How to make more money with UBAM

One of the best perks of UBAM is that you can give yourself a raise! Come and learn how you can earn more money per hour. Do you know what it takes to become a Team Leader? It might surprise you....

This training will cover the WHAT, WHO, WHY, WHERE, WHEN, and HOW of earning a promotion to Team Leader with UBAM. Let my friend, Tabatha, tell you about the WHAT and the WHO:

https://www.youtube.com/watch?v=uvsauNzb-Ss

There are MANY reasons WHY you would want to promote to Team Leader: WHY??… “Leadership is Action, not Position” 2,680,000 kids need us to take ACTION.

https://vimeo.com/88368629

WHY??… Take a look at these short videos of a few Team Leaders on our larger team about WHY they promoted! Why do you want to promote?

Jill Cox: https://vimeo.com/109079484

Bobbie Murphy: https://www.youtube.com/watch?v=7GrXXFj11MM

Brittany Flowers: https://www.youtube.com/watch?v=t8R88Ny062c&feature=youtu.be

Lauren Fowler: https://www.youtube.com/watch?v=LRye1lakKlA&feature=youtu.be

WHY??… An override! 8.5% Bonus (on retail) on YOUR party sales AND an 8.5% your TEAM’s Party Sales! And when one of your team members promotes to team leader, you will still make 5.5% bonus on his/her team sales, etc. AND…you get a $100 CASH BONUS when you promote to Team Leader! (PLUS a $200 cash bonus and $300 in free books if you promote Success Express!)

WHY??... When you promote to Team Leader, your increase in ACTION means an increase in RESULTS! Leaving you with MORE: Money…Time…Stability…Friends…Impact on Other’s Lives…Confidence…Personal Growth…Recognition (just to name a few)

WHY??…FRIENDSHIP!! Working on a leadership team will not only empower you in business, but also personally. Some of our best friendships have formed through UBAM Leadership.

WHY??…What you learn and experience on your promotion journey (and afterwards) will turn into confidence which will spill into all aspects of your life. THAT is a wonderful thing!

WHERE??... There are currently only about 1350 UBAM Team Leaders in the entire United States!! That is only an average of 27 per state…we need well over 100 in each state! So not only should YOU join UBAM’s Leadership Team…we need to find thousands of others who will also!

WHEN??... NOW!! All phases of life and time are busy and have challenges. They also have benefits too. BUT something to remember, you will also MAKE MORE MONEY doing it now! It only takes 2 months! (We will talk about the requirements later)

...BTW, if your incentive period ends in September or Later…you can still earn an Express Success Promotion! And ALL new leaders can earn the $500 Cash Bonus for Leader Story Continued! NICE!!

HOW??...STEP 1: First you need to DECIDE that this is something you want to do with your business! Message your team leader, right now, and let them know you’re making this goal!

HOW??...STEP 2: Hang this image up so you know what you need to do to earn your promotion!! It might look scary if you haven’t done that before, but intentional action makes it ACHIEVABLE!

**Note: Online application is no longer needed

HOW??...Consistency is the KEY to promoting. Once you’ve decided that promoting is your goal, you need to set smaller goals to get there. Choose a focus. Focus on having a consistent number of parties a month (6-8 a month or 2 a week). Then focus on meeting HOC (Home Office Challenge) 1 or 2 each month. Focus on having 1-2 recruits a month. Ask EVERY one of your hostesses to join before (and after) their parties. Focusing on monthly goals will not only set you up to promote, it will grow and stabilize your business.

Take a look at what leaders are making on AVERAGE! This was given to us at Convention to show us what we could potentially make as a leader with UBAM! Which real life numbers do you want to achieve?

**This graphic is for internal use only, please don't use with non-UBAM people or in parties! THX!**

We want to help you be successful in this business. Please remember to ask your sponsor, team leader and upline leaders for help! That is what we are here for!

Here's a quick message from our CEO at Usborne Books & More, Randall White:

https://www.youtube.com/watch?v=6XyhvXOtjuM

Bookings: How to fill your calendar!

1. What is your goal, money-wise, with your business? (How much money do you want to make a month or what do you want to pay for?)
2. How many parties do you want to do a week?
As we get started with bookings, we need to know what our business goals are!

There are two specific spots in the CSP that talk about getting bookings. Make sure that you watch the video AND begin a booking notebook. Not sure what a booking notebook is? Let me tell you what a valuable tool this is. On page one you write down every family member you can think of to invite to a party. Page two write down every neighbor. Page Three write down friends. Page Four: Write down all the other places you can find contacts. The CSP can be found right here on this blog!

There are 3 different ways that many try to invite to have a party.
Announcing
Asking
Inviting
Watch this short video for examples.

