building Guide

 Belief + Action = Results
• In the Products • Share • Change Lives
• In dōTERRA • Register • Grow Yourself
• In Your Why • Launch Builders • Earn Rewards

$
$
E S
$
Empower Support
Register and empower Support your customers and
$
others with natural builders through personal,
> >
solutions and invite community, and educational
them to change lives. connections.
$
$
Your Team & Community
$

Empowered Success Business Training System 6

5 Steps to Success

1 Prepare
Set Up Your Business
Complete the set-up checklist and reach out
to your upline mentor with questions (pgs. 11-12).

Fuel Your Launch

• Schedule your first 4 classes together and
other launch month plans.
• Review the Elite Planner (pg. 21).
• Use the Class Planner (pg. 50).
• Review Partner with Your Mentor to set expectations
Fill out Set Goals (pgs. 13–14).
and get familiar with Strategy Check-In (pgs. 27–28).
Prepare your Names List (pgs. 15–16).
Refer to Schedule Your Success and set up
• Compile, prioritize, and then transfer qualified
your weekly schedule (pgs. 19–20).
names to your Success Tracker (pg. 18).
• Ask about upcoming events to calendar
• Fill out Target Your Message; then share your
(e.g., annual global convention).
answers with your upline mentor (pgs. 25–26).
Commit approximately 20 minutes per day
Have your Intro to Launch Strategy Session with
to the habit of personal development.
your upline mentor.
• Utilize Personal Development resources
• Share your hopes and dreams.
(pgs. 95-99).
• Review Set Goals.
• Fill out and post your Confidence Statement (pg. 100).
• Review Creating Your Pipeline (pgs. 5–6) and
5 Steps to Success (pgs. 7–8).

2
Invite
Connect & Share Invite to Learn & Remind
Prepare to Share (pg. 33). Invite prospects who are ready to learn more to an
• Record your experiences on Share Your Intro to Oils class or one-on-one and remind them to
Story (pg. 36). come (pgs. 42–43).
• Use your Success Tracker to focus on qualified
Prepare to host presentations (pgs. 49–50).
prospects and choose your approach
• Know the Intro to Oils class timeline and script
(pgs. 18, 37–40, 42–43, 46, 79-80, 82-83).
(pgs. 53–59).
• Find ways to Reach More People and grow
your Names List (pg. 46).

Share experiences and samples with prospects,

and then follow up (pgs. 37–41).
• Ask for customer referrals (pg. 46).

7 Business Building Guide

3 Present & Empower
Present
Prep for presentations; refer to Class Planner (pg. 50).
• Learn to Present with Confidence (pg. 51).

Host and learn to teach Intro to Oils (pgs. 53–59).

Strategize Placements
Place your new registrations with the support of your
upline mentor and Placement Strategy (pgs. 60-62).
• Understand the dōTERRA Compensation Plan
(pgs. 103-105).
• Book classes from classes (pg. 59).
• Understand the different roles of a customer, sharer,

Empower builder, and leader (pg. 106).

Register attendees and schedule their

Wellness Consults (pgs. 57-59, 67).
• Know how to close and register successfully.
• Follow up within 48 hours with those who
did not yet register.

4
Support
Onboard Customers Retain Customers
Onboard new registrations and connect them to Regularly inform customers about promotions and
continuing education and social media community other educational opportunities, help with LRP, and
platforms (pgs. 67-72). offer support as needed (pgs. 69, 71-76).

5
Find Builders
Invite to Host & Build Host and learn to teach Intro to Build classes and
Invite to host. one-on-ones (pgs. 85-88).
 • Using your Success Tracker, identify who would be • Do 3-Way Calls with your upline (pgs. 81, 88-89).
willing to host a class; contact and conduct an Intro Launch Builders
to Host (pgs. 18, 82).
Launch builders (pgs. 89-90).
• Set up an Intro to Host with any host you booked
• Conduct an Intro to Launch, using the checklist,
during one of your classes (pgs. 21, 82).
(pg. 7, Step 1) and introduce 6 Weeks to Elite
• Schedule classes with newfound hosts.
(pgs. 89-90).
• Read Expand Your Influence (pgs. 82-83).
• Help your builders with their first presentations
Invite builder prospects who are ready to learn (Intro to Oils, Intro to Build, Wellness Consults,
more to an Intro to Build class or one-on-one. Strategy Sessions) (pgs. 89-90).
• Focus on top builder prospects listed on your • Help your builders find other builders with 3-Way
Success Tracker (pgs. 17–18, 79). Calls (pgs. 80, 87-88).
• Invite potential business partners and builders
to your team (pgs. 79-80, 82-83).
Support Builders
• Ask for builder referrals (pg. 83). Mentor with regular Strategy Sessions, using
Strategy Check-In (pgs. 27–28, 91).
Present • Refer and invite to corporate/team training/events.
Prepare to host presentations (pgs. 49, 51). Finding builders, or step 5, happens in tandem with steps
• Learn to present Intro to Build and know the timeline 2–4. You are essentially completing the same steps, but with
(pgs. 85-86) and one-on-one script (pgs. 87-88). a different emphasis when registering a builder versus
a customer.

Empowered Success Business Training System 8

 Prepare
Set Yourself Up for
Success
By the end of the Prepare step, you
will have set goals for your future, laid
the groundwork to start sharing and
inviting, and created a schedule for
your business.

Success is the sum

of small efforts, repeated
day in and day out.

Robert Collier
Prepare

Set Up Your Business

Get Started

Log in to doterra.com to:

• Register your back office with a password.

• Always maintain a sales of 100 PV+ loyalty order, to be paid weekly Sharing Bonuses and monthly commissions.

- Get the free Product of the Month by placing a 125 PV+ loyalty order by the 15th of each month.

• Set up your personal website (click on Account > Account Profile > My Website > My Site Address.)

Get Support

With your upline or an online video, do the following (if you haven’t done so already):
• Experience an Intro to Oils class • Receive a Wellness Consult • Experience an Intro to Build class

Schedule your first—and then weekly—Strategy Sessions with your upline mentor:
Day & Time / # to Call

Connect to your upline team support:

• Team Call Location / Link:

Day & Time / # to Call

• Team Facebook Group:

• Team Website / Other:

• Reach out with questions to your upline mentor or team or dōTERRA Business Facebook groups.

11 Business Building Guide

 Prepare
Get Equipped

Add products to be used as samples to your

loyalty order.
• Print Healthy Can Be Simple booklets.

• Print additional 10-packs of the Live guides.

• Print/Purchase Natural Solutions class handouts

as desired.

• Print the latest edition of the Product Guide

 ork with your upline to order other

W
helpful class resources.

Get Familiar

Empowered Life Empowered Success • Strengths Guide

Discover product and continuing Discover business training at: Discover personal development
education at: doterra.com > Empowered training and learn how to use your
doterra.com > Discover Success Training unique strengths to grow your
business.
• Product Education • Literature
• Flyers Learn more on page 98
• Social Media
of this guide.
• doTERRA Leaders • Forms

• Events and Promotions • Product Information Pages

Empowered Success Business Training System 12

Prepare
Present

Set Goals
Successful people set specific goals. Get clear on what you want and when you want to achieve it. Choose the level of
reward you are seeking and the pace at which you want to create those results. By making specific commitments to your
success and then setting them to a certain time frame, you are better prepared to engage in the activities that follow.

Duplication of the foundational rank of Elite is key to growing to Silver, Platinum, Diamond, and beyond.

Elite Silver Platinum

You build to Elite Support Support your builders to
3 builders to Elite each support 3 to Elite

3,000 PV > > S S S

E E E
E E E E E E E E E

₹27,000/month* ₹177,000/month* ₹736,000/month*

1 Choose Your Earnings

Pay for Your Product Supplement Your Income Replace Your Income

₹27,000-₹64,000/month* ₹64,000-₹382,000/month* ₹382,000-₹1,245,000/month*

Elite — Premier Income Goal Premier — Gold Income Goal Gold — Diamond Income Goal

Estimated Time Needed: Estimated Time Needed: Estimated Time Needed:

3–10 10–30 25–50

hours/week hours/week hours/week

Rank Steps Rank Steps Rank Steps

E P E S G E S P

Elite in Premier in Elite in Silver in Gold in Elite in Silver in Platinum in

1–3 months 6 months 1–2 months 6–9 months 1–2 years 1 month 6–9 months 1–2 years

D PD

Tip Refer to the Build guide or pages 103-105 of this guide to create
strategies to achieve rank and income requirements.
Diamond in
1–3 years
Presidential Diamond
in 4–7 years

*Numbers displayed are 2020 annual averages from the USA market. Personal earnings, including first-time rank
earnings, may be significantly less. For detailed information, refer to the 2020 Annual Business Builders report and
Opportunity and Earnings Disclosure at doterra.com/US/en/quick-reference. As provided in the company's Sales
Compensation Plan, achievement of rank is based on sales criteria to be accomplished in person and also with your
sales team. For detailed information, refer to the dōTERRA India Sales Compensation Plan in the company's Policy
Manual at https://www.doterra.com/IN/en_IN.

13 Business Building Guide

 Prepare
2 Choose Your Pace
There will likely be between 1–4 weeks of preparing, sharing, and inviting prior to hosting your first presentations. Choose your pace,
using the timelines of success below, in which to achieve the rank of Elite. Begin registering through one-on-ones right away with those
who are ready to get started with dōTERRA, even while in your Prepare phase.

Class launch date: ____ /____ /____

Elite in 30 Days Elite in 60 Days Elite in 90 Days

Examples of how to generate Example of new registration orders + Example of new registration orders
3,000 PV: customer LRP orders = 3,000 PV: + customer LRP orders = 3,000 PV:
150 PV average per first • 8 of 15 customers registered in month 1 • 12 of 20 customers registered in
order x 20 registrations have an average 100+ PV LRP order months 1­–2 have an average 100+ PV
+ 800 PV LRP order
OR 3–4 registrations and an average
of 500 PV per class x 6 classes • 4 registrations or average of 600 PV + 1,200 PV
per class x 3 classes (in month 2) • 4 registrations or average of 600 PV
OR 5 registrations and an average
+ 1,800 PV per class x 2 classes (in month 3)
of 750 PV per class x 4 classes
• 3 one-on-one registrations (in month 2) + 1,200 PV
+ 450 PV • 4 one-on-one registrations (in month 3)
+ 600 PV

3 Choose Your Goals

90-Day Goal 6-Month Goal 1-Year Goal

₹ /month ₹ /month ₹ /month

Rank: Rank: Rank:

4 Choose to Share

Share these goals with your family and upline mentor and post them where you will see them daily.

• How committed are you to reaching your Elite and 90-day goals (on a scale of 1–10)? Elite: 90-day:

• Why is it important to reach your goals at the pace you set?

• How will your life change when you reach your 1-year goal?

• What will your life be like if you never reach your 1-year goal?

Make it a habit to record further insights on how to achieve these goals and build your dreams.

Empowered Success Business Training System 14

Prepare
Present

Names List
Whose lives do you want to change? Building a successful financial pipeline begins with inviting others to discover how dōTERRA
health solutions and the business opportunity can serve them.

Create a list of all the people you can think of. Let your ideas flow. You never know who may be looking for the solutions you can
1
provide. Record their names and organize them by networks, such as family or friends, on this page and the next.

Family: Friends:
Natural-Minded

Natural-Minded
Business/Sales

Business/Sales
Purpose Need

Purpose Need
₹/Time Need

₹/Time Need
Health Need

Health Need
parents, siblings, relatives current, high school, college, social
Influential

Influential
media

Tally

Tally
Exp.

Exp.
1 1

2 2

3 3

4 4

5 5

6 6

7 7

8 8

9 9

10 10

11 11

12 12

13 13

14 14

15 15

16 16

17 17

18 18

19 19

20 20

21 21

22 22

23 23

24 24

25 25

15 Business Building Guide

 Prepare
Next, as you think about each person you’ve written down, filter your list to identify potential builder prospects. Place check
2
marks in the columns that apply, indicating the common qualities of successful builders. Then tally in the last column.

• Looking for improved finances or a better future

• Has a need for more money, time, or purpose

Natural-Minded
Business/Sales
Purpose Need
₹/Time Need
• Socially influential—people follow them and want to do what they do

Health Need

Influential
• Interested in natural things and lives a healthy lifestyle

Tally
Exp.
• Has business or sales experience and is self-motivated
1 Angela Reyes   II

IIII
2 Cousin Jenn (Yoga)       I

Community: Other:
Natural-Minded

Natural-Minded
Purpose Need

Purpose Need

Biz/Sales Exp.
₹/Time Need

₹/Time Need
Health Need

Health Need
neighbors, social groups, coworkers, product
Influential

Influential
school, clubs Tally
or service providers

Tally
1 1

2 2

3 3

4 4

5 5

6 6

7 7

8 8

9 9

10 10

11 11

12 12

13 13

14 14

15 15

16 16

17 17

18 18

19 19

20 20

21 21

22 22

23 23

24 24

25 25

Empowered Success Business Training System 16

Prepare
Present

Prioritize Your Names List

Identify Potential Builders
Your next step is to prioritize the prospects on your Names List by first highlighting those with a higher number of tally marks,
indicating qualities of potential builders. Strong builders may surprise you and can be found among those with fewer tally marks.
However, this rating system is a proven way to start.

Ask yourself: Potential Business Partners

• If I could work with anyone, who would it be?
• Who would I work best with?
• Who would bring the kind of commitment and action that
matches or exceeds the pace I have set to reach my goals?
Write down those who come to mind, from your list or otherwise.

Track Top Prospects

1 Fill in your Success Tracker with your top 45 prospects.

2 Identify the best way to contact and approach each

Prepare
Present
Prepare
Present
Prepare
Present

Names List Success Tracker

Next, as you think about each person you’ve written down, filter your list to identify potential builder prospects. Place check
2
marks in the columns that apply, indicating the common qualities of successful builders. Then tally in the last column.

• Looking for improved finances or a better future 45+ 30+ 15+ 3+

• Has a need for more money, time, or purpose Track the progress of your top 45 prospects here.

Natural-Minded
Whose lives do you want to change? Building a successful financial pipeline begins with inviting others to discover how dōTERRA

Sample Followed Up

Engaged in Cont. Ed.

Purpose Need

Biz/Sales Exp.
$/Time Need

Product or Business

Committed to Host
• Socially influential—people follow them and want to do what they do

Health Need

Attended Class/1:1
Invited to Class/1:1
Place builders at the top.

Wellness Consult
health solutions and the business opportunity can serve them.

Influential

Intro to Launch
First Approach:
• Interested in natural things and lives a healthy lifestyle

Sample Given

Intro to Build
Set Up LRP
Tally

3-Way Call
person, whether with the products or the business.
• Has business or sales experience and is self-motivated

Enrolled
1 Angela Reyes   II Name Product Sample Idea(s) Best Way to Contact:
Create a list of all the people you can think of. Let your ideas flow. You never know who may be looking for the solutions you can
1 2 Cousin Jenn (Yoga)       IIII 1 P B
provide. Record their names and organize them by networks, such as family or friends, on this page and the next. I
2 P B

3 P B

4 P B

Family:
Natural-Minded

Friends:

Natural-Minded
Community:

Natural-Minded
Other:

Natural-Minded
5 P B
Purpose Need

Purpose Need

Purpose Need

Purpose Need
Biz/Sales Exp.

Biz/Sales Exp.

Biz/Sales Exp.
$/Time Need

$/Time Need

$/Time Need

$/Time Need
Health Need

Health Need

Health Need

Health Need
parents, siblings, relatives current, high school, college, social neighbors, coworkers, product 6 P B
Influential

Influential

Influential

Influential
media associates from or service providers 7 P B
Tally

Tally

Tally

Tally
church, school, clubs
8 P B

1 1 1 1 9 P B

10 P B
2 2 2 2
11 P B

3
3 3 3 3 12 P B

13 P B
4 4 4 4
14 P B

Begin personalized sharing and inviting and track the

5 5 5 5 15 P B

16 P B
6 6 6 6
17 P B

Top Builder Prospects

7 7 7 7 18 P B

19 P B
8 8 8 8
20 P B

9 9 9 9 21 P B

22 P B
10 10 10 10
23 P B

11 11 11 11 24 P B

progress of each individual. With the help and support of

25 P B
12 12 12 12
26 P B

13 13 13 13 27 P B

28 P B
14 14 14 14
29 P B

15 15 15 15 30 P B

31 P B
16 16 16 16
32 P B

17 17 17 17 33 P B

34 P B

your upline, find a few key builders early.

18 18 18 18
35 P B

19 19 19 19 36 P B

37 P B
20 20 20 20
38 P B

21 21 21 21 39 P B

40 P B
22 22 22 22
41 P B

23 23 23 23 42 P B

43 P B
24 24 24 24
44 P B

4
25 25 25 25 45 P B

Commit to registering at least one builder within your

15 Business Building Guide Empowered Success Business Training System 16 Empowered Success Business Training System 18

Names List Success Tracker

first 14 days of starting your business. This will allow you
to create healthy placement structure and maximize the
Compensation Plan. Without builders, you only have
customers on your frontline, reducing your earning potential.

Grow Your List

As new people come to mind and into your life, add them to your Names List to keep up the flow in your pipeline.
Commit to adding 5–10 new names weekly.

Prepare Your Business Is About Numbers

100 Names
The more people you have in your pipeline, the more
Invite 45 customers and builders you are likely to find.

Set a goal to find three builders in your first 30–90

Present to 30+ days. If you don’t find builders right away, keep
strengthening your list and keep sharing. Many builders
Register 15+ start out as customers who then begin to share.

Support 1–3 Builders

17 Business Building Guide

 Prepare
Success Tracker 45+ 30+ 15+ 3+
Track the progress of your top 45 prospects here.

Sample Followed Up

Engaged in Cont. Ed.

Product or Business
Place builders at the top.

Committed to Host
Attended Class/1:1
Invited to Class/1:1

Wellness Consult

Intro to Launch
First Approach:

Sample Given

Intro to Build
Set Up LRP

3-Way Call
Registered
Name Product Sample Idea(s) Best Way to Contact:

1 P B

2 P B

3 P B

4 P B

5 P B

6 P B

7 P B

8 P B

9 P B

10 P B

11 P B

12 P B

13 P B

14 P B

15 P B

16 P B

17 P B
Top Builder Prospects

18 P B

19 P B

20 P B

21 P B

22 P B

23 P B

24 P B

25 P B

26 P B

27 P B

28 P B

29 P B

30 P B

31 P B

32 P B

33 P B

34 P B

35 P B

36 P B

37 P B

38 P B

39 P B

40 P B

41 P B

42 P B

43 P B

44 P B

45 P B

Empowered Success Business Training System 18

Prepare
Present

Schedule Your Success

Success is not a destination—it’s a habit. These simple success habits are the shared, proven practices of top leaders in dōTERRA.
As you integrate them into your life, you will experience the power of daily action compounded over time. Consistent business-
building, income-generating activities are what create results. Spend at least 70% of your time inviting, presenting, and empowering
through registering (IPEing). The best way to grow is to have successfully found and launched builders who are doing the same.

Plug into what your upline is providing by way of weekly classes, continuing education, and team calls. Avoid reinventing the
wheel by waiting for the right time for you to take on certain responsibilities.

Daily: Prepare, Share, and Invite Weekly: Present, Empower, and Support
• Use your products • Hold Intro to Oils classes and one-on-ones
• Engage in personal development • Hold Intro to Build classes and one-on-ones
• Contact, sample, follow up, and invite • Conduct Wellness Consults
• Schedule interactions, classes, and one-on-ones • Attend and promote Continuing Education
• Attend team call
• Hold Strategy Sessions

Monthly:
• Place a 125+ PV LRP order
• Set goals, track progress with rank/Power of 3 planners
• Register 4+ customers and 1+ builder
• Attend business training

Annually:
• Attend and invite to events:
• Global convention
• Leadership Retreat
• Regional events
Ask yourself these questions: • Incentive Trip

• Who can I share a product experience with?

