Show:
Blueprint for Success
Activity Tracking/CRM
CB Meetings
Mentoring
25-50-75 Day Check ins & BOR
100
Articulates what the N.O. expects of a new FR and the support/development the office will provide.
What is a Blueprint for Success ?
100
Daily Posting and Planning in CRM.
What should an FR do at the end of each business day?
100
Weekly and Monthly Client Builders
What types of CB meetings are there and when are they held?
100
Case Consultation, Sales Skill Coaching
What are the 2 primary purposes of mentor meetings?
100
"Progressive Expectations"
How did Granum refer to the 25-50-75 day check- ins?
200
Granum level activity vs. just hoping for it.
What should leaders have the courage to expect from new FRs?
200
CRM Client Builder Study Group Report
Which CRM report should the office leadership team use to assess a group of FRs activity?
200
Activity Reporting, Educational module (sales skill or product)
What is covered in a Weekly Client Builder Meeting?
200
When candidate applies for contract.
When should a mentor be assigned?
200
Activity levels compared to Granum, Progress to key milestones, Language mastery
What are the 3 primary purposes of Progressive Expectations?
300
When a candidate accepts an offer to contract.
When should the Blueprint for Success be first introduced?
300
15 Appointments Kept per week, 6 FF per week, 25 Activity points per week
What are 3 granum activities/measures leaders should hold FRs accountable to on a weekly basis?
300
CRM Client Builder Study Group Report
What report is required to be up to date and is used during the Client Builder meetings?
300
Leveraging the FR's Most Amazing Future/True Desires
How does a Mentor build trust and effectively motivate a new FR during mentor meetings?
300
For the 1st 5 years.
How long should BORs continue in the FRs career?
400
Production Goals, Activity Goals(including planning and JW), CRM Goals, Integrated Advisor goals/MAR
What crucial expectations are clearly identified and explained within the Blueprint for Success?
400
Daily Activity Posting and Planning Report, Kept/per Day & Daily Activity Points
What report should be used in all coaching and mentoring interactions with the FR, and what does it specifically highlight?
400
Production Levels, tenure, or market
What criteria is used to form CB study groups?
400
During the Weekly Leadership Team meeting.
When does the mentor share results of mentoring relationship with other members responsible for new rep growth and development?
400
Reflect on their successes and challenges, Articulate what support might be needed, To understand the reality of their business progress
What benefit does the FR gain via BORs?
500
Requiring an FR to sign and date a Blueprint for Success
From a legal perspective, what should not be included as part of the Blueprint for Success?
500
RACE Meetings, Weekly Client Builder Meetings, Weekly Team Development Meeting
In which 3 meetings is daily activity reviewed during the course of a week?
500
Fastrack Forward One
Which resource does the skill building portion of the weekly client builder meeting leverage?
500
2 - 3 New Cases, Fact Finder for each case, PPA for each case
What are FRs encouraged to bring to each mentor meeting?
500
MAF/True Desires statement, Blueprint for Success, Current P & L Statement
What should the FR bring to the BOR meeting?