How To Get Started
Here is some serious training!
There are other ways to set your focus, of course;
this one leads to a strong Key Managership.
Dear Xxxx & Yyyy:
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Bob, we met recently at a meeting. You offered to help when we had questions or when we found an exceptional business candidate. This is our first request for answers and/or coaching.
We receive 2 - 3 calls per day based on this ad:
CHRISTIAN-BASED COMPANY Seeking hard-working, mature individuals or couples who want to earn $7,000/month. Call Us Now xxx-xxx-xxxx
This ad is popular in 2008: Check out this link! HOMEMAKER Add up to $500+ to your family income. No Exp Necessary. Will Train
Call xxx-xxx-xxxx Situation #1: I secure interviews with about 80% of the callers, but between the interview and the follow-up call, I lose their interest. The problem must be something I am saying or not saying, or how I say it. I have not placed any purifiers from the ads. What do you suggest?
Situation #2. I walked into Baskin-Robbins yesterday ($1 Tuesdays) and asked the gentleman who was filling my order if he was the owner. He said yes. I remained silent and 30 seconds later he added, "Yes, it could be going better." Without me asking anything, he then asked what EcoQuest was (based on my shirt).
All I said is "My wife and I have an air and water purification business." He then asked, "Are you looking for dealers?"
I said yes. The business owner confided that he and his wife work from open till close, every day. We are going to meet during one of his slow periods tomorrow.
Situation #3. I called Jay Hzzzzz off of a radio ad for his business. Jay and his wife are dealers, having purchased a Breeze at retail. Jay is a mobile dog groomer, and Barb does office work. They moved their mobile dog grooming business from Florida this past year. They are leaving for Israel soon. Upon their return, they are ready to get started, placing machines with clients and recruiting others. Jay will receive an annuity at the first of the year, enabling him to make a good investment in EcoQuest.
Situation #4. One year ago, Yyyy contacted Kim, a lady she worked with while selling yellow page advertising. Last week, Kim called out of the blue, ready to get started, concentrating on the SpringHouse, not knowing about the air products. Kim's commissions were cut from 20% to 5%, if I understand correctly. I believe Kim is ordering one Fresh Air, Dealer cost. I am waiting for Yyyy to return and share the details.
Summation. We meet people routinely, but we have not figured out why the people do not stick. We have not used third-party validation. The few people we've brought to meetings, they become dealers, then fizzle. We need to bring massive numbers to meetings, this we know. So, I need to work smarter and harder to bring the people to meetings.
Any suggestions, we welcome at this time.
Have a Blessed day
Xxxx & Yyyy
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Some struggling EcoQuesters will read this page and say they've heard all this before.
You may have heard it, but did you ever open your mind and listen?
Consider this: [1] More and more people will make it to Key Manager -- why not you? [2] If Robia Turner can do it, why can't I learned how to do it? [3] It was possible in Minnesota back in the old days, so it must be possible where you live now!
Will you open your mind? Maybe you'll discover a key to your past difficulties. This could totally change things for you. It's worth a try.
Have you ever REALLY put your goals in writing? Have you ever made a REAL plan? Most folks who pooh pooh goal setting have never really tried it.
This essay has some answers. Not every answer, of course. Things aren't that simple. But it will have some key ideas you can use.
A weak business can be turned into a strong and dynamic business with the addition of just 3 or 4 new groups. It's not easy, but it's doable.
Many good answers are in this website. The "right stuff" for you might not be the same as the right stuff for Jay & Norma. Your answers are probably here. Find them!
Seek and ye shall find!
Believe and it shall be granted!
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Great questions and very fundamental!
That's why I decided to make a newsletter from the answers. Great ad, by the way. You and Norma seem to be natural prospectors, and your appointment setting skills are impressive. My answer begins with an assumption about what you want from EcoQuest. Would these goal statements suit you? (
Having read this, Xxxx says yes!)
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Our Career Goals
J
1. We, ______________, have decided to build a
profitable and enjoyable career and do EcoQuest for
the rest of our lives. Specifically, we want to earn
a net income (after business expenses)
of $150,000 or more per year ... and we want that
income to be rock solid (security!).
We will increase this goal in the future.
2. We intend to be good leaders who support our downline. When we find people who commit to a career development plan, we will stick with them through thick and thin. As part of our job as leaders, we will set a good personal example. Even while we are new, we will know how to point our people toward good support. We will use meetings, conference calls, websites, newsletters, company programs, and our own advertising and marketing efforts.
3. The 3 basic skills of EcoQuest are selling, recruiting, and leadership. In all these areas, we must discover our strengths and weaknesses.
4. Through the mechanism of leverage, we will cultivate additional skills in our downline. By the time we have 200 active people, we will have some doing trade shows, some doing commercial work, and all other types. Some of our people will recruit friends; others will work through advertising. Some will have good phone skills, some will prefer doing meetings, some will do one-on-one presentations, and some will be mostly into selling. Most of our people will focus on air purification and network building, but we will also promote the nutrition products, skin care, water systems, and Laundry Pure.
5. Our biggest focus will be on developing downline leaders (not just people but LEADERS). The success of our group will, ultimately, rise and fall based on the number of leaders we can develop and the quality of our leaders. As a general rule of growth, we should identify at least one emerging leader from each 10 people who join the group.
