The number one problem facing most social sellers isn’t a lack of sales. It’s a lack of recruitment skills. Even if you have zero issues selling your product, sometimes the thing that trips you up the most is selling the business. And learning to understand why this happens is the key to fixing it so you can start building your team.
In this episode, Kristen is talking about recruitment blocks so you can get a better understanding of what’s holding you back. So grab a pen and paper because you’re going to want to write everything down!
Here are a few highlights:
- Top reasons why people struggle with recruitment
- The importance of building relationships when recruiting
- How to recognize the builders that might be hiding in your audience
- Why your messaging might be to blame for a lack of quality recruits
- The power of overcoming objections
Regardless of whether you call it network marketing or social selling, this business model is based on building relationships and being social. Follow the ABCs: Always be connecting. You can’t just make a post and expect potential builders to start falling at your feet. Engage with intention, build authentic relationships, and before you know it, you’ll start bringing in people who are looking for exactly what you’re offering.
Don’t miss out on the in-person social selling event of the year! Announcing the Rising Leader Summit, April 14-15, 2023, in Denver, CO. The LIVE EVENT that has historically been exclusive to 6-7 figure earners is now AVAILABLE to anyone who is hungry and willing and desires to step into higher levels of leadership. Go to kristenboss.com/rise to register today.
Thanks for listening! Do you have a question about network marketing? Kristen can help! Drop your question here, and she just might answer it live on the podcast: https:/Kristenboss.com/question
Connect with Kristen:
If you’re ready to learn the simple process of running your social selling business online, you have to check out Kristen’s live group coaching program! The Social Selling Academy: www.thesocialsellingacademy.com
Transcript for Episode #157: Recruitment Block
Kristen Boss (00:19): You are listening to the Kristen Boss Podcast. I’m your host, Kristen Boss. As a bestselling author and performance coach, I’m on a mission to share about sustainable and purposeful approaches to both business and life. Each week, I bring relevant topics that I believe are necessary to create a life of purpose, significance and meaning. Entrepreneurship is about so much more than growing your bottom line. It’s about who you are becoming in the process and building a life that is truly extraordinary. Entrepreneurship is really just the beginning.
Kristen Boss (00:57): Hey, Bosses. Welcome to another episode of the podcast. So glad you’re here. This week I am bringing to you another recording of a training I recently did in my free community, and I know how many of you will value this topic. It’s a number one problem that a lot of my audience comes to me with saying, I just wish I knew how to talk about the business better. I don’t seem to understand how I can’t grow my team, or how do I do that well in a way that doesn’t feel gross or spammy, or where I don’t have to chase people down. So this episode is going to be incredibly valuable for you. I want to encourage you to maybe listen to it more than once. Take some notes, and as always, have a plan of action after you listen to the episode. I was recently away at a mastermind event and I took 17 pages of notes.
Kristen Boss (01:47): There was so much I was learning, and it’s very easy for our brain to get lost in what we’re learning and just want to read through our notes. But every time I go to an event like that, I create an action list of things I’m going to do to immediately implement the things I have learned. And so from my 17 pages of notes, I wrote down like an action list of 10 items, and then from the 10 items, I said, okay, and now what are the three most essential, high priority tasks that must get done? First in order of priority? They’re all going to get done, but in order to keep me out of overwhelm and out of stress or anxiety, because anytime our action list becomes too long, our brain goes into overwhelm. We tell ourselves it’s all important, but the next best question you can ask yourself are, what are the three most important things for me to do immediately following this thing I’m listening to or the thing I’m doing?
Kristen Boss (02:43): What are the three most urgent and essential things that actually move the needle forward? So that’s what I did. I want to encourage you to do that as well. Don’t just listen. Don’t be on this podcast passively. I try really hard every week to give you very actionable, practical tips to you forward in your business and not just bring you fluff. Of course, I have fun having great conversations with you on this podcast, but if you’re here listening and never implementing, you’re not serving yourself, and I’m here to serve you. I’m not here to just tickle your ear and make you feel light and fluffy. I want to actually inspire you and activate you into taking action for creating the results you want in your life, because otherwise, why are you here? I’m assuming you’re here because you want to make changes in your life, whether it’s in your business, whether it’s with your relationships or your health, or just overall as a person.
