If You Can Measure It, You Can Duplicate It

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In this episode we talk about how you can create duplication with a simple step.

Hey, Hey, Hey, pyjama bosses. This is Masa here and I’m coming right from the pyjama bosses headquarters. Welcome to the new season of pyjama bosses to be in. I’m so excited for this episode that I’m about to share with you. Have you ever been frustrated because your team is not taking enough action or your income is not growing as fast as you want it to grow? Absolutely. Everyone’s raising their hand. I think so. And guess what? In this episode, I break it all down, how you can actually create the application. And if you’re already in the overwhelm of a complex structure in your team, how you can break it down so that you can fix it. So let’s have a look.

[inaudible]

Welcome back. Like I said, in this episode, we’re going to have a look at how we can make sure that you can grow faster, create more duplication and get your team to take more action. So it all comes down to a concept that I call. If you can measure it, you can duplicate it. So a lot of us, you know, embark on this journey of network marketing, understanding duplication is key, but the application of such a concept, really complicated concept that while we understand we want the implication, we don’t really know what has to happen. Sometimes it’s really very complex. So the first thing and understanding what you need to fix to get the application is actually understanding what are the steps to achieve it. And then the next step is actually to be able to measure each and every specific step and understand how well you and your team are doing in each of these steps so that you know, where the missing link may be, or the weakest link may be so that you can actually fix it and therefore get duplication that you want.

So let’s have a look. I’m going to be sharing my screen today. I’m going to be drawing, making some fancy drawings. I go this from Miguel. It’s super awesome. I hope you guys enjoy it and just let’s have a look how to do this. So welcome to my white screen right now. And what I’ll be talking about is really how can we create massive duplication, but especially I want to help you. You probably already have a network marketing business and you may be frustrated right now because you’re taking massive action. You’re recruiting. You’re doing everything that you should be doing, but somehow the team that you have never quite takes off sounds familiar. I promise you, Miguel. And I had been in our own career so many times in this exact place in so many different markets, we started teams and then they plateaued and then we’re frustrated.

And then we had to figure it all out. Where were we going wrong? And that’s kind of the enigma. And let me promise you most network marketing leaders. This is where they halt. This is where they come to a stop. This is where they’re at loss. They don’t know what to do. And so I want to help you to be able to understand what’s happening in your business and be able from there to fix it. So the concept that I’m trying to teach here is if you can measure it, you can duplicate it. So let’s talk a little bit about, first of all, I think duplication is a five step process. Now, today we’re not going to be talking about systems because we’re talking more about concepts, okay? A system makes a process more efficient. The process is just a series of steps. I hope you’ve heard that from me before.

So a serious of steps. So I believe no matter what type of network marketing business you’re in, or they’re at sales, there’s really five steps that you need to take you and your team. Of course, your team has to repeat after you to be able to create massive duplication. And that is the process. Okay? So this is your process. So it has five specific steps. The first step is actually to find and contact people, right? This is actually identifying your contacts, your prospects, creating some kind of relationship with them and being able to identify them. So, you know, so quite often this finding context can be quite hard for some people. And there’s certainly hacks that we can do there. You know, that we can help them do that. Number two, number two is to actually invite, right? This was number one. This is number two.

Number two is to invite people and present or give them the information, right? This is a time where you asked if I could show you this, would you watch this right? And so on. Um, in pajama bosses world, we teach something called the super invite script. So this is the time where you actually are talking about inviting people. Then we have step three right here. Step three is where you follow up, right? Follow up and eventually collect a decision. Now we know that a decision is a better a start, whereas no decisions. So you’d rather have a yes or no whether or not actually following up and not having decisions. So that’s step number three. Step number four is when the decision is taken and you get a yes, and this is where, you know, guess what an order is placed, right? An order is placed orders.

So this is step number four. Now this could potentially be somebody that’s just interested in your products or services. So they’re your customer or they’re placing the order. But they also want to know about the business in which case step five takes place. And this is where you get step five, you get a new business builder started, right? This is some kind of step by step process, a training that you’ve take a brand new person through so that they get started in the right way. So here it is the duplication process in five specific steps, you know, broken down really, really simply so far. So good, right? So this is a process that we teach. And quite honestly it is absolutely the same in every single business. So nothing fancy so far. What I want you to understand is that where it really falls down is people know that they should be doing one, two, three, four, five, and repeat over and over and over.

And they know that their team has to be doing one, two, three, four, five, and repeat over and over where it falls down is we don’t really know how much a one, two, three, four, five is happening. And the reason for that is because we are not measuring. Okay. So everything in business comes down to numbers and really not relying on the feelings of how we feel about our business, but it’s all about how did the numbers actually stick up and how do we actually measure everything? So let’s have a purpose of this example, just say, you know, guess what as the lead, this question marks so that you can follow through with me, and we’re going to delete this application because we’re going to have more space, right? We have this five steps of duplication, and let’s just say, you have a massive team, okay.

