Newsletter Week 5 2011

E1 - We set the standard: Higher, Faster, Stronger
2011 Week ending 16th of July
Newsletter
E1 - Excellence & Execution
Advanced Sales for everybody

Tuesday, Thursday & Saturday 6:09AM local time 1-760-569-7676 passcode = 869630# To listen again: 1-760-569-7699; passcode = 869630#
Mort Call for everybody

Sunday 4:00PM CST (Central Standard Timeask your SM) 1-712-432-1001 passcode = 440597007# To listen again: 1-712-432-1011; passcode = 440597007#
Technical Tips
TOP NOTCH INTRODUCTION
Here are four important points to help you really break loose with your production. It's all about connecting with people to turn sit-downs into sales. 1. Make sure when you go in the home that you are using the people's names that you are talking with. Everyone likes to be called by their name. You might say something like "Mrs. Jones, is it Cathy?" Then you can use their first name from that point forward. 2. Remember to always connect your names. In your introduction, make sure you are showing your pre-approach pad and order books to find out who else they know in the area that has purchased books from you or your roommates: I guess there are so many names because parents out here are as education conscious at home as they are in school. By the way, you should make sure you have copied all your roommates' customers and names on to your name and grade folder also, as well as the names of people who purchased the books in previous years. 3. Always compliment them on how education-conscious everyone seems to be in the area. 4. Remember to use this right before you start your demonstration: "Cathy, I think the reason I am having such a great summer is that all the kids have homework. When they have homework, they all get stuck. It seems that parents can't always help. The reason I am having such a great summer is because these books do. After youve taken a good look, dont feel bad if you want to say no; please just let me know a simple yes or a big fat no. Having a simple and exciting introduction is one of the most important parts to your summer production.
Are You a Peddler or a Professional ??

