- Ann Vertel, MA, CPBA

Introduction
Most potential consultants want a better life and work they can love, but they often have objections to starting. These objections, while usually perceived, seem very real to the potential consultant. They may be scared, slow, or not clear in their focus. You can help them make a life-changing decision. Remember, the average consultant will stop at the first “no,” the successful one will keep asking questions.

1. Objection: “I don’t have time.”
Possible responses:
“What would you do if your work gave you MORE free time?”
“Perfect! The best consultants were always way too busy to start!”
“Then let me show you how to get ahead of your busy schedule.”

2. Objection: “I can’t afford it.”
Possible responses:
“We all have the money we need for what we really want. What do you want that financial independence will bring you?”
“Perfect! Let’s first start working on getting you a financial reserve!”
“No problem. Let me show you how you can make twice your investment in the first 30 days!”
“What would have to happen for you to afford it?”
“Let’s look at the difference between what it costs and what it’s worth.”

3. Objection: “I’ve already got a job.”
Possible responses:
“What is your job not giving you that this opportunity will?”
“Do you have a financial goal or problem that would benefit from immediate extra income?
“Wonderful! That will provide a terrific cushion until you become financially independent.”

The key is to listen to the objection and use it to ask another targeted question that will address every one of her concerns.

(By Jane Deuber)

It is a well-known fact that managers who focus on the number of shows being held by their team have higher monthly sales. By learning early in the month how many shows are already on the books, you will discover how you can support your team members to achieve more success.

For example, a team with lots of shows scheduled will need guidance on hostess coaching and reducing postponements. On the other hand, a team with fewer shows may need a short-term booking challenge or ideas on how to schedule shows.

Here are just a few ideas for coaching your team:

1. Be informed. Prior to the first of the month, ask each team member to share how many shows they have booked. Give lots of appreciation and praise and offer guidance on how to book additional shows.

2. Offer a booking challenge. Challenge each Consultant to ask for a booking from five people every day for one week and watch her schedule fill. Because this challenge depends on the “honor system” keep your reward small but give it with lots of praise.

3. Reward results. Offer a “Consistency Award” to anyone on your team who holds one show a week for two consecutive months. These are potential stars.

4. Get the bigger picture! Record your team’s shows on one big show calendar! This helps you project group sales and provide support to help ensure their success.

5. Know your team show average. Helping your team members increase their show average is just as important as helping them book more shows. Since hostess coaching has the greatest impact on sales, ask Consultants to complete a Hostess Coaching Checklist for every show.

6. Emphasize sponsoring. Take advantage of the fabulous recruiting opportunities at shows by challenging your team to discuss the opportunity during their presentation and then offer it to every guest while writing up their order. Make sponsoring a natural part of your team’s shows and you will soon see results!

7. Lead by example. This is perhaps the most important tip we can offer because your team will follow your lead when it comes to holding shows and sponsoring. Be sure you are setting a good example by consistently holding shows of your own!

Jane Deuber is the Co-Founder of the DSWA (the only association dedicated to the needs of the independent party plan and network marketing professionals). Discover what makes the DSWA so unique! Jane is also the Founder/President of Profit Partners - Innovative Business Consulting. Visit her site to see all that she has to offer you and your business!

What do Successful Sponsors Do?

they interview prospects, not just “spit out the facts”
they interview every single host
they pick two leads from every party
they ask those leads if they can set a time to call them
they interview those leads
they call their consultants’ leads to set up interviews
they call their consultants’ hosts to set up interviews
they follow up
they ignore the first no unless it is hostile
they believe they are offering a great opportunity with a direct sales career

Why do I want you to be a successful sponsor?

You’ll make more money
You’ll have more fun
You’ll win more gifts
You’ll get more recognition
You’ll sleep better at night knowing you helped someone along the way

People have come to expect, due to others embellishment of their success in network marketing/party plans, that network marketing is either a bomb or an overnight success.  That’s hardly the truth.  In consideration of the fact that many people will come, the people that become successful and stick with it will be people who are peace with these facts and suggestions and live their lives accordingly.  This article was written based on information contained in an article “I’m In” in On-Line Magazine by Jonathon Schwartz, who at the age of 14 is the youngest network marketer and one with a large national network.

