We’ve always known the importance of this, but I believe that with attention spans shortening, economies struggling, and more opportunities popping up, it’s more relevant now than ever before.
Of course, pushing your company to create ways to incentivize the newest person is crucial—but that’s not something we can always directly control. So, as leaders, we have to focus on what we can control. Here’s where you can make an immediate impact:
1. You Are What You Recognize
Recognition is the key to getting that newest person into action. It’s not just about making them feel good—it’s about helping them see the vision, get them excited to make their first invites, and, importantly, help them start making money (even if it’s just that first $300–$400).
If you want to create a culture that emphasizes the importance of the newest person, your recognition game needs to be on point. Celebrate the small wins early and often, because that’s how you reinforce the behaviors that drive success.
2. Training for the First 24 Hours
Too many times, we assume everyone knows what to do when they start. They don’t.
Do you have a solid, simplified training plan for the first 24 hours? Not just a “watch this and that” marathon, but real action steps that get them moving quickly.
When people start, they’re at their peak level of delusional optimism (in a good way!). They’re excited about the possibilities. But the longer they wait without taking action, the more fear and doubt creep in.
So, keep the training short and actionable, focused on overcoming objections and simplifying the outreach process. Remember what Leonardo da Vinci said: Simplicity is the ultimate sophistication.
3. Fight Management Mode
Once people get a few wins, they often fall into the trap of management mode. They stop prospecting, stop reaching out, and focus entirely on managing the handful of people they just brought in.
Don’t let this happen to your team. We need to train people to keep leading by example, to continue setting the tone, and to never stop talking to new people. New customers and new builders are the lifeblood of this business.
The key is to get out of management mode and keep driving forward.
