Team Building for Success with Gina Moore
- [1:00] – Get to know Gina
- [2:22] – How she started with her direct selling business
- [5:00] – What’s so exciting about team development?
- [6:59] – How Gina helps a new consultant get started
- [9:20] – Gina’s tips on building a successful team
- [13:08] – Leader retention and the secret on how to keep them motivated
- [15:17] – Training tips and what works best
- [22:29] – Team development and why you should learn about personality styles
- [27:23] – The book that made a difference in Gina’s life
- [29:22] – Direct selling lifestyle – the good and the great side of the business
Transcription:[0:49] Jen: Today we’re lucky enough to have Gina with us. Gina is from an Australian party plan company. And today, we’re going to be talking about team development. Welcome, Gina! [1:00] Gina: Hi Jennifer! It’s great to be here with you. [1:02] Jen: Thanks for joining me. Can you tell us a little bit about yourself? What’s your background?
[0:49] Jen: Today we’re lucky enough to have Gina with us. Gina is from an Australian party plan company. And today, we’re going to be talking about team development. Welcome, Gina![1:00] Gina: Hi Jennifer! It’s great to be here with you. [1:02] Jen: Thanks for joining me. Can you tell us a little bit about yourself? What’s your background? [1:06] Gina: Sure! Jennifer, I always like to start off by saying that I’m a mum and that’s kind of my background for as long as I have the kids. [Laughs]
I have a young family. I have a wonderful husband who is my absolute rock and my best supporter. My family are aged – my oldest child is 12, my daughter and I have a son who is 10 (almost 10) and then youngest is 6. So, I’m a mum first and foremost in everything that I tell people that I do. Even though I love my direct sales, my being a mum to me has always been the most special and amazing job ever.
I’ve had lots of experiences. I’ve loved trying different things in my life. I’ve come from doing advertising jobs, working in family businesses. I have been with other direct sales businesses because I just love the products and I love the people. So I have a pretty varied background, but one thing I suppose about me is that I just love people. I just love talking with people, getting to know different backgrounds and connecting with so many amazing beings out there. So that’s a little about me.[2:22] Jen: Great! Why do you think you got involved in direct selling, to begin with? [2:26] Gina: I probably think it’s because of that. It’s because I love being around people. The jobs that I’ve had in the past, it’s been in retail industry – so whether it’s been a sales position or even working in our family business that we had when I was growing up, I was always like that. Always put me in front of people. [Laughs] That’s just what I did. I think it was kind of inevitable that coming from a background of being taught by my family to have your own business. It was kind of naturally just fell into being part of direct sales for that reason, but I just love the connection with people. [3:07] Jen: So if you weren’t in direct selling, what do you think you will be doing? What would your life look like? [3:11] Gina: I think I still would probably be involved with having my own business in some way, shape or form. I think that’s come purely from the work ethic that I was taught growing up. And watching my parents have their own businesses. We did have a few different sorts of businesses over the years but even when I was very young, dad was very adamant that having his own business gave him a sense of his own fulfilment of being successful in doing something that he created, that he was in charge of. I think that is something I would probably be doing anyway, even if it wasn’t in direct selling. I think I would still be doing something for me. [3:55] Jen: What about you as a person, do you think you would be the same person if you weren’t in direct selling or do you think that you could be somebody different? [4:02] Gina: I think the core essence of me is the same. I have the same values, morals, principles, ethics, all those sorts of things and I think it would be that same core person, however, what I’ve gained from being part of direct selling has given me the opportunity to hone in on some skills that maybe I would not have been able to develop as well being in a traditional business space. I really think that being involved with direct selling over the years has really given me skills, tools, connections, just that I’ve learned so much that I really feel that you would have to either pay a squillion dollar for if you were in traditional business.
