The Private Business Reception - PBR
Format for presenting your opportunity and product
Burke Hedges

“Arbonne” PBR guideline at the end of this article

The power of the Private Business Reception is that it is one of the simplest and quickest ways to expose your warm market prospects to your new product and business opportunity. And even more important is the fact that-it’s a piece of cake to duplicate.

Everybody’s got a home; everybody enjoys a party. People love to entertain and be entertained.

Everybody in Network Marketing Sales has stories to tell, products to sell and an opportunity to offer. A PBR combines this all in a proven, results-getting presentation.

First of all, this is NOT the “Curiosity Approach.” A number of leading distributors in Amway created the famous “Curiosity Approach.” Here’s how it works: You invite people over for dinner, and then, when coffee and dessert are served up, pop in a video and launch off into a presentation.

In truth, the approach is now more infamous than famous. Just about everybody knows somebody who has felt manipulated, trapped and taken advantage of by this “back door” sales method.

Is that what we’re up to here? No Way!

The PBR is clearly walking right in the front door. It includes an invitation phone call first; a printed invitation to confirm, and another call the night before to confirm the confirmation. This is not a “sneak attack.” This is business. This is a professional approach.

WHAT ARE THE BENEFITS of using the PBR format?
Here are just a few:

~Work smart, not just hard
~Make your Networking work fun!
~Casually introduce your warm market (people you already know) to your business.
~Retail products and build your group.
~Earn immediate income
~Jump-start, quick-start, sure-start your business
~And do it all in an easily duplicatable format everyone in your organization can use and teach simply and quickly!

Several years ago, Upline reprinted an article from the Toronto Star with the title, “Beware of Loved Ones Peddling Products.” The piece was a tirade against Network Marketing Sales: “…the latest buzz phrase for selling someone else’s product to friends and relatives…designed to exploit friendships and personal relationships for profit.” I remember quietly cheering as I read Editor John Fogg’s reply:

“And what’s wrong with that?”

John went on to ask:

“Does the notion of being able to trust the personal recommendation of a satisfied customer-who also happens to be the mother of your niece or nephew-sound like a good way to learn about how a product works and what results you might enjoy using it?”

Does to me! And then Fogg said:

“If you were to open a conventional business say a shop of some kind, wouldn’t your very first customers likely be friends and family? That’s only natural…Who’s more supportive to your success than the people who love you? Why would it be any different in Network Marketing Sales?”

 It isn’t different. And that’s what the PBR is all about. It’s a quick, sure start you can use to build your business immediately-and then turn around and help all your people build theirs the very same way.

How the PBR Works
First, let’s talk numbers. 20 is optimum. You’ll find that between 50 and 60 percent of those who commit on your first phone call to come to your PBR will actually show up. So look to invite at least 40 people to your first PBR.

It starts with the invitation call. Here’s a script to guide you:

“Hello,_________, how are you? I called to ask you a favor. I just started a new business that I’m really excited about. I’m having a Private Business Reception to kick it off. It’s by invitation only and I thought of you immediately. I’ll be telling you about what I’m up to and I want to know what you think and how you fell about my business. After that, we’ll have some great food and drink. It’ll be lots of fun. You’ll come, won’t you?”

Short and sweet. Don’t say more than you have to. Answer questions at the reception-not on the phone. Of course, personalize the above by injecting comments such as, “I know how successful you’ve been in your business and I really trust your opinion,” and other elements like that. 
Continue with:

“It’s__________(day) the ___________(date) at _____pm (time). I need you to be on time we can get things started promptly. (If you don’t already have this, say) Give me your address so I can send you a formal invitation and directions. Mark the date on your calendar. I’m counting on you coming. See you ______ at ____(day and time of the PBR).”

Make these invitation calls between seven and 14 days prior to the PBR. Invite positive, open minded people-don’t pre-judge, but don’t have doom-and –gloomers or grave dancers attend. Make sure you convey your enthusiasm and sell the event itself. Tell people it’s really important to you and you’re counting on them.

