• If it’s DAD’S WEEK Promotion - go to Dad’s Week Outline Here Come back and do this outline next week.

• Overview Outline - Google Doc Version - You can make a copy and edit for your org & add speakers!

  1. Go through the outline and decide how much time you are allotting for each part, who will cover it. 

  2. Prep them tonight; share notes from this outline with whomever is teaching the part.

• Optional: Start implementing a Sunday Meeting fee for everyone

  • Idea: Let them know the meeting fee is $40 for FYs, $100 for SLs…discounted to $10-20/person if you’re on-time with eBAR filled out by 11:30pm Sat. night. Have your CFO enforce. Including with YOU. 🙂

• COO get stats done TONIGHT - Additional “To-dos” for your Leadership Team

  • Cross-reference with eBAR with EGC; make sure all #s are entered and correct

  • Enter each SL & FY’s totals into your org’s googlesheet for the week

  • COO texts you your org’s good news

  • Make list of who earned T-pen or whatever was promoted last week

  • Do you need to set up additional hotels for Sunday Meetings? - Have them coordinate this!

• Review your Sunday OL Checklist

• Does anyone need an HQ change? Call schedule change? Follows for Monday? Serious Conversation? Off Track Intervention - PCs, Stat Calls or Off Track FYs Ultimatum Conversation) (I promise you’re not doing them a favor by NOT bringing it up. They want to talk about it and they want to have success!)

• PC Schedule & Outline For SLs & FYs BOTH to fill out!

  • Notice the first page of this week’s outline is feedback for them to hand to YOU. Ideally, they’ll fill this out right away using a piece of paper and hand to you (student leaders too) before the meeting starts.

OL Bring: Diplomas for Graduation if you have them & Graduation music “Pomp & Circumstance” from YouTube, or y’all can hum it!

Supplies Person Brings:  Kids book samples & SWad sample!! If they don’t have any on hand, have them order TODAY to get everyone a new kids sample BOTH next Sunday and week 8

CFO Buys: Big black trash bags for graduation “gowns”

• Optional: Hershey's kisses if you didn’t recognize “Marry your turf” info in past weeks. 

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

OL Resources

• Off Track Intervention & Off Track FYs Ultimatum Conversation

Top Rookie Tools - Team Hub

• Growth Letter from VS

• Pacesetters

• 15 Ways to Improve in this Next Phase!

• “Transfers Video”  (Inventory & Delivery)

• “Delivering on the Spot”  (Inventory & Delivery)

• The How: → Bounced Payments & Handing Yellows in ROS | The Why:  Payment Plans & Managing Payments

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

• 8:30 AM - (or earlier) OL, COO & CFO arrive and get ready for meeting.

• 8:59 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”

• 9:10 AM - Optional Spiritual Time Out

• 9:40 AM - SL Meeting (while FYs fill out PC sheet and/or watch a video)

• 10:15 AM - Recognition followed by Org Meeting

• 11:45 PM - Lunch & PCs

• 1:00 PM - Close then head home

OL Meeting:

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

  • Hours, demos, sit downs, families being helped, great reviews from people in your org, etc.

• Check here for your coaching call time with Rau this Sunday afternoon.

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

• TODAY, have COO, CFO or CMO - check this site ->  Leadership Team up for Success

  • Has each rep filled out the PR & Turf Form

  • Skim Saturday stats and individual totals, org weekly averages to be present to your org 

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

• Everyone Prepped for parts and know what to do?

• Make sure the supply person is on top of restock supplies: To have supplies on hand for restocking -Tracker for them & Supply PersonReminders- send them these docs to make sure they have them and are keeping great records!

  • TODAY would be the day for everyone to get NEW KIDS SAMPLES 

• 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.

• Use your OL Sunday checklist go through step by step

• PCs today - PC Outline

  • In this new phase, you want to start giving your time to the people that are WORKING and help them produce.  Don’t give it to the ones that are sucking energy and not trying. Keep PCs short.

  • Always prep SLs for what each specific person needs

• Which SLs are going to transfer books to FYs? 

  • If you’ll do this make sure they’re following step by step what to do - you can send them the “Transfers Video”  and “Delivering on the Spot” for more coaching and details - their close is in the sales talk booklet pg. 15 in Additional Materials 

• Who needs an “Off Track” Conversation today?

  • Make sure they’ve seen a good follow, like really. If you’ve tried everything, now might be the time to put them on the “Junior Demo” and set a goal for them. Talk to your DSL about how to effectively set this up! 

