None of us can control what a prospect does; whether they join or not. But we still have a great deal of control over our overall business. That’s because when you add enough things together, you get predictable patterns in recruiting.
And those patterns will translate into percentages. Once you know the percentages, you know how much activity is required to produce a desired result.
No matter what company you are in, over a period of time, a predictable pattern of percentages will develop. It starts with the number of invitations you do – which will produce an average percentage of people who take a first look – which will produce an average percentage of people who graduate to a full presentation – which will produce an average percentage of people who become customers and business builders.
As an example, your numbers might look something like this: 20 invitations = 8 first looks = 6 follow ups = 1 customer & 3 business builders.
As a rule, the lower percentages are at the start of the process and they get higher towards the end. That’s because people who come to follow up presentations have demonstrated a more serious level of interest.
Once you know how the numbers break down, you know what you have to do to reach your next rank advancement. So your next three steps are this:
1) Look back through your history and see what kind of percentages you have had. (Your sponsorship line can also probably shed some more light on this.)
2) Figure out how many invitations you need to make for your next goal.
3) Pick up the phone and start!
You up for that?