“So what are your plans for next year?”, I asked a student the other day. He looked down, sighed, looked back up and said “Well, I’m going to work on a book, finish my real estate education, keep attending your teleclasses, work on my marketing plan, and – “

…I’d heard it a hundred thousand times, mostly from the creative, attention deficit entrepreneurs and small business owners I work with on a regular basis.
“WAIT!” I interrupted. How can you focus on so many things at one time? Multitasking without a common reason is NOT the answer.” “Oh, but I’m a really good multitasker!” he replied. I took a deep breath. If he was such a great multitasker, then why wasn’t he achieving the level of success he wanted?

All successful people know this – FOCUS is the key to success. One thing at a time. One purpose at a time. Finish one and go on to the next.   That kind of focus is almost impossible in today’s hectic, information-overloaded world.

Instead, we work ourselves so hard and don’t give ourselves the time or effort it takes to really be successful. So many people get just to the TIP of success and then WHAM! – fall right down the mountain, exhausted, convinced that the principles of success somehow aren’t meant for them.

It’s not fair.

And it doesn’t have to be that way.  If you’re creative and have multiple irons in the fire, so to speak, multiple projects and things you’re working on – you can gain great momentum and success with those projects IF you follow one simple rule.

Here’s the secret – all of your projects and plans will work well ONLY if you have one overarching reason for doing them.  You can do this in a big way by looking at all of your projects and considering “WHY” you do each of them.  For me, the practice of communication keeps me excited about talking with people, writing and networking.   That’s a big reason why I do certain projects.

Another method that I like to use is a theme-focused approach.  You can have a theme for a year, for a month, a day and even for an hour.  That keeps you focused tasks that are congruent with the current theme.

For example, if your theme for the year is to increase your income by 50%, then all of your activities better have specific, money-making results.    Place your theme word (or words) right there on your desk and look at it every day.  If you ever get off track or wonder what to do next, look up at your theme and do what it says.

Simple, and VERY effective for information-overloaded people!

What will your theme be this year?  Write it down right now and get going!

Stephanie Frank
Founder and President of SuccessIQ University
Best Selling Author, The Accidental Millionaire

Visit our newly updated web site: http://www.successiqu.com with content specializing in peak performance, productivity, and leadership coaching and education

Book Stephanie to Speak or read what she has to say about achieving goals, leadership, peak performance, personal empowerment, persuasion and influence, productivity, creating systems, and time mastery on her blog web site: http://www.stephaniefrank.com

What is your Success IQ? Take our short quiz and find out. http://www.SuccessIQQuiz.com

Claim your free gift, The 13 Vital Traits of Super Effective People here: http://successiqu.com/gift

When your partner doesn’t see the vision that you do or doesn’t believe in what you are pursuing, it is easy to get caught up in what is missing.

As you know, to be successful, you must have a success mindset. You see that which matters and you keep your eye on your prize, regardless of where you are currently at.

The same is true for your relationship and the support of your partner.

If you are focused on what they do ‘wrong’ or what is missing, you know what you will receive more of.

I read recently in A Course In Miracles: What you notice in others you bring out in yourself.

There is truth to this. We tend to absorb the energy of others in our space. Hence why interacting with like-minded, empowered, positive people is so energizing.

And, the opposite happens when you are around people in a negative energy space.

You get to choose the way you want to feel and the space you want to be in. Choose also to focus on that which you want to see in the others around you and notice what shifts within you.

It’s all about you.

Mark Semple CCC
2007 International Coach of the Year
For more information on Success Together visit:
http://www.1automationwiz.com/app/aftrack.asp?afid=656144

Did you know that direct sales is considered a “recession proof” business? Historically, according to the DSA, our industry sees an increase in sales and recruiting during more difficult economic times. What does that mean for you? Opportunity! Think about these questions:

• Do you know anyone who’s struggling to make ends meet at the moment and is looking for a part time job?
• Do you know anyone who’s feeling overwhelmed and stressed out and needs a break?
• Are you or someone in your company making full time wages working part time with your company?
• Is it possible that people who love your products and are short on money could get excited about earning your products for free?

