Success By Design Institute

Quick Coach Guide

Purpose of the Guide:

1. Supplement notes from workshop
2. Outline for coaching new associates
3. Guideline for enrolling others in the distinctions of the Success By Design training

I. Listening – Generated vs. Automatic

A leader’s/Coach’s job is to listen.  A generated, generous listening creates a space for the concerns and commitments of others. The key to managing conversation has more to do with “how” you listen than “knowing what to say.”

II. A Sponsor’s Responsibility

NOT: Success of others

NOT: Motivations of others

A Sponsor’s Responsibility IS to Provide the following:

A. An Example of what success in the business “looks like”

1. How product is sold
2. How people are enrolled
3. How to listen to others

B. Direction: Providing coaching in the area of

1. Where do I go
2. What do I do
3. How do I do it

C. Support:

1. being pro-active in communication
2. being available
3. Co-creating a “project” that supports action
4. Listening

III. Promoting vs. Selling & Recruiting

Selling is the conventional methodology for creating sales. Selling is a force that creates resistance (objections). The intended result is always the ”close” of a sale.

Promoting is the “communication of value” without an attachment to the result. i.e.: the enthusiastic recommendation of a movie or a vacation resort. With promoting people are always left with a “choice”.

Recruiting is “getting people to do something they don’t want to do” often pressure or “guilt” based.

Enrolling is speaking a vision, direction or “possibility” that is aligned with another individual’s commitments or concerns and offers a “choice” that still allows (makes it all right) for them to say “no”.

IV. The Duplicatable Effort

The effort that one performs each month that results in product volume and enrollment that is “simple enough” to do consistently and teach others to do AND teach others, to teach others, to do.

The Duplicatable Effort is comprised of assigned values in each of three areas.

1. Consumption = X the amount of product consumed
2. Promotion = X the amount of product promoted and sold
3. Enrollment = X the amount of volume for new registrations – minimum 1

Rather that “trying harder” to get “more”, if the focus is on an effort each individual can do or teach, geometric progression is faster, volume is more constant and attrition is reduced.

When interviewing a new representative ask questions about what amount of performance they are willing to commit to; i.e.

What will you consume each month?

How much will you promote each month?

How many individuals will you enroll each month?

What and how much will they order?

What would you be able to teach others to do by your example?

Then reduce and combine the effort so that the total is approximately $300 or so per month.

V. Resources For Prospects

Create a model based on the personal qualities that “you” have. i.e. open mindedness, courageous, goal oriented, personable, ????????, Teachable. Listen for concerns and comments. Listen for qualities you share and admire. Acknowledge them and consider, what is their contribution to you?

Prospect Categories

1. Associates: people you know…but not well. You see them in church or at the health club. You recognize their face, know their first name, maybe even promise to get together but never do. Guideline on criteria to qualify; if they “made the first move” requesting an opportunity to get to know you better, have lunch, discuss a business proposition, would you listen? If so, chances are the reverse is true and they would gladly accept your proposal to discuss.

Action: make a request for a specific opportunity to get to know them better; then practice listening.

1. People you do business with or are a customer of. Where do you spend your money          predominantly out of loyalty and good service? i.e. physicians, insurance, clothing, hair &nails…etc. your patronage has earned you valuable credibility and listening. How often when you see them do they ask., “how have you been”? These prospects are almost always customer sensitive and have a considerable prospect resource of their own.

Action: Initiate a conversation for “possibilities” out of your new “company” them as a possible customer of yours and your research for potential “partners”.

1. Centers of influence: When they “talk” others listen. Remember that these are “resources” for prospects. The objective is third party influence.

Actions: Identify who they are and initiate personal contact. Acknowledge their contribution to you and make a request for their opinion of you business venture for “someone they may know”. Set up a separate appointment to explain your vision. Honor the time you are given and the commitment to not sell or recruit them.

1. Cross cultural Networking: Identify and target leaders in ethnic communities other than your own and offer them a proposition or proposal to be in business with you.

The Project

Establish a goal that is measurable (12-months) and attach both short and long-term rewards that ground the commitment to the goal. Example:

By August 15^th 2002, I will earn $10,000 in monthly residual income from my business.

Short-term reward: 7-day and night at the Kanapali Hilton in Maui, HI August 22^nd – 29^th with my honey.

Long-term reward: College fund for “junior” Go full-time in my business and give notice at work. Upgrade to a new home Range $450,000.

Next step: Determine Monthly income objective:

Based on given a compensation plan: How much volume at what earning level is necessary to achieve your

objective? Divide volume goal by the number of Leaders on the team you are building.

What do they “earn” in helping you to achieve your objective? What do you earn in helping them attain their objective. How many are on their team? What is your “duplicable” effort? How does it support your volume goal?

30-Day Goal: i.e. By September 30^th I will enroll 2 key leaders in the business.

Reward: October 2^nd – scheduled day off – sleep late, favorite dinner, extra time with the spouse and children, etc….

Conditions of satisfaction: (Measure the goal and allow you to know when it’s been satisfied)

“Leader Must” “In” The Business Means

Milestones: (“By When/s”)

1. By July 17 will have prospect list of (20)

2. By July 24 will have contacted 6 candidates on the list

3. By July 30 will have contacted 12 candidates and sorted 1

4. By August 7 will have contacted 15 candidates and sorted 2

5. By August 15^th I will have met with both candidates and completed conditions of satisfaction

Single Daily Action: Once a day action that forwards the goal for the month.

SDA Must 1. Be simple to do

2. “Ideally” be fun

3.  Contribute to the goal

i.e. I will communicate with one candidate on the list (personal contact) each day. Repeat action 5-days per week.

What’s Next: on the completion of the goal by August 15^th

I will begin next month’s goal which is to:

1. Enroll one new leader
2. Assist my 2 new leaders in enrolling their first 2 (each)

Support Systems

Build a “Hot Team” align yourself with people who will support you in your objectives. Members of your hot team do not necessarily have a profit interest in your success. They can be upline or cross line leaders, or someone you know outside you business that will cheer you on when times are good and lift you up when things don’t go as planned. DO NOT pick someone who will get negative on you.

Attend and Enroll others in the Success By Design One-Day and Weekend Workshops.

The Success By Design Institute has established a graduated system of training.

• One-Day Workshop: All attendees must begin with the one-day workshop where Russ DeVan will train and establish the groundwork for understanding  the entire Success By Design System. Russ will cover all Success By Design Institute base line training and full summary in preparation for the extensive 21/2-day workshop for the serious leader and builder.

• 21/2-Day Workshop: Starting on Friday night and going through Saturday and ending late Sunday afternoon, Russ DeVan will cover extensively and in detail all of the unique and dynamic Success By Design principles and methodologies which have been the foundation of success for so many that have experienced the workshops to date. The learning will not only enable you to meet the satisfaction of your current expectations with your business, many who have attended have claimed a new understanding and vision far beyond what they imagined before. Specific emphasis is placed on Listening and speaking skills; Coaching; and Projects.

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