How to Welcome and Coach New Team Members (Core Commitment 4)
David Wood tells the story of a phone call that lasts about ninety seconds and, he says, will multiply the money you make from every new member by three to five times. The call is simple: you dial a brand new person, welcome them by name, and walk them through two tasks they need to finish in the next twenty four hours. That is the whole method behind what he calls Core Commitment 4, new member coaching.
A new member does not know anything yet
David frames the problem before he offers the fix. Someone joins the business through a low-cost front-end offer, gets shown a sequence of upsells, and usually says yes to one or two products and no to the rest. “A lot of people don’t buy $1,000 or a $3,500 product on the first exposure,” he says. That person then lands in the members area, watches the same welcome video every new member sees, and is pointed toward the Fast Start training series, the same one David is recording this very video inside of.
The risk, as he puts it, is that if new members do not get oriented quickly, “they’re gonna do stupid things when they start and they’re gonna sabotage their success.” So the job of the training, and the job of the person who brought them in, is to get them educated fast on what the company sells, what markets it serves, how the products are sold, and what it actually takes to reach six and seven figures.
Why he will not work with anyone who has not signed the form
Part of the process is a core commitment checklist that new members download, sign, and upload back to the site. David is blunt about why he insists on it: “I won’t work with anyone that doesn’t sign that form. And it’s not because I don’t love them or I don’t care about them, I actually do.” He has too many people committing to the eight core steps to spend time on people who will not. He calls it a filtering process, one he recommends every person in the room use to guard their own time: if someone is not willing to do what the leaders are willing to do, they are not going to step into leadership anyway.
What the call actually sounds like
To show rather than describe, David runs a role play with a volunteer named Kimberly Skinner, playing a brand new member who joined ten minutes earlier. He phones her, introduces himself as Dave Wood, and asks what made her join and what result she is trying to create. She tells him she wants to travel more and automate the time-consuming ways her family currently earns money. He confirms it back to her, then moves straight to the ask: has she watched the welcome video, does she remember the steps, and can she watch every video in the Fast Start series front to back and get the signed checklist uploaded within the next hour and a half. He tells her a bonus worth over $1,000 unlocks only if she completes the training inside 24 hours of joining, and asks her to call him back once she is done. She agrees. The whole exchange runs a couple of minutes.
David’s point in staging it live is that the internet, left alone, is “a cold, emotionless space with people with thick glasses in their mom’s basement on their computers.” A phone call changes that. People who get a real human welcome buy more, stay longer, and get better results, because as he puts it, half the system is built to get people results immediately and the other half is built to grow them personally over time, and personal growth is what grows income.
What comes next, and what it costs
David tells viewers there is a second half to new member coaching that only unlocks in a bonus video once this Fast Start series and its checklist are completed, and he stresses that the clock on that bonus is running. He also points to a product called the Top Producer Formula, priced at $500, which gives the exact scripts and language he says he used to become the number one recruiter in four separate direct sales companies. Selling it earns a starting commission of $150 per sale, rising over time to $300 per sale. He tells the room that studying it will change how effective their coaching calls are and how much commission they generate from bringing in new team members, and he closes by asking everyone directly whether they are going to do new member coaching, and getting a yes.
Written up from the original recording. The full transcript is below.
Read the full transcript (13 min talk, 3,032 words)
Hey, I wanted to congratulate you again. You are doing what a lot of people actually don't do, and that's you're completing your Fast Start series, which is gonna help you get started in your business right and make sure you're actually performing the correct actions. You've only got a few videos left. And you gotta watch these all the way in full. And the reason is, and this is really important, you wanna understand what your new members are actually going through, so you can actually aid them in that process. And if you do that, you're actually gonna make a lot more money because you'll be able to help people to go through the same process that you went through.
Now, this is actually one of the most important core commitments, and the reason is, is if you do it, it's going to multiply the amount of money that you make from every new member that comes into your business by three to five times. And I'm telling you that it will, and the reason it will is because of the personal connection that it's going to create. And I'm actually gonna teach you how to do it in this video, and I'm also gonna teach you how to expand your skillset and how to master this. And if you master this, it's gonna really create some phenomenal, phenomenal results for you. So before I explain what a new member coaching is, I gotta explain our process just a little bit, and I'm gonna explain part of it here, and then I'm gonna explain the other part of it, actually, in the bonus video that's going to unlock when you complete this series and actually upload your core commitment form, okay? When you do that, it's actually gonna unlock a bonus, and in that, I'm gonna explain the second part of the new member coaching.
So let me quickly explain how it works, okay? So you're gonna create traffic leads and sales that you generate into the funnel, like I've explained in the previous videos. Really simple process, actually. Well, what's gonna happen is, as you're generating traffic and as you're generating leads and as you're getting sales, you're gonna be getting new members into this business. What you gotta understand about a new member, they don't know anything, right? Maybe just like you.
