Direct Selling Leadership Questions Answered

Want to know the answers to these questions?

1. What do you think makes a good leader?

2. How do I get over the uneasiness of reaching out to potential team mates? I feel uncomfortable, my mouth goes dry and I look and sound foolish.

3. How do I get team members to quit pre-judging othe? They always say no one is interested.

4. What are the key questions to ask during the interview process that will let me know they are serious about the business?

5. How do I get a new recruit to focus on getting bookings and not just her starter party?

6. What do you do with team members who tell you what you want to hear, but then they don’t do it?

7. When and how often do you hold a team meeting? What do you do to get people in attendance?

8. Do you think leaders should share how much money they are making? Does it cause resentments or does it motivate?

9. What is Karen’s 2 x 2 x 2 program and how can I make Big Money implementing it?

If you want the answers to any or ALL of these questions click here.

Are YOU Afraid to Lead?

I’m known as a “thought provoker!” I do my BEST to get people out of the inertia they are currently hiding behind so they can improve their lives,earn more income and begin to live the life of their dreams.  In direct selling many leaders, company executives and persons of influence are afraid to challenge people to do better or at least do their best because they don’t want to LOSE THEM! Great, so they continue to build a team or a company of whiners and complainers and provide them with every reason and incentive not to succeed in making money. Gotta love it when someone tells me their earned their company incentive trip and in the next breath they tell me they’re broke!

I confess, I despise mediocrity. I never sent my sons to school encouraging them to “get a C” when they were both capable of and did get lots of “A-grades.” I believe all of us were put on this earth to achieve greatness, make a difference and live up to our potential! We all have the ability to find an excuse or to “FIND A WAY” to succeed. I would never in my wildest dreams be afraid to show someone how to succeed in direct selling especially if I took the time to have “a conversation” with them to find out their goals and then showed them exactly step-by-step what they needed to do to reach them. I owe it to every one I share the opportunity with to show them how to succeed, not set them up to fail. Let’s look at just a few of the ways you can have a great impact on other people’s direct selling income as well as your own!

    1. Talk business opportunity first rather than product discount, free or discounted kit and other insane methods of entrapment.  Yes, you read it right!  Insecure people who are not confident about their company, product and opportunity will resort to anything to bring more non-workers on their team. Here’s today’s puzzling question. How much income can a leader earn if her 10 people have zero sales for the month?
    2. Don’t talk her to death to get her to sign-up. Ask questions to help her come to the right decision based on the desired outcome she would like to have. YES, some people won’t be honest with you. Get over it, most will at least let you know what they want as well as how much time they have available to work the business each week. Show her how to make it a reality!
    3. Hold her accountable. Don’t be a “whimpy” sponsor, leader or company executive,  or they will plow right over you. Let her know in advance she has a wonderful business opportunity but it won’t work if she doesn’t. If she tells you she wants to hold 2 parties per week so she can earn $300 each week, provide her with the formula, training and accountability to insure it happens more often than not.
    4. Provide her with simple incentives for reaching “her goals” early on but be careful not to begin rewarding for mediocrity right from the beginning. Always focus on “HER GOALS” and not what you think she should do. You may inadvertently show her how to do less than she wants which will prevent her from earning the income she desires.
    5. Have a system in place to train, motivate and move people up through the ranks in your company. The more complete your system the greater chance you will have in helping your team members succeed. BONUS: The more success they have the larger your leadership bonus check will be each month.

I loved being a direct selling leader because it allowed me the opportunity to have a positive impact on so many lives.In the beginning I too was afraid to show people how to succeed. I was afraid they would change their mind and not do the business (which would be their loss) and more importantly I was afraid that my recruits would think I was being to pushy about wanting them to succeed so I could earn more money on them. So I’m ashamed to say, in the beginning I was thinking more of myself than I was of them. Once I came to the realization the only way to truly help someone is to empower them to do their best it became easier for me to do what I knew in my heart was going to help them reach their goals and dreams. I quit being afraid of those who might complain I was being too harsh and instead focused on those who wanted a thriving business. I built a team of WINNERS not WHINERS who were earning more than the average consultants in our company! Come to think of it in over 20 years no one ever came to me and said, “Karen, I don’t like YOU. You helped me make too much money! You showed me that reaching my goals was possible! How dare YOU!”
NOPE…no one ever told me that…but even if they did I would have moved on to the next person without blinking an eye!

