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hello everyone thanks for stopping by, inthis video i’m going to share with you my thoughts on how you can and should add teammembers on your direct sales team with the desire to keep them for life! i’ll sharewith you my best 3 tips on how to keep your head in the game and i’ll also give youa blueprint of my marketing appointment. i love team building for obvious reasons. youcan make a great deal of money with a strong team versus working all by yourself. howevertoo many people come into direct sales and start team building without taking the timeto think about how their actions can affect people’s lives. i may have started teambuilding in the early days of my career because the bonuses and commissions were great, buti quickly developed a passion for team building

because of how direct sales can truly changepeople’s lives! my life will never be the same again because of direct sales and becauseof this understanding i have a great reverence for how important it is to add team membersnot only passionately but responsibly. from my very 1st year in direct sales, i made itmy personal mission to share with people the great news. if you’ve watched my video onthe 10 reasons why direct sales can be a job killer, you’ve heard all the reasons whypeople should find a direct sales company and start right away! so i won’t go throughall the reasons again in this video. in this video i’m going to share with you the psychologybehind what your prospects are thinking and how you can dissolve any walls they may havebuilt up so that your heart can speak to theirs

freely! in 2007, i broke my company’s 44year record in recruiting. i’ll forever remember sitting backstage waiting to be escortedout as part of the top 10 line up. the staff provided chairs for everyone to sit and waitand they had us assigned in random seats. one of the top 10 members turned around andasked me, “so, how many people did you recruit this year?” i replied and judging by herreaction, her numbers must have been more then mine because i could see in her facethat she had soooooo ruled me out as any viable competition for the throne. i didn't care,i was just grateful to be there. and having been runner up to the queen twice, i had resolvedmyself to the idea that chances are, i'd probably wouldn't earn the throne again. so you canimagine her surprise and my surprise later

that evening when i was crown the queen! laterbackstage while we were finishing up or photo shoot for the company’s publication thesame person asked me, “would you mine sharing with me what your commissions were this year?”the company’s count up was based on commissions earned not numbers of people recruited.i’ve been in direct sales for 16 years and i’ve been on my company’s top 20 in recruitingat least 9 times, twice as the runner up to the queen and twice as the queen. in 2011when i earned the queen’s position again, i did it again with low numbers of recruitsbut with high numbers of commissions. i work hard at the beginning of the year to add morepeople then i do towards the end. the reasoning behind this is i want a lot of time to workwith them throughout the year to teach my

people how to sell the products, reorder theproducts and sell the products again. this process of selling and reordering again andagain is key to helping people make money in direct sales. the really exciting partis when you can transfer your skills to your team member where they can do it on theirown without any assistance from you. that is a thrilling day! this is the take awayi would love for everyone to leave this video with. when you are adding team members ontoyour sales team, you want to add people you actually want to work with! you want to addpeople with the intentions of teaching them everything you know. and you want to add peoplewith the desire to improve their lives through direct sales. if your heart is in the rightplace, then passion is way not hard to harness.

you want your passion to be so strong thatyou can blow people over with it. how can you find this passion and this conviction?easy, just push yourself to have a $1,000 week in sales. and please don’t take foreverto do this either. i’m going to be doing a series soon on the different personalitiespeople have and how each personality operates. but in the mean time, if you know that youtake forever to get things done, then i am talking to you right now. stop trying to beperfect and go out and sell something! if i can have a brand new baby consultant onmy team go out and sell $1,000 in one day because she is crazy excited and passionateabout 3 things in our product line, then you too can do the same. pick the top 3 thingsyou love in your product line and go sell

them. do not stop, do not rest and do noteat until you sell $1,000 worth! the bible tells us that fasting and praying is goodfor us. so, go fast and pray. when you can do this consistently, then selling peopleon the idea that they too can make money in direct sales is not hard! the key to my successis making sure that i keep my head in the game. here are my best tips on how you cando the same. tip #1 on how to keep your head in the game: sell yourself before your tryto sell anyone else. if you are not yet convinced on your company’s marketing plan then you’vealready lost. stop, do not pass go. you’ve got to study your company’s marketing plan,memorize it and know it backwards and forwards. then simplify it in your own words and tryto see if you can explain it to a 5 year old.