Share a sample and follow up.
• Who would be open to learning about essential oils?
10% 20%
Invite to an Intro to Oils class or one-on-one. Prepare
• Who attended a presentation and is ready to register?
Help register with a First Order and schedule a
Wellness Consult. Support

• Who needs a Wellness Consult?

70% You & Your
Schedule a Wellness Consult and commit to LRP.
Builders IPEing
• Who is ready for an introduction to the business?
Invite to an Intro to Build class or one-on-one.
• Who is loving their oils and would like to host a class?
Invite to host. Schedule an Intro to Host conversation.
P I P E S
• Who is ready to launch their business?
Introduce 5 Steps to Success during an Intro to Launch.

Focus Here

19 Business Building Guide

 Prepare
Weekly Schedule
On the Set Goals page of this guide, you selected your personal path of success. Below are the recommended number of
weekly hours for each pace to achieve building your financial pipeline.

Pay for Your Product Supplement Your Income Replace Your Income

Estimated Time Needed: 3–10 hours/week Estimated Time Needed: 10–30 hours/week Estimated Time Needed: 25–50 hours/week

Write down the number of hours you plan to dedicate each day to your business during an average week.

Monday Tuesday Wednesday Thursday Friday Saturday Sunday

Using your own calendaring method, block out time for your weekly activities. First, place primary happenings such as family
commitments and current employment, then your PIPES business-building actions. Add appropriate prep and travel time as needed.

Time/Period Monday Tuesday Wednesday Thursday Friday Saturday

9 am Personal Development

Intro to Build
10 am Team Call Contact / with Jane
Follow-up
with names on
Strategy Session Success Tracker
11 am Strategy Session: Contact / with Upline
- Elaina @ 11:00 Follow-up
Intro to Launch: with names on
Noon - Bill @ 11:45 Success Tracker

1 pm Wellness 1:1 with Marcia Wellness

Consults: Consults:
- Mom @ 1:30 - Kim @ 1:30
2 pm - Steve @ 2:15 - Connie @ 2:15

3 pm

7 pm Intro to Oils @ Continuing

Juice Bar Education

Example: 16- to 20-hour dōTERRA week for a midlevel pace

Fast Track Your Success Time Tips:
• Cluster calls close together in
There are many ways to • Minimize setup time.
one block of time to avoid going
calendar success. One way is to • Give prospects multiple class options. too long.
schedule your first 4 classes in • Allow you to build from one class to the next
• Make different times
a jumpstart week or weekend (enthusiastic attendees can easily invite others). available to accommodate
during your launch month to: • Maximize placement options and better set others' schedules.
yourself up for ranks and bonuses. • Respond to communications
within 24 hours.

Empowered Success Business Training System 20

Prepare
Present

Elite Planner
I am an Elite on or before . During Your Launch Month: (30-day pace to Elite)

Partner this planner with your Success Tracker • Schedule 4+ classes or 15+ one-on-ones or a combination of the two.
for all your presentation planning. • Invite 45+ total people to a class or one-on-one.
• Register 15+ people.

Invite 15+ people in person or via phone call/text to achieve an ideal

Total Volume Needed 3,000
class size of 6–10 qualified invitees. Classes are hosted by you or
Current Volume -

Goal: Elite 3000+ OV

someone who agreed to host. Refer to your Success Tracker for ideas.
Schedule Classes

Scheduled Volume -
Class 1 Class 3
Date/Time: Date/Time:
Location: Location: Volume Needed =
Host: Host:
Incentives
Class 2 Class 4 When they register with a kit + place
Date/Time: Date/Time: their first LRP order, give them an
incentive (like 5 mL Lemon, a
Location: Location:
dōTERRA special, or reference guide).
Host: Host:

Set up one-on-ones in person, online, or via a 3-Way Call with prospects who need more individualized attention
to review health priorities, have scheduling restraints, or are influencers who would do better in a more customized
setting.

Name: Name: Name:

Date/Time: Date/Time: Date/Time:
Location: Location: Location:
Schedule One-On-Ones

Name: Name: Name:

Date/Time: Date/Time: Date/Time:
Location: Location: Location:

Name: Name: Name:

Date/Time: Date/Time: Date/Time:
Location: Location: Location:

Name: Name: Name:

Date/Time: Date/Time: Date/Time:
Location: Location: Location:

21 Business Building Guide

 Prepare
Top Tip
Actively invite 15+ people in person or via
phone call or text, or passively invite 30+
people via social media or email (this
requires far more invites to create the
same results) to achieve an ideal class
size of 6–10 qualified invitees.

Qualifying your Names List makes all

the difference. What if, in a month's time:

• Your invites are more qualified so

you achieve 30 attendees x 50%
registration average = 15 registrations.
• Your invites are less qualified so
you achieve 50 attendees x 30%
registration average = 15 registrations.

The less qualified, the more invites

required. The more qualified, the less
invites required.

Empowered Success Business Training System 22

Prepare
Present

Be a Solutions Provider
Success begins with you. First, choose to be a product of your products. Your belief grows as you you consistently experience
their profound benefits. As the solutions provider in your home, your experiences fuel your enthusiasm to share with others. As
you share that passion, you help those around you want to learn more and inspire your builders to do the same.

Use the Products

Live principles of health to create a wellspring of experiences you can draw upon
to invite and inspire others.
• Implement your Daily Wellness Plan to use your products daily.
(Live guide).
• Using a reference guide, learn to solve 80% or more
of health priorities at home.
• Make it a habit to turn to your products first when health
priorities arise.
• Learn to integrate your products into your wellness
lifestyle through continuing education.
• Be your own best customer and experience the variety
of products dōTERRA offers.
• Maximize the Loyalty Rewards Program (LRP) by learning
how to earn up to 30% back and redeem points.
See doterra.com > Discover > Product Education to learn more.

23 Business Building Guide

 Prepare
Share the Products

As a dōTERRA Wellness Advocate, connect people to your solutions and share a new kind of healthcare. During interactions
with those you hope to share dōTERRA, come from a place of service and paint a picture of self-directed wellness. Ask your
prospects if they are open to learning more.

Invite others to learn more about using natural solutions as a main line of defense.

• Create experiences where they can discover potential dōTERRA solutions.

• Show how, “with a book and a box” (oil reference guide and a box of dōTERRA CPTG ® essential oils),
most of their health priorities can be addressed at home.

Selling, in its purest form, is service—helping people find solutions to problems they have, could have, or could avoid altogether.
You are a solutions provider. Not because you solve problems, but because you empower others to learn ways to solve things
for themselves.

Ask yourself: “Whom can I reach out to today, and how can I offer to serve them?”

Discover Problems Measure Impact Offer Solutions

Everyone experiences challenges Problems have costs and can After listening and identifying need(s),
and gaps in their relationships, health, compromise relationships, health, offer your prospects possibilities:
finances, time, sense of purpose finances, time, trust, belief - Product approach (pgs. 37–40, 43)
- Business approach (pgs. 81-84)

Teach Your Builders to Do the Same

As you launch your business, empower customers who use and love the products, sharers who host classes, and builders who
partner with you to build a business. Commit to developing the skills necessary to reach your goals. Become the kind of builder
you want to work with.

Leverage the Five Conversations

The Empowered Success system includes five guides designed to support the key conversations that introduce the first phases
of the dōTERRA experience. These steps can happen in whatever order serves each prospect best.

Healthy Can Natural Solutions

Be Simple Class Handout Live Guide Share Guide Build Guide

Introduce essential Educate and register in Commit to living the Commit to Commit to building
oil possibilities. natural solutions. dōTERRA lifestyle. sharing dōTERRA. a business.

Empowered Success Business Training System 24

Prepare
Present

Target Your Message

See yourself as someone with valuable experience who specializes in offering specific solutions to those who seek them.
Increase the flow of prospects moving through your pipeline by identifying the network you feel drawn to serve, and then find ways to
connect with them. You do not need permission or prerequisites to do what you love. You just need to be able to show your customers
how to get results. Journal the following answers to identify who you are in your business, who and how you serve, the messages you
are passionate about communicating, and the problems you empower others to solve.

Seek
Get clear on how to lead, with the mindset of seeking to serve.
• Who are you? Think about all you’ve been in your life, who you’ve become, and what comes naturally to you. List your
unique life experiences, expertise, community involvement, connections, passions, skillsets, business experience, and
influences that continue to impact who you are.

• What do you feel driven to be a part of? What is your message or cause? How you solved your mess can become your
message. What health challenges have you overcome with dōTERRA? How have you become a solutions provider in your
home? As a result, what are you now passionate about sharing?

Write out your best stories to date on page 36. Then draw on them to stimulate your thoughts and feelings while you
complete this page. Feeling pushy or salesy is overcome when you are clear about your cause and message.

Serve
Choose to be a solutions provider.
• Who do you serve? Who needs your message? Who do you best connect with? Service that’s not nervous comes from a passion
for serving those who need your solutions. Describe your tribe.

• Where do they hang out? Where can you find them?

• How do you best connect with them? What brings you joy to share and do with others? What is your message?

25 Business Building Guide

 Prepare
Solve
The courage to share comes from understanding the needs of others and knowing
you can create value with your solutions.
• What specific problem(s) do you show others how to solve? Identify what you solve in your own way. How can you help others
find solutions just like you did?

Do you have solutions for fitness, nutrition, detoxing, immune, digestive, respiratory, children’s health, weight management,
skin health and beauty, green living, organic gardening, natural pet care, financial gaps, the need for additional household
income, or something else?

• Why should people learn and buy from you? Why do they choose you? What can you do that others can’t or won’t? What team
community can you invite them to join, or what classes can they attend to learn more with you? How will you surprise and delight
them? How is their world better because you served? What sets you apart or makes you different?

What You Do
It can be helpful to write out what is known as a Value Articulator Statement. A Value Articulator Statement helps declare what you do
and how others will benefit from working with you. Read the example below, and then follow the template to write out your own.

A female fitness guru who is a mom and into healthy living might say:
I help women take control of their health and wellness by moving, eating well, and staying healthy with natural products so they
feel better, move more, and live their best life—different from living with low energy, discomfort, and poor self-esteem—because my
purpose is to empower them to make themselves a priority, even when it’s easy to put everyone else first.

Value Articulator Statement

(As taught by Mel Abraham)

I help/teach/support (who)

to (do what)

so that (result),

unlike (less favorable alternative),

because (distinction/what’s different about what you offer).

Empowered Success Business Training System 26

Prepare
Present

Partner with Your Mentor

You are in business for yourself, but not by yourself. Partnering with an upline mentor can dramatically increase your own success
and that of your downline. Set clear expectations for your partnership from the beginning to create an environment conducive to
long-term success, where your relationship can grow right along with both of you. Have fun as you work hard and smart together.
Share your hopes and dreams with your upline mentor and ask them about theirs.

Though ideal, not every builder has an upline mentor. In fact, some of dōTERRA’s most successful builders did not have immediate
upline support. This guide is designed as a complete training, so everyone has the basics needed to succeed. Ultimately, your level of
success is up to you. If needed, find someone else who can serve as your strategizing and accountability partner.

A mentoring relationship is a partnership. Make the most of working together by creating the clarity invited below.

Mentor Builder
What You Can Expect of Your Mentor What Is Expected of You

1. Believes in You. Cares about your success. Believes what you 1. Be Coachable. Trust proven processes and recommendations;
say you want. Believes you will do what it takes to achieve it. consider new ideas and strategies.

2. Is Positive. Sees the best in you and your possibilities. 2. Be Positive. Enthusiasm is contagious with customers and
builders during presentations and events.
3. Is Honest. Gives useful feedback. Levels with you.
Operates with integrity. 3. Work Hard. Keep the success schedule you set. Do what
you say you will do. Above all, seek to serve.
4. Stays Focused on Fundamentals. Helps you keep the main
thing the main thing. Partners as you move through 4. Learn Earnestly. Watch, read, and study product and
the 5 Steps to Success. business trainings. Always be a student of your business.

5. Coaches from Experience, not just theory. 5. Be Honest and Accountable. Consistently measure results
together through regular connections. Level with your
Determine When to Call Your Mentor mentor when difficulties arise.

1. What is the situation? 6. Find a Way, Not an Excuse. Honor your commitments to
yourself. Anything worthwhile involves hard work, frustration,
2. What are my options?
and persistence. Be resilient. There may come a time, for
3. What do I think I should do? whatever reason, you “drop off.” If this happens, how would
you like your mentor to respond?
Come up with your own solutions first. Then, if you need other
options, call your mentor. Inspired by Chapter 3 of Being the Starfish by Neal Anderson

Tips for Successful Strategy Sessions

1. Schedule regular, recurring connections with your mentor. 4. Call your mentor at the appointed time.

2. 
Choose the best way to connect such as daily AM and PM 5. 
Come prepared to gather insights and discover solutions,
texts and/or weekly calls. rather than expecting your mentor to solve things for you.
Turn to your mentor for strategy, not therapy.
3. Text or email prior to each Strategy Session a
few specifics on successes and challenges you 6. Utilize consistent personal development to surpass
experienced in the last week to be acknowledged and limitations, be better prepared, find solutions, and create
addressed. Consider using the Strategy Check-In on the strategies that work.
following page.
7. Your upline will match your energy. Invest in your
success, and they’ll invest in you.

27 Business Building Guide

 Prepare
Strategy Check-In
Send a photo of this completed form to your upline mentor via text or email prior to your Strategy Session.

1 Connect & Discover

What wins and victories did you have last week?
What’s working to grow your business?
What challenges are you running into in your business?

2 Review Last Week

How did things go last week with your top three action goals?
Anything that needs to shift going forward?

Fill in the total number completed last week in the green squares, and then your goal for next week in the blue squares.

P I P E S

Prepare Invite Present Empower Support

Time block PIPES activities Share experiences: Intro to Oils class Personal registration Intro to Launch with new builder
(host/teach)
• Oil sample/experience
Add to Names List
• Your story
Wellness Consult Strategy Session with builders
Strategy Session with upline • Video link
One-on-one
Attend Team Call • Website link
Sign-up for LRP Attend Cont. Ed./bring a guest
Product training
Intro to Build
Daily personal development Invite to:
Commit to host Promote team training/event
• Intro to Oils class
• Intro to Build class
If completed • Wellness Consult Commit to build Attend a team training/bring a builder
• Host a class

Focus on “IPE”ing to Build Your Pipeline

Circle where you observe a breakdown in activity. Focus next week’s actions on increasing flow in that area.

3 Goals for the Upcoming Week

Goals for This Month:
Refer to your rank planner to help choose your top actions for the week. Rank: Power of 3: ₹3,000 ₹15,000 ₹85,000

Top 3 Actions Your Part Upline Support Completion

What needs to happen? How will you get this done? What support do you need? Date

4 Breakthroughs 5 Important Reminders

What personal development/training are you benefiting from? Team call, company promotions, events, etc.
What else could grow your belief, insight, and skills?

Empowered Success Business Training System 28

Prepare
Present

My success is up to me. I determine

the actions I take. I seek and gain the
necessary training to increase my results.
I continually break through limiting
beliefs, build my character, and expand
my influence as I reach my goals.

29 Business Building Guide

 Prepare
What It Takes to Succeed
Your Success Is Up to You. This Takes Work.
You set your pace. The ideal is laid out here in this guide. Unlike employment where one is driven by external forces
and expectations, to be an amazing entrepreneur reframe your
You Have Resources. mind to focus on creation, contribution, purpose, and passion.
You are in this business for yourself but not by yourself. You are now your driving force.
Your upline and the company are committed to providing
training, educational resources, and tools for your success. Growth Is Key.
Become more to earn more. The builders you work with will
Learn, See, Do, Grow. engage at their own pace. Consider registering more to create
Training looks like this: you learn each step, see how it’s done, additional options for your own growth so you are not limited
do it, measure results, get feedback, and then grow as you do by each builder’s pace. For example, if you are building to the
it again and again. rank of Silver, have four legs to work with versus three.

Set the Goal. Skills Set You Free.

Choose to become independent and successful as soon The skills required are not hard, but need to be practiced,
as possible. utilized, and mastered over time.

Success Takes Time. Laser Your Focus.

Depending on how consistent and effective your efforts are Concentrate on money-making, pipeline-building activities,
and the growth you choose to create, you could: and clearing distractions. Focus your energy. Energy flows
where attention goes.
• In 90 days make enough to cover your order and supplies.
• In 1 year make a part-time income.
Have Grit.
• In 2–3 years be a significant earner.
People may feel threatened when you move out of your
• In 5–7 years be a world-class professional and top earner.
old world and into a new one. You may experience rejection
and setbacks. Choose to stay the course of your dreams.

Both Sides of the Bottle

Wellness Advocate
Your partnership with dōTERRA is a two-way Sharing pure essential oils as natural
contract. On one side of the bottle is dōTERRA’s solutions for health and wellness, you
stewardship. On the other side of the bottle is you, invite those around you on a journey of
sharing these precious oils with the world. With possibilities, while leading, supporting, and
responsible sourcing, community building, and educating those you feel called to serve
pioneering research, dōTERRA brings unmatched about the power of these gifts of the Earth.
CPTG ® quality essential oils—gifts of the
Earth—from the source to you, while generously
rewarding those with whom they do so.

Source › Bottle › Validate › Ship › Reward Share › Invite › Solve › Empower › Lead

Empowered Success Business Training System 30

 Build with Impact
As a Wellness Advocate you have
the power to change the world
one drop, one person, and one
community at a time. You can
become an unstoppable force for
good as you work together with
dōTERRA to revolutionize the
network marketing industry.

31 Business Building Guide

 Invite
Change Others’ Lives
By the end of the Invite step, you will
have shared samples, stories, and
invitations with people on your Names
List, preparing them for a positive
experience at a presentation.

No success is
immediate. Nor is any
failure instantaneous.
They are both the
products of the slight
edge, the power of daily
actions, compounded
over time.

Jeff Olsen
Empowered Success Business Training System 32
Invite

Prepare to Share
dōTERRA is a relationship business. Take the time to create and nurture relationships
as you begin to share.

When the time is right, ask your prospects about their health priorities, and share possible solutions through stories and
samples. Seek to serve, then others will naturally want what you have to offer. The more positive experiences a person has with
essential oils and with you, the more they will want to learn.

Help others accept an invitation to learn more about essential oils by sharing experiences first. Many sharing opportunities happen
naturally during your day-to-day activities (at a social gathering, sporting event, on social media, in line at the store, etc.).

Your Story Oil Experience Sample Link

Take the time to fill out the Create oil experiences When creating samples Leverage dōTERRA’s
Share Your Story exercise straight from your own for prospects, consider the amazing education, videos,
(pg. 36). It truly makes all the bottles (e.g., share a drop following: webpages, social media
difference to have refined your from an oil you have in your posts, and images to inspire
• Personalize samples to
story into concise, relevant purse or keychain) when it and ignite interest.
target specific needs or
messages that are ready to feels natural. Be equipped to
interests. Focus on what
share. Stories stir emotion and help others discover natural Discover Solutions
you can easily help with.
help others see themselves solutions. doterra.com/IN/en_IN/
• S ample oils that quickly
in your experiences, creating education-and-training
make an impact (like
hope for their own. The Digital Marketing Kit
Wild Orange, dōTERRA
more clear you are on your doterra.com/dmk
Deep Blue , Lavender,
®

message, the more your

Peppermint, PastTense™). dōTERRA Social
prospects know what they are
• Provide a copy of Healthy social.doterra.com
saying yes to.
Can Be Simple with sample
usage instructions and your
contact information added
on the back.

33 Business Building Guide

 Invite

Top Tips
• Keep samples with
you at all times.

• Always get contact

information.

Empowered Success Business Training System 34

Invite

Your story is the most important thing you

have to influence your mission, message,
and movement and create the kind of
income and impact you’re capable of.

