[0:01] Speaker (Syd/Brian): Everybody, I see a bunch of people jumping in. We're gonna let you all get in.

[0:05] We thought we've got—listen, when you're talking about the profit multiplier, when you're talking about something that can actually push this to the next level, make a little bit of work worth a lot of money, that's what we're gonna talk about today. And what we want to talk about and make a little bit more clear for everybody—what's up, guy?

[0:26] Good to see you, buddy—is exactly how to recruit associations. You know, some of these associations go from a hundred plus to thousands of members.

[0:37] It doesn't take much for them.

[0:41] You get the right one signed up, it can be life-changing, right?

[0:45] So we want to be very serious on what we talk about today because one association can be the pivot that can change your life immediately, okay? So Vanessa, are you with us?

[1:00] Vanessa: I absolutely am. Can everybody hear me?

[1:03] Speaker (Syd/Brian): Yep. And I know you're going to explain the associations.

[1:06] I'm going to kind of just mute myself and I'll answer questions in the question box.

[1:10] Vanessa: Okay. All right. Absolutely. Fantastic. Thank you.

[1:13] Yeah, we've got a panel of experts that are going to help me walk you through the process of identifying a qualified association and how to work with them.

[1:25] Right? So any questions you have as we go along, please pop them into the questions box.

[1:31] I'll be interacting with you, but also going through a pretty detailed formal presentation.

[1:36] So I will go slow and we'll answer every question along the way. All right. Everybody see my screen?

Strategic Value of Associations
[1:42] Vanessa: Here we go. Okay. So we're going to understand the strategic value of associations.

[1:46] Syd really touched on that. The reach and influence that an association has is massive.

[1:53] It's a total game changer.

[1:55] We're gonna learn the qualification criteria that separate viable partners from dead ends.

[2:00] Not every association is even able to endorse an opportunity like this.

[2:06] So we're going to learn about it so y'all don't chase your tails, waste time with things that aren't gonna be profitable for you.

[2:13] There are protocols for professional engagement, how to speak with decision makers, et cetera.

[2:19] Navigate the approval process to avoid duplication and ensure compliance.

[2:23] So what we're not gonna do is have five agents talking to the same association, but maybe five different people in that association, right?

[2:32] We're gonna stay aligned.

[2:34] So again, we're not wasting any of your time or the association's time.

[2:38] And we're gonna execute the onboarding workflow from first contact to signed agreement so you know what to expect in the process.

[2:45] Any questions so far?

[2:47] Everybody with me?

[2:52] Excellent, all right. So I mean, we all know that this is the profit—I say mega-plier. Brian calls it my catchphrase.

[2:59] I love it, the idea to do more than multiply, you know, take it mega, right? Go wide. You can effectively sell to one person if you convince one person at the association. Then your reach is a mega-plying, exponentially. So it's as easy to sell to one as it is to sell to a thousand, right?

[3:20] Fantastic.

[3:21] The built-in trust that that association has with their members—they are the authority.

[3:26] Many of these members are paying to be a part of the association, right?

[3:40] The recurring revenue potential—obviously, every member that enrolls through the association pays both you and the association.

[3:49] So win, win, win.

[3:52] Your marketing costs are reduced because, like I said, you've sold to one person.

[4:00] We do support you, helping them with sharing the message to their members.

[4:08] We can help you with—we have a custom flyer that the association can then use to pass along the information.

[4:14] We do help with that, but speaking to a captive audience is always better than sending out, you know, wide mass messaging.

[4:23] And the competitive advantage—when you lock in that association, you're locking out everybody else, right? They're in your lane, in your pipeline.

[4:35] Speaker (Syd/Brian): Are you changing slides or are you stuck on slide one?

[4:38] Vanessa: It says “Why associations multiply your reach.” You're not—you've got your slides paused. Oh, apologies.

[4:45] Well, it was just the second slide. We haven't been flipping through, so this is everything.

[4:50] Thank you for letting me know, Syd.

[4:53] So yeah, wrapping up the competitive advantage: built-in loyalty. Right, once they're in with the association and with you, they're probably not considering a lot of competitors. All right.

[5:11] Greg says, I have multiple associations I want to talk to from Freemasons to churches and Christian associations.

