So today I want to talk about how you can increase team sales by 36%. The first thing I want to talk about though a little side note is that I’ve had a few people rejoin my team. This is a network marketing business, and maybe the time is better now for them to pursue a home business because of all the wildness out there.
And here’s the thing, is that the people that are rejoining me are the ones that I talked to the most. I connected with them, I texted them, I emailed them, I checked in with them, I made them feel like a part of a team. The people that I never talked to, if I emailed them to see if they’re open to rejoin the business, it would just be crickets.
So connection is crucial in your home business, especially in network marketing, where you have an organization of people, you guys are all in the trenches together, that’s how it should be, you guys are fighting the good fight, and the more teamwork there is, the better.
But here’s the other thing is that I have people on my team that have been with me for three years, four years, really a long time, and I talked to them the most. So the people that stayed in the longest are the ones that I’ve talked to the most and have established a personal friendship with them.
We didn’t just talk about business, I would ask about their personal life. I would ask how everything was doing, you know, can I help you in any way? I made them feel like they were accepted. I made them feel like human beings, not just a number, not just another affiliate in my business.
So I just recently read the Coaching Effect by Bill Eckstrom and they’ve done research on sales teams, and they’ve interviewed thousands of sales agents and coaches. They determined that the best way to increase the sales in your organization and your team are one on ones.
So I’m going to tell you how exactly to do a one on one with each person on your team. So if you’ve been in network marketing for a few years, and you haven’t touched base with some of your people, these steps are really going to help you and it’s going to help overall team sales which will help your commissions.
So the first step is obviously you want to schedule a one on one with each team member and you might want to look at their volume that they’re producing.
Now if they’re still in the business and if you feel like there’s still signs of life in that person and they have some potential, do a one on one, just text them or email them and say, Hey, I’m doing something new with my team, I’d like to talk to you, you know, do one on one, it’ll just take about 45 minutes.
Do you have time? Next week or this week, let’s get a time down. Then you call them and the first step in an effective one on one, they’re not all created equal, the first step is to spend about 10 minutes to 15 minutes just catching up on their personal life. This is not business related. This is “how is the family?”
Take notes for each person that you call, write down their name on a page in a notebook, and that will be your file or maybe you could input it in your contact manager, your relationship manager software, whatever.
But this is a crucial step because you can find out what makes them tick, what they’re going through in their personal life. It could be family, it could be anything that they’re working on or how they feel, their highs, their lows, you know, whatever interests them, you write that down. Okay?
So, if you’re talking to John, and he’s trying to lose 30 pounds, you know, in a month or two, document that because the next time you do a one on one, you can say, hey, how’s your diet going, man? Have you lost any weight, or, you know, maybe you don’t want to say it like that. You don’t want to put them on the spot. Just say how’s your diet going? And then let them fill in the blank. You don’t want to direct the conversation and you don’t want to think about yourself.
You really want to be an active listener. That means putting all your distractions away, turning off your laptop, putting your phone on airplane mode, and really being devoted to them. I mean, really actively listen. So you want to write down some of the things that they’re most interested in.
Step number two, is you want to go over their long term goals that they have with the business. This is where you can find out if they want just a couple hundred dollars a month with the business or if they want to go all the way still and make life changing income. You have to document that.
Then maybe you could help later, I’ll show you in the last couple steps where you guys can talk about a game plan, but find out what their long term goals are with the business. That’s step number two.
Number three is asking them what they’re doing and their daily activities to achieve those long term goals kind of analyze it, but don’t criticize. This is not a time for you to know bullseye on them and pick them off and make them feel bad. A lot of coaches, they screw this up and they start micromanaging. There’s a fine line between micromanaging and effective coaching.
So you just want to find out what they’re doing and ask a lot of questions. You want them to reveal any shortcoming so you don’t want to bring up any shortcomings. Okay, we’ll cover that a little bit more later. But just ask a lot of questions and see what they’re doing with their daily routine.
Number four, you want to ask, What can I do for you? How can I help you Okay, just leave it at – that is very simple. They could talk an hour, if you just leave it very open like that. It will give them a chance to breathe and think about it and really come up with something that you guys can work on together.
Number five is follow up. This is where you want to set up a follow up call, and I’ll tell you the optimum frequency of these one on ones. This is crucial as they found out they discovered that with all their research thousands of hours, thousands of coaches and sales agents, they found out that the optimum frequency to have these one on ones is bi-monthly, so twice a month.
Now I know people are very busy right now. You’re gonna get a feeling for how many times you should do a one on one with each team member. Obviously, a team member that’s been with you for four years isn’t going to need a one on one twice a month, they could probably get away with one every month.
But with new people, you know, you might have to call them once a week but the optimum frequency in the book, the research shows that twice a month is the optimum frequency for these one on ones.
Now, in my business, network marketing, it’s all about connections, and I sucked at connections and really at forming relationships. I was very selective with who I talked to. I gave everyone a welcome letter, a Getting Started letter but I didn’t really connect with a lot of people, I kind of selected people that were around my age, they were male. I could find out what their hobbies were, and then we’d get on tangents and talk about rock and roll or cars or whatever. But that’s not a way to build a business.
The other thing that I hid behind was my fear of connecting with people. You know, I had a lot of labels. I said, I had social anxiety, I was introverted. I was an ex alcoholic. I’m only doing network marketing like an affiliate marketer just to get massive traffic to my landing pages but not really connecting with people.
So my tune has changed. I’ve been in network marketing for six years, and I know that probably the most effective thing I can do right now is work on myself and become like a coach, and there’s a lot of books on leadership and coaching and communication skills.