1.                  Make a total commitment to leadership for at least one year.  Whether a total commitment for you is five hours a week or forty hours a week, stick with it for at least twelve full months.

 2.                  Sell yourself first, then the product, and then the payment plan.  Remember, nobody is going to work with you unless they first feel comfortable working with you.

3.                  Spend 90% of your business time with recruits, customers and prospects. These are the areas that make network marketing what it is today.

4.                  Present our products and earning opportunity to at least one person per day.  If you only have half an hour to spend on your business, spend that time calling a new prospect.  By the time your downline is so big you need more than a half an hour a day to do all of your work, you’ll be earning enough to take off more than a half an hour a day.

5.                  Let everyone know that you are in leadership.  Advertise to everyone.  The best way to do this subtly is by asking people you meet, ”So, what do you do for a living?”  They will most likely tell you their occupation and then ask you the same question.  You now have another lead.

I just got back from my 1st Taste of Home Entertaining Incentive Trip & 2nd Annual Convention in Orlando, Florida.  Taste of Home Entertaining (TOHE) has announced some exciting news!

TOHE is committed to each and every consultant - not just the top earners in the company, and to show you how, they are giving each consultant that does about three parties a month their first tank of gas (up to $70) each month.

Bill & Robin Shaw (The couple in the inside cover of my catalog) purchased TOHE at 7:15 PM friday night from Reader’s Digest!!!!!  This so so awsome!  Bill is just a normal guy - down to earth.  He was at a training up here in Philly last year - and kept leaving the room to see who was getting voted off American Idol.  How cool - where do you get to mingle with the owner of a company you represent and talk about American Idol!!

We will be making a slight change to the name since we will nolonger be a “Taste of Home/Readers Digest” company anymore.

Plus, we are all restarting our businesses with a new smart start where we can earn an exclusive product PLUS a iPhone or Blackberry PLUS a laptop computer PLUS an all in one printer PLUS a desktop computer!!!! All of our recruits can earn the same.

Plus they have expanded the car program where you can earn any black Lexus or Toyota PLUS any Hybrid vehicle (any make - must be black).

I am so excited to jump start this business again!!!

PS - Wait till you see the new catalog!!!!!
 

A leader is only one person and can only do the work of one person. In order to best accomplish the team’s goals and objectives, he or she must carefully delegate authority to team members. 

Why we don’t delegate
Some leaders hesitate to delegate authority for the following reasons:

• They think they can do it better themselves.
• They fear others will make mistakes.
• They think team members won’t like them if they give them a lot of work and responsibility.
• They’re afraid the person will perform too well and make them look bad.

Truth is, the careful delegation of authority is one of the most important aspects of team building. When done right, it plays to the team’s strengths and gives team members valuable experience. It also gives people the opportunity to shine while freeing up the leader’s time for more important or appropriate activities.

 

How to delegate
While delegating authority and responsibility is crucial to team success, there are a few guidelines that should be followed:

• Choose the right person. Select someone who is capable, able and willing to take on the responsibility.
• Make expectations clear. Describe the project or task to be completed, the results expected and the timetable.
• Establish how and when you want feedback on progress. Do you prefer daily reports? A weekly e-mail?
• Give appropriate authority. Don’t give a team member a project that he or she does not have the power to complete! For example, don’t assign someone a task that requires access to a database that they can’t get into.
• Get the person’s agreement. The team member should commit to and be willing to carry out the work. 

Developing the Leader Within You by John C. Maxwell

There are Five Levels of Leadership:

• Level 1: Position – People follow because they have to
• Level 2: Permission – People follow because they want to
• Level 3: Production – People follow because of what you have done for the organization
• Level 4: People Development – People follow because of what you have done for them
• Level 5: Personhood – People follow because of who you are and what you represent

As you grow on each succeeding level with other people, they will allow and even assist you in making necessary changes, recognizing you as a leader who inspires others to do their best.

If you have a desire – or maybe a calling – for leadership, John Maxwell will help you develop the vision, value, influence and motivation required of successful leaders. Let Developing the Leader Within You give you a fresh vision of the leader you can be now and in the future.