4,000 active reps in your organization. Can you do it in 1 year?

  Written by Warren Veach on May 1, 2009 12:47 pm

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The key word here is “active”.

I don’t want to come across as crass sounding, but if the people in your organization aren’t active, then they might as well not be there.

Oh sure, it looks good in your back-office, its fun to brag about, but it is not adding anything to your bottom-line, and that is the reason you are in business.

Something we all need to be mindful of is, whereas an active person will be telling an outsider or two how beneficial your product/service/offering is, the inactive member will be telling an average of 7 people how your product/service/offering was a waste of their time, money and energy.

I don’t know about you, but I don’t need a person in my organization working three times as hard tearing down my efforts as I am in trying to build it!

Merriam-Webster defines “active” as:
1. characterized by action rather than by contemplation or speculation
2. producing action or movement

Conversely, an inactive person is going to be prone to contemplating the possibilities and speculating about the future. They will not be producing sales, or any type of movement in your organization. They may see the dream, but they will not take the necessary steps to reach the dream.

So, how do you prevent that person with all the potential in the world from becoming inactive in your organization?

1. Set the standard yourself. They will not do more than you do!
2. Lead by example. If they do not see you being active, then they won’t be active either.
3. Don’t be afraid to let them know that you have expectations in return for your efforts in helping them.
4. Get them involved personally. If you have too many in your organization to call each one on a regular basis, then set up a conference call.
• Start the call on time.
• Thank everyone for attending.
• Congratulate that week’s movers and shakers (If you are the only mover and shaker, then let them know what you were able to accomplish by following the game plan).
• If there have been any new developments with regards to your product/service/offering, then provide an over-view and tell them where they can get more details.
• Review the game plan.
• Try to allow time for questions.
• Stop the call on time.
• Use an e-mail blast to send out notes about the conference call. If your notes reflect that the call was useful and informative, more will be encouraged to participate next time.

Now, how about that 4,000 active reps in your organization?

Wow! It is really pretty difficult to imagine having 4,000 active reps in your organization, especially if you are just starting out.

Just as “The journey of a thousand miles begins with a single step”, your journey to having 4,000 active reps in your organization begins with a single (1) active rep.

So where do you get that one, all important, first active member of your organization? I’m not going to tell you that, but here’s a hint: Get up from your computer, walk into the bathroom, and look in the mirror.

Yep, it all starts with you!

Assuming you already have a product/service/offering that you are working with, a telephone, a computer, and a notepad (always take notes on every call you make), you need a list.

In my humble opinion, if I have a list, I only consider those on the list that have a name, address, e-mail, and phone number. Consider this, if you were interviewing for a position in a company, how much attention would your resume attract if you did not provide the most basic information. Don’t be desperate!

If your list doesn’t have those basic items, let me know and I’ll help you with that. (No cost to you.)

Now, you need a game plan. You already have that one, all important, first active member of your organization, so now you need the second active member of your active organization.

First of all, don’t make a single phone call until you know, and feel comfortable with what you are going to say when they answer the phone. (Never be stuck with your “script”. Be flexible and remember to talk to your prospects, not at them!)

Second, dedicate the time necessary to follow the game time.

The following is my Three Step X Four Week Plan. All it takes is about an hour a day, 5 days a week, for 4 weeks.

Here is your “First Step”:

Monday #1:
Call 1-5 on your list
Call back anyone who left you a message form the previous Friday
Call anyone you were not able to contact from the previous Thursday

Tuesday #1:
Call 6-10 on your list
Call back anyone who left you a message form the previous Monday
Call anyone you were not able to contact from the previous Friday

Wednesday #1:
Call 11-15 on your list
Call back anyone who left you a message form the previous Tuesday
Call anyone you were not able to contact from the previous Monday

Thursday #1:
Call 16-20 on your list
Call back anyone who left you a message form the previous Wednesday
Call anyone you were not able to contact from the previous Tuesday

Friday #1:
Call 21-25 on your list
Call back anyone who left you a message form the previous Thursday
Call anyone you were not able to contact from the previous Wednesday

Monday #2:
Call 26-30 on your list
Call back anyone who left you a message form the previous Friday
Call anyone you were not able to contact from the previous Thursday

Tuesday #2:
Call 31-35 on your list
Call back anyone who left you a message form the previous Monday
Call anyone you were not able to contact from the previous Friday

Wednesday #2:
Call 36-40 on your list
Call back anyone who left you a message form the previous Tuesday
Call anyone you were not able to contact from the previous Monday

Thursday #2:
Call 41-45 on your list
Call back anyone who left you a message form the previous Wednesday
Call anyone you were not able to contact from the previous Tuesday

Friday #2:
Call 46-50 on your list
Call back anyone who left you a message form the previous Thursday
Call anyone you were not able to contact from the previous Wednesday

For weeks 3 and 4, simply repeat the process. Experts say that it takes the average person 21 days to develop a habit. Good habit or bad habit, you decide.

Remember your goal for these first 4 weeks (Step One) was to gain get that one, all important, second active member of your organization.

Now, you have yourself and him/her! Congratulations, you have just doubled the size of your organization!

Here is your “Second Step”:

• Put his/her name, address, phone number, e-mail in your address book.
• Schedule a weekly time to touch base with your new all important, second active member of your organization. Be sure the time you schedule does not interfere with Step One.
• Provide him/her with a copy of this posting and schedule.

Here is your “Third Step”:

• Repeat your First and Second Steps.

I can see you already scratching your head wondering how that 1 (One) additional active member of your organization translates to having 4,000 active reps in your organization.

Let’s keep walking….

We have our schedule, and because we have developed a habit of doing The First, Second and Third Steps on a regular, consistent basis, and because you have mentored your new all important, second active member of your organization (remember, You were the first) to do the exact same thing, week after week, month after month, your results have now been compounded.

Have you heard the one analogy about how if you had 1 penny and were able to double it every day?

See how that analogy works when applied to the Three Step X Four Week Plan.

If you sponsor just 1 new active member into your organization each month and teach that member to do the same, your organization would look like this month by month:

Month 1:
You bring in 1 new active member, for a total of 1 new active member in your organization

Month 2:
You and your 1 each bring in 1 new active member, for a total of 3 new active members in your organization

Month 3:
You and your 3 each bring in 1 new active member, for a total of 7 new active members in your organization

Month 4:
You and your 7 each bring in 1 new active member, for a total of 15 new active members in your organization

Month 5:
You and your 15 each bring in 1 new active member, for a total of 31 new active members in your organization

Month 6:
You and your 31 each bring in 1 new active member, for a total of 63 new active members in your organization

Month 7:
You and your 63 each bring in 1 new active member, for a total of 127 new active members in your organization

Month 8:
You and your 127 each bring in 1 new active member, for a total of 255 new active members in your organization

Month 9:
You and your 255 each bring in 1 new active member, for a total of 511 new active members in your organization

Month 10:
You and your 511 each bring in 1 new active member, for a total of 1,023 new active members in your organization

Month 11:
You and your 1,023 each bring in 1 new active member, for a total of 2,047 new active members in your organization

Month 12:
You and your 2,047 each bring in 1 new active member, for a total of 4,095 new active members in your organization

Amazingly, after 12 months, you will have over 4,000 new active members in your organization - and how many of those 4,095 new active members in your organization did you personally bring aboard?

Only 12!

That’s the Three Step X Four Week Plan, use it in good health.

Have a GREAT day,
Warren

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