The day before the PBR, confirm your guests with the following call:

“Hi__________. This is _________ (your name). I’m calling to confirm the invitation you received and that you have directions to get to my house tomorrow. We’re going to start promptly at _____(time). I’m counting on you coming.”

Your PBR Invitation
Have your invitations printed by a local printer. They’re easy and inexpensive to produce. If you have a nice program on your computer do them yourself.  Make them formal, much like a wedding invitation or those used for the opening of any new business. Here’s a sample to guide you.

You are cordially invited to attend
A private Business Reception
Thursday, September 24th
7:30 to 9:00 in the evening
(your address)
Hosted by (your Name)
Cheese and Wine will be served
RSVP (your phone number (s))

Remember; get these invitations out in the mail the day after you’ve contacted your guests by phone-no later than one week before the reception. Make sure to follow up with your confirmation call the day before the event.

PBR Do’s and Don’ts
How you set up your home and the room(s) where the PBR will be held are important. Play some music-upbeat stuff, but not loud or obnoxious. Above all, make your guests feel comfortable. Make the introductions between each of your guests yourself.

Offer some drinks: iced tea, sparkling waters, juice, and soft drinks. If your company makes a consumable product that fits as a refreshment, serve it at his time! No alcohol or food (other than simple snacks) before the presentation. 

Keep the house free of any potential distractions, such as pets, kids, phone calls, etc. Keep the emphasis on business and professionalism.

The SWAT Team
Now, here’s a crucial element in your PBR”s success: the SWAT team. SWAT stand for “Special Winning Attitude Team.” The ratio is 1:5-one SWAT team member for every five guests. These are both upline and downline people you personally select for their enthusiasm and ability to be with people. In short, winners from your SWAT team, ideally, is your sponsor or upline.

Your PBR Set-Up
Have a full product display, complete with back stock to be able to sell to your guests. Have brochures, reprints and any and all sales support material about your products or company available, too. If your company provides them, or if you have the kind of product that lends itself to trial size packaging, or if you have an item that can be demonstrated-have samples or demo units available.
Have a TV and VCR ready and set up to show your company video. If your company doesn’t have one, or doesn’t have a good one, use one of the “generic” prospecting videos that explain Network Marketing Sales.

The Presentation
Call your guests together in the room set aside for the reception. Thank everyone for coming. Tell them how excited you are about your new business. The final part you play here is to introduce your sponsor. He or she will conduct the rest of the meeting.

Your sponsor gives a 20-to 30- minute presentation about your business. He or she should focus on the company and the product line, and hit the high pints of the business opportunity. Then, show the company or generic video. Your sponsor ends by telling your guests how they can help you.

At this point, the formal part of the presentation is over. Turn on the music; break out the food and drinks-and put together your sponsor and SWAT team members with those guests with whom they’ll get along best.

Your sponsor and SWAT team will do the “selling” and “enrolling” for you. Again, your job is to convey your enthusiasm and excitement. Spread it around. Your excitement is contagious.

“SO, WHAT CAN I EXPECT from my PBR?”

It’s a number game. More than 30 people is difficult to manage. 20 is perfect.

The whole key here is to move product, NOT just to sign people up in your business. Of those 20 guests, between 80 to 100 percent will either purchase products or leave with trial size samples or a demo unit. This usually works out to 50/50 buy or try.

Remember, this is a Private Business Reception. Your guests expect to buy something. The percent who want to “evaluate” the product will take it home with the understanding that you’ll get back to them in a couple of days to learn what results they’ve gotten from using them.

The rule here is simple: EVERTBODY leaves with product to buy or try. I want product in all their hands! This generates a retail sales vase of immediate cash income at a high profit margin-and it’s from this group of satisfied customers that I’ll draw my new distributors.

I recommend that you offer all products at a discount at PBRs. This makes it special and adds a sense of urgency to purchase. Believe me, most of your guest will want to buy your products. A 10 percent discount off retail is enough. More is okay, too. It’s up to you.

Right then and there, or when you follow up within the following week, two to five of those 20 guests will be interested in the business. Although some excited folks will want to sign up on the spot, WAIT. Set up a separate appointment with them so that they understand the whole picture, so that you have the time to link up their goals with the possibilities of doing the business for them.

