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November 10, 2006
The Plan: A Blast From The Past
By David Robison in Quixtar
Everybody misses good ole Qblog when the rest of us, guest bloggers, post our thoughts, experiences and news about Quixtar here at Ye Olde Quixtar Blog. I miss him more than the rest of you, because I have to write something that stands up to his caliber of writing.
This week, I've decided not to match his caliber, but to repeat his caliber.
You may not know this, but when the man suggests to you to read his Archives, that there's some good stuff there; especially in the early days of this blog.
Even way back then, when Qblog was still a card-carrying member of Quixtar, he was making some excellent observations about the business.
How would Qblog show the Quixtar Plan?
"...Nope, there is no "one way" to show the plan but there are some tips and guidelines you are supposed to follow. Anyway, here's my criticisms of the plan but keep in mind I'm no expert and I know that the plan I'm being critical of works, I just can't figure out why or at least I think it could work even better:
1. It's too long. Shorten that plan up. 30 minutes is almost too long but should be the absolute maximum time. Not 1.5 - 2 hours.
2. Be honest and candid. When someone asks a question be ready with an answer that at least seems like you aren't trying to hide anything.
3. Don't ridicule 401ks or the stock market. You'll end up looking like a fool one day. You couldn't be so critical of those things 3 years ago and you won't be able to again one day. Why? Well, it's what everyone is striving for in Quixtar anyway. To be an investor.
4. Quit asking people if they've ever heard of Wal-Mart when you do the Wal-Mart part of the plan. Yes, everyone has heard of Wal-Mart. Everyone shops at Wal-Mart. Why not ask them if they've heard of food or air? Whatever.
5. Don't tell me how much a Diamond or silver or whatever earns if, when I ask you how much you earn, you dodge the question. Be candid. If you're going to volunteer how much others in the business earn then tell everyone how much you earn. Because, ya know, you're standing right there and those diamonds aren't.
That's all I got now. Do this and you'll have a better plan...Or not."
These 5 suggestions stand the test of time; still good advice.
I would stress that today, if your plan was longer than 30 minutes, and you aren't getting interested questions, you are talking to much.
Always answer questions truthfully, there's no need to hide anything. If you don't have an answer; promise to get one.
Wal-mart is a retail store. Discuss the plan as it pertains to operating a Direct Sales business. Discuss THAT industry. Inform the prospect about the nature of Direct Sales and it's niche market.
Show the Plan and emphasize the income potential of the plan. Show the prospect how the plan works with retailing and recruiting. Any bravado about a Diamond's income is unnecessary.
Nope, there is no "one way" to show the plan, but you could do a lot worse than the "Qblog way"
Comments
I don't see one change that Qblog suggested...that isn't or can't be implemented today. The "plan" which, we happen to call the "Business Model Overview" should go no longer than 45 mins. WWDB has strongly suggested that change to it's IBO members. There should be NO hidden costs, no lies, no deception. After the prospect has gathered all their info., the opportunity is either for them, or not. If it's not, then surely, with the lower prices (overall) and the shipping deals & the convenience.....it only makes sense to be either a retail or a wholesale customer.
Alas, not everyone will follow these basic rules & principles. It just goes to show you that the INDIVIDUAL IBO is responsible for negative views (or positive ones)of this opportunity. In other words, if you don't tell people you're franchised with Quixtar, you're 'hiding' something & they'll find out anyway!
By the way, what is to hide??? The comp plan is awesome, the exclusive products are just as good or better than the "competition" and all the other millions of products are the exact same ones they're buying from retail stores (or other websites) anyway! What is the big deal?
It's a BUSINESS MODEL. That's it. Just another way of moving products and comp'ing people for it.
There's a sales maxim that if you can't get a new idea across in less than 20 minutes, then you're wasting your time. So that's always my goal when showing the plan - get the concept across in less than 20 minutes. If they want details then they go to an Open for a 45min repeat in more detail.
X-Teamster - you used to tell people you had to show them "the plan"?? lol!
I think you have some good ideas, David. This may sound like an absurdly naive notion, but that whole "What could you do with a little more money" dream-building line is/was a turn off to me. The "dream building" aspect takes away from the professional aspect of quixtar,IMO.
Howdy IM,
I don't really do a lot of "dream-building".
But, I do try to find out what the prospect is interested in; why he/she would want a business.
Even an employer asks a prospective applicant what he wants to achieve in his new position.
If you build the start of a relationship with a prospect, before you start "slinging circles"...you can help them "dream" about what a business can do for them and maintain your professionalism.
Inquiringmind,
"What could you do with a little more money" dream-building line is/was a turn off to me"
Why?
This question isn't geared specifically toward the Quixtar business.
Why is dream building considered a "turn off"?
IM,
Unless people have something they are working toward (call it a 'dream', a 'goal', whatever you want), they will lose sight of why they are doing what they are doing and they will stop. Although it is an interesting and fun biz, it's not compelling enough in and of itself, for most people to keep building it without some destination to reach or goal to achieve.