1. What is the name of the school district you are working? 2. How many schools (public and private) are in your area and can you name them all? 3. Have you collected the names of all the teachers in the public grade school, middle school, and high school and written their names on the inside of your name folder? 4. Do you know what is being taught in each grade? What are the 5th graders doing in Science class? Who is the toughest Math teacher at the high school? 5. Are you working school district by school district? 6. Professionals lead the sales process and let the customer make the decisions, peddlers wait for validation from the prospect. Are you leading the sale or waiting for validation? 7. Professionals use names and third person testimonials to sell, peddlers do not. 8. When you approach a house and don't get in, do you get mad or do you become your own coach and ask yourself: Was I relaxed? Did I speak slowly? Did I use names? Did I smile? Did I second approach? Did I Door-Demo to get a Sit-Down? Did I mention itd take 5 mins and promise to leave them in a good mood? If you did all these, then FIMO (Forget It, Move On) 9. Professionals use positive affirmations and make a conscious effort to control their attitude, peddlers do not. 10. Professionals are constantly striving to improve. Do you spend ten minutes each night reading your sales talks or sales manual?
11. Professionals take pride in getting excellent pre-approach so that they don't miss any prospects in their area. 12. Professionals work call backs twice a day. Once in the morning on their way to work and again on their way home at night. 13. Professionals know exactly where they are going to work each day, peddlers do not. 14. Professionals have specific daily goals, peddlers just go through the motions and do their best. How many customers are you trying to get TODAY? Remember to concentrate on controllable goals and fill them out on your weekly report. 15. Peddlers give a monologue and talk at people. Professionals make their presentation a dialogue by asking lots of questions and letting prospects talk. In your demonstrations today, who did most of the talking, you or Mrs. Jones? (The talker is the buyer either they talk and buy your books, or you talk and buy their excuses / objections) 16. Professionals are extremely knowledgeable about their products. How much time have you spent looking through the books you sell? Are you showing new things in your demonstration to make it more fun? Are you spending five minutes a day getting familiar with your books? 17. Professionals are service minded; they think about their customers and how they might be able to help them. Peddlers think about themselves and what they want.
18. In your pre-approach do you find out what time the family is usually home or what color car to look for in the driveway to increase your chances of catching the mom home, or do you just go door to door? 19. Are you thanking every person that looks at your books or that gives you preapproach, or are you forgetting to do that? 20. Professionals take the time to fill out every space on their name folder because every blank space has the potential to cost you money. Peddlers don't bother staying organized; it takes too much effort. 21. When you run into Southwestern books in your area, peddlers seize the opportunity to complain while professionals realize the opportunity to get written testimonials in their samples to help with future sales. Professionals also realize that they are talking with a buyer and they show more books. 22. Professionals are familiar with all their products, not just the lead product. 23. Professionals answer objections before they come up. When you get an objection, ask yourself, Did I try to discuss that concern with the prospect in the introduction? If not, thats o.k., just make sure you cover it at the next house. 24. Peddlers make the same mistakes over and over. Professionals make mistakes then take actions to correct them. 25. Peddlers like to follow Student Managers so that they can take a day off. Professionals see it as an opportunity to learn. 26. Professionals understand the critical importance of being a great roommate. 27. Professionals say positive affirmations between houses. Hey, that one was already mentioned! Professionals understand that repetition sells, besides that one was the most important!
6 E1 - Excellence & Execution
Hours
Tambet Tallo Aleksandr Senigov Anep Perlov Ilja Shmarjov Lauma Zarina Mihkel Vetemaa Anna Irjas Anna Vilane Darta Sice* Elen Tsopp Janno Jrgenson Liisa Maria Loke Mari Saviir Toms Veza Veiko Tamm Aleksei Panov Alice Kallas Carolina Laos Erki Kukk* Filipp Vinograd Harri Aro Janno Enno Jekaterina Rmmel Jelena Proskurina Joosep Snajalg Karel Kiv* Karel Sootalu* Kristel Tuul Kristin Krv Maarja Varis Mihkel Leis Priit Mrtin* Priit Rinken Sandra Janekalne Targo Holsting* Valter Aro Aira Praakle Anni Tani Anni Katkosild Annika Kirsime* Artur Schotter 89 87 87 87 87 87 86 86 86 86 86 86 86 86 86 85 85 85 85 85 85 85 85 85 85 85 85 85 85 85 85 85 85 85 85 85 84 84 84 84 84 Birgit Toompuu Hannula Katrin Pandis Heigo Kriibi Iskander Ahmet Jana Schmidt Janar Ojaste Julia Zamatajeva* Kadri Koort Karl-Gustav Tamberg Kati Tamm Katre Kiv Kaur Tuttelberg Kelly Kruup