Success and Attitude Tips From Bob Giddens
*1. Be decisive. Sign up
quickly upon discovering the scope of our products and opportunity.
Don't try to get your ducks in a row -- there's no such thing. Don't
expect much from a prospect who says he wants to learn it all before
he starts. That's an IMPOSSIBILITY. [Are you 100% on
board with this item?]
*2. Get really sold on indoor
air purification (this conviction may not exist on
Day 1). You must view this as a world-changing technology
that will one day be as common in homes as the telephone. You must
personally experiment with your unit in many ways. [Are
you 100% on board with this item?]
*3. You must WANT to be
in EcoQuest and recognize this as a very special company. You must
have a burning desire to succeed (your goals need not
be fully fleshed out yet). [Are you 100% on
board with this item?]
*4. Order some demo units. If
broke, you must be willing to find a way to get some units (perhaps
using what I call Plan B -- which is to sponsor people with money
and sell some of their units, splitting the commissions with
them). Demo units -- both for selling and recruiting --
are essential. [Are you 100% on board with this item?]
*5. THINK. Do self-study. Try
to come up with answers of your own based on common sense (before
you asks your upline). Do rough drafts of your own written
materials before you ask for upline input. Page through the Success
Manual and read the most exciting parts. Take the Success Manual
guided tour. Study the company website. Read some Giddens materials.
You will not know all the answers, but you will begin to learn where
to look for answers. [Are you 100% on board with
this?]
*5. Utilize the company's
conference call system (641-793-7500, code
546009#,
Conference Call Schedule) -- but don't
become a call junkie. I do not expect a good EcoQuester to be on
every call, every day. I expect to hear him on company calls from
time to time (he can listen via iAct if he misses
something significant). You may be interested in other calls
that aren't company calls, but you cannot skip the company calls
altogether.
*6. Subscribe to the Chippy News. The cost is low and the value is high. When you gets your
hands on a particularly useful issue, make copies and use them for
recruiting, CWT, etc.
*7. You don't have to use it,
but you must be completely familiar with
The Spiral Notebook Plan. It is an important training
piece. The Spiral Notebook Plan covers the fundamental process
of acquiring prospects, no matter what system you use.
*8. You must be completely
familiar with the Cadle McEachin Leg Charting concept (a
spinoff from Giddens Leg Charting). Whether a person uses
this or not is up to him. If your business needs a boost, you should
use this as a means of getting on track. Details are on the Giddens
website.
*9. Use and REGULARLY CHECK the
Giddens website:
www.chippynews.com
*10. You must NOT be involved in
misleading or unethical business practices or in over-promoting the
opportunity. This is a business. It calls for vision; it takes work
and time; it requires diligence and oversight; it calls for people
skills and service-mindedness; it calls
for problem solving skills. The rewards are high only for those who
perform at an above-average level.
*11. Be a self starter. Some
sponsors can take a new person on sales calls and demonstrate the
selling process. But that doesn't guarantee that the new dealer can
copy the sponsor. Some circumstances allow a sponsor to go with his
new person on a couple of sponsoring appointments. These are good
steps but we are all so different that hand-holding is almost never
the key. The keys are desire, courage, and initiative. The person
who's eager to stick his toe in the water, mostly on his own
initiative, is usually the one who succeeds.
*13. Retail selling. I don't
approve of a ZERO selling approach, which some people with an MLM
background want. I expect a new person to schedule and do at least
10 hands-on demos after joining. Skilled salespeople might make
thousands of sales. Their income may be derived largely from
selling. But I want the opposite type of person -- the
NON-sales-type -- to do a minimal amount of selling as part of his
learning experience.
*14. Prospecting and
Recruiting. It is not good enough to just "attempt" recruiting. You
MUST recruit. Three to ten personal recruits per month would be
a good pace for at least a year (this is called going
wide).
*15. Keeping one's Hopper full.
No dealer below the rank of Master Manager should EVER find himself
in a position to say he has no hot prospects at the present time. A
recruiter must always maintain a Six Most Wanted List of his best
prospects.
*16. In-depth Recruiting. A
pure Stacker or a leader who teaches Stacking as a
recommended process is totally out of step with what I believe.
Stacking can at times be expedient. It can help a goal-focused
person meet a qualification. It can help stimulate someone. It can
help an ambitious downliner meet a goal. It can prevent depression
when stresses come along. I will "stack" in rare, strategic
circumstances, but I mainly stimulate my downline growth through
personal example, training, goal targeting, tight coaching, advocacy
of the Chippy News System, creative management, and pure
inspiration.
*17. A professional commitment.
It's easy to read through these steps and let the details go in one
ear and out the other. Every step says something specific. Most of
these steps take diligence and self-discipline. To make this system
work you must be committed to all of these steps! No step is
impossible and very few are fundamentally hard.
*18. Make a written prospect
list. If you are working the Spiral Notebook Plan, that IS a list.
If you choose just to know about Spiral Notebooking and do EcoQuest
some other way, you must at least have a list. It must be a growing
list. A prospect list that gets stale will soon be useless.
19. Make other written lists.
I'd like you to make an occupational recruiting list. This is kind
of a mastermind jogger. My list included MLMers, airline pilots,
Realtors, carpet cleaners, and a list of targeted cities. This is
the first optional item in the Giddens system.