Bobbi's Bookings

We all have those people that we are afraid to ask to host a show for us. What are some objections that you have towards your friends and family? For example: "I don’t want to ask Jane, she hates clutter and doesn’t have any books in her home, there is no way she will want to get books for free." And there’s no reason to worry about what to say. This sheet is a GREAT tool to use when you are booking parties. I like to keep a copy of it in front of me when I’m on the phone to book parties, or when I’m chatting on Facebook because it gives me great words I can use!

Remember to INVITE EVERYONE! Don’t pre-judge them. When you are collecting the order ask them if they would like to host their own party to get free books. Ask the same of everyone who places an order at your FB parties, along with those who were active on the
event.

So many of our friends and family have objections to why they will not host a party.
Watch this video for ideas and ways to overcome those objections.
What objections are you hearing when you are booking events?

Objections Talk

If you book 2 parties a week for the whole month you will be able to reach all of your goals with UBAM, even if some shows are cancelled.

If you have any questions or need any help see your Team Leader!

All About Booths!

 what is the purpose of a booth?

Having established the purpose of a booth before you register for any booth here are some rules and regulations you need to be aware of (my apologies for the length!):

Who is eligible to have a booth?
Consultants with a minimum of $500 in sales in the three months prior to the event, or who are within their incentive period are eligible to participate in the booth program.

Location
A consultant should live within a 150-mile radius of the booth location. If there are no consultants within that area then a consultant can register for the booth with the intent of building a local team to service that area.
booths with traveling locations (the event location changes) are retained and serviced by the consultant from the previous year.

Booth previously held by Consultant
If you held a booth at an event the previous year and are still located within 150 miles, you have first choice to register for the current year. However, you must register a minimum of 30 days prior to the event being held. After that time registration is open to other Consultants.
***If there is a registration deadline for a particular event the 30 rule does not apply***

Booth event held at a listed school
If a school or library benefits from a booth, the listing Educational Consultant (EC) has right of first refusal to that event. If an OUTSIDE organization rents or uses school/library property where the school/library does not receive benefit, any Consultant may register for the event. However, if the school/library is listed by an EC, any leads generated that would benefit the school/library are to be passed to the listing EC. If the school/library is not listed at the time a booth is reserved, any consultant may register for the booth.

Ethical Practices
When booking and attending a booth event you are representing Usborne Books & More and it is crucial for you to behave in a professional manner. The following steps must be adhered to:

Contacting the booth organization
When you contact an organization to obtain a booth, OR if you are contacted by an organization, you must enquire if an Usborne Books & More representative has already registered to attend.
• If the answer is YES, do not proceed further.
• If the answer is NO, you must enquire whether an Usborne Books & More representative attended the previous year, and obtain their name.
• The next step is to contact the UBAM consultant and determine whether they plan to attend the event this year. If they confirm that they will be attending, wish them luck and do not proceed further.
• If event organizers are not willing (or able) to give you the name of the person who previously held the event ask them to add your name as a follow-up vendor and to contact you if the previous consultant does not register.
• If you call to check on an event within 30 days of the event date and the previous consultant has not yet registered, you may proceed to register.
Register as Usborne Books & More
• To avoid multiple consultants registering for the same event, registrations must be made under “Usborne Books & More”. If the event is a professional educational event then the booth must be registered as “Usborne Books & More/EDC Educational Services”.
• When using the Company name you may not sell or represent any other product or recruit for any other company.
• If another consultant has registered as Usborne Books & More you may not register under another name and present Usborne Books & More product either alone or with another product.

Now that we are all familiar with the policies, where do we find booths anyway? I often hear, all our local events have a consultant already, or I don't know where to find events. Have you checked...

Local Events
Call your local convention center or chamber of commerce and ask for a list of upcoming events. There are functions such as home and garden shows and children's fairs. Another place to call is the mall or shopping center. They do a lot of events where exhibits are set up to promote shopping. One mall in Tulsa has the children's ‘summer events’ exhibits in May and another mall has a petting zoo with exhibits just for children. The fire department has carnivals with exhibits for children. There are a lot of different ideas to check into where you can increase your business. Just pick up the phone and start calling today to see what is coming up!

County and State Fairs
Every year, in every state, there are county and state fairs. All kinds of exhibits are present and all kinds of people attend. This is a great way to get bookings. The bookings will generate recruits and more bookings. If there are other people in your area, you might consider sharing a booth and splitting the costs, bookings and leads. This is also a good time to ask the person who has been thinking of recruiting to help out. After the positive feedback from the fair, the person will most likely sign up.