If you’re ready to take  your leadership skills and systems to the next level and you aren’t afraid to join me in Las Vegas, March 29 – April 1′st, 2012 for the Direct Selling Leadership Bootcamp then go to www.directsellingleader.com/info

Jump Start Your Recruits

Register for the Webinar

For More Information on the Leadership Bootcamp Click Here

24 Simple Ways to Grow Your Direct Selling Business and Move You Closer to Your Financial Independence!

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Part Two:

Would you like to have more guests in attendance at your parties? Here are a few things you can do to increase attendance.

13. Don’t leave the inviting of guests to chance. Your Hostesses are very busy during the summer and phone calls may never get done. Make sure you use the Hostess Triplicate 2 Guest List to insure guests are invited to your party.

14. Offer the Hostess a small gift ($3 maximum) to return the Guest List to you within 3 days.

15. Make sure you mail invitations, send e-mail invitations and have your Hostess make follow-up phone calls. Using all 3 of these methods will dramatically increase the attendance at your parties. With today’s technology I would even add texting into the mix as well as Facebook Event pages.

16. Remind your Hostess to call everyone a few days before the party so they don’t forget! The more contact your Hostess has with the invited guests the more she will have in attendance.

Have you been finding it impossible to find anyone who wants to join your company?

17. Stop TALKING and start listening. If you notice that most of the noise in the room is coming from you then it’s time to begin asking more questions and then LISTEN and DON’T INTERRUPT as they are giving their answer.

18. Ask “who do you know, that may be interested in earning an extra $600 to $1000 per month? Sometimes it’s easier to get someone interested by coming in the back door.

19. Remember, people are looking for opportunities to make extra income working a business alongside their family and full-time jobs. Don’t pre-judge because you have nothing to gain and everything to lose if you do!
Do you have leads that have been sitting on the “back burner” for months just waiting for the perfect time to join?

20. Call them now and put some “heat” on them. Learn how to ask questions that will create an uncomfortable feeling to compel people to move ahead and join today. The more you share information and the less questions you ask each prospect the greater your chance of “NEVER GETTING A RECRUIT.” Understand your prospects will only act when they feel that there is much to lose by not acting.

21. Play the Sponsoring Game at every party and get excited to make your follow-up phone calls, asking questions based on the answers provided in part 2 of the Sponsoring Game. (Part of the It’s a Party Out There program)
Do you need help with bookings, Hostess Coaching, sponsoring and mentoring your new recruits?

The step-by-step systems that are taught in the many products that are part of the “Ultimate Success Bundle” just may be the answer for your!

Are your recruits “stuck in muck” in their business? Are they struggling to get their business started? Would you like to increase the average sales your new recruits have in their first few months in the business? Try these simple techniques.

22. Make sure you ask enough questions during the interview to discover what your prospect would like to get from the business, before you show her how to join.

23. Give your new recruit homework at the interview. Schedule her launch or Grand Opening Party, give her dates to observe one or two parties and let her know when the scheduled training is.

24. Coach your new recruits for their first 6 weeks in the business as taught in the Master the Mechanics of Mentoring program. Make sure you have your new recruit call you after EVERY PARTY for the first 6 weeks and ask her specific questions to help her improve her bookings, sales and recruit leads every time she has another party!

Ready to earn $50,000 or more in leadership bonuses each year? Check out the Blueprint for Mastering Direct Selling Leadership
I’m absolutely certain that if you implement at least 10 of these simple ideas you will increase your Direct Selling business. Invest in yourself by purchasing and implementing the simple techniques taught in these training programs and watch your business and earnings explode!

Revive Your Direct Selling Business

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Spring is here and it's getting pretty close to summer in Michigan. The trees are in full bloom, the flowers are preparing for their brilliant display of color and I am so excited to begin enjoying my gardens, pond and serene landscape after the extremely long hard winter. Those who live in the middle and southern states don't experience the complete loss of vegetation during the winter like we do in the north. Trees and flowers may go dormant but it sure isn't like it is up North and at least you still have some green to look at during the winter. Then there is Paradise, the places you can go to like Hawaii, Mexico, the Caribbean and other tropical destinations. There everything grows all year long. The tropical foliage grows to be enormous and plants that we grow indoors in Michigan are found in abundance in outdoor landscaping and our 4 foot plants are 10 trees! Wow, what a difference climate can make!

As I was pondering the effects of nature on different climates I couldn't help but think about direct sellers and their businesses. Many direct sellers allow their business to completely die off at various times of the year. They develop cyclical patterns of stopping and starting their business and their business often dies off completely so they must start all over again. Their booking schedule is non-existent, their team has died and it's not a pretty picture. Their business is much like the winter season in the Northern states, totally dormant and anxiously awaiting the arrival of Spring. Unfortunately some of them will be much like the plants that just couldn't survive the long hard winter and their business will die completely.