If you answered yes to any of these questions, I hope you’re beginning to see the opportunity instead of the obstacle in the news of the economic hardship we’ve been receiving lately. If you’ve ever wanted to be in the right place at the right time, now is the time and you’re in the right place. Start focusing on all the opportunities and take action to begin capitalizing RIGHT NOW!

Below are some tips to support you with a strategy for moving through the rest of this year with a strong plan.

10 Questions For a Strong Business Plan
Now is the perfect time to look at your business and either develop new or update existing systems which will bring you the results you desire. You can also focus on clearing and organizing your space so you’ll be more efficient when you do get busy. (Click here to learn more about how our “Office On The Go” can help).

Last, but certainly not least, intentionally plan your business by creating a schedule which encompasses everything that’s important to you. Schedule your personal time, time with your spouse/significant other, business activities, desired dates for parties, opportunity events, meetings, and family time.

Now, ask yourself the following ten questions, be honest, and make a plan for success!

1. Do I have a goal for the number of parties I intend to hold each month during the fall selling season?

2. What is my ideal sales month? (If you don’t know, how will you create it?)

3. Do I have a purpose? WHY am I in business?

4. Do I have a set schedule for my business? On a scale of 1–10, how well do I stay on track in committing to my schedule?

5. On a scale of 1–10, how well do I practice and implement what I learn? What practices have I put off implementing that I KNOW will bring me greatest results? When will I implement them?

6. Do I make excuses for not applying energy to my business? What are these excuses costing me? Will I schedule a time to look seriously at the truth, or will I sweep this under the rug?

7. How well do I follow through with my agreements? Am I of my word? What will I change?

8. Am I fearful of failure or rejection? Have I searched for the limiting beliefs that block me from succeeding?

9. Do I know my goals for this week?

Some examples of powerful weekly goals:

• Send thank you cards to your new hosts immediately after they schedule a party.
• Invite every guest to host a party and be creative with your language.
• Hand out 3 opportunity packets at every party.
• If you are a leader with a team, schedule a weekly support coaching call with every representative who is interested in developing their business.
• Make 10 calls a week inviting guests to hear about the business opportunity.

10. What is my action plan? What will I do to make these weekly goals a reality?

By taking some time to really look at your business honestly and create an intentional plan for moving forward toward the goals you set now, you’ll not only weather the recessions, but take advantage of it and grow your business throughout the second half of the year.

Julie Anne Jones is a direct sales consultant, coach, and trainer and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific language and tools for success in direct sales. As a former direct sales professional, Julie worked a party plan business for several years, consistently holding three parties per week and winning national awards yearly. She also built a National multi level marketing team through internet networking. For the past 6 years, she has focused entirely on coaching and training other leaders within the direct sales industry through live training as well as extensive webinar and tele-course training. To learn more about Julie Anne and her products and services, visit her at http://julieannejones.com  or check out her blog at http://julieannejones.com/blog.

I love direct sellers. I really do. They are some of the most passionate, giving, enthusiastic people that I know. However, one of the occupational hazards of friending a lot of direct sellers online is that those who have not (yet!) taken my social media training for direct sellers still do what I affectionately term the “Sales Swoop” any time they see an opening (and sometimes when they don’t!)

So today’s post is about what NOT to do as a direct seller online in social media.

Let me preface this by saying that what you SHOULD be doing is providing valuable content online that people appreciate. You should NOT be an overt sales pitch. I love it when people get it right. One of the ladies I’m friends with on Facebook who happens to be a wine consultant posts wine tips a few times a day as her Facebook status update. I’m learning the temperature my white wine should be to bring out the flavor. I laugh at her jokes about how most people age wine for as long as it takes to get it from the store to the glass. In short, she’s got an audience. She GETS it. I know she sells wine. But she’s not ramming it down my throat, and I look forward to her posts.

So let’s talk about some of the things direct sellers should avoid in the online world.