Sometimes, it's even the 'nightmare' of being in endless debt, or losing their house, or losing their job, or working at walmart after they 'retire'. Sometimes, it's the 'nightmare' that drives people.
That may not be how you operate...but it's proven (yes, statistically) that most people operate that way.
Anon
Yeah, I realize that in order for people to get really committed, Q* needs to meet a need. I guess I get tired of the home businesses that have been sending me stuff (out of curiosity, I checked into that moneypower55 website, and not I have offers coming out of my ears!)that go on for pages and pages telling me about how wonderful their business is and how easy it is to make money at it, when all I really want to know is, what are you asking me to do?
I agree that goal setting is a necessity. SPeaking of goal setting, is there any way that IBO's can check their profits on a monthly basis? My mom in law thinks that her monthly check is total profit. Is this eve discussed at any of the functions?
"I agree that goal setting is a necessity. SPeaking of goal setting, is there any way that IBO's can check their profits on a monthly basis? My mom in law thinks that her monthly check is total profit. Is this eve discussed at any of the functions?"
--InquiringMind
I'm not tring to sound like a smartass, really; but the way your MIL checks her total profit is by looking at her "books", accounting record each month.
Quixtar offers a variety of reports online including Bonus Reports and Client Invoices.
I don't know if this stuff is taught at functions, because I haven't been to a function in many many years, but if she thinks she's running a business and she's not keeping a monthly Income and Expense report, I'd suggest buying her a book for Christmas.
http://www.amazon.com/Small-Time-Operator-Business-Trouble/dp/0917510224/sr=1-1/qid=1163554642/ref=pd_bbs_sr_1/102-5970568-9744114?ie=UTF8&s=books
IM,
I have been to a few different meetings where the speaking Diamond's have discussed the fact that if one chooses to build this biz, that they need to 'invest' or, re-invest (their profits) back into their biz and that it may take a couple of months before they are into 'profit-making' mode.
They have also covered the fact that there is an initial investment along with monthly biz expenses of anywhere from $100-200.00. It depends on how an IBO has they're biz set up.
All your mom-in-law needs to do is to take her bonus check & subtract out what she spends on her biz: checks to downline, meeting costs, kate, cd's, premier website, marketing brochures, books, etc. You know the drill.
The rest is profit. Pretty simple stuff.
Hope that helps.
Anon
IM
No matter what spin you want to put on the "dreambuilding", trust me, it has nothing to do with setting goals or motivation. That concept is put in place later.
The ONLY reason you get a dream from someone during the plan is for objection handling in the follow-up.
Prosp - I can't do this because I (insert excuse).
You - I can understand how that could be an obstacle, but you know when we were looking at the opportunity last night, you indicated that you really wanted to ...., and ,...., and.... I know you can't do this now because of (insert excuse). I just want to be sure that I understand what you are saying, but are you saying that (insert excuse) is more important than (insert dreams)? (of course this is all said with a wide, manipulative smile)
InQ,
"is there any way that IBO's can check their profits on a monthly basis?"
It's simple bookkeeping, have her add up monthly expenses in a notebook and subtract it from that bonus check. There are quite a few tips in the forums about book keeping strategies.
No, It's not the IBO's actual profit and it seems she's treating it like a job mentality.
"Is this even discussed at any of the functions?"
Yes it is as a matter of fact, just not in depth. WWDB offers a tax guide to home business. I highly encourage her to talk to a tax professional or professional book keeper to help her get started organizing her receipts.
It is still a business with the responsibilities of a regular business owner.
Regarding to your comments to showing the plan of Quixtar. Why are going to show someone a plan if you dont qualify them to make sure they are someone worth your time?
Did you not have to interview at a job to get a job, how come than are you not Interviewing a prospect for a position of a business partner. The reason why people fail in this business is due to trying to sale it, of course its not going to work and people are going to think you are in a MLM, if you dont respect the business your not going to get respect. How about listening to your upline growing business, diamonds or emarlds and quit winning about a business that does not work when you dont even build the business right.
sick of hearing about all the quiters out there.
During my experience with BWW (which ended earlier this year), I never once heard it being taught to look at your net profit from month to month. I did hear people say that when they got their first $7.50 check (though they spent at least $250 to get it), it built their belief because they knew "this thing" worked.
What we were told were stories of how people struggled (i.e., how they were not making any net profit, but of course no one put it in exactly those words) before they reaped their harvest and became emerald or diamond. I believe this was to motivate people to continue in the hopes that it would be their turn soon, even though they were losing money at the moment.
One of the answers to the objection of not making any profit was: you are not spending money; you are investing it.
I doubt the "leaders" in BWW would view very highly anyone who did anything as sensible as keeping a profit and loss statement every month. Because "when the dream is big enough, the facts don't count."
When I introduced simple bookkeeping and even developed an income/expenditures worksheet for my mom-in-law, it wasn't received very well. I thought it was a pretty simple concept, too, Anon, but it didn't fly.
