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How Did It Start?
• Working too hard with too many people
• Need for structure and accountability
• Wanted a way to train rising stars fast!
• Wanted to create a feeling of community - (Part of Elite Team)
• Needed to develop leaders and money earners
Work in Progress• May 2009 – Fantastic Four
• May 2010 – Terrific Ten
• April 2011- Elite Eleven
• October 2011 to Now – Team Twenty
• June 2013 - UK Accountability Group
Accountability ToolsWeekly Conference Call
- Early in the week- Very important for momentum- 30 to 45 minutes long- Top Ten people review last week- Moderator must ask questions- Top Ten people preview the next week- Bonus points are discussed
Accountability ToolsAccountability Form
- Result Producing Activities- Updated with each new group- Gives immediate feedback - Reinforces positive behavior- Download – www.manorthern.com
Lets Hear from the Team
• Tanesha Westcarr - EC
• Chele Boe – Supervising Coordinator
• Lynn Mitschke - Director
Bottom Line• Separates those who say want to do
it from those who really do it
• No hiding or complaining
• All of us need some accountability
• THE NUMBERS DON’T LIE
What is the end result we want?
Lets work backwards
• We want a great new business partner
• Whatever follow up steps are needed
• Show them the business plan• Have an appointment• Set an appointment• Make a phone call
• Over 395 appointments booked in 2 ½ hours at our last Special Business Building Seminar!
• 12.5 appointments per person from another group
• The top recruiters in our organization have been the most consistent with call workshops
• Separates the people who say they want success from the ones who are willing to work for it!
• Best teaching and recruiting tool that I have seen in 15 years.
RESULTS
• Workshops! Do the work – make the money!
• It is scheduled!
• Power of positive energy of two or more people
• Coaching
• Feeling of family and teamwork
• Accountability
• Excitement
WHY DO CALL WORKSHOPS WORK?
20 names and phone numbers
In a home, coffee shop, wherever!
Fully Charged Cell Phone
Appointment book/when they are available
Schedule Options – so they know what they can book into-Webinar, UBP, Product Show, HBP, 2 on 1
Preparation :
Each team member MUST make calls. This includes the Team Leader!
Start with the most experienced team member and go down to the least experienced team member.
The CALLS :
Schedule a call group each week. Same night of the week. Do it for four weeks.
Anytime call workshop. Example FB group
Massive action call workshop.
The CALLS :
The Appointment System
1. I only have a second
2. Edify (what do you like about them)
3. May or may not be interested
4. Would mean a lot to me
Calls can be any business related calls, including:
Calling to book an appointment with a
prospect or invite to an event (HBP/UBP/Webinar/1 on 1)
Calling a potential customerCalling a current customer for follow upCalling a business partner who’s NOT going to
an event and selling them a ticket.Calling a prospect to follow up with them after
an event.Any RESULT producing call
The CALLS :
Why are you calling this person? What are you going to say?
What if the date doesn’t work that you are suggesting?
What if they ask you “What is it”?
What if they say no?
What if they say can you call me back at another time?
Coaching :
What happens if I get a voice mail?
What if someone calls back during the call session?
What if a call starts to go to long? What if someone keeps asking questions?
What if I only have two people show up?
What if I have ten people show up?
Do you ever let the senior partner help on a difficult call?
FREQUENTLY ASKED QUESTIONS: