My Dear and Precious Reader,
This particular post is aimed at our Utility Warehouse Community. However, all are welcomed to read as some of the concepts held within this post may well benefit my other beloved readers from all over the world! Possibly wishful thinking but you never know!
Ten days ago I set up a FaceBook page http://www.facebook.com/cliveleachUW as an experimental coaching aid with a limited, tiny readership. The questions that I have received were very interesting and thought provoking and consequently I would like to share just five of the questions that I have received together with my answers. To see the rest just visit www.facebook.com/cliveleachUW and hit the “Like” button on that page. Finally, at the end of this post you will find a short poll and I would be very grateful, dear reader, if you would be kind enough to complete it as this will help me in further coaching our colleagues.
All our personally sponsored distributors have either come from our Centre of Influence or have been referred to us in one way or another.
Your Centre of Influence is of course your list and the mistake that most people make is that they create their list once and never review it. Consequently additions are never made. Diana, David and I over the years have added substantial numbers to our Centre of Influence through the people we meet on a daily basis. To attract people you must first learn to be attractive. This does not mean surgical enhancement! It doesn’t mean that you have to be interesting. You just need to be interested in people and have a sunny attitude and be warm and friendly with everybody you meet. It takes a little time to build a solid list unless you’re highly visible within your community, social clubs, breakfast clubs, Rotary, Lions etc all bring you into contact with new friends and acquaintances. Then the task is to build rapport. The hardest thing that I had to learn is to be a good listener!
What’s been your most successful one liner to recruit a potential distributor?
This is the second time that I have received this question in the last 24 hours. Is someone peddling this as a concept because if so I’m concerned?
As far as I am aware the key to building a distributorship is to build rapport with your prospects and team members. It takes more than one line. It takes the ability to listen, to care and to act. The only way that Diana and I know how to build a business is by applying the philosophy of enlightened self interest which states “If you help enough people get what they want then you will get what you want!”
What To Do With A new Distributor
When I have introduced a new person it is my belief that the first few days are key to their success. As soon as they have an ID number (Instant ID) I would ensure that they were booked onto the Getting Started Skills class. I would arrange to meet within 24 hours. The discussion would be set around what our new team member needs and desires in terms of their financial requirement. The next part of the discussion would be to review the amount of time that the new team member had on a weekly basis. Then I would ensure that our new person completely understood the concept of time leverage. I would ensure that they have become a customer for as many of our services as possible.
Next we would tackle their list and help them create it. (If you want a starting point look at their contacts on their mobile phone, address book etc). Having expanded the list we would profile a few of them to ascertain the quality of his/her prospects. We would make sure that the energy declaration and ID badge was in hand and that they were able to access the online training. Contact would then take place on a daily basis and their understanding of the online training would be monitored. Just before their class room training we would meet again and review our progress and ensure that the goals had been set. It is at this point some customer appointments would be made and would be in the diary and if possible I would help them with their first appointments.
After they had completed their class room training I would debrief our new team member to ensure that they were comfortable with the information that they had received. Contact would be on a daily basis and at the appropriate time appointments would be made to present the opportunity. Where possible I would go on the first few.
By now we should be on the way to building a TL structure.
Running Home Meetings
Home meetings can have a really varied format and would be dependent upon the needs of the individual team and where they are currently sitting in their understanding of their business. When Diana and I first started this it was a self help group as there was no infrastructure of any type. However, today is a different story. My suggestion would be to look at the frequency of your local COP and have your home meeting on the opposing week if your local COP is fortnightly or on the alternate fortnight if your COP is monthly. As your team develops you will probably find that you will need a mini COP as well. Hopefully you will get to the point where you will need to have a weekly home mini COP! We used to do this in our front room and training was undertaken in the kitchen and as the team grew we had training in the dining room as well. In terms of content I am a great believer that all distributors should have a thorough knowledge of the compensation plan, the concept of time leverage, the skills of getting an appointment and of course presentation skills.
One of the often repeated themes for a home meeting is making the appointment. I would ask my team to bring with them their lists with telephone numbers as we are going to profile them. First we would start of with a new team member and work on expanding their list by involving the attendees to play F.R.O.G.S. Then we would take a name from this persons list and profile the prospects character and skill set. I would then take the persons list pick up the telephone and call the profiled prospect. The look on the team members face is always memorable! The script would be something on the lines of: Hello is this Elsie?
You don’t know me but I believe you know Dave. He’s sitting with me right now. Dave and I are involved in an exciting venture and we have found a way of doubling or even tripling most peoples disposable income and Dave and I were talking about the sort of person we need to be working with and your name, Elsie, sprang form his lips. Dave tells me that you are a ………and that you have great……skills. Could we pop over and run this buy you either on Tuesday or Thursday for 30 minutes to see if there is a level of interest?
What is it?
Elsie, If I try and explain this over the phone I’m going to make a real mess of it as its very visual so which is best Tuesday or Thursday just to run the idea past you just to see if you have any interest?
Elsie says yes, pass the phone over to David to finalise times etc.
Once this has been completed you then say to David “Right it’s your turn who are you going to call?” David makes the call and you summarise his presentation by addressing the group saying that you liked it when David said ……..but was a little uncomfortable when David said……but really though that when David said……it was very good. You then ask the group for help by asking them how they would improve upon David’s presentation.
The post office game is also fun for another occasion. You take two team members and ask them to stand. They then have to pretend that they are in a long queue at the post office. You select one of them and ask him/her to strike up a conversation with this complete stranger and bring the conversation around to the opportunity within 5 minutes. You then open this to the group for discussion on how this could be improved upon.
On a regular basis I would drill the concept of time leverage into the group so not only did the team understand it but could present it confidently and competently without any aids.
On a regular basis I would rehearse the team in giving their testimonials at a COP and try to get away from the cliched “topping the pension pot up” (that drives me mad it’s so uninspiring!)
During the course of the meeting its always good to recognise individual achievements from getting their first customer or first distributor to promotions etc.
There’s loads more you can do but this should keep you going for the first few weeks but the key is to involve every attendee in an activity of some description.
Why am I doing this?
I’ve had a number of people ask me why Diana and I continue to be active in the business and what is our “Why” and do we have the same “Why” as when we started. Diana and I have always been goal driven and over the years our goals and reasons for our continued activity and involvement have changed. We have achieved our major financial goals and we have attained time freedon so we literally choose to be involved for the following reasons:
1). We enjoy the business and 2) I’m on a mission!
So, here’s our mission statement:
To create a culture and tools that will enable an individual distributor to be able to multiply their disposable income by a factor of at least ten. To multiply the distributor channel by a factor of at least five. This will create wealth for a huge number of people which will have direct positive consequences on the UK economy and the future prosperity of our nation.
Please complete the poll below and please do’t forget to visit http://www.facebook.com/cliveleachUW and hit the “Like” button to automatically receive updates.