Kerli Toming Kertu Biene Kinne Tonnison Kirk-Marius Kukumgi Kristina Malukaite Kristjan Ploompuu Kuldar Kongo Liana Lodi Liis Variku Liis Kukk Malle Seppor Marcus Puhke Marek Arru Marie Naggel Marleen Saat Mart Roben* Raul Kerme Raul Metsva* Remo Jeorg* Sergei Metlev Silva anin Tanel Karu Timo Aleste* Aija Ulmane Aiki Otsalt Aime Klooren* Andrei Koltenko Anu Ilves 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 84 83 83 83 83 83 Artjom Fraiman Arturs Cestnovskis Aurimas Peseckis Carina Paju Danute Maciulaityte Deivi Sarapson Eerik Sare Elo Sinisaar Elsa Sepping Epp Sinisaar* Ernst Tnisson Eva Perejainen Eva-Liisa Viilma Evert Alba Gerda Rand Grete Ruberg* Gustav Liblik Hannes Meorg Hans Kullama* Helena Kase Helina Kiviselg Inge Suviste Jaanika Aasa Jana Poln Kathriin Karus Kristiina Toom Laine Kaleja Liina Bljahhina Liisi Tani Maarja Kasevli* Maria Nuudi Maria Soome Markus Meimer Martin Raadik Merilin Tali Paulius Simutis Pille Riin Aasa* Rainer Orro Reet Veskioja Rosmarii Rosenthal Stina Sistok 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83 83
10
Tnis Erissaar Tnis Pldsaar Triin Junkur Triin Toom Veiko Tell* Agris Kalnins-Kalnmalis Aive Praakle Anu Rieberg Ardo Pinna Birgit Remikll Deniss Karamshkin Elina Belija Elinor Vutt Elis Jaanson Erik Perlin Erki Veiko Erle Pvi Esther Kukk Halliki Aasme Hanna Aruoja Helena Hain Jan Poznahirko Jrgo Jrving Johannes Saar Julia Polujanenkova Kaari Lind Kaia Metsmaa Kairi Hunt Katre Tamm Katrina Meorg Ken Mllo Kerttu Kompus Kerttu Karon Kristaps Ruska Kristi Jeorg Kristin Paas Laura Urnieziute Lauris Plume Liisi Sarap Madara Jakobsone Madis Raud* Madli Remmelkoor* Marge Prn Margit Saidla Margus Mlder
83 83 83 83 83 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82
Maria Grigorjeva Marian Vares Marion Kauber Martin Kiiskla Meelis Mikiver Merily Keskll Merit Holm Niina Maslovskaja Ottomar Tamm Paula Rapp Peteris Rozenbanks Rauno Leets Rytis Neniskis Sigrid Saare Tanel Kobrusepp Tanel Jppinen Tanel Aruoja Tnu Hiielaid* Teele Tuuling Tomas Paulius Ulari Teder* Agne Andrikyte Aleksandra Poluskova Alina Sokalska Allar Teder Anna Bstrova Anni Paumees Annika Prt Anrijs Simkus Ave Rni Brian Randall Christian Anderson Doris Viikholm Edgaras Bomblauskas Egle Rapalyte Evita Bole Fred-Erik Starkov Gerly Tuur Hannes Tammik Helena Fjodorova Ieva Matuseviciute Imbi Helm Indrek Kuusk Indrek Harjak Ivo Lobjakas
82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 82 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81
Janek Kiss Jrgen Sahtel Kaarel Sarap Kaarel Kork* Kadi Mikson Kadri Jgi* Kadri Hunt Kaidi Eelmaa Kaili Arnus Kaire Saarep Kairit Rebane Kaisa Karron Karin Ploom* Karina Naumova Kaspar Peek Katrin Kiviselg* Katrin Ktt Ktlin Kttis Ktlin Rohtlaid Krista Puur Kristin Johannes Kristin Kriibi Kristina Daucionaite Kristina Grityte Kristina Einlo Laura Galdikaite Laura Meimer* Lauryna Serapinaite* Liisi Jantra* Lina Strumskyte Linas Caikinas Maarja Jgi Maarja Vendel Madis Pajo* Magnus Kiiskla Maiu Vares Mari Moora Mari-Liis Kokka Marius Zaleckis Mattias Pilv Mihkel Moosel* Nele Rmus Olavi Must Olev Pihlakas Oscar Lange
81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81
11
Ott Riiel Pille Pajoma Priit Priimgi Raili Kivisalu Raivis Bondars Ranol Kasevli* Reimo Rattur Robert Unga Saile Mgi Sanita Aldina* Siga Jasiute Siim htid Simas Grigonis Tanel Liiva Tnis Suitslepp Triin Ilves Triin Vendel Triinu Saan Triinu Pihlak Ugne Zitineviciute* Vahur Olado Vytautas Geguzis Ahmet Karavar Anastassija Tunjukina Andrius Pelegrimas* Anna Kougija Anneli Uudekll Artur Sirkel Chris Uibopuu
81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 81 80 80 80 80 80 80 80
Diana Jekabsone Eva Treifelde Giedrius Liutkevicius* Gitte Reimann Gytis Perevicius Harry Ksk Heili Rea Lapsanit Helin Ilume Iveta Millere Janis Elpers Juhan Toompuu Julija Ivinskyte Jurate Sirvydyte Justas Lescinskas Juste Pranckeviciute Kairit Kraudok Kati Rattasepp Kerli Kanniste Kristina Sulger Ladislav Marsik Laima Paskauskaite Linda Zarina Lukas Breznican Maarja Ktt Madara Zute Madis Pldsaar Mardo Soo Maris Mger Markko Salume
80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80
Matej Opet Matiss Breikss Metra Kupruka Milan Alaxin Mirko Kruusma Modestas Zalimas Nadeda Glukova Natalja Jermolina Oleg Adamson Priit Paal Rene Ollino Rima Meskelinuaite* Sergei Zunajev Sergey Domnin Siim Truusalu Siim Our Siim Keskpalu Tnis Kattai Teele Sarapuu Tiiu Vaher Timo Rohula Toomas Pihl Velta Vuskane Veronika Kunikova Viktorija Silicka Vytautas Dalibagas Vytautas Mikalajunas
80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80 80
12
Calls
Kristina Malukaite Agris Kalnins-Kalnmalis Kadri Koort Artur Schotter Erik Perlin Erki Veiko Indrek Kuusk Kristiina Toom Marleen Saat Marian Vares 367 358 357 353 333 331 329 327 325 323 Katre Kiv Evert Alba Kadri Hunt Maarja Jgi Kertu Biene Karin Katsan Veronika Kunikova Paula Rapp Peteris Rozenbanks Anni Tani 321 320 319 318 317 314 309 307 307 306 Merily Keskll Raili Kivisalu Triinu Pihlak Jan Poznahirko Anni Katkosild Stina Sistok Niina Maslovskaja Karlis Miculis 306 306 306 305 304 303 300 300
13
Demos
Marian Vares 250 demos
Gerda Rand 245 demos
Tambet Tallo 240 demos
Anna Irjas 238 demos
Jan Poznahirko 233 demos
Denisa Chladekova Indrek Kuusk 226 demos 229 demos

