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Recruit to Retain - Personal Attributes of Retention Leaders
By Terrel Transtrum and David Taylor
Studies of thousands of retention leaders in hundreds of organizations have demonstrated the common attributes of field reps that enjoy the highest retention of team members. By design, the success of direct selling and network marketing depends upon individual relationships, networks and contacts. The team retention model is represented in illustration 1.
Four Personal Attributes of Retention Leaders
The four corners of the square represent the four personal attributes of retention leaders.
Nurturing: Nurturing is the key attribute of retention leaders. They foster respectful and trusting business relationships that protect and preserve the bonds of trust and loyalty, giving all participants a deep sense of self worth.
Service-Minded: Leaders who retain their people live by the creed, "Seek to bless, not to impress." Rooted in a Golden Rule philosophy, the degree to which you serve reveals your thoughts, actions and motives. A service-minded leader forges a bond between himself / herself and the team that leads to long-term relationships.
Integrity: Though an over-used buzzword in the business world, integrity is nonetheless an attribute of the true retention leader. They do what's right, they do what's honorable and they do what they say they will do. When you make integrity your internal compass, you inspire others to stay the course even during tough times.
Committed to the Wealth Formula: A retention leader enthusiastically embraces his / her company's wealth formula (compensation plan), and helps others see the long-term benefits of working the plan.
Illustration 1: The Team Retention Model
(The content of this article is extracted from ServiceQuest® RetentionSmarts™ Modules. Click here for more information on RetentionSmarts™ training and mentoring systems.)
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