Part II
Hello Everyone,
Now that you had a day to digest Part I of my "brain pickings":
* that you need to treat your MA business as a "real" business, as though you had your life savings invested
* that you commit to do what ever is necessary to achieve the results that you want
* that you interview and "hire" the best folks out there
* that you familiarize yourself with all of the proprietary vertical markets in Market America and the products representative of each
* that you understand that attitude is proportional to investment and EVERYBODY comes in for full BV/IBV and full transfer buy from Day 1 utilizing the Home Shopping List as a guide
(You might want to quickly review Part 1 - in fact, I strongly advise it. There is no sense in going on to Part II until you have Part I fully ingrained in your brain)
it's time for Part II: The Building Strategy
Folks are amazed that the Chinese do so well. They attribute their success to hard work. Of course that is true. The Chinese are diligent, determined and dedicated but it is hard work coupled with strategy, a strategy that several of the Chinese leaders told me they adopted after examining the building techniques of the most successful Unfranchise owners in Market America. They identified and began employing one technique that was head and shoulders above the rest for the results it produced in securing long term income. What is their amazing strategy?
It is the same strategy that I employed from my very first day in the business. It is a strategy that builds Tiers of Leadership. It is a strategy that gets folks to go full time quicker because they are making "solid" money and, ultimately, your security is dependent on other people making money. It is a strategy that I have been teaching for over eighteen years that has finally, just this year, after nearly two decades, been adopted as part of the syllabus of the Special Business Building Seminars held in Miami and New York.
Most folks don't know it but I did not come in at the beginning. The company was a year old. Why then am I still identified as a pioneer? Because the company was still in its fledgling infancy and I was lucky enough to make a mark early on. I did that by developing Directors. 12 of the first 16 Directors were in my organization. The other four Directors all came in before me. I believe that all 12 of my folks hit Director within their first year. How did I do that?
The strategy that made sense to me was to build one leg at a time. The accepted practice then was to build two legs to get a $300 check as quickly as possible to have "proof" that this worked. I didn't need to show anyone "proof" that this worked. The math of the plan made it impossible to fail. Anybody that couldn't see that was an idiot. Besides, I wasn't interested in a $300 check and I wasn't looking for people who were interested in a $300 check. I was looking at $109,000 a year (the basic building block of the MPCP) and I was looking for like-minded people. Forget the "instant gratification" of a $300 check. I wanted a long term residual of $2100 a week. Everyone thought that I was nuts to build my first leg to 10,000 BV before I opened my second leg but by focusing my efforts on just one leg it immediately put significant BV on the common leg of each person that I brought into the business. This incentivized each of them to build their common leg as quickly as possible so that they could get to their inside leg or leave money on the table. Guess what? It worked and the rest is history.
It works like this:
I always explain the company policy and options first. I then tell them that I build Super Bowl teams and if they want to play on my team here are the expectations:
Each person sponsors their first three people for full BV on the common leg with each of those committing to do the same. With those first three personally sponsored people you are directly creating 1800 BV but indirectly with those three doing the same you have created 7200 BV on the common leg. Because everyone will not necessarily have their three people ready to go at the same time, each person's personally sponsored people will generally not be stacked on top of one another but interspersed throughout the common leg. The result is that each person will normally have a personally sponsored person deeper in that leg than if they were stacked so when they place excess volume in a personally sponsored person as it flows up it will generally benefit more people creating more excitement. Additionally, the immediate Transfer buy volumes are at $1800 in that leg but what happens is that the intensity and excitement of building fast generates much higher volumes. Then, as everyone opens their inside leg, which becomes a common leg for their new people and they duplicate the process, everyone starts cutting checks and hitting pin levels.
"But Frank, the average person can only recruit 2.8 people."
I'm not looking for average people who want to stay average. I'm looking for people with heart. People with guts. People with the will to win. People with indomitable spirit. People who are willing to fail their way to success if necessary.
I'm only interested in building winning teams.
Often times the smartest and most talented don't make it but the people with heart do. You don't go to the Super Bowl with players intent on remaining average.
If you build your team with those who only want to do the minimum, people who are unwilling to challenge themselves to greatness, it's going to be a looooonnnngggg build. It's too much work and its an uphill battle.
I want excitement. I want to have fun. I want to be around folks who are confident that there success is a foregone conclusion.
It's time to screw your head on right, have fun and get it done.
It's later than you think!
Frank
sent via blind copy
No comments:
Post a Comment