Liisa Maria Loke Ugne Zitineviciute* Maarja Jgi Kristel Tuul Eerik Sare Katre Tamm Evita Bole Metra Kupruka Madli Remmelkoor* Veronika Kunikova Lauma Zarina Sergei Metlev Karl-Gustav Tamberg Toms Veza Helena Hain Maria Nuudi Janno Enno Kelly Kruup Kertu Biene Kristina Malukaite 210 210 207 206 206 206 206 206 205 205 204 204 203 202 202 201 200 200 200 200
Kadi Tobreluts 217 demos
Carina Paju 212 demos

200 199 199 199 199 199 199 199 198 198 198 198 198 198 198 198 197 197 197 197
Kristin Krv 211 demos

196 196 196 196 195 195 195 195 195 194 194 194 194 193 193 193 193 193 193 193
Merit Holm Aleksandr Senigov Ilja Shmarjov Elen Tsopp Anni Katkosild Artur Schotter Malle Seppor Inge Suviste Kadri Koort Deivi Sarapson Ken Mllo Kristi Jeorg Karina Naumova Magnus Kiiskla Sergey Domnin Dominykas Speicys Kinne Tonnison Marie Naggel Liisi Tani Gitte Reimann
Kristiina Toom Maarja Kasevli* Elis Jaanson Ktlin Kttis Kirk-Marius Kukumgi Marek Arru Epp Sinisaar* Imbi Helm Laima Paskauskaite Carolina Laos Kerli Toming Agris Kalnins-Kalnmalis Ugnius Svilpa Birgit Toompuu Arturs Cestnovskis Elsa Sepping Birgit Remikll Indrek Harjak Pille Pajoma Harry Ksk
14
Aleksei Panov Alice Kallas Annika Kirsime* Heigo Kriibi Liis Kukk Aija Ulmane Gustav Liblik Anu Rieberg Aleksandra Poluskova Kadri Hunt Raili Kivisalu Sanita Aldina* Kerli Kanniste Nadeda Glukova Tnis Erissaar Anni Paumees Kaisa Karron Jurgis Kuksa Taavi Kivimaa Aira Praakle Liis Variku Remo Jeorg* Helena Kase Merilin Tali Ave Rni Christian Anderson Karin Ploom* Lina Strumskyte Juhan Toompuu Justas Valantinas Silva anin Elo Sinisaar Stina Sistok Erki Veiko Paula Rapp Helena Fjodorova Kristina Daucionaite Oskars Muiznieks Darta Sice* Veiko Tamm Joosep Snajalg Eva-Liisa Viilma Margus Mlder Janek Kiss Saile Mgi
192 192 192 192 192 192 192 192 192 192 192 192 192 192 191 191 191 191 191 190 190 190 190 190 190 190 190 190 190 190 189 189 189 189 189 189 189 189 188 188 188 188 188 188 188
Ladislav Marsik Sandra Janekalne Iskander Ahmet Tanel Karu Reet Veskioja Madis Raud* Reimo Rattur Tnis Kattai Mihkel Vetemaa Hannula Katrin Pandis Kaur Tuttelberg Jana Poln Halliki Aasme Brian Randall Kaarel Kork* Kristina Grityte Robert Unga Anna Kougija Helin Ilume Iveta Millere Oleg Adamson Siim Truusalu Kaspar Kork* Kristiina Hein Hannes Meorg Merily Keskll Ottomar Tamm Rauno Leets Annika Prt Hannes Tammik Kaire Saarep Siim htid Triinu Pihlak Ieva Alisauskaite Maarja Varis Anni Tani Tnis Pldsaar Lauris Plume Fred-Erik Starkov Gerly Tuur Kairit Rebane Kaspar Peek Linas Caikinas Ott Riiel Tnis Suitslepp
188 187 187 187 187 187 187 187 186 186 186 186 186 186 186 186 186 186 186 186 186 186 186 186 185 185 185 185 185 185 185 185 185 185 184 184 184 184 184 184 184 184 184 184 184
Kairit Kraudok Matiss Breikss Sandra Fride Liva Mikelsone Mihkel Leis Priit Rinken Marleen Saat Artjom Fraiman Evert Alba Maria Soome Triin Toom Anna Bstrova Ktlin Rohtlaid Tanel Liiva Triin Ilves Polina Srjanaja Tomas Michalik* Janar Ojaste Johannes Saar Margit Saidla Nele Rmus Janis Elpers Juste Pranckeviciute Mardo Soo Teele Sarapuu Velta Vuskane Karin Katsan Ugne Cesnaviciute Jekaterina Rmmel Katre Kiv Julia Polujanenkova Peteris Rozenbanks Rytis Neniskis Kaidi Eelmaa Maarja Vendel Eva Treifelde Jurate Sirvydyte Kristina Sulger Priit Paal Harri Aro Targo Holsting* Jaanika Aasa Erle Pvi Esther Kukk Niina Maslovskaja
184 184 184 184 183 183 183 183 183 183 183 183 183 183 183 183 183 182 182 182 182 182 182 182 182 182 182 182 181 181 181 181 181 181 181 181 181 181 181 180 180 180 180 180 180 15
Kadi Mikson Priit Priimgi Raivis Bondars Kati Rattasepp Sergei Zunajev Siim Our Edgaras Drozenao Kristina Gabrilaviciute
180 180 180 180 180 180 180 180
16
17
Sitdowns
Marian Vares 129 SDs Kadi Mikson 127 SDs Gerda Rand 120 SDs Tanel Karu 119 SDs Carina Paju 117 SDs
Kuldar Kongo 116 SDs
Paula Rapp 115 SDs
Tambet Tallo 114 SDs

113 113 112 111 111 111 111 110 110 109 109 108 108 108 107 107 107 107 107 107 107
Elinor Vutt 114 SDs
Katre Tamm Heili Rea Lapsanit 114 SDs 114 SDs

