Sunday Meeting Time Overview (You can adjust for your org’s drive time.)

• 7:30 AM - (or earlier) OL, COO & CFO arrive and get ready for meeting.

• 7:59 AM - Everyone else has arrived

  • *If there are eBAR or ROS issues that a lot of FYs in the org are needing coaching on, have your COO do a quick Q&A with everyone to help their stats get entered correctly.

  • *If a lot of your org is not using e-goal card, have SL walk the whole group step-by-step through “E-Goal Card Instructions”

• 8:20 AM - Optional Spiritual Time Out

• 9:00 AM - SL Meeting (while FYs fill out PC sheet and/or watch Groom’s video)

• 9:45 AM - Recognition followed by Org Meeting

• 12:00 PM - Lunch & PCs

• 2:00 PM - Close 

• 3:00 PM - Everyone heads home

Have FYs fill out PC sheet week 1 or, if completed, watch Groom’s “Playing Cards” speech during SL meeting (it’s 54 minutes). When SLs rejoin, ask what they got from it, discuss.

Review Outline 🔍 & Adjust for your Org’s Situation!

OL Meeting:

• Good News goes everywhere! Talk about what there is to celebrate!

  • Hours, demos, sitdowns, HQs found, etc.

• SL & HQ Situation Review: Discuss any SL issues, HQ concerns, and review the SL Meeting.

• Optional: Have all Leaders split the cost of the meeting room.

• Review meeting outlines and make sure you’re set up for a great day!

  • Remember the more work and time you put in to prepare your SLs for parts, your SLs for their org roles, etc. on the front end, the better it will be as summer gets going.

• Go Through your OL Sunday Checklist

Student Leader Meeting (1 hour) - Google Doc Version

• Overview: Set the tone for the week ahead with positivity and goal-setting.

  Agenda:

  • Welcome Back: Acknowledge the start of Week 2 and celebrate successes from Week 1. Thank/acknowledge/recognize every SL for something.

  • Good News: Share big work stats, fast starts, or problem-solving stories to boost morale.

  • Share the Value of What They’re Doing - Door to Door Industry

  • Leading by Example: Discuss personal progress on the Habits Checklist and commit to improvements. How WE are going to grow

    • Confidence in the controllables (hours demos attitude) = on track for goals!!! Give them hope!  Share stories/canvassing charts of last year’s SLs that hit growth. 

  • DO THE BREAKFAST COACHING WITH YOUR ROOMMATES, habits checklist etc for YOU!

  • “Marry your turf” What do you want to learn about your area? Turf Knowledge & School District Fill In

    • Ideas for improving # sitdowns & families served.

  • Week 2 Goals:

    • Leaders will aim for 300+ units.

    • Rookies will aim for 100+ units.

    • Focus on fundamentals, self-coaching, and emotional consistency.

  • Accountability: Encourage OLs to check in with rookies daily for accountability on demos and self-coaching.

  • Here are observations from Edgar following SLs this week in May.

    1. Slow down & enunciate the last couple of sentences of the approach, “Do you have a place to sit inside, or would out here be better” –and assumptively reach for your bag!  after 2nd approach, plop your buns down!

    2. When you sit down, RELAX AND CONNECT at the beginning of the intro. PAUSES for them to respond/connect 

    3. During gravy, go to the next house with SCHOOL-AGE KIDS & SHOW THE SWad FIRST!! And if you go to a house with pre-schoolers during gravy, well, show the SWad 1st! :) or kids set & FBL.

  • How to help our FYs jam

    • Promote controllables (hours, demos, attitude) & habits.  IT GETS BETTER BECAUSE WE GET BETTER. They WILL be emotional.  Sometimes week 2 is harder than week 1. The whole rest of the summer will be better for you and FYs if you put in the time these 1st 3 weeks at night with stat calls and in the morning with roommates. Don’t skip it these 1st 3 weeks!!!! 

    • How to Work Their Turf - Here’s a video from Emily Phillips to play Teaching FYs How to Work Their Turf - 5 minutes

    • DO THE Breakfast Coaching WITH YOUR ROOMMATES EVERY MORNING and these 3 things at breakfast with FYs and for YOU: Habits Checklist, Sales Rabbit, e-goalcard.

    • *Good idea: have all your FYs & SLs text stats in EVERY night to you (and COO/SL that puts stats into the nightly org spreadsheet) as soon as they’re done with work so stats can be getting entered even before the stat calls come in.

    • Optional: (if you have Bs doing stats) How to do great Stat calls (resources all in SL folder) 

  • Review Week 1 Stat Call Outline

  • May want to do an HQ powwow tonight… What are 3 words/phrases we want to describe our HQ? How are we doing so far? Anything we want to tweak?

  • PCs today Sunday PCs week 0 & 1 PC sheet

    1. OLs PC some of your SLs–especially your Bs. Might be helpful to look at their facebook, work with them on their approach, etc. too! 

