Burke Hedges Speaks

I’d like to start this week off by giving you a special gift that
I’m really excited about.  Over the last month, I’ve been putting
together some awesome video footage for you. 

Many of you have sent me questions about HOW to build a successful
distributorship.  So, I’ve put together a 5 Day Video Boot Camp
for you!  It’s FREE & all you have to do to get it is visit:

—>  http://www.21daychallenge.net

Sign up for the Boot Camp there and you’ll immediately get the first
video delivered to your inbox.

Now, last week I started to tell you about the importance of having
Private Business Receptions to build your business.  With so much
focus going to the internet, it seems like home meetings have been
long forgotten.  But the fact of the matter is that this is still
very much a PEOPLE business.  And having a PBR is the best way to
start seeing fast growth in your business.

Let’s get right into it…

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Let’s talk about relationships first.  It’s my firm belief that
the team that works together, plays together, eats together,
and prays together, wins together. 

Network Marketing is a relationship business and when you build
solid relationships you’re able to build a solid TEAM.   A solid
team is one that is committed to the vision, the cause, the
greater good of all. It’s based on the motto that “united we stand,
divided we fall”.

I speak at many conferences all over the world each year, and I
make it a point to ask the audience to raise their hand if they
were recruited “online”.  Rarely does anyone raise their hand.
But when I ask who was recruited by a friend or family member more
than 90% of the room raises their hand. 

Interesting fact isn’t it?

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This is STILL a Warm Market business.  And there is no doubt that
if you add PBRs to your recruiting and business building efforts
you will build faster, earn more profits selling your products
and most importantly establish a duplicatable model for your new
recruits to get off to a fast start.  
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SO, what exactly is a PBR (Private Business Reception)?  And why
should you incorporate this strategy into you building plan?

A PBR is a fancy “business term” for a celebration of the opening
of a new business.  In essence it’s a party with a purpose!

Let’s look at reasons your familiar with for a celebration:
>>  If you were to open a “new” restaurant would you have a grand
    opening celebration?
>>  If you were to open a “new” clothing store in a mall would
    you have a grand opening celebration?
>>  When people get married,  graduate from college, or retire
    from work, do they use that for a reason to celebrate?

Absolutely!  And the exact same formula applies for when your new
distributors launch their “new  business”. It’s a reason to celebrate
with friends and family. To share the excitement of their new products
and new venture.

Sometimes people overlook the obvious.  The most obvious and most
natural next steps to getting started in  a new business is to have
a Grand Opening and let people know what you’re doing.

Here is the best part. When people join your business they are
looking to EARN money not spend money. So where better to hold a
Home Business Grand Opening than in your own home? It’s laidback,
fun, informative, profitable and all your new distributors can do it.

There is a formula to doing it the right way. A recipe.

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PBR are one of the quickest , and simplest and most productive
ways to expose your warm market prospects to your products or
services and business opportunities.  And even more important,
it’s very duplicatible.
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Imagine this.  Let’s say you sponsor 3 new people this month and
you did a PBR for each of them  at their home. Each had between
15 -20 guests  at their PBR. (l’ll give you the exact step by step
formula on how to do this in future lessons).

Of the 15-20 guests at each PBR only 3 sign up in the business.

Now here is where it gets interesting. You now have 9 new
distributors on your second level right?  What do you next?

Schedule a PBR for the each of the 9 new distributors who signed up!  
You will now have 9 PBR’s schedule with 15 - 20 people attending or
between 135 and 180 new people evaluating the products and business
opportunity in your organization.

I’m going stop here. But you can run the numbers as you develop more
depth in your business. 

The magic of this strategy is people do what you do not what you say.
It strengthens the people part of the business and creates a strong
bond between you, your team and your new recruits. When you start
right you’ll finish right.

The objectives of the PBR are simple:

>> It’s a celebration of your new business
>> Gives you & your team the opportunity to share your business,
   the products & compensation plan with your friends, family and coworkers.
>> You’re getting your  new distributors off to a blazing fast start.
>> Eliminates paralyses by analysis
>> You’re teaching your new distributors the business by doing it
>> Your setting expectations for your new distributors of how the business is done
>> It establishes a realistic goal for your new distributors
>> It’s affordable and Duplicatable 
>> You will generate cash flow by getting new  customers for your products/services
>> It’s FUN.
 
