INDEX
A to Z memory jogger, 46, 52–57, 90
“act now” incentive, 38
action, 121
agreeing with objections, 23–24
annual incentive trip, 70–71
appreciation phone call to host, 87
apprentice parties, 154
at-work party, 29
Bag Lady game, 169
bangles, 47–48
beauty personality, 124
beauty products, sales, 4
“book-athons,” 205
booking objections, responding to, 28–33
bookings, 42–57
calendar for business, 43–44
closing, 140–141
displaying at party, 58–60
games for, 158–163
letter to confirm, 104–105
marking dates for filling, 45–46
offer for scheduling, 48–49
opportunities, 49–50
phone calls to add, 46–48
reasons for, 62
referrals, 51–52
rewards for, 61
talking about, 60–68
breakaway managers, bonuses for, 6
business bags, 125
business, pride in, 80–81
business seminars, 3
calendar for business, 43–44, 110
explaining to guests, 128–129
marking dates for filling, 45–46
cancellations of parties, 45, 99–100, 190
preventing, 101
risk of, 61
car, brand logo on, 50
career women, as prospects, 75
cash flow, 17
catalog parties, 66
catalogs
holiday, 40
marking products in, 134
for outside orders, 98
celebration party, 39
change, 4
charities, fund-raisers for, 40
Chocoholic Delight game, 166
Christmas shoppers, 40
clutter, 115
coaching host
keys to productive, 103–104
pre-party, 119
step-by-step, 86–103
commission on sales, 6
company, talking about, 73
compensation plan, 5
multilevel structure, 6
compliments
for host, 151
for prospects, 24
connecting, 22
consultant, as leader-in-training, 195
contacts list, building, 46
costs, 6
of host rewards, 191–192
of starting business, 28
creativity, 36
customers
being your own best, 35
connecting with, 22
e-newsletters to, 50
relationships with, 184
Deal or No Deal game, 159
relationships, 186
Direct Selling Association, 15, 195
directions
clarity of, 198–200
to host’s house, 117
discipline, 22
display at party maximum effect, 114
setup, 118
dreams, 78
e-mail, 103
e-mail address, 149
e-newsletters, 187
to customers, 50
earnings growth, opportunities, 11
earnings per party, 27–28
Emergency Room game, 175–176
empathy, 24–26
entertainment, 123–124
vs. high-pressure sales pitch, 25
excuses, 14
exit strategy, planning, 12
expectations, 196
expiration date, for vouchers, 185
extravagant claims, 31
Facebook, 188
failure rate, of small businesses, 17
family, 117
Fascination game, 174
Fast Finger game, 172
“Fast Start” rewards, 198
feedback, for new consultants, 200
first impressions, 127–128
follow-up, 184–192
free shipping, voucher for, 185
friends of guests, inviting, 97
fund-raisers, 40
Game Show game, 177
bookings, 158–163
on sales, 169–172
for sponsoring, 164–168
team meetings, 172–178
Getting to Know You game, 171
gift bags, 59–60
see also party bags
of host, 94
for party, 109
and perseverance, 196
Gotcha game, 166–167
guest list, 89–90
guests
contacting those unable to attend party, 186
host’s information about, 119
including friends, 97
individual time with, 144–149
number for party, 86
reminder calls to, 99
high-pressure sales pitch, vs. enthusiasm, 25
hobby, business as, 42
holiday catalog, launch of, 40
holidays, 44
host pack, 59–60
see also party bags
Host with the Most game, 171–172
hosting parties, 35
hosts, 84–106
appreciation phone call to, 87
guest list, 89–90
pre-party coaching, 119
questions for, 87
questions from, 93–94
recruiting, 152–155
rewards for, 5, 60, 88–89, 133, 150–155
step-by-step coaching, 86–103
thank-you gift for, 128
Icebreaker game, 164–166
I’m a Celebrity game, 170–171
In to Win game, 173
incentives, 45
“act now,” 38
income gap, 78
Independent Consultant Agreement, 142, 195
information, organizing, 190
Introductions game, 174
invitations, 36
mailing, 93
personalizing, 85
for sponsoring, 142
suggestions for, 96
timing for, 90
inviting questions, 26
isolation, of small business owners, 17–18
kindness, 122
success, 36–41
leadership, seven golden rules, 194–207
learning, 122–123
Left, Right, Left game, 167
location, for launch party, 36
long-distance sponsoring, 70
long-term goals, 13
long-term relationships, 103
