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Make The Most Of The Starter Kit!

Posted by Deb Bixler

Getting your new consultant off to a great start can sometimes be as simple as using the super starter kit the way it was designed!

The starter kit was not just thrown together without any thought. Your company had a plan and put careful consideration into what they wanted to accomplish when creating the kit.

The starter kit is designed to get your team member off to a great start and it usually includes training, sales tools, and samples. Most likely they included what it takes to become a qualified consultant.

If it takes 6 shows to become a qualified consultant then the kit would normally provide the new distributor with everything they need for their first 6 shows.

starter kitA qualified consultant is a successful consultant!

Use The Starter Kit To Train

The company had a well-thought-out plan when they put together the kit so use it as a tool to set the bar for new consultant expectations.

Refer to the kit in your new consultant training just like you would refer a hostess to the hostess benefit package.

The more you can get your new consultant into the kit the quicker they will take action!

Another example of leveraging the kit is to use the hostess benefit flier in training.

The hostess benefit flier usually has a chart or worksheet for the hostess to list use that helps her/him to think of as many people as possible to invite to the party.

Suggest that the consultant get out the hostess flier and use it to explain the benefits to them.

Then ask the new consultant to create a list using the same hostess memory jogging sheet to help them think of who they should plan to contact about their new business.

Get your new distributor into the kit by reinforcing what the company has focused on.

Use words that set the same expectations that the company did. On the first call to your new distributor or even when interviewing the potential consultant before they join, you may say things like:

“Your super starter kit has everything you need for the first 6 shows. When (not if) you do those in the first 60 days you will (not could) earn an additional $560 in free products.”

Reference the literature that reinforces the bars that the corporate office has set. The bonus fliers, the hostess benefit package, the compensation plan literature are all in the kit for a reason.

Most likely there is a ‘fast start’ checklist of some sort…. clear instructions of what to do first!

Use it to your advantage by communicating with your new team member with the same messages!

2nd Purpose Of Starter Kit

There are many considerations when putting together the kit.  The second primary purpose of a starter kit, one not often discussed, is to prevent kit-nappers.

The first 2 purposes of the kit are:

  1. To get your consultant off to a good start by including what it takes to be a successful direct seller.
  2. Create a barrier for non-working starters and kit-nappers.

Your kit requirements, monetary investment and commitment levels are designed to eliminate people who just want free products and have no plans to do anything.

When interviewing your interested leads do not minimize the requirements of buying the kit. Some companies go as far as to actually say something like this in the agreement:

“You are getting X amount of products at this greatly reduced price and in exchange for that awesome deal you are agreeing to do at least 6 shows in your first 60 days.”

If the written requirements or implied expectations are to do 6 shows in your first 60 days after buying the kit, then share that with your lead.

By forgetting to mention the expectations or just glossing over them, you are making it sound too easy!

The entry bars, whether they be financial or work required, are there to reduce the number of dropouts.

Think carefully before offering a free kit…. often a free kit does nothing more than waste your money!

When someone understands what is expected of them before joining, the chances of getting consultants who actually DO the work and achieve success are greatly increased!

Your new consultant is an asset that needs to be developed!

Leverage the thought that your company has put into creating the kit to save time and money!

You do not have to recreate the wheel!

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One-On-One Coaching Requires 2

Posted by Deb Bixler

One-on-one coaching with consultants is often one of the most rewarding experiences for a leader and yet it can be equally frustrating as well!

Coaching and mentoring a team is often a parallel experience in that one of the most important aspects of being a leader can also be a thorn in your side!

One-On-One Coaching: Match Your Time To Theirs!

It may be difficult, especially for new leaders, to accept and master the fact that often the consultant does not want what we think they should want.

one-one-one coachingEveryone joins direct sales to be successful and yet many do not participate in the activities that guarantee that success.

Direct sales is a duplicate-able system.

This means that when a consultant participates in the proven techniques, training and coaching programs that their leader performed and participated in then they will get the same results.

Unfortunately, many new distributors join thinking it will be EASY!

While it is simple, it certainly is not easy!

This is where the leaders’ frustrations often develop.  Team members profess to want the benefits attributed to a successful direct seller but are not willing to do what it takes to get there!

Set The Bar Before They Sign Up

Working with your team starts before they even sign up. During the interview process it is important to set the bar for new consultants.
(This is part of the Direct Sales Recruiting University.)

Answer their questions in a way that establishes expectations.

