Welcome To Player Snips
Please watch the getting started video below before you begin using your new superpowers
“Leadership is not a POSITION - it is an ACTION”
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Use your attitude to excite others
You set the tone for the office - be thermostat, not the thermometer
Understand/acknowledge challenges/negatives, but learn how to avoid them and focus on solutions
Run business trips - Show the manager your capabilities
Interview on behalf of the company - Keep interview log and track progress
Teach techniques of the business through impacts - High roll! Run impacts and workshops
Develop others through positive reinforcement
Be approachable & understanding so others ask you for advice
Be the promoter of great people, leader’s meetings, conferences, big picture, ownership, and growth
Teach and train everyone, not just people on your team - Have the mindset that everyone is on your team
Set the example and be a positive role model - In and outside of work
Be aware of your actions in the field - understand what can and cannot be taught to others - follow the system to a T
Have a student mentality - Ask questions and apply what you learn!
Imitate pace setters and people in the positions in which you aspire to be (top leaders, assistant managers, owners, etc.)
Be at work every day and on time. Top leaders get here by 7:15am, do prep work, and one on ones
Profitability & managing/saving money - $1,250 in commissions is minimum leaders standards
Establish goals and surpass them - 7 UBS over two weeks are the minimum leader standards
Team leadership/setting the pace for your team & the office
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Office Responsibilities
Identify which responsibility below is a, 'Leader Task', 'Manager Task', 'PL Task', or 'AM Task'
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Leader Task
Manager Task
Leaders Task
Assistant Manager/PL Task
Leaders Task
PL Task
PL Task
Leaders Task
PL Task
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Teaching How To Work Territory Efficiently and Effectively
Working territory correctly and making money while training tend to be two of the biggest challenges that leaders deal with in the field. Here’s how to organize your time while still being an efficient leader so you can avoid dealing with this issue.
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There are four types of doors in a day:
Identify each of them below.
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Have spoken to the decision maker, attempted to close them but for whatever reason they were unable to sign up with our service today, they ask that you come back on a specific time and a specific date. Clear expectations were set on doing business that day.
Anytime a door was knocked beyond the original visit
Is a closed or locked door in your turf. It doesn’t count towards your LOA, however you want to track these so you know to go back.
You spoke with the decision maker and you have or attempted to present and you are unable to close the sale due to the customer not having their bill for review. You schedule a specific time and date to go back to review and set proper expectations.
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Planning, Goal Setting and Promoting Your Goals
This will help you have a daily game plan and identify areas of opportunity. If you don’t know where you are going, and what you need to get there, you simply won’t get where you want to go.
It is important that you plan and set goals in the below areas:
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Personal Growth and Development
Leadership topics
Learning new skills
Finance management
Time management
Planning and preparation for your week
Skills to improve
Reading books
Setting regular one on ones with the best people to help you
Preparing and conducting workshops and impacts
Teaching sales and leadership
Interviewing
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Personal and Team Production
Personal sales
Sales funnel targets
Personal best's - Daily, weekly, monthly, or beating someone else
Promoting goals during the morning High Rollers speeches
Team production goals
Track your personal and team production
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Personal and Team Advancement
Learning to train
Interviewing
Leadership roles and responsibilities
Developing other leaders and future owners
Becoming a Promoting Leader
Team meetings
Assistant Management
Managing Partner/Owner
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Rewards
Rewards could be weekly, monthly, quarterly, and long term. Just like goals. Hit your goals in each area, and give yourself a reward! The reward should be proportionate to the size of the goal that's achieved. if you don't hit your goals, plan, prepare and go at it again. Don't reward yourself for things that have not yet been achieved. This discipline is vital to your development.
As you plan and prepare for your week in the above areas, ask yourself “who can help me?” and spend time with those people in and out of the office. You become who you spend the most time with.