Decide right now to take a look at your calendar and select dates in
advance for your next 3-4 PBR’s.  Then, call your upline sponsor and
let them know what you’re doing so they can come and support you. 

Next week we’ll be talking about the key elements of planning &
implementing a successful PBR.   I’ll give you a step-by-step plan for
inviting guests to your PBR. 

But for now, I want you to go ahead and schedule those dates on your
calendar, get out your list and start planning who you’re going to
invite, and get ready to begin inviting them next week! 

Until then, make sure you get those free training videos at
http://www.21daychallenge.net

I’ll see you next week!

Last week we completed the “how-to’s” on planning your Strategy
Session.  This week, I’m going to start a new series that might
be a bit controversial in today’s’ “online” world.  We’re going
to break down the most effective “Tested and Proven” business
building method there is —- having a home business meeting or
what I refer to as Private Business Receptions (PBR’s).  

Today there are two worlds, the high tech (online) and high
touch (offline)world.  Mark my words, to be successful in Network
Marketing you need to strategically incorporate both worlds in to
your business. 

The online (high tech) strategy is the best tool ever invented for
our industry. It’s an amazing tool we didn’t have 20 years ago
when I got started. It’s a prospecting, communication and e-commerce
phenomenon that might has well been invented just for the Network
Marketing industry because of the speed & accuracy it provides.
 
The offline (high touch) strategy is the heart of your long term
success in the business. It’s the single most important element
that builds: trust, loyalty, dedication, commitment, pride, and
purpose among your team.

Think about it, does your company hold regional or national
conferences where you can mingle with the top producers and
corporate staff?  Where you can learn product knowledge and
the vision of the company? Where you can be inspired to be
your best and achieve your dreams? 

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If you get all this online you wouldn’t need to go to the
conferences, right? But you can’t! We are in the people
business and we need live interaction of the “tions”.

That is emotion, education, motivation, validation,
recognition, inspiration.
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A PBR is simply a microcosm of your company’s national convention. 
It’s often a first exposure meeting that leads to a hotel meeting
and then eventually leads to company conference.  

The relationship of high touch and high tech is the exact
relationship of what a fish is to water. Without both your business
will not survive long term. You must establish a healthy balance
between the two. You can bring people in using high tech but you
keep them in with the high touch.

Today, most distributors don’t do PBRs mainly because they don’t
know WHY they should do them much less know how to them.  If
they’ve been taught how to do PBR’s, but don’t, it’s because
they are taking the path of least resistance.

Which basically means I want to do less, but have more!

That’s like a professional golfer who won’t practice hitting
golf balls yet wants to win a championship.

REDICULOUS, isn’t it? More about this in a moment.   (or even
why it’s important)

While technology may have changed, people have not. 

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Open any National Home Business or Entrepreneur magazine today
& you’ll see advertisement after advertisement touting the
benefits of “No meetings!  We’ll do all the work!  You don’t
have to do anything!  Never talk to anyone!”
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A friend of mine who’s actively building a distributorship
recently told me that a prospect signed up & then immediately
said, “This is going to be great.  Now tell me- I don’t actually
have to DO anything, do I?”  To which my friends response was,
“No, you just sit here & once a month we are going to back
the ‘money truck’ up to your front door.”

Of course, my friend was joking.  But unfortunatly that is the
mindset promoted by so many desperate distributors.  It’s that
lottery ticket mentality.  The internet phenomenon has fueled
this wrong mentality. 

>>>It’s time to set the record straight and to tell the truth,
the whole truth and nothing but the truth if you want to stop
spinning your wheels and start to build a large, loyal and
productive team.  You  have to  incorporate high tech  with
high touch building.<<<

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There are only 2 reasons why people will join your business.

1) Confidence in the future
2) A sense of belonging
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When I say confidence in the future what I’m saying is that your
new prospects has confidence that they can parlay their investment
of money, time and effort into a worthwhile outcome. They believe
if they make the deposits they will eventually (down the road)
take the withdrawals.

It’s exactly like kids going to college for a degree. High school
graduates believe that if they invest 4 years of time and $50,000
in tuition in getting a college degree they will have better
opportunities than those who don’t.

When I say a sense of belonging what I’m saying is people have a
genuine need to be connected, to be a part of a community, to be 
valued and respected.   Often a person will sign up because of
the opportunity, but they will stay in because of the people.

And it’s for BOTH these  reasons that I firmly believe you will
benefit greaetly from learning how to build your business around 
Private Business Receptions.
 
