Yesterday, we talked about changing how you look at yourself and considering yourself to be an ambassador or a corporate recruiter for your company.
Your best results, realistically, come when you give this new process - this new way of thinking time to evolve, germinate and develop. We recommend giving yourself an entire year for this `out of the box' thinking.
Change your `norm' … raise the bar.
Keep in mind that only one in ten people will say `yes' to joining.
For your organization to grow, you need to make a goal to recruit at least 24 new people personally over the next year. That is just two a month. Recruiting half that number (one a month) and your team will end up exactly where it was at the beginning of the year (this takes into account consultants who leave the business or change their level of commitment).
Remember - your `year' can begin anywhere you want it to begin. Why not start right now - while we are at the beginning of the fourth quarter of our busiest time of year?
Things to do to promote strong personal and team recruiting:
Front end load your “year” (EASY to do when you are meeting so many people right now!)
Help your team to front end load as well.
Take a look at the vehicles you are providing to your team. Think about what you can help organize and facilitate:
Fairs
Fundraisers
Ads (the more who participate - the more money available to run a bigger/longer running ad).
Get good at asking for referrals and train your team to do the same.
Piggyback - NEVER walk alone - treat each event you do as a training opportunity…bring a team member with you!
When coaching team members - save time by using three way calling or free teleconferencing services.
PREQUALIFY recruit potentials by asking them:
“Is there anyone else who you will need to talk to about this?”
“Please talk with them and tell them why you are interested in doing this.” (remind them what their reason is - example;…you wanted to be able to take care of that car payment, you wanted to be able to purchase our products at a discount and know your friends will love them too, you want a work at home option…) If you have been listening well when the prospect was selling YOU on why she would be good at this she will have let you know what her reason for getting involved is!
“He (she) will probably ask you some specific questions - please bring these questions to the appointment with you.”
At the recruiting appointment - once paperwork has been completed - have new team members immediately make a list of the top ten people who they know will be interested in what they are doing and ask them who they will call first.
Follow up with them the next day to help with any questions and to keep them excited about their decision to join.
Sunday, October 7, 2007
Saturday, October 6, 2007
What is your recruiting mindset? Part 2
Before reading this post be sure to visit Avis' blog and see the incredible contest she's running and the great blog she received! It's on the right hand navigation of my blog :)
Yesterday, we began our discussion on the mindset of recruiting.
When you think about asking someone to join you in the business - where are you, mentally?
Is this something you are doing to someone or for someone?
Are you bothering/pestering/pushing or are you inviting?
Are you focused on your goals or on her needs?
If your paradigm is in need of a shift - let's look at things a little differently.
Make a list of the characteristics that make you good at this business. This becomes the job description of what you are looking for in a potential consultant.
Make a mental shift and start to think of yourself as an ambassador recruiter. By definition an ambassador is an authorized messenger or representative. Consider your main job to be finding good people for your company - using your job description - and this will help you get the focus off of your own goals.
Work like a corporate recruiter. Instead of working hard to convince someone to join the business what would happen if you used the following script instead?
“Working from home takes a lot of self-discipline. Let me tell you what we're looking for. We are looking for someone who is self-motivated and interested in (fill in the mission of your company). Tell me a little about what YOU are looking for and then we will see if this seems like a good match.” (PAUSE - Stay quiet and then she will start to sell you on herself).
Once you have a “job description/composite” of what makes a good consultant - this will enable you to ask more specifically for referrals.
“Who do you know who is a self-starter?” “Who is the busiest but most organized mom that you know?” “Who do you know who is a great `people person'”?
Yesterday, we began our discussion on the mindset of recruiting.
When you think about asking someone to join you in the business - where are you, mentally?
Is this something you are doing to someone or for someone?
Are you bothering/pestering/pushing or are you inviting?
Are you focused on your goals or on her needs?
If your paradigm is in need of a shift - let's look at things a little differently.
Make a list of the characteristics that make you good at this business. This becomes the job description of what you are looking for in a potential consultant.
Make a mental shift and start to think of yourself as an ambassador recruiter. By definition an ambassador is an authorized messenger or representative. Consider your main job to be finding good people for your company - using your job description - and this will help you get the focus off of your own goals.
Work like a corporate recruiter. Instead of working hard to convince someone to join the business what would happen if you used the following script instead?
“Working from home takes a lot of self-discipline. Let me tell you what we're looking for. We are looking for someone who is self-motivated and interested in (fill in the mission of your company). Tell me a little about what YOU are looking for and then we will see if this seems like a good match.” (PAUSE - Stay quiet and then she will start to sell you on herself).
Once you have a “job description/composite” of what makes a good consultant - this will enable you to ask more specifically for referrals.
“Who do you know who is a self-starter?” “Who is the busiest but most organized mom that you know?” “Who do you know who is a great `people person'”?
Friday, October 5, 2007
Hive Member Spotlight - Theresa Small - PA
I am married to my high school sweetheart. We have been married for 27 years. We have 3 daughters. Tiffany 26- married with our first grandchild Zachary 3 ½ and one on the way in February (also a boy). Lindsay 22- just married in July, and Ashley 18- starting college spring semester. I live in Wrightsville, PA approximately 30-40 minutes from Harrisburg. My birthday is March 11. I have a full time job right now in the health care field which I plan to eventually replace with UB.