one of humanity’s greatest mind, alberteinstein said, “if you can’t explain it simply, you don’t understand it well enough.”so mission #1 is to understand it and then simplify it so you can explain it. you knowmy first tip goes hand it hand with most people’s 1st concern. that is the fear of the unknown.you can squash that fear by lending them faith in you. if you are solid as a rock they caneasily lean on your understanding and leadership. but if you are wavering, people are less likelyto follow someone they can not trust to lead them. tip #2 to keep your head in the game:is to define clearly where you are going and what you want to do. this is essential tokeeping your faith high and your armor strong. you will hear a lot of nos in direct sales.just in case you are unaware - you do know

you’re in sales right? you are going tohear a lot of nos in sales and i have a secret to help you be almost become bullet proof.if you know your mission then you can not only dodge the no bullets but you can withstandthem as well. you’ll laugh at the silly nos in you mind when you know where you aregoing. my mission changed a lot through out the years, but i’ll share a few with youto give you a few examples. my first year’s mission was to stay home with my baby girl.i cried every time i told people that. i was able to quite my job in 6 months from starting.then i wanted to earn the company’s top trophy on wheels. i wanted the new car smell,i wanted to hear the ding when i put key in the ignition and i wanted to feel what plushseats felt like. and of course i wanted the

mean people who didn’t think i could doit to see me drive by them in my shinny new car and wave at them. prospective customersand prospective team members that i told about this laughed at me, but you know, when wehad our car party i had people say things like, i helped earn the bumper on that car.to the lady who said she helped me earn the bumper she was happy to be helpful and i wasgrateful for her help. then i wanted to earn a crazy 5 carat diamond ring so i could showmy mom that anything is possible if you put your mind to it. then i wanted to earn a tripoverseas so i could thank my husband for all his support. and i wanted to do it in a bigway! this reminds me of one of my favorite stories. you guys up for a story? my husbandused to work for a grocery store. i remember

one day way before i got into direct salesand when we were both still working for other people, jonathan had just finished a 12 hoursor so shift. i knew he was tired because he left a trail of his clothes on the floor fromhis tie to his socks to his pants leading to the bedroom. he couldn’t get into bedfast enough. but our phone range and it was his store. apparently the manager for thenext shift did not show up. so he had to get up, pick up his pants and his tie and backto work he went. i think he worked 24hrs straight that time. i’d like to say that is was anoddity, but it wasn’t. he used to work so hard that he would get stress migraines thatwould put my 6 foot one marine in the bed for hours and he would spend many sleeplessnights in pain. the year we earned the trip

to italy through our company, i remember wakingup late one night because of the sounds of the fountain outside below our balcony. imust have left the double glass door open and the warm breeze was flowing inside ourvilla suite. the night was warm and beautiful and i looked up to see the dancing light ofthe moon playing off the large crystal chandelier above our bed. it was like looking at a kaleidoscopeof stars above me. i wondered if i could see the night sky as clearly so i walked out ontothe balcony and i felt as if i was dreaming. the sights, sounds and feeling of that blessednight was breath taking. i knew this was my life but it was so far removed from the lifewe once had. i looked inside the room and my husband was fast asleep. that night i rememberedthat it wasn’t long ago that he couldn’t

sleep and now he was sleeping like a baby.i cried and i gave thanks to god for my charmed life and prayed for continue obedience. doyou have a mission? is it solid in your mind? do you believe in your path so much so thatit does not matter what people say about you or your intentions. will you still walk yourpath and fulfill your mission? sure some people will say i worked hard for my family. andyes i did, but there’s also a flip side to the same coin. i worked doubly hard toshare with people that they can do it too. that they have charmed life waiting for themas well. that they too can have and achieve anything they choose to set their minds on.this belief in your mission is what will make you laugh at the little, little nos that comeyour way! my favorite scripture of all times

is romains 12-2, “and be not conformed tothis world: but be ye transformed by the renewing of your mind, that ye may prove what is thatgood, and acceptable, and perfect, will of god.” when you have your mission clear andyour path set. you will help overcome the 2nd obstacle most of your prospects may haveand that is lack of faith. some people do not have passion, a mission or a path. wouldn’tit be wonderful if you can renew their vigor for life? breathing some happiness, joy andfun back into what can be very mundane for most people. there’s nothing wrong withthe 7 year you asking your prospect’s 7 year old kid that’s locked up inside them,to come on out to play! my 3rd tip to helping you keep your head in the game: is to speakwhat is in your heart. say what you want to

