If you want to be a top recruiter there are a few things you’ll have to learn….
Building, Growing, and Working your list is really an art, and generally the more organized you are on working your list, the more productive you are in getting results.
There are essentially 4 list every recruiter needs to build.
Understanding and Implementing the strategies in this training is one of the ultimate PRODUCTIVITY and RECRUITING HACKS… #NowYouKnow
[The following is the full transcript of this episode of Now You Know with Ryan Chamberlin. Please note that this episode, like all NYK episodes, features Ryan speaking extemporaneously–he is unscripted and unedited. Filmed in one take, Now You Know is becoming the industry go-to for team building and High Performance best practices. Subscribe to watch and listen for free on Youtube, or iTunes.]
Hey everyone, it's Ryan Chamberlain and I'm excited to share with you some productivity hacks today. We're going to be talking about the four list for recruiters.
This is an audio podcast and it is designed for influencers, and we're going to begin here momentarily. Now, you know is what we call it and let's get going.
Now in all the conversations about working leads and developing contact list, very few people teach you how top earners, at least this top income earner thinks about organizing their contacts. In my world, I believe that when you're organized, you're going to be more focused. You're going to be more active You're going to be more energetic. So I want to teach you the four lists that I think if you want to recruit five or 10 or 15 or 20 individuals over the next 30, 60, 90 days, you're going to want to be focused and you're going to want to maximize every move you make. So let's jump right into it. Take some notes. Here we go.
So here's the four list. I've got them laid out for you. One is called your master list. We're then going to talk about your active and productive list. This, hey, what I'm telling you is are things that helped me develop into a seven-figure earner in the team building world. Those of you in direct sales, those of you in network marketing, those that are wanting to actively make sales or recruit in any line of business, this is going to be something you want to think about and organize appropriately. Notice I put dollar signs there.
This is where we're going to make some serious money. Our third list is going to be our active follow-up lists. I'll break down for you what that means and then we've got a long-term follow-up list and what I find is individuals, most individuals that are trying to recruit in network marketing really only develop one list. They have a master list and they try to keep track of everybody all the time, and they end up thinking they're busier than what they really are. Most people spend 10 hours thinking about 10 minutes worth of work. I mean, how long does it take to actually talk to 10 people?
20 minutes? 10 minutes? 30 minutes? Well, oftentimes people will spend weeks contemplating organizing their thoughts just to spend 10 or 20 minutes in conversation. We want to talk about how to think about this. So most individuals just simply develop a master list. They have, 50 or a 100 or 300 names, or they don't have any lists at all, but they're constantly sifting and sorting through these leads or lists and trying to make notes by it. But they're not extremely focused on moving people through the pipeline of what needs to take. So let's jump into it.
Here's my definition of each of these lists. You're going to want to live right here, but you've got to have these other lists as well. So let's get started here. The master list is first starts with everyone you know. We're not kidding about this. You've probably heard this from every network marketing trainer that's out there making lists of everyone you know simply because whether or not you think they need what you have or not.
If you really believe in what you have, you want to share it with everyone you know at some point, because they may know people even if they're not interested that they could lead you to. I have through the years built teams of thousands of people, multiple teams that came from a lead that was given to me from someone that was not interested in what I was doing. Everyone you know is where you start.
In this world between Facebook and LinkedIn and Twitter, you can come up with names pretty easy between the people you grew up with. I'm not saying everybody necessarily that likes you or you like them, but everybody you know on a first name basis you want on a list. This is going to be your master list. The next thing that you want to have on your master list is new contacts. People that you're meeting on a daily and weekly basis, people that you yet to have a know, like and trust relationship.
Now, the goal of this list is not to have a big list. The goal of this list is to boot people off of this list. As long as you have a 100 names on the list, I mean it may make you feel good, but if they're not being moved over into list two, then three, then four, then you're not working in business. So know, like and trust. You want to think in terms of adding value, not trying to sell people on becoming a business partner right away, but the new people. You want to constantly be growing this list and thinking about sharp individuals that you meet.
So this list is going to hopefully get into the hundreds or in this world with social media, thousands of people. This is a list your master list. It's important here. This is a list of people that have not seen what it is that you're going to be sharing with them. No matter what it is, if it's a network marketing business or if it's another type of product, or if you're just calling on individuals and developing clients in whatever business, they don't know everything. They might see have seen things on Facebook or Instagram or whatever, but these are people that you haven't actually sat down with or you haven't been on a webinar with, or they haven't seen the details from you.
