Twenty/Twenty:
One Giant Leap

While the era of lunar exploration has long since passed, people around the world can recall their dreams, their sense of exploration, and their ideas of what’s possible expanding when Neil Armstrong took his “one small step” on the moon more than 30 years ago. The Apollo 11 project showed the world we aren’t finished with harnessing our potential to find new territory and accomplish unprecedented goals.
Throughout Canada and the United States, Marketing Executives are discovering the power of 20/20 as a “small step” for them and a “giant leap” for their businesses. Achieving Director is now a mere stepping-stone for quick starters who prefer to leap over it on their way to 20/20, and it’s easy to see why.

By the Numbers
Twenty/twenty serves as a booster rocket for your income, giving an extra thrust that can make a big difference when your check arrives. The exciting difference between having enrolled 19 customers and 20 is a raise from 14 to 20 percent of your customers’ product point purchases.

What exactly does that mean?

At first glance, you might think that merely means the monthly residual income from 20 customers ordering 50 product points ($70)*. But the truth is that your 20/20 raise amounts to much more than that: the typical Director who is not a member of the 20/20 Club earned approximately $155.74 in April 2007. Contrast that with the 20/20 Club Director, who earned an estimated $303.35 during the same period—almost double the amount! Compare the average income of non-20/20 Directors V ($428.60) and 20/20 Directors V ($1,191.93) and you’ll see the gap continues to widen at higher statuses.

The contrast between 20/20 Club members and those who are not becomes more pronounced when their organizations are laid side-by-side: 20/20 Club members from Directors to Directors V have more than twice as many personally enrolled customers and nearly twice as much Personally Enrolled Group and Organizational Volume. That means when they advance to new statuses, they receive advancement bonus checks nearly twice as lucrative as their non-20/20 Club peers. They also achieved higher statuses in their initial six months—meaning they advanced more quickly—than did the non-20/20 Club Marketing Executives.

Crossing a New Horizon
As well as the financial benefits, achieving 20/20 makes a statement to your organization: you’re willing to do more than the minimum. That statement sets a new expectation for those you enroll, and setting the expectation gives you lasting rewards.

“It enables you to lead from the front and say, ‘I enrolled 20 in my first two months,’” says Executive Director IV Kristina Ladd. “If your new business builders hear you say that, they’ll follow your example and achieve 20/20 just as fast. It’s really a baseline for anybody who wants to start a business. Really, a true Director comes with 20 personals.”

Achieving 20/20 is like taking a step on the moon—your team members will follow when they see what’s possible. Seeing what you’ve done, they’ll realize it’s no more difficult for them.

“It all depends on a person’s mindset,” says Senior Director IV Carlene Myrie, who has 20/20 Club members in four of her seven generations. “When I started building a business, I told people about Director, and they said, ‘Wow, eight customers? That’s a lot.’ The limitations are all in your mind. If you can help someone get to 20, it gives them more confidence; they say, ‘Hey, I can do this.’”

Even if you didn’t start out with 20/20 in your first month, enrolling 20 customers in two months or less is something that will break new ground for your organization as it did for Executive Director VII Linda Potter’s team:

“We made [a commitment to enroll 20 customers in a month] at around the 17th of that particular month. We had only three personal enrollees at the time,” she says. “Just to show everyone it could be done, we finished the month with 20 new personal customers. The next month, we enrolled another 17, and then a few months later we enrolled more than 20.”

Linda turned the focus back to her teammates and issued a “20/20 challenge” for them to enroll 20 customers in the months that followed. By planting the suggestion in your new business partners’ minds and setting the example, you can enable them to redefine the term “impossible.”

Stability
Reaching 20/20 gives you a solid business.

“A 20/20 Director is a solid Director,” says Executive Director IV Yanique Leslie. “Anyone with less than 20 customers we call a ‘partial’ or a ‘baby’ Director. Having 20 is the only way to build a solid business. It protects your status, so you’re not falling in and out of Director status every month.”

Directors who have only the minimum eight personally enrolled customers face the stress of losing their Director status anytime a customer debates cancellation. Executive Directors whose Directors are not 20/20 Club members have to worry about those Directors falling out of status, something Kristina Ladd calls “the teeter-totter effect.” Twenty/Twenty Club members (and the team members relying on them) don’t need to worry about being “held hostage” by vacillating customers or Directors.

“I tell my newly enrolled leaders, ‘Officially, eight personal customers makes you a Director, but we’re going to concentrate on 20,’” Kristina says. “Don’t quit working with those personal enrollments. I hate it when they stop at eight or nine. Those who stop with eight customers eventually drop down to seven or six, and then they’re done. Really, a true Director comes with 20.”

The simple act of helping your personally enrolled leaders reach 20/20 creates an established business foundation that will last a lifetime.

Leadership

Enrolling 20 customers gives you a deep pool from which you can draw leadership, and it allows you to identify those leaders more quickly. Serious business builders stand out sooner as they duplicate 20/20 in their own personal businesses. It’s no surprise, then, that 20/20 Club members are eight times more likely to have Directors in their businesses than their non-20/20 counterparts.

Enrolling 20 allows you to better communicate your vision for the future of your organization more clearly. As Kristina Ladd says, “Those who push 20/20 are getting the bigger picture,” and an understanding of the bigger picture is an invaluable asset.

“I’ve been able to find some really great business builders fast, and they aren’t recruits from other businesses,” says Director III Kristi Smith who earned more than $1,500 in her first two months by enrolling 20 Preferred Customers.

Achieving 20/20 gives business builders a glance at the potential of the Compensation Plan, and that glance is often enough to help them start dreaming.

“Something happens with leaders who start off with 20/20,” says National Vice President Nathan Blanchard. “Somewhere between eight customers and 20, the light comes on.”

With the big picture illuminated, the 20/20 Club sees Melaleuca’s Compensation Plan for what it really is: a rich and rewarding adventure.

The saying goes, “Every journey begins with a single step,” and there is no better first step for your Melaleuca business than 20/20. Achieving 20/20 sets an enduring foundation every business should be built upon and fosters dynamic leadership every successful business will need.

Critical Business-Building Activity Seven dictates that you “Lead by Example.” The clearest, simplest way to do accomplish this task is to renew your membership in the 20/20 Club. Regardless of your status or which awards you’ll be winning at Convention next month, recommit yourself to accomplishing this task in your personal business, and be prepared to reap the rewards for a lifetime.

* All income amounts in US dollars.

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