Let’s fast forward a few years. And you have this dream team that you’ll be working hard to obtain, and you have so many team members, but it seems like people are just recruiting and replacing team members over and over and over. So in other sands, there’s little duplication. And guess what your team members have kind of getting burnt out and tired and they’re almost giving up. And so you’re in a tricky situation. Now, even if you’re not that far, trust me, the fact that you’re watching this, and you’re going to have an awareness about measuring steps and being able to fix them is a huge, huge advantage you will have over other people. So what I’m saying is, is you are going to want to know, you’re going to want to know how do each of these steps convert to another, right? How many of the hundreds or so prospects that you find in contact, do you end up inviting and presenting to how many of the people that you invited or presented to you actually follow up and get a decision, certain type of decision?

How many of them place an order and how many get started? So, you know, we teach a very simple process with pajama bosses where we call it 23 three. And that is simply, I’m going to share exactly what those numbers mean is actually making 20 reach-outs on a single day to a cold market prospect, and then having three inviting and presenting two, and then three following up with, so based on that process, if you do it for 20 days of the month, okay, I want you to take the weekends off. Here’s the numbers. And here’s how the numbers would stack up. You would have approximately 400 or so people that you would find and actually contact. You would reach out to them. Now that doesn’t mean you’re going to have huge conversations with all of them. In fact, probably the larger majority of these people won’t even respond a lot.

I’m talking about cold prospecting online through social media. But I do believe that if you’re doing this about 60 or so of these should be the type of people you build some kind of relationship with. And eventually when the time is right and there is trust and respect in the relationship you’re going to invite and present to. Now, if you present to 60 people over the course, let’s say over a year, over of a month would be better, right? Let’s say you present over the course of a month, you get 400 prospects you try and contact with, and then 60 of them, you have a good relationship. You present to them. And guess what? Out of these 60, you would certainly hope that most of them, you will be able to follow up with. In fact, we want you to be able to follow up with about 80% of these people you see.

So there’s a kind of conversion number here in my head. How do I know this? Well, I know there’s certain skills that you can teach, create that you can use yourself to be able to get most of the people that actually see your information that you’re present to, to be able to follow up with them and get a decision. I’m not saying they’re all gonna say yes. And how many of them will actually place an order? I think about a quarter of them. You know, I think about a quarter of them could place an order. I’m not saying all of them excited about the business fact. Most of them just want to try a little bit of the product and see how it goes, sound familiar, but a certain amount of people that actually place an order are also going to want to be your business builders.

These are the type of people that you’re going to teach, how to get started. And you’re going to teach these five steps. And typically, you know, this could be anywhere from two people or more. So guess what? This is typical amount of numbers, like typical numbers that you could see over the course of a month or so if you’re taking your business seriously in a part time or full time basis. So now we know that, you know, you have to kind of go through a certain amount of numbers to achieve a certain type of result. So let’s say that you want your team to grow, right? Let’s say that you want everyone in your team to get to new business partners, business builders, team members, whatever you want to call them every single month. Well, the awareness that they have to reach out to 20 people, 20 days of the month, that’s all 400 prospects, right?

Not that they’re going to talk to everyone about the business. Absolutely not, but they should create relationships with about 60 of them and then invite them and present the opportunity or the products to them. And then out of them, follow up with most of them in and out of them, you know, about 25% or so we’ll place an order. And out of them, you know, a certain amount to plan and keeping it really kind of low key two plants, we’ll probably get started also for the business. That’s a really good effort now where people fall down on is really, you know, you’ve probably never measured every single step in your business. And quite honestly, um, Miguel and I were at a loss, how can we even do that? But we knew that we had to have an insight into our business or else, what do we teach our team?

We just teach them generic stuff and see what sticks. And then hopefully, you know, we meet some people that want to do something. It didn’t feel right. So imagine for a second that guess what, for the purpose of this example, that this month you were doing certain things and you have, let’s say 30 team members, let’s say 30 team members in your team, right? 30 team members that are doing certain things. And at the end of the month, you don’t actually have even five new team members. Okay. There’s 30 people taking action. And there’s only five new business builders. The end of the month, the numbers are obviously not right. And this is where, you know, most people, most people really don’t know where they should start and what is going on, why the duplication is not happening now for you. This is not pretty simple because you know what, the five steps are and more or less what the numbers in each of the five steps need to be.

So just as I delete this, so we make a little bit more space and we can see what can happen with just simple duplication, right? So if you had an insight, instead of just knowing, you know, how many team members are working, but if you had an insight into also what these numbers are, the five actual numbers, apart from just the final number, which let’s say it was, um, let’s say for the purpose of this example, it was eight because it’s different to step number five. These were your steps, right? Well, imagine that you only have eight new team members, but you have 30 people take action. Well, I’m not saying that every single team member is going to be perfect and they’re going to contact 400 people, but you can clearly see that if you have 30 people really building the business, well, you should have about 60 or so new team members.

