Field Prep and Goals
Reps should use this checklist when working with their leaders and managers. The following checklist includes teaching and talking points that should be discussed and used on the doors.
How to Qualify a Home Roof Shading Management Area Management Time Management The Pitch Break Preoccupation Intrigue Problem/Solution Transition Overcoming Objections Body Language Non-Verbal Meta-Verbal Getting Usage Get 12 Months of Usage from Local Utility
Setting Appointments Set a Solid Appointment What to Do If Appointment Reschedules or is a No Show Close a Deal Do a Bill Review Explain Agreement Transition to Close Sign Up Customer and Upload Necessary Docs Schedule Site Audit Action Items Write Down a Pitch After Day 1 on Doors Pitch and Enter Usage Read Through the Agreement Do a Bill Review Close a deal!
You have worked so hard to get to this point of the training manual. Almost done. But stay the course because this next part is incredibly important to your success with this job and your success in life. Its all about setting goals. I often talk about taking Sunday strolls when it comes to this topic. Sunday strolls, whether by car, foot, bike, boat, etc., can be therapeutic. You just go and let the path take you wherever it is going to take you. But eventually, you have to throw your address into the nav and get back home. Our lives need goals because without them, we are simply taking a Sunday stroll, with no direction.
Goals can get overwhelming if they aren’t done properly. When you are setting goals, focus on the following: The goal should be positive (something that is moving you in a forward direction), the goal should mean something to you (why will it make a difference to you if you achieve it), the goal needs to be specific (the more finite the better. This gives you a clear cut vision to hitting it), and it needs to be under your control (you want to make sure that it’s your efforts that will get you to your goal). Set a few short term goals. (daily, weekly, monthly) and set a few long term goals (year goal, 5 year plan, etc). A balance of both short term and long term goals is vital to your success in living a quality life. Start your goals now.
Once you have set your goals, there are a few guidelines that are super important in accomplishing them. One, believe that you can do it. Believe every day more. When you lose a little bit of hope in hitting your goal, that is ok. Give yourself some grace and jump back on track. Two, you dont need a detailed list of steps. Just know the next actionable step. Third, tell people about your goal that will hold you accountable to it. Fourth, write down your goals as often to daily as you can. Write them down as if they have already happened. Example:...... Fifth, revise, delete, or change as needed.
Those that do great things in life are willing to do what others are not willing to so they can have what others dont have. Setting and chasing after goals is one of those things. The more you know the direction you are headed in, the easier it will be to get there. Lets goals be your navigation.
Ingredients of a Top Rep
- Schedule: Each day is dialed in with a specific schedule that is kept on a daily basis. What things are important to you make a schedule to fit those things in on a daily basis and stick to them. If you're married or in a relationship, schedule time for the relationships that are important to you. If fitness is important to you, schedule time to work out each day. And schedule your non-negotiable time on the doors. Make sure nothing interferes or takes you away from this Top performers on average spend an extra 2 hours a day on the doors than everyone else.
- Goal oriented: Have a clear vision of what your goal is and more importantly why you want to hit that goal. Break down what you will need to hit overall on the year, on a monthly basis, weekly basis, daily basis and even hourly. The more granular you can get the better. Top performers constantly are using their calculators to break down their goals to reconfirm where they're at and what they have left to do to accomplish their goal.
- Focused: Stay focused on the goal. Don’t let things distract you from staying on track. When knocking don't allow your phone to be a distraction. This allows you to be 100% focused on the task at hand. Top performers have the ability to leave whatever is happening in their life aside when on the doors and focus on the task at hand
- Positive: this job will without a doubt throw many curveballs your way and tough things to deal with. Top performers just maintain a positive outlook and try and find the positive solution for each scenario to allow them to keep pushing towards their goal.
- Manage Area: You have full control over the area you have been assigned to knock. Top performers always research the area ahead of time to map out their knocking pattern. Looking for ways to make their knocking strategic and effective. Possibly going after the south side of the street at prime time or first of the day to get leads. Also looking for homes with a lot of shade cover to consider skipping thos homes.
- Fewer Breaks: Top performers will Eat a sack lunch in their car. Or Use bathrooms of customers instead of having to run to a gas station. Plan out your breaks ahead of time so you stay on the doors as much as possible. Remember that we dont make money by how many doors we knock, but by how people we talk to and set appointments with
- Practice - Another ingredient of a top performer is they are constantly reading the training manual and practicing. Even if they have been in the industry for years, they still believe they have something to learn and seek to continue their education and further their skillset. Never stop practicing
- Phone sales and follow up: The top reps are always staying off their phones on the doors, but constantly staying on their phones off their doors following up with customers and setting even when not on blitzes.