I have been looking at UB since about March. I just fell in love with the whole concept. It was something new and different and very original. Plus getting in on the ground floor and being the first FD in PA was very appealing. I decided for sure that this was the business for me after attending a workshop held by Cat. That was in August and I have just spent the last two months saving up to get my kit. (I am actually a week a head of my goal for starting!!!)
My immediate family is very supportive. I haven’t really told extended family yet. I plan to invite them to an open house to tell them. It has been so amazing to me already how much support and information I have received just from reading the wahm message boards. Keep up the good work.
I am an herby. Yes I agree with the results. Most of the characteristics do apply.
My plan is to be a business builder. I believe very strongly that with Urban Botanic I will be able to achieve this goal. I am a people person and I am very passionate about this business.
Thursday, October 4, 2007
What is your recruiting mindset?
When I got involved in party plan 20 plus years ago, we were taught that there were four basic reasons people got started in the business:
Money - and I want to work from home, flexibly!
Social - I want to make new friends & I love parties!
Recognition - I just LOVE to walk across stage!
Product - I LOVE everything in the catalog!
Mission driven - I LOVE how this company improves people's lives!
To that list I would add a sixth reason (my reason for joining):
Need a life - HELP! I'm home with my kids - I love them, but I'm pretty sure my `grown-up' mind has left my body!
Truth be told - reason number 5 is probably just a variation on reasons number two and three. BUT, the bottom line was that I got involved with my company to sell product - nothing more, nothing less. That first year that I was in business I wore a recruiting blindfold.
I sold product like crazy - and loved every minute of it. “But”, I told my recruiter/manager, “don't even TALK to me about the `R' word. I don't want to `do' that to anyone.”
An interesting attitude, wouldn't you agree? It was birthed from an unpleasant experience with an overly ambitious consultant from another party plan company who - in her attempts to sign me - did lots of talking, very little listening and was more interested in advancing her status in her company than being sensitive to my needs and concerns. I had vowed never to be that party plan lady. I didn't want people to duck when they saw me coming.
However, in hindsight, I realize that there were many who crossed my path that first year who were genuinely interested in joining me in the business. As I replay conversations with different individuals in my mind - I realize they were asking all the right questions and I was giving all the right answers. I never took it a step further and asked them if I could share business information with them. Because, you see, I didn't do that part of the business.
Shawna's Note: It's so easy to worry about getting everything right with your presentation or just selling to make income. Your first year in the business is probably your most passionte and the easiest to recruit others. In my first 3 months I recruited 10 people personally and the team has continued to build from them and myself since. But never was it easier than recruiting those first 10 believe me ;)
Money - and I want to work from home, flexibly!
Social - I want to make new friends & I love parties!
Recognition - I just LOVE to walk across stage!
Product - I LOVE everything in the catalog!
Mission driven - I LOVE how this company improves people's lives!
To that list I would add a sixth reason (my reason for joining):
Need a life - HELP! I'm home with my kids - I love them, but I'm pretty sure my `grown-up' mind has left my body!
Truth be told - reason number 5 is probably just a variation on reasons number two and three. BUT, the bottom line was that I got involved with my company to sell product - nothing more, nothing less. That first year that I was in business I wore a recruiting blindfold.
I sold product like crazy - and loved every minute of it. “But”, I told my recruiter/manager, “don't even TALK to me about the `R' word. I don't want to `do' that to anyone.”
An interesting attitude, wouldn't you agree? It was birthed from an unpleasant experience with an overly ambitious consultant from another party plan company who - in her attempts to sign me - did lots of talking, very little listening and was more interested in advancing her status in her company than being sensitive to my needs and concerns. I had vowed never to be that party plan lady. I didn't want people to duck when they saw me coming.
However, in hindsight, I realize that there were many who crossed my path that first year who were genuinely interested in joining me in the business. As I replay conversations with different individuals in my mind - I realize they were asking all the right questions and I was giving all the right answers. I never took it a step further and asked them if I could share business information with them. Because, you see, I didn't do that part of the business.
Shawna's Note: It's so easy to worry about getting everything right with your presentation or just selling to make income. Your first year in the business is probably your most passionte and the easiest to recruit others. In my first 3 months I recruited 10 people personally and the team has continued to build from them and myself since. But never was it easier than recruiting those first 10 believe me ;)
Wednesday, October 3, 2007
Fourth Quarter Success Strategies for Leaders and Future Leaders - Part 2
Today we continue our `mini-series' on success strategies to help you balance at this busy time of year.
When working with your team - here are some additional tips:
Keep your team calendar up to date.
Be sure your team has at least 10-15 selling events scheduled each month!
Ask team members to share their personal goals and help them to be accountable for them.
Track fairs, opportunity nights and recruiting appointments.
Motivate your team to constantly add to the team calendar.
Identify your active sellers.
Help them create a plan and track it with them.
Set up a call schedule (jointly agree on frequency). Keep the calls short and to the point - business focused and specific.