Maybe you actually know a ton about what we do. Probably, though, you don't, right? You might not even realize kind of what market we're in when you get started. You might have come in through one of our low-cost offers on the front end, and you're really just kind of wondering what this is all about and decided to give it a try when you came in. So you gotta quickly get oriented and quickly get a grasp on what we're doing, and if your new members don't do that, they're gonna do stupid things when they start and they're gonna sabotage their success. So it's really important to do the best job that we possibly can on helping those people to get educated on what our products are, what markets we serve, how we sell our products, and also what they've got to do if they wanna get to the top and make six and seven figures in their business.
Does that make sense? So if you aid me in this process, I can help you to earn a lot of extra money by just following this core commitment, which is actually new member coaching. It's the fourth core commitment. Remember, these are like the commandments. We're just committing to do them and to follow through them every day, right? Paul challenged me to use the word commandment in the video.
I thought that was funny. He's Mormon. Anyway, so you're gonna get traffic, you're gonna get leads, and you're gonna get sales. So what is your new member's experience? This is the first thing that happens. When a new member comes in, they're gonna buy product number one, and then they're gonna go through a sequence of upsells that actually expose them for the very first time to the rest of the products in our series, right?
Now, some of the people actually that come through will just buy everything in one go, but it's pretty rare. Most of the time when people come through, they maybe buy one product extra, maybe they buy two, right? And then they don't buy the rest of the products in our suite because they just got exposed to us and just bought spontaneously and decided to get in and don't really know what it is and what are all the things that we offer, right? Does that make sense to you? A lot of people don't buy $1,000 or a $3,500 product on the first exposure. So they're gonna come in, they're gonna say yes to a couple products, then they're probably gonna say no.
Then what's gonna happen is they're gonna go to the members area, and in the members area, they're gonna see the same video that you saw, which is the welcome video. And the welcome video is basically gonna tell them, same thing that you saw, I want you to watch this entire video and then complete the entire Fast Start training. Then they're gonna go through this training series that you're seeing right now. And the purpose of this series is to do what? It's to educate them on who we are, what we do, what we sell, so they know how the process works, they know how to make money from it, and they know how to get into profit quickly and actually do it in a way that has integrity and works and can scale to the next level, right? We wanna get people started right so they can get into profit.
And not only that, we wanna help them grow over a period of time through our community and culture, give them the support that they need, and actually help them create personal and financial breakthroughs at the same time. Does that make sense to you? All right, and the way that we do that is by educating them into our marketing and cultural processes. This is really important, I explained this in a couple of our products. But they're gonna get to the members area and they're gonna see the welcome video, all right? And then after that, they're gonna go through this fast start training, and then after they do that, we're gonna instruct them to download the core commitment checklist, right?
And then to sign it and actually upload it back to the site. Now the reason we want them to do that is because in signing that form, they're committing to follow the steps that they need to follow in order to get a result in their business. For me, I won't work with anyone that doesn't sign that form. And it's not because I don't love them or I don't care about them, I actually do. It's because I've got so many people who come in who actually commit to the eight core steps that I can't work with anyone who doesn't. I don't have time in my day, right?
I wanna help people that are willing to help themselves, and if somebody's not willing to do the things that all the leaders are willing to do, they're not gonna step into leadership. Does that make sense to you? And so this is actually a filtering process also for you to guard your time. So I'd encourage you actually to tell people that they gotta go through those steps in order to work with you, right? So how can you aid in this process, right? It's really simple.
When you get a new member, we're actually gonna email you their information. You actually have that information in your member's area as well. But when we email you that information, just give them a call and welcome them. And then I want you to do what I'm about to show you how to do. So come on up, Kimberly. Give her a hand.
Oops, dropped this. All right, so this is obviously a role play. She's already in. And so this is Kimberly Skinner. Hi, everybody. Welcome aboard, Kimberly.
Thank you. So I'm gonna pretend that I'm calling her, okay, and she just joined. Now, I promise you if you follow this process, you're gonna get big results. And here's the reason why, is because nobody calls anybody that joins anything on the internet, right? The internet is like a cold, emotionless space with people with thick glasses in their mom's basement on their computers, right? Telling people how to make money on the internet, right?
And what they should be doing is writing e-books that are like how I live in my mom's basement and make no money online, right? But the reality is if you create relationships with people, the people not only will buy more products, but they're also gonna stay in for longer. They're also gonna get better results because this is what I want you to understand. Half of our system is designed to help people get results immediately. The other half is actually designed to help educate them and help them grow personally over a period of time because as people grow, their income actually will grow as well, all right? And so I'm gonna pretend you just joined, ring, ring.
Hello. Hello, is this Kimberly? It is. Kimberly, this is Dave Wood. I just saw that you joined the team. How you doing?
I'm great. Thank you for calling me. Well, it's fantastic. I just got a minute right now and I just really wanted to welcome you aboard. You came in through one of my marketing links and I just wanna let you know that I'm here for you, but I wanna help you get started right now. You just joined about 10 minutes ago, it looks like.
