Do you have a member of your team that you know has great potential but they have a negative belief or a fear that prevents them from achieving more? Because of this barrier you may notice that they keep coming to meetings but you don’t see them recruiting all that much. Here are three simple steps to help someone like this to move forward successfully.
To begin the process of change with someone, we need to identify if they genuinely are interested in changing. A simple question often works and it goes something like this “If I could show you a way that you could____________, would you be interested?” The gap of course needs to be filled in with the antidote to their concern. For example, if they lack confidence in talking to others you could say – “If I could show you a way that you could develop more confidence and build a successful business, would you be interested?” Perhaps you have someone that has been in the business for a while and not achieved much and therefore their concern is – it’s too much work for too little return. Then you could put the question this way – “If I could show you a way that you could have more results and therefore more income, would you be interested?” The goal here is to find out their willingness to overcome their concerns. Once you have established that they are willing you can move onto the next step.
Often, we try to convince someone to change their beliefs simply by telling them ours – repeatedly like they didn’t hear it properly the first time. This rarely works. So if our words have little imapct, then what changes beliefs? The answer is – personal experience. So, to put this into practice, if someone struggles to recruit people or to even try because of fears, negative beliefs or other obstacles then the solution is that you go out with them and set appointments together, or do ABCs together and you help them to recruit and thus give them some positive experiences. If this activity turns them into a committed business builder then it is time well spent.
When we help others to have positive experiences by working with them – we build their beliefs and boost their confidence. Positive experience changes conviction more than anything else. This business is a people business and the more you work with your team and help them to have positive experiences in the key income generating activities the more you will find you have a team that is united, working and prosperous.
What is the third step? It is a repeat of the second until they make progress in their beliefs. You can see if they are progressing in their beliefs by observing their actions. Our actions are an outward manifestation of our inner beliefs. This step requires wisdom, patience and some tough love. When to step forward and try again versus when to step back and move on to someone else who needs your help is a judgement call that takes practice.
In summary we have identified the following three things:
1. Ask questions that will identify their willingness to try to change.
2. Give them a positive experience by working with them.
3. Repeat step two a few times to see their belief grow and develop into personal activity.
I guess there is actually a fourth step! Have a meet in the middle rule. If they want you to help them recruit others for example, you give them your time but have them fill it with appointments. Then you can show them how to recruit but you are working together with mutual sacrifice and commitment. You move, I move is my rule. That helps you develop the wisdom to know when to keep trying and when to move to someone else.