Kristen Boss (03:37): But nothing changes if nothing changes. So make a plan to implement immediately following this episode, and if you haven’t already left a review and a rating, I would so appreciate that from you. I know it’s very easy to think I don’t need to, but I try to be very intentional with the creators that are out there creating to let them know, Hey, I appreciate what you’re doing because I know it gets more eyes on their content, especially when I know their content serves others. So I’m asking that of you today, my friends. If you could just, again, if you’ve never done it, leave a rating, leave a review, and I would so appreciate it, helps get the message out. Without further ado, we’ll get right into the training. We are going to talk about recruitment. Let’s go. All right, real quick before we even get into it.
Kristen Boss (04:24): I don’t want this to just be another live that you’re a part of and you consume it and you leave and do nothing different. If you aren’t valuing this time for you, this is just going to be another training that actually doesn’t help you at all unless you decide to show up differently unless you decide to implement from what I’m going to be teaching you, because I’m going to be giving you a few very tangible, actionable things based on recruitment, because this is the thing I think a lot of people have a lot of mind drama around when it comes to growing their business. They can talk about the product and how much they love the product when it comes to the business. They have all kinds of mental blocks, and so we’re going to address some of those. So, all right, what I’m noticing, yes, it is almost down to these three things.
Kristen Boss (05:17): I don’t know where to, who do I even find for the business? How do I go about finding a person, starting the conversation? I just don’t know how to have the conversation. That’s usually number one I hear is I don’t know how to have the conversation. Number two is, I don’t have enough success yet to help somebody else, and this, I feel like that might be, I might switch it and say that’s the number one reason that people give is I haven’t had enough success in my business, so why should I tell somebody else? Let me ask you. If this was any other business and you had a referral code, let’s say you really enjoy your hello Fresh meals that are sent to your house, and you are given five free meals to give to friends. You love it. You give it to your friends and you’re like, Hey, you should do Hello Fresh, and you should refer out your friends too, so that you can cook for free.
Kristen Boss (06:17): You probably wouldn’t have weirdness around that. So my question is, why do you have weirdness around this? Why this business model? Do you feel like you have to be qualified? Because you yourself cannot make an income claim like an income promise, because the only person that’s responsible for that, at the very end of the day, as the person who signs up, it is their responsibility to follow through and to do the work. It is not your responsibility, and so technically you can have very little success in this business, and it means nothing about whoever you bring in. And so this idea of, I haven’t seen enough success yet. Well, how are you deeming what success looks like? Is it having one customer? If you have one customer, you have a measure of success, and you have evidence of how to help somebody get their first customer.
Kristen Boss (07:08): It’s that simple. But a lot of times people want really big paychecks to feel like, oh, now I have this flashy reason for somebody to join me. But sometimes a lot of people need the evidence of small wins in this business saying, Hey, I enjoy, if you haven’t gotten your first customer, then you’re very new to this, and that’s okay. You’re still learning to market and sell. This is a business. And if you’ve never done network marketing before, if you haven’t been properly trained in sales and marketing, of course you’re going to suck at it for a while. You’re not going to be good at it, and that’s okay. And let’s stop shying away from the fact that you are in sales and marketing. You’re in a sales and marketing business, period. Let’s stop skirting around it and calling it something else. Because I think when we can be honest about what the business model is, then we can be a little more compassionate with ourselves when we understand I’m in sales and marketing, and my job is to market and sell a product and find people who also want to make an income marketing and selling a product, period.
Kristen Boss (08:15): It’s that simple. But when we start saying, it’s not sales, it’s a lie. It’s not true. It’s not like, oh, it’s just sharing something you love. Yes, but it’s also learning to be good at selling and marketing and connecting and having conversations. So when we understand that it’s a sales and marketing job, then of course you can have some compassion for yourself and be like, okay, I’ve never been formally trained in sales and marketing, so of course I’m going to suck at it at first. Of course, my conversations are going to feel clunky and awkward, and I might come off weird, and that’s okay. But you have to be willing to ask yourself, am I willing to be clunky? Am I willing for it to be me? To start, I want you all to think about how awkward you felt at your first job. What was your first job that you ever did, and when you showed up to the first day of work, were you beating yourself up because you didn’t know how anything worked?
