2.4 Building

Six Tips In Preparing Yourself For Leadership

 

We are so fortunate at Team UC to have some of the most successful and amazing business leaders in the world supporting us.  In this post, we provide you with some timely advice on what you need to do to prepare yourself for leadership.

So many people want to help others with their business and financial life. To do so, you have to prepare yourself for leadership and continue working on yourself. There are six crucial tips that I have learned from my mentors over the years. I would like to share them with you and would like you to share this piece of information with your peers and friends.

As my mentors would ‘teach’ and ‘mentor’ me I would always ask , “Why can I do to repay you?” and the answers were always the same. “Pass on the information we give to you to others and that will be the way you can repay us. That is how we were taught by our mentors.” Wise advice.

Tip number one: Become an avid reader. 

"The person that doesn’t read books is no different that the person who can’t read." That quote made so much sense to me early on by one of my first mentors. This is a crucial part of growing as a person and also growing as a  businessman/businesswoman. Why do we feel so strong about this? Simple. Think about this statistic. I was told through research that the average person reads one book every two years. If you would only read ‘one’ book a month in your profession you would be 24 years ahead of the ‘average’ reader. Pretty powerful statement, isn’t it? Books sell on the average for $15 to $25. They should sell for $2500 or more. Why is that? Simply because each author/writer is giving you information on a particular subject matter they have 10, 20, 30 or more years experience and success in and put that information in 200 pages more or less. What a bargain! The power of reading the right books. All books by John C Maxwell, Napoleon Hill, Dale Carnegie, Anthony Robbins, Jim Rohn, Zig Ziglar, and more... are suggested.

Tip number two: Have mentors in your life. 

Find successful people you want to mentor yourself after and study their every move. If you don’t know them personally research them. The internet is a valuable tool to research anything or anyone. Read their books if they authored any. If you can sit with them, be certain to watch how they interact with others and the things they say and do. Great teams have coaches. Great students had great teachers. Have mentors in different areas of your life. The key here is to ‘choose wisely.’ A great book for you to jump start yourself would be RICH DAD; POOR DAD by Robert Kiyosaki - Another must read.

Tip number three: Attend seminars,workshops, and events promoting sound business practices and personal development leadership. 

Buy CD’s and DVD’s of teachers and trainers in your field and watch and listen to each audio/video program no less than 21 times. Make their message part of your life and your daily thinking. Zig Ziglar, Tony Robbins, Les Brown, Jim Rohn come to mind. They all have wonderful material on audio.

Tip number four.

Here is a key element that was probably never taught to you. You have heard the quote, “KNOWLEDGE IS POWER”. I beg to differ. Knowledge is not power. The secret is APPLIED KNOWLEDGE IS POWER. Applying what you have learned is the secret to success. Just because you have a degree in a specific field doesn’t mean a whole lot. What is important is for you to apply what you have learned. This will make a dramatic turn around in your life. APPLY what you have learned from reading books, listening to CD’s, watching DVD’s, attending seminars, and having mentors. Knockout Entrepreneur by George Foreman is a book that will make you think that ‘anything’ is possible.

Tip number five: Join clubs and organizations and become a professional networker. 

Work your hardest to be the best networker you can. In doing so you will meet so many different people from different walks of life that could one day literally change yours for the better. Be part of a charitable organization and learn how to ‘give’ rather than ‘receive’. That alone will bring many rewards. Networking Success is a great book by Anne Boe to kick off your lessons in networking.

Tip number six: Find some quiet time in your life on a daily basis. 

30 minutes a day to reflect on your day and your future. Visualization is crucial. If you can see it in your mind……you can believe it. We have powers within us that are so powerful but so seldom used. The subconscious mind does not know the difference between reality and visions but our minds will make us behave in a manner that we think we should live our lives by.

Follow these six tips daily and you'll be well on your way to leadership success.

Leaders are bold enough to interfere in the lives of others

 

Do you remember studying the physicist Sir Isaac Newton in school? His first Law of Motion stated, "An object at rest tends to stay at rest and an object in motion tends to stay in motion with the same speed and in the same direction unless acted upon by an outside force."

Objects (and you and I are "objects") tend to keep on doing what they're doing. In fact, it's the natural tendency of objects and people to resist changes in their state of motion. This tendency to resist changes in their state of motion is described as "inertia."

What has been the direction of your business? If your business continues on its current path for a year will you be happy? What has been the direction of your family life? Will you be satisfied if it maintains its current course for another year?

Leaders are the force in other people's lives that alter the direction that life is taking. A positive leader interferes in other people's lives and causes them to do what they otherwise would not do toward what is important to them.

That's service. Are you bold enough to interfere?

Whose life can you impact this week by finding out what they want and then be bold enough to cause them to do what they would not have done on their own? Commit to doing that.

