Oct 13th, 2014
FOCUS ON FUNDAMENTALS
I can remember learning to fly hang-gliders back in the 90’s. We used to practice take-offs and landings over and over again. Sometimes they would go perfectly and sometimes they would be a little rough. Many times we left the desert with bumps, scrapes and bruises. We would practice on little “bunny hills”. Wait for the wind . . . run, step off the hill to go airborne . . . then 2 seconds later . . . push the bar out and land. We would do 20 – 30 a day . . . every weekend. We did this for 3 months before flying off a mountain. Then we did really small turns. Left . . . then right. Right . . . then left. Over and over and over again. No matter how much training we did, there was really nothing we could do to prepare for every single possible scenario that would happen after leaving the mountain. But once the fundamentals became automatic, we would be able to handle just about anything that presented itself. Gotta learn the rules (laws of nature) and gotta learn the skills. After that you are good to go!
When it comes to professional sports, we get to watch the big show . . . but behind the scenes for many months, there is intense training that goes on to prepare the teams and the players to compete. Have you ever experienced the training of a professional sports team? What can you imagine they are doing during practice? They typically set the alarm for very early in the morning. They watch what they eat. They work till they fall over. They drill the same plays over and over and over again. They learn the rules. And day after day, week after week and month after month, they do the drills until they are AUTOMATIC.
Once you are on the field, the plays must be automatic and there is only one way to acquire them . . . PRACTICE. Practice over and over again until you can do them in your sleep!
So every time I go out to fly with my instructor in the helicopter we do pretty much the same thing over and over again.
We’ll pick 4-5 skills and do them a handful of times. Before we leave he’ll say, “Today we’ll do running landings, slope set-down’s and pick ups, a few approach patterns and a couple of auto-rotations. Things that at one point a few months ago presented “freak-out” moments became “matter of fact – this is what were gonna do” conversations. I must MASTER ThE FUNDAMENTALS to be safe and to be prepared for anything that presents itself.
So the question I would start with is, “If you were meeting with the top 20 business builders in all of network marketing, what would they suggest that you understand and what would they urge you to master?”
YOU MUST UNDERSTAND:
1. Success is a process and not an event – You will have up days and down days. You must never let a bad day affect your excitement about your future . . . a bad day is just a bad day. Many times a negative reaction can transform into something great if you’ll just give it some time. Timing plays a big role in whether someone joins the business or not. I recently had a 4 turn into a 10 within a few weeks.
They are signing up this weekend.
2. It will take work . . . sometimes hard work. As Jim Rohn says, “You can make up in work what you lack in skill. Ask yourself, “Is sharing something so beneficial to another human being really ever work??” Can you find the confidence in knowing that just because someone doesn’t “see” it doesn’t mean it’s not great? Most NEW ideas are not always accepted right away. Putting roofing on homes in the summer in Arizona is hard work. Working in the sewer is hard work. Building high-rises is hard work. Doing outgoing telemarketing work is hard work. Rebuilding motors on trucks is hard work. Showing the business is really not that hard. BUT there are times when you will have to work really hard to get things going! Be prepared for it!
3. You must hold the vision for your team – You are a leader. Leaders LEAD! That means when someone or a group of people on your team begin to doubt, it’s your role as a leader to prop up your team when they need it the most. Stay true to what you believe in.
4. You’ll put a lot of work in up front for very little pay to get paid a whole
lot of $$ later for almost no work at all – This is a business of leverage. Leverage comes with work, patience and time. One person can break you loose. In fact in network marketing it’s a COMMON event to sponsor people that do little to nothing. You will feel like you are doing EVERYTHING and no one else is doing anything. Keep sponsoring. As you’ve probably heard me say before, your quest is to find the Michael Jordan that has never picked up a basketball. They are out there waiting for you. Some are out there LOOKING for you. Keep moving and keep showing it.
Do three-way calls with those you sponsor until you find someone that has the same vision as you do. Make friends with those in your group so that you know when someone really goes to work. Give your time to those that deserve it . . . not so much those that need it. Needy people are needy for a reason. I give everyone a chance and will take 2 steps for every 1 that they take.
5. It’s a business and you must invest time, money, energy and ideas into it
to get good results – Most business that have this much potential require HUGE investments in product, capital and people. Most businesses take 3-5 years just to break even. Take a look at how fast you want to go and determine what you are willing to invest in terms of money and time.
6. This is a people business . . . keep it personal. Technology will
never replace a conversation. People need to know you are interested in them.
There are always those exceptions that will jump in based on seeing a video or sending a card but MOST will need to connect with another human being that holds a strong belief in the future of the company and confidence that our business can take them to a better place in life. You must be the catalyst for helping to instill that belief. Listen to the conviction of Kody Bateman, Steve Schulz, Vanessa Hunter, Demarr or the Golden’s. If you don’t have the confidence, borrow theirs. Be sincere and generous. Be excited about our direction and our future and others will follow. If you are not excited, how do you expect them to be?