Kristen Boss (09:12): Or were you like, I’m totally a newbie. I know nothing, right? But in network marketing, we tend to think I have to be an expert in order to talk to people about this business model. All you need is to a desire to help somebody. That’s it. Period. And if you are learning yourself, you are even more relatable to somebody that you’re bringing on, right? Because let’s say you’re the expert, because someone was like, well, how do I share this if I’m still learning? And be like, well, I would say, if you look like you are an expert and you’ve got this nailed down, somebody coming to you and joining this business model is going to be like, I could never do what you do because you are so good at this. Oh, I see the way you post. I see the way you talk to people, and you’re just so eloquent.
Kristen Boss (10:02): I could just never do it. But if they see you being messy and you being authentic and you giving it your best, they’re going to think, well, she can do it. I can do it. What you are doing is you’re giving them permission to start. So in fact, it’s even better that you’re not all the way up here, but everyone thinks, I only have value where I can only talk about this business when I am standing on stage with a big cardboard check and I finally get to tell people like, Hey, I have all the success now. No. What’s really powerful is inviting people to do it with you. There’s something about an invitation of, come with me instead of be under me and join me, and I’m going to mentor you an invitation walk alongside me. I’m doing this thing. It’s new for me, but here’s why I’m doing it.
Kristen Boss (10:55): I’m doing it because I really want to have more financial margin in my life, so I have some choices. I love serving people. I love talking to people about their wellness or health or whatever it is, whatever have you, right? Lo, I’m here for community. I love these things, and I think you might love doing this with me too, with language. With language is you’re getting on their level, and you’re not saying, I’m better than you. You’re not saying I, I’m an influencer or anything else like that. You’re just saying, Hey, I’m just like you, and here’s where I’m going. Do you want to come with me? It’s just that simple. But I see people just spinning their wheels being like, I have to curate this in such a way to where people don’t judge me. People don’t turn me down. I have to make sure I speak to all the naysayers.
Kristen Boss (11:47): Anybody who doesn’t like direct sales, I have to make sure this post doesn’t upset the direct sales people. And guess what happens? You never end up posting because you’re trying to post to everybody. Instead of writing a post to that one person who’s looking for an opportunity today, you have to be able to speak to those people. So I’m going to make this really clear of just some actionable things you can do differently. So what if you love your products, but don’t love the talk to four people a day? Okay? This is going to be tough love. You’re in network marketing, you are in marketing, and you’re in a direct sales business model. You’re in social selling, I don’t care what you want to call it. What’s another one? Social retail. I, I’ve heard it all at this point. Notice how in every single one of them, there’s relationship involved.
Kristen Boss (12:40): Networking requires relationships. It means you have to meet people. Social selling means you have to socialize and talk to people. Am I saying show up in their dms and send them a sleazy sales pitch when you’ve built no relationship? Absolutely not. What we are talk, you have to be somebody who connects with people and you, in order to connect with people, you have to be in conversations with people. But so many people won’t be in conversations because they’re like, well, I would never talk to people if I wasn’t in business. So every conversation feels really inauthentic to me because if it were up to me, I’d just be home in bed reading a book. Well, I’d be like, okay, well, if the only thing you have to talk to people about is your business, get a freaking hobby, right? I’m not even saying talk to people about your business.
Kristen Boss (13:25): Talk about your hobbies, talk about them. You want somebody to feel important is ask about them. Tell me about you. What are you into? So we’re going to clean some of this up. We’re going to make it very, very clear. But this idea of just talking to anybody and going straight for the pitch, it’s like straight for the throat. That’s not what I’m talking about. But most people think that’s what it is. So what they do is they just post on social media, the little picture of their product saying, Hey, we have a sale today, if that, and then they just sit there and wait for somebody to show interest in their product, or they make a post saying, Hey, it’s only 39 95 to join us and start your business today. Who wants to start post? Crickets. I’m not sold. You’re probably not sold. I want you to think about what sold you to get in here.
Kristen Boss (14:21): And so this idea, I think we have to start just being super honest about what this business entails, and I think inviting people to learn with you, inviting people to like, Hey, this is social selling. This is part of an online business, and it actually does involve talking to people, just being in conversation, serving people, talking about your business, talking about your product. That in and of itself, the very nature of that is sales like, so it might help you if it helps. Notice if you’ve been writing posts being like, it’s not, we don’t sell, we serve. But then once somebody joins your business and then they’re told like, Hey, invite 150 people to this online party, and then you’re going to post, post, post, post and talk about all these specials. They’re going to be like, but I thought you told me there’s no selling involved now.