Chris Smith
35 Business Building Guide
 Invite
Share Your Story
When you share experiences about how your solutions make a difference, you stir
curiosity and build value so that prospects want to learn more and become more
likely to make the time to listen to a presentation.

Write out, refine, and draw on your story so you are freed up to listen to the needs of others. Your goal is to expose them to the
possibilities as you offer hope and relief. When the time is right, share your story and customize it in a way that is relevant to them.

Product Story Business Story

Be prepared to share your love for dōTERRA Be prepared to share your hopes and dreams
products and why they are important to you. and why you chose the dōTERRA opportunity to
build your future.
• What challenge were you facing? How long had it been
going on? What problems were created as a result? • Where were you before dōTERRA? Perhaps you had
two jobs, were sick of working overtime hours, or grew
tired of your work environment.

• What had you tried? What kind of results were you

getting? What did that cost you?

• Where are you now? Maybe you are in the middle of

shifting out of a current job situation, are ready to do
something new or live more on purpose.
• What led you to dōTERRA? What was different
about their solutions?

• What do you want to achieve with your dōTERRA

• What kind of results did you start experiencing? business and success? Is your "why" choosing to build
How have the products changed your life? your own dreams instead of someone else's? Have you
set a goal to take control of your finances? Is educating
people about wellness with essential oils part of your
mission? Do you have a humanitarian project you plan
to give to on an ongoing basis and would benefit from
• What is life like for you now? Where are you going
recurring income?
and what are you doing in the future as a result?

How do you see the dōTERRA products meeting How do you see the dōTERRA business meeting
people’s needs and changing lives? people’s needs and changing lives?

Empowered Success Business Training System 36

Invite

Share & Follow Up

Be open and aware as you create opportunities to share and invite, no matter where
you are or who you are with.

Look for and create opportunities when sharing makes sense and comes naturally. Whether with an existing relationship or
someone new, build trust in every interaction.

You don’t need to be an expert to successfully connect and share. Just be authentic. Discover what’s most important to each person
you interact with by taking genuine interest in who they are, what they are experiencing, and how you can serve them. Feel free to
use or vary the scripts below.

Connect to Discover Connect to Your Solutions

Start a Conversation with Someone Share Your Story and
1 2
You Haven’t Connected with Lately Ignite Curiosity
When someone receives a call from someone they haven’t Tell the story of how the products have helped you and your
talked to in a long time, it’s exciting, especially if they have a family (refer to your story on page 36). Be specific. Keep it
great conversation. But if it turns into what feels like a sales simple and to the point. Well, you know how we struggled
pitch, it can take away from the feeling that it’s an authentic with. . . .We’ve loved how dōTERRA essential oils have helped
connection. When reaching out in this way, earn the right to us. . . ! I’d love to share.
share by being up front.
Expose them to the possibilities:
In person or over the phone, start the conversation. It’s been
A. I’m just curious, are you open to natural forms of healthcare? What
such a long time, and I have something specific I wanted to call
do you know about essential oils? Are you open to learning more?
you about, but first. . . . Make a connection:
B. Seriously, essential oils are rocking my world, and I can’t keep this
A. How are you? Tell me what’s going on with you and your family.
to myself! I thought you would love them too. Have you ever tried any?
B. Catch me up. What’s going on in your life? I saw your post
C. You know how so many people are into natural wellness these
about. . . .How are you holding up? Talk for as long as it feels
days? It seems more and more important to support a healthy
comfortable.
immune system, eat better, exercise regularly, get quality sleep,
After a while, the person you called will usually say, “So, tell and get rid of synthetic products around the house. Is that pretty
me what you were calling about.” Or you can say, I reached out much how you are as well? What kinds of things are you doing
because. . . . Transition to the purpose of your call. with your family? . . . What do you know about essential oils?

If you end up running out of time and have to get going, the
Discover Problems and
person you called will often say, “You had something that you 3 Measure Impact
wanted to tell me.” Simply answer, It was so great talking with
you again. I can call you tomorrow and tell you about why Make your sharing relevant by asking questions to discover
I wanted to call. Continue to connect through conversation health priorities and add value during the conversation.
and build the relationship. Then, you can more naturally match your solutions to their
needs. When it comes to your . . . (e.g., overall wellness), what
would you like to improve? . . . How is that affecting you? . . . How
long has it been going on? What has it been costing you?

37 Business Building Guide

 Invite
Create Experiences
There are multiple ways to “sample” dōTERRA. Stories are often potent enough to move people to want to learn more. After telling
yours, ask, I’m just curious, would you be open to trying something natural for that? Or, I’m just curious, would you be okay if I showed
you how to?

Then offer one of the following options:

• Offer a sample (see below for details).

• Schedule a one-on-one: How about if we schedule a time to find out more about your health goals?
• Share a link: What if I send you a link to learn more about ____? Will you watch it?

4 Invite to Try Ask permission to share a sample:

One of the best ways for a prospect to build belief in dōTERRA A. Are you open to trying something natural for that? If I give
products is to have an essential oil experience. Sampling is just you a sample, will you give it a try for a couple days?
that. Every drop shared stirs interest, increases trust, and creates
B. Are you open to learning how essential oils could help you
compelling reasons to want more. Successful sampling can
with that? Would it be okay if I left you with a sample?
result in higher class attendance, registrations, commitments to
LRP, and beyond. The following scripts model ways to do so. C. Would it be okay if I gave you a gift package of essential oils?
A gift package can be one to two samples and a booklet.

Empowered Success Business Training System 38

Invite

Don’t judge each day by the harvest you

reap, but by the seeds that you plant.

Robert Louis Stevenson

Condensed Conversation
With an Established Relationship, Start Here
When connecting in person or over the phone:
I’ve been thinking about you. I know how much you
love using natural products and . . . (share a simple
but powerful personal testimonial or someone else's
experience that you think would be of interest to them).

Invite them to try a sample or provide an oil experience.

A. Know of a health priority:

I thought about ____ (name an oil) because I know you
are looking for a solution for ____ (a family member). I
would love to give you a free sample of essential oil for
you to try. They are reliable, safe, less expensive than
synthetic approaches, and very effective. I’d love for you
to have an experience with them. Are you going to be
around tomorrow for me to bring that by?

B. Don't know of a health priority:

I’ve had some pretty amazing results with essential
oils and thought of you . . . (share a simple but
powerful personal testimonial or someone else's
experiences that you think would be of interest
to them). I know everyone deals with all kinds of
challenges. Is there a health priority you’d like to try a
solution for? I would love to give you an essential oil
sample for you to experience for yourself. I'd love to
bring one by. When are you around tomorrow?

Next, go to step 5.
 Invite
5 Sample
• Sample one to two needs for focused results.
Example Use Instructions
• Give a two-day supply (approximately 10–15 drops).
• S ample their easiest health priorities or give a common A sample given with instructions is significantly more effective
oil as a more generic sample. than hoping prospects will somehow figure out what to do
• Include a copy of Healthy Can Be Simple or a quick reference on their own. Here’s what you’re going to do: When going to
booklet. bed tonight, with your fingertips, rub a few drops of dōTERRA
• Show or tell them how to use the sample. Serenity® onto your temples and the back of your neck. Then,
as you lie down, inhale deeply from the palms of your hands to
Get permission to follow up within 48 hours and be sure to get experience a relaxing aroma as you get ready for sleep.
their contact info: How about I check back and give you a call in I’ll call you in two days to see how it went. When is the best
a couple days to see how it’s working? time to reach you?

6 Set Expectations
Give prospects reasonable expectations for results when using a sample to create an environment where they feel
comfortable exploring solutions together rather than risking dead-end disappointment. Because everyone is different,
results can vary from person to person. If the first oil you try does not give you the benefits you are looking for, we can try
another option. I am confident we can find what works best for you so you can get started with safe, natural, effective
solutions in your home and at your fingertips.

7 Follow Up on Their Experience

Follow up in two days by phone. Hey, I’m calling to check in, like we talked about. How was your experience with the ____ (sample)?
Choose the appropriate response (the scripts below are examples):

Positive Experience No Result Didn’t Try Sample

Tried it. Not great. OR Nothing happened. Didn’t try it.
Tell me about it. . . .Great! Tell me about it. Invite to try.
• Invite to learn more at a class • Don’t react—just listen. That’s okay! Here’s what we’re going
(follow scripting on next pages). • Restate their experience. to do. When you get home tonight and
• Consider offering a sample as an • Ask questions to discover if they start getting ready for bed . . . .
incentive to attend a class. need to use the sample for a few (repeat the usage instructions).
more days, or more often during Then I’ll give you a call in the morning
the course of a day, or consider to see how it went.
using a different method of
Call in the morning.
application.
How was the ____ ? Did you have a
Be patient and help them find chance to try it yet?
a solution. Or, if needed, offer a Yes, tried it.
new sample. Remember when Go to the Tried It script in column one.
we talked about how everybody is No, didn’t try it.
different and results can vary? Let’s try That’s okay! Here’s what we’re going to
a different option to discover a better do. Go get it and let’s create an essential
oil for you. Let’s get you some ______ oil experience right now together.
to try.

Empowered Success Business Training System 40

Invite

Top Tip
If someone stops responding,
assume that person is focused
elsewhere and start again. Text:

Your world’s probably been crazy. I

was hoping to hear back in an effort
to help with what we talked about.
Are you ready to chat about your
sample experience? Or, I’d love to
save you a seat at our next class.

41 Business Building Guide

 Invite
Invite to Learn More
Just because you wrote someone’s name on your list doesn’t mean you suddenly
invite the person to a class.

First, consider the level of trust that exists between you.

No one wants a pushy sales pitch, but everyone loves it when someone cares enough to share something amazing. Extend an invitation
to learn more, ideally after a prospect has a positive personal experience with the products. Avoid mass invitations. Use the tips and
scripts below to personalize and customize your invites.

Effective Inviting Is: • L imited: Give a limited time frame for a special promotion
or the event you are inviting to such as, "It's live only."
• Personalized: Use a first name. • E xpert: "Come to learn with me." Or, "Come learn from
• Enthusiastic: Share a benefit or value. my guest presenter."
• D irect: "I’m having a class, would you like to come?" • C aring: Show genuine interest and that you care about
• Specific: Mention a specific topic to be covered. their needs.

Invite to a Class Invite to a One-on-One

After a prospect has a positive personal essential oil What I do is meet with people online or in person, ask them about any
experience or hears a powerful story: health goals they have, and what they want to learn more about. We will
spend about 30 minutes together. No obligation—simply an opportunity
A. Are you open to learning more? I’m hosting a class with a great
to discover some powerful tools to meet your needs. Once we find some
teacher on ___, or we can meet together ___. What works best
solutions that you like, I’ll show you the best way to get started. Is this
for you?
something that would interest you? Set a date and time.
B. After such a great experience, I would recommend next learning
Invite to Watch Video/Webinar
about how to get essential oils in your home. I’m having a class on
___, or we can meet together ___. What works best for you? I know you said you were interested in _______ (topic). If I sent
you a video link about ___________ (topic), would you watch it?
C. If you think ___ (oil) is awesome, that’s just the tip of the iceberg.
It’s incredible how many things you can solve with essential oils.
Share another powerful essential oil experience. Here’s a great Remind to Come
next step: there is an amazing Intro to Oils class on ___ and another
on ___. I think what you will learn could change your life. I would love No matter what kind of presentation, get permission to
for you to come. Which of those times works better for you? remind your invitees prior to coming. If you’re like me, you
appreciate being reminded. How about I give you a quick
D. As I mentioned, I’ve been learning about essential oils, and they
reminder before the class?
are making a huge difference for me and my family. We use them
for everything. I know at your house you have struggled with _____ A reminder call and text can make all the difference.
(e.g., kids seasonal challenges, tension), and I thought of you. Share your excitement. And remember, this is just a reminder
I am teaching a short health workshop and would love for you to be as they’ve already given their commitment to come.
my guest. It’s at my house on Thursday at 7:00 pm, or we can meet Call your invitees 48 hours prior to the presentation to remind
next week. What works best for you? them to attend. I’m so excited to see you on Thursday at 7:00
pm! You’re going to love learning from ____. You’ll leave with
Giving two date and time options greatly increases the
some great ways to take care of your family naturally. Feel free to
chances of prospects saying yes. Provide or text the details
bring a friend and get a free gift.
as a follow-up to their commitment. Let them know you’ll give
them a call with more details a couple days before the class. Text them 2–4 hours prior to your presentation. Reiterate
your excitement. Add something helpful. Feel free to park
in the driveway or along the street. I’m excited for you to learn
about these awesome solutions for you and your family.

Empowered Success Business Training System 42

Invite

Invite without Sampling

There are times when inviting can happen right away, without sampling.

Use the following scripts to help formulate the right conversations that make way for effective invitations.

3 Pathways Class One-on-One

There are three main ways I support my Hi, Jane! How are you? . . . I’m reaching out Hi, Jane. How are you? . . . I’m reaching
customers on their dōTERRA journey. The to all my health-conscious friends to invite out to all my health-conscious friends
first way is to help you learn how to use them to a short wellness workshop where and setting up a 30-minute visit to go over
the products, get more education, and moms come and learn smart ways to their health goals, suggest a few cool tips
refer friends who are interested in natural take care of their families naturally using for using essential oils and other natural
solutions. The second is to help you get essential oils and other natural products. products, and then show the most popular
your products paid for—and maybe It’s about 45 minutes and will be at my options. If you end up finding things you
even create some fun money by sharing house on Wednesday at 7:00 pm or Friday want to try with your family, that’s great. If
dōTERRA with those you care about. And at 12:00 noon, which we reserve for the not, that is totally okay as well. But based
the third way is for those who say, “I know busy moms. We will go over your health on what I know about your lifestyle, I think
it’s important to have multiple streams of goals, suggest a few cool tips for using you will love it, and I didn’t want to leave
income and I’m passionate about natural essential oils and other natural products, you out. Is that something you would be
health. I would love to be able to create a and then show the most popular options. interested to setting up?
business doing this part-time from home.” If you end up finding things you want to
Which one of these would serve you best? try with your family, that’s great. If not,
. . . Great! that is totally okay. But based on what I
When they say number one, respond, know about your lifestyle, I think you will
Then the next step is for you to attend love it, and I didn’t want to leave you out.
a class. I’m holding one this Thursday! Is that something you would be open to
attending? . . . Great! Which day works best
When they say number two or number
for your schedule?
three, respond, Then the next step is for us
to get together. I set aside time each week
to share what this can look like. I have
Tuesday at 7:00 and Thursday at noon.
Which one works best for you?

Ideal Share and Invite Timeline

Day 1 Day 3 Day 8 Day 10 Day 11

You’re
invited!

Share an Follow up and invite Call to remind 48 Class or Begin

oil experience. to learn more. hours beforehand. one-on-one. onboarding.

Text to remind 2–4 hours Register and set up

hours beforehand. Wellness Consult.

43 Business Building Guide

 Invite
The successful networkers
I know—the ones receiving
tons of referrals and
feeling truly happy about
themselves—continually
put the other person’s
needs ahead of their own.

Bob Burg
Empowered Success Business Training System 44
Invite

Whatever you do, do it well. Do it so well that

when people see you do it, they will want to
come back and see you do it again, and they
will want to bring others and show them how
well you do what you do.

Walt Disney
45 Business Building Guide
 Invite
Reach More People
The key to customer retention and referrals is building meaningful relationships
beyond the business transaction.

One of the best ways to expand your Names List is to let others do it for you. Get people talking about essential oils and the
difference you are making so they help you reach more people using the power of community connections.

Ways to Connect
• Use social media and classes to feature testimonials. Ask for Referrals
They sell the products, and you connect the dots for Most builders tend to register their warm market or
the audience. For example, ask about a favorite oil and have established relationships first. As your early adopters
a giveaway in a thread on Facebook. Or ask for feedback on experience your solutions, fall in love with dōTERRA,
experiences with samples you have given out to try. Keeping and thrive as loyal members of your community, they
track of great stories, or even videos, so they can be shared become an ongoing source of contacts. Make a list of
at later times. those you think would love to refer others to you, and then:

• Seek out and partner with influencers who love the oils and • Invite to share.
who people trust and follow to connect you with more people. • Invite to host a class.
• Invite an expert to add essential oils to their existing services.
• D iscover new groups and communities, get to know I hope you feel satisfied that I have answered your
members, help or volunteer to teach, or have a booth at questions and provided you with some great solutions.
As you can imagine, the success of what I do as a
an event. Wellness Advocate depends on referrals.
• Circle back to those who have yet to say yes to a sample
A couple ways for you to share are either one, simply share
or an invitation to learn more or register at a class. your list of friends and family that may be interested. In
• Offer classes at a local business. Post flyers. fact, we could even talk about a few that come to mind
• Run essential oils studies with your upline. right now if you're interested.
Another fun option is for you to host a class where I come
Reach More People Through and teach your friends and family all at once. Then if
they're interested in registering, they can register under
Social Media myself or you, if you'd like to earn the Sharing Bonus.
Social media can be a powerful tool to reach more people No matter how you share, if you feel comfortable
and expand your influence. Learn how to confidently build introducing me to those you refer who join, I would love to
invite them to benefit from the education I provide and join
online by tapping into the dōTERRA Social Media Academy. our community.
Go to training.doterra.com.

Empowered Success Business Training System 46

47 Business Building Guide
 Present &
Empower
Share the Message with
a Call to Action
By the end of the Present & Empower
step, you will be hosting your own
classes and one-on-ones with
confidence, as well as registering
people from these presentations and
successfully placing them in your
organization.

Enthusiasm is one
of the most powerful
engines of success . . .
Nothing great
was ever achieved
without enthusiasm.

Ralph Waldo Emerson

Present

Host Presentations
The next step for your prospects, after accepting an invitation to learn more, is to experience a presentation where they catch the
vision of what dōTERRA offers by way of life-changing products and an income-producing opportunity that dōTERRA offers. Make
use of your upline for support in your first few classes or one-on-ones as you learn to present effectively. As you study the details of
successful Intro to Oils presentations on the pages that follow, know that the context of this training is for a class setting. Adapt what
you learn as needed and desired to work in one-on-one or online settings.

Presentation Options
Explore multiple effective ways to present the dōTERRA message. Familiarize yourself with the unique benefits of each format
below and choose the one that best fits your prospect's location, circumstances, and schedule for any given presentation.

One-on-One 3-Way Call

Create an intimate and personalized setting. Include the support and credibility of your upline.

Bring a class handout, registration form, diffuser, oils and Coordinate a scheduled time between your upline
samples to share (consider a portable oil sample case), essential and prospect.
oil reference guide, and any products that may meet the
Mail or email the class handout in advance.
prospects needs. See Class Planner for additional suggestions.
Make sure everyone has the correct phone number
Ask in advance (or early in the presentation) what their gaps,
or link prior to the call to avoid delays.
needs, or difficulties are.
Decide in advance who will initiate and lead the call.
Use a laptop or phone to share video(s) and register.

Essential Oil Class Virtual Presentation

Whether held in a home, office, or coffee shop, providing Use Zoom, Facebook, FaceTime or the like as flexible and
essential oil experiences in a group setting helps create easy ways to accommodate long-distance prospects or
social proof for attendees in a low-pressure environment. more immediate classes or one-on-ones.

The goal of a class is to register customers so they can get Mail or email the class handout in advance.
started, not to teach people everything about the products.
Ensure you and attendees have needed login, software,
Ask questions throughout your presentation and allow app, or link as needed in advance. This mitigates
attendees to answer and share stories. unneccesary distractions and time wasters.
Address participants by name during the presentation to Schedule a follow-up conversation with each prospect after
personalize the experience. they've attended or watched a presentation.
Pass oils around. Create experiences with the products Invite your prospects to register during their follow-up
throughout the class. conversation.
Outline the main benefits of the products and show how
Optional: Attend a presentation with guests.
they support wellness.
Another option for prospects to experience an introductory
Offer oil-infused refreshments after class to encourage
presentation is for you to attend one with them. If possible,
guests to mingle and remain to give you time to answer
arrange to meet beforehand and drive to the event or watch
questions and assist with registrations.
together. Help them register at or during the event or follow
Consider recording your presentations to watch later up to do so within 48 hours.
so you can perfect your delivery.
Leverage the Class Planner to create a great
experience for all involved (see next page).