Now you have the second group of direct sellers who are mostly consistent but tend to have slowdowns rather than complete stops in their business. They may have a week or two with inactivity but it's usually easier to get going again because they have not had a complete stop. They are much more like the Southern states whose plants are dormant but in Spring can easily bounce back and don't have to wait for the ground to thaw before they begin to pop up again. They will have times their business isn't consistent but they are survivors and don't give up.

The third group of direct sellers understand the importance of having systems and creating consistency in all areas of their business. They do not stop holding parties because it's time to recruit and they don't stop recruiting and building a team because their personal business is booming. They are Superstars! They are the tropical paradise where everything is in bloom all the time! Just like the plants have the right amount of rain, sunshine and the perfect temperature these direct sellers have the perfect conditions for having a successful business. They have a great attitude and a desire to share their products, host program and business opportunity with others. Nothing prevents them from relentlessly pursuing their goals.

We often don't have a choice in the selection of the climate in which we live but we can choose the climate we create for our business. If  "you are in it to win it" you need to choose a tropical climate that is constantly thriving. Here are a few tips on creating the "perfect climate" for direct selling success.

  • Have Goals. I know it's been said over and over again but those who are aimlessly working their business with no specific goals will most likely be gone within a year or so!  WHAT do you want? WHY do you want it? WHAT are you willing to do to get it? Once you reach a goal SET A NEW ONE! Many people fail because of their failure to stay one step ahead of the game. It's important to reach your goal and then have a new one in place ready to stretch you to the limit again!!! My "Blueprint for Success and Prosperity" is perfect for those who want a simple start to finish system for accomplishing what you want in life.
  • Work your business as if your life depended on it! OMG, I can't believe the little distractions that direct sellers allow to get in the way. The dog is sick…really, your whole business has to be put on hold. Do "INCOME PRODUCING" activities every day. Phone calls, interviews, parties, customer service calls, customer emails, team coaching calls, training new recruits. These are income producing activities. Get them done! Which leads me to the next tip…
  • Schedule Everything. Those who are the most productive are the ones who create a schedule and stick to it! Schedule personal time for exercise and motivation. Schedule family time (I mean quality family time not just sitting in front of the TV.) Schedule party nights, coaching calls, follow-up calls, interview time, training time and of course monthly meetings if you are a leader.
  • Build a BIG Team. If you want big bucks in direct selling you need to be smart and build a team immediately. Then you need to work with everyone you bring into the business and encourage as many as possible to move into leadership. The more leaders you develop the larger your team will grow and the added bonus is you can make a positive impact on so many people's lives!
  • Keep Learning. If you want to be successful you need to learn from people who are successful. As one of my mentors is fond of saying, "Don't take advice from people driving broken down Pintos." Learn from the Pros who have walked in your shoes. Watch and emulate the top people in your company. Chances are if you do what they are doing you'll soon begin to earn what they are earning!
  • Don't Stop Doing What Works. Many direct sellers work hard to get to a certain title or to earn a company trip and then once it happens they slack off, back off and pretty much quit working the system that got them there! It is necessary to have a system for your parties that helps you identify business prospects, get 3 new bookings and lots of sales. You need a system for identifying business prospects, interviewing them, signing them, training and mentoring them and moving them into leadership. You need to work systems and the systems will work for you. The BEST leadership system out there is "Blueprint for Mastering Direct Selling Leadership"

Signing with a direct selling company is easy. Having a thriving, prosperous business can be easy too as long as you stay focused and don't let obstacles get in your way! Remember…EVERYONE HAS A CHOICE, I hope you CHOOSE SUCCESS!

Direct Selling Step-By-Step Party System

Now It's Your Turn To Have More Successful Parties!

 

"It's a Party Out There" has literally changed the lives of tens of thousands of direct sellers. This is a complete system for getting more bookings, sales and recruit leads from every single party! I've done monthly booking teleseminars and webinars and thousands of you have increased your bookings just by implementing the simple phone scripts you hear on the call. If you didn't catch the "Secrets to Summer Scheduling" Webinar there is still one week left to watch the replay.

http://attitudetools.com/summer-bookings/

Then, you get to the party with NO PLAN OF ACTION to intentionally get BIGGER SALES, 3 BOOKINGS and 2 -3 Good prospect leads for the business opportunity. What if you could change that? What if you went into each party with a "perfect system" to help you maximize bookings, sales and recruit leads? You'd definitely want to use it, wouldn't you? If you want to take the next step up the ladder, here it is: http://attitudetools.com/specials/

Hurry as this special offer expires Monday, May 23'rd!

