For years now I’ve been saying the same thing: You make or break your new team members in the first two weeks. And the first 48 hours is critical.
There are two big issues that come into play here…
Number one is overcoming inertia. Objects at rest tend to stay at rest. Objects in motion tend to stay in motion. It’s vital to get your new people into action immediately: making their candidate list, their first invitations and getting prospects to presentations.
Number two is overcoming fear. When a new team member isn’t moving, their imagination runs wild. And because most people are infected with so many lack and limiting beliefs, they start to make up images of all the bad things that might happen to them.
They’ll start imagining the rejections they’re going to experience and if this happens over a couple weeks, the perception turns to reality in their mind. They may attend some events, but they never invite anyone and will eventually drop out.
When you design your system, you must have some kind of structured “fast start” training. Think of it as a new member orientation. This should guide the new people through things like ordering their marketing materials, setting up their business, making their list, inviting, and scheduling their first presentations. Don’t leave this to interpretation. Have it written down, in a video, an audio, or all three. -Randy Gage
Tuesday, July 26, 2011
Tuesday, July 5, 2011
July 2011 Leadership Book of the Month.
Beach Money by Jordan Adler.
I thought it appropriate to have this be our Leadership Book of the Month since we are in the middle of the summer here in the U.S. and in many other parts of the world.
- Compress a 30 year career into 3 to 5 years.
- Turn your yearly income into your monthly income.
This book can help you accomplish your goals in Network Marketing - IF you read it.
Have a great July,
Gary Hasson
I thought it appropriate to have this be our Leadership Book of the Month since we are in the middle of the summer here in the U.S. and in many other parts of the world.
- Compress a 30 year career into 3 to 5 years.
- Turn your yearly income into your monthly income.
This book can help you accomplish your goals in Network Marketing - IF you read it.
Have a great July,
Gary Hasson
Sunday, June 26, 2011
How About The Truth?
A man stands in front of that rectangular shaped, nuclear-particle device some call a microwave, mumbling under his breath, "Come on, come on, why is this thing taking so long?" All I can do is shake my head, and wonder if anyone ever informed our got-to have-it-yesterday guy the reason we call it a lunch hour?
Well, the lunch hour is one thing, but now this "instant mentality" has found its way into Network Marketing. And what’s worse is that more than a few distributors have bought into this "Get rich overnight! I did. So can you!" ridiculously misguided belief.
Personally, aren't you a bit tired of the all the half-truths, exaggerations, and lies being perpetuated in our industry? And yet, we see them every day—hundreds of unsolicited e-mails, countless ads in opportunity seekers magazines, and even the occasional postcard—all promising instant riches, and no downline to build, because they will do all the work for you! Just complete the simple on-line application—include your credit card number to cover your required sucker fee—sit back and relax. Easy street here you come! The promise of no work, massive income, and all with zero risk. What could be better than that?
How about the truth?
If you really want to build a long-term successful business in Network Marketing this is what you will need to do:
1. Invest eight to ten hours per week, one Saturday per month, and one weekend per quarter over the next two to five years. Follow the proven business plan and you should be able to replace your full-time income. After that, the sky's the limit.
2. Start sharing the business with your friends, family, and business associates. Tell the story, show the plan, and then ask your prospects if they would like to start dreaming again. After all, successful business-builders know we sell more dreams than all our products put together!
Well, the lunch hour is one thing, but now this "instant mentality" has found its way into Network Marketing. And what’s worse is that more than a few distributors have bought into this "Get rich overnight! I did. So can you!" ridiculously misguided belief.
Personally, aren't you a bit tired of the all the half-truths, exaggerations, and lies being perpetuated in our industry? And yet, we see them every day—hundreds of unsolicited e-mails, countless ads in opportunity seekers magazines, and even the occasional postcard—all promising instant riches, and no downline to build, because they will do all the work for you! Just complete the simple on-line application—include your credit card number to cover your required sucker fee—sit back and relax. Easy street here you come! The promise of no work, massive income, and all with zero risk. What could be better than that?
How about the truth?