49 Business Building Guide

 Prepare
Class Planner
As the hosting builder and presenter, use this handout to divide responsibilities and prepare for a successful class.
Great planning frees you to focus on your guests so you can help them find the right solutions to change their lives.
Host: Title: Presenter:
Date: Location:

1 Preparation
Invite and Confirm Invites are best issued about 1–2 weeks in advance. Typical ratio: 15 invites means 7–10 attendees.
Attendees

Prepare Attendees • Share a sample or an oil experience. • Ensure a positive product experience prior to inviting.
Prior to Class • Give Healthy Can Be Simple booklet with sample. • Refer to pages 33-43 in this guide for scripts.

Prepare Room •U
 se good lighting and a well-ventilated area. • Create a space for the presenter to teach from with
• Put out a few chairs, bringing in more as needed. a simple product display area.
•E
 liminate potential distractions beforehand. • Diffuse uplifting aromas (e.g., Citrus Bliss®, Wild Orange).

Prepare • Add Lemon, Wild Orange, or Tangerine essential • Offer oil-infused snacks or treats (for ideas, see the
Refreshments oil to drinking water. Make available to guests dōTERRA blog).
upon arrival to offer an immediate essential oil • Serve after class so guests remain.
experience.

Set Goals • Number of attendees: • Number of classes booked:

• Number of registrations: • Number of new builder(s) found:

Prepare Story • Be sure the host has taken the time to prepare both their dōTERRA story and introduction
and Intro of the guest presenter (see pages 36, 53–54 in this guide).

2 Presentation
Builder’s Role Class 1 Class 2 Class 3

up-and-coming presenters
• Welcome/share story • Welcome/share story • Welcome/share story

Training flow for

• Intro/edify presenter • Intro/edify presenter • Teach entire class
• Share oil experience • Share oil experience • Share oil experience
• Teach part of class

Upline Presenter’s • Edify/support host • Edify/support host • Edify/support host

Role • Teach entire class • Teach part of the class • Share your story
• Share your story • Share your story

G ather Teaching • Class handouts Optional:

Tools • Registration forms • Prepackaged samples • Product guides
Decide who is providing to give away • Invites/flyers for next
• Pens
• Host gift class/event
• Oils to pass around
• Registration incentives
• Diffuser
• Book-a-class incentives
• Products to display
• Calender to book classes and
• Essential oil reference guides Wellness Consults
• Live, Share, and Build guides

Involve Team Members Ideal ratio: one Wellness Advocate per three guests to best support successful class registrations.

3 Next Class Invite guests to bring a friend to your next class. Print additional Class Planner from
doterra.com > Resources > Quick References > Empowered Success

Host: Title: Presenter:

Date: Location:

Empowered Success Business Training System 50

Present

Present with Confidence

Grow your confidence as you work to hone your presentation skills. Prepare yourself and your answers in advance, so you stay
focused on the people you are serving when the time comes. Be intentional about your results. Write down your visions for each presentation
(e.g., number of registrations, volume, classes booked, new builders found), and then engage in the actions required to make them happen.

Effective Product Presentations • Involve the audience. Ask engaging questions. Let them
share their concerns and experiences.
• Be warm and engaging. Smile and connect • G et oils on people! Create experiences with the products
with attendees. throughout the class. Let the oils do their magic.
• Be clear and confident. If you don’t know an answer, say, • Invite them to take action and bring oils into their homes.
“Let’s look it up together!” Use incentives to create the urgency to act now.
• Mind your body language. More than 75% of communication • Be concise. Keep your presentation under an hour to hold
is nonverbal. interest. Leave time to answer questions and register
• Make eye contact. Use opening and inviting gestures. attendees afterwards.
• Connect with the audience. Share your story and be • Be mindful of the energy you bring to a presentation.
vulnerable. Emphasize the struggles you’ve overcome Positively “assume the registration" as the way to change
using the products. each life! Avoid desperate, pushy, or salesy mindsets.
• Teach guests to rely on resources, not you. Let the • Be professional. How you dress and act impacts your
handout and other resources be the experts. If it’s simple, credibility. Practice scripts so your words come more
it duplicates. Future builders should see and think to naturally in the moment.
themselves, “I can do that!”

Prepare for “What If . . . ”

You feel unqualified to teach: Someone brings up buying on other online platforms:
• Don't feel pressured to be an expert. You don’t need to be. • The best way to obtain CPTG oils is to get them right from
• Let the handout or video be the expert. dōTERRA, where there is a guarantee of no adulteration.
• Teach guests to rely on resources, not you. • The benefits of a wholesale membership outweigh any
• Share how products have positively affected your life. small discount online (get up to 30% of purchases in free
• Simple classes lead to better duplication. product credits with loyalty rewards).
CPTG ® is questioned: The host tells guests, “You don’t have to buy anything”:
• Focus on the strength of dōTERRA standards. • Share why you value the product.
• Don’t focus on competitors’ products. • Create product experiences during the class so guests
• Invite attendees to try dōTERRA oils for themselves. and host can discover value.
There are concerns over internal use: • Emphasize the value of a wholesale membership and kit.
• dōTERRA labels for internal use according to • Next time, prepare your host to understand the value
FSSAI regulations. of registering and the intention of the class with an
• CPTG purity is important for safe internal consumption. Intro to Host.
• Invite guests to do what they feel is best for them. Someone asks if this is an MLM:
There is low attendance or no-shows: • dōTERRA has an option to earn income.
• Trust that whoever comes is perfect. • 85% of members are loyal customers who simply love
• Enjoy the opportunity to nurture the few who do come. the products.
• Review your inviting process, or that of your host, and • dōTERRA understands that products are best shared
consider how you can make it more effective in the future. person to person, not on a shelf or in an ad.
• If no one comes, use this valuable time to find ways to • dōTERRA chooses to compensate people who share
refine your inviting processes using available training their products and empower others to do the same.
online and in this guide on pages 33–43.

51 Business Building Guide

 Present
Top Tips
• Prior to meeting online or by phone for
a product or business presentation,
send materials, links, and instructions.

• Discover the needs of attendees prior

to a presentation. If presenting with an
upline, share what you know in advance.

Empowered Success Business Training System 52

Present

Intro to Oils
An introductory presentation to oils is the best way for prospects to learn more about the power of essential oils.
The Natural Solutions class handout is a powerful and effective tool to deliver that message. No matter how prospects are
introduced, the goal is to build belief in the dōTERRA products. Guests get excited to use natural solutions once they discover
how they can impact their lives for the better. Use the script that follows to guide successful presentations.

An effective presentation doesn’t mean you attempt to teach everything. The best introductions are generally kept under an
hour, honoring the time guests have set aside to both learn and register. Once a customer, they can learn more. This initial class
is dedicated to demonstrating value that compels them to register. The rest comes later with their Wellness Consult, continuing
education classes, and participation in your team’s wellness community. Ideally, teach at least two Intro to Oils classes per week to
keep a steady flow through your pipeline.

5 mins. 10 mins. 5 mins.

Ideal Timeline
(45–60 minutes)
Use the Essential Oils Are

1 2 3
Simple class handout.
Welcome and Three Cool Things Three Ways to
Introductions About Essential
Use Essential Oils
Oils

15 mins. 5 mins. 5 mins. 5 mins.

4 Identify Health
Priorities
5 Invite to Change
Lives
6 3 Ways to Buy
7 Invite to Register

Edify to Add Credibility Purpose:

When first sharing dōTERRA with your own warm 1 Gather people, create social proof, and make wellness fun.
market, your attendees come because they trust you.
Focus on priorities of attendees, share top solutions,
When teaching with your upline as a guest presenter, 2 and experience the power of dōTERRA essential oils.
establish the presenter’s credibility by edifying him or
her as a respected expert. Introduce your presenter Find your next hosts, book future classes, and invite
3
with a prepared bio and warm introduction. others to become builders.

53 Business Building Guide

 Present
Class Script
1 Welcome and Introduction 2 Three Cool Things
About Essential Oils
Introduction, Intention and Your Story. First Cool Thing: Natural and Safe
Introduce who you are, how long you have
The first cool thing about dōTERRA essential oils is that they’re
been using essential oils and how long
natural and safe. There’s nothing added or taken away from the
you’ve been teaching other people about
oil. They’re just simply pure essential oils extracted from Mother
the power of the oils.
Nature. This means you can have confidence that with proper use
• If you just started using essential oils or just they’re safe for babies, children, adults, and the elderly. Oils are
began sharing the oils you can simply share what attracted you to extracts from plants that have amazing health benefits. A pure
essential oils. essential oil is concentrated and powerful!
• Your intention is to help them understand the power of essential To help you feel how powerful dōTERRA essential oils are, let me
oils and how it can support their health and their family’s health. give you an experience with one of the most important essential
I’ll have done my job today if you leave this class knowing three cool oils: Peppermint.
things about essential oils. (Have everyone put a drop of Peppermint in their palm.)
• Give a short testimonial of how dōTERRA essential oils have Now don’t be afraid and dab the tip of your finger in the oil, and
changed your life. This should be no more than one minute long then press your finger onto the roof of your mouth. Now the other
and it should not be your most powerful testimonial. We’re going way we’ll use it is by rubbing it between the palms of our hands,
to use your most powerful testimonial at the end of the class. and then cupping our hands together and breathing in deeply. Be
Welcome to our class today. My name is Sarah. I am a mother of sure to not get it close to your eyes because it might make them
three, teacher, and dōTERRA Wellness Advocate. I have been using water. See if you can breathe that in for 30 seconds! How is this
essential oils for the past three years. They have made a huge experience?
difference in the way that I care for my family’s health. Before I (Wait for responses.)
learned about dōTERRA, I was looking for a more natural bedtime
So that’s the first cool thing about essential oils, they are natural
routine. A friend suggested I use a few drops of Lavender on the
and safe. Who can tell me the first cool thing about essential oils?
bottoms of my feet before bed. The first time I tried it, I
loved it. I woke up feeling refreshed and well rested. It is amazing (Give whomever raises their hand first a chance to say the first
what a few drops can do. cool thing.)
Share your intention: Why did you invite them? I am so glad That’s right! I have something for you. This is a sample of
you’ve come tonight. My number one hope is for you to understand dōTERRA Peppermint. It’s energizing, promotes feelings of clear
the power of essential oils and how they can change your life. airways, and has a refreshing cooling effect on the skin. Let's
write these uses down (have them write the uses down on the
Share the agenda: Because of what I've experienced (give an
lines next to the Peppermint on the Essential Oils Are Simple
example), I couldn't keep this information to myself. I saw so many
handout).
around me suffering who needed the same help. Taking charge
of your health is as easy as having a book or an app (hold up or (Reward whomever answers with a small sample bottle of
point to a reference guide) and a box of dōTERRA oils. These two Peppermint)
things made all the difference in my life and my home.
Second Cool Thing: Effective
This is why I am here today/tonight. I want to help you have better
The second cool thing about essential oils is that they are
solutions too. We will cover three things: what are essential oils,
effective. Before I explain, do we have any medical professionals
how to use them, and how to get them in your home. Our class
in the room?
tonight will last about 45–60 minutes. I will keep things moving
along, so if I don’t get to all of your questions, I'll be available to (They raise their hands.)
talk afterward. Some of you may also wonder about what I/we do
Okay, what I’m going to share next is going to sound very elementary
as a dōTERRA Wellness Advocate(s). I/we have the most amazing
to you. Most of us in this room don’t have the medical training you
job and if what I/we do interests you, please come speak to me/us
do, so I’m going to really simplify things so that this makes sense to
after class. I will also give a quick business overview then for those
everyone. Is that okay?
of you interested in learning more.
(This prevents hecklers.)
How many of you want safe, effective, and affordable
natural solutions? Raise your hand to invite others to do
the same. Wonderful!

Empowered Success Business Training System 54

Present

Let’s go back to biology 101. Let’s say this is a cell in your body (hold First Way to Use: Aromatically
up your fist), and we know that cells have oily cell membranes. The
Now that we know the three cool things about essential oils, let’s
cell membrane protects the cell, it keeps all the good things in and
talk about the three ways we use them. The first way to use essential
all the bad things out. Environmental threats can affect cells from
oils is aromatically. Everyone take their fingers and pinch right above
both the outside and the inside. The cool thing about essential oils
the bridge of their nose. (Everyone mimics your gesture.) Right under
is that they are known to work with the bodies at the cellular level.
your fingers is your olfactory nerve. You can take your fingers off
Because they are lipid soluble, they can support your body’s cells now because you look silly!
in a variety of ways both inside and outside of the cell. This makes
them effective. That is the second cool thing about essential oils. This nerve sends messages to the limbic system in your brain, which
Who can tell me the second cool thing about essential oils? in turn sends messages to your entire body. This can happen with
essential oils in as little as 30 seconds. There are a few ways to use
(Give whomever raises their hand first a chance to say the second essential oils aromatically. You can breathe them from your hands,
cool thing.) like we did earlier with Peppermint, use them in a diffuser, or breathe
That’s right, I have something for you. This is a sample of dōTERRA them right from the bottle.
On Guard® blend, which includes five different essential oils. This Let’s try using Lemon essential oil. Lemon is a member of the citrus
blend is powerful for your immune system when ingested. It’s been family, and a fun fact, all citrus essential oils have uplifting aromas.
researched and found to support healthy immune function and Also, the citrus family aromatic compounds that make up the
healthy immune response. It can soothe scratchy throats and it’s a essential oil are found on the skin of the fruit and are cold-pressed to
great cleanser for your hands and home. So let's write down the top extract the aroma. You may have experienced the aroma if you ever
three uses of dōTERRA On Guard. rubbed the skin of a fruit onto your skin. Let’s have an experience
(Reward whomever answers with a small sample bottle of with Lemon right now!
dōTERRA On Guard.) (Let everyone inhale a drop of Lemon from their hands. Ask them
Third Cool Thing: Affordable to describe this experience.)
It’s amazing, isn’t it! Not only does it smell really good, but Lemon
The third cool thing about essential oils is that they are an affordable
has chemical compounds that provide an energizing, uplifting
complement to traditional health care. Let me explain. How many of
experience. I take Lemon with me wherever I go.
you have visited the doctor only to discover it was a minor, temporary
matter that could have been resolved at home (Let people share their So the first way we use essential oils is aromatically. Who can tell
experiences)? When someone in my family feels the need for extra me the first way that we use essential oils?
support, we often put two drops of dōTERRA On Guard, Peppermint, (Give whomever raises their hand first a chance to say the first
Oregano, Lemon, and Frankincense in a blank capsule and we take way essential oils are used.)
that capsule internally a few times a day for a couple of days. And we
That’s right, I have something for you. This is a sample of dōTERRA
apply these same oils to the bottoms of our feet. For tummy troubles,
Lemon. Its aroma is energizing, invigorating and great for uplifting
we’ve effectively used the incredible blend, dōTERRA DigestZen™.
your atmosphere.
It’s amazing for solving “tummy craziness”. Essential oils are an
affordable option for everyday challenges that come up. (Reward whomever answers with a small sample bottle of
Lemon.)
That’s the third cool thing about using essential oils. Who can tell me
the third cool thing about essential oils? Second Way to Use: Topically

(Give whomever raises their hand first a chance to say the third The second way to use essential oils is topically. You can actually
cool thing.) apply oils directly to the skin. There’s a rule of thumb when using
essential oils—less is more! It doesn’t take much to make an impact
That’s right, I have something for you. This is a sample of dōTERRA
with topical use. Just a couple of drops are very effective. When
Lavender oil. It’s great for soothing and relaxing when taken internally,
applying on children and others with sensitive skin, you’ll want to
and it’s super soothing for the skin. It helps with all kinds of occasional
dilute them with Fractionated Coconut Oil. Diluting doesn’t change
skin irritations, but most of all, it helps me sleep at night! Just rub a
the effectiveness because it allows the essential oil to spread to
couple of drops onto the bottoms of your feet before you go to bed. a larger area. Applying essential oils to the bottoms of your feet–
(Reward whomever answers with a small sample bottle of Lavender.) including babies–is a great place to start. The skin on the bottom of
your feet is not very sensitive and the oil absorbs very quickly into the
skin. What things do you think topical application of essential oils

3 Three Ways to Use would be best for?

Essential Oils (Let people answer and comment briefly.)

Three Ways to Use Essential Oils So the second way to use essential oils is topically. Who can tell me
the second way that you use essential oils?
During this section, share a personal experience. Give a quick
(under a minute) specific story where you used essential oils (Give whomever raises their hand first a chance to say the second
aromatically, topically, or internally. way essential oils are used.)

55 Business Building Guide

 Prepare
That’s right, I have something for you. This is a sample of dōTERRA suppliers are selling products with artificial and compromised
Deep Blue®. It’s a blend of essential oils that are incredible for soothing agents. These oils lack purity and can also be harmful to the body.
muscles and joints. Try rubbing it on your back, shoulders, or neck. It has These include things like perfumes, laundry, and body or self-care
a powerful warming and cooling sensation that is super soothing. products. You can use dōTERRA’s oils on your skin, breathe them
into your lungs, and even drink them. Be careful. I am not referring
(Reward whomever answers first with a small sample bottle of
to any other oil grade—especially synthetic. I am only referring to
dōTERRA Deep Blue.)
dōTERRA’s. Never put yourself or family at risk by using cheap,
Third Way to Use: Internally adulterated oils.
The third way to use essential oils is internally. Some dōTERRA essential Next is food grade essential oils (point to the green section). They
oils are not only safe to use internally, they are recommended. The meet the GRAS standard, Generally Regarded as Safe (point to
CPTG® standard means the oils are pure, tested grade. Some dōTERRA green section of pie chart). This is a much higher standard required
oils are also completely safe to ingest, unlike most other brands. You for internal use, but this grade is mainly used to just flavor food,
can put them in your mouth or drink them in water. If you don’t like again lacking certain health benefits.
the taste, put them in a Veggie Cap. It’s like concocting your own little
Consumers are often confused into thinking there is another level of
natural solution. But, be sure to check the oil label before you ingest an
essential oil quality available in the marketplace. It's important to
oil. Not all dōTERRA oils are labeled for ingestion.
know that many so called "health" products are not well regulated.
What health concerns would be best to use the internal application Products mainly employed for massage, aroma, or cosmetic use
of essential oils? actually have low standards of quality, leaving room for fillers,
synthetics, and other contaminants to enter the picture. When it
(Let people answer and comment briefly.)
comes to your health, purity truly matters. What goes on you or
So the third way to use essential oils is internally. Who can tell me around you, goes in you.
the third way that we use essential oils?
The dōTERRA Founding Executives saw a huge gap in the
(Give whomever raises their hand first a chance to say the third marketplace for pure oils. For this reason, dōTERRA made it their
way essential oils are used.) mission to pursue what’s pure and produce the best essential oils
on the market. They set a new and unprecedented standard called
That’s right, I have something for you. This is a sample of dōTERRA
Certified Pure Tested Grade™ (point to yellow section of the pie
Breathe®. It’s great to promote clear breathing, especially during
chart). Every batch must pass stringent inhouse and third-party
seasonal changes.
testing to guarantee that it is unadulterated and safe to use.
(Reward whomever answers first with a small sample bottle of
Here’s the thing, purity impacts potency. Potency relates to how
dōTERRA Breathe.)
effective an oil is. Where the plant grows, how it’s harvested,
Now can anyone tell me what issues would be best to use all three and how it is distilled impacts its chemistry and consistency. When
applications of essential oils: aromatic, topical and internal? you use an oil, you want it to work the same way every single time. The
better the quality, the better oils work with and for your body.