Commitment to Your Direct Selling Business

Over the years I have heard Zig Ziglar say over and over again, "Most people are as committed as a kamikaze pilot on his 99'th mission." I tend to agree with him, especially when it comes to direct selling. What is commitment anyway? The American Heritage dictionary says the commitment means "to do or perform, to pledge oneself to a position." You can be committed to your spouse, your family, your company, your goals, your exercise program or just about anything. But are you? Commitment means that even if it gets tough you are going to stay the course.

Committed people are tough! They would rather fight than give up! Committed direct sellers are on the phone making calls to generate new business. Committed Direct Sellers understand the need to work the business EVERY DAY, not just when it strikes them. They schedule business building activities into their calendar instead of just waiting to see if there is time to work the business today, tomorrow, this week or this month. Committed direct sellers treat their business like a job and commit to "go to work every day." It's not always easy to be committed but it is always rewarding.

A while ago I committed to working out with a personal trainer 3 days a week at 6:00 a.m. Until this time I had forgotten that there was a 6:00 a.m.! Even though I had been walking daily for over 25 years I began to realize that I need to build up my muscles. Since I was clueless in how to work any of the machines at the gym that I joined I hired a personal trainer to not only show me how to work the machines but also to commit myself to show up each day! (When you pay someone to teach you I guarantee you will show up!) The first day was torture! During this one hour I completed 60 lunges, (he did have to help me get up after the first 10!) 45 squats, plus other leg, arm and stomach exercises. During this first hour of exercise I set a simple goal for myself; to get to the car without falling down in the parking lot! There was no way I wanted all the fitness buffs on the treadmills in the window to see how weak and wobbly my legs were. At the end of the class my trainer said to me, "so are you coming back for more?" My body was telling me to give up right then and there but my mind was telling me that I had committed to this by pre-paying him for a month (what was I thinking?) and I didn't want to throw money away so I showed up again the following scheduled day. I went home and looked in the mirror because I was sure I left most of my rear end at the gym that day! No such luck it was still there! I knew I'd have to go back! After the first day's workout it took my body about 3-4 days for my body to quit hurting! After the second time it took about 2-3 days to quit hurting every time I moved! Each time I went my body became stronger and more used to the exercise and now I continue to workout 3 days a week and I feel GREAT, but it wasn't easy! It is worth it! It was the repetition of the exercise that helped get my body into condition.

That's what commitment will do for you! It will keep you doing what you know you need to do even when the results might not be immediate! It's what makes you dial the 10th person even after hearing the previous 9 people tell you NO! It's what keeps you focused on the end result not the bumpy ride! The repetition of Direct Selling activities will get your business conditioned for success. Here are some ways you can commit yourself to your Direct Selling Business!

  •  Take time when you begin to learn how to do things right! When you begin an exercise program if you don't learn how to lift weights properly you can tear your muscles and injure your body. The same is true of your direct selling business. If you don't take time to learn about the company, products and how to offer the opportunity when you begin you could exhaust your warm market without creating any business for yourself. Your company offers training, meetings and literature explaining what you need to know. Take the time to learn everything you can as soon as you join!
  •  Prepare your calling agenda and have our scripts ready. When you are in an exercise program, each time you begin to exercise you need to warm up and stretch before you begin the weight lifting part of the program. Before you pick up the phone to make your calls for the day get prepared. Make a list of who you are going to call. Jot down next to their name what you are calling about. (Example, are you calling to follow up on a product order, calling to book a party, or following up on the business opportunity?) Also, make sure you have practiced your phone scripts before you begin making your calls. Make sure you check
  •  Have and Keep a Consistent Schedule. When you begin exercising it will become easier on your body when you keep a consistent exercise schedule. You remember how to do the exercise from day to day and pretty soon the exercise program becomes second nature to you. The same is true of your Direct Selling business. Keeping a consistent schedule for your parties and your phone calls will help you to make your business easy for you to do! Your choice of words, the presentation at your party, your "I Story" and everything you do will become second nature to you when you keep repeating the pattern over and over again. Most people that struggle with their phone calls and/or party presentations do so because they never do enough to get "really good" at it. Getting on the phone once or twice a month or only holding one or two parties a month makes it hard for anyone to master the techniques. So be consistently working your business EVERY WEEK!
  • Don't be afraid to try new things. During your exercise program you will notice that there are a lot of other people in the gym that are doing a variety of different exercises. I discovered that it was good for me and my body to keep variety in my workout. When approached with a new idea are you one who tries it our right away or do you shy away from it because it's different. I have to confess, when I first heard about the "sponsoring game" (you can learn how to do this in the It's a Party Out There program) at a meeting I came home and didn't do anything about it. But, I did tell a new consultant about the game and she went out and played the sponsoring game that very night and called me the next morning with three people to talk to about coming into the business. She wasn't afraid to try something new and it paid off with 7 new recruits within her first two months in the business. I learned a valuable lesson too! Don't be afraid to try something because someone else is going to pass you by while you are waiting!
  •  Constantly remind yourself of your why. Busy schedules make it easy for us to skip our exercise routine. We rush to cram in a few more minutes of checking emails, watching television and endless things that cause us to waste our precious hours. Pretty soon, we have come up with a million reasons why we don't have the time to exercise. I keep a picture handy of the body I had a few years ago and it reminds me that I need to keep up the exercise if I want to get it back again. As a consultant with a Direct Selling company it will become very easy for you to lose track of time and skip making calls one week and deliberately take a week or two off from holding parties because you are just too busy! Think back about why you are doing this business, what you want to achieve and why you want to achieve it. Keep your why in front of you all the time. Continually remind yourself that you can do anything as long as it keeps you close to your reason for doing the business. It was never hard for me to book and hold three to four parties per week for twenty two years because all I had to do was look at my sons and knew that I was fulfilling "my why" of staying home with them!

