WEEK 2

💡 Theme: IT GETS BETTER BECAUSE WE GET BETTER (Habits + Demos!)

    1. Send out Sunday Meeting Details to your org☀️ & All ask that your org to have all their stats recorded and correct, HQ address is updated, and expenses are in - by Saturday Night! 📈

    2. Set your Leadership Team up for Success! - (use YOUR CEO Checklist to help yourself) - it has in blue what your COO (stats), CFO (banker) are doing.

      1. Review the checklists for your COO and CFO to set your org up for success.

      2. Have your Prize Person bring the Success Coins! - List of winners & plan to recognize them.

      3. Make sure your COO stats person checks:

        1. Every EBAR for correctness and completeness

        2. Enters stats on Weekly Google Sheet for Rau

        3. Gives you Good News & Red Flags from the Org

    3. Plan your Sunday Meeting - Review Outline below, make notes, assign parts, get your head right for your Sunday Meeting!

      1. The more TIME you invest now in getting your org up and running the LESS TIME you’ll need to take later on. Do things the right way and run your org like a well oiled machine - it will pay off in weeks to come. Prep your people SATURDAY night, and give a lot of time, instruction, and attention to what you want them to do - remember to ask for their help; empower them. They’ll learn quickly!

    4. Plan PC Schedule 👥

    5. Plan Call Schedule & Follows for Monday

    6. Send org updates to Sales Support - HQ changes (update these in Advantage4dealers) & any early leavers.

  • Give SLs their PC Coaching Tips

    PC outline! - Share with your org

  • WHAT TO BRING TO THE MEETING:

    • Supplies - Success Coins, Hersheys kisses/candy, notecards, lunch (CFO buys)

    • 🚨 If anyone is having issues with Tech, please refer to this manual first! - Troubleshooting Tech 🚨

    • Everyone NEEDS to delete the old app and download the new app! - Instructions

  • 7:30 AM or earlier! - OL, COO & CFO arrive and get ready for mtg

    7:59 AM - Everyone else has arrived

    • *If there are EGC, 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.

    8:20 AM - Optional Spiritual Time Out

    8:50 AM - SL mtg (while FYs fill out PC sheet and/or watch Groom’s video)

    9:45 AM - Recognition

    10:00 AM - Org mtg

    11:45 AM - Lunch & PCs

    1:45 AM - Close 

    2:30 PM - Everyone Headed Home

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

    SL & HQ Situation Review: 

    • Discuss any SL issues, HQ concerns (early leavers or dysfunctional situations), and review the SL Meeting and Org Meeting

    • Is everyone prepped for today’s parts and know what to do?

    • TODAY, have COO, CFO or CMO complete their checklists - Link Here 

    Review the org summary with them; trends, good news, red flags, Monday follows…

    Make sure the supply person is on top of restock supplies: 

    •  They need to order enough NEW KIDS SAMPLES so everyone gets new ones Sun. mtg #3 and again week #8. We forget how much of a difference new sample books make! Encourage this for your org before they get gross and Mrs. Jones doesn’t want to look at it. 

    Use your OL Sunday checklist

    • EVERY SUNDAY even if it’s your 6th year as an OL (like pilots that have done 1000 flights still use their checklist!!!)   Stat call schedule changes? Monday follows (only have people follow SLs now who are consistent with 12+sits/4+families served)?

    Your orgs need HOPE and perspective! 

    • It’s helpful to have alumni in person (or even on zoom) that can offer perspective. Find out SL’s stories to share about their 1st summer improvement... - can use Jenny Nuut’s Alumni Video

    Who needs an “Off Track” Conversation today? - Interventions & Ultimatums

    Random Notes: 

    • Collect any early leaver JOURNEY INTO THE WILD and transfer on-line to an SL that would like to deliver on the spot (otherwise your early leavers will have a negative account balance).

    • Supplies person can keep early leaver sample books, bookbags etc. to be able to give to FYs/SLs who need a replacement. Ask them  to stay stocked on supplies.

  • Student Leader Meeting:

    Work Stats on Board

    Recognition: Thank SLs for working with FYs, recognize the follow days that led to customers.

    Teach:

    • Advanced Sales Skills - see options here (pick 1-2)

    • Support Habits (Breakfast Coaching, Stat Calls, PCs) 

    • 5 Ways to Help FYs Succeed:

      1. High but appropriate expectations

      2. Proper field work (review follow day & training application)

      3. Effective communication & coaching call discipline

        • Get “Core 4” habits nightly in addition to stats this week - 

          • Phone off all day, Work all 6 goal periods, Self-talk all day, Honest stats

      4. Great turf & HQ environment

      5. Emotional support—encouragement + accountability

    • Tools Review:How to check ROS, Sales Rabbit, E-BAR

    • Parent Check-Ins: Ensure FY’s parents are called - “How do you think it’s going?”