- Calculator: They are always looking at their compensation and calculating their earnings. They are absolutely goal driven while remaining humble to enjoy the journey.
- Efficiency: Top performers create and develop critical habits in order to perform at a optimal stage. They will create routines that provide mental health, motivation, consistency, and drive. They look for ways to increase their knowledge while remaining laser focused on their productivity.
Three Tips For Mental Strength
By this time you have received incredible guidance and tools to start your journey off right. We want to double down on that today with mental and emotional skills to help you reflect, reset, and reload. There is a lot of talk about motivation and mindset, but how about skills to put into practice? As you now have nearly two weeks under your belt, let’s get you some skills of resiliance and lasting consistency. One of the most overlooked aspect of elite production is implementable mental and emotional performance skills. Skills that increase your emotional intelligence.
A study done by the Hay Group showed that salespeople with high emotional intelligence produced twice the revenue of those with average or below-average scores. Do not sleep on your mental and emotional ability. You can learn all the technical sales skills you desire, but you will miss out on a 2x+ income opportunity by honing in your mind and heart. Not to mentioned the increased levels of fulfillment. Here are three principles and skills that will help you start your journey:
Part I:
Congruency
Congruency is following through with the decision you made, when the feeling to follow through with that decision is gone. You commit to yourself. You have goals and aspirations. We all do. Yet, when it comes to put our plan in action and the feeling to go to work is gone, it can be difficult to follow through. At what points in the last two weeks has it been difficult to follow through with something that you had previously decided to do? If applicable, how did you feel about yourself after not doing what you said you were going to do? How did you talk to yourself after? Did you reflect on why you did not do what you said you would?
Following through with what we committed to is extremely important for success, especially when the feeling to follow through is gone. With that said, we are human. We will fall short at times. How we treat ourselves and show up for ourselves when we do not do what we said we were going to do is vital. Our self-talk is crucial to our consistency and success. It will determine our future ability to follow through with the commitments we made and remain congruent in our lives.
Part II:
Compassion vs Excuse
Too often we meet our shortcomings with frustration and shame. Shame is the ultimate tool of isolation, impeded progress, and failure. There will be times when we miss the mark, make a mistake, and/or do not follow through with what we said we were going to do. During these times we MUST meet ourselves with compassion. Now, we often shy away from compassion because it feels like an excuse. Allow an excuse to be an excuse. Be firm with yourself and trust yourself enough to recongize when you are using something purely as an ‘excuse’. Equally be firm with yourself and trust yourself to understand when you need to apply compassion. Compassion is your ability to relieve suffering. The level at which you are able to apply self-compassion will reflect your ability to remain consistent in your career and in your life. The goal is consistency. Consistency leads to intense financial, personal, relational, and spiritual success.
Compassion looks like doing the best thing for yourself in the given moment in order to maintain consistency in every aspect of your life. Often we push ourselves beyond what we can handle, and frankly, we have to do this in order to know our limits. However, if we continue to push ourselves past our physical, mental, or emotional limits we will be much further behind then had we trusted ourselves, used compassion, and have done the best thing for ourselves so we can show up for those that need us the most. Not an excuse, but an intense level of grit, desire, and compassion.
Part III:
Discipline, Impulse, and Meaning
We fight impulse with discipline. We attempt to overcome our impulsive nature with attempting to remain congruent - following through with what we said we would do. Sometimes, we do this for the sheer sake of discipline. Yet, discipline equates to nothing if it does not have heart. We give heart to discipline when we stop fighting impulse with discipline. We give heart to discipline when we fight impulse with meaning. What does today mean? What does each individual door mean to you? What do your financial goals mean? The car, house, clothes, vacations. What do they mean? When we discover meaning it becomes exponentially easier to follow through with what we said we would when the feeling to do so is gone. It becomes easier to remain discipline and to avoid impulse. Find your meaning.
Questions that help establish meaning:
What is your meaning to this life?
What do the doors mean?
What do your financial goals mean to you and those you love the most?
What does your own self-development mean?
Why would you follow through with what you said you were going to do when the feeling to do so is gone?
Three “reset and reload” questions:
What is my relationship with my higher power?
What is my relationship with myself?
Where am I at right now emotionally?
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