Burke Hedges Speaks

This week we’re going to start talking about what I believe is
the most important part of effecting sponsoring, and that’s the
Strategy Session.

A Strategy Session is the key to building depth in your business. 

It’s your game plan.  So many times I hear Networkers say, “I
just don’t know what to do when I bring someone into the business.”   

This is actually a very common problem I see industry wide.  Most
companies spend a lot of time training their distributors how to
recruit but hardly any time at all on WHAT to do once you’ve signed
someone up! 

I call it the 2-part “training” program. 

Part 1: Good Luck.  Part 2: Hang in there!
 
By simply following the steps I’m going to give you, you’ll have
a step-by-step system to take every new distributor you bring
into the business through.  And I guarantee you it will be a heck
of a lot better than a pat on the back & a “Go get ‘em tiger!”

It will make a HUGE difference in the commitment level and
duplication you’ll see in every person you sponsor. 

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A Strategy Session is a meeting between you and your new recruit.
You’re helping them make their game plan, giving them support,
and making them feel confident that you’re committed to helping
them reach their goals.  

Within 72 hours of getting that new recruit signed up, you must
do a Strategy Session.  You can do it by phone, in person, or
via the computer.  It doesn’t matter how you do it, just plan
to have at least 1-2 hours of uninterrupted time. 

It’s a simple, 10-step process and it may seem obvious, but
you’d be surprised at how few people actually go through even
1/3 of this with a new distributor. 

We’ll go through the first few steps today & then finish it
off next week.  If I were you, I’d take some notes as you read. 
Write down the steps and then the next person you sponsor,
schedule your Strategy Session and simply follow your list.

It’s easy & very effective

>> Step 1:

Determine what tools your distributor needs to get off to a fast
start.  Whether it’s business cards, demo product, the phone
number for 3 ways calls, brochures, dvds, cds, a voicemail
account, email addresses, a computer, etc. 

Most of the time everything they need is in their distributor kit.
But it’s up to you to decide what it is you want each person to
have & get them set up properly.

>> Step 2:
 
Discuss their goals.  Clarify that this is a business of patience
and endurance.  It’s a marathon, not a dash.  They’re in it for at
least a year- so they need to be consistent with their effort.
 
You and your new distributor must determine their weekly goals for
working the business.  Now I want to stress when I say “working the
business” what I mean is that they will spend a set amount of time
each week on activities that bring in revenue: selling product and
sponsoring people. 

Of course they must set aside some time each week for learning,
for reading, for attending live events and conference calls.  But
the key here is how many hours a week are they going to commit to
actually BUILDING their business.  Not thinking about it, planning
it or dreaming about it- but actually working the business so it
makes them money.  THAT’s the number you must determine with them.
 
Have them set some goals for moving up the comp plan.  Believe it
or not, people will do more for recognition than they will for money. 
If you can get them to imagine being at that top level & achieving
their goals, they’ll work harder. 

>> Step 3:

Discuss their list!  Let me fill you in on something- if I were
building a distributorship today, I wouldn’t waste my time working
with anyone unless they had a list.  If they don’t have their list
written down, I’m not moving ahead. 

Without a list you’re just “playing” business.  It’s of no use at
all to sit with someone and train them for an hour and then NOT
make any phone calls! 

Once you’ve got their list, your next task is to show them how to
pique interest & help them contact their list.  Get them on the
phone right away.  Tell your new distributor they they’re going
to provide the people & you’re going to provide the presentation. 

Go over your approach:  Are you going to lead with the product or
opportunity?  Do you prefer to ask a direct or indirect question? 
Will you schedule a formal or informal presentation? 

You should already have your own system in place for approaching
people, so your job is to simply explain your system to them so
they’ll know how to contact people.  Then, you get them on the
phone right then and there and have them start using the system. 

That’s it for this weeks edition of the Monday Minute. 

Next week I’ll give you some more tips on planning and completing
your Strategy Session. 

See you then!

A Letter of Intent is a contract.  It’s an agreement between you
and your new distributor.  It sets the stage and forces your new
rep to take on a mindset of commitment to their business. 

There are a series of 8 Expectations every new distributor should
agree to when he/she comes into your business.  Last week we went
over Expectation 1-4.  Let’s discuss Expectation 5-8 right now:

>> Expectation 5

Make certain that your Letter of Intent puts an emphasis on
purchasing the product.  Your new distributor must agree to
purchase the products right away.

This is a “no brainer”.  If they won’t buy products from
themselves, they’ve already quit. They have to be a product of
the product. This is how they are able share the product with
passion and conviction. You’re not building a pyramid scheme. 
You’re building a distributorship.  And a solid business has
distributors who purchase at least the monthly minimum product
order.

>> Expectation 6

Your new distributor must agree to attend a live training event
right away.  They need to get plugged into the support system. 
It would be impossible for you to personally train 1000 people
at one time. However, it is possible to plug them into a support
system that can.

>> Expectation 7

Your new distributor must commit to dedicate a set amount of
time to their business on a weekly basis.  Have them write down
the amount of time they will commit to. You don’t want any
surprises later on.

Why?  Because here’s what happens: 

If they are not investing time in their business by working
consistently, week in and week out,  inevitably they are going
to get sidetracked and neglect their  business. Once this happens
they aren’t going to any results.                  