1. The Sales Swoop: If I mention your company or your product, do not swoop down on me and try to get me to buy from you. Instead, start a conversation with me. Get to know me and find out what I like, what my interests are. Check out my blog and see what I write about. In short, know me as a person before you try to be my consultant.

2. The Link Attack: Don’t provide me with a link to your website the minute I meet you online. I won’t click it. Instead, I’m more likely than not to ignore you and never click on anything you send me ever again. I might even block you.  Instead, engage with me. Say hello. Share (FREE) resources with me about the interest that I’ve mentioned. I’m a lot more likely to be interested in what you have to offer when you express an interest in my needs, and try to help me with my needs (without trying to sell me immediately.)

3. Is Anybody Listening? Do not make every status update a broadcast about your product and your opportunity. You may think you’re meeting people’s needs by sharing valuable information about your products and your business opportunity, but you’re not. I really hate to break this to you, but you sound like a commercial. And I like to go get ice cream during commercials, not pay attention to them. People don’t CARE about your products and opportunity if they don’t know you, and/or haven’t opted in for that type of information. I’d rather get to know YOU in your status updates, and have you get to know me.

4. Meet My Logo: PLEASE don’t make your logo your avatar, even if your company gives you one to use. People in social media want to connect with PEOPLE, not logos. It’s amazing, but I feel a LOT more connected with those people online who have faces. When people have a logo up, I have no idea who they are, and I pay less attention. The people you’re trying to reach will do the same thing.

5. Spam Attack! And finally, DON’T sign me up for your newsletter until I do it myself. Now perhaps this is another occupational hazard of communicating with a lot of direct sellers, as I do for my job. But my friends, this is actually against the law. It’s called SPAM if I don’t sign up for it myself. If I have an interest in your newsletter, rest assured, I know how to find you. But don’t sign me up without asking first.

Social media can have a dramatic impact on your business. It can help you connect with people you never could have met before, and can position you as an expert that people turn to for advice and products. By avoiding the mistakes I mention above, you will be on the path to success in social media.

What do you think? Have you experienced the “Sales Swoop?” Are you a reformed “Sales Swooper?” Would love to read your comments below!

Jennifer Fong helps direct sales companies, direct sales professionals, and other home-based business owners leverage the power of social media to grow their businesses. A former direct sales company CEO and serial entrepreneur, Jennifer is passionate about teaching direct sellers how to use social media tools to enhance their businesses, while remaining true to the basics of a party plan business. She helps business owners put the principles of social media to work in a profitable way, maximizing the return on their social media investment.  Visit Jennifer’s Direct Sales & Social Media blog at http://liajen.wordpress.com and subscribe to her newsletter by clicking here.

The use of credit is an integral part of doing business and an integral part of life.   Even if you’re like us, and prefer the security of using a debit card for your business, that doesn’t mean “credit” doesn’t affect HOW you do business, or HOW you turn a profit in your Direct Selling business.

The White House put out a press release on May 22, 2009 that outlines the Reforms passed in the area of Credit usage, what Credit Card issuers are “allowed” to do, and several other mandates. 

 I feel like it’s important that you are savvy because of your relationship with DSL.   

This Legislation starts effective this month (Aug 2009)

1.  Credit card statements must be mailed 21 days before the bill is due (this is an increase to protect consumers from the previous law of 14 days)

2.  Credit card Issuers must give Consumers 45 days notice before increasing interest rates, fees, and terms on a card (vs 15 days).   However, the clincher is that there is no standard in the legislation about how an Issuer informs the Consumer about changes; so every Issuer can notify as they please.
 
3.  Starting in February,  Issuers cannot raise interest rates on EXISTING balances (unless the account is 60 days late)

4.  If you make a payment in excess of the minimum, the Issuer must apply it to the balance with the highest interest rate and then to the other balances,  from highest to lowest.

5.  If you have two accounts with the same Issuer, they can no longer practice “universal default.”    This means that if you are late in making a payment in one account, they can’t raise the rates on the other.