  • Will I be expected to attend meetings?

You are in business for yourself but you are not alone. We do not require you to go to meetings or tell you what to do but the most successful consultants DO go to meetings!

  • How do I find business?

When I first started I had the same concern…. what I have found though is that there is plenty of business for those willing to go out and get it.  I take my team to a vendor event every month and use the showroom floor to teach you how to find business and also learn good word choices.

Notice how these types of answers are alleviating the concern and at the same time also implying that they will have to learn something and take some actions to achieve success.

After they sign up, you have already planted the seed.

“I Will Match My Time To Yours”

Team leaders attempting to provide one on one coaching for a non-participatory distributor frequently feel great frustration!

Tell every new consultant after they sign their papers that you are here to guide them to their goals. When they sign up – the very day they sign up…. say: “I Will Match My Time To Yours!”

Be fair and be patient but do not give an uninvolved team member’s business more of your time they they give of their own!

If, after they are through their initial super starter period, they are still not participating, leave a message for them that you will be there when they need you and do not hesitate to call when that time arises.

Then let them go…

You cannot make them want your services!

One On One Mentoring Means 2 People

One-on-one mentoring requires 2 people!

1 plus 1 = one on one!

Say it NOW -  “I Will Match My Time To Yours”

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How To Motivate A Team – You Can’t!

Posted by Deb Bixler

A recent Facebook post prompted several Fans to request a solution to “how to motivate a team” or how to keep their team engaged and producing.

If I could put motivation into a gift bag I would gladly “gift” it to everyone I know in direct sales!

However, reality is very different. You can inspire others, but motivation isn’t something you can give to another.

Motivation comes from within oneself.

how to motivate a team
“When you know what you want and want it bad enough, you will find a way to get it.”

Jim Rohn

How To Motivate A Team

It is easier to tell you how you CANNOT motivate your consultants than it is to say how you can motivate!

  • While everyone needs money it is not a motivator!  However lack of it will cause de-motivation.
  • Underutilization of skills is a de-motivator as well. When a person applies their skills to the fullest they tend to be more motivated.
  • Too much stress reduces motivation and lack of any stress at all leads to laziness.

It is difficult to create a definitive post on how to motivate a team because each individual on the team is unique.

This is a topic that greater minds than Deb Bixler, have analyzed for centuries!

An Engaged Team Is A Motivated Team

The key to motivation is to find out what drives each member of your sales team, then to keep them engaged.

Keeping your team engaged is key to motivation!

Perform your team meeting planning (both online and off) with the idea of team growth in the forefront of your mind and engage every personality.

Each team member has to be a part of the bigger picture as well as their own home business goals.

Do you have a bigger team goal? How is each member a part of the bigger picture?

Consider each team member a leader from the beginning and treat them as such!

Every soldier is a leader regardless of his rank or position.
Department of the Army pamphlet 600-64.

Platoon sergeants are expected to be ready and able to take command of a platoon in the platoon leader’s absence. Non-commissioned officers are expected to show initiative – to get things done without waiting to be told by a superior.

Manage your team with an eye toward their own advancement into management.

The Basics Of How To Motivate Your Team!

The classic statement of lead by example is true in direct sales too!  Don’t expect your team to be high performers if you are not!

  • Coach in private – Praise in public!

Confidence is always bolstered with public recognition.  Remember to recognize the person, not the deed!

DEED Recognition: “Wow! Look at Lisa – congratulations on a $1000 show!”

PERSONAL Recognition: “Wow! Let’s give Lisa a round of applause for taking the extra time to connect with her hostesses! Can you give us one tip on what you did to have a $1000 show!?”

Incorporate recognition awards into your routine that support those that are not high achievers as well!

When you proactively encourage all members of your team it will generate enthusiasm that will inspire everyone to work or achieve more.

  • Run incentives – especially ones that get them to the corporate events!Teach Recruiting

If your company already runs incentives make sure that you incentivize their incentives.

Piggy-back what you do off the home office incentives.

Too many incentives can do just the opposite of what you want, so leverage the corporate efforts!

Create incentives that encourage meeting attendance for your local and regional meetings and also the company-wide conferences.

Conference incentives that are run annually on the team level should hype up conference interest!

If I were to say one single thing that is the secret formula on how to motivate your team I would say – Get them to national conference!

  • Take genuine interest in your team!

Go for friendship! When you become friends and create an environment that encourages friendships, your team will keep coming back for more.