7. Time is your friend – I have hundreds of people in my organization that signed up weeks, months and even YEARS after seeing the business. If you are still around and in action, many will join you later. Stay focused and true. Create the organization you desire.
8. Patience. Patience. Patience – Don’t want to beat a dead horse, but how long did it take you to say “yes”? Remember this when others don’t sign up immediately.
9. Your network and the people in it are your greatest asset – How is it that some people sign up and move very quickly through their promotions? They came into the business with a network of people . . . in other words, they established a personal connection with others prior to being involved with us. There is no better relationship building service on the planet than SendOutCards. Grow a network of people. Be a resource for others.
YOU MUST MASTER:
1. How to Dream – Most dreams occur as “impossible” the first time you consider them. Write them down anyway. You don’t need to know exactly how you will get there. Let your subconscious mind guide you. Dream courageously. Let go of doubt. Doubt and dreams don’t live in the same space. As humans we consciously dream in a linear fashion. You subconscious mind works in a non-linear fashion. It will find the way to your dreams if you have the courage to throw them out there. If you can dream it you can achieve it.
2. How to invite – If I were to stop you on the street and say, “Invite me to take a look!” could you immediately without thinking about it invite me to take a look. It should be that automatic. Master it. The invitation should take no more than 30 seconds. You can do this. Here’s how I invite:
a. BE IN A RUSH: I only have a minute
b. TELL WHY YOU ARE CALLING: “The reason I’m calling is . . . “
(I say, “I want to run an idea by you that could be really lucrative and I want to show it to you. It involves the launch of some really cool technology”)
c. SET UP A TIME TO MEET: “I’d like to set up 30 minutes with you in front of your computer . . . I’ll show it to you and you can decide”
d. ANSWER QUESTIONS LATER: “I know you are going to have lots of questions. I’ll answer them when we get together.”
Get on and get off.
3. How to do a 30 minute presentation – Rapport is #1. Be real. If you love it, make sure they know you love it. Ask some questions like . . . “Have you ever owned a business?” OR “Are you considering ways to make additional income?” AND/OR “Tell me about your business background?” AND/OR “What are some of your dreams?”
a. Tell how and why you got started in the business (2 min)
b. Set up a Splash Pak or Mini-Splash Pak Account and walk them step by step through sending a card. Have them send the card to someone they care about that they know their home address. Keep it very simple. You can tell them about pictures and campaigns but just have them type a personal message and have them send the card. No TEST cards . . . have them send a REAL CARD to a REAL PERSON.
NOTE: All the tools are their to help you bring people to the table. Sendcere, Phone Apps, Splash Paks, etc. The most important thing is that they get to experience the service however you get them there. Imagine a big funnel. Show and Tell. Go through the process. Have fun with it. Do it A LOT. Over and over again!
4. How to follow up (3 ways) – Most people will sign up after you follow up. Here are the 3 things I do to follow up:
a. Follow up with CARDS
b. Follow up with GOOD NEWS
c. Follow up with INVITATIONS
I love sending links for the 25 minute conference calls or videos of SOC TV. You can copy the links from www.thecoolbuzz.com under TRAINING. Invite people to listen in on the Monday Calls. Treat them as if they are already in. Get them plugged in. This will give them more information to make an educated decision.
5. How to sign someone up and get them started – I prefer taking control of the process and signing them up much like an order taker. When they are ready, say, “Let’s get your going . . . it will take 5 minutes to get everything set up and then we’ll schedule a short training to get you up and running”. I suggest that you enter in their information or at least be present when they sign themselves up.
HERE IS HOW TO TRIGGER THEIR $50 CHECK AND YOUR FAST START CHECK RIGHT AWAY:
I SAY: “I want you to get your $50 check right away and it’s also going to get me paid as well. You’ll need to find 2 people in the next 24 hours that will “Try” SendOutCards. Tell them you just want them to test it out. They won’t need a credit card. I want you to text me once you have the follow info from both people.
USERNAME (firstinitial, lastname, 2014)
Please text me when you have this and we’ll get on the phone together and I’ll walk you through putting them in.”
Set up 2 splash pak accounts for their first 2 activations. Now they get their $50 and you get your Fast Start ($140 if you are brand new, $240 if you are a Manager and $290 if you are a Sr Manager).
Set up a 1 hour training to show them how to use the site and the Simple Success System Training.
I usually give them the following assignment between the time they activate their 2 accounts and we do training:
a. Watch the videos on www.sendoutcards.com/simplesuccess Please take notes.
b. Go over the last 4 or 5 webcasts on www.thecoolbuzz.com under TRAINING.
c. Start putting people in your contact manager and sending cards.
6. Using the product: SendOut at least 1-3 cards a day and one gift a week. You get back what you send out.
This is all you have to master. Do these things and everything else will fall into place. If you get discouraged, go back to the 9 things you must understand from the beginning of this call. Just like mastering anything if you’ll do it over and over again for a few months, you’ll be home free. The future is bright!