The best way I’ve found to approach theses appointments is two-on-one. Either by phone or in person, you and your sponsor meet with your interested prospect. Let your sponsor do the talking and questioning. This show your prospect how easy it is to do the business and how much support he or she will have when they begin to work with their people. It’s a powerful approach.

AS ALWAYS, FOLLOW –THROUGH is the key to success. Within 24 to 48 hours, get on the phone with all your guests all of them!

Thank them for attending your PBR. Tell them how much it means to you to have their support. Ask them how they like the products. Encourage them to use them in ways they haven’t thought of and help them get even better results.

Ask them what they think and feel about your new business. Ask if they can see how a business like yours might benefit them-might be just the thing they’ve been looking for.

If they’re not interested in the business, encourage them to use the products by sending them information about other products, news items, anything to keep you and your products in front of their faces.

Don’t forget to ask for referrals, too. Once they’ve been to your PBR, you can bet they know at least two or three people or more who would be interested in the products and learning about the business. Those” guests of your guests” will fill up your next PBR.

What do you do with those two to five folks who do get into the business? Immediately schedule their first PBR! Teach them how to make the invite calls, print the invitations, do the presentation for them and help them assemble their SWAT teams.

You can see how quickly and powerfully you can build an organization around this PBR concept. Imagine what would happen if you attended just two PBRs each week for two months!

I’ve had weeks where I’ve been to six of them a week-one every single night. Believe me, on the 20th of the following month all those nights out became very worth it!

The Private business Reception is the most awesome way to move products and build your business I’ve ever seen. Give it a try!
 

Ideas For Your Arbonne PBR

1. Follow Burke’s Script
 
2. New consultant (Sally Jones) welcomes guests, tells a little about her purpose for getting involved with Arbonne and what she is excited about, thank guests for supporting her and being at the reception. 
 

3. Sally introduces – Upline.  Upline – talks about the Company & Opportunity  (talk about Sally and what great things you see for her).
 

4.  Show the unique Synergy of the Nature & Science 
 

5.  Tell guests how they can support Sally:

• If you are interested in the opportunity we would love to have you on Sally’s team. We are looking for sharp Entrepreneurial types.  Maybe you know someone else for this is the right time and the right opportunity.
   
• Purchase products tonight. For being here to help us launch Sally’s new business you will be getting a 10% discount
   
• Book a product presentation and have the opportunity to get $200 worth of our fabulous products for only $40.

6. Thank them and invite those interested in the product to come and try on hands (this is where you will use your skin typing questionnaire) or taste the nutritional products. 
 
7. Mingle and enjoy the food.  Some of the guests will want to ask questions about the opportunity and get a sponsoring packet from you.  At this point the upline, Sally and SWAT team find out the different interest levels of the guests.

Information you will want to share
about the Arbonne opportunity:

Share a little about how you got involved with Arbonne.  Make sure your story includes your dream and your excitement for your new consultant’s dream (the person you are doing the PBR for).

NWM – how it works and why it is credible:
NWM is a form of distribution.  A way to get high quality products for a lower price to the end consumer.  Products that you can’t find in department stores. 

We have become a service-based economy.  A service-based economy depends on efficient distribution.  NWM is the easiest way for average people to get involved in this fast growing industry.

Robert Alan – Business Analyst and author of Creating Wealth says, “NWM is the wave of the future”.

Paul Zane Pilzer- world-renowned economist and Author of Unlimited Wealth – says “NWM sales will double every 3 to 5 years”.  The wellness industry is the next trillion-dollar industry and NWM is the vehicle to deliver the health message.

Robert Kyosaki – Multimillionaire, entrepreneur and author of Rich Dad Poor Dad – says “NWM makes you strong, gives you a great business education for free, it is an equal playing ground for those who want to create wealth, freedom and take back control of their lives.”

There are over 76 Million Baby Boomers in the United States.  They are looking for a quality of life that only freedom and money can give them.  They want to look good, feel good and they don’t want to age.

How does NWM fit into a baby boomers life?

