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workshop right now. Hey

1:03

Bob here and welcome back

1:06

to the Your Virtual Upline

1:08

podcast where we give network

1:11

marketers the mindset strategies and

1:13

skills that you need to

1:15

build a business and life

1:18

of your dreams. Hey Bob here,

1:20

welcome back to the show episode

1:22

462. Today we're going to talk about

1:24

sponsoring and growing a team. So if

1:26

you're somebody that's listening to this episode

1:29

and you would like to figure out

1:31

a way that you could sponsor more

1:33

motivated driven people, leader types, people that

1:35

actually are willing to do the work

1:38

so that you can grow a business

1:40

and not have to do it all

1:42

yourself anymore, well, this episode's for you.

1:45

I'm gonna share with you how most

1:47

of you are making a huge mistake

1:49

when it comes to sponsoring and you

1:51

probably don't even realize it. And if

1:54

you're making this mistake, you're not

1:56

alone. because most of us have

1:58

been taught a mine. and an

2:00

approach to sponsoring that's

2:03

actually completely wrong. So

2:05

let me share with you what

2:07

it is, and then we'll kind

2:09

of walk through, this episode is

2:11

gonna really provide you with a

2:13

step-by-step plan to find and

2:15

sponsor motivated-driven

2:17

people. Okay, here's the big mistake

2:20

we make. We falsely believe

2:22

that the problem that we

2:24

have is we can't find the right

2:26

people. This is what I was taught

2:29

early on, right? My mentor would always

2:31

say, you just got to find the

2:33

right people, go out and find the

2:35

right people. And that was kind of

2:37

what I believed I needed to do.

2:40

Now I would be frustrated because I

2:42

wasn't finding the right people, the people

2:44

that were joining my team were not

2:46

motivated, they were not driven, they needed

2:48

constant hand-holding, and it was like, if

2:51

I wasn't around, nothing was going to

2:53

get done, and I started getting frustrated.

2:55

It's taken me a long time,

2:57

but I now know this to

2:59

be completely true. You don't find the

3:02

right people. They find you. Look, I

3:04

promise you almost every really

3:06

super successful person in your

3:08

company if you were to ask them,

3:10

because I have asked this question to

3:13

many of the people in our community

3:15

that I work with, they totally agreed

3:17

with this when I shared it with

3:19

them. He said, you know, you're right.

3:22

Most of my best people that I

3:24

have sponsored, they found me, they came

3:26

to me. You know, maybe they reached

3:28

out to me on social media, maybe

3:31

they became a customer of mine and

3:33

just naturally asked me about my business,

3:35

but I'm telling you most of them,

3:37

they weren't on this like man

3:40

hunt or woman hunt looking for

3:42

the right person. They just magically

3:44

showed up. And so what a

3:46

lot of people don't realize is

3:48

there were things they did. that created

3:50

that scenario. And any one of you

3:52

can also create that same scenario even

3:55

if you don't have a big business

3:57

or make a ton of money or.

3:59

or have the top, none of that

4:02

stuff actually really truly matters as it

4:04

pertains to what we're talking about here.

4:06

And so if that were to be

4:09

true, if the real truth is that

4:11

you don't find them, they find you,

4:13

how does that happen? Well, how does

4:15

anybody find you today? Your content and

4:18

marketing. Listen, marketing's primary purpose, which content

4:20

is marketing, is marketing. Is to attract

4:22

people to you. That would be a

4:25

good fit for your business. Okay, that's

4:27

what marketing's job is. Now the big

4:29

mistake that we make as a profession

4:31

when it comes to marketing, we don't

4:34

really understand marketing. And I've talked about

4:36

this in some of the past episodes.

4:38

One of the big mistakes we make

4:41

is we try to market and sell

4:43

to everyone, right? We don't have any

4:45

one specific person in mind. We just,

4:47

because we're so, let's be honest to

4:50

just sell to anyone today because we're

4:52

struggling as wide and net as possible.