Is that right? Yeah. What made you decide to join the team? Well, I just saw a video that I thought was like kind of super geniusy looking and looked like something that I might be able to do. Okay, so it looked like you could be able to do it. And why do you want to do it?
What result are you trying to create? Well, I really need to make some money. I want to do some stuff that I've been trying to accomplish for a while and I just need some extra money to be able to, you know, go and travel more and that kind of thing. So you wanna travel more and that kind of thing? Yeah. Well, also because a lot of the stuff that my family does to earn money is really time consuming and I'm really trying to automate some things so we can have more time together as a family.
So you wanna have more time and travel more, is that right? Okay, I can help you do that, but you need to listen, okay? And the reason is because, you know, when I got started on the internet, I was living in a van and I actually just learned some principles that allowed me to market my business the way that created personal time freedom and since then I've been able to move to the house of my dreams in Costa Rica and really create time freedom and financial independence and travel all over the world. And so, are you actually still in the back office? Are you in front of your computer right now? Yes, I am.
Have you watched the welcome video yet? I just watched it. You just watched it, great. In the welcome video, the founder of the company, Dave Wood, just mentioned that there's a few steps to get started, right? Do you remember all of those steps? Okay, let me help you out, okay?
The first thing is, and this is really important, is I want to help you get started in a way that can actually create the time freedom. See, a lot of people get in and if you're not serious about that, I could understand why you wouldn't want to follow that whole process, but we actually map out for you how to create the results that you want to create in your business. It's really important, actually, to go through that immediately because from the time that you joined, you actually only have 24 hours to complete the fast start training and as long as you complete in those 24 hours, we're going to unlock a bonus for you that's worth over $1,000 and I want to make sure that you get access to that bonus. Maybe take you an hour, hour and a half. Is that okay with you? Yeah, I'm super excited about that.
Okay, I want you to click on, you're still in the back office, you see where it says watch the fast start training? Go ahead and click that link and tell me when the new page loads. Okay. I want you to do two things and then I actually want you to give me a call back. Is that okay? Yeah, sure.
The two things are I want you to watch every video in this series from front to back all the way through. Can you do that? Yes, certainly. The second thing is I want you to actually download, there's a core checklist that basically says you understand it and I want you to download it, sign it and then actually re-upload it back to the site. Can you do that? Sure.
Is it okay if I take a picture of it and upload a picture? You can take a picture of it with your phone. That's fine. Okay. And you need to do it quickly. When will you have that done by?
You said it's going to take about an hour and a half to view the videos. Well, yeah, no, I'll do it right away. So I'll be done in less than two hours, yeah. Okay, great. I'll still be around. I'm running some errands, but give me a call in about an hour and a half once I have got that form and I want to help you get started right in doing a new member coaching with you.
Okay, so you'll do that in the next hour and a half? Yes. Okay, when that happens, in case you don't get me, there's actually a bonus video that's going to unlock and I actually want you to watch that all the way through as well. Can you do that? Absolutely. All right, and then we'll connect and I just wanted to welcome you to the team.
Thank you so much. Everybody give her a hand. Very simple, right? Now, if you want to learn how to do this process better, there's some enhancements we can add to it. We actually have a product called the Top Producer Formula where I actually give you scripts. I actually give you the exact language that I've used to be the number one recruiter in four separate direct sales companies and this is stuff you can take with you for the rest of your life and you can market anything that you want with and that is actually right there enough to where if you just do that, that will massively increase your income because now I've got enough of a relationship to where somebody is actually going to follow the steps and it's more than just a guy in a computer, it's more than just a guy in a room with a bunch of people that have made money, it's somebody real who connected with them, who's actually doing their own marketing online, it'll make the world of difference to you.
Now, here's what I'm gonna do for you guys who are watching this video. I actually cover the second part of what to do in the new member coaching in the bonus video that's gonna unlock when you complete this series but remember, you've only got until that time runs out to get access to that video and so the clock is ticking and I wanna make sure you get that information immediately. What I want you to do is a couple things. Number one, make sure to purchase the top producer formula, it's $500 and every time somebody purchases that from you, you're gonna actually start off earning commission of $150 and after a while, actually you're gonna get up to a point where you'll be earning $300 per sale on that product. If you go through and you study that product, it'll actually teach you how to do this in a way where it's gonna blow your mind how effective your time is gonna be and how much commissions you can generate when you're bringing new team members in but go ahead and go to the next video right after this one is finished and I want you to learn about the next core step to get that bonus video to actually unlock what to do in the second part of the new member coaching but what I wanna ask everybody in the room, you guys gonna do new member coaching? Say yes?
All right, give them a hand everybody. Practicality dictates that everyone's results will vary as we are all unique and different. Basically, it takes hard work to make a substantial income in this business and some people will make no money at all. The earnings of an Empower Network affiliate will be 100% dependent upon their skills, work effort, commitment, leadership capabilities and market conditions. Common sense would suggest that in most opportunities, one would find exceptional individuals performing well above average while others perform under the average. Empower Network does not guarantee any level of income or your success.
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