In this episode of Best Practices we discuss how you get started in the team-building process. This involves knowing who will be a right fit for your team, targeting a specific area where you will be building a team, and putting together a contact list of people to talk to.
First, we discuss who we are targeting in order to be part of your team. Division Leader David Robertson has often said the qualities you are looking for in a new recruit are, “they must have a burning desire, they must be coachable and teachable, they have to have a good work ethic, and finally they need to be able to handle rejection.” Some other attributes we discuss in the Pathway to Leadership guide are: do they have a market, are they a people person, are they interested in the product or would they purchase a Membership of their own, are they positive, are they articulate, and are they a good communicator?
Next, we talk about mapping out a territory of where you want to build a team. This is crucial because you do not want to be pulled opposite directions tens to hundreds of miles between several of your Representatives. Remember, your time is valuable. So, you need to choose a 15-30 mile radius that you first want to work. Team-building Coach Tom Snyder says he would take a map from an atlas or from online and break it up into four different quadrants to work from that are each about 25 miles in diameter. Then you would only work one quadrant at a time gathering names and conducting interviews. You will inevitably break out of this quadrant from time to time, but at least it gives you a focus to concentrate on when building your team. Don’t stretch yourself thin thinking so big. Think locally, act locally and expand from there outwards.
Now that you have pinpointed where you are working and who you are looking for, your next job is to begin gathering names. This is one of the more difficult aspects of the team-building process. You need to begin calling on people you know, talking to people you don’t know, and build connections in order to network to individuals who fit your ideal team member. Remember, you are not necessarily talking to people who will be a good recruit themselves, you are talking to anyone and everyone in order to see if they know someone else who would be interested in the opportunity.
When you start to talk to these people and make connections, you are going to want to keep track of them somehow. While there are plenty of practical methods of storing contact lists, we find that just a simple contact sheet (provided below) is a simple, effective way to keep your contacts organized.
Division Leader Keith Moore suggests one of the best ways to utilize your time in being a productive and active team-builder is by “going in selling and coming out recruiting.” As a personal producer you are already talking to people in order to show the product and get referrals. This is the essence of gathering names to build your team as well. So, why not ask a new Member who just purchased a Membership if they or someone they know may be interested in earning some extra money?
Keith has also found that getting in front of big groups and organizations in towns is a fantastic way of obtaining more contacts, which in turn becomes new Members or even new Representatives. . .or even future leaders! So, talk to organizations at your local community centers, local school districts, and even your own church. District Leader Lynne Cagle finds that even talking to employees working lower paying minimum wage jobs in the area are interested in a side hustle or even possibly a new career.