Southwestern Sales Talk

Hi my name is MIchael Morikawa with Southwestern Advantage. You must be the mom of the house? Great I'm the bookman who's been sitting down with all the families in Boulder COunty showing an educational system for high schoolers down to toddlers. I was just talking to the Grooms, the Kleins, the Moore's and wanted to stop by for a minute. I show it to 30 families a day so I only have a few minutes with each one. Do you have a quick place to sit inside or would out here be better? (Go for bag)

No worries.

I guess you haven't heard about me yet. Like I said, my name is Michael Morikawa (show I.D.) and I'm a recent college graduate from Colorado.

I've had a lot of fun meeting families here in Tennessee showing our apps, websites and books. (Show customer names/photos) It's something that the Grooms, the Reynolds, and the Kleins have bought. If you like it great, if not that's okay too. Again, it takes just a few minutes. I can just show you right out here. (Go for bag)

I can respect that.

Just so you know what I'm doing... (Enthusiastic 30 second Demo) ...

I can show you the rest out here. It only takes a few minutes. (Go for bag)

I'm sorry, I didn't catch your name. Like I said Mrs Jones, my name is Michael Morikawa. I'm a recent graduate from Colorado.

I'm interning with Southwestern Advantage this summer. We're a 160 year old company and a BBB award winner for ethical commerce. We offer in-home educational products - all sold through college interns like myself. Over a quarter-million people have worked their way through college by doing this!

The products we sell are a combination of educational books, websites, and apps. So essentially, we help kids get excited about learning, help families with homework, and help high schooler with SAT and ACT prep.

I'm having a really fun summer!

It's nothing you're required to get - many families place order, many families pass - whatever you decide is completely fine with me. We've had over a million families invest in our products since 2010. I'd like to show this to everyone who's at home; are we leaving anyone out? (Establish rapport with children and others who may be joining) Thanks for your time - you're really going to like this!

I think there are 3 main reasons I've been doing so well. The first reason is because Education is a Top Priority to so many families; I'm sure yours is the same way (nod yes).

In fact, you probably know some of the families I've taken orders from so far like the Smiths and the Garcias (show photos).

The idea of this system is that no one seems to enjoy unnecessary time doing homework or prepping for tests, so these books and websites save time and hassle, and make it easier for parents when they're trying to help. In fact, it includes an entire website dedicated to parenting. Does that sound like a cool idea? (Show Intro Slick and video This video clip from our Curriculum and Content Director, who was a teacher for years both in early grades and in high school, explains it pretty well...

Which of those would you say stands out to you more - saving time or making it easier to help out? ("Saving time") Why is that (Listen) Thanks!

The second reason is that it's something students really Use and benefit from! Everyone who get this has internet access and other tools, but one thing they like is that this doesn't send kids down distracting rabbit trails, or into dangerous territory, like internet searches can. It also has a great part called "Life Advantage" that helps guide teens through some of the challenges of their stage in life. Isn't that a cool idea? That's what this is for, and that's why kids love using it.

The third reason I've been doing so well is because this is really Easy to decide on. After you guys look at it for a few minutes, you'll know right away if it's something that would help your family. Because my role is to visit as many families in Nashville as possible, and the summer is kind of short, I only get time to visit each family once.

So, if I could ask you a really big favor - after you look through it, just let me know if it's something you want to order, like the Smiths and Johnsons did, or if it's something you'd rather pass on. I promise to leave you in a good mood whatever you decide! I'm having a great summer, so get it only if you think it is a good idea for your family. Fair enough?

The system includes books, websites, and apps. As far as the books, this is just my sample.

There are six books. Each this size. My sample has pages from all the books (show back cover) Does that make sense? As you can see (point at subjects listed) it covers Math, History, Government, Economics, Geography, Writing, Literature, Biology, Chemistry, Earth Science, Space Science, Ecology, and even Physics! Probably the best way to show you how the system works is to give you a look at Math.

You know how it's super frustrating when you're looking at an assignment together and the teacher and textbook do it one way but mom knows how to do it a different way? Or you know how to get to the answer but you're graded on showing your work? Well, wouldn't be cool to have those different methodologies laid out side-by-side and broken down step-by-step?

Check this out..

. here on page (turn to 320-321), it takes fractions and breaks them down step-by-step with a written explanation for each step. See the Method 1 and Method 2? The way parents were taught vs thee way it's taught today. As you can see (turn to page 6, "Math's New Methods"), it helps guide parents and students together through the basics, multiplication, division, place value, decimals;(pages 6-13) then advances up into fractions, ratios, story problems; continues into pre-Algebra, Algebra, Geometry, all the way up through Trigonometry, Statistics, and Calculus. The added value is that you can type the page number (point) into the website (point) and watch a video of a tutor walking you through each example step-by-step. The site feature over 4800 videos - 2800 which break down your most common math problems.