Explain: dōTERRA Is Safe and Pure In summary, know this, any use of an oil is systemic. Whether synthetic
or pure, oils get in you. This is the great gift of pure oils and the reason
Next, let’s talk about why quality matters. to avoid synthetics. I am here to teach you how to use only pure oils;
Dr. David Hill, one of our Founding otherwise, the things we will talk about next won’t apply.
Executives and our first chief medical
officer, says, "An essential oil’s most dōTERRA Healing Hands™
important characteristic is its purity." Through dōTERRA Healing Hands, we help the world heal. We join
All essential oils are not created equal. There are three main grades with our Wellness Advocates and other partners to give back to our
of oils. The first is synthetic (point to the grey section of the pie grower communities. Investments in communities include clinics,
chart). According to multiple third-party laboratory testing, most schools, water projects, etc.

Empowered Success Business Training System 56

Empower

Co-Impact Sourcing™ 4 Identify Health Priorities

We source the best and help the most. We ensure plants are Explain and Invite: What Are Your Top Health Priorities?
harvested sustainably in their natural habitat. We also work Go ahead and write down your top three health priorities here
with farmers and distilleries directly, providing fair and on-time (point to the back of the handout. Think about what you want
payments. This helps us invest in their infrastructure. to experience less of in your life, like low energy, poor quality
sleep, or mental sluggishness. Or what you want more of: energy,
Class Member Testimonials
uplifting environments during the day, or better digestion. To get
This is the most powerful part of the class if people have been you thinking, it seems most everyone needs extra immune support,
properly sampled beforehand. If done right, your guests will soothing relief, and stress management. Jot down some things
offer each other powerful testimonials that help them feel that we can talk about today.
ready and confident to purchase.
Now, let's look at the back of the handout where you wrote
Now this is my favorite part of the class! For anyone who would down your health priorities. Who would like to go first and
like to share a short and powerful experience you’ve had using share so we can help you solve as a group? . . . Choose a
dōTERRA essential oils, I have a sample prize for you! There volunteer. Great! Thank you! What is one of your priorities?
are just two rules to win: You need to keep your story under . . . Okay, so you want to work on ___________. Perfect. Okay
60 seconds, and it needs to be a different story than what has everyone, let's give her some suggestions. . . . Yes! That is a
already been shared. great idea! And here’s why. __________________. Okay, anyone
else have a suggestion? Yes, go ahead and share . . . I love that
If someone goes over a minute, kindly reinforce the rules by saying,
idea! Share a brief example of how each possibility helped
Thank you for sharing! I loved your story. Even though you were you or someone else you know or allow a testimonial to be
over a minute, I’m still going to give you a sample. shared. This process can be repeated over and over again
for about 10–15 minutes.

5 Invite to 3 Types of People—Who Will They Share With?

Change Lives
Use the following scripts to help prospects choose their path for registration
• Identify the three types
and to guide you in placing them in your organization, based on who they
of people: customers,
want to share with.
sharers, and builders.

unity and Be
Whose Lives Do You Want mm yo
Co nd Customer
to Change? rke
rs, and E
xt
o
-w

en

We’ve found there are three types of

ends, Co

ded

Themselves
people we serve. and Their Sharer
F a mi

Family
Fri

ly

Customer
Builder
The first type of person is excited to
live a natural lifestyle. When they
learn about the power of essential
oils, they can’t wait to share the
products with their family. dōTERRA supports this type
Builder
of person by providing free essential oil education and a The third type of person has been listening to me and thinking,
generous customer loyalty reward program. "That’s what I want to do! I want to change people’s lives by
educating them about the power of essential oils." dōTERRA
Sharer rewards this type of person through an incredibly generous
compensation plan. As these people educate others about the
The second type of person is excited to live a natural
power of essential oils, they can earn enough to supplement their
lifestyle. When they learn about the power of essential
income and experience more control over their time and finances.
oils, they can’t wait to share the products with their
family. dōTERRA supports this type of person by providing If you are the second or the third type of person, please come
free essential oil education and a generous customer talk to me/us after the class and I/we can help you get started.
loyalty reward program. OR If you are the second or third type of person, stay after the
refreshments for a brief introduction on the joys of sharing and
earning with dōTERRA.

57 Business Building Guide

 Empower
Register Successfully
The only way to truly change lives and change your future is by getting dōTERRA essential oils into the homes of your prospects.
Assume they have come to your presentation because they are drawn to what you have to offer. If you have prepared them prior to
coming, they are more likely to buy. Confidently invite attendees to take the next step: take control of their own health by registering,
ideally with a kit. There are three ways to purchase dōTERRA essential oils. Guide each on choosing the best option for them.

6 3 Ways to Buy
Teach that there are three ways to buy: retail, wholesale, or below wholesale.
Now that you understand your options for getting started, let's talk more about how to get these amazing
solutions into your home.

Retail Wholesale Below Wholesale

The first way is retail. This is, of course, The second way to buy is wholesale. The third—and the only way I buy my
the most expensive way to buy and is This option gives you access to great oils—is below wholesale. This is the
more typical in a retail setting. It is a products at lower prices. With dōTERRA, smartest way to purchase your oils.
good option for someone making a a wholesale membership allows you to Let me explain.
one-time purchase. purchase at 25% below retail.

Kit Options
Share a few details regarding kit options and invite to register. Briefly introduce the kit or kits most appropriate for your class. The
After learning about the power of essential oils and their positive following scripts model what to say and how to compare kits to
impact on our health, you might be thinking, “Wow, this is even better help with decision-making. Here are the most popular kits to get you
than I imagined!” dōTERRA truly wants to support you in living a started. Let me tell you a few things about them (point to a kit while
natural lifestyle with essential oils for both daily wellness and having highlighting its benefits).
some on hand to easily care for needs when they arise. That means • The Home Essentials Kit comes with 10 of the top oils, many
you’re going to need more than just one bottle. of which we talked about, and a lovely diffuser, all for just
Knowing that, dōTERRA creates kits that are cheaper than buying the over ₹26,000*.
oils individually. They’ve put together some wonderfully well-thought- • The Healthy Experience Kit is more of a sample or travel size with
out combinations, and then further discount those products. This gets 85 drops per bottle of the top 10 oils for just over ₹13,500*. Notice
you started buying below wholesale right away, so you save even the Home Essentials Kit has the same oils, but with 250 drops per
more. If you add up the cost of all the products in any kit, the kit will bottle–triple the amount of oil for less than twice the price.
always be less expensive. Let’s take a look at the kits.
• Also, I have a great bonus offer for you! Make your order 150 PV
or more, you'll receive a complimentary FREE gift of a _________ !!
What could be better?!
You have great options. We are here to help you choose the kit
that’s best for you and your family.

*Prices based on February 2024

Empowered Success Business Training System 58

Empower

Book Classes from Classes • Instruct how to fill out registration forms, explain Preferred
Grow your network by inviting your attendees to host a class of Customer versus Wellness Advocate. Register most
their own. Set a goal to book two everyone as a Preferred Customer and those who want to
classes from every class taught. share or build as a Wellness Advocate.
Enjoy the essential oil–infused refreshments. If you have any questions,
During our time together, you’ve likely
___ and I will be coming around to help you decide what kit or other
thought of people you know who would
products are best for you and your family and answer any questions
benefit from this same experience. If you’d like to host
you may have. Pass out the reference guides. Have enough to
your own gathering, see one of us after. And if you book tonight,
match the number of attendees.
you take home this keychain! Show keychain.
Individual Attention
This is my keychain. It holds my eight on-the-go essential oils. I love it
because no matter where I am, I have my solutions with me. If one of You need at least 15 to 20 minutes after class to help everyone
my family members experiences an occasional upset stomach while choose their kits or other products. Have each person look up their
traveling, I can quickly use dōTERRA DigestZen™. If the kids are going top concerns in a reference guide. The first person you want to help
crazy, Lavender is at my fingertips to help provide a calming aroma. is the one who has to leave first. Kneel next to each person (don’t
When out to eat, I drop dōTERRA On Guard onto the hands of my
® hover) and ask, What are we working on?
family members to clean up before eating. There’s really no end to Review their health priorities and see what products they wrote
how I regularly use my oils. This little case has become one of my down that they think they need based on what they found in a
most favorite possessions. Everyone needs one of these to access reference guide. Be sure they included common oils for each
solutions wherever they go. Who would like to take one home? priority. Then suggest the kit that best fits their needs. Here’s what
Everyone raises their hands. we’re going to do: I suggest you start with the _____ Kit. It has
So here’s the thing—you’re actually not going to purchase this from (name products). just what you need to start addressing your _____.
me. You earn it as a reward. If any of you would like me or _________ Share what you love about the kit you feel is best.
to come teach a fun class like what we did today, I’ll/we’ll send you Don’t oversell or push. Instead, truly help them rise to best match
home with one of these. Here’s how this works: their needs by confidently connecting everything back to their
You get an empty keychain when you book a class here today. health priorities and how the kit provides specific support. Assume
We can decide later on a date that works for both of us (or have a they have come prepared to buy and want to improve their health.
calender available to sign up). When you host your class, for every So I’m going to let you work on filling out this registration form (show
person you’ve invited who comes, I’ll fill an oil vial in your keychain them where to write) while I help a few other people. Then I’ll come
with one of the basic oils! So if you have four people come, I’ll fill four back and check on you.
of those little vials. Have eight people come, I’ll fill the whole thing! The best time to schedule a Wellness Consult is at the time of
registration. The best time for a consult is after the first order
7 Invite to Register arrives. Use the script provided on page 68 in the second column
to book.
Before we end, I want to share with you the reason I take time to teach
others about the power of essential oils. Follow up within 48 hours to assist those who did not yet register.
Remind them of any relevant special offers. I’m glad you were able
• End the class by sharing a powerful testimonial. This should
to join us at the class! What did you enjoy the most? How do you feel
be one of your most emotional, highest impact experiences
the oils can best help you and your family? What kit best fits your
with essential oils.
needs? What questions do you have? Is now a good time to walk
Share authentically and from your heart.
you through how to get started? Registrations are often the result of
Conclude with how this motivated you to share with others.
3–5 interactions. Those who did not register at the class may need
• Share registration incentives and/or dōTERRA promos.
more experiences before they are ready.
Register today and get a free Wild Orange. Be clear and concise.
The confused mind says no. Avoid an excess number of offers.
• Invite guests to use a reference guide to look up solutions for
the health priorities they listed on page 3.
• Let them know they can add any additional items needed
or wanted to their initial order (or their first LRP order).

59 Business Building Guide

 Empower
Placement Strategy
The successful placement of your new registrations is critical to getting paid, rank advancement, and long-term success.
Establish clear expectations to safeguard relationships, as some choose their path right away and others take time to choose to
go beyond being a customer.

Initial Sponsor Change Your engagement with your new registrations is critical to
their long-term success. Use these placement strategies
You are given a until the 10th of the month following
to guide your follow-up activities. To truly change lives,
their account creation to support new members you
think of this early stage of their membership as the time
register. Use this time period and their Wellness Consult
you “pay” the price to ensure your business success—and
as the time to learn more about their interests and
all it costs you is a little bit of your time to show you care.
desires, and then make better placement decisions.
By modeling this support, your builders are more inclined
Consult your upline for support and strategy.
to do the same.

Discover Their Pathway

Understand the three pathways below so you can effectively discover which one interests each registration after they experience
a presentation or a Wellness Consult. Use the following to help determine where to best place them. Choose long-term vision
and success over short-term needs by placing people where they will best thrive and be supported. Refer to page 107 for greater
details on the following roles.

Customer Sharer Builder

• Primary interest is in using the • Wants to share with others by
• Wants to create income.
products for personal health and the hosting a class or one-on-one(s).
• Registers as a Preferred Customer • Registers as a Wellness Advocate.
health of their family.
• Registers as a Preferred Customer. or—in order to register others and • Commits to a 100+ PV LRP order
• May or may not be on LRP. receive commissions—registers as a monthly to receive commissions.
• Shares casually with friends and Wellness Advocate.
• Probably has a higher number of
family • Is on LRP with a 100+ PV order.
tally marks when considering the
qualities of a successful builder as
listed on page 16 of this guide.

Identify What Kind of Builder

The placement of builders on your
team is crucial for long-term success.
Place builders who are committed
and capable on your first level.
Consider putting builders who are
either committed or capable on your
second level.

• Committed: Follows and completes

the 5 Steps to Success.
• Capable: Registers a builder on
their own in their first 14 days of
committing to build.

Empowered Success Business Training System 60

Empower

What Is Your Role?

Enroller Sponsor
• Usually the person who brought a registration to dōTERRA. • Person under whom the registration is directly placed
(Whose contact is it? Who invited them?) (also referred to as their direct upline).

• Receives Sharing Bonuses on the new registration's • Benefits from Power of 3 and Unilevel Bonuses.
purchases for the first 60 days after registration.
• A ssists with the Wellness Consult and other follow-up needs
• Works with Sponsor (if different) to predetermine who will (depending on arrangements made).
do the Wellness Consult, follow-up, and provide ongoing
support.
An enroller can change a new registration's sponsorship once
• A registration counts for enroller’s rank advancement (one per anytime on or before the 10th of the month following their
physical leg) but does not have to be on the frontline of that leg. account creation via the back office.
• Always keep enrollership of your registrations until it makes To change someone’s sponsor in this time frame:
sense to transfer it to their Sponsor or another builder for doterra.com > Back Office > Team > Sponsor Changes
rank advancement and long-term building strategies.

Where Should You Place Them?

Place new registrations where they will best grow and be supported. Add builders as you find them. The pace
of building team structure varies. Depending on when your builders or business partners are registered and engage
determines the rate at which you launch each new leg. For example, some start with one builder and grow from there,
while others may start with three. Perhaps they began with a larger network or previously established relationships.

Find Three

Ideally, you want to find three builders during your launch process. Continue to refer back to your Names List and
Success Tracker to reach out to those you identified as potential builders. As it can take multiple interactions and
experiences to qualify committed builders (which is why utliizing the 14-day follow-up window is critical), use the
strategy below to help support your Power of 3 Bonus and future rank goals structuring. Consider placing one or two
customers on your frontline to support needed volume for your Power of 3 ₹3,000 bonus qualifications.

1. Register your business partners.

2. Place them, choosing long-term vision and success over short-term needs.
3. Move, if needed, by the 10th of the following month..
Key
YOU PC = Preferred Customer
WA = Wellness Advocate
WA-S = Sharer
WA-B = Builder

Ideal Structure
Level 1: Your Business Partners
WA-B WA-B WA-B
(Committed and Capable) PC PC

Level 2: Builders and Sharers

(Committed and Capable)

WA-S/PC PC/WA-S PC/WA-S

Level 3: Customers+

PC PC/WA-S PC/WA-S

61 Business Building Guide

 Empower
Top Placement Tips
• Place your customers on a leg where they may have • Remember the following in regard to
similar interests with a sponsor or would connect Preferred Customers:
well with others they already know or live near. Based - Preferred Customers who upgrade to Wellness
on the different columns of your Names List (pgs. Advocate (WA) can be moved after registering one
15–16), find ways to place people where they can best person with a 100 PV registration order.
support each other. You could create a family leg, a
-They can upgrade themselves to a Wellness Advocate
common friend’s leg, location leg, or a niche leg.
(WA) in their back office
• As you continue to register, consider placing some
of your registrations under committed and capable -If you want to change their placement after the 10th
builders who are actively registering and supporting of the month following their registration, the Preferred
their team and customers. Supporting them in Customer must upgrade their account to a WA. Once
reaching their goals can help you reach yours. upgraded, in order to qualify for a sponsor change,
However, placing under “potential” builders often they must register a customer with a minimum of 100
ends in frustration. It is highly recommended that you PV. You then have until the 10th of the month following
maintain enrollership on your registrations until it is the registration to decide where to move them and
earned by the new sponsor. In the event they don’t their new registration.
actually perform as promised, you will still have the
option to grow your registration as your own qualifying
leg or have the potential to later move them.
• If you haven’t yet found a committed builder for a leg,
do the best you can to choose someone (like a trusted
family member) that you could swap out for a qualified
builder/business partner later.

For placement changes or questions, refer to Team Tab > Placements in your back office, your upline,
or Member Services at 022-4165 5655 or [email protected]. Requested moves and changes can also
be sent to [email protected].
Empower

Power of 3 Level 2 Planner

As you structure your team for future rank achievements with your business partners and their business partners, you are
naturally working toward your Power of 3 Level 2 bonus. To do so, achieve 600+ Team Volume (TV) per four person box (also
includes any other volume for each level). Each of the four persons need a minimum 100 PV LRP order to qualify you on that level.

When you are ready to build toward your Power of 3 Level 3 bonus, use the planner at doterra.com > Resources > Quick References >
Empowered Success > Rank Planner.

₹3,000
₹15,000
600+ Team Volume (TV)
600+ Team Volume (TV)

600+ Team Volume (TV)

You

Your PV

600+ Team Volume (TV)

63 Business Building Guide

 Empower

Empowered Success Business Training System 64

65 Business Building Guide
 Support
Empower with Solutions
By the end of the Support step, you
will know how to conduct Wellness
Consults, get your customers on LRP,
retain them by providing personable
communications and continuing
education opportunities, and invite
them to share and build.

No matter your product,

ultimately you are in the
education business. Your
customers need to be
constantly educated . . . and
taught how to make never-
ending improvements in
their lives.

Robert G. Allen
Empowered Success Business Training System 66
Empower
Support

Onboard Customers
Customers make up the majority of every team’s volume. The relationship
your customers have with dōTERRA is fostered by their relationship with you.

Seek to serve the needs of your new registrations and earn the right to keep them as customers going forward.
Establish a culture of service, love, and appreciation from the beginning by offering your customers Wellness
Consults as their gateway to establishing long-term dōTERRA habits.

Ideal Timeline
Below is an ideal pace for onboarding your customers. Adjust as needed to meet individuals needs. Use this
effective follow-up process to support each new registration. Duplication begins by engaging in timely follow-
up with your own registrations, and then continues as your builders learn to do the same.

Register While waiting for their order Add to contact Wellness Consult
to arrive management app (see pg. 69)

• S end a welcome letter, and/ • Text/email essential oil tips. Ideally, about 3 days after
or onboard text or email their products have arrived,
Day before
sequence or drip campaign. conduct a Wellness Consult
Wellness Consult
• Schedule Wellness Consult (30–60 mins.) to help every
when they register and • T
 ext reminder: I’m so excited new member:
their excitement is high. Set to dial in together on your
• C onnect products to
Wellness Consult up shortly 90-day plan to support your
health priorities.
after their kit will arrive. health priorities!
• Integrate dōTERRA into
Give Live guide at time of
their lifestyle.
scheduling.
• Set up a Daily
Because you’re investing in your
health, I want to invest in you and give Wellness Plan.
you some best tips on how to use your • Maximize membership
new products. I don’t want you to ever through LRP.
buy something and not know how to • Log in and learn how to
use it. What you need most is to know
place and change orders.
how to put your products to work so
you get the results you want. • Connect to resources
So, our next step is an important
and community.
one. Let’s set up a call for 30 minutes • Invite to share and build:
within about three days of your - Stir interest in
products arriving. You will walk hosting rewards.
away from the call with a Wellness
-Share how to earn
Plan that addresses your top health
priorities, know how to order and
products for free or
receive bonus products, and learn create an income.
how to find solutions anytime. How
does that sound? . . .
Great! I have Wednesday at 1:00 or
Thursday evening after dinner open.
Which is better for you?

67 Business Building Guide

 Empower
Support
Top Tips
• A financial pipeline is the result of caring enough to change lives—not just once, but continually.
• Remember every member of your team is a customer.
• Take care to authentically and consistently connect with your customers and empower them to meet their own needs.
• Keep engagement high by sharing how dōTERRA products support reaching wellness goals and living an empowered life.
• Build trusting relationships by keeping your word and completing the follow-up activities within the timeframe promised.
• Use a proven system to track customers and reminders.

