More Booking Ideas from Gary Googe- July 2011

Notes from Gary on BOOKINGS!

Booking is the lifeline of your Premier Business. Without bookings, you don't have a business.
Booking is a matter of desire on the individual's part.
You can always make excuses of why you cannot book, however you have to make it a priority and 'make it happen.'

This is a subject, that people are looking for a trick or some kind of magic wand to get it done. There ISN"T a trick for this!
Success in booking is based on an understanding of certain things.
This becomes a part of you as you understand certain principals and you apply them.
You understand these are ingredients which you apply.
The activity of securing the bookings, just haven't changed.

It's vital to understand these ideas right at the beginning of your business. The training show, you'll just get your
friends and family members to book to support you.
THEN you must get strangers to book, so you must understand certain fundamentals of booking to make it happen.

The handout was created 15 years ago by Gary, and haven't changed. If you can understand these principals,
then your business will thrive and maybe you'll get more than you even want.
This is proven by those jewlers who understand this, and their business succeeds, as they apply them to your shows.
Booking isn't an accident, as those Jewelers who have high retail or countless bookings, know the principals and use them.
Traing yourself and use the principals of booking and apply them ALL THE TIME.

Same way with retail. If the jeweler knows how to do the show and work the table, then their retail will be higher.
It is a learned process, NOT luck.
Same with the booking idea. If a jeweler doesn't understand the philosophy, they won't get as many bookings as a jeweler
who is aware and training in fundimentals of bookings.


Understanding means... yes I know what to do, and I DO IT! Understanding doesn't mean, you know it, and SHOULD do it.
It doesn't take a lot to 'sink the ship.' If you have one major leak, your ship goes down. Just look at these things and
evalulate yourself on what you applying and what are you not applying. Evaluage yourself and be honest with your success or lack
there of.

Booking is the most important area for a new jeweler. If they don't know how to book, they won't stay in the business, and
cannot be effect in that area.

ONE:
ATTITUDE! It's complete fundimental to your business.
Booking IS NOT a matter of luck, but a skill I can develop through faithful training. It is SKILL to be learned.
If you think it is luch or chance, you are misunderstanding and UNWILLNG to take responsibility for what you are NOT doing
in your business.
It's human nature to blame others, when in reality, we have to look inside ourselves and not look to blame others.
Even in the garden of Eden, Adam blamed Eve. God if you hadn't given me this woman...
People blame hostesses, the economy, and hostesses.
Own your business and know you are responsible for your business growing or NOT growing.
Once you own your business, you'll be effective in learning what to do, to better your business.

We have a great produce and a Hostess Plan like no other. Most companies don't offer Hostess Rewards, much less like ours!
The hostess plan is our tool. USE IT!
Don't skim over the plan. FOCUS ON IT! It deserves the time of honoring it and making sure every customer fully understands it.
Most ladies don't get it the first time they hear it. Take time and use visusal to explain the true opportunity.

Your attitude and how you present, demonstrates the value of the hostess plan. You have to convience them that it's worth their time
and effort to host a show.

YOU CAN DEVELOP THIS SKILL OF BOOKING WITH FAITHFUL TRAINING!
This should be encouraging, as you can LEARN how to book effectively! This is beautiful news and should give you faith in yourself and your business.
You believe in yourself and your business will grow.

Same thing with sponsoring. Don't fear what their reasons for not becoming a jewelers. Be prepared by training and learn to respond to
the objections, then you'll sponsors.

Samem with bookings. LEARN how to respond to objections. Most times, ladies are REAL close to booking, however it's not on the calendar
and you don't have a show. Think of how many shows you've missed out on, not being trained on how to book.

Booking is not an optional for your Premier Business. Color folders are optionals. Colored table clothes are optional. Bookings are not optional.
You must learn how to book.

You can do catalog shows and sell to friends, however no one will build a business this way. You will sell a bit, but to honest, and it's
better just to buy the jewelry then. Because Premier is a business, and you need bookings to sell jewelry, make money, and sponsor.

Look around and you'll see ladies like Jennifer, Rachel, and Renita and learn what they are doing. They understand how to be effective,
and they make it work. Learn from them, and see it as a source of hope. As, they are in your backyard. If they can do it, you can do it.

I understand that in booking, I cannot afford to stay in my comfort zone. You won't go to any Rally or Regional Rally without hearing about
comfort zones. You have to make yourself do things you're not comfortable with.
When you say you won't do something, you telling yourself you're not good enough or you don't believe in yourself.
Once you do it a while, it becomes natural and you'll be surprised at how easy scary things have become for you.