Yes commitment is a very funny thing! It helps to keep you focused on the good things you can have in your life. You can and will make anything happen when you really want to! You are an incredible individual and you can be successful in Direct Selling as soon as you become committed to yourself and your business!

Avoid Sabotaging Your New Recruit’s Chances for Success

After watching this video if you want to join me for the "5 Mistakes that will sabotage Your New Reruit's Success and How to Avoid Them" Webinar
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No Excuses Part 2 – Is it a Legitimate Objection or an Excuse?

Last week I went over how to STOP making excuses yourself and this week I thought I’d switch it around and share some insight as to why our prospects give us excuses. Are you like millions of direct sellers who have a long list of people who have indicated they want to do business with you BUT they have not taken any action yet? Worse yet, every time you try to have a conversation with you they either avoid you like the plague or THEY GIVE YOU AN EXCUSE!

An excuse is merely a polite way of telling you they don’t want to do business with you. Yikes, I can’t believe I say that but it’s TRUE!  It could be they are not ready to do business with you YET, or it may mean they don’t want to do business with you ever.

If you joined me for the Monthly Booking Bonanza Teleseminar in June then you heard me talk about a new program I invested in this past Spring that I am absolutely loving. It is by Ari Galper,”Unlock the Game” and the concept is about creating trust between you and your prospects. It doesn’t matter what you are selling the principles are the same. People will do business with people they know, like and trust.

One of the reasons your prospects could be giving you and excuse is they don’t trust that what you say is really going to happen If this is a factor you need to working on building trust in the relationship. An easy way to build trust is to make the prospect feel comfortable and you can do this as easily as asking, “Would you be open to…?” and then insert whatever you want. Example: “Would you be open to getting together for a cup of coffee and I’ll share a few ways having your own business could be an advantage for you?” OR “Would you be open to exploring the possibility of having a (company name) party to earn some free products for yourself?”  You can easily see these examples are about creating a relationship with the prospect before deciding which way to go. ( Make sure you join me for next month’s booking teleseminar where you get the rest of the script as well as some more to help you fill your calendar with bookings!)

Another reason your prospect may give you an excuse is they aren’t sure they need what you are offering. In our never-ending pursuit of getting a booking, making a sale and getting a recruit we often overlook the fact that maybe it’s NOT RIGHT for them! Instead of going into pursuit mode you can ask more questions to get to the bottom of it. Asking questions like, “does it make sense to?” or “I understand you love our products and I know you want a lot of them, but on a scale of 1 -10 how interested are you in booking a party to get some for free?”

When you are overcoming excuses most of us have been trained to use the “feel, felt, found method” of overcoming objections and that can work but it often doesn’t help us to know if it’s a legitimate objection or just an excuse. Much like an onion you need to ask questions until you get to the real issue. Saying things like, “are you open to hearing more?”,  “does it make sense to set a date?”, or “where do you think we should go from here?” will help your prospects feel more comfortable with the process and will help you uncover the truth behind their excuse.

So, if you are open to trying some new language and you feel comfortable with asking more questions in order to get better answers you just might discover your prospects more willing to answer you honestly. You’ve got nothing to lose by trying!

Let Karen show you  how to get what you want from your direct selling business and life go to www.karenphelps.com/promo.html for specials or to www.karenphelps.com/shop.html

Want to know how you can bring Karen in to motivate and inspire your audience call our office (248) 625-4897or contact support@karenphelps.com.

Direct Sellers Can Avoid Stalking Their Recruits

Can you identify yourself in this short video?