*20. Make a geographical
expansion list -- NOT optional. An "all local" group will never be
strong. Leaders tend to emerge in areas where they can think of
themselves as the Top Dog. A guy who lives a mile from your home may
have great leadership potential but in your local shadow he will
tend NOT to take charge. He will not want to compete with you. He
knows that everything he does goes on your account as well as his.
List cities or regions where you want to find first level people and
list cities where your downliners intend to expand. Work this list.
This is one of the most important lists you will have.
*21. Do one-on-one
presentations. Get in front of some friends and start presenting the
business. Use my "Commitment Time" book if you do not have a method
you are comfortable with. Your presentation will always be evolving.
Don't think you have to have it "perfected" before you start. Take
your best shot and take lots of shots. Use a company presentation, a
Success Manual, a 3-ring binder of your own design, or some
scribblings on blank paper. After you've done a few, sit down at a
word processor and try to type a complete script. I'm not asking you
to read from your written text, but put it in writing so your
thoughts will be organized. By typing it, you can decide what parts
to cover quickly and what parts to cover at length. This assignment
takes some time. That's what you promised to do in item 15 (a
professional commitment).
*22. Talk to your friends (we
call this your Warm Market). If you ever claim you don't want
to approach your friends or "they will not listen," you are making a
fatal sin. If you opened a Cadillac dealership or a Mexican
restaurant you would tell your friends. A person who won't tell his
friends what he is doing is ashamed of what he is doing (exception:
keep this apart from your place of work if your job would be at
stake). Your chances of succeeding are greatly restricted if
you don't (a) work your Warm Market and (b) teach Warm Market
recruiting as a primary tactic for all new people. Friend-to-friend
connections are the reason the multilevel marketing industry exists
at all.
23. Identify your "Why" -- Why
are you doing EcoQuest? This is more complex than it seems. "To make
money," is usually not the whole story. Nor is, "Because I really
believe in the product." Those are good ... but experience has
taught us that people tend to have deeper motivations than these
two. Maybe you want an organization to "belong to" where you can
build some "strong friendships." Maybe you want to "prove yourself"
-- to yourself, to your spouse, to a parent. On the other side of
this same coin, maybe you want to "prove someone wrong." Maybe its
"a forum for expressing your ideas" that you are seeking. Maybe you
want to "be important" and "make a difference." Maybe you've been in
MLM before and you are determined to "prove that it works." Maybe
you want the opportunity to "teach other people how to be
successful." As important as this one is, I didn't mark it as
mandatory. In my experience, many people have trouble really
understanding themselves.
*24. Learn about your people.
You may be somewhat uncertain about your own "Why" but you sure need
to figure out what motivates your key people. Once you figure it
out, dedicate yourself to helping them get it. But please understand
that you can't "make" someone else into a success. You can help. You
can support. You can be there. But the people who make it will be
the ones who commit to success on their own. As your people grow in
rank, you must help guide them to grow as individuals. You may have
to ask more of them.
*25. Reach over many shoulders.
Your leadership responsibilities never stop with the person you
recruit. You must reach down, reach down, reach down in a never
ending search for talent, commitment, and geographical diversity. We
are building networks, not individuals.
*26. Attitude -- belief. This
encompasses so much. You must believe in EcoQuest, in the products,
in Mike Jackson, in the opportunity, in the future, and in yourself.
I did not say that you must automatically believe in your sponsor.
Many sponsors are not all that powerful. I hope you love your
sponsor. I hope you have a great working relationship with him or
her. But your sponsor is not the key.
*27. Attitude -- positive
expectancy. Think of reasons your prospects will be
interested in the product and opportunity, not why they will not
be interested. Let them think of the why nots. You are allowed to
think about negative things, but don't dwell on them. If you have a
goal for the month, don't give up on the 20th just because your QV
is low. Amazing things can happen with just a couple of hot new
recruits. Don't proclaim that you are going to hit an outrageously
high target. That kind of bravado can be damaging. Your positive
expectancy should be tempered with realism. Your dreams should be
built around what you are going to accomplish long term, not in
one or two months.
*28. Attitude -- toward people.
Understand that building an EcoQuest business is not easy. I don't
see any reason to say that anyone can do it. The company statistics
do not bear out such a claim, even though it is often claimed. My
attitude about people begins with an understanding that I must find
good character, a certain amount of ambition, a pleasant
personality, sincerity, a genuine enthusiasm for EcoQuest, and
qualities that would help them work the Chippy News System (all
these items). My attitude has some conditions: "You can do
this if (a) you really want to, (b) you have some of the right
skills, (c) if you work hard, and (d) if you work smart." The more a
person shows a commitment to the Chippy News System, the more I get
enthused. I develop a strong sense of commitment to that person. I
become a believer in him.
*29. Attitude -- toward the
company. Our past is easy to believe in. We've sold over a billion
dollars worth of air purifiers. We made our name with air
purification. But now 2005 is upon us (this newsletter has been
updated). It's time to believe strongly in our Triple-A program.
It's time to envision a big future and "sell" that vision to other
people. Are we perfect yet? Of course not. No company is perfect. If
you are waiting for that you might as well get a job to hold you
over. We are a bigger, better, stronger, and better managed company
than at any time. But we'll still goof from time to time and not
every decision will suit you. You have to a good attitude about
EcoQuest in good times and bad. You have to become the one who helps
other people through their periods of negativity.
[This newsletter
will be a "work in progress." I will add more by
springtime 2005. Thanks for reading this far. Please revisit this link
from time to time.]
Bob Giddens
Presidential Master Manager