Due to your temperment that you were born with, there are a few things you'll always be nervous about doing ceratin things.
Interverts may not like to be up in front of people, and you'd rather not be in front of others.
Extraverts love attention and enjoy the limelights.
Know what your personality type is, as all people have areas of great difficulty in building their business.
But, no matter what your personality is, you will slowly become comfortable with this and you will become effective with your business.

Melissa Terrell, who has the largest downline in Premier is shy and doesn't like attention. However, that has not stopped her.
Know your motivation and it will help you to choose to get out of your comfort zone to make your business successful.
Understand your motivation and incentive to push yourself. (Ex: Money, trips, quit work, etc.)
Senior Leaders have also had to get out their comfort zone and have reaped the rewards from overcoming their fears.

You must MAKE YOURSELF overcome your fears. You must have inner motivation to make these changes.
You will fire yourself by not making yourself do these things.
The choices you make in your business will effect your business.


I MUST BE PATIENT.
Eventually I will succeed. This must be your mindset.

Some people come into Premier and say, "I'm going to try this and see if Premier works."
We don't need your help, but Premier works really well with or without you.
But for YOU to be successful, you have to work the business.

Be patient not with Premier, but with yourself.
You must give yourself time to learn the business and be patient as you get better and improve.
Self-Doubt is our biggest sin, as you have to talk UP to yourself and believe in yourself.
I'm not going to be a quiter, as this is a great opportunity and I won't allow it to slip by.


Operation Procrastionation.
People are afraid of rejection and that they cannot do this business.
People are afraid and scared to death and allow that fear to overcome their success.
Find people who are patient with you and encourage you fully.

Example: Jeweler didn't do a training show b/c of her fear. At her one year renewal, finally did her training show.
She overcame her fears and become a senior leader and a Premier Princess.

You have to push yourself. This isn't employment, this is SELF-Employment.
You must be a good employer for yourself or this won't work out well.

I understand my excitement for my business, will help fill my calendar. I must be FULLY SOLD on what I am doing, and let that excitement show!
You can have reservations about the product, but that will keep you from booking shows.
Your mind set keeps you from going where you want to go.
You may not be sold on the homeshow format or having to ask for the bookings, but your business will not succeed if you don't believe in Premier completely.


If you are used to no's, look at it as one step closer to a yes. You have to have thick skin, as the no's aren't personal.
Most ladies at your shows will say no to a show. Once your calendar is up and running, then you only need a show to replace a show.
That's not too hard!
About six or seven girls come to a show, thus you need one girl out of six or seven. These are awesome odds!


Make your show light and lively, as you cannot going into the booking activity anxiety ridden or nervous.
MUST DO A PASS OR PLAY!
The enthusiasum you bring to the show, directly results in the booking result.

Whatever problem you have, leave it in the car. Do NOT bring it into the show!

Guys are waffles, as they can departmentalize. Spagetti are women, as everything touches everything. Nothing is separate.
It's hard, but you can do it! Learn to code switch and change gears.
You can park your problems if you want to, and when you leave it will still be in the car. Pick it up then and deal with it.
If you CHOOSE to do that, your attitude will play into every aspect of that show from retail to serving to booking to sponsoring.
Your there to provide refreshment for the ladies and to uplift them and encourage them and provide them hope.
Shopping is therapy. Help them theripize.

I understand that booking must not be done in an apologetic attitude. I'm providing the service, not the one who books.
In the way you ask for the show, "Honey, do you want me to come do a show for you! Will you let me come do a show for you?"
Little things and a series of things add up.
You do the work, they just have light refreshments and give you the invite list.
Approach it this way, and your results will be differnt!

Apologetic attitude means you feel like you are imposing on them. If you feel like you are imposing on them, then it will kill your business.
It will wipe out your calendar.

They aren't have a show, you are putting on a show for them!! Please let me do a show for you!You are giving free jewelry to ladies!
This is not imposing on them! It's a girls' night with their friends!

You cannot see it that way, or that alone will keep you from succeeding in this business. You are doing them a favor and helping them!
You get to have Premier in you home! You get free jewelry!

I understand that if my focus is on serving well, rather than money, than everything will go much better. Your focus needs
to be showing them a great time and how to enhance their entire look, and better their lives. How may I SERVE YOU.
If you're looking at a show for only money or promotions, then it's not about them. Don't worry about bookings or retail.
Focus on the ladies and make them feel special. Make it about them.