4:54

And so your marketing and your content

4:57

is how you start getting the attention

4:59

and building trust and attracting people to

5:01

your business. Now, the problem is this.

5:03

Most of your marketing, you're making some

5:06

other mistakes. You're two product focus. You're

5:08

more transactional. You're not delivering real value.

5:10

So you're only getting the attention of

5:13

a very small percentage of people. And

5:15

the type of people that are generally

5:17

connecting with that type of marketing, they're

5:19

not always the best kind of people.

5:22

And so what winds up happening is

5:24

this, is you sell to people and

5:26

then all of a sudden now you

5:29

have a customer. And so I want

5:31

you to think about where do the

5:33

leads for your business come from? Well

5:35

they come from your customer base if

5:38

you're like most people. And so if

5:40

the way you sold was just pushing

5:42

some sort of promotion or sale, let's

5:45

say. and the person that bought from

5:47

you they only bought because they were

5:49

looking for a good deal and there

5:51

was no other intention whatsoever well then

5:54

should you really get frustrated If when

5:56

you look to your customer base, you

5:58

don't have the kind of people that

6:01

you really would love to be able

6:03

to share your business with, and so

6:05

you just wind up sharing your business

6:07

with anyone and everyone, and then they

6:10

join, and that actually becomes more of

6:12

a pain than a pleasure. In the

6:14

beginning, it's fun because your team's growing,

6:17

and you're like, yes, we're heading in

6:19

the right direction, but then eventually you

6:21

reach a point where you start to realize,

6:23

wait, people are not doing what I did.

6:25

And every time I sponsor a new person,

6:27

it takes up more of my time

6:29

and my emotional and mental energy, because

6:32

I have to constantly be there to

6:34

hold their hand and try to motivate

6:36

them to do something, and if I'm

6:38

not around, nothing gets done. And then

6:40

what happens is you reach a point

6:42

where you simply can't do it anymore,

6:44

where you don't wanna do it anymore,

6:46

because it's like you don't have any

6:48

more time, and every new person you

6:50

do sponsor actually creates more pain in

6:52

your pain in your life. And

6:55

there you find yourself stuck. What do

6:57

I need to do to break free from

7:00

this cycle? Well, let's acknowledge what

7:02

we just said. Because when most

7:04

people, when they want to learn

7:06

sponsoring, they're looking in the wrong

7:09

place. They're looking at the

7:11

symptom of the problem. And the

7:13

symptom of the problem is that you

7:15

just don't have good quality people that

7:17

you can share your business with. And so

7:19

what they look for is they look for

7:21

some sort of quick fix. Bob, give me

7:23

the script. What do I need to say?

