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Recently, our chapter committed to the Fast Track program. I’ve been thrilled with its results. It helps our chapter focus as we all simultaneously study the same information. Ann McIntyre, our education coordinator, challenged each of us to take the list of everyone in our chapter and mark where we are in the VCP Process with each member.

This exercise gave me a structured approach to analyze who I need to do one-to-ones with. In the past, it's been more of an arbitrary process - "Who haven't I done a one-to-one with?"

Now I'm focused and able to move the referral process forward in an accelerated. For example, I'll put the Vs at the top of the list - those are the next five people I need to do my one-to-ones with because those are the members I need to move to a C. Once I move them from a V to a C, then I’ll focus on my C list and see how many I can move to a P. My referral base will increase dramatically if I can get all of my chapter members to Ps.

Our chapter has decided to build a VCP chart as the foundation for our Fast Track goal. On the chart we have three columns labeled “V,” “C,” and “P” - and pinpoint where every member is in the process. By the end of the program our goal is to have a 25% increase from column to column with every member.

Now that's measurable and profitable.

(For more information on the Fast Track Program, go to www.delfuego.com/bni.)




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