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Advanced Performance Training
Make sure to set up expectations on how apps and money will be split for the day
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All consistent people doing one app but want to step it up to get two - three apps or they are looking to get better. Examples:
1. New people at the end of their first or second week solo
2. Leaders wanting to learn
In the individuals territory is best
1. Increase the production
2. Round off the training for new people
3. Increase recruiting and training ability
Observe them for the first two hours or fifteen doors (whatever happens first), then talk to them about what you see that they do differently than you, then show them how to do it in the next three doors and then repeat the first step of observing them again. Now only do give doors or 30 - 45 min. Give them feedback, repeat steps all day.
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Power Re-Train
Make sure to set up expectations on how apps and money will be split for the day
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People who do not produce in the field for two consecutive days in the field. Examples:
1. Leaders who do not produce with new reps
2. Leaders who do not consistently get second interviews
In the individuals territory is best
To identify the missing link to get the person back on track
Observe them for the first two hours or fifteen doors (whatever happens first), then talk to them about what you see that they do differently than you, then show them how to do it the next three doors and then repeat the first step observing them again. Now only for five doors or 30 - 45 min and give them feedback. Repeat steps all day
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Key things to remember while Power Re-Training
Set the tone
What has been some of the challenges you're facing
Mechanical (5 steps and 4 impulses) or emotional
Influence someone in a positive way to getting back on track
Diagnosing effectively not efficiently
Get buy in and accountability
Retrains are meant to be kept simple
Build confidence in themselves (small victories), confidence in the product, confidence in the systems
You exemplify then you talk, not talk before you show
Build stronger relationships
- Hot spots
- Check in
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Walking Out The Rep
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Day 1 WALK OUT (make sure you personally walk out your new person)
Build their confidence on the way down the elevator
- "Any plans after work?"
Things to address as you walk them to their CAR
- "Great job today on... make sure tonight you look over your Intro/Short Story and Trigger Objections for tomorrow. Have a great night."
Do Not
Leave your new person alone with anyone that could be negative or brand new people that may not leave a positive impression.
Day 2 WALK OUT (Make sure you personally walk out your new person)
Same as day 1 - It's recommended that you have an out of office beer, dinner, coffee, or breakfast with your new person within the first 2-3 days.
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Requirements To Qualify For An Interview
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Consistency in the field - On trend
Have goals to grow in the company
Great image and attitude
Consistent attendance and punctual
On time and efficient with office responsibilities
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Conducting second interviews is a privilege
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Where You Earn An Interview
Be Prepared!
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Dress the part (your image reflects your company's professionalism)
Prepare and practice your interview
Review their resume and identify hot spots
Present the big picture - We are not just a sale company
On time and efficient with office responsibilities
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Leader
Leadership is the first position within our company where you start working with and developing other people. Although the next official promotion is Assistant Management there is a lot to accomplish at this level, and there are many intermediate positions and roles that you will take before officially reaching Assistant Management. These are some of the roles:
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To be in Leadership you must demonstrate the 3 C’s of Leadership and achieve the sales qualifications.
- Consistently have and maintain a great attitude even in adverse situations
- Consistently be on time and reliable everyday
- Consistently make $300+/day on average
$2,500 and 7 days sold within 10 working days
- To be an example to the other reps in the office.
- To be at the office between 7:15 - 7:45 am every morning & back between 5:30 - 5:45 pm every night.
- To be prepared to carry out all of your responsibilities of the week.
- Consistent for every week by being on the bell four out of five days per week.
- To have presence in the office by how you dress and the energy you bring during atmosphere.
- To train and interview as much as possible in search for potential candidates to help you build your team.
- To go on a business trip to get the experience and to apprentice how to run one.
- To assist in running the office with the purpose of gaining enough practice so you can be efficient at every responsibility when you are managing your own team and office.
- To see the behind the scenes on how an office is run and why we make decisions that are vital in running a successful office.
- To earn the right to take out interviews and begin building your own team.
- To practice your decision making skills with mentors at your side so they can guide you and give you feedback.
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Promoting Leader
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- To have at least one first generation leader on your team.
- Being an example of a true leader (by standards set above)
- To mentor your leader through their development.
- To meet with your leader at least once a week to assess their progress through the program.
