How To Duplicate Your Business

One of the questions I get asked a lot is "How do I grow my team?"

Here are some ideas that I have learned over the last couple of years from some of the top leaders in our company:

The key is a progression of exposure...
1. Encourage your team to get plugged in to our events
A. Weekly - Coffee & Cards (I learned this from Jim Packard #5 in SOC) You can have informal get togethers at Starbucks, have everyone bring a laptop, grab a coffee and share some ideas (prospecting, how to do a gift account walkthrough, how to handle objections, etc.)

B. Monthly - EFTBN Meetings (www.eftbn.com - click on scheduled meetings and if you do not have one in your area, get yourself promoted to Sr. Manager and start holding your own)

C. Bi-Yearly - Treat'em Right (TER) Seminars - These are invaluable because your team will be able to get a big picture view of the heart and soul of our company, the training tools we use (www.thedaily8.com) and will be able to take action immediately to build their business. You and your team will also be able to meet some of the top people in the company and you can pick up techniques/tips that will shave months off your learning curve. Last Saturday, November 8th we had a TER in Scottsdale and we had about 60 people there from our team.

D. Yearly - SOC National Convention - You and your team will be running on pure adrenaline for months after the convention based on what you learn and experience at this event - priceless! The friends you make here will be relationships you will have for the rest of your life - also a great support system and a way to share different ideas.

2. 3-way Calls & 3-way meetings with your new team members. Let them see you use the "Click The Button" with Kody doing the walkthrough as well as doing a "live" gift account walkthrough.

3. Niche Events & Associations (Toastmasters, Mom groups, Meetup.com, etc.)

4. Initial Training for new members (20-minutes to set up web site, customer service #801-463-3800 x2, send in handwriting font, send a card, www.thedaily8.com)

5. Recognition & Appreciation is key for your team! Find ways to compliment your team members.

From Kathy Hazelrigg:

1. Home Party Trainings
2. Social Get togethers (BBQ's, Pool Parties, Wine & Cheese)
3. Team Calls
4. Booths - Use for On The Job Training
5. Campaign Card started to welcome new members

3 Ways To Get Started Script

Here is the script I use when I go through the 3 Ways To Get Started in Send Out Cards:

"There are three ways to get started (I use the click chart from the Main Menu “3 ways to become a sender of cards”) The Retail Account is for somebody like my Mom, not a business owner like you. She sends out the occasional birthday or holiday card to friends or family members. It is a one-time fee of $99 and she pays .98 a card plus a .42 cent stamp. "

"The Wholesale Account is for business owners like you who want to get the best value for your marketing dollars. It is a one-time fee of $298, and the value is already built in – it comes with 100 cards pre-loaded into the account just like you sent to (mention recipient’s name they sent the first card to. It’s just like walking into Hallmark, picking 100 cards off the shelf, and going to the register – you know they will charge you $3-$4 per card so you would be paying $300-$400. It also comes with the handwriting font which is a $49 value and it is included in the one-time $298). The main difference between the two is that the Retail account is a la carte...it does not come pre-loaded with any cards and does not come with the handwriting font…do you have any questions?"

Here is the critical part…I do not automatically start talking about the Entrepreneur account. I have already stated there are three ways to get started…they are now looking at the Entrepreneur title on the click chart, but I have intentionally not clicked on the “detail” where it drops down the information in that column. People’s natural curiosity can't stand NOT knowing what that third option is, and so if they see I am not going to talk about it, they will ask “what’s the third option?” or “what is the Entrepreneur account” They have now invited me to talk about it. So as I click on the column to show the detail, I say “The Entrepreneur account is $100 more, it comes with the 100 cards pre-loaded, it also comes with the handwriting font, but the main difference is that this is the only account of the three that allows you to get your marketing dollars back. 85% of my savvy business owners will go with this one because they realize one person in their database getting started with the Wholesale or Entrepreneur account will get them a $120 check, which brings them back to the Wholesale cost.”

I will share the analogy if they are advertising in the Yellow Pages, and they have a person call them from their ad, does Yellow Pages refund them any of the money they have paid?