THE ABC RULE WHY DO WE NEED THE ABC RULE?

One of your key tasks in Santé is

sponsoring new business owners. As a new
The ABC Rule is one of the most powerful tools you can use to build business owner, you may not yet have the
your Santé business. It is used to provide credibility for a person, event business experience and credibility that your
or company. It is a way of building up, introducing and giving stature. Clients are looking for in a business partner.

An Advisor can be anyone from a new

business owner to a business owner
within a sponsorship line, a business How then do you get them to decide to sign-up
owner outside a sponsorship line, a and become a part of your organization? You
A member of the Executive Millionaires
Circle, a Hall of Famer, a mentor or a
practice the ABC Rule. By getting an Advisor
to speak on your behalf, with you acting as the
Bridge, you are able to help your Client make a
ADVISOR coach who will be speaking on behalf
of someone else about the business. well-informed decision to join the Santé business.
The Advisor is positioned as a credible
resource person who gives information
and advice that is beneficial to Clients.

From time to time, you may find yourself in this role as some business Another reason why the ABC
owners may ask you to be an Advisor to their Clients. Rule is needed, by both new and
exeperienced business owners alike, is
because of familiarity with Clients. Your
family, close circle of friends, former
A Bridge serves as a link between two people, schoolmates or even officemates may
in this case between the Advisor and the Client. not take you seriously.
The Bridge is responsible for building up the
reputation and credibility of the Advisor so that
the Client becomes interested, excited and
feels privileged to meet him. The Bridge is also B This is where having an Advisor
responsible for informing the Advisor about the BRIDGE
background of the Client so that the Advisor works to your advantage. Because
may tailor fit the advice he gives. On the day you have built up and introduced
of the meeting, it is the job of the Bridge to your Advisor as a credible source
introduce the Advisor and Client to each other. of information about the business,
your Clients respect him. They listen
closely to his recommendations. After
giving his professional advice about
the business, your Advisor now in
The Client is a prospect to whom the turn builds you up to your Clients as
business has been introduced or is the right person to sponsor them into
C about to be introduced. They are in need
of good advice to help them come up
with a well-informed decision to join the
the business. The respect that your
Clients have for your Advisor is now
CLIENT transferred to you because of your
business, try the product or do both. association with him.
HOW TO APPLY THE ABC RULE Personality Type

Reds have the ability to move from point A to point B. Getting things
done is what motivates and drives these people. They bring great gifts
of vision and leadership. They are rational thinkers and care more about
facts than theory or detail. They value time and guard it carefully. With
Reds, don’t waffle or ramble on. Don’t be vague as they like to get
straight to the point. They think of the big picture and are comfortable
taking risks. Reds are motivated by money so don’t be afraid to talk
about income potential and use large numbers.

Red Personality Type

STEP

01
Get to know your Advisor beforehand.
Talk to him/her in person and find out He has worked very hard to get to
about his/her background, success stories where he’s at and is very driven and
and positive qualities. focused on getting results. He is a
7-figure earner and is a Diamond
Executive Director in Santé.

Sample Tee-up spiel for Reds:

RELATABLE
ADVISOR
Yellows love helping others almost to a fault. They are very reliable,
honest, and really good listeners. Be as helpful as possible with
yellows. Take your time with them and make them feel valued. Yellows
are friendly and pleasant to be around. They are great at relationships
and very easy going. They don’t fret over details and money is not a big
motivation for them. However, how your product or company is helping
STEP

02
Choose positive and relatable qualities people is what matters most to yellows.
of your Advisor that you can include in
a spiel for your client. To know which
qualities of your Advisor are relatable to
your Client, you must first have an idea of Yellow Personality Type
your Client’s personality type.
Even though he is extremely
successful, he remains very humble
and continues to follow Sante’s
mission of helping people live better
lives because he just loves adding
value to others.
Note: Here’s a quick summary to help you understand personality
types. The personality color chart is divided into four main Sample Tee-up Spiel for Yellows:
colors: Red, Blue, Yellow & Green.
Blues are the life of the party. They love meeting new people and aren’t
shy about starting conversations with strangers. Blues are easy to
recognize because they talk a lot. Everyone they meet is instantly their
friend. Blues love to travel and go on adventures. Blues love to be in
action and don’t like to be bothered with facts and figures.
They are “big picture” people and don’t care about your company
details or product ingredients.