7:25

Or give me that one post that I

7:28

can make that's just all of a sudden

7:30

going to get those people to come to

7:32

me, right? Or it's like, you know, where

7:34

do I go find them? We're constantly just

7:36

looking for this quick fix solution. And you

7:38

can search for this quick fix solution. So

7:40

you got to get to the root cause

7:42

and you got to start doing the right

7:44

things. So if we were to think about,

7:46

let's say the customer journey in

7:48

your business, right, which is also could

7:51

be referred to as your sales

7:53

process, right? If we know that your

7:55

leads for your business generally come from

7:57

your customers, well then let's take that

8:00

a step backwards and so where's our

8:02

customers come from? Well, most of the

8:04

time it's our content. Okay. So wouldn't

8:06

it make sense if you know that

8:08

your content is ultimately going to be

8:10

the thing that creates leads for your

8:12

business? Wouldn't it make sense to start

8:15

being a little bit more intentional about

8:17

what we do with that first piece

8:19

of the puzzle? See, here's all you

8:21

have to do. We say start with

8:23

the end in mind. And so we

8:25

teach a concept called your dream

8:27

customer. Now if you think about

8:29

it, your dream customer, who you

8:31

really want, they're not just someone

8:33

that's looking for your product, they're

8:35

not just someone that is a

8:37

good fit for your products, they're

8:39

also someone who is the perfect

8:41

fit for your business. And so

8:43

what you need to do is

8:45

you need to start thinking of

8:47

this person in both of these

8:49

areas and then asking yourself, how

8:51

would I start to create content

8:53

that does a better job of

8:55

speaking to that person? And so

8:57

what you do is once you've

8:59

got your dream customer clearly in

9:01

your mind, you talk to them

9:03

in your content. you share the

9:05

things that you know would be

9:07

relevant and helpful to them. When

9:09

you're talking about the problems, you're

9:11

defining the problem by their life,

9:13

right? If you're trying to sell

9:15

to a new mother, that looks

9:17

very different, like the problems that

9:19

that person has is very different

9:21

than an empty nester or a

9:24

single woman or a stay-at-home mother.

9:26

And so you start really narrowing

9:28

in the messaging of your content.

9:30

And this is what will begin

9:32

to happen. The second you start

9:34

to do this, I'm telling you,

9:36

it doesn't take long. Typically when

9:38

I teach people to do this,

9:40

if they do it well, within

9:42

the first 30 days, they already

9:44

have people starting to engage with

9:46

their posts and starting to actually

9:48

have conversations with them that are

9:50

like the perfect type of people

9:52

they've been looking for. Now what

9:54

they don't realize is those people

9:56

have been out there. They just

9:58

haven't been paying attention to you.

10:00

to them. And so what happens

10:02

is all of a sudden, you start

10:04

getting the attention. And then so when

10:06

you present your products, you're presenting your

10:08

product as the perfect solution or vehicle

10:10

to help them with their life. You

10:13

connect with them around the problem first,

10:15

and then you position your product as

10:17

this can help you. And when you

10:19

talk about how it helps them, you're

10:21

talking specifically about their life, right? If

10:23

they're a busy working mom, you get

10:26

home at the end of the energy

10:28

to still be present with your kids.

10:30

If it's a stay at home mom,

10:32

you know, we'll cut down your makeup

10:34

routine in the morning so that you

10:36

have a little bit of extra time

10:39

to have that cup of coffee before

10:41

the kids wake up. Like you are

10:43

just, it's almost like, imagine you

10:45

were writing every single post for

10:47

them. And so here's what begins

10:49

to happen. You start to sell to

10:51

a better person. And remember

10:53

what we said? If the leads for

10:56

your business are coming from your

10:58

customer base. and you start selling

11:00

to the type of people that

11:02

would be a great fit for your

11:04

business, that you like to

11:06

be around, that you naturally

11:08

connect with and relate to,

11:10

and that actually are more

11:12

motivated and driven, you've already

11:14

begin to solve the problem. If

11:17

that's all you did, you would solve

11:19

the problem. I'll share a

11:21

perfect example with you. So, young

11:23

lady by the name of Corbin. I

11:25

actually shared an interview with her on

11:28

a podcast here not too long ago. She

11:30

attended workshop we did in January, where

11:32

we taught essentially this, our love led

11:34

approach to kind of building your business.

11:37

And the one thing that we taught

11:39

her was this, is being more intentional

11:41

about the content you're creating. And also

11:43

the conversation piece. But to her credit,

11:46

she went out and she started implementing

11:48

it. Now she hasn't even been focused

11:50

on sponsoring at all. But what she's

11:52

been focused on doing is leading with

11:55

love. and trying to connect with

11:57

different people. Well, since January...

11:59

I'm recording this the beginning of

12:02

March. She just gave me an

12:04

update. She has acquired 21 new

12:06

clients for her business. She's an

12:08

Optia coach. Sixteen of them were

12:10

past clients, five new clients. Five

12:13

of those women have joined her

12:15

team. And they are now going

12:17

out and getting customers and sponsoring

12:19

as well. Now she hasn't even

12:21

been thinking about sponsoring. But because

12:24

she was leading with something different,

12:26

she was selling to a better

12:28

person. All of a sudden, all

12:30

of a sudden things began to

12:33

change. And so here's what I

12:35

want you to think about. Who

12:37

are you talking to in your

12:39

content? See, that's the first step.