A month later they show up and say “You know, I’m not making
any money, the business doesn’t work”. Don’t fall into that trap.

In your Letter of Intent make sure you’re both clear as to how
much time they are going to dedicate to their new business.

This way if they ever tell you they are not making any money
simply point out they are not putting the time in.

It’s like owning a McDonalds Franchise and having the doors
locked 24/7 and then wondering why you’re not making any money.

Show them the EXACT reason why they’re not making any money.
It’s because they agreed to invest 10 hours a week building
their business, and they haven’t been attending the meetings
or making the phone calls.

You can let them know that you don’t have a clue as to what
they’ve been doing.  But one thing you DO know- if they don’t
put in the time and effort, they’re not going to get the reward.

>> Expectation 8

Have your distributor commit in writing to reach a certain point
in the compensation plan by a specific date.  This is very important! 
This gives them a very measureable goal to strive for.  Help them
break down their goal into daily action steps: 5 phone calls a day,
show 2 presentations a day, get 2 new distributors and 5 customers
each month…and so on.

You know, even if you’ve been in this industry for years, you can
still implement a Letter of Intent into all your sponsoring efforts
from here on out. 

It doesn’t matter where someone starts in the business; it only
matters where they end up.   

I challenge you to start right now.  Use the tips you’ve learned
in these last 2 newsletters to write up your own Letter of Intent. 
And from now on, whenever you sponsor someone, both of you sign
on the dotted line and make a commitment to each other. 

Do this and you’ll be better than 90% of the sponsors out there,
I guarantee it.

Next week I’ll teach you how to hold a Strategy Session
with your new distributor.  If you feel like your company’s 
training plan is a little weak, having a Strategy Session with
all your new distributors will help your team soar. 

Make it a great week!
Burke

Intentions are to success what wet is to water. 

If your intent is to make a full-time income with your business,
then you’re likely to put in the effort to see those results. 
Conversely, if your intention is to just “try the business” and
“see if it works”, then you’ll likely experience poor results.

Your intentions inspire you to put forth an effort which leads
to your results.

That’s why I always suggest when you sponsor a new distributor
into your business you have them sign a Letter of Intent. 

A Letter of Intent is an accountability tool.  It clearly defines
the expectations of both the person being sponsored and the sponsor
(that’s you). 

Let’s face it; there are some pretty lazy sponsors out there. 

You know the ones:  They go out and sign someone up to make
a quick “fast start” bonus.  Then, they give their new recruit 2
pieces of advice: “Good luck” and “Hang in there!” and before
you know it, they’re off to the next person. 

This type of person is constantly in recruitment mode and not
in sponsoring mode. 

****************************************************************
This is NOT the way to build a stable business!  Your goal as a
sponsor must be to take that one person you just signed up and
help them build a solid distributorship. 
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We both know you can’t drag someone across the finish line. 

Remember what I said before about intentions?  When you have your
new distributor sign a Letter of Intent it puts him/her in a
different frame of mind.  They realize real quick that you’re as
serious as a heart attack when it comes to treating your business
like a business- and not a hobby. 

That Letter of Intent causes THEM to look at their business as a
serious venture.  It lines out both parts.  Your part as their
sponsor and their part as a distributor.  So you both know what’s
expected. 

In my 21 Day Challenge, I give my students a copy of the Letter
of Intent that I used when building my distributorships.  You can
write it up however you choose.  The main point is to have both you
and your new distributor sign it so you’re both committed to
achieving the goal. 

There are 8 important “rules” or “expectations “you must include
in a Letter of Intent.  Type up this letter just like it were a
legal binding contract between you and your distributor.  Both of
you should sign it and shake hands on it.  It’s THAT important.

Let’s have a look at the first 4 “expectations” today:

>> Expectation 1:

Make it clear that the intent of your new distributor must be
to commit to the business for 1 year.  They must commit to work
their business and give it a fair shot for at least 1 year.

Your new distributor must understand that his business is NOT
a golden egg.  They can’t sit on it & wait for it to hatch. 
They must agree to get out there and put some sweat in the game.

>> Expectation 2:

You must both agree to sit down and complete a Strategy Session
within the first few days of business. (we’ll talk about that next week)

>> Expectation 3:

Your new distributor must agree to be coachable and teachable and to
take time to learn about the company and plug into a training program. 

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If your company has a training video, make sure your new
distributor agrees to watch it.  If you do a live weekly training
meeting, then they must commit to attending the next one.  They
won’t succeed without training.  “Winging it” doesn’t cut it.
****************************************************************

The goal of having your new distributor plug-in to training is to
prevent them from doing 2 things that will KILL their business.

1)Thinking they’re smart enough to do all this on their own &
then going out and burning through their Warm List because they
have no idea what to say.

2)Reinventing the wheel.  By plugging into proper training you’ll
save your new distributor so much time and energy from that dreaded
cycle of trying to come up with the “magic formula”.  You want them to
get immersed in what is proven to work.

>> And finally, Expectation 4:

Set a goal with your distributor that they will meet 3 people in
their Upline within the first 7 days of business.  Whether it be
in person or by phone, it’s very helpful for them to have
a support team and other people in their Upline they can connect
with and lean on for help in those first few months of business.

That’s it for this week.  See you next week & I’ll give you the
final steps in creating an effective Letter of Intent. 

Until then, as always…

Be Your Best,
Burke