"None of us has gotten where we are solely by pulling ourselves up by our own bootstraps. We got here because somebody . . . bent down and helped us." - Thurgood Marshall

Business Building 101 - Sharing Your Business Story

Having a business story is just as important as having a product story. Even those who are brand new in our business have a business story to share. Again the intellectual/logical process that brought you to the decision to develop a USANA Business is the basis for your business story.

You build your business story around three logical questions:

1. What attracted you to the USANA business?
2. Why did you decide to become an Associate?
3. What do you envision that you can achieve for yourself and your family?

(Later this part of your story will become what you HAVE achieved!)

Short, heartfelt logical statements that others can identify with create interest and the desire to hear more.

Your core story can be woven into casual conversation or used in formal presentations.

As you discover and develop your story (both product and business), you will acquire a comfortable confidence that will allow you to gather customers/Associates at a rapid rate. However, the most important thing to remember about your story is:

• Solutions related to health concerns or financial stress and worry are highly valued. Your story enlightens others so that they can enrich their lives.

There’s so much more to our business than the product we share and the income we produce. It’s also about the relationships we build.

Experience has shown that people don’t buy a product. They don’t buy a Business. They buy you. They buy your feelings, your energy, your enthusiasm, your sincerity, and your beliefs. They buy a relationship with you.

Our basic function is relationships: making new ones, managing crazy ones, fixing broken ones enriching them, empowering them. We create friendships that evolve into partnerships that we develop into powerful Independent Associate organisations.

“You have to have your heart in the business and the business in your heart.” - Thomas J. Watson

A Checklist Of Things To Do With Your New Person In Their First Month

First Week: Start Up and Basic Product Knowledge

• Ensure that you send them the Welcome Aboard email with the Team UC University link attached – there are 3 points in this email that you need to ensure your new person has done within their first 2 days of joining you in the business:
• Log into the Team UC University Site
• take them through the different information areas where they can access and download information, read posts, check the latest news etc.
• have them log in to usana.com and start E-Apprentice so they have a kick-start on their product and business knowledge in their first week
• it is YOUR responsibility to direct them to get this done and monitor their progress.
• if you don’t then it will not get done, and you will have no chance of helping them achieve the Platinum Pacesetter status
• you will have wasted their first month and this is not the way to start a new person!
• Ordered their 2 packs of brochures – 1 x Health & Freedom Newspaper, 1 x Health Product Handbook
  
• Reinforce the goal for the first 6 Weeks – Platinum Pacesetter
• Given you a list of their contacts - you want 30-50 names minimum as YOU are going to help them get their team started - their first 5 team members are your responsibility
  

There is work for YOU to do in these 6 weeks to help your new person achieve these goals.... it will NOT happen unless you are committed to helping them achieve it and YOU must be driving the work daily to keep them accountable to these goals if that is the goal they wish to achieve.

Don't let your new person down because you are not being a strong and effective sponsor/upline with them - that is what gives the Direct Marketing Industry a bad reputation...don't be responsible for contributing to that as that is not fair on the rest of us who are doing the right thing!

Second Week: Start Sharing USANA and The Business Opportunity with Others (make sure you are working with them and do not leave them to do this alone.)

• The first 5 team members for your new person are your responsibility - they do not have the skills or the confidence or the knowledge yet to be effective in sharing our opportunity with others - if you leave it to them they will blow their list and you will have a disheartened person that will likely not do much with their business.  THIS IS THE NO.1 MISTAKE THAT YOU CAN MAKE.

• You should have by now a list of 30-50 names from your new person and this is what you should have done with that list together with your new person:

• Order the list in terms of qualities with the most ambitious/driven/motivated/successful people at the top of the list - you want to be approaching these people first to get quality into the team fast - this will allow you to fast track your new person and develop strong lines for your business

• Teach your new person how to open discussion with their contacts to have a look at an opportunity with you

•  Make sure YOU are presenting the opportunity to their contacts to get their first 5 team members - remember it is YOUR business, it is YOUR team you are building, YOU need to be developing Strong Leaders to earn income in the $1,000's so don't leave this in the hands of the new and inexperienced person who might just blow a potential Gold Director because they don't know what they are doing yet.
• Make sure you are working with them and do not leave them to do this alone – this is your opportunity to show them that you care about their success and are committed to helping them. This is a critical time in establishing a great relationship with your new team member - I cannot stress the importance of “locking arms” with your new person enough at this early stage.

• Be available on the phone to answer any questions they have and to meet with or tal with any of their contacts. You are the leader, so be the leader and help your new person to learn the ropes.

• Be available to meet with their contacts to share your story – both USANA and the business. This can be at an in-home, over coffee, or over the phone. It can be at your team members home, or at their contacts home, or it can be at your home.... it doesn’t matter where, it just matters that you are there for your team member to help them. Remember, duplication in our business is the key so make sure you are being a great starting role model so that they know exactly how to be with their new people!

