CTS Live Training Webinar Notes August 11 th, 2015 o Welcome to our CTS Training Webinar for Tuesday, August 11th, where we ll be examining the topic, Developing A Working Plan For New Members. It s a little unusual for us not to be with you live this evening as we always are on the 2 nd and 4 th Tuesday of each month, so our format here will be a little different than what you re used to seeing. Make sure you download the companion Notes document that we ve provided for you here. In addition, please download the How I Work CTS document as well, as we ll refer to that a bit later. o Although this training is designed to help you get your new members off to a positive start, if you re still trying to get qualified yourself, you can use all of these ideas and strategies to create a positive plan that will help you get into a positive CA$H position as well. o As we mentioned in our Overview audio of this webinar, I believe what new members do in their first few weeks with CTS is critical to their success here. These initial formative weeks is where they learn what to do to become productive, and to establish good work habits that will help them attain their goals. Their emotional perception of CTS will be defined by how they start, and in many cases this determines their ultimate long-term success level with our program. Developing early success is vital to all new members for a few reasons. o First, this is the ONLY time those new members can develop a great Getting Started Story that can inspire others to join CTS as well. Never underestimate the power of this, because there s nothing stronger to a prospect than hearing a positive and sincere personal success story from 1
their Inviter about how they got started. Time and time again we hear members lamenting the fact that they aren t qualified or receiving pledges yet, as this causes them a lot of anxiety when prospects ask, So how are YOU doing so far? By simply creating some success early, you not only blow that objection right out of the water, but you will be able to use that Strong Start story literally forever. I STILL relate my story about my success getting started with CTS to prospects, and more often than not that excites them to learn more, even though that s an 11-year old story. It doesn t matter how dated it is, a strong story simply never gets old. That s why the old adage in the Sales Business has always been, Facts tell but Stories Sell! o Also, a fast start will help generate some initial Cash Flow that is so essential for new members to continue their prospecting efforts uninterrupted, which is what leads to that Financial Freedom cash flow we all seek. You all know the old expression, You only get one chance to make a good first impression? Well, the same applies here. You only get ONE chance to get off to a good start and build your Personal Success Story and generate some initial Cash Flow, so let s make that count. o All of the major Direct Sales organizations I ve worked for in my Corporate life, IBM and AT&T to mention a few, are critically aware of the importance of their sales people getting off to a fast start. So much so, that every good Corporate Comp Plan always offers a Fast Start Bonus for every new salesman that came on board. This gave every new person a financial incentive to get some serious work done during their first 90 days, and I recognized and took advantage of that whenever I took a new position. As a matter of fact, with one organization in 1984 I set a sales record for the best 1 st Quarter sales performance for a new rep in the company s history World Wide. And that was a record that was never broken. It stood until the company was purchased by AT&T in 2004, and of course, the comp plan 2
changed. That s an accomplishment that I m still very proud of even to this day. o But the other key reason you want to see your people get off to a fast start, is because that set s their Emotional Thermostat for working CTS. When we re reacting to negative emotions, everything s a struggle. Every new contact with prospects is difficult, our follow-ups are ineffective, and it s really tough to get any positive action going. However, when you re feeling pretty good about yourself, quite the opposite is true, isn t it? Good stuff just seems to happen, you re able to connect positively with more people and better prospects just seem to show up all around you. Well that, Ladies and Gentlemen, is the Law of Attraction at work. And by simply getting off to a quick start with CTS, you ll have all of this positive emotional energy working for you right from the beginning. o To ensure all of your members have the best opportunity to become successful with CTS and get off to a great start, it s critical that you develop a Working Plan with them. This plan will cover all of the following items, and we ll review each of these in a lot more detail in the next few minutes: o To Begin, the new member must be committed and accountable to working the plan that you will develop together with him/her. o Then, you ll help your new member become setup to work the activity properly, as this is always the most important 1 st step. o Next, the new members Goals and Expectations for their enterprise must be addressed. o It s always helpful to take your new member on a Back Office Tour so they can see all the great resources we have for them there. 3