Kristen Boss (15:18): Now there’s a congruence problem. Now what you’ve communicated, what you’ve sold them is not actually what you’ve delivered. So it’s actually important to say, Hey, we’re in online sales, but let me debunk some of the things that you might think when you hear the word sales, and here’s what it actually is, but I guarantee none of you are saying this in your content. So let’s just be super honest about that and let’s clean it up. By the way, your customers who are buying from you every single month that have great testimonies, they are builders. They just don’t know it yet, and they probably haven’t had a conversation where you can invite them into that. If they’re not builders, they are referrals, they are networkers. They are people who will probably refer friends your way. They could probably do an amazing party for you. There are ways where you can incentivize people to still want to share your happiest customers.
Kristen Boss (16:12): They’re a great point of leverage. Let’s talk about what you need to be doing. What changes with recruitment? Okay, we’re, it’s going to be very simple, this framework, who, it’s not just anyone and everyone. I want you to think of business builders, people who want to make money online. That’s not just anyone, people. That’s not someone that’s like, yeah, I can make $10 online. Nope, nope. We’re talking about somebody who’s like, okay, I’m going to carve out the time. Somebody who’s looking for a job, friends, somebody who’s looking for a job, somebody who is between that or picking up a nine to five, and they’re like, if I had to choose between the two, I would choose this. Notice how they’re already in a work mentality if they’re looking for a nine to five, but the idea of this is remote, I get to do this with my kids at home, or I get to do this with my own hours.
Kristen Boss (17:04): I get to fit this around my nine to five, whatever it is, you have got to stop talking to people who are bored or people who are like, Hey, do you want to, no, we’re going to change conversations. So if you don’t like who you’re bringing in, it’s a marketing problem because your marketing always brings in who you talk to in your marketing. If you’re talking to whiny, needy people and your marketing, you’re going to attract whiny, needy people. If you’re going to attract, you’re going to tell people like, ah, scroll the nine to five. I always hated working for somebody and nobody wants to work, and you should come and be your own boss. Notice how you’re marketing to people that don’t like working, or if you’re like, Hey, scroll from your phone. Monetize your scroll, which is cute, but I hate that so much because you’re talking to somebody who just wants to do this.
Kristen Boss (17:54): Why am I not making money? You have to be so clear with your language. This is a marketing and sales problem. All recruitment problems are marketing and sales problems. Period, and marketing and sales problems come from your beliefs, right? Because I can’t market something and sell something that I don’t fully believe in, period. Okay? All right, so who is it? What demographic are you best positioned to serve? Where, who are the people that you’re going to naturally build the fastest relationships with? And it’s probably people who are in a similar season to life you are, or just behind you. Those are the people where you already have so many things in common where we could, for me, if I were in a room filled with moms in who had kids between the ages of and of five and eight, we would have so many things to talk about because my kids are between the ages of five and eight because we’re in a similar season of life.
Kristen Boss (18:54): If I’m in a room filled with people that are 20 years ahead of me, we’re going to just be in different seasons. The things they’re going to be talking about isn’t going to be as relevant to me, so I’m not going to feel like I mesh as well with them. So you got to know who’s my demographic? Who my best positioned to serve relationally? Who is it most natural for me to connect with? There you go. You got your age, you got your age demographic. What’s season of life? Then you have to figure out what are their interests and hobbies? What do they like talking about the people that I want to talk to and just connect with? What do they enjoy? So for me, I probably want to talk to, if I’m building relationships, I want to talk to people that have their own business, who enjoy skiing, who have a couple kids who maybe have a faith background, but for me, I’m like, those are going to be natural connecting points for me and somebody who also loves Kindle Unlimited, and we could just talk about books all day.
Kristen Boss (19:44): For me, that’s so easy. You have to think about your interests because when you think about, okay, these are my hobbies, this is just a very natural point of conversation and connection for me, that tells you who is right, okay? Because then once you’ve got your who down, right? You got to ask the what. Okay, so you, your who really you are asking what do they want? What are their desires? What are their problems? What are their frustrations? What would they pay to fix? Right now, I love asking what are they Googling late at night? Somebody who’s in this season, this demographic, also think about the product and the business you’re in and that you sell thinking in relation to this, what are they Googling? What are they trying to fix? What would they pay to solve right now? I know right now what seems to be huge among my demographic in our late thirties, we’re all about our hormones right now, we’re all about, are we estrogen dominant?