106 106 106 105 105 105 105 105 104 104 104 103 103 102 102 102 102 102 101 101 101 Ilja Shmarjov Kristel Tuul Hans Kullama* Targo Holsting* Birgit Toompuu Kati Tamm Katre Kiv Jan Poznahirko Aleksandr Senigov Mihkel Leis Artjom Fraiman Kaspar Peek Aurimas Peseckis Janek Kiss Oskars Muiznieks Veiko Tell* Martin Ligema Liina Bljahhina Anu Rieberg Elis Jaanson Teele Sarapuu 100 100 100 99 99 99 99 99 98 98 98 98 97 97 97 96 96 94 94 93 93
Elsa Sepping Ktlin Kttis Janno Enno Arturs Cestnovskis Tanel Kobrusepp Helena Fjodorova Kadi Tobreluts Kristin Krv Maarja Kasevli* Jrgo Jrving Olev Pihlakas Kertu Biene Epp Sinisaar* Eva Perejainen Alice Kallas Marie Naggel Kaari Lind Kaili Arnus Katrin Kiviselg* Madis Pajo* Kristiina Hein
Carolina Laos Tanel Aruoja Allar Teder Anna Irjas Liisa Maria Loke Annika Kirsime* Kaur Tuttelberg Helin Ilume Aive Praakle Kristin Paas Ranol Kasevli* Aira Praakle Malle Seppor Erki Kukk* Sandra Janekalne Hannula Katrin Pandis Marleen Saat Taavi Havre Mari Saviir Maria Nuudi Triin Toom E1 - Excellence & Execution
18
Karl-Gustav Tamberg Helena Kase Tanel Jppinen Magnus Kiiskla Jaanika Aasa Kristiina Toom Laura Galdikaite Kristi Raudsepp Priit Mrtin* Rainer Orro Indrek Kuusk Katrin Ktt Karin Katsan Dominykas Speicys Darta Sice* Erle Pvi Sigrid Saare Mari Moora Anna Kougija Lukas Breznican Kinne Tonnison Merit Holm Anneli Uudekll Remo Jeorg* Maria Soome Kairi Hunt Madli Remmelkoor* Ulari Teder* Triin Ilves Vahur Olado Rima Meskelinuaite* Priit Suitslepp*
92 92 92 92 91 91 91 91 90 90 90 90 90 90 89 89 89 89 89 89 87 87 87 86 86 86 86 86 86 86 86 86
Elen Tsopp Karel Kiv* Kadri Koort Aija Ulmane Reet Veskioja Tnis Erissaar Tnis Pldsaar Maarja Jgi Livia Handlovicova* Harri Aro Evert Alba Tnu Hiielaid* Lina Strumskyte Nele Rmus Harry Ksk Mardo Soo Tomas Michalik* Kristaps Ozols Andrei Koltenko Elo Sinisaar Hannes Meorg Liisi Sarap Ottomar Tamm Kaisa Karron Teele Tuuling Anna Bstrova Jrgen Sahtel Maarja Ktt Anni Katkosild Anu Ilves Eerik Sare Lauris Plume
85 85 85 85 85 85 85 85 85 84 84 84 84 84 84 84 84 84 83 83 83 83 83 83 82 82 82 82 81 81 81 81
Laura Meimer* Raili Kivisalu Iveta Lesovojute Kristina Malukaite Kristjan Ploompuu Laine Kaleja Merilin Tali Pille Riin Aasa* Laura Urnieziute Margit Saidla Vytautas Geguzis Jurate Sirvydyte Jozef Biz Christian Anderson Karina Naumova Linda Zarina Velta Vuskane Maria Kondime Liana Lodi Mart Roben* Danute Maciulaityte Kadri Hunt Karin Ploom* Simas Grigonis Justas Valantinas Monika Valentova Andrus Albi* Raul Krebs
81 81 81 80 80 80 80 80 80 80 80 80 80 79 79 79 79 79 78 78 78 78 78 78 78 78 78 78
19
Customers
SM ranking
Ranol Kasevli 53 customers
Priit Mrtin 37 customers
Targo Holsting 36 customers
Katrin Kiviselg 36 customers
Tnu Hiielaid 33 customers
Mari Moora 33 customers
Tambet Tallo 32 customers
Kaari Lind 32 customers
Veiko Tell 30 customers
Madis Pajo 30 customers
Erki Kukk 27 customers
Liisi Sarap 27 customers
Rene Ollino 27 customers
20
Elinor Vutt 26 customers
Teele Tuuling 26 customers
Andrus Albi 26 customers
Epp Sinisaar 25 customers
Rainer Orro 25 customers
Merit Holm 25 customers
Tanel Jppinen 25 customers
Karel Kiv 24 customers
Kuldar Kongo Andrius Pelegrimas 24 customers 24 customers
Kadi Tobreluts 24 customers
Kristin Paas 23 customers
Maiu Vares Laimonis ernavskis Livia Handlovicova 23 customers 23 customers 23 customers
Alice Kallas 22 customers
Kadi Mikson Rima Meskeliunaite Ilja Smarjov Aurimas Peseckis 22 customers 21 customers 22 customers 21 customers
Hans Kullama Mari Saviir Kristel Tuul Giedrius Liutkevicius Paula Rapp Heili Rea Lapsanit 21 customers 20 customers 20 customers 20 customers 20 customers 20 customers
E1 - Excellence & Execution 21
Customers
FY ranking
Liisa-Maria Loke 27 customers
Kristi Raudsepp 23 customers
Elsa Sepping 21 customers
Aira Praakle 32 customers
Kati Tamm 20 customers
Liana Lodi 20 customers
Marie Naggel 20 customers
Tanel Karu 19 customers
Gerda Rand 18 customers
Margit Saidla 18 customers
Jelena Proskurina Arturs Cestnovskis Ardo Pinna 17 customers 17 customers 17 customers
22
Mihkel Leis Hannula Katrin PandisKarl-Gustav Tamberg Kinne Tonnison Silva anin 16 customers 16 customers 16 customers 16 customers 16 customers
Eerik Sare 16 customers
Katre Tamm 16 customers
Marian Vares 16 customers
Helena Kase 15 customers
Stina Sistok 15 customers
Kairi Hunt 15 customers
Metra Kupruka 15 customers
Jurgis Kuksa 15 customers
Liva Mikelsone 15 customers
Jana Schmidt 14 customers
Evert Alba 14 customers
Kerttu Karon 14 customers
Kadri Hunt 14 customers
Elo Sinisaar 13 customers
Eva Perejainen 13 customers
Elen Tsopp 12 customers
Priit Rinken 12 customers
Helina Kiviselg Maria Soome Aleksandra Poluskova 12 customers 12 customers 12 customers

23
Artur Sirkel 12 customers
Karolis Sivickis 12 customers
Janno Enno 11 customers
Kristin Krv 11 customers
Kadri Koort 11 customers
Kaur Tuttelberg Kristina Malukaite Kristjan Ploompuu Malle Seppor 11 customers 11 customers 11 customers 11 customers
Erki Veiko 11 customers
Ken Mllo 11 customers
Jrgen Sahtel 11 customers
Liis Krnas 11 customers
Dominykas Speicys 11 customers
Veiko Tamm 10 customers
Aleksei Panov 10 customers
Joosep Snajalg 10 customers
Birgit Toompuu 10 customers
Kertu Biene 10 customers
Carina Paju 10 customers
Deivi Sarapson 10 customers

24
Eva-Liisa Viilma 10 customers
Jaanika Aasa 10 customers
Kristaps Ruska 10 customers
Kristi Jeorg 10 customers
Laura Urnieziute 10 customers
Annika Prt Christian Anderson Ieva Matuseviciute Indrek Kuusk 10 customers 10 customers 10 customers 10 customers
Janek Kiss 10 customers
Kaidi Eelmaa 10 customers
Velta Vuskane 10 customers
Slavomira Vanova 10 customers
25
Units! Units! Units!

