THE PHASE ONE FUNNEL

31 03 2010

It’s the end of the day, on the last day of the month. It’s late (about 10:30 p.m.) and I need to be up at 5:30 a.m. to take my daughter to swim practice, so this will be short.

Phase One is all about seeing the people, showing them the plan, getting them to training and enrolling them in the process.

A month ago I started tracking my daily and weekly numbers. I created a new list of people in the area.

  • I called 85 people
  • I actually spoke to 36 people
  • I piqued interest with 29 people
  • I invited 19 people to presentations
  • I presented to 10 people
  • I followed up with 6 of those I presented to
  • None of those have enrolled (yet).

This has been an interesting month for me to actually begin tracking my Phase One numbers.

I can look at the above numbers and see that I was only able to reach 42% of the people that I called. I left voice mails and emailed others, but it took 85 calls to reach 36 people. If I want to talk to 50 people, I need to make 118 calls. If I want to talk to 100 people, I need to make 236 calls. In reality? That’s 11-12 calls a day (factoring a five-day work week).

The other thing that stands out to me is that when I DO get in touch with people, it’s become relatively easy to pique interest with people. Two-thirds of the people are open to looking. Not surprisingly, only half of those actually show.

Any direct sales opportunity is just a numbers game. I need to increase my numbers, to increase my productivity. Right now? I need to put March (and myself) to bed.





ANY TIME, ANY PLACE, ANY WAY

30 03 2010

Today I got a late start. I had trouble sleeping last night and then had to get up at 5:30 a.m. to take my daughter to swim practice. Since I didn’t fall asleep until about one this morning, I was operating on about four hours of sleep. So I went back to bed after dropping my daughter off and decided to let my body dictate when it was ready to get up.

I am not the kind of person who lives to sleep (unlike my teenage daughters). My body told me it was done sleeping at 9:20. So I got in a solid eight hours. That is one of the benefits of working for yourself. You don’t have a boss dictating when you have to get up.

I went thru my morning ritual of reading and journaling, got caught up on some Spring Training baseball news and then I was off for a lunch meeting with a friend of mine from my high school days. This friend of mine was voted “Most Likely to Succeed” when we graduated from high school. She has always been a hard worker. She has also become a great networker. She is the PR Director for a major health care provider.

The last time that I had met up with this friend, we had coffee and I used that time to pique interest with her. I showed her the videophone and she told me that she had already been exposed to ACN because a friend of hers had tried to “get her in” for years. I asked her at that point if she was open to talking about ACN some more, and she said yes. So we met today to talk about again.

There are times when you have to play things by ear. Today was not the time to go thru a standard 1-10 presentation with her. It would have been boring. It would have been insulting. She’s already seen it before. So instead I brought the 1-10 sheet and had it available just as a reference piece to refresh her memory.

What I really wanted to know was what her life looks like right now and what she would like it to look like. While she maintained that she loves her job, she also acknowledged that she wouldn’t mind running her own show and calling her own shots. She said that her job is extremely stressful and non-stop. She also has some other issues in life right now that make starting a new venture just a bit complicated.

But she also admitted that she isn’t above leaving her current position for another company. She also said that when her youngest daughter graduates from high school in a few years, she would probably go back to school for another degree (she’s a very intelligent woman).

We talked about ACN being a vehicle to set up the rest of her life. I even had one of my partners (who went to high school with us) drop by to say “hi” and talk to her about why he is now with ACN. In the end? She said that the timing probably wasn’t right for her and ACN at this point. I invited her to come to our Business Overview Meeting this Thursday. I sent her the details and we’ll see if she shows. If not, hopefully she’ll help me out as a customer.

After she left, my business partner and I talked about launching a weekly Saturday Training in the area. The Redlands office closed recently and we both agreed that there is a vacuum in the San Gabriel Valley and Inland Empire as far as training is concerned. So we’re going to approach our upline Rich Secchiaroli about supporting us with a Super Saturday to kick things off in about a month.