1. Products and Service
2. People are leaving corporate America by the tens of thousands.
Why?

• Less work related stress
   
• More quality time with their families
   
• Security and safety

What does a Home-Based Business offer?

• Work when you want, with whom you want and where you want.
   
• Less commuting means more quality time with your family, less wear and tear on you and your car.
   
• Reduced costs – it is inexpensive to have a home-based business.
   
• Tax deductions.
   
• Starting a plan “B” is a good idea when there is so little security in corporate America.

Each day in the United States more than 3,100 jobs are lost due to downsizing.
47% of the companies that made up the fortune 500 in 1980 are no longer in operation today.

33% of the American workforce has a second job.

Americans are overpaying their taxes by 140 billion dollars each year.

Right now in the United States:

There are 12.2 Million sales people in NWM and the annual sales combined of all NWM companies are $26 Billion dollars.

The top selling companies are companies that provide:

• Home/family care products
   
• Personal care products
   
• Wellness products

Arbonne fits into all those categories.
Arbonne is the right company, right time, with the right people:
If you are interested in:  looking good, feeling good, creating a healthy and wealthy life for yourself this may be the company for you.

Arbonne is a 24-year-old company with a strong management team, experienced leaders and a product that has been the solid foundation for the exceptional business opportunity.

Arbonne enjoyed 100% growth last year and it is targeted to do the same again this year.

Tonight, I am going to go over a few of our products.  Please let me know at the end of the night if you have an interest in our company.  We have information packets for each of you (sponsoring packet).

I have a million dollar business and I am looking for a few other people who would like to have the same.

Or, I am working with people who have built million dollar businesses and my intention is to do the same.  We have a great training program and we are committed to taking your from start to success and we have the system in place to do just that!

To have a successful PBR, I recommend that you follow the guidelines below so that you know what to have on hand and what to say about the products.

I recommend the following articles here on my web site; you'll find it under the section called The 15 Step Presentation.

Display 3-Skin Care Sets 
Basic System, Anti Aging, Ultimate Woman
Handouts to go over that briefly show the Arbonne difference:

• Why ingredients are important
   
• Animal By-Products
   
• Skin Typing Questionnaire

These articles speak about the Arbonne difference.
The skin-typing questionnaire makes it easy to recommend the right products for each guest’s skin type.  (This is good to go over at the end of the presentation when guests are mingling.)
Display should include some nutrition and wellness products:
Nutrition – Bars, shakes, vitamin line, Prolief + PhytoProlief – have a couple of Dr. Lee’s books and a couple articles about HRT and women’s health awareness.

Talk about auto ship saving 20% on the Arbonne Bio – Nutria line.  If you decide to use our fabulous nutrition products, you can sign up and receive up to 55% on the Bio-Nutria line.

Bio Nutria and Arbonne’s other wellness products are the ultimate solution to health & well-being.

Given the chance, we would choose to take better care of ourselves. Arbonne Bio-Nutria gives you the opportunity to do just that, with convenient, effective products to improve your everyday lifestyle.

Health Line – Balanced Nutrition
Vitality – Weight Management
Fitness – Improved Performance
Longevity – Life Enhancement
Remedy – Natural Alternatives

Scientifically Advanced Nutrition Products
Developed for every stage of life, these nutrition, weight management, fitness, life enhancement and remedy products contain:

• The finest pharmaceutical grade ingredients
   
• Standardized botanicals and herbs
   
• Proprietary herbal blends that work synergistically with active components for optimal results
   
• All of Arbonne’s dietary supplements are formulated:
  To meet U.S. Pharmacopoeia (USP) disintegration time standards (30 minutes)
   
• Without colors, starch, yeast, caffeine, preservatives or salt
   
• To provide maximum absorption with highly bio-available ingredients

Other Items you will want to have at your PBR:
Sponsoring Packets “see What Is A Sponsoring Packet on website www.sandratillinghast.com”
Catalogs
Business Cards
Auto Shop Agreements
Consultant Applications

Results you can look for:

 Understanding in the opportunity
 Sign up to be a consultant
 Sell product
 Book Classes
 Ask for referrals