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Direct Sales Tips: Are You A Recruitment Friendly
By Jane Deuber
Building from within is the fastest and most cost effective way to grow your organization. Visions of distributors holding opportunity events, conducting one-on-one interviews and requesting three-way calls with their upline are the things that direct selling executive’s dreams are made of. And while there are these precious, self-motivated individuals in every organization, “how to find more of them,” is the question that is on everyone’s mind.
What is the formula that will ignite a wave of sponsoring and infuse your organization with fresh new distributors? Is it a sexy new incentive trip, a “Triple Bonus Point” program, or perhaps a two-week recruiting blitz with all the bells and whistles? Perhaps. It is certainly true that direct sellers, by nature, love a good contest and all the recognition that comes with it. But then again, it just might be time to listen to the sage advice we often share with our distributors… “If you keep on doing what you’ve been doing, you’ll keep on getting what you’ve been getting!”
Today’s direct selling executives need to dig a little deeper to find new solutions to their recruiting challenge. Don’t get us wrong…we are not suggesting that you do away with the contests and incentives. These are the foundation of your growth strategy and deserve your time, attention and capital. But perhaps there are some new ways you can spur new growth from within, ways that get to the heart of the matter and shift your distributor’s perspective on sponsoring.
To do this we need to first look at your distributors blocks and barriers to sponsoring. It comes as no surprise that through interviews, surveys and focus groups throughout the country with distributors representing every product or service possible, the top two barriers to sponsoring were common among all participants.
Let’s start with the winner - fear of rejection. While the world continues to evolve at a breakneck speed, human nature remains constant throughout the years... we hate to be rejected. At the risk of simplifying the matter, it is safe to say that nearly all companies are dealing with this barrier as best they can by offering scripts and training on how to approach and interview prospects, encouraging distributors to hone their skills by offering the opportunity again and again, and by offering exciting contests and incentives that inspire distributors to “push through the fear” and ASK, ASK, ASK! So rather than preach to the choir, let’s look at the second fear, the runner up that you may not be addressing
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quite so eloquently. The second barrier to sponsoring is… fear of responsibility. Countless distributors have shared that, although a new recruit often helps them move one step closer to earning an exotic trip, winning a prize or receiving the recognition they crave, it does not help them once they’ve got the new team member! Here is what we heard… * "I’m not sure what I’m doing yet… how can I be responsible for helping someone else?" * "I don’t want to feel like I have to have all the answers or be responsible for their success." * "The thought of others being dependent upon me for the answers scares me to death!" No matter how many carrots you dangle, how well you train them to offer the opportunity -- what lies on the other side of the “YES,” could be what is keeping them from growing their organization. The “responsibility” they feel to train, support and guide new team members after they’ve joined could be what is holding them back. Recognizing that distributors do have a responsibility to train and guide their team and receive an override for their efforts, there are still some steps you can take to reduce distributor’s fear of responsibility. Let’s see how your company measures up. Check those that apply… * We address the “fear of responsibility” in our training material and newsletters and clarify their role as a sponsor according to our program. * We offer thorough training that address various learning styles, including a detailed and indexed Distributor’s Manual (for detail style learners), a variety of audio training tapes and CDs (for auditory learners on the go), Video demonstrations (for visual and kinesthetic learners who like to “see and do”). * We share the responsibility of training by offering regular corporate training through conference calls, video streaming and satellite events. * We recognize the importance of the “coaching relationship” and offer company-wide training on the latest methods of team coaching. How did you do? Have you adequately addressed the fear of responsibility? Are you offering training that shifts their perspective of what a leader and coach truly is? Could this be a barrier to sponsoring worth looking into? Research with distributors from a variety of companies revealed that while some “forward thinking” companies have dedicated time and precious training resources to the topic of team coaching, many distributors feel they are not receiving “quality coaching” from their uplines. “The skill of coaching someone toward their goals and dreams is a learned behavior that involves specific skills and tools, borrowed from the practice of professional coaching,” explains Coaching Center Director, Jennie England. “By teaching leaders these skills and incorporating them into the culture of an organization, companies will begin to see an increase in performance at all levels,” England adds. “With 85% of the top Fortune 500 Companies using professional coaching skills within their organizations, doesn’t it make sense that the direct selling industry can benefit as well?” Article Directory: http://www.articlecube.com Jane Deuber is Co-Founder of www.DSWA.org (the only association dedicated to the needs of independent party plan and network marketing professionals). Discover what makes DSWA so unique. Listen to motivating and informative free teleseminars by visiting www.mydswa.org/tele_class.asp
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Facebook shares fall flat on IPO debut
<img src='http://assets.bizjournals.com/sanjose/news/Nasdaq_FacebookIPO*100.jpg?v=1'>Facebook Inc. barely moved the needle on its first day of trading, ending up essentially flat near its IPO price of $38 a share.