Rara, your response confirms my fears regarding BWW.
"When I introduced simple bookkeeping and even developed an income/expenditures worksheet for my mom-in-law, it wasn't received very well."--InquiringMind
That's sad. It seems to me that dear Mom-in-law, doesn't want to own a business, then. She may just be soaking up the "motivation" of the group and spending money that she has no plans to recoup.
Does she balance her checkbook? Is she the chief bill payer in the home? Has she ever done any of the financial responsibilities of her household?
Dave
"Why is dream building considered a "turn off"?"
Michael:
As an IBO I feel that it's insulting to try to dangle visions of new cars, yachts, mansions etc. in front of prospects in order to temporarily excite them into signing on the dotted line.
Everybody wants the better things in life, and it's pretty tacky, if not downright deceiving, to mention the obvious in order to convey a slick enticing salespitch, while trying to smooth over the legitimate concerns that a new prospect would have about the quixtar business opportunity.
Just be honest & truthful and stick with the facts, and answer any questions that a prospect has. Don't be so concerned about somebody else's dreams. If the opportunity is good, then God will take care of that - through an individual's own relationship with Him.
The ONLY reason you get a dream from someone during the plan is for objection handling in the follow-up.
Prosp - I can't do this because I (insert excuse).
You - I can understand how that could be an obstacle, but you know when we were looking at the opportunity last night, you indicated that you really wanted to ...., and ,...., and.... I know you can't do this now because of (insert excuse). I just want to be sure that I understand what you are saying, but are you saying that (insert excuse) is more important than (insert dreams)? (of course this is all said with a wide, manipulative smile)
You see, it's all of this phoney crap that has to be halted in order for us to get the respect that we want from the outside community.
bob t.,
So far, you sound like my kind of IBO. You seem to favor a direct, honest and factual approach. And thank you for acknowledging that a lot of the reputation problems IBOs have are due to the way a lot of IBOs operate, and not because of the critics.
If more IBOs had your attitude, there would be very little for us critics to complain about. Most of us have no problem with people being IBOs (in fact, we all love David Robison!). It's most AMO tactics we can't stand.
You used the word "tacky" to describe "dreambuilding." That's an excellent description.
Are you part of any system?
I, and I'm sure many others, would love to have you over at the forum. Right now, we are lacking in IBO voices over there. So please click on the "forum" link at the top of the page. Your contributions will be most welcome. (The same goes for anyone else, be they system IBOs, non-system IBOs, seekers, or critics.)
"(in fact, we all love David Robison!)"
awww shucks I'm blushing.
And rara, that's a great photo as your avatar on the forum.
Dave
Dreambuilding should be about finding out and building *their* dreams - not flashing fancy cars etc. It's their dream after all, not yours.
As for reputation, ultimately virtually all of it, good or bad, is the responsibility of IBOs.
Aww shucks, Dave. Thanks. (She blushes, but you can't see it. :) )
Insider, thanks for acknowledging that the reputation of Q is set mostly by IBOs.
rara - of course it is. There's this completely stupid belief on the forums that if I say some people don't operate a particular way, or that I haven't experienced a particular thing, that this somehow means I'm claiming it never happens. That's ridiculous, and unfortunately the type of logic that is all too common amongst critics on the forum and one reason why I've finished with it. You may want to read a recent post of mine - A few words on branding and some advice for IBOs
I've got a brother who's been in Amway now for 7 years. He's averaged $7,000 income per year, but has spent an average of $15,000 per year on books and tapes. He's in serious financial trouble. Has anyone used a specific resource to break a loved one out of Amway by getting them to see the reality and futility of it all?
Mark,
Click on the forum link at the very top of this site, it will take you to a host of information and people who can help you with your questions. Good Luck.
Mark, keep reading this blog and other sites. You'll see other similar stories and can speak to others who had similar experiences.
FYI---The Quixtar Opportunity is awesome and for those who didn't know there is an incredible DVD out that allows the IBO to Show the Plan in under 15 mins. LIVES ARE BEING CHANGED AS A RESULT OF THIS BUSINESS AND MY LIFE IS ONE OF THEM.
if you don't understand the bis then leave it alone...listen to the message... have an open mind...do you like the way you are living now?? can you help anyone other then yourself, if you haven't don't judge something you don't know/ fully understand....how is it having time with family and being able to have money to use such a bad thing?? how many hours are you and your mil spending on doing your job/ biz? if it's 40 hours and up then re-think your thoughts.....
KJ's right, quixtar changes lives. Only problems is that most people's
lives are not necessarily changed for thr better.
I think its time to give the phrase "The Plan" the BOOT. Why not simply call it the Quixtar Business Opportunity? Like DR says, be honest. The term "The Plan" just sounds so secretive, like its a bank heist or something. When I tried to prospect my friends, I had a hard time getting their interest because they wanted to know what this "thing" was called and my only response was: I need to sit down and show you "The Plan".
Posted by: X-TEAMster | November 10, 2006 5:47 PM