6.  Starting February 2010 credit card statements must indicate (a) how long it will take to pay off if you only make the minimum payment (b) the total cost of payoff  if you only make minimum payments.

7.  Applicants under age 21 will require an adult co-signer  and/or proof of income for approval;  additionally the legislation prevents Issuers from offering incentive gifts for applicants on or near college campuses.

Regardless of the improvements in this Legislation, it is still your responsibility to manage your credit  score and the open lines (both business and personal) you carry.  Remember, high interest rates can decimate your profit in business. 

If you’d like to read The White House press release in its entirety, here is the link:  http://www.whitehouse.gov/the_press_office/Fact-Sheet-Reforms-to-Protect-American-Credit-Card-Holders/

While some have said I’m some kind of Twitter expert, let me tell you a little secret:  a few months ago I had zero plans (yes ZERO) to use social media.  I found it to be confusing, overwhelming and frankly not much fun.  While I may have figured a few things out, in no way do I see myself as a guru of any kind.  That’s why I wanted to share with you today some of the things I learned on the way to my first 10,000 followers:

Like I said, I had zero intention of using any social media until my good friend Melanie Strick (@melcoach if you want to follow her) kind of gave me a challenge.

One night we were having dinner at a local restaurant and unknown to me, she tweeted an innocent message.  It said: “My friend Stephanie Frank won’t do web 2.0.  C’mon tweeps, let get her on here!”   (Tweeps?  What’s a Tweep?) Now of course, I knew nothing about this.  The next day, another friend Janet Switzer told me about this really cool tool called Addict-O-Matic http://www.addictomatic.com.  She told me to type in my name.

I did.

And up popped my friend’s tweet telling me to get with the program.  It was war.  So on December 11, 2008 I officially joined the ranks of the Twitter uninformed.  The first thing:  Call my friend to figure out what to do next.   From there, I’ve used that same strategy (asking people for tips) and started sending information.  Today, July 31, I hit 10,000 followers.  Thought you might like a few pointers and things I’ve learned along the way:

Tip #1 - NEVER answer the question “What are you doing?” directly. Nobody cares if you’re eating ice cream, preparing a proposal or tying your shoes unless there’s some value in it for them.

Tip #2 – Have a  beginning strategy.  I started out doing 3 things:  a) Asking a few friends to “show me around” by telling people I was on Twitter.  That got the first qualified followers.  b) Engaging with people directly and c) Sending quotes.  That’s all I knew how to do and it worked to get started.

Tip #3 - Continuously develop your strategy.  Today, there are 5 kinds of tweets that I do regularly:  a) My own Daily Do It (tips on personal peak performance) b) Retweet things I personally like or are helpful to others c) Engage with others personally d) Links to blog posts and e) Quotes or one-liners.

Tip #4 - Remember the “social” part.  The worst tweeters are the ones who tweet constantly about buying their stuff.  You wouldn’t walk into a party, shove a business card in someone’s hand and say “wanna buy a widget?”  Don’t do it here.  Show your personality and be (primarily) transparent.

Tip #5 - Everything you tweet goes out into the Internet Universe.  So if you don’t want everyone to know, don’t tweet it.  Enough said.

Tip #6 - Follow wisely.  At the beginning, I used tools to automatically follow anyone who followed me.  Then came the spammers, the porn people and the stalkers, so I turned that off.  Now I follow people who are interesting, who are recommended by friends and only those who have a picture.

Tip #7 - Remember your purpose. Twitter is like going to a party – you’re there to meet interesting people.  With this type of networking, you are also there to meet people who can connect you with (or you can directly connect with) that will help you in your career search, business endeavors or other goals.  It’s easy to get caught in a comfort zone and not reach out.

Tip #8 – Your tools may need adjustment. When I reached almost 9,000 followers, my tool of choice, TweetDeck, came to almost a standstill.  I lost people, friends, the columns weren’t moving, etc.  Turns out I had overtaxed the software and it needed adjustment.  Thank goodness for Twitter friends who helped me in a time of need.