[5:17] I've been waiting for clarification and direction. Well, that's fantastic, Greg. You're in the right place.

[5:21] Are there any questions so far? If not, we're gonna move along and hopefully my slide changes this time.

[5:28] Yes, Chamber of Commerce versus professional associations. So obviously we've talked about a lot of the many different kinds of associations.

[5:47] A Chamber of Commerce is a group of local businesses organized in the community, right? Geographically, usually.

[5:56] It's not like just a board of realtors or an association of roofers—it’s a much larger audience. The focus is on community economic development.

[6:17] And there's typically 100 to 5000 members, depending on city size.

[6:23] Professional associations are industry or profession-specific organizations, right?

[6:36] There's usually a national, regional, or state-level presence. It is geographically set but larger generally.

[6:47] Okay, and what do the associations gain from partnership? Obviously, the best sales approach is “what's in it for you,” right?

[7:02] Associations look to their members, right, and they do so by providing value. And that value comes in many different ways… But the exclusive benefits that increase member satisfaction and retention rates are going to help that association.

[7:44] The competitive differentiation—if one association is competing with another association, which they do, they are vying for members—being able to have this unique opportunity gives them that edge.

[7:58] The easy implementation, turnkey solution, right?

[8:00] We're giving them a sign-up link, and we're helping them with marketing.

[8:25] That leads us into non-dues revenue. Any opportunity for the association to make additional revenue aside from member dues.

[8:33] Many, many benefits to that. Obviously, everybody wants to make more money. And member health and wellness, taking care of the people that take care of you, is huge, right?

⚠️ Critical Qualification Criteria
[8:51] Vanessa: Okay, so when you are qualifying associations—Chamber of Commerce, Board of Realtors, etc.—when you're talking to a group, there are different things that you have to do to make sure they qualify to see if it's even worth your time to keep pursuing.

[9:12] The first step, the first question we ask: are they able to accept commission payments?

[9:19] We had an instance where we learned that we were working very hard with the potential of an association, and it turns out they literally could not accept fee payments, commission payments that they earned.

[9:43] So when speaking to your decision maker, it's a really upfront question. Can you earn money? Can we pay you for your efforts? Right?

[9:54] And Stefan is asking, can you also give how it works for nonprofit members and fundraising donations? Is it $3 per member per month?

[10:02] So Stephen is asking this exact right question.

[10:11] Tim, can you speak a little bit about how we can work within the system to compliantly award them this commission?

[10:22] Tim: Yeah, good morning everybody. The easiest way is to get creative.

[10:28] We have to go in and talk to each one individually and learn where their soft points are.

[10:36] Do they have a bunch of fundraisers, you know, a scholarship fund?

[11:03] So it's really the idea of if they tell us they can't accept the payments—whether it's a not-for-profit that you just talked about, the one gentleman asked about, if it's a church, if it's a chamber of commerce—we will find a way to cleverly get them the funds, but we have to have the conversation upfront.

[11:27] Vanessa: All right, fantastic.

[11:30] Yep, we want to work within the system, but we also want to make it work for everybody, right?

[11:46] All right, so critical qualification number two: lead generation capability.

[11:51] So there are questions that you can have with your contact at the association to make sure they are able to generate attention to your offer, right?

[12:12] Do they do newsletter, email? Do they have events, weekly, monthly meetings?

[12:18] How do they communicate with their members and are they willing to utilize these in-place tools to share the messaging? Right?

[12:35] What channels will they use—email, website, meetings, and events? We do, like I said, assist with marketing materials, so they're not out on the ledge having to generate it themselves… What's their typical member engagement rate?

[13:14] We want an active audience, right?

[13:18] Participating members who are, like we said, tapping into that authority, the built-in trust. Active memberships are actively participating and their ears are open.

[13:29] And are they willing to introduce your solution to their membership, right?

[13:47] We want to be equal partners.

[14:02] So like I was saying, if the association cannot or will not actively promote your solution to members, it provides minimal value to you, no matter how good it seems, right?

[14:12] You need active advocacy, not passive permission.

[14:29] Does that make sense to everybody?

[14:32] Tim: And Vanessa, if I can add, the biggest one that's going to be an issue here is Chambers, where they're gonna say, you know, if I do this for you, I have to do it for everyone.

