The longer you are in this business, the more training you will receive … but can you do it ALL, or do you even want to? How do you know what you want to keep doing, or quit doing? What reasoning do you use in making your decisions? Do you just quit doing some things because they SEEM to take too much time? Or do you analyze the benefits before making a decision? Do you continue to do the things that bring you success? Do you do some things just to stay busy, or do they really impact your business?
I’m sure you’ve heard Einstein’s’s definition of insanity. It is one of my favorite concepts. We have it as a Team Card (TC70512) |(It is also available as a Greeting Card too (TC70512GC) Give one to everyone and read it together. Invite comments.
EVALUATION is the KEY! In order to make good business decisions, you need to evaluate your business. This includes evaluating every party, your party display, you demo, your invitations, your host coaching, your offers, your techniques, and more!
As I get home from conventions each year, I sit down with my staff and we evaluate what happened at those conventions. We look at our display, our advertising, our prices, our sales, our incentives, the hours we are open, the amount of setup time, how busy we were at the cash registers. We evaluate what we did right, what we did wrong and what we could have done better.
Then, we brainstorm ideas to how to make it better! We come up with all kinds of ideas and then see if they are workable and if we think it would improve things. You know, I’ve been doing conventions for over 30 years now and I don’t think I’ve EVER done one year to the next exactly the same! Do we sometimes go back to previous ideas? Yes! But we are ALWAYS making changes, trying to make the experience even better for your customers.
Then there is our website. We are constantly evaluating what we are doing online, how we can make it better, easier, more successful. Again, we are constantly making changes, listening to our customers and trying to improve. The bottom line is we want to be more successful in serving our customers, which in turn makes us more successful in business!
I’ve been watching the Olympics this week and it reminds me of this concept. What do you think happens during their hours and hours and hours of training. Why do you think they have a coach? Coaches help them to see what they are doing right and improve on it, AND they help them to see what they are doing wrong and STOP it.
So let me ask again, are you analyzing your business to see what you need to “Kick” and what you need to “Keep?”
Teach your team the ABCD formula. A= A Success Formula
B=Benefits, C= Cost and D = Do It!
Here’s the formula: If the B for Benefits is greater than the C for Cost = Do It!
Doesn’t this make sense? Evaluate whether the benefits of doing something is greater than the cost. If it IS, then DO IT or KEEP IT! If it isn’t, then KICK IT! (Before sharing this example, pass around this sticker for everyone to put in their notebooks!)
This is an effective example:
(because it helps to really see the formula in action!)
1: How much do you make if ONE guest brings a friend to the party and that friend spends $40? (At a 25% commission you make $10.
2: How much does it cost to put a “Bring a Friend” type sticker on 30 invitations? (Average is less than 2¢ = only 50¢!)
3: Let’s apply the formula. If the Benefit ($10) is greater than the cost (50¢) then DO IT! Think about it, where else can you get a $10 return on a 50¢ investment?
4: Let’s consider the cost of your time: How long does it take to put 30 stickers on your invitations. Less than ONE MINUTE! At $10.00 per hour that’s about 16¢. So again, is it worth it?
5: Now, let’s look at the BENEFITS- plural…. how much do you make from the same investment if the guest who brought the friend wouldn’t have come if she didn’t bring the friend and SHE spent $40. Now you’ve made $20 from that initial 50¢ investment.
6: What if that friend that came booked a party and started a whole new party chain in a new neighborhood? How much did you make from that investment?
7: What if you meet your next new recruit at one of those parties? How much did you make from that investment?
Encourage your team to use this formula as they are evaluating their business. So many times we just don’t take the time to analyze what we are doing in our business in financial terms, to really see the cost vrs. benefit relationships. Remind them what the BREAK EVEN is. For example, With the cost of bring a friend type stickers at 50¢ it would take putting the stickers on invitations for TWENTY PARTIES and not ONE person bringing a friend for you to just break even on this concept.
Now, download the PDFs from the website and print out the Kick it or Keep it worksheets for your team.
(This PDF is only 1¢ for our Key Pack Club Members or you may purchase it. It includes the worksheets mentioned below. Follow the link at the bottom of the post for the links to the category on our website.)
Go through the worksheets and ask questions based on what you have been teaching at your meeting. Have them fill them out during your meeting. Then, give team members time to think, respond and share how different habits and practices impact their business and their bottom line. If you have a large team, you may want to divide into groups and address some of the different areas of your business and let group leaders respond.
One of the greatest parts of this business is building PEOPLE! This applies to HOSTS and TEAM MEMBERS. I want to discuss HOW to motivate the behavior that you would like to see — to build STAR Performers! I love this quote by Zig Ziggler because it is so true:
“Behavior that is Recognized and Rewarded will be Repeated!”
Think about it… when you reward your children for doing their chores, it increases the odds that they will do their chores again. When you reward your hosts for making her reminder calls, and she has a good turn out to her party, the chances increase that she will book again and make her calls again! When you pay attention to what your team members are doing and reward them for their positive actions, they will tend to do those things again.