Tip #9 - Ask Questions.  Referring to Tip 8 above, when I got stuck, the first thing I did was send a general tweet to anyone who might respond.  You can also use this to ask questions about any project you’re working on, research, getting help or if you’re just plain curious about people’s likes and dislikes.  People on Twitter seem to be great at answering questions and helping folks in need.  Just don’t overuse.

Tip #10 – If you get overwhelmed, stop.  Sometimes Twitter can be like a never-ending sea of people all shouting out into the ethers.  As human beings, we all need some time to take a break, unplug, relax and rewind.  Twitter can be very addictive but if you feel yourself feeling like you can’t disconnect or are overwhelmed, shut it down.  People will still be there when you get back.

I don’t know what else is in store for the social media scene and there are gobs of experts out there who are far better than me at this stuff.  But from a performance and leverage standpoint, being able to connect with so many people, in so many countries, send traffic to my websites and create strong new relationships in such a personal way is an authentic, real and much-needed resource.

Bring it on!

Stephanie Frank
Founder and President of SuccessIQ University
Best Selling Author, The Accidental Millionaire

Visit our newly updated web site: http://www.successiqu.com with content specializing in peak performance, productivity, and leadership coaching and education

Book Stephanie to Speak or read what she has to say about achieving goals, leadership, peak performance, personal empowerment, persuasion and influence, productivity, creating systems, and time mastery on her blog web site: http://www.stephaniefrank.com

What is your Success IQ? Take our short quiz and find out. http://www.SuccessIQQuiz.com

Claim your free gift, The 13 Vital Traits of Super Effective People here: http://successiqu.com/gift

While there are many tools available for social media marketing and social networking, there are some sites that rise above the rest because of the sheer numbers of users.  These sites are Facebook, Twitter, and LinkedIn. As direct sales professionals, our business thrives when we network with as many people as possible, so it makes sense for us to focus on those sites that have the highest traffic.  And while it may be tempting to view these sites as all pretty much the same thing, they have distinct differences, and as a direct sales professional, it is important to understand this difference.

First, a definition.  Social networking tools allow people to communicate with one another online.  People can set up profiles about themselves, find others with similar interests, and then build relationships.  As a direct sales professional, a great profile can be the key to that successful first impression that leads to a long-term relationship and prospects for your business.

But too often, I see people treating these tools as if they are all the same, and I believe that this is a mistake.  Tools such as TweetDeck and ping.fm exacerbate the problem, allowing people to update various tools with the same status update, all at once.  While providing the same information across various tools works once in a while, the problem with this approach is that different tools attract different kinds of people which leads to different kinds of relationships.  You should consider using these tools differently, especially when you begin your foray into social networking and social media marketing.

For example, Facebook is an EXCELLENT tool for connecting or reconnecting with family and friends, and developing deeper relationships that are further strengthened by face to face meetings.  Facebook’s unique ability to suggest friends based on your information makes it easy to connect with people you haven’t spoken with in a long time.  And that, along with Facebook Pages, gives you a great platform to make your business more visible.  Many direct sales consultants that I work with have reported that Facebook makes it MUCH easier to get a response from potential hostesses, which leads to bookings they weren’t able to nail down before. People just respond much more quickly through Facebook typically, at least these days.

Compare that with Twitter, which is primarily for meeting NEW people.  I find that most people that use Twitter are business people.  This is a much better tool for finding people interested in joint ventures, business arrangements, and information (preferably free.)  You can also use supporting tools such as TweetDeck and Twellow to search people’s bios and conversations, to find potential prospects for your business.  The thing you must keep in mind about Twitter is that people here have their own language, with # and @ symbols that confuse the heck out of people that don’t use Twitter.  So when people automatically import their Twitter status update into Facebook, they’ve already lost half their audience.  And the people that do understand your secret code have already seen that status update in Twitter…they don’t need to see it in Facebook too.

LinkedIn is comprised mainly of professionals supporting one another in business.  It’s a great tool for finding potential business builders to join your direct sales team. (I think the Groups feature is the most beneficial for direct sellers.) But if you’re pushing your products here, you’re not likely to find much success, and people that message all their contacts to promote their business will quickly lose contacts on LinkedIn.  You’ll have greater success here by interacting in the groups and providing value to others.