o Another key element in this process is developing and implementing the Action Plan, and a clearly defined initial and ongoing Training Program must be established. o The very first item I tackle with this plan is identifying the members willingness to be Accountable and totally Committed to this plan that we ll be developing together, and on their CTS enterprise as a whole. It s critical that this issue be addressed immediately, and it s something we ve already discussed before they even join with me. I simply will not work with anyone that doesn t do what they say they will do, and that isn t totally committed to their own success. That s a complete waste of time for me, so that s why this first step is such an important one. o I first began using the PAC Theory many decades ago when I became a Sales Manager back in the High Tech industry. It s the very best way to ensure that your new member clearly understands that their success will be totally dependent primarily upon their efforts. Also, it creates some real synergy during this initial phase as it becomes clearly evident to them that you re in this together. It s very important at this stage that your new member understands that you re committed to helping them become successful, and you re not just giving them lip service to that effect, but your participation in this process with them demonstrates your commitment. Here s how it works. o First, you must obtain your new members PARTICIPATION in setting his/her written objectives and expectations. We ll review specifically how you do that in just a minute, but the first key element is that they have a SAY in this plan, you re not just shoving something at them that you use for everyone. This plan is personalized and tailored just to THEM, which is why their participation is key. 4
o Your member must AGREE that the goals and objectives they will be setting are attainable, and that those objectives are consistent with their long-term expectations of the program. o And of course your new member must COMMIT to doing ALL of the scheduled activities ON TIME and EVERY TIME to accomplish the stated objectives. This is absolutely non-negotiable with me. Every member I work with must emphatically agree to this right from the very beginning, or we simply can t work together. Again, non-negotiable. o And the key is to establish all of this right up front, before you begin putting the plan together. Because if they Participate in the preparation of the plan, they Agree it s attainable and they Commit to doing the necessary work to attain the objectives, it s pretty easy to pinpoint the reason why if expectations aren t met. It s almost always because one of those key areas weren t followed as outlined. o Now let s talk about guiding your new member to getting properly setup to work CTS effectively. o The first item on this list is always to setup an efficient and private place to work in their home. Ideally, this should be in a separate room where they can close a door and be away from family interruptions. It s vital that you have privacy and quiet when you work to maximize your productivity, so select a spot that will afford you these things. This is key when speaking with prospects. o Next, you need to ensure they have the proper Tools to work effectively. The first of these items is a working and hopefully efficient computer with a fast Internet connection. Remember, they ve joined an Internet opportunity, and this will be an essential part of their work every day. If they have very limited computer skills, they must make a commitment to upgrade those skills by taking a course at any local community college or even a computer 5
store. You can even get many of these on line, and they re very effective. Next, they need a good long-distance service for their phone. Ideally, you want to suggest a flat-rate service that allows you to call anywhere in the U.S. and Canada anytime, and you can get these for $35 per month or less. Just Google Flat Rate Long Distance Service and you ll find a bunch to choose from. o Make sure they register for all of the CTS Support Resources that they need, such as the CTS Online Support Center and the CTS Email list. Make sure this is one of the first tasks your new member does, as this will keep them Connected with the ongoing training and Support Resources that are key to their success. o Then, have them download the CTS New Member Checklist and the How I Work CTS document from the Member Tools link in their back office, or from the Resource Center tab in the Training Center. This is also a good time to do a review of the Training Center, so make sure you don t send these documents to them, have them download them themselves. That gets them into our site and provides the experience of downloading documents, which they will do often. People learn by doing, not by having you do for them. Then, you review each item on that New Member Checklist and help them complete each one, checking the completed tasks off as you go. o This is where a lot of new members get stuck, so it s important that you establish a sense of urgency to get all of these things done in a timely manner. I want everything on that list completed within 2-3 days at the most, so we can get out making calls together. Yes, there are quite a few items on this list, but many of them take very little of the new members time. o The way this is accomplished is by simply doing things concurrently. For example, they order their Landing Page, secure their domain names and open a support ticket to have them forwarded and masked. Total time 6