Let me ask you, Johnny - do you think you'd watch a video of a tutor breaking down that tough math problem as you study the night before your exam? Wouldn't it be cool to pull out your phone or tablet and watch it again before class starts? That's what this is for.

Mrs. Jones, I'm done with college and still have a tough time remembering verb conjugation, compound vs complex sentence structures, and the proper way to use a semicolon. Wouldn't it be handy to have a quick refresher to grab during study time? (Nod Yes)

Check this out...

starting here (pg. 652) in the Language and Social Studies volume, you'll find all your parts of speech (flip through to pg 675), verb conjugation, and rules of punctuation (pg. 694) and breaks them down with examples all in one place - whereas the textbook will scatter them over a dozen chapters. Again, it's a system; the website and app features modules that match up. So if you're out, and the books are at home, you can still review it on the go.

Johnny, you could screenshot it and have it on your phone or tablet to review before your quiz.

How cool is that? You'd feel a lot more confident going into that quiz, right? That's what this is for.

Mrs. Jones, did you have to take Chemistry when you were in school? Most parents tell me they took it, but don't remember much about it.

For example, students have to learn about chemical reactions. It involves something called stoichiometry.

A lot of moms and dads tell me they would kind of struggle to help with that! Check this out (pg. 376) - in the Science volume, you get the basics in a step-by-step process, followed by practice problems with the answers explained. Isn't that great? And, by going to the website (point) and using the search term (Stoichiometry), you find videos, worksheets, and articles that help make it even clearer. Pretty complete isn't it?

I've only shown you a few sections, but you can basically see how it works? What do do you like best about it so far? Awesome! That's what this is for.

Are you starting to see what a national board of top educators put this system together? Keep in mind, it covers every grade with Math, History, Government, Economics, Geography, Writing, Literature, Biology, Chemistry, Earth Science, Space Science, Ecology, and Physics. The websites and apps offer review modules and nearly 5,000 tutorial videos and counting.

How's it look so far - pretty cool? (Nod Yes) Johnny, does it seem like something you'd use? Mrs. Jones.

which parts appeal to you most -the homework help, the parenting tips, or the life skills website? There's a lot here, isn't there?

I think one of the biggest reasons I've been doing so well is the price. Most families tell us they see education is an investment. Sometimes the word "investment" makes us think of big numbers (SMILE). Investing is based around the idea of paying a price now for bigger rewards later, right? The same is true with education.

For instance, I know from painful experience that ONE college textbook can cost 2-$300, times 5 or 6 courses - in fact, the College Board recommends students budget about $1200 per year for books and supplies! A good personal tutor can cost $50 or more for ONE hour.

Online tutoring sites can e twice that. A learning center can be $300-$400 per month. And you know what - those can be good investments, because they become bigger reward later.

But I think the reason over a million families have invested in this over the past 5 years is that this is something kids feel like they'd use, and instead of being $2000, $1800 or even $1500, the set of books is only$650.

And instead of being over $100 per month like other tutoring sites, the cost for the online membership for our six websites is less than a dollar a day. It's only $19.95 per month. It's like one mom said, "We spend more than that on our Xbox, sports equipment, and vacations." When it came to the kids education, this was her making those small INVESTMENTS in the future - because a great education is something that last a lifetime.

Can you begin to see why so many families have been excited about this? In fact, you probably know some of the families who have been ordering this (Share photos and testimonials as you gain them)

Mrs.

Jones, here's what everybody likes about the way I do business. I'm taking orders today, you get access to the website today, and I'll be delivering your books at the end of the summer. That way, it gives you a chance to break up the balance. If you were to get a set, that would probably make it easier, wouldn't it?

Another thing that moms really like is that I'll be delivering the books myself. That way, I can give you and kids a really good lesson on how to use the books and the websites, to make sure they use them a ton next year. That would be helpful, wouldn't it?

What I'll do is send you a postcard just like this one (Show card) about a week in advance, letting you know the exact day I'll be back with your books.

That way you can be expecting me, and I can deliver your books on the same day the Moore's and the Kleins. Would that be okay with you?

In order to drop you that card, I just need your address. Do you get your mail here or at the post office? (Begin fill out top part of order form)

By the way, Southwestern Advantage has an A+ rating with the Better Business Bureau and backs every order with 100% guarantee for delivery. The Customer Care email and phone number will be on the receipt if you ever need to reach them.

Okay Let me just read this back to you (Read back address, products ordered, and the retail price) Let me get your 'okay' right here

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