A good listener is always perceived as being genuine!

Take the time to listen.  You do not have to always be nagging them about moving up the ladder or doing more.

When you know what each team member wants and guide them with measurable actions toward their goals, they will stay engaged.

The Direct Sales Recruiting University teaches you and your team how to recruit and also how to teach recruiting!

  • Delegate, Delegate, Delegate!

The direct sales leader who does it all is the direct sales team leader that does it all by themselves!

Your team has many personalities and skills.  By delegating tasks and utilizing your team as the leaders that they are becoming it makes your job easier and may motivate them from within.

  • Teach Basic Booking Skills First

No one quits when they are making money.

find party bookings

Put a strong system of teaching your distributors to become expert schedulers and everything else will follow.

Every consultant should be trained on how to grow a strong business tree at the very first training session!

The single most important thing for a new consultant to learn is how to find business!

  • Never complain down!

There is nothing that can de-motivate a team more than a negative word from their upline (you).  If you have a problem, complaint or issue always pass your concerns up the ladder not down!

Motivating Your Sales Team

Inspiring your team IS the job description for leading a team.

If you figure out how to motivate a team you will be able to sell your secret and become rich!! LOL

Each person on your sales team is motivated differently.

Motivation comes from within and from a belief in one’s dream.

Find out what that dream is, keep them engaged, show them the path to make that dream a reality, and they become motivated!

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The Gift That Keeps On Giving: Sharing The Gift Training

Posted by Deb Bixler

This is the perfect time of year to conduct this team meeting theme.

The Gift That Keeps On Giving is a fun and interactive way to teach your team to share the recruiting gift. It will get your team thinking about who they can share the gift of the business opportunity with.

Download or print the gift giving worksheet below and share this team-building activity at your next meeting.

The Gift That Keeps Giving

The gift that keeps giving Direct sales is the gift that keeps giving!

When planning your team meeting for November or December include this fun theme for the recruiting training segment.

Everyone is already thinking of the perfect gift for friends and family, so why not use that thought process as a training module.

Nothing complicated here….

“Who do you know who can use the gift of MyFantasticCompany’s income opportunities?”

  • Brainstorm conversation starters and scripts to share.

The Gift That Keeps On GivingMake the workshop fun!

You may want to have colored pencils or crayons and have them color the image and also jot down on the image how the opportunity will change that person’s life.

It is important to stress the benefits of the business and what it will do for their friend or family member on a personal level.

What Does The Gift Really Mean?

Spend some time working through different scenarios and scripting out how each person may share the gift in conversations over the holidays.

Your team will see many people that they may not run into as often throughout the rest of the year so this is a perfect time to help them to feel more comfortable sharing the opportunity.

Challenge your team to connect with each person that they would like to share their gift that keeps on giving with over the holidays!

Make this a team incentive and have a follow up meeting in January to greet the newcomers!

 

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What’s My Name? Simple Icebreaker

Posted by Deb Bixler

There is nothing worse than showing up to a meeting, party or gathering where everyone stands around, barely talking because nobody really knows one another.

This is the perfect time for some good icebreaker games that will get everyone talking and enjoying getting to know the other people in the group.

One secret to team retention is to get your team to HAVE FUN and make friends, so when planning your training be sure to always include meeting ice breakers!

Whenever you are having a meeting, party or some sort of an event that calls for mingling and socializing, look into a few good games that will surely break the ice and get everyone talking so that the friendships begin!

Whether it is a team training meeting or you home party a good icebreaker will make them want more!

The What’s My Name Icebreaker

whats my name“What’s My Name” is a great icebreaker game that you can use for just about any size group.

It is simple to play and simple to organize!

Take self-sticking name tags and write the names of celebrities or iconic people on them, then simply place them on the backs of each guest to arrive.

While mingling, each guest will ask the others various questions to help them hopefully figure out who they are supposed to be.

Once they guess the name of the person listed on their back, they can then take the tag and move it to their front. Guests just love asking interesting questions to try and guess the names.

By having a great way to get everyone involved, you will soon see the barriers come down and everyone can start to get to know each other.

The more everyone talks and gets involved, the more laughter will erupt.

Icebreaker games are definitely a fantastic way to turn your ordinary party or gathering into an extraordinary one.  All you have to do is plant the seed and let the games begin.

As you can see a good icebreaker does not have to be complicated but it will keep your audience engaged so that they want more whether it be meetings, shows or time with their friends!

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