12:41

But I'll take it a step

12:44

further. So if the first step

12:46

is that, just starting to be

12:48

more intentional about who we talk

12:50

to, the second step is what

12:52

happens after they buy. Here's the

12:55

other big mistake that people make.

12:57

The big mistake they make. is

12:59

that when it comes to working

13:01

with a new customer, they are

13:04

typically more, they put product first.

13:06

And so what that looks like

13:08

is the product or the program

13:10

is generally the focus of all

13:12

the interactions with the person. You

13:15

know, and that happens in the

13:17

way of education about the products,

13:19

customer service, we're answering questions, we're

13:21

providing support, we're trying to sell.

13:23

other products to people, right? It's

13:26

just, most people are product first

13:28

when it comes to the way

13:30

that they grow their business. And

13:32

I'm not saying that that type

13:35

of stuff isn't necessary, it is,

13:37

but it's like the basic bare

13:39

minimum expected standard today. And what

13:41

I want you to realize is

13:43

that when you put product first,

13:46

there's two problems with that. Number

13:48

one, the product of the program

13:50

is never going to be enough

13:52

to create a great experience for

13:54

people. It's just not. Number two

13:57

is what it really communicates to

13:59

them. is that you're more focused

14:01

on your own needs than you

14:03

are theirs. This like one size

14:06

fits all approach to how you

14:08

work with customers, it's an

14:10

inauthentic way to sell. It really

14:12

is. And so the problem is

14:14

then we don't create a

14:16

great experience. Customers don't

14:19

get a ton of value from

14:21

us. And in many cases of

14:23

like, you know, trying to sell other

14:25

stuff to them and not being

14:27

really focused on their needs. They

14:29

are like, huh, this doesn't feel too

14:32

good. And so what you don't

14:34

realize is the way you work

14:36

with your customers, the way you

14:38

communicate with them, you're actually slamming

14:41

the door shut of them even

14:43

ever considering joining your

14:45

team. And so what you need to

14:47

do, you need to lead with something

14:49

different. And you need to learn

14:51

how to really put people first. And

14:54

when you put people first, here's what

14:56

naturally happens. It's not that the product

14:58

isn't a part of what you do

15:00

with them, but you put their problems

15:03

before the product. And what that might

15:05

look like is this. Somebody buys, the

15:07

first and the most important thing you need

15:09

to find out is why they bought. Hey

15:11

Susie, why'd you buy? What's your problem?

15:14

What's your challenge? What are you hoping

15:16

to solve? Let's find out what that

15:18

is and let's make that the focus

15:20

of our conversations Let's put a plan

15:22

in place to help you reach your

15:24

goals What are your goals by the

15:26

way? What would you like to see

15:28

in this area? And then you go

15:30

above and beyond and you do little

15:32

things to show that you care You

15:34

know, maybe you're selling makeup and maybe

15:37

one of her problems is that she has

15:39

dry skin and you sell a moisturizer, great.