Kristen Boss (20:43): Are we in a progesterone? We’re starting to think non. We’re starting to be even more non-toxic in this space, or we’re in skincare. So the conversations, you have to be thinking based on where they are, what is it that they want? What problems are they actively trying to solve? Okay, I’m making this very simple for you guys. If you’re overthinking it, that’s just your brain being like, if we overthink it, then we don’t have to do anything. And then I can go and research and then not put myself out there and feel things like fear. Okay, so now you have who you have, what do they want? And then you have to ask, where are they hanging out? Where are my people? Because listen, you’re in social selling. You have to go and socialize. You have to go and meet people. When I was a hairstylist, and this was before social media was a big thing for hairstylists.
Kristen Boss (21:28): In order for me to find clients, I had to figure out where my clients hung out. I knew what my price point was. Here’s what I’m charging. I’m like, okay, where is that demographic hanging out? They’re hanging out. Whole foods going to yoga studios. They’re at nail salons. They’re at mom clubs. This is where I need to be, and you better believe it. That’s where I went, and I started connecting with people, and when they asked, well, what did you do? Well, I’m a hairstylist. She says, come in sometime. Oh, well, what would you do with my hair? All? Because I thought, who’s my person? What do they want and where can I find them? So with the word, it’s like, well, what social platforms are they hanging out? If you are a Gen Z, your people are hanging out on TikTok. I’ve even heard be real as a thing, but I’m not sure how that works relationally yet.
Kristen Boss (22:11): If you’re a millennial, your people are mostly hanging out on Instagram, a little bit on Facebook. If you are a boomer hanging out on Facebook, I mean you can build on Instagram, that’s not a problem, but that’s where your people are hanging out. Are they in Facebook groups? Where are they getting their information when they’re Googling something? Where are they going to find their information to fix the problem? Are they Googling? Are they following a certain influencer? Where are they following a blog? Are they listening to a podcast? It’s important you know this because you’re like, okay, well, if my demographic really likes listening to podcasts, who are they listening to? Great, okay, I’m going to go to that influencer, go to that influencer as following, I’m going to engage with their followers because that’s who my people are. Or I’m going to go over in this Facebook group because hey, I love talking for me.
Kristen Boss (22:57): I’m in book clubs on, I’m in Facebook book groups, not because I need to, I’m not in a place where I’m needing to connect with people on my business that way, but I know I skip Gen X. I know Gen X is kind of a little bit of everywhere X can be Facebook and Instagram. I think Gen X is blurred. They’re a little bit Instagram and Facebook. I lost my train of thought. Oh, book clubs. So I hang out with people that are like, what are book recommendations? What’s going on? Book talk. I love interacting with other book talk influencers. It’s so fun for me. Okay, so are you into a certain fitness routine? Are you into Pilates? What are you into? Because that’s where it’s going to be easy for you to connect with your people. So where are they hanging out? And then you have to ask, how are they going to find me?
Kristen Boss (23:43): How are they going to find me? Because they can’t find you unless you are wanting to be found. You can’t be hiding on social media posting, never interacting with people, never talking to people and being like, why can’t people find me? It’s because you don’t have an open sign on your business. You’re not connecting with people. And here’s the thing with recruitment, I want you to remember your ABCs always be connecting because connections lead to conversations and conversations lead to conversions in sales, period, end of story. This is always the way it goes. If you don’t have enough leads, it’s because you aren’t connecting, period. You’re not engaging, you’re not talking to people, you’re not getting out there. You’re not talking to people. Gen X is a little blurred, sorry, gen X. So always be connecting, right? I’ve heard some people say, always be closing.
Kristen Boss (24:35): No, always be connecting or always be in conversations. My God, talk to people. You guys have got to get out of your bubbles. Pandemic. We’re done. We can’t hide behind our houses anymore and be like, oh, I don’t know. I don’t like people. I don’t want a people. I’m like, okay, you don’t want a people, then you don’t want a business either. And if you don’t want a business, then you don’t want the money. I know what I’m saying, really hard things right now, but I feel like this is the season up tough love. I’ve given a lot of like, oh, they’re there. But now in the year of 2023, it’s time to pull up your big girl britches, and it’s time to get your hands dirty and get in the trenches and be willing to get out of your comfort zone. If you’re not making the money you want to be making, it’s because you’ve been camping out in your comfort zone far too long.