should be less than 20 minutes. While they re waiting for your domains to be forwarded, which should be less than a day provided that they ve given the Support Team the proper information, have them head into the CTS Training Center to the Prospecting Menu and select a Lead Generation option. They shouldn t order leads until they ve reviewed those options and decided what s best. If they ve decided on Voice Broadcasting, they can get their system setup and their audio s recorded and loaded in 24-48 hours. But always while they re waiting for one thing to be completed, they re tackling another task, and the sooner they get all of the setup things done, they can get down to the serious Cash Generating Activities. Your new member will be counting heavily on YOU for some guidance here, so you need to provide your input. After all, to them, you re the expert. o Next on our list is having the new member define and record their Goals and Expectations for CTS. Here is the format I use. o First, what would they like to accomplish in their first 30 days? Make sure THEY tell YOU what they want, don t suggest anything. These must be THEIR goals. If they just don t know, simply ask, What do you feel would be a reasonable accomplishment for you in your first 30 days here with us? o Make SURE they write it down, and have them send it to you. o Next, ask them where they see themselves in the next 3 months. What would be their ideal result 90 days from now? o Make SURE their expectations are realistic. If they only can work the program 6 hours a week, they won t be receiving $100K in 90 days. I always like to suggest these should be very attainable goals, but they should make them stretch a bit. Remember, whatever they write down, they must commit to doing the work to accomplish that goal. Have them send this to you as well. o Next, have your new member write down some long-term goals. 7
o These goals should really define their why. Why did they join CTS in the first place? Where is it they want to get to? What is their dream? If nothing were impossible, what would they really like to have? They need to create a very real vision of this, and write it down. This BIG goal, their Why, will be the one big thing that will keep them on track in the midst of rejection and disappointments. For me, I wanted to live the lifestyle that I now enjoy so much I could taste it. That vision allowed me to persevere through all roadblocks and setbacks, and if THEIR vision is strong enough and important enough to them, they can use that as fuel to carry them through to success. o Eventually, you want them to go through the Goal Training module, and when they do, they certainly will refine their goals. But right now, you just want to get them focused on talking to people and making those goals a reality. That only comes from getting down to Cash Generating Activities. o Now is a good time to do an overview of the Back Office so your new member can feel comfortable accessing those resources. o Simply have your new member log into their back office and you log into yours while the two of you are on the phone together. o First, walk them through the Member Information they see on the main page. You can explain how the Color Coding works so they can instantly identify the levels they are participating and qualified at; they can see their Landing Page Status and also their Inviter s information. If they ever need to reach you and they can t find your contact info, it s right there for them. o Have them click on the Member Profile link and walk them through the information there, and show them how they can update anything that changes. 8
o Next, have them click on the Member Tools link, and walk them through the most important resources there. The same resources are contained in the Resource Center section of the Training Center, to allow members to access these important tools quickly and easily, depending on where they are on our site. Make sure they write down the call info for the Prospect and Members Only Q&A calls, and have them commit to listening in to those calls. o The final thing to do now is have them click on one of their Receiving Line links. Of course, there will be no member in any of those because they re new, but it shows the fields that will populate when they begin inviting prospects, and I like to get them to visualize seeing that page completely filling up with new members. o Now we ll begin to develop the Action Plan with your new member, and of course this will largely be determined by when each of you are available, so sometimes this will really take some coordinating. We