    2. SL: literally go through the PC handout each FY filled out as an outline for talking points. 

  • LISTEN! What do they want to “clear off the table?” Look at their eBAR, ROS, e-goalcard, facebook with them. SL work with FY on the approach until it’s great!!!! Look at PREAPPROACH/sales rabbit and turf map (they print one if they don’t have one). Each person know exact door they’ll start with on Monday, where they’ll work for the week. 

  • OLs: let SLs know what specific coaching a FY needs

    • At the end of each PC (this are Not on the PC sheet they fill out): Commit to working NMW, doing the crucial habits, and being here next Sunday NMW. Thank, appreciate, encourage, affirm.

    • SL CALL FYs PARENTS TODAY!!! “How do you think it’s going?”  Prep them again that these 1st few weeks are crucial for just focusing on effort and attitude, great habits.

  • Briefly overview outline/schedule for today, review Good Sunday meeting suggestions:

    • SLs be in all Org mtgs. (info for us, too!) unless doing stats or some other assigned task

    • Sit among the first-years, Take notes, too

    • SLs don’t talk unless doing part! No dovetailing

Entire Org Meeting - Google Doc Version Here

Week 1 - Entire Org Meeting

Overview: Focus on recognition, motivation, and setting the week’s expectations for the entire organization.

• Welcome & Recognition: (20 minutes)

  • Celebrate top performers (hours worked, demos, sit downs, etc.)

  • Recognize the FY who checked the most boxes on the Habits Checklist.

  • Catch them doing things right; thank stats & banker, SLs

• Set the Tone: (10 minutes) 

  • Can watch “Week 1 Message to Book People” by Dan Moore or give your own version “I respect all of you for what you’re doing!  Becoming emotional giants! Dealt with a lot of problems and fear!! Heat, rain, rejection, rude people, long hours, exhaustion—but you’re here!!”  Overcomer stories?

  • Discuss key points about improving technical, attitude, and nonverbal communication. 

• Give them Hope & Perspective - Faith in the process! (15 minutes) 

  • Share good news from other orgs, too, of high sits and demos, families served.  

    • SLs who already beat their best week last summer. Our SLs are warming up, starting to hit their stride.  FYs are next!!

  • Accepting the Value of what they’re doing - Door to Door Industry 

  • You can have some SLs write their 1st, 2nd and best week stats on the board from their 1st summer to give hope.

    • This past week the victory was survival, to just hang on… which you all did! Now this new week is about doing the work to more than survive—do the work to get what you came here for. 

  • Funny older video with Ryan Davis - “Fundamentals Guarantee Yourself Success” 

  • Promote efficient time management and positive attitudes for success.

  • Focus on forming good habits (attitude and effort).

  • Promote “See More, Serve More” strategy.

• Brief discussion of the crucial habits and their importance

  • This week the focus is on habits and DEMOS—both SITS and door demos. Get more practice! Like learning a new sport or instrument…

  • In general, Laugh at yourself –everyone is more forgiving with a beginner “I just began the internship!” or “I’m a total novice here, so we’re going to figure this out together…” ☺

  • Emotional Consistency & Self Talk 

The Stuff We’ve Forgotten Since Sales School (1-1.5 hours)

• Overview: Can do stations and have SLs run each station with everyone rotating OR you can leave everyone in the room and utilize these videos on these various topics. 

• Point out they may have forgotten some of the things they learned …or it didn’t work the 3 times you did it on Monday, so you stopped doing it (like in baseball if you were told to look at the ball when you swing instead of closing eyes; you keep eye on ball and you still strike out so you decide to just go back to swinging with your eyes shut?!) 

• Topics:

  • Approaching: Learn how to sell yourself at the door and build rapport.

    • Have them read through Approach and Door Demo Handout as a group, bullet by bullet out loud, as you teach/roleplay different parts!!

    • Pick a few of these videos of approaching to show to your org

    • Teach how to cover the main objections they’re hearing (not interested, “I’m busy,” seen them before) plus special situations (dads, late/early, come back). You can reference Approach Masters I & Your Sales Talk “Answers to Objections” in the back pg 34-35.

  • Second Approaching: Recover the basics! - Video of Second Approach

    • Encourage them - MOST of your sitdowns will come from the second approaching! Cover best practices, staying cool, calm and collected & emphasize picking up the bag! -Video of 3rd Approach to Sit outside

  • The Door Demo: The door demo—serve prospect families plus grandparents/single people with good door demos!

    • Approach and Door Demo Handout (same as above) 

  • Pre-Approach: Pre-approach, how to work turf, great door demos to non-prospects 

    • Teach with sales rabbit. How to transition into pre-approach, ask questions “I’ll go ahead and mark you off…Maybe you can help me with my map” (show Mrs. Jones your tablet, she can point out houses on it), thank, thank, thank, how to mark it down…

    • Pre-approach & referrals after a sit down

    • How to work through turf.  To avoid driving around (especially for those working in the country), at breakfast write down the streets in the order in which they’re going to work them for the day/week, including which direction they’ll turn. (OR use your paper map, number the streets with pencil in the order in which you’re working them) EVERYONE needs to know exactly where they’re working before they leave their breakfast place and work systematically.