[14:40] It's where you have to come up with creative ideas.

[15:07] Vanessa: The complete answer is, this is not a process where you say, hey, John at this association is interested, handle it, right? We will work with you to qualify.

[15:24] We're going to educate you on the prep, right, how to communicate with associations. And once the door is open, if you need an authority to come in with you to help have that conversation and close the deal, yes.

[15:40] But this isn't as pure as the lead generation aspect on the standard membership. This is more involved, right?

[16:20] So next is decision-maker verification.

[16:23] Just because you have a friend that is an Elks Club member or part of the Masons, we need to work with decision-makers.

[16:31] So who has authority? The executive director, CEO, board president, board of directors, membership director, partnership coordinators, right?

[16:39] The people who are established decision-makers in the hierarchy of the association.

[16:54] Do they need board approval for agreements?

[17:04] What's their timeline for decision-making, right?

[17:16] And who else needs to be involved in the conversation?

[17:30] Avoid wasting time. Speaking with administrative staff or members without authority delays your progress, creates frustration, right?

🤝 Engagement Process & Messaging
[18:01] Vanessa: So, we've got a strategic two-step engagement process, okay?

[18:06] So the first thing you can set out to do is engage with possibilities.

[18:10] So start casually asking about payment capability.

[18:28] So that's the key word. Are you able to accept non-dues revenue?

[18:34] Gauge the interest and openness to the concept. Do they blow you off?

[18:41] And then you build a relationship without revealing specific details or amounts.

[18:52] Like we talked about the mutually beneficial aspects, how it enhances the association membership.

[19:06] By offering too much, usually you give them ways to say no, right?

[19:14] And then on the second meeting, we're gonna go with full transparency.

[19:17] That's when we bring out the brochures, the websites with the details and our comparison charts, and all the ways these benefits packages are just incredible for the individual. Bring out the commission structure, et cetera, how it's so incredible for them, all the ways it helps their association.

[19:43] We talk about the commission structure, the cost per member, and how it pays them bi-monthly, right?

[20:02] It's not a high-pressure, fast-close sale, right?

[20:11] So we've got some approved messaging for association conversations.

[20:31] We provide affordable telehealth solutions that your members can access 24-7, right?

[20:39] This is an exclusive benefit that enhances your membership value, right?

[20:45] Partnership language. We're looking to partner with forward-thinking associations.

[20:50] We can customize the program to fit your members' needs.

[21:07] There are many benefits included in the Illusional Telehealth Benefits package. If this specific association identifies, oh, this is really going to resonate, right?

[21:23] Just the same way I work with platinum agents to make custom marketing material and custom email campaigns for the niches, once we've gotten to the point that we are working with an association, I will provide that same service and help you create custom marketing materials for them, for their members.

[21:39] Our team handles everything, all the heavy lifting, setup support, and member questions.

[21:44] Everybody likes to make money where they don't have to deal with all the nitty-gritty, right?

[22:02] Knowing that we have the incredible infrastructure of the telehealth benefits, but also the infrastructure of the support, right?

[22:21] What we're not going to run into is unhappy members complaining to the association, right?

[22:52] So prohibited claims and messaging.

[22:56] Specific medical claims or treatment guarantees, right?

[23:00] We can't guarantee that we can cure a staph infection, right? Cure, treat, diagnose specific conditions, right?

[23:33] It means what we cannot say is, this will make your members healthier, right?

[23:45] We can say we will help facilitate access to a healthier lifestyle, but we cannot say this will make your members healthier.

[24:19] They have the same closing page, lead capture page that you have.

[24:40] There are savings, but you can refer them to the comparison chart on the sales page, or you can allow them to make their own calculations and deductions.

[25:26] So when in doubt, focus on access, convenience, and affordability, right?

[25:35] Emphasize the value of 24-7 health and all the other member benefits.

[25:42] This covers an entire family for $39.95, the dependents aged 2 to 25, up to six that don't even have to live in the household.

[26:42] All right, so our compelling compensation offer, the $3 per membership per month is incredible.

[27:15] The recurring monthly revenue is also huge.

[27:42] And remember, that does not affect your commission. Any membership that an association brings, that you brought the association, you still get your full agent commission… It's not a split commission, this is plus, in addition to.

