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We have a few people who survive by
selling. I suppose there are 100 who do well year in and year
out. Others are good at selling, but only in spurts. They make
good money when they are active, but they do not make a
consistent living. Life gets in the way. In some cases they
burn out on doing shows. Or a couple of commercial deals go bad
and they get demoralized. In EcoQuest, selling is a true option,
but it is not what network marketing has been about for the past
50 years.
The name of the game is network
building. It's not selling, and it's not recruiting. "Wait a
minute," you might ask, "Aren't recruiting and network building
one and the same?"
(I will
refer to "network building" as networking from here on out.)
No, they are not the same. Recruiting
is signing people up. That is very basic. Then networking takes
over where recruiting leaves off. Networking leads to more
sales, more territorial coverage, and many more recruits than
basic recruiting is capable of.
Recruiting is a starting point...but
it has to be done strategically right.
1. The
starting point is you:
........You
have to decide what you want.
........You
have to understand the system.
........You
have to set a good personal example.
........You
have to know what kinds of prospects you are looking for.
........You
have to develop a goal and a plan.
2.
You have to simultaneously go in multiple directions:
........Do
enough selling to establish credibility.
........Go
after large numbers of prospects (all kinds).
........But
focus on people who have the desire and ability to be
leaders.
........Work
toward diversifying your group geographically.
........Work
in depth (the goal is to have leaders under
leaders to infinity).
........Are
you stronger in technology, nutrition, or selling the dream?
........Are
you stronger in person, by phone, or through meetings?
........What
kinds of people can you work with best?
........Try
new things, but don't change your whole plan every month
or two.
4.
Choose your methodologies:
........Leading
with
sales (cold calls, referrals).
........Ted
& Chris Belz
real estate system.
........Trade
shows.
........Telemarketing
to purchased leads.
........Any
other system you can come up with.
5. Understand the
numbers
( these
general numbers vary from person to person):
........12%
of my friends showed an interest; 6% signed up right away.
........3%
of my friends signed up 6 - 9 months later (thanks
to Chinese Water Torture).
........With
strangers you may need to go through 15 - 20 hits to get
one appointment.
........Hits
only take a minute or two.
........33%
to 50% will sign up after one appointment.
........Appointments
can be done in 30 minutes, but some take longer.
........Show everyone a career
building plan and offer to support them.
........25% - 33% of your dealers will set
out to build something.
........Half of those will give up after only
a couple of weeks.
The point of going through
all these numbers is to find those few who (a) want
to build careers and (b) have the talent to do so.
With eight working legs you can arrive at a
six-figure income quite soon.
6.
Geographical spreading...
........People take more responsibilities if
they are on their own.
........I initially listed 33 major
cities I would be willing to support.
........You must develop methods to work
with long distance people.
..................Newsletters.............Conference
Calls...................Email
..................Websites...................Company
Events.....................3-Way
Calling
..................Meetings...................Willingness
to Travel...........Speakerphone
Meetings
........Work to
build at least three Anchors in each leg.
........Work to
get each leg geographically dispersed.
........Reach
over the shoulder of your leaders...
................. Do not assume that
your sub-leaders will do their job right.
8. Rate of Network Growth...
........Try
to identify at least two new
leader candidate each month.
........How
many meetings are you willing to
invest in each leg?
.................
My number
is 50 -- spread over several
years.right.
.................
The 50
meetings I do for your leg will
mostly be in your downline in
other cities.right.
........ It
is unrealistic to think a group will
be solid in less than 2 - 5 years.
........This
is a big success secret in any
field.
........Work
with people you enjoy.
........Make sure
your goals are really your
goals!
........Never lie
to yourself. Face the
facts and overcome
anything that is wrong.
........Enjoy
being a leader -- that's
your biggest job.
........Give
recognition
generously when it
is deserved.
........Everyone
is different
(skills,
goals,
resources,
etc.).
........Each
group
will
have its
own
personality
-- learn
how to
work
with it.
........You
need to work
differently with
different legs.
........In
spite of their
differences,
each group must
follow the basic
principles.
........If
you don't have
enough good
leaders.
.................
Get some
new people and start back at the
top of this list.
.................
Or work
further down in each leg.
.................
You'll
have something really great
when you have 8 working
legs.
.................
Your group will be
permanent for life when
you have 3 Anchors in
each leg.
........
Go back and review all
the steps. Is something
major missing?
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