Tim, How do I motivate my downline? I am asked this question frequently. Lets get clear on what is meant by the question How do I motivate my downline? It means, What can I do to get them to produce more? Does anything work? This is one of my favorite subjects because its so misunderstood. Historically people have tried the most asinine things in an attempt to motivate human beings. Slavery and threatening of life, rallies and hype-driven events, even people running across hot coals. The US Navy has done many different experiments to try to get men to produce more. Theyve tested whether men who go out drinking together produce more. Theyve put men who hated each other together and men who were best friends together to see which would produce more. None of these have worked for very long. People can come out of a Tony Robbins event super excited and motivated. But after a day or two maybe even a week theyre back to their previous production level. I might as well go ahead and let the cat out of the bag because hes practically ripping the bag open at this point. YOU CANT MOTIVATE YOUR DOWNLINE! But you can get them to produce more. Which is what you really want FOR them and FROM them anyway. To get your downline to DO more, to get them to exhibit confidence, cheerfulness, and discipline requires you to do two things GET THEM EFFECTIVE AT WHAT THEY DO and make it in their interest to do it. The US Navy concluded that when production was high, more production occurred. Effective MLM training is the only thing that truly works So for you trying to get your downline to produce more or produce anything - you must train them. You might be saying, But I train my people every Saturday! I give them a training manual. I do conference calls. I realize you may have been working very hard at training your downline. But, the test of effective training is not whether you conduct training. Its whether the student can do it! NOTHING ELSE. List of what to train your downline Heres how and what I recommend you train your downline on. How to establish goals
How and what to know to be effective (most of which is on this list)
How to promote
What to say to people when they make phone calls
How to set appointments
How to present the MLM business or products
How to sell the business or products
How to sponsor People (the correct procedures and sequence)
How to train new distributors To get your downline to produce and produce more, you need to get them effective in each one of these areas. When they can do each of these things, they will be motivated because they are effective. They WILL produce because they feel ABLE to produce. Bomb squad trained me I did not just come up with this system overnight. I worked it up and down until it worked. I got the concept from something I learned in the bomb squad. Before my network marketing career, I was in the US Navy Bomb Squad. Only one man is allowed to go work on a live bomb. No sense in blowing two bomb-techs up because of one mans mistake! When we headed down to work on the bomb, we took a piece of plexiglas and a grease pencil. When we were getting ready to do the first step of defusing the bomb we would: a) Write what we were going to do.
b) Do the item.
c) Check it off as being done. Then go to step two. Write it down, do it, then check it off. The reason we did this exact sequence is because if the bomb blew up, the other bomb squad techs knew that very valuable information was written on that piece of plexiglas. When they retrieved the plexiglas they would see that item 1 and 2 were okay to do. But item 3 upset the bomb dont do that step! The items written on that Plexiglas became our Standard Operating Procedures. Obviously leaving out that last step that upset the bomb! It was our sequence of defusing that bomb when we faced it again. I applied the same principles to network marketing and the above list of activities. These activities are the only activities that make money in network marketing. Be a great coach As a coach, if you have your distributor keep a record of how many times he/she does each activity you can coach the exact item that THAT distributor is having a problem with. If you dont use this list and try to coach youre coaching on what you think the group needs. Or youre coaching a pet category of your own. Ive observed closely new distributors. They dont engage into the business until they feel confident in what to say to their prospects. Therefore, they need to know how to do items 1-5 before you have them on the phone. See, it doesnt make sense to know how to do New Distributor Training before they know how to set appointments. Ive known lots of distributors whove quit that still know the compensation plan. I know plenty of failed distributors who know how to train a new distributor who have never sponsored anyone. I dont know a lot of distributors who have quit who can set appointments and have the prospect show up. My point is, first train your distributors to be able to invite, and then train them how to present, and then train them how to train. Other items important in getting your downline to produce Ethical behavior. People will not follow (or produce for) someone who is unethical or dishonest. Boldness. People will follow boldness because they like following in the footsteps of a bold leader. What does it take to be bold? You must produce yourself. Let your downline see you face your fears. Let them see you make phone calls, let them see you do presentations; let them see you standing there waiting for your guests. Be interested in them. Show your people that you are interested in their goals. Put your front lines goals on your refrigerator. Talk to them about their goals. This is where the make it in their interest to do it comes in. Be the source of information. Always be up-to-date on the latest information. This means you stay connected to the companys source of information. Also, teach your downline where your sources are otherwise you will always be stuck with the job. I think you can tell that I dont agree with the philosophy of leaders are found not made. Train your distributors to be effective and they will be self-motivated. This is very different from you trying to pump them up, which doesnt work. Much respect and admiration, Tim Sales
www.TimSalesMLMTrainingNews.com
www.brilliantexchange.com
www.professionalinviter.com
www.mlmbrilliance.com
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