1. Build rapport by communicating early and often.
When a new member joins your team, do you send a personal welcome note? If not, you should. Why? Because you want and need to start establishing a personal relationship with your new team member. The quicker you gain their trust, the quicker you can help them to become a productive member of the team. Provide them with your contact information in every communication. Share a short story about your experiences when you joined. People love stories.
Here is where many team leaders make two critical mistakes.
- No communication with the new member.
Apply the Golden Rule here. Treat your new member how you want to be treated.You should make their transition to your team as easy and painless as possible. You want the new member to be receptive to the next step.
- Selling the new member.
Think about what you’re trying to achieve. A quick sale certainly puts some immediate cash in your pocket, but it also turns many new members away. Slow down and train your new member first. Your focus should be to build a long-term relationship. We are trying to duplicate ourselves, thereby multiplying or leveraging our efforts.
- Provide a “quick-start” checklist to all your members.
Providing each new member with a “quick-start” checklist, i.e. SFI’s Six Steps to a Six-Figure Income, gives each member a set of tangible steps to achieving success.
Don’t underestimate the power of having a checklist. A good example of the power of a checklist is your local grocery store. Grocery stores thrive on impulsive shoppers, a.k.a. shopper’s without a checklist. The stores purposely put the staples, such as milk and bread, at the opposite end from the entrance of the store. In between the entrance and the staples that you need, is the gauntlet of distracting displays that prey upon your impulse buying urges. The next time you’re in the grocery store look around at the other shoppers. The focused shoppers have a list and go from one item on their list to the next. The unfocused shoppers will be easy to spot; they’re the ones who are constantly being distracted by the impulse displays. The unfocused shopper calls this “shopping”. The grocery store calls it “profit”.
You want and need to keep your new members focused. If you don’t provide the focus, someone else will.
- Provide a step-by-step in-depth guide with a few quick easily achievable steps.
This will be your new members guide to success with your team. Let’s look at SFI’s Six Steps to a Six-Figure Income. The first three steps are quickly and easily achievable by anyone. But each successive step takes more time, effort, money and perseverance. Take the steps provided by SFI and elaborate on each of them.
Provide the details that you and your team use to achieve each of the steps. Provide links to useful resources, offer assistance, and most importantly, give them your expertise and experience. Provide interesting motivational stories, tips and jokes. Don’t let your team members get distracted. Keep them laser-focused by guiding them along the path of success.
Be careful not to distract them by providing everything at once. Rather, keep your members focused by providing the details for the next step as soon as they complete the previous step. Use incentives and build anticipation for the steps to come.
- Offer assistance, guidance and motivation.
At this point, you will have been able to discern the achievers on your team. Really focus in on them. Offer additional assistance or guidance. Help to remove the obstacles in their path.
Keep these members updated on the latest techniques and resources you are testing or using. Ask for feedback and suggestions. Most importantly, don’t hesitate to tap into your member’s knowledge and skills for your benefit and the benefit of your team.
- Provide on-going training and support.
You should be constantly searching for new articles, books, and training programs that you can use to help your team. While the newest techniques are great, don’t overlook techniques and resources that have been around for a long time. Here’s an example. one of the greatest and most timeless books on success is Think and Grow Rich by Napoleon Hill which was first written in 1938.
Ask your team members for their input. The team is not a one-way street. You want to create a cyclical effect where members help each other.
Many times the best training and support comes from just speaking with your members and helping them to work through the challenges of the day. Your phone call can and often does make all the difference.
- Share business and personal successes and failures.
Share your successes and failures. Ask for feedback, success stories and testimonials from your members. Use these to motivate and inspire the rest of your team.
Make the personal connections that make your team into a family. Get to know your team members personally. Find out about their personal life, significant others, children, their dreams and goals. Most importantly, get their birth date. Then send a birthday card or a small gift.
As your team members provide you with their successful techniques, make sure you give credit where credit is due. Great leaders share success and are proud to spotlight those they have mentored!
Repeat the above steps with every new team member and you will be rewarded with a strong, productive laser-focused team.
Is it easy? No it isn’t …but what kind of team do you want?
Be aware of Pareto’s principle, “the 80:20 rule”. In this case, 20% of your members will produce 80% of your income. Focus the majority (80%) of your attention on this group. These are the members I’m speaking about in steps 4 – 6.
Don’t get caught in the trap of spending the majority of your time with members from the 80% group. Make them earn your extra attention by becoming a member of the 20% group.