    • How to work gravy. And Saturdays.

    • Show pre-approach/sales rabbit to SL (and SL to FY) every day this next week. Explain why.

    • Great Door demos to non-prospects; teach here or with approach station (use Approach & door demos handout)

  • Pitch Book: Use it to your advantage! It follows the sales talk and give you confidence when you get a sit down! 

  • Skwids Share! - What’s your FAVORITE THING you’ve been showing to Mrs. Jones on the apps?

  • Goal Card: Training on whatever your org needs about how to use digital goal card.

  • Turf Knowledge: Get to know and love your turf this week, truly be an educational consultant, better able to serve the Jones family.Turf Knowledge & School District Fill In

  • Positive HQ (could have a positive HQ talk about what they’re doing)

    • Bounce out of bed together, rock the Habits Checklist

    • Pump up calls (praise someone who’s doing great job)

    • To keep it positive. DON’T TOLERATE PUKING—at HQ or Sunday Meeting 

    • Take care of landlords: pay a week in advance, keep your space CLEANER than they host family keeps their own space (we’re more tolerant of our own mess than someone else’s), check in with them every Sunday to see how we’re doing, any changes we should make to be easy to host.

• Explain the Purpose of a PC 

  • Your chance to get 1-on-1 time with a SL; they don’t have to, so appreciate them, be frank, “clear the table” on anything you don’t feel good about, use them to get focused for your week. 

  • You’ll want to work with a SL today on your approach, 2nd approach, door demo and pre-approach. Where will you work this week?  

  • What’s the exact spot you’ll start on Monday? (Pull out your map, use pencil to # the streets in the order you’ll work on Monday.  **Have SL look at your map & preapproach to help you be efficient in working turf; check your ROS and BAR to help you tighten up the accounting side of your business! ☺)

• Name & Grade Card - Make sure everyone gets a name card and knows to have families add their kids by grade to the inside (can use the same 2 back sides all summer to track all 2nd graders, 11th graders etc)

• Additional Topics if you have time: 

  • Product Knowledge! (Can do stations OR small groups to cover multiple products) 

  • Intro: Techniques to build rapport and ask the right questions.

  • Demo: How to show the product in a way that meets the customer’s needs.

  • Close: Strategies for trial-closing, dealing with objections, and building trust.

  • Payment & Web: Explaining payment options and web registration.

  • Recommendations & Referrals: Learn how to ask for referrals effectively and non-threateningly.

Meeting Wrap-Up (15 minutes) or more if you want to play Jenny’s Video 

(If you have time, you can watch Jenny Nuut’s Alumni Video… a great and inspiring story about her first weeks on the field) - 29 minutes in total, but the first half is about the first weeks. 

• Overview: Reflect on the day's learnings and motivate the team for success.Agenda:

  • Tighten Up some Loose Ends: 

  • We make such a difference and have amazing products! Show another Skwids promo!

  • Recognize hard work and emphasize that challenges will help everyone improve.

  • Promote positive habits and a growth mindset: “IT GETS BETTER BECAUSE YOU GET BETTER!”

  • Promote upcoming contests -success coin - and other contests - fast start contest.

  • Read Abe Lincoln’s Don’t Give Up! 

  • Encourage the team to go to sleep early to stay refreshed.

Lunch/PCs

• Great idea for CFO to order pizza in for the group & do a station type meeting! - Technical Focus! 

  • Divide into 2 groups. Have 1 group watch the entire cycle of sales (done by SL who is good at it!) plus Q&A. 

  • Then rotate in 45 minutes with the group that was PCing.  Would be helpful for many of your Bs to get to watch this if they only have 1 PC!

Close Meeting (15 minutes)

• Remind your org about upcoming contests -success coin - and other contests - fast start contest.

• Pick your org difference maker (focus on hours, demos, effort based stats) 

• Read Abe Lincoln’s Don’t Give Up! 

• Encourage the team to go to sleep early to stay refreshed. - Sunday Evening Checklist 

• Advanced Sales Audios

Click here for the PC Outline. 🌟

SET GOALS FOR YOUR ORG:

1. Review your remittance report for the week and make sure everyone is on track.

2. Review your student leader growth report. Who can you celebrate? Who can you encourage and coach

3. Check out your org summary on e-goal card and set goals for your org. What are your difference makers this week?

4. TOP OL Report

Close Meeting (15 minutes)

• Remind your org about upcoming contests -success coin - and other contests - fast start contest.

• Pick your org difference maker (focus on hours, demos, effort based stats) 

• Read Abe Lincoln’s - Don’t Give Up! 

• Sunday Evening Checklist - Encourage the team to go to sleep early to stay refreshed. Send this out in your Org!

• Advanced Sales Audios - pick one for your org this week!