The stock jumped 12 percent in the opening minutes of trading on Friday before slipping back from $43 to close to the $38 price IPO investors paid on Thursday.
The Wall Street Journal cited an unnamed source who said that the underwriters on the deal stepped in to prevent it from dropping below the $38 a share price that was set for initial investors on Thursday.
Facebook's...<div class="feedflare">
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Spangler pleads not guilty in $48M fraud case
<img src='http://assets.bizjournals.com/seattle/blog/spanglerindictmentpic*100.jpg?v=1'>Seattle financial adviser Mark Spangler has pleaded not guilty to federal criminal charges accusing him of defrauding investors of nearly $48 million by secretly diverting their money to startup companies he co-founded.
Spangler, the former head of the National Association of Personal Finance Advisors, founded an investment advisory company called The Spangler Group that he ran from his home in Seattle.
On Thursday, a Seattle grand jury indicted the 57-year-old Spangler on 23 criminal charges,...<div class="feedflare">
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Expect more debate between A320neo and 737 Max as Boeing tries to catch up to Airbus in orders
<img src='http://assets.bizjournals.com/seattle/news/737%20MAX-8*100.jpg?v=1'>Expect to see a brass-knuckle battle for orders in coming months as Boeing and Airbus vie for market share in the all-important narrow body jet market.
Here in Boeing country, people may take comfort in Boeing claims that the 737 Max will be more fuel efficient than the competing Airbus A320neo.
But the bottom line is aircraft sold, and at this moment, Boeing is still playing catch-up.
The tightness of the race is indicated by Boeing's announcement Thursday that it plans to increase the fan size...<div class="feedflare">
<a href="http://feeds.bizjournals.com/~ff/bizj_seattle?a=ofhLL49bKBE:N_CBvZmwdSI:yIl2AUoC8zA"><img src="http://feeds.feedburner.com/~ff/bizj_seattle?d=yIl2AUoC8zA" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_seattle?a=ofhLL49bKBE:N_CBvZmwdSI:V_sGLiPBpWU"><img src="http://feeds.feedburner.com/~ff/bizj_seattle?i=ofhLL49bKBE:N_CBvZmwdSI:V_sGLiPBpWU" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_seattle?a=ofhLL49bKBE:N_CBvZmwdSI:F7zBnMyn0Lo"><img src="http://feeds.feedburner.com/~ff/bizj_seattle?i=ofhLL49bKBE:N_CBvZmwdSI:F7zBnMyn0Lo" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_seattle?a=ofhLL49bKBE:N_CBvZmwdSI:qj6IDK7rITs"><img src="http://feeds.feedburner.com/~ff/bizj_seattle?d=qj6IDK7rITs" border="0"></img></a>
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Judge: Mastro creditor Hazelrigg must redo bankruptcy papers
U.S. Bankruptcy Court Judge Timothy Dore ruled against Bellevue businessman Tom Hazelrigg III Friday morning, saying Hazelrigg could not refuse to answer questions about his finances in his involuntary bankruptcy by making a blanket assertion of his Fifth Amendment privilege against self-incrimination.
Hazelrigg had turned in largely blank bankruptcy schedules earlier with a notation that he was asserting his Fifth Amendment right.
?It?s hard to imagine some of these questions are protected...<div class="feedflare">
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ITC sides with Microsoft in Motorola patent infringement case
Motorola will have to modify its Android smartphones or pay Microsoft a licensing fee if it wants to continue selling them in the United States.
After postponing its decision several times, the U.S. International Trade Commission ruled Friday that Motorola?s Android phones violate a Microsoft patent, and ordered an import ban for the offending devices.