15:41

But you wanna know what you do? You

15:43

go above and beyond and you share other

15:46

tips and other advice that are not related

15:48

to what you sell as a way to

15:50

try to help her. And when you're checking

15:52

in with her and following up, you always

15:55

lead with problems. Yes, you might need to

15:57

check in around the product, but it's hey,

15:59

how. the dry skin going, that's the

16:01

thing. Like, what you don't realize is

16:04

if you just do it a little

16:06

different, your business will stand out. We

16:08

have set the bar so low as

16:11

a profession today. All you have to

16:13

do is actually care and have a

16:15

genuine interest in what people need help

16:18

with and your business will thrive. Because

16:20

think about it. Part of the challenge

16:22

of you not doing that today. is

16:24

because you're selling to people that are

16:27

just not a great fit for your

16:29

business. And so it feels like a

16:31

waste of time to do that with

16:34

all of those people. But if you're

16:36

selling to a better person, a higher

16:38

quality person, someone that isn't just a

16:41

great fit for your products but also

16:43

has all the drive and motivation in

16:45

the world, wouldn't it be worth more

16:47

your time to do that? What else

16:50

would be more important? You know, I'm

16:52

telling you the hour that you spend

16:54

to go out and create five more

16:57

reels that week That is not even

16:59

close to as valuable as spending an

17:01

hour with a new customer that actually

17:04

has bought from you and is now

17:06

a part of your business growing and

17:08

nurturing a relationship with them So that

17:10

they can stay longer refer others and

17:13

join your team. See, it's a short-term

17:15

sacrifice up front for long-term benefits This

17:17

is more of the love-led approach to

17:20

running your business, putting people first in

17:22

their problems. And what we're really talking

17:24

about here is serving. See, most people

17:26

just provide customer service. That's the minimum

17:29

expectation. That's not enough anymore today. What

17:31

you really need to do is you

17:33

need to go above and beyond and

17:36

you need to serve your customers. Now

17:38

that sounds pretty similar, but it couldn't

17:40

be more different. You service the product

17:43

in the transaction. You serve the person

17:45

in their problems. And so that's what

17:47

you need to do is that needs

17:49

to become the focus. You know our

17:52

love let approach we teach people centered

17:54

growth. That's the secret. And so here's

17:56

what I want you to understand. If

17:59

you just did. those two things. You

18:01

would never have to worry about

18:03

growing your team. You wouldn't

18:06

even have to think about

18:08

sponsoring. You wouldn't even need

18:10

to think about growing a

18:13

team. because you will be creating

18:15

a great experience for the right people

18:17

and it will naturally draw them closer

18:19

to you. I'm telling you they will

18:22

just ask you because you're making them

18:24

feel so good and they love the

18:26

products. You know there's a lot of

18:28

customers that you love the products but

18:31

they just don't see themselves doing the

18:33

things that you do. And when those

18:35

things are aligned it opens the door

18:37

for them to step in. And then

18:39

the other side of it is you'll

18:41

have such a connection with these people

18:44

because you'll be serving them, you'll build

18:46

so much trust that when you do

18:48

offer the business to them, they will

18:50

jump at the opportunity because of who

18:52

you are in their life. And that's

18:54

why I say, we've got this totally

18:56

wrong as a profession. We just keep

18:59

trying to look for the quick fix

19:01

and we just keep trying to treat

19:03

the symptoms of the real problem.

19:05

You got to get to the root cause.

19:07

And I get it, you know, this is, some

19:09

of you probably listened to this thinking you were

19:11

going to get some special script or something, some

19:13

magical posts that you could go make and all

19:16

of a sudden get all these pieces. That's not

19:18

how it works. It's not how it works. You got to

19:20

change the things you do in your business

19:22

every single day. And so that's what we're

19:24

here to help you with. Right, so everything

19:26

we've been talking about, this is a part

19:29

of our lovelet approach. And so just stay

19:31

tuned into the podcast. Make sure you're, you

19:33

know, when we do a free workshop, make

19:36

sure you attend those workshops, because

19:38

these are the things that we're gonna

19:40

teach you. And I am telling you, you

19:42

can do this. You can build a team.

19:44

You can attract the right people. You don't

19:46

need big results. You just need a

19:48

heart to serve and a desire to

19:50

put people first. And if you do

19:52

those things, everything else will take. So

19:55

that's my message to you

19:57

today. As always, thanks so

19:59

much. for being here. Hope you got

20:01

some value out of today's episode. See you soon

20:03

on the next episode. Take care.