Over the next few weeks I’m going to teach you the value of PBR’s
and exactly how to do them for fast and lasting success. You will
sponsor more people, sell more products or services and duplicate
your organziation exponentially faster and stronger.

Until then, have a prosperous week & always strive to be your best!

This week we’re coming into the “home stretch” and I’m going to
give you the final 4 steps to completing your Strategy Session.

You know, people will try and build this business the same way
they got recruited into the business.  Whatever you do duplicates. 
That’s why it’s so crucial that you get your new people started
off right.  Because if YOU do it, then they’ll duplicate what
you do & they’ll get their new recruits started right too.

Let’s jump right in…

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>> Step 7: Discuss the Compensation Plan

The key here is to “brief” your new recruit on the details of
the compensation plan.  You want to show them how they can
maximize their efforts right from the start.  Show them where
the money is made and tell them what they need to do right now to
get a check in the mail. 

Competence creates confidence.

Don’t expect your new distributor to understand the entire comp
plan right from the get-go.  Think about your own experience in
the business.  How long has it taken you to truly understand
all the different levels of pay?

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Just go over the basics & remember- the most important part is
showing them what they need to do to get that first check. 
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The best way to understand the
compensation plan is to get a check!

>> Step 8:  Schedule a “Grand Opening” Event

I credit “Grand Opening” events as one of the keys to my early
success in this industry.  And if I were to ever to build a
business again, I’d use a “Grand Opening”  event as the
cornerstone of my business.

EVERY new business has some sort of a grand opening celebration
& your new recruits home business shouldn’t be any different. 

This is such an important step that I plan on spending the next
few issues of the Monday Minute breaking it down for you…so stay
tuned to next weeks newsletter & I’ll explan it in further detail. 

>> Step 9:  Teach your new recruit how to peak interest and invite. 

You don’t tell someone about this business-you SHOW them.  Your new
recruit is the most prone to flubbing this up right from the start
unless you go over this very important step.  It is critical that
they know what they’re going to say & who they’re going to say it to. 

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Your duty is to teach them how to peak interest and invite- NOT
convince and sell. 
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Go ahead and make those first 10 phone calls right there with them. 
Have them follow the script you use to peak interest and introduce
the business.  DO NOT send your new recruit home and let them make
the calls! 

There are 3 main benefits to having your new distributor make the
calls with you:

1) It forces them into action.  They can’t put it off because of fear.

2) It allows you to watch and hear what they do and say & help them
   stick to the script.  If you hear them begin to fumble and mumble and
   get sucked into that “valley of death”, you can gently coach them back
   on course for their next phone call. Coaching is critical in these
   begining stages.

3) You can be there to encourage and reassure them when they get their
   first “no”. The alternative is to let them make their first 10 phone
   calls alone, mumble and fumble and totally screw it up, have everyone
   they talk to say “no”, and then they’ll call you in a week and quit the
   business because “everyone said no”.

   Making phone calls is not enough.  You have to make the phone calls
   properly.

There is power in 2 by 2 training and support.  You’re in business for
yourself but not by yourself.  Make sure your new person engages in
the proper activities that will get the results they’re looking for.

>> Step 10: Discuss continuing education and leadership development

This step is paramount.  You look at any leader out there and they
have some key qualities:

- They’re always striving to improve themselves
- They’re learning how to communicate better
- They strive to grow and excel in all areas of their lives

These are the people who have the huge organizations.  They’re the ones
getting the big fat checks month in and month out.  It’s so important
that you emphasize the importance of investing in yourself. 
Get your new recruit plugged into a book of the month program and all
the training and support events your company provides.

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Your image in this business is more than what people see on the
outside.  It’s more than your fancy suit or car.  It’s what’s
on the inside.  You can see that “it” factor immediately when
you’re around a top income earner.  People can feel it.  And
that difference only comes from reading the books and plugging
into the learning and training.
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Your duty is to lead by example.  Outperform your organization
every single day.  When someone asks you “What do I do to be
successful?”  Your reply should be “Do what I do, and you’ll
get success.”  Make sure you’re doing those activities that
lead to success. 

So that’s your Strategy Session.  Don’t be casual about this. 
Commit to it.  Remember, your Strategy Session is your baseline. 
It’s the starting point for every relationship you have in
your business organization.  It’s the place you can come back
to if things aren’t going right for you.

