Jen Berault Destinations 2010

Proprietary and Confidential, Copyright 2010, Compass

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Leadership and DuplicationHow to Effectively Build an Organization

Jennifer Berault, Director of Field Development


Are you Ready to

Inspire, Empower, Connect?

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There Is Nothing New Under The Sun……

• Foundational Principles:

− Leadership = Long-term Vision, Big Picture

• What do the Leaders Know?− Best of the Best Concepts in Effectively Building an

Organization− Internalize = Reframe− Universal – Applies to everyone - New Rep to SVP

• Inner and Outer Work

• Participation - Self assessment/deadlines


The Harvest

• Story

• Question

Have you been expecting a harvest because you have planted your seeds, or have you been expecting a harvest because you need a harvest?


Inner Work – Foundational Principles

• Get Your Mind Right – Create the Fertile Ground

• Doing the INNER work :

−Principle (seed 1) - CLAIM YOUR HARVEST • What does success look like to you, in detail

−Principle (seed 2) - FIND OUT WHY • Why will you make that extra call, appt., etc

−Principle (seed 3) - COMMIT TO BEING A BEGINNER• ASK, LISTEN, BE Coachable AND MODEL what others

have done before you. If you have a question, you must be willing to ask. If you aren’t willing to ask, then forget it.


Self Assessment

• Have you done your Inner Work?

− Show of hands

• Raise your hand if you have done all of your Inner Work – planted all of those seeds

• Raise your hand if you have not done all of your Inner Work

• Write down what you need to do and give yourself a deadline


Outer Work – Foundational Principles

• Taking Action – Going confidently in the direction of

your dreams

• 5 Principles (seeds) of Outer Work/Action:

• Discover a unique product that you can believe in and use regularly

• Discipline your Disappointment - Through Recruiting

• Cultivate Specific Skills• Teach People how to Deserve your Time• Utilize a Duplication System


Principle (seed) One: Discover a Unique Product that you can believe in and use it regularly

• A product you CAN believe in • COACHING • Are you using the product?

− Did you attend your last coach call?

− Are you doing at least one MAP per month?• Belief = Testimonial

• We are not talking about juices or makeup here – we are talking about a better life. A more fulfilled life, a purposeful life in which you are getting what you want – that is what coaching does. BE THE PRODUCT.

• You want others to WANT TO BE YOU. That is the secret. Do you want to be you? If not – use the product –and start wanting to be you.

− Are you using the product regularly meaning you attend your calls, and do one MAP a month?


Principle (seed) Two: Discipline your Disappointment through Recruiting

• The Ambitious Sower – Harvest Concept (Jim Rohn)• The birds will get some• The heat will get some• The thorns will get some• Some will grow:

− 30% - make $100- $1,000 a month− 60% - make $1,000 -$5,000 a month− 100% - make $5,000 + a month

• Keep Sowing• More are coming in then are going out


Disciplining your Disappointment cont.• How to you get more 100% ers?

• You got to go through all these people and get all of this experience

• Show of hands here – How many of you have been going down tubes with no cheese – you have been chasing the birds, trying to block out the sun and clip off all the thorns? You’ve been trying to get the 30%ers to do 60%.

• How many have been disciplining their disappointment THROUGH RECRUITING consistently –meaning more are coming in then are going out? Truthfully – for how many of you are more coming in then are going out? Good – make note of your answer.


Disciplining your Disappointment cont.• Build your skills and keep sowing – When you are new

to this business – you must make up in numbers for what you lack in skill. Anybody that is ambitious can do this.

• You cannot change another person – but they can change themselves. And that is not up to you.

• Build your skills; and keep sowing – keep planting seeds – follow the business system


Principle (seed) Three:Cultivate Specific Skills

7 Primary Skills in Network Marketing:

1. RECRUITING – Getting a representative to join your team

− Showing the Business Opportunity

− Law of Averages

2. ENROLLING – Getting a customer to become a member

− Sharing product

− Testimonials

3. SPONSORING –Getting your new reps started and building

4. ORGANIZING - Getting people to work together


Principle (seed) Three:Cultivate Specific Skills

7 Primary Skills in Network Marketing:

5. PROMOTING – Getting people to do what they wouldn’t do on their own

Recognition/Incentives

6. COMMUNICATING – Getting consistent about sharing

7. INSPIRING – Getting others to see the future of their dreams NOW!

Build your skills and keep sowing. When you are new to this business, you must make up in numbers for what you lack in skill. Any ambitious person can do this. Show of hands –how many of you have mastered all of these skills?