By mindfully using status updates and other interactions that fit the social networking tool and the audience that you’re targeting, you’ll experience more success than if you try to use a one size fits all approach.  And that’s why it’s so important to clearly understand your social media goals and your targeted niche market before selecting the social networking tools you’ll use.

What do you think?  What tools do you use, and how do you use them?  What kind of success have you experienced?  I would love to hear your thoughts below!

Jennifer Fong helps direct sales companies, direct sales professionals, and other home-based business owners leverage the power of social media to grow their businesses. A former direct sales company CEO and serial entrepreneur, Jennifer is passionate about teaching direct sellers how to use social media tools to enhance their businesses, while remaining true to the basics of a party plan business. She helps business owners put the principles of social media to work in a profitable way, maximizing the return on their social media investment.  Visit Jennifer’s Direct Sales & Social Media blog at http://liajen.wordpress.com and subscribe to her newsletter by clicking here.

Article Photo Credit: shashiBellamkonda 

Several Direct Selling Leaders have shared with me how a spouse’s presence at the business opportunity meeting was a negative.

She was excited & ready to sign up but he didn’t get it. Because of that, he didn’t want her to get involved and she acquiesced.

Too many women with desire & potential pass on the opportunity that would make their dreams their reality because of their partner’s viewpoint.

Why doesn’t he see what she sees? Why doesn’t he simply trust in her judgment?

I believe this comes down to the fact that they don’t understand the business and thus reject it. As Andrea Lee says: A confused mind always says ‘no’. Next, they may be concerned about how it will impact them. In a negative context of course. If they truly understood the opportunity and the difference it could make in his life & relationship, there would not be a problem.

Whether you are communicating with a spouse at a business presentation, or even communicating with your spouse on your opportunity, it is imperative that you engage them in the conversation.

Nobody enjoys a conversation they cannot contribute to or participate in. Ensuring his specific questions and concerns are considered will assist in engaging him in the process.

Just as you would shift your presentation to connect with your prospect, shifts to connect with the spouse may benefit you.

In coaching, questions are the answer. You cannot possibly know what your prospect’s desires and concerns are. The same is true for the spouse.

When the spouse is present, including him as an equally important participant in the process and engage him with questions also. This may assist you in mitigating his concerns earlier in the process as opposed to concluding your session with a ‘no’ from him.

Be successful – together

Mark Semple CCC
2007 International Coach of the Year

For more information on Success Together visit:
http://www.1automationwiz.com/app/aftrack.asp?afid=656144

She sat on the floor amongst a pile of papers and cried.

Everywhere she looked, something needed to be done.  Bills were stacked, envelopes strewn about, unopened cards and grocery receipts cluttered the room.  All she needed was a good filing system – how hard could that be?

Every day, smart people get caught in the “it should be so easy why can’t I do it” trap.  Spending hours on a task or project that is not in your core strengths can make you feel frustrated, which in turn makes you feel dumb, which in turn blows your self-confidence.  It’s a viscous, never ending, self-defeating cycle that can literally be changed in a moment.

Imagine for a moment that you are now out into the future, in a place where you are using all of your strengths.  You feel happy, joyful and competent.  You are only working on the projects and tasks that suit your skills and strengths.  Self-confidence soars.

Yet many are stuck in jobs and tasks that not only are not right for them, but actually cause lack of self-confidence.  According to Gang & Gang, a research firm in Salem, Massachusetts, as many as 55% of all people are in the wrong career or job.  For entrepreneurs trying to wear multiple hats, this number can be even higher as they attempt to fill multiple roles in their small company, causing not only lack of self-confidence, but lost profits, and lost productivity.

To begin the process of discovering how to become more self confident:

1.       Take inventory.  Take a written inventory of all of the tasks you do in a week.  Everything.  From household chores to email to whatever you do for work, write them all down.