Lucky Dip game, 158
marketing to groups, 3
new consultants, 199
moms, as prospects, 75
multitasking, 17
Mystery Envelope game, 158–159
mystery-host party, 38
name tags, 113
National Convention, 70
networking, 16
new customers, 43
no-shows, decreasing, 85
notebook, for stories, games, anecdotes, and questions, 127
numbers, working, 194–195
objections from prospects, 23, 27–28
handling, 23–28
observation party, 200
offering concerns, 27
online party, 40
open-ended questions, 79
open house, 29
opportunity nights, 3
organizing, 16–17
Order and Win game, 169
encouraging, 145–147
outside party, 98
pre-party, 92
overselling, 133
paperless communication, 192
paperwork, organization, 84
parties
closing, 140–143
meet-and-greet time, 126–127
preparation for, 117–118
presentation time, 127–139
scheduling, 204
themes for, 38–40
variety in, 64
see also Launch Party
party bags, 59–60, 110–111, 125, 128
contents, 84–85
party-crasher party, 39
party-in-a-bag, 29
party plan business, 1
benefits, 2
reason for not starting, 70
Party Planners Ph.D. game, 176
party supplies, 110
Pass the Parcel game, 161–162
pens for guests, 129
Perfect Party game, 174–175
performance review, 181–183
perseverance, 4
personal endorsement, 133
phone calls
to add bookings, 46–48
appreciation to host, 87
for coaching hosts, 86
on customer satisfaction, 185
fourth coaching call, 102
host to guests, 103–104
for party invitation, 90
second coaching call, 95
third coaching call, 98
planning, 44–45
Play Favorites game, 177–178
playing, 121
postcards, 50
postponement of parties, 45, 48, 99–100
pre-party orders, 92
preparation for party, 117–118
presentations, polishing, 181
pride, in business, 80–81
priorities, 44
proactive manager, 202–203
professional contacts, 165
profit, 125
prospects, 112–113
questions from, 23, 30–33, 137–139
questions to reveal, 139
Purse Scramble game, 168
questions
from host, 93–94
for hosts, 87
from prospects, 23, 30–33, 137–139
sharing stories, 130–132
see also sponsoring
rejection, 52
relationships, 121–122
reminder calls, to guests, 99
restaurant parties, 66
review of performance, 181–183
reward coupons, 61
rewards, 150–155
for bookings, 61
for bringing friend, 102
“Fast Start,” 198
for hosts, 5, 60, 88–89, 133, 150–155
for referrals, 51
sales, games on, 169–172
sample letters
to confirm booking, 104–105
thank-you to host, 106
school vacations, 44
scripts, 21
selling as art, 21–34
sensory experience, 116
“shared host” parties, 65
sharing, 16
short-term goals, 13–14
Show and Share game, 175
showcasing business, 136–137
skin care products, 133
small businesses, failure rate, 17
socializing, 120–121
SPARKLE! for parties
socializing, 120–121
playing, 121
action, 121
relationships, 121–122
kindness, 122
learning, 122–123
entertainment, 123–124
barrier to, 71
in black-and-white terms, 74
focus on prospects, 72
follow-up, 82–83
games for, 164–168
invitations for, 142
as matchmaking, 74
of new consultants, 197
opening doors to business, 75–77
questions for prospects, 78–80
sharing business, 81
simple message, 82
talking about company, 73
talking too much, 73
star dates, 129
encouraging booking, 46
in display, 114
starting business, costs, 28
stickers on calendar, 45–46
Suggestion Box game, 176
Take a Chance game, 160–161
tax breaks, 5–6
games for, 172–178
team name, 204
Team Tic-Tac-Toe, 172–173
technology, 206
thank-you gift, for hosts, 128
thank-you notes, 38, 85, 184–185
sample letters, 106
themes
for display, 114
timing
for party, 112
for party invitation, 90
Toastmasters, 25–26
top-down close, 34
training bonuses, 6
travel time, 118
trips, annual incentive, 70–71
True or False game, 174
VIP Customer Club, 146, 149, 186–188
VIP Host Club, 189–192
voucher, for free shipping, 185
walking the talk, 194
encouraging customer use of, 145, 188
“Host-of-the-Month” photo on, 189
Webinars, 70
What Am I game, 177
What’s in Your Bag game, 168
Who Am I game, 169–170
wish list
of guests, 110
women
abilities, 15–17
in business, 17
business inequalities, 7
as party planners, 15
You Guessed It game, 159–160