Social Media
Another great way to find events is through social media. Search for a local vendor group near you. Key words to try in your search:
i.e. Vendor Events Idaho, Events Happening in Colorado, Vendors Ohio. (These are not necessarily actual groups but may help in finding groups specific to your state and local to you.)
Join a local group to find events from small boutiques and fundraisers, to large expos, and charities. Chances are there is a lot more going on near you than you thought. Just remember to be wary of false events before registering and sending payment.

If a larger event is already taken, you can also see if the current consultant would like to split it. It's always a good idea to have two working a booth at once or it can be a lot of work!

There are lots of ways to set up your booth but the most important thing no matter what space you have to work with is that it is inviting. When I set up booths I usually take a minute to step back and think, if I were a customer just walking through, would I want to stop? This photo gives a few example of indoor and outdoor events, as well as a large and small display.

Booth Specials. It’s always a good idea to have some specials ready at your booth. After I have asked a customer if they have ever heard of Usborne books I follow with my "booth special." Some of our most popular specials among consultants are, buy 4 get the 5th free, hostess incentive books when they book a party, and buy 3 shine a light books get a free flashlight. If you take orders at your booth you can offer our customer specials as well.
Ultimately this is your business and whatever special you offer is up to you!

 When my customer looks like they are done looking, we’ve come to the end of our conversation, or they are purchasing their books I will have them fill out a customer survey to be entered into a drawing. This is also a good time to ask them again about scheduling a party or joining. I don’t try to keep them too long, people are usually busy so this whole exchange takes about 5-15 minutes depending on how long they browse the books.

Good Customer Service
Provide all customers with a customer order form or receipt bearing your name, consultant id, and a means to contact you. 
Process all credit card charges promptly to avoid unnecessary concern and charge disputes. 
Fulfill all promises made to customers promptly. If there is an unforeseen delay keep your customer informed.

Book Fairs!

While we wait for the new educational consultant guidelines to be lifted we can still work the book fair biz! Approach preschools in your area, churches and even those individuals that homeschool!
These groups don't need to be listed, however you can still offer them the same great incentives.

Once you've made a list of schools in your area get to work! I typically call the school to find out who the director/person in charge is and what day/time they are available to meet.
When I visit the school I take with me a binder that contains:
-Letter explaining what we can do for them and giving them all my information
S&L catalog
"What We Can Do For You" brochure outlining all the different progams we offer.

I also like to take cookies or a small gift to show my appreciation for them taking time to meet with me.

You've dropped off the materials/made contact now persistence is key! Follow up with your contact repeatedly to overcome any obstacles or hesitation they might have and set a date. :-) Like all of us these individuals get busy and might forget about your visit.

Timing is everything!! Pick a week that is good for the school, one where they don’t have a lot going on. Pictures, field trips, registration anything that is costing the parents extra money and might keep them from buying books. Also, keep in mind some schools send home monthly Scholastic flyers. Ask if they can possibly skip a month or schedule your book fair before the flyers go out.

Once you've picked a date figure out which time of day is the best time to work the event. Drop off, pick up - when are people more likely to stop and not feel rushed? It's important to ask your contact if parents come in for both or just leave the kids at the door. You don't want to stand around for an hour and have nobody stop at your table!

Location is also important! Think about where you can set up that you will be visible and not forgotten

The place is set, the date is picked, now what?!? Take the time to follow the steps below and receive Tax Exempt status in order to avoid delays once you're ready to close the book fair. You will need to ask your contact for their tax exempt document before completing these steps.

Since you will already be in the system to create a new customer this is a great time to set up the event as well. Be sure to select the right party type (book fair, RFTS, LFL) as this will affect the amount of awards they receive.

At least 2 weeks before the event deliver the necessary materials to the school. This will give the parents and teachers notice and allow the school time to distribute flyers etc. Below are the items I've used in the past and would recommend.

I also strongly urge the director/owner to send out an email letting everyone know the book fair is coming.

The director/owner should be your advocate! After all the more books people purchase the more perks they receive. Encourage them to send reminder emails, mention it to parents in passing. They could even have teachers let the kids "shop" the books and make a wish list.

Bring age appropriate books. You can obviously bring a few books for older kids as well since they might have siblings, cousins etc but appeal to the audience you have!

Seal the Deal! If they are hesitant to purchase or want to go home and think about it remind them they are saving money on shipping by purchasing through the school! Point out any customer specials as well.

Equally important is helping them understand how they are helping the school receive quality books for the classrooms!

Successful Home Shows!

Let's talk about Home Shows and how to make them successful for you!

Hostess Coaching is just as important with a home show as it is with Facebook. Stay in contact with your hostess, keep her excited about the books and her party. I give my home show hostess a hostess packet of a mini catalog, 5 order forms, a join me pamphlet, and a Successful Home show brochure all in a folder. Encourage your hostess to seek outside orders from those who won't make the party. Have her create a wishlist using the mini catalog so she can have a tangible sales goal to reach. Talk with her about joining your team and earning double free rewards at her party. The day before her party I will call or text her, get a final head count for who is coming, get any directions to her house I might need, and let her know I will arrive 20-30 minutes before the start of the party to set up. I also ask if she has a table available to set up on or if I need to bring my own. 