If you’re having a slump in your business…If people aren’t
duplicating…If you have a lot of people start and then do nothing…

Go back to this Strategy Session & ask yourself, “What parts am
I leaving out?  What parts am I being too casual about?” 

Most likely those are the reasons that your organization isn’t
growing the way you’d like it to. 

Next week, get ready to plan a party because I’m going to break down
exactly how to plan your first Grand Opening event for your
business…see you then!

For the past few weeks we’ve been going over the nuts & bolts
of sponsoring with success. 

Last week I taught you the importance of starting your new
distributors (partners) out on the right foot by planning a
Strategy Session with them immediately after sponsoring them
into your business.

And if you recall, I said that a Strategy Session is a
planning/training session between you and that new distributor
that helps them get going in the right direction in order to
achieve their desired results.

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Think of it as an airline pilot going through a pre-flight plan
with his crew before take off.
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So many distributors make the fatal mistake of falling into
“constant recruitment mode” instead of  a “sponsoring mode”. 

A “Sponsor” who brushes off spending  directed time with their
new recruit after signing them up is in for a rude awakening in
the residual income department.

I have found that those that practice the “recruit and burn”
pattern is  because of the fast cash associated with getting a
new distributor started in the business.  And although I do
condone the fast cash, however, there must be a healthy balance
between recruiting someone for the “fast money” and sponsoring
someone for the long term “residual” benefit of the business. 

A Strategy Session with your new recruits is a must to get your
new “partners” started properly. It establishes the right
expectations and sets forth a plan of accountability and success.

How much time should you spend with your new recruits to
strategize the 10 steps? As long as it takes.

You’re in for the long term, so don’t be casual about getting your
new partners started right so you don’t have to do it again later.

However, it should only take you an hour or two depending on your program.
That is certainly an insignificant amount of time when you consider
what is at stake for both of you. Your financial freedom!  

Last week we covered the first 3 steps now let’s jump right in
with the next 3 steps of your Strategy Session: 

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>> Step 4: Introduce your new distributor to their 3 upline leaders. 
This can be done in person or over the phone.  What matters is
your new distributor knows they’re not flying solo.  They must know
and feel that there is a team of people who care about their success. 

Let’s face it, new distributors start out in this business with a
fear factor that is off the charts.  I know I did and most likely you
as well.

It’s very common for someone to get paralyzed by fear and never
DO anything.  They’ll sit and learn and analyze the business,
but they’ll never TALK to anyone.  Hooking that new rep up with
their upline leaders breaks the ice.  It gives them confidence
to know that there are other people on their team that have a
direct interest in their success. This is critical for your new
recruits to know and embrace. When they know they have a team
behind them then they are more apt to get unstuck and work the
business.

>> Step 5: Discuss the product line.  Having product knowledge is
very important. How can you promote anything you don’t believe in? 

It allows your new distributor to speak and conduct themselves
from a position of strength with conviction and believability.

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When they’re talking to a prospect they’ll be able to say:
“I use these products.  I’ve gotten this benefit from the product
and I believe when you use them  it will help you too.”
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We want your new distributor to get “hooked” on the products - to
love the products - so even if they weren’t in the business they’d
still be using the products.

One important point I want to stress here is this: Your job is NOT to
provide your distributor with a PhD education on your products.
 
Whether it’s nutritionals, skin care, jewelry, financial or a transfer
buying program your job is to get them on the product, briefly discuss
how to use and promote the products and then direct them to where
they can  find all the details on the products.  NO EXCEPTION
here if you want to build a large organization of distributors
promoting your products.
 
>> Step 6: Discuss upcoming seminars, trainings and conference calls. 

Make sure your new distributor puts any upcoming events in their daily
planner and commits to attending.  This is crucial as well in order
to get them plugged in ASAP. Make sure you’re attending the event
with them.  Your new distributor will do what you do not what you
say.

If you have any contest or promotions make sure you let them know
about them and challenge them to participate. Distributors love
contests.  It gives them a compelling goal to work towards and they
will work twice as hard to get it.
 
If your company doesn’t have seminars or trainings on a regular
basis, then it’s your job as their sponsor to get them plugged
into some sort of training.  If this is the case then get them plugged
into my 21 Day Challenge at http://www.21DayChallenge.net and
outsource their training with me. I’ll get them started right.

That’s it for this week.  Make sure you watch for next weeks
newsletter & we’ll finish up your Strategy Session with the final
4 steps.