If you really want to build a long-term successful business in Network Marketing this is what you will need to do:
1. Invest eight to ten hours per week, one Saturday per month, and one weekend per quarter over the next two to five years. Follow the proven business plan and you should be able to replace your full-time income. After that, the sky's the limit.
2. Start sharing the business with your friends, family, and business associates. Tell the story, show the plan, and then ask your prospects if they would like to start dreaming again. After all, successful business-builders know we sell more dreams than all our products put together!
Friday, June 10, 2011
How to Increase Your IQ: Implementation Quotient
How do leaders accomplish more than others? And how do they achieve great things with others? I believe a leader's success is due to his or her IQ: implementation quotient. That is the difference between common knowledge and consistent application. Implementation isn't just about having good ideas; it is about acting on them.
In a longitudinal study by Fortune magazine, 70% of CEO failure was because of his or her failure to deliver results. Many leaders start with grandiose visions but depart their positions with dreams unfulfilled.
If you desire to achieve more, you can easily increase your IQ. Here's how to do it:
1) Dream big.
Don't become a victim of puny dreams. Not only will those dreams fail to compel others to action, they will also fail to ignite and maintain your own passion.
Little dreams are almost as bad as no dreams at all. My friend Erwin McManus says it well: If you're big enough for your dreams, your dreams aren't big enough for you. Dreams should challenge us, not comfort us.
2) Plan small.
This step is critical. Once you have the dream, you need the details. That requires asking four key questions.
What compelling reasons do we have for doing this? The power to achieve any goal lies in the purpose behind it. Compelling reasons are the fuel of motivation.
What needs to be done? Identify the specific steps and components of the project that cumulatively are necessary for success?
Who will do what? Identify who is specifically responsible for each piece of the project. This is essential to create accountability. Many projects have failed because everybody thought somebody else was doing what needed to be done.
When will things get done? The timeline for a project is another aspect of accountability. The goal is timely completion. By developing a timeline of completion, it is easy to track progress towards the goal.
3) Work together.
Encourage and appreciate the people on your team. If you've "planned small," each team member knows what he or she is responsible for doing. Track individual progress and regress, and monitor the timeline.
Make people are accountable for results rather than activity. People can look busy and accomplish little. Measure what you treasure-results.
4) Keep striving.
Jean-Pierre Rampal, a renowned flautist, said, "There are nights I go out and play a piece perfectly. Then the next night, I go out and play it better."
As you and your team execute the plan, be on the lookout for "better practices." Many organizations search for "best practices." The problem, however, is that once a "best practice" has been identified, most people quit looking for ways to improve. Today's best practice is next month's passé practice. As you strive for completion, keep looking for ways to do things better.
And if things get off track, convert discouragement into determination by focusing on what has gone right, and what can be done to address what has gone wrong. Complaining identifies obstacles, but leadership overcomes them.
5) Implement boldly.
Remember that people will be watching your performance. How you act will greatly influence their enthusiasm and commitment. The quality of one's performance is the best indicator of his or her commitment and belief.
Whatever you choose to do, do it like there is nothing else you would rather be doing.
When you do, you'll find that you will achieve the kind of results that most people only dream of attaining.
Adapted from You Don't Need a Title to be a Leader: How Anyone, Anywhere Can Make a Positive Difference by Mark Sanborn, Currency, 2006.
In a longitudinal study by Fortune magazine, 70% of CEO failure was because of his or her failure to deliver results. Many leaders start with grandiose visions but depart their positions with dreams unfulfilled.
If you desire to achieve more, you can easily increase your IQ. Here's how to do it:
1) Dream big.
Don't become a victim of puny dreams. Not only will those dreams fail to compel others to action, they will also fail to ignite and maintain your own passion.
Little dreams are almost as bad as no dreams at all. My friend Erwin McManus says it well: If you're big enough for your dreams, your dreams aren't big enough for you. Dreams should challenge us, not comfort us.
2) Plan small.
This step is critical. Once you have the dream, you need the details. That requires asking four key questions.