There’s an article by Matt Morris, the top 10 communication books, you can Google it. But there’s some incredible coaching books on how you can inspire and influence your team. Because before I found that list, or my wife found it actually, the only real book I knew of was How to Win Friends and Influence People. All right, and everyone knows that it’s a classic, but I didn’t know of any other ones.
Then I researched a little bit more this morning and found out that John Maxwell is a leadership coach, and he’s got several books on leadership skills. So if you want to go far in network marketing, it’s all about people. And you know I can laugh a little bit about it today. I was like, you know, anti-people in network marketing, it’s kind of funny.
But I did manage to recruit over 1800 people, and there’s still a few hundred on my team today. But that’s not a very efficient way to build network marketing. I had to recruit a lot of people to find a couple people that just stuck it out with me or without me.
But the most efficient way is to recruit 10 to 100 people and find five that are leaders and work with them closely and go deep in their organization. So help them recruit people and then help those people recruit people and help those people recruit people.
There’s a technique called tap rooting, a lot of the leaders do it. They ask for referrals: Who do you know who wants to make extra income from home? Let me talk to them. Who’s flashy and is an entrepreneurial type of person who likes money and who’s driven? Let me talk to them about this business. I’ll help you get them as a sign up. I mean, you can literally help people recruit their own people and go down many levels.
But that’s very hands on. So you gotta be, you got to have a lot of free time you got to work from home, ideally already. But you can work with a few people and go deep. I went very wide in my organization. Like I said, I just recruited like an animal. A lot of it was passive recruiting with the use of blog articles. I got pretty lucky.
You know, I mean, it was a lot of work. I’m not saying that I won a lottery ticket. It’s hard frickin work. I wrote like 1000 blog articles, to have a couple show up on the first page of Google. It was perfect timing, you know, CBD just became mainstream and I had like three articles on it already on the first page of Google. I timed it well, it paid very well for about a year and a half.
But then my lack of leadership skills and relationship building skills, made my team decline faster than, you know, a person who has 30 years in network marketing and works really close with their team. So definitely think about how you can reach out to your team.
The last thing I want to talk about is working with the people that are actually doing something. You should spend 80% of your time working with the people that are doing something – they’re showing up. They’re watching your training. They’re reading the books that you recommend, they’re active, they’re recruiting. They’re reaching out to you to work with them.
Don’t really work with the people that are talking about it but not doing anything, which will be most of your team unfortunately, most people that do network marketing are just tire kicking and some talk big and do nothing and some you’ll never hear from again and that’s normal.
Humans are interesting and hard to predict. So try not to get emotionally involved with people that join your team. Just provide the best training you can and set up some one on ones with them and really get to know them as a human being.
That is the power of network marketing. It’s not about how amazing your products are, or how wonderful the compensation plan is. Those are just little details. The bottom line is to form relationships with the people and really hustle with them and be in the trenches with them. Don’t go into micromanagement mode, because they’re gonna know that you’re not doing anything but telling them what to do, and they’re gonna quit.
Even the leaders that have 10 to 20 years in network marketing, still recruit to this day, they’re just doing it more passively by using ebooks that they wrote years ago, YouTube videos, websites, you know, back to Matt Morris, he’s been doing network marketing for like 28 years or something crazy like that. But he’s got a huge YouTube channel, and he’s got a very nice blog. So he knows, he’s getting signups from those platforms.
A lot of new people, they don’t have YouTube, they don’t have a blog. So they got to really hit the pavement, and talk to their friends and family, the warm market. Then after that, you know, most people exhaust their friends and family – you got to break into the cold market, aka strangers. The best way to do that is to create content that sticks on the internet, videos, articles, even long posts on LinkedIn or Facebook can rank in Google.
So just really start talking about your life and find something that excites you and go for it. You don’t have to know about network marketing to grow a network marketing business. You can just talk about your day and what interests you, and then you’ll slowly start to get a following of people that are like minded. It doesn’t have to be about your products. You don’t want to talk about your products and flash them a lot because it’s Spam. It looks like a sales pitch.
I see people on Instagram all the time that just take pictures of their products, and it just looks like a cheesy ad. It’s horrible and they don’t get any likes because no one’s buying it. No one cares about your instant diet tea because they don’t know that brand.
They’re like, Oh, yeah, there’s an infomercial right there. I don’t know these products. I mean, What does alleviate do or even mean? So what if it has a fancy name? I don’t care.
What people care about: They don’t care about the toothpaste. They care about their teeth getting whiter. They care about results. They don’t care what your products are. They care about results. Can this make me lose weight? Can this make me calm down? Can this make me look younger? It’s about the feelings. It’s about what people want to become. Alright?
But they also want to connect with you as a human being. So stop selling people. Just be yourself and talk about your hobbies. Talk about what makes you passionate because you’re gonna have to do a lot of videos, you’re gonna have to do a lot of articles. Talk on Facebook about your life and ask for feedback. People love questions.
Once you start asking more questions rather than just talking about yourself, you’ll open up a whole new channel of people to connect with you. So learn how to listen, ask a lot of questions, and you’ll go far. It’s counterintuitive. Most people want to just talk about themselves and brag and their egos are huge and they think they know it all.
But the true leaders are the ones that are quiet and ask questions, and connect on a personal level. Because you know it’s a mission and you want to have a team effort. You want to make your team feel like they’re part of something bigger than just a number or just, you know, some sales. So I hope this helps. Share this with your team. Like and subscribe and we’ll talk to you soon.
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Erik Christian Johnson