Why You Should Never Discriminate.

Why You Should Never Discriminate When Prospecting

When it comes to recruiting, it pays to NEVER discriminate.  I don’t mean that by anything but this…you NEVER can prejudge who you think will or will not make a great team member!  Just to shed some light on real life scenarios that often occur, I want to share a few of my experiences with you to show you what I mean.

In the world of Network Marketing, there are always examples around you to show you what you should and should not do.  After carefully watching and listening in to people’s stories about their recruiting experiences, I’ve come to observe a lot of interesting things about pre-judging people too far in advance, before they join your business.

First, I’ve seen team members get SUPER excited about someone who they think is going to be the “next big thing”.  They came over from another company and they are going to bring in 50 people from that company and take the area by storm!!  And then, not too long afterwards, they fizzle.  No one joins them and no one came along with them from their previous company.  It becomes blatantly obvious that they’re a dud, and not too long afterwards, like the magician Whodini, they disappear into thin air, with all of their shoulda, coulda woulda’s trailing behind them. 

However, I’ve also seen the total opposite happen.  I’ve seen team members start off very laidback in following up with potential recruits because they didn’t think they were “really going to make it”.  I’ve seen that potential recruit get frustrated at the lack of follow up, join under another person and pass the first person up in sales, recruiting and leadership.

There have also been times when I’ve witnessed someone “passing” on a recruit.  The recruit wasn’t a huge performer, and she may not have had the “it” factor.  But she did recruit 2 people…and one of those people went on to become a national year-end sales winner.  The person who didn’t pass on the initial recruit made a good bonus while the one who passed on the “unattractive prospect” continued to live through his career with regret.

The bottom line is this, “Those you think will, won’t.  And those you think won’t, will!”.  This industry can be very tricky and it’s often challenging to determine who’s going to be a producer versus those that will simply become a number.  Either way, the best thing you can do is talk to practically everyone you know.  From your church, to the parents at your children’s school, family, friends, neighbors, lawyers, post office workers, teachers, doctors, accountants, stay at home moms, and the list goes on and on and on, with people you should share the business with.

Never underestimate someone because of his or her current “income status” or their profession.  Inside each of us is a dream that is lying dormant, and waiting for someone to come and help bring it to life.  You never know whom you can unlock from life’s miseries and struggles, and those whom you can empower by believing in them enough to present them with this amazing opportunity.

The best thing you can do is present them with the opportunity, and let them decide if they want to move forward or not.  Once you open the doors, you have no idea who you’re letting in, and the potential they will have to bring massive success to your organization, while you get the chance to embrace the experience of seeing their lives changed.

If you liked this blog be sure to check out my website at www.explosiveleadbuilding.com for more information on how to grow your business.

Chris Case

Who is a Prospect?

WHO is a Prospect?

When you are looking to recruit someone to your team, you need to know WHO an ideal prospect is, and what to look for when searching for them? In a nutshell, a prospect is someone who could benefit from the opportunity that your company provides.  Your goal is to 1) find out if they could benefit from the opportunity and 2) let them know about the opportunity.

Think about this very carefully.  As you go through each day and you are looking for prospects, you are looking for someone who has a problem that your company can provide a solution for.

So who is someone who could benefit from what you have to offer?  Generally it is someone who might be looking for:

-          Additional Income

-          Flexibility

-          Security

-          Different Lifestyle

-          Vacations

-          _____(Insert your company benefits here!)

Your company may have certain nutritional benefits, or legal benefits that may be of particular interest to certain people.  Whatever that list of benefits is…commit them to memory.  That list is something that will be a catalyst for you. 

When you hear someone who mentions ANY of those buzz words, it should send bells ringing!  They are a prospect.  They can benefit from what your company has to offer!

Exposing Them To The Solution

Now that you’ve found someone who can benefit,   the next piece of the puzzle is to let them know about the opportunity your company has. This is your opportunity to say:

“I couldn’t help but to hear that you are looking for ______.  I know exactly how you feel!!  I felt the same way about six months ago!  I found a great opportunity to change that when I started my business with _______.  Can I give you some information about them?”