This is your master list. So we start there. That's list number one. It keeps growing. Hopefully it continues to grow, but it doesn't really... It's not a stagnant list. We got to move people from this list. It's not static. The same names don't stay on there all the time. If they're the same names, a hundred names you have this year were on their last year. It means we didn't move from the master list over to the active list.
So let's talk about list number two. This is where I believe the money's made in team building. This is where the money's made in moving products and moving, whatever it is. We're going to take individuals off this list and begin the process and this is where productivity really, the rubber meets the road. This is your active 10 to 20 names that you're going to be working this week. This is who is on your radar.
These are individuals that you've developed enough relationship with that you can reach out to them, whether it's on social media, where there's people you've known for 20 or 30 years, these are people that have not seen what you have that this is who you're going to business with this week. This is your active and productive list. Now, when I was getting going in the team building industry and network marketing, oftentimes I felt like I was busier than what I actually was until I began to get my master list off to the side and get in front of me on Monday morning.
Here's the list of 10 or 20 people that I'm contacting this week. As long as I had that big list of a 100 to 200 it seemed overwhelming, but when I got it down to 10 or 20 it seemed like I could check those off pretty quick. I began to learn that each week if I had a new fresh 10 to 20 names and I was moving through the system faster, results were coming in faster. I was able to stay focused and be more excited than look it at the same phone names over and over again.
Here's another big tip here. This is who, and I already said it, this is who you're working this week. The names on this list really shouldn't be on there more than a week or two. If 10 to 20 names are on your list for a whole week and your only job this week was to connect with those 10 to 20 names and begin to move them through your system, chances are that means you didn't do anything.
So it really allows you to hold yourself accountable to what you're doing, but either you're working names off of the list or you're not working, This is something that will help you hold yourself accountable. Here's another thing, as you're contacting individuals on your active and productive list, I want to give you, go ahead and give yourselves in out here.
The max you're going to leave messages on anybody's phone system or or text messaging or Facebook messenger, you're not going to leave more than two messages without them connecting back with you. The reason for that is as you cross an imaginary line of chasing, begging and pleading with people, if you leave any more than that, and that's not the relationship we want. Matter of fact, we want to come across as if we don't need people because truthfully we don't need that one person.
We're just looking for people that are interested. So it sends a lot of really cool signals when you don't leave a bunch more than two messages. And by the way, at some point you may decide you don't want to be in business with people that won't return your calls or respond to your messages anyway. I mean the least they could do is say, "Hey, now's not a good time" or I'm not that interested right now. How's everything else going?" And you want to communicate out of respect with them that way.
So this is your active list and ladies and gentlemen, this is where you stay. I mean, you're constantly adding people to the master list, but you're moving people off your master list as you're developing relationships. And if you're not adding 10 to 20 names every week or two weeks, I'm not saying you have to do this every week unless your goal is to sponsor three or four or five or 10 people this month, then this is what has to take place for that to happen.
As your business gets bigger, you may slow this down and you can begin to move a little slower if that's your pace. But when you're trying to create momentum, these things need to happen. Now, as you're keeping these names on your list for only a week, that means they got to go somewhere from here. My guess is they're either getting in your business or they're purchasing your product, because you now are moving them through your system.
Probably your three or four-step system, probably a introduction video. They're seeing a presentation. They're talking to a few people, maybe jumping on a conference call and making a decision. That's what's happening here, and not everybody gets in right away. Some people you need to follow up with, and when you go to follow up with people, you've got an active list. This is an active list of people that have seen your program, but they need more belief.
Why do I say believe? Because chances are if someone didn't make a decision to do business with you, they may not believe that what you have is great for them. They may not believe that what you have is for real. They may not believe that what you have is what you say is what it is. So oftentimes that's where conference calls, three-way calls, sending certain messages. There's a lot of different techniques out there, but we want to get them the information to help them build their belief.
But here's the bottom line as well. This particular list is not a forever list. Remember, this is what we're focused on this week, but then we've got individuals that have seen it that need to continue with our system I guess as your company teaching you how to follow up with people. But then you also have individuals that you never could get to the point where they would even look at your program.
