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into the company’s recognition program. Many times, specific actions tied to a recognition program actually fuel team growth and increased income. As new enrollees begin to build their businesses by following a proven system, they also begin to realize success in achieving daily goals. These daily goals build into life-changing goals, and soon what was only a dream becomes a reality. Many top producers will confirm that as team members earn recognition awards, excitement and momentum will build within an organization. This type of momentum causes a business to experience explosive growth and success.

Do not just set business goals, though. Be sure that this process of goal setting also includes personal goals and personal growth. Everyone, regardless of their dream or vocation, should establish short-term goals for the next six months and the next year, as well as long-term goals for the next three years. Write these goals down. Read them often to help stay focused on your own personal “why.”

MAKE A COMMITMENT

The next activity important in a new enrollee’s success is to make a commitment to the business. What amount of time, resources, and effort is the person willing to devote to developing the new business? Is this level of commitment sufficient to help these goals become a reality? The level of commitment must match the size of the goals, or the goals must be adjusted to the level of commitment your new enrollee is willing to make.

Remember, honesty is crucial. Be honest with your new enrollee so his or her goals are realistic. For example, you must be sure he understands that he cannot just work his new business four hours a week and expect to make $10,000 in a short period of time. The familiar saying that you can work a network marketing business part-time but not in your spare time is very true. Today, it seems that no one has spare time. So treat your business as a business, not an occasional diversion, and encourage your team members to have that same mind-set. It is only logical to realize that in order to generate income and business-building activity, one must commit to talking to a certain number of people each day, each week, each month. Set aside specific hours each week for your new business, and commit to work your business during those hours. Do not give in to excuses or procrastination.

It is essential that people commit to educating themselves about the incredible business we are in. Network marketing, or direct sales, truly offers the kind of independence and prosperity that our country’s founders envisioned and longed for. This industry is one of the few areas where a level playing field is available to anyone, regardless of age, gender, education, or social station.

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The network marketing industry offers some absolutely marvelous resources to further personal development, and every member of this amazing industry should commit to taking advantage of these resources. There is a wealth of phenomenal trainers, life-changing books, and information-packed audios at our fingertips in the direct-sales arena. Set aside a specific time, whether daily or weekly, to plug into some of these resources. Other important resources are both corporate events and local team events. Commit to attending these events, and you will not only glean important personal development information, but you will also develop wonderful relationships with other members of your team.

DEVELOP A PROSPECT LIST

Now we are up to the third activity on our list of the four things a new enrollee should do for fast success. It is important for new team members to immediately make a list of as many people as possible to whom they can present their business. This list may include 100 to 200 names, and it should always be a work in progress. Always add to your prospect list. As your new business is developed, you will continually meet new people and come in contact with prior acquaintances. Add these contacts to your prospect list and follow up with them.

One common downfall for many people as they develop prospect lists is that they first identify the poorest, most down-and-out people they can think of. They instead should be looking for the busiest, most industrious people they know! These are the people to partner with in this business. The beauty of network marketing is that you can choose with whom you work, unlike a traditional job where you simply do not have that luxury.

Other important qualities to look for when developing a prospect list are a positive, upbeat personality and the desire for more from life—more money, more time, more freedom. These are personality traits that attract people and that cause people to look beyond their current limitations into the big, bright world of possibility.

GET BUSY!

Finally, I cannot stress enough just how important it is to get new team members actively approaching the people on their prospect list—again, looking for busy people, positive people, people who are hungry for more out of life. Identifying five or six people who would be the very best candidates and approaching them first can be a great way to get someone off to a fast start.

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It is so important for a new person to understand that in approaching people, the initial goal is only to connect a prospect with a team leader so the leader can make the presentation. A problem that has torpedoed many new network marketing business owners is that, because they are so very excited, they go out and immediately begin talking to people, giving incorrect information or, even worse, too much information. The ensuing rejection is usually inevitable.

So how should you approach people? The purpose of approaching people is to uncover the needs in their lives that your opportunity can fill. A technique that has been used with great success by many people in the network marketing industry is the FORM method (family, occupation, recreation, message). Now, the only way this method works is if the individual employing it disciplines himself to always keep the conversation on the prospect. Keep the main focus of the conversation on the prospect. The FORM method asks questions about the prospect’s family, occupation, and favorite recreation. As the conversation unfolds, you will uncover needs in the prospect’s life, whether it is a working mother who yearns to be home with her children but needs an income or a highly paid executive who has sold all his time to earn the kind of income that his career provides. Once you uncover the need, you are able to connect that need to the message of your opportunity.

Remember, the less you talk when utilizing this prospecting method, the more successful you will be. For example, if you are talking with Pam, who is a working mom, once you uncover her need, you might say:

“Pam, I’m involved with a company that has helped moms just like you to be with their children and still earn a very nice income. I’d like to connect you with a business associate of mine so you can look into this opportunity. I can’t make any guarantees, but I know it would be worth your time to explore the possibilities.”

If the prospect asks for more information, just explain that you are new and would not want to give her any wrong information, and that your associate is very experienced and successful. Your sole concern is that she gets all the information she needs to make an educated decision.

The four actions we have discussed so far should be completed by a new enrollee within 24 to 72 hours after joining your team. It is important to note that new enrollees are most excited when they first come into a business. So the sooner you propel people toward activities that will begin developing their successful business, the more activity they will produce in your organization.

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THE SYSTEM AS AN OPPORTUNITY TOOL

As a new team member is learning the business, building one’s own team is essential to encouraging commitment and ongoing activity. A great system provides team members with a variety of tools to make professional opportunity presentations. These tools can include live opportunity conference calls, three-way conference calls, opportunity meetings, company literature, an opportunity DVD, and Web-based presentations.

WHAT ELSE?

Other integral facets of a fast-start system must include product training and business development training, in addition to the personal development discussed earlier. These activities must be made available in various, multiple mediums to make the information accessible to all new enrollees. Consider utilizing Web-based resources, fax on demand, voice on demand, conference calls, and printed materials.

Strive to build rapport among team members and leaders in your organization as well as the corporation itself, building both relationships and belief. As you increase the belief level in new enrollees, their belief in their abilities, their team, and the company they are associated with will rise accordingly. This is accomplished by introducing them to any conference calls hosted by the company, whether the calls are training or opportunity calls. Local events, meetings, and training sessions are also important, as well as regional or national corporate events. I believe, though, that the most powerful way to establish and elevate your new team member’s belief level is by generating income checks as quickly as possible. By simply receiving that first check, a person realizes that the system works and that where that first check came from, there are thousands more just waiting to be earned.

Perhaps the most important element in getting a new enrollee off to a great start is to meet him or her at their level of need and expectation. Never force your new enrollees into a particular goal or level of achievement, but rather reinforce the validity of their own goals. This will always generate a much more enthusiastic, committed team. Perhaps your new team member only wants to use your company’s products—do not exert pressure to be more than that or you may end up losing a great product user. Your new team member may have a goal of earning just a few hundred dollars a month, or a few thousand, while others may see your opportunity as a way to earn tens of thousands of dollars each month. The important thing is to discover where a