Healthy
Customer
Every month Periodically Invite to host & build
(Every 30-90 days): Community
• Communicate about With experience, customers
specials and incentives. • Make customer naturally build belief in
• Share tips and new product support calls. dōTERRA and the products,
announcements. • Offer a follow-up Wellness growing in their desire and
• Promote continuing Consult to re-evaluate Daily willingness to share what they
education and provide Wellness Plan and ensure love. Some will emerge as
drip campaigns (see pages positive experiences. hosts and builders
71-72). • Connect to wellness when invited to expand
My customers love being in the lifestyle education that their involvement.
know about promotions and grows confidence and
essential oil education. Would product knowledge.
you like me to add you to my • If no order is placed in
VIP Customer List? 60 days, reach out (see
suggestions pgs. 73-74).

Empowered Success Business Training System 68

Support
Invite

Wellness Consult
1 Intro Lifestyle 2 Wellness Consult 3 Connect to Resources

Provide a Live guide Complete the Wellness Consult Recommend your favorite
(give, mail, or email). and Daily Wellness Plan. reference guide and app.

Answer any questions about Brainstorm their 90-day plan Introduce to dōTERRA support,
the products they have. and next three loyalty online education, and social
rewards orders. media platforms.
Have them rate themselves on
page 3 of the Live guide. Get them excited about Invite to Continuing Ed.
receiving their wellness (see pgs. 71-72 of this guide).
Quickly expose them to the delivered at the best price
dōTERRA lifestyle. with LRP. Invite to team and
community groups.
Invite them to create their Show how to log in to the back
wish list. office to place their first LRP Invite them to share and build.
order and adjust future orders. For example, give them a Share
and/or Build guide, book an Intro
to Host or Intro to Build.

Wellness Consult
Write down your health priorities and find solutions.
Find your natural solutions on pages 13 and 21 or in a reference guide.
Essential oil reference book/app:
Reach your wellness goals!

Are you interested in

earning free products or
Top Health Priorities for You and Your Family Natural Solutions You Have Natural Solutions You Need

Offer a reference
1.

2.

even an extra source of

3.

guide as a gift for

Create your Daily Wellness Plan.
Begin with the foundational daily habits listed below. Then add the natural solutions you need and organize them into your daily plan.
MORNING AFTERNOON EVENING
dōTERRA Lifelong Vitality Pack®* dōTERRA Lifelong Vitality Pack®* 1–2 DigestZen TerraZyme®
(2 Alpha CRS+®, 2 Microplex VMz®, 2 xEO Mega®) M (2 Alpha CRS+®, 2 Microplex VMz®, 2 xEO Mega®) M 1 PB Assist+® at bedtime

setting up a first LRP income with dōTERRA?

1–2 DigestZen TerraZyme® M 1–2 DigestZen TerraZyme® M
SUPPLEMENTS

order at 125+ PV The best way to get

1–3 drops Lemon oil in water 1–3 drops Lemon oil in water 2 drops Frankincense on bottoms of feet or
2 drops Frankincense on bottoms of feet or Diffuse 4–5 drops dōTERRA On Guard® under tongue
under tongue Apply Deep Blue® Rub after workout T 2 drops dōTERRA Balance® on bottoms of feet T
ESSENTIAL OILS

2 drops dōTERRA Balance® on bottoms of feet T Apply Deep Blue® Rub where needed T
Diffuse 3–5 drops Lavender at bedtime

before 15th of the started is by hosting a

*When beginning dōTERRA Lifelong Vitality Pack®, start with half doses for two weeks. T = Topical M = with Meal

What other wellness choices could support your goals?

(e.g. increase water, sleep, exercise, dietary changes)

next month. 4 Live empowered with natural solutions.

Create a 90-day wellness plan by adding the product you need to your LRP orders (recommended to run between the 5th—15th).

MONTH 1 LRP Date: / MONTH 2 LRP Date: / MONTH 3 LRP Date: / class. I’d love to partner
TOTAL PV TOTAL PV TOTAL PV
with you to share dōTERRA
with those you care about!
20

69 Business Building Guide

 Support
Resolve Concerns
If customers bring up concerns about products that didn’t give them the results they hoped for, listen and then make
suggestions like the ones below or give ideas on how to adjust the amount of essential oils or methods they use to better
achieve their desired results. Use the following tips to help them have a positive experience:

Need More Essential Oils Something Blocking Effects Try a Different Solution
Try small amounts of essential Reduce the consumption of or What works for one person may
oils more frequently. For some exposure to toxins, harmful or synthetic not work for another. Everybody
concerns, try 1–2 drops every 1–2 substances, and anti-nutrients like is different, and the ability to
hours. For other concerns, try using sugar, caffeine, or processed foods. cater to that is one of the greatest
your solution(s) at least 1-3 times Any of these can weaken immunity and advantages of essential oil use.
per day for a month or longer until distract the body’s energy away from Try different things until the right
desired results are achieved or to health projects, and reduce the effects solutions are found. Also consider
re-evaluate progress. Some things of the essential oils. Dehydration, the emotional roots of a physical
simply take time to improve. And high levels of stress, and lack of condition. What we think and
others require additional steps to sleep can also have a major impact believe both indirectly and directly
achieve optimal results. on results. Additionally, essential oils impacts our biological processes.
need nutrition present in the body
to do their best work. If reserves are
low, results can be minimized or even
compromised.

Empowered Success Business Training System 70

Empower
Support

Continuing Education
After Onboarding Customers
Why Continuing Ed?
Connect customers to education that grows confidence, experience, and
• Build belief in products
knowledge. When you help them find value in their products, the power of living a
• Change lives
dōTERRA lifestyle, and maximizing their membership, you retain more customers.
• Encourage consistent LRP ordering
Continuing education can occur online, in person, or in a recorded format.
• Create a desire to share and build
• Grow your team

Top Tips
• Invite customers to invite guests.
• Invite prospects who didn’t
register at their first class.
• Invite prospects and customers
interested in a particular topic.
• Invite builders who want to
learn more.

Classes
• 30-Day Detox
Use continuing education classes provided by your upline • Toxin-Free Skin, Hair, and Body Care
or start holding your own. After Wellness Consults, the Live • Green Cleaning
guide continues to be an excellent handout for ongoing • Be Prepared for Anything
lifestyle education. It provides a premade series of classes. • Body System Targeted Support
At the beginning of each class, introduce the topic as it
relates to the Wellness Lifestyle Pyramid, then use the Specialty Classes:
corresponding pages for reference.
Offer classes on additional lifestyle topics of interests.

Potential Topics: • Back to School

• Mommy & Baby
• Daily Health Habits
• Winter Make & Take
• Cooking with Essential Oils
• Oils for Pets
• Children’s Health
• Facial & Spa Care
• Optimizing Weight
• Intimacy
• Living with Energy & Vitality
• Gym Bag Makeover
• E xercise & Movement
• Essential Oils in Professional Settings
• Create Restful Sleep Routine

71 Business Building Guide

 Empower
Support
Group Wellness Consults
Conducting group Wellness Consults can be a way to
serve a higher number of registrations in less time. A
video that shares the basics could be sent out in advance
so time is dedicated to Q&A and supporting attendees in
setting up Daily Wellness Plans and 90-day wish lists.

• Attendance is often higher with a video call or phone-in

option versus in-person.
• Invite each person to have access to their products
during the conversation.
• Cover the steps listed on page 69.
• Consider offering some kind of incentive for attending
or bringing a guest or spouse.

Online Resources
Team
Use the superb product education provided for you
and your customers by your upline until its time for you
to provide your own, usually at a higher rank like Gold
or Platinum, when you have your own leader builders
to work with. Team education is typically offered as a
weekly Zoom call or Facebook Live, or available on a team
website.

dōTERRA
Share and promote what’s at doterra.com:
Discover > Product Education
• Education and Training
• dōTERRA AromaTouch® Technique
Other Resources
• Essential Oil Certification
• Digital Marketing Kit (DMK)

Essential Oil User Gatherings

Invite customers to get together and experience a sense
of community, while also exploring creative ways to use
their oils and products. Keep it fun and simple. Invite
attendees to share experiences, favorite tips, and recipes.
Look things up together with the help of an essential
oil reference guide. Consider a reoccurring monthly or
quarterly event, either at the same location
or with rotating hosts.

Empowered Success Business Training System 72

Empower
Support

Nurture Customers
Cultivate a vibrant community of essential oil users. One of the best ways to grow
your team is to take care of those already registered—a gold mine waiting to be
inspired. People love environments of shared values where they can learn and
grow together.

Filling gaps in customer experiences is a powerful way to support their long-term health and wellness goals. Consider those in
your care and look in your back office and assess where needs might exist. Look for those, for example, who have stopped ordering or
never placed a second order. Use one or more of the following scripts to help focus customer support conversations. Chat at first to
establish a connection. Most importantly, ask questions to discover unmet needs.

Discover Needs
• Don’t know how to use their products. • Have never had a Wellness Consult.
• Have yet to experience a difference. • D on’t know about other products that can serve them.
• D on’t know how to order online or about LRP. • Need additional ideas for health priorities.

Follow-Up Call

1 Connect & Discover 2 Add Value

Hi, this is _______, your dōTERRA Wellness Advocate. I wanted Use Add-On Scripts as desired (see the next page).
to call and thank you for being a loyal customer and check in . . .

A. Answer questions and offer solutions: 3 Wrap Up

. . . to see if you have any specific questions about how to use your
products or have any health priorities you are hoping to solve Okay, great! I loved the time to connect today and getting to know
right now? Listen and offer relevant solutions or look things up you better! I have written down here that I am going to _______ (e.g.,
together using a reference guide.. text a link) and make sure you get _______ (e.g., to join
our FB group). Please feel free to reach out to me directly with
B. Follow up on progress and offer solutions:
any questions!
. . . I would love to hear how you are enjoying your products and
what is working for you! Affirm their positive experiences, and
relate other suggestions to their needs.
Know Your Retention Rate
A. I love dōTERRA On Guard® too! Have you tried the toothpaste yet?
Track your personal and team customer activity and
B. It sounds like your kids love Lavender at bedtime! Have you ever
retention rate in your back office:
thought of getting a diffuser for each bedroom so you can cater to
the different needs of each family member? My Office > Wellness Advocate Services > Genealogy >
Summary Genealogy
C. I love how you use dōTERRA Deep Blue with your clients! I bet
®

they love it! I’ve noticed a lot of other massage therapists

successfully use dōTERRA AromaTouch® and dōTERRA Balance®
as well!

73 Business Building Guide

 Empower
Support
The fortune is in the follow-up.

Michael Clouse

Add-On Scripts Generator under Account Profile in back office) that takes
you right to the offer ______ (e.g., Mystery BOGO Box, each
Community Invite day’s BOGO). Then you can add anything else from there.

Also, I thought of you because we have an amazing ______ C. Also, I am offering a free gift ______ (e.g., an essential
(e.g., Facebook) community where you can ask questions oil or AromaTouch Technique ® session) to any of my
and access amazing education, as well as get notifications customers who place a 100+ PV loyalty order this month
of events and product specials. I would love to add you . . . in appreciation for your continuing trust. Is that something
you would use or enjoy? . . . Great! I’ll send a coupon to you
Continuing Ed Invite
right away with those details.
Also, I wanted to offer you the opportunity to join our wellness
D. Also, I have some exciting news to share with you! If your
education series. Each class focuses on a specific topic,
order reaches 150 PV, you'll also receive a complimentary
featuring how to use related dōTERRA essential oils and
gift. Currently, the free gift is ____________. Isn't that
products.
amazing?
A. We gather every ______ at ______ (e.g., Tues at 7pm) for
a Zoom call. I’ll send you the link. Or at ______ (e.g., my Invite to Share and Build
home). A. Also, I know how much you love using your products, and
and I bet you’ve thought of others who would benefit from
B. We broadcast live every ______ at ______ (e.g., Weds.
them too. Would you consider hosting a class and would you
at 7pm) from our essential oil enthusiasts FB group called
like to receive a nice gift for doing so?
______. Makes it super easy as well to catch recordings. I’ll
text you a link so you can register. Do you have a topic you B. Also, I just came back from ______ (e.g., event, class,
are interested in now? I could share a class with you right convention), and I could not get you off my mind! I was
away! surrounded by such purpose-driven people and could so see
you as part of it all. I would love to make time to chat.
C. We keep it all online so you can access all the classes
anytime. Just go to our ______ (e.g., team website or FB C. Also, I keep thinking of you! You remind me of the
group), and it’s under ______ (e.g., ______ tab or Guides). I’ll amazing people I work with in this mission of spreading the
send you a link. Do you have a topic you are interested in good news of ______ (such as your mission or message)
right away that I can send you to? with dōTERRA essential oils. Would you be open to taking a
look at this incredible opportunity to change lives?
Offer Promotions & Incentives
A. Also, I wanted to be sure and share with you about an
exciting offer! By placing a minimum ______ (e.g., 200 PV)
order this month by the ______ (e.g., 15th, 30th), you will
receive a ______ (e.g., a dōTERRA special or your own)! If a
commitment is given, Okay, I have down here you are going
to place your order by the 15th so you can get your free
______! Did I miss anything?

B. Also, dōTERRA is offering something amazing this week

only: ______ (e.g., BOGOs). A few details are. . . . To make
it super simple, I can send you a link ______ (see Link

Empowered Success Business Training System 74

Support

Top Tips
Use Offers to Create Urgency
An excellent way to increase LRP orders from
both active or less active customers is to
consistently notify customers of promotions
and incentives offered by dōTERRA, your
upline, or you. Results can be even better if
you match offers to customers’ interests or
invite them to try a new product.

Consider targeting incentives where you

need volume or registrations most for
advancement. Collaborate with your upline
as needed.

• Haven’t ordered for a while? BOGOs are a

great way to ignite purchasing.
• Order a few things per month or periodically?
Offer a 100+ PV order incentive.
• Typically order 100+ PV monthly? Consider a
200+ PV order reward.

Make a VIP Customer List

Keep an organized list of those who love to
hear from you about specials and educational
opportunities. Make it easy to use and quickly
send out communications in a timely manner.
Make it a top business habit to keep your
customers in the know.

75 Business Building Guide

 Empower
Support
Address Needs and Book a Wellness Consult Call

1 Connect & Discover

Hi ___, this is ___, your dōTERRA Wellness Advocate. As your support team, I was looking in the back office and noticed . . .

On LRP but never had Haven’t ordered in Purchasing but On LRP but credit card
Wellness Consult a while not on LRP not processing

. . . you seem to really enjoy . . . you haven’t ordered in a . . . you seem to really enjoy . . . at one point you had
your oils and are purchasing while and I wanted to check the oils and purchase set up a Loyalty Rewards
every month! I would love in to see if I can answer any regularly. I would love to Program order and it’s still
to hear what some of your questions for you? hear about your favorites set up in the system but not
favorites are! . . . What got and what is working for you. running. Were you aware? . . .
Also, . . .
you involved with essential . . . Nice! I didn’t want you wondering
oils in the first place? why your order isn’t shipping
Another reason I called is
Only ask this if you don’t out to you. One reason
actually know.
Go to step 2. to share with you one of the
could be your card on file
best things about dōTERRA
It’s awesome that you are has expired or is one you no
and how you can earn free
taking advantage of the longer use. I am happy to
products with the Loyalty
Loyalty Rewards Program! get that fixed if you’d like.
Rewards Program. It’s the
Also, . . . smartest way to buy. You Also, . . .
can earn up to 30% back
on everything you buy in
Go to step 2. free products. Would you Go to step 2.
like more details and help
setting up your loyalty order?

2 Schedule a Wellness Consult

A. Never had a Wellness Consult: I want to make sure you know B. Offering a follow-up Wellness Consult: I know we did a
about an amazing offer and I don’t want you to miss out! With your Wellness Consult for you when you first got started and it’s
account, you are eligible to receive a free Wellness Consult, where been a while, so I thought it would be helpful if we review your
I would visit with you for about 30 minutes, either in your home or Daily Wellness Plan and make sure you are feeling confident
over the phone, and help you match your health priorities with the in how to use the products you have.
products you have. We would use what we call the Live guide, and
• I would love to get that scheduled with you! How does _______
I will send that out to you in advance.
or _______ (day) at _______ (time) work for you? . . . Great! If you’re
Remind me which kit (or products) you got started with ______ like me, you’d appreciate a reminder text. Would you like me to
(only ask if you don’t know or it’s been too long to look up in send you one?
the back office). Ah, yes! Wonderful! Sometimes when people . . . Oh, also, I find people love to come prepared, so I’d love to
first get their essential oils, they’re not sure how to use them. The send you a link to watch beforehand (e.g., the Live Overview
purpose of a Wellness Consult is to help you use them as part video at doterra.com). Would that interest you? . . . Great! Would
of a Daily Wellness Plan and show you how to create the most you prefer I text or email you the link? . . . Okay! We are all set!
benefits throughout your day. And also make sure you know how Here is my contact information so you know how to get a hold of
to maximize your membership and earn free products. me. . . . I am looking forward to our time together

Empowered Success Business Training System 76

77 Business Building Guide
Find Builders
Engage in the Cause
By the end of the Find Builders
step, you will know how to find and
train your business partners and
downline builders, creating a vibrant
and successful business-building
community.

Leadership is
communicating to
people their worth and
potential so clearly that
they are inspired to see it
in themselves.

Stephen Covey

Empowered Success Business Training System 78

 Builders
Empower

Find Business Partners

Find

A successful business requires partnering with like-minded individuals who

want what you and dōTERRA have to offer. Use these mindset tips
to successfully find capable and committed business partners.

Begin with the end in mind. Cast a vision for builder Get your prospects to corporate and team events.
1 4
prospects. What cause fuels your passion to serve Remember, people make decisions at events.
your community? You are the CEO of your own
Introduce them to your upline. Utilize your upline
business and you are asking them to partner. They 5
need to know where you are going before they’ll join to add credibility to the dōTERRA opportunity. Ask
you. Help them see themselves “in it.” them to share their experience with your prospects.
(See more about 3-Way Calls on pg. 80.)
You are going to get there, with or without them.
2 Your success or failure is up to you. While you do People go into business with people they like.
need people to follow you, no one person makes
6 Who do you want to spend time with? Who do
or breaks your business. You are looking for those you want to travel with? You are not looking for a
who want to partner with you. If people feel like downline—you are looking for business partners. Be
your success depends on them, they tend to say no. the type of person someone wants to build a business
Instead, share the excitement of your future success. with. Talk about how you love what you are doing and
They won’t want to miss out and will often choose to how it’s changing your life. Your best leads come from
join because of it. those in whom you’ve taken a sincere interest. When
you help them find solutions to their challenges, they
Master the Intro to Build. Be as skilled at an Intro will be more drawn to engage.
3 to Build presentation as you are the Intro to Oils
presentation. Become great at sharing the business Believe in them. New builders lack experience and
opportunity. Present often to gain confidence and
7 will depend on your belief until they build their own.
experience in registering builders. In the beginning, you believe in them more than they
believe in themselves. Breathe belief into them.

Ideal Business Partner

Use page 106 to find attributes you want in your business partners. As you grow in experience, continue to add to your list.