To try and find business coaching and business mentoring and things like that. But in direct sales, it’s something that you get along the way and quite often it’s completely free and it’s invaluable, absolutely invaluable.[5:00] Jen: Look, I know you’re excited to talk with us today about team development, can I ask why you are enthusiastic about that area of your business? [5:07] Gina: Jen, this is something – looking at everything when you sent through to me, “Let’s talk about topics”, it was actually the one that did jump out at me and I think it’s because – and as my husband said to me this morning, “You know why?”, because that is what you do. That is what you love being part of this business for. I guess, that is the strength that I have. I’m very much a team oriented person. I love that bringing people together, the connection. I am pretty successful in that in my business because I feel that what I’ve been able to create is a real sense of unity in my organisation, so I’m quite passionate about that. [Laughs] [5:49] Jen: What does team development look like to you? Is it about sponsoring or is it about moving people through to the next level? [5:57] Gina: Well, I mean, sponsoring is where it starts. You’re not going to be able to build a team if you’re not sharing the opportunity with people. No matter what industry you are in or what business model you are with in direct sales, it’s based on sharing the gift. It starts from there but by no means does it end there because when you start sponsoring and sharing the opportunity with people. I think the key part for me is moving people through to the next level because that’s how you grow and that’s not just within your business, but that’s also how you grow personally yourself. Each direct sales business has leadership levels and things like that so you can start by just sponsoring your first person, sharing the opportunity with someone, giving somebody else. That’s where it starts. However, team development just looks much bigger for me. It’s this so many different levels to it but you have to start somewhere. [6:59] Jen: Gina, let’s talk about your personal sponsors, where is that coming from? Is it coming from online, or is it coming from in home demonstrations, where is it coming from? [7:09] Gina: Yes, sure, Jen. I think initially for me, getting started was all about connecting with people. So for me it came from in home, first and foremost. Initially when you might have a new product and it might be something that people are not really aware of, that face to face contact with people, not just for the product, but also for you as a consultant I think is priceless. Having that first initial in home contact really sets people up to know the product, know you and start building you as a consultant, get to start building a loyal customer base. As we have, I guess, grown our product line, we’re a gourmet food company, as we’ve grown, we’ve also expanded into utilising lots of different ways to actually connect with people.
I have sponsoring now that comes from online. We might do lots and lots of connections through lots of social media platforms, so it’s now as we’ve grown in this last five years, it’s actually looking a little bit different to what it was in the first getting started time for us. And for my team, it’s pretty much the same. We are learning even if we don’t know about social networking and how to use it because things are like – there’s always new things everyday to learn when it comes to social networking. But my team are finding the same thing so we are all sort of evolving using different ways to connect with people. I still feel thought that that face to face contact is priceless. It’s absolutely brilliant.[8:49] Jen: I guess for your products to being gourmet food product, you can always demonstrate a product online but there’s nothing like the taste test. [Laughter] [8:58] Gina: Absolutely! Absolutely. And that’s where I think the initial contact is still very important to have that face to face ability. If we ever get “smellyvision” or “tastevision” one day, it will be brilliant. [Laughs] [9:12] Jen: It will come. [9:14] Gina: But yes, definitely, something that I think we’re evolving in as well as we progress in the years. [9:20] Jen: What are your top tips for building a successful team? How do you find the right people? [9:25] Gina: This is a really interesting question. When I was reading it, I was thinking, well, I don’t really know if I’m still really identifying what makes me successful with this. Why can I do what I do? Sometimes I often question myself and I probably shouldn’t. I should go with my gut feelings on this because… [9:51] Jen: So it’s intuition? [9:52] Gina: Yes, exactly! And I also put in the hard work. My background as you’ve heard, my work ethic has come from the moment I was born. I have a very strong work ethic with my family, with my upbringing, and I’m not scared to do the hard yards. In all honesty, I think that I’m willing to put the work in to get the results but I also use my gut feeling. When you asked me, how do you find the right people, they’re there and you do need to use your intuition. Yes. However, I also have this – I guess, not a motto but we often talk to the team about – we can’t pre judge people. Don’t make an assumption on someone who just says to you, “Oh my gosh I love these products. I just want to be able to buy them.” Tell me where to sign. I just want to be able to buy them. Don’t pre judge that person for just being a personal shopper of those products because so many people can go on to have changes happen in their lives when all of a sudden this could be “the” answer for them.
I don’t pre judge. I absolutely work with – I love sharing this gift with everyone and I think perhaps the fact that I’m willing to just go out there and help whoever I can to create something that they want in their life so maybe that’s where my success comes from. Top tips would be those, I guess.[11:23] Jen: How do you work with your team to develop them to the next level? [11:28] Gina: I guess every direct sales business is going to have their own processes and structure and exactly the step on how to follow through. We are no different, we have a process and a system, however, a lot of my – as I was saying, my intuition is there, of course, but I also have a process that I go through to communicate. My big key here is communication with new people who are joining into the business. My big one is, see a need, fill a need or in my case, hear a need fill a need. So when in that communication process with a person who’s looking at an avenue of joining a direct sales business, why? What’s attracted them? Finding out a little bit about their reason behind joining and then if there is a need that this business can fill for them, then finding out how you can do that for them. Honestly, it can be a very simple process, Jen, because we have people who can join this business for or any business for the simple purpose of the products. But then, if you can identify their needs from then on to go, is it the fact that you want to create an extra income stream for the household or is it that you would love to be able to lead a team?
