WORKING IN DEPTH - By Rocky Pratt

Bring more Shaklee products to more people faster

Develop a sizeable income

 Create stability and strength in your Shaklee organization

To accomplish these 3 objectives you will want to learn how to 'work in-depth'!

Shaklee Corporation uses the method of Multilevel Distribution to market its products. This marketing method provides huge growth possibilities when understood and appropriately implemented and is increasingly gaining notice and acceptance in the business world.

Multilevel Distribution is the perfect choice for the entrepreneurial person to maximize their potential. This person often doesn't thrive in typical Corporate America. He or she works best in an environment of support and encouragement rather than one of structure and rules.

For over 50 years Shaklee has experienced the best and worst of management efforts. But now, Shaklee has been purchased by a proven entrepreneur, Roger Barnett. His new goals for our 50 year old company include growing the company to over 5 billion dollars in sales in the next 10 years and to pay out millions of dollars in bonuses to its Field. Shaklee is now poised for a long upward 'run'!

In order for you to maximize your results you must understand how to maximize your strengths. Working in-depth is all about getting the most out of your talent and drive and effort.

The Rocky Pratt Story

My story is just one of many in Shaklee. My background and success is symbolic of 'What if?'. A layoff from a good job as an airline pilot at the age of 30 caused a serious evaluation of my future. This layoff made me realize that a parallel income, a back-up career was a real requirement to future financial stability. I began a quest to find an enterprise that had three key elements:

  1. Total discretion as to 'where and when' I built the business

  2. Complete freedom to develop my own style and direction

  3. Stability of income based on repeat sales

Many years and millions of dollars of income later, I'm honored to be able to share with you the attitudes and methods of working in depth which worked for me.

WORKING IN DEPTH by Master Coordinator Rocky Pratt

Working in depth means to bring your expertise to bear directly on all levels of your organization.

The key word is 'directly'.

Your maximum effectiveness as a leader is achieved by DIRECT contact.

 

Only you can be you. Sounds simple. Too many people adopt the attitude that 'teach others to teach others' relieves them from 'in depth' efforts. It is certainly true that the mechanical steps of product training, business procedure, etc. can be taught through others. However, only YOU can express YOUR passion, YOUR dedication, YOUR vision and other intangibles.

When?

From day one! As you make your first contacts be sure you are exposed to all THEIR contacts. The easiest way to motivate yourself to do this is to remember the biggest, growing asset you have is the growing circle of contacts OF your contacts. Said another way, the most valuable (business sense) contacts are people down your organization you haven't met yet. And further, if you don't initiate the effort you may never meet them. Remember your vision is your vision and won't be repeated by others.

Never assume because someone isn't working or growing that they don't know someone with different aspirations. In 'drilling down' you accomplish two things:

  1. You set the example to everyone

  2. You explore the possibilities that may exist in someone else's circle of influence.

Often discovering an excited person somewhere down a sponsorship leg will energize the entire group above!

Communication

By now, hopefully, you're starting to realize this is all about communication. It's all about opening up channels of communication that will accomplish several things.

  • You'll find new people

  • Often you'll energize someone that brought this new person to light

  • You'll build loyalty

  • You'll be building insurance (roll-up possibilities)

Methods

Today there are many great ways to influence your organization. Be it newsletters, e-mail to the entire contact list, conference calls, events where all levels are included, the key is that you and your message gets to everyone. Recognition is basically free to administer (or at least can be very inexpensive) and needs to be a regular stimulus. Recognition by inclusion is a powerful tool as you design a special event that requires performance. Recognition often affects those NOT recognized more than those that are as the age old comment, 'next time I'll be the one', surfaces.

Another rule of thumb is to work 'with' not 'for' those that want assistance. After all you want them to become INDEPENDENT and not depend on you indefinitely. The sooner they are initiating rather than following, the closer you'll be to having a stable, capable leader. If you find yourself 'doing it all for your people' you'll forever be limited. Get rid of that 'Mother Hen' complex!!!

Incentives

There are very divergent views on incentives. Many people choose not to utilize incentives other than what the company provides (and therefore pays for!). Our approach has been to create special rewards for those that push beyond company standards. Done properly these incentives are paid for as a fraction of the increase beyond set stands.

Let me tantalize your imagination. One year we had 57 teams (out of approximately 185 teams) qualify for our '7@7' award. That meant having seven months at 7,000 PV show up on our recap. YOU calculate the income from just that portion of the 12 month period!

A general guideline is that we almost always offer incentives to all levels and we always piggy-back on company scheduled trips, etc. One reason for volume incentives is stated like this: 'Volume is people is contacts is growth is Volume'.

'Backing-up' vs 'Stacking'

A study of Shaklee statistics clearly shows that a Director that is 'backed-up' (has a first level Director) is going to be a very solid business for a long time. A prime goal of working in depth is to enable effective and speedy 'backing up'. The identifying and helping someone breaking off under your first level is the smartest work you'll every do. It's all about using your knowledge to enable the strengthening of your first level.

Some people use a method called 'stacking' to achieve this end. Stacking is the placing of a contact NOT originating with a leader under them. I've found this to be deadly. The foundation of our business is loyalty and transferring loyalty is almost impossible. As one friend stated to me, 'so I start off as your brother and suddenly I'm your cousin?' Sure it's great to help someone sponsor their contact. The key word is 'their'. When the person helped is a contact of the leader you are helping; you are 'backing up', a great business practice.

Value

To me, the greatest rationale for working in depth is VALUE. Simply stated: What is the return on the sponsorship leg you are working with? That group can be worth $350 a month to you or $10,000 a month.

YOU can influence the value of a sponsorship leg by reaching down, seeking out those that want to work. YOU can make a difference. Or you can leave it to chance. And hope that it 'comes together'. Working in depth is protecting your investment. It's up to you. It's Your Business!

Good Luck!
Rocky Pratt