  • Off Track Intervention - PCs, Stat Calls & Off Track FYs Ultimatum Conversation

    • We send someone home if 1) they have no money to live off of and are in danger of owing money 2) they’re openly off-schedule or being a negative influence on others.  

  • If there are a couple of capable SLs assigned to do these PCs, share the outline with them. Anyone struggling needs to use the digital goal card with location turned on. Let them know this is so you can see what they’re actually doing and can better help them. 

  • Additional strategies: 

    • 1) Make sure they’ve seen a good follow (30d, 12+ sits, 4+ families served)

    • 2) Move their turf if they’re getting killed 

    • 3) Split up dysfunctional HQs.  

    Always...Remember, no one intended to be off-track. They’re still here because they want to get better. And EVERYBODY needs love, appreciation and belief in them!

• Follows: 

  • ONLY HAVE SLs FOLLOWED NOW that are consistently getting HIGH SITS AND HIGH CUSTOMERS. 

  • As needed, utilize SLs in nearby orgs that have momentum.  Over the next couple weeks, it may be time for FYs or SLs to follow again to bust loose. 

  • Based on stats of people after they follow, figure out which SLs are best to have people work with.  

SL Meeting

Grow from where YOU are, Supporting our rookies 

FYs work on the PC sheet while SLs meet (ask them to write the 1st page on a sheet of paper so you can collect them before the FY meeting).  Could also have them watch Motivation vs Momentum.

Good news (Best weeks!).  Share good news from other orgs!! Thank SLs, lots going well, we’re ready to jam!! 

Sales/growth

• Scared you won’t hit your goals? YOU can still have the summer YOU came here for! Examples… Grow from where YOU are

• Whatever junk YOU have, please get it off your chest ASAP with OL.  Can’t help FY get clear when you’re not. Get clear for your OWN week/summer. If there’s a bunch of dirty dishes and dried ketchup and sour milk spilled on your kitchen table…it’s hard to enjoy your next meal! And the room gets stinkier! Clear the table today. 

• Best week’s share their ideas. 

• Teach: selling is a transference of emotion…get enthusiastic with families, have fun with them, use their name, listen. Connect in intro—about Her first, then share about you. Find need: What subject will be toughest to get an A next fall? Trial close; if needed, break it down & let them shop

Helping “your” FYs grow 

• Mentality: Let go of rookies that have quit (don’t blame self, dwell on it). Run with the team we have—get everybody jamming! The people that are here WANT to be here…some are not doing the WORK to grow yet… 

  • They need to know 

    • 1) that we care about them, want them to succeed/grow, “Everyone operates at their best when they know they’re loved.”—Andres Carillo, as an 18 yr old SL. :)  

    • 2) Remind them often that the only thing that matters is you do YOUR best. How you’ll feel at the end of the summer and in 20 years has to do with YOUR effort and attitude! 

  • Acknowledge PROGRESS. On a recent Dave Ramsey podcast, a study was shared that people are motivated most by PROGRESS more than by production or recognition (they DON’T like recognition when THEY know they didn’t do their best). So help them focus on PROGRESS/GROWTH.

• Today’s PC (listen!) 

  • This is your FY to get jamming in the next 2 weeks—take pride in helping them grow big-time.  You are “growing from where we are” together!

  • Let them know how much you enjoy meeting with them!

  • Sunday PCs are ideally 20 minutes. 30 max. Quick, light, direct, encouraging, listen, affirm, listen some more. You do NOT want to drain yourself emotionally.  

  • Dig into how they rated their effort, what are the gaps they want to close. Never criticize. (if appropriate, share steps of PC to get on-track) Praise growth/improvement in the controllables!!!  It’s all about moving forward. Not perfection. But improvement.

• Stat Call

  • LOOK AT THEIR STATS TODAY—coach accordingly. The whole theme this week is, "GROW FROM WHERE YOU ARE"  

• Call your FYs parents tonight!! “how do you think it’s going?”  Let them know there are new challenges the next 1-2 weeks when the novelty wears off.

• Go through schedule for today and PC schedule

Collect the front sheet from FYs & SLs so you can read their feedback

Google Doc Version - You can make a copy and edit for your org & add speakers!

Theme:  Phase II: GROW from where YOU are!! Close & cash collection, Talking out loud II: Encouraging others (and yourself!), Graduation

Welcome, Execs & Recognition: (20 minutes) 

• Music, cheering tunnel, energy!

• Hours, demos, sit-downs, customers, logs, big Saturdays. “Knight” people with their T-Pens. Can give them their garbage sack “gowns” to put on now or at the end of the mtg when you do graduation.