Leaders kind of identify themselves when you are asking the right questions. That process is what I use to follow through then to identify leaders and then work with them because I guess I’ve just answered the next question, haven’t I? [Laughs] [13:08] Jen: What is the retention of leaders in your team like? Do they stay at that level or what do you think is the main reason that someone would fall back?[13:16] Gina: I think you’ll see this happen no matter what. It’s life. Life can be a very big dictator. I think at times of whether people move through leadership levels and grow within the companies or not. The timing needs to be right and honestly, if the time is right, you won’t see that fall back. If you have a good business model, a great training process and a great structure to follow, and you have some strong leaders who are there to guide, support, nurture and just work along your side, the leaders in the teams, I don’t see that happening. But I do see the reason that people could fall back is just life in general. You know when the time is not right, the time is not right. What I love about direct sales in particular is that it might not be right for someone right now, but what if in three months’ time? Things could change and the time is right. You have the opportunity to pick up and run with that at any point, at any given moment that it deems to be right for you.
For me in particular, I have a great retention percentage of leaders in my team. I’ve had very few leaders dropping out for the reasons of not having support or anything like that because that’s something I’ve very, very big on. But I’ve had people who have just said to me, “the time’s just not right.” And so, that’s okay because down the track, I’ve also watched people then pick up and run with it again when they’re ready and fly to amazing heights in the business.
I think it’s definitely communication. It’s definitely knowing your team and if you’re there in connection with your leaders in your organisation, often, regularly, and knowing what it is that this is fulfilling for them or not fulfilling for them, then you’ve got something to work with and work from.[15:17] Jen: Let’s talk about training. Do you train live with people face to face? Is that geographically possible for you? I mean, look, everyone’s all over the country and in some…[Laughs] or are you trying via webinars, Zoom, or what do you use to train? [15:36] Gina: I’m giggling because it’s literally something like, I’ve just come home from a training late last night and that was one of my local face to face trainings. So for me, we do and I guess for our company because we are a little geographically challenged having the five divisions globally at this point in time with the look to expand further into other divisions globally as well. Very shortly in fact, we’ve just literally been discussing how we do this and how we connect with people and we are a little bit unique, I guess, in that sense with what we’ve created and what we’re working on.
I actually do training in multiple ways. I still love my face to face because I’m that people person, because I love being around people. The face to face gives me the biggest buzz. I love it. I love watching people’s faces when they have those aha moments of “Oh I get it!” That drives me. I absolutely love the face to face. But you know, I also love our webinars that we do. I love our zoom meetings now because Zoom meetings is just something we’ve just taken on and started to run with because again, you can have that contact of seeing each other. But our webinars, I love webinars as well because I guess I am passionate about what I do and when I’m speaking, I have been told that I show that passion in how I speak as well.[17:07] Jen: I’m feeling that now. [Laughter] I’m getting that it’s coming through. [17:12] Gina: Thank you. So for me, I think everything works. It works for whatever the purpose in that moment for that training is. It’s also important to identify what it is that you need to do in that training. So what is the purpose of that training. Are you there to just talk about your products? Is it product knowledge? Is it connection? Is it motivation? Is it an exercise where you just literally got to get the how to information out? So, whatever purpose that you are training needs to be for, I think if you can be varied in how your training needs to look for that particular purpose to get that message across effectively.