say. just don’t be mean about it. peopleask me all the time. what do you say to get people to say yes. how do you say it? whendo you say it? my answer is, i don’t know, i just say it when i feel it! just rememberthe guideline, don’t be obnoxious about it, don’t be mean and don’t be vulgar.just say what you need to say. someone says to you, “i don’t know if i can do it.”you say, “well, why not?” they tell you why and you say what your heart wants youto say. trust me on this one. if you understand your marketing plan. if you know how to makemoney in your company because you have done it. if you are committed to helping them byteaching them everything you know. if you have a mission and you are not afraid to shareit. then the words will come. if your heart

is in the right place the words will come.i have had many times when people will say to me, “i can’t believe you just saidthat to me.” and i would reply, “well i did.” and do you know, people love mefor it and they follow me for it. even when i train people on this super simple way tospeak to prospective customers and team members people still insist on asking me for the wordsto help overcome the most common objections. and i used to share them with people. buthere’s what i’ve learned, when you memorize a script as opposed to speaking from yourheart, most people will see or feel through your inauthenticity. now i’m not sayingyou are trying to be fake. i am saying that this is what people feel when you don’thave ownership of your words. especially when

those words are not true to your personality.my best advice for you on how to overcome objections is - not to! when your potentialteam member gives you an objection, what they are saying is "i’m afraid", or "i have morequestions" or "i don’t want to do it". it’s one of the 3. i’ve already addressed thefear factor. the i have more questions issue is easy too. take a few minutes and writedown what you think the most common objections and questions would be. they most likely aresomething along the lines of, i don’t think i can do it. i don’t think i will have thetime. i don’t have the money to invest. etc. now, using your own words how can youhelp your potential new team member with this problem? a formula i’ve learned that hasbeen very helpful to me is the feel, felt,

found guides. in order for these words towork though, you must truly believe them. remember don’t ever say what you don’tmean or believe. it’s obviously wrong and a total waste of time. if they sense thatyou are not above board then they won’t join. and if they do then it was because ofthe good opportunity but they will question your intentions and leadership for the restof their career. you are better off keeping a great customer then trying to convince someonewho’s not that interested to begin with. here’s how feel, felt, found works. i understandhow you feel, i felt the same way too or someone i know felt the same way too, what i foundor what they found was.... the point of this exercise is to acknowledge the person’sfear and confirm to them that you heard them.

the felt portion helps them realize that theyare not alone, no they are not strange or silly or weird, other people have had thesame concerns as well and what they found through experience was just like what theold adage says, you never know until you try and once you do, you realize it wasn’t nearlyas bad as the soap opera we play out in our minds to begin with! and lastly you need tobe wise and listen when someone says no to you. most people have a really hard time withsaying no. so listen with your heart and be kind. when someone does not want to do it.they give you really silly objections one after another. somewhere around the 3rd sillyobjection you need to let the poor person go. they don’t want to do it! don't givesales people a bad name guys. there is a difference

between passion and pushiness. one is charmingand the other is annoying - cut it out! so those are my best 3 tips. tip #1: sell yourselffirst, understand your marketing plan, and simplify it in your explanation. tip #2: defineclearly where you are going and what you want to do and share it with your prospective customersand team members. people love to support a cause - especially when it is personal andreal. tip #3: speak your heart. say what you want to say, when you want to say it, in akind way. the overview of what i would call sharing your marketing plan is super simple.i look at it like writing a paper. you have an opening, you have a body and you have aclose. don’t drag it out. you can do a marketing appointment on the phone or in person. inperson is ideal because there are a lot of

things that can get lost in translation whenthey can not see your body language and hear your heart. you also will miss out on theirphysical cues as well if you are not looking at them face to face, knee to knee. you canuse this format in as short as 10 minutes and as long as hours. please, please don’ttake up hours of people’s time, it’s inconsiderate and a waste of your energy. i’ve gone intoa marketing appointment before and my heart just kinda knew that the person was in. soi just said, “wanna join my team?” and she said, “yeah”. and we had lunch whilemy new team member who was along for the training sat in awe and confused. if you are a consultantin my unit, i actually was lucky enough to record this. so you can listen to this liveunder our audio training section of our unit’s