When I got home this afternoon, I emailed the directions to Thursday night’s BOM to my friend from lunch, and returned a few other emails. I then got on the phones and made an appointment to do a 1 on 1 with another old friend from high school. She’s a single mom and is a teacher.

When I asked her if she is open to making some extra money outside of teaching, she said she is looking into becoming a Notary to make extra money. She can’t make it to our Thursday night BOM, so I am going to her kid’s soccer practice Thursday afternoon to talk to her. Sometimes you can’t lead the horse to water. Sometimes you have to take the water to the horse (sorry Patty…you’re much prettier than any horse I’ve ever seen). And that’s the point. Personal presentations can take place any time, any place, any way.

If you want to have what other people don’t have, you have to be willing to do what other people won’t do.





COMMITMENT TO DAILY DISCIPLINES

29 03 2010

I’ve come to realize that I have not done a great job of updating this blog on a regular basis. One of the things that I have come to realize over the past few weeks is that success in any venture is a matter of committing to a few daily disciplines:

  • Adding new names to my contact list
  • Contacting a few people to pique interest with them
  • Seeing the people, showing them the plan
  • Listening to training podcasts and CDs
  • Reading personal development material (books, Success magazine, blogs)
  • Writing this blog

Daily disciplines are all about making new routines. Getting into a groove. I begin each day by reading the Bible for a few minutes and journaling. That has become a routine that I have not missed in weeks. I’m now making a decision to end my days by updating this blog about my day. That’s the only way to truly chronicle my journey to RVP.

Today my youngest daughter had the day off from school (Furlough Day for teachers). It was also the end of her Spring Break. And so I took time to take her (and my oldest daughter) to the movies. I followed up to confirm a meeting for tomorrow and we just had our weekly Remedy team conference call. But other than that? It wasn’t a super-productive day.

I can’t afford to have too many days like today. But every once in awhile? It’s nice to be able to take time out to spend the day goofing off with the people you love. It’s easy to let one day like today, turn into two. Two become three and then before you know it, a week has passed. Weeks can turn into months, months turn into seasons and seasons become years. Before you know it? Decades can escape you. The days fall like dominos.

It takes a conscious decision to  stop the falling dominos. It’s back to work tomorrow.





GO FOR NO!

3 03 2010

I’m an avid reader. I tend to read at least one book a month. February’s title was “Go For No!” by Richard Fenton and Andrea Waltz. While it’s a small volume (only about 70+ pages), it is packed with game-changing (and by extension LIFE-CHANGING) wisdom.

Written as prose, the book chronicles four days in the life of a struggling salesman and how he learns that getting “no’s” is a part of the sales process regardless of your product or profession. Once this is understood, then not only should we be “willing” to get no’s, we should WANT to get no’s. We should embrace and in fact, CELEBRATE the no’s.

For example, if you knew for a fact that to become an RVP, you have to get thru one hundred no’s personally first, why wouldn’t you just want to get them out of the way? If you know that three out of every ten people that you talk to about the business are going to “get in,” then you should be ecstatic when you come across the seven no’s.

On his classic recording, “Building Your Network Marketing Business” the late Jim Rohn says, “look I’ve got a new business, and I’m getting about three out of ten to join. And I don’t mind you just come to the meeting and be one of the seven.” Jim Rohn understood the lawa of averages and that “going for no” is just a part of the process.

While the premise of this book may seem like an absurdly simple process, there is genius in the paradigm shift that occurs while reading this book. One of the biggest challenges that most people face is not failing, but rather…having a little success. When we get one or two “yesses” most of us tend to take our foot off the gas. But by focusing on the need to get 100 no’s, a modicum of success will not allow us to take ourselves out of the game. This has been my biggest challenge.

I have always been “willing” to risk failure. I have never actively pursued it though.

All that changed after reading “Go For No!” In the last week, I increased the amount of phone calls I had been making by 400%. I’m on track this week to exceed that amount this week. I have presentations scheduled today, tomorrow and Friday. But even MORE significant? This is duplicating in my downline.

I’m not sure that I will ever meet Richard Fenton or Andrea Waltz, but they saved my life.

YES is the destination, but NO is how you get there.