• Then inside/sitting: have a group read some of the customer comments (from Crystal in email) for your org (and you can pick out favorites from other orgs too, so encouraging!).  If you didn’t recognize “Marry your turf” info and throw chocolate at them the previous Sunday, you can do that today (see week 2 outline for details). 

• Talk about why your org is the best and representing via the company-wide good news and on Pacesetters etc. 

Starting Phase II: Growth

1.The Habit Phase is over.  What have you learned? (share)… 

1. Now it’s about doing the work to GROW from where YOU are, Thrive! —not just SURVIVE the summer. It takes MOMENTUM - which comes from doing the work! —guard momentum. 

2. Still about HABITS & SCHEDULE!  NOT about being perfect…  but about guarding your growth, your momentum.

   1. Rule of 6 in Physics… it takes 6 times as much energy to START motion as it does to simply STAY in motion.  So our most exhausting days are when we start and stop. And start and stop. And then have to start again.  Because each of those re-starts takes SIX (6!!!) TIMES as much energy as if we’d just stayed moving.  When we stop to sit in our car…or drive around…or stare at our iPad trying to figure out where to work next…it kills our momentum.  Ironically NOT working is more emotionally fatiguing than to simply KEEP going. So, growth has a lot to do with simply protecting momentum.

3. Read Growth Letter from VS as an org; each person reads a sentence; discuss. Growth happens in a specific order…Write down what layer you want to work on this week ALL day ALL week. Grow from where YOU are.

4. Optional: Share canvassing charts or stories of student leaders in your org (first year canvassing charts - can also find these in the FY training manual) in different situations the 1st phase that went on to have great futures at SW. It takes ALL summer to have a great summer!

5. Use your PC sheet - instruct all FYs & SLs to use this sheet (digital copy or write answers on paper) to get themselves clear for this next phase. Collect 1st page now (feedback for OL) if you didn’t earlier; 2nd page is to get complete with the past; 3rd page gets us clear for this new phase.

2. Have top FYs & Bs share what they’re doing well with effort & attitude 

3. Let’s Start Working Late - Click Here for Detailed Part/Outline 

4. Teach Close & Cash Collection - detailed outline here  (this also covers delivering on the spot, handling ROS yellows)

5. Optional: Other Topics your org needs training on?

• Intro & Enthusiastic Demo - detailed outline here ; Using customer Name cards (detailed outline) 

  1. Teach to develop Salesmanship: Detailed outline for part here 

  2. Organizing Name and Grade Cards - detailed outline here 

6. Talk out loud all day: thankfulness, what I did well, make ‘em laugh, encourage and compliment others 

• Have the group pair up and each share with the other person 30 seconds of what they appreciate about them. How’d you feel after encouraging another?!

• How/when can we do this with families? (Even simple ways like using their name, listening and affirming answers). And encourage and compliment YOURSELF throughout the day!   

7. Remind them to go immediately to supplies person (or collect money for it with your mtg fee and just pass them out right now); EVERYONE buy new kids sample (& SWad sample if theirs is at all banged up), etc. before lunch 

Graduation Ceremony: - Commencement Address Detailed Notes / Outline 

• Pass out trash bags (instruct to poke holes for head and arms) to each FY

• Someone cue the Graduation Song from youtube to be played during the ceremony or have everyone hum it :)

• OL/AOL announce each rookie one at a time to come to the front of the room and receive their certificate

Lunch & PCs using handout—go to a park/lake or someplace where org can relax and play

• Bonus is someone watches their entire cycle of sales (doesn’t have to be the SL that PCs them)

• Dealing with missed payments - The How: → Bounced Payments & Handing Yellows in ROS | The Why:  Payment Plans & Managing Payments

Close: and send people home before 2pm!!!!!

• Promote: Relevant Promotions, Prizes, Border Wars etc. 

• Breakfast Coaching 

• SW Dealer Podcast

• Sunday Evening Checklist 

• Got New kids book samples?  

Wrap up with org vision/call to action: Always something motivational/inspirational and a call to action! 

E.g. Have org read aloud - 15 Reasons why You’ll Do Better  **Prep them for their hope to be deflated at some point this week--and to press on anyway, stay focused on effort & attitude/self-talk, welcome the struggle and the growth that comes from it!!!! Promote org trends & Bring simple focus (e.g. 36 boxes on a note taped to their steering wheel for 36 goal periods; get to check one off for every goal period they win in effort & attitude).