But notice, the quote reads BEHAVIOR! This same principle applies to negative behavior as well as positive behavior. If you make too big of a deal about a consultant that has missed meetings (for no good reason) and chooses to come again, you may be encouraging others to miss meetings so they will be recognized when they come back.
So how do you walk this fine line? Praise and Recognize ALL positive behavior. In essence “catch them doing something right!” In order to do this, you need to be aware and ready to offer praise and recognition regularly! We offer LOTS of both motivation and recognition stickers and postcards. Use them liberally in your business (and even with your kids!)
Give this team card (TC70163) to your team and ask them to put it on their fridge, mirror, or by their computer and ask them to remember that they have the chance to build Star performers and to be prepared to praise and recognize positive behavior.
Be sure to take time in your meeting to actually talk about BUSINESS BASICS that they can go home and implement immediately. Refer to the Consultant portion of this keyletter training: This month is Key 9- Seasonal Success focusing on Christmas. Pick some of your favorite ideas and discuss them with your team. Take a few minutes and apply the ABCD formula to one or two of the concepts. This will help them to see the value and actually DO IT. Be sure to print out the ACTION STEPS from the PDF of Key 9 you can download for FREE. (As a member of the Key Pack Club.) Make copies for everyone and challenge them to follow the steps and DO IT!
At he beginning of the year we suggested the theme “Make a Difference!” In it was an erase board where you could keep track of things. We have it available without the 2012 because this is excellent to use all the time! (EB7136)
The Board has 3 different sections. First, a place to write your goals for the year. What do you want to see happen? You may want to include goals for self, family and business. Setting goals that you will see everyday helps you to stay focused and envision what you want to have happen.
The next section is “What I will do NOW:” We put this on the erase board because no matter what you teach your team, if they don’t go home and TAKE ACTION and begin to apply the things they’ve learned, there will be little benefit. So, what we want to do is create a way for you to implement an ACTION step into every meeting.
Each Meeting Theme includes a theme postcard. What we suggest is that at the end of every meeting you give them this card. Have them write 3-4 things that they have learned at this meeting that they will go home and implement. Use the Kick It our Keep It card for this meeting. We suggested that they take this card home each month and transfer what they will do onto the “Make a Difference” erase Board. Then, to mail the postcard back to you to be entered in drawings for your meetings. The more they follow through, the more chances they will have to win. During your meetings, do drawings from your “Make a Difference” Bag (where you keep all the cards that are sent back to you) and refer to their items and ask them to share their results. This will inspire them to keep working on their list and inspire others to give things a try. Success stories help to build success!
Now, the third section of the erase board; What I will KEEP doing. At your meeting you’ll discuss what worked from the previous challenges they took upon themselves and you’ll ask the to think about which things they are for sure going to KEEP DOING! When they get home, ask them to move an item or two they are going to keep doing onto that part of the board and erase the bottom section and fill it in with the new information. This keeps the board fresh and interactive and it is used all year long.
This is really what our Kick It or Keep It theme is all about. Too many time we incorporate something new into our business and then in the excitement of trying yet another NEW concept we stop doing what brought us success. This board is to keep these new habits fresh and right in front of us until they become an automatic part of doing business.
Since I gave the “Bring a Friend” stickers in our ABCD formula, I wanted to share this testimonial:
“Here’s an example of what the ‘bring a friend’ sticker has done for me. I place these stickers on EVERY invitation I send. At the end of a show a guest told me she had come with her mom because of the sticker that said her mom would get a free gift. She booked a show and asked me about my business. I gave her a recruiting packet to go home and review. She called me 3 days later and signed up! She was so excited she did not even wait for her show to her starter case! She has continually been in the top 1 or 2 in sales and has even beat my Division manager in sales! OH and did I mention that the first thing she did was order her Jenny B stickers for her invitations! She knows the value! Just think, if I had not put that sticker on that invitation she would not have come and I would have never signed up this great recruit! You just never know what a sticker could do for you but, I can guarantee you that ONE sticker has paid for EVERY Jenny B item I have ever bought and then some! Thank you Jenny B! I would not be where I am today without you!”
–Ann Langdon – Tucson, AZ
Follow-up & Motivation:
As mentioned previously, send postcards and use stickers to easily keep in touch with your team. It makes all the difference in the world. They will work harder, attend your meetings and be more successful when they know you, as their leader, care about their personal success. This can be done quickly and the benefits are well worth the cost! (which is minimal!)
______ Send an invitation to your meeting. Send an invitation to your meeting. Use the Kick it or Keep in Invitation PP70737CT.
For Challenges, Recognition, and the rest of the Preparation List and the WORKSHEETS you may purchase the entire PDF on our website. Click HERE to go the the category that shows all the products mentioned:
OR — Join our Key Pack Club on the Leadership Level to unlimited access to ALL our leadership theme meeting plans! You’ll get a new plan each month but if you want to use another, you’ll have access to them. Plus you’ll save 10% on our entire product line!
Click this link to take you to the Key Pack Info Category. Just scroll down to read more info, join, or see the regular key packs. (The INFO is also at the bottom of our home page!)