You can't help those who won't help themselves...
This morning we will be discussing how to help those members of your team who are not producing to their full potential. Whether it be a lack of personal sales, recruits or both, it is important to review what the associate is doing or saying and why it does not appear to be effective.
In many cases, a coachable associate may just need some guidance in the right direction on how to prospect...they may need to get out and meet more people or brainstorm to expand their warm market list. However, on occasion, you will recruit a downline member who doesn't produce, and doesn't seem to care. They may respond to inquiry of their lack of production with a simple, "I didn't have the time." This should be a huge red flag for the upline!
If an associate has already given up on their business and isn't blocking out a few hours (or even a few minutes a week) to grow their business, sadly, very little can be done for them. (NOTE: In many businesses, my own included, one 10-15 minute presentation can obtain a signup or a membership sale...and you can receive income for years from that sole 15 minute effort -- so time should NEVER be an excuse)
Sure, an upline could exhaust all energy and effort trying to drag this unmotivated associate across the finish line, but what exactly would be the point?
Clearly, the associate is not dedicated to the business and the upline would be spending time and energy that could be better utilized working with the associates who are willing to work to grow on their own...
So my advice this morning is this: support and guide the willing associates (the coachable ones who are willing to listen and learn), do not spend (or waste) your time babysitting a recruit who lacks the willingness to take steps to produce up to their potential.
This is why it is so important to "sort" and not "convince" in this business. You want to select the prospects who already see an opportunity for themselves and do not need to be convinced multiple times of the value -- the ones you have to "convince" 5 or 6 different times often become the ones you have to babysit...
In many cases, a coachable associate may just need some guidance in the right direction on how to prospect...they may need to get out and meet more people or brainstorm to expand their warm market list. However, on occasion, you will recruit a downline member who doesn't produce, and doesn't seem to care. They may respond to inquiry of their lack of production with a simple, "I didn't have the time." This should be a huge red flag for the upline!
If an associate has already given up on their business and isn't blocking out a few hours (or even a few minutes a week) to grow their business, sadly, very little can be done for them. (NOTE: In many businesses, my own included, one 10-15 minute presentation can obtain a signup or a membership sale...and you can receive income for years from that sole 15 minute effort -- so time should NEVER be an excuse)
Sure, an upline could exhaust all energy and effort trying to drag this unmotivated associate across the finish line, but what exactly would be the point?
Clearly, the associate is not dedicated to the business and the upline would be spending time and energy that could be better utilized working with the associates who are willing to work to grow on their own...
So my advice this morning is this: support and guide the willing associates (the coachable ones who are willing to listen and learn), do not spend (or waste) your time babysitting a recruit who lacks the willingness to take steps to produce up to their potential.
This is why it is so important to "sort" and not "convince" in this business. You want to select the prospects who already see an opportunity for themselves and do not need to be convinced multiple times of the value -- the ones you have to "convince" 5 or 6 different times often become the ones you have to babysit...
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