Control the controllables schedule and attitude - and good things will happen! Just have fun with moms.
Ranol Kasevli 1184 units
Madis Pajo 771 units
Tnu Hiielaid 673 units
Andrus Albi 670 units
Priit Mrtin 650 units

26
Katrin Kiviselg 613 units

Targo Holsting 601 units
Veiko Tell 539 units
Mari Moora 531 units
Tambet Tallo 518 units
Erki Kukk 466 units
Liisa-Maria Loke 450 units
Merit Holm 442 units
Kristi Raudsepp 436 units
Alice Kallas 429 units
Maiu Vares 424 units
Livia Handlovicova 416 units
Epp Sinisaar 405 units
Karel Kiv 404 units
Teele Tuuling 404 units
Rainer Orro 385 units
Mihkel Leis 370 units
Reet Veskioja 366 units
Elinor Vutt 363 units
Tanel Jppinen 356 units
Kadi Tobreluts 353 units
Kuldar Kongo 351 units
Kristel Tuul 334 units
Aime Klooren 332 units
Mari Saviir 331 units
Andrius Pelegrimas 331 units
Ilja Smarjov 316 units

27
Iskander Ahmet 315 units
Sarunas Rapalis Madli Remmelkoor Laimonis ernavskis Timo Aleste 301 units 311 units 310 units 296 units
Imbi Helm 294 units
Gerda Rand 292 units
Grete Ruberg 290 units
Margit Saidla 282 units
Indrek Kuusk 282 units
Liva Mikelsone 279 units
Kaari Lind 277 units
Madis Raud 277 units
Allar Teder 273 units
Hans Kullama 270 units
Kaarel Kork 263 units
Kristin Paas 261 units
Laura Galdikaite Aurimas Peseckis Annika Kirsime 257 units 255 units 252 units
Anna Bstrova 252 units

28
Esther Kukk 250 units
lari Teder 249 units
Raul Krebs 245 units
Karl-Gustav Tamberg 244 units
Kaur Tuttelberg 244 units
Maarja Ktt 243 units
Sandra Janekalne Arturs Cestnovskis Modestas Zalimas 239 units 237 units 232 units
Martin Ligema 231 units
Maret Saat Hannula Katrin Pandis Helena Kase 229 units 228 units 227 units
Martin Kiiskla 226 units
Helina Kiviselg 225 units
Kairi Hunt 222 units
Justas Valantinas 221 units
Pille-Riin Aasa 220 units
Remo Jeorg 219 units
Anu Ilves 219 units
Meelis Mikiver 217 units
Jelena Proskurina 214 units
Taavi Havre Lauryna Serapinaite 207 units 211 units
Rene Ollino 203 units
Giedrius Liutkevicius 201 units
Darta Sice 200 units
Liisi Jantra 200 units
Maria Kondime 200 units

29
ays D
Best Days in Sitdowns
Remo Jeorg 32 SDs
Marge Prn 31 SDs
Taavi Havre 30 SDs
Alice Kallas 29 SDs
Best Days in Customers
Maret Saat 12 customers
Priit Mrtin Ranol Kasevli Helin Ilume Tnu Hiielaid Katrin Kiviselg 11 customers 11 customers 10 customers 10 customers 10 customers
Best Days in Units
Andrus Albi Livia Handlovicova 250 units 216 units
Katrin Kiviselg 200 units
30
Best Days in Sitdowns
Janek Kiss 28 SDs
Kadri Hunt 26 SDs
Carina Paju 26 SDs
Katre Tamm 26 SDs
Best Days in Customers
Liisa-Maria Loke 9 customers
Eerik Sare 8 customers
Best Days in Units
Kristaps Ozols Liisa-Maria Loke Kristi Raudsepp Jana Schmidt Hannula-Katrin Pandis 120 units 167 units 161 units 124 units 136 units
31
eks We
Best Weeks in Sitdowns
Remo Jeorg 152 SDs
Alice Kallas 146 SDs
Maret Saat 137 SDs
Taavi Havre 136 SDs
Tanel Aruoja 134 SDs
Best Weeks in Customers
Ranol Kasevli 53 customers
Maret Saat 46 customers
Katrin Kiviselg 44 customers
Madis Pajo 44 customers
Priit Mrtin 43 customers
Best Weeks in Units
Andrus Albi 820 units
Priit Mrtin 734 units
Tnu Hiielaid 673 units
32
Best Weeks in Sitdowns
Marian Vares 129 SDs
Tanel Karu 127 SDs
Janno Enno 122 SDs
Gerda Rand 122 SDs
Kadri Hunt 118 SDs
Best Weeks in Customers
Liisa-Maria Loke Aira Praakle 37 customers 32 customers
Marie Naggel 24 customers
Kristi Raudsepp 23 customers
Elsa Sepping 21 customers
Best Weeks in Units
Liisa-Maria Loke Kristi Raudsepp Mihkel Leis 436 units 658 units 370 units
Filipp Vinograd 328 units
Jana Schmidt 296 units
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Everybody who earned more than $1000 last week
Ranol Kasevli* Madis Pajo* Tnu Hiielaid* Andrus Albi* Priit Mrtin* Katrin Kiviselg* Targo Holsting* Veiko Tell* Mari Moora Tambet Tallo Erki Kukk* Liisa Maria Loke FYD Merit Holm Kristi Raudsepp FYD Alice Kallas Maiu Vares Livia Handlovicova* Epp Sinisaar* Karel Kiv* Teele Tuuling Rainer Orro Mihkel Leis FYD Reet Veskioja Elinor Vutt Tanel Jppinen Kadi Tobreluts Kuldar Kongo Kristel Tuul Aime Klooren* Mari Saviir Andrius Pelegrimas* Ilja Shmarjov Iskander Ahmet Sarunas Rapalis* Madli Remmelkoor* Laimonis eravskis Timo Aleste* Imbi Helm Gerda Rand FYD 34
Grete Ruberg* Giedrius Liutkevicius* FYD Margit Saidla Darta Sice* Indrek Kuusk FYD Liisi Jantra* Liva Mikelsone FYD Maria Kondime Kaari Lind Liis Krnas FYD Madis Raud* Raul Metsva* Allar Teder Jrgen Sahtel FYD Hans Kullama* Kerli Toming Kaarel Kork* Elo Sinisaar FYD Kristin Paas Liisi Sarap Laura Galdikaite Chris Uibopuu Aurimas Peseckis Paula Rapp Annika Kirsime* Helena Fjodorova Anna Bstrova Jrgo Jrving Esther Kukk Eerik Sare FYD Ulari Teder* Jurgis Kuksa FYD Raul Krebs Carolina Laos FYD Karl-Gustav Tamberg Markko Salume FYD Kaur Tuttelberg FYD Marie Naggel FYD Maarja Ktt Harri Aro Sandra Janekalne Toomas Pihl FYD Arturs Cestnovskis Triinu Saan Modestas Zalimas Kristin Krv FYD Martin Ligema Valter Aro Maret Saat Mirko Kruusma FYD Hannula Katrin Pandis Olev Pihlakas Helena Kase FYD Liis Kukk Martin Kiiskla Evert Alba FYD Helina Kiviselg FYD Dominykas Speicys FYD FYD Kairi Hunt Jekaterina Rmmel Justas Valantinas Priit Suitslepp* Pille Riin Aasa* Priit Rinken FYD Remo Jeorg* Eva-Liisa Viilma FYD Anu Ilves Tomas Michalik* Meelis Mikiver Teele Sarapuu FYD Jelena Proskurina Juhan Toompuu Taavi Havre Deivi Sarapson FYD Lauryna Serapinaite* Artur Sirkel FYD Rene Ollino Tanel Karu FYD E1 - Excellence & Execution
Aija Ulmane Egle Rapalyte Rima Meskelinuaite* Kristiina Hein Karel Sootalu* Danute Maciulaityte Jaanika Aasa FYD Kadri Jgi* Kristina Einlo Kristjan Ploompuu FYD Ardo Pinna FYD Nele Rmus FYD Matiss Breikss Stina Sistok FYD Vytautas Dalibagas Kaili Arnus
35
PAPACOVA, INGRIDA SAAR, SIRLI UKTVERIS, VILIUS KROMMEROVA, CSILLA PRANCKEVICIUTE, JUSTE PRAAKLE, AIRA TSIRKINA, KATARINA ZITINEVICIUTE, UGNE LIBLIK, GUSTAV DIMANTE, LINDA KOLVEITE, EDITE PAVELS, TOMS PUUR, KRISTA SONAJALG, JOOSEP LILLE, REILI TREIFELDE, EVA GABRYTE, ASTA LODI, LIANA
100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 98% 98% 91% 90% 89% 87%
ASSMANN, KULDAR REMMELKOOR, MADLI GLJADELOVA, TATJANA VANOVA, SLAVOMIRA KARAVAR, AHMET RIEBERG, ANU VANAGAITE, VAIVA MOORA, MARI KATSAN, KARIN RAPP, PAULA STRUMSKYTE, LINA FJODOROVA, HELENA SVAIKOVSKAJA, AGATA SOKALSKA, ALINA KARUS, KATHRIIN LEPIK, SALLY VUTT, ELINOR
87% 85% 84% 84% 83% 81% 80% 79% 77% 77% 76% 75% 75% 75% 75% 75% 75%
Few things are impossible to diligence and skill...Great works are performed, not by strength, but perseverance. (Samuel Johnson) Persistence is what makes the impossible possible, the possible likely, and the likely definite. (Robert Half) Persistent work triumphs. (Virgil) Consider the postage stamp, my son. It secures success through its ability to stick toned thing till it gets there. (Josh Billings)
36
Competition for week 6