What compelling reasons do we have for doing this? The power to achieve any goal lies in the purpose behind it. Compelling reasons are the fuel of motivation.
What needs to be done? Identify the specific steps and components of the project that cumulatively are necessary for success?
Who will do what? Identify who is specifically responsible for each piece of the project. This is essential to create accountability. Many projects have failed because everybody thought somebody else was doing what needed to be done.
When will things get done? The timeline for a project is another aspect of accountability. The goal is timely completion. By developing a timeline of completion, it is easy to track progress towards the goal.
3) Work together.
Encourage and appreciate the people on your team. If you've "planned small," each team member knows what he or she is responsible for doing. Track individual progress and regress, and monitor the timeline.
Make people are accountable for results rather than activity. People can look busy and accomplish little. Measure what you treasure-results.
4) Keep striving.
Jean-Pierre Rampal, a renowned flautist, said, "There are nights I go out and play a piece perfectly. Then the next night, I go out and play it better."
As you and your team execute the plan, be on the lookout for "better practices." Many organizations search for "best practices." The problem, however, is that once a "best practice" has been identified, most people quit looking for ways to improve. Today's best practice is next month's passé practice. As you strive for completion, keep looking for ways to do things better.
And if things get off track, convert discouragement into determination by focusing on what has gone right, and what can be done to address what has gone wrong. Complaining identifies obstacles, but leadership overcomes them.
5) Implement boldly.
Remember that people will be watching your performance. How you act will greatly influence their enthusiasm and commitment. The quality of one's performance is the best indicator of his or her commitment and belief.
Whatever you choose to do, do it like there is nothing else you would rather be doing.
When you do, you'll find that you will achieve the kind of results that most people only dream of attaining.
Adapted from You Don't Need a Title to be a Leader: How Anyone, Anywhere Can Make a Positive Difference by Mark Sanborn, Currency, 2006.
Wednesday, June 1, 2011
June 2011 Leadership Audio of the Month.
This is one of the most comprehensive one-hour audio trainings I’ve heard in 21 years of network marketing.
http://www.nexera.com/michael-s-clouse-live-in-atlanta/MichaelSClouseLiveInAtlanta.mp3
I listened to it again recently in its entirety and it is powerful. If you want to grow as a leader today, listen to it (without distractions) and take notes. Most won’t take the time, but those who do will know what it takes to succeed in this profession. Thank you to Michael Clouse!
-Gary Hasson
http://www.nexera.com/michael-s-clouse-live-in-atlanta/MichaelSClouseLiveInAtlanta.mp3
I listened to it again recently in its entirety and it is powerful. If you want to grow as a leader today, listen to it (without distractions) and take notes. Most won’t take the time, but those who do will know what it takes to succeed in this profession. Thank you to Michael Clouse!
-Gary Hasson
Tuesday, May 17, 2011
Prospecting is the single most important activity in any business.
Prospecting is the single most important activity in any business. If you don't like making prospecting calls, get over it. No matter what, you must make prospecting calls every day. On the days when you cannot find the time to prospect, make one call anyway.
One of the keys to success of enrolling others is to understand that not everyone will be interested in what we have to offer, and we should not waste our time with those people who do not have an interest. We need to focus our time on the people who do have an interest. Simply put, you are looking for the right people at the right time in their lives that are open to learning about your business and/or products.
We are looking for those who are looking.
One of the keys to success of enrolling others is to understand that not everyone will be interested in what we have to offer, and we should not waste our time with those people who do not have an interest. We need to focus our time on the people who do have an interest. Simply put, you are looking for the right people at the right time in their lives that are open to learning about your business and/or products.
We are looking for those who are looking.
Monday, May 2, 2011
May 2011 Leadership Book of the Month.
Self-made billionaire and philanthropist Jon M. Huntsman is giving away more than $1 billion of his own money to create the Huntsman Cancer Institute research hospital in Salt Lake City, and a network of Huntsman Cancer Hospitals across the United States. His book Winners Never Cheat explains his personal philosophy about life, and shows that you can succeed in business while maintaining your values, ethics, and integrity.
http://WinnersNeverCheat.com
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