support website. it’ll make you laugh! sohere’s the blue print. you open by thanking your prospect for their time, sharing withthem how long the appointment will take and explaining to them that you are going to shareyour marketing plan with them in hopes that they will join your team, but they shouldnot feel obligated to anything. let them know that you are only interested in sharing informationand securing the a relationship with them for life whether it be as a customer or asa team member. i hope it goes without saying that you are always speaking to customersabout the business opportunity. when you bypass this step and you have not secured them asa customer yet, well, it’s just a mess and i’m not gonna go into that. think of itthis way, the best customers make the best

sellers of the product. kapeesh? the bodyof your talk should cover a very, very, very short success story about you, how and whyyou started and what you love so far in your direct sales career. did i say very short?very, very, short. like 2 minutes max. there will be plenty of time for your prospect toask more about your story if they are interested later. this way you are still respectful oftheir time and you always want to leave people wanting more. next you give them 5 key pointsof your marketing plan. when i say 5 key points, i literally mean 5 sentences with no elaboration.why? because you want to only speak about things that are of interest to your prospect.you are sharing the 5 sentences really to give them a place to begin asking questions.next i would ask them, if this business opportunity

could change your financial life forever,what would you like to know to be able to make a decision? then i answer all their questions.the last step is the close. i would say something along the lines of, if you have my assurancethat you will get the support you need from me. is there any reasons why you would notlike to join my team? i would love to work with you if you’d like to work with me!”make it personal. the person that said not to take things personal in business and thatit’s just business, well… in my opinion, that person is either a thief or a scoundreltrying to justify bad behavior. i’m sorry, business is personal and if you miss thatthen i feel bad for the miserable business you have to work in everyday. my health, yourhealth. my happiness, your happiness and piece

of mind is more important to me then the advanceof business at the expense of my joyful spirit. prov 23:4-5, shares with us: do not wear yourselfout to get rich; have the wisdom to show restraint. cast but a glance at riches, and they aregone, for they will surely sprout wings and fly off to the sky like an eagle. so guyshere’s the deal, closing is not hard when you are in front of the right person and you’vedone the right things and said the right things. the answer will be - yes! if you think closingis hard, then i encourage you to go back to my 3 tips and try again. be happy, be joyful,be passionate and be unapologetic about your position and you will be a fisherman of men.people won’t be able to help but jump in your boat. while you continue to practice,if you ever find yourself short on time because

you have so many people to talk to! or areunable to get together with busy people, i’ve put together some great videos that you canuse to your advantage. ask your prospect to watch the video called the 10 reasons whydirect sales is a job killer, or how to find the right direct sales company for you, orif you are in mary kay cosmetics with me, then you can use my video called, an inside look at mk, my16 year experience in direct sales. then you can just follow up with them and ask themwhat do they think? adding team members should not be a grueling process and if it is thenthe person that's causing you so much grief really should not be in direct sales. theright person at the right time after hearing your heart will say yes. and if they don’tthen they are either not the right person

or it’s not the right time. save yourselfsome heartache and don’t push it! just reach out your hand and say, “you know, this maynot be right for you right now. but can we shake on it that if anything ever changesand you become interested, can we agree that you will join my team and no one else? onyour word i’d love to secure our relationship moving forward that you will stay my customeras long as i give you faithful service.” and guys that’s all you can do. blessingscome and blessings go, people come and some stay for a lifetime and some stay for justa season. don’t cry over lost opportunities. as far as i am concerned they were never reallyopportunities to begin with, they were lessons and if you pushed something that was not meantto be, then they could turn into a plague

in your business or worst - in your life.so i encourage you to work with passion and put your all into it. then rest with the satisfactionthat you did your best and thank god for the blessings and also thank him for the missedcurses! if this video has been helpful to you, please like and subscribe. if you lovemy videos and would like to create some of your own, there’s a link below in my descriptionsection for a free 7 day trial for this software. if you wouldn’t mind following the link,it would give me a credit discount on my usage. you guys know how i love to save money!! ifyou have any topics you would like for me to cover to help you in growing your business,saving money or maintaining your joy for life, please don’t hesitate to let me know inthe comments below. i’ll be happy to put

it on my to do list! also, please considersharing your success stories below as well. it will be a great encouragement to othersthat they can do it too!! i hope you have a spectacular recruiting year! pray for faith- you can do it!