Start a savings account NOW for next year's convention and encourage your active sellers and recruiters to do the same.
Make the most of your time.
Use the internet wisely. Make sure the time spent is revenue/business generating activity or to support your team members.
Give recognition of accomplishments immediately.
Let your company provide the prizes - you provide lots of recognition and praise!
Maximize on-the-job training. Take new consultants to parties, recruiting appointments and fairs.
Have your future leaders share training and meeting responsibilities.
Encourage all team members to host their own parties or open houses.
Keep on selling to present a strong role model to your team.
Keep on recruiting!
Recruit enough new people to keep your team strong.
Make a goal to invite ten people to join your team each week. Statistically one in ten will join - so, that means four new team members joining each month.
When working with your team - here are some additional tips:
Keep your team calendar up to date.
Be sure your team has at least 10-15 selling events scheduled each month!
Ask team members to share their personal goals and help them to be accountable for them.
Track fairs, opportunity nights and recruiting appointments.
Motivate your team to constantly add to the team calendar.
Identify your active sellers.
Help them create a plan and track it with them.
Set up a call schedule (jointly agree on frequency). Keep the calls short and to the point - business focused and specific.
Start a savings account NOW for next year's convention and encourage your active sellers and recruiters to do the same.
Make the most of your time.
Use the internet wisely. Make sure the time spent is revenue/business generating activity or to support your team members.
Give recognition of accomplishments immediately.
Let your company provide the prizes - you provide lots of recognition and praise!
Maximize on-the-job training. Take new consultants to parties, recruiting appointments and fairs.
Have your future leaders share training and meeting responsibilities.
Encourage all team members to host their own parties or open houses.
Keep on selling to present a strong role model to your team.
Keep on recruiting!
Recruit enough new people to keep your team strong.
Make a goal to invite ten people to join your team each week. Statistically one in ten will join - so, that means four new team members joining each month.
Tuesday, October 2, 2007
Peridot Boutique Launches their Urban Botanic Partnership
Well the boutique received their shipment of goodies from me yesterday. 100 to start with and I have another 100 on the way to work with them. They are really great about marketing it and have actually blogged about the partnership which I thought was pivotal for those of you trying to work with your own local boutiques. Click here to see their blog and how super cool their postcards turned out!
I know you'll be hearing soon from Kelsey on Aroma Graphics, her new site that will allow UB Consultants to have personalized cards to use for boutiques, or mailers, or events! Next on my list is Seattle Spin Girls' event in late October. This month is BOOKED solid with parties and events to keep things rocking in the Seattle area.
What cool things are Hive Members up to this month? Be sure to comment so we can all take advantage! Hopefully you've all received my October newsletter with the fun halloween idea (I thought it was clever at least) and some back to basics to get your fall season rocking!
I know you'll be hearing soon from Kelsey on Aroma Graphics, her new site that will allow UB Consultants to have personalized cards to use for boutiques, or mailers, or events! Next on my list is Seattle Spin Girls' event in late October. This month is BOOKED solid with parties and events to keep things rocking in the Seattle area.
What cool things are Hive Members up to this month? Be sure to comment so we can all take advantage! Hopefully you've all received my October newsletter with the fun halloween idea (I thought it was clever at least) and some back to basics to get your fall season rocking!
Monday, October 1, 2007
Welcoming Annette James - CA
Hello my name is Annette James and I live in the high desert community of Lancaster, California. We are located about an hour and a half North of Los Angeles.
We use to be a small town but with the ongoing building of new homes and businesses our town is anything but small anymore. I am married, my husband and I have been together for 15 years and we have a 10 year old daughter. I am a stay at home mom and enjoy being involved with my daughter’s school and our community.
Recently I started looking around for a new business opportunity and kind of stumbled onto the Urban Botanic site by accident. Before I could click the back button I got a glimpse of what the site was about and before I knew it I was researching as much as I could about the company. For a couple of days I just kept thinking of it and I could not get it out of my mind. I knew that this must be the business for me.
I later spoke to my husband to get his thoughts and decided to move forward with contacting the company to answer a couple of last minute questions. The next day I was sold and sent away for my kit. I can’t wait for it to arrive. I have to say I have a great support network. My main support is that of my husband he supports me in anything and is always there to lend me a hand if needed.
In the past my daughter has even helped me out at parties and festivals when I needed an assistant or extra pair of hands. I also have a great group of friends who are always there for me when I need them physically, emotionally or spiritually. I did take the UB personality test and I am a fruity. I have to say this was pretty accurate and the funny thing is with all my perfumes, lotions, and even air fresheners I am always drawn to the fruit smelling ones.
As for where I see myself in the next year. I hope to have a successful business of course and I would love to build a team in the neighboring towns. There is about 7 neighboring cities that I would love to be able to have teams in. I am a very creative person and I will use some of that creativity to help market myself and the UB product line. I have already felt so welcomed by everyone and I can’t wait to start doing some parties.
What a way to start off our great month of October! We're so happy you've joined The Hive Annette and we're all here to support and buoy each other up so never fear :) - Shawna
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