With this simple statement you have let them know that you heard their “issue”.  You/your Company has a benefit that can solve it through the opportunity they provide. And, you have connected with a prospect.

You will find that almost everyone is a prospect.  And if they aren’t, they generally know someone who is!  The key is to keep your ears open.  And then don’t be afraid to open your mouth shortly afterwards!  Nothing is worse then KNOWING someone is a prospect…and then watch them walk away in the opposite direction because you were too stifled to do something about it!

Chris Case 

P.S. Check out my website for more information on how to build YOUR business! http://www.explosiveleadbuilding.com

The Importance of Recognition

I don’t know about you, but I really don’t remember the last time someone around MY house clapped when I came down the stairs and said “Great job scrubbing that toilet!!  I’m SO proud of you!!”  Sure, it’s my job around the house, but still, it would be nice!

Yet one of the BEST things about being in network marketing IS the recognition.  Yes, it may be your “job” to sell, to recruit, etc.  but you can be recognized for doing it well.  And the fact of the matter is, most of us don’t get recognized in our normal day to day life.  Whether it’s in our “regular job” or our home life, recognition is often overlooked.

Yet…how GOOD does it feel when someone acknowledges your efforts?!?  It feels GREAT!  When you’re recognized, you can’t help but to smile (even if you feel a little embarrassed).  You can’t help but to get a warm feeling in your heart.  You can’t help but to feel good about yourself. 

The recognition doesn't always have to be grand.  Sure, being on stage can be cool.  But so can seeing your name in a newsletter.  It can be cool to get a candy bar wrapped in a pretty ribbon at a team meeting.  It can even feel great to be called up in front of everyone and have them cheer you on as you get a great big hug.  Here’s a few ideas for team recognition that can make an impact without breaking your bank:

-          Idea of the Month – Sometimes people don’t always have the big sales or recruiting numbers…but they still contribute some GREAT ideas to the team!  Recognize them!  Not only does the recognition feel good, but you’ll find MORE great ideas coming in each month.  Send a nice certificate – with a box of energy saver bulbs!

-          Top Team Awards – Your company may have top awards for sales and recruiting, but your team likes to know where THEY fit in to THEIR team.  It feels good to be able to say they were #3 in THEIR team for the month of July.  Each month, award the Top Team Sales Rep and the Top Recruiter.  List them in a monthly newsletter that goes out to the entire team.  Team members LOVE seeing their name in print.  If you have in person meetings, give Payday (enjoy your payday!), 100Grand (you’re worth $100 Grand!), and Starbursts (You’re a Star Recruiter) wrapped with a ribbon for being tops in the team.

-          Sales Ribbons – Team members love to show off their ribbons!  You can order incentive ribbons pre-made for a good price.  Try going in with another leader to share costs.  Give ribbons for $1000, $2000, $5000 and $10,000 in sales in a month (or whatever is a good rate for you and your company).  And don’t forget to recognize them in the team newsletter!

-          Spotlight Team Member – If you have a team newsletter, pick a team member that has done particularly well and highlight them in a spotlight.  Do an interview, and include a picture of them and their family.  Make sure to tell the team what YOU think is SPECIAL about this team member, and why you picked them. If possible, get some quotes from other team members on what they recognize as special about this team member.  Send your spotlight member a small gift-card as a token for the Spotlight feature.

You have no idea how many people stay in network marketing for the recognition.  It’s a need that many people don’t even know they have…until it’s met.  Because they've never had it before, it becomes addicting and inspires them to want to do so much more to continue to gain more recognition. For the reason that it feels so good, they don’t want to give it up.  It would be too much of a loss.

So if you are a leader, look for ANY way that you can recognize the members of your team.  You don’t have to have a big budget.  Remember that the gestures don’t have to be grand.  They just have to be very heart felt, appropriate, and consistent.  A little recognition goes a very long way.

Chris Case