They seemed interested cause they reacted to your messages, they talked to you, but maybe it's just a busy month for them so they haven't seen anything yet but they're interested. So you want to give them that follow-up period to continue where they're now off of your active list. Because you got to put 10 to 20 new new names on there. Because if they're not ready to see it, you might keep them on your follow-up list to continue to follow up to see if you can turn it into a meeting or to turn it into a presentation or to turn it into a one-on-one, but they're not going to stay on there forever.
This particular list really is a 30 day list. Who are you actively following up with over the next 30 days that you introduced your program to or you introduced? You gave them an invitation to get with you on something, because this right here is really your business. I mean, you can't be in business without this list, but this is what the activity has taken place for you over the next three or four weeks. It begins here. Many people will join you here, but many people won't even get to the presentation or they need a little bit more follow-up.
They saw everything. They liked it, but they've got questions. We've got to talk to their spouse. They need to understand more. But up to 90 days is about it. I mean, I don't like doing 90. 30 is better because you keep urgency attached to it, but this is your active follow-up list. But understand when you're going to work on Monday morning, it's okay to have this list. It's okay to have those lists because you're going to be doing some follow-ups that week, but this, it needs to be a separate list. Because if it's a separate list, you're going to be able to focus and when you hop in your car to go on a 30 minute drive, you'll know exactly what you have to do or can do during that 30-minute drive.
Sometimes our follow-ups need a little bit more intensity you, but you can do some of that as well. This helps you stay focused. Now, what happens is through the course of us doing the master list, the active productive list, the active follow-up list, there's some individuals that we decide, you know what? We like these people, but timing is not right. And these individuals end up going on our long-term followup lists. See, I've individuals that I showed the program to, I followed up with them, but they decided timing wasn't right.
Maybe they're going through some family issues, maybe they're business that just overwhelmed them and it may have been a year or two later, but during that year or two what was happening is I was continuing to add value. See, I remember the conversations we had and I like these individuals and so we stayed connected. I didn't hound them about business, but about once a month I might try to reach out to them or if they lived in my hometown or posted something on Facebook or that they posted something on Facebook, there may be some interaction there. There's a continue because they were interested in what we were doing. It just wasn't timing.
I kind of take the pressure off of them and continued to add value and I look for that reason to have the next conversation. Maybe it's a major announcement from our company. Maybe it's just every quarter I've decided I'm going to stay in contact with them. Maybe I'm going to try to send them some customers to whatever their main line of business is. Maybe we're going to continue. Maybe there are an another direct sales company and we're just going to stay in touch for the next year or two or three because sometimes you never know what happens. Life changes.
The last thing here is as we develop know, like and trust and we develop strong relationship. Someone that I keep on my long-term followup is our influencers and I'll put that word there to remind me to tell you about the fifth list. It's kind of a bonus list. Because yeah, there's influential people that we want to be in business with, but through the course of building your business, it's okay to also have a never list. A list of people that you're never going to call back. A list of people that you'd never want to be in business with. People that are lying. People that won't return your calls. People that just frustrate you in the process because they're belittling for whatever crazy reason.
You can decide because you're the business owner here to have a never list, but this is where your network marketing, your team building, your recruiting, your sponsoring, your client building effort should go into and as we begin to organize ourselves this way and stay focused on making sure that each week this is getting cultivated, how does this get cultivated? The active and productive list, what's going to make us the money? It comes from us continually developing a master list and developing no like and trust relationships. Certainly we're going to have a active follow-up list.
I like it to be 30 days long after that, you may be hounding people. You don't want to do that. Let's move them to more of a add value, more of a timing, more of an influencer status unless we just told want to do business with them and we move them to our never list.
Ladies and gentleman, this is the four list for recruiters. Jump on over, grab one of my books. Go to ryanchamberlain.com if you want to grab it. I talk a lot about what to do with the actual list. A lot of things of what to say, how to say it. You can grab that book today. A matter of fact, I've already paid for it. You're just going to cover shipping. We're going to get that to you, but go ahead and if all you did was get out of this particular training, a way to organize your thoughts and to set your pattern for how you're going to conduct your sanity with all the people that are out there, this is a way to organize it.
And I guarantee you, you fill your pipeline, you put 10 to 20 names into the hopper on one week to two week basis. If you're one of those that says, I want to recruit 10 or 20 or 30 people over the next 30, 60, 90 days, this is how you're going to want to thing. But also set yourself up for long-term because some of those people over the next year or two could end up being top earners, or some of your best clients that you ever thought you could have.
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