ll also be putting together the Training Agenda during this section as well, since these two items always seem to occur concurrently. o A key component to the successful implementation of your Action Plan will be the availability of your New Member to participate in training calls, both live and in the CTS Training Center, and to work with you as you assist them in getting qualified quickly and receiving some CA$H. This means that you and your New Member need to record the SPECIFIC hours your New Member will commit to working CTS, but also the times of day that they will be available to work. This information is then recorded in the following Working Schedule, and you can ensure your availability matches that of your New Member. Remember, this isn t a perfect world, and there will be conflicts, but this is simply something you MUST work out. BTW, this is the primary reason I never prospect outside of North America; the time zone differences make this process almost impossible. 9
o Let s take a look at a sample 60 Day Sample Working Schedule I drew up for a new member recently. This schedule is in your Notes document, and I want you to follow along with me as we go through this. So if you haven t downloaded that document yet, pause this recording and do so now. Then turn to the page that has the 60 Day Working Schedule so you can see what we did. This was a member with a very demanding job that couldn t work weekends, so we planned out about 10 hours a week for her. Week Monday Tuesday Wednesday Thursday Friday One 2:00-5:00 pm 7:00-10:00 pm 1:00-5:00 pm Two 7:00-10:00 pm 1:00-6:00 pm 7:00-9:00 pm Three 1:00-4:00 pm 7:00-9:00 pm 1:00-6:00 pm 1:00-4:00 pm Four 6:00-9:00 pm 6:00-10:00 pm 6:00-9:00 pm Five 1:00-4:00 pm 1:00-5:00 pm 1:00-4:00 pm Six 6:00-9:00 pm 6:00-9:00 pm 5:00-9:00 pm Seven 1:00-4:00 pm 1:00-4:00 pm 7:00-9:00 pm 1:00-4:00 pm Eight 6:00-9:00 pm 7:00-10:00 pm 6:00-9:00 pm Nine 7:00-9:00 pm 6:00-9:00 pm 6:00-9:00 pm 1:00-4:00 pm o These were times she agreed she could work, and for the most part she kept to that pretty well. o If, for example, your availability is mostly evening and your Member s availability is mostly daytime, work with your Inviter or another teammate to help you when your times simply can t match up. As you grow your organization, you ll find you have plenty of help available. Also, keep in mind the difference in time zones when completing this schedule. Now you won t be required to be with this person all the time, we ll define your involvement 10
here in a few minutes. o Have your new member block these times out in their planner, and you will need to ensure the times are adhered to. This is imperative to your member successfully meeting their expectations as they stated previously when they recorded their goals. This will certainly take some work and patience on both your parts, but you MUST reinforce very early in the training process that the only way to meet objectives is to Plan Your Work and Work Your Plan! o Also, since you are allocating your most precious resource, YOUR TIME, to your new member, you must constantly stress that they KEEP their commitments, and they ALWAYS show up ON TIME when you re scheduled to work together. It is IMPERATIVE that all new Members respect the time of their Inviters and anyone else that may be assisting them. Again, this is a non-negotiable item for me o Now you re ready to prepare the detailed Working Plan with your New Member. The example that follows assumes the same part-time New Member, who will be available approximately 10 hours per week. Let s begin by recording the hours per week your New Member will commit to working on a REGULAR basis, and how these hours will be divided between daytime and evening. o We ll do this by building a tentative 2-week schedule and see what it looks like. Normally, you want your New Member creating this Working Plan at the end of every week for the following week, but in the beginning, I like to get the first two weeks activities recorded. Remember, my goal is to get this new member getting at least ONE new person, and preferably TWO new members to join with them in their first 30 days. In order for that to actually happen, we must ensure there is enough Cash Generating Activity happening to achieve that goal. 11
o As you review the Sample Schedule, notice how much only 10 hours a week fills up your New Members timetable. This is extremely important when dealing with new New Members and prospects who are working full time, and casually say they can find 20-30 hours a week for to work CTS. The process of recording this on a schedule brings out the reality of just how much time will be available in pursuit of success for your New Members, and many people disqualify themselves right here. If they can t commit to a schedule (regardless of how occasional it might be), they likely can t commit to working this program - PERIOD! This is why I qualify so diligently and consistently before anyone joins with me. I never want to arrive at this point and conclude that they just can t make enough time to be successful. That definitely isn t an outcome that serves anyone, so you really need to pay attention to that during your