?Microsoft sued Motorola in the ITC only after Motorola chose to refuse Microsoft?s efforts to renew a patent license for well over a year,?...<div class="feedflare">
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For tech companies, patents can be cash cows, huge legal expense
<img src='http://assets.bizjournals.com/seattle/news/Patent_law_gavel*100.jpg?v=1'>While most people?s eyes glaze over when you mention patents and intellectual property law, they can have a significant impact on a company?s bottom line ? both in revenues and legal fees.
Microsoft, to name one Puget Sound-area company, is involved in more than 60 patent infringement lawsuits, according to recent Securities and Exchange Commission filings.
While the company wouldn?t tell me how much it spends on legal fees, a survey published by the American Intellectual Property Law Association...<div class="feedflare">
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5 warning signs that time to invest in Facebook is over
<img src='http://assets.bizjournals.com/jacksonville/facebook%20stock%20mockup*100.jpg?v=1'>Facebook Inc.?s performance as a public company wasn?t exactly a showstopper. The stock jumped 12 percent in the opening minutes of trading on Friday before slipping back close to the $38 price IPO investors paid on Thursday, despite reported efforts by underwriters to prop it up.
This raises some interesting points that skeptics have been shouting about for months. Just how great of a buy is Facebook stock? What is its long-term sustainability?
With the help of PrivCo, we?ve put together...<div class="feedflare">
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Facebook jumps 12% on IPO debut, then slips
<img src='http://assets.bizjournals.com/sanjose/news/Facebook_OpeningBell*100.jpg?v=1'>Now it is Nasdaq investors' turn to weigh in on what Facebook Inc. stock is worth.
The stock (NASDAQ:FB) jumped 12 percent in the opening minutes of trading on Friday before slipping back from $43 to close to the $38 price IPO investors paid on Thursday. It rebounded to more than $41 after that.
The Wall Street Journal cited an unnamed source who said that the underwriters on the deal stepped in to prevent it from dropping below the $38 a share price that was set for initial investors on Thursday.
The...<div class="feedflare">
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12th Avenue Iron: Modern day blacksmiths (slide show)
<img src='http://assets.bizjournals.com/seattle/news/GYB-12th-Ave-Iron-01-Mark-Christiansen-Stephen-Marks-for-WEB*100.jpg?v=1'>Turning a metal rod into something useful and beautiful still takes heat and muscle; the rhythmic clang of metal striking metal still rings through the smithy ? even though the blacksmith?s hammer and anvil have been replaced by a large, foot-operated machine.
But instead of swords and horseshoes, 12th Avenue Iron on Seattle's Capitol Hill makes custom gates, staircase railings and other furnishings for high-end homes and businesses.
For more on these modern day blacksmiths, see Jeanne Lang...<div class="feedflare">
<a href="http://feeds.bizjournals.com/~ff/bizj_seattle?a=3n0HnqxFelg:YdyMYDK2eys:yIl2AUoC8zA"><img src="http://feeds.feedburner.com/~ff/bizj_seattle?d=yIl2AUoC8zA" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_seattle?a=3n0HnqxFelg:YdyMYDK2eys:V_sGLiPBpWU"><img src="http://feeds.feedburner.com/~ff/bizj_seattle?i=3n0HnqxFelg:YdyMYDK2eys:V_sGLiPBpWU" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_seattle?a=3n0HnqxFelg:YdyMYDK2eys:F7zBnMyn0Lo"><img src="http://feeds.feedburner.com/~ff/bizj_seattle?i=3n0HnqxFelg:YdyMYDK2eys:F7zBnMyn0Lo" border="0"></img></a> <a href="http://feeds.bizjournals.com/~ff/bizj_seattle?a=3n0HnqxFelg:YdyMYDK2eys:qj6IDK7rITs"><img src="http://feeds.feedburner.com/~ff/bizj_seattle?d=qj6IDK7rITs" border="0"></img></a>
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Foreclosures fall in Washington state, West
A new report says foreclosures are declining nationally, particularly in the West.
According to RealtyTrac, a California-based foreclosure listing service, foreclosure filings nationwide in April hit their lowest monthly total since July 2007, and foreclosure activity declined sharply in several Western states.
Foreclosure activity nationwide was down 14 percent in April from April of 2011, with one in every 698 U.S. residences having a foreclosure filing during the month.
Washington state's foreclosure...<div class="feedflare">
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What Does Your Telephone Say About You When You Are Away?
Business to Business relationships come to
expect a certain level of professionalism,
from the first telephone call to the
final delivery. Your Small Business Image can be Shattered by Your Phone
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