- Ask the Experts
Gary Kolman has a 35-year history in international sales and marketing. He has lived all over the world, doing business and participating in humanitarian services focused on breaking the cycle of poverty. His impressive resume boasts senior positions in multinational companies such as Hitachi, Franklin Quest, and Toss International. In a consulting capacity, he assisted in the successful entry of NuSkin International in Japan, Taiwan, Hong Kong, Mexico, and the United Kingdom. In 1995, he founded Pinnacle International, a nutritional supplement network marketing business that he successfully sold in 2004. Since that time he has provided consulting services to several direct sales companies desiring an entry into markets throughout the Pacific Rim. His latest adventure will be with Be Young Total Health. He has signed on as the Director of Sharing Partner Relations. He brings a wealth of experience, information, and proven sales strategies. He is eager to meet with the Be Young family of Sharing Partners and help them reach their goals of Life Restoring, Life Rewarding success. We sat down to talk with Gary about his new role. BY: What are you looking forward to accomplishing with Be Young Total Health? GK: Ten years ago, I worked with Franklin Quest to develop a program called "The Language of Selling". A lot of what I am bringing to the table is effective, everyday training on the best ways to approach new Sharing Partners. Nine times out of ten, when a person joins a company like Be Young Total Health, they end up making a comment like this one: "I love the product, but I'm not a salesman." They have no idea how valuable they are to us simply because they may be a friend or a sister or an uncle or a neighbor. They already have their sales network. They just don't know how to approach the people in it. They don't realize that people will talk to you the minute you start listening. I have developed a program on how to break the ice. It focuses on knowing that what's important to you isn't the point. What's important to them is. It includes key questions that never fail. This training doesn't just help people in business, it informs their personal lives. It is a great tool. A lot of my experience has been international. I will be able to help BYTH to introduce the company and the product into the foreign market, with a focus on the Asian market. BY: In your experience, what generates an effective network marketing team? GK: There are two parts to this. The first part is effective leadership of your initial upline members. You need to understand that your team is your business and that you need to build that business' success. You need to ensure that the people you identify as leaders within your organization have the same work ethic, passion, and ability to work toward a goal that you have. The second part lies in helping your team recognize how to build their own teams: how they should structure their team, how to support their downline, and how to teach their downline to help their upline. It can be as simple as helping them make the words flow easier, communicate the bright side of a negative situation like environmental dangers to our health BY: Should the people who love our product care about building teams? GK: Yes! Absolutely! Everyone should, if they have any passion about the products they're using, they'll naturally be willing to share that excitement with others. It is so much easier to share that excitement if you have people around you with the same interests. A support network makes all the difference. If you care about the Be Young Total Health message and the benefits that the products provide, you probably already tell your friends and family about them. Every time you share the message of dangerous chemicals and the value of all-natural, high-quality products, you are spreading the message. You're already doing the work. You may as well get paid for that. Consider changing your mindset. Get past that idea of "I'm not a salesperson." BY: How does the auto-ship program contribute to business building success? GK: That is a very good question with a very simple answer. If you're building a business, you want to make sure you're building a residual income, rather than just an income. The difference between the two is that an income in the network marketing industry means that you go out, you talk to people, and you perform product training and conference calls. As long as you keep doing that, you'll keep making an income. But if you stop doing that work, your income goes away. A residual income means that, if you decide to stop promoting, your income will continue to grow because the people in your downline are continuing to share the message and enjoy the product. With Sharing Partners on auto-ship, you can anticipate what your check will be at the end of the month. You know that a specified number of people are purchasing a pre-determined amount of product. BY: What about the person who isn't interested in building a business? Why do they want to take advantage of auto-ship? GK: At Be Young Total Health, we have a very good incentive plan in our auto-ship. If customers are using the products every month, they can either buy them at retail price just to have them, or they can enroll in auto-ship and save 20% on those products. Month after month, those savings add up. For the customer who isn't interested in building a business this just makes sense. They get 20% of their cost with a bonus of making life easier. This really is Be Young Total Health's way of thanking our loyal customers. BY: We've heard about big changes at Be Young Total Health, among them is Be You Wellness training. Why should Sharing Partners be excited about this? GK: I'm so impressed by the wealth of information that Be Young shares with its representatives. The Be You Wellness Training has been added to the existing educational module trainings through Be Young University. It is designed to provide a deeper understanding of nutrition, free radicals, antioxidants, environmental risks, weight management, essential oils, and so much more. It sounds intimidating, but it is actually designed to be easily digestible, even for the uninitiated. This training will make it easier for Sharing Partners to successfully impart the message and the product. If a Sharing Partner wants to support their downline with in-depth information at team meetings or educational seminars, being educated through our Be You Wellness courses will help them become a go-to resource. If you are that resource, your knowledge and your business will grow by leaps and bounds. And if you aren't ready to take on the training now, you should definitely identify those that have who are in your area and in you’re upline. BY: What additional tools are available to Be Young Total Health business builders? GK: We've been hard at work at the Be Young Corporate office. Priority one is the brand new website. We have designed a very easy interface for examining competitive advantages, revisiting the total health message, and reading clinical data for most products. It is entirely focused on providing information to Sharing Partners in the field. It's meant to be mobile, meaning it is visually compatible with tablets, phones, and computers. Just pull out your smart phone and find the information you need. Simple as that. In other words, this website will provide answers to every tough question you might encounter. The most exciting new tool for me is the ability for any Sharing Partner to post their sales or educational events on the corporate website calendar, which makes these events available to a much wider audience. You can also find events that your friends or social media contacts can attend in their hometowns. We've also integrated new online marketing tools. Individually replicated sites will be made available for free to every Sharing Partner in the near future. We have recently added a section to our Policies and Procedures with guidelines for using Social Media as an Independent Sharing Partner. Beyond that we want to encourage every Sharing Partner to become familiar with our new Social Media Guide. The tools that Be Young Total Health are providing have a goal of making it possible for anybody, regardless of their background knowledge or their time with the company, to be able to share the total health message within 24 hours of enrolling as a Sharing Partner. The information is right there at your fingertips.read more
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