- To be an example for your leader so that together they can learn from your example.
- To be prepared for your Sunday night call so that you can help them further their career.
- Go to every team night to build that personal relationship with your team as well.
- At this stage, it is a good idea to start having “crew meetings” or group 1 on 1’s so that you can work with all the people on your team without having to invest so much personal time.
You get all of the rewards from Leadership plus:
- They contribute to your team growth and anyone under them is considered part of your team as well.
- You get to participate in Saturday weekly planning sessions. Where we will be going over breakouts, important conversations, and overall direction of the operation.
- You have two people at least earning interviews and growing your office.
- You get to run a business trip (just as long as you have already previously been on two business trips, one where you apprenticed another leader running it).
- Travel to Top Gun events and other conferences across the country for select top performers.
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Assistant Management
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- Developed at least four first generations.
- Ten people total on your team .
- Team production of $7,5000/week for two weeks consecutively.
- Run two successful business trips.
- Read and complete testing on all Assistant Manager development books.
- Personal production must be at leadership qualification level.
Keep in mind that $7,500 in production is a total of ALL the production done on your team, so this includes second, third, fourth, and fifth generation people. They don’t have to be leaders to be part of the production, they just have to be out solo in the field. The more people you have going into this push week, the easier it is for you to hit it.
- $1,000 in personal rep profit before time in the office to learn recruiting and other business operations.
- Be the first one at the office and last one to leave at night.
- Learn how to take the role as manager, making sure the office functions on time 100% of the time.
- Do all the functions of a manager if the manager is not in the office or asks it of you.
- Manage the territory of the office.
- Learn how to balance the responsibilities of a leader, a manager, and an assistant manager.
- Have a crew meeting weekly.
- Have 1 on 1 meetings with each one of your leaders, coach them on their development.
- Run at least one or two leader’s meetings and morning meetings a week.
- Put together your financial break even and run it by your manager.
- Manage business trips via phone conversations and looking at the numbers.
- You get owners profit on everything you earn in the field.
- You get 10% of the owner’s profit on the whole office.
- Once you’ve saved $15,000 we can sit down and go over what is important to you when picking your office (location or city, campaign, or just best available situation).
- The manager will leave you to run the office on your own for extended periods of time.
- Attend R&R and Owners only event.
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Getting Promoted To Management
In order to get promoted to management you have to have successfully shown that you demonstrate, explain and teach all of the requirements and steps that it took to become a manager. The most important aspect of becoming a manager is making sure that you are PREPARED for this step, how long it takes to complete is second to feeling confident in being able to apply all the information received.
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- Have at least $15,000 saved for business expansion through overrides generated by your team.
- Have at least five leaders and ten plus people on your team.
- Team production of $15,000/week for two consecutive weeks.
- Have at least 85% retention on second interviews.
- Terminating unqualified candidates.
- Sending people home because they were late.
- Getting poor performers to do better.
- Getting new people into leadership.
- Bottom lining people that aren’t doing well.
- Resolving he said/she said situations.
- Successfully run the office by yourself for at least one week.
- To be proactive in learning how to do all of the above qualifications.
- Able to work all aspects for recruiting-ad posting, ad writing, booking prelim interviews.
- Proficient in all aspects of office administration, sales and client related follow ups.
- Know how to set up, manage and delegate territories.
- Be great at identifying what leaders meeting & morning meetings to run. Being excellent at communicating those meetings.
- Increase in head count by the end of the week with quality candidates.
- Maintained or increased office production and profit.
- Maintain personal production in the field.
- Made intelligent & rational decisions on what meetings should be for the week.
- Run promoting leaders meeting.
- Run opportunity meetings
- You manage your own Fortune 500 client.
- You lead your own team of leaders with the intent of promoting them into management.
- You extend the same unique ownership opportunities to others.
- Chance to become a Promoting Owner, qualify for PO bonuses, and Million Dollar Consultant Bonus.
- Travel to R&R’s and owner only events.
- Opportunity to earn six figure+ income.
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CL-002 - 80% Content Width
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