Randy Gages Lessons in Network Marketing | Page 4

should be included
in your system to provide strong duplication:


1) A Step-by-Step Recruiting Process

This should be a step-by-step process that anyone who joins your
organization - whether they're a doctor or waitress, Ph.D. or high
school dropout - follows when they approach a candidate about the
business. My advice is to structure it as what I call a "ladder of
escalation," so that at each stage the prospect is looking at the
business, it escalates into a bigger event than the preceding one.

An example of this would be a process like the one below:
Step one: a recruiting tool
Step two: attending a home meeting
Step three: attending a hotel opportunity meeting
Step four: participating on a live webcast or national conference
call

In a scenario like this, each time the prospect sees the
opportunity, it seems to be a bigger deal than the time before,
because there is a bigger crowd involved. This creates social
proof, and a sense of urgency.

2) Mass Market Prospecting Tool

This component is a recruiting tool that distributors can use in
the mass marketplace. It may be a CD, DVD, but more often is a
brochure or magazine. You want a tool that people can leave in
their doctor and dentist offices, at the car wash, in hotel
lobbies, in airplane seat pockets and other places where it can
reach prospects they haven't met. This tool must be priced low, so
it can be distributed in large quantities.

3) Warm Market Introduction Tool

This component is the tool your people will use when they approach
their friends, neighbors, and relatives. In other words a tool
that they can give to people that they know and have a relationship
with. This tool can cost more, and is likely to be an audio or
video.

4) Standardized Presentation

A standardized presentation is an important requirement to create
true duplication. Presenting is an integral part of the business,
and where a lot of recruiting is done. It's important that the
presentation is uniform throughout the organization. This way
anyone in your sponsorship line can come to town and present for
your team, and you can travel anywhere to present for your people,
and everyone is using the same outline.

Of course there will be some different jokes and stories that
reflect each person's personality, but the basic structure of the
presentation should be the same everywhere.

5) Standardized "Fast Start" Training

Another important element of duplication is the training your new
distributors receive when they first join the business. I believe
you make or break your new people in the first two weeks - and the
first 48 hours are critical.

If people go into action immediately, they usually stay in action.
If they don't get into action right away, then unfounded fears,
inertia and procrastination usually prevent them from ever taking
off.

Likewise, if they get some people sponsored early on, this success
builds belief and confidence, creating momentum that builds upon
itself. If they don't get some small but early successful results,
doubt and indecision often lead to inactivity. Getting people
started in the first 48 hours will dramatically reduce your dropout
percentages.

For all of these reasons, you need to have a "fast start," or
"quick start" training for all new people to go through. This
should include all of the basic action steps they need to do on
joining the business. This includes things like setting up a
website, making their candidate list, printing business cards,
setting up a bank account and purchasing marketing materials. More
importantly, it should get people into action, making their first
approaches to prospects, and conducting their first home meetings.

Recommended Resources: If your company or sponsorship line doesn't
have a structured get started training in place, I have developed a
generic tool that will help you here. It is called the "Fast Track
Pack," and it includes my "First Steps" booklet and the follow
along audios, "What You Need to Know First," "Getting Started," and
"Secrets of a Dynamic Day." It also comes with the "Check Out the
Biz," a generic DVD presentation of an opportunity meeting. You
can use these and supplement them with any other materials
available from your company. You can find the Pack available in
the resource store located at:
http://www.networkmarketingtimes.com/freemlmcourse/fast-track-pack.html

6) Training Event Structure

The final component necessary for strong duplication is your
training event structure. This is usually a combination of field
sponsored and company provided events, such as the annual
convention. I believe that the field needs a major event each
quarter to keep them inspired, focused, and properly trained.

These six components are the foundation for creating solid, ongoing
duplication in your team. As you set them up, you want to keep
three things in mind. You are looking for ways you can systemize
them, automate them, and make them scalable. Once you do that,
you are well on