DEDICATION WEEK
In order to win:
Best week in total customers
July 20th
Merit Holm
July 25th
Jelena Proskurina Filipp Vinograd
July 21st
Metra Kupruka Ieva Matuseviciute
July 26th
Normunds Plume
July 22nd
Tatjana Gljadelova
July 23rd
Darta Sice
July 24th
Indrek Kuusk
37
ATLANTA DALLAS FT. LAUDERDALE INDIANAPOLIS SALT LAKE CITY SAVANNAH
Its always fun to hear about new people who think enough of themselves to participate in the most challenging and rewarding summer work available. I am proud of every person out there selling. Effort and Attitude is what always impresses me, not units. I came into my sixth Sunday meeting, my first summer with 80 units. Do you think most people at that meeting realized that same kid could sell over 12,000 units in a single summer? If they paid attention to my effort and attitude they would have known it was possible. I never had a week on the book field that I worked less than 80 hours and most weeks my first summer I had over 180 demos. As far as attitude, I always tried to have fun. My first summer I even wore two different kinds of shoes so that when I looked down to wipe my feet to come in the house, I would start laughing. I did not take myself seriously, but I did take my work seriously. Id like to share four thoughts with your organization: 1. Be extremely proud of what you do. This is a professional sales job. Dont be a peddler. Listen to the Cycle of Selling & Working Smart audios (ask your Student Manager) Southwestern put together. The information in those audio files represents the combined experience of over 500,000 units sold. Dont just go though the motions. Think! Try to get better at every house, every demo, every day. This is a fact: this job is fun when you do it correctly, and this job is not fun when you act like a peddler. If you are not currently having fun with this job, trust me, its the way you are doing the job, not the job itself. Listen to the audios; learn how to be a professional. Youll have more fun! This is probably the only summer job you will ever do that will result in life long friendships. Eight people in my wedding party sold booksone is my wife! Be proud of what you do. Everyone who is familiar with what this job requires is proud of youeveryone. 2. Why did you go to college? I assume you went to college to help you not only get a good job but to teach yourself the skills necessary to excel in your career. No college will prepare you half as much to excel as the skills you will develop this summer. Excelling in this program by recruiting and selling is the closest you will ever get to guaranteeing yourself a successful career. When I left my bookselling career I had over six figures saved in the bank, and I had thirteen job offers from thirteen job interviews. List to the audio on Working Smart and learn how to do this job correctly. I have mentioned the long-term benefits; the short-term benefit is that you will enjoy your work right now, this summer.
38
3. Lean how to define a good day. My educated guess after spending approximately 8,720 hours selling books door-to-door, is that without exception, everyone reading this letter defines a good day by the number customers or the number of units sold that day. Before you go on, read that last sentence again. If you continue to define a good day that way, it will be impossible to have fun everyday on the book field. My definition of a good day: A good day is when you set controllable goals and work hard with a good attitude and concentrate on improving yourself and helping other people. Controllable goals are demos, calls, hours, improving your pre-approach, etc., etc. One you stop defining a good day with customers & units, my educated guess is that you will have more fun. 4. Its hard to be nervous when your mind is on Service. Its hard to have a bad day when you concentrate on helping other people. I continue to use this positive phrase in my work today. I call on business owners with net worth in excess of five million dollars and I help them with their estate planning. When I concentrate on helping my clients and their families I am not nervous. Spend time thinking about others, not yourself and you will have a lot more fun. It should be obvious that the best advice I can give you is not technical sales advice on how to sell books door-to-door. The best advice is to think positive thoughts and concentrate on helping other people. My first summer I wanted someone to tell me how to have fun and feel good about all this hard work. You have fun by doing the job correctly (listen to Cycle of Selling and Working Smart audio files repetition sells :). You feel good about what you are doing by realizing that you are helping others today and, in the process, you are developing yourself into the best most marketable version of yourself for your future. Good luck to every one of you. I am extremely proud to be associated with you. Have Fun! Sincerely,
Stephen T. Herlihy , CFP, CLU, ChFC Principal
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Newsletter Week 5 2011

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E1 - We set the standard: Higher, Faster, Stronger

2011 Week ending 16th of July

E1 - We set the standard: Higher, Faster, Stronger

Advanced Sales for everybody

Mort Call for everybody

E1 - Excellence & Execution

E1 - We set the standard: Higher, Faster, Stronger

E1 - Excellence & Execution

E1 - We set the standard: Higher, Faster, Stronger

Are You a Peddler or a Professional ??

E1 - Excellence & Execution

E1 - We set the standard: Higher, Faster, Stronger

E1 - Excellence & Execution

E1 - We set the standard: Higher, Faster, Stronger

E1 - We set the standard: Higher, Faster, Stronger

E1 - Excellence & Execution

E1 - We set the standard: Higher, Faster, Stronger

E1 - Excellence & Execution

E1 - We set the standard: Higher, Faster, Stronger

E1 - Excellence & Execution

E1 - We set the standard: Higher, Faster, Stronger

E1 - Excellence & Execution

E1 - We set the standard: Higher, Faster, Stronger

E1 - Excellence & Execution

E1 - We set the standard: Higher, Faster, Stronger

E1 - Excellence & Execution

E1 - We set the standard: Higher, Faster, Stronger

E1 - Excellence & Execution

E1 - We set the standard: Higher, Faster, Stronger

Marian Vares 250 demos

Gerda Rand 245 demos

Tambet Tallo 240 demos

Anna Irjas 238 demos

Jan Poznahirko 233 demos

Denisa Chladekova Indrek Kuusk 226 demos 229 demos

Kadi Tobreluts 217 demos

Carina Paju 212 demos

Kristin Krv 211 demos

E1 - Excellence & Execution

E1 - We set the standard: Higher, Faster, Stronger

E1 - Excellence & Execution

E1 - We set the standard: Higher, Faster, Stronger

180 180 180 180 180 180 180 180

E1 - Excellence & Execution

E1 - We set the standard: Higher, Faster, Stronger

E1 - Excellence & Execution

E1 - We set the standard: Higher, Faster, Stronger

Kuldar Kongo 116 SDs

Paula Rapp 115 SDs

Tambet Tallo 114 SDs

Elinor Vutt 114 SDs

Katre Tamm Heili Rea Lapsanit 114 SDs 114 SDs

E1 - We set the standard: Higher, Faster, Stronger

E1 - Excellence & Execution

E1 - We set the standard: Higher, Faster, Stronger

Ranol Kasevli 53 customers

Priit Mrtin 37 customers

Targo Holsting 36 customers

Katrin Kiviselg 36 customers

Tnu Hiielaid 33 customers

Mari Moora 33 customers

Tambet Tallo 32 customers

Kaari Lind 32 customers