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?

****************************************************************
Just go over the basics & remember- the most important part is
showing them what they need to do to get that first check. 
****************************************************************

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. 

****************************************************************
Your duty is to teach them how to peak interest and invite- NOT
convince and sell. 
****************************************************************

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.

****************************************************************
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.
****************************************************************

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.

****************************************************************
Think of it as an airline pilot going through a pre-flight plan
with his crew before take off.
****************************************************************

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.

****************************************************************
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.”
****************************************************************
 
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.

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. 
****************************************************************

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. 

****************************************************************
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

The definition of Effective Sponsoring is:

Helping your distributors get what they want out of the business. That’s it. 

Some people will get started in this business just to make profit from selling the products, while others get in to make a fortune.  Everyone has their own reason for getting into the business, wouldn’t you agree?  You job is to help that person get what they want from their business.

So, what DO people want out of a Network Marketing business? 

In my experience, people are looking for 1 of 3 things:

1) Money - they have a financial need & believe this business  will help fill that need

2) Self Development - they desire to grow and become a better person

3) Community - they want to be a part of a group of positive and  motivated people

So many networkers suffer from the “revolving door syndrome”.  You sponsor 3 people into your business and 2 quit.  Why?  Because they’re not getting one of those three things out of their business.  If people can make money, grow and become a better person, and be a part of a community of supportive people who are doing the same-
then chances are they’ll STICK in the business- right?

Contrary to popular belief, you are NOT responsible for the success of the people you sponsor.  You are however, responsible for doing whatever you can do give someone the best start.  After that, it’s up to them- you can’t drag someone across the finish line.  They must run the race themselves.  Your job is simply to give them the
best tools you can.  Here’s how:

1) Do NOT do the business for them.  Your job is to do the business WITH them.  Let them provide the people and you provide the presentation until such a time that they’re able to do the presentation themselves.

2) Schedule a Strategy Session with your new distributor within their first 72 hours of doing business (I’ll talk about this in detail in another newsletter)

3) Remember that you are not responsible for their success or failure.  If they decide to quit, that’s their business- not yours. 

4) Lead by example.  Outperform your organization every single day. Make more calls, recruit and sponsor more people.  If your company has weekly meetings, then go to every one of those meeting and bring more guests than your distributors do.  You MUST outperform them because they don’t do what you say.  They do what you do.  So lead by example.

5) Schedule a Grand Opening or Private Business Reception at the home of your new distributor within their first 30 days of business.  I give a step-by-step system for doing this in my 21 Day Challenge and you can find out more about it at http://www.21DayChallenge.net