Flexibility is absolutely the key. I’m still as nervous as anything when I do these. I mean, this morning I’m shaking thinking, I don’t know how I’m going to go with this interview. I haven’t done many of these. [Laughs] So, it’s just learning to expand your comfort zones. And if you do that, I honestly feel the results that I’m getting with doing the training in the different ways that we’re doing is absolutely invaluable and it’s taking me out of my comfort zone. It’s taking my team out of their comfort zone but the results are phenomenal. So, yes, I love the way we train.[18:34] Jen: How often are you providing training? [18:37] Gina: We do training really regularly, actually. Depending on what sort of training it is. If it’s my how to information, that might be a monthly or a weekly, depending on what we’re actually training. The face to face ones because we are a little bit constrained with geographic areas, I try to do those on a monthly basis where I am locally but I also travel to do face to face meetings as well. It really does vary. I’m on webinars weekly. I’m on face to face things either with Zoom, either weekly or monthly, just dependent on what we need, so very, very flexible with that but I honestly believe that the connection and the regularity of connection is very, very important. And please, don’t disregard the training over the phone, one on one phone call, it’s priceless. If ever you find that you feel – for me especially, if I find I feel I’m out of touch with something happening in my team or thinking, “Oh, I haven’t actually touched base with this person in a while,” the training that you can do just picking up the phone and talking to people is absolutely priceless. So training for me could be any moment, at any given moment, at any given time. [20:02] Jen: Can you tell me how you keep your team motivated and inspired? [20:07] Gina: I kind of been told if I just talk to them, it works. [Laughs] [20:10] Jen: Yes, it’s working. I told you. I’m completely motivated and inspired right now. [Laughs] [20:16] Gina: Thank you so much. So, yes, and possibly it is really just the connection. I think hearing your voice – so lately I have been doing and getting involved with doing a lot more videos and putting that out to my team, sending out a video to – because obviously I don’t … we have Facebook groups for our teams and things like that that we utilise and when I know I’ve got a huge workload to tackle over a few days, I might be like, “Oh, I haven’t connected with anyone and I’m getting a bit bogged down.” so I just do a video really quickly and send that out to the team and that reenergises me because I kind of do it for me, secretly. But no, I do it for the team. [Laughs] I do it for the team because I know that that is a skill that I have. That is – whatever you want to call it. It is a talent. It is one of my strengths because I love bringing people together so even if it’s just a quick 30 second video which you might put out there to your team to say, “hey guys, I just want to tell you I’m thinking of you and you’re all awesome.” [Laughs]
But honestly, connection is my big thing and doing that as often as you can and in any way, shape that you can, and form that you can to build up your team, to recognise their achievements. Give people a shout out. How often, Jen, do we work in our day to day lives doing whatever we do and have people give us a pat on the shoulder for something like a job well done. We don’t often see that. Consultants who are doing direct sales businesses do this sometimes because they don’t get recognition much in their day to day life, and their day to day jobs. If you can provide an environment for them to give them that high five, give them that shout out, it’s like, “wow, you know you did something amazing, I want everyone to cheer you on, not just me.” I really do believe that that sort of thing is one of the best things that I do with my team, to keep that motivation and inspiration going.[22:29] Jen: Have you ever had a time when you struggled to help somebody to develop in your team? Can you tell me about that? [22:35] Gina: Yes. I have. I tried to think about this, what happened there, and all I can think of was a personality thing. It was really not, not knowing how to connect with them. When I’ve had that come up, I actually just gone up to looking at, “okay, what’s happening for you Gina?” Because I do a lot of work with personality styles and I’m really understanding so much more about myself even now and why I might respond to someone or react to something the way that I do sometimes and then trying to be understanding of how all the other personality styles might be doing that for the same sort of reasons. It was really an interesting exercise when this happened once and I said, wow, where is this coming from? So I went into it and had a look at it and realised that it was simply something I had to work on to understand the different personality styles that this person had to me. I often used the explanation in myself, of myself and my husband, because we’re absolutely chalk and cheese, we are two different people. [23:49] Jen: I can relate to that. [Laughs] [23:51] Gina: And then completely directly opposite. So, you know, he’s the behind the scenes, the facts and numbers, the details, the research and I’m the complete opposite. Like, don’t bomb with that information and he’ll be like, frustrating me like this. No tomorrow with giving me details. I’m like, don’t give me details, just tell me when it’s done. [Laughs] And realising that that can sometimes cause – not friction but I suppose a bit of friction but just that non-harmony happening for you. I don’t know how to deal with this person. I don’t know why they’re struggling and what’s going on and I don’t know how to help them. And so, developing that and understanding a little bit more really does help to communicate with people in the way that they need to understand that they need that help and support. I think it’s just – the better you can be at being a well-rounded person in your personality styles, of course we’ll always going to have a dominant one and your main person, that’s who you are, that’s the essence of you but if you can understand how to work with people on so many different levels then I think you’ll get through any struggles you might have. [25:10] Jen: Do you have a mentor or someone that you look up to that helps you in your business? [25:15] Gina: Oh, Jennifer, absolutely. I think that’s one of the biggest things that have helped me in growing in this industry. It’s not just one mentor. I have to tell you. I have many mentors. I guess when you look at breaking down the different areas within yourself and when you’re growing as a person and within your business, finding people who can help you in your business, in your personal life, in the way that you think, in knowing who you are and developing what it is that your purpose and everything, mentors can come to you in so many different ways and from so many different areas. Yes, I have a number of mentors that I look up to and that help me with my business in so many different ways and I am just in awe of how these people have come into my life. It’s amazing and I’m so filled with gratitude for that because I can’t do this by myself.