[28:23] Again, focus on compliance. We're going to keep everything legal, but we will work with them to pay them compliantly.

[28:39] Tim: No, but I would add, what we're going to do is together take a look at the website that they've got and see what's important to them that needs funding.

[28:51] So you probably want to take a look at the website beforehand so you know what's emphasized.

[29:11] Vanessa: And I always recommend before you have a conversation with a potential customer, find out everything you can about them, right?

[29:50] So Reggie, when we're working with associations, a Chamber of Commerce may be selling to a business owner, right?

[29:56] But associations can also just be a club of people.

[30:53] The commissions are always based on the number of memberships purchased, be that one singular for self or a business owner who adds 10, 20, 100, 200 employees.

[31:08] So yes, it's not that the chamber would only receive $3 for signing the business owner. That chamber would receive the $3 per member that that business owner enrolls. Absolutely. Yes.

[31:20] And you would receive your—I know you're a platinum—$7 for every member that that business owner enrolls.

[32:19] Tim: The only thing I'd add is if the chamber, in this case, is just signing up their employees, we wouldn't count them as into this program.

[32:31] Vanessa: If the association buys their own account at Illusional and is not acting as a sales representative, if they are just your customer, and they are saying, I as an association am a business and I am buying an account, I employ 15 people, they are then a customer, not a partner, and they do not earn on their own sale—but you do. The way they earn commission is if they are sharing it with their members as a sales partner.

[33:25] How are payments to us handled via the chamber? Are they chambers expected to pay upfront for business? Reggie, no, absolutely not. You work with us to get the chamber qualified and set up.

[33:34] They get their own referral link just like you have a referral link.

[33:45] And when people buy through their link, our system, the Illusional Dashboard, knows that they've made a sale and are owed a commission, and you are the sponsor of that association.

[33:59] So you earn a commission at the same time. They do not pay you. There's no funds exchanged at all between you and the association.

[34:09] We, Illusional, pay your commission on all revenue generated through your affiliate links, okay?

[34:24] ACH, I have great news, will be available very shortly. We're in the final stages of testing, so the ACH, Thomas, will be ready for associations as well as all customers very, very soon, okay?

[34:38] Joseph asks, the association is a sales partner, but do they also earn on the employees that they sign up? Joseph, if they're a customer and they are paying for their own employees, no. Okay. If they are a sales partner and they are sharing their affiliate, their agent link, with their members who buy themselves, that is how they earn a commission.

[35:23] What do you think about the idea of a public or private elementary, middle, or high school having their students bring flyers to their parents, inviting them to enroll in Illusional? That's a very interesting approach.

[35:56] Does that drive to our existing link, or does the association we sign up get a different link? Donald, fantastic question. When the association is qualified and onboarded, they will receive their tracking link that is different from yours.

[36:47] Is there a way a visual can be made of the payment structures? It's really simple. I absolutely can make one if that's going to be helpful, but the association makes three dollars per member and you make five.

[37:08] If they promote to members, Kenneth asks, and their staff wants to also buy, the association will get credit on them, right?

[37:16] If the employees purchase through their referral link, we don't care if they're employees or members, right?

[37:43] The mass upload is not ready yet, but if that is a deal breaker for an employer, I will personally add them.

[38:49] I don't think we're able to just get handed off. We would have to talk to you about it, but that's fantastic because honestly, there's a lot of need out there for folks that can't afford real insurance, and you know, this is a target market.

📝 Verification and Approval
[39:34] Vanessa: So when you are ready to speak with an association, you know, of course, put your feelers out there, generate interest, but when we're ready to take it to a more official level, when it's getting real, we could say, we do need to make sure that you let us know who you're trying to talk to because we're tracking to make sure that multiple people are targeting the same associations.

[40:49] We are gonna keep up with that to prevent you wasting your time, right?

[41:35] And then it protects team members' efforts and missions. Absolutely. It is a first-come, first-serve situation.

[41:43] So the first person who brings an association to us gets first dibs.

[42:17] Is the approval form ready? So here's what we're gonna do. We're having this training live… When this recording is published in the members area, this is module three, part two, associations, below the video that you might be watching me video right now. Below this screen will be a preliminary qualification form, right?