Committed & Capable—Who They Are: Casual & Unwilling—Who They Are Not:
• Authentic—the real deal • Inauthentic—uncommitted
• Faith-filled with intentional engagement • Resigned and disengaged
• Ready and motivated to move beyond their story • Attached to their story and excuses
• Create from inspiration • Create from limitation

• •

• •

• •

• •

79 Business Building Guide

 Builders
Empower
Support
Invite to Build

Find
Refer to your Names List, focusing on those you have identified as your
top builder prospects. Follow these simple steps to invite them to build a
Invite your prospects to watch a
business with you. Scripts can be used or varied as desired.
short video prior to connecting that
• Begin connecting in person, online, or over the phone to nurture your introduces them to what you feel will
relationship. Find authentic ways to plant seeds about the dōTERRA inspire them or pique their interests
opportunity by “dripping” ideas and videos, and then asking questions (e.g., the company, compensation
like one of these: plan, product quality/CPTG®,
A. Are you open to new business and income opportunities? Cō-Impact Sourcing™, dōTERRA
Healing Hands™).
B. Are you open to learning how you could create an additional income
stream with dōTERRA? Are you open to watching a video or
C. It’s wonderful how much you enjoy using essential oils! I’m just curious, two that share what we are about?
have you thought about sharing with other people and making an Our mission is so profound and global,
extra paycheck? yet so personal.
• Share your vision. Set up a time to chat about the
• Tell your prospects why you thought of them and why you’d love to work videos in 48–72 hours.
with them.
How about I call you Thursday and
You’re so business savvy/outgoing/good with people/entreprenurial.
we can chat about what you’ve
You would be incredible at this. I can't get you off of my mind.
experienced?
• Once they affirm interest, invite your prospects to learn more
at an Intro to Build presentation.
• Consider scheduling a 3-way call with your upline when inviting your
business partners to add credibility.
Oh my! I just got off the phone with ___________ (upline). Do you know who
she is? She’s an expert in ___________ (upline’s Why/area of interest/
background) and a ______ (upline rank) in dōTERRA. She is so incredible and
in demand! She’d love to get on a call with you. I would be on as well. Here are
the times she can schedule us in: ______. Which of those times works for you?

Top Tip Why 3-Way Calls

When presenting to a business builder 3-Way Calls leverage your upline as a credible expert to help a prospect
prospect, whether in person or over Zoom, gain respect, confidence, and trust in you, your team, and the company.
one-on-ones are often more effective. Together, present an introduction to the dōTERRA business opportunity
Someone you’ve identified as an influencer (see Intro to Build script pgs. 87-88) using the Build guide.
often prefers a more intimate conversation
Whether during a scheduled phone or Zoom call or even in person, it
that can be customized.
can be reassuring to you and your prospect to have a more experienced
upline lead the call. Soon you, in turn, will do 3-ways for your builders as
they find their own business partners and builders.

Agenda: • You, your upline, and your prospect are all on the call together.
• Ensure each attendee has call details in advance.
• Ask discovery questions.
• Determine prospect’s pain points. • Listen closely, take notes, and discover ways to be a committed
• Identify needs. and capable upline of your new builder.
• Offer solutions. • Keep the conversation relevant to the prospect.

Empowered Success Business Training System 80

Find Builders

The Power
of Sharers
Access the power of sharing by
inviting others to be part of the magic
of sharing solutions. Sharers can
bring a boost of energy to your team
and business.

81 Business Building Guide

 Builders
Empower
Support
Expand Your Influence

Find
Reach more people by asking those you already know to connect you with their
contacts. Do they know someone who is seeking an opportunity like dōTERRA?

So often during casual conversation, people tell those they trust that they are looking for a new or different opportunity in
their lives. This is networking at its best, when a “middleman” brings people together. Use the scripts at the top of the following
page to help stir the right conversations so you can ask for builder referrals.

Invite to Host Successful Hosting

One of the most effective ways to grow your dōTERRA Invite sharers and potential business partners to host a
community and find new builders is for others to host class in person or online. With positive experiences, they
presentations with their own invited guests. Listen during begin to see themselves doing what you are doing, and
conversations or observe when interacting on social media for builders can emerge.
ways to open doors. When the time is right, share a product • Introduce them to the Share guide so they can learn more
experience, about your natural lifestyle, or how dōTERRA is about sharing and hosting dōTERRA.
your vehicle for creating more in your life. While connecting, • Use the Class Planner (see pg. 50) to create a clear and
share something like this: My dream is to be part of a movement, organized plan, identifying who will do what and how to
bringing hope and health to homes and lives by teaching others create an optimal experience that encourage registrations.
to use dōTERRA products in their everyday lives, just like I do! I • Have them make a list of those they want to invite (such as
love knowing I am changing lives on both sides of the planet: with family, friends, neighbors, associates). Recommend creating
growers and their families worldwide, as well as with those right experiences through sharing their story and samples prior
here at home. to inviting.
Anytime you are sampling, inviting, hosting, presenting, • D ecide in advance how they want to be compensated:
and especially during Wellness Consults and continuing as a Wellness Advocate or through hosting rewards
education classes, plant seeds about sharing, hosting, you provide. Interest can increase after hosting a class.
and the business opportunity. • Follow up to solidify their commitment to creating an income
with dōTERRA and clarify who will take care of finishing
Here are a few examples:
up registrations, conducting Wellness Consults, and
A. If you can see yourself doing what I’m doing—helping others providing customer support.
discover solutions—and are curious about being a Wellness
Advocate with dōTERRA, I would love to share about how to get
your products paid for, as well as supplement and increase your
income. Come talk to me after the class!
B. I’ve got to be honest with you. You aren’t going to be able to
keep this to yourself! Why not plan ahead? Let’s set a time for you
to host a class just like the one you experienced so you can share
with those you care about.

Empowered Success Business Training System 82

Find Builders
Empower

Ask for Builder Referrals

A. I wanted to reach out and ask for support. I’ve been Each year, more than 30,000 like-minded Wellness Advocates,
educating and teaching people about essential oils for the like myself, attend an annual global convention, where we
last _______ and I’m currently looking to expand my business gather to grow our knowledge and capacity to share and help
in the area of ________ (e.g., geographic location, type of others boost their wellness and financial control.
business: chiropractic or spa).
I am currently looking for people who might be open to
My desire is to invest my time, money, and resources into the exploring this life-changing business. There is serious
right person—someone who is interested in natural health, potential here. I really respect your opinion and judgment and
has an entrepreneurial mindset, and just needs the right am wondering if you know anyone who would be in
coach and support. Would you be open to helping me? a place in life where, whether because of economic changes,
Would it be okay if I sent you a gift package of essential oils or a simple desire to more purposefully serve others, would
so that you have a better idea of the kind of person this might have interest. It could even be someone who hasn’t expressed
be a fit for? any such needs or desires, yet is a bright, energetic, self-motivated
person. I am super grateful for any referrals that come to mind
B. I am currently an independent contractor with an
for this extraordinary opportunity. If you would prefer to see
award-winning, billion-dollar wellness company, dōTERRA
what it's all about it first, I would love to set up a time to do
International, to expand the influence and power of essential
that as well.
oils to millions of lives across the globe.

Talk to Strangers
When strangers meet, often one of the first exchanges in A. Are you open to trying something natural for that?
conversation is to ask one another, “What do you do for work?”
B. Are you open to other ways to earn additional income?
One of the most powerful skills you can learn is to initiate
this conversation by being first to ask. Why? Because if you The goal is, that upon sharing your statement, the other person
ask them, they, in turn, will ask you. The following are scripts says: “Actually, yes. Tell me more about what you do.” Then
exemplifying a response pattern, showing how powerful it your answer can be something like: I work with people who want
can be when you are clear about what you do: safe, natural, effective solutions as they take care of their family’s
wellness. Do you know much about essential oils or natural health?
A. You know how most people seem to put their health in the
hands of others? I do the most amazing thing. I teach people If their answer is no, there is now a great opportunity to share
how they can take control of their own health. your story of how dōTERRA products and/or the business
opportunity are a solution for you and your family (refer to pg.
B. You know how most people are interested in natural health
36 to prepare your stories in advance).
solutions but are confused about where to start? I do the most
amazing thing. I teach people about one of nature’s most Continue the conversation by asking questions, listening, and
powerful solutions and easy ways to use them. discovering ways to add value to their lives by connecting the
dōTERRA opportunity to their needs. Ultimately, the goal is to
If it so happens you get asked what you do first, flip the
look for those who are looking for you. Paint a picture through
conversation around so you are able ask questions about their
your conversation where, if this is for them, they can see
work so you can customize your response: It’s actually pretty
themselves in it and will want to know more.
amazing! I love what I do! What do you do? Then, once you are
aware of what they do, you can cater your response: You know how most people ______________?

A. I work with moms and teach them how to take care of I do the most amazing thing. I teach people ____________.
their families naturally using essential oils and other products.
Networking is not just exchanging business cards or
B. I work with chiropractors and teach them to create an contact information. To make it meaningful, create follow-
additional stream of income in their offices by sharing with up strategies for the people you meet. Once you make a
their clients how to live a wellness lifestyle with essential oils. connection, use the steps as taught in other parts of this
How about you? Do you have a health or financial priority guide to further your conversation.
you’re focused on? Once they answer, respond with:

83 Business Building Guide

 Builders
Support
You’ve got to ask. Asking is . . . the world’s

Find
most powerful and neglected secret to
success and happiness.

Percy Ross

Empowered Success Business Training System 84

 Builders
Empower

Intro to Build
Find

People choose the dōTERRA business opportunity for different reasons. Some come for the
income, others for the mission. Let the pages of the Build guide invite the right conversations.

During an Intro to Build class, focus on what matters most to your audience by asking questions (see the next page for
suggestions) to discover interests and needs such as income, sense of purpose, or more time flexibility. Then connect their goals to
your dōTERRA solutions.

Another option is to teach only a portion of the Build guide, steps 1–4, after an Intro to Oils class. No matter what you teach, at some point
in the conversation, the need arises to connect individually on steps 5–9. Schedule time with each attendee later to solidify commitments
via a 3-way call with your upline (as outlined on page 80) or during the Intro to Launch Strategy Session. To keep up the flow in your
pipeline, present at least one Intro to Build per week. Keep presentations simple, duplicable, and tailored to your prospects. Use the
outline and script on the following pages to guide successful presentations.

Purpose
• G ather people, listen to their needs, and expose
them to the dōTERRA opportunity.
• Focus on needs of attendees; discover and share
how the opportunity can work for them.

Follow up within 72 hours to register (if they have not

done so already) and hold an Intro to Launch Strategy
Session. Use this guide to ensure they understand
the essential steps to build a successful business and
create a solid foundation to manifest future results.

85 Business Building Guide

 Builders
Empower
Support
Ideal Timeline (20–60 Mins.)

Find
Use the Build guide handout.

5 mins. 5 mins. 5 mins.

1 Welcome Builder
Open, edify, and introduce the
guest presenter.
2 Why a Pipeline
Buckets versus pipeline story.
Learn about their situation.
3 Why dōTERRA
Share the power of partnering
with dōTERRA products,
leadership, and global
Guest Presenter initiatives.
Edify host and share story.

5–10 mins. 5 mins. 5 mins.

4 Generous
Compensation
Explain or show a video.
5 Choose a Path
Introduce how to share
and earn.
6 What It Takes
Share the power and simplicity
of working with a system to
train and build.

5–10 mins. 5–10 mins.

7 Q&A
Answer any questions.
Share a story that may
address concerns.
8 Invite to Partner
Commit to build and set
a time for Intro to Launch.

Empowered Success Business Training System 86

 Builders
Empower
Support

Intro to Build Script

Find

Use the outline below to guide successful one-on-ones. For your first few, include your upline mentor. Prior to the meeting,
share with them what you know about your prospect’s needs/interests. To enhance the conversation, invite your prospect to view
a relevant video, as suggested on page 80.

Welcome. If your upline is going to lead the call/conversation, introduce, edify, then turn it over. Remember, you already have the
trust of your prospect, but your upline gains respect once their credibility is established through an edifying introduction.

They Talk
• Connect by asking: Tell me about yourself. . . .
How long have you . . . (job/career)?
Top Tip
• Before jumping in, whoever is leading the conversation asks:
To better prepare yourself for effective conversations,
What questions do you have for me? Address questions now
roleplay this with your upline mentor or family
or assure you will answer later as you go along. members. Practice to make the presentation yours.
• Then work these questions into the conversation to further
understand your prospect's needs and interests.
• What would you like to change about your current situation?
• Where are you with your . . . (e.g., health, relationships,
finances, time, interests, sense of purpose)?
• Is there anything your job/career is not providing you? Any
frustrations, unmet financial needs, or goals?
• What impact does that have on you/your family (e.g., hope,
trust, relationships, health, finances, time)?
• What might happen if things don’t change? How serious are
you right now about making a change?

You Talk
Be authentic when you connect someone’s pain points to your solutions as you share your certainty and passion.

1 Tell Your Story that look like, income-wise? How valuable would it be to . . .
I know we can make a difference in your life! The reason (e.g., solve your income priorities in 6–12 months)?
I know is we helped ____ (share a relatable story about 3 Why dōTERRA
someone else). In fact, I’d love to tell you a little about my story
Focus on what will inspire this person most
and journey (prepare your story in advance on page 36).
(it could be the mission to bring essential
2 Why a Pipeline oils into homes, self-directed healthcare,
Tell the buckets and pipelines story and share amazing compensation, the most tested and
why building a financial pipeline is important most trusted CPTG ® quality essential oils,
to you (share about your background, what extraordinary company values and leadership, or global
wasn’t working, how dōTERRA saved the day, initiatives like dōTERRA Healing Hands Foundation™ and Cō-
and how your future looks now). If you could Impact Sourcing™). Is there anything else you need or want to
wave your magic wand, and a dōTERRA business was exactly know in order to move forward with building a business with
what you wanted it to be, what would that look like? Are you dōTERRA? Express confidence that your prospect can create
looking to supplement or increase your income? What would the life they desire.

87 Business Building Guide

 Builders
Empower
Support
follow-up questions. For example: So you’ve had a negative

Find
4 Generous Compensation
experience with direct selling business.. Tell me more about
Highlight the four ways to earn with
that . . . That makes so much sense that you would feel that
dōTERRA and overall earning potential.
way. Tell how you overcame the concern yourself. After being
Use a video if desired.
a customer for a while, I realized that this company has
5 Choose a Path totally redefined what it means to be in this profession.
Invite your prospect to engage at the level 8 Invite to Partner and Build
that is right for them. Let’s take a look at how If they have already registered as a product user and had a
to get started. How many hours a week are Wellness Consult, then they are ready for Step 2 on pg. 10
you willing to commit to changing lives and of the Build guide. If not, start at Step 1. My first suggestion
building your financial pipeline? Which path is that we start with step 1, making a difference for you and
best fits your needs? By when would you like your family using the products. Is there anything that is not
to reach this goal? working for you or your family in regard to health? Use scripts
If needed, share the following: I want to be realistic with you. from pages 54–59 in this guide as needed. Again, I know we
When looking over your goals and the amount of hours you can make a difference in your life. I know because we made
are willing to dedicate, and based on company averages, a big difference for _______. Share a relatable story of
one of these numbers needs to change. Either you need to someone else—or your own if it serves.
increase the number of hours you work your business or Thank you for this time. I am looking forward to
increase the length of time in which you accomplish your working together.
goal. Which are you willing to adjust? If there is an upline presenter, he or she edifies you, letting
Work together to set a goal and timeframe they feel good your prospect know they are in good hands, and then turns it
about. Rarely does someone create a financial pipeline of any back to you.
significance with less than 15 hours per week. The greater the A. If the invitee has yet to register, next share a short Intro to
goals, the greater the time dedication. Oils class in order to offer kit or other product options that
best fit their personal and business needs. Then set a time for
6 What It Takes
their Intro to Launch.
Share about the great training and
Your next step is to experience an Intro to Oils class and get
resources available through your
set up with a kit. Then you are ready to launch your business!
upline team and the company.
Share why you feel they would be B. Once they are registered, revist pg. 10 of the Build guide
amazing at this and help them see and discuss or schedule next steps, including their Intro to
themselves utilizing their abilities to Launch.
create success.

7 Q&A
Answer any questions. Is there anything else you need to
know to feel comfortable building an income with dōTERRA?
If a concern is raised listen and then then restate and ask

Empowered Success Business Training System 88

 Builders
Empower

Launch New Builders

Find

Registering customers and sharers changes lives and grows your dōTERRA
business. Registering builders can make growth happen exponentially! Though a
high percentage begin as customers and at some point choose to grow a business,
there are many who successfully begin as builders. Either way, engage with
those who are ready to build a business.

Think of the busiest mom you know who wants to create a dōTERRA income. What does she need to succeed? She needs a proven
way telling her where to start, what’s expected, and how to do what needs to happen. This guide provides just that—a systematic
approach to successful habits and skills in a step-by-step pattern that naturally invites accountability.

Support your new builders with their first 3-4 presentations, as well as other first interactions. Train them to hold powerful presentations
by modeling how it’s done. Allow your builders to progressively take on more responsibility in each successive presentation until
they feel ready to present on their own. Duplication is key for greater long-term and downline success. Schedule short and frequent
communications (every 2–3 days) as they are getting started.

Feel confident in the value you bring as a new leader by simply being a chapter ahead.

6 Weeks to Elite
Invite your builders to follow the timeline below, which uses the 5 Steps to Success framework to show them how to launch
to Elite in a 6-week timeframe. Launching a business is like launching a rocket—beginning with high intensity starts the journey with
the power of momentum. This increased energy creates a greater number of registrations in a shorter period of time from which
to find their builders, thus allowing them to structure their team more strategically before the 10th of the month following their
new registrations.

Ideal Timeline
Prelaunch

Prep Week 1 Prep Week 2 Week 1

Commit Prepare Invite Present

• Hold Intro to Oils STEP 1: STEP 2: STEP 3:

• Register • Complete Set Up Your Business • Share, invite to learn more, and • Host/present classes and
• Hold Intro to Build • Complete Fuel Your Launch remind to come with 45+ people one-on-ones with upline to 30+ people
• Onboard as a customer • Complete Intro to Launch with upline • Invite business partners - Intro to Oils
Sequence will vary from •U
 tilize team and doterra.com - Intro to Build
builder to builder training, along with this guide • Book classes from classes

89 Business Building Guide

 Builders
Empower
Support
Find
Top Tip
As you register new people, consider placing some under committed builders who actively register on their own and support
their team. Have a clarifying conversation prior to making them or their downline the sponsor. Incentivize healthy behavior by
matching your builders’ efforts rather than overreaching, which may discourage builders from doing it for themselves. It is highly
recommended that you maintain enrollership of your registration until earned by their new sponsor. In the event they don’t actually
perform as promised, you still have the option to grow your registration as your own qualifying leg or have the potential to later
move them. I have a new registration I think would grow best on your team. It’s important they receive a Wellness Consult and
appropriate follow-up. Can you commit to be that support for them? If yes, let me share their interests and help best place them.

Launch Month

Week 2 Week 3 Week 4 Next Steps

Empower Support Reach Elite Become a Premier

E
STEP 4: STEP 5: CELEBRATE! • Receive an Intro to Train
• Register 15+ people • Invite to host and build • Onboard customers • Help builders launch others
• Do Wellness Consults • Commit builders • Launch builders Empowered Success rank guides,
• Place new registrations • Promote Cont. Ed/events found at doterra.com, provide
• Hold Strategy Sessions ongoing training and support as
builders continue to rank advance.
Continue to motivate yourself and
your builders to your next ranks.

Empowered Success Business Training System 90

 Builders
Empower

Mentor Builders
Find

Mentoring is about bringing out the brilliance in others and cheering them on to more! As you discover your own brilliance, you are
better able to serve your builders as their strategy and accountability partner. You don’t need to know everything to be a great mentor.
Leverage this guide and your upline as you begin mentoring, and embrace this amazing growth process.

Top Tips
1. Schedule regular Strategy Sessions with your builders via phone or Zoom.
 eceive their Strategy Check-In before the call. Focus on the Vital Action
2. R
Steps and how to execute them effectively.
3. I nvite your upline mentor to join you on your first few calls.
 ocus on solutions, not problems. Express empathy, then move builders
4. F
from concerns to solutions quickly. Ask, don’t tell. Create a space where
they can explore ideas.
5. Bring your best self. Create big value in small pockets of time. Develop a
relationship of trust by keeping confidences and commitments.
6. Edify and encourage. Highlight their gifts and brilliance.
7. Refer them to personal development and additional training for
support in overcoming limiting beliefs and increasing skills.
 ecognize success during Strategy Sessions. Also, partner with your
8. R
upline to do so during team events/calls, and other gatherings.