    • Assign PC Pairings & prep SLs for how to do a great PC 

      1. Check their maps, ROS, EBAR, Sales Rabbit. - How to check ROS, Sales Rabbit, E-BAR

      2. PC outline for Week 2 

      3. Tell FY why you’re glad they’re here

      4. Ask SLs to call the person they PC’d on Tuesday & Thursday - Refocus them on their goals & ask how they’ll gauge their success that day. 

    • Prep for Group A/B FY Split:

      1. Group A: On track (Advanced skills, 3D names, approach tightening)

      2. Group B: Off track (Schedule, habits, purpose, hope)

  • Click Here for Google Doc Version (make a copy to tailor to your situation & assign parts, etc.)

    Overview: Approach; Simple intro; Self-talk; HABITS!

    Welcome, Execs & Recognition: (20 minutes) 

    • Music, cheering tunnel, energy!

    • Recognition Outside for: Hours, Calls, Demos, Sitdowns, Clients, Logs, $$, High Remitters, Low Expenses, Habits Checklist

    • Celebrate Success Coin recipients privately during PCs or now in front of a group. Special to recognize in private PCs since it was earned in private. 

    • Inside: You can start by sharing other good news and recognize Marry your Turf grid (can do this next Sunday if you haven’t promoted it to your FYs yet).  

      • As you say different things to know about the turf (e.g. Mascot; Principal of HS; a 1st grade teacher name; what 3rd graders learn; toughest MS teacher; Mayor of town etc), throw some candy at people as they shout out answers. 

      • OLs have your org share the biggest takeaways and debrief afterwards (help it sink in!)

    Teaching Points:

    • What You’re Doing is so Valuable! (5 min) -  The Value of what you’re doing (cover if you didn’t cover last week) 

    • Core 4 Habits: (15 minutes) - detailed outline for part here

      • Phone off all day, Work all 6 goal periods, Self-talk all day, Honest stats

    • Approach Clinic: (30 min) - detailed outline for part here 

      • 1st & 2nd approaches

      • Working through objections 

      • Optional: The Door Demo: 

      • Teaching confidence & posture - Appearance = 1st part of a great 1st impression

      • How to approach specific situations/objections. 

      • Q&A on the approach

    • Teach to develop Salesmanship (15 minutes) Detailed outline for part here 

    • Turf Management: (10 minutes) 

      • Route planning, Sales Rabbit, working systematically - can teach some points from this video - Teaching FYs How to Work Their Turf 

      • Any org training that needs to be done on sales rabbit or e-goalcard?

    • Group Breakouts - Pep Talk (15 min) - Prep names before hand & break up by name vs. by result

      • Group A (Off Pacesetter):

      • Group B (On Pacesetter):

        • Top leaders share & compare approaches

        • Let this group know you are counting on them to set an example for the organization.  (Some may realize how the groups are divided but most likely not because we are not counting units yet)

        • The idea with this group is to help them ‘hit the ground running’ and look to each other for competition.  Hearing each other’s approaches puts them on the spot and instigates some friendly competition.

        • Instill ownership & responsibility to lead by example

    Close Hotel Meeting: (15 minutes)  

    (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. 

    1. Admin Details: Tie Up Loose Ends

      1. Have everyone update their HQ Address, have everyone remit at least $1, expenses and stats complete. 

    2. Dealing with missed payments -  Payment Plans & Managing Payments

    3. Announce PC Schedule & Location for Lunch / PCs

    Lunch / PCs - PC outline week 2

    Close Meeting

    Detailed scripts / outline click here 

    • Vision Casting & Call to Action:

      • Promote upcoming week themes (e.g. GRADUATION next week!)

      • Promote: Telescopic Pen (sitdown growth) & any other DSL contests & goals based on sales summary 

    • Resources 

    • HQ To-Dos:

      • Thank host families, meal prep, laundry, clean cars/HQ - Sunday Evening Checklist - send out to your org, Positive calls home, grocery runs, rest, GO TO BED EARLY! - by 9PM CST! If not earlier. 

    • Emotional Send-Off:

General Relevant Resources

  • SET GOALS FOR YOUR ORG: We will be adding these here once they begin!

    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

    5. Pacesetter Report

“A leader is one who knows the way, goes the way, and shows the way.”
— John C. Maxwell

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