Blue Personality Type

STEP

03
He now gets to spend a lot of
time with his family which is
something he wasn’t able to do
before he retired from his job.
He also gets to travel a lot and
goes on many adventures.
Tee-up your Advisor to your Client before
they meet. Tee-up is another term for
build-up. Use the spiel that you have
prepared based on your Advisor’s positive
qualities and your Client’s personality
(refer to the sample spiel in step 2).

Sample Tee-up Spiel for Blue:

Make it a point to emphasize how privileged you are to be able to

spend time with your Advisor.

Greens are very analytical, cautious, skeptical, and conservative.

They are not big risk takers and are often times introverted. Give
a green personality type details, facts, and figures.They are great
problem solvers and know the answer to almost everything.

Green Personality Type

He has done extensive research
on this company and he knows the
products inside out. There’s not one
detail he doesn’t know about our
products, compensation plan or the
company. And he can definitely help
answer any questions you might have.
Sample Tee-up Spiel for Green:
STEP

04
Bring your Client to your Advisor and
introduce them to each other.

Note: If you don’t know what personality type your client is, then
bring in one of the key traits from each of the personality
types into your spiel. However, if you can easily recognize
your client’s personality type, touch on the points that your
client will be able to identify with.
 Sample Introduction
Script:
Santé Business Owner (YOU): I’m glad that we all have the chance to
meet today. John, I want to introduce you to Jeff. I know that Jeff has a
really busy schedule so to be able to get some of his time and have him
here with us is really exciting
Just to give you a background
(this tees-up your Advisor as on Jeff, Jeff used to be an
the expert and someone to anesthesiologist and he was able
value and respect). to retire from his job with the project
that we’re working on together.

Red Personality Type Blue Personality Type

Because his business is doing
He’s a 7-figure earner and
STEP

05
well, he can now spend a lot of Listen attentively to what the Advisor has
is a Diamond Executive time with his family and travel a
Director in Santé. to say. While the Advisor is speaking,
lot and go on many adventures. show that you agree with him by making
affirming gestures such as nodding your
head or making affirming statements such
Yellow Personality Type as, “Yes” or “That’s right”.

Even though he’s extremely successful, he remains very humble

and continues to mentor business owners like me who are just
starting out in the business. Whatever behavior you show will most likely be followed by your
Client. Finally, when your Advisor is done, thank him for his time and
move your Client onto the next activity.
Green Personality Type
He can definitely help answer any questions you might have.

Santé Business Owner (YOU): Jeff meet John. John meet Jeff.

Note: Always introduce your

Advisor first to your Client.
Here are some important tips on
how to maximize the ABC Rule: As you start out with your Santé business and work with your sponsor,
you will often find yourself acting as the Bridge between your Advisor
and your Clients. However, as your Clients sign-up and become new
business owners under your organization, you will have to function as
an Advisor to their Clients while they act as the Bridge. Remember that
1
Have a firm belief in what you say about your Advisor to
make it more sincere and credible. as the Advisor, you will have to build up the Bridge in return, so that the
Client will be confident to sign-up with him.

Start teeing-up your Advisor to your Client even before

2 they meet. This creates excitement on the part of your

Client to meet your Advisor. Once everybody is present,
tee-up your Advisor again to reinforce what you have just
Glossary
said earlier. The second tee-up will strengthen the position
of your Advisor as an expert and possibly even give him a
confidence boost. B
Business Owner

Whenever possible, inform your Advisor ahead of time an individual who purchases a Retailer Kit and subsequently the Business

3 about the background or personality type of your Client so

that the Advisor may prepare a sharing that is tailor fitted to
the Client.
Owner Activation Pack and is registered under the Santé business system.

Business Partners
Never tee-up the Client to the Advisor. A lot of people get business accounts or business owners under a specific Business

4 this part wrong. The initial focus should be on the Advisor

who is being built up as the figure of authority. If you tee-up
the Client he may no longer listen to the recommendations
Account or Business Owner respectively in the Genealogy as the
context requires. Also referred to as Downline.
of the Advisor.

P
5
Whenever possible, match your Clients to Advisors with Prospect
whom they have something in common - whether it be
their jobs, their family backgrounds, their educational a person considered as a potential customer or Santé business owner.
backgrounds or even hobbies. This makes the Advisor
more relatable to your Client, which in turn makes your
Client more confident to follow whatever recommendation T
the Advisor may have.
The ABC Rule
one of the most powerful tools a Santé Business Owner can use to build his/her

6 Never make things up or give false facts when teeing-up

your Advisor. This could lead to very awkward moments
later between the Advisor and the Client.
business. It is a way of building up, introducing and giving stature to provide
credibility for a person, event or for Santé.
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