Kristen Boss (25:27): It’s time to pack up the campsite and move into your growth zone. All right? So always be in conversation. All right? Here’s another thing. You have to understand that recruitment as a product of intention always, it’s never on accident, which means you have to be intentional with your language. You need to be intentional with your posting. You need to be intentional with your conversations. It’s always intentional. You have to be talking to people. I need to start peeing. You do need to start peeing. If you want to earn, you got a people. So it’s always a product of intention, connection, and direction. Intention of who am I talking to? Where am I showing up, and how am I getting visible, right connection? Who am I talking with? How can I get in front of more people? That’s always the answer. This is always, that’s always the question you need to ask yourself is How can I get in front of more people?
Kristen Boss (26:18): You’re you. If you’re like, why is my business not growing? The question you need to ask yourself is, how can I get in front of more people? Period. Just so you know, that never changes. Even in this phase of my business, I’m like, how can I get in front of more people? How can I get in front of people who’ve never heard of me before? How can I, and how can I serve them in such a way where they want to follow me? Because listen, I’m even thinking like, Hey, they can choose between this person, this person, person, and this person. So why would they follow me? How can I create value that would earn their follow, that would earn their trust? How am I going to be showing up differently than somebody else? So I’m mindful of that. I’m intentional. I connect. Even this two years ago, I wouldn’t have been in a hat and a fleece without makeup in a group of 15,000 people.
Kristen Boss (27:08): I just wouldn’t have been like, no, I need to be in a blazer and in a studio with my lighting and with a mic. And it’s like, no, this is connection. You hearing it from me straight to you being like, this is a form of connection. And so never have the right words according to who. There’s no such thing as the right words. Why do we say this? Right? Words. Just what the right words are, words that come out, and eventually you get better at it with practice. Again, I want you to think of the first time you ever, I don’t know, saying in front of people, it probably sucked the first time you ever tried anything. It sucked. Instead of looking for the right words, just get words out there, and eventually you get them right because you’ve had practice. So give yourself permission to get it wrong.
Kristen Boss (27:56): Give yourself permission to get it wrong. And some of you have not let yourself get anything wrong in your life because you have this ingrained story that if I get it wrong, I’m not loved. I’m not safe. Maybe you had a parental figure who was always telling you what you were doing wrong, or maybe you only felt worthy of love when you were performing well and getting the straight A’s, and you were the good kid, and you were the reliable kid, and you said those things also. That’s a condition. You’ve been conditioned that way to believe the only way someone would want to join me is if I give an A plus performance, and that’s bs. It’s bs. You don’t have to give an A plus performance. People want your C work because they want to say, oh, I see you. You’re just like me.
Kristen Boss (28:42): I can do this too. Just notice it’s story, story, stories, story, everything. You guys are telling me story. It’s a story. I’m going to get the words wrong story. You could just be like, you know what? I’m kind of sick of telling myself that story cause it’s not getting me anywhere because me not being willing to get it right. Like I’m, I keep getting it wrong and by getting it wrong is I never get practice. I never put myself out there. I never get good at this. I actually don’t figure out how to be good at sales because I refuse to try. You need to hear this.
Kristen Boss (29:17): So recruitment is always a product of intention, connection, and direction where you’re pointing people with intention. I have to ask you, are you talking about your business from a place of this is why I love it. This is why it’s worth my time. This is why it’s worth my energy. Therefore, this is why it’s worth your time. This is why it’s worth your energy. This is why it’s worth your effort. Because listen, in today’s world of instant gratification, you are competing against somebody who could be Amazon priming things, watching Netflix, enjoying their me time and very busy lives. You have to sell them on why it’s worth getting uncomfortable. If nobody’s joining you, it’s because you haven’t sold them the value of leaving their comfort zone to get uncomfortable, in order to bring more financial peace and margin to their home. Period.