6. It is our goal to add value to the company at large. At this stage, we do not know where our contributions might come from -- perhaps through some special program we create, perhaps through the great people we develop in our downline. Who knows?
7. We will ask for help and advice whenever we need it, but we take personal responsibility for our success and even for our training. It is our business. We will educate ourselves with respect to all the support systems that exist.
8. The support we offer our people will be based on the same principles that guide us. We cannot do everyone else's work because we are plenty busy doing our own! This concept has to be understood at all levels. We will constantly "sort" through our people -- all levels -- to determine which ones want to work and build careers. These will get the lion's share of our support. The rest have full access to all that EcoQuest offers. We are not dumping people, but neither are we baby sitting them.
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There are many things to cover when giving "how to" and "strategic" advice. We'll start with your question about why people are lost between the appointment and follow-up.
Besides reading my ideas, it might also be helpful for you to call some of the ones who crashed. Ask them, "Bill, we had a conversation about EcoQuest a few weeks/months ago and you decided not to work our program. I'm now working with a business coach who has asked me to check back with 10 people to get their comments on WHY they said 'no' or 'not now' to my offer. Will you help me?"
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What Strategy Should We Follow?
h
1. This will vary from person to person. Your
success will depend on (a) the quality of your
prospects, (b) whether they are friends or
strangers, and of course (c) your style. My batting
average was somewhat low when it came to setting
appointments because I always made it very clear
that I was looking for CAREER people. I set maybe 1
solid appointment per 10 tries, but I didn't mind
losing the weak ones. I recruited about half of
those I met with and developed a Sales Manager leg
from about 1 recruit in 4. Crunch those numbers: I
hit on 80 good candidates to get 1 Sales Manager ( [Eighty tries is a lot. That explains why there aren't a lot of Bob Giddenses out there. If a person goes through 20 tries without seeing any exciting results, he might be tempted to change his plan and/or lower his standards. With 25 years of MLM experience to rely on, I trusted my plan.] [Without those years of trial and error behind you, will you have the guts to stick with this career building strategy? Another option is to pitch EcoQuest as a wonderful company for both selling and recruiting, without being so adamant about the career idea. Get as many people as you can and see where it goes. We have Keys and Masters who do it this way ... so it's definitely a viable option.] 2. If you are going my way, the easiest change that will improve your results is to start every contact with the Magic Question (verbally or in writing). "Mr. Smith, I'm going to start this phone screening process by asking you one question. This will take 22 seconds, and then I will start answering your questions. Will you allow me to start by asking you a 22-second question?" (prospects almost always say yes.) "Mr. _______, if I could show you how to make $150,000 per year, not just one year but every year for life ... and if you loved the work, would you invest up to two hours doing phone and website evaluation, and would you consider doing something like this as your life's career?"
This question sets the stage nicely: [1] Big bait, [2] A reference to long range Security, [3] Love, [4] An Appointment is requested, and [5] It's not selling or a job, it's a Career! Many people say no based on this agenda ... and sometimes you have to soften your approach and settle for a Casual Dealer. But the ones who say yes are the ones you are looking for.
3. Your Presentation matters, too. Once you introduce the Magic Question method, you then have to give a presentation that fulfills the offer. You said you could help them earn $150K per year, not just once but every year for life. The only way that's possible is if they build a strong Key Managership. They can make money selling, working the commercial market, and through massive recruiting ... but it won't be permanent money unless they build a solid Key Managership: Envision this (or more) always! [ Your Key Managership] This is your destination! |-------|-------|---|---|-------|-------| [л1 ] [л2 ] [л3 ] [л4 ] [л5 ] [л6 ] лллллл лллллл лллллл лллллл лллллл лллллл
A Key Manager has his Open Group and six Manager Legs. A strong Key has six Managers that are working seriously to become Keys. Each group represented by brackets [ лx ] in the above diagram represents 100 to 200 Dealers; and we train each leader to work toward Key. Therefore, each leader -- perpetually! -- is striving to develop at least six downline leaders (л) who are also career motivated.
A strong group will be worth $4,000 a month (or more) to the upline. A medium group might be worth $2,500, and a weak Managership might be worth $1,500 (or less). Only time can prove the actual worth of a group, but this is the process by which a Leader in EcoQuest earns $150K per year and up.
3. This is an equal opportunity program. Don't think of yourself as a Key and your subordinates as "only Managers." Everyone has every option. A downliner can surpass you; he can equal you; or he can fail. The program I teach (leads to a $150,000 annual income -- the amount we have proposed) is that everyone should start by aiming at Key. From that starting point, talent and commitment and hard work have their way of balancing everything out.
4. Back to the appointment setting process. "____, you've just told me that, yes, you want to make a very high income and build something that will last for life. If that's true, we have to schedule a 45-minute initial appointment." Long distance alternative: "____, you've said that, yes, you want to make a very high income and build something that will last for life. If that's true, you're going to have to spend some review time on our website, and then you and I are going to meet again by phone. Are you ready to register Online and order our $49 Business Owner's Kit?"
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Next comes The Presentation.
Go to November Online Newsletter II.
(click here to go to the second half of this newsletter)
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