The Rest Of The Month:

• Make sure you cover the basics of Customer Relationship Management (CRM)
• What to do when week 3 arrives and your customer is ready to order their second box of product
• Where to get the Team UC CRM sample emails
• Why CRM is an important part of our business

• Begin to provide some vision about working towards Gold Director by duplicating what you have done with them with other people and be the wind in their sails to help them get this done!

Make sure that you are monitoring your team members to ensure that they are also following this protocol with their new people. Duplication guys.... so important so do not just assume that this is going on in your team, get involved and make sure it is. Only when you are 100% certain that your team are doing this properly and well and duplicating it downline in their team can you start to leave it in their hands – you are looking to develop leaders in your business.

It’s an easy business team...but like all business there is work to do if you want it to be highly successful and return you an amazing residual income.

Running a "Team PC Challenge Board" with Your Team

 

This is all about training you as a business leader to develop initiatives to get your business team working well together and taking the focus of them as individuals. This exercise will demonstrate where you are at in terms of your leadership skills with a business team, as well as very importantly establishing just what sort of sense of “team” you have developed in your business. Most importantly you need to understand this:

This exercise is designed to drive the development of “Qualified Businesses” within your business team. Not every person in your business team is going to be capable of bringing new team members into your business, but EVERY PERSON in your business team is capable of growing a customer base of 15-20 people if they learn apply themselves daily to the task. People require motivation and inspiration to reach their goals and this is your job as the leader in your business. Each “Qualified Business” you have in your overall team is a guaranteed $1,575 monthly volume turnover. Approximately 7-10% of your total business monthly volume turnover will be your passive income from your USANA business in the beginning - and becomes more later on. If you want $1,590 per week (or $6,360 p/month) passive income – develop 15 “Qualifiers” in your business team. Simple.

The way to run a PC CHALLENGE within your team is to keep a weekly tally board. At the end of each week you will log into your Virtual Office -> go to USANA's Management system and look at the results of PC acquisition that each member of your business team has done in that week. Those results should then:

1. be put into a weekly email that you send to everyone in your business team OR
2. be shown on a whiteboard within the fitness centre staffroom if you have a fitness business and your staff are part of your USANA team

It's designed to make people step up because their work ethic and results are going to be on display to everyone and every PC they acquire helps the team. A great way to do it which helps the team to get fired up is to have them write the names of the people they have spoken to about USANA as soon as they have spoken to them, and then to put a tick next to their name once they have become a PC! This gives them the chance to write their results up on the board themselves which can create a good sense of competition between them.

Running this challenge demonstrates 2 things that are very important for you and your business:

• How are your skills at leading and motivating your business team, pulling them together to function as a team rather than a bunch of stray cats

• The “Team Spirit” in your business team at this time. This Team based challenge will help them to think like a team and NOT as individuals and the competition will do them all good to develop the habit of daily application to the basics of growing their PC base and “Qualified Business”.

Have fun with it... learn from it, find how you can lead and motivate your team, find how you can improve your own personal performance as a leader and enjoy the challenge and growth you will get from it.

Working Events As A Team

 

I want to discuss an important topic - how to pull together effectively as a team to work an event.  There are some amazing events being planned by Teams right across the world at this time and these events are extremely powerful in generating large USANA customer numbers (if they are a "Wellness and Nutrition" event featuring USANA), and dynamic team member growth (if they are a "Team UC Business Opportunity" event).

Here is the correct and fair way to share customers coming from advertised events:

• At ALL events - the personal guest of each person in the team will ALWAYS be registered by the person who invited them to the event. 

• For all other guests that attend these events i.e. those that have attended because they have seen a promotional flyer for the event THEY MUST FILL OUT A REGISTRATION FORM TO BOOK THEIR SEAT. This way there is always a database building that can then be divided up for the purpose of following up.

• This is the single most important key to building your customer base from events...the building of the database. If you do not have a strong seat reservation and registration policy in place you will never build a database to follow up with and the event will not provide the most effective results and your time in promoting the event will be wasted.  Do not be lazy here as the database and follow up is the key!

• After the event - the contact details for all who were not personally invited by one of the team members are shared amongst the team so that everyone is doing an equal share of the work in following up.

• Those who wish to place an order for USANA go into a combined list and are then divided up equally amongst all team members so that each team member benefits equally.

• If you have team members that do not want to participate in the follow up work - then they are simply left out. The orders are ONLY shared amongst those who are actively working together as a team to get the job done.

This is the fairest way that rewards those who are doing the work and allows everyone to benefit equally from the work that everyone does as a team to have a successful event!

Have a great time out there guys as we continue to gather momentum...