[42:59] Once we make sure that the initial barriers are passed and all the boxes are checked, we'll let you know, okay, here's how we're going to proceed, or sorry, this is already on our list, or sorry, this is not a viable aspect.

[44:06] And what was the update on Spanish-speaking doctors? We have Spanish-speaking doctors, right?

[44:38] All right, so your role, relationship owner and sales driver.

[45:16] So the communication and the presentation of the opportunity is your role.

[45:26] Build rapport and trust with the decision makers because you will be making the introduction eventually to Illusional authority decision-makers so that that relationship can proceed, but establishing the relationship on the front end is with you.

[45:41] And then maintain regular communication throughout the sales cycle, right? It's not a handoff and then dust your hands off and everything runs.

[48:35] What we don't want is a list of a hundred associations you googled and like calling dibs on them, right?

[49:07] And so, strategic support.

[49:36] You could take it all the way, right? If you have this relationship with the decision-maker, you could need very, very little from us.

[50:16] But it's crossing the finish line, right?

[50:20] What we don't do is, like I said, we don't just take leads, a contact list of names and phone numbers that you googled, right?

[50:36] It's a strategic deal closing, and it's done with you, right?

[50:49] The ownership of the relationship is you, right?

[51:24] So Tim's given us some creative solutions. Leverage existing speaking opportunities, right? Sign up the Chamber President personally, right?

[51:55] Request free newsletter ad or spotlight feature.

[52:31] Tim: And if you're working with the chamber and they can get you in touch with the development authority, now you have the opportunity to talk with businesses that have signed on, they're coming in, but they're not there yet.

[53:47] Vanessa: And this is just, you know, really the tip of the iceberg on training on how to speak with, talk with, and build relationships with associations. So big picture.

[54:21] You identify potential, initiate contacts, make sure that they can accept payments, complete the verification form, right—that's step one.

[55:38] And three, closing and onboarding. That's where we request creative support, develop customized proposals, member communication, negotiate terms, finalize agreements, and execute the onboarding process.

[56:07] All right. I'm going to jump into the questions.

[56:10] Jay says, really excited, keen to introduce associations. But you're in the UK.

[56:16] Our biggest agents are in the Netherlands.

[56:55] Reggie: excellent. Oh, well, thank you.

[57:05] Because really, it's all a confidence game, right?

[57:56] Okay, so the seven keys to building your association pipeline is quality over quantity, right?

[58:12] One actively engaged, excited association who is going to work hard to share your message or this opportunity is worth 10 folks who are like, yeah fine, sure, whatever.

[58:32] Relationship first—build trust and rapport before pushing for decisions, right?

[58:50] Follow the process. The verification and approval process protects everyone.

[59:27] Think long-term. Association partnerships compound over time as new members renew, right?

[1:00:11] That's why we have approved marketing materials. That's why we have the uneditable sales page.

[1:01:03] Robin says, in our Small Business Advantage platform back office, under marketing materials, we don't see any of the various links to the marketing materials.

[1:01:17] We proactively sent you the customized marketing files.

[1:02:03] And do field agents pay monthly? Robin, are you talking about platinum field agents where you sponsor a field agent instead of selling them a course? The answer to that is no.

[1:03:01] Nothing happens if nothing happens, and you miss a hundred percent of the shots you don't take, right?

[1:04:04] You're the primary and you're with us from beginning to end with the association deals. And qualify rigorously before investing significant time because your time is valuable, it’s the only resource that you can't get more of.

[1:04:34] This is not a recorded call. When it's in the members area and this recording is published on the module page, that's where the form will be.

[1:04:43] If you know someone that has access to the association, is it better for them to come in as an agent under you?

[1:04:53] No, because no agents are under you. You can refer someone to become an agent. That is, there is no downline here, right?

[1:05:36] If a potential customer is not a business owner, how do they sign up for the program through our affiliate link? Robin, exactly the same way.

[1:06:19] All right, so if we're good with associations, I will open the floor to non-association questions.

[1:06:35] Do all businesses receive the Business Sense benefits, or is that a— Right, the person who pays the bill, right, the name and email on the initial lead capture form, gets the Business Sense package. Everyone else gets Health Sense.

[1:06:57] All right, if you think of anything else as we go, always GetSupport.biz operators are standing by to help you.

[1:07:37] Thanks, everybody.