Yesterday we discussed how the behavior you model creates your duplication. The other thing vital for your system is the principle of higher source.
This principle is built around the fact that everything a distributor tells a potential prospect or another team member should come from a source higher than him- or herself. (Although I’m not referring to the Almighty, any upline support you receive from Divine sources is fine by me.). I mean a third-party tool. Something such as a DVD, CD, magazine, website, conference call, webcast, or even a story.
By always referring to a third-party tool (higher source), you ensure a better degree of duplication, because any new distributor can repeat the process much easier.
A product question that is answered with a brochure, an inquiry about the comp plan that is explained on the website, or a question about the company that is answered by a three-way call can be replicated by anyone at almost any level of experience. We often joke in our organization that “If you’re with a prospect and your lips are moving, you better be pointing to a third-party tool.”
I believe there are six necessary components for duplicating your system. That’s where we’ll pick up next time…
-RG
