The System

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Each member of the Team commits to supporting their teammates in being successful in finding one I CAN partner during their month together as a team. It is vital that all team members carry out this support in the context of positive qualities to provide encouragement and a feeling of value to their teammates

These qualities are essential:

1. Humility: realization of the inherent equality of all human beings, irrespective of differences, achievements, stations in life, or any measures used to create distinctions.

2. Love: realization of the interconnectedness of humankind and ultimately all that exists.

3. Compassion: unconditional acceptance of how others have chosen to create the circumstances of their lives and where appropriate, have them realize the potential they possess for change.

4. Empathy: true caring and understanding of another's path as if it were our own: to see the world through their eyes.

1st Team Call for each Team at the beginning of each calendar month:

1. Introduce Team Members and the Context of the Team: Begin your first Team call by welcoming the new member.  Read the “Context of the Team” found in the “System Overview” in the    Manual.  This sets the tone for the Team, and creates an atmosphere of trust and support.                                                                               
2. Share the “I CAN” Vision:  Ask for people to share their vision written on “My Life in 12 months”. Staying connected emotionally with one’s motivation strengthens the commitment to succeed on the  I CAN journey.  
   
   
3. Emphasize the importance  of the System: Review to insure the new Junior Associate has followed the System and their Training per the Junior Associate Checklist. Make sure all Team members have completed their Contact Manager Form for the current month, and are in a continuous process of sharing with new people to insure they always are working on at least 10 potential partners.

Every Call thereafter (and the balance of the 1st Team Call)

1. Celebrate Success: Celebrate and acknowledge those who have found their new I CAN partner. This encourages everyone. Be concise.                                     
2. Be Accountable: Review with each member one at a time, the status of their potential new I CAN partners and strategy for follow-through.  Use your best efforts to add focus and clarity to each other’s efforts.  Stay out of meandering generalities and get into meaningful specifics (ie, avoid storytelling).
           Sample questions:
                 Who did you share with?
                 What did you share with them and how did you follow up?
                 What is your strategy to follow up? 
                        Get very specific with actions and timing
                 What barriers if any did you come up against?
                        Answer them with how to overcome.
                 How can we best support you to close them?  
                        Again, specific actions.                                            

Review the status of potential partners for each team member   who has not yet found a new partner.  Discuss strategy for success and briefly brainstorm, share ideas and give encouragement for those who have not yet found their partner.  Problem solve and offer direction for any thing that has come up during past week’s activities. Be specific and use a variety of marketing methods such as asking for referrals, fliers, ads, leads, etc.                                                                                                                       

4. End with Specific Plans:  End the call with everyone walking away with specific plans for the week.  Verify the To Do’s that came out of the call for each person and list on your Team Call Worksheet.

Blitz! if Necessary:

On the Team call Closest to the 20th of each Calendar month:

If anyone on the team does not yet have their partner, the Manager will plan/coordinate an I CAN Blitz! with the teammates on the call.  

On the Team call closest to 20th of the month the Manager will initiate an I CAN Blitz!  if any TEAM member has not yet registered their I CAN partner.  All TEAM members support each other in achieving results and keeping their I CAN commitment of “ONE per Month”.

The steps involved in the Blitz are:

Step 1: The Team member(s) without a new partner makes a list of nine names of potential partners (within 24 hours of the Manager initiating the Blitz!) and calls each team member who will be participating with them in the Blitz to give them each three names of potential partners they will contact over the next week.

Step 2: Team members who already have their I CAN partner for the month participate with their teammates who have not yet found a new partner.  Together they develop a plan to contact and follow through with the three names on their list by the end of the week.  The team member lacking a new partner is required to participate fully in all of these activities with the support of the Team members during the Blitz!

Step 3: As soon as a new partner has been found for that team member, the Teammates are informed, and the Blitz! ends.  If a second contact also commits to join, they can register, start the products and begin preparation, but they would not begin on a team until the following calendar month. (See Appendix  01 “How Teams Function”)

Example of an I CAN Blitz!:

Day 1: Review each contact. Determine their primary interest: health or financial benefits.

Day 2-3: Make initial contact to explore their interest and set up next step; meet for lunch, 3-way call, deliver materials, etc.  Use email or FED EX to get materials in their hands as necessary.

Day 4-7: Meet with the contact in person or, if not possible, 3- way call. Get a response and close, or move on. If the contact does not say “I CAN”, then ask for referrals to add names to next month’s Monthly Contact Manager (FORM 6).  Provide additional information when necessary.

Alternative Blitz Strategies:

Alternative 1:  Partnering Up
Each Team member who does not have their new I Can Partner for the month is assigned another Team member.  The two of them talk to each other every day, checking on commitments, activities; and supporting each other to make sure both get complete by the end of the month, whatever that takes.

Alternative 2:  Full Team Blitz
The full Team supports each Team member each day by committing to daily calls as a Team for support and accountability.  In addition, each Team member, whether complete or not for that given month, agrees to make at least 2 new contacts everyday until the end of the month.   Thus, each Team member is choosing to participate at the same capacity as those incomplete so everyone is working to achieve the same goal to register 1.   Team members who already had their new partner before the Blitz will now be complete for the next month as well.            

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