Principle (seed) Four: Teach People How to Deserve your Time

• Learn to work with the people who deserve it not the people who need it

− Respond to deserve; not to need.

• It doesn’t say if you need you will have a harvest. You will have a harvest if you plant seeds. If you plant, chances are good you will have a harvest . If you plant you will reap, not if you need you will reap. Respond to the people who deserve it those who are planting. If you move toward me, I will move toward you.

• Teaching people how to deserve your time and attention – setting expectations

− I.E. – Exchange of Value - When you take one step, I take 2 steps. You make a call, I back you up. You do this, I will do that. If you don’t move, I don’t move.

− Work by group more than individually

• 20% work individually

• 80% by group


Principle (seed) Five: Utilize a Duplication System

• The pace set by the leader dictates the pace of the whole team.

• ORGANIZATION STRUCTURE (TOP 5)

− You must know who your leaders are. Who are your top 5 reps?

• 1st Generation - 5 LEGS WIDE – To build a strong organization, you want to be 5 legs wide. If you don’t have 5 Leaders right now, just choose your Top 2 or 3 and begin to structure them out.

• 2nd Generation – 25 Reps – Train your top 5 leaders to begin to build their 1st generation 5 legs wide, and how to begin to identify the top enrollers and leaders in their organization.

• It is a privilege to be chosen as one of your Top 5.

− Sort your top 5

• Choose leaders who want to reach the highest levels with Compass VP and SVP (if you want to rank advance to SVP – you need leaders who want to get to at least VP on your front line)

• Choose leaders who are willing to set goals, take consistent action, be held accountable, and attend weekly meetings.

• Choose leaders with consistent results.


Principle (seed) Five: Utilize a Duplication System cont.

• COMMIT TO MANDATORY TEAM MEETINGS (1ST Generation -TOP 5)

− Weekly team meetings with your leaders to discuss:

• Announcements, Promotions, Upcoming Events

• Recognition/Rank Advancement

• Goal Setting & Accountability

• What skills/training do they need to be more effective?

− As their orgs. Grow, your leaders need to have their own team leadership meetings.

− Follow up with your leaders individually on a regular basis


Principle (seed) Five: Utilize a Duplication System cont.

• ENROLLMENT COACHING (TOP 5)

− It is your responsibility to know what your Top 5 wants to achieve every month, and to help them get there. When you help others get what they want, you will get what you want.• Set up weekly 10-20 minute calls with each of your leaders

to coach them on enrolling their prospects, or on business strategy.

• Set goals with your leaders at the beginning of each month


Principle (seed) Five: Utilize a Duplication System cont.• COMMIT TO 2X2 – Path to Liberty - Complete it every month

− When you are engaged in your business and actively enrolling 2X2; your Top 5 reps will be far more likely to be engaged and enrolling as well. The pace of the leader dictates the pace of the team. Your commitment to 2x2 will be evident in your personal results, as well as, in the results of your team.

− Personally commit to 2x2, and ask your team to do the same.

− How do I enroll 2 new representatives and 2 new clients every month? If you break it down, essentially you want to enroll at least one new rep or client every week. Find your Number – Law of Averages

− If you can increase the amount of people who actually attend the DYC, you will have greater success in enrolling them.

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Principle (seed) Five: Utilize a Duplication System cont• HOST A WEEKLY DYC EVENT

− Host a weekly DYC event to enroll your prospects and support your downline in enrolling their prospects.

− Once one of your Top 5 Leaders becomes a RR, they can break off and begin hosting their own weekly DYC events if you prefer.

− Make yourself available for 3 way calls with your downline to support them in closing their prospects.

Show of hands – how many are Utilizing a Duplication System?

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Self Assessment

• Have you done your Outer Work?

• Raise your hand:

1. Discover a unique product that you can believe in and use regularly

2. Discipline your Disappointment - Through Recruiting

3. Cultivate Specific Skills

4. Teach People how to Deserve your Time

5. Utilize a Duplication System

• Write down what you need to do and give yourself a deadline


In Summary

• All of these Foundational Principles are the seeds for your Harvest

• Have you been expecting a harvest because you have planted your seeds, or have you been expecting a harvest because you need a harvest?

• Good News for the ambitious sower, when she plants enough seeds, nourishes them properly, chances are good that she will have the harvest of her dreams

• The sooner you plant your seeds, the sooner the harvest will come


How to Contact Me

Jennifer BeraultDirector of Field Development

[email protected]


Documents

Jen Berault Destinations 2010