Packing for your Home Shows
It's important to look duplicatable, for potential recruits, when going to home shows so always keep this in mind! I pack one branded box of books, and a bag with all my paper supplies and that's it! Take a few of your favorites and a variety of age groups and interests. Ask your hostess about her guests! What age ranges are they shopping for? What do they like? Make the most of the books to bring. 

 What paper products to bring.
I bring a bag with 10-15 boards in it. Each guest gets a board so if your hostess has 20 people coming bring more then that just in case. I take a binder (dollar store, or school supply sales have awesome deals) and cut out the binding. In the pocket place an order form and a drawing slip (like the one pictured) and a piece of paper for them to write a wish list. On the back in the clear sleeve I will put the current months or next months hostess rewards, so they see it. DO NOT put a catalog in your board, but bring the mini and a couple full catalogs in your bag! We will talk about why later. I also bring 3-4 hostess packets as well. 

 At the home show
Make sure you dress professionally for your home show. I wear a nice shirt and either a skirt or dress slacks. Once you arrive to your host home ask her where she planned to have the party and where she would like you to set up. There are a couple ways to set up but my favorite is placing all the books on the table by age range. 

Introduce yourself to every guest, find out their name, who they are shopping for, and hand them a board and a pen. I also ask the guests to feel free to look at the books on the table and pick their favorite and take it to their seat with them. Jump in on the small talk with everyone. Get to know your guests and become a friend. Once everyone has arrived I quickly introduce myself, talk about the company, and plant seeds for hosting and joining. Usually my opening goes like this
"Hello! Once again my name is Rissa and I am going to be your literacy expert for the night. I have been with the company over a year now because my wish list was like this and my budget was not. Usborne was brought into the US in the 80's and we added Kane Miller, that's where the And More comes from. I want to thank the beautiful HOST for having us all here tonight and I am going to give her a ton of free books for her work of cleaning her house for us. If at the end of the night your wish list is long and your budget isn't we have 2 options for you. We can all come party at your house next time and give you free books or we can talk about how you can be just like me and get paid in money and books. We will talk more about those things later though."
Then I move on to the party portion!

The guests have picked out their favorite of the books you brought. I let them do the work for me! Let them tell their friends why they chose this book. What do they love? Who do they think it's perfect for? I will add my own little facts or secrets about the book when I have them but let them talk as long as they want about the book. After everyone has had a turn I will pick 2-3 more books someone didn't pick and talk about them. Then the games! 

Games! 
I always like to play at least one game. My favorite is the What if game! I hand the What if monster plush to my host. Then I read Jonathan James and the What if Monster. Every time I say "What if" they pas the plush to the right. Whoever has the plush at the end wins a mini book or free shipping from me! This gets the familiar with one of our titles and its a fun game for a fun prize! 

Following the game I always play pretend hostess! Call up one of the guests to be your volunteer. Watch the video to see how it's done!
PS this is an excellent video to show at Facebook parties too :) or you can create your own!

Pretend Hostess

After all that is said and done I pass out mini catalogs. I let them know if they don't find a book in there that they saw tonight and they want let me know because I have a bigger catalog that contains all 1800+ titles that we carry. Then let them shop. Go around and mingle help them find what they are looking for. When they are all done with their order I sit by them, take the board back, and look over the drawing slip with them first. If they marked maybe or yes to a party book them right then! Get excited and let everyone they are doing a party on what day and what they get for hosting with you. If they marked yes or maybe on joining pull out your phone and get them on the website to sign right there. Get excited! You have a new team mate! Then book their launch parties. Then move on to their order. Calculate tax and shipping and let them know how long shipping is taking. Thank them honestly for coming and give them contact information for you if they have any questions they think of when they get home. 

 When everyone is checked out and headed home I start packing up my books. Then I let the hostess know what her current party total is. Ask if there is anyone she thought would come to the party but didn't show. Then send her out to collect outside orders and have a goal to shoot for. Example: Home show ended the night with $437 in sales. Your hostess wants the current hostess special. She needs to go and find $63 more in orders, but if she finds $163 in more orders she will get $210 in free books! Give her the next closest reward level but stress a higher number! Then I talk to her about if she joined your team what her commission for the night would be, how many free books she would get and tell her what friends were interested in hosting a party if she joined (remember that's on your drawing slip). Then I thank her for having me, let her know I will call in 2 days but if she has questions before then to contact me and I am happy to help, then head out!