2.       Categorize the tasks.  For each task, write an “H” for household/personal, “A” for administrative, “P” for productive and “SM” for sales/marketing or tasks that make you or your company money.

3.       Offload what you’re doing that is wasting time (or that you’re not good at).  If you are not good at paying the bills on time and you miss a payment, your self confidence will take a hit.  Hiring a good bill paying service is inexpensive and saves your self confidence.  If you don’t like doing the yard work, pay the kid next door to take care of it.  You’ll help the economy and free up your time to do more of what you love.  Play more.  Visit with relatives.  Start a side business. Go to your kids soccer games.  Whatever you want.  With confidence.

Now that you know 3 simple steps to improving your self confidence, all you need to do is put them in action.  There’s nothing wrong with you.  When you find yourself doing the things you love, you’ll find that your self confidence automatically improves.

Stephanie Frank
Founder and President of SuccessIQ University
Best Selling Author, The Accidental Millionaire

Claim your free gift, The 13 Vital Traits of Super Effective People here: http://successiqu.com/gift

How many times has someone left one of your parties “on the fence” about booking. They haven’t exactly said no but they aren’t ready to commit by saying yes. And how many times have you followed up with these leads repeatedly without reaching them until you finally give up out of frustration, feeling rejected and frustrated? If you’re like most direct sellers, this is a common chain of events.

I’m going to offer you a tool which, used properly, can virtually eliminate this scenario from your business. Have I got your attention? A think-about-it packet is really exactly what it sounds like. You have someone who is on the fence and wants a little more time. Instead of just saying, “I’ll follow up with you next week” and then letting them walk out the door, hand them a think-about-it packet.

Now, my think-about-it packets were basically host packets, because it was always my intention to book them when I followed up, and I wanted them to have the packet so they had everything they needed to host a party. So I put the same things in the think-about-it packet as I did in a normal host packet. I just called it a think-about-it packet. (Get it?) If they decided not to book the party, because they already had outside order forms and catalogs, I could often talk them into at least doing a catalog show.

Here’s how the think about it packet works: Before she left, I’d say, “Tell you what, Marilyn. I want to give you some time to think about it. Would you be willing to take one of my think about it packets? All you have to do is take some time in the next few days, look over all the benefits, and think about doing a party. I’ll follow up in a few days by phone.” Here’s the important part. I would say to Marilyn, “Now, I just have three rules for my think about it packets.” (These are crucial to the success of this tool, and I said them pretty much verbatim when I gave out the packets):

1. Rule number one, you have to actually think about it, for at least a few minutes between now and when I call you.
2. Rule number two, you have to take my call when I follow up. When can we talk for about five minutes in the next few days? (Set up this time firmly on both your calendars so she’s expecting your call).
3. Rule number three, if you decide not to book a party, you have to let me down easy. It’s that simple.

Now, I believe that people generally do as they’re told. I swear! It’s a pretty amazing phenomenon. So these rules are key because now she understands how to use the packet. More importantly, she’ll take my call (because it was one of the rules) and I gave her permission to say no. By telling her up front she can decide not to book a party, I take the pressure off of her and she’ll pick up the phone when I call. I’m telling you, this works! I’d say 90% of the time, the people who took my think-about-it packets were there at the time we’d agreed upon and actually answered their phones. And about 75% of the time, they booked a party. And that, after all, is the name of the game! So, what do you think of this idea? I’d love to hear your feedback, especially once you use this tool. Feel free to share below.

Julie Anne Jones is a direct sales coach and trainer and the CEO of Julie Anne Jones, Inc. She is known for her authentic and easy-to-use scripting and specializes in specific language and tools for success in direct sales. As a former direct sales professional, Julie worked a party plan business for several years, consistently holding three parties per week and winning national awards yearly. She also built a National multi level marketing team through internet networking. For the past 6 years, she has focused entirely on coaching and training other leaders within the direct sales industry through live training as well as extensive webinar and tele-course training. To learn more about Julie Anne and her products and services, visit her at www.julieannejones.com or check out her blog at http://julieannejones.com/blog.