Coaching is all about moving forward. As a leader, you will be the role model you want your distributors to emulate. Let’s examine this common conversation between an upline and a distributor. Which type of upline are you? Distributor: Wow! I just talked to three hot leads, I am so excited. I know my team will be growing fast now, I can’t wait to tell my upline! Distributor:“Hi Susie, you won’t believe all that is happening in my business! I went to a networking event yesterday and met three people who are very interested in joining our company. I gave them my card and I know they will be at the meeting tomorrow. I am going to spend today learning all I can about how to get them started strong.” Upline: “Cheryl, that’s great that you met some excited people, did you get their phone numbers? You know if you don’t follow up, they are very unlikely to attend the meeting. You didn’t get their follow up info? Maybe it would be better if you spent today calling your list, you don’t want to be the only distributor at the meeting without a potential.” NULL
Distributor: “Well, I suppose you are right. I really think they will come. They were so encouraging.” Upline: “They might show up, but you know the key to success is massive action. Be sure to take yours today by making lots of calls.” Distributor: “OK, I just feel like I am hounding the same people over and over.” Upline: “Well, you know the fortune is in the follow up. This just might be the right time for someone, don’t forget to ask for referrals!” After the call: Cheryl sits at her desk, looks at the list, and decides this business is not fun if no one will come to the meeting and she has to sit and make calls all day. She decides to hang it up for today. Susie hangs up and thinks, here we go again, she can’t even remember to get their card. This one’s not going to succeed. Look what happens when the upline, is a coach: Distributor: “Hi Anna, you won’t believe all that is happening in my business! I went to a networking event yesterday and met three people who are very interested in joining our company. I gave them my card and I know they will be at the meeting tomorrow. I am going to spend today learning all I can about how to get them started strong.” Upline coach: “Alexis, congratulations, you stepped out and met some new people. You must be getting comfortable sharing the business to have received such great results. What did you do or say to engage them?” Distributor: “Well, first I asked them why they came to the event. After I heard about them, I keyed in on the needs I heard. I asked some follow up questions and really listened. Then, when they asked me about why I came, I responded by saying that I was looking for people who could benefit from products that create energy in a healthy way or are looking for a way to add some extra income in their life. Do you know anyone who might be interested? I asked ten people and three said, yes, they would be interested.” Upline coach: “You are absolutely embracing the skill of listening first. It’s really paying off for you! Tell me more about how you know they are coming to the meeting.” Distributor: “I gave them the invitation card and they all said they would try to make it. That doesn’t really sound definite, does it?” Upline coach: “What could you do to help make their attendance more likely?” Distributor: “I could call to confirm if I had their business card. I got so excited that I forgot to ask them for it.” Upline coach: “Do you know of any other way to connect with them?” Distributor: “I think two of them mentioned that they will be at the noon networking event today, I think I will head out and look for them. This time I will be sure to get their card so that I can follow up. Maybe I’ll even meet some other people who are interested.” Alexis hangs up, quickly changes clothes and is off to her networking event, with a plan for follow up. Anna hangs up and thinks, Alexis is off and running! She is certain to be at tomorrow’s meeting with some new potential distributors. She will be one of my top stars soon! Agreed, both uplines want their distributors to succeed. Both believe they are being helpful. Susie shared her wealth of knowledge and experience and left Cheryl feeling discouraged and consequently, she didn’t take any action. Anna asked questions and helped Alexis create her own action plan, leaving her feeling excited about getting out and making new contacts and solution oriented about how to follow up with those she had already met. Let’s examine the difference in the approaches Susie and Anna took with Cheryl and Alexis. As an experienced upline, Susie believes she has the answers and knowledge that Cheryl needs to succeed. If she can just get Cheryl to do what she tells her to do, she will be successful.
The challenge that arises with this approach lies in how Cheryl hears what Susie has to say. By looking at Cheryl’s actions from the eyes of an expert, Susie focuses on what needs to be fixed. Cheryl hears the message that she needs to be fixed.
She is trying hard and believes that she is getting better. When Susie fails to acknowledge her success, Cheryl’s belief in herself is diminished. She chooses to avoid further failure and does not take action.
As a coach, Anna believes that Alexis is capable of discovering her own solutions. She recognizes Anna as whole and acknowledges what she is doing well.
She makes sure to recognize the characteristics Alexis displays. This builds her belief in herself. Because Alexis creates her own solutions, she takes ownership and steps out to take action. She knows that Anna believes in her and is bringing out the best in her. Anna focuses on what Alexis is doing right and helps her to build on her strengths. Alexis leaves her interactions with Anna feeling empowered and ready to take action. Which upline do you want to be?
Coaching is a learned skill. If you want to learn, I suggest you begin by finding a skilled coach to coach you. This will build your personal belief in the value of coaching and you will be in integrity with those you coach.
Coaching is all about moving forward. As a leader, you will be the role model you want your distributors to emulate. When you look for a coach, be sure to find someone who is credentialed. This means that your coach took time to get trained by a recognized school, one that has been certified by either the WABC (World Association of Business Coaches) or the ICF (International Coaching Federation). You might even chose to become a certified coach yourself. Just think what will happen when all your distributors take massive action! Mary McLoughlin DSWA Certified Business Coach Midwest Chapter Coordinator for the DSWA
- Are Your Distributors Taking Massive Action? by Mary McLoughlin - September 1, 2009