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Self-Reliance, Captains of our Fate

Self-Reliance, Captains of our Fate

This entry is part 2 of 7 in the series Building a Smarter Team.

If you want your team to overcome excuses and help them grow your business, you need to teach them accountability and self-reliance.

Self-esteem can be a powerful tool for both good and bad.  A member of your team with a poor self-esteem is not likely to ever be a big producer for you or ever fulfill his or her own personal goals.  In order to make it in any commission-based activity, money and self-confidence are forever blended together.  For many people, the inability to earn commissions or bonuses is directly related to their inability to believe in themselves. I don’t believe members of your team will be self-reliant until they learn to look at the mirror without wincing or constantly second-guessing their decisions. Doubt can truly cause a downward spiral and needs to be overcome.

Any true business leader understands that lasting profitability and growth comes from empowering people to become self-reliant. Having a bunch of robots that won’t function without exact instructions becomes exhausting.

To become self-reliant and to truly make money as an entrepreneur requires a person to understand something very basic: We are the masters of our own fate. We choose our path and we choose our destination. Our decisions determine our destiny. If you have a member of your team who never takes responsibility for his or her own success, you will likely need to move past that person and find somebody who will.

Each of us has an internal compass and the tools we need to succeed. Rarely is there a person born with perfect people skills or sales ability.  However, each of us was born with gifts and tools that will propel us to success. The truly successful people are the ones who accept the responsibility that they are the ones who must hone and sharpen their own skills.

When we accept the fact that we are our own agent, and that our success relies upon our own decisions, only then we will have the right stuff to overcome our inabilities. Before you can mentor a person successfully, that person must first understand that he or she must internalize and implement what is being taught, and that you cannot do it for them. Self-reliance can only start to grow when a person truly understands he or she is the captain of their ship, not you.

Success and self-reliance are fundamentally connected. To think otherwise invites short term wins at best. The first step to building a smarter team is to find people who will own their space and take responsibilities for their own personal development and not constantly shift blame to others.

Building a Smarter Team

Building a Smarter Team

This entry is part 1 of 7 in the series Building a Smarter Team.

A team that understands people and knows how to bond with prospects will always outperform the team that memorizes their presentation.  Building a smart and nimble team can take time, but if you want a business that can withstand hard times and flourish in good times, you must be bullheaded with your determination to train and mentor people to think and listen instead of just memorizing facts.

In the Ultimate Sales Machine, Holmes gives us 6 steps to set you up for great follow-up after getting a client or enlisting a new member to your team. The 6 steps below are inspired by Holmes.

1 – Create rapport.  What professional goals did you note during the first meeting? How can you help prospects achieve those goals? What personal tidbit, common interest, or funny story can you refer to later to remind them of your bond?

2 – Qualify and establish need. Do you understand prospects’ needs and objectives? What are the dreams and aspirations of your prospect? What are their most pressing problems and how can you solve them?

3 – Build Value. What do they consider valuable? What benefits or addons would appeal to them and build the value around your product or service?

4 – Create desire. What are their hot buttons that can increase their desire? What is the pain point that you can use to remind them of why they bought and why they will want to keep buying from you? Remember that people naturally gravitate away from problems toward solutions. Is their current career matching up to their dreams and goals?

5 – Overcome objections. What are their objections and how can you put them to rest? Do they really want to join your team or buy your product but a small obstacle is keeping them from doing so?

6 – Close. What closed them or caused them to join your team? Do you remind them with regular contact or product updates?