I know I have the skills within me. I know I’ve learned some stuff. I am good at some of the things that I do, obviously. But I’m not some perfect being and I will constantly and everyday be growing as a person. And when I do that, that grows my business. As I grow and as I stretch myself and I have mentors that stretch me in lots of different ways. Although at the time, I just want to give them a big punch [Laughs] I actually say thank you afterwards. I just think, don’t talk to them during it because you might not like what I’m going to say, but I get the afterwards when you look back and you go, wow, if you hadn’t helped me through that thinking process I would not have been able to get to where I am now. So, having a coach or a mentor or many awesome has just been a crucial part of me being able to be where I am today and also where I know I’m going to be in the years to come.[27:23] Jen: Can you recommend any books or resources that have helped you along your journey? [27:28] Gina: Oh, my goodness, where is my list? [Laughs] From a very early stage of being part of direct sales, I heard the leaders are readers, all of these little analogies and I was like, yeah, I love reading. I love learning and lots of resources. There’s heaps out there and over the years there’s been heaps of them so I couldn’t say to you just one particular thing or one particular book, but I do have a few. The one that started everything for me was The Magic of Thinking Big. That book is something that I think – it really gets you thinking, why not me? Why can’t I have these amazing goals and dreams. We start out in school with all these kids with big aspirations and things we’re going to be doing when we grow up and things that we want to do and we come out of school, you might have like another however many years at university and then you come out of that and you go, “Oh my goodness, half my life is gone.” And you start to lose that excitement and then you get married and have all these jobs, you might have children and then your children come first, and you know what I’m saying? It’s that process of maybe forgetting that you can still be, do, have all of the things that you want to be, do and have in your life. But it’s learning how you can actually do that. Getting that motivation along the way and the books that you can read, the resources out there, the people that you can connect with and have come into your life that can help you in that journey is so worth it to have a long list of things that you can go to and see, not just books but so much more than that. [29:22] Jen: Can you share with us the benefit of this lifestyle to you just to sum it all up? [29:27] Gina: Wow, I think I could have done this question for half an hour on its own. I’m absolutely in love with the lifestyle that have been created having a direct sales business. It may not even be a monetary lifestyle. To some people that’s important and while it is important because we all need to eat, live, have our – fund our life, but for me, lifestyle means the lifestyle that I’ve been able to create with having a direct sales business is more about the choices that I have on a daily basis.
I’m in a situation where my husband can be part of life with me. He doesn’t need to be working away and never seeing his children and the kids not knowing their father. He and I share the role of taking our kids to school, being part of their everyday life at school and being able to say to each other, “hey, honey, do you want to have a coffee together? Let’s go and have a business meeting and have a coffee.”
The choices that I have daily to be able to do things when I want, how I want, and to really live the life that I’ve always wanted to create. We’re not in this huge perfect picture, by any means. We still have everyday life’s things that come and deal with on a daily basis and it’s interesting because I come across people who think that the lifestyle creation from direct sales can mean so many different things. I love listening to all of those things because we’re all human beings and we see things in a different way. I love listening to what somebody else’s hot button can be as to why they do this, but for me it’s all about daily choices. It’s about living the life, creating the life that you want to live, basically. That’s my absolute and I say that quite often. “Hey, you know what, direct sales can actually help you to create the life that you want to live, whatever that means for you.[31:35] Jen: Thank you so much, Gina for being with us today. I feel incredibly inspired by your story and by your journey and I just think that so many others can learn so much from you. Thank you for spending the time with us and I look forward to speaking with you again soon. [31:53] Gina: Thank you so much, Jennifer. I’m very, very honoured to have been asked to be here. Thank you again. [31:59] Jen: Great!