July 2004 Online Newsletter
DESIRE, SERVICE, GOALS, PLANNING and ACTION
by Bob Giddens*
Someone recently asked: "If I'm ready to make a run for success, how would you tell me to proceed?" Here is my response...
Dear XXXX:
1. The first step would be for you to have a real DESIRE to (a) change your life, (b) change your income, and (c) enlarge your commitment to giving SERVICE and LEADERSHIP.
An alternative to the "SERVICE and LEADERSHIP" part is to make a commitment to (c) "SERVICE and SALES." We have some very successful people whose "sales focus" has led them to $60,000 to $120,000 positions, which they enjoy very much.
Most who have done this -- from Conroe Erickson to the present day -- have concentrated on selling to residences (sales success is sometimes achieved through commercial sales work, but this is much more difficult and few have stuck with commercial work). Because of the high commissions and PV on SpringHouse, this product enlarges the opportunity in the water market.
The BIGGEST MONEY ultimately comes from SERVICE AND LEADERSHIP, not from service and selling ... and not from mass recruiting, either [note: mass recruiters tend to be weak in the area of SERVICE.]
No big or rewarding career can be built by someone who lacks an instinct for giving sincere SERVICE -- and lots of it. LEADERSHIP SERVICE includes communications, meetings, conference calls, newsletters, in-depth work, working with people on goals and planning, solving problems, training, motivation, etc.
2. The second step is for you to DECIDE to do these things. It's one thing to have desire, it's much bigger to make a final DECISION TO GO FORWARD.
3. The third step would be for you to SET SOME GOALS and make a COMPREHENSIVE PLAN for attaining those goals.
The GOALS and the PLAN must be worked on for several weeks on a back and forth basis. Start with a GOAL that is more or less built from your wishes. Then map out a PLAN for achieving that goal. In the process of making your PLAN (as you begin to see what work and time are involved ... and as you "test your plan" in your imagination -- against reality, against attrition predictions, and against the odds that you will from time to time get on a wrong track) you most likely will have to modify your GOAL. In turn, you have to adjust your PLAN and do the imaginary testing again. Go back and forth until your plan becomes (a) one you can do and (b) one that will work. You will have asked such questions as, "Do I have skills in this area?" "Can I learn? Will I learn? Am I coachable?" "Can I stick with this rate of effort for three months? For a year?" "Are these estimates realistic in the real world?" "Will my people be able to copy this? To what extent?"
4. Even as you are working on these mental and planning things, you must GET AGGRESSIVELY TO WORK. Order some products and materials today[Success Pack? Executive Master Pack?] Pick up the phone today. Start a prospect list today. Believe me, you haven't accomplished Step #2 if you are not willing to start on these things TODAY. The "initial trial work" that is done during the planning phase (Step #3) helps you answer the above mentioned questions about your capabilities and stamina.
5. You must have a "correct view" of the business if MAJOR SUCCESS is going to be likely. Thinking it will be easy to build a large and successful downline would be incorrect. Thinking you can build a strong downline by recruiting "anyone who breathes" would be incorrect. This is a business! Ability, character, and resources matter. The best way to develop a "correct view" is to listen to and read what some of the most successful EcoQuesters are saying. (The concept of "a round thing that rolls, thus reducing friction" will never be improved upon, so don't try to reinvent the wheel.)
Your PLAN must include (a) a list of the techniques you will employ, (b) the places you will look for prospects, (c) geographical areas you will work, (d) the types of people you want, (e) the absolute importance of depth and (f) THE WORDS YOU INTEND TO SAY TO YOUR PROSPECTS AND TEACH TO YOUR DOWNLINERS -- wording that makes what you are looking for absolutely clear:
"Are you a highly ambitious person
who would be interested in earning $200,000 a year of repeat income?"
"This book (Success Manual) tells you how to make a million dollars,
if I lend it to you for 48 hours will you look through it and tell me if you are interested?"
"Are you happy with your present career,
especially as it applies to your personal freedom and retirement?"
"If there is a chance that I could tell you how to be three or four times
as successful as you are now, would you listen to me for half an hour?"
--- --- ---
Get started on these items before you ask other broad questions such as what and how. The what's and how's emerge from the planning.
I am very happy you have asked this question; consequently I have given a sincere and enthusiastic answer. There is no doubt in my mind that you have ambition and a good work ethic. Those are vital. But do you have the DESIRE to build a career with EcoQuest? Only you can answer that. It was Item #1 in my advice.
It would be a good idea to print out this advice and share it with your group. Duplication is vital. EcoQuest won't work if you are the only person in your group with desire and commitment. Nor will it work if only your personal recruits get this message. Proper technique and methodology must reach down to everyone. We can't all be clones. There will be hundreds of variations. But the general ideas of DESIRE, SERVICE, GOALS, PLANNING and ACTION have to be universal.
Sincerely,
Bob Giddens
* From Michele Jones: "Bob Giddens is without peer in his analysis of the factors for success in EcoQuest. He is the original author of the Success Manual, developed the leg chart concept and a great many of the strategies that key leaders have employed to enjoy success. Bob is EcoQuest's #1 earner and has a 30+ year success record in this industry. When Bob speaks (or writes), people should listen. Not EVERYTHING Bob writes is applicable to EVERYONE; however, all of his ideas should be carefully considered by anyone aspiring for success. If you are a new dealer or someone who has not achieved Sales Manager yet, I strongly recommend that your personal innovation should be rooted in proven concepts of the top leaders in EcoQuest."