Why Weekly Strategy Sessions

• Set your builders up for success.
• Measure PIPES activities and improve skills.
• Stay connected and offer consistent support.

Strategy Session Agenda (30 Mins.)

Step 1: Connect
Celebrate successes and evaluate areas that need support.

Step 2: Review Last Week’s Actions and Outcomes

Help them deconstruct the past week so they can repeat what’s working
and eliminate what’s not. Help set realistic rank and Power of 3 goals.
Assess volume and create a plan to fill gaps.

Step 3: Review PIPES Activities

Assess PIPES activities from the previous week. Identify where breakdowns
are happening and focus mentoring on the most important thing (like, skill
mastery on inviting or registering). Set PIPES goals for the next week.

Step 4: Identify and Calendar Vital Action Steps for the Coming Week
Base the upcoming week’s Vital Action Steps on awarenesses from PIPES
evaluation. Identify how they need support. Make yourself available to
present and support presentations, commit new builders, and model initial
Wellness Consults.

91 Business Building Guide

 Builders
Support
Find

Mentoring is a brain to
pick, an ear to listen, and
a push in the right direction.

John C. Crosby
Empowered Success Business Training System 92
Prepare
Present

93 Business Building Guide

 Prepare
Personal
Development
A commitment to
building yourself is a
commitment to building
your business.
Take the time to develop who you are
so you can become the person who
achieves your dreams.

Your attitude . . .
will determine
your altitude.

Zig Ziglar

Empowered Success Business Training System 94

Development
Prepare
Present
Personal

Envision Your Future

From the beginning, it is vital to Dream Big!
connect your Why to the growth of Envisioning your dreams and putting them down on paper
is the first step toward making them a reality. Sit down, by
your dōTERRA business.
yourself or with a trusted partner, and shape your vision for
the future, using whichever questions below inspire you.
By building a financial pipeline, you can create the opportunity
to live the life you desire. Your Why is the inspiration that fuels Business
your hopes and dreams. It is realized when your needs, wants, What do you want to achieve in your dōTERRA business?
and purposes are fulfilled. What is your next rank?

Your Why motivates you to stay focused and keep progressing. Purpose
Ponder, identify, and circle below each area that would make the How do you see yourself serving others and experiencing
biggest impact. Give yourself significant goals you can fulfillment? What do you want to be known or remembered for?
look forward to and that move you to act now.
Relationships
If you had more time, freedom, or resources, who would
you attract? Who would you spend time, grow, and expand with?

$ Earning More
Money
• Work to become debt-free.
How would financial control and prosperity look and
• Build a generous savings account.
manifest in your life and lifestyle?
• Have more financial flexibility.
• Do more charitable giving. Experiences
What would you do more of? Where do you want to go? What
Working Smarter are you passionate about achieving?

• Control your time and schedule.

Emotional
• Build your own dreams.
How do you want to feel on a regular basis?
• Focus on self-improvement
and additional education. Spiritual
• Plan and prepare financially. What does a life with consistent divine connections look
and feel like?
Doing What You Love
Physical
• Experience more travel.
What are ideal experiences with your body?
• Develop talents and grow interests.
• Serve more.
Mental
• Spend more time with family.
What do you want to know? How do you want to think?

95 Business Building Guide

 Development
Prepare
Personal
The future belongs to those
who believe in the beauty
of their dreams.

Eleanor Roosevelt

Top Tip
Create a vision
board with images to
represent dreams of
the future as if it were
already a reality. Focus
in on it daily. Energize
your visualizations with
music and a favorite
essential oil.

Empowered Success Business Training System 96

Development
Prepare
Present
Personal

Empower You
It has been said by top leaders in dōTERRA, “We are a personal development company disguised as an essential oil company.”
Changing lives for the better “is who we are—it’s what we do.” No matter the reason someone comes to dōTERRA, Wellness Advocates
are passionate about doing their part to become the person who achieves their success.

Identify Daily Habits

Dedicate approximately 20 minutes each day to personal development, growing yourself as a person, builder, and leader. Below
are ideas for how to best embrace your strengths and expand your influence and capacity to sell and serve.

READ a book on developing your business or

DISCUSS a topic on which you need input or
leadership mind or skillset.
feedback with a trusted source or coach.

WATCH a video specific to a topic you are focused SHARE something you are learning with a family
on, expanding your knowledge. member or friend to solidify how you feel.

LISTEN to a podcast regularly from a trusted PRACTICE roleplaying or go through a scripted

influencer who speaks to areas of interest or need. presentation that you want to refine.

Learn Your Way

One of the greatest impacts on your success comes from honoring your individual Confidence Statement Sign and remove the
Confidence Statement
learning styles. Check all boxes that apply. Do you need to:
Choose to continuously grow your belief, courage, and confidence. The process
of creating real and lasting results is greatly enhanced when you understand

and post where you can

the vital connection between your heart and mind. What you consistently think
about and repeatedly say, powerfully impacts how you act and exude
your character.

See it – Visual/picture aids, PowerPoint, outlines, or graphs/charts see and read it aloud
Disciplined thoughts, words, and beliefs help achieve desired outcomes. In addition to visual cues or reminders of your
dreams and future achievements, read the following Confidence Statement aloud twice daily. Engage your whole self

daily (pg. 101).

in the work of creating your results as you program your subconscious mind for success and stir your heart to action!

Hear it – Said or read out loud, verbal instructions, discussions,

I have the ability to build a successful dōTERRA business and fulfill my purpose in life. I am persistent as I work toward
reaching my goals.

I realize that what I think and believe eventually becomes my reality. I concentrate my thoughts on the person I intend to
become and create a clear mental picture of that person.

repeat it back, or roleplay I understand abundance, influence, and rank only last when built upon actions that benefit everyone they affect. I maintain
a service mindset as I bring hope and wellness to the world. I succeed by gaining the cooperation of other people.

I encourage and invite others to join me because of my willingness and efforts to serve those around me with love,
compassion, honesty, and gratitude. Others believe in me because I believe in them and in myself.

Say it – Conversation, asking questions, talking it out, or teaching it • I influence and make a difference in ________________________ (#) of lives.

Do it – Hands on, doing while learning/following/repeating actions

• I earn $ __________________________________ monthly through my dōTERRA business.

• I am a ___________________________________ (rank) on or before ________________________ (date).

In exchange for this rank and income, I give my very best effort. I continue to act until I have developed sufficient

Read it – Things in writing, references for terms/information, statistics, or note-

self-confidence to attain it.

I sign my name to this Confidence Statement. I memorize and repeat it with full faith that it is continually influencing
my thoughts and actions, creating the results I desire.

taking ___________________________________________________________________________________________

Signature

Think about it – Need time to mull it over, ponder, and process

This statement is adapted from Think and Grow Rich by Napoleon Hill.

To further your knowledge and understanding, consider reading the entire book.

Empowered Success Business Training System 102

Share how you learn best with your upline mentor and together consider the best ways
for you to experience this guide and other trainings.

Learn from the Best

Reading personal development books is highly encouraged as part of your daily habits.
Here are top leader choices to get you started reading to reach Elite:
• The dōTERRA Sales Guide or Sales Guide course found on training.doterra.com
• The Slight Edge by Jeff Olson
• Making the First Circle Work by Randy Gage

97 Business Building Guide

 Development
Prepare
Personal
Learn to Be Your Best
Join tens of thousands of Wellness Advocates in learning more about your unique strengths through a specialized training created
in partnership with Gallup and dedicated to empowering dōTERRA business builders to live their strengths.

Leverage the training by first taking the Clifton StrengthsFinder 2.0 Assessment to identify your specific talent themes.

As you discover more through the Strengths movement, learn to discern the difference between principles and best practices. Best
practices are people doing things their way. Principles are proven, enduring, and unchanging, and can be applied to any situation.
They are the truths behind the practices.

While observing what’s working in a situation, deconstruct success by searching for the principles at play that made the difference.
Because people don’t duplicate but processes do, choose to be yourself, putting your talents and abilities to work, while also
following what’s necessary to create results.

Grow Your Way

Create a team culture focused on what’s right with you
and those around you. The best culture motivates you
to aim your strengths at actions designed to advance
your business. Trusting in and loving who you are is
a critical component of leadership. Grow your team in
a way that is authentically you.

In what areas do you really shine?

Which of those strengths do you want to have the

biggest impact on your success?

Empowered Success Business Training System 98

Present

Everybody ends up somewhere

in life. A few people end up
somewhere on purpose.

Andy Stanley
99 Business Building Guide
 Development
Prepare
Personal
Confidence Statement
Choose to continuously grow your belief, courage, and confidence. The process
of creating real and lasting results is greatly enhanced when you understand
the vital connection between your heart and mind. What you consistently think
about and repeatedly say, powerfully impacts how you act and exude
your character.

Disciplined thoughts, words, and beliefs help achieve desired outcomes. In addition to visual cues or reminders of your
dreams and future achievements, read the following Confidence Statement aloud twice daily. Engage your whole self
in the work of creating your results as you program your subconscious mind for success and stir your heart to action!

I have the ability to build a successful dōTERRA business and fulfill my purpose in life. I am persistent as I work toward
reaching my goals.

I realize that what I think and believe eventually becomes my reality. I concentrate my thoughts on the person I intend to
become and create a clear mental picture of that person.

I understand abundance, influence, and rank only last when built upon actions that benefit everyone they affect. I maintain
a service mindset as I bring hope and wellness to the world. I succeed by gaining the cooperation of other people.

I encourage and invite others to join me because of my willingness and efforts to serve those around me with love,
compassion, honesty, and gratitude. Others believe in me because I believe in them and in myself.

• I influence and make a difference in ________________________ (#) of lives.

• I earn ₹ __________________________________ monthly through my dōTERRA business.

• I am a ___________________________________ (rank) on or before ________________________ (date).

In exchange for this rank and income, I give my very best effort. I continue to act until I have developed sufficient
self-confidence to attain it.

I sign my name to this Confidence Statement. I memorize and repeat it with full faith that it is continually influencing
my thoughts and actions, creating the results I desire.

___________________________________________________________________________________

Signature

This statement is adapted from Think and Grow Rich by Napoleon Hill.

To further your knowledge and understanding, consider reading the entire book.

Empowered Success Business Training System 100

Prepare
Present

101 Business Building Guide

 Prepare
Appendix
Additional Resources

Learn wider, grow wiser!

Israelmore Ayivor

Empowered Success Business Training System 102

Empower
Appendix

Compensation Plan
Retail Profit Sharing Bonus Bonus Power of 3
Paid Monthly Paid Weekly Paid Monthly

Wellness Advocates earn 25% Paid on upline helping new See the Power of 3 details page
profit on purchases made by Wellness Advocate achieve sales for a complete description of
their Retail Customers. during the first 60 days and also rules and requirements.
demonstrating personal sales effort
by achieving sales of 100PV or
above for the month, via a Loyalty
Rewards Program (LRP), or via

600 Team Volume

other efforts.
You
100 PV
Retail Customer
₹1,000 Purchase

Enrollment
Level 1 ₹3,000
Level 1
(3+)

Retail Profits
25%
25%
₹15,000
Level 2
(3x3=9+)

Enrollment
Level 2
₹85,000
Level 3
You
10%
(9x3=27+)
₹250 Bonus

Loyalty
Rewards
Loyalty Rewards Key Order
Above 100

103 Business Building Guide

 Rank Qualifications

Unilevel Organizational Bonus (paid monthly on compressed group sales volume)

Paid as Title
Wellness Manager Director Executive Elite Premier Silver Gold Platinum Diamond Blue Presidential
Advocate Diamond Diamond

Monthly 50 100 100 100 100 100 100 100 100 100 100 100
PV

Monthly – 500 1,000 2,000 3,000 5,000 – – – – – –

OV

Qualified
Legs* – – – – – 2 3 3 3 4 5 6

Leg
Requirements
– – – – – Executive Elite Premier Silver Silver Gold Platinum

Level 1 2% 2% 2% 2% 2% 2% 2% 2% 2% 2% 2% 2%

Level 2 3% 3% 3% 3% 3% 3% 3% 3% 3% 3% 3%

Level 3 5% 5% 5% 5% 5% 5% 5% 5% 5% 5%

Level 4 5% 5% 5% 5% 5% 5% 5% 5% 5%

Level 5 6% 6% 6% 6% 6% 6% 6% 6%

Level 6 6% 6% 6% 6% 6% 6% 6%

Level 7 7% 7% 7% 7% 7% 7%

Dynamic Compression

This document may be duplicated for personal business use by dōTERRA Wellness Advocates. ©2020 dōTERRA International LLC, Compensation Plan_US_EN_052220 7732010001.6

Empowered Success Business Training System

104
Support
Empower
Appendix
 Appendix
Empower

105
Leadership Pools
By qualifying for top ranks Wellness Advocates can earn a percentage of dōTERRA’s global commissionable volume.
Shares are earned in the pools each month when the qualifying rank title is achieved and maintained.

Leadership Pools (paid monthly on compressed organizational volume)

Blue Presidential
Paid as Title Premier Silver Gold Platinum Diamond
Diamond Diamond

Leadership Performance Pool Diamond Performance Pool

# of shares 1 5 10 1 2 3

Additional Shares 1+ 1+ 1+ 1+ 1+ 1+

2% 1%

Business Building Guide

Diamond Blue Presidential
Empowerment Pool Pool Diamond Diamond
Pool Pool

1 share per 100 PV enrollment # of shares 3 3 3

# of possible shares 1 1 2 Additional Shares 1+ 1+ 1+

1.25% 1% 1% 1%

Empowerment Pool: A Wellness Advocate that qualifies as a Premier, Silver or Gold and achieves a sale of 100PV or more in a month, will receive one share in the Empowerment
Pool. A Gold may qualify for a second share if they achieve an additional sale of 100PV or more.

Leadership Pool: Each Silver earns one share, each Gold earns five shares, and each Platinum earns 10 shares.

Diamond Performance Pool: Each Diamond earns one share, each Blue Diamond earns two shares, and each Presidential Diamond earns three shares.

Diamond Pool: Each Diamond receives three shares.

Blue Diamond Pool: Each Blue Diamond receives three shares.

Presidential Pool: Each Presidential Diamond receives three shares.

Additional Shares: Wellness Advocates can earn additional shares of the pool for which they qualify by helping their personally enrolled Wellness Advocates advance to
Elite (Leadership Performance Pool), Premier (Diamond Performance Pool, Diamond Pool, and Blue Diamond Pool), and Silver (Presidential Diamond Pool). Personally enrolled
Wellness Advocates must be first-time qualifiers. There is no limit to how many additional shares can be earned.

*Legs must be personally enrolled.

 Empower
Appendix
dōTERRA Roles
Each person chooses how to maximize their relationship with dōTERRA. Outlined below are the four main roles.

Use this page to:

Get Clear on what comes with each role so you can manage your and others’ expectations. Remember, it is a person’s actions and
choices, not placement or position, that define their engagement. Honor their choices. Have clarifying conversations to establish
commitments and evaluate enrollership and sponsorship responsibilities.
Pay Attention. In conjunction with back office reports, observe what’s happening beyond your frontline or qualifying leaders. Assess
growth and future potential by observing registrations, volume, and rank advancements to guide where you put your time and attention.
Tap Root. When evaluating the success or failure of roles people are expected to fill, reach down within your organization to builders
who want and need better mentoring. Sometimes there are opportunities to shift enrollership and create mutual benefits
for all involved. Your care and recognition can make a difference and fuel growth wherever committed builders are on your team.

• I choose to use the health solutions d  ōTERRA offers me. • I can choose to earn Loyalty Rewards points, allowing me to earn
Preferred Customer

• I want to continue learning about the oils. 10–30% back in free products.
Customer

• If friends or family show interest, I am happy to r efer them • I can choose to take advantage of:
to my dōTERRA Wellness Advocate. - The Free Product of the Month by placing a 125 PV+ LRP order
• I use my reference guide, online forums, dōTERRA customer by the 15th of any month.
service, and my Wellness Advocate for support. - Specials to earn discounts and rewards.
• I receive wholesale pricing—a 25% discount—on all products.

In addition to being a dōTERRA Customer . . .

Wellness Advocate

• I am interested in learning more about how the oils can • I am interested in earning enough to pay for my monthly order.
support my wellness goals, priorities, and others. • When those with whom I share make a purchase in their first
Sharer

• I enjoy helping others find hope and health with d ōTERRA. 60 days, I can earn a 25% Sharing Bonus when I place a 100 PV
• I am happy to host an event or two and share my experiences monthly loyalty order.
to help others find new health options with d ōTERRA. • As I give support to those I’ve shared with, I can earn a monthly
• I naturally support others as I share with them. Power of 3 ₹15,000 Bonus by correctly structuring my customers.

In addition to being a dōTERRA Sharer . . .

• I am passionate about sharing dōTERRA with others. • I teach classes so others can experience dōTERRA.
• I choose to actively learn more about the oils so I can • I provide the displays, samples, handouts, and other materials
Wellness Advocate

more effectively serve others. needed for my classes.

• I am committed to personal growth and learning the business. • I onboard the customers I register by following up with a wel-
Builder

• I consistently engage in PIPES activities. come and a Wellness Consult.

• I fine-tune my approach so I can be more effective in stirring • I strive to carefully place each registration for mutual growth.
interest in a dōTERRA wellness lifestyle. • As I grow in experience, I feel more confident in teaching others
• I seek guidance and support from my upline team leaders how to invite, teach, and support on their own.
and dōTERRA. • I am dedicated—full- or part-time—to growing a strong business.
• I take part in training and mentoring offered by dōTERRA • I do what is required to earn regular monthly income.
and my upline mentor and team. • As I advance, I receive Unilevel and Performance Pool Bonuses.

In addition to being a dōTERRA Builder . . .

• I am driven to grow my dreams. • I teach confidently and am a powerful closer.

• I live my life vision and am mission driven. • I keep my team vibrant by consistently offering relevant support,
• I am passionate about health and wellness and use my influence registering, and inspiring builders to become leaders.
and voice to spread this message. • I work well with and support those on my team.
Wellness Advocate

• I have the desire to continually learn and grow. • I support and train my team with and at regular trainings.
• I push through limiting beliefs and become a better • I am committed to helping others earn additional income.
Leader

leader each day. • I recognize and support success throughout my team.

• I welcome and seek mentoring, strategic support, • I celebrate my team members’ successes, even when they
and accountability. surpass my own.
• I leverage my time and energy with a proven system so I can • I know I am Diamond+ potential and trust my growth timeline.
focus on what matters most. • I believe in the capacity to receive continual compensation.
• I choose to invest the money needed to grow my business. • I am committed to building a financial pipeline.
• I keep commitments and my word. • I enjoy and celebrate the fruits of my efforts.

Empowered Success Business Training System 106

 Black Spruce
The black spruce tree symbolizes the capacity to grow,
thrive, and advance, despite the harsh Arctic environment
of the boreal forest.

For this reason, it has been chosen to Bearing pine cones, the black spruce tree
represent the journey of dōTERRA Wellness symbolizes the importance of nurturing seeds
Advocates who, while growing themselves of potential within the cradled branches of
and their team, will endure many seasons caring leaders who know duplication is key to
of learning experiences that refine the building a flourishing forest of success.
determination to unearth confidence, thwart
distractions, and rise above limiting beliefs.

The best way to predict your

future is to create it.
Peter Drucker

Congratulations on launching
your business. Your next step is
the Train guide!
Thank you to the Wellness Advocate leaders
who have collaborated on this guide, as well as countless
others for participating in the creation of Empowered
Success.

Business Building–IN v1 020824

v1 60228157

*60228157*
© 2021 dōTERRA Holdings, LLC. All rights reserved. All words with trademarks or registered trademark symbols are trademarks or registered trademarks of dōTERRA Holdings, LLC.