process with every prospect you engage. o Once you have completed your Working Schedule, you now need to develop a clearly defined Weekly Activities List, which identifies specifically HOW your New Member will spend the time that we just diarized. Again, you ll need to refer to this section in your Notes document so you can follow along with us as we review these Activities. o Your New Members need to spend some of their time during the first week or two in the Training Center and creating their Process. Work with them here, and make sure they attend a Prospect and Member Q&A call and an Elite Webinar in their first week. Also, make sure they review the How I Work CTS document. This activity, in addition to spending time on prospecting calls with you, must be listed and diarized as any other planned activity would be. Use your New Members and your own existing planners for listing these activities, and use the samples as a guideline. Where we ve listed Live Prospecting, that s the time you go with them in the beginning and listen in. Initially, I handle the calls and they just listen. Then, they call and I listen. After each call we do a little post mortem to discuss exactly 12
what happened and how we can do better next time. These are invaluable training sessions for them. Week One: Monday Tuesday Wednesday Thursday Friday 2:00-5:00 pm 7:00-10:00 pm 8:00-10:00 pm 1:00-4:00 pm Review How I Work CTS CTS Training Center Elite Webinar & Prospect Q&A Call CTS Training Center Live Prospecting Live Prospecting Live Prospecting Review How I Work CTS Week Two: Monday Tuesday Wednesday Thursday Friday 7:00-10:00 pm 1:00-6:00 pm 7:00-9:00 pm CTS Training Center CTS Training Center CTS Elite Webinar Live Prospecting Live Prospecting Live Prospecting Review How I Work CTS o Make a weekly appointment with your New Member at the same time each week, preferably on a Friday (or a weekend, when Friday is not available), where you can spend 30 minutes or so reviewing the weeks activities, results achieved and how the activities compared with the planned activities for the week. It is here you will also make any additional adjustments required to the next weeks Working Schedule. The key to these sessions is to ensure you are staying on track with your New Member, and the activities you schedule are being completed as planned, and that they are producing 13
the desired results. o These sessions will determine if any modifications to your Action Plan are warranted, and make sure you constantly solicit your New Members candid feedback. You always want them to feel like an integral part of the process, and remember, their success automatically ensures your success. But the key here is to adjust the activity levels to ensure what s being accomplished is in line with the goals and expectations the member stated previously. That s always an on-going process. o This is great when you only have 1 new member, but what happens when you have several new people starting at one time. The easiest way to handle this is to do calls on a Conferencing Line where you all meet together, as this has a myriad of benefits to it as well. o The system we recommend you use is FreeConferenceCallHD.com, and at that website you can create your free account (http://freeconferencecallhd.com). This will allow you to have as many people on at one time as you need to, and these group calls are great. You are the coordinator of the call, so you make sure everyone is apprised of the day and time of the call, and the dial in number with pincode. I always email my members on Monday morning and remind them of the call, which usually occurs on Friday, and to be ready to discuss their activities for the week. I send another email Friday morning reminding them of the importance of their attendance, and usually everyone shows up on time. o New members love the teamwork idea and they can bounce ideas off each other, since they are all typically at similar levels of development. This is really a productive way to work with your people, but it does require some organizing on your part to organize everyone being on every call and being on time. It s really worth the effort though, because it does create a lot of synergy in the group. And this is a great way for you to monitor the activity levels of your group, because if you don t do that on a regular basis, they 14
likely won t achieve what they set out to accomplish. This is a critical step, and once you get this setup, you ll wonder how you ever worked without it. o If you follow this plan, your new members will become successful a lot faster, and you ll begin to build a very productive organization that will generate a lot of Residual and Referred Cash for you. And that s the real key to Financial Freedom. o Thank for joining us tonight. Even though we weren t able to be with you Live and in Person tonight, we had a lot of fun preparing this for you, and we trust you received some value from this training. o Our next scheduled CTS Training Webinar is Tuesday, August 25 th, and of course we ll be back with you live for that one. Make sure you join us then, as we ll have another great Training Module for you. Make it a great week everyone. 15