So you should have 60, but you only have eight goals. Something clearly is going wrong. So the next step is if you had a tool and we’ll go into the tool in a second, but if you had a tool that you actually knew how many people are placing order, how many people are being followed up presented to and so on, you will clearly know which step here is lacking. So let’s say for the purpose of this example, there was 30 times 400, let’s say there was 12,000 new contacts that actually your team reached out to. So now you know, that 30 times 400 is 12,000, right? So guess what? Now, you know that, Oh my God, everyone’s prospecting extremely well. Then you look at the number of actual presentations, right? You’re you’re tracking how many people got invited to see the information and guess what?

This number is still here. I’m going to put this in green. So because these are good, right? These are good. And let’s say, you know, these numbers, Oh, it’s not quite 60, but let’s say, you know, each of them has about, let’s say 30, 30 people invite 30, you know, let’s say about a thousand or so. So really still pretty good. So a thousand people got invited. So really what you’re starting to understand is that, you know, where it all breaks down to is either in the followup step or in placing the order. So if you had to look at these two numbers, if you could see them, right, and let’s say 800 out of a thousand people got started, but then only 30 orders out of 800 people were actually made. Well, then you clearly know there’s a problem in getting people to place an order.

I can, this is where it all breaks down in your team. It doesn’t make sense. You’re looking at the numbers for your entire team and, you know, immediately let’s put a nice, great pink. You know, this is exactly where your duplication is breaking. So what you’ll be wanting to do is you’ll be wanting to work closely with these 30 people that are really committed, but not getting the results and saying, look at a time, you get to follow up with someone. Here is some of the language. Here’s some of the scripts. Here’s how we’re going to follow up. You know, perhaps nobody is doing actually a three way foot, a three way phone call, three ways, Zuko, which I believe for example, is one of the most successful ways that you could follow up. It’s one of the most amazing tools we have in network marketing for various reasons inside duplication.

So that’s what you’re trying to figure out. You’re trying to figure out which step here is failing. That you can only do that if you measure it. Okay. If you measure it, you can duplicate it. And why is that? Because if you can measure it, you can actually create duplication because you can fix and you actually know where the foldout is. Does that make sense, guys? So let’s just go quickly to a brand new page and see if we can summarize all this. So what we talked about here today is number one, there is five steps of duplication, right? Five steps, one, two, three, four, five, one. You have to find and contact with people too. You have to invite and presented them three. You have to follow up with them for you, place their order and five, you get them started for the business.

So within this process, what you want to do is continue to measure, measure the statistics, right? Measure the numbers, and have the clarity of what the numbers need to be clarity of numbers. Because if you know what the numbers need to be, then you know how you can, and let’s put this in green, how you can fix numbers, how, you know, you know, where you need to course correct where you need to improve upon where your duplication is breaking down. And in our example, just earlier, you know, it could have been step three to four. It could have been stepped two to three. And guess what? One to two and most important to, here’s what I want to tell you. Most importantly, a lot of the teams are having a challenge with step number one. And that is, you know what, connecting and finding enough people, if you don’t connect and find enough people, guess what it is totally irrelevant.

How many people you share with how many people follow up? How many people it doesn’t matter anymore, because if you don’t put people at the front, they’re not going to come out at the other end of the pipeline. Science sounds great. So really very important. It’s um, you know, you need to start understanding your pipeline and you need to start understanding the numbers first for yourself, right? And once your numbers are working well, then you look at the numbers for your team. And if you have those numbers and if you can fix them continuously course grade, by the way, it never finishes. You’re always trying to help somebody to improve upon their skills, right? So a really good exercise for you today is number one, if you don’t have a tool, you know, you may want to have a look at how you can use a pajama bosses, custom system, based on my duplicator, this is what we do with leaders.

We help them create team duplication systems. And if you want to have a look at how to do that, maybe you can go to pajama bosses. I will type it up right here. Pyjama bosses, bosses.com forward slash apply, go and get a 45 minute free strategy session with one of our coaches. And they can share with you how our approach is going to allow you to measure it and have the clarity so that you can fix it. And that’s what we really do with our students. So number one is, you know, you need to make sure you have a tool and with our software. And the reason beyond I created my duplicator was actually because we couldn’t actually find another software that did this for network marketing. There’s all sorts of fancy CRM systems, there’s network marketing systems, but I just couldn’t see a simple way of breaking duplication down.

Most systems just focus on like the first three or four steps, you know, but not the duplication itself. And so really importantly, number one, we have to measure it, get the clarity and then be able to fix it. So that all sounds great. If you got something out of this, make sure you come in below this video, make sure you, you know, like our YouTube channel, make sure you follow us, make sure your followers on Facebook, Instagram, all those good things. But most importantly, if you want the way to do all this, go ahead and grab one of the free strategy sessions that are still available. And I hope to see you inside of one of our programs where we can actually help you fix the duplication and grow and scale your team. All right. Hope you had an amazing, amazing breakthrough in the session. And I will see you again next time. Bye for now.

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