Kristen Boss (30:16): If you want somebody to buy your story, you have to sell the value of it. If you want someone to buy the business, if you want someone to join, it’s because you haven’t communicated the value of it nearly enough or there’s just no need for it in their life that there’s not a enough pain for them to decide. I, I’m willing to get uncomfortable because this pain is too much. It’s the idea of choosing pain. And sometimes people will tolerate this pain until the threshold of pain becomes too much, and then they start looking at other options and being like, well, starting a business that’s painful, but this is now becoming too painful, so now I’m ready to entertain this pain. So it’s all, it’s also timing. But if you’re only talking about your business once a month, good luck. People need to hear over and over again and you think you’re a broken record.
Kristen Boss (31:11): But listen, with the algorithm and how social media works, people aren’t hearing you nearly as much as you think they are. They aren’t right. I mean, I can’t even begin to tell you. We put ads up everywhere. Whenever I announce something, ads, podcast emails, we wallpaper the internet and somebody will still be like, I didn’t know that was happening. So are you talking enough about the business? Are you overcoming objections in your content? Or how many of you are waiting for the objections to come? When you finally have a conversation with somebody or you’re terrified of the conversation, you’re like, I don’t want to have objections. I don’t know how to handle them. They’re terrifying. And then you think objections shouldn’t be happening, but objections is just a normal part of the process. Objections is just a natural part of, I have to overcome an objection.
Kristen Boss (32:00): Anytime I am going for something that I want that might cost me something. Think about the objections you have to everyday things. So you say you want to work out, right? You’re like, I’m going to work out for 30 minutes today, and your brain’s going to be like, objection. Objection. We’re tired. We probably need a snack. It’s busy. You know what? It’s been a long day. We can do it tomorrow. Notice these are internal objections. It’s just nature. It’s supposed to happen. But some of you, when objections come up, you think, oh no, I did something wrong. I must not have talked about it good enough. If they have objections, something’s bad, or I don’t know how to overcome an objection, and then you just want to run and hide instead of overcoming them by force of will. It’s just learning to be with their objection and hold space for their objections and be like, yeah, totally get that.
Kristen Boss (32:54): I empathize with that. Have you considered this other way of looking? This? I just want to want to invite you to maybe see it a different way. So something you can say with an objection. What I love saying is, have you considered I felt that way too, or I totally say where you’re coming from and I get that. Have you considered and then offer the alternative? It’s just inviting them to look at things a different way. Objection is not a rejection, repeat after me. Objection is not a rejection of you. It’s an internalized objection to what they want. So if they’re saying, I don’t have time to do this, they’re not saying, I don’t have time for you. They’re not saying, you’re not worth my time. They’re saying I’m not worth my time. They’re saying my future’s not worth my time. It’s their own objection to themselves.
Kristen Boss (33:49): But you have got to stop taking this so darn personally, okay? It’s not not personal, it’s business. Okay? This is about you. You’re going to have to get some thicker skin, okay? All right. Are you telling stories? Are you telling compelling stories of things you’ve overcome? What made you finally decide to try this business? Someone that you know, you please for the love, for the love, please stop copying and pasting before and after testimonies that circulate in your company. Nothing seems more inauthentic to your audience. You don’t think they know your audience is smart. You don’t think they can see a copy and paste message that doesn’t sound like they don’t think that they notice. Sharon never talks like this, and suddenly it’s like, oh, I don’t know what this sounds like. Please, it’s not personal. It’s business, but you need to make it personal for your audience.
Kristen Boss (34:52): Does that make sense? You have to personalize your content. You have to personalize your storytelling. Don’t expect life things to change. Don’t expect life-changing results when you’re your work by copying and pasting because you’re lazy or because you’re telling yourself that person is so good with their words. I don’t know what to say. I don’t know how to tell it before and after story. So I’m just going to copy and paste this and get up on my wall, and I could just post on my team pages that I did it today, and then that’s it. But then you’re crying that nobody’s engaging with it because people can tell it’s inauthentic that you didn’t write it. So put the effort in. I don’t even care if it looks half good. At least they’ll know. Well, here’s Karen. She’s talking about it, right? Oh, this sounds like, this sounds Karen, right? This sounds like our friend, Sarah. Are you giving evidence for how it works? Small evidence like, Hey, I’m enjoying my products for free. Or, Hey, my friend that just started, she’s now enjoying this for free, or she’s really enjoying connections. She threw her first party and she earned $50 in hostess rewards. Are you talking about this, right? So are you telling stories? Are you being thoughtful? Again, it goes back to are you doing this with intention or are you doing this?
Kristen Boss (36:08): Are you doing this with entitlement expecting that you could half-ass it and still get great results? That to me, is entitlement being like, I should be able to get life-changing results, but give as little as possible, but sorry, you actually have to give more. You actually do need to do your best. I’m not asking for perfection, but I’m asking for you to give it your best. I’m asking for you to try. I’m asking for you to put yourself out there, and so I really believe just you implementing some of these things with your recruitment, it’ll really change things if you have not. So that’s my rep for today. Okay? So again, we’ll do this real quick and then I’m going to wrap up and give you a couple. I’m going to do a call to action at the end. Okay? So figure out your, who’s your demographic?
Kristen Boss (36:55): Who are you best positioned to serve? What do they want? Where are they hanging out? How are you getting in front of them? Are you doing your ABCs? Are you always, are you always connecting? Are you in conversations? Are you just talking to people? Are you being intentional? Are you connecting? Are you giving direction, right? Are you listening? Are you entertaining and believing every story your brain is offering you? I haven’t had enough success yet. Nobody wants to do this business model. Everybody hates network marketing. Well, that’s not true, because then there wouldn’t be 15,000 people in this group, and I know I only have a tiny, tiny, tiny percentage of the market here. Tiny percentage, like 0.001%. So that can’t be true. And then you also can’t believe everybody who’s ever going to join network marketing has already joined. That’s what you’re choosing to believe when you’re saying nobody likes this business model being like, I guess, everybody that’s ever going to join has joined. No, people are finding a need for this business model. Every single day somebody is waking up and saying, I think today’s the day where I’m finally going to entertain this business model.
Kristen Boss (38:04): The need might not have been present a year ago, two years ago, three months ago, but need is always coming, right? Need, need comes up. So you just have to always make sure, are you available when the need arises? Are you visible when the need arises? Have you been serving when the need finally arises, when they finally feel the need, when this becomes so uncomfortable that they’re finally ready to get uncomfortable here? Have you been showing up? Have you been consistent? Have you been connecting? Have you been valuable online to people? If you haven’t, they’re going to to somebody who has, listen, they’re not, somebody’s not going to join a team that that’s cooler than you or better than you. They’re going to join the team of somebody who’s more consistent than you, period. Here’s my call to action, the Rising Leader Summit. If you are somebody who is needing a kick in the pants with your leadership, you need to learn about onboarding.
Kristen Boss (38:58): You need to learn about what it looks like to actually lead people well, to get them to the results that they want, not just getting them to do what you want. If you want to learn how to leverage your time better, develop your team in a way that’s sustainable and authentic, and listen, I’m developing this content that used to be only exclusive to six and seven figures, earners in the industry, but I’m making it available for anybody who has a desire to lead and a team to lead. We still have in-person tickets available. You can go to Chris and boss.com/rise. If you can’t make it to the event, buy the virtual ticket. It’s 1 99. You get a one year access to the replays, it is worth easily a thousand dollars. If not, I mean, it’s worth far more than that. So if you’re like, and I just want you to just notice if there’s an incongruence with what you say you want and your actions.
Kristen Boss (39:49): If you’re like, I really want this, but you’re not willing to act on that and say, okay, I’m willing to cut Starbucks. I’m willing to cut a couple Starbucks trips so I can get these skills, and these skills is what helps me make more money. That’s what I’m going to do, right? So it’s kristen boss.com/rise. Lastly, if you love my podcast and if you’re a listener, I would love a review from you. If you can go to iTunes and you want to click go to show, because if you go to an individual episode, it won’t let you leave a reviewer rating. But if you go to show, you can leave a rating right there. I have some exciting very, I have very big things coming up for you that I’ll be announcing in less than a month. Big things. I thought SSA was big, and then this is just getting even bigger. So I have a lot of plans for this industry. I have a lot of plans for you and how to serve you well. Friends, don’t forget, always be connecting. Talk to people, serve people well, and show up. Well this week. Show up for you. Show up for your people.
Kristen Boss (41:03): That’s a wrap for today’s episode. Listen, if you love what you heard here today, I would love for you to leave a real quick rating and a review. This helps the show get discovered by new people. Be sure to take a screenshot of today’s episode and shout us out on Instagram